N A D A M ana g e m e n t s e r i e s
NADA Compensation Study 2009
Regional compensation and benefits for
automobile and truck dealerships in 2008
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New Section on Legally-sound Pay Plans
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The National Automobile Dealers Association (NADA) has prepared this
management guide to assist its dealer members in being as efficient as
possible in the operation of their dealerships. The presentation of this
information is not intended to encourage concerted action among competitors
or any other action on the part of dealers that would in any manner fix or
stabilize the price or any element of the price of any good or service.
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Study 2009
Table of Contents
The Need to have Clear-Cut Written Pay Plans.................................................................. i
Introduction and Background........................................................................................... 1
Region 1 – New England..................................................................................................... 4
Region 1a: Connecticut / Massachusetts / Rhode Island........................................................... 7
Region 1b: Maine / New Hampshire / Vermont........................................................................ 10
Region 2 – Mid-Atlantic...................................................................................................... 11
Region 3 – East North Central........................................................................................... 14
Region 4 – West North Central.......................................................................................... 17
Region 5 – South Atlantic.................................................................................................. 20
Region 6 – East South Central........................................................................................... 23
Region 7 – West South Central.......................................................................................... 26
Region 8 – Mountain........................................................................................................... 29
Region 9 – Pacific............................................................................................................... 32
Automobile Dealerships Fringe Benefits, 2008................................................................... 36
Regions 1–5................................................................................................................... 36
Regions 6–9.................................................................................................................... 37
By Units.......................................................................................................................... 38
Medium- and Heavy-Duty Truck Data................................................................................... 39
Introduction..................................................................................................................... 39
National Compensation Data............................................................................................... 41
Fringe Benefits 2008......................................................................................................... 43
The compensation statistics presented in this guide are intended to represent trends in the industry and do not serve as recommended compensation levels for any dealership. Dealers should
determine appropriate compensation levels and plans for their own dealerships. NADA neither
endorses nor has an opinion on compensation levels of specific pay plans.
The Need to Have Clear-Cut Written
Pay Plans
INTRODUCTION
For purposes of avoiding misunderstandings with
employees, the importance of legally-sound pay
plans cannot be overstated. Moreover, dealers must
pay close attention to the rules relating to wage
and hour law, which can be deceptively complex.
The Fair Labor Standards Act is the primary federal
law in this area but some states have rules that are
different from or stricter than the federal.
A typical dealership uses a variety of pay plans.
Some of these, such as those for employees
primarily compensated on commission, revolve
around complex accounting concepts involving a
defined “gross” or “profit.” In part, dealers use
pay plans to motivate employees to exert their
greatest efforts—and subsequently to reward them
for doing so. For example, salespeople paid on a
commission basis receive a portion of the “gross”
or “profit” on each vehicle sold. Most dealership
salespeople clearly understand that they are being paid on a commission basis and that their
compensation is tied directly to their production.
However, unless key details are spelled out with
well-defined terms in a legally-sound pay plan,
salespeople may not fully understand all of the
parameters of their compensation.
This an overview of the basic concepts that should
be covered when drafting pay plans. This overview,
however, cannot cover all of the details needed
to craft a legally-compliant pay plan and it does
not constitute legal advice. Dealers are strongly
encouraged to have their compensation plans
reviewed by competent counsel for compliance
with federal, state, and local law.
OVERTIME AND MINIMUM WAGE
REQUIREMENTS
A. Overtime Exemptions
Generally, federal law requires that all employees
be paid overtime at one-and-a-half times their
regular rate of pay (which must be at least equal
to minimum wage) for all hours worked in excess
of 40 hours per seven-day week. However, dealers may avoid paying overtime for employees who
qualify for an exemption.
Numerous overtime exemptions exist. Some “white
collar exemptions” apply primarily to salaried
managers. A significant exemption also exists for
dealership salespeople, parts people, and mechanics. In addition, other dealership employees are
exempt from overtime since they are: 1) employed
by a retail establishment; 2) have earnings that
exceed one-and-a-half times minimum wage for
every actual hour they work; and 3) earn more
than half of their total earnings in the period from
commissions on goods or services.
To see if an overtime exemption applies, dealers
must establish a representative period for determining if an employee’s earnings and duties meet the
conditions of the exemption. Dealers typically do
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this on a weekly, bi-weekly, or monthly basis. The
burden is always on the dealership to prove that
an exemption applies, so it is critical that accurate
records of both compensation and hours worked
be maintained. Note: this is one area where state
laws can be different and deserve close attention.
Please contact your state or metro dealer association for more information.
B. Minimum Wage Requirements
Salespeople exempt from overtime under federal
law are still entitled to at least minimum wage for
all hours worked. As of July 24, 2009, the federal
minimum wage was $7.25 per hour. If you are
located in one of the several states that have a
minimum wage higher than the federal, you must
pay that higher rate.
For most employees, the minimum wage requirement must be met on a pay period basis. In the
case of commission employees, the minimum wage
requirement can be met on a “settlement period”
basis. This means if you pay commissions (“settle”)
weekly, you must pay the applicable minimum
wage due for that week, but if you settle monthly,
you may pay minimum wages owed monthly. Thus
you cannot settle weekly, but only check minimum
wage compliance monthly.
Issues can arise if a commission employee does not
earn enough to meet the minimum wage due. If the
total compensation for the period (commissions,
bonuses, spiffs, etc.) does not meet or exceed the
minimum wages due for all hours worked during
the settlement period, the dealer must advance
an amount sufficient to make up the deficiency.
For example, assume a salesperson’s commissions total $200 for week one, a 55-hour week.
At the current federal minimum wage of $7.25/
hour, she would be entitled to at least $398.75
for the week. Since she only earned $200 in commissions, an advance would need to be made for
at least $198.75 to satisfy the federal minimum
wage requirement. Calculating the minimum wage
obligation for commission employees is an administrative burden but is critical in situations where
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such employees may not have earned commissions
meeting or exceeding the minimum wages due
to them (e.g., new employees, poor performing
employees, or poor economic conditions).
Dealers may recoup minimum wage advances
paid to commission employees in a subsequent
settlement period if their compensation is sufficiently in excess of the minimum due for that
subsequent settlement period. You should detail
this procedure in the written pay plans for all
commission employees. For example, assume that
the salesperson described above earns $1,500 in
commissions in week two, also a 55-hour week.
The dealer may deduct the $198.75 advance
paid for week one and then pay the remaining
$1,301.25, since the amount is well in excess of
the minimum wage. If in week two, however, her
commissions were only $250, she would have to
be advanced another $148.75 to bring her up to
minimum wage ($7.25 x 55 hrs. minus the $250
received from commissions). At that point, she
would be indebted to the dealership for $347.50
($198.75 + $148.75), which could be recouped
in a subsequent settlement period. But if she
leaves the dealership while indebted in this way,
the dealer may not recoup the advances from her
final check; she must have received minimum
wage for all hours worked.
The federal wage and hour law does not require
dealers who use biweekly, semi-monthly, or monthly
pay plans to pay “draws” or advances, nor does
it dictate when wages must be paid, but dealers
must establish a regular pay period (such as weekly,
biweekly or monthly). Some state laws do require
that employees be paid weekly or biweekly. Dealers
often choose to pay draws based on minimum
wage, as a lump sum, or even on a percentage of
commissions earned. Draws are deducted from
commissions earned at the end of the settlement
period. Note that it is in no way inconsistent to
have a longer settlement period (i.e., monthly)
with a weekly or biweekly “pay period.”
Some dealers pay new commission employees, such
as salespeople, a “guarantee” for a set period (e.g.,
60 or 90 days). Guarantees are intended to help
new employees make the transition into auto sales
by reducing the pressure to achieve quick results.
New employees who receive guarantees must still
receive at least the minimum wage for all hours
worked. If a guarantee is sufficiently high, then a
new employee will earn more than minimum wage
without any adjustments. If instead the minimum
wage due exceeds the guarantee plus any commissions earned, the dealer must advance the
difference. Always spell out in writing exactly how
long the guarantee will be in effect and include the
following: “This ‘guarantee’ is not a guarantee of
employment for the full guarantee period. Rather,
it is a guarantee of the amount we will pay you
if you continue to be employed for that period.”
Including this language in written pay plans for
commission employees should prevent them from
later claiming they had a contract to be employed
and paid a guarantee for the entire period.
C. Wage Records
Federal law requires that dealers maintain records
for all employees including accurate records of
hours worked. Ensure especially that commission employees keep timecards, time sheets, or
other accurate records of hours worked. “Hours
worked” include any time an employee must be on
the employer’s premises or is permitted to work,
including attendance at mandatory lectures, meetings, or training. Training, lectures, or meetings do
not count as hours worked if they occur outside
normal working hours, if they are voluntary or not
job-related, and if no other work is performed.
“Hours worked” also include rest periods of short
duration – 20 minutes or less – but not bona fide
meal periods (usually 30 minutes or more), in which
employees are completely relieved from duties.
If an employee is performing any duties during a
meal period, then that time must be counted toward
hours worked. Maintain a policy that the employees
clock in and out for bona fide meal periods. Be
aware that some states require employers to provide
mandatory meal and/or rest breaks.
One record-keeping option is to have employees
sign timecards or sheets for each pay period,
acknowledging that the timecard or time sheet accurately reflects all hours worked. Such records can
prove critical should a minimum wage or overtime
dispute arise. Note that employees seeking to collect back pay for improperly paid wages can look
back for up to two years, three years if a violation
is found to be willful.
Dealers also must maintain records of employee
rates of pay, deductions from or additions to wages,
dates of payment, and pay periods covered. Federal
law requires dealers to maintain payroll records for
at least three years, and the records upon which
wage computations are based (timecards, etc.) for
at least two years. As statutes of limitations may
allow contract or fraud claims to be made after a
longer period of time, maintain wage records for
at least as long as the longest applicable state
statute of limitations.
Employees covered by a collective bargaining
agreement are still protected by federal, state, and
local wage and hour laws. A union’s agreement to a
pay plan does not protect a dealer from back wage
claims by employees or the government if that pay
plan does not comply with all applicable laws.
CONTRACT, FRAUD, AND OTHER
WAGE CONCERNS
Ensuring that employee pay plans are in compliance with applicable state and federal wage-hour
laws may not protect you from all claims. Lawsuits
may also involve breach of contract and fraud
claims. Often, salespeople allege that they were
promised a percentage of the “gross profit “ on
each sale, but that by deducting “packs” and
other undisclosed charges, the dealer failed to pay
them all that was due. They also often claim that
dealers must include all payments received from
manufacturers, lenders, and other vendors when
calculating the actual “profit” on a deal.
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These cases are difficult to defend because, even
if there was a written pay plan, it may have been
loaded with dealership jargon and subject to a
number of different interpretations. If a contract
such as a sales pay plan is ambiguous or unclear,
the court normally will construe it against the party
who drafted it. Therefore, always clearly define
terms like “gross profit,” especially with respect
to what deductions may be made and when.
In addition to breach of contract claims, salespeople may also file fraud claims alleging that the
dealership made misrepresentations or omissions
by failing to fully disclose all of the deductions it
made or by artificially inflating costs and charges.
Fraud claims allow claims for punitive damages
in addition to “lost wages.” Also, a salesperson
can allege violations of state wage payment laws,
claiming that when the dealership made a deduction, it failed to pay “all wages due.” In a number
of states, such a claim may involve liquidated
damages and attorney’s fees. Bottom line: even a
dispute over a small amount of commissions can
easily become a very expensive case.
To avoid these kinds of claims, dealers should have
detailed, written commission schedules explaining in plain English how compensation will be
calculated. Clearly define industry-specific terms
such as “commissionable gross profit,” “pack,”
“spiff,” etc., and use examples to show how actual calculations will be made. Carefully review
methods used to calculate commissions to ensure
that all potential deductions or adjustments are
listed or explained in the pay plan itself. Pay plans
also should address issues such as the potential
for additional charges against the vehicle, and
who has the authority to determine when to split
a commission.
Claims may arise when an employee leaves a
dealership and receives a final paycheck that
does not show commissions for all deals worked
because some vehicles had not yet been funded
or delivered. Pay plans should always define when
commissions are considered earned, and how they
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will be paid if an employee leaves the dealership.
Pay plans also should indicate if a salesperson
must be a current employee when a bonus or
contest award is paid.
Weekly or monthly bonuses can make up a significant amount of many employees’ overall compensation and should be clearly addressed in their
pay plans. Explain exactly how bonuses are to be
calculated, when they are to be paid, and what
employees must do to qualify for them.
Sales managers often change pay plans or add
special bonus programs in order to motivate salespeople. Too often these changes and programs are
announced at a sales meeting but never put into
writing. In order to avoid misunderstandings, all
such changes should be put in writing. Ideally,
have each employee acknowledge receipt of a
copy of their pay plan when hired and provide acknowledged copies each time the plan is changed
in any way.
Only make pay plan changes prospectively, even
temporary or minor ones involving special incentive
or bonus programs. Detail in writing all eligibility
requirements and effective dates. Taking steps to
ensure that details are spelled out and understood
by applicable employees will avoid future misunderstandings or legal issues.
Tailor your pay plan to your specific dealership and
to your state’s minimum wage if it is higher than
the federal minimum. Because a poorly drafted
pay plan—or the lack of a written pay plan—can
subject a dealership to significant back wage liability, dealers should have all sales pay plans
reviewed by counsel experienced in dealership
wage and hour matters.
—Christopher C. Hoffman
A DEALER GUIDE TO
NADA Compensation Study 2009
INTRODUCTION AND
BACKGROUND
As the economy began to come out of recession
during the third quarter of 2009, the need for good
comparative data for compensation became ever
more important. In 2009, the national debate on
health care focused attention on this important
segment of fringe benefits, which are also covered
in these pages by region.
The regional differences in economic activity were
great during the recession and the pattern of correction in the real estate market is a key element,
along with economic growth, contributing to the
outlook for light-vehicle sales region by region. As
long as home equity was falling, many consumers
would be reluctant to commit to a new light-vehicle
purchase.
