Name the job
“AI for the BDC” is too broad. “Answer after-hours sales calls, capture intent, book a test drive, and write the disposition to the CRM” is a job.
The dealer’s AI buyer guide
Buy the outcome.
Interrogate the demo.
If I were a dealer evaluating AI, I would search the category, ask peers what broke after launch, request a live dealership-shaped test, and score every vendor on the same eight questions.
Use the scorecard ↓Before the shortlist
THE FOUR DECISIONSChoose the human boundary
Decide which questions, promises, emotions, and exceptions must move to a person before the product decides for you.
Price the full workflow
Include setup, usage, integration, phone or messaging fees, internal manager time, training, and any software the product requires.
Set the proof date
Agree on baseline, success, failure, and the 30- or 60-day decision before launch. Do not move the target after the data arrives.
Eight questions for every vendor
Same questions.
Same test.
No pitch advantage.
Ask the finalist to answer each question live and in writing. Score 0 for vague, 1 for partial, and 2 for specific evidence.
WORKFLOW
0 · 1 · 2What exact customer or employee job does this complete?
DATA
0 · 1 · 2What does it read, write, retain, and share?
INTEGRATION
0 · 1 · 2Show the CRM record after the conversation ends.
HANDOFF
0 · 1 · 2When does a human take over, and what context follows?
QUALITY
0 · 1 · 2How are bad answers found, corrected, and prevented?
CONTROL
0 · 1 · 2Can we limit channels, hours, actions, language, and departments?
ECONOMICS
0 · 1 · 2What is the all-in cost per business outcome?
EXIT
0 · 1 · 2How do we export data, remove access, and unwind the workflow?
Walk-away signals
Five answers that should slow the deal down.
- “The integration is on the roadmap.”
- “Our AI almost never makes mistakes.”
- “You do not need to involve the BDC yet.”
- “We measure success in conversations.”
- “Data deletion depends on our subprocessors.”
READY TO MAKE ONE THING WORK?
Bring the leak.
We’ll build the path.
Twenty minutes. No deck. We’ll identify whether the best next move is diagnosis, implementation, training, or nothing yet.
Book a readiness call