
284 ◾ Appendix B
Table B.5 2004 Targets (Service)
Strategic Objectives
Strategic Measures Strategic Measures
Core Outcomes
(Lagging) 2004 Targets
Performance Drivers
(Leading) 2004 Targets
Financial
F1—Improve revenue Increase AP cycle time
and discounts
100% Internal controls audit
plan
100% implemented
F2—Broaden revenue mix Increase AR cycle time 100% Actual cash flow vs. plan 100%
F3—Reduce cost structure Cost vs. plan 100% Contracts and vehicles
receivables
≤3 days vehicles
sales
Cash and equivalent = 1 month average
expense
Accounts receivable
– parts and service
<50% of monthly
parts and service
sales (excluding
warranty, prep,
internals)
Finance receivables ...