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Car dealers are using new vehicle market challenges as 'a blunt instrument' to reduce headcounts

Karl Davis, managing director, Coachworks Consulting

Car dealers are looking to cut costs by not replacing staff who leave, but this is having a knock-on effect to profitability, according to Coachworks Consulting.

The independent automotive consultancy has identified a growing trend towards dealers freezing recruitment and said this is severely limiting their ability to grow revenues.

Karl Davis, managing director of Coachworks Consulting, said: “Cost-cutting is being used as a blunt instrument across the franchised dealer sector and it’s having a harmful effect.

“We are seeing too many dealers taking the short-term option of not replacing staff when they leave, and this is limiting their potential to hit quarterly targets. Recruitment freezes are also putting additional pressure on the remaining employees and this is prompting further staff churn.”

Davis said car manufacturers have been lowering their volume targets due to declining new vehicle sales, but this is now being used as an excuse to reduce headcounts across their operations.

He said: “However, by not replacing revenue generating staff, especially salespeople, service advisers and technicians, dealers are seriously damaging their profit potential.”

Davis warned that staffing levels in some service departments are now too lean with many service adviser and technician vacancies being left open.

He said: “A failure to replace service department staff is impacting the ability of some dealers to sell enough service hours and it is damaging their profitability at a time when they are already seeing reduced chassis profits.”

In contrast, Davis said upper-quartile dealers are retaining their headcounts by refocusing sales staff on prospecting and selling used cars where demand is high and are maintaining optimum levels of workshop staff.

He added: “You can’t just take an accountant’s view on staffing. For dealers to succeed in a falling new car market staffing levels have to be optimised not cut to make an easy saving.”

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Comments

  • Andy - APS Marketing - 24/07/2018 16:55

    Agreed ... "...by not replacing revenue generating staff, especially salespeople, service advisers and technicians, dealers are seriously damaging their profit potential.” However, it's not just those staff ... many dealers are so intent on saving pennies that they are losing pounds because they do not invest strategically in marketing. It is a very shortsighted approach to try and get by without a dedicated marketing resource, whether in-house or outsourced (though the latter can be cost effective).

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