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Key Performance Indicators (KPI) for Parts Managers

2 Webinar Series Key Performance Indicators (KPI) for Parts Managers De Mystifying the Financial Statement! Thursday, November 14th, 2013 Presented by Sebastiano Banchitta, CPA and Rob Campbell, Analyst The Mironov Group, LLC CPAs and Automotive Consultants Welcome and Agenda! The Key Performance Measurements in Parts , how to calculate them, what they mean and how to improve them. Financial Performance Inventory Performance _____ _____ _____ Page 2 11 NOV13 10:46 HOT DOG HONDA MOTORS HDH-I. (RGPS) Gross Profit by Source (01 OCT13-31 OCT13) Page No: 1. <---------- 31 OCT13 ----------> <------- Period to Date Totals -------->. Total Total Gross Gross Total Total Gross Gross Source Sales Cost Profit Profit% Sales Cost Profit Profit%. ------ ------- ------- ------- ------- ---------- ---------- ---------- ------- 500 N/A 600 5, 9, 3, 601 2, 24, 3, 1, 41, 17, 602 15, 26, 11, 603 6, 13, 6, 604 3, 8, 4, 605 23, 1, 48, 25, 800 15, 18, 3, 900 17, 2, 1, 36, 19, 999 N/A ------ ------- ------- ------- ------- ---------- ---------- ---------- ------- Totals 4, 112, 8, 3, 203, 91, Year to date sales of $1,737,024 with a gross of $733,374 Our Profile averages Honda store CP 42% Express 34% Wty 28% Internal 35% Counter 35% Wholesale Collision 17% Mech 22% Tires 15% GOG 30% _____ _____ _____ Net to Sales $187,742 $1,737,024 = Net to Gross $187,742 $733,374 = _____ _____ _____ Page 3 Cost of sale and variations _____ _____ _____ Matrix and M

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1 2 Webinar Series Key Performance Indicators (KPI) for Parts Managers De Mystifying the Financial Statement! Thursday, November 14th, 2013 Presented by Sebastiano Banchitta, CPA and Rob Campbell, Analyst The Mironov Group, LLC CPAs and Automotive Consultants Welcome and Agenda! The Key Performance Measurements in Parts , how to calculate them, what they mean and how to improve them. Financial Performance Inventory Performance _____ _____ _____ Page 2 11 NOV13 10:46 HOT DOG HONDA MOTORS HDH-I. (RGPS) Gross Profit by Source (01 OCT13-31 OCT13) Page No: 1. <---------- 31 OCT13 ----------> <------- Period to Date Totals -------->. Total Total Gross Gross Total Total Gross Gross Source Sales Cost Profit Profit% Sales Cost Profit Profit%. ------ ------- ------- ------- ------- ---------- ---------- ---------- ------- 500 N/A 600 5, 9, 3, 601 2, 24, 3, 1, 41, 17, 602 15, 26, 11, 603 6, 13, 6, 604 3, 8, 4, 605 23, 1, 48, 25, 800 15, 18, 3, 900 17, 2, 1, 36, 19, 999 N/A ------ ------- ------- ------- ------- ---------- ---------- ---------- ------- Totals 4, 112, 8, 3, 203, 91, Year to date sales of $1,737,024 with a gross of $733,374 Our Profile averages Honda store CP 42% Express 34% Wty 28% Internal 35% Counter 35% Wholesale Collision 17% Mech 22% Tires 15% GOG 30% _____ _____ _____ Net to Sales $187,742 $1,737,024 = Net to Gross $187,742 $733,374 = _____ _____ _____ Page 3 Cost of sale and variations _____ _____ _____ Matrix and Mark ups Selling Price = Cost (1 Desired Gross Profit) $100 part , 35% gross $100 (1.)

2 35) $100 .65 = $ $ $ = 35% Matrix should intersect with mark up and unit/volume sales _____ _____ _____ Personnel Expenses _____ _____ _____ Page 4 Staffing Levels Gross per departmental employee Gross per counterperson Piece movement _____ _____ _____ Semi Fixed/Operating Expense _____ _____ Getting back to Net Gross Expenses (personnel, semi fixed, fixed) = Net 100% (35% + 33% + 12%) = 20% _____ _____ _____ Page 5 Inventory measurements Gross Turn Ratio of sales to inventory Sales (at cost) for 12 months Inventory Or days supply 365 (days) Turns True Turn Ratio of purchases to inventory ( stocked inventory turns ) Stock Order Purchases (at cost) for 12 months Inventory _____ _____ _____ NS Parts and their impact NS Inventory $ Total Inventory $ NS Parts Sales Efficiency (Month's NS Sales Month's NS Receipts) x 100 _____ _____ _____ Inventory Age Current _____ Technically Obsolete _____ Obsolete _____ _____ _____ _____ Page 6 Level of Service The R&R definition YTD Total Sales (at Cost) YTD Emergency, Orders, Lost(non stock) YTD Total Sales (at Cost) + YTD Lost Sales The ADP definition (Sales Closing Ratio) Sales Closing Ratio = (Net Sales Total Demand) x 100 Total Demand = Net Sales + Lost Sales _____ _____ _____ THANKS FOR LISTENING!

