Utilize Your CRM/XLRM

1. Pg. 34
Utilize Your
CRM/XLRM
Robert Revere
Chief Sales Officer
Dealer Peak

2. How to run your BDC like an Air
Traffic Control Tower

3. What happens inside an Air Traffic
Control Tower?
Awareness
Focus
Intensity

4. What makes an Airport successful?
 People
 Process
 Technology
and…
 Drill, Drill, Drill!

5. Without the right technology, how effective will
you be?

6. Question…
With the right
People, Process &
Technology along with
continuous
improvement
training, can daily air
disasters be avoided?

7. Who is involved?
 Air Traffic Controller Tower
 Ground Crew
 Ground Supervisor
 Pilot

8. What 4 C’s are required to avoid air traffic disasters?
Communication
Cooperation
Correlation
Compensation

9. What is the “Ideal” BDC environment for your
Dealership?

10. Do you have good “Lead Culture” in your BDC?
 Awareness of Leads
o Are you aware of all your traffic sources and who is
handling them?
 Focus of Leads
o Are we focused on the specific wants/needs of the
client when they inquire? “Read between the Lead”
 Intensity of Leads
o Are we intense and passionate with each and every
call made or email sent? Are we incessantly pursuing
perfection?

11. What makes a Dealership with a BDC Culture
successful?
People
Process
Technology
and…
Drill, Drill, Drill!

12. Who is involved?
 Air Traffic Controller Tower (BDC Center)
 Ground Crew (Sales Staff)
 Ground Supervisor (Sales Manager)
 Pilot (Customer)

13. To Manage a Dealership Effectively, What Do You
Need?
 Communication
 Cooperation
 Correlation
 Compensation

14. Without the right technology, how effective will you
be?

15. Questions?
Robert Revere
Chief Sales Officer
DealerPeak Elite Services
rrevere@dealerpeak.com
Office: 480-582-0215
Mobile: 602-741-2214
Fax: 1-866-399-0313