2024 Automotive News Dealership Salary Survey highlights
Automotive News and a partner firm surveyed more than 1,000 franchised dealership employees from August through October on their expected 2023 salaries, including commissions and bonuses. The average employee surveyed predicted their 2023 income would surpass $200,000. That’s about 3 times higher than what the average U.S. worker made in 2022, the last year U.S. Census Bureau data was available. Below are highlights. Results were weighted.
Annual salary by auto retail manager and nonmanager
Auto dealership managers, such as general managers and dealer principals, averaged nearly $115,000 more in income than nonmanagers, but both managers and nonmanagers expected to make 6 figures in 2023.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
Manager |
$225.0
|
1.7% |
53.4%
|
52.9 |
Employee |
$110.7
|
0.9% |
36.7%
|
48 |
*Rounded to nearest hundred
Annual salary by auto dealership departments
Heavily commission-reliant auto retail variable operations professionals expected to make significantly less in 2023 compared with 2022 reported salaries, while fixed operations staff salaries improved.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
Corporate (president, area manager, administrative assistant) |
$222.5
|
0.6% |
29.2%
|
49.2 |
Dealership executives (such as dealer principal, general manager, CFO and COO) |
$316.0
|
1.9% |
44.7%
|
52 |
Variable operations (vehicle sales and finance and insurance) |
$188.7
|
10% |
65.4%
|
53.2 |
Fixed operations (service, parts and collision) |
$168.6
|
5% |
54.8%
|
52.8 |
Administration (such as office manager/controller and accounts payable) |
$125.9
|
3% |
18.1%
|
47.3 |
*Rounded to nearest hundred
Annual salary by auto retail positions
Here's a more detailed look at what employees expected to earn in 2023 in various jobs. Some positions were excluded from this list because there were not enough responses generated to provide substantial data.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
President/area manager |
$233.3
|
0.9% |
31.2%
|
49.6 |
President/dealer principal/owner |
$325.7
|
0.3% |
33.8%
|
46.6 |
General manager |
$321.2
|
3.2% |
52.4%
|
54.5 |
CFO/COO |
$261.9
|
0.3% |
34.4%
|
51.6 |
Vehicle sales** |
$116.4
|
15% |
71%
|
50.1 |
Pre-owned manager** |
$177.5
|
14% |
57.3%
|
54.5 |
General sales manager |
$226.4
|
9.7% |
61.5%
|
53.3 |
Business development center/finance and insurance*** |
$206.4
|
6.6% |
67.6%
|
53.9 |
Fixed operations manager |
$189.8
|
5% |
59.1%
|
54.1 |
Fixed operations non-manager** |
$91.7
|
4.6% |
39%
|
47.8 |
*Rounded to nearest hundred
**Small sample size under 50
***Respondents predominantly F&I
Annual salary by pay brackets
Auto retail professionals who expected to make $250,000 or more in 2023 tended to put in longer hours and drew more of their income from commissions and/or bonuses than some lower-paid colleagues.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
Less than $100,000 |
$72.2
|
2.8% |
28.4%
|
47.8 |
$100,000-$299,000 |
$176.3
|
3.4% |
52.1%
|
52.7 |
$300,000-$399,000 |
$347.5
|
0.8% |
61.4%
|
53.6 |
$400,000+ |
$450
|
3.8% |
66.4%
|
52.6 |
*Rounded to nearest hundred
Annual U.S. average dealership employee salary and hours
Auto dealership professionals reported expectations to earn big money in 2023 , but they had to put in long hours for it.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
2023 average salary* |
$200.2
|
1.8% |
50%
|
51.9 |
*Rounded to nearest hundred
Annual salary by number of hours worked
Auto dealership professionals who reported putting in more time each week and relying on commissions also earned more on average than other colleagues.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
Less than 40 |
$197.5
|
3.7% |
31%
|
26.1 |
40-49 |
$170.2
|
2.1% |
38.5%
|
44.1 |
50-59 |
$211.2
|
0.6% |
54.2%
|
52 |
60 or more |
$220.9
|
3.1% |
59.7%
|
63.8 |
*Rounded to nearest hundred
Annual salary by new- vs. used-vehicle sales
