Driven NADA MANAGEMENT SERIES. ATD Performance Measurement 2018

Transcription

1 Driven NADA MANAGEMENT SERIES ATD Performance Measurement 2018 TD08

2 The National Automobile Dealers Association (NADA) has prepared this management guide to assist its dealer members in being as efficient as possible in the operation of their dealerships. The presentation of this information is not intended to encourage concerted action among competitors or any other action on the part of dealers that would in any manner fix or stabilize the price or any element of the price of any good or service. TD08 2 NADA Management Series: Driven A Dealer Guide to Stepping Up Foot Traffic

3 Driven ATD Performance Measurement 2018 TABLE OF CONTENTS State of the Industry Dealership Performance State of the Economy Outlook for 2018 and Beyond Critical Operating Variables Analysis Critical Operating Variables Formulas Critical Operating Variables 2015, 2016, NADA Management Series: Driven ATD Performance Measurement 2018

4 ATD Performance Measurement 2018 ATD Performance Measurement 2018 provides medium- and heavy-duty truck dealers with relevant comparative performance guides, including overall dealership performance and departmental information for sales, parts, service and body shop. To gain insight into your dealership and employee performance, combine knowledge of your own market with the ATD 20 Group and Academy data and industry information below. State of the Industry The year 2017 was up from 2016 for the commercial truck dealership industry even with medium-duty orders declining 3.7 percent. Class 8 net orders were higher than anticipated, according to ACT Research, and December 2017 was the best monthly order intake since December 2014, representing a sequential improvement of 15 percent and a year-over-year gain of 76 percent, according to Kenny Vieth, ACT president. North American Class 8 orders for the past 12 months totaled 290,000 units, and the market continues to show strength heading into 2018 with orders estimated to be in the 320,000 range (Transport Topics, 1/15/18, Successful Dealer, 1/5/18). Class 8 retail sales were led largely by demand from the regional haul and long-haul segments, according to Magnus Koeck, a Volvo Trucks North America vice president, who also noted that fleets are clearly investing in trucks equipped with the latest connectivity and active safety technologies (Transport Topics, 12/14/17). North American Classes 5-8 net order data show 58,800 units booked in December, bringing the full-year net order total to 539,700. Mediumduty Classes 5-7 orders were steady but mixed in December, according to ACT Research; total Classes 5-7 orders for 2017 were 249,700 units (Successful Dealer, 1/5/18). According to WardsAuto.com, U.S. retail medium-duty sales remained strong amid broad-based demand, with sales rising 6.3 percent to 183,757 through October. Classes 4-5 sales jumped 21.1 percent that month, reducing to some extent the over-saturation that we saw in the 2016 marketplace (Transport Topics, 11/14/17). Total Class 8 used-truck sales fell 9 percent yearover-year in December, but were down just 1 percent for full-year 2017 compared to 2016, according to the latest release of State of the Industry: ACT U.S. Classes 3-8 Used Trucks, published by ACT Research. Dealers are reporting that used-truck sales have strengthened and improved from the earlier levels seen in 2017, appearing to be headed in a good direction, said Steve Tam, vice president at ACT Research. Most dealers are reporting better, but not great, sales, while freight rates have improved and appear to be stable, which helps all truckers, but particularly owner-operators and small fleets who often buy used trucks. Inventory depreciated roughly 2 percent per month, unevenly distributed (faster at the start of the year than at the end) over the course of the year.the expected auction value of a typical piece of day cab inventory started the year at $25,000 and ended the year at $19,500. Sleepers fell at an average 1 percent over the course of the year, with the expected auction value of a typical piece of sleeper inventory starting the year at $33,768 and ending at $28,461 (Whitnell Analytics, 1/9/18). Stabilization of values is a good thing for the marketplace. People can count on what their trucks will be worth, whether they plan to trade for new trucks or purchase used trucks. 1 NADA Management Series: Driven ATD Performance Measurement 2018

