Question

What KPIs should you track for a dealer network?

Locus Intelligence team
Updated 2 min readEnterprise · Engage

Short answer 38 words

Track call answer rate, enquiry reply time, profile accuracy, review rating and reply rate, and leads, bookings or sales where you have them. Keep the list to five to seven, and track each per dealer and per region.

The fuller answer

The core KPIs

  • Call answer rate: missed calls are lost enquiries.
  • Enquiry reply time: speed decides who wins the lead.
  • Profile accuracy: hours, phone and address against your standard.
  • Review rating and reply rate: trust before the first visit.
  • Visits, bookings or leads: the early outcome.
  • Sales and sell-through: from your own data. See sell-through rate.

How to use them

Compare dealers with similar dealers, set a standard for each KPI, and review operational ones weekly and outcomes monthly. See how to track dealer performance.

See dealer networks and the automobile industry page, or book a demo.

KPILevelRhythm
Call answer rateDealer, regionWeekly
Enquiry reply timeDealer, regionWeekly
Profile accuracyDealerWeekly
Review rating and reply rateDealer, regionMonthly
Visits, bookings or leadsDealerMonthly
Sales and sell-throughDealer, regionMonthly, from your own sales data
Leading and lagging KPIs
OutcomeDealer controls
Calls answered, replies

What the dealer does every day.

Sales, sell-through

Result of many causes, slower to move.

Profile accuracy

Set once, checked weekly.

Visits and leads

Early outcome, visible within weeks.

LeadingLagging

Mistakes to avoid

  • Only tracking sales

    Instead: Sales show the problem late. Track the daily behaviors that drive them.

  • No standard for each KPI

    Instead: Write what "good" means so dealers can see where they stand.

Your next steps

Today

  1. Pick your five KPIs.

This week

  1. Set a standard for each.

This month

  1. Report by dealer and region.
Locus IntelligenceSee every location, on one dashboard

Locus Intelligence Enterprise covers every location with all products and a managed team, for networks of 50 or more locations.

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Frequently asked questions

What is the most important dealer KPI?

It depends on the business. For lead-driven categories, calls answered and reply time are the first to fix.

How many KPIs should a dealer network have?

Five to seven. More dilutes attention.

Is sell-through a KPI?

Yes, from sales data. See sell-through rate.

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