Equity Mining Case Study: 127 Additional Units Sold

Equity Mining Case Study: 127 Additional Units Sold in 12 Months

Introduction

Dealerships sitting on hidden revenue opportunities often don't realize the goldmine in their existing customer database. One mid-sized automotive group discovered this reality when they implemented a strategic equity mining BDC program that generated 127 additional vehicle sales in just 12 months - representing over $3.2 million in incremental revenue.

Equity mining isn't just another sales tactic; it's a data-driven approach to identifying customers whose vehicles have appreciated in value or who have substantial equity positions. When executed properly through a dedicated Business Development Center (BDC), these programs transform passive databases into active revenue streams. This guide is part of our Automotive BDC Case Studies: Real Results from Real Dealerships series, where we examine real-world implementations and measurable outcomes.

This case study examines how a three-location dealership group in the Southeast implemented an equity mining program from the ground up. We'll explore their challenges, the strategic framework they deployed, and the specific tactics that generated 127 additional sales - all while maintaining customer satisfaction scores above 4.7 out of 5. Whether you're considering launching an equity mining initiative or optimizing an existing program, this detailed analysis provides actionable insights you can apply immediately.

Quick Summary

What: An equity mining BDC program that systematically identifies customers with positive equity positions and engages them with personalized upgrade opportunities.

Why:

• 127 additional units sold in 12 months beyond normal sales volume
• $3.2 million in incremental revenue with minimal marketing spend
• 23% contact-to-appointment conversion rate, significantly above industry average
• 68% of engaged customers expressed interest in learning about their equity position

How: The dealership implemented a three-phase approach: (1) database segmentation using third-party equity data, (2) dedicated BDC team training on consultative equity conversations, and (3) systematic outreach cadence with personalized value propositions tailored to each customer's equity situation.

Table of Contents

• Introduction
• Quick Summary
• The Dealership's Challenge: Declining Walk-In Traffic
• Building the Equity Mining BDC Framework
• Results: 127 Additional Units and Key Performance Metrics
• Critical Success Factors: What Made This Program Work
• Implementation Challenges and How They Were Overcome
• Scaling Considerations: From 500 to 1,000+ Monthly Contacts
• Lessons for Other Dealerships Implementing Equity Mining Programs
• ROI Analysis: Investment vs. Return
• Technology Stack: Tools That Enabled Success
• Conclusion: The Equity Mining Opportunity
• Frequently Asked Questions

The Dealership's Challenge: Declining Walk-In Traffic

Like many automotive retailers in 2023, this three-location group faced a fundamental shift in consumer behavior. Walk-in traffic had declined 34% compared to pre-pandemic levels, yet their customer database contained over 18,000 active buyers from the previous five years. Traditional marketing efforts - direct mail, email campaigns, and digital advertising - were generating diminishing returns with cost-per-lead increasing by 47% year-over-year.

The general manager recognized that their existing customers represented the lowest-cost acquisition opportunity. These buyers already trusted the dealership, had positive service experiences, and many had purchased vehicles during the pandemic when prices were inflated. The question wasn't whether equity existed in their database - it was how to identify it and engage customers without appearing pushy or transactional.

Previous attempts at "conquest" campaigns had failed because they lacked personalization. Generic "trade-in your vehicle" messaging generated less than 2% response rates. The dealership needed a fundamentally different approach - one that led with value, used data to personalize conversations, and positioned the dealership as a financial advisor rather than just a seller.

Building the Equity Mining BDC Framework

Phase 1: Data Integration and Customer Segmentation

The foundation of successful equity mining BDC case studies always begins with quality data. This dealership partnered with a third-party automotive data provider to append equity information to their existing DMS database. The integration process took approximately three weeks and included:

Current Market Values: Real-time wholesale and retail values for each vehicle in their customer database, updated monthly to reflect market fluctuations.

Loan Payoff Estimates: Predicted payoff amounts based on original loan terms, down payments, and time since purchase. While not perfectly accurate (customers refinance or make extra payments), these estimates provided directional guidance.

Equity Position Scoring: A proprietary algorithm that assigned each customer an equity score from 1-10, with 10 representing the strongest equity position and highest likelihood of being in a favorable upgrade situation.

