Moore Stephens Automotive

Key Performance Indicators for

Automotive Retailers
Non-Luxury edition 2013 and Luxury edition 2013

www.moorestephens.com.au

Serious about Success

www.moorestephens.com.au
www.moorestephens.com.au

S e r Si oe u
r iso aubs oaubto Suut cScue cs cs
ess

Non-Luxury Edition
The Big Picture
Dealership Profitability

KPI

Gross Contribution

KPI

Net profit % sales

2.5%

New

34%

Rent % gross

10%

Used

21%

Admin & DP salary % gross

6%

Front-end

55%

Gross % sales

13-15%

Parts

15%

Total gross per employee

$11,500-$12,500

Service

30%

Fixed absorption (minimum)

60%

Back-end

45%

New Vehicles

KPI

Used Vehicles

KPI

Gross profit %

8-10%

Gross profit %

12-14%

Gross profit per unit *

$2,200-$2,400

Gross per unit

$2,300-$2,500

Days supply

45-50

Days supply

50-60

Units per sales staff per month

14-16

Units per sales staff per month

13-15

Gross per sales person per month

$36,000- $40,000

Gross per sales person per month

$36,000- $40,000

Advertising per unit

$250

Advertising per unit

$260

Floor plan per unit

$300

Floor plan per unit

$180

Salaries & comm. per unit

$560

Salaries & comm. per unit

$600

Gross ROI

60-70%

Used / new ratio

0.6

Aftermarket income per unit

$350

Gross ROI

70-80%

Aftermarket income per unit

$250

Vehicle Operation

*Includes holdback, bonuses and aftermarket

Fixed Operation
Parts

KPI

Service

KPI

Gross profit %

25-27%

Gross profit % total

66-68%

Days supply

45-55

Gross profit % labour

78-80%

Monthly gross per staff

$16,000-$18,000

Monthly labour gross per tech.*

$11,000-$12,000

$ sales per $ salary

$17-$18

Unapplied time % COS

5% max

Gross ROI

180-200%

Non-chargeable salaries % gross

24-26%

Chargeable to non-chargeable

2 to 1

Labour hours per retail RO

2.2 hours

Technician to service advisor

5 to 1

Parts / labour ratio

$0.70

Fixed absorption (minimum)

60%

*Apprentices and foreman are weighted to arrive at an

adjusted number of technicians.

Finance & Insurance

New Vehicles

KPI

Used Vehicles

KPI

Finance penetration

35-40%

Finance penetration

35-40%

Income per contract

$1,800-$2,000

Income per contract

$1,800-$2,000

Finance per retail unit

$700

Finance per retail unit

$700

Insurance per retail unit

$175

Insurance per retail unit

$175

F&I income per staff per month

$40,000-$50,000

Units retailed per F&I staff per month

50-60

www.moorestephens.com.au
www.moorestephens.com.au

S e r Si oe u
r iso aubs oaubto Suut cScue cs cs
ess

Luxury Edition
The Big Picture
Dealership Profitability

KPI

Gross Contribution

KPI

Net profit % sales

3-3.5%

New

36%

Rent % gross

11%

Used

14%

Admin & DP salary % gross

6%

Front-end

50%

Gross % sales

14-16%

Parts

20%

Total gross per employee

$12,000-$13,000

Service

30%

Fixed absorption (minimum)

60%

Back-end

50%

New Vehicles

KPI

Used Vehicles

KPI

Gross profit %

9-10%

Gross profit %

13-14%

Gross profit per unit *

$4,500-$5,000

Gross per unit

$3,500-$4,000

Days supply

55-60

Days supply

50-60

Units per sales staff per month

12-14

Units per sales staff per month

11-13

Gross per sales person per month

$50,000-$55,000

Gross per sales person per month

$40,000-$45,000

Advertising per unit

$550

Advertising per unit

$500

Floor plan per unit

$560

Floor plan per unit

$375

Salaries & comm. per unit

$1,100

Salaries & comm. per unit

$800

Gross ROI

70-80%

Used / new ratio

0.5

Aftermarket income per unit

$350

Gross ROI

70-80%

Aftermarket income per unit

$250

Vehicle Operation

* Includes holdback, bonuses and aftermarket

Fixed Operation
Parts

KPI

Service

KPI

Gross profit %

26-28%

Gross profit % total

68-70%

Days supply

50-60

Gross profit % labour

80-82%

Monthly gross per staff

$18,000-$20,000

Monthly labour gross per tech.*

$11,500-$12,500

$ sales per $ salary

$18-$20

Unapplied time % COS

5% max

Gross ROI

180-200%

Non-chargeable salaries % gross

28-30%

Chargeable to non-chargeable

2 to 1

Labour hours per retail RO

2.5 hours

Technician to service advisor

5 to 1

Parts / labour ratio

$0.80

Fixed absorption (minimum)

60%

*Apprentices and foreman are weighted to arrive at an

adjusted number of technicians.

Finance & Insurance

New Vehicles

KPI

Used Vehicles

KPI

Finance penetration

30-35%

Finance penetration

35-40%

Income per contract

$2,000-$2,200

Income per contract

$1,800-$2,000

Finance per retail unit

$700

Finance per retail unit

$700

Insurance per retail unit

$150

Insurance per retail unit

$175

F&I income per staff per month

$40,000-$50,000

Units retailed per F&I staff per month

50-60

MOORE STEPHENS SYDNEY

MOORE STEPHENS Queensland

John Gavljak

John Zabala

Director

Director, Townsville

+61 (0)2 8215 7964

+61 (0)7 4796 9943

jgavljak@moorestephens.com.au

jzabala@moorestephens.com.au

John Meagher

Troy Popham

Senior Manager

Principal, Townsville

+61 (0)2 8215 7782

+61 (0)7 4796 9930

jmeagher@moorestephens.com.au

tpopham@moorestephens.com.au

MOORE STEPHENS Melbourne

Robert Clarke
Principal, Brisbane

Brett Fowler

Director

rclarke@moorestephens.com.au

+61 (0)7 3640 4062

+61 (0)3 8635 1907

bfowler@moorestephens.com.au

Brett Collins
Director, Toowoomba

Rami Eltchelebi

Director

bcollins@moorestephens.com.au

+61 (0)7 4616 3035

+61 (0)3 8635 1800

reltchelebi@moorestephens.com.au

MOORE STEPHENS Adelaide

Henry Veronese
Senior Consultant
T

+61 (0)8 8205 6200

hveronese@moorestephens.com.au

Kate Stevenson
Senior Manager
T

+61 (0)8 8205 6276

kstevenson@moorestephens.com.au

www.moorestephens.com.au

Liability limited by a scheme approved under Professional Standards Legislation. * Moore Stephens Queensland and Moore Stephens Gold Coast
are separate and independent firms. Moore Stephens is a network of independent firms which are independent members of Moore Stephens
International Limited members in principal cities throughout the world.