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Murray Kia Performance Review

All Departments Year-To-Date Data


Units 2011 Sales Department New Pre-Owned Wholesale Service Contracts Finance Reserves After Market Sales Service Department Repair Orders, Customer Repair Orders, Warranty Repair Orders, Internal Parts Department Parts on RO - Customer Parts on RO - Warranty Parts on RO - Internal Totals 3,298 1,364 766 4,809 1,122 431 1,511 -242 -335 46% -18% -44% $109,289 $47,318 $19,984 $3,129,949 $134,457 $50,170 $14,931 $3,171,485 25,168.00 2,852.00 -5,053.00 41,536.00 23% 6% -25% 1% 3,937 2,332 2,005 5,433 2,459 1,555 1,496 127 -450 38% 5% -22% $348,223 $116,922 $117,971 $385,162 $128,266 $86,355 36,939.00 11,344.00 -31,616.00 11% 10% -27% 1,004 153 505 407 1,063 141 558 640 59 -12 53 233 6% -8% 10% 57% $1,320,749 $328,652 $239,075 $168,264 $280,886 $79,934 $1,295,102 $273,764 $213,251 $201,483 $309,998 $128,716 -25,647.00 -54,888.00 -25,824.00 33,219.00 29,112.00 48,782.00 -2% -17% -11% 20% 10% 61% 2012 Trend 2011 Gross Amounts 2012 Trend

Murray Kia Performance Review

Sales Departments Year-To-Date Data


Units 2011 Sales Department New Pre-Owned Wholesale Service Contracts Finance Reserves After Market Sales Totals 2,069 2,402 333 16% 1,004 153 505 407 1,063 141 558 640 59 -12 53 233 6% -8% 10% 57% $1,320,749 $328,652 $239,075 $168,264 $280,886 $79,934 $529,084 $1,295,102 $273,764 $213,251 $201,483 $309,998 $128,716 $640,197 -25,647.00 -54,888.00 -25,824.00 33,219.00 29,112.00 48,782.00 111,113.00 -2% -17% -11% 20% 10% 61% 17% 2012 Trend 2011 Gross Amounts 2012 Trend

Murray Kia Performance Review

Sales Performance in Units


2011 2012 Trend

1,063 1,004

640

558
505 407

233 153 59 New Pre-Owned -12 Wholesale 141 53 Service Contracts

Murray Kia Performance Review

Sales Performance in Gross Amounts


2011
$1,320,749 $1,295,102

2012

Trend

$328,652 $273,764 $239,075 $280,886 $213,251 $168,264 $201,483 33,219.00

$309,998

29,112.00

$79,934

$128,716

48,782.00

New
-25,647.00

Pre-Owned
-54,888.00

Wholesale
-25,824.00

Service Contracts

Finance Reserves

After Market Sales

Murray Kia Performance Review

Service Departments Year-To-Date Data


Units 2011 Repair Orders, Customer Repair Orders, Warranty Repair Orders, Internal Totals 3,937 2,332 2,005 8,274 2012 5,433 2,459 1,555 9,447 Trend 1,496 127 -450 1,173 38% 5% -22% 14% 2011 $348,223 $116,922 $117,971 $583,116 Gross Amounts 2012 $385,162 $128,266 $86,355 $599,783 Trend 36,939.00 11,344.00 -31,616.00 16,667.00 11% 10% -27% 3%

Murray Kia Performance Review

Service Department Performance in Units


2011 5,433 2012 Trend

3,937

2,332 2,005

2,459

1,555

1,496

127 Repair Orders, Customer Repair Orders, Warranty Repair Orders, Internal -450

Murray Kia Performance Review

Service Department Performanc in Gross Amount


2011 2012 Trend

$385,162 $348,223

$116,922

$117,971

$128,266 $86,355 36,939.00 11,344.00

Repair Orders, Customer

Repair Orders, Warranty

Repair Orders, Internal


-31,616.00

Murray Kia Performance Review

Parts Departments Year-To-Date Data


Units 2011 Parts on RO, Customer Parts on RO, Warranty Parts on RO, Internal Totals 3,298 1,364 766 5,428 2012 4,809 1,122 431 6,362 Trend 1,511 -242 -335 934 46% -18% -44% 17% 2011 $109,289 $47,318 $19,984 $176,591 Gross Amounts 2012 $134,457 $50,170 $14,931 $199,558 Trend 25,168.00 2,852.00 -5,053.00 22,967.00 23% 6% -25% 13%