The data revealed surprising insights. Approximately 4,200 customers (23% of the database) had equity positions exceeding $5,000. Another 2,800 customers had moderate equity ($2,000-$5,000) that could facilitate upgrades with minimal additional cash investment. Most remarkably, 890 customers had equity exceeding $10,000 - often because they'd purchased vehicles during the 2021-2022 market peak that had retained value better than their loan amortization schedules anticipated.

The dealership created five distinct customer segments based on equity position, vehicle age, service history, and previous purchase behavior. This segmentation allowed the BDC team to craft personalized messaging that resonated with each group's specific situation rather than using one-size-fits-all scripts.

Phase 2: BDC Team Training and Script Development

Equity mining conversations require a fundamentally different skill set than traditional BDC appointment setting. The dealership invested in comprehensive training that transformed their BDC agents from order-takers into financial consultants. The three-week training program covered:

Consultative Conversation Frameworks: How to lead with curiosity and value rather than pitching products. Agents learned to ask questions like "Have you noticed how well your vehicle has held its value?" rather than "Would you like to trade in your car?"

Equity Education: Deep understanding of how equity works, how market conditions affect values, and how to explain complex financial concepts in simple terms. Agents could articulate why a customer's 2021 truck might have $8,000 in equity and what that means for upgrade opportunities.

Objection Handling: Specific responses to common concerns like "I'm not interested in a new payment," "My vehicle runs fine," or "I can't afford to upgrade." The training emphasized reframing these objections by focusing on equity as an asset rather than viewing the conversation as a sales pitch.

CRM Documentation Standards: Detailed protocols for logging call outcomes, customer sentiment, and follow-up requirements. This documentation proved crucial for measuring program effectiveness and optimizing the approach over time.

The dealership also developed a library of conversation guides - not rigid scripts - that provided structure while allowing agents to personalize based on customer responses. Each guide included opening statements, transition questions, value propositions tailored to specific equity segments, and clear call-to-action options (schedule appraisal, visit showroom, speak with sales manager).

Phase 3: Systematic Outreach Cadence

With data integrated and the team trained, the dealership launched a systematic outreach program targeting 500 customers per month. The cadence included:

Initial Phone Contact: Personalized call from BDC agent leading with equity information: "Hi Sarah, this is Mike from [Dealership]. I was reviewing your account and noticed your 2020 Explorer has built up significant equity - about $7,200 based on current market values. I wanted to make sure you were aware of this before making any vehicle decisions."

Follow-Up Email: Within 24 hours, agents sent a personalized email with the customer's specific equity estimate, current market value, and estimated payoff. The email included a clear CTA to schedule a no-obligation appraisal.

Text Message Reminder: Five days after initial contact, a brief text: "Hi Sarah, Mike from [Dealership]. Just following up on our conversation about your Explorer's equity position. Would this week or next work better for a quick appraisal?"

Final Phone Attempt: Ten days after initial contact, one more phone call to gauge interest and address any questions.

Customers who expressed interest but didn't schedule immediately were placed in a 90-day nurture sequence with monthly check-ins, as equity positions and market conditions change over time. This systematic approach ensured no opportunity fell through the cracks while respecting customers who genuinely weren't interested.

Results: 127 Additional Units and Key Performance Metrics

Over the 12-month implementation period, the equity mining BDC program generated measurable results that exceeded the dealership's projections:

Primary Sales Metrics

127 additional vehicle sales directly attributed to equity mining outreach - verified through CRM tracking that linked each sale back to the initial BDC contact. These sales were incremental, meaning they represented customers who weren't actively shopping and likely wouldn't have purchased without the proactive outreach.

$3.2 million in total revenue from the 127 units, with an average transaction value of $25,200. The mix included 89 new vehicles and 38 used vehicles, with customers leveraging their equity for down payments that reduced financing needs.

$412,000 in gross profit from the equity mining sales, representing a healthy 12.9% margin. Interestingly, equity mining customers showed lower price resistance than traditional shoppers because they viewed the transaction as "unlocking" existing value rather than taking on new debt.

BDC Performance Metrics

23% contact-to-appointment conversion rate across all equity mining calls. This significantly exceeded the dealership's 11% conversion rate for traditional BDC prospecting calls, demonstrating the power of leading with personalized, valuable information.

68% positive response rate when agents explained equity positions. Even customers not ready to purchase immediately expressed appreciation for the information and requested future updates. This goodwill generated downstream benefits for service retention and future sales opportunities.

