Dec. 8, 2003 – Top Guns

Dealer profit climbs in October
Overall dealer profitability, as measured by Top Gun dealers nationwide, climbed in October to 7.4%, up from 7.2% in September. Overall net profit for the year through October was 7.6%, down slightly from the 7.8% YTD figure recorded in September and the 8.9% posted in October 2002.
Showroom traffic improved slightly in October. Traffic was down 2% in October, compared to October 2002. By comparison, traffic had been down 1% and 3% in August and September, compared to the same months 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
                                                                                                                                                                                                                                                               Floor traffic at participating dealerships is determined by analyzing Guest Logs, information sheets filled out by visiting consumers.                                                                                                                         This represents net profit as a percentage of sales before depreciation and with all owner salaries adjusted to reflect the true value of the job performed. Rent amounts are also adjusted to reflect true market value of the facility when it is shareholder owned and leased back to a corporation.
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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