Driving Dealership Profitability in the BDC

BDCs used to be thought of as a dealership’s “phone room”—an area tucked away where reps called down a list of names to set appointments. But today, BDCs have transformed into something much bigger and more powerful.

With customers spending more time researching online and taking their time to shop around, dealerships are leaning on their BDCs to play a bigger role in driving sales, service opportunities, and, ultimately, dealership loyalty.

To maximize the BDC’s potential for driving revenue and customer retention, let’s take a look at a few helpful strategies your team can use.

1. Identify high-potential leads with precision

Experienced BDCs know that profitability comes from more than just filling the schedule—it’s about identifying the best opportunities within their customer base. By setting up automated alerts for key indicators (like expiring warranties, lease end dates, or high mileage), BDCs can zero in on high-value prospects before they even arrive for service.

This means fewer cold calls and more meaningful, data-informed conversations that naturally lead to upgrade or trade-in offers.

For instance, reaching out to a customer with a high-mileage vehicle and presenting a trade-in offer before issues arise can help drive new revenue while reinforcing the value of a proactive dealership.

2. Use service visits to create low-pressure sales conversations

Customers are already tuned into maintenance needs during a service visit, making it a prime opportunity to introduce options that can enhance their ownership experience without feeling pushy. The BDC can help service advisors identify and prep specific offers tailored to the customer’s profile—such as scheduling a test drive in a new model for a lease-ending customer or discussing extended warranties with those nearing expiration.

This approach helps keep the sales pitch feeling relevant, and it also adds value — improving the likelihood of conversion and keeping customers satisfied.

3. Strengthen retention with timely, personalized follow-Ups

The BDC’s ability to provide timely, personalized follow-ups can be one of the strongest drivers of customer loyalty and repeat business. For a service advisor or GM, it’s less about whether follow-ups happen, and more about how they’re done.

By tailoring outreach based on data points like service history and online behavior, the BDC can ensure follow-ups address each customer’s specific needs—whether it’s a maintenance reminder or a unique offer based on their history with the dealership.

4. Know your customers and give them what they need

BDC teams can tap into valuable customer data from systems like DMS, CRM, and CDP to understand where customers are in their ownership journey. Are they coming up on a lease-end? Is their warranty about to expire?

These insights enable BDCs to send relevant, timely messages that speak directly to each customer’s needs. For example, offering a trade-in or a lease upgrade right before a lease ends, or highlighting a new maintenance package as a warranty expires, keeps customers engaged and adds real value.

5. Keep customers coming back with exclusive perks

Adding unique benefits to service visits also strengthens loyalty. Whether it’s prepaid maintenance or an exclusive offer tied to past purchases, these perks encourage customers to return for every service and view the dealership as a go-to for their automotive needs.

BDCs can use these offerings as incentives to book the next appointment or renew a maintenance package, keeping customers connected to the dealership and reducing the likelihood of defection.

6. Boost revenue by staying one step ahead

BDC-driven loyalty isn’t just about customer satisfaction—it directly impacts dealership revenue. Loyal customers not only return more often for service but are also more likely to buy their next car at the same dealership.

By actively nurturing relationships through well-timed, personalized outreach, BDCs can prevent customers from straying to competitors and help drive repeat business, maximizing the dealership’s long-term profitability.

7. Pinpoint the right customers with predictive analytics

For BDCs, understanding which customers are likely to re-enter the market soon or show interest in a new offer is essential for maximizing ROI. Predictive analytics tools sift through customer data—such as online browsing patterns, past purchases, service histories, and even timing of previous interactions—to identify trends and predict future behaviors.

For example, a customer with frequent service visits and a vehicle nearing the end of its lease might be an ideal target for an upgrade or trade-in conversation. By using this data to anticipate needs and preferences, BDCs can approach customers at the perfect time, making every interaction more likely to result in a conversion and increasing the dealership’s bottom line.

Predictive platforms (like AutoAlert or Mastermind for example) integrate with DMS and CRM systems to provide insight into customer behaviors and preferences. By highlighting prospects who are more likely to be in the market, these tools enable BDCs to plan outreach more strategically, focusing time and resources where they’ll have the most impact.

8. Make BDC operations smoother and more profitable with DriveSure

DriveSure gives BDCs simple, effective tools to make work easier, keep customers loyal, and drive more profits.

• Renewable Benefits and Prepaid Maintenance packages give BDCs an easy way to keep customers coming back, using benefit expiration dates as timely reasons for customers to schedule service.
• Automated reminders reduce the BDC workload by proactively alerting customers before benefits expire, freeing up the team for more meaningful customer interactions.
• DriveSure’s training equips BDC reps to handle renewals and even emergency requests smoothly, creating a seamless experience that builds customer confidence and loyalty.

Altogether, DriveSure helps BDCs work more efficiently while driving profitability and strengthening customer relationships. To learn more, check out our other article on how to leverage DriveSure in your BDC.