Murray Kia Performance Review

Parts Department Performance in Units


2011 2012 Trend

4,809

3,298

1,364 766

1,511 1,122 431

Parts on RO, Customer

Parts on RO, Warranty

Parts on RO, Internal -242 -335

Murray Kia Performance Review

Parts Department Performance in Gross Amount


2011 2012 Trend

$134,457

$109,289

$47,318

$50,170

$19,984

25,168.00 $14,931 2,852.00

Parts on RO, Customer

Parts on RO, Warranty

Parts on RO, Internal

-5,053.00

Murray Kia Performance Review


Sales Department Objectives and Plans
Sales Managers: B.J. Murray & Shaun Leonard Objective: Plans: 1,200 new cars delivered & 396 pre-owned cars delivered for 2013 The challenge is the inventory. As it has been throughout, Kia is unwilling / unable to provide sufficient vehicles that will enable us to achieve our goal, 100 new cars per month. Need help. Capitalize on returned lease vehicles to increase the pre-owned vehicle sales opportunities. Pre-Owned Vehicle Sales Manager: Fred Weisblatt Objective: Plans: Increase the floor traffic for the pre-owned vehicles Advertize the pre-owned vehicles via internet, TV & Radio, and Special Finance. Special incentives for all aged pre-owned inventories. Find solutions in sharing the pre-owned vehicle inventories with ALL sales staff. F&I Manager: Jason Brewster Objective: Plans: Sustain a consistent record of profit in F&I area in spite of number of customers Improve the presentation skill to be more persuasive to protect their investment at the closing of the sales. Implement a process to inform our processes after the sales floor to the customers to ease the stress and increase the comfort level. Introduce or mention the F&I product on the sales floor to maximize the extra closing potentials. Introduce or mention the F&I product on the sales floor to maximize the extra closing potentials.

Recommendations:

Murray Kia Performance Review


Sales Department Objectives and Plans
After Market Sales: Colleen Leonard Objective: Plans: Increase sales by $2,000 per month in average Incorporate accessories int sales without risking profits - Open for suggestions Implement the appointment scheduling process that is functional at ALL times Rentals: Colleen Leonard Objective: Plans: Utilize the rental vehicles more efficiently Find a solution and implement a rental return tracking process Train receptionists thoroughly

Murray Kia Performance Review


Service Department Objectives and Plans
Service Managers: Frank Mendicino Objective: Plans: Increase the productivity and CSI Increase our technician count from our current six to eight immediately Increase the Saturday hous and staffing to increase the profitability and CSI Modify the Service Writers monthly bonus pay plan to incorporate the their own CSI With the service volume increase, we need to plan / review the Parts department support accordingly

Recommendations:

Parts Department Objectives and Plans


Service Managers: Drew Seaman Objective: Move the entire Parts Department efficiently Increase the Parts Gross Plans: Advertise parts/accessories in new service lounge Have at lease 2 cars accessorized on lot at all times Maximize every phone calls Continue to support Service department with the best effort Continue to get the right parts at the right price at the very first time & EVERY time Continue to obtain parts on time

Murray Kia Performance Review


Recommendations
Jason quoted that "The competition is anyone the customer compares you with" and stated "we need to be above the comparison. We need to be more responsible for ourselves and realized what is expected from us Appreciate each other and compliment and recognize each others good effort Improve communications with each other, between departments, and throughout the company Need proper training, especially the receptionist, with proper manner and attitudes Keep building the strong sales department by employing people who fits and understands our goals. Keep the facility and own working area in a neat and orderly manner Respect each other and the customer by restricting the negative comments