A sign of future improvement in business, and thus
future needs to stay of top of compensation policy,
can be found in the pent-up demand revealed in
the “Cash for Clunkers” program during the summer of 2009. That program was very effective at
converting prospective used-car buyers into new-car
buyers. As the recovery proceeds, new-car dealers
must stay attuned to compensation trends in their
regional marketplace, with the NADA survey data as
their baseline. In setting compensation, managers
must be aware of how much, if any, wage decline
occurred at franchised new-car dealers in their
region. They must also judge how fast recovery
will occur during the last months of 2009 and the
initial months of 2010. Therefore, the regional approach to NADA’s compensation measurements is
essential for new-car dealerships to stay current
on compensation.
During mid-2010, unemployment, which surged
over 10 percent late in 2009, will peak, and then
start to moderate in the last half of 2010. Falling
unemployment will assist new light-vehicle purchases and service work, as consumers start to relax
about the stability of their own jobs. Rehiring by
major corporations will begin late in 2010—a slow
pattern of rehiring first seen in the recovery from
the 2001-2002 recession, a recession in which
the damage to retail automotive activity was comparatively slight. Currently, with about 6.5 million
fewer new cars and light trucks sold in 2009, and
fewer trades of used cars as a result, used cars will
remain in tight supply during 2010, assisting the
demand by households for new light-vehicles.
Enhanced new-car sales will help franchised
dealers restock used-car operations gradually as
2010 unfolds. All of this will have varying regional
patterns that influence the wage trends and pressures that start to develop in compensation at the
dealership.
Look at important indicators of economic activity such as monthly new-car registrations in your
immediate sales area, the drawdown of unsold
existing and new housing for your market area,
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and indications of adequate credit availability for
your customers. Look at local employment and
announcements of layoffs and hiring by major
employers of your customers. Look for measures of
the business climate produced by local Chambers
of Commerce and professional organizations.
In addition, get out of the dealership at least once
a week and talk to merchants and bankers about
the market conditions for other durable and nondurable goods and services in your area. All of these
economic measures should be showing some signs
of improvement in nearly all regions during the
initial quarters of 2010, but at different regional
rates of recovery.
This 2009 dealership compensation publication
updates the data presented in NADA Management
Guide PF.15, Paying to Motivate: Update ’07. The
National Automobile Dealers Association collected
the data in the current publication on behalf of
60 independent state and local associations that
commissioned NADA to conduct a compensation
study for their members.
All figures presented are for the calendar year
2008.
The compensation statistics for each region are
examined in relation to the average number of
new units sold per dealership and the per capita
personal income for that area. Salary* averages are
based on full-year 2008 W-2 form information plus
any elected salary deferrals for 39 dealership positions. Not included in the averages are earnings for
employees who worked in a position less than the
full calendar year. Also excluded are the earnings of
dealer principals who perform the duties of one or
more of the positions listed. Dealer compensation
is not addressed in this survey.
For each region, column one shows the average
salary for each dealership position without regard
to sales volume. Column two shows that salary as
a percentage of the U.S. average. Columns three
and four show the regional averages broken down
by unit sales volume. Column five shows the average for all dealers in the U.S.
According to NADA Industry Analysis Division,
NADA DATA 2009, major expenses for the average
dealership in 2008 were:
• Payroll
• Advertising
• Rent and Equivalent
$2,658,000
$341,285
$376,578
Of the 16,528 surveys mailed, 2,120 (12.8 percent)
were returned. Maine had the highest response rate
at 43 percent, and Nevada had the lowest response
rate at 2 percent.
The survey also included questions about various
fringe benefits. That data follows the regional
compensation data.
For the purpose of this study, the nation has been
divided into nine geographic regions based on the
Bureau of Labor Statistics divisions.
* The term “salary” in this survey refers to total W-2 compensation plus any salary deferrals. Total W-2 compensation averages,
as reported on the W-2, include wages, salaries, cash bonuses,
and other reported income.
—Paul Taylor
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90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
% of Dealerships Offering Paid Sick Leave
$0
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$20,000
$10,000
Region 7
National Average
$30,000
National Average
$50,000
Region 9
$40,000
Region 9
Per Capita Income
Region 8
$60,000
Region 8
Region 7
40%
Region 6
60%
Region 6
80%
Region 5
100%
Region 5
% of Dealerships Offering
Employee/Dependent Health Plans
Region 4
$20,000
Region 4
$60,000
Region 3
$40,000
Region 2
National Average
Region 9
Region 8
Region 7
Region 6
Region 5
Region 4
$80,000
Region 1
National Average
Region 9
Region 8
Region 7
Region 6
Region 5
Region 4
Region 3
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National Average
Region 9
Region 8
Region 7
Region 6
Region 5
Region 4
Region 3
Region 2
Region 1
Average Management Salary
Region 3
0%
Region 3
Region 2
$100,000
1400
1200
1000
800
600
400
200
0
Region 2
75%
70%
Region 2
Region 1
$120,000
Region 1
National Average
Region 9
Region 8
Region 7
Region 6
Region 5
Region 4
Region 3
Region 2
20%
Region 1
$0
Region 1
Comparative Statistics At-A-Glance
Average New Units Sold
100%
% of Dealerships Offering 401(k) Plans
90%
95%
80%
85%
3
Region 1—
New England
Survey Response
State
Connecticut
Maine
Massachusetts
New Hampshire
Rhode Island
Vermont
Surveys
Sent
Surveys
Received
268
138
386
158
59
87
34
59
17
46
8
31
1,096
195
In 2008, the per capita personal income for the
New England region was $48,715, a full 23 percent higher than the national average. Just 14 of
39 dealership positions surveyed, however, had
salaries at or above the national average in 2008.
More than any other region, New England dealers
continued to rely on fixed operations for profitability. Fixed operations in 2008 still accounted for
a 61 percent absorption rate and, at 15 percent
of total sales, remained the highest percentage of
total dealership revenue in the nation.
Of the dealership positions with below-average salaries, the most striking were the upper management
positions. The average general manager’s salary
in the region was 16 percent below the national
average, and compensation for new-vehicle sales
managers was 5 percent below the national average.
Salaries for management positions in the service
and parts operations were generally below the
national average. The average service technician
Benefit Offered
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% of Regional
Response
12.69%
42.75%
4.40%
29.11%
13.56%
35.63%
17.44%
30.25%
8.72%
23.59%
4.10%
15.90%
salary was 5 percent below the national average;
office workers’ salaries were 5 percent higher than
the national average.
Employees of New England dealerships arguably
had the best fringe benefits in the nation. The region
ranked second in providing two weeks paid vacation,
first in paid sick leave, and fourth in providing six
to ten annual paid holidays. Ninety-two percent
of the region’s dealerships offered 401(k) plans.
Nearly 97 percent of dealerships extended a health
plan to both employees and dependents, although
44 percent required employees to pay half.
Following the statistics for the New England region
as a whole, we have broken out the compensation
figures by group, for ease of comparison. Since
Connecticut, Massachusetts, and Rhode Island are
significantly more urban and higher wage states,
we have grouped them together; we have grouped
Maine, New Hampshire, and Vermont as well.
Rank among the nine regions
Paid Sick Leave
6-10 Paid Holidays
Paid Maternity/Paternity Leave Plan
401(k) Plan
Health Plan for Employee and Dependents
4
Response Rate
(%)
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1st
4th
3rd
6th
1st
Region 1: New England
2008 Regional Compensation Data
Region 1: New England
MANAGER COMPENSATION
Below are listed average total compensation figures for managers who were in their positions for all of
2008. Compensation responses were taken directly from 2008 W-2 forms. Any elected salary deferrals
made by the employee not identified on the W-2 were included. Includes dealers who did not provide
unit sales and employee count information.
Volume
EMPLOYEE
General Manager
Overall
Region 1
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
$136,724
84%
$106,492
$163,993
$163,034
Business Manager/Comptroller
$78,006
95%
$59,182
$95,409
$82,192
IT / Network Manager
$60,458
99%
$41,447
$65,890
$60,854
Human Resources Director/Manager
$51,734
99%
$41,919
$55,005
$52,032
BDC Manager
$61,989
105%
$38,050
$66,153
$59,282
$101,517
89%
$85,726
$116,651
$113,578
New-Vehicle Sales Manager
$89,489
95%
$75,704
$96,744
$94,470
Used-Vehicle Sales Manager
$86,489
93%
$75,219
$93,250
$93,063
Truck Sales Manager
$84,488
107%
$65,188
$100,571
$79,223
Fleet Sales Manager
$64,965
79%
$39,631
$74,465
$82,256
Sales Training Manager
$68,648
93%
$60,495
$76,800
$74,096
Lease and Rental Manager
$31,276
50%
$31,276
**
$62,361
Internet Sales Manager
$56,483
84%
$46,187
$61,631
$67,128
Website Manager / Webmaster
$49,152
105%
$32,202
$100,000
$46,776
Marketing Manager
$57,773
92%
$47,167
$61,750
$62,989
Finance and Insurance Manager
$82,020
92%
$63,267
$96,530
$89,497
$102,013
94%
$92,242
$108,297
$108,730
Service Manager
$74,420
93%
$62,095
$92,133
$80,291
Parts Manager
$61,799
89%
$52,864
$72,899
$69,412
Body Shop Manager
$70,005
96%
$52,683
$84,350
$72,638
Service Advisor/Writer
$54,687
96%
$47,617
$61,880
$57,056
Office Manager
$53,863
105%
$48,043
$59,851
$51,437
General Sales Manager
Service and Parts Director
* Rounded to the nearest whole percentage point.
** Insufficient data. Smaller dealerships may not have this position.
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Region 1: New England
NON-MANAGEMENT COMPENSATION
Shown are 2008 W-2 compensation averages for the non-management employees who were in their positions for
all of 2008.
Volume
EMPLOYEE
Overall
Region 1
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
Clerical and Office Worker:
Highest Paid Worker
$37,927
104%
$34,508
$41,667
$36,504
Average Paid Worker
$30,384
105%
$28,605
$32,163
$29,049
Lowest Paid Worker
$25,098
108%
$24,793
$25,464
$23,223
Highest Paid Worker
$64,616
91%
$57,874
$72,917
$71,288
Average Paid Worker
$44,571
95%
$41,126
$48,724
$46,799
Lowest Paid Worker
$30,139
103%
$29,670
$30,489
$29,292
Highest Paid Worker
$59,724
86%
$48,170
$71,101
$69,670
Average Paid Worker
$45,196
93%
$40,497
$49,931
$48,737
Lowest Paid Worker
$32,913
96%
$32,546
$33,617
$34,233
Highest Paid Worker
$68,873
88%
$58,449
$80,809
$78,369
Average Paid Worker
$46,097
95%
$42,939
$49,512
$48,363
Lowest Paid Worker
$33,408
104%
$33,618
$33,240
$32,203
Highest Paid Worker
$54,093
91%
$41,801
$60,240
$59,691
Average Paid Worker
$45,613
94%
$36,059
$55,168
$48,379
Lowest Paid Worker
$44,710
108%
$41,801
$47,037
$41,360
Body Shop Foreman
$21.04
95%
$17.22
$23.50
$22.04
Parts Counterperson
$15.21
98%
$14.32
$16.20
$15.51
Telephone Switchboard Operator
$11.91
108%
$11.45
$12.24
$11.03
Warranty Clerk
$16.83
107%
$15.59
$17.83
$15.71
General Cashier
$11.51
104%
$10.84
$11.87
$11.11
Showroom Receptionist/Greeter
$12.68
113%
$12.64
$12.70
$11.18
Title Clerk
$14.54
101%
$13.63
$15.17
$14.43
Bookkeeper
$15.40
99%
$15.18
$15.71
$15.52
AR/AP Clerk
$14.87
105%
$13.79
$15.67
$14.16
$9.81
101%
$9.98
$9.67
$9.76
Car Washer
$10.92
112%
$11.02
$10.84
$9.73
Detailer
$12.80
110%
$12.86
$12.73
$11.63
$48,715
123%
$39,751
528
74%
711
Service Mechanical Technician:
Body Shop Technician/Painter:
New- & Used-Vehicle Salesperson:
Internet Salesperson:
Other Positions: (per hour)
Courtesy/Shuttle Driver
Per Capita Personal Income
Avg. # New Units Sold
* Rounded to the nearest whole percentage point.
6
Driven
NADA Management Series
PF16
Region 1: New England
2008 Regional Compensation Data
Region 1a: Connecticut / Massachusetts / Rhode Island
MANAGER COMPENSATION
Below are listed average total compensation figures for managers who were in their positions for all of
2008. Compensation responses were taken directly from 2008 W-2 forms. Any elected salary deferrals
made by the employee not identified on the W-2 were included. Includes dealers who did not provide
unit sales and employee count information.
Volume
EMPLOYEE
General Manager
Overall
Region 1a
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
$174,448
107%
$120,252
$201,546
$163,034
Business Manager/Comptroller
$89,426
109%
$60,161
$101,807
$82,192
IT / Network Manager
$66,640
110%
**
$66,640
$60,854
Human Resources Director/Manager
$47,750
92%
$37,800
$50,237
$52,032
BDC Manager
$84,465
142%
**
$84,465
$59,282
$114,081
100%
$104,076
$122,320
$113,578
New-Vehicle Sales Manager
$96,512
102%
$70,237
$104,596
$94,470
Used-Vehicle Sales Manager
$95,854
103%
$70,850
$101,536
$93,063
Truck Sales Manager
$103,856
131%
$86,000
$108,320
$79,223
Fleet Sales Manager
$82,325
100%
**
$82,325
$82,256
Sales Training Manager
$76,800
104%
**
$76,800
$74,096
Lease and Rental Manager
$31,276
50%
$31,276
**
$62,361
Internet Sales Manager
$64,039
95%
$53,581
$68,222
$67,128
$100,000
214%
**
$100,000
$46,776
Marketing Manager
$59,472
94%
$40,800
$65,696
$62,989
Finance and Insurance Manager
$97,228
109%
$71,482
$110,078
$89,497
$105,460
97%
$108,551
$106,320
$108,730
Service Manager
$96,465
120%
$75,321
$109,998
$80,291
Parts Manager
$74,392
107%
$62,436
$83,616
$69,412
Body Shop Manager
$85,803
118%
$51,724
$96,453
$72,638
Service Advisor/Writer
$62,892
110%
$47,910
$72,078
$57,056
Office Manager
$65,500
127%
$61,258
$68,669
$51,437
General Sales Manager
Website Manager / Webmaster
Service and Parts Director
* Rounded to the nearest whole percentage point.