5 In November, the average used truck was newer and had lower mileage compared with a year earlier. Mileage dropped to 454,000 compared with 461,000. The average age fell to six years, 11 months from seven years, two months a year earlier. The number of retail sales per dealership slipped by 0.7 trucks month-over-month, according to Chris Visser, senior analyst for the American Truck Dealers/NADA Official Commercial Truck Guide. Demand for used trucks in this industry is remarkably stable when viewed in a historical context. The idea that we re going to see much of a swing one way or the other is not supported by a long-term view of the data. The data does suggest, however, that the supply glut that has been crushing this market over the last few years appears to have subsided. Anecdotal analysis of some of the supply measures suggests that 25 percent reduction in overall inventories is at least in line with the reality of the market. This year does look to be a better year for the used-truck market not only because demand seems to have caught up with supply; freight projections are favorable and economic projections for both domestic and global arenas are generally positive (Whitnell Analytics, 1/9/18). The trend of fewer dealership owners competing for a bigger piece of a smaller pie continues. We are still moving toward not only fewer, larger customers but also fewer, larger dealers. Competition for parts and service sales from non-oem suppliers (aftermarket parts, independent service providers, full-service lease providers, etc.) continues to stiffen. Manufacturers continue to push consolidation as well as such other programs as vendor-managed parts inventory and reducing service department dwell time. This transition period holds opportunities as well as pitfalls. While dealership valuations appear to have decreased somewhat, the market for acquisition is still strong. Generational change as well as OEM consolidation will continue to present acquisition opportunities and more investment firms may be looking to invest and generate sustainable yield. As was the case last year, we are looking at significant opportunities for improved profitability and market share for truck dealerships that continue to enhance and improve their operations to best-of-class. As in 2016, recruiting and retaining employees and customers continued to be of paramount importance in 2017, as it will be in The continuing challenge for 2018 is asset performance combined with maintaining and growing fixed operations sales and gross profit and adhering to a solid expense management and reduction plan. In addition, dealerships are now facing the challenge of an everexpanding order board. This may affect overall newtruck inventory performance for Dealership Performance As the ATD Critical Operating Variables chart on page 8 shows, net profit as a percentage of sales (line 1) increased in 2017 for both average and best-of-class dealerships. It was a positive indicator, as this category showed a significant decline in Gross per employee (line 6) for both average and best-of-class dealerships increased approximately 9 percent over 2016, while expenses per employee (line 7) also went up for both average and best-of-class dealers. The increase in gross per-employee outweighed the increase in expense particularly for best-of-class. Dealership expense as a percentage of gross (line 9) decreased for both average and best-of-class dealers. Parts and service absorption (line 59) continued to decrease for the average dealer but showed a nice 4-point increase for best-of-class dealers. From a balance sheet perspective, return on assets (line 2) turned the corner in 2017 and showed an increase for both average and best-of-class dealers. Return on net worth (line 3) declined slightly for the average dealer and increased slightly for best-of-class dealers. Cash months supply (line 10) improved for average dealers but sharply declined for best-ofclass. Past-due receivables (line 12) remained flat for average dealers; best-of-class dealers trended up by over 3 percent from On the flip side, warranty collection cycle time (line 13) decreased again for both average and best-of-class dealers. A drop of more than 20 percent for