FEATURE BY JOSEPH MINNS MASTERING KEY METRICS Mastering Key Metrics for Automotive Dealership Profitability I n the automotive business there seems to be many things that make you scratch your head. Things like sending out all kinds of ads, only to tell your customers you are booked out for 3 weeks when they call to schedule a coupon service. How about bringing in more and more work to increase overall gross profit, but only seeing your gross drop because your techs and advisors are short of time to upsell needed work, else they will not finish what is already written up for the day? FOCUS IS THE KEY TO ACTUAL PROFITABILITY Below I have included what I believe to be the most important measurements of dealer profitability that should be mastered before bringing in more work, advertising for low grossing services, and over burdening technicians with rushed and incomplete write ups. 34