Ford Financial Statement Changes. January Dear Accounting Customer:

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1 ADP, Inc. Dealer Services 5607 New King Street Troy, MI Financial Statement Changes Ford January 2010 Dear Accounting Customer: There have been several changes requested by Ford for the 2010 financial reporting year. These changes will affect the standard base files supported by ADP Please refer to the instructions in your Updating the Financial Statements user manual to complete the changes. If you have questions about the information in this packet, please call the ADP Customer Support Center at , weekdays 7 a.m. to 9 p.m., and Saturday 9 a.m. to 9 p.m. (EST). Sincerely, ADP Customer Support Center The ADP logo is a registered trademark of ADP of North America, Inc. January 2010 ADP, Inc. Printed in U.S.A. 1 of 19 February 4, 2010

2 2010 Ford Financial Statement MANUAL ENTRY WORKSHEET Use the following worksheet to write the Amount and Code (temporary or permanent) for your financial statement memo entries. Notes Rec Past Due Veh Rec Past Due P,S,B Rec Past Due Other Rec Past Due New Cars Ford Units New Cars L/M Units New Cars Non FoMoCc New Trucks Ford Units New Trucks L/M Units New Trucks Non FoMoCc Average Monthly Expense New Demos Ford Units New Demos Ford Units New Demos Non FoMoCc Used Cars Units Used Cars 30 Day Units Used Trucks Units Used Trucks 30 Day Units of 19 January 2010 ADP, Inc.

3 Frozen Capital Used Vehicle Inventory MTD Parts Inventory MTD PSB Receivables MTD NOTE: Please refer to the calculation sheet attached to the back of the manual entry pages for these entries. Recommended Working Capital Used Remarketed Cars Units Used Remarket Cars30 Day Units Used Remarket Truck Units Used Remarket Truck 30 day Units Parts Inventory - Ford Parts Inventory - Other Memo: Work in Process Leased Units - Cars Leased Units - Trucks Accounts Receivables Current Vehicle Accounts Parts Accounts Service Accounts Body Accounts Warranty Receivables Ford Incentives Notes Receivable Vehicle Accounts Parts Accounts Service Accounts Body Accounts Warranty Receivables Ford Incentives Notes Receivable January 2010 ADP, Inc. 3 of 19

4 61-90 Vehicle Accounts Parts Accounts Service Accounts Body Accounts Warranty Receivables Ford Incentives Notes Receivable and over Vehicle Accounts Parts Accounts Service Accounts Body Accounts Warranty Receivables Ford Incentives Notes Receivable Total Payroll - MTD Total Payroll - YTD Operating Trend Analysis: NOTE: When making entries for Selling Gross, Operating Profit, Profit BIT and Net Profit PNVS amounts, these entries should normally be negative when making a profit while Fixed Expenses should normally be a positive entry. This rule applies for all manual entries for January through December and Current YTD entries. January New Units Car January New Units Truck January Used Units Car January Used Units Truck January Total Car/Truck January New Selling Gross January Used Selling Gross January Parts Selling Gross January Service Selling Gross January BS Selling Gross January Fixed Expenses January Operating Profit January Net Profit PNVS January Profit BIT of 19 January 2010 ADP, Inc.

5 Operating Trend Analysis continued: February New Units Car February New Units Truck February Used Units Car February Used Units Truck February Total Car/Truck February New Selling Gross February Used Selling Gross February Parts Selling Gross February Service Selling Gross February BS Selling Gross February Fixed Expenses February Operating Profit February Net Profit PNVS February Profit BIT March New Units Car March New Units Truck March Used Units Car March Used Units Truck March Total Car/Truck March New Selling Gross March Used Sell Gross March Parts Sell Gross March Service Sell Gross March BS Sell Gross March Fixed Expenses March Operating Profit March Net Profit PNVS March Profit BIT January 2010 ADP, Inc. 5 of 19

6 Operating Trend Analysis continued: April New Units Car April New Units Truck April Used Units Car April Used Units Truck April Total Car/Truck April New Sell Gross April Used Sell Gross April Parts Sell Gross April Service Sell Gross April BS Sell Gross April Fixed Expense April Operating Profit April Net Profit PNVS April Profit BIT May New Units Car May New Units Truck May Used Units Car May Used Units Truck May Total Car/Truck May New Sell Gross May Used Sell Gross May Parts Sell Gross May Service Sell Gross May BS Sell Gross May Fixed Expenses May Operating Profit May Net Profit PNVS May Profit BIT of 19 January 2010 ADP, Inc.

