Page 22 - Final Variable Operations

Used Car Monthly Meeting
January 15, 2020
Gross Report Look 2 Book
DECEMBER 2018 DECEMBER 2018
UNDER 60 DAYS 61 to 75 DAYS 76+ DAYS ALL VEHICLES TOYOTA'S ONLY
FRONT FRONT FRONT GAP Took Toy
UNITS GROSS AVG GAP AVG UNITS GROSS AVG GAP AVG UNITS GROSS AVG AVG in/Appraised L2B% # Whsl/% # Retail/% Appraised L2B% # Whsl/% # Retail/%
191 $265,434 $1,390 $128 14 ($6,376) ($455) $378 17 ($7,837) ($461) $732 144/269 54% 24/17% 120/83% 60/111 54% 7/12% 53/88%
DECEMBER 2019 DECEMBER 2019
UNDER 60 DAYS 61 to 75 DAYS 76+ DAYS ALL VEHICLES TOYOTA'S ONLY
FRONT FRONT FRONT GAP Took Toy
UNITS GROSS AVG GAP AVG UNITS GROSS AVG GAP AVG UNITS GROSS AVG AVG in/Appraised L2B% # Whsl/% # Retail/% Appraised L2B% # Whsl/% # Retail/%
172 $254,816 $1,481 $2 27 ($452) ($17) $328 24 ($4,401) ($183) $412 241/357 68% 56/23% 185/77% 111/158 70% 60/38% 98/62%
ROI/GAP - DECEMBER 2019 Sweet Spot - Prior 90 Days Sold
# OF TOTAL MTD Count/ ODO Price % of Mkt/ Age/ Markup
DEALS FEG w/$300 BACK AVG AVG MTD ROI GAP AVG % of Inv % Cost Mkt LMDS
TEAM BP 57 $1,066 $946 $2,012 194% $134 Sold Over 60 142 / 21% 40,097 $23,006 95% / 95% 84 / 80 -$263
TEAM JM 53 $832 $824 $1,656 274% $37 Sold 31-60 158 / 22% 46,990 $21,273 99% / 93% 44 / 71 $1,090
TEAM JS 52 $1,331 $1,256 $2,587 319% $107 Sold Under 30 383 / 57% 55,696 $20,371 101% / 85% 15 / 70 $20,604
TEAM MH 60 $1,252 $999 $2,251 264% $55 Overall 673 50,490 $21,127 99% / 89% 36 / 73 $1,651
Inventory Intercompany Transfers
Breakdown Count % Goal *Ending Inventory JAN *DEC TTL AVG AVG DTS # SOLD # STOCK GAP
CERTIFIED 60 20% 33% Toyota 175 171
NON-CERT 118 39% 33% Non-Toyota 125 115
OTHER 122 41% 33% TOTAL STOCK 300 286
Total 300 100% Avg Age of Inventory 20 24
# of Units over 60 6 25
Missing Photos Inventory Turn (Rtl Only) 17.04 14.25
0-7 21 Adj % Cost to Market 86% 87%
8-14 10 Adj % Price to Market 100% 99% Avg Adj Cost % of Inventory Sources
15+ 8 MTD Avg GAP $59 $84 Source Ct. % Source Ct. %
TOTAL 39 MTD Avg COS (Inv) $19,034 $21,087 BRUCE PUR 1 93% RANDY 1 82%
JAN DEC MTD % of Whlsl Traded 21% 38% CAROFFER 6 103% TRAC 6 94%
Recon Cycle Time 6.17 5.99 MTD % of Retail Traded 79% 62% INTERCO 43 93% TRADE 132 81%
MTD Avg Recon $ $1,378 $1,171 3/3 Warranty Spend $300 $952 JAMES 1 91% WILLIE OTHER 24 84%
YTD 3/3 Warranty Spend $300 JEREMY 1 85% WILLIE TOYOTA 72 90%
Grand Total 300 86%
Used Car Internet Team - December 2019
Orig Current Reassig Appt/ Sold I-Net Sold Appt to Lead Appt Show
Sales Person Leads Leads ned % Avg Calls Appts Lead% Shown Shown % (Appts) Sold (Total) Used 17% Used 59%
Appt Close Used Close
Jordan 51 27 2% 33 0 0% 0 n/a 0 7 13 Used 41% % to Lead 9%
Brandon 58 61 5% 12 26 43% 16 62% 12 10 14
Cody 0 0 n/a n/a 0 n/a 0 n/a 0 1 2 Things you should track in the Digital Dept
Brennan 49 44 6% 27 5 11% 2 40% 1 1 6.5 1. # of leads (opportunities)
Devin 47 52 2% 16 5 10% 2 40% 2 5 8.5 2. # of appt's set (goal is 60% of opportunities)
Bob 53 51 8% 25 8 16% 6 75% 3 7% 13 3. # of appt's that showed up (goal is 50%+ of appt's set)
4. # of vehicles sold (40-50% min. of appt's set)
Used Car Financials 5. You should also track how many actually delivered
DEC 2019 DEC 2018 of sold units.
Units FEG Per Unit Units FEG Per Unit
Example: 1. 100 leads
Certified 58 $50,600 $872 70 $53,540 $765 2. 60 appointments set
Non Certified 88 $120,250 $1,366 59 $72,303 $1,225 3. 30 appointments showed up
Other 76 $76,750 $1,010 95 $89,677 $944 4. 12-15 vehicles sold
Total 222 $247,600 $1,115 224 $215,520 $962 This is a 12-15% overall closing ratio.
*DEC19 based on log; aXcessa #'s are wrong
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