A Look at Success Metrics
Lexus Partner Programs — Quarterly KPIs
Lexus monitors Key Performance Indicators (KPIs) that drive our business success to understand the overall impact and success of Lexus Partner Programs and collaborate with our partners for continual improvement. In this issue, we look at metrics for the first and second quarters of 2021 and gauge our progress versus 2020.
Collision Partner Programs Trending to Exceed 2020 Progress
The Lexus Partner Programs that help dealers improve their wholesale collision parts business include OPS, Microcat Parts Bridge, and CollisionLink. The chart below consolidates the numbers from these three programs for each KPI.
Lexus Partner Programs: Collision KPIs
The metrics indicate that we are tracking to exceed 2020 performance in most measures. A few of the highest performance areas are highlighted below.
Collision center engagement is growing. At the 2021 half-year mark, the total number of collision centers set up on Lexus Partner Programs was already 89% of the 2020 total! Dollars Sold at Dealer Cost is also trending at an impressive rate, hitting 60% of the 2020 total at the 2021 half-year mark.
Mechanical Conquest Program: RepairLink Numbers Take Off!
Lexus dealers using RepairLink to facilitate mechanical parts sales to Independent Repair Facilities (IRFs) are experiencing impressive improvement.
Lexus Partner Programs: Mechanical KPIs
Taking a deeper look at the data, you can see that the number of IRFs buying from Lexus RepairLink dealers grew 300% at the 2021 half-year mark, compared to the 2020 total. Dollars Sold at Dealer Cost has already hit 93% of the 2020 total, while the amount of time to respond to orders has decreased over 50%, from 94.6 minutes to 50.5 minutes.
Converted Sales: The Brass Ring
Whether your focus is on collision or mechanical wholesale parts sales, one of the prime benefits of participating in Lexus Partner Programs is expanding your sales opportunities. Your dealership needs to use one of the approved rebate programs and encourage your wholesale customers to connect.
“Number on Program Parts Converted” are parts included in the rebate program that was once presented and accepted by the wholesale customer. These numbers are tracking well for both Collision and Mechanical sales:
- During Q1 and Q2, Collision On Program Parts Converted had already reached nearly 60% of the 2020 total.
- Mechanical On Program Parts Converted has gained significant momentum, already reaching 108% of the 2020 total!
Through our approved price-matching programs, Collision Centers and IRFs will instantly see eligible discounted Lexus Genuine Parts pricing and availability versus the aftermarket, which enables them to make fact-based purchase decisions at the time of the transaction. This transparency results in Lexus dealers retaining sales that may have gone to the aftermarket.
Leveraging Success Metrics
KPIs are more than just data–they can help you map a path to wholesale parts success. Keep a keen eye on performance numbers provided by your technology partners to find wholesale parts sales improvement opportunities. Watch for trends, look for performance gaps compared to national averages, and work with your technology partner to create continuous improvement plans. Stay tuned to Lexus WIN for quarterly information provided to help boost your Lexus Wholesale Parts sales.
