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* 1. Please indicate the primary equipment brand handled by your dealership:

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* 2. What is the estimated split of your wholegoods sales dollars by customer type? (total must equal 100%; if “0” or NA please enter “0”)

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* 3. What percentage of total employees at this location work in your parts department?

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* 4. What is the estimated productivity of your Parts Department (annual $ parts sales per person, including Part Managers and Support people) over the last 3 years as a percentage?

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* 5. On average, over the past 3 years, what percentage of your total dealership revenues came from the Sale of Parts?

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* 6. On average, over the past 3 years, how did your Parts Sales Mix break down by customer type? (total must equal 100%; if “0” or NA please enter “0”)

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* 7. Do you charge Internal Parts out at the same rate as Customer Parts? (Internal for setup & delivery, sales promotion or to complete a wholegoods sale)

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* 8. What is the gross margin on Parts from Full or Shortline OEMs (including discounts)?

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* 9. What is the difference in gross margin for Parts Over the Counter vs. Parts Sold on Repair Orders through the Shop?

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* 10. What number of Inventory Turns are you achieving in your Parts Dept.?

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* 11. Has this improved from 3 years ago?

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* 12. Do you have a stated target for number of Parts turns you’re aiming for? If yes, what is it?

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* 13. What is your Customer Fill Rate Over the Counter (based on number of part numbers requested, what % of time does the customer leave with all parts requested)?

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* 14. What is your Absorption Rate from Parts Sales (Percent that Parts Gross Margin covers all Dealership Expenses)?

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* 15. Does your dealership track Lost Parts Sales to update demand history?

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* 16. What percentage of your annual parts sales come from the following sources? (must equal 100%; if “0” or NA please enter “0”)

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* 17. Have your sources for Repair/Service parts changed significantly in the past 3 years?

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* 18. If yes, what is the primary reason you changed your parts supplier? (Please rank in order of importance: 1 = most important; 2 = important; 3 = not important; please rank all that apply)

  1 2 3
Price
Availability
Quality
Timeliness of shipments
Ease of ordering
Discount/incentive programs
Other (please specify)

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* 19. Have you changed your strategies for Parts Inventory in the past 3 years?

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* 20. If your dealership has multiple stores, have you consolidated service parts inventory into one location vs. stocking at multiple locations?

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* 21. Have you implemented different service parts inventory strategies for tractor parts vs. harvesting parts vs. tillage/planting parts?

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* 22. Are the OEMs able to supply service parts to your dealership in the timeframes and quantities required?

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* 23. Does your dealership participate in programs where service parts orders placed with the OEM are shipped directly to the dealership from the manufacturer of the parts (Direct Ship)?

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* 24. If yes, would you like to see more or less of these type of programs?

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* 25. What do you see as the advantage/disadvantage of these programs?

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* 26. Do you use these programs to hedge having to hold inventory? (please explain)

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* 27. Are your customers moving away from OEM service parts and choosing aftermarket options?

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* 28. Are you losing customers to online options for service parts (primarily aftermarket)?

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* 29. What is your biggest challenge regarding service parts in this down market? (please explain)

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* 30. What changes has the dealership made in the last 3 years that significantly improved overall operations (efficiency, productivity, etc.) of the Parts Dept.? (please explain)

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* 31. What changes has the dealership made in the last 3 years that significantly improved the sales and profitability of the Parts Dept.? (please explain)

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* 32. What changes is the dealership planning in the next 18 months to improve overall efficiency and/or increase sales and profitability of the Parts Dept.? (please explain)

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* 33. Dave, if you use my comments, please keep they anonymous.

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* 34. Do you want a copy of the report?

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