Page 53 - Final Variable Operations

VARIABLE OPERATIONS

NEW VEHICLE JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC 2020 AVG
Average FEG of $500 (Pg 4, Line 68) $500 $500 $500 $500 $500 $500 $500 $500 $500 $500 $500 $500 $500
Average BEG of $1000 (Pg 5, Line 71) $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100
Minimum % of GST of 1.2% 1.25 1.25 1.25 1.25 1.25 1.25 1.25 1.25 1.25 1.25 1.25 1.25 1.25
Rank Top 25 in GST 20 20 20 20 20 20 20 20 20 20 20 20 20
Turn Rate > GST on 24 Allocations (mid/end) #DIV/0!
Cxi (4 Star or Greater) 4 4 4 4 4 4 4 4 4 4 4 4 4
Maintain Certified Sales Staff of 25 or more 25 25 27 25 25 25 28 30 25 25 25 25 26
Retail 3,000 units/250 per mo. (total / % ↑↓) 215 24% 225 41% 240 10% 225 7% 270 5% 230 15% 280 10% 310 2% 260 6% 260 10% 260 6% 285 4% 255 12%
10% or greater Monthly Growth ('19/'20 Goal) 173/190 159/175 218/240 209/230 255/280 199/219 254/279 305/336 244/268 236/260 246/271 275/300
2020 ACTION PRIORITIES ADDITIONAL STANDARDS
1. IMPROVING NIGHT TIME PRODUCTION AFTER 4:00PM Maintain integrity of all Sales Processes (IAS Comp w/greeting, trade eval, CNA) Proper TO to Finance
2. MAINTAIN, REFINE AND IMPROVE DATA/REFERRAL MINING Continue to build and develop a positive culture Set up 1st Srvc Appt w/ every customer (100% Service Walk)
3. EMBRACE NEW SURVEY SYSTEM (CXI) 25 Confirmed Appts/per rep/month Set up Entune/Connectivity with every customer
100% AOA presentation for Certified Units 100% RPA's for salespeople (Daily)
Daily Warm ups: Sales Manager (15 min), Review Pulse Report with team Implement & Montior Mastermind Process (Data Mining)

USED VEHICLE JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC 2020 AVG
Average FEG of $1200 (Pg 6, Line 10) $1,200 $1,200 $1,200 $1,200 $1,200 $1,200 $1,200 $1,200 $1,200 $1,200 $1,200 $1,200 $1,200
Average BEG of $1100 (Pg 6, Line 11) $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100
BOM Inventory (290-300 units) 325 325 325 325 325 325 325 325 325 325 325 325 325
Certified Sales 80 Min. per month 80 80 80 80 80 80 80 80 80 80 80 80 80
L2B: Toyota 70%, Other 50% 70% 50% 70% 50% 70% 50% 70% 50% 70% 50% 70% 50% 70% 50% 70% 50% 70% 50% 70% 50% 70% 50% 70% 50% 70% 50%
Wholesale (incl. adj): $100/unit $100 $100 $100 $100 $100 $100 $100 $100 $100 $100 $100 $100 $100
Maintain Certified Sales Staff of 25 or more 25 25 25 25 25 25 25 25 25 25 25 25 25
Retail 3,000 units/250 per month 250 21% 250 24% 300 10% 250 12% 250 16% 265 16% 270 15% 265 16% 250 35% 260 10% 255 12% 255 15% 260 17%
10% or greater Monthly Growth ('19/'20 Goal) 206/227 201/221 275/303 223/245 215/237 215/237 234/257 228/251 186/205 236/260
2020 ACTION PRIORITIES ADDITIONAL STANDARDS
1. MISSED TRADES, PURCHASES, TOOLS & BUYING STRATEGY Maintain integrity of all Sales Processes (IAS Comp w/greeting, trade eval, CNA) Proper TO to Finance
2. RETENTION, RECRUIT & REFERRALS Continue to build and develop a positive culture Recon cycle time max 5 days average
3. EXIT STRATEGY, BUYING DICIPLINE, TOOLS & INSPECTIONS 25 Confirmed Appts/per rep/month GAP $200 or less monthly
100% AOA presentation for Certified Units 100% RPA's from Salespeople (Daily)
Daily Warm ups: Sales Manager (15 min), Review Pulse Report with team Maintain 60 day hard turn