the latter indicates a more streamlined process. The 2017 uptick in Class 8 sales is reflected in the new-truck sales department s financial performance, especially new-truck sales per unit sold (line 14). New-truck sales department gross profit was up slightly for both average and best-of-class (line 15). New-truck gross profit percentage (line 16) was up for average dealers but best-of-class dealers dropped 1 percent in 2017 compared with New-truck inventory turns (line 19) declined modestly for the average dealer and significantly for best-of-class dealers. New-truck sales production per employee 2 NADA Management Series: Driven ATD Performance Measurement 2018

6 (line 21) increased, significantly for best-of class dealers and moderately for average dealers. As indicated above, commercial truck dealership valuations stabilized somewhat in 2017 and the impact is reflected in the used-truck sales department s financial performance. Used gross per unit (line 24) was up for both average and bestof-class dealers with the average dealer showing a dramatic increase of over 80 percent. Gross as a percentage of sales (line 25) increased significantly for the average dealer, but best-of-class dealers saw almost a percentage point decrease. Inventory turns (line 28) were up for both the average dealer and for best-of-class dealers, hitting a three-year high. Net return on used inventory (line 29) followed suit, showing increases for both the average dealer and best-of-class dealers compared to 2016 numbers. Both average and best-of-class dealers saw a huge increase in production, in terms of sales per employee (line 30); gross per employee (line 31) almost doubled from 2016 and again reached a three-year high. Overall, used-truck performance increased significantly from F&I income per new-truck unit increased slightly for the average dealer but decreased for best-of-class (line 17) with used-truck F&I (line 26) following the same pattern. As in 2016, providers of F&I have stabilized but it appears that larger dealer groups are investigating entering the finance market on a private-brand basis. Dealerships continue to strengthen this department as there is a huge opportunity to identify a market basket of other products and services that would help increase overall truck sales and dealership profitability. Service department gross profit percentage (lines 33, 34 and 35) showed slight increases, for the most part. Customer labor sales volume as a percentage of total labor sales (line 32) continues to increase for the average dealer but best-of-class dealers dropped nearly 8 points. Warranty sales driven by new technology (i.e. emission controls) continue to affect service operations but warranty gross percentage (line 34) is now showing an increase as dealers focus more on process efficiencies and reducing warranty dwell times. Production per employee sales and gross (lines 36 and 37) increased for both the average dealer and best-of-class but service absorption (line 38) was basically flat for the average dealer and increased for best-of-class dealers. There are still significant opportunities to improve production, reduce dwell time and cycle time and increase overall service performance and profitability. As in 2016, the supply of qualified technicians continues to be a concern, and pressure for increased throughput was felt by most dealerships. These factors, along with continued customer demand to decrease downtime, necessitate identifying waste in the repair order process to increase efficiencies within the service shops. It is vital for all dealers to increase utilization, maximize output and raise their level of customer service to best-of-class. Overall parts department gross profit percentage (line 39) remained relatively flat compared with 2016 but over the category we saw some big swings as competitive pressure again exhibited itself in Customer parts counter retail gross percentage (line 44) dropped for both the average dealer and bestof-class. The wholesale gross percentage (line 45) increased slightly for the average dealer but saw a large increase of 4 percentage points for the bestof-class dealer. This is an indication of the volatility of pricing in the wholesale parts market. Breakeven gross profit percentage (line 40) saw slight decreases for both average and best-of-class dealers. Turns (line 46) remained flat for the average dealer, but increased a full point to 6.6 for best-of-class dealers. Inventory performance (line 48) was flat for the average dealer but increased substantially for bestof-class correlating to the inventory turns gain on line 46. Inventory management/integrity continued to be a significant challenge for many dealerships in The OEM Vendor Managed Inventory (VMI) continues to present both challenges and opportunities for dealerships; making the programs work for dealers requires a high level of focus and understanding, and management on a daily basis. Body shop customer labor sales as a percentage of total labor sales (line 52) improved slightly for both average and best-of-class dealers, and are stabilized now at 2014 levels. Body shop labor gross profit percentage (lines 53, 54 and 55) in 2017 produced numbers similar to the two preceding years, except for warranty labor gross percentage, which continued to trend upward hitting 80 percent for average dealers and over 77 percent for best-ofclass dealers. Sales and gross per employee (lines 56 and 57) also continued to trend upward. Body shop absorption (line 58) saw a modest increase for the average dealer but best-of-class dealers raised their absorption levels over 3 percentage points. 3 NADA Management Series: Driven ATD Performance Measurement 2018

7 State of the Economy U.S. payroll gains slowed by more than forecast in December, wages picked up slightly and the jobless rate held at the lowest level since 2000, adding to signs of a full-employment economy. Employers added 148,000 workers, compared to the 190,000 forecast by economists (Bloomberg News). The U.S. Department of Labor (DOL) reported that employment was held back due to a drop in retail positions. The jobless rate was at 4.1 percent for a third month, while average hourly earnings increased by 2.5 percent from a year earlier (Bureau of Labor Statistics, 1/5/18). The dollar and Treasury yields initially fell after the DOL report and, along with U.S. stock futures, have since recovered. The job gains, while below forecast, bring the 2017 total to 2.06 million jobs below 2016 but slightly more than analysts had been expecting at the start of Donald Trump s first year as president. With the economy at or near maximum employment, one of the Federal Reserve s goals, the figures likely show the central bank on track for continued gradual interest-rate hikes in Time will tell whether the economic strength along with the $1.5 trillion tax overhaul signed in December 2017 translates into bigger wage gains, which have proven elusive during the expansion. The Trump administration argues that tax cuts for corporations will help increase productivity and boost pay for rank-and-file employees. That would in turn aid consumer spending, which accounts for about 70 percent of the economy (Transport Topics, 1/5/18). Outlook for 2018 and Beyond FTR Transportation Intelligence analyst Steve Graham (Frontier Communications Group) said the outlook is positive for both domestic and foreign markets. Global expansion is accelerating as growth continues to synchronize across both developed and emerging economies, he said. The U.S. economy is hitting on most of its cylinders, with healthy consumption and a return of business investment. Graham said that he expects real gross domestic product to continue accelerating from 1.5 percent growth in 2016 to 2.2 percent in 2017 and 2.8 percent in 2018, even before considering the impact of tax reform legislation. Tax reform and economic growth could also provide a lift to truck equipment suppliers in 2018, according to Steve Latin-Kasper, director of market data and research for the National Truck Equipment Association (Transport Topics, 12/28/17). The order board does appear to be shifting upward with December s order volume representing an 11 percent increase over November and a 35 percent improvement from December There appear to be significant production lead times now developing for the truck manufacturers. North American Class 8 orders in December accelerated 75 percent yearover-year to roll past 37,000 units and continued to prime already strong production levels, ACT Research reported. Preliminary net orders were 37,500 compared with 21,386 a year earlier. ACT will revise the totals once the truck makers report