А как у них? Презентация на РОСАВТОДИЛЕРЕ-2008 объединения американских автодилеров (Albert Gallegos). Мне понравилась такая фраза - NADA неустанно работает для защиты интересов своих членов и добавлением пользы в их деятельности. Их 19,500 на тот момент (93% от общего числа автодилеров). Aftersales приносит 81% валовой выручки в структуре доходов автодилеров.

1. ROSAUTODEALER
Automotive Dealers
Conference

2. Who is NADA?

3. NADA
•Founded in 1917
•19,500 dealer members
•93% of all dealers are
members of NADA

4. NADA Mission
Promote and Defend the Interests of
U.S. Dealers
• Support our dealer members before
the government, manufacturers and
the public
• Assist our members to be successful
with their dealerships

5. NADA Departments
1. Industry Relations
(Manufacturers)
2. Public Affairs
3. Dealership Operations
4. Government Affairs

6. International Relations
• Understand the changes
in the global automotive
sector
• Work with dealer
associations across the
world
• Share “best practices”

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Winter 2008 Survey Results
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8. NADA Publications

9. Dealership Operations
NADA assists dealers in day-to-day operations
with various training programs and
publications (three primary departments)
• NADA 20 Groups
• Dealer Academy
• Management Education

10. NADA Affiliated Organizations
Dealer Insurance Trust

11. Government Affairs
Engagement with policy
makers/regulators is vital to
protecting dealer interests

12. Fuel Economy – C0² Debate
• Public becomes increasingly concerned about fuel
costs and global climate change prompting desire
for increased fuel economy
• 2007 law enacted requires a 40% improvement in
fuel economy and 30% reduction C0² emissions by
2020 (35 mpg)
• April 2008 Dept. of Transportation proposes
implementation rules
• NADA role before U.S. Congress and Executive
Branch was to support “reasonable and attainable”
increases in fuel economy standards (CAFÉ)
preserving ability of manufacturers to provide a
product mix that meets the needs of customers

13. State Franchise Laws
Protecting Dealers Interests

14. NADA
Protecting Dealer Interests
 NADA works tirelessly to protect
interests of our members
 Manufactures tend to develop
standards/programs that create
challenges
 Often dealer input is not solicited
before implementation of standards /
programs

15. Ford’s Blue Oval Program
 Program designed to improve dealership
CSI / Facilities
 Dealers margins were reduced by 1% to
fund program
 At the time this program was unique and
created uproar with dealers

16. NADA Response to Ford Blue Oval
 NADA worked with State Dealer Associations to develop
strategy to counter program
 Lawsuits were filed in North Carolina and Texas
 NADA argued program treated dealers unequally and
their was price discrimination
 Ultimately Ford dropped the bonus component
 NADA viewed program as most intrusive program ever
implemented

17. Importance of NADA
Dealer Associations must continually add value
for its members…
 Active engagement with government/
policy makers, manufacturers and the public
 Assist dealers by providing training/programs that
help day-to-day operations.
 Having a professional staff is vital to implementing
programs for the dealers

18. U.S. Automotive
Market

19. U.S. Auto Industry 2008
• Industry will decline to by over 1M units
• Credit / Mortgage Crisis impacting auto
sector
• Fuel prices impacting consumers buying
decisions
• Detroit Three continue to downsize dealer
networks (being done in orderly manner)
• Fuel economy regulations challenging for
manufacturers and dealers

20. U.S. Automotive Industry
Economic Impact
 New car dealers account for almost
$700 billion of total retail sales
 20% of total retail sales are generated
at new car dealerships
 There are over 21,000 dealerships
 New car dealerships provide over 1.1
million jobs

21. The U.S. Market
20
16.9 17.4 17.1 16.8 16.6 16.8 16.9
16.5
15.1 15.1 15.5 16.1
15
Millones de Unidades
8.20 8.50 8.70 12.5
8.74 9.00 9.30 9.23 8.70
6.57 6.86 7.40 8.50
10 5.59
5 8.53 8.70 8.85 8.42
8.27 8.14 8.06 7.61 7.50 7.67 7.80 7.60 6.91
0
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97
98
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02
03
04
05
06
07
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19
19
19
19
20
20
20
20
20
20
20
20
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Cars Lt. Trucks
Source: NADA Industry Analysis