41% appointment show rate for equity mining appointments compared to 34% for traditional internet leads. The higher show rate reflected genuine interest rather than casual browsing, as customers had already engaged in substantive conversations about their equity positions.

Average 4.2 contacts per converted customer, indicating that persistence and follow-up were essential. Many customers needed time to consider the opportunity, discuss with family members, or wait for life circumstances to align with an upgrade decision.

Customer Satisfaction and Retention

4.7 out of 5 average satisfaction score from equity mining customers surveyed post-purchase. Customers consistently mentioned appreciating the "heads up" about their equity and feeling the dealership looked out for their financial interests.

Zero formal complaints about the outreach program filed with management or online review platforms. The consultative approach and clear opt-out options prevented the program from feeling pushy or intrusive.

89% service retention rate among equity mining customers who purchased, compared to 76% for the dealership's overall customer base. The positive equity mining experience strengthened the overall customer relationship beyond the single transaction.

Critical Success Factors: What Made This Program Work

1. Leading with Education, Not Sales

The single most important factor in this program's success was the philosophical approach. BDC agents positioned themselves as financial advisors providing valuable information rather than salespeople pushing inventory. Opening statements focused on equity as an asset: "I wanted to make sure you knew about this before making any vehicle decisions" rather than "We have great deals this month."

This approach disarmed natural sales resistance. Customers who typically screened dealership calls engaged in 8-12 minute conversations because they perceived genuine value. Many customers explicitly stated they appreciated learning about their equity position even if they weren't ready to act immediately.

2. Data Accuracy and Personalization

Generic outreach fails because it demonstrates the dealership doesn't know or care about the individual customer. This program succeeded because every conversation included specific, personalized information: "Your 2020 Explorer with 42,000 miles has a current market value of approximately $28,500, and based on your original purchase, we estimate your payoff around $21,300, giving you about $7,200 in equity."

Customers could verify these numbers independently, which built trust. The dealership's willingness to provide transparent financial information - even when it might not lead to immediate sales - positioned them as trustworthy advisors rather than self-interested sellers.

3. Systematic Follow-Up Without Harassment

The structured four-touch cadence (call, email, text, final call) over 10 days balanced persistence with respect. Customers who declined or didn't respond were removed from active outreach but added to a quarterly check-in list. This approach acknowledged that timing matters - a customer not interested in March might be very interested in September when their life circumstances change.

The dealership tracked opt-out requests meticulously and honored them immediately. This attention to customer preferences prevented the program from damaging relationships and ensured compliance with telephone consumer protection regulations.

4. Integration with Sales Process

Equity mining appointments weren't treated as standard "ups" on the sales floor. When customers arrived for appraisals, sales consultants had detailed notes about the equity conversation, the customer's current vehicle situation, and their expressed interests. This preparation allowed for seamless transitions from BDC to sales without customers needing to repeat information.

The dealership also empowered sales managers to make quick appraisal decisions. Equity mining customers weren't subjected to lengthy appraisal processes or aggressive negotiation tactics. The goal was to validate the equity position the BDC had described and explore upgrade options that made financial sense - not to maximize every deal at the expense of customer experience.

Implementation Challenges and How They Were Overcome

Challenge 1: Initial Agent Resistance

BDC agents initially resisted the equity mining approach because it felt "too soft" compared to traditional appointment-setting scripts. Agents worried that educational conversations wouldn't convert to appointments and their performance metrics would suffer. The management team addressed this by:

• Adjusting performance metrics to value conversation quality over appointment quantity
• Sharing early success stories where consultative approaches led to sales
• Providing coaching that demonstrated how education-first conversations actually increased conversion rates
• Offering incentive bonuses for equity mining conversions to reward the longer sales cycle

Within six weeks, agent buy-in increased dramatically as they experienced firsthand how customers responded more positively to the consultative approach.

Challenge 2: Data Accuracy Concerns

Third-party equity estimates weren't always perfectly accurate. Some customers had refinanced loans, made large down payments, or had payoffs that differed from estimates. When customers challenged the numbers, agents were trained to respond: "These are estimates based on typical loan scenarios. The best way to know your exact equity position is to come in for a free, no-obligation appraisal where we can verify your actual payoff and current market value."

This response turned potential objections into appointment opportunities. The dealership also refined their data provider selection over time, switching to a vendor with more accurate payoff predictions after three months.