7 Operating Trend Analysis continued: June New Units Car June New Units Truck June Used Units Car June Used Units Truck June Total Car/Truck June New Sell Gross June Used Sell Gross June Parts Sell Gross June Service Sell Gross June BS Sell Gross June Fixed Expenses June Operating Profit June Net Profit PNVS June Profit BIT July New Units Car July New Units Truck July Used Units Car July Used Units Truck July Total Car/Truck July New Sell Gross July Used Sell Gross July Parts Sell Gross July Service Sell Gross July BS Sell Gross July Fixed Expenses July Operating Profit July Net Profit PNVS July Profit BIT January 2010 ADP, Inc. 7 of 19

8 Operating Trend Analysis continued: August New Units Car August New Units Truck August Used Units Car August Used Units Truck August Total Car/Truck August New Sell Gross August Used Sell Gross August Parts Sell Gross August Service Sell Gross August BS Sell Gross August Fixed Expenses August Operating Profit August Net Profit PNVS August Profit BIT September New Units Car September New Units Truck September Used Units Car September Used Units Truck September Total Car/Truck September New Sell Gross September Used Sell Gross September Part Sell Gross September Service Sell Gross September BS Sell Gross September Fixed Expenses September Operating Profit September Net Profit PNVS September Profit BIT of 19 January 2010 ADP, Inc.

9 Operating Trend Analysis continued: October New Units Car October New Units Truck October Used Units Car October Used Units Truck October Total Car/Truck October New Sell Gross October Used Sell Gross October Parts Sell Gross October Service Sell Gross October BS Sell Gross October Fixed Expenses October Operating Profit October Net Profit PNVS October Profit BIT November New Units Car November New Units Truck November Used Units Car November Used Units Truck November Total Car/Truck November New Sell Gross November Used Sell Gross November Parts Sell Gross November Service Sell Gross November BS Sell Gross November Fixed Expenses November Operating Profit November Net Profit PNVS November Profit BIT January 2010 ADP, Inc. 9 of 19

10 Operating Trend Analysis continued: December New Units Car December New Units Truck December Used Units Car December Used Units Truck December Total Car/Truck December New Sell Gross December Used Sell Gross December Parts Sell Gross December Service Sell Gross December BS Sell Gross December Fixed Expenses December Operating Profit December Net Profit PNVS December Profit BIT Current YTD Net Profit PNVS Previous YTD New Units Car Previous YTD New Units Truck Previous YTD Used Units Car Previous YTD Used Units Truck Previous YTD Total Car/Truck Units Previous YTD New Sell Gross Previous YTD Used Sell Gross Previous YTD Part Sell Gross Previous YTD Service Sell Gross Previous YTD BS Sell Gross Previous YTD Fixed Expenses Previous YTD Operating Profit Previous YTD Profit BIT Previous Net Profit PNVS NOTE: When making entries, all entries will be positive when a profit is made. Fleet H/Truck Units MTD Fleet H/Truck Units YTD Dealer Transfers Units YTD of 19 January 2010 ADP, Inc.

11 New Internet Sales Sales MTD Sales YTD Gross Sales MTD Gross Sales YTD Units Sold MTD Units Sold YTD Used Car Retail (Franchise Only) Used Car Retail Sales MTD Used Car Retail Gross MTD Used Car Retail Units MTD Used Car Retail Sales YTD Used Car Retail Gross YTD Used Car Retail Units YTD Used Certified Truck (Franchise Only) Used Truck Retail Sales MTD Used Truck Retail Gross MTD Used Truck Retail Units MTD Used Truck Retail Sales YTD Used Truck Retail Gross MTD Used Truck Retail Units YTD Used Internet Sales Used Internet Sales MTD Used Internet Sales YTD Used Internet Gross MTD Used Internet Gross YTD Used Internet Units MTD Used Internet Units YTD Internet Sales New Vehicle Internet Adv MTD New Vehicle Internet Adv YTD Used Vehicle Internet Adv MTD Used Vehicle Internet Adv YTD January 2010 ADP, Inc. 11 of 19

12 Labor Rates Labor Rates-Repair Labor Rates-Body Labor Rates- W & P Labor Rates-Internal Other Franchise Parts Purchases Other Franchise Parts Purchases - Current Month Other Franchise Parts Purchases - Current Month Productivity/Efficiency (Service Dept) Tech Avail Clock Hrs MTD Tech Avail Clock Hrs YTD Tech Actual Hrs Worked MTD Tech Actual Hrs Worked YTD Tech Flat Rate Hrs Sold MTD Tech Flat Rate Hrs Sold YTD Rental Inventory Analysis Total EOM Car Total EOM Truck Total EOM RV Total EOM Service Loaner Total Units Days Avail/Mo Car Total Units Days Avail/Mo Truck Total Units Day Avail/Mo RV Total Units Day Avail/Mo Service Loaner Customer/ESP Paid Days Mo Car Customer/ESP Paid Days MoTruck Customer/ESP Paid Days Mo RV Customer/ESP Pd Days Mo Service Loaners of 19 January 2010 ADP, Inc.

