Dealership Workforce Study

The 2018 Dealership Workforce Study (DWS) is now open! Please go to to enroll. You have until May 15, 2018, to complete your participation.

For your participation you will receive:

  1. The Compensation, Benefits, Retention: How Your Dealership Compares. This custom report compares your dealership to other dealerships with similar sales volume and the same brand, in your region, your state and nationally, enabling the most informed decisions possible.
  2. The annual Automotive Retail: National and Regional Trends in Compensation, Benefits, and Retention report. This essential report contains analysis of the car and light-truck industry, along with a look into the commercial truck industry.
  3. Additionally, this year all participants of the 2018 Study will receive access for one year to the DWS Database and Search Tool. This tool allows participants of the Study to pull custom compensation and retention queries on any position the DWS reports on.

Questions? Contact Joe Fleming, project coordinator, Dealership Workforce Study, 703.448.5891 or 

The annual Dealership Workforce Study (DWS) provides data dealers can use to fine-tune employee compensation and benefits, promote retention, and stay ahead of the demographic curve. Participants receive comparative statistics for their own car or truck dealerships.

Highlights of the 2017 Study

  • On average, employees in new-car dealerships earned nearly 24 percent more than the 2016 fourth-quarter median weekly earnings of $832 for the U.S. private sector workforce.
  • In 2016, the median weekly earnings for all dealership employees increased 0.9 percent to $1,035. On a same-stores basis, median weekly earnings increased 2.6 percent to $1,054.
  • The 2016 average weekly earnings across all truck dealership positions in the Study were $1,312—an increase of 1 percent compared to last year’s Study. 
  • Incumbent F&I managers experienced the highest weekly earnings growth at 7 percent year-over-year.
  • The five key positions in service and parts experienced similar average weekly growth rates ranging from 3 percent for service technicians to 6 percent for service advisors/writers.
  • In luxury dealerships, key sales positions had higher earnings growth than fixed operations positions, which showed negative growth. 
  • In non-luxury dealerships key fixed ops positions showed stronger growth.
  • Total dealership employee turnover in 2016 increased three percent to 43 percent. The 2016 BLS estimate of employee turnover (total separations) in the non-farm private sector was 46.1 percent – a one-tenth -point decrease compared to 2015
  • At the end of 2016, only 19.4 percent of active employees on new-car dealership payrolls were women - an eight-tenths - point rise from 2015.
  • Millennials were 61 percent of all dealership new hires which was a one percent increase from 2016.

The 2017 DWS analyzed more than 451,000 payroll records from 2,350 new-car and –truck dealerships that participated.

Buy Now or call NADA Customer Service at 800.557.6232.

Visit the study website at