THE KPI BOOK
Third Edition
“The ultimate guide to understanding the
key performance indicators of your business”
ISBN: 978-0-9540259-7-7
The #1 Best-Selling Book In History
On The Subject of KPI and Business Management
THE KPI BOOK
The most trusted and respected book on key performance indicators in the world has reached an extraordinary milestone with over 150,000 copies sold, making it the best-selling book in history on KPI and business management.
Now available in its ground-breaking third edition, this essential resource delivers even more critical insights that were never available before, cementing its place as the ultimate guide for professionals who are continually striving for excellence.
Every single page of this book is a game-changer. Designed for maximum impact, it delivers powerful, practical information in less than two minutes per topic, making it the most efficient and valuable business tool available today.
Have you ever looked at your company’s data and felt unsure about the meaning behind certain terms or metrics? It’s time to banish that confusion forever and accelerate your career growth. With The KPI Book, all the answers you need are right at your fingertips, presented with unparalleled clarity and precision.
This book equips you with the tools to excel in today’s competitive and ever-changing global business environment. Whether you’re in Sales, Service, Parts, Bodyshop, or General Management, it breaks down complex KPI into easy-to-understand concepts, empowering you to master them effortlessly.
Imagine having absolute clarity on your business performance metrics in under two minutes. Imagine no longer leaving your career progression, or business success to chance. That’s the power of The KPI Book.
With this essential automotive guide by your side, you’ll gain the confidence to make informed decisions that drive growth, increase profitability, and enhance customer satisfaction. It’s not just a book, it’s your life-time partner for achieving ultimate confidence, and professional greatness.
Take control of your future, rise above the competition, and join the tens of thousands of professionals worldwide who have unlocked their full potential with The KPI Book. Now’s it’s your moment to turn insight into action and action into success.
So What’s New And…
Why Is There A Need For A Third Edition?
The arrival of this third edition marks a ground-breaking evolution of the world’s #1 best-selling book on automotive KPI, and it’s here to transform how you approach business performance. Packed with new insights, advanced strategies, and practical solutions, this edition retains the proven structure that has already guided tens of thousands to success. The best part? You still get all the answers you want instantly, with zero complexity, and no lengthy studying. It’s everything you need, only now it’s better, and more comprehensive than ever.
In today’s world, the only constant is change, and staying ahead demands tools and knowledge that are fresh, relevant, and effective. If you’re still relying on outdated or obsolete KPI to run your business, it’s like driving with a slow puncture in your tyre. Sure, you might keep going for a while, you can keep inflating that tyre every day and hope for the best. But deep down inside, you know in your heart that unless you address the root of the problem, the air will keep leaking out, the issue will grow, and eventually, it could slow you down when you need momentum the most.
This new edition fixes the “leaks” in your understanding of KPI, giving you the tools to stay ahead in a fast-changing automotive landscape. It doesn’t just provide updated knowledge; it empowers you with clarity and confidence to make decisions that drive real results.
It’s not about managing change anymore, it’s about mastering it. This third edition ensures that no matter how much the world evolves, you’ll always be equipped with the most relevant, actionable information to thrive. The question isn’t why you need this book, it’s why you’d risk moving forward without it.
Now is the time to step up, stay sharp, and lead with confidence. The future of your business deserves nothing less.
Taking Action Quickly Is Often
The Difference Between Success And Failure
You already understand that unresolved problems don’t stay small, they grow bigger, more dangerous, and far more costly to fix. But here’s the critical truth: in today’s fast-changing automotive environment, the tools that once served you well are no longer enough. To stay ahead, you need a new level of insight, you need the tools that can identify the leaks you didn’t even know existed.
This is the driving force behind upgrading your KPI. Without this essential upgrade, you might be unknowingly operating with a slow puncture, a silent drain on your profits, efficiency, and potential. And while everything might seem fine on the surface, valuable opportunities and growth are quietly slipping away.
The “slow puncture syndrome” isn’t just a metaphor; it’s a reality for businesses relying on outdated KPI. When you hold onto old metrics that no longer reflect the demands of today’s automotive industry, it’s like trying to keep a tyre inflated while air steadily escapes. You’re putting in extra effort, but the results just don’t measure up.