final numbers (Transport Topics 1/5/18). Used-truck sales and inventory values should stabilize somewhat in 2018 now that the oversaturation of the last three years has subsided. Usedtruck inventory management will be increasingly important. Those dealerships that have a strong usedtruck department will have a significant competitive advantage in new-truck sales over those that do not. There will continue to be pressure on the parts market from independent distributors, new vendors entering the marketplace and dealers expanding their all-make offerings. This pressure will affect margins in the wholesale market as we saw in In addition, OEM sales programs continue to erode the overall GP. Dealers who implement best practices and sound pricing strategies, however, should retain strong overall gross profit margins while increasing overall piece sales. OEM vendor-managed parts inventories, which increasingly put decision-making in the hands of the OEM rather than the dealer, continue to have a significant impact on dealership parts operations. However, as with pricing, those dealerships that continue to implement best-of-class parts inventory practices will successfully enhance overall parts inventory performance in Service and body shop business should remain strong. As economic conditions continue to improve, utilization of trucks in service will increase. Freight volume continues to grow, intermodal transportation rebounded in 2017 after receding in 2016, and 4 NADA Management Series: Driven ATD Performance Measurement 2018

8 analysts forecast that 2018 also will be strong (Transport Topics, 9/21/17). In addition, OEMs are continuing to develop service programs, certifications, etc., for the OEM dealership that focuses on improving throughput and the customer relationship. Significant investment as well as culture and process change are needed to get the full ROI on these programs. Dealerships that have fully embraced these programs have seen significant reductions in cycle time and increases in overall facility utilization and technician proficiency, leading to increased sales and profit. In addition, dealerships that are looking beyond the traditional service model are finding other sales and profit opportunities for labor and parts while strengthening relationships with their customers. Dealerships should see a continued increase in service work as customers seek to repair rather than replace trucks. Truck service work is driven by a truck s age and the increasing complexity of repairs. Improving throughput (enhancing production capacity) again is a critical area where driving process improvement and best-of-class practices remain prominently on the radar screen for As in prior years, the ability to attract qualified people to the commercial truck industry continues to be a major challenge facing dealers. Expense management, especially personnel and production expense, will require continued focus in 2018 as dealers aim for best-of-class status. Increasing cycle time, improving asset management (inventory and receivable collection) and improving sales and gross profit per employee will continue to separate the best performers from the average dealership. This requires that all dealers view the business from a bestpractice standpoint, not from the way it has always been done. Critical Operating Variables Analysis Keep these factors in mind when reviewing our analysis of 60 Critical Operating Variables (COVs) from ATD 20 Group members and Academy participants for calendar years 2015 through The COVs are proven financial result measures past, current and future of economic performance for a medium- or heavy-duty truck dealership. These measures indicate overall financial results (e.g., total dealership net profit as a percentage of sales) and project potential cash flow issues (e.g., parts and service receivables past due). They provide an excellent indication of employee productivity (e.g., sales, gross and expense per employee) and overall asset performance (i.e., return on assets). The COVs are grouped according to two categories All-Dealers Average and Best-of-Class Average. The all-dealers average is the average ATD 20 Group and Academy results for each critical variable. The best-of-class average does not represent all ATD 20 Group and Academy dealerships, but rather the average of the