4 Reasons BDC’s Fail

Shawn Armorer Discusses Why BDCu2019s Lack Efficiency

nShawn Armorer: So the four main reasons there are others, but the four main reasons why BDCs fail, very simple in order. Number one, when the dealer principal or the owner is not behind it,n

nThe BDC cannot just exist. It can’t just be this mystical department off in the storage room next to the work orders with 32 boxes surrounded by me and every time I wake up to turn it around, I hit the mop – like no ideal working conditions. So when the owner is not behind it, and that can mean a number of things, but again, not to be cynical, but at the end of the day, they’re the ones paying for this thing. So we’ll get into the whole you know, defining it, planning etc. etc. n

nSo number one, when the owner is not behind it. Number two, most importantly, when there is friction between the departments the BDC serves. I agree, if the BDC is doing internet sales, and the old adage of just get them in, and then we get them in and they’re not in market shoppers or they’re not ready to pull the trigger. Glengarry leads the Glengarry leads u201ccoffee’s for closersu201d, right. So many leads when they come in now, all of a sudden were shit, because we didn’t do a good job. But dude, I just did what you told me to do. I brought them in. So with this friction between departments, the BC will absolutely fail. n

nThe third, when it becomes something that it is not. Now, without going off on a tangent, what I mean by that is, is extremely important if you’re going to restructure your BDC or if you’re going to build one from scratch, the four major elements that I follow are that number one, you have to define it first, what do you want this thing to be? You know, do you want it to be all things to all people, fine? Well, then stay that course. But for me, the core purpose of a BDC is simply to provide a consistent flow of traffic to the service and sales flow. For me anyway, it is not a private sales group, because it requires a different approach.n

nIt requires like, Reid could bang out any script, he’s completely versatile. n

nReid Richards: Yeah. I’m with you, Sean, though I believe that the message is to deliver it at an emotional level, they need to come in and drive the vehicle before they’re going to purchase it. The interrupt is to change the sales call or the sales mentality into an appointment mentality. Because you have if you drive it and you don’t like it, you’re not going to buy it anyway. So why waste anybody’s time going over all this other information? When there’s no one there’s no purpose to it, you know, let us be the professional and direct the situation, right? n

nShawn Armorer: 100%, which is why and Reid, I’m just going to interject this little thing for anybody listening or watching that has been plagued. That is a plague in our industry with the BDC. And it’s directly related to the pipeline. As long as the BDC agents as long as there’s a component to this – to the soul, as they call it, getting picked on the soul. It screws. We’re not in sales. I’m not gonna get up out of my seat and go see Kelly, when it comes in tomorrow, I’m going to be on the phone, do my 110 phone calls a day. So why are we being remunerated on the souls? It conflicts the entire thing,n

nReid Richards: They’re getting the wrong mindset. I agree.n

nShawn Armorer: It’s completely the wrong mindset and it takes it in a completely different direction. I mean, since we did it at Evolve. I mean, back in our day it was kind of like the movie Boiler Room, you know, if we’re gonna call something, it was just, we were up on our chairs, yelling and screaming. And, you know, we had all this flexibility. And then unfortunately, what happened is, those people at the time that were at our level, became, you know, GSM ‘s and are running the BDCu2019s the same way as before, but they’ve just never evolved. n

nAnd the last reason why a BDC would fail and again, we’re not angels, when they’re poorly managed. I mean, I see it time and time again. But again, that comes with coaching, which is why Reid exists, and which is why I exist, because at the end of the day, on our last day here on Earth, we’re not taking anything with us, but we can leave it behind. So my mission right now is just leave everything behind and just pour back into this industry that has given me so much because technically, I’ve never seen a U haul behind the Hearst sou2026leave it behind.nn