But here’s the hard truth: it’s not just about keeping things running, it’s about staying competitive. If you continue to rely on outdated KPI, you risk falling behind. While you’re stuck trying to figure out why things aren’t working, your competitors, the ones who embraced change and acted swiftly, will speed past you. They’ll achieve greater results, dominate the market, and leave you wondering how they did it.
Take Heart…
It doesn’t have to be this way
This is your moment to make the shift. By upgrading your KPI, you’ll not only stop the leaks in your efforts, but unlock new levels of clarity, control, and success. You’ll gain the ability to diagnose issues early, take decisive action, and achieve results that set you apart from the competition.
Remember: the businesses that thrive are the ones that adapt. They see change not as a threat, but as an opportunity to evolve, improve, and grow stronger. Now is your time to join them.
Don’t wait for the slow puncture to deflate your potential. Take charge, upgrade your tools, and accelerate toward the success you truly deserve.
If You Use Old methods,
You Won’t See New Problems
Few things are more frustrating than falling short of your expectations in business without understanding why. Often, the reason lies in the invisible: profit leaks that are hidden from view when they first occur. And the longer these leaks go undetected, the greater the damage they can cause.
Sometimes, the solution is as simple as looking at your operations from a fresh perspective or asking different questions about performance. This is precisely why KPI exist, to give you a structured, systematic way of understanding what’s happening beneath the surface of your business.
Using the right KPI allows you to pinpoint the exact source of inefficiencies, isolate profit leaks, and take immediate, informed action to resolve them. But here’s the catch: if your KPI are outdated, they can’t reveal what’s new. You risk missing the critical warning signs of emerging problems. And while you’re left wondering why your results aren’t adding up, your competitors, armed with the latest intelligence are pulling ahead.
But now things are different, you could be the one pulling ahead. Imagine having the tools to spot and solve problems before they even have the chance to grow. Imagine turning frustration into confidence, uncertainty into clarity, and challenges into opportunities. This is what the Third Edition of The KPI Book empowers you to do.
This isn’t just an update; it’s a complete reinvention. Every single piece of information in this edition has been rewritten, refined, and rigorously updated to meet the demands of today’s ever-evolving automotive landscape. It includes brand-new sections never before published and features benchmarks and baselines that have been scientifically validated to detect even the smallest profit leaks in record time.
And here’s the best part: you don’t need to spend hours studying. Every piece of information is designed to give you actionable insights in under two minutes. You’ll have the tools to prevent problems before they happen, and the tools to make decisions with precision and confidence.
The KPI Book Third Edition gives you a totally unfair competitive advantage, positioning you as the leader who outpaces the competition. While others struggle to keep up, you’ll be the one racing ahead, confident, informed, and unstoppable.
Now is your time to seize the edge, eliminate the leaks, and create the future your business deserves. Don’t settle for being left behind. Step into the lead and stay there.
Take A Closer Look Inside
The New Third Edition…
Unlocking Hidden Secrets
for Maximum Results
The Third Edition of The KPI Book represents yet another giant leap forward, crafted by Jeff Smith to revolutionise how you understand and optimise the sales elements of your. Packed with brand-new KPI and cutting-edge business concepts, this edition places unparalleled insights right at your fingertips, exactly when you need them most.
For the first time ever, this edition introduces a comprehensive new section dedicated entirely to the Sales Process, taking you from the first enquiry to the final handshake. It unveils the hidden secrets behind critical KPI like Enquiry Conversion, Demonstration Ratios, and Closing Ratios, showing you exactly how to measure, analyse, and master every stage of your sales operations.
This isn’t just an upgrade; it’s a revolution. The Third Edition integrates seamlessly with the principles in the critically acclaimed book Close More Deals, giving you the most up-to-date, scientifically validated insights to transform your sales performance.
See Your Sales Process
Like Never Before
With these tools, you’ll no longer wonder where things are going wrong. You’ll gain instant clarity on what’s working, what’s not, and exactly where your system is leaking. From diagnosing inefficiencies to pinpointing opportunities for growth, this is your ultimate guide to mastering the sales department as a whole.
And here’s the real game-changer: this is yet another another world first from Jeff Smith. No other resource gives you this level of actionable intelligence, backed by real-world evidence, and designed to help you succeed in today’s hyper-competitive business environment.
