Page 21 - Final Variable Operations

Used Vehicle Standards - 2019

Forecast
STANDARD JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC AVG
Average FEG of $1200 (Pg 6, Line 10) $1,133 $1,418 $1,379 $1,501 $1,600 $1,379 $1,541 $1,240 $1,351 $943 $931 $1,010 $1,286

Average BEG of $900 (Pg 6, Line 11) $950 $793 $802 $788 $627 $841 $907 $908 $873 $976 $1,066 $718 $854
BOM Inventory (290-300 units) 294 290 292 304 310 327 290 303 323 294 273 287 299
Certified Sales 80 Min. per month 76 64 109 81 92 102 92 76 33 74 70 61 78

L2B: Toyota 70%, Other 50% 56%/57% 53%/60% 51%/61% 47%/62% 56%/63% 54%/57% 48%/63% 59%/56% 57%/59% 61%/63% 52%/59% 70%/68%
Wholesale (incl. adj): $100/unit 113/$121 69/$195 112/$192 93/$160 110/$181 86/$86 134/$237 113/$186 111/$119 99/$22 72/$12 123/$234
Maintain Certified Sales Staff of 25 or more 20/1 20 21 23 22 22 23 23 21 24 20 21 22

Retail 3,000 units/250 per month 206/+7.2% 201/1% 275/8% 223/5% 215/-12% 215/-3% 234/9% 228/-2% 186/-13% 239/5.7% 226/6% 220/0%
10% or greater Monthly Growth ('18 / '19 Goal) 192/211 200/220 255/277 213/234 245/269 221/243 213/234 232/255 214/235 228/251 213/238 224/246

ADDITIONAL STANDARDS
Maintain integrity of all Sales Processes (IAS Compliance w/ greeting, trade eval, CNA)
Continue to build and develop a positive culture
25 Confirmed Appts/per rep/month
100% AOA presentation for Certified Units
Daily Warm ups: Sales Manager (15 min), Review Pulse Report with team
Proper TO to Finance
Recon cycle time max 5 days average
GAP $200 or less monthly
100% RPA's from Salespeople (Daily)
Maintain 60 day hard turn