Challenge 3: Market Value Fluctuations

Automotive values shifted significantly during the program period, particularly for certain vehicle segments. Customers who had been contacted in Month 2 with strong equity positions sometimes found their equity had decreased by Month 5 due to market corrections. The dealership addressed this by:

• Setting expectations during initial calls that values fluctuate and equity positions can change
• Updating database values monthly and re-contacting customers whose positions improved
• Training agents to position market timing as a reason to act: "Values are still strong right now, but we're seeing some softening in certain segments"

Challenge 4: Sales Floor Skepticism

Some sales consultants initially viewed equity mining appointments as "tire kickers" who weren't serious buyers. This created tension between BDC and sales teams. Management resolved this by:

• Tracking close rates for equity mining appointments and demonstrating they matched or exceeded internet lead close rates
• Sharing customer testimonials about positive equity mining experiences
• Implementing a "warm handoff" process where BDC agents introduced customers to sales consultants via phone before appointments
• Celebrating equity mining sales in team meetings to build organizational buy-in

Scaling Considerations: From 500 to 1,000+ Monthly Contacts

After proving the concept with 500 monthly contacts, the dealership began planning to scale the program. Key considerations for expansion included:

Technology Infrastructure: The existing CRM could handle current volume but would require automation upgrades for larger-scale outreach. The dealership evaluated platforms that could automate email and text follow-ups while maintaining personalization.

Team Expansion: Scaling to 1,000+ monthly contacts would require adding 2-3 BDC agents. The dealership developed a comprehensive training program to ensure new hires could execute the consultative approach effectively.

Market Saturation Risk: With only 18,000 customers in the database, the dealership recognized they would eventually contact all viable equity mining candidates. They planned to implement a 12-month re-contact cycle for customers whose equity positions had improved since initial outreach.

Multi-Location Coordination: As a three-location group, the dealership needed protocols for handling customers who lived closer to a different location than where they originally purchased. They implemented territory assignments and cross-location referral processes.

For more insights on scaling BDC operations across multiple locations, see our Multi-Location Group Case Study: Centralized BDC Success analysis.

Lessons for Other Dealerships Implementing Equity Mining Programs

Start with Data Quality

The foundation of any successful equity mining program is accurate, actionable data. Don't rush implementation before ensuring your third-party data provider delivers reliable equity estimates, current market values, and regular updates. Invest 2-3 weeks in data integration and validation before making the first customer contact.

Train for Consultative Conversations

Traditional BDC training focused on appointment-setting doesn't prepare agents for equity mining conversations. Invest in comprehensive training that teaches financial concepts, consultative selling techniques, and objection handling specific to equity discussions. Role-playing exercises where agents practice explaining equity to "skeptical customers" proved invaluable in this case study.

Set Realistic Expectations

This dealership generated 127 sales from approximately 6,000 contacts over 12 months - a 2.1% conversion rate. While this significantly outperformed traditional prospecting, it's not a magic solution that converts every contact to a sale. Set organizational expectations that equity mining is a marathon, not a sprint, with conversions happening over weeks or months rather than days.

Measure Beyond Immediate Sales

The 127 direct sales tell only part of the story. The program also generated:

• 340 service appointments from customers who came in for appraisals but didn't purchase
• Improved customer perception scores as measured in quarterly surveys
• Valuable data about customer lifecycle timing that informed future marketing
• Referrals from customers who appreciated the proactive outreach

Measure holistic program impact rather than focusing solely on immediate sales conversions.

Integrate with Broader BDC Strategy

Equity mining shouldn't exist in isolation. This dealership integrated equity mining with their service BDC efforts, creating touchpoints that reinforced customer relationships across multiple interaction types. When service customers mentioned they were considering upgrades, service advisors could seamlessly refer them to the equity mining team who already had their information. Learn more about this integration approach in our Service BDC Case Study: 43% Increase in Appointments (6 Months) analysis.

ROI Analysis: Investment vs. Return

Understanding the financial investment required to generate 127 additional sales provides context for dealerships considering similar programs:

Program Costs:

• Third-party data subscription: $2,400/year
• BDC agent labor (2 agents, 50% time allocation): $65,000/year
• Training and development: $8,500 (one-time)
• Technology/CRM upgrades: $3,200/year
• Total First-Year Investment: $79,100

Program Returns:

• Gross profit from 127 sales: $412,000
• Service revenue from appraisal visits: $28,400
• Finance and insurance income: $89,300
• Total First-Year Return: $529,700

Net ROI: 570% in Year One

This exceptional return demonstrates why equity mining has become a priority for forward-thinking dealerships. The program essentially paid for itself with the first 25 sales, with the remaining 102 units representing pure incremental profit. Subsequent years show even better ROI as training costs don't recur and agents become more efficient.