Dealerships that mostly sold used vehicles on average expected to see their income drop the most in 2023 compared with 2022.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
Dealership sells mostly new vehicles |
$214.1
|
1.8% |
51.6%
|
50.4 |
Dealership sells a mix of new and used vehicles |
$211.0
|
0.6% |
52.5%
|
52.4 |
Dealership sells mostly used vehicles |
$180.3
|
4.7% |
46.6%
|
53.2 |
*Rounded to nearest hundred
Annual salary by company size (number of employees in organization or group)
Dealership groups with more employees paid more on average than smaller auto retailers.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
Less than 50 employees |
$146.2
|
4.6% |
40.3%
|
51.6 |
50 - 249 employees |
$207.1
|
0.1% |
52.4%
|
50.9 |
250-999 employees |
$221.6
|
1.4% |
51.2%
|
51.8 |
1,000 or more employees |
$231.0
|
3.2% |
57%
|
53.9 |
*Rounded to nearest hundred
Annual salary by number of dealerships in organization
Auto retailers with 10 to 24 dealerships saw employees work longer hours, but they expected to make more money, than organizations with smaller and larger footprints.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
1 |
$179.5
|
1% |
44.2%
|
51.3 |
2 to 4 |
$206.8
|
1% |
51.9%
|
51.3 |
5 to 9 |
$221.5
|
0.7% |
56.4%
|
51.4 |
10 to 24 |
$233.2
|
3.6% |
52.9%
|
55 |
25 to 49 |
$207.7
|
1.3% |
42.9%
|
50.5 |
50 or more |
$204.1
|
5% |
57.4%
|
53.4 |
*Rounded to nearest hundred
Annual salary by dealerships owned by public companies vs. privately owned stores
Employees at publicly traded dealership groups expected to make less on average in 2023 than peers working for privately held auto retailers. It is unknown how many of the public groups were represented in the study.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
Public |
$177.9
|
4.4% |
55.4%
|
53.2 |
Private |
$211.0
|
1.4% |
51.1%
|
51.7 |
*Rounded to nearest hundred
Annual salary by vehicle brand type
Employees at luxury dealerships anticipated earnings higher than those at retailers selling mainstream models.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
Domestic |
$204.6
|
1.1% |
48.7%
|
51.4 |
Import |
$214.6
|
1.2% |
52.2%
|
52 |
Luxury |
$222.6
|
1.1% |
52.4%
|
50.7 |
Nonluxury |
$206.5
|
1.1% |
50.8%
|
52 |
*Rounded to nearest hundred
Annual salary by gender
Female dealership employees expected to make significantly less on average than their male counterparts.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
Men |
$218.7
|
1.6% |
55.2%
|
52.2 |
Women |
$144.4
|
0.2% |
29.8%
|
49.7 |
*Rounded to nearest hundred
Annual salary by age
Despite their relatively young age, millennials still expected to make more than $200,000 on average working in the auto retail industry last year, though Generation X anticipated the highest income. There were not enough Generation Z respondents to include a data set for that generation.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
Millennial (27-42 years) |
$205.6
|
0.2% |
52.1%
|
51.1 |
Generation X (43-58 years) |
$214.9
|
1.6% |
54.4%
|
52.4 |
Baby boomer (59 years or older) |
$202.5
|
2.6% |
47.2%
|
51.7 |
*Rounded to nearest hundred
Annual salary by education
A high school graduate can make a 6-figure annual income in auto retail.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
High school graduate |
$207.1
|
3.7% |
53.4%
|
52.3 |
Some postsecondary |
$197.7
|
2.8% |
56.1%
|
52.1 |
Trade, technical or college degree |
$166.2
|
2.1% |
51.1%
|
49.3 |
University undergraduate degree |
$224.5
|
1.8% |
47.5%
|
52.6 |
Graduate degree |
$221.3
|
3.4% |
41.7%
|
50.3 |
*Rounded to nearest hundred
Annual salary by years of experience in the industry
With less than a decade of experience in auto retail, survey respondents expected to reach a 6-figure income last year. More experienced workers also earned more.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
Less than 10 years |
$127.3
|
5.1% |
41.4%
|
48.5 |
10-15 years |
$205.3
|
1.8% |
52.7%
|
51 |
16-20 years |
$207.3
|
