The fundamental benefit of business intelligence is the support it provides for a better decision making process in the area of dealer and network performance management. eSOS is a fully integrated, secure web based data collection, data sanitising and analysis management tool designed exclusively for the retail automotive market and has proven its capability and capacity. As a portal for total performance reporting, eSOS extends beyond just the financial area. eSOS was developed to meet both the enterprise/risk management requirements of an OEM, as well as the developmental needs of the dealer network. Fully integrated into eSOS is the proprietary Sewells MRA™ model, which ensures reporting and actionable data on the key ratios and KPI’s a dealer should be focusing on to ensure the health of their business.

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Welcome to the eSOS web brochure.
your portal to network performance
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2. Sewells eSOS eSOS eSOS Creating
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what is esos?
eSOS is a data gathering process which provides and allows for the collection and logical processing of
financial and statistical information to enable uniform and consistent reporting for OEM’s and their dealer
network.
eSOS functions in a secure easy to use internet environment providing OEM’s and dealers with controlled
access to benchmarks, performance results and detailed interpretable data.
OVERVIEW
The fundamental benefit of business intelligence is the support it provides for a better decision making process in the area of network
planning and network performance management. OEM’s understand this and desiring such business intelligence, the challenge is to
have an effective, efficient and robust platform that delivers such outputs to them and reviewed in a timely and authoritative manner. The
Electronic Sewells On-Line System delivers this.
eSOS is a fully integrated, secure web based data collection and analysis management tool designed exclusively for the retail automotive
market and has proven its capability and capacity accordingly over the past 5 years.
OEM’s and dealers alike will gain a competitive advantage using eSOS because it:
• provides a unique insight into the financial performance of some or all of the dealer network members in a franchise or
group network
• is an easy to use, secure web enabled all in one process which caters for gathering, sanitising and reporting dealer
information with structured and logical outputs to judge and diagnose performance at all levels in the dealership
• has functionalities that permit data to be sourced from dealers and other providers with market information or even the
OEM can add data to the eSOS database as a single source for all data
• is fully scalable
• can be used as the “data switch” to gather and channel sanitised data to other systems
• has minimal resource requirements for OEM’s
• maximises the interpretative options for OEM’s and dealers
Uniquely, eSOS was developed to meet both the enterprise/risk management requirements of an OEM, as well as the developmental
needs of a Dealer network. Fully integrated into eSOS is the proprietary Sewells MRA™ model, which ensures reporting and actionable
data on the key ratios and KPI’s a dealer should be focussing on to ensure the health of their business.
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sewells philosophy
Behind the development and deployment of eSOS is the Sewells Group’s philosophy, being the process that
integrates skills, experience, systems, processes and information into a decision supporting methodology to
track performance and deal with performance problems across the network.
Both OEM’s and dealers are discovering that access to a business intelligence methodology has distinct
business advantages particularly if deployed using a broad based user friendly performance enhancing tool.
Primary business advantages include:
• promote a commonly understood and consistent overall understanding of the key drivers of a retail
automotive business
• build lines of communication and collaboration between stakeholders
• provide a performance enhancement delivery mechanism which integrates performance and individual
accountability
• establish a capability to track, understand, repeat and sustain performance gains
• provide a basis to consolidate best practice functions and processes (highlighted by the Business
Intelligence Methodology)
• ability to facilitate strategic business planning
• assist with the prioritisation of resource allocations to address business performance issues and challenges
• align and educate stakeholders on business objectives and the means to achieve these
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esos overview
eSOS is a secure web enabled business intelligence tool that permits the gathering, sanitising and collating of financial and statistical data to generate structured
performance information for use by departmental managers, dealer principals and OEM personnel at multiple organisational levels.
Core to eSOS is the ability to gather and process data from a diverse range of dealer management systems and information sources. Embedded within the data gathering
process is the functionality to sanitise data at the input stage to eliminate anomalies by validating data against a predefined set of customisable criteria. Fundamental to
eSOS success and acceptance is the simplicity of the implementation process and the ease of use by users whether to load or view data.
System Utilisation
In practical terms the setup and implementation of eSOS is quite simple. eSOS is hosted in a secure environment with appropriate security and backup procedures so data
is protected and can be restored if a disaster occurs.
Each dealer’s chart of accounts is mapped to the eSOS chart of accounts to ensure like items are processed correctly, after the mapping data is loaded to make sure the
mapping make sense and the results are fair.
After the mapping, all users receive notice via email of their access rights which is structured using a user name and password. An authentication code must also be
recorded at login supplied by email.
The login leads directly to the user home page and is accessible via the internet and the user of any internet browser. A dealer would upload data into eSOS using the five
step upload process. This takes two to three minutes if there are no problems with the data and stats supplied. The eSOS Helpdesk is available during normal working
hours to assist any users with upload problems, telephonically, by email or Skype. The dealer can view their data immediately after the upload.
