One of the best ways to retain employees is to not only offer them good pay, but good benefits as well. The Equipment Dealers Assn.’s (EDA) 2018 Compensation & Benefits Report is one tool that can help dealerships see how their compensation programs stack up. Rural Lifestyle Dealer offers this exclusive analysis of the report’s results.

The Compensation & Benefits Report covers data on dealership wages and employee benefits. It includes descriptions for over 30 jobs and bonus structures, with the data categorized by dealer revenues and other ways. The report is broken down into sections for corporate offices and retail and service locations. While the EDA report includes data on dealerships across Canada, this analysis focuses exclusively on the U.S.

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

Watch this Data

Rural Lifestyle Dealer takes a deeper look at other results through a conversation with Joe Dykes, EDA’s vice president of industry relations. For instance, 87% of dealerships say they provide health and dental plans to full-time employees and their families (spouse and children). That compares with 83% in 2016. Dykes expects that percentage to continue increasing. EDA recently announced a program to help dealers find the best health insurance options to address this concern. (Click here to learn more.)

Another topic Dykes advises dealers to watch is flat rate pricing for service jobs. Only 34% of dealers indicate they use flat rate pricing in their service departments. That compares with 40% in 2016. Dykes expects additional questions to be added to the survey about flat rating. (Click here to learn more.)

 

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 2018, 354 equipment dealers submitted data. These dealers represent more than 1,100 dealership locations throughout the U.S. and Canada.

A digital 83-page report was made available to all dealers who participated in this year’s survey, and is available for purchase to others.

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-range 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: 5%
  • Average Commission Based on Total Sales: 1%
  • Average Commission Based on Total Salary: 45%
  • 12% Receive Long-Term Benefits (Average Value: $68,500)
Average Base Average Commission/Bonus Average Total Compensation
$153,026 $105,012 $205,716

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 campaigns for service departments in branches.

  • Average Commission Based on Profit: 6%
  • Average Commission Based on Total Salary: 17%
  • 5% Receive Long-Term Benefits
Average Base Average Commission/Bonus Average Total Compensation
$92,088 $20,219 $99,373

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: 11%
  • Average Commission Based on Total Sales: 3%
  • Average Commission Based on Total Salary: 20%
  • 8% Receive Long-Term Benefits
Average Base Average Commission/Bonus Average Total Compensation
$109,109 $40,593 $128,144

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 campaigns for parts by working with OEM and branches.

  • Average Commission Based on Profit: 5%
  • Average Commission Based on Total Sales: 3%
  • Average Commission Based on Total Salary: 21%
  • 4% Receive Long-Term Benefits
Average Base Average Commission/Bonus Average Total Compensation
$80,815 $19,135 $87,723