А как у них? Презентация на РОСАВТОДИЛЕРЕ-2008 объединения американских автодилеров (Albert Gallegos).
Мне понравилась такая фраза - NADA неустанно работает для защиты интересов своих членов и добавлением пользы в их деятельности. Их 19,500 на тот момент (93% от общего числа автодилеров).
Aftersales приносит 81% валовой выручки в структуре доходов автодилеров.
4. NADA Mission
Promote and Defend the Interests of
U.S. Dealers
• Support our dealer members before
the government, manufacturers and
the public
• Assist our members to be successful
with their dealerships
5. NADA Departments
1. Industry Relations
(Manufacturers)
2. Public Affairs
3. Dealership Operations
4. Government Affairs
6. International Relations
• Understand the changes
in the global automotive
sector
• Work with dealer
associations across the
world
• Share “best practices”
7. Le
xu
s 9.
To 3
yo
ta 8.
Sa
tur 3
n 7.
Ho
n 9
Hu da 7.
mm 5
e 7.
Ma r
zd 2
a 7.
MIN 2
I 7.
BM 0
Mit W 6.
su 9
bi s
Ca hi 6.
La dil 9
nd la c 6.
Ro
ve
7
r 6.
Nis
s
7
Ch an 6.
ry s 7
le 6.
5
Winter 2008 Survey Results
I nf r
ini
ti 6.
Je 5
Ch ep 6.
ev
ro l 5
GM e 6.
CL Do t
dg 4
igh
tT e 6.
ru c 4
Po k 6.
rsc 4
he 6.
Bu 4
ick 6.
Fo 3
P o rd 6.
nti 3
a 6.
Su c 3
ba
ru 6.
Ac
ura
1
6.
Attitude Survey
Kia
0
6.
Su 0
Industry Relations
zuk
Me Ja i 6.
rce gu 0
de a 5.
Li n
s-B r
e
9
c-M Hy nz 5.
erc un 9
da
Ex i 5.
clu
siv 8
e 5.
Dialogue with OEM’s Dealer
Vo Sa 8
lk s ab 5.
wa
ge 7
n 5.
Vo 4
lv o 4.
Au 9
di 3.
3
9. Dealership Operations
NADA assists dealers in day-to-day operations
with various training programs and
publications (three primary departments)
• NADA 20 Groups
• Dealer Academy
• Management Education
11. Government Affairs
Engagement with policy
makers/regulators is vital to
protecting dealer interests
12. Fuel Economy – C0² Debate
• Public becomes increasingly concerned about fuel
costs and global climate change prompting desire
for increased fuel economy
• 2007 law enacted requires a 40% improvement in
fuel economy and 30% reduction C0² emissions by
2020 (35 mpg)
• April 2008 Dept. of Transportation proposes
implementation rules
• NADA role before U.S. Congress and Executive
Branch was to support “reasonable and attainable”
increases in fuel economy standards (CAFÉ)
preserving ability of manufacturers to provide a
product mix that meets the needs of customers
14. NADA
Protecting Dealer Interests
NADA works tirelessly to protect
interests of our members
Manufactures tend to develop
standards/programs that create
challenges
Often dealer input is not solicited
before implementation of standards /
programs
15. Ford’s Blue Oval Program
Program designed to improve dealership
CSI / Facilities
Dealers margins were reduced by 1% to
fund program
At the time this program was unique and
created uproar with dealers
16. NADA Response to Ford Blue Oval
NADA worked with State Dealer Associations to develop
strategy to counter program
Lawsuits were filed in North Carolina and Texas
NADA argued program treated dealers unequally and
their was price discrimination
Ultimately Ford dropped the bonus component
NADA viewed program as most intrusive program ever
implemented
17. Importance of NADA
Dealer Associations must continually add value
for its members…
Active engagement with government/
policy makers, manufacturers and the public
Assist dealers by providing training/programs that
help day-to-day operations.
