Dealership Workforce Study

The DWS custom reports are now available! Please watch for emails announcing your reports are ready. Haven’t seen yours, yet? Please contact Dorenda Fisher at or 703.556.8583 to check on the status of your reports.

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 2016 Study

  • Employee compensation and productivity at new-car dealerships increased across all job positions in 2015.
  • In 2015, the median weekly income for all employees at new-car dealerships was $1,026. On average, dealership employees earned nearly 24 percent more than employees in the private-sector workforce, according to a comparison of dealership salaries and 2015 fourth-quarter median weekly earnings of all U.S. employees, as compiled by the U.S. Bureau of Labor Statistics. 
  • A new measurement in the 2016 DWS analyzed the compensation of individual dealership employees or incumbents working in the same position in 2014 and 2015. This analysis revealed 6.3 percent average growth for all positions, and 6.2 years’ median tenure.
  • The average weekly earnings across all truck dealership positions were $1,298—an increase of 7 percent compared to last year’s Study.
  • Car dealership employee turnover was virtually unchanged at 39.6 percent, compared to 46 percent total turnover in the private sector, as estimated by the U.S. Bureau of Labor Statistics.
  • Car sales consultant, the only key position to exceed the national private-sector average, was the highest turnover position at 67 percent annually, a decrease of five points from 2014. Non-luxury sales consultant turnover was 72 percent, luxury was 48 percent. Female sales consultant turnover was 88 percent. Truck sales consultant turnover was 13 percent.
  • Millennials were 60 percent of all dealership new hires and 42 percent of the total dealership workforce; turnover among Millennials was 52 percent.
  • Women were 18.6 percent of dealership employees and 20 percent of all new hires; 7.8 percent of women were employed in key positions, 89.3 percent in office and admin support.

The 2016 DWS analyzed more than 385,000 payroll records from 1,956 new-car and –truck dealerships.

Get the full report by signing in to and searching 2016trends. Or call Customer Service at 800.557.6232.

Visit the study website at