FINANCE JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC 2020 AVG
New PVR (net), Target $1000 $1,350 $1,350 $1,350 $1,350 $1,350 $1,350 $1,350 $1,350 $1,350 $1,350 $1,350 $1,350 $1,350
New Chargeback $34,830 $36,450 $38,880 $36,450 $43,740 $37,260 $45,360 $50,220 $42,120 $42,120 $42,120 $46,170 $41,310
6282 Account (non-chargebacks) $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500
Used PVR (net), Target $900 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100 $1,100
Used Chargeback $33,000 $33,000 $39,600 $33,000 $33,000 $34,980 $35,640 $34,980 $33,000 $34,320 $33,660 $33,660 $34,320
6283 Account (non-chargebacks) $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500
Overall PVR (net) $2,450 $2,450 $2,450 $2,450 $2,450 $2,450 $2,450 $2,450 $2,450 $2,450 $2,450 $2,450 $2,450
Overall Chargeback $72,830 $74,450 $83,480 $74,450 $81,740 $77,240 $86,000 $90,200 $80,120 $81,440 $80,780 $84,830 $80,630
Overall VSC % 55% 55% 55% 55% 55% 55% 55% 55% 55% 55% 55% 55% 55%
Overall Product Penetration % 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5%
Chargeback % of Overall Income 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15%
Prior Year Net Income $362,925 $281,456 $436,912 $373,014 $383,917 $372,710 $432,632 $548,786 $424,958 $448,968 $562,804 $420,826
Net Income $492,420 $504,300 $570,520 $504,300 $557,760 $524,760 $589,000 $619,800 $545,880 $555,560 $550,720 $580,420 $549,620
2020 ACTION PRIORITIES ADDITIONAL STANDARDS
1. PRIORITIZE RETURN HLA - RETURN CALLS * Average monthly sales x $950 (net) * 100% compliance
2. 90% PRO PRESENTATION * PRU = $950 (net) per month * 100% video
3. PVD AT 1.5 / CIT < LESS THAN 20 * VSC = 50% or above CIT: 20 days or less
* Chargebacks = < 20% Department gross PRU of $1350 or greater
* Cxi = 4 Stars or above 6282/6283 accounts < $5000
* 80-90% e-contract

DIGITAL JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC 2020 AVG
Closing % 12-15% (NC/UC) 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15%
Total Sales (NC/UC) 67 88 61 98 84 100 81 95 98 91 76 99 100 105 118 98 94 88 91 100 95 88 105 88 89 95
Total Projected Leads (NC/UC) 447 587 406 653 560 667 540 633 653 607 507 660 667 700 787 653 627 587 607 667 633 587 700 587 595 632
Total PEP Home Deliveries (NC/UC) #DIV/0! #DIV/0!
Percent of Business Captured (NC/UC) #DIV/0! #DIV/0!
Response Time - Less than 5 min. (NC/UC) #DIV/0! #DIV/0!
Abonded Lead % (NC/UC) #DIV/0! #DIV/0!
2020 ACTION PRIORITIES ADDITIONAL STANDARDS
1. Maintain response time between 2-5 minutes Lead escalation under 20% Appointment Shown Percentage ≥ 50%
2. Lead abandonment of 10% or less Daily Appt's: 2/weekday & 3/Saturday Continuing to increase the % of customers sold 30+ days after receiving the lead
3. Digital to provide 35% of all monthly sales Appointment to Lead Percenatage ≥ 45% Maintain customer comtact up to 90 days from lead inception
BDR Sold 25 each or greater