2021 Success Metrics
Lexus Partner Program—Quarterly KPIs
Lexus Dealer wholesale parts sales witnessed sound growth in 2021. A look at the Key Performance Indicators (KPIs) that drove our business in the past year can help set a road map to success in 2022. In this issue, we look at third and fourth quarter metrics for calendar year 2021 and tally our progress over 2020.
COLLISION PARTNER PROGRAMS CELEBRATE SOLID WINS IN 2021
The 2021 metrics demonstrated that participating in a price match program through a Lexus Partner Program is the key to selling more parts. Those programs include OPS™, Microcat Partsbridge®, and CollisionLink®.
Approximately 1/3 of all collision parts purchased by dealers in 2021 were sold to collision centers through partner platforms. Off Program Parts are those parts that are not eligible for price matching in a dealer’s respective parts matching program. As you can see from the metrics above, Off Program Parts are sold in greater numbers than price matched or On Program Parts.
“According to our partner program vendors, dealerships that participate in OE-sponsored parts matching programs sell an average 30% more parts,” commented Kathy Wachs, Parts & Service Program Consultant, Lexus Customer Service. “When wholesale clients order eligible discounted parts through a parts matching program, pricing and availability for Off Program Parts are also accessible and those parts can easily and conveniently be added to the order. Participating in a price matching program is the key to selling more wholesale parts.”
MECHANICAL CONQUEST PROGRAM TRIGGERS SALES GROWTH!
The Lexus Mechanical Conquest Program is driven by RepairLink® from OEC. From Parts Sold per Order to Time to Respond to Order, participating dealers experienced marked improvement in sales and in operations.
Over the year, the number of IRFs buying from Lexus RepairLink Dealers grew by 695%! Average sales to IRFs in 2021 increased 10% over 2020, while the quantity of parts sold per order was up 17%.
Program launched in 2020.
ADDED VALUE: LEXUS PARTNER PROGRAMS HELP IMPROVE OPERATIONS!
Through Lexus approved price matching programs, your wholesale clients instantly see eligible discounted Lexus Genuine Parts pricing and availability. Not only will they benefit from unrivaled quality, exceptional performance, and competitive prices, but they’ll also have the assurance of streamlined delivery from your dealership.
Delivery time begins with the order, and 2021 metrics reveal that the time for participating dealers to respond to an order has decreased by 28% since 2020! This reduction, complemented by recent innovations in delivery technologies and processes, can go a long way in servicing your wholesale clients’ needs and helping them to reduce cycle times. Check out this quarter’s Lexus WIN Opportunity Bulletin for more information on the innovative delivery processes available from Lexus Partner Programs.
KPIS AND YOUR WHOLESALE PARTS BUSINESS
Monitoring your dealership’s wholesale parts sales KPIs can help you chart an effective sales success map. Look for improvement opportunities in the performance data provided by your technology partner(s) and work with them to create a plan to help increase wholesale parts sales and client satisfaction. Be sure to check the next issue of Lexus WIN to keep an eye on how your dealership’s performance compares to national averages.
