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Financial keys to success

Build your own multi-million dollar shop
Tuesday, May 3, 2016 - 06:00
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This report may also tell you the effectiveness of your Customer Retention Management Program (CRM). However, most CRM programs used nowadays, such as Demand Force, have their own dashboards for this information. Parental discretion advised in reading them!

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Sales by category

This tells you what kind of work you perform the most, i.e. brake work, diagnostics, electrical, engine, transmission, etc.

Sales by service writer

This tells you who is selling what, total dollars, and most importantly, at what GPM percent

From your Bookkeeper

A Current P&L

Remember the date range should match any other reports you pull

·             Gross sales, the costs associated with producing those sales (COGS), Total Operating Expenses, Technician load/costs, Service Consultant costs, etc. In our experience, most CPA-generated P & L statements do NOT conform to this format. They normally lump all sales in as one number. The fact that your business has multiple profit centers, which carry their own individual GPM, mandates that they be split out and tracked separately.

·             Advertising and Marketing expenses

·             Other major expenses, such as a shop remodel, or the purchase of new capital equipment, should be noted separately.

Cash Flow Statement/Balance Sheet

·             Tax liabilities, equipment depreciation, long-term liabilities, etc.

Manual Gathering

·             Lost sales opportunities, also known as “Declined Sales”. Some SMS systems provides this, but many do not.

·             Coupon sales or specials may or may not have to be tracked manually. (Discounts should be picked up by your Business Summary Report)

What a million-dollar shop looks like

$1,000,000 in annual sales is:

  • $83,333 sales per month
  • $19,231 sales per week (52 weeks/yr.)
  • $3,846 sales per day (5-day week)
  • $41,667 @ 50 percent GP
  • 21 Average days per month
  • $1,984 GP per day

Find your value

Next, you need to figure out the value of one billable hour in your shop. Use this formula:

Your Hourly Rate X (1 + P/L RATIO) Note: P = parts, L =labor

= 92 X (1 + 40/60) (assuming a shop labor rate of $92/hr., with a parts/labor make up of $.40 parts, $.60 labor, for every dollar you sell)

= 92 x (1 + .66)

= 92 X 1.66

= 152.72/hr. (value of one billable hour)

= $2.55 per minute Tech time (BTW)

$3846 sales needed daily, divided by $152.72

= 25.18 billable hrs./day needed


      ARO*                                Cars per Day               Dollars Per RO

@ 1.4 ARO                                         18                                = $213.81

@ 2.0 ARO                                         12.6                             = $305.44

@ 2.6 ARO                                         9.7                               = $397.07

@ 3.0 ARO                                         8.4                               = $458.16

*ARO = Average Repair Order

Results would look like:

3 techs @ 8.41 hrs. each (105% productivity)

Tech production goal is $1282/day

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