0.4% |
56.1%
|
52.2 |
21-30 years |
$222.5
|
1.5% |
54.7%
|
53.2 |
31 years or more |
$216.0
|
1.1% |
50.2%
|
52 |
*Rounded to nearest hundred
Annual salary by years at company
Auto retail professionals expected to make more than $175,000 on average after less than 2 years working for their current employer.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
Less than 2 |
$178.3
|
0.5% |
48.4%
|
51.2 |
3-9 |
$217.7
|
2.3% |
52.7%
|
53 |
10 or more |
$214.5
|
1.8% |
52%
|
51 |
*Rounded to nearest hundred
Annual salary by U.S. region
Dealerships and groups in the western U.S. on average paid better than those in other parts of the country, while personnel reported spending the most time on the job in the South.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
South |
$198.5
|
2.8% |
51.1%
|
54 |
West |
$218.4
|
1.8% |
49.2%
|
51.3 |
Northeast |
$179.6
|
1.3% |
44.3%
|
49.5 |
Midwest |
$196.5
|
3.2% |
48.2%
|
50.7 |
*Rounded to nearest hundred
Annual salary by community size where dealership is located
Dealerships in larger-population markets generally paid auto retail professionals better.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
Rural** |
$146.8
|
0.8% |
43.7%
|
52 |
Town or city of 10,000-100,000 people |
$193.1
|
0.7% |
51.3%
|
50.8 |
Medium city of 100,000 to 249,000 people |
$185.3
|
2.8% |
46.7%
|
51.3 |
Large city of 250,000 to 500,000 people |
$212.5
|
1.1% |
55.4%
|
54.2 |
Metro (city of more than 500,000 people) |
$255.8
|
2.1% |
56.4%
|
52.7 |
*Rounded to nearest hundred
**Small sample size of just more than 40
Annual salary by minority groups
Members of minority groups* working in auto retail made $8,300 less on average than nonminorities.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary** | Average % change vs. 2022 |
Average % commissions and/or bonuses |
Average number of hours worked | |
---|---|---|---|---|
Nonminorities |
$209.4
|
2.1% |
51.2%
|
52 |
Minorities |
$201.1
|
0.5% |
55%
|
51.9 |
*Respondents who described themselves as a member of one or more of the following groups: Hispanic or Latino; Black or African American; Asian; member of a religion that experiences discrimination; American Indian or Alaska Native; LGBTQI+ community; physical or health challenge/disability; mental health challenge/neurodiverse; Native Hawaiian or other Pacific Islander; other.
*Rounded to nearest hundred
Annual salary by brand
Among nonluxury brands, Hyundai dealerships were associated with the largest expected auto retail incomes. Several brand results are excluded because there were not enough responses to generate meaningful data.
Salary includes commissions and bonuses, before taxes/deductions (in thousands)
2023 average salary* | Average % change vs. 2022 |
Average commissions and/or bonuses | Average number of hours worked | |
---|---|---|---|---|
Acura |
$229.4
|
1% |
50%
|
51.1 |
Audi |
$213.6
|
2.1% |
50%
|
50.2 |
BMW |
$227.1
|
0.1% |
46%
|
50.3 |
Buick |
$206.1
|
2.1% |
50%
|
50 |
Cadillac |
$207.2
|
0.5% |
51%
|
50.2 |
Chevrolet |
$213.9
|
1.2% |
47%
|
52 |
Chrysler |
$205.1
|
5% |
47%
|
52 |
Dodge |
$205.7
|
5.2% |
48%
|
52 |
Fiat |
$210.5
|
1.9% |
45%
|
52 |
Ford |
$218.3
|
0.6% |
47%
|
51 |
Genesis |
$247.4
|
4% |
47%
|
49.5 |
GMC |
$197.8
|
2.1% |
46%
|
50 |
Honda |
$222.7
|
0.1% |
49%
|
54 |
Hyundai |
$232.6
|
1.6% |
47%
|
51 |
Infiniti |
$211.5
|
5% |
36%
|
49 |
Jaguar |
$242
|
0.7% |
47%
|
51 |
Jeep |
$206.5
|
5.8% |
46%
|
51 |
Kia |
$225.8
|
3.5% |
48%
|
49 |
Land Rover |
$244.6
|
0.4% |
47%
|
50.8 |
Lexus |
$210.2
|
0.8% |
43%
|
49 |
Lincoln |
$223.4
|
1.7% |
48%
|
49 |
Mazda |
$211.8
|
4.9% |
42%
|
50.1 |
Mercedes-Benz |
$227.5
|
4.9% |
54%
|
51 |
Nissan |
$213.8
|
2.7% |
46%
|
51.6 |
Porsche |
$242.2
|
0.6% |
45%
|
50.7 |
Ram |
$202.2
|
5.4% |
48%
|
51.4 |
Subaru |
$228.2
|
2.6% |
51%
|
50.4 |
Toyota |
$227.9
|
- - |
46%
|
51.2 |
Volkswagen |
$247
|
2.4% |
45%
|
52.1 |
Volvo |
$226.4
|
3.7% |
44%
|
50 |
*Rounded to nearest hundred
Source: Research + Knowledge = Insights