The BDC desk is the first stop a customer makes, and the one dealers most often leave empty, because nobody on the floor sees the leads that go unanswered.
What the benchmarks say
Foureyes found that in April 2025, 40% of internet leads and 75% of phone leads were set as appointments.5 Across 2025, 11.7% of all dealership sales leads ended up buying.4 The same study found that 42.7% of qualified leads were mishandled and 15.2% were never logged to the CRM at all.4
Those last two numbers are what an empty or under-staffed BDC desk looks like from the outside: leads that came in, cost you advertising money, and never got worked.
The position math
There is no public benchmark for how many leads one BDC rep works, so the calculator uses an example of 200 a month and gives the BDC position half the credit for each sale. At the 11.7% buying rate4 and $3,244 in gross plus F&I per unit,3 that example position drives about $37,955 a month in gross. Put in your own lead volume in the calculator.
What to hire for
A BDC rep who sets appointments that do not show looks busy on the call log and produces nothing. We screen for it by listening to how a candidate confirms an appointment, not by asking how many calls they can make.
See what it costs your store
Put your own numbers in the calculator, or order the hire now.
What we deliver for BDC Representative hires, and the flat fee