3 ! You can reach me at anytime Page 7 15 OCT2013 10:34:13 CAMPBELL CADILLAS OF NEW JERSEY CCN-I. 302 SEP013 Month End SEP 2013 MONTHLY SUMMARY REPORT Page 1. Grand Total NBR OF Parts PERCENT Parts PIECES PERCENT Parts COST PERCENT. ------------ ------- ------------ ------- -------------- ------- Inventory Balance 21,275 13,044 255, Active Parts 1,604 7,188 124, NS Parts 17,337 1,913 43, MO Parts 1 15 AP Parts 1,938 3,541 78, DP Parts 167 387 9, SP Parts DEL Parts 228 Parts With No Cost 72 25 Parts With Negative On-Hand 19 145 -1, Core/Exchange 82 120 10, Memos On File 2,045. Parts Added 657 95 3, Active Parts 8 13 NS Parts 649 82 2, MO Parts AP Parts DP Parts SP Parts Parts & Memos Deleted 149. Inventory Movement - Sales 0 to 3 Months 4,667 7,661 120, 4 to 6 Months 2,143 1,046 24, 7 to 12 Months 3,442 1,342 34, Over 12 Months 8,543 2,502 63, New Parts No Sales 2,480 493 12, Inventory Movement - Receipts 0 to 3 Months 4,649 6,879 122, 4 to 6 Months 2,226 1,274 34, 7 to 12 Months 3,560 1,948 35, Over 12 Months 8,478 2,868 62, New Parts No Receipts 2,362 75 Outstanding Orders 61 1,166 7, Stockorders 41 1,138 5, Supplemental Orders Customer Orders 12 15 1, Backorders 10 13 Stockorder Backorders 2 5 Supplemntl Backorders Customer Backorders 8 8 Outstanding Forced Orders 15 OCT2013 10:34:13 CAMPBELL CADILLACS OF NEW JERSEY CCN-I.

4 30 SEP2013 Month End SEP 2013 MONTHLY SUMMARY REPORT Page 2. Grand Total NBR OF Parts PERCENT Parts PIECES PERCENT Parts COST PERCENT TRANS COUNT. ------------ ------- ------------ ------- -------------- ------- ----------- Gross Sales 1,865 7,571 198, 4,422. Regular 1,691 6,862 176, 4,031. No History Drop Ship Wholesale 226 703 21, 385. Wholesale No History Wholesale Drop Ship Warranty 6 6 6. Warranty No History Warranty Drop Ship Lost Sales 75 122 7, 77. Return Sales 356 887 28, 432. Regular 308 700 25, 371. No History Defective Wholesale 49 187 3, 61. Wholesale No History Wholesale Defective Warranty Warranty No History Warranty Defective Receipts 1,565 7,068 181, 2,076. Stockorders 398 1,322 28, 584. Supplemental Orders Customer Orders 847 1,236 76, 883. Emergency Purchases 37 54 2, 38. Other Receipts 475 4,456 73, 571. Overages Net Adjustments 151 420 -9, 170. Plus 21 36 1, 30. Minus 130 384 -11, 140. Factory Returns Net Appreciation 11 107 36. Positive 1 51 10.

5 Negative 10 56 26. Parts Updated With Cost 2 2. Parts With Comments 345. Misc & Sublet Items Gross Sales Lost Sales Return Sales 1 1. Parts Not On File, But Sold Gross Sales 3 4. Lost Sales Return Sales 2 2. 15 OCT2013 10:34:13 CAMPBELL CADILLACS OF NEW JERSEY CCN-I. 30 JSEP2013 Month End SEP2013 ANNUAL ACTIVITY & BENCHMARK TREND REPORT Page 1. Grand Total YEAR-TO-DATE YEAR-TO-DATE LAST 12 MONTHS LAST 12 MONTHS. SEPTEMBER 2013 TOTAL AVERAGE TOTAL AVERAGE. -------------- -------------- -------------- -------------- -------------- Number of Parts 21,275 120,086 20,014 221,481 18,457. Parts Pieces 13,044 79,009 13,168 144,637 12,053. Parts Cost 255, 1,505, 250, 3,033, 252, Parts With Negative OH -1, -9, -1, -22, -1, Core/Exchange 10, 67, 11, 148, 12, Gross Sales 198, 1,221, 203, 2,504, 208, Net Sales 169, 1,037, 172, 2,066, 172, Lost Sales 7, 63, 10, 120, 10, Outstanding Orders 7, 83, 13, 171, 14, Total Receipts 181, 1,118, 186, 2,251, 187, Customer Orders 76, 460, 76, 894, 74, Emergency Purchases 2, 5, 10, Net Adjustments -9, -87, -14, -207, -17, Net Appreciation 1, NS Parts Number of Parts 17,337 100,326 16,721 182,260 15,188.