** Insufficient data. Smaller dealerships may not have this position.
PF16
NADA Management Series
Driven
7
Region 1: New England
NON-MANAGEMENT COMPENSATION
Shown are 2008 W-2 compensation averages for the non-management employees who were in their
positions for all of 2008.
Volume
EMPLOYEE
Overall
Region 1a
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
Clerical and Office Worker:
Highest Paid Worker
$44,599
122%
$37,855
$48,462
$36,504
Average Paid Worker
$33,522
115%
$30,273
$35,304
$29,049
Lowest Paid Worker
$27,229
117%
$27,167
$27,295
$23,223
Highest Paid Worker
$76,935
108%
$71,238
$81,470
$71,288
Average Paid Worker
$50,570
108%
$47,404
$52,674
$46,799
Lowest Paid Worker
$33,214
113%
$34,330
$32,103
$29,292
Highest Paid Worker
$75,600
109%
$59,990
$82,290
$69,670
Average Paid Worker
$53,306
109%
$45,320
$57,869
$48,737
Lowest Paid Worker
$38,413
112%
$38,865
$38,204
$34,233
Highest Paid Worker
$74,335
95%
$65,829
$80,787
$78,369
Average Paid Worker
$46,674
97%
$41,305
$50,655
$48,363
Lowest Paid Worker
$33,213
103%
$31,584
$34,352
$32,203
Highest Paid Worker
$53,317
89%
$40,135
$63,204
$59,691
Average Paid Worker
$46,055
95%
$37,226
$54,884
$48,379
Lowest Paid Worker
$40,687
98%
$40,135
$41,239
$41,360
Body Shop Foreman
$27.71
126%
$15.00
$29.83
$22.04
Parts Counterperson
$16.78
108%
$15.05
$17.97
$15.51
Telephone Switchboard Operator
$12.71
115%
$12.38
$12.81
$11.03
Warranty Clerk
$17.00
108%
$16.18
$17.43
$15.71
General Cashier
$12.00
108%
$11.29
$12.26
$11.11
Showroom Receptionist/Greeter
$12.69
114%
$13.67
$12.40
$11.18
Title Clerk
$15.97
111%
$15.88
$16.00
$14.43
Bookkeeper
$16.48
106%
$16.14
$16.61
$15.52
AR/AP Clerk
$16.57
117%
$15.00
$17.00
$14.16
Courtesy/Shuttle Driver
$10.28
105%
$10.87
$9.86
$9.76
Car Washer
$11.38
117%
$10.93
$11.76
$9.73
Detailer
$13.32
115%
$13.50
$13.19
$11.63
$48,715
123%
$39,751
656
92%
711
Service Mechanical Technician:
Body Shop Technician/Painter:
New- & Used-Vehicle Salesperson:
Internet Salesperson:
Other Positions: (per hour)
Per Capita Personal Income,
New England
Avg. # New Units Sold
8
Driven
NADA Management Series
PF16
* Rounded to the nearest whole percentage point.
Region 1: New England
2008 Regional Compensation Data
Region 1b: Maine / New Hampshire / Vermont
MANAGER COMPENSATION
Below are listed average total compensation figures for managers who were in their positions for all of
2008. Compensation responses were taken directly from 2008 W-2 forms. Any elected salary deferrals
made by the employee not identified on the W-2 were included. Includes dealers who did not provide
unit sales and employee count information.
Volume
EMPLOYEE
General Manager
Overall
Region 1b
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
$119,833
74%
$102,669
$139,765
$163,034
Business Manager/Comptroller
$71,506
87%
$58,898
$89,249
$82,192
IT / Network Manager
$56,822
93%
$41,447
$65,208
$60,854
Human Resources Director/Manager
$54,579
105%
$43,979
$58,819
$52,032
BDC Manager
$50,751
86%
$38,050
$54,381
$59,282
General Sales Manager
$95,335
84%
$77,697
$113,542
$113,578
New-Vehicle Sales Manager
$84,983
90%
$77,692
$90,157
$94,470
Used-Vehicle Sales Manager
$80,870
87%
$76,212
$85,324
$93,063
Truck Sales Manager
$68,348
86%
$59,986
$85,072
$79,223
Fleet Sales Manager
$61,107
74%
$39,631
$71,845
$82,256
Sales Training Manager
$60,495
82%
$60,495
**
$74,096
**
**
**
**
$62,361
Internet Sales Manager
$48,346
72%
$40,272
$53,393
$67,128
Website Manager / Webmaster
$32,202
69%
$32,202
**
$46,776
Marketing Manager
$56,802
90%
$50,350
$59,382
$62,989
Finance and Insurance Manager
$74,127
83%
$60,529
$87,385
$89,497
Service and Parts Director
$99,643
92%
$84,715
$109,857
$108,730
Service Manager
$65,730
82%
$58,983
$79,373
$80,291
Parts Manager
$55,390
80%
$49,627
$64,674
$69,412
Body Shop Manager
$60,525
83%
$52,936
$71,441
$72,638
Service Advisor/Writer
$50,160
88%
$47,516
$53,611
$57,056
Office Manager
$48,404
94%
$43,838
$54,218
$51,437
Lease and Rental Manager
* Rounded to the nearest whole percentage point.
** Insufficient data. Smaller dealerships may not have this position.
PF16
NADA Management Series
Driven
9
Region 1: New England
NON-MANAGEMENT COMPENSATION
Shown are 2008 W-2 compensation averages for the non-management employees who were in their
positions for all of 2008
Volume
EMPLOYEE
Overall
Region 1b
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
Clerical and Office Worker:
Highest Paid Worker
$34,428
94%
$33,410
$36,197
$36,504
Average Paid Worker
$28,591
98%
$28,027
$29,382
$29,049
Lowest Paid Worker
$23,911
103%
$24,095
$23,786
$23,223
Highest Paid Worker
$59,078
83%
$53,762
$67,272
$71,288
Average Paid Worker
$41,778
89%
$39,181
$45,941
$46,799
Lowest Paid Worker
$28,726
98%
$28,158
$29,435
$29,292
Highest Paid Worker
$52,821
76%
$45,443
$62,856
$69,670
Average Paid Worker
$40,502
83%
$38,568
$43,394
$48,737
Lowest Paid Worker
$30,301
89%
$30,741
$30,304
$34,233
Highest Paid Worker
$74,335
95%
$65,829
$80,787
$78,369
Average Paid Worker
$46,674
97%
$41,305
$50,655
$48,363
Lowest Paid Worker
$33,213
103%
$31,584
$34,352
$32,203
Highest Paid Worker
$55,180
92%
$46,800
$57,275
$59,691
Average Paid Worker
$44,729
92%
$33,723
$55,735
$48,379
Lowest Paid Worker
$52,757
128%
$46,800
$55,735
$41,360
Body Shop Foreman
$18.13
82%
$17.50
$18.75
$22.04
Parts Counterperson
$14.40
93%
$14.06
$14.93
$15.51
Telephone Switchboard Operator
$11.35
103%
$11.13
$11.63
$11.03
Warranty Clerk
$16.70
106%
$15.30
$18.24
$15.71
General Cashier
$11.12
100%
$10.58
$11.50
$11.11
Showroom Receptionist/Greeter
$12.67
113%
$12.25
$13.00
$11.18
Title Clerk
$13.54
94%
$12.88
$14.27
$14.43
Bookkeeper
$14.80
95%
$14.93
$14.76
$15.52
AR/AP Clerk
$13.77
97%
$13.45
$14.20
$14.16
$9.55
98%
$9.53
$9.55
$9.76
Car Washer
$10.68
110%
$11.06
$10.23
$9.73
Detailer
$12.62
109%
$12.71
$12.50
$11.63
$27,364
69%
$39,751
473
67%
711
Service Mechanical Technician:
Body Shop Technician/Painter:
New- & Used-Vehicle Salesperson:
Internet Salesperson:
Other Positions: (per hour)
Courtesy/Shuttle Driver
Per Capita Personal Income
Maine, New Hampshire, Vermont
Avg. # New Units Sold
10
Driven
NADA Management Series
PF16
* Rounded to the nearest whole percentage point.
Region 2—
Mid-Atlantic
Survey Response
State
Surveys
Sent
Surveys
Received
480
572
949
56
133
88
2,001
277
New Jersey
New York
Pennsylvania
The Mid-Atlantic region per capita personal income
for 2008 was $46,290—16 percent above the
national average. From 2006 to 2008, the number
of dealerships in the region shrank by 243. New
vehicle registrations in the region declined 12.8
percent. The typical Mid-Atlantic dealership sold
an average of 926 new vehicles in 2008.
Thirty-two of the 39 positions surveyed at MidAtlantic dealerships had salaries that met or
exceeded the national average. Among those, the
typical marketing manager earned a sizable 17
percent more than his or her counterparts in the
nation as a whole, a reflection of the highly competitive and changing retail market in the region.
Salaries for clerical and office employees were 9
percent higher than the national average and most
fixed operations positions also paid higher than
average. Managerial positions, with five exceptions,
Response Rate
(%)
% of Regional
Response
11.67%
23.25%
9.27%
20.22%
48.01%
31.77%
came in higher or at the national average. Service
technicians were paid an average of 6 percent
above the national average.
Mid-Atlantic dealers offered an above-average
benefits package relative to the rest of the nation.
The region ranked first in the nation in the share
of dealers offering demos to managers.
After the New England region, the Mid-Atlantic
also ranked highest in the percentage of dealers
providing paid sick leave. They also ranked second
in the nation for maternity/paternity leave; over 9
percent of dealerships surveyed offered a leave plan
to their employees. The percentage of dealerships
offering 401(k) plans ranked seventh nationally,
and the region ranked third for dental plans, with
80 percent of dealerships offering dental plans to
full-time employees.
Benefit Offered
Rank among the nine regions
Paid Sick Leave
6-10 Paid Holidays
Paid Maternity/Paternity Leave Plan
401(k) Plan
Health Plan for Employee and Dependents
2nd
5th
2nd
7th
3rd
PF16
NADA Management Series
Driven
11
Region 2: Mid-Atlantic
2008 Regional Compensation Data
Region 2: Mid-Atlantic
MANAGER COMPENSATION
Below are listed average total compensation figures for managers who were in their positions for all of
2008. Compensation responses were taken directly from 2008 W-2 forms. Any elected salary deferrals
made by the employee not identified on the W-2 were included. Includes dealers who did not provide
unit sales and employee count information.
Volume
EMPLOYEE
Overall
Region 2
General Manager
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
$171,044
105%
$98,937
$200,863
$163,034
Business Manager/Comptroller
$85,470
104%
$64,755
$92,329
$82,192
IT / Network Manager
$65,992
108%
$69,555
$65,469
$60,854
Human Resources Director/Manager
$52,684
101%
$57,165
$52,228
$52,032
BDC Manager
$65,555
111%
$43,444
$67,359
$59,282
General Sales Manager
$122,339
108%
$80,081
$136,746
$113,578
New-Vehicle Sales Manager
$102,583
109%
$76,536
$108,682
$94,470
Used-Vehicle Sales Manager
$94,782
102%
$60,109
$101,716
$93,063
Truck Sales Manager
$73,650
93%
$72,410
$74,004
$79,223
Fleet Sales Manager
$82,483
100%
$53,500
$88,923
$82,256
Sales Training Manager
$70,453
95%
**
$70,453
$74,096
Lease and Rental Manager
$64,748
104%
$67,250
$63,785
$62,361
Internet Sales Manager
$62,578
93%
$54,881
$63,960
$67,128
Website Manager / Webmaster
$41,067
88%
$35,944
$42,988
$46,776
Marketing Manager
$73,669
117%
$55,000
$75,536
$62,989
Finance and Insurance Manager
$101,105
113%
$64,616
$111,952
$89,497
Service and Parts Director
$110,471
102%
$65,773
$125,148
$108,730
Service Manager
$86,036
107%
$62,851
$96,857
$80,291
Parts Manager
$71,162
103%
$53,216
$79,417
$69,412
Body Shop Manager
$72,115
99%
$55,862
$76,264
$72,638
Service Advisor/Writer
$62,058
109%
$52,985
$65,595
$57,056
Office Manager
$53,023
103%
$42,029
$58,013
$51,437
* Rounded to the nearest whole percentage point.
** Insufficient data. Smaller dealerships may not have this position.
12
Driven
NADA Management Series
PF16
Region 2: Mid-Atlantic
NON-MANAGEMENT COMPENSATION
Shown are 2008 W-2 compensation averages for the non-management employees who were in their
positions for all of 2008.