Whether you’re looking to boost conversions, increase profitability, or simply gain a deeper understanding of your sales process, this new section delivers everything you need to succeed, and more.
Don’t just aim to improve; aim to dominate. With The KPI Book Third Edition, you’re not just stepping up, you’re stepping ahead. Get ready to unlock the full potential of your sales process and drive results like never before.
But That’s Only The Beginning…
Workshop Loading is the secret to unlocking the full potential of Efficiency and Profitability, and yet for decades, managers have struggled to master the elusive science of this dark art. The challenge of balancing workloads, maximising efficiency, and achieving optimal customer satisfaction has often felt like an unsolvable puzzle. But now, the secrets have finally been revealed.
In this ground-breaking Third Edition, Jeff Smith introduces brand-new KPI on Loading Efficiency and Technical Efficiency, giving you the tools to understand and perfect your workshop operations like never before. These re not just theories, they’re proven strategies that unlock the hidden potential of your workshop, transforming it into a well-oiled machine of productivity and profit.
Seize The Advantage… Imagine having the power to “accurately” plan your workshop in advance, ensuring no missed opportunities, no wasted hours, and no unnecessary frustration. With these revolutionary KPI, you’ll learn how to:
- Maximise your workshop loading to optimise planning and resource allocation.
- Identify and eliminate the common mistakes that have held businesses back for years.
- Achieve a perfect balance of workload and capacity to drive profitability while delivering maximum customer satisfaction.
No more guesswork. No more missed opportunities. With the insights in this edition, you’ll have a clear roadmap to consistently clear the work, boost profits, and delight your customers.
This isn’t just a step forward, it’s a leap into the future of workshop management. With every KPI and supporting piece of evidence laid out for you, you’ll be armed with the knowledge and confidence to outperform the competition and take your business to new heights.
The frustration of uncertainty ends here. It’s time to leave behind outdated methods and embrace a new era of clarity and control. The power to load your workshop effectively, and reap the rewards, the opportunity is now in your hands.
You Don’t Have To Study…
Get The Answers You Need In Less Than 2 Minutes!
The Third Edition of The KPI Book brings you a wealth of brand-new KPI designed to tackle one of the most critical and often overlooked areas of business: the skills being deployed at the front of house. For the first time ever, you can now accurately measure Advisor Efficiency in the Service Department and Estimator Efficiency in the Bodyshop, transforming how you evaluate and optimise performance.
Jeff Smith has once again raised the bar by intelligently separating the technical skills of the Technicians from the selling and technical skills of your front-of-house team. This revolutionary approach gives you unparalleled clarity, enabling you to pinpoint who’s delivering peak performance and where your system might be hiding those nasty little profit leaks.
Clarity For Bonus Schemes
For years, businesses have struggled with vague bonus schemes and performance metrics, but now, the confusion is over. With these new KPI and business concepts, you’ll have:
- A clear understanding of individual and team contributions.
- Precision in identifying performance gaps and opportunities for improvement.
- The tools to create fair, effective bonus schemes that drive results.
These KPI are not just ideas, they’re scientifically validated, workplace-tested solutions that deliver real, measurable outcomes.
Straight To The Point, Every Time
Jeff’s signature style ensures that everything you need is presented in a way that’s easy to understand, actionable, and immediately impactful. Each KPI comes with the evidence, benchmarks, and practical insights you need to get straight to the heart of the matter in less than 2 minutes. No wasted effort. No lost time. Just the answers you need, exactly when you need them.
The Advantage Is Yours
These new KPI are not just concepts, they’re game-changers that can revolutionise how you run your Service Department and Bodyshop. Armed with this knowledge, you’ll be able to identify and eliminate inefficiencies, unlock hidden potential, and drive your business toward peak performance.
Don’t just keep up with the competition, leave them behind. With this new intelligence, the advantage is firmly in your hands. Now it’s time to use it.
Every Single KPI For All EIGHT
Major Areas Of Performance Are Included
The Complete Sales Process
New Vehicle Sales
Used Vehicle Sales
Trade Vehicle Sales
Service Department
Parts Department
The Bodyshop
General Management
It’s essential For People Who Like To Take Action
And Make More Profit
The Third Edition of The KPI Book is more than just a guide, it’s your ultimate tool for success, designed to deliver exactly what you need, exactly when you need it. With this ground-breaking edition, you’ll gain absolute clarity in two minutes or less, empowering you to make informed decisions and achieve results with confidence.