6 Parts Pieces 1,913 10,566 1,761 18,739 1,562. Parts Cost 43, 270, 45, 537, 44, Gross Sales 122, 702, 117, 1,412, 117, Net Sales 104, 608, 101, 1,166, 97, Lost Sales 5, 54, 9, 99, 8, Outstanding Orders 1, 30, 5, 69, 5, Receipts 115, 663, 110, 1,310, 109, Inventory Movement - Sales 0 to 3 Months 120, 691, 115, 1,425, 118, 4 to 6 Months 24, 181, 30, 377, 31, 7 to 12 Months 34, 217, 36, 540, 45, Over 12 Months 63, 317, 52, 456, 38, New Parts No Sales 12, 97, 16, 234, 19, Non-Productive Parts Excess Stock MNS < 12 71, 428, 71, 869, 72, Stock MNS > 11 51, 279, 46, 456, 38, NS Parts Not Sold 37, 227, 37, 433, 36, New Obsolescence Stock 9 Months 2, 25, 4, 75, 6, NS Parts 2 Months 2, 21, 3, 49, 4, Early Phase In NS Parts With YRSL > 2 1, 10, 1, 27, 2, True Turn Purchase to Stock Ratio By Number of Parts By Piece By Cost Sales Closing Ratio By Number of Parts By Piece By Cost Demand Filled from Stock Ratio By Number of Parts By Piece By Cost NS Parts Sales Efficiency AUTO/MATE, INC.

7 COMPANY: CAMPBELL'S CRAZY CHRYSLERS RUN DATE: 10/17/2013. EOMCLOSE Parts INVENTORY / POS RUN TIME: 11:09. PAGE 1 INVENTORY MANAGEMENT REPORT - RPT ONLY RUN BY: RUN_DMC. ANALYSIS FOR MONTH ENDING 10/17/2013 VENDOR = chry No. of % VALUE % ON-HAND R E C E I P T S. Parts Piece STOCKS SPECIALS. Count PT Ct. Pc. Ct. Value PT Ct. Pc. Ct. Value INVENTORY ------------------------- ------------------------ ACTIVE Parts 1304 6570. AUTO PHASE-OUT Parts 3025 4641. DEALER PHASE-OUT Parts 0 0. MANUAL ORDER Parts 5 .1 -1. NON-STOCK Parts 2495 1691. TOTAL INVENTORY 6829 12901. CLEAN CORES VALUE 49 69. INVENTORY WITH CLEAN CORES 0 0. SALES (AT COST). ACTIVE Parts 341 2638. AUTO PHASE-OUT Parts 30 51. DEALER PHASE-OUT Parts 0 0. MANUAL ORDER Parts 0 0. NON-STOCK Parts 151 331. TOTAL SALES (AT COST) 522 3020. TOTAL LOST SALES 2 2. TOTAL EMERGENCY PURCHASES 0 0. LEVEL OF SERVICE INVENTORY BY SOURCE. SRC 001 2 10 1 10 0 0 SRC 100 CHRYSLER STANDARD 5263 7575 256 847 220 377 SRC 200 AFTERMARKET 13.

