ARO
Average repair order — typically sales divided by car count. Definitions vary; demand the formula in any product demo.
Guide · profit
KPI theory owners can defend in a Monday meeting
Profit ≈ car count × ARO × gross margin − waste. Waste includes idle bays, unapproved work, missing parts, unpaid invoices, unbilled labour, and training friction.
Efficiency & utilisation
Efficiency needs billed vs worked time on the job. Utilisation dies when AWAITING_PARTS looks like IN_PROGRESS.
Deferred work $
Declined lines are a pipeline if the system remembers. Sticky notes are not a CRM.