automotive kpi
DESCRIPTION
Car Dealership KPIsTRANSCRIPT
www.moorestephens.com.au Ser ious about Succe s s ®
Moore Stephens AutomotiveKey Performance Indicators forAutomotive Retailers
Non-Luxury edition 2013 and Luxury edition 2013
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Ser ious about Succe s s®www.moorestephens.com.au Ser ious about Succe s s®
Non-Luxury Edition
www.moorestephens.com.au
The Big Picture
Dealership Profitability KPI Gross Contribution KPI
Net profit % sales 2.5% New 34%
Rent % gross 10% Used 21%
Admin & DP salary % gross 6% Front-end 55%
Gross % sales 13-15% Parts 15%
Total gross per employee $11,500-$12,500 Service 30%
Fixed absorption (minimum) 60% Back-end 45%
Vehicle Operation
New Vehicles KPI Used Vehicles KPI
Gross profit % 8-10% Gross profit % 12-14%
Gross profit per unit * $2,200-$2,400 Gross per unit $2,300-$2,500
Days’ supply 45-50 Days’ supply 50-60
Units per sales staff per month 14-16 Units per sales staff per month 13-15
Gross per sales person per month $36,000- $40,000 Gross per sales person per month $36,000- $40,000
Advertising per unit $250 Advertising per unit $260
Floor plan per unit $300 Floor plan per unit $180
Salaries & comm. per unit $560 Salaries & comm. per unit $600
Gross ROI 60-70% Used / new ratio 0.6
Aftermarket income per unit $350 Gross ROI 70-80%
* Includes holdback, bonuses and aftermarket Aftermarket income per unit $250
Fixed Operation
Parts KPI Service KPI
Gross profit % 25-27% Gross profit % total 66-68%
Days’ supply 45-55 Gross profit % labour 78-80%
Monthly gross per staff $16,000-$18,000 Monthly labour gross per tech.* $11,000-$12,000
$ sales per $ salary $17-$18 Unapplied time % COS 5% max
Gross ROI 180-200% Non-chargeable salaries % gross 24-26%
* Apprentices and foreman are weighted to arrive at an adjusted number of technicians.
Chargeable to non-chargeable 2 to 1
Labour hours per retail RO 2.2 hours
Technician to service advisor 5 to 1
Parts / labour ratio $0.70
Fixed absorption (minimum) 60%
Finance & Insurance
New Vehicles KPI Used Vehicles KPI
Finance penetration 35-40% Finance penetration 35-40%
Income per contract $1,800-$2,000 Income per contract $1,800-$2,000
Finance per retail unit $700 Finance per retail unit $700
Insurance per retail unit $175 Insurance per retail unit $175
F&I income per staff per month $40,000-$50,000
Units retailed per F&I staff per month 50-60
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Ser ious about Succe s s®www.moorestephens.com.au Ser ious about Succe s s®
Luxury Edition
www.moorestephens.com.au
The Big Picture
Dealership Profitability KPI Gross Contribution KPI
Net profit % sales 3-3.5% New 36%
Rent % gross 11% Used 14%
Admin & DP salary % gross 6% Front-end 50%
Gross % sales 14-16% Parts 20%
Total gross per employee $12,000-$13,000 Service 30%
Fixed absorption (minimum) 60% Back-end 50%
Vehicle Operation
New Vehicles KPI Used Vehicles KPI
Gross profit % 9-10% Gross profit % 13-14%
Gross profit per unit * $4,500-$5,000 Gross per unit $3,500-$4,000
Days’ supply 55-60 Days’ supply 50-60
Units per sales staff per month 12-14 Units per sales staff per month 11-13
Gross per sales person per month $50,000-$55,000 Gross per sales person per month $40,000-$45,000
Advertising per unit $550 Advertising per unit $500
Floor plan per unit $560 Floor plan per unit $375
Salaries & comm. per unit $1,100 Salaries & comm. per unit $800
Gross ROI 70-80% Used / new ratio 0.5
Aftermarket income per unit $350 Gross ROI 70-80%
* Includes holdback, bonuses and aftermarket Aftermarket income per unit $250
Fixed Operation
Parts KPI Service KPI
Gross profit % 26-28% Gross profit % total 68-70%
Days’ supply 50-60 Gross profit % labour 80-82%
Monthly gross per staff $18,000-$20,000 Monthly labour gross per tech.* $11,500-$12,500
$ sales per $ salary $18-$20 Unapplied time % COS 5% max
Gross ROI 180-200% Non-chargeable salaries % gross 28-30%
* Apprentices and foreman are weighted to arrive at an adjusted number of technicians.
Chargeable to non-chargeable 2 to 1
Labour hours per retail RO 2.5 hours
Technician to service advisor 5 to 1
Parts / labour ratio $0.80
Fixed absorption (minimum) 60%
Finance & Insurance
New Vehicles KPI Used Vehicles KPI
Finance penetration 30-35% Finance penetration 35-40%
Income per contract $2,000-$2,200 Income per contract $1,800-$2,000
Finance per retail unit $700 Finance per retail unit $700
Insurance per retail unit $150 Insurance per retail unit $175
F&I income per staff per month $40,000-$50,000
Units retailed per F&I staff per month 50-60
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MOORE STEPHENS ADElAiDE
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