F&I Per Vehicle Revenue: Benchmarks and Improvement Strategies Your F&I department operates in the margins that make or break your profitability. While you’re grinding for every dollar of front-end gross on the sales floor, F&I per vehicle revenue represents your cleanest profit center — often delivering 50-70% of your total deal gross on a per-unit … Read more
Vehicle Service Contracts: How to Present and Sell VSCs That Drive PVR Without Killing Deals Bottom Line Up Front: F&I Is Your Profit Engine — And Your Biggest Liability Your F&I department generates more gross per hour than any other operation in your store. Top performers push $1,800+ PVR while your best sales manager might … Read more
GAP Insurance for Dealers: Selling and Compliance Guide Your F&I box generates more gross per hour than any other square footage in your store. It’s also where your biggest compliance risks live. The dealers crushing it in F&I aren’t pushing harder — they’re building better processes that maximize PVR while keeping you bulletproof with regulators … Read more
Cash Buyer F&I Strategy: Selling Products to Cash Customers Cash customers represent your toughest F&I conversion challenge — and your biggest untapped profit opportunity. While financed deals give you built-in value conversation through payment structuring, cash buyers require a completely different approach to your cash buyer F&I strategy. The difference between a mini deal and … Read more
Subprime Lending at Your Dealership: Growing Special Finance Your special finance department can be your most profitable customer segment — or your biggest compliance nightmare. When managed correctly, subprime lending at your dealership drives significant front-end gross while opening up back-end opportunities with customers who understand they’re paying for credit repair and vehicle access. Done … Read more
E-Contracting for Dealerships: Digital F&I Workflow Your F&I department represents the highest profit margin per hour in your dealership — and your highest compliance risk. While sales grosses keep getting squeezed by market transparency, back-end PVR remains one of the few areas where skilled performance can still drive meaningful profit improvement. E-contracting for dealerships has … Read more
Building a CPO Program: Certified Pre-Owned Best Practices Your certified pre-owned program dealer strategy can make or break your used vehicle profits. The top-performing stores I work with see their CPO units delivering 30-40% higher front-end gross than comparable non-certified inventory. But here’s what separates winners from the pack: they treat CPO as a complete … Read more
EV Inventory Management for Dealers: Charging and Stocking Bottom Line Up Front Your days-to-turn on EVs tells you everything you need to know about next month’s performance. Top-performing EV dealers keep their electric inventory under 35 days supply, while struggling stores often carry 60+ days. The difference isn’t just carrying cost — it’s the margin … Read more
Auction Buying Strategies: Sourcing Profitably at Manheim and ADESA Bottom Line Up Front: Days to Turn Predicts Your Gross Your days to turn metric tells you everything about next month’s performance before you even look at traffic counts or close ratios. Top-performing stores maintain 45 days or less on used inventory, 60 days on certified … Read more
Day Supply Targets: Right-Sizing Your Dealership Inventory Your day supply targets dictate whether you’ll hit your objectives or scramble to explain shortfalls in next month’s factory meeting. Most dealers track units and grosses religiously but miss the inventory metric that predicts both: how many days of supply you’re carrying by model line and price point. … Read more
