It is 2021, and we are slowly surviving this pandemic. But the way we sell cars has changed. What would you consider the benchmarks for internet to appt to sold ratios? How do we measure BDC effectiveness in 2021?
It is 2021, and we are slowly surviving this pandemic. But the way we sell cars has changed. What would you consider the benchmarks for internet to appt to sold ratios? How do we measure BDC effectiveness in 2021?
I don't have a BDC but we expect a Internet Lead to Visit of 26.2%. To get that number, taking Unique Visits (with or without Appt and not counting Be-Backs so this is a Unique Count) divided by Good Leads (meaning has a name and one contact method). We expect Visit to Sold of 60% for Internet. If I had a BDC, I would expect the same. We are short of that goal on Lead to Visit and hitting it on Visit to Sold.It is 2021, and we are slowly surviving this pandemic. But the way we sell cars has changed. What would you consider the benchmarks for internet to appt to sold ratios? How do we measure BDC effectiveness in 2021?
What would you consider healthy percentages?Keeping it simple will always help you. Sometimes being overzealous can confuse teams instead of helping them.
Leads // Appt // Appt Kept or Soft Appt. // Sales is a good framework.
Once you've got control, you can break it down by source if you want to improve your customization to help different metrics.
Then you can go crazy with deeper data analysis for sure. I'm sure other people on here have more to share on that front.
What would you consider healthy percentages?
Break that out from Lead to Appointment %, Appointment to Show%, Show to Sold%...Anything that makes sense based on your end profit.
A 8% lead to sale ratio might be good on high margin units, but a 22% lead to sale ratio might be needed for lower profit units.
I hate to throw %s because it's very different from dealer to dealer.
@Marc Lavoie you can't Like my question not answer it! What are your benchmarks for those stages? Lead to Appointment, Appointment to Show, and Show to Sold %'s?Break that out from Lead to Appointment %, Appointment to Show%, Show to Sold%...