OEM’s can view the data of individual dealers, regions or total network where the data is current and actionable.
Sewells Policy on the Ownership and Use of Data
Sewells has a ‘no sharing’ policy of any component of information with any third party including restrictive rights of access for Sewells Group staff.
Data supplied by the dealer is owned by the dealer and/or the OEM. Brand benchmarks drawn from the pool of same brand dealers are owned by the OEM. National
benchmarks drawn from more than one pool of brand dealers are owned by Sewells Group.
Access to dealer data is structured to protect confidentiality. Access is granted in a structured and defined manner as follows:
• OEM’s have access to the information of dealers within their brand network
• Dealers have access to their own dealer information
• Sewells have access to all dealer information irrespective of the brand, but only grant access to Sewells employees
or consultants on the basis of their roles in Sewells or a particular assignment. This access is monitored and adjusted
regularly to reflect access requirements of the day
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esos BENEFITS
The benefits to users of eSOS as a business intelligence tool include:
OEM’s
• OEM’s have access to data that permits network analytics and individual dealer (or dealer group) analytics and the assignment of
specific responsibilities and accountabilities for aspects of network performance
• eSOS permits OEM staff to conduct dialogue and consult with dealers on the basis of a common performance reporting system
with ‘a single version of the truth’ of an individual dealers performance
• OEM staff can receive training in the use of eSOS to add value for field operatives in their role
Dealer
• Dealer access to industry and own brand benchmark information for high level and detailed own performance diagnosis and
assessment
• Dealer access to industry and own brand medians and averages for industry and own brand trend comparisons
• Dealer access to a variety of dealership reports structured using DuPont Cascade and Sewells MRA™ Model smart financial
analysis tools ,that include the provision for specific accountability to be assigned to dealership staff for aspects of operations and
subsequent follow-up
• Other data can be incorporated into eSOS to provide OEM’s and dealers with a single integrated reference point for tracking
performance
• User reliance is significant because data processed through eSOS has been purified to eliminate anomalies and errors
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esos functionality
It is acknowledged that there are ten components required for a world class business intelligence system
eSOS delivers on all of them:
• Quick KPI- benchmarks, medians and averages for • Data sanitisation – seventy quality gates to manage data and
performance comparisons statistical inputs prior to uploading
Direct access to performance KPI’s arranged logically, permits a Logic tests for missing data or ‘out of range’ inputs of a financial or
user to obtain information on or evaluate performance of a specific statistical nature are custom designed to filter anomalies from data
metric in real time. The complexity and degree of detail can be uploads. (For example: a test for missing data: new vehicle sales are
customised to suit a broad range of requirements. uploaded but no new units sold have been uploaded; a range test
• Alerts – flash reports, being automated proactive email for statistical data: new units loaded are greater or less than the past
notification of predefined conditions six month average; a range test for financial data: the new gross
Email type reports can be activated and distributed automatically profit falls outside the -5% to maximum 20% range).
based on a range of predefined triggers. The recipients of these • Report automation – user self service initiated reporting
reports can be a default setting or structured specifically. from a real time database
• Inquiry – drill down capability from high level reporting to Report functionality was designed on a self help basis. The core of
lowest level account this approach is for users to step through a logical filtering process
A user has the capacity to drill down from the reporting entry on a from identifying and selecting the report they want to view to
financial report to a summary level, which shows how the dealer trial selecting the attributes to be viewed. All reports run real time from
balance accounts have been mapped to the same eSOS accounts; stored data at the time of selection.
the monetary amounts are also displayed. • Dashboards –graphical snapshots of key business drivers
• Graphical representation –twelve month actual versus An array of static reports combining graphics and text will be
benchmark trend graphs for quick interpretation available at a dealer level to view the dealerships performance
Fixed format twelve month trend graphs compare the dealer against the backdrop of benchmarks.
performance for each KPI with the brand benchmark for the same • Financial modelling tools – ‘what if’ modelling capabilities
KPI. A what if financial modelling tool pre- populated with a dealers
• Flexible Reporting – highly flexible report creating ability results will permit the user to change the key drivers and compare
The eSOS data is a relational database permitting a broad array of these results with the actual and benchmark KPIs. What if scenarios
custom reports to be compiled for designated individual users. will have the functionality to record responsibilities and assumptions
• Remote access – web enabled with secure access and agreed actions for future reference.
authentication functionality
Access to eSOS is possible from any internet connection anywhere in
the world. Access is governed by an authentication code delivered by
email, a security feature. Security requirements can be varied.
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creating business intelligence
Dealer Data
Standard Chart of Accounts
The Sewells Chart of Accounts is structured around a dealership’s core operational activities which include new vehicles, used vehicles, service, parts, finance & insurance,
driveway, panel shops and administration.