top-performing 20 percent of ATD 20 Group and Academy dealerships in each of seven categories. The first category, for example, comprises COVs 1 through 13. Best-of-class dealerships in one category may or may not be the same best-of-class dealerships in another category. The COVs are best used to compare your dealership results against average and best-of-class results. We have provided the formulas used in our calculations; use them to calculate your dealership s actual results. Operational activity performance drives financial results. One number by itself does not mean anything high parts and service absorption, for example, does not directly indicate a strong cash flow. But a careful examination of factors influencing the COV, comparison of our averages against actual dealership results, and the design and consistent implementation of a tracking system should lead to improved department and overall dealership results. When comparing your dealership s results, start with all-dealers average. Understand what each COV indicates and, most importantly, what affects the COV. For example, if you are comparing parts inventory turns, there are several factors to consider, such as OEM vendor-managed inventory programs, dealership distance from the parts distribution center, stock order frequency and your DMS settings. Recognize what the COV does not indicate. It does not, for example, indicate parts inventory fill rate or parts inventory aging. Consider how employee education, DMS utilization and process measures and improvement affect the COV. Determine and measure your overall penetration of customer wallet share. And know that achieving all-dealers average performance brings your dealership only to the average. Your goal as dealers is to continually strive to attain best-ofclass average performance and beyond. Finally, understand your market. For example, your dealership may have a significant volume of 5 NADA Management Series: Driven ATD Performance Measurement 2018

9 wholesale used-truck sales where the used truck has a limited cycle time. The wholesale gross profit percentage typically would be lower than the alldealers average or best-of-class average used-truck gross percentage of sales. Because of the quick cycle time and low inventory, however, the net return on used inventory could be very high. It is vital that you understand the COVs, your dealership market and how your dealership strategy, customer service and operating processes affect a COV result. The operating guides suggested by ATD for selected COVs are as follows. Performance guides can also be found in the 2018 ATD Slide Guide. Return on assets: return percentage sufficient to justify operations: 17-25% Cash months supply: 1 month (3 months recommended) Parts and service receivables as a percentage of average month customer parts and customer service sales: 85% Past due <12% Warranty receivables as a percentage of average month warranty parts and warranty service sales: 100% Past due <7-10% Used-truck inventory turns: 6 times per year Over 120 days 0% Service total labor gross % total labor sales: 74% Parts sales per parts employee: $48,000 to $60,000+ Parts inventory turns: 6-8 times per year Parts inventory performance: 168% minimum Fixed absorption: 115% Key COVs are: All-Dealers Average Best-of-Class Average Return on assets % 13.18% % 8.52% % 9.70% Total dealership net profit % sales % 6.24% % 5.26% % 7.07% Parts and service absorption % % % % % % Parts and service receivables % past due % 19.87% % 16.42% % 32.12% Warranty receivables % sales % 78.51% % 99.95% % % 6 NADA Management Series: Driven ATD Performance Measurement 2018

10 CRITICAL OPERATING VARIABLES FORMULAS 1. Net Profit After Bonuses Total Dealership Sales 2. Annualized Net Profit After Bonuses (Total Assets + LIFO) 3. Annualized Net Profit After Bonuses (Net Worth + LIFO) 4. (Net Worth + LIFO) (Total Assets + LIFO) 5. Total Dealership Sales Total Dealership Employees 6. Total Dealership Gross Profit Total Dealership Employees 7. Total Dealership Expenses Total Employees 8. Total Dealership Expenses Total Dealership Sales 9. Total Dealership Expenses Total Dealership Gross Profit 10. (Total Cash - Customer Deposits) Average Month Total Dealership Expenses 11. Parts, Service and Body Shop Receivables (Parts Sales + Service Sales + Body Shop Sales (excluding warranty