NADA University Unveils All-New Industry Report on Dealership Workforce
Comprehensive Report, Produced in Partnership with Northwood University,
Analyzes Vastly Expanded, More Timely Data on Dealer Trends
McLean, Virginia (December 17, 2012) – NADA University, the education and training arm
of the National Automobile Dealers Association (NADA), 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 2012 Dealership Workforce Study Industry Report was prepared by Northwood
University, which celebrates a 50-year partnership with NADA in providing automotive
marketing and management education.
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.
"This is the most comprehensive dealership workforce report ever produced in our
industry,” said NADA Chairman Bill Underriner. “We appreciate the dealerships that
participated and the invaluable support we received from the state and metro ATAEs
(Automotive Trade Association Executives).
“The level of detail and planned annual updates will prove to be an indispensable
resource to help dealers manage their workforce more effectively in a competitive
marketplace,” Underriner added.
(more)
Among the 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 is a positive connection between years of tenure and increased new- and
used-vehicle sales.
 There appears to be a strong correlation between dealership sales hours and newunit sales.
 Increasing dealership used-vehicle sales has a smaller impact on compensation
than increasing new-vehicle sales.
The breakouts of nine U.S. regions also include a “happiness” index, produced by
the Gallup organization, to help develop connections and draw conclusions relative to
productivity and economic growth based on a variety of “well-being” factors in each region.
“This is a groundbreaking Report packed with data and trends information that will
give dealers a much clearer picture of how they stack up against their competition and the
entire industry in terms of attracting and retaining top talent,” said Ted Kraybill, president
and founder of DeltaTrends, which designed the Dealership Workforce Study, completed
the data collection, and produced the customized Basic and Enhanced Reports for
participating dealerships.
(more)
A Northwood University team, led by Dr. Tim Nash, Northwood vice president and
professor of economics, analyzed national and regional data for the Industry Report. The
project marks the 50th anniversary of NADA’s partnership with Northwood, which started in
1963 when the association selected Northwood to develop the only collegiate degree
program in Automotive Marketing & Management. Today, the university remains the sole
institution offering such a degree program focused on developing automotive professionals.
“We are proud to have partnered with NADA University on this vital project, which is
so pivotal to the American economy and the thousands of entrepreneurs that lead the
American retail automotive industry,” noted Dr. Keith A. Pretty, President and CEO,
Northwood University.
The workforce study industry and individualized comparative reports are provided
free of charge to dealerships participating in the data collection.
Those interested in purchasing the 2012 Dealership Workforce Study Industry
Report should contact NADA University Customer Service at 800-557-6232, or complete
the form at nadauniversity.com/workforcestudy for more information.
The opportunity to participate in the 2013 study will open up to NADA and American
Truck Dealer (ATD) member dealers in February, with a launch at the NADA Convention, in
Orlando, February 8-11, 2013. (Details to follow in January.)
[Note to Media: To request any specific national or regional data from the Report,
please email or call the media contact below.]
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ABOUT NADA UNIVERSITY:
NADA University equips dealers and their teams to get results – with the right knowledge, information,
coaching, and resources to develop both skills and confidence. Visit www.NADAUniversity.com for more
details on these NADA University centers:
ACADEMY – Leadership development programs for current and future dealership operators and
automotive entrepreneurs.
LEARNING HUB – Employee and manager training solutions – courses, classes, workshops and
webinars – by leading automotive experts, with an all-new online platform enabling your staff to train at
their convenience and pace.
(more)
20 GROUP – Consultant-led performance improvement fueled by a group of non-competing peers eager
to share their experience and learn from yours.
RESOURCE TOOLBOX – Valuable member benefits, including Driven management guide publications,
MarketINSIGHT mini-webinars, NADAPerks monthly tips and tools, and key market data – all
complimentary resources you’ll find only in NADA U’s online library.
For more information on all of NADA University’s training and educational programs, visit:
www.NADAUniversity.com or call (800) 557-6232.
MEDIA CONTACT:
Jeff Beddow
PR Consultant/NADA University
jbeddow@nada.org
703-304-8117