Now in its fth year, the 2016 NADA Dealership Workforce Study (DWS) continues to show a U.S. retail-auto industry with strong growth and earnings opportunities. New-car dealers reported improved revenues, earnings and employment across all departments in 2015. Average weekly earnings were $1,341, up 1.4% in 2015 compared to the previous year.

1. 2016 DEALERSHIP WORKFORCE STUDY
AUTOMOTIVE RETAIL: NATIONAL & REGIONAL TRENDS IN COMPENSATION, BENEFITS & RETENTION
THE BIGGEST WINNERS
Average earnings growth rate from 2014 to 2015 for employees who stayed in the same position for at least two years
Ç
7.3%
Ç
7.5%
Ç
8.0%
Ç
8.2%
Ç
10.9%
Ç
11.9%
COMPENSATION*
EXECUTIVE SUMMARY HIGHLIGHTS
Now in its fifth year, the 2016 NADA Dealership Workforce Study (DWS) continues to show a U.S. retail-auto industry
with strong growth and earnings opportunities. New-car dealers reported improved revenues, earnings and employment
across all departments in 2015. Average weekly earnings were $1,341, up 1.4% in 2015 compared to the previous year.
A new measurement in the 2016 DWS, which includes a compensation analysis of individual dealership employees or
incumbents working in the same position in 2014 and 2015, revealed growth rates in the service and parts departments
ranging from 6.7% to 8.2%. Average weekly earnings for sales consultants grew 2.7% year-over-year.
The overall employee turnover rate was 39%, which was relatively unchanged year-over-year, and was still well below the
U.S. private sector average of 46%.
Dealership productivity, measured as gross profit per employee, increased 0.4% to $8,446.
In 2015, Millennials comprised 42% of all new-car dealership employees, up from 38% in 2014. Millennials repre-
sented 60% of new hires at new-car dealerships, and we expect this percentage to continue to increase in the future.
NEW-CAR DEALERSHIPS
Average annual
compensation
$69,718Median weekly earnings
$1,026
0% change from preceding year;
median weekly earnings 24% higher
than U.S. median of $825 0%
Average weekly earnings
$1,341
Up 1.4% from preceding year
1.4%
*Compensation statistics are based on a same-stores analysis, following participants over two years of the Study.
1
Based on a limited number of records.
GENERAL MANAGER1
F&I MANAGER SERVICE MANAGER PARTS MANAGER PARTS CONSULTANT SERVICE ADVISOR

2. 2016 DEALERSHIP WORKFORCE STUDY
AUTOMOTIVE RETAIL: NATIONAL & REGIONAL TRENDS IN COMPENSATION, BENEFITS & RETENTION
TURNOVER AND RETENTION
Total turnover increased from 39.3% to 39.6%-still under the private-sector average of 46%. Turnover varied by region and luxury/
non-luxury dealerships; sales consultant position had the highest turnover rate.
DEMOGRAPHICS
Women comprised 18.6% of employees in
new-car dealerships. 18.6%
Women were 20% of new hires.
20%
89.3% in office and administrative support
positions; service advisor and F&I manager
had the highest female ratio among key posi-
tions at 17% and 16% respectively.
89.3%
Female turnover up 2 points to 43%
(male turnover 39%). 43%
Millennials comprised 42% of employees
in new-car dealerships. 42%
Total Millennials employed in U.S.
workforce 34% (estimate). 34%
Millennials were 60% of all new hires—
many in sales consultant and service
technician positions. 60%
Millennial turnover down 2 points to 52%.
52%
WOMEN MILLENNIALS
Enrollment for the 2017 Dealership Workforce Study opens December 14, 2016 at nadaworkforcestudy.com. The 2017 Study closes
April 28, 2017. For questions: WorkforceStudy@nada.org or 800.557.6232.
SALES CONSULTANT
39%
CURRENT NATIONAL
67% 46%
ONE-YEAR RETENTION
71%
THREE-YEAR RETENTION
45%Employees reach
peak productivity at
three years.