Technology Stack: Tools That Enabled Success

The dealership's technology infrastructure played a crucial role in program execution:

DMS Integration: Their dealer management system (DMS) provided the foundation customer data - purchase dates, vehicle information, service history, and contact details. The equity mining program required custom API connections to pull this data into the BDC platform.

Third-Party Data Provider: The dealership selected a vendor specializing in automotive equity data that updated values monthly and provided APIs for automated data refreshes. This ensured agents always worked with current information.

CRM Platform: A modern CRM with workflow automation capabilities allowed the dealership to create the systematic four-touch cadence. The platform automatically triggered emails, text messages, and follow-up tasks based on customer responses.

Call Recording and Quality Monitoring: Recording all equity mining calls provided valuable coaching opportunities and quality control. Managers reviewed random call samples weekly to ensure agents maintained the consultative approach and followed best practices.

Reporting Dashboard: Custom reporting tracked key metrics - contacts made, appointments set, show rates, conversions, and revenue. This real-time visibility allowed management to identify issues quickly and optimize the program continuously.

Conclusion: The Equity Mining Opportunity

This equity mining BDC case study demonstrates that dealerships don't need to rely solely on expensive conquest marketing to drive sales growth. The 127 additional units sold over 12 months - generating $3.2 million in revenue and $412,000 in gross profit - came from customers already in the database who simply needed someone to help them recognize the opportunity their equity position created.

The success factors are replicable: quality data, consultative training, systematic outreach, and integration with existing sales processes. Dealerships that implement these elements can expect similar results, adjusted for database size and market conditions. The key is approaching equity mining as a customer service initiative that happens to drive sales rather than as an aggressive prospecting tactic.

For dealerships considering equity mining programs, start small with 300-500 contacts per month, refine your approach based on real customer feedback, and scale gradually as you prove the concept. The investment is modest compared to traditional marketing channels, and the returns - both financial and relational - justify the effort.

Ready to explore how equity mining could work for your dealership? Download our Equity Mining Implementation Playbook for detailed scripts, training materials, and technology recommendations. Or contact our team for a complimentary database analysis to identify your equity mining opportunity.

For more comprehensive insights on BDC programs that drive measurable results, see our complete Automotive BDC Case Studies: Real Results from Real Dealerships guide, where we examine multiple case studies across service, sales, and specialized BDC initiatives.

Frequently Asked Questions

How accurate are third-party equity estimates for equity mining programs?

Third-party equity estimates typically achieve 80-85% accuracy for payoff predictions and 90-95% accuracy for current market values. Inaccuracies usually stem from customers refinancing loans, making extra payments, or having unusual loan terms not reflected in typical amortization schedules. The key is positioning estimates as directional guidance rather than guaranteed numbers. Effective equity mining conversations acknowledge this: "Based on typical loan scenarios, we estimate you have approximately $7,200 in equity, but the best way to know your exact position is a free appraisal where we verify your actual payoff." This approach turns potential accuracy concerns into appointment opportunities while setting appropriate expectations.

What's the ideal database size needed to justify an equity mining BDC program?

Dealerships with customer databases of 8,000+ active buyers (purchased within the last 5 years) typically find equity mining programs financially viable. Smaller databases can still benefit but may need to integrate equity mining with other BDC functions rather than dedicating full-time staff. The math is straightforward: if you contact 500 customers monthly and achieve a 2% conversion rate, that's 10 sales per month or 120 annually. With average gross profit of $3,200 per equity mining sale, you generate $384,000 in gross profit - more than enough to justify dedicated BDC resources. Dealerships with databases under 5,000 should consider equity mining as a quarterly campaign rather than an ongoing program.

How do you prevent equity mining outreach from feeling pushy or damaging customer relationships?

The consultative approach is critical. Train BDC agents to lead with education and value: "I wanted to make sure you were aware of your equity position before making any vehicle decisions" rather than "We want to buy your car." Provide clear opt-out options in every communication and honor them immediately. Use a respectful contact cadence - four touches over 10 days, then move to quarterly check-ins rather than weekly harassment. Most importantly, measure customer satisfaction through post-contact surveys and adjust your approach based on feedback. In this case study, zero formal complaints and 4.7/5 satisfaction scores demonstrated that customers appreciated proactive, educational outreach when executed properly. The key is genuinely helping customers understand their financial position rather than manipulating them into transactions.