8 2 .1 178 0 0 0 0 SRC 500 BULK OIL 3 2090 0 0 0 0 SRC 600 TIRES 109 128 3 9 4 8 SRC 700 TIRE TAX 2 46 0 0 0 0 SRC 800 STORE MERCHANDISE/ 1 1 0 0 0 0 SRC 888 CHRYSLER Parts TO 1416 2634 7 33 7 16 SRC 900 SUPPLIES 20 .3 241 0 0 0 0 SALES (AT COST) BY SOURCE. SRC 100 CHRYSLER STANDARD 481 1261. SRC 200 AFTERMARKET 3 .6 .2 93. SRC 500 BULK OIL 3 .6 1441. SRC 600 TIRES 12 43. SRC 700 TIRE TAX 1 .2 46. SRC 888 CHRYSLER Parts TO 17 .7 42. SRC 900 SUPPLIES 11 87. SALES MOVEMENT. Month To Date 528 4010. NO-SALE 1 TO 3 MONTHS 1954 2186. NO-SALE 4 TO 6 MONTHS 1124 1337. NO-SALE 7 TO 9 MONTHS 823 1076. NO-SALE 10 TO 12 MONTHS 678 427. NO-SALE OVER 12 MONTHS 1722 3865. STATUS CHANGES & Parts DROPPED. Parts PHASED IN 0 0. Parts PHASED OUT 216 101. Parts DROPPED 180 0. AUTO/MATE, INC. COMPANY: CAMPBELL'S CRAZY CHRYSLERS RUN DATE: 10/17/2013. EOMCLOSE Parts INVENTORY / POS RUN TIME: 11:09. PAGE 2 INVENTORY MANAGEMENT REPORT - RPT ONLY RUN BY: RUN_DMC. ANALYSIS FOR MONTH ENDING 10/17/2013 VENDOR = chry DataPoint Description DP1 RO Off the Shelf Fill % %.

9 DP2 Total Idle Capital % %. DP3 Negative On Hand DP4 Parts with no Bin .00. DP5 Parts with no Cost 8. DP6 Monthly Closing Inventory Value DP7 Lost Sales DP8 True Turns(((R-S)*12/Y)*(V/100) DSP Totals Line Description A Number of Stocks Status Parts on ROs 1003. B Number of Stocks Status Filled OSF 975. C RO Off the Shelf Fill % (B/A)*100 %. D Value of Stocking Parts with MNS 6-11 E Value of Stocking Parts with MNS 12+ F Value of Non-Stock Parts with MNS 3-5 G Value of Non-Stock Parts with MNS 6-8 H Value of Non-Stock Parts with MNS 9-11 I Value of Non-Stock Parts with MNS 12+ J Total Idle Capital %((E+I)/Y)*100 %. K Number of Parts with Negative 120. L Value of Parts with Negative M Number of Parts with No Bin N Value of Parts with No Bin .00. O Number of Parts with No Cost 8. Month to Date Totals (Current through P Number of Parts /Trans with Lost Sales 2. Q Value of Lost Sales Monthly Totals for (Month) Closed on R Monthly Cost of Sales S Monthly Returns T Monthly Stock Order Receipts U Monthly Receipts V Stock Order Utilization (T/U)*100 %.))

10 W Month Close Inventory - Stock Parts X Month Close Inventory- Non-Stock Parts Y Month Close Inventory - All Parts AUTO/MATE, INC. COMPANY: CAMPBELL'S CRAZY CHRYSLERS RUN DATE: 10/17/2013. EOMCLOSE Parts INVENTORY / POS RUN TIME: 11:09. PAGE 3 INVENTORY MANAGEMENT REPORT - RPT ONLY RUN BY: RUNDMC. ANALYSIS FOR MONTH ENDING 10/17/2013. SALES BY TYPE SALES COST W-COMP PROFIT. 1 RETAIL 2 WHOLESALE 20 3 WHOLESALE 30 4 INTERNAL 5 EMPLOYEE 6 7 8 TOTAL 9 RO CUST PAY 10 RO WARRANTY 11 RO INTERNAL 12 RO SVC CONT 13 RO EMPLOYEE 14 RO MENU 15 RO COST TOTAL 10/19/2013 MONTHLY ANALYSIS 2213. 11:53:16 STORE 01 BRANCH 01 MIRONOV MOTORS MM/YY 9/13 PAGE 1. SUMMARY. COST OF SALES Parts Parts % PIECES MTD MTD% YTD. --------------------------------------- ------- ------ ------- -------------- ----- -------------- NORMAL STOCK Parts 8865 14751 AUTOMATIC PHASEOUT (AP) Parts 416 585 DEALER PHASEOUT (DP) Parts 1 2 MANUAL ORDER (MO) Parts 450 2297 NON-STOCK (NS) Parts 2696 3485 NO PHASEOUT (NP) Parts 0 0 OBSOLETE (OB) Parts 0 0 REPLACED BY HOLD (RBH) Parts 31 35 SOLD NOT STOCKED 38 43 ------------------------------- ------- ------ ------- -------------- ----- -------------- TOTAL COST OF SALES 12497 21198 LOST SALES (MEMO) 15 17 CREDIT/RETURNS (MEMO) 604 811 UNUSUAL SALES (MEMO) 0 0 INVESTMENT Parts Parts % PIECES EXT VALUE VALUE%.


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