1. Auto Dealers

2. EDM’s
Owners
Family Members
General Managers

3. Profit Centers New Car Sales Used Car Sales
Finance and Insurance (F & I)
Service
Parts
Body Shop

4. Positions General Manager General Sales Manager Department Heads
Assistant Managers
Office Manager
Sales
F & I
Techs

5. Key Performance Indicators
Revenues
Units
Profit
Costs
Cash Flow
CSI (customer service index)
Frozen Capital
Efficiencies – gross profit per labor hr

6. 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

7. 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

8. Parts Inventory Revenues Profit Charge Backs
Wholesale Accounts Developed

9. Programs EPP EPL ESS EMM EOL STRATEGIC PLANNING TACTICAL PLANNING
COACHING

10. Industry Challenges Expense Controls Time for Strategic Thinking
Time for Coaching
Used Car Sales
Cash Flow

11. Managers Need to Spend Time in:
Goal Setting
Planning
Developing People
Managing their Processes
Managing their Financial Numbers