FAB Product Update: Introducing “By Model or By Make” Forecasting Options

A smarter, faster way to build New Vehicle forecasts

At Complete Dealer Services, we continuously review ITK community feedback to ensure FAB evolves around the real needs of Australian automotive dealerships. In our latest release, we’ve introduced an important improvement to the Forecasting process: the ability to choose whether to forecast New Vehicles “By Model” or “By Make.”

This enhancement gives each member of your ITK community greater flexibility while maintaining clean consolidation standards for budgeting and reporting.

Why We Made This Change

Traditionally, FAB offered two forecasting methods:

1. Detailed Forecasting

Required forecast inputs at a granular level:

• By Model for New Vehicles

• By Make for Parts, Service, F&I and Aftermarket

2. Summary Forecasting

A simplified approach where Make/Model detail was removed and users entered high‑level summary figures for each income stream.

The challenge: Dealership groups had to select one method for everyone. If some users entered detailed forecasts while others entered summary versions, the Budget Consolidation process broke down because the data structures did not align.

This resulted in:

• Re‑work

• Re‑entry of forecasts

• Wasted time zeroing out lines

• Frustration for accountants wanting a faster, lightweight input method

For example, users forced to use the detailed template but wanting a summary view often had to manually zero out over 100 lines just to enter the handful of numbers they needed.

What’s New: Forecast “By Model” or “By Make”

After extensive consultation with ITK users, we focused improvements on the most time‑consuming area of forecasting: New Vehicle Models.

Many dealers shared that while detailed model-level forecasting is essential for some planning cycles, it is not always necessary — especially for quick scenario planning, annual reviews, or “What If” exercises.

The new enhancement now allows each user to choose:

✓ Forecast “By Model”

The traditional, fully detailed approach.

✓ Forecast “By Make”

A significantly streamlined method that replaces hundreds of inputs with just a handful.

Why “By Make” Can Be a Game Changer

Consider a typical Toyota dealership:

• Previously:Over 65 model/sales‑type combinations × multiple data points = 200+ input lines to complete.

• Now (By Make):A single consolidated Toyota input set containing:Retail • Fleet • Government • Rental→ Only 12 lines of entry.

A massive reduction in time, especially when running multiple scenarios.

And importantly:

The “{Make} Other” entry line is treated as a “model” by FAB behind the scenes.

This means:

• One accountant can forecast “By Make”

• Another can forecast “By Model”

• Consolidations still align perfectly

No more re-work. No more misalignment. No more rigid, one-size-fits-all processes.

Parts, Service, F&I and Aftermarket Still Forecast “By Make”

After speaking with selected ITK community members, it was clear that these cost centres behave differently and carry performance variations that require Make-level detail.

So regardless of your New Vehicle forecasting choice, these departments continue to prompt “By Make.”

Costs and Benefits of Forecasting “By Make”

BENEFIT: Significant time savings

Reducing 200+ inputs down to around a dozen entries dramatically speed up the forecasting and budgeting workflow. Perfect for:

• Scenario modelling

• Department manager reviews

• OEM or financier submissions

• High-level annual planning

• Quick “What If” analysis

COST: Reduced detail at model level

Actual vs Budget reporting at a summary (Make) level remains accurate and aligned. However, model-by-model variance analysis will not be available if you forecast using the “By Make” method.

Which Method Should You Choose?

Choose “By Model” if:

You need detailed insights into:

• Specific model performance

• Run‑outs

• High/low‑performing segments

• Tight OEM target alignment

Choose “By Make” if:

Speed matters more than granular detail — for example:

• Early‑stage planning

• High‑level budget cycles

• Rolling forecasts

• Senior management reviews

• Third‑party submissions

In Summary

The introduction of “By Model or By Make” forecasting delivers the flexibility ITK community members have been asking for. Dealers can now choose the method that best suits their workflow — without compromising consolidation, reporting accuracy, or group-wide consistency.

At CDS, we remain committed to continuous improvement and to delivering tools that make forecasting faster, smarter, and more intuitive for the modern dealership.

Have questions or want a walk-through? Leave a comment below or contact our team — we’re always here to help.