This not a new conversation. Not at my dealer, either. We had a BDC, but the GM wanted to save money pressuring me to develop the sales consultants to be BDC agents. Despite my arguing against the GM, I lost. We went from a 35-41% set-rate (450-489 leads) to barely hitting the high teens with 14-18% set rate. Sacrificing the show-rate to under 50% whereas the BDC ran 65-70. Even though the BDC brought the traffic into the store they still only closed 20% of the traffic. Largely due to the fact that the sales consultants did not have product knowledge or sales process training. That said, the GM expected me to not only train in sales processes, but for the sales reps to be BDC agents. I argue that it is incredibly difficult to have a sales consultant perform as a BDC agent. And that it is two different jobs. Needless to say exactly 18 months later the GM said "so, we need a BDC." To which I at first - so badly - wanted to say "ARE YOU KIDDING ME." Instead, I got excited and have slowly rebuilt from scratch. Before getting to excited I knew the GM was being too good to be true. FINALLY - getting to the point of this thread - the GM expects the BDC to sit, wait, and stare at the lead for 20 minutes to see if the consultant will answer the lead before s/he is able to do their job. The GM still does not believe the BDC is the way to go as he will save money. Do you make your BDC's wait 20 minutes? If so, as you know they've already been contacted by the other 8-10 dealers they have inquired with. Thoughts?