F&I provider conversion / BMW store A of a three-rooftop luxury group
Fifty-eight fewer cars. $372K more F&I. Every desk above $3,000.
The flagship BMW rooftop of a Northeast luxury group converted its F&I product panel to Kairos. Retail volume slipped 58 units, and back-end gross rose $372,045 anyway. F&I PVR finished at $3,298, the best figure of the group's three rooftops, and all three finance managers on the desk ended the period above $3,000 per copy.
$3,298 F&I gross PVR, group best
F&I gross PVR
$3,297.65
+$456.86 from $2,840.79
Products per deal
2.45
+0.23 from 2.22
VSC per 100 units
52.7
+13.3 from 39.4
Finance penetration
78.8%
+4.1 pts from 74.7%
What the numbers actually say
Back-end gross grew $372,045 on 1,175 units against 1,233 in the prior period. With volume down, the arithmetic is unambiguous.
Per-deal performance contributed $536,811, absorbing a $164,766 volume headwind and delivering the net gain on top of it.
144% program
44% headwind
$372K net gain in F&I gross
Where the lift came from
This rooftop is the group's complete win: production and price rose together. Products per deal climbed 2.22 to 2.45, and gross per product sold rose 5.2% to $1,349. Service contracts led the way, jumping 13.3 per hundred units to 52.7, the highest VSC production in the group.
Finance penetration rose 4.1 points to 78.8%, and the 16.1% PVR gain came with a mix that shifted six points toward new vehicles, typically the harder F&I environment.
The signature of the conversion
Bundled coverage went from 12.5 to 26.2 per hundred and tire and wheel from 3.5 to 8.7, products the prior panel offered and the desk rarely wrote. The service contract, a product whose vendor did not change, rose 13.3 per hundred. Same product, same market, different menu.
Prepaid maintenance, already the group's strongest at this store, added another 4.6 per hundred to 40.9. GAP held at 26 despite the six-point shift into new vehicles.
The desk itself
The returning finance manager improved $559 per copy on 592 units. A new desk lead opened at $3,399. The third manager finished at $3,085.
When every chair on a desk clears $3,000, the result belongs to the program, not to one producer.
The families that grew
Product units per 100 retail units, weighted across all F&I managers at this rooftop.
Rooftop
BMW luxury
Units retailed
1,175 / period
New / used
52 / 48%
F&I desks
3
Finance penetration
78.8%
F&I gross added
$372K
Methodology
Figures are drawn from the F&I Managers tab of the group's own DMS exports for two matched 10-month windows, pulled at the same time. Per-deal and penetration figures are weighted by unit count rather than averaged across managers. Front-end gross is excluded throughout, as it falls outside the F&I program's scope. Product families map the prior and current product panels onto a common basis; figures are product units per 100 retail units. What this comparison does not isolate: one of three finance managers is new to the desk lead role in the current period, so a single-store comparison cannot fully separate a program change from a personnel change. The returning manager's +$559 per-copy gain on comparable volume is the cleanest like-for-like read. Store identity withheld. Figures available for verification under NDA.
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