Effortless Auto Dealership Sales Improvement

I’ve seen it time and again. I pull unit sales and gross figures from the dealership’s computer system daily and publish it to a secure Sharepoint Intranet Website for the dealership staff to view. Every important number reported and ranked by individual improves automatically! That’s all we have to do.

For example, to improve Service Advisor performance I extract Service Advisor Customer Labor Sales in dollars, hours and RO Counts. I then include a column that calculates each individual’s effective labor rate. I sort by total CP Labor Sales in descending order because, with Service, it’s CP sales that count and so that is how we want to rank them. The top advisor in CP Labor dollar sales is at the top of the list. The other columns provided give additional information to asses their performance.

I post it as follows (only the numbers are aligned to the right):

Name Store CP RO’s CP Labor $ CP RO Avg CP Eff Rate
Lidinoff, Layla Acme Toyota 579 57,763 1.3 77.09
Granfel, Charles C Acme Toyota 267 50,512 2.0 93.89
Patan, Wolf Acme Chevrolet 127 46,357 3.2 112.44
Quick, Willie Acme RV 73 44,878 5.7 108.05
Smith, Robert Acme Cadillac 35 43,109 26.4 46.57
Albright, Jim Acme Cadillac 54 42,032 16.4 47.42
Rillar, Travis Acme Honda 193 39,877 2.2 94.34
Warrow, Larry Acme Cadillac 38 39,416 23.7 43.76
Haluscil, Greg Acme Toyota 216 39,409 1.9 95.44
Granger, George Acme Honda 158 38,865 2.7 92.24
Fletcher, Jonl Acme Honda 340 38,649 1.4 80.69
Rathis, Pat Acme Toyota 192 38,129 2.1 95.67
Raraz, Josa Acme Lincoln 243 36,551 1.9 80.02
Staphals, Pete Acme Chevrolet 98 34,352 3.7 95.16
Rajur, Tarralca Land Rover 111 34,057 2.6 118.62
Jones, Sally Acme Honda 388 33,875 1.2 74.13
Fishar, Jerry Acme Honda 155 32,949 2.3 91.40
Padarsal, Dave Acme Toyota 166 30,661 2.0 90.95
Floras, Rod Acme Toyota 1,028 30,159 0.6 49.81
Rolaco, Jack Acme Customs 137 29,534 3.3 64.86
Radrid, Oscar Acme Toyota 129 28,442 2.3 96.15
Sallon, Ralby . Acme Toyota 279 27,915 1.4 72.96
Simmols, Jim Land Rover 89 27,535 2.8 109.09
Paga, Waal Acme Cadillac 118 26,925 2.5 92.88
Strang, Justin Acme Honda 375 26,434 1.0 70.72
Hult, Jack Acme RV 42 26,262 5.6 111.80
Halrahal, Kim Acme Motors 251 25,90 1.2 80.25
Catas, Thad Acme Kia 189 25,092 1.5 91.31
Miordalo, Rich Acme Cadillac 116 25,006 2.5 85.23
Smith,Wayla Acme Chevrolet 129 24,760 2.1 92.98
Acorn, Keith Acme Cadillac 155 23,844 1.9 80.01
Martin, Rich Acme Lincoln 146 23,728 2.0 79.44
Raldaz, Alga Acme Cadillac 20 22,778 24.9 45.78
Buckley, Rark Acme Motors 191 22,655 1.5 81.64
Raad, Brady Acme Subaru 153 22,389 1.5 94.99
Jackson, Andy Acme Acura 222 22,286 1.2 84.80
Wast, Martin Acme Kia 185 22,140 1.4 84.95
Morrow, Judy Land Rover 85 21,325 2.2 114.59
Clay, Bria Acme Cadillac 144 20,903 1.5 94.41
Raldoza, Phil Acme VW 93 20,746 2.0 110.82
Hackett, Justine Acme Toyota 733 20,694 0.5 59.78
Norris, Steve Acme VW 70 20,485 2.5 115.44
Sosa, Rod Acme Honda 163 19,960 1.7 72.32
Wight, Debra Acme VW 86 19,952 2.4 97.04
McTaddey, Tim Acme Honda 814 19,301 0.6 42.00
Rallig, Frank Acme Chevrolet 506 19,078 0.7 54.52
Caruso, James Acme Toyota 141 17,876 1.3 94.19
Raoli, Estebanl Acme Subaru 109 17,849 1.8 93.01
Treeman, Bark Acme Customs 179 17,435 1.3 74.35
Milton, Ryan Acme Chevrolet 74 16,886 2.3 98.23
Morton, Sunshine Acme VW 84 16,609 2.2 90.71
Schiff, Steve Acme Honda 659 16,418 0.6 43.22
Nargeau, Lacy Acme Honda 92 16,244 1.9 92.30
Jamison, Britney Acme Cadillac 78 16,220 1.9 107.28
Fagan, Len Acme Acura 129 16,158 1.8 71.05
Cardena, Grant Acme VW 97 16,042 1.6 103.76
Treadway, Susanl Land Rover 51 16,023 2.7 116.96
Cardone, James Acme Hyundai 225 15,782 1.1 65.50
Rahar, Jerry Acme Cadillac 182 15,541 1.2 69.11
Bell, Steve Audi Milpitas 70 15,441 1.9 113.74
Winters, Edward Acme VW 93 13,584 1.6 91.78
Wahl, Naomi Audi Milpitas 56 13,123 2.3 102.57
Smith, Kiley Acme Chevrolet 76 13,048 2.4 70.19
Ybalaz, Terry Acme Toyota 445 12,899 0.5 62.64
Scooby, Brian Acme Kia 74 10,757 1.6 90.17
Arch, Marie Acme Lincoln 67 10,120 1.9 80.89
Hudgins, Brett Audi Milpitas 11 8,930 5.2 156.66
Andrews, Troy Acme Lincoln 50 7,809 2.1 74.95
Hoskins,Varlol Acme Hyundai 110 6,440 0.9 64.92
Virdal, Tory Acme Hyundai 117 6,281 0.8 65.91
Boladurar, Ben Acme RV 10 6,177 5.8 107.23
Fillan, Marty Acme Toyota 50 5,566 1.2 91.55
Small, Kevin Acme Cadillac 33 3,043 1.2 75.51
Burns, Barry Audi Milpitas 8 2,997 2.4 154.07
Hultz, Fred Acme RV 9 2,837 2.8 111.71

Every day, week or month the information is pulled, calculated and posted online. I always send an email with a link and some encouraging competitive talk about who’s beating who and who is coming up strong. I sound a lot like a horse race announcer. The employees love it and everyone’s numbers move up.

Author: John Donnelly

A professional in the automobile business.

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