High granularity is the key attribute of the eSOS chart of accounts.
This means detailed mapping between the dealer trial balance, down to the lowest level of model and derivative of that model can be recorded. The data that can be recorded
for example by derivative would be for sales, cost of sales and units sold by derivative, if this level of detail is recorded in the dealer trial balance. An additional attribute of the
high granularity is the ability for a detailed and concise mapping of multiple brands and sub brands from the same dealer trial balance.
Standard Data Guide
The high granularity attribute of the standard chart of accounts extends to the statistical information that a dealership should maintain outside of the dealer management
system. The statistical guide defines each type of statistical information and whether it should be provided on a monthly or cumulative basis.
Dealer Mappings
Dealer mappings for purposes of consistency, accuracy and simplicity are undertaken by trained eSOS Helpdesk Operators, who receive special training to undertake the process.
An accurate mapping is a first pre-requisite for accuracy of input and therefore accurate and reliable output. Mappings are undertaken by a skilled eSOS Helpdesk Operator
and reviewed by a second eSOS Helpdesk Operator.
A feature of the eSOS data upload process by a dealer is that embedded technology test for new accounts every time a dealer uploads and halts processing until the new
accounts have been mapped. A system email alert advises the eSOS Helpdesk Operator to do the mapping or alternatively the dealer can call the eSOS Helpdesk for assistance
to do the mapping.
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esos analytical tools
There is increasing evidence that business intelligence, which is logically structured with a mix of data and graphic representation of business drivers for
trend analysis and which has interactive functionality allowing users to do ‘what if’ modelling, has a high adoption rate. Sewells has embedded a number of
analytical tools within eSOS to enhance the functionality and flexibility of the product. These tools include: (Click on these buttons to view more information).
2. DuPont Financial Analysis Cascade 3. Dealer Financial Performance Report
1. Sewells MRA™ Model
The Sewells MRA™ Model demonstrates the interdependence between the three key variable drivers of a dealership and allows the user to evaluate tactical
operational decisions on the financial outcomes of a dealership or its full set of departments or a single department by manipulating these key drivers in
unison.
The Sewells MRA™ Model applies a known range of benchmarks, which are drawn from ‘best in brand’ to set the target range of potential outcomes for
each MRA combination, whether at a dealership level, a departmental level or across a combination of departments. Productivity is included and highlights
the possibility that staffing levels may require closer examination. The key elements in the Sewells MRA™ Model are defined in the diagram below.
Key Driver Key Driver Key Driver
#1 #2 #3 return
MIX
Total Dealer
x retained
Retained Income
x Activity
Annual Sales
= on
assets
Gross Profit Factor Operational
Assets
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esos analytical tools
There is increasing evidence that business intelligence, which is logically structured with a mix of data and graphic representation of business drivers for
trend analysis and which has interactive functionality allowing users to do ‘what if’ modelling, has a high adoption rate. Sewells has embedded a number of
analytical tools within eSOS to enhance the functionality and flexibility of the product. These tools include: (Click on these buttons to view more information).
1. Sewells MRA™ Model 3. Dealer Financial Performance Report
2. DuPont Financial Analysis Cascade
The DuPont Financial Analysis Cascade (DuPont) is used extensively to structure the content of performance reports because specific accountability can be
assigned to staff for operational efficiency or asset utilisation of a combination of both.
DuPont is a way of making financial information visible for financial and non financial staff so they can see and learn how they can influence performance.
DuPont divides performance between operating efficiency and asset utilization. Operating efficiency is the measure of profitability and relates to the control
of income and expenditure. Whereas asset utilization refers to the profit generated from assets.
Operational Efficiency
profit gross
before tax profit
pbt % income
of sales statement
total
sales expenses
return on
average
operational
assets %
annualised current
sales assets
asset balance
activity sheet
average
net fixed
operational
assets
assets
asset utilisation
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10. Sewells eSOS eSOS eSOS Creating
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eSOS Analytical
Tools
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esos analytical tools
There is increasing evidence that business intelligence, which is logically structured with a mix of data and graphic representation of business drivers for
trend analysis and which has interactive functionality allowing users to do ‘what if’ modelling, has a high adoption rate. Sewells has embedded a number of
analytical tools within eSOS to enhance the functionality and flexibility of the product. These tools include: (Click on these buttons to view more information).
1. Sewells MRA™ Model 2. DuPont Financial Analysis Cascade
3. Dealer Financial Performance Report
The Dealer Financial Performance Report (DFPR) is a structured logical analysis of the dealership in total and by department. The DFPR allows the user to
compare own performance with the same brand category benchmark and the national benchmark to get a sense of own performance.
