Page 51 - Final Variable Operations

New Vehicle Standards - 2019

STANDARD JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC AVG
Average FEG of $500 (Pg 4, Line 68) $213.00 $241 $257 $382 $689 $116 $19 $446 $399 $61 $379 $540 $312
Average BEG of $1000 (Pg 5, Line 71) $967.00 $767 $992 $944 $977 $880 $868 $1,121 $1,077 $914 $1,309 $987 $984

Minimum % of GST of 1.2% 1.13 1.05 1.8 1.1 1.2 1.04 1.2 1.2 1.17 1.18 1.20% 1.22% 1.18
Rank Top 25 in GST 23 N 23 25 22 N 21 22 23 21 22 21 22
Turn rate greater than GST on 24 allocations 13.7/29.0 28.5/29.1 40/35.9 31.4/31.9 36.2/36.4 32.2/35.3 35.8/35.9 42/41 35.0/33.3 33.6/32.2 36.1/33.8 41.5/38.2

Sales Satisfaction (SSI) of 96% or greater 96.51 93.11 97.1 96.25 94 96.33 95.26 95.63 93.42 95.51 94.72 92.15 95.00
Maintain Certified Sales Staff of 25 or more 23/2 32 28 25 30 23 25 24 28 29 31 29 28
Retail 3,000 units/250 per month 173/-6% 159/-14% 218/-23% 209/16% 255/11% 199/-15% 254/5% 305/13% 256/-2% 236/6.7% 246/11.3% 256/11.7%
10% or greater Monthly Growth ('18 / '19 Goal) 184/202 184/202 282/310 180/198 230/253 235/278 243/267 269/296 261/287 221/243 216/238 229/252

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
Set up 1st Service Appt with every customer
Set up Entune/Connectivity with every customer
100% RPA's for salespeople (Daily)