and internal sales)) 12. Parts, Service and Body Shop Receivables Over 30 Days (Parts Sales + Service Sales + Body Shop Sales (excluding warranty and internal sales)) 13. Warranty Receivables (Parts Warranty Sales + Service Warranty Sales + Body Shop Warranty Sales) 14. New Truck Sales New Truck Units Sold 15. New Truck Gross Profit New Truck Units Sold 16. New Truck Gross Profit New Truck Sales 17. New Truck Finance, Insurance, and Net Other Income New Truck Units Sold 18. New Truck Inventory New Truck Units in Inventory 19. New Truck Cost of Sales (New Truck Sales - New Truck Gross Profit) Annualized New Truck Inventory 20. New Truck Operating Profit (New Truck Gross Profit - Total New Truck Expenses) Annualized New Truck Inventory. Note: Departmental expense includes a percent of unapplied expense; the proration of the unapplied is based on the percentage of total expense each department incurs. Therefore, New Truck Expense = Total New Truck Expense + ((Total New Truck Expense (Total Dealership Expense - Unapplied Expense)) x Unapplied Expense. 21. New Truck Sales number of New Truck Employees 22. New Truck Department Operating Income (New Truck Total Gross Profit + New Truck Total F&I Income) New Truck Employees 23. Used Truck Sales Used Truck Units Sold 24. Used Truck Gross Profit Used Truck Units Sold 25. Used Truck Gross Profit Used Truck Sales 26. Used Truck Finance, Insurance, and Net Other Income Used Truck Units Sold 27. Used Truck Inventory Used Truck Units in Inventory 28. Used Truck Cost of Sales (Used Truck Sales - Used Truck Gross Profit) Annualized Used Truck Inventory 29. Used Truck Operating Profit (Used Truck Gross Profit - Total Used Truck Expenses) Annualized Used Truck Inventory. Note: Departmental expense includes a percent of unapplied expense; the proration of the unapplied is based on the percentage of total expense each department incurs. Therefore, Used Truck Expense = Total Used Truck Expense + ((Total Used Truck Expense (Total Dealership Expense - Unapplied Expense)) x Unapplied Expense. 30. Used Truck Sales Used Truck Employees 31. Used Truck Department Operating Income (Used Truck Total Gross Profit + Used Truck Total F&I Income) Used Truck Employees 32. Service Mechanical Customer Labor Sales Service Mechanical Total Labor Sales 33. Service Customer Mechanical Labor Gross Customer Mechanical Labor Sales 34. Service Warranty Mechanical Labor Gross Warranty Mechanical Labor Sales 35. Service Internal Mechanical Labor Gross Internal Mechanical Labor Sales 36. Total Service Mechanical Sales Service Mechanical Employees 37. Total Service Mechanical Gross Profit Service Mechanical Employees 38. Service Mechanical Gross Profit Total Dealership Expense 39. Parts Gross Profit Parts Sales 40. Total Parts Expense Total Parts Sales 41. Customer Mechanical Parts Gross Profit Customer Mechanical Parts Sales 42. Warranty Mechanical Parts Gross Profit Warranty Mechanical Parts Sales 43. Internal Mechanical Parts Gross Profit Internal Mechanical Parts Sales 44. Parts Counter Retail Gross Profit Parts Counter Retail Sales 45. Parts Wholesale Gross Profit Parts Wholesale Sales 46. Parts Cost of Sales (Parts Sales - Parts Gross) Annualized Parts Inventory 47. Parts Operating Profit (Parts Gross Profit - Total Parts Expense) Parts Inventory. For proration of unapplied expenses see Line Parts Cost of Sales (Parts Sales - Parts Gross) Annualized Parts Inventory x Parts Gross Profit Parts Sales 49. Total Parts Sales Parts Employees 50. Total Parts Gross Profit Parts Employees 51. Parts Gross Profit Total Dealership Expense 52. Body Shop Customer Labor Sales Body Shop Total Labor Sales 53. Body Shop Customer Labor Gross Body Shop Customer Labor Sales 54. Body Shop Warranty Labor Gross Body Shop Warranty Labor Sales 55. Body Shop Internal Labor Gross Body Shop Internal Labor Sales 56. Total Body Shop Sales Body Shop Employees 57. Total Body Shop Gross Profit Body Shop Employees 58. Body Shop Gross Profit Total Dealership Expense 59. (Parts Gross Profit + Service Gross Profit + Body Shop Gross Profit) Total Dealership Expense 60. (Used Truck Gross Profit + Parts Gross Profit + Service Gross Profit + Body Shop Gross Profit) Total Dealership Expense 7 NADA Management Series: Driven ATD Performance Measurement 2018