22. Profitability of Dealers
100%
80%
60%
40%
20%
0%
-20%
1983 1985 1987 1989 1991 1993 1995 1997 1999 2001 2003 2005 2007
New Used After Sales
Source: NADA Industry Analysis 22

23. -1.00%
0.00%
1.00%
2.00%
3.00%
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5.00%
6.00%
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25. After Sales

26. Importance of After Sales in U.S.
• After Sales represent 81% gross
profit (an increase of 4% from 2006)
• 45% of service sales come from
“customer pay”
• 27% of part sales come “customer
pay”

27. Service and Parts
Dollars
4,500,000
Gross Profit Margins 8%
Gross Profit as a % of Service and Parts Sales
4,000,000 7%
3,500,000
6%
3,000,000
5%
2,500,000
4%
2,000,000
1,500,000
After Sales Gross Profit($) 3%
2%
1,000,000
500,000 1%
0 0%
1988 1989 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007
Source: NADA Industry Analysis 27

28. After Sales - Dealer Profile
Averages in $USD
Total Service and Parts Sales: $4,013,121
Gross Profit as % of S&P sales: 46.18%
Net profit as % S&P sales: 6.95%
S&P sales per customer repair: $212
S&P sales per warranty repair: $235
Number of Technicians: 12
Number of Service Bays: 18
Retail Labor Rate: $85

29. Importance of
Extended Service Hours
• Extended hours more convenient for
customers helps to increase S&P
volume, sales and profitability
• Help to make Service Department
more efficient
• NADA recommends that service
remain open at least until 20:00
hours

30. Service Department
Hours of Operation
No Evening
evening
/weekend
Weekend
Evening
and
Weekend

31. Used Vehicles

32. Used – An Excellent Business
Much of a dealers day-to-day business is
controlled by the manufacturer
• Margins on new vehicles
• Warranty reimbursement
• Parts used on warranty repairs
Used Vehicles represent the opportunity to
control your destiny as a dealer

33. Used Operating Profit % of Sales
May 2008 YTD May 2007 YTD
5.00%
4.00%
3.00%
2.00%
1.00%
0.00%
-1.00%
-2.00%
-3.00%
-4.00%
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34. NADA Used Vehicle Study
Gross Profit based on age of vehilce
7 and Older $1,642
6 year $1,930
5 year $2,052
4 Year $1,787
3 Year $2,045
2 year $2,056
1 Year $1,970
Current Model $3,032

35. NADA Used Vehicle Study
% vehicles sold by age of unit
Year 7 12.3%
Year 6 4.7%
Year 5 7.1%
Year 4 13.0%
Year 3 21.1%
Year 2 15.8%
Year 1 19.6%
Current Year 6.4%

36. Growth in Used Vehicle Gross Profit
2007
2006
2005
2004
2003
2002
2001
2000
1999
New Vehicle
1998
1997 Used Vehicle
1996
200 500 800 1,100 1,400 1,700
Source: NADA Industry Analysis

37. Used Vehicles
• 27% of profit is derived from the sales
of used vehicles
• No two used vehicles are the same –
they offer opportunity to set your price
and margin
• Used is a good business for After Sales
Used Vehicles is the Dealers
Domain

38. Conclusions
• After Sales and Used Vehicles are vital
to the success and sustainability of the
dealership
• Strategies and a Clear Vision that
outlines how to improve after sales and
used vehicles is a recipe for success
long-term
Evolution of Service, Parts and Used is
Vital for the success of any dealership

39. 2009 NADA Convention
New Orleans

40. Partnership
ROAD and NADA

41. 92nd NADA Convention
New Orleans
• Over 700 Exhibitors
• Over 40 Dealer Workshops
• Over 35 Dealer/Manufacturer meetings
• International Roundtable with 40
countries participating
ROAD and NADA have formed
partnership to offer workshops in
Russian