Straight To The Point, Every Time. Every page of this book is crafted to give you instant insights. Each KPI is explained with Clear definitions of what it measures and why it matters. No fluff. No wasted words. Just the critical information you need to transform your business. The KPI Book is compact, practical, and perfectly sized to stay by your side. Whether you’re at your desk, in a meeting, or on the shop floor, it’s always within reach, ready to guide you toward better decisions, and to support you to greater success.
This isn’t just a book; it’s a business accelerator. By placing actionable insights right at your fingertips, it ensures you can respond to challenges, seize opportunities, and optimise performance faster than ever before.
Why wait for results when you can create them? With the Third Edition of The KPI Book, you’ll have the clarity, confidence, and competitive edge to elevate your business to new heights. Keep it by your side and let it guide you to success.
The new Third Edition of The KPI Book has even more ground-breaking new KPI and concepts that will revolutionise your business and profitability. It’s easy to see why Jeff Smith is the world’s #1 leading expert on KPI and business strategy.”
Brand Director
Bentley and Lamborghini – Saudi Arabia
“There is an old saying that goes, “If you can’t measure it, you can’t manage it!” With Jeff Smith’s new book you are now easily able to do both. The measurement and application of KPI has never been so comprehensive and clearly explained. This book is major step forwards and a must read for anyone in the automotive sector who wishes to improve their business opportunities and profit potential! Whether you are a seasoned professional or a relative novice there is something to be gained from reading it. Thanks to Jeff, if you ever find yourself in the “automotive darkness” this book will provide you with a focussed and clear light!”
George Wills – Presidente & Director General – Porsche Cars Latin America, Inc.
I Already Have A Copy Of The KPI Book,
Do I Need To Upgrade?
Here’s A Quick Look At The Difference Between The Editions
Looking at the front cover, this brand new book looks exactly the same as the others apart from those two words “Third Edition”. It’s exactly the same height and the same width, but the spine is quite a bit thicker and that’s because there’s a whopping 144 more pages than the first edition!
In this image, Jeff is holding the First Edition next to the Third Edition so you can see for yourself how much more information there in this new upgraded volume.
Is There A Catch? The page size and the font size and are exactly the same as the first edition which confirms that this new book is not marketing hype, it’s not simple trickery, it really does have a massive upgrade of 144 pages that are crammed full with even more valuable information about understanding your business that you didn’t have before. So to answer the question, “No, there’s no catch”, there’s 60% more content and it’s absolutely real.
Evolving with the Times And
Why the Third Edition Is Essential
The First Edition of The KPI Book debuted in 2001, followed by the Second Edition in 2014. Both editions revolutionised the way automotive businesses understood and applied KPI, but the world has changed dramatically since then, and so have the challenges you face.
If your business goals and objectives have shifted over the past year, there’s a good chance the way you measure success needs to change too. Relying on outdated KPI could leave you behind, missing out on opportunities to grow, adapt, and thrive. This is exactly why the Third Edition of The KPI Book exists.
The Proven Formula, Transformed for Today.
The trusted structure that made the First and Second Editions so successful remains at the heart of this book:
- Clear page titles for quick reference.
- Precise formulas to calculate and interpret KPI.
- Benchmarks and baselines that provide actionable insights.
What’s new is everything you need to keep pace with today’s business environment. This edition delivers:
- Brand-new, cutting-edge KPI tailored to modern challenges.
- Updated benchmarks and baselines reflecting the latest industry standards.
- The most up-to-date intelligence to ensure you stay ahead of the competition.
If you want to stay ahead of the game, don’t view this Third Edition as just an upgrade, it’s an evolution. It’s your key to staying competitive, informed, and ready to seize every opportunity. By embracing the latest KPI intelligence, you ensure that your business is equipped to meet the demands of today, and prepared to lead into tomorrow.
The tools for success are here, waiting for you. The only question is: are you ready to embrace them?
