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A new benchmark tool for a fresh review of your dealership

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2020 Benchmarks

Right now the motor industry is facing numerous challenges.  Having experienced a significant reduction in the F&I opportunity, we are now dealing with stricter lending conditions (i.e. higher finance fallover rates), a nervous consumer whose expectations have never been greater.

In this environment, the ‘conquest sale’ offers less returns and Dealers need to focus their efforts on their existing customer base.  A combination of systematic, ‘segmented’ data base marketing, improving our ‘digital reach’ with our existing (and potential) customers, whilst truly working the service driveway for sale opportunities is where higher returns will be derived.

Having generated the customer activity, we need to ensure we achieve benchmarks in every department to maximise success in this challenging environment. 

These benchmarks are used to identify areas of potential improvement. It is far too easy to accept excuses as to why a dealership does not perform to its optimum.

Use these guidelines as a tool to identify areas of under-performance, allowing for factors such as location, size and franchise.

Of course, Fordham Motor Dealer Services encourages all clients to contact us for an action strategy to attend to any specific issues.

Should you wish to discuss these matters further, please contact your Fordham Motor Dealer Services Partner on +61 3 9611 6601.

Frank Genobile        fgenobile@fordhamgroup.com.au 
David Buckley          dbuckley@fordhamgroup.com.au 
Neil Cahir                 ncahir@fordhamgroup.com.au 
Laura Rogers           lrogers@fordhamgroup.com.au

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This information has been prepared by Fordham Business Advisors Pty Ltd (Fordham) ABN 77 140 981 853. Fordham’s liability is limited by a scheme approved under Professional Standards Legislation. It is general information only and is not intended to provide you with advice or take into account your objectives, financial situation or needs. You should consider, with a financial adviser, whether the information is suitable for your circumstances. To the extent permitted by law, no liability is accepted for any loss or damage as a result of any reliance on this information. This information is believed to be accurate at the time of compilation and is provided in good faith. Fordham is a subsidiary of Perpetual Limited ABN 86 000 431 827.