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1idas en oportunidad registrada."},{key:"razones_perdida",label:"Razones de p\xe9rdida",hint:"Categorizaci\xf3n: pago, trade, tasa, otro dealer, no calific\xf3."},{key:"bebacks",label:"Conversi\xf3n de be-backs",hint:"Porcentaje que regres\xf3 tras la primera visita y compr\xf3."},{key:"vista360",label:"Uso de vista 360 del cliente",hint:"Frecuencia de acceso al historial completo antes de interactuar."},{key:"tareas",label:"Cumplimiento de tareas",hint:"Porcentaje de tareas del proceso de venta completadas a tiempo."}]},{id:"bdc",title:"BDC",kpis:[{key:"bdc_trab",label:"Prospectos trabajados",hint:"Asignados al BDC con al menos un intento de contacto en el per\xedodo."},{key:"bdc_contacto",label:"Tasa de contacto",hint:"Con conversaci\xf3n real, excluyendo buz\xf3n y correos autom\xe1ticos."},{key:"bdc_cita_set",label:"Tasa de cita seteada",hint:"De los contactados, % con cita programada."},{key:"bdc_conf",label:"Tasa de confirmaci\xf3n de cita",hint:"Confirmadas 24 h y 2 h antes."},{key:"bdc_asist",label:"Tasa de asistencia",hint:"Citas seteadas que se presentaron al concesionario."},{key:"bdc_cita_venta",label:"Conversi\xf3n de cita a venta",hint:"Citas mostradas que terminaron en venta."},{key:"bdc_noshow",label:"Recuperaci\xf3n de no-shows",hint:"No-shows reagendados que luego compraron."},{key:"bdc_cadencia",label:"Cumplimiento de cadencia",hint:"Tareas del seguimiento de 21 d\xedas ejecutadas a tiempo."},{key:"bdc_dur_llam",label:"Duraci\xf3n promedio de llamada",hint:"Tiempo promedio de llamadas conectadas (calidad de cualificaci\xf3n)."},{key:"bdc_cpa",label:"Costo por prospecto, cita y venta",hint:"Costo de mercadeo dividido por prospectos, citas o ventas atribuibles."},{key:"bdc_vel_fuente",label:"Velocidad de respuesta por fuente",hint:"Tiempo de primer contacto por canal de origen."}]},{id:"inventario",title:"Inventario",kpis:[{key:"inv_dias",label:"D\xedas de inventario",hint:"D\xedas que dura el inventario al ritmo de venta promedio reciente."},{key:"inv_edad_dist",label:"Distribuci\xf3n por edad",hint:"Unidades por bucket 0-30, 31-60, 61-75, 76-90, 90+ d\xedas (piso y zona libre)."},{key:"inv_edad_prom",label:"Edad promedio del inventario",hint:"Promedio de d\xedas de las unidades activas en lote."},{key:"inv_rot_dias",label:"D\xedas de rotaci\xf3n",hint:"D\xedas entre ingreso al lote y venta."},{key:"inv_rot_anual",label:"Tasa de rotaci\xf3n anual",hint:"Veces que el inventario se vende y reemplaza en un a\xf1o."},{key:"inv_price_mkt",label:"Pricing vs mercado",hint:"Precio vs promedio de mercado para la misma unidad en la zona."},{key:"inv_cost_mkt",label:"Costo vs mercado",hint:"Costo total de la unidad vs precio promedio de mercado."},{key:"inv_gan_dia",label:"Ganancia por d\xeda",hint:"Ganancia total dividida por d\xedas en lote."},{key:"inv_mix",label:"Cumplimiento del mix ideal",hint:"Inventario actual vs modelo recomendado seg\xfan hist\xf3rico de ventas."},{key:"inv_vistas",label:"Vistas y prospectos por unidad",hint:"Visitas a p\xe1gina de detalle y prospectos generados por unidad."},{key:"inv_mayor",label:"Volumen al por mayor",hint:"Unidades a subasta; inmediato vs envejecido."},{key:"inv_tasac",label:"Conversi\xf3n de tasaciones",hint:"Porcentaje de tasaciones que terminaron en trade-in firmado."}]},{id:"desking_fi",title:"Desking y F&I",kpis:[{key:"fi_front",label:"Ganancia front",hint:"Margen antes de F&I: venta menos costo y pack."},{key:"fi_back",label:"Ganancia F&I",hint:"Margen F&I por unidad: productos m\xe1s reserva de financiamiento."},{key:"fi_total_u",label:"Ganancia total por unidad",hint:"Suma de front gross y back gross por unidad vendida."},{key:"fi_pen",label:"Penetraci\xf3n por producto F&I",hint:"% de deals con VSC, GAP, Diamond, Power Pack, PPM, p\xf3lizas, Tire and Wheel."},{key:"fi_prod_deal",label:"Productos por deal",hint:"Promedio de productos F&I vendidos por deal."},{key:"fi_tiempo",label:"Tiempo en F&I",hint:"Minutos entre handoff de Sales a F&I y firma final."