IMPORTANT NOTE
Due to the massive changes in the world economy since COVID-19, adaptations to working practices have been made, and adjustments have been applied to benchmarks and baselines to reflect these changes.
The KPI Book Third Edition contains these changes and therefore, it makes the First and Second Editions officially out-of-date, and obsolete.
Due to this fact, we can no longer support the previous editions because they’re missing the vital information for today’s market. Therefore, they should not be used for the development of your business, and any references used for the Automotive Qualifications with be incorrect.
You Can’t Improve Without embracing
The Most Up-To-Date KPI
In today’s ever-changing economy, improvement and growth are only possible if you’re using the most up-to-date, relevant Key Performance Indicators. The Top Achievers are already measuring KPI every day, consistently refining their strategies and staying ahead of the competition. To thrive, you must do the same.
The Third Edition of The KPI Book gives you all the latest KPI, providing the essential tools to navigate the toughest challenges in today’s difficult trading environment. These KPI have been specifically crafted to address the unique obstacles you’re facing, giving you the intelligence needed to make the right decisions and take bold, effective action.
Don’t Let Complexity Hold You Back
Let’s face it: KPI can be overwhelming, especially with so many to track and understand, it’s easy to feel lost without the right support. If you’re not working with KPI every day, the process of grasping their full impact and staying on top of how they evolve can be daunting and confusing.
But that’s exactly why the Third Edition of The KPI Book exists: to take the confusion out of KPI and give you everything you need in the simplest, most actionable format. You no longer have to navigate this alone, this book is your ultimate guide, cutting through the complexity and giving you the clarity to move forward with confidence.
Empower Yourself to Lead and Achieve
Embrace the latest KPI, and you’ll see the power they hold to transform your business. With this vital resource in hand, you’ll be able to meet the demands of today’s market and confidently face the challenges ahead. Don’t let uncertainty hold you back, with the right KPI, you can excel in any challenging environment.
Why take the risk of using
out-dated information?
Understanding Your Business
Has Never Been So Easy!
Now, you and your team have a truly global central point of reference for today’s environment to put you on the fast track to understanding your own business performance and every single aspect of your Daily Operating Controls and you’ll never be lost for ideas for what to do next
There are more than 300 KPI currently in use within the automotive industry today and you are expected to know them all. But in reality, it’s highly unlikely you’ll remember all of them, and that’s why you don’t want to be anywhere without this book by your side to give you the confidence you need and the time when you need it most.
Probably even more important than that is if any of your managers do not fully understand all their departmental information, what chance do they have of making the right decisions for your business and to make more profit if they don’t have the correct clarity and understanding? The key to success is measuring the effects of your actions and responding to them quickly so that you can boost your profits everyday rather than working harder and harder in the vein hope that everything is going to be OK at the end of the month. It’s not worth the risk and you are more valuable than that.
Dominate Performance Reviews,
And Never Be Lost For The Right Words To Say
The ability to explain things clearly, whether to your boss or your team, is often the underrated secret to success. It’s what helps you clarify your performance, communicate goals, and inspire others with new ideas. But for many managers, this skill comes only through years of personal experience, years filled with frustrating, costly, and time-consuming trial-and-error strategies that drain your energy and enthusiasm.
But you don’t have to take that long, exhausting path. The Third Edition of The KPI Book has everything you need to skip the pain and frustration and get the results you deserve in the fastest possible time.
Fast-Track Your Success. With the tools, strategies, and cutting-edge KPI in this book, you’ll have the answers at your fingertips. No more struggling through years of trial and error, you can implement what works now, avoid common mistakes, and achieve peak performance in record time.
By having the right information to communicate your vision and performance, you’ll inspire your team, impress your boss, and move your business forward with confidence. The KPI Book Third Edition doesn’t just provide answers, it empowers you to lead, succeed, and thrive with clarity and purpose.
“It started paying me back as soon as I bought it!
It’s brilliantly simple, and simply brilliant”
– Trevor Davies
We Take All The Risk So You Don’t Have To
(Personally signed copies are not eligible for a refund)
YES PLEASE! I’d like to improve my knowledge on the very latest and most up-to-date KPI, please send me a beautifully-bound, prestige hardback copy of The KPI Book Third Edition so that I can get on with making more profit, more easily and more often.
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