Average Enthusiast Lifecycle Value

The Average Enthusiast Lifecycle Value (ELV) represents the total profit generated across the entire dealership, including sales, service, and parts departments. An “Enthusiast” is any customer with a major unit purchase on record, allowing us to associate their service and parts transactions with a major unit purchase.

ELV Benchmarks

The ELV Benchmarks tool ranks customers with at least one major unit purchase in the database by their ELV score. Customers are divided into three subsets: Loyals (top 20%), Neutrals (middle 50%), and Vulnerables (bottom 30%). Each section displays the average ELV of its subset and the number of enthusiasts within it.

Visit Frequency

The Visit Frequency metrics show how often customers from each subset visit the dealership on average. For example, a visit frequency of 0.5 years for “Loyal” means that the average Loyal customer visits every six months.

Total Lifespan

Total Lifespan metrics calculate the average duration a customer remains active with the dealership. For example, a total lifespan of 1.5 years for “Loyal” customers means that, on average, Loyal customers do business with the dealership for one and a half years from their first recorded transaction to their last.