Results at a Glance
Classic Chevrolet improved customer pay and warranty performance, moving key measures from below-market positions to among the strongest Chevrolet dealerships nationwide.
| Metric | Change |
|---|---|
| Customer pay ELR | +$62.51 |
| One-line RO % | -35.5 points |
| Warranty labor rate (WLRI) | +$20.39 |
| Warranty parts markup (WPMI) | +40 points |
| Warranty total GP% | +14.45 points |
| Warranty parts GP% | +13.47 points |
The Challenge: Capture More From Every Service Visit
Classic Chevrolet serves a rural northern Michigan market where long-term customer relationships matter.
The opportunity was to capture more value from each visit without losing sight of the customer relationship.
When Kevin Proctor became Service and Parts Director, nearly every job was coded as miscellaneous or general repair—making performance difficult to track and price strategically.
There was no real system for the labor ops, so everything was miscellaneous or general repair, which makes it really difficult to track anything.
Building the Data Foundation for Better Pricing
Dynatron helped cleanse and classify repair order data line by line, allowing Classic Chevrolet to price maintenance and repair independently and establish a labor grid based on job hours.
With this reliable data foundation set, the dealership was able to increase customer pay ELR +$62.51.
Classic Chevrolet moved from the bottom quarter of Chevrolet dealerships nationwide into the top half for customer pay ELR.
Turning Pricing Strategy Into Everyday Execution
Each morning, Dynatron reports anchor the advisor meeting and surface specific opportunities to coach, correct and improve.
The team focuses on:
- One-line repair orders — reviewing missed opportunities as a group so every advisor understands the same standard.
- Advisor discounting — identifying discounting behavior before unnecessary margin is lost.
- Pricing compliance — confirming that published pricing is being applied as intended.
We review the repair order together, identify what was missed and talk through why we didn’t make the sale—and how we can handle it differently next time
That daily coaching is showing up in the amount of work captured on each visit.
| One-Line RO % | Starting | Current | Change |
|---|---|---|---|
| Classic Chevrolet | 65.4% | 29.9% | -35.5 points |
One-line RO percentage improved from 65.4% to 29.9%, moving Classic Chevrolet from the bottom quarter to the top 10% of Chevrolet dealerships nationwide. Repair work now represents 79.8% of customer pay work, also in the top 10%.
Capturing More Warranty Margin
With customer pay ELR optimized, Classic Chevrolet used FileSmart to improve warranty reimbursement and capture more margin from existing work. In a single round of filings, the dealership achieved a +$20.39 warranty labor rate increase and +40 point parts markup increase. This led to higher margins on warranty work.
| Warranty Metric | Starting | Current | Increase |
|---|---|---|---|
| Total GP% | 45.94% | 60.39% | +14.45 points |
| Parts GP% | 31.26% | 44.73% | +13.47 points |
On both warranty gross profit measures, Classic Chevrolet is now performing above the market.
The Performance Advantage
Classic Chevrolet now captures more value from each repair order: labor is priced to the job, advisors identify more opportunity per visit and warranty work generates stronger margin.
With line-level data, daily pricing visibility and coaching built into the operating rhythm, the dealership can see where revenue is being captured—and where opportunity remains.
About Dynatron Software
Dynatron is championing a new standard of Fixed Ops excellence for automotive dealerships. The company provides the industry’s only AI-powered Fixed Operations Data Intelligence Platform, designed to help automotive dealers drive profitable growth and Fixed Operations performance.
Dynatron’s insightful solutions and unique market comparison data provide unmatched clarity into dealership Fixed Operations and enable dealers to better capture market demand, expand margins and drive retention.
Backed by a heritage of innovation and transformation in Fixed Operations, Dynatron is trusted by more than 4,000 North American dealerships, including 9 of the top 10 dealer groups.
About the Author
Cam Johnson
Product Marketing Manager, Dynatron
Cam Johnson leads product marketing for the Dynatron Fixed Ops Intelligence Platform. He works directly with Fixed Ops leaders and their teams to share how dealerships use the platform to gain a performance advantage.
Cam has over 15 years of experience, 13 of them representing SaaS and automotive brands such as Cox Automotive (Dealertrack) and Salesforce. His work scaling innovative brands has received national recognition from organizations such as The American Business Awards, PR News, and Search Engine Journal.