Volume
EMPLOYEE
Overall
Region 2
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
Clerical and Office Worker:
Highest Paid Worker
$39,264
108%
$33,649
$41,527
$36,504
Average Paid Worker
$31,616
109%
$29,610
$32,259
$29,049
Lowest Paid Worker
$24,685
106%
$24,572
$24,702
$23,223
Highest Paid Worker
$75,831
106%
$60,178
$83,316
$71,288
Average Paid Worker
$49,387
106%
$45,336
$51,080
$46,799
Lowest Paid Worker
$30,880
105%
$30,495
$30,917
$29,292
Highest Paid Worker
$64,907
93%
$51,617
$70,038
$69,670
Average Paid Worker
$47,105
97%
$39,603
$49,868
$48,737
Lowest Paid Worker
$34,283
100%
$30,163
$35,749
$34,233
Highest Paid Worker
$83,139
106%
$63,312
$91,584
$78,369
Average Paid Worker
$52,903
109%
$47,001
$55,202
$48,363
Lowest Paid Worker
$35,032
109%
$35,373
$34,876
$32,203
Highest Paid Worker
$61,108
102%
$48,054
$63,330
$59,691
Average Paid Worker
$50,303
104%
$42,905
$51,735
$48,379
Lowest Paid Worker
$43,423
105%
$29,204
$46,533
$41,360
Body Shop Foreman
$20.38
92%
$20.88
$20.17
$22.04
Parts Counterperson
$15.53
100%
$14.81
$15.79
$15.51
Telephone Switchboard Operator
$11.38
103%
$10.73
$11.50
$11.03
Warranty Clerk
$16.65
106%
$14.23
$17.30
$15.71
General Cashier
$11.57
104%
$11.30
$11.63
$11.11
Showroom Receptionist/Greeter
$11.62
104%
$10.92
$11.81
$11.18
Title Clerk
$14.97
104%
$13.85
$15.31
$14.43
Bookkeeper
$16.88
109%
$17.00
$16.87
$15.52
AR/AP Clerk
$14.81
105%
$12.47
$15.21
$14.16
$9.99
102%
$9.00
$10.20
$9.76
Car Washer
$10.14
104%
$10.12
$10.21
$9.73
Detailer
$12.21
105%
$11.92
$12.43
$11.63
$46,290
116%
$39,751
926
130%
711
Service Mechanical Technician:
Body Shop Technician/Painter:
New- & Used-Vehicle Salesperson:
Internet Salesperson:
Other Positions: (per hour)
Courtesy/Shuttle Driver
Per Capita Personal Income
Avg. # New Units Sold
* Rounded to the nearest whole percentage point.
PF16
NADA Management Series
Driven
13
Region 3—
East North Central
Survey Response
State
Surveys
Sent
Surveys
Received
452
405
432
704
537
96
15
37
130
48
2,530
326
Illinois
Indiana
Michigan
Ohio
Wisconsin
Per capita personal income in the East North
Central region in 2008 was 5.9 percent below the
national average. Salaries for just two management
positions exceeded the national average, with compensation for the marketing manager coming in a
full 11 percent higher than average. Compensation
for non-managers was generally closer to average,
and service and body shop technicians’ pay often
met or exceeded the average. The average dealership sold 661 units.
The region, like many in the nation, experienced a
decline in new light-vehicle registrations in 2008.
Nationwide, vehicle registrations decreased by 2
percent.
Service and parts absorption was 56 percent for
the region, and service and parts sales were 14.1
percent of total dealership sales, both above national average in 2008.
Benefit Offered
Driven
NADA Management Series
% of Regional
Response
21.24%
3.70%
8.56%
18.47%
8.94%
PF16
29.45%
4.60%
11.35%
39.88%
14.72%
The positions of IT manager, website manager,
and truck sales manager paid the least, compared
to the national average, coming in at 15 to 23
percent below average.
The results were mixed with regard to benefits
packages. The region ranked third nationally in
the share of dealerships offering one week of paid
vacation and seventh among the regions surveyed
offering paid sick leave. Over 94 percent of dealerships surveyed in the region reported offering
401(k) plans to employees, ranking second in the
nation. But the region came in eighth nationwide
for offering a dental plan for employees and their
dependents. And though less than half of the
region’s dealerships surveyed reported paying 50
percent of the cost of the health and dental plans
offered to their employees, the region came in first
in that category.
Rank among the nine regions
Paid Sick Leave
6-10 Paid Holidays
Paid Maternity/Paternity Leave Plan
401(k) Plan
Health Plan for Employee and Dependents
14
Response Rate
(%)
7th
6th
1st
2nd
4th
Region 3: East North Central
2008 Regional Compensation Data
Region 3: East North Central
MANAGER COMPENSATION
Below are listed average total compensation figures for managers who were in their positions for all of
2008. Compensation responses were taken directly from 2008 W-2 forms. Any elected salary deferrals
made by the employee not identified on the W-2 were included. Includes dealers who did not provide
unit sales and employee count information.
Volume
EMPLOYEE
General Manager
Overall
Region 3
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
$154,780
95%
$99,283
$188,590
$163,034
Business Manager/Comptroller
$73,518
89%
$57,268
$83,256
$82,192
IT / Network Manager
$51,749
85%
$43,756
$53,398
$60,854
Human Resources Director/Manager
$46,307
89%
$34,557
$48,417
$52,032
BDC Manager
$54,220
91%
$54,768
$53,999
$59,282
$110,758
98%
$78,451
$136,620
$113,578
New-Vehicle Sales Manager
$87,900
93%
$67,579
$94,350
$94,470
Used-Vehicle Sales Manager
$91,739
99%
$69,648
$99,151
$93,063
Truck Sales Manager
$62,867
79%
$54,458
$67,912
$79,223
Fleet Sales Manager
$73,648
90%
$43,666
$81,504
$82,256
Sales Training Manager
$77,115
104%
**
$77,115
$74,096
Lease and Rental Manager
$55,359
89%
$54,703
$55,650
$62,361
Internet Sales Manager
$62,390
93%
$55,880
$64,424
$67,128
Website Manager / Webmaster
$36,217
77%
$30,500
$37,647
$46,776
Marketing Manager
$69,922
111%
$46,009
$72,579
$62,989
Finance and Insurance Manager
$84,368
94%
$61,004
$99,658
$89,497
Service and Parts Director
$96,879
89%
$62,846
$106,841
$108,730
Service Manager
$73,104
91%
$56,934
$88,188
$80,291
Parts Manager
$65,772
95%
$57,307
$72,049
$69,412
Body Shop Manager
$66,181
91%
$54,941
$72,113
$72,638
Service Advisor/Writer
$50,369
88%
$42,411
$55,153
$57,056
Office Manager
$48,533
94%
$42,492
$53,346
$51,437
General Sales Manager
* Rounded to the nearest whole percentage point.
** Insufficient data. Smaller dealerships may not have this position.
PF16
NADA Management Series
Driven
15
Region 3: East North Central
NON-MANAGEMENT COMPENSATION
Shown are 2008 W-2 compensation averages for the non-management employees who were in their
positions for all of 2008.
Volume
EMPLOYEE
Overall
Region 3
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
Clerical and Office Worker:
Highest Paid Worker
$33,706
92%
$31,374
$35,366
$36,504
Average Paid Worker
$26,777
92%
$25,775
$27,322
$29,049
Lowest Paid Worker
$21,418
92%
$21,622
$21,302
$23,223
Highest Paid Worker
$71,629
100%
$58,141
$82,760
$71,288
Average Paid Worker
$46,851
100%
$42,631
$49,972
$46,799
Lowest Paid Worker
$29,136
99%
$28,836
$29,381
$29,292
Highest Paid Worker
$66,444
95%
$54,965
$73,451
$69,670
Average Paid Worker
$49,927
102%
$42,878
$53,754
$48,737
Lowest Paid Worker
$35,415
103%
$31,416
$37,631
$34,233
Highest Paid Worker
$81,115
104%
$67,321
$92,047
$78,369
Average Paid Worker
$48,091
99%
$45,214
$50,316
$48,363
Lowest Paid Worker
$31,953
99%
$33,253
$31,129
$32,203
Highest Paid Worker
$63,203
106%
$49,918
$67,023
$59,691
Average Paid Worker
$46,812
97%
$49,859
$47,855
$48,379
Lowest Paid Worker
$39,687
96%
$59,429
$39,093
$41,360
Body Shop Foreman
$21.00
95%
$18.83
$21.93
$22.04
Parts Counterperson
$14.59
94%
$13.35
$15.34
$15.51
Telephone Switchboard Operator
$10.72
97%
$10.46
$10.84
$11.03
Warranty Clerk
$14.48
92%
$13.63
$14.84
$15.71
General Cashier
$10.75
97%
$10.68
$10.80
$11.11
Showroom Receptionist/Greeter
$10.84
97%
$11.17
$10.79
$11.18
Title Clerk
$13.48
93%
$12.97
$13.73
$14.43
Bookkeeper
$15.21
98%
$14.31
$15.57
$15.52
AR/AP Clerk
$13.70
97%
$13.03
$13.91
$14.16
Courtesy/Shuttle Driver
$9.32
95%
$8.67
$9.59
$9.76
Car Washer
$9.45
97%
$9.13
$9.66
$9.73
$11.41
98%
$10.72
$11.88
$11.63
$37,405
94%
$39,751
661
93%
711
Service Mechanical Technician:
Body Shop Technician/Painter:
New- & Used-Vehicle Salesperson:
Internet Salesperson:
Other Positions: (per hour)
Detailer
Per Capita Personal Income
Avg. # New Units Sold
16
Driven
* Rounded to the nearest whole percentage point.
NADA Management Series
PF16
Region 4—
West North Central
Survey Response
State
Surveys
Sent
Surveys
Received
353
234
362
367
188
94
114
68
43
102
43
41
4
22
1,712
323
Iowa
Kansas
Minnesota
Missouri
Nebraska
North Dakota
South Dakota
The West North Central region’s per capita personal income was 3.9 percent below the national
average. The region’s relatively large number of
small, rural dealerships translated into the nation’s
lowest average new units sold per dealership—455.
The region’s dealerships relied heavily on their
used-vehicle departments for profitability. Usedvehicle departments accounted for 33 percent of
the region’s total dealership sales in 2008; the
national average was 30 percent. New-vehicle
sales were 54 percent of total sales in 2008; the
national average, according to NADA DATA 2009,
was 57 percent.
Of the 39 dealership positions surveyed, just six,
including Internet sales manager and HR director, surpassed the average salary for the nation.
Salaries for top management positions, including
the general manager, marketing manager, and
general sales manager, remained the lowest in the
nation. The general manager came in at just 73
percent of the national average and general sales
manager at 80 percent of national average. Service
Response Rate
(%)
% of Regional
Response
19.26%
18.38%
28.18%
11.72%
21.81%
4.26%
19.30%
21.05%
13.31%
31.59%
13.31%
12.69%
1.24%
6.81%
technicians and body shop technicians came in at
7 and 4 percent below average, respectively. The
average employee count was 45 per dealership in
Minnesota and 43 in Missouri; Kansas and North
Dakota had 40 each and the rest of the region had
fewer than 37 employees per dealership. Nationally,
the average dealership employed 53 people, according to the 2009 NADA DATA report.
In the West North Central region, over 99 percent
of dealerships surveyed offered paid vacation to
their employees but less than half offered paid
sick leave. The region was first nationwide in the
share of dealers offering six to ten days of paid
holidays. In most other benefit categories, the
region’s dealerships were around the national
average. The region ranked sixth in the percentage of dealerships offering demos to managers
and third in the percentage offering demos to
salespeople. Dealerships in the region placed fifth
among those offering 401(k) plans and came in
last for providing dental plans to employees and
their dependents.
Benefit Offered
Rank among the nine regions
Paid Sick Leave
6-10 Paid Holidays
Paid Maternity/Paternity Leave Plan
401(k) Plan
Health Plan for Employee and Dependents
4th
1st
4th
5th
6th
PF16
NADA Management Series
Driven
17
Region 4: West North Central
2008 Regional Compensation Data
Region 4: West North Central
MANAGER COMPENSATION
Below are listed average total compensation figures for managers who were in their positions for all of
2008. Compensation responses were taken directly from 2008 W-2 forms. Any elected salary deferrals
made by the employee not identified on the W-2 were included. Includes dealers who did not provide
unit sales and employee count information.
Volume
EMPLOYEE
Overall
Region 4
General Manager
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
$119,122
73%
$91,243
$159,073
$163,034
Business Manager/Comptroller
$68,556
83%
$54,448
$84,694
$82,192
IT / Network Manager
$50,398
83%
$44,540
$51,669
$60,854
Human Resources Director/Manager
$54,590
105%
$59,808
$50,810
$52,032
BDC Manager
$58,277
98%
$56,283
$58,847
$59,282
General Sales Manager
$90,915
80%
$69,653
$121,862
$113,578
New-Vehicle Sales Manager
$87,951
93%
$71,257
$98,145
$94,470
Used-Vehicle Sales Manager
$84,340
91%
$67,832
$96,091
$93,063
Truck Sales Manager
$77,207
97%
$85,347
$69,068
$79,223
Fleet Sales Manager
$72,247
88%
$52,104
$76,896
$82,256
Sales Training Manager
$85,737
116%
$48,000
$95,171
$74,096
Lease and Rental Manager
$63,123
101%
$54,088
$65,661
$62,361
Internet Sales Manager
$69,570
104%
$48,038
$76,196
$67,128
Website Manager / Webmaster
$43,913
94%
$28,017
$52,997
$46,776
Marketing Manager
$43,199
69%
$32,548
$47,072
$62,989
Finance and Insurance Manager
$74,873
84%
$57,192
$95,408
$89,497
Service and Parts Director
$85,596
79%
$70,803
$102,789
$108,730
Service Manager
$67,266
84%
$56,873
$85,608
$80,291
Parts Manager
$57,813
83%
$48,195
$73,583
$69,412
Body Shop Manager
$61,750
85%
$53,123
$71,821
$72,638
Service Advisor/Writer
$49,067
86%
$40,669
$61,838
$57,056
Office Manager
$44,387
86%
$39,219
$53,514
$51,437
* Rounded to the nearest whole percentage point.
18
Driven
NADA Management Series
PF16
Region 4: West North Central
NON-MANAGEMENT COMPENSATION
Shown are 2008 W-2 compensation averages for the non-management employees who were in their
positions for all of 2008.
