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Veteran Salespeople Sell More Cars

autoDealer4NADA University, the education and training arm of the National Automobile Dealers Association, has unveiled an all-new industry report covering car and truck dealership employee compensation, benefits, retention and turnover, and hours of operation and work schedules.

The study included some findings about the used-car department.

One is that there is a positive connection between years of tenure and increased new- and used-vehicle sales.

Also, increasing dealership used-vehicle sales has a smaller impact on compensation than increasing new-vehicle sales.

The new report presents an overall analysis of 2012 Dealership Workforce Study results with data for all regions of the U.S. The study, based on 350,000 payroll records submitted by nearly 2,500 dealerships, vastly improves and expands the former NADA biennial Compensation Study in a variety of ways, including: capturing enhanced and more timely data and trends on an annual basis; compiling data nationally, regionally and statewide; simplifying participation through a web-based portal; and offering separate individualized reports to participating dealerships so they can compare their numbers against data aggregated on a regional and national basis, as well as by state/metro area and franchise.

Among other key findings in the Industry Report, based on 2011 data:

  • Most key dealership positions emphasized in the report had higher individual average salaries than the median household income in their regions, and all exceeded the national average individual wage index.
  • Job retention, turnover, and tenure were more favorable than the national norms in most key job categories analyzed.
  • Turnover rates for sales consultants in a number of regions were close to, or exceeded, the average of 39.9 percent for all industries.
  • Tenure for sales consultants is below the national job average of 5.1 years in all regions.
  • Tenure for F&I directors/managers, sales managers, and service advisors is below national levels in some regions.
  • There appears to be a strong correlation between dealership sales hours and new-unit sales.