Metrics
Key performance indicators for your dealership
Understand your dealership's key metrics and what they mean.
Sales Metrics
Total Sales
Number of completed transactions in the selected period.
What it tells you: Overall sales volume and trend.
Revenue
Total value of completed sales.
What it tells you: Financial performance and average deal size.
Average Sale Price
Revenue divided by number of sales.
What it tells you: Whether you're selling higher or lower priced vehicles.
Gross Profit
Revenue minus vehicle acquisition costs.
What it tells you: Actual profitability of your sales.
Inventory Metrics
Total Inventory
Number of vehicles currently in stock (Listed + Draft).
What it tells you: Your current stock level.
Listed Vehicles
Vehicles with Listed status, visible on your storefront.
What it tells you: Available inventory for sale.
Days in Inventory
Average days a vehicle stays in inventory before selling.
What it tells you: How quickly inventory turns over.
Inventory Value
Total asking price of all inventory.
What it tells you: Capital tied up in inventory.
Lead Metrics
New Leads
Contacts created with Lead status in the period.
What it tells you: Inbound interest level.
Lead Sources
Breakdown of where leads come from:
- Walk-in
- Phone
- Website
- Social
- Referral
What it tells you: Which channels generate the most leads.
Conversion Rate
Percentage of leads that become customers.
What it tells you: Sales effectiveness.
Website Metrics
Total Views
Number of storefront page views.
What it tells you: Website traffic volume.
Vehicle Views
Which vehicles get viewed most.
What it tells you: Customer interest and inventory appeal.
Contact Form Submissions
Number of contact forms submitted.
What it tells you: Lead generation effectiveness.
Calculating Metrics
Days in Inventory
Days in Inventory = Sale Date - Acquisition DateAverage is calculated across all sold vehicles.
Conversion Rate
Conversion Rate = (Customers / Total Leads) × 100A lead becomes a customer when they complete a purchase.
Gross Profit
Gross Profit = Sale Price - Acquisition Cost - Reconditioning CostsTrack acquisition and reconditioning costs on each vehicle for accurate profit calculations.
Setting Benchmarks
Use your historical data to set benchmarks:
| Metric | Good Benchmark |
|---|---|
| Days in Inventory | Under 60 days |
| Conversion Rate | 15-25% |
| Website to Lead | 2-5% of visitors |
Your benchmarks will vary based on market, inventory type, and business model.
Improving Metrics
Reduce Days in Inventory
- Price competitively
- Improve vehicle descriptions and photos
- Promote slow-moving inventory
- Adjust acquisition strategy
Increase Conversion Rate
- Follow up with leads quickly
- Track interested vehicles
- Schedule test drives
- Maintain contact
Boost Website Traffic
- Optimize for search engines
- Share content on social media
- Keep inventory fresh
- Publish regular blog posts