Bdc pay plans examples

BDC CoordinatorThe following assumes a Full-Time BDC Coordinator working 40 to 50 hours per week generating 40 SalesAppointments and 20 Service Appointments per month that are kept. Appointments can be generated throughIncoming Phone Calls, Internet Leads, and Sold (RTCM/RCL) Follow-Up calls. Assume that a 50% closing ratioresults from the appointments at an average gross of $1,000.00 PVR and and average Service R.O. of$250.00.

Hourly wage + bonus per appointment kept + bonus for every sale that resulted from a BDCappointment - $8.50 per hour + bonus for each appointment kept that is logged into the CRM tool +$15.00 bonus per sale generated

• $8.50 per hour x 40 hours = $340.00 x 4 weeks = $1,360.00• $10.00 x 40 appointments kept = $400.00• $15.00 x 20 sales generated = $300.00• Total: $2,060.00 per month• Annual: 26,080.00

Hourly wage + bonus per appointment kept + Team bonus for Sales and Service revenue generatedfrom a BDC appointment

• $8.25 per hour + $5.00 per appointment kept + 1% of the Sales and Service revenue generated through BDCappointments that is shared by the BDC Team equally

- $8.25 per hour x 40 hours = $330 x 4 weeks = $1,320.00- $5.00 x 40 Sales appts kept + 20 Service appts kept = $300.00- 20 Sales generated x $1,000.00 PVR x 1%= $200.00- 20 Service R.O.s generated x $250.00 per R.O. x 1% = $50.00- Total: $1,870.00 per month- Annual: $23,760.00

Hourly wage + bonus per Reconnect Information completed + bonus per appointment kept

• $7.75 per hour + $3.00 per customer reconnect information logged into CRM Solution including completedsurvey + $5.00 per appointment kept

- $8.25 per hour x 40 hours = $330 x 4 weeks = $1,320.00- $5.00 x 40 Sales appts kept + 20 Service appts kept = $300.00- 20 Sales generated x $1,000.00 PVR x 1%= $200.00- 20 Service R.O.s generated x $250.00 per R.O. x 1% = $50.00- Total: $1,870.00 per month- Annual: $23,760.00

Hourly wage + bonus per Sales & Service appointments kept + “Jumpstart” bonuses held through themonth as additional incentive

• $10.05 per hour + $5.00 per Sales appointment kept + $5.00 per Service appointment that results in an R.O.+ periodic Jumpstart bonuses (see below)

- $10.00 per hour x 40 hours = $400 x 4 weeks = $1,600.00- $5.00 x 40 Sales appts kept = $200.00- $5.00 x 20 Service appts kept = $100.00- Total: $1,900.00 per month

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BDC Pay Plan Suggestions

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The purpose of “Jumpstart” bonus is to add variety and fun to the department while drivingour main goal, which is scheduling firm appointments that stick. The competitive nature ofthe Coordinators creates electricity within the office and avoids the chance that the bonusjust becomes part of the daily pay play. To be most effective, this “Jumpstart” bonus shouldbe changed often and appear on random days.

• $10.00 bonus for the first appointment set for the day

• Scratch-off lottery ticket for every appointment that was scheduled that comes in today

• Double Appointment Bonus Day - For every appointment scheduled today that keepstheir appointment - double their regular bonus

• $1.00 for every verifiable email address obtained. We verify that it is correct by emailingthe Customer and Appointment Confirmation, Reconnect Thank You, or other emailcommunication

• $20 bonus for first Coordinator to schedule 5 appointments on Thursday for Saturday

• Movie Theater Cash - $1.00 for every Customer who calls back from a message thatwas left. If the callback results in an appointment, $5.00 Movie Cash total

Jumpstart Bonus Ideas

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The purpose of “Jumpstart” bonus is to add variety and fun to the department while drivingour main goal, which is scheduling firm appointments that stick. The competitive nature ofthe Coordinators creates electricity within the office and avoids the chance that the bonusjust becomes part of the daily pay play. To be most effective, this “Jumpstart” bonus shouldbe changed often and appear on random days.

• $10.00 bonus for the first appointment set for the day

• Scratch-off lottery ticket for every appointment that was scheduled that comes in today

• Double Appointment Bonus Day - For every appointment scheduled today that keepstheir appointment - double their regular bonus

• $1.00 for every verifiable email address obtained. We verify that it is correct by emailingthe Customer and Appointment Confirmation, Reconnect Thank You, or other emailcommunication

• $20 bonus for first Coordinator to schedule 5 appointments on Thursday for Saturday

• Movie Theater Cash - $1.00 for every Customer who calls back from a message thatwas left. If the callback results in an appointment, $5.00 Movie Cash total

Jumpstart Bonus Ideas


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BDC Staffing Case Studies

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Recruiting and Interviewing BDC Staff

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When recruiting new staff for your BDC, it helps to understand what's important.

In addition to the skills and characteristics listed below, what do you feel is important for asuccessful BDC staff member?• Phone skills• Detail oriented• Organized• Computer literate• • • • • • •

Where can you find people who would succeed in the BDC?


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Fast-growing automotive group seeks a Business Development Coordinators to handleincoming phone calls and contact existing Customer base by phone, mail, and email tomaintain and increase Customer loyalty. Applicant must possess the following skills:

• Must type 50 wpm

• Minimum two years direct Customer service experience

• Must be able to work flexible hours

• Successful telephone skills

• Extensive computer skills

Compensation includes hourly wage plus bonus and benefits.Interested applicants should email resume with phone number to BDCFord.com

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• Preparing your Help Wanted Advertisement

• The significance of content that is proven to produce application results

• Applicant interview selection - Targeted hiring objectives

• How to manage applicant expectations

• Interview questions and format - Telephone

• Interview questions and format - Face-to-face


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• Using a new-hire kit to set expectations and requirements

• Building a training blueprint

• Using process maps to effectively train

• Streamlining the training process with Ford and vendor resources

• Training for:- Incoming Sales Call- Internet Lead Management- Sold Follow-Up

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• The critical skills set

• Creating a training M.A.P. (management action plan)

• Training resources

• The BDC staff training action plan

• Implementing ongoing BDC staff training M.A.P.s

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Our job as coaches is to get our players to do what they don't want to do so they canaccomplish what they want to accomplish.

Who is accountable for:• Using scripts• Providing metrics• Making the confirmation call• Appointment outcome call

Can the BDC identify the coordinator's strengths and areas for improvement?

Does the training help close the gap between where we are now and where we want to be?

Does the pay plan and job descriptions drive our goals?• More quality appointments• More appointments kept• More sales

Training and Coaching the BDC Staff