The reasons for the DFPR being such a powerful analytical tool are:
• Easy drop down screens to select time periods or reports to be viewed
• Logical reporting structure covers all departments in the dealership
• Operational efficiency as measured in the income statement is analysed with reference to benchmarks as is asset
utilisation where overall dealership assets and departmental assets are measured
• Service has a set of key statistical input requirements that judge, amongst other things work bay utilisation, labour
rates and the service department through put on the basis of repair orders
• Productivity measured by gross per productive looks at all departments
Demo Demo Demo Cat Demo Cat Rolling 3 month
Nat BM Nat MED Dealer
New Vehicles (Using ratios v2.20) Brand BM Brand Med BM (May Med (May Average (May
(Jul 08) (Jul 08) Ratio
(May 09) (May 09) 09) 09) 08 - Jul 08)
New Vechicle Total Sales (excl. Wholesale) 8180
New Accessory Sales 110.4
New Vechicle Sales (excl. Accessory) 8069.6
New Vechicle Wholesales 2051.5
New Units G 115
New Vehicle Wholesale Units 26
New Units per Productive G 7 5.5 8.4 5.6 11 9 20.4
Total Front End Gross % of Sales G 0.008 0.05 0 0.035 0.073 0.06 516.1 0.063
Ave PNUR 10421 8216 9011 5069 10799 9393 4475
Total Accessory Gross % of Sales 0.481 0.28 0.285 0.479 0.234 0.145 31.1 0.2819
AVE PNUR 1866 926 1731 2002 930 506 270
Total Retail & Fleet Gross % of Sales 0.077 0.067 0.077 0.055 0.073 0.063 547.2 0.067
AVE PNUR 11810 9451 10355 8665 11075 9853 4475
New Wholesale Gross % Sales 0 0 0 0 0 0 45.1 0.022
Manufacturers Incentive (Total) 229.5
Total New GP (incl New F&I) % of Sales 11.8% 10.2% 10.4% 8.8% 9.5% 7.9% 969.3 11.3%
Total New Gross Profit (TNGP) % of Sales G 0.0% 7.0% 7.8% 0.4% 8.0% 7.2% 821.8 10.0%
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Benchmarking
BENCHMARKING
A standard in comparison to a benchmark is not underpinned by actual real time performance that benchmarks do reflect, but is a form of KPI defined according to a
management process based on past performance trends.
Benchmarking fosters the discovery of new ideas, methods, processes and learning because it requires a close examination and comparison of the underlying process that
generates the performance gap between the dealer KPI and the benchmark. This feeds directly into the development of improvement strategies.
eSOS benchmarks allow the OEM or dealer to gain rapid access to valuable comparative information to determine the performance gap and thus decide on a course of activity
to identify and address its cause.
Two class types of benchmarking are embedded within the eSOS methodology which makes it a unique business intelligence tool:
• Performance benchmarking is about dealers from the same brand discovering own performance gaps. An array of benchmark types provides a realistic basis for judging own
performance.
These include:
- Passenger benchmarks which include all high volume brands
- Luxury benchmarks which include all luxury brands
- Heavy Commercial Vehicle (HCV) benchmarks which include all heavy commercial brands
- eSOS contains a refinement in performance benchmarking in that dealers are categorised by size, large, medium, small and rural and benchmarks for each of these
categories are produced so dealers can compare themselves on a like for like basis
- Participation in Sewells Performance Groups facilitates collaborative benchmarking, which is detailed below
• Functional benchmarking is about comparing the departmental key performance indicators and determining where the performance gap is. Functional benchmarks are
generated as follows:
- New vehicle department
- Used vehicle department
- Service department
- Parts department
- Finance & Insurance department
- Administration department
These functional benchmarks are also provided in the same array of performance benchmark types.
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CONTACT US email website
If you believe the eSOS portal could be the opportunity to improve your network performance, please visit our website or email us by clicking on
the buttons above.
Australia & New Zealand South Africa Thailand
275 Canterbury Road, Canterbury Block A – 1st Floor Sewells (Thailand) Limited
VIC 3126 Australia La Rocca 209 K Tower, 10th Fl.,
t. + 61 3 8809 2790 321 Main Road, Cnr Pertunia Sukhumvit 21 (Asoke),
Bryanston 2021 South Africa Klongtoey Nue, Wattana, Bangkok
10110 Thailand
t. +66 2 664 1133
India China
Sewells / Idea 7 - India Unit 2701-02, 27Th Floor,
101, Building 6, Sector 3, No. 200 Middle Yincheng
Millennium Business Park, Mahape, Rd. Pudong Area, Shanghai,
Navi Mumbai, 400 701 India 200120 China
t. +91 22 67354900 P : +86 (21) 5037 5998
F : +86 21 6194 6699
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