Used Car Dealership KPIs

 Honestly, any business can think of KPIs for their specific industry and start tracking them. There is nothing stopping you from doing this. It could be on a piece of paper or in a spreadsheet or what have you. The point is, this can be a really good way to know if you are growing, hitting goals (it will help you set goals if you start tracking things). Here I'm going to focus on some KPIs for a used car dealership.

Relevant Templates:

Tracking key performance indicators (KPIs) is crucial for assessing the performance and making informed decisions in a used car dealership. Here are some common KPIs for the industry:
  • Inventory Turnover: Measures how quickly you sell and replace your inventory. It is calculated by dividing the number of cars sold by the average number of cars in stock over a specific period. A high inventory turnover indicates efficient sales and good demand.
  • Sales Conversion Rate: Measures the percentage of potential customers who make a purchase. It is calculated by dividing the number of sales by the total number of leads or inquiries. Monitoring this KPI helps evaluate the effectiveness of your sales process and identify areas for improvement.
  • Gross Profit Margin: Measures the profitability of each vehicle sale. It is calculated by subtracting the cost of the vehicle from the selling price and dividing it by the selling price. Monitoring gross profit margin helps ensure that you are pricing your vehicles appropriately and managing costs effectively.
  • Average Days in Inventory: Calculates the average number of days a car stays in inventory before being sold. This KPI helps assess inventory management efficiency. Longer days in inventory may indicate issues such as overpricing, poor demand, or inadequate marketing.
(note, for the above metrics, I have a financial statement analyzer that shows you more detail on these calculations)
  • Customer Satisfaction Index (CSI): Measures customer satisfaction and loyalty. It can be determined through surveys or customer feedback. Tracking CSI helps identify areas where customer experience can be improved, leading to increased customer retention and referrals.
  • Service Department Penetration: Focuses on service and maintenance revenue. It measures the percentage of used car buyers who return for service or repairs at your dealership. Higher service department penetration indicates customer loyalty and additional revenue streams.
  • Advertising Cost per Vehicle Sold: Tracks the effectiveness of your advertising and marketing efforts. It is calculated by dividing the total advertising cost by the number of cars sold. Monitoring this KPI helps optimize advertising strategies and ensure cost-effectiveness.
To make decisions based on these KPIs, consider the following steps:
  • Set Targets: Determine what performance levels you aim to achieve for each KPI based on industry benchmarks and your dealership's goals.
  • Regularly Monitor KPIs: Establish a system to collect and analyze data regularly. This could involve using dealership management software or creating spreadsheets to track and update the KPIs. Here is a general template for organization-wide KPI tracking.
  • Identify Trends and Variances: Analyze the data to identify trends, patterns, and significant variances from your targets. Pay attention to both positive and negative changes in KPIs.
  • Investigate Causes: When you notice variations, investigate the underlying causes. Look for correlations between changes in KPIs and factors such as marketing campaigns, pricing strategies, customer feedback, or staff performance.
  • Take Action: Based on your analysis, take appropriate actions to address any issues or leverage opportunities. This could involve adjusting pricing strategies, refining marketing efforts, improving customer service, or modifying inventory management practices.
  • Review and Adjust: Regularly review the impact of your actions on the KPIs. If necessary, adjust your strategies and tactics accordingly to ensure continuous improvement.
By tracking these KPIs and making data-driven decisions, you can optimize your used car dealership's performance, improve profitability, and enhance the overall customer experience.