Auto Dealers
EDM’s Owners Family Members General Managers
Profit Centers New Car Sales Used Car Sales Finance and Insurance (F & I) Service Parts Body Shop
Positions General Manager General Sales Manager Department Heads Assistant Managers Office Manager Sales F & I Techs
Key Performance Indicators Revenues Units Profit Costs Cash Flow CSI (customer service index) Frozen Capital Efficiencies – gross profit per labor hr
Sales Revenues Units Wholesale & fleet Gross per unit Traffic – ups Referrals Percentage trade in Inventory Aging Closing Ratios Customers Write – ups Sales Appraisals Incoming Calls Leasing Internet Activity Customer Followup Recruiting
Service & Body CSI Customer Retention Warranty Programs Fleet Sales Gross per Labor hour Materials Profit Percent Efficiency Specific Sales like tires Extended Service Contracts Come Backs
Parts Inventory Revenues Profit Charge Backs Wholesale Accounts Developed
Programs EPP EPL ESS EMM EOL STRATEGIC PLANNING TACTICAL PLANNING COACHING
Industry Challenges Expense Controls Time for Strategic Thinking Time for Coaching Used Car Sales Cash Flow
Managers Need to Spend Time in: Goal Setting Planning Developing People Managing their Processes Managing their Financial Numbers