13 Rental Inventory Analysis continued: Service Loaner Paid Days/Mo Car Service Loaner Paid Days/Mo Truck Service Loaner Paid Days/Mo RV Service Loaner Pd Days/Mo Service Loaners Dealer Paid Days/Mo Car Dealer Paid Days/Mo Truck Dealer Paid Days/Mo RV Dealer Paid Days/Mo Service Loaners Non Utilized Days/Mo Car Non Utilized Days/Mo Truck Non Utilized Days/Mo RV Non Utilized Days/Mo Service Loaners % Utilization Car % Utilization Truck % Utilization RV % Utilization Service Loaners % Cust/Exp Paid/Car % Cust/Exp Paid/Trk % Cust/Exp Paid/RV % Cust/Exp Paid/Loaners (Note: Carry out entry two decimal places; i.e would be 35.00%) Personnel Summary Administrative Personnel Dealers Management Clerical Other Franchise New & Used Personnel Management Sales Persons Technicians Internal Clerical Other January 2010 ADP, Inc. 13 of 19

14 F&I Personnel Management Sales Persons Clerical Other Rental/Lease Personnel Management Sales Persons Clerical Other Franchise Parts Personnel Management Sales Persons Clerical Other Franchise Service Personnel Management Sales Persons Technician Repair Technician Internal Clerical Other Body Shop Personnel Management Sales Persons Technician Repair Technician Internal Clerical Other of 19 January 2010 ADP, Inc.

15 Allocation of Unapplied Expense YTD New Car Dept Used Car Dept Parts Dept Service Dept Body Shop Dept Salesperson Tenure/Turnover Less than 12 Months Months Months Months Hired - YTD Terminated - YTD Service Advisor Tenure/Turnover Less than 12 Months Months Months Months Hired YTD Terminated YTD Split Sales Force Managers - New Only Managers - Used Only Managers - Combined Managers - Total Salespersons - New Only Salespersons - Used Only Salespersons - Combined Salespersons - Total Stall Counts Repair Internal Body January 2010 ADP, Inc. 15 of 19

16 Quick Lane Personnel Managers Service Writer Repair Technicians Internal Technicians Stall Count Repairs Stall Count Internal SHOP PART GROSS TRANSFER - The following paired memo entries must be equal amounts. Shop Parts Gross Trans MTD Parts Shop Parts Gross Trans YTD Parts Shop Parts Gross Trans MTD Svc Shop Parts Gross Trans YTD Svc Shop Parts Gross Trans MTD Body Shop Shop Parts Gross Trans YTD Body Shop * Note: The above memo entries to page 2 are used for calculation of "Adjusted Selling Gross" only, and will not be displayed on line 62. Adjusted Selling Gross on Page 2 lines 7 and 8 must equal page 5 line 62 for Parts, Service, and Body Shop. 16 of 19 January 2010 ADP, Inc.

17 Used Vehicle Inventory Add: Used Car Inventory Used Truck Inventory Subtotal (1) (1) Add: Used Cars Sales Used Light Trucks Sales Used Med/Heavy Truck Sales Used Cars Wholesale Sales Used Trucks Wholesale Sales Subtotal (2) (2) Add: Used Cars Gross Used Light Trucks Gross Used Med/Heavy Truck Gross Used Cars Wholesale Gross Used Trucks Wholesale Gross Subtotal (3) (3) Subtract Subtotal 2 Subtotal 3 (4) Subtract Subtotal 1 Subtotal 4 (**) ** This is the amount to memo to 1/48/6 IF it is a POSITIVE number. IF this equals out to a NEGATIVE number, memo 0 to 1/48/6. January 2010 ADP, Inc. 17 of 19

18 Frozen Capital Calculations Parts Inventory Parts Inventory (1) Parts Total Sales Minus: Parts Total Gross Subtotal (2) (2) Multiply: Take Subtotal (2) and times it by the number 3 (Subtotal (2) X 3) (3) Subtract: Subtotal 1 Subtotal 3 (**) ** This is the amount to memo to 1/49/6 IF it is a POSITIVE number. IF this equals out to a NEGATIVE number, memo 0 to 1/49/6. Frozen Capital Calculations PSB Receivables PSB Accounts Rec (1) Add: Parts Total Sales Service Total Sales Body Shop Total Sales Subtotal (2) (2) 18 of 19 January 2010 ADP, Inc.

19 Add: Parts ESP Repair Sales Service ESP Repair Sales Parts Warr & Pol Clm Sales Service Warr & Pol Clm Sales Parts Internal Sales Service Internal Sales Parts Warr & Pol Clm Sales Body Shop Warr & Pol Clm Sales Parts Internal Sales Body Shop Internal Sales Subtotal (3) Subtract Subtotal 2 Subtotal 3 (3) (4) Multiply Take Subtotal (4) and times it by the number.9 (Subtotal (4) X.9) (5) Subtract: Subtotal 1 Subtotal 5 (**) ** This is the amount to memo to 1/50/6 IF it is a POSITIVE number. IF this equals out to a NEGATIVE number, memo 0 to 1/50/6. January 2010 ADP, Inc. 19 of 19

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