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