},{key:"fi_banco",label:"Distribuci\xf3n y aprobaci\xf3n por banco",hint:"Deals por financiador y % de aprobaciones otorgadas."},{key:"fi_reserva",label:"Reserva de financiamiento",hint:"Margen entre tasa al dealer y tasa al cliente."},{key:"fi_devol",label:"Tasa de devoluciones",hint:"Productos F&I cancelados post-venta (payoff, refi, p\xe9rdida total)."},{key:"fi_cash_fin",label:"Conversi\xf3n de cash a financiamiento",hint:"Clientes cash que terminaron financiando."},{key:"fi_compliance",label:"Puntaje de cumplimiento",hint:"Auditor\xeda de documentos: TIL, Adverse Action, OFAC, Privacy, Red Flags."}]},{id:"dms_conta",title:"DMS y Contabilidad",kpis:[{key:"dms_posting",label:"D\xedas de posting de deal",hint:"Tiempo entre la venta y el posting final en contabilidad."},{key:"dms_floor",label:"Pagos de floor plan",hint:"Principal exigido por el banco sobre unidades no vendidas."}
1,{key:"dms_ar",label:"Edad de cuentas por cobrar",hint:"Buckets: trade payoffs, contratos no firmados, reclamos OEM."},{key:"dms_ro",label:"\xd3rdenes de reparaci\xf3n abiertas",hint:"\xd3rdenes pendientes de cierre por d\xedas abiertas."},{key:"dms_com",label:"Seguimiento de comisiones",hint:"Por vendedor y deal: charge-backs, adelantos, Pay Plan."},{key:"dms_piezas",label:"Salud del inventario de piezas",hint:"Rotaci\xf3n de piezas y % obsoletas sin movimiento en 12 meses."}]},{id:"service",title:"Service",kpis:[{key:"srv_horas",label:"Horas por orden de reparaci\xf3n",hint:"Promedio de horas facturadas por orden (upsell)."},{key:"srv_tarifa",label:"Tarifa efectiva de labor",hint:"Ingreso de labor entre horas facturadas."},{key:"srv_pago",label:"Distribuci\xf3n por tipo de pago",hint:"Customer pay, warranty OEM e internal."},{key:"srv_citas",label:"Asistencia de citas de service",hint:"Porcentaje de citas que se presentaron al taller."},{key:"srv_ffv",label:"Reparaci\xf3n correcta a la primera",hint:"\xd3rdenes cerradas sin regreso por el mismo problema."},{key:"srv_venta",label:"Conversi\xf3n de service a ventas",hint:"Prospectos de upgrade identificados en service y convertidos en venta."}]},{id:"digital",title:"Digital y Website",kpis:[{key:"dig_ses",label:"Sesiones y usuarios del website",hint:"Sesiones, usuarios \xfanicos y p\xe1ginas por sesi\xf3n."},{key:"dig_vdp",label:"Vistas a p\xe1ginas de detalle de veh\xedculos",hint:"Visitas a p\xe1ginas individuales de unidades en inventario."},{key:"dig_conv",label:"Conversi\xf3n de visitante a prospecto",hint:"Visitantes que generaron prospecto por formulario o llamada."},{key:"dig_retail",label:"Uso de herramientas de compra online",hint:"Clientes que iniciaron deal en l\xednea y % que lo completaron."},{key:"dig_form",label:"Distribuci\xf3n por tipo de formulario",hint:"Prospectos por tasaci\xf3n, e-price, financiamiento, contacto."},{key:"dig_llam",label:"Llamadas trackeadas desde el web",hint:"Desde tracking din\xe1mico: duraci\xf3n y resultado."}]},{id:"mercadeo",title:"Mercadeo y Atribuci\xf3n",kpis:[{key:"mkt_roi",label:"Retorno por fuente",hint:"Por fuente: prospectos, citas, ventas, ganancia, costo y ROI."},{key:"mkt_cpp",label:"Costo por prospecto por fuente",hint:"Costo de adquisici\xf3n por canal de mercadeo."},{key:"mkt_email",label:"Desempe\xf1o de campa\xf1as de correo",hint:"Apertura, clics, respuestas, prospectos y conversiones."},{key:"mkt_mineria",label:"Uso de miner\xeda de datos",hint:"Equity, lease, service-in-equity contactados y convertidos."},{key:"mkt_attr",label:"Atribuci\xf3n multi-punto",hint:"Primer contacto, intermedios y \xfaltimo contacto antes de la venta."}]},{id:"performance",title:"Performance Individual",kpis:[{key:"pi_unid",label:"Unidades vendidas por vendedor",hint:"Base de comisiones seg\xfan Pay Plan."},{key:"pi_gan",label:"Ganancia promedio por vendedor",hint:"Front gross promedio (calibraci\xf3n del desking)."},{key:"pi_cierre",label:"Tasa de cierre 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