F&I provider conversion / BMW store B of a three-rooftop luxury group
A rebuilt desk, and the group's biggest F&I gain.
The second BMW rooftop converted its F&I product panel to Kairos while rebuilding its finance desk from three managers to two. Back-end gross rose $818,912, the largest dollar gain of the three rooftops, on gross per product sold that jumped 22.8%. The new desk lead opened at $3,533 per copy, the highest figure anywhere in the group.
+$819K additional F&I gross
F&I gross PVR
$2,908.94
+$438.43 from $2,470.50
Gross per product
$1,333.69
+$247.59 from $1,086.10
Total F&I gross
$3.45M
+31.1% from $2.63M
Finance penetration
78.8%
+5.8 pts from 73.0%
What the numbers actually say
Back-end gross grew $818,912 year over year on 1,186 units against 1,065. Volume helped here, but it is not the story.
Per-deal performance contributed $519,981, 64% of the gain, with volume supplying the remaining $298,931.
64% program
36% volume
$819K total F&I gross increase
Where the lift came from
Price, decisively. Gross per product sold rose $1,086 to $1,334, up 22.8%, the largest move in the group. The prior panel's commodity appearance products were replaced by a single ceramic line that the desk wrote on more than half its deals, 28.4 to 51.2 per hundred.
Finance penetration rose 5.8 points to 78.8%, and prepaid maintenance climbed 21.4 to 25.7 per hundred on a product whose vendor never changed.
The signature of the conversion
Appearance protection went from a quarter of deals to more than half, and bundled coverage went from effectively zero, 0.1 per hundred, to 9.7. Key replacement went from 0.5 to 4.6. These are products the prior panel listed and the desk did not sell.
The service contract, unchanged in vendor, held at 43.7 per hundred while its gross per contract participated in the 22.8% price move. Holding production while raising what each contract carries is the harder half of menu discipline.
The desk itself
The returning finance manager is the group's sharpest before-and-after: $1,474 to $2,438 per copy, up $964, while his volume grew from 56 units to 676.
The new desk lead opened at $3,533. Two chairs now produce more than three did a year ago.
The families that grew
Product units per 100 retail units, weighted across all F&I managers at this rooftop.
Rooftop
BMW luxury
Units retailed
1,186 / period
New / used
51 / 49%
F&I desks
2
Finance penetration
78.8%
F&I gross added
$819K
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: the desk went from three managers to two between the periods, with one manager new, so a single-store comparison cannot fully separate a program change from a personnel change. Products per deal eased from 2.27 to 2.18; the gain reported here is gross per product sold, not line count. Store identity withheld. Figures available for verification under NDA.
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