In 2016, the Equipment Dealers Assn. (EDA) released a revised Compensation & Benefits Survey questionnaire to include wage data pertaining to office staff, parts, service and sales departments. Included are descriptions for over 30 jobs and bonus structures, data categorized by dealer revenues and more.

The following article marks the first time Rural Lifestyle Dealer is publishing a summary highlighting the results of the EDA Compensation & Benefits Report. While the EDA report includes data on dealerships across western Canada, this story focuses exclusively on the U.S.

The EDA used dealership feedback to formulate descriptions for the jobs listed in the report. Also included is the average base salary, commission and total compensation data for each featured position, along with profit/sales percentages and long-term benefits. To order the complete report, please contact EDA at info@EquipmentDealer.org or 636-349-5000.

Direct Data Applications

Rural Lifestyle Dealer takes a deeper look at the results with commentary from Joe Dykes, EDA vice president of industry relations. Dykes discusses notable trends and how dealerships can use the data as a valuable reference tool to improve their dealerships and the hiring process, available on the online site: www.rurallifesyledealer.com/edasurvey.

 

About the EDA Survey

The Equipment Dealers Assn. collects survey data every 2 years from agriculture and outdoor power equipment (OPE) dealers across North America. In 2016, 434 equipment dealers submitted data, the highest participation to date. These dealers represent more than 1,500 dealership locations throughout the U.S. and Canada. The data collected from the survey was reviewed by Armstrong Teasdale, LLP, Scheffel Boyle CPAs and Visor Benefits, who provided their analysis and recommendations.

A bound 120-page report was made available to all dealers who participated in this year’s survey, and available for purchase to others. Companies who did not participate may purchase the report by contacting EDA at info@equipmentdealer.org or 636-349-5000.

CORPORATE LEVEL: For multi-store dealership operations with a corporate office

Corporate CEO

This is the top leadership position
of a multi-branch organization that
has a head office function. The CEO is responsible for the
overall direction of the business and for achieving optimum financial returns. Coordinates the efforts of other senior corporate leaders and works with them to develop current and long-rang objectives, strategies and policies for the organization. Promotes positive relations with all external parties (customers, the financial community and original equipment manufacturers). Pursues and negotiates mergers, acquisitions and dispositions.

  • Average Commission Based on Profit: 15%
  • Average Commission Based on Total Sales: 4%
  • Average Commission Based on Total Salary: 23%
  • 10% Receive Long-Term Benefits (Average Value: $56,250)
Average Base Average Commission/Bonus Average Total Compensation
$150,595 $166,134 $250,165

Corporate Service Manager
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Supports branches in managing the profitability of the service
 department. Defines, monitors
and enhances the customer interface and service operations processes and protocols. Develops, implements and enhances service department processes to meet OEM performance standards as well as safety and environmental policies and regulations. Ensures processes are in place to maintain accurate records, monitor work in process and troubleshoot related issues. May assess the technical capabilities of service staff and coordinates training. May implement marketing campaign for service departments in branches.

  • Average Commission Based on Profit: 5%
  • Average Commission Based on Total Salary: 24%
  • 3% Receive Long-Term Benefits
Average Base Average Commission/Bonus Average Total Compensation
$86,802 $19,573 $97,188

Corporate Sales Manager
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Responsible for planning and
directing all activities of the sales
force, including assignment of
sales territories, business development efforts, customer communications and preparation of sales forecasts. Ensures the organization’s sales volume and profitability objectives are met. Supervises the sales team, ensuring business development objectives are established, sales forecasts are developed, sales and communications programs are implemented and sales forecasts are achieved.

  • Average Commission Based on Profit: 13%
  • Average Commission Based on Total Sales: 3%
  • Average Commission Based on Total Salary: 20%
  • 4% Receive Long-Term Benefits
Average Base Average Commission/Bonus Average Total Compensation
$110,277 $55,138 $171,753

Corporate Parts Manager
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Supports branches in managing the profitability of the parts
department. Defines, monitors
and enhances inventory management, fill rate and customer service processes in order to support branches in attaining individual parts goals. Ensures processes in place are followed so parts availability standards are met and re-order processes result in optimum inventory costs. Ensures processes are in place to maintain accurate physical inventory and inventory accounting. May assess the technical capabilities of parts staff and coordinate training. May also implement marketing campaign for parts by working with OEM and branches.

  • Average Commission Based on Profit: 3%
  • Average Commission Based on Total Sales: 5%
  • Average Commission Based on Total Salary: 20%
  • 3% Receive Long-Term Benefits
Average Base Average Commission/Bonus Average Total Compensation
$77,701 $21,570 $91,378