Volume
EMPLOYEE
Overall
Region 4
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
Clerical and Office Worker:
Highest Paid Worker
$34,430
94%
$31,880
$38,495
$36,504
Average Paid Worker
$28,192
97%
$26,709
$30,072
$29,049
Lowest Paid Worker
$23,381
101%
$23,168
$23,663
$23,223
Highest Paid Worker
$59,226
83%
$52,874
$71,342
$71,288
Average Paid Worker
$43,537
93%
$40,645
$48,482
$46,799
Lowest Paid Worker
$29,309
100%
$28,570
$30,704
$29,292
Highest Paid Worker
$64,999
93%
$50,497
$83,217
$69,670
Average Paid Worker
$46,877
96%
$41,259
$53,770
$48,737
Lowest Paid Worker
$34,885
102%
$31,811
$38,155
$34,233
Highest Paid Worker
$73,696
94%
$61,693
$92,854
$78,369
Average Paid Worker
$47,050
97%
$43,317
$51,653
$48,363
Lowest Paid Worker
$32,036
99%
$31,890
$32,249
$32,203
Highest Paid Worker
$59,409
100%
$43,245
$70,805
$59,691
Average Paid Worker
$47,500
98%
$42,408
$50,773
$48,379
Lowest Paid Worker
$43,419
105%
$38,390
$44,602
$41,360
Body Shop Foreman
$20.68
94%
$20.57
$20.75
$22.04
Parts Counterperson
$15.30
99%
$13.79
$17.03
$15.51
Telephone Switchboard Operator
$11.32
103%
$10.47
$11.67
$11.03
Warranty Clerk
$14.95
95%
$13.79
$15.84
$15.71
General Cashier
$11.45
103%
$10.54
$12.07
$11.11
Showroom Receptionist/Greeter
$11.04
99%
$10.25
$11.43
$11.18
Title Clerk
$13.92
96%
$12.52
$15.11
$14.43
Bookkeeper
$14.51
93%
$13.72
$15.43
$15.52
AR/AP Clerk
$13.86
98%
$12.64
$14.68
$14.16
Courtesy/Shuttle Driver
$9.62
99%
$9.20
$9.86
$9.76
Car Washer
$9.45
97%
$8.85
$10.26
$9.73
$11.02
95%
$10.47
$11.90
$11.63
$38,216
96%
$39,751
455
64%
711
Service Mechanical Technician:
Body Shop Technician/Painter:
New- and Used-Vehicle Salesperson:
Internet Salesperson:
Other Positions: (per hour)
Detailer
Per Capita Personal Income
Avg. # New Units Sold
* Rounded to the nearest whole percentage point.
PF16
NADA Management Series
Driven
19
Region 5—
South Atlantic
Survey Response
State
Surveys
Sent
Surveys
Received
59
854
490
307
571
252
524
160
15
96
11
18
34
67
62
6
3,217
309
Delaware
Florida
Georgia
Maryland
North Carolina
South Carolina
Virginia
West Virginia
Per capita personal income in the South Atlantic
region at $38,352 was fourth among the nine
regions in 2008, still 3.5 percent below national
average. The average number of new vehicles
sold per dealership surpassed the national average
by 14 percent—808 per dealership. Financially,
South Atlantic dealerships performed better than
the national average in most categories. Total dollar sales were lower in 2008 compared to 2007,
but total service and parts sales ranked third in
the nation and total dealership gross (both as a
percent of total sales) tied for third.
Many positions—16 of the 39 surveyed—met or
exceeded the national average. General manager
salaries were 6 percent above average, F&I managers’ salaries were 4 percent higher, and service
manager salaries were 10 percent higher. In
general, salaries for both management and other
positions were near or above the nation’s average.
Benefit Offered
Driven
NADA Management Series
% of Regional
Response
25.42%
11.24%
2.24%
5.86%
5.95%
26.59%
11.83%
3.75%
PF16
4.86%
31.07%
3.56%
5.83%
11.00%
21.68%
20.06%
1.94%
Thirteen positions had salaries above the national
average. The body shop manager had the highest
relative salary at 17 percent above the national
average and the truck sales manager the lowest
at 8 percent below national average.
Eighty-five percent of the dealerships in the South
Atlantic region surveyed reported offering a dental
plan to employees and their dependents, ranking
second nationally. Sixty percent offered one to
five paid holidays annually, ranking third nationally. This region again ranked third nationally in
2008 for paid sick leave, which was offered at 63
percent of dealerships. The region’s dealerships
ranked first nationwide for offering 401(k) plans;
96 percent of dealerships surveyed reported offering pension plans and nearly 50 percent offered
a 1-2 percent matching company contribution to
their employees.
Rank among the nine regions
Paid Sick Leave
6-10 Paid Holidays
Paid Maternity/Paternity Leave Plan
401(k) Plan
Health Plan for Employee and Dependents
20
Response Rate
(%)
3rd
7th
6th
1st
2nd
Region 5: South Atlantic
2008 Regional Compensation Data
Region 5: South Atlantic
MANAGER COMPENSATION
Below are listed average total compensation figures for managers who were in their positions for all of
2008. Compensation responses were taken directly from 2008 W-2 forms. Any elected salary deferrals
made by the employee not identified on the W-2 were included. Includes dealers who did not provide
unit sales and employee count information.
Volume
EMPLOYEE
General Manager
Overall
Region 5
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
$172,587
106%
$120,751
$209,489
$163,034
Business Manager/Comptroller
$86,335
105%
$67,326
$97,086
$82,192
IT / Network Manager
$68,118
112%
$49,822
$73,524
$60,854
Human Resources Director/Manager
$50,850
98%
$39,905
$54,846
$52,032
BDC Manager
$61,829
104%
$43,514
$67,190
$59,282
$117,307
103%
$84,468
$133,024
$113,578
New-Vehicle Sales Manager
$91,942
97%
$70,767
$99,778
$94,470
Used-Vehicle Sales Manager
$92,226
99%
$73,246
$101,255
$93,063
Truck Sales Manager
$72,959
92%
$45,863
$81,991
$79,223
Fleet Sales Manager
$84,156
102%
$61,251
$85,852
$82,256
Sales Training Manager
$73,372
99%
$44,325
$80,633
$74,096
Lease and Rental Manager
$61,396
98%
$85,778
$49,205
$62,361
Internet Sales Manager
$67,096
100%
$51,920
$71,726
$67,128
Website Manager / Webmaster
$44,152
94%
$28,500
$48,624
$46,776
Marketing Manager
$61,923
98%
$46,226
$67,155
$62,989
Finance and Insurance Manager
$93,292
104%
$65,824
$107,568
$89,497
$114,493
105%
$84,096
$126,864
$108,730
Service Manager
$88,074
110%
$64,977
$103,845
$80,291
Parts Manager
$71,761
103%
$56,559
$81,604
$69,412
Body Shop Manager
$85,079
117%
$61,769
$97,554
$72,638
Service Advisor/Writer
$57,526
101%
$47,050
$64,364
$57,056
Office Manager
$50,133
97%
$45,185
$53,398
$51,437
General Sales Manager
Service and Parts Director
* Rounded to the nearest whole percentage point.
PF16
NADA Management Series
Driven
21
Region 5: South Atlantic
NON-MANAGEMENT COMPENSATION
Shown are 2008 W-2 compensation averages for the non-management employees who were in their
positions for all of 2008.
Volume
EMPLOYEE
Overall
Region 5
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
Clerical and Office Worker:
Highest Paid Worker
$36,554
100%
$34,514
$38,017
$36,504
Average Paid Worker
$28,732
99%
$28,079
$29,079
$29,049
Lowest Paid Worker
$22,709
98%
$22,340
$22,920
$23,223
Highest Paid Worker
$76,519
107%
$64,578
$85,081
$71,288
Average Paid Worker
$46,713
100%
$43,378
$48,884
$46,799
Lowest Paid Worker
$27,530
94%
$28,210
$27,180
$29,292
Highest Paid Worker
$83,509
120%
$61,993
$95,912
$69,670
Average Paid Worker
$50,721
104%
$44,385
$54,198
$48,737
Lowest Paid Worker
$33,541
98%
$30,714
$35,162
$34,233
Highest Paid Worker
$77,974
99%
$64,330
$87,233
$78,369
Average Paid Worker
$46,387
96%
$43,019
$48,469
$48,363
Lowest Paid Worker
$29,484
92%
$29,512
$29,466
$32,203
Highest Paid Worker
$57,801
97%
$45,528
$60,051
$59,691
Average Paid Worker
$44,557
92%
$43,202
$44,865
$48,379
Lowest Paid Worker
$36,762
89%
$42,292
$35,882
$41,360
Body Shop Foreman
$20.66
94%
$21.22
$20.48
$22.04
Parts Counterperson
$14.48
93%
$14.09
$14.72
$15.51
Telephone Switchboard Operator
$10.49
95%
$10.17
$10.65
$11.03
Warranty Clerk
$15.14
96%
$13.53
$15.90
$15.71
General Cashier
$10.58
95%
$10.36
$10.69
$11.11
Showroom Receptionist/Greeter
$10.76
96%
$10.32
$10.96
$11.18
Title Clerk
$14.09
98%
$13.25
$14.45
$14.43
Bookkeeper
$15.28
98%
$14.77
$15.46
$15.52
AR/AP Clerk
$13.70
97%
$12.85
$13.99
$14.16
Courtesy/Shuttle Driver
$9.70
99%
$9.67
$9.71
$9.76
Car Washer
$9.47
97%
$9.08
$9.71
$9.73
$11.63
100%
$10.75
$12.10
$11.63
$38,352
96%
$39,751
808
114%
711
Service Mechanical Technician:
Body Shop Technician/Painter:
New- and Used-Vehicle Salesperson:
Internet Salesperson:
Other Positions: (per hour)
Detailer
Per Capita Personal Income
Avg. # New Units Sold
22
Driven
NADA Management Series
PF16
* Rounded to the nearest whole percentage point.
Region 6—
East South Central
Survey Response
State
Alabama
Kentucky
Mississippi
Tennessee
Surveys
Sent
Surveys
Received
292
255
208
333
47
10
20
59
1,088
136
In 2008, the typical East South Central dealership sold 567 new vehicles, 20 percent below
the national average of 711. Per capita personal
income in the region at $32,788 was 17.5 percent lower than the national average and lowest
among the nine regions in data updated by the
new census. However, parts and service income as
a percentage of total sales ranked in the middle
of the regions.
Of the 39 positions surveyed in the East South
Central region, only two met or surpassed the national average. The salaries for fleet sales manager
and truck sales manager were highest at 2 percent
and 6 percent above the national average, respectively. Service technicians earned 14 percent below
national average; body shop technicians earned 9
percent below average. Excluding the fleet sales
Benefit Offered
Response Rate
(%)
16.10%
3.92%
9.62%
17.72%
% of Regional
Response
34.56%
7.35%
14.71%
43.38%
and truck sales manager, management positions
in the region’s dealerships earned 3 to 26 percent
below the national average. Salespeople in the
region earned, on average, 13 percent below the
national average.
Dealerships in the region were among the worst
at offering benefits to dealership personnel. The
region ranked last nationally in the percentage
offering six to ten days of paid annual holidays,
and fifth for offering a week of vacation per year.
The percentage of dealerships providing paid maternity/paternity leave was seventh in the nation;
the region ranked fifth in paid sick leave, and last
in offering 401(k) plans. The region was not any
better in terms of health benefits, coming in last
in terms of offering health care benefits to both
employees and dependents.
Rank among the nine regions
Paid Sick Leave
6-10 Paid Holidays
Paid Maternity/Paternity Leave Plan
401(k) Plan
Health Plan for Employee and Dependents
5th
9th
7th
9th
9th
PF16
NADA Management Series
Driven
23
Region 6: East South Central
2008 Regional Compensation Data
Region 6: East South Central
MANAGER COMPENSATION
Below are listed average total compensation figures for managers who were in their positions for all of
2008. Compensation responses were taken directly from 2008 W-2 forms. Any elected salary deferrals
made by the employee not identified on the W-2 were included. Includes dealers who did not provide
unit sales and employee count information.
Volume
EMPLOYEE
Overall
Region 6
General Manager
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
$138,111
85%
$89,976
$186,245
$163,034
Business Manager/Comptroller
$72,276
88%
$50,708
$91,275
$82,192
IT / Network Manager
$55,186
91%
$54,188
$55,852
$60,854
Human Resources Director/Manager
$41,402
80%
$45,876
$37,426
$52,032
BDC Manager
$47,486
80%
$22,052
$50,312
$59,282
General Sales Manager
$98,462
87%
$68,091
$124,366
$113,578
New-Vehicle Sales Manager
$82,624
87%
$65,198
$94,099
$94,470
Used-Vehicle Sales Manager
$82,434
89%
$65,500
$90,533
$93,063
Truck Sales Manager
$84,192
106%
$85,000
$83,845
$79,223
Fleet Sales Manager
$83,531
102%
$75,980
$87,306
$82,256
Sales Training Manager
$69,721
94%
$54,600
$72,745
$74,096
Lease and Rental Manager
$46,029
74%
$47,161
$42,067
$62,361
Internet Sales Manager
$52,842
79%
$40,585
$64,078
$67,128
Website Manager / Webmaster
$39,481
84%
$28,954
$46,500
$46,776
Marketing Manager
$61,275
97%
$61,700
$60,000
$62,989
Finance and Insurance Manager
$71,832
80%
$51,810
$91,085
$89,497
Service and Parts Director
$81,075
75%
$57,954
$95,388
$108,730
Service Manager
$67,480
84%
$54,098
$84,279
$80,291
Parts Manager
$63,772
92%
$48,298
$81,370
$69,412
Body Shop Manager
$64,906
89%
$51,132
$76,477
$72,638
Service Advisor/Writer
$50,352
88%
$40,407
$58,308
$57,056
Office Manager
$45,239
88%
$41,520
$48,756
$51,437
* Rounded to the nearest whole percentage point.
24
Driven
NADA Management Series
PF16
Region 6: East South Central
NON-MANAGEMENT COMPENSATION
Shown are 2008 W-2 compensation averages for the non-management employees who were in their
positions for all of 2008.
