When a dealer calls us about switching F&I programs, the first question is almost always the same: what is it worth? Not in theory. In dollars, per car, at their store.
We recently completed our first full model year with a Northeast metro luxury franchise dealer. We are keeping their name off this post, but the numbers are theirs, pulled from their own deal sales logs for full-year 2024 (prior provider) and full-year 2025 (Kairos).
The headline
Back-end gross per vehicle retailed went from $1,686 to $2,277. That is $591 per car, a 35% lift, across 5,829 retail units and eleven F&I desks.
Total back-end gross grew $4.82M year over year.
The honest question
The store also sold 815 more cars in 2025. So the fair question is: how much of that $4.82M was the program, and how much was just more traffic through the box?
Hold volume constant and the answer gets interesting. At the prior year’s per-deal performance, 2025 volume would have produced $9.83M. The store produced $13.27M. That gap, $3.44M, or 71% of the total increase, is per-deal performance. Volume explains the other 29%.
Roughly $287,000 a month the store was not capturing under the prior program.
Where the lift came from
Not rate. Reserve per deal rose a modest $114. Product gross per deal rose $418, which is 71% of the per-deal gain. Products per deal went from 1.41 to 1.93.
Under the old program, product mix varied wildly desk to desk. Two managers wrote theft deterrent on two-thirds of their deals and road and hazard on none. Others did the exact reverse. By 2025 every product carried meaningful penetration across every desk. Service contracts more than doubled. Road and hazard nearly tripled. Paintless dent and surface protection went from rounding errors to real lines.
That is the signature of a unified menu and managers who actually use it.
What we will not claim
The store turned over five of eleven desks between the two years. No single-store, single-year comparison can fully separate a program change from a personnel change, and we are not going to pretend otherwise. The full methodology, including what this comparison does not isolate, is on the case study page.
Read the full study
Every number above, the penetration before-and-after, the program-versus-volume split, and the store profile are in the full case study. Figures available for verification under NDA.
If you are a dealer principal wondering what your box is leaving on the table, let’s talk.