One Chevrolet dealership. 761 deals. A 2.5x gap in F&I income depending on which model the customer bought. The new Silverado 2500HD generated $429 per deal. The new Silverado 1500 generated $1,075. The pattern across all 17 model variants in the data is consistent: F&I income rises almost in lockstep with products per deal, not with vehicle price. The 2500HD is the highest-priced vehicle in the dataset and the worst F&I performer. It averages 0.77 products per deal. Every other model averages at least 0.89. The opportunity is specific. The 2500HD buyer is a work truck buyer. They buy vehicles that take hard use. They have fleet keys, expensive tires, and panels that collect dents. The products exist. The buyer profile fits. The conversation just needs to be built for this customer rather than defaulting to a one-size presentation. Used vehicles tell a similar story. Every model in the portfolio underperforms on used versus new by $200 or more per deal. With 350 used deals annually that gap is worth over $70,000 in incremental F&I income if closed. The data was sitting in the DMS. It took one question to surface it. #automotiveretail #conversicaintelligence
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This is a great example of how dealerships leave money on the table without realizing it. Not because the opportunity is hidden, but because nobody asks where the standard process is failing specific buyers.