Volume
EMPLOYEE
Overall
Region 6
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
Clerical and Office Worker:
Highest Paid Worker
$32,394
89%
$30,916
$33,898
$36,504
Average Paid Worker
$25,203
87%
$24,272
$25,887
$29,049
Lowest Paid Worker
$21,610
93%
$22,008
$21,229
$23,223
Highest Paid Worker
$58,194
82%
$50,559
$67,035
$71,288
Average Paid Worker
$40,108
86%
$37,584
$42,679
$46,799
Lowest Paid Worker
$26,533
91%
$26,280
$26,823
$29,292
Highest Paid Worker
$63,124
91%
$53,655
$71,501
$69,670
Average Paid Worker
$44,268
91%
$41,153
$46,511
$48,737
Lowest Paid Worker
$31,787
93%
$30,046
$33,260
$34,233
Highest Paid Worker
$68,907
88%
$59,221
$79,458
$78,369
Average Paid Worker
$42,212
87%
$38,112
$46,234
$48,363
Lowest Paid Worker
$29,540
92%
$30,243
$28,850
$32,203
Highest Paid Worker
$46,332
78%
$37,768
$51,004
$59,691
Average Paid Worker
$42,535
88%
$28,120
$44,337
$48,379
Lowest Paid Worker
$37,904
92%
$12,454
$41,085
$41,360
Body Shop Foreman
$18.86
86%
$17.00
$20.71
$22.04
Parts Counterperson
$13.32
86%
$12.57
$14.10
$15.51
$9.94
90%
$9.97
$9.92
$11.03
Warranty Clerk
$14.21
90%
$13.70
$14.56
$15.71
General Cashier
$10.57
95%
$10.00
$10.86
$11.11
$9.90
89%
$9.89
$9.92
$11.18
Title Clerk
$12.59
87%
$12.43
$12.69
$14.43
Bookkeeper
$14.48
93%
$13.44
$14.77
$15.52
AR/AP Clerk
$12.66
89%
$13.16
$12.35
$14.16
Courtesy/Shuttle Driver
$9.31
95%
$9.80
$9.09
$9.76
Car Washer
$8.94
92%
$8.88
$9.00
$9.73
$10.26
88%
$9.77
$10.73
$11.63
$32,788
82%
$39,751
567
80%
711
Service Mechanical Technician:
Body Shop Technician/Painter:
New- and Used-Vehicle Salesperson:
Internet Salesperson:
Other Positions: (per hour)
Telephone Switchboard Operator
Showroom Receptionist/Greeter
Detailer
Per Capita Personal Income
Avg. # New Units Sold
* Rounded to the nearest whole percentage point.
PF16
NADA Management Series
Driven
25
Region 7—
West South Central
Survey Response
State
Arkansas
Louisiana
Oklahoma
Texas
Surveys
Sent
Surveys
Received
252
280
270
1,003
5
17
10
81
1,805
113
The West South Central region’s per capita personal
income of $37,521 was 5.6 percent below the
national average in 2008. The average number of
new units sold per dealership (1,216 units) was
71 percent above average.
Of the 39 dealership positions surveyed in the
region, 26 met or exceeded the national average.
Most notable were the average salaries for general
managers and website managers, which were 46
and 45 percent above average, respectively, but
Benefit Offered
Driven
NADA Management Series
% of Regional
Response
1.98%
6.07%
3.70%
8.08%
PF16
4.42%
15.04%
8.85%
71.69%
salaries for a great many positions, particularly in
management but also in Internet sales, significantly
exceeded the national average.
Benefits in the region were low. Although the percentage of dealerships offering two weeks’ paid
vacation ranked first in the nation, the region was
next to last in offering 401(k) plans. The region
ranked eighth in offering employee-dependent
health plans, and ranked last in paid maternity/
paternity leave.
Rank among the nine regions
Paid Sick Leave
6-10 Paid Holidays
Paid Maternity/Paternity Leave Plan
401(k) Plan
Health Plan for Employee and Dependents
26
Response Rate
(%)
6th
8th
9th
8th
8th
Region 7: West South Central
2008 Regional Compensation Data
Region 7: West South Central
MANAGER COMPENSATION
Below are listed average total compensation figures for managers who were in their positions for all of
2008. Compensation responses were taken directly from 2008 W-2 forms. Any elected salary deferrals
made by the employee not identified on the W-2 were included. Includes dealers who did not provide
unit sales and employee count information.
Volume
EMPLOYEE
Overall
Region 7
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
General Manager
$237,498
146%
$139,218
$261,637
$163,034
Business Manager/Comptroller
$102,884
125%
$80,256
$107,553
$82,192
IT / Network Manager
$73,738
121%
$92,375
$72,093
$60,854
Human Resources Director/Manager
$57,028
110%
$57,167
$57,002
$52,032
BDC Manager
$55,799
94%
**
$55,799
$59,282
General Sales Manager
$148,265
131%
$79,534
$155,003
$113,578
New-Vehicle Sales Manager
$112,786
119%
$66,549
$116,806
$94,470
Used-Vehicle Sales Manager
$108,791
117%
$63,232
$114,073
$93,063
Truck Sales Manager
$96,368
122%
$113,688
$79,048
$79,223
Fleet Sales Manager
$81,856
100%
**
$81,856
$82,256
Sales Training Manager
$56,000
76%
**
$56,000
$74,096
Lease and Rental Manager
$62,710
101%
$65,250
$60,170
$62,361
Internet Sales Manager
$88,509
132%
$51,284
$93,163
$67,128
Website Manager / Webmaster
$67,790
145%
**
$67,790
$46,776
Marketing Manager
$43,310
69%
$35,000
$45,388
$62,989
Finance and Insurance Manager
$112,562
126%
$64,692
$120,653
$89,497
Service and Parts Director
$119,239
110%
$77,493
$130,130
$108,730
Service Manager
$90,586
113%
$65,225
$99,733
$80,291
Parts Manager
$81,961
118%
$57,170
$88,572
$69,412
Body Shop Manager
$89,521
123%
$73,719
$91,184
$72,638
Service Advisor/Writer
$57,822
101%
$45,638
$61,226
$57,056
Office Manager
$51,517
100%
$38,025
$55,514
$51,437
* Rounded to the nearest whole percentage point.
** Insufficient data. Smaller dealerships may not have this position.
PF16
NADA Management Series
Driven
27
Region 7: West South Central
NON-MANAGEMENT COMPENSATION
Shown are 2008 W-2 compensation averages for the non-management employees who were in their
positions for all of 2008.
Volume
EMPLOYEE
Overall
Region 7
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
Clerical and Office Worker:
Highest Paid Worker
$35,097
96%
$30,901
$36,408
$36,504
Average Paid Worker
$26,810
92%
$25,183
$27,303
$29,049
Lowest Paid Worker
$21,197
91%
$20,693
$21,351
$23,223
Highest Paid Worker
$76,307
107%
$65,925
$79,724
$71,288
Average Paid Worker
$47,234
101%
$43,668
$48,392
$46,799
Lowest Paid Worker
$28,594
98%
$29,194
$28,412
$29,292
Highest Paid Worker
$70,450
101%
$66,267
$71,115
$69,670
Average Paid Worker
$48,304
99%
$47,339
$48,442
$48,737
Lowest Paid Worker
$33,477
98%
$33,129
$33,528
$34,233
Highest Paid Worker
$84,002
107%
$62,885
$90,951
$78,369
Average Paid Worker
$49,132
102%
$43,504
$50,739
$48,363
Lowest Paid Worker
$32,371
101%
$35,171
$31,571
$32,203
Highest Paid Worker
$66,105
111%
$57,939
$67,412
$59,691
Average Paid Worker
$57,541
119%
$50,567
$58,239
$48,379
Lowest Paid Worker
$50,549
122%
$50,567
$50,547
$41,360
Body Shop Foreman
$25.20
114%
**
$25.20
$22.04
Parts Counterperson
$16.63
107%
$15.31
$16.97
$15.51
Telephone Switchboard Operator
$10.78
98%
$10.25
$10.87
$11.03
Warranty Clerk
$16.27
104%
$16.06
$16.32
$15.71
General Cashier
$10.72
96%
$10.15
$10.83
$11.11
Showroom Receptionist/Greeter
$10.18
91%
$9.33
$10.41
$11.18
Title Clerk
$14.39
100%
$13.47
$14.59
$14.43
Bookkeeper
$15.05
97%
$14.20
$15.17
$15.52
AR/AP Clerk
$13.88
98%
$14.00
$13.86
$14.16
Courtesy/Shuttle Driver
$9.12
93%
$8.00
$9.25
$9.76
Car Washer
$9.14
94%
$8.45
$9.30
$9.73
$11.21
96%
$10.64
$11.35
$11.63
$37,521
94%
$39,751
1,216
171%
711
Service Mechanical Technician:
Body Shop Technician/Painter:
New- and Used-Vehicle Salesperson:
Internet Salesperson:
Other Positions: (per hour)
Detailer
Per Capita Personal Income
Avg. # New Units Sold
28
Driven
NADA Management Series
PF16
* Rounded to the nearest whole percentage point.
** Insufficient data. Smaller dealerships may not
have this position.
Region 8—
Mountain
Survey Response
State
Arizona
Colorado
Idaho
Montana
Nevada
New Mexico
Utah
Wyoming
Surveys
Sent
Surveys
Received
161
265
107
122
111
119
146
67
5
85
27
18
2
27
30
16
1,098
210
Although the average number of new units sold
per dealership in the Mountain region was 548
units, a considerable 23 percent below average,
the region tied for second in the nation for the
percentage of net profit before tax in 2008.
The per capita personal income for the region at
$35,971 was 9.5 percent below the national average, yet 23 of 39 dealership positions that were
surveyed had salaries that met or surpassed the
national average. General managers in the region
earned 9 percent above average, reflecting the
size and productivity of the region’s larger operations. Indeed, all but six of the 22 management
positions met or exceeded the national average.
Benefit Offered
Response Rate
(%)
3.11%
32.08%
25.23%
14.75%
1.80%
22.69%
20.55%
23.88%
% of Regional
Response
2.38%
40.47%
12.86%
8.57%
0.95%
12.86%
14.29%
7.62%
Other dealership personnel, including salespeople,
technicians, and office staff generally earned
salaries above the national average.
As for benefits, with more than 69 percent of
dealerships offering six to ten paid holidays, the
region ranked second nationally. With nearly 84
percent offering one week paid vacation, the region
ranked sixth nationally. The region was next to last
among the regions for dealerships offering paid sick
leave (36.5 percent) and paid maternity/paternity
leave (5.3 percent). The region ranked fourth in
the percentage of dealerships offering 401(k) plans
and fifth among the share of dealerships providing
both health and dental benefits.
Rank among the nine regions
Paid Sick Leave
6-10 Paid Holidays
Paid Maternity/Paternity Leave Plan
401(k) Plan
Health Plan for Employee and Dependents
8th
2nd
8th
4th
5th
PF16
NADA Management Series
Driven
29
Region 8: Mountain
2008 Regional Compensation Data
Region 8: Mountain
MANAGER COMPENSATION
Below are listed average total compensation figures for managers who were in their positions for all of
2008. Compensation responses were taken directly from 2008 W-2 forms. Any elected salary deferrals
made by the employee not identified on the W-2 were included. Includes dealers who did not provide
unit sales and employee count information.
Volume
EMPLOYEE
Overall
Region 8
General Manager
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
$177,080
109%
$128,886
$223,266
$163,034
Business Manager/Comptroller
$84,760
103%
$59,799
$103,562
$82,192
IT / Network Manager
$53,939
89%
$42,986
$56,005
$60,854
Human Resources Director/Manager
$49,641
95%
$43,450
$50,606
$52,032
BDC Manager
$57,931
98%
$45,975
$59,069
$59,282
$113,339
100%
$78,884
$137,792
$113,578
New-Vehicle Sales Manager
$94,798
100%
$80,332
$104,004
$94,470
Used-Vehicle Sales Manager
$96,352
104%
$80,053
$106,632
$93,063
Truck Sales Manager
$102,911
130%
$62,157
$111,062
$79,223
Fleet Sales Manager
$82,855
101%
$55,863
$89,370
$82,256
Sales Training Manager
$91,758
124%
**
$103,351
$74,096
Lease and Rental Manager
$59,984
96%
$125,000
$49,981
$62,361
Internet Sales Manager
$70,324
105%
$49,007
$80,355
$67,128
Website Manager / Webmaster
$48,376
103%
$35,829
$50,036
$46,776
Marketing Manager
$75,540
120%
**
$71,130
$62,989
Finance and Insurance Manager
$91,558
102%
$71,197
$107,536
$89,497
$117,207
108%
$86,292
$129,607
$108,730
Service Manager
$81,637
102%
$68,257
$96,283
$80,291
Parts Manager
$69,695
100%
$56,632
$82,614
$69,412
Body Shop Manager
$69,750
96%
$62,641
$76,148
$72,638
Service Advisor/Writer
$55,143
97%
$46,620
$62,193
$57,056
Office Manager
$52,788
103%
$50,080
$54,853
$51,437
General Sales Manager
Service and Parts Director
* Rounded to the nearest whole percentage point.
** Insufficient data. Smaller dealerships may not have this position.
30
Driven
NADA Management Series
PF16
Region 8: Mountain
NON-MANAGEMENT COMPENSATION
Shown are 2008 W-2 compensation averages for the non-management employees who were in their
positions for all of 2008.
