Annualised Hours Sold ÷ Number of Vehicles in Parc
Guideline: Own Strategy
Description:
This
KPI is very useful for assessing your current performance in Hours Sold
against your fellow dealers or your total market penetration.
Keep
in mind that this statistic is utilising every vehicle in the parc and
if you are assessing a 10-year parc some of those vehicles may no
longer be in your area or even in existence.
You
may also wish to consider who else is registering vehicles within your
territory it could be that you have a sizable fleet that is distorting
your vehicle parc. You also have to ask yourself the question about the
age profile of the vehicles that your dealership attracts.
Example:
A) Annual hours sold = 22,752 B) Number of vehicles in parc = 7,584 C) Hours sold per parc vehicle = 3 (A ÷ B)
Discussion:
Many
financial reports also show you an average repair figure per vehicle in your parc, which uses an incident rate of around 20% and splits the hours between insurance and non-insurance work. This will provide you with a more realistic
and accurate figure with which to obtain your territory potential.