FREE PDF Report - Automotive Industries Association of Canada

2010 CANADIAN AUTOMOTIVE SERVICE & REPAIR SHOP SURVEY
BENCHMARKING PERFORMANCE MARCH 2010
PERFORMANCE DIMENSIONS
The Top 25% group almost tripled the average transaction value of the Bottom 25% group.
Their average transaction value of $516 actually reflects the values of “benchmark spenders”
published in AIA’s Canadian Automotive Aftermarket Demand Study. 1
Even though the Bottom 25% conducted significantly more transactions at their lower value,
they failed to achieve annual sales per Technician as high as the Top 25% group.
Of significant interest is the congruence of sales performance among Service Advisors
regardless of the group. This suggests that, as average daily sales in a shop approaches $3,000,
the service advisor is approaching the upper limit of capacity to manage customers. This data
also suggests that the Bottom 25% group missed $ Millions in sales versus the Top 25% group.
In order to capture the unrealized sales, the bottom 25% group would have required several
additional Service Advisors and Technicians.
1
Hidden Potential Unmasked: The Canadian Automotive Aftermarket Demand Study, Desrosiers Consultants for AIA Canada, October 2009.
This study identifies benchmarks spenders as those within the 75 th ‐95 th percentile and averaged within the range of $307 ‐ $553 depending on
the age of the vehicle. For vehicles aged 8‐12 years (the average of vehicles on the road today is 8years), benchmark spenders averaged $553
per transaction.
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