Volume
EMPLOYEE
Overall
Region 8
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
Clerical and Office Worker:
Highest Paid Worker
$36,134
99%
$33,003
$38,941
$36,504
Average Paid Worker
$29,377
101%
$27,999
$30,388
$29,049
Lowest Paid Worker
$23,577
102%
$22,976
$24,034
$23,223
Highest Paid Worker
$75,789
106%
$67,522
$84,055
$71,288
Average Paid Worker
$48,504
104%
$46,590
$50,300
$46,799
Lowest Paid Worker
$29,094
99%
$28,811
$29,377
$29,292
Highest Paid Worker
$74,444
107%
$62,018
$86,504
$69,670
Average Paid Worker
$51,389
105%
$46,228
$55,335
$48,737
Lowest Paid Worker
$35,497
104%
$32,765
$37,746
$34,233
Highest Paid Worker
$85,096
109%
$64,980
$103,994
$78,369
Average Paid Worker
$50,856
105%
$45,750
$54,868
$48,363
Lowest Paid Worker
$32,346
100%
$31,640
$32,945
$32,203
Highest Paid Worker
$62,245
104%
$57,760
$66,431
$59,691
Average Paid Worker
$53,239
110%
$50,839
$55,422
$48,379
Lowest Paid Worker
$45,644
110%
$51,405
$40,931
$41,360
Body Shop Foreman
$23.69
107%
$24.80
$23.18
$22.04
Parts Counterperson
$16.28
105%
$15.08
$17.67
$15.51
Telephone Switchboard Operator
$10.91
99%
$10.20
$11.30
$11.03
Warranty Clerk
$14.98
95%
$13.49
$16.10
$15.71
General Cashier
$10.69
96%
$10.19
$11.08
$11.11
Showroom Receptionist/Greeter
$10.75
96%
$10.44
$10.97
$11.18
Title Clerk
$14.06
97%
$13.42
$14.49
$14.43
Bookkeeper
$14.46
93%
$14.25
$14.57
$15.52
AR/AP Clerk
$13.92
98%
$13.27
$14.26
$14.16
Courtesy/Shuttle Driver
$9.67
99%
$9.35
$9.85
$9.76
Car Washer
$9.50
98%
$9.12
$9.83
$9.73
$11.05
95%
$10.39
$11.68
$11.63
$35,971
90%
$39,751
548
77%
711
Service Mechanical Technician:
Body Shop Technician/Painter:
New & Used Vehicle Salesperson:
Internet Salesperson:
Other Positions: (per hour)
Detailer
Per Capita Personal Income
Avg. # New Units Sold
* Rounded to the nearest whole percentage point.
PF16
NADA Management Series
Driven
31
Region 9—
Pacific
Survey Response
State
Surveys
Sent
Surveys
Received
29
1210
62
241
339
1
154
3
66
12
1,881
236
Alaska
California
Hawaii
Oregon
Washington
Based on this survey, the Pacific region had the
third-highest new-unit sales in 2008, an average
of 873 per dealership. The typical number of new
units sold was 23 percent higher compared to the
rest of the nation. However, new-vehicle sales
for 2008 were down significantly from 2007.
According to NADA DATA 2009, registrations of
new light vehicles were down by more than 24
percent in 2008 compared to 2007.
Among large states, in California dealership
employees as a percentage of total retail employment—at 8.2 percent—ranked second, behind
only Arizona’s 9.1 percent and just ahead of Texas
at 8 percent. Salaries for all dealership positions
with the exception of BDC manager surpassed the
average national salary. The typical general sales
manager in the region earned 10 percent more
than the national average, while salaries for F&I
managers were 9 percent higher. Not surprisingly,
website managers and marketing managers at the
Benefit Offered
Driven
NADA Management Series
3.45%
12.73%
4.84%
27.39%
3.54%
PF16
% of Regional
Response
0.42%
65.26%
1.27%
27.97%
5.08%
region’s dealerships also earned more than average,
with salaries that were 16 percent and 15 percent
higher, respectively.
Dealerships in the region ranked second highest
in the nation in offering both health and dental
plans and third in offering retirement plans to employees. The Pacific region ranked first nationwide
in providing one week paid vacation and third in
providing six to ten paid annual holidays. Demo
vehicles, however, were offered less frequently
to this region’s managers and staff. The Pacific
region ranked last nationwide in providing paid
sick leave and fifth in providing paid maternity/
paternity leave.
Despite ongoing corrections in residential real
estate values, the region ranked third in per capita
personal income—averaging 6 percent above the
national average.
Rank among the nine regions
Paid Sick Leave
6-10 Paid Holidays
Paid Maternity/Paternity Leave Plan
401(k) Plan
Health Plan for Employee and Dependents
32
Response Rate
(%)
9th
3rd
5th
3rd
7th
Region 9: Pacific
2008 Regional Compensation Data
Region 9: Pacific
MANAGER COMPENSATION
Below are listed average total compensation figures for managers who were in their positions for all of
2008. Compensation responses were taken directly from 2008 W-2 forms. Any elected salary deferrals
made by the employee not identified on the W-2 were included. Includes dealers who did not provide
unit sales and employee count information.
Volume
EMPLOYEE
General Manager
Overall
Region 9
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
$186,358
114%
$127,938
$225,292
$163,034
Business Manager/Comptroller
$92,304
112%
$74,028
$101,984
$82,192
IT / Network Manager
$63,958
105%
$55,599
$64,613
$60,854
Human Resources Director/Manager
$58,775
113%
$44,844
$60,089
$52,032
BDC Manager
$56,770
96%
$40,973
$59,437
$59,282
General Sales Manager
$125,210
110%
$94,006
$143,704
$113,578
New-Vehicle Sales Manager
$101,148
107%
$85,636
$107,301
$94,470
Used-Vehicle Sales Manager
$99,035
106%
$81,371
$106,373
$93,063
Truck Sales Manager
$91,309
115%
**
$91,309
$79,223
Fleet Sales Manager
$91,212
111%
$52,021
$95,666
$82,256
Sales Training Manager
$75,103
101%
$63,372
$76,779
$74,096
Lease and Rental Manager
$84,819
136%
**
$84,819
$62,361
Internet Sales Manager
$70,436
105%
$54,391
$76,052
$67,128
Website Manager / Webmaster
$54,032
116%
$32,486
$57,949
$46,776
Marketing Manager
$72,476
115%
$70,000
$73,507
$62,989
Finance and Insurance Manager
$97,757
109%
$76,534
$107,813
$89,497
$138,801
128%
$104,719
$148,539
$108,730
Service Manager
$97,970
122%
$81,348
$110,509
$80,291
Parts Manager
$86,301
124%
$63,552
$102,639
$69,412
Body Shop Manager
$82,195
113%
$69,226
$88,319
$72,638
Service Advisor/Writer
$73,761
129%
$64,153
$79,414
$57,056
Office Manager
$64,614
126%
$52,683
$71,912
$51,437
Service and Parts Director
* Rounded to the nearest whole percentage point.
** Insufficient data. Smaller dealerships may not have this position.
PF16
NADA Management Series
Driven
33
Region 9: Pacific
NON-MANAGEMENT COMPENSATION
Shown are 2008 W-2 compensation averages for the non-management employees who were in their
positions for all of 2008.
Volume
EMPLOYEE
Overall
Region 9
% of U.S.* 0-400 Units
Over 400
Units
All Dealers
Total U.S.
Clerical and Office Worker:
Highest Paid Worker
$41,944
115%
$38,527
$43,927
$36,504
Average Paid Worker
$32,557
112%
$31,046
$33,289
$29,049
Lowest Paid Worker
$24,615
106%
$24,177
$24,828
$23,223
Highest Paid Worker
$81,838
115%
$72,000
$89,477
$71,288
Average Paid Worker
$51,557
110%
$48,563
$53,550
$46,799
Lowest Paid Worker
$30,991
106%
$32,340
$29,887
$29,292
Highest Paid Worker
$70,415
101%
$57,476
$76,453
$69,670
Average Paid Worker
$51,491
106%
$48,050
$52,820
$48,737
Lowest Paid Worker
$34,411
101%
$37,871
$33,027
$34,233
Highest Paid Worker
$79,300
101%
$63,769
$91,063
$78,369
Average Paid Worker
$50,319
104%
$47,171
$52,210
$48,363
Lowest Paid Worker
$33,265
103%
$33,856
$32,825
$32,203
Highest Paid Worker
$60,201
101%
$48,196
$61,948
$59,691
Average Paid Worker
$49,196
102%
$42,340
$50,443
$48,379
Lowest Paid Worker
$40,051
97%
$33,005
$40,890
$41,360
Body Shop Foreman
$27.24
124%
$26.88
$27.38
$22.04
Parts Counterperson
$18.26
118%
$16.47
$19.51
$15.51
Telephone Switchboard Operator
$11.96
108%
$11.95
$11.97
$11.03
Warranty Clerk
$17.96
114%
$17.40
$18.24
$15.71
General Cashier
$12.06
109%
$11.69
$12.22
$11.11
Showroom Receptionist/Greeter
$11.91
107%
$11.80
$11.94
$11.18
Title Clerk
$17.28
120%
$17.71
$17.07
$14.43
Bookkeeper
$17.35
112%
$15.68
$17.71
$15.52
AR/AP Clerk
$15.36
108%
$14.48
$15.71
$14.16
Courtesy/Shuttle Driver
$10.58
108%
$10.64
$10.54
$9.76
Car Washer
$10.29
106%
$10.49
$10.17
$9.73
Detailer
$12.47
107%
$12.73
$12.29
$11.63
$42,081
106%
$39,751
873
123%
711
Service Mechanical Technician:
Body Shop Technician/Painter:
New- and Used-Vehicle Salesperson:
Internet Salesperson:
Other Positions: (per hour)
Per Capita Personal Income
Avg. # New Units Sold
* Rounded to the nearest whole percentage point.
34
Driven
NADA Management Series
PF16
Automobile Dealerships: Fringe Benefits, 2008
Benefit
Company Car
Dealer Principal
Managers
Sales Personnel
Office Personnel
Other
Paid Vacation
0 Weeks
1 Week
2 Weeks
3 Weeks
Varies
Paid Sick Leave
Paid Annual Holidays
0
1-5
6-10
More than 10
Calculations of Paid Time Off
Based on average flat rate
hours worked
Based on average wage earned
Based on a fixed amount
Other
Paid Maternity/Paternity
401(k) or Other Qualified Retirement Plan
Matching Company Contribution
1-2%
3-4%
5-6%
Other
Health Plan
Employee and dependents
Employee only
None
Portion of Health Plan Paid by Dealership
0%
50%
80%
100%
Other
Other (avg. percentage)
Dental Plan
Employee and dependents
Employee only
None
Portion of Dental Plan Paid by Dealership
0%
50%
80%
100%
Other
Other (avg. percentage)
Both Health and Dental Plans
36
Driven
Region 1
Region 2
Region 3
Region 4
Region 5
82.56%
64.62%
29.23%
5.13%
12.82%
92.78%
74.01%
32.13%
12.27%
15.88%
87.42%
63.19%
38.34%
12.88%
18.10%
86.07%
58.20%
29.41%
7.12%
13.93%
88.03%
70.55%
17.15%
9.71%
18.12%
1.03%
80.93%
16.49%
0.52%
1.03%
76.80%
1.82%
88.73%
8.00%
0.00%
1.45%
74.09%
0.31%
89.20%
10.19%
0.31%
0.00%
37.12%
0.62%
83.80%
12.46%
0.62%
2.49%
47.35%
0.00%
89.29%
10.71%
0.00%
0.00%
62.99%
1.03%
30.41%
68.56%
0.00%
0.74%
31.99%
65.07%
2.21%
1.23%
36.31%
62.15%
0.31%
1.90%
25.95%
72.15%
0.00%
1.31%
60.00%
38.36%
0.33%
10.11%
30.85%
35.11%
23.94%
7.29%
91.71%
15.65%
45.04%
24.81%
14.50%
9.19%
91.27%
19.23%
42.31%
24.13%
14.34%
10.49%
94.48%
20.27%
33.89%
33.89%
11.96%
6.60%
91.90%
18.00%
53.00%
14.67%
14.33%
6.19%
96.10%
45.24%
27.38%
2.98%
24.40%
50.00%
19.83%
6.47%
23.71%
54.95%
26.96%
4.44%
13.65%
48.76%
25.80%
3.89%
21.55%
49.30%
19.37%
1.76%
29.58%
96.91%
3.09%
0.00%
91.34%
8.30%
0.36%
86.73%
12.65%
0.62%
81.99%
16.15%
1.86%
94.16%
5.84%
0.00%
2.06%
44.33%
8.76%
10.82%
34.02%
58%
1.82%
31.02%
14.60%
12.41%
40.15%
57%
1.24%
45.51%
10.84%
10.53%
31.89%
51%
0.95%
37.54%
11.36%
21.14%
29.02%
59%
1.94%
35.92%
13.59%
8.09%
40.45%
56%
86.08%
2.58%
11.34%
80.14%
5.05%
14.80%
66.15%
5.23%
28.62%
60.06%
4.64%
35.29%
85.11%
5.18%
9.71%
62.79%
20.93%
2.91%
2.91%
10.47%
51%
88.66%
47.66%
14.89%
7.23%
11.91%
18.30%
54%
85.20%
54.55%
23.81%
4.76%
5.63%
11.26%
44%
71.38%
55.50%
20.57%
1.44%
9.57%
12.92%
49%
64.71%
72.66%
10.07%
2.52%
5.76%
8.99%
55%
90.29%
NADA Management Series
PF16
Automobile Dealerships: Fringe Benefits, 2008
Benefit
Company Car
Dealer Principal
Managers
Sales Personnel
Office Personnel
Other
Paid Vacation
0 Weeks
1 Week
2 Weeks
3 Weeks
Varies
Paid Sick Leave
Paid Annual Holidays
0
1-5
6-10
More than 10
Calculations of Paid Time Off
Based on average flat rate hours worked
Based on average wage earned
Based on a fixed amount
Other
Paid Maternity/Paternity
401(k) or Other Qualified Retirement Plan
Matching Company Contribution
1-2%
3-4%
5-6%
Other
Health Plan
Employee and dependents
Employee only
None
Portion of Health Plan Paid by Dealership
0%
50%
80%
100%
Other
Other (avg. percentage)
Dental Plan
Employee and dependents
Employee only
None
Portion of Dental Plan Paid by Dealership
0%
50%
80%
100%
Other
Other (avg. percentage)
Both Health and Dental Plans
Region 6
Region 7
Region 8
Region 9
86.03%
61.03%
20.59%
8.82%
21.32%
98.23%
61.95%
19.47%
5.31%
19.47%
83.81%
56.67%
9.52%
3.33%
15.71%
91.10%
51.69%
3.81%
1.69%
16.10%
0.00%
85.07%
11.94%
0.00%
2.99%
46.27%
0.00%
81.42%
17.70%
0.00%
0.88%
41.07%
3.40%
83.98%
12.14%
0.00%
0.49%
36.54%
1.27%
89.41%
9.32%
0.00%
0.00%
33.47%
0.75%
75.94%
23.31%
0.00%
0.00%
73.45%
26.55%
0.00%
2.46%
28.08%
69.46%
0.00%
2.13%
28.51%
68.94%
0.43%
22.13%
45.90%
22.95%
9.02%
6.02%
77.44%
13.89%
58.33%
23.15%
4.63%
3.54%
86.73%
18.85%
52.36%
15.18%
13.61%
5.34%
92.79%
17.27%
40.91%
25.91%
15.91%
6.36%
93.22%
43.62%
26.60%
2.13%
27.66%
61.62%
24.24%
3.03%
11.11%
38.33%
33.89%
3.33%
24.44%
39.59%
35.03%
2.54%
22.84%
78.52%
20.00%
1.48%
78.76%
15.93%
5.31%
86.67%
11.90%
1.43%
80.51%
17.37%
2.12%
1.61%
29.03%
10.48%
13.71%
45.16%
50%
0.93%
30.84%
18.69%
23.36%
26.17%
65%
1.94%
36.89%
14.08%
12.14%
34.95%
57%
2.16%
19.91%
20.35%
22.94%
34.63%
61%
71.11%
8.15%
20.74%
76.99%
6.19%
16.81%
78.47%
6.22%
15.31%
75.85%
13.98%
10.17%
70.48%
11.43%
0.95%
5.71%
11.43%
38%
79.26%
82.98%
3.19%
1.06%
6.38%
6.38%
57%
83.19%
59.55%
19.66%
4.49%
4.49%
11.80%
56%
84.69%
36.49%
10.90%
11.85%
20.38%
20.38%
65%
89.83%
PF16
NADA Management Series
Driven
37
Automobile Fringe Benefits 2008 By Units
Benefit
Company Car
Dealer Principal
Managers
Sales Personnel
Office Personnel
Other
Paid Vacation
0 Weeks
1 Week
2 Weeks
3 Weeks
Varies
Paid Sick Leave
Paid Annual Holidays
0
1-5
6-10
More than 10
Calculations of Paid Time Off
Based on average flat rate hours worked
Based on average wage earned
Based on a fixed amount
Other
Paid Maternity/Paternity
401(k) or Other Qualified Retirement Plan
Matching Company Contribution
1-2%
3-4%
5-6%
Other
Health Plan
Employee and dependents
Employee only
None
Portion of Health Plan Paid by Dealership
0%
50%
80%
100%
Other
Other (avg. percentage)
Dental Plan
Employee and dependents
Employee only
None
Portion of Dental Plan Paid by Dealership
0%
50%
80%
100%
Other
Other (avg. percentage)
Both Health and Dental Plans
38
Driven
NADA Management Series
All Dealers
Total U.S.
