Automotive Retail Business Study (PDF, 1698 KB) - Roland Berger
Automotive Retail Business Study (PDF, 1698 KB) - Roland Berger
Automotive Retail Business Study (PDF, 1698 KB) - Roland Berger
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DEALER DISTRESS RATING<br />
Commercial relevance and financial stability described by a set of<br />
pre-defined KPIs – Data collection on dealer & OEM level necessary<br />
Overview key performance indicators<br />
Description<br />
Weighting<br />
Data input<br />
Financial<br />
stability<br />
Comm.<br />
relevance<br />
A<br />
D<br />
1) Before interest & tax<br />
Liquidity KPIs: 60%<br />
> Current ratio = cur. assets/cur. liabilities ≙ short term 60%<br />
> Debt ratio = total debt/total assets ≙ mid term 30%<br />
> Solvency ratio = (after tax net profit + depreciation)/<br />
(Long + short-term liabilities) ≙ long term<br />
10%<br />
B Efficiency KPIs: 40%<br />
> ROS = Net income 1) /sales ≙ operation efficiency 60%<br />
> ROTA = EBIT/total assets ≙ asset efficiency 40%<br />
C Market (AOI) KPIs: 60%<br />
> Market size 40%<br />
> Dealer market share 40%<br />
> Dealers/competitors in market 20%<br />
Dealer performance KPIs: 40%<br />
> New car sales 50%<br />
> Used car sales 25%<br />
> Parts/services sales 25%<br />
Data needs as key input for the<br />
KPI model<br />
Dealer<br />
> Balance sheet<br />
> P&L statement<br />
> Cash flow statements<br />
> …<br />
OEM<br />
> Sales targets<br />
> Dealer performance KPIs<br />
> Network structure<br />
> …<br />
Others<br />
> Competitor information<br />
> Market growth rates<br />
> Bank/credit agency inquiries<br />
> ...<br />
Source: <strong>Roland</strong> <strong>Berger</strong><br />
120827_Dealer distress rating risk mitigation planning_vf.pptx<br />
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