New Sales KPIs
-
Delivery Target
Number of Vehicles Reported as Sold in a Month
Target: Achieve OEM Delivery Target without Increasing Demonstrator Level
-
Market Share
Number of OEM Vehicles Sold in a PMA / Total Vehicles Sold in a PMA
Target: Greater than National OEM Market Share
-
Earned Share
Number of OEM Vehicles Sold by a Dealer / Total Vehicles Sold in a PMA
Target: Greater than National OEM Earned Share
-
Average Gross
Total Vehicle Gross / Total Vehicles Sold
Target: $2500 (Varies by OEM franchise)
-
Days Supply
(Total Number of Vehicles in Stock / Total Vehicles Sold in a Month) * 30
Target: 50 Days Supply
-
Aged Stock
Number of Vehicles over 60 days / Total Vehicles in Stock
Target: Less than 10%
-
Deliveries per Salesperson per Month
Total Vehicles Sold per Month / Total Number of Salespeople
Target: 14
-
Closing Ratio
Number of Customer Enquires / Total Vehicles Sold
Target: 35%
-
Floorplan Expense per Vehicle Delivered
Total Floorplan Expense / Total Vehicles Delivered
Target: $250 per Vehicle Delivered
-
Advertising Expense per Vehicle Delivered
Total Advertising Expense / Total Vehicles Delivered
Target: $250 per vehicle Delivered
-
CSI
Number of High Scoring Customer Surveys / Total Number of Customer Surveys
Target: Greater than OEM National CSI Average
New Car Department Resources
-
Prospecting
-
Meet and Greet
-
Consulting
-
Product Presentation
-
Demonstration Test Drive
-
Trade Appraisal
-
Presenting the Proposal, Overcoming Objections and Negotiation
-
Aftermarket Introduction
-
Business Manager Introduction
-
Vehicle Delivery