0-400 Units
Total U.S.
Over 400 Units
Total U.S.
88.21%
62.88%
23.49%
7.92%
16.56%
85.01%
53.22%
25.55%
6.14%
16.30%
91.16%
71.60%
21.37%
9.56%
16.77%
0.95%
86.42%
11.49%
0.19%
0.95%
51.19%
1.02%
83.45%
13.81%
0.20%
1.52%
49.95%
0.82%
89.31%
9.24%
0.18%
0.45%
52.09%
1.39%
40.03%
58.15%
0.43%
1.62%
35.70%
62.37%
0.30%
1.19%
43.67%
54.59%
0.55%
17.48%
43.87%
24.47%
14.18%
7.11%
91.89%
16.58%
39.80%
29.66%
13.96%
6.31%
87.06%
18.23%
47.50%
19.67%
14.59%
7.94%
96.37%
48.00%
26.14%
3.56%
22.30%
Overall Average
PF16
46.29%
30.69%
3.53%
19.49%
0-50 Employees
49.24%
22.60%
3.63%
24.52%
51+ Employess
86.94%
11.87%
1.18%
82.84%
15.30%
1.86%
91.93%
7.52%
0.55%
1.63%
35.53%
13.37%
14.38%
35.10%
57%
1.99%
36.74%
12.13%
18.89%
30.24%
58%
1.20%
34.06%
15.12%
8.87%
40.53%
56%
74.76%
6.14%
19.09%
65.63%
6.50%
27.87%
86.60%
5.56%
7.84%
58.52%
15.70%
4.51%
8.32%
12.95%
53%
80.91%
59.65%
16.47%
4.00%
8.59%
11.29%
56%
72.13%
57.63%
14.67%
5.09%
7.93%
14.67%
51%
92.16%
Medium- and Heavy-Duty Truck Data
INTRODUCTION
This section is based on data from the responses of
the 109 surveyed dealers who identified themselves
as sellers of medium- and heavy-duty trucks, class
5-8 dealerships.
The results are shown by the number of new units
sold, either 0–400 or more than 400 units. If an
insufficient number of responses were received for
a specific question, then only overall averages are
provided. Dealers who did not provide unit sales
and employee count information are included in
“Overall Averages.”
Here is a thumbnail profile of the dealers who
responded:
Average number of new units
sold in 2008
Average dealership dollar
sales for 2008
Average number of employees
per dealership
323
$29,112,832
60
Of the responding dealerships, 72.9 percent
sold 400 or fewer new units in 2008, and 27.1
percent sold more than 400 new units. Charts
providing an overview of total dealership sales
and new-unit sales are provided on the next page.
The compensation figures listed are for employees
who were in their positions for all of calendar year
2008. Manager compensation refers to average
total compensation figures; responses were taken
directly from 2008 W-2 forms. Any elected salary
deferrals made by the employee and not identified
on the W-2 are included. For non-management
employees, listed are 2008 W-2 compensation
averages. Part-time employees were not included
in the survey. Dealers who are curious about the
variance between the average dollar sales published
here and the average dollar sales published in the
2009 ATD Performance Measurement Update
($42,189,348 for 2008, representing average
month sales of $3,515,779) –are reminded that
the ATD Performance Measurement Update is based
on data provided by ATD 20 Group members only,
whereas this survey measures responses from the
entire ATD membership base.
PF16
NADA Management Series
Driven
39
Medium- and Heavy-Duty Truck Dealerships
Year 2006
Year 2008
Year 2006
Year 2008
Year 2004
Year 2002
Year 2000
Year 1998
Year 1996
Year 1994
Year 1992
$45
$40
$35
$30
$25
$20
$15
$10
$5
$0
Year 1990
Total Dealership Dollar Sales
1990–2008 (in millions)
New Unit Sales 1990–2008
600
500
400
300
200
40
Driven
NADA Management Series
PF16
Year 2004
Year 2002
Year 2000
Year 1998
Year 1996
Year 1994
Year 1992
0
Year 1990
100
Medium- and Heavy-Duty Truck Dealerships
2008 National Compensation Data
Medium- and Heavy-Duty Truck Dealerships
MANAGER COMPENSATION
Below are listed average total compensation figures for managers who were in their positions for all of
2008. Compensation responses were taken directly from 2008 W-2 forms. Any elected salary deferrals
made by the employee not identified on the W-2 were included. Includes dealers who did not provide
unit sales and employee count information.
EMPLOYEE
All Dealers
U.S. Average
0-400 Units
Total U.S.
Over 400 Units
Total U.S.
$126,479
$118,810
$142,194
Business Manager/Comptroller
$78,223
$75,167
$85,075
IT / Network Manager
$59,678
$58,647
$54,566
Human Resources Director/Manager
$57,742
$53,916
$59,507
BDC Manager
$69,114
**
$69,114
$109,840
$95,548
$127,504
New-Vehicle Sales Manager
$93,331
$82,063
$101,924
Used-Vehicle Sales Manager
$90,885
$81,545
$96,667
Fleet Sales Manager
$85,530
$79,442
$86,883
**
**
**
Lease and Rental Manager
$78,238
$77,074
$83,073
Internet Sales Manager
$58,801
$24,000
$70,401
Website Manager / Webmaster
$40,080
$40,080
**
Marketing Manager
$50,885
$50,122
$52,667
Finance and Insurance Manager
$88,751
$59,140
$114,017
$102,582
$101,529
$104,161
Service Manager
$79,319
$74,194
$92,186
Parts Manager
$75,523
$70,994
$87,146
Body Shop Manager
$61,107
$55,759
$71,318
Service Advisor/Writer
$54,304
$47,860
$66,797
Office Manager
$58,128
$49,933
$73,226
General Manager
General Sales Manager
Sales Training Manager
Service and Parts Director
** Insufficient data. Smaller dealerships may not have this position.
PF16
NADA Management Series
Driven
41
Medium- and Heavy-Duty Truck Dealerships
NON-MANAGEMENT COMPENSATION
EMPLOYEE
All Dealerships
U.S. Average
0-400 Units
Total U.S.
Over 400 Units
Total U.S.
Highest Paid Worker
$39,589
$38,776
$41,254
Average Paid Worker
$32,586
$32,580
$32,530
Lowest Paid Worker
$25,922
$26,177
$25,249
Highest Paid Worker
$69,848
$65,296
$82,355
Average Paid Worker
$48,766
$47,554
$52,328
Lowest Paid Worker
$32,259
$32,094
$32,720
Highest Paid Worker
$58,953
$52,037
$71,400
Average Paid Worker
$44,055
$41,460
$48,502
Lowest Paid Worker
$31,487
$31,428
$31,586
Highest Paid Worker
$87,488
$79,486
$104,805
Average Paid Worker
$59,050
$59,078
$57,912
Lowest Paid Worker
$43,428
$46,452
$37,638
Highest Paid Worker
$73,274
$34,808
$86,096
Average Paid Worker
$48,633
$28,205
$60,889
Lowest Paid Worker
$34,383
$27,308
$37,920
Body Shop Foreman
$23.47
$23.33
$23.67
Parts Counterperson
$18.07
$17.40
$19.32
Telephone Switchboard Operator
$12.12
$12.11
$12.08
Warranty Clerk
$17.64
$17.73
$17.33
General Cashier
$12.50
$12.81
$12.00
Showroom Receptionist/Greeter
$11.72
$12.63
$10.56
Title Clerk
$16.22
$16.00
$16.43
Bookkeeper
$16.05
$17.33
$14.91
AR/AP Clerk
$15.60
$15.29
$15.96
Courtesy/Shuttle Driver
$11.06
$11.60
$10.33
Car Washer
$10.91
$10.69
$11.00
Detailer
$12.62
$12.21
$13.05
Clerical and Office Worker:
Service Mechanical Technician:
Body Shop Technician/Painter:
New- and Used-Vehicle Salesperson:
Internet Salesperson:
Other Positions:
42
Driven
NADA Management Series
PF16
Medium- and Heavy-Duty Truck Dealerships: Fringe Benefits 2008
Benefit
Company Car
Dealer Principal
Managers
Sales Personnel
Office Personnel
Other
Paid Vacation
0 Weeks
1 Week
2 Weeks
3 Weeks
Varies
Paid Sick Leave
Paid Annual Holidays
0
1-5
6-10
More than 10
Calculations of Paid Time Off
Based on average flat rate hours worked
Based on average wage earned
Based on a fixed amount
Other
Paid Maternity/Paternity
401(k) or Other Qualified Retirement Plan
Matching Company Contribution
1-2%
3-4%
5-6%
Other
Health Plan
Employee and dependents
Employee only
None
Portion of Health Plan Paid by Dealership
0%
50%
80%
100%
Other
Other (avg. percentage)
Dental Plan
Employee and dependents
Employee only
None
Portion of Dental Plan Paid by Dealership
0%
50%
80%
100%
Other
Other (avg. percentage)
Both Health and Dental Plans
All Dealers
Total U.S.
0-400 Units
Total U.S.
Over 400 Units
Total U.S.
79.82%
53.21%
30.28%
7.34%
19.27%
75.64%
43.59%
32.05%
1.28%
19.23%
89.66%
79.31%
24.14%
24.14%
20.69%
0.00%
88.99%
10.09%
0.00%
0.92%
62.96%
0.00%
87.18%
11.54%
0.00%
1.28%
61.04%
0.00%
93.10%
6.90%
0.00%
0.00%
65.52%
1.83%
20.18%
77.06%
0.92%
1.28%
12.82%
84.62%
1.28%
3.45%
41.38%
55.17%
0.00%
10.28%
24.30%
49.53%
15.89%
7.34%
96.33%
10.53%
14.47%
57.89%
17.11%
6.41%
94.87%
10.34%
51.72%
24.14%
13.79%
10.34%
100.00%
57.58%
22.22%
1.01%
19.19%
Overall Average
58.33%
25.00%
1.39%
15.28%
0-50 Employees
60.00%
16.00%
0.00%
24.00%
51+ Employess
90.83%
8.26%
0.92%
87.50%
10.94%
1.56%
95.45%
4.55%
0.00%
0.93%
25.00%
12.96%
21.30%
39.81%
64%
1.59%
20.63%
11.11%
28.57%
38.10%
63%
0.00%
31.82%
15.91%
11.36%
40.91%
65%
72.48%
5.50%
22.02%
60.94%
6.25%
32.81%
88.64%
4.55%
6.82%
48.24%
15.29%
3.53%
15.29%
17.65%
64%
77.98%
45.45%
13.64%
4.55%
11.36%
25.00%
67%
67.19%
53.66%
17.07%
2.44%
17.07%
9.76%
57%
93.18%
PF16
NADA Management Series
Driven
43
NOTES
44
Driven
NADA Management Series
PF16
NOTES
PF16
NADA Management Series
Driven
45
NOTES
46
Driven
NADA Management Series
PF16
ACKNOWLEDGMENTS
“The Need to Have Clear-Cut Written Pay Plans” was written for NADA by
Christopher C. Hoffman, Esq.
Fisher & Phillips LLP
Suite 950
4225 Executive Square
La Jolla, CA 92037
(858) 597-9610
www.laborlawyers.com
Scott Harmon, NADA University, compiled the data in this publication.
We thank Paul Taylor, Ph.D., Chief Economist, NADA Industry Analysis, for his analysis of the
compensation survey data, and Douglas I. Greenhaus, Esq., Director Environment, Health and
Safety, NADA Legal and Regulatory Affairs Group, for his legal expertise.
National Automobile Dealers Association
8400 Westpark Drive
McLean, Virginia 22102-3591
http://www.nadauniversity.com
© NADA 2010. All rights reserved.