Having a professional staff is vital to implementing
programs for the dealers
19. U.S. Auto Industry 2008
• Industry will decline to by over 1M units
• Credit / Mortgage Crisis impacting auto
sector
• Fuel prices impacting consumers buying
decisions
• Detroit Three continue to downsize dealer
networks (being done in orderly manner)
• Fuel economy regulations challenging for
manufacturers and dealers
20. U.S. Automotive Industry
Economic Impact
New car dealers account for almost
$700 billion of total retail sales
20% of total retail sales are generated
at new car dealerships
There are over 21,000 dealerships
New car dealerships provide over 1.1
million jobs
22. Profitability of Dealers
100%
80%
60%
40%
20%
0%
-20%
1983 1985 1987 1989 1991 1993 1995 1997 1999 2001 2003 2005 2007
New Used After Sales
Source: NADA Industry Analysis 22
23. -1.00%
0.00%
1.00%
2.00%
3.00%
4.00%
5.00%
6.00%
Lex
us
BM
W
Toy
ot a
Hon
da
Vol
vo
Me
rce
des
Acu
ra
VW
Sub
aru
May 2008 YTD
GM
Ma
zda
For
d
Nis
san
May 2007 YTD
Hyu
nda
i
Mit
sub
is hi
Jag
uar
Chr
ysle
r
Ki a
Total Net Profit % Sales
Suz
uki
24. 0.00%
2.00%
4.00%
6.00%
-8.00%
-6.00%
-4.00%
-2.00%
Lex
us
BM
W
Toy
ot a
Ho
nda
Vol
vo
Me
rce
des
Acu
ra
VW
May-08
Sub
aru
GM
Ma
zda
May-07
For
d
Nis
san
Hyu
nda
i
% of Sales
Mit
sub
is h
i
Jag
uar
Ch
rys
ler
Kia
Suz
New Vehicles Net Profit
uki
26. Importance of After Sales in U.S.
• After Sales represent 81% gross
profit (an increase of 4% from 2006)
• 45% of service sales come from
“customer pay”
• 27% of part sales come “customer
pay”
27. Service and Parts
Dollars
4,500,000
Gross Profit Margins 8%
Gross Profit as a % of Service and Parts Sales
4,000,000 7%
3,500,000
6%
3,000,000
5%
2,500,000
4%
2,000,000
1,500,000
After Sales Gross Profit($) 3%
2%
1,000,000
500,000 1%
0 0%
1988 1989 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007
Source: NADA Industry Analysis 27
28. After Sales - Dealer Profile
Averages in $USD
Total Service and Parts Sales: $4,013,121
Gross Profit as % of S&P sales: 46.18%
Net profit as % S&P sales: 6.95%
S&P sales per customer repair: $212
S&P sales per warranty repair: $235
Number of Technicians: 12
Number of Service Bays: 18
Retail Labor Rate: $85
29. Importance of
Extended Service Hours
• Extended hours more convenient for
customers helps to increase S&P
volume, sales and profitability
• Help to make Service Department
more efficient
• NADA recommends that service
remain open at least until 20:00
hours
30. Service Department
Hours of Operation
No Evening
evening
/weekend
Weekend
Evening
and
Weekend
32. Used – An Excellent Business
Much of a dealers day-to-day business is
controlled by the manufacturer
• Margins on new vehicles
• Warranty reimbursement
• Parts used on warranty repairs
Used Vehicles represent the opportunity to
control your destiny as a dealer
33. Used Operating Profit % of Sales
May 2008 YTD May 2007 YTD
5.00%
4.00%
3.00%
2.00%
1.00%
0.00%
-1.00%
-2.00%
-3.00%
-4.00%
a
GM
rd
VW
W
ki
a
an
ru
ar
i
a
lvo
a
s
ta
ler
Ki
da
hi
s
xu
zd
ur
nd
zu
Fo
gu
ba
BM
yo
de
ss
bis
Vo
rys
un
Ac
Le
Ma
Ho
Su
To
Ja
Su
Ni
rce
tsu
Hy
Ch
Me
Mi
34. NADA Used Vehicle Study
Gross Profit based on age of vehilce
7 and Older $1,642
6 year $1,930
5 year $2,052
4 Year $1,787
3 Year $2,045
2 year $2,056
1 Year $1,970
Current Model $3,032
35. NADA Used Vehicle Study
% vehicles sold by age of unit
Year 7 12.3%
Year 6 4.7%
Year 5 7.1%
Year 4 13.0%
Year 3 21.1%
Year 2 15.8%
Year 1 19.6%
Current Year 6.4%
36. Growth in Used Vehicle Gross Profit
2007
2006
2005
2004
2003
2002
2001
2000
1999
New Vehicle
1998
1997 Used Vehicle
1996
200 500 800 1,100 1,400 1,700
Source: NADA Industry Analysis
37. Used Vehicles
• 27% of profit is derived from the sales
of used vehicles
• No two used vehicles are the same –
they offer opportunity to set your price
and margin
• Used is a good business for After Sales
Used Vehicles is the Dealers
Domain
38. Conclusions
• After Sales and Used Vehicles are vital
to the success and sustainability of the
dealership
• Strategies and a Clear Vision that
outlines how to improve after sales and
used vehicles is a recipe for success
long-term
Evolution of Service, Parts and Used is
Vital for the success of any dealership
41. 92nd NADA Convention
New Orleans
• Over 700 Exhibitors
• Over 40 Dealer Workshops
• Over 35 Dealer/Manufacturer meetings
• International Roundtable with 40
countries participating
ROAD and NADA have formed
partnership to offer workshops in
Russian
Notas del editor
4
Used cars sold at retail by franchised new car dealers are an important part of overall dealer success offering better margins than new. Certified used programs have shown remarkable growth in the United States.