The term “Internet dealership” has become so pervasive that the words have all but lost their meaning. An Internet dealership is neither a virtual store nor a brick-and-mortar dealership that also happens to have a website. A true Internet dealership is an operation that breaks down the silos of showroom sales and the business development center (BDC) and fully integrates them.

But that’s really only the first step. To go “all in,” you must include every profit center, including F&I and fixed ops. It might not be easy, but tearing down your silos will give you the boost you need and the quick, accurate responses today’s car buyers demand. It’s not that hard. Plenty of dealers, including many of your competitors, are doing it right now.

With that in mind, let’s look at six changes you can implement this month.

1. Show Some Respect

How many of your leads are Internet leads? … Don’t answer! It’s a trick question. The vast majority of people — probably 99% — do some sort of research online before they call, email or walk into your dealership. Everyone is an Internet prospect to some degree, and a separation between the showroom and the BDC is quickly becoming archaic. Unfortunately, it’s still the most common setup.

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