Nov. 17, 2003 – Top Guns

Dealer profit slips to 7.2%
Overall dealer profitability, as measured by Top Gun dealers nationwide, slipped in September to 7.2%, down from 8.8% in August. However, profitability was up compared to the 5.8% posted in September 2002.

Overall net profit for the year through September was 7.8%, off from the 9.1% YTD figure recorded through the first nine months of 2002.

Showroom traffic was off 3% in September, compared to the same month last year.

Gross Profit Per Hour
To calculate Gross Profit per effort hour, take the total gross profit generated by your P&A department for a given month or pay period. Divide that number by the total number of hours worked (clock hours) for all members of the P&A team, regardless of title, for the same period. If someone works in P&A as well as another department, estimate the number of hours they worked in Parts.

Average Invoice To Walk-in P&A customers
To see how you compare, determine your total gross sales to walk-in customers. Be sure to exclude all wholesale, mail-order, service through repair orders, and P&A sold with major unit sales. Then divide your gross sales by the number of transactions to those walk-in customers.

OEM Parts Sales Compared To Accessory Sales.
If your accessory sales dollars do not equal your total OEM parts business, your customers are buying from sources other than you.

Service Effective Labor Rate

To determine your effective labor rate, take the total Service team effort hours (techs and all support personnel, including porters) and divide that amount into your gross labor sales for the same period.

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