What's the typical timeline from initial equity mining contact to vehicle purchase?

The average timeline in this case study was 47 days from initial BDC contact to vehicle delivery. However, the distribution was bimodal: 35% of customers purchased within 14 days (they were already considering upgrades and the equity information accelerated decisions), while another 40% took 60-90 days (they needed time to discuss with family, research vehicles, or wait for life circumstances to align). The remaining 25% converted after 90+ days, often triggered by life events like job changes, family additions, or vehicle repairs that made upgrades more appealing. This timeline emphasizes the importance of patient, systematic follow-up rather than expecting immediate conversions. Equity mining is fundamentally a long-cycle sales process that requires nurturing relationships over months, not days.

Can equity mining programs work in declining market conditions when vehicle values are falling?

Equity mining programs actually become more urgent in declining markets, though the messaging shifts. When values are falling, the conversation becomes: "Your vehicle has maintained strong value, but we're seeing some market softening. Now might be an ideal time to leverage your equity before values decline further." This creates appropriate urgency without being manipulative. Additionally, declining markets often mean lower new vehicle prices and better manufacturer incentives, which can offset some equity erosion. The key is maintaining data accuracy with monthly value updates so you're not contacting customers whose equity positions have deteriorated. Some dealerships in this situation focus equity mining on specific vehicle segments holding value better than others (trucks and SUVs vs. sedans, for example) to maximize success rates.

How do you handle customers who are underwater on their loans during equity mining calls?

Approximately 18% of customers in this dealership's database were underwater (owed more than vehicle value). BDC agents were trained to handle these situations honestly and empathetically: "Based on current market values, it looks like your payoff might be slightly higher than your vehicle's wholesale value. This is common, especially for vehicles purchased in the last 18-24 months. While now might not be the ideal time to upgrade, I wanted you to have this information. We'll check in again in 6 months as your loan balance decreases and see if the situation improves." This transparent approach maintained trust even when delivering disappointing news. Some underwater customers actually appreciated the honesty and became future sales opportunities when their equity positions improved. The worst approach is avoiding underwater customers entirely - they're still part of your database and deserve accurate information about their financial positions.

What legal or compliance considerations apply to equity mining BDC programs?

Equity mining programs must comply with the Telephone Consumer Protection Act (TCPA), which regulates automated calling and texting. Ensure you have proper consent to contact customers (typically established through purchase agreements or service authorizations that include communication preferences). Maintain detailed do-not-call lists and honor opt-out requests immediately. Some states have additional restrictions on automated calls or require specific disclosures. From a truth-in-lending perspective, be careful not to make specific financial promises or guarantees about equity positions, payoffs, or payment amounts - use terms like "estimated" and "approximately" consistently. Document all customer conversations in your CRM to demonstrate compliant practices. Consider having your equity mining scripts and processes reviewed by automotive retail compliance counsel before launch to ensure you're meeting all federal and state requirements.

How does equity mining integrate with manufacturer-sponsored loyalty programs?

Equity mining and manufacturer loyalty programs are highly complementary. When OEMs offer loyalty incentives ($1,000-$3,000 for returning customers), equity mining conversations become even more compelling: "Sarah, you have approximately $7,200 in equity, plus Toyota is offering $1,500 in loyalty incentives for returning customers, giving you $8,700 total toward your next vehicle." This combination often tips the decision scale for customers on the fence about upgrading. The dealership in this case study coordinated their equity mining outreach calendar with manufacturer incentive periods, targeting high-equity customers of specific brands when loyalty programs were most generous. They also trained BDC agents to access manufacturer incentive information so they could personalize conversations with brand-specific offers. This integration increased conversion rates by approximately 15% compared to generic equity mining outreach.

About the Author: This case study was developed by the team at Strolid Marketing, a BDC consulting firm with 11+ years servicing automotive dealerships across the US market. Our founder has personally implemented equity mining programs at over 40 dealership groups, generating more than $180 million in incremental revenue. We specialize in helping dealerships transform their customer databases from static lists into active revenue engines through strategic BDC programs, training, and technology implementation.