11 ATD CRITICAL OPERATING VARIABLES ATD Critical Operating Variables All-Dealers Average Best-of-Class Average All-Dealers Average Best-of-Class Average All-Dealers Average Best-of-Class Average 1 Total Dealership Net Profit % Sales 3.52% 7.07% 2.44% 5.26% 2.63% 6.24% 2 Return on Assets 7.91% 9.70% 5.31% 8.52% 6.38% 13.18% 3 Return on Net Worth 28.09% 31.64% 25.47% 29.97% 24.62% 30.61% 4 Percent Assets Owned 28.15% 30.67% 20.83% 28.42% 25.91% 43.06% 5 Total Dealership Sales per Employee 75,284 59,396 58,347 47,164 59,565 49,320 6 Total Dealership Gross per Employee 11,413 11,013 9,016 9,379 9,618 10,522 7 Total Dealership Expense per Employee 8,802 7,311 7,526 6,961 7,989 7,589 8 Total Dealership Expense % Sales 11.69% 12.31% 12.90% 14.76% 13.41% 15.39% 9 Total Dealership Expense % Gross 77.12% 66.38% 83.47% 74.22% 83.06% 72.13% 10 Cash Months Supply Parts & Service Receivables % Sales 98.01% % 99.62% 90.38% % 91.30% 12 Parts & Service Receivables % Past Due 29.08% 32.12% 21.76% 16.42% 21.63% 19.87% 13 Warranty Receivables % Sales % % % 99.95% 91.46% 78.51% 14 New Truck Sales per New Unit Sold 115, ,757 99,294 83, , , New Truck Gross per New Unit Sold 6,014 7,114 4,962 4,735 5,611 5, New Truck Gross % Sales 5.21% 5.99% 4.99% 5.70% 5.16% 4.83% 17 New F&I Income per New Truck Sold 809 1, New Truck Inventory per Unit 108, , ,709 93,210 88,372 62, New Truck Inventory Turns Net Return on New Inventory 3.70% 9.31% 1.79% 11.93% 1.78% 9.44% 21 New Truck Sales per Employee 538, , , , , , New Truck Gross per Employee 26,685 50,931 20,275 35,385 21,199 32, Used Truck Sales per Used Unit Sold 45,578 44,866 41,631 37,748 41,644 45, Used Truck Gross per Used Unit Sold 2,693 4,098 1,512 3,696 2,829 4, Used Truck Gross % Sales 5.86% 8.75% 3.63% 9.79% 6.79% 9.04% 26 Used F&I Income per Used Truck Sold Used Truck Inventory per Unit 47,430 35,242 40,925 27,234 34,790 29, Used Truck Inventory Turns Net Return on Used Inventory -8.51% 21.69% % 22.02% % 33.65% 30 Used Truck Sales per Employee 164, , , , , , Used Truck Gross per Employee 8,720 15,885 5,049 16,975 11,712 27, Service Customer Labor Sales % Total Labor Sales 66.65% 63.04% 69.21% 73.53% 69.72% 65.66% 33 Service Customer Labor Gross % Sales 73.22% 75.24% 72.96% 74.47% 73.37% 74.87% 34 Service Warranty Labor Gross % Sales 71.11% 73.14% 71.01% 71.85% 71.86% 74.92% 35 Service Internal Labor Gross % Sales 71.32% 75.52% 69.51% 68.92% 69.48% 68.47% 36 Service Sales per Employee 11,579 13,160 9,701 10,422 10,288 12, Service Gross per Employee 7,887 9,065 6,552 7,251 7,044 8, Service Absorption 39.10% 44.01% 39.22% 43.37% 38.46% 44.02% 39 Parts Gross % Sales 26.86% 27.31% 26.49% 27.28% 25.94% 26.80% 40 Parts Gross % to Break Even 17.99% 13.63% 19.02% 14.83% 18.14% 14.25% 41 Parts Customer RO Gross % Sales 28.40% 29.26% 27.61% 28.13% 27.37% 26.08% 42 Parts Warranty RO Gross % Sales 20.73% 21.84% 21.73% 21.48% 20.66% 20.95% 43 Parts Internal RO Gross % Sales 23.13% 24.54% 23.58% 23.67% 19.02% 17.59% 44 Parts Counter Retail Gross % Sales 25.40% 26.13% 25.15% 26.38% 24.79% 24.51% 45 Parts Wholesale Gross % Sales 19.65% 23.63% 20.23% 19.63% 20.86% 24.60% 46 Parts Inventory Turns Net Return on Parts Inventory 57.58% % 49.50% 95.57% 47.02% % 48 Parts Inventory Performance % % % % % % 49 Parts Sales per Employee 60,020 74,516 47,815 58,538 49,442 65, Parts Gross per Employee 16,120 20,348 12,665 15,968 12,828 17, Parts Absorption 52.73% 61.09% 49.38% 53.44% 48.60% 59.14% 52 Body Shop Customer Labor Sales % Total Labor Sales 80.55% 66.00% 81.21% 87.03% 81.74% 89.44% 53 Body Shop Customer Labor Gross % Sales 69.59% 67.78% 69.02% 68.39% 69.40% 67.03% 54 Body Shop Warranty Labor Gross % Sales 74.94% 74.02% 78.95% 76.93% 80.20% 77.20% 55 Body Shop Internal Labor Gross % Sales 67.85% 69.86% 67.66% 67.36% 69.16% 66.21% 56 Body Shop Sales per Employee 9,040 12,125 9,272 12,048 10,473 12, Body Shop Gross per Employee 5,665 7,623 5,778 7,544 6,622 8, Body Shop Absorption 2.47% 3.54% 2.53% 4.43% 3.08% 7.96% 59 Total Dealership Absorption* 94.30% % 91.13% % 90.14% % 60 Prescription Absorption 98.32% % 93.15% % 94.24% % * Title changed to avoid confusion with OEM measures. 8 NADA Management Series: Driven ATD Performance Measurement 2018

12 Acknowledgments NADA appreciates the contribution of Bob Ichniowski, KEA Advisors, in preparing this publication keaadvisors.com Unlocking Commercial Dealership PROFIT

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