F&IActing
PVR $1,612, down $214 from your own T90 — all of it Crestline 72-month paper on the stale menu. Re-rate is Thursday.
The box is your fixable problem. PVR is $1,612 against your own T90 of $1,826 — $214 a copy across 91 copies, $19.5K of MTD gross gone. It started within three days of the 1st and it lives entirely on Crestline 72-month-plus paper: their program letter changed the VSC reserve table and markup caps, nobody re-rated the menu, so Reyes and Choi are quoting payments $30–40 high and customers strip the VSC to hit the number. Okonkwo, who writes short terms and cash conversions, is flat — that's the control group. Chargebacks are flat too, so this is mix, not book quality. Dana has the corrected table; the re-rate is 20 minutes and it's scheduled Thursday. If it slips, push — every selling day costs about $1.4K.
Key measures
Hover any metric for the exact formula behind itThe people
Deltas vs the store's own T90| Person | Deals MTD | F&I PVR | VSC pen | 72mo+ share |
|---|---|---|---|---|
MRMarisol ReyesF&I Manager | 30 | $1,455−$371 vs T90 | 24%−14 pts | 43%+5 pts |
| Writes the most 72-month Crestline paper — VSC pen down 14 pts since the 1st. Not a skill problem; her menu quotes are stale. | ||||
TCTommy ChoiF&I Manager | 26 | $1,540−$298 vs T90 | 27%−11 pts | 38%+3 pts |
| Second-heaviest on long terms — same stale-menu pattern as Reyes, same start date. | ||||
JOJade OkonkwoF&I Manager | 20 | $1,815−$22 vs T90 | 39%−1 pt | 10%flat |
| Mostly short terms and cash conversions — barely touched by the re-rate. Useful control group: the book isn't the problem, the menu is. | ||||
DWDana WhitfieldF&I Director | 15 | $1,782−$71 vs T90 | 38%−3 pts | 20%+1 pt |
| Owns the fix — corrected Crestline reserve table in hand; re-rate scheduled Thu. | ||||
Last 12 retail deals
Straight from the DMS — the flags are the analyst's| Date | Description | Person | Lender | Term | Products | F&I gross |
|---|---|---|---|---|---|---|
| Day 14 | 2026 F-150 XLT SuperCrew · Stock #F5102 | M. Reyes | Crestline | 72 mo | GAP only | $710 |
| No VSC — 72mo Crestline term | ||||||
| Day 14 | 2025 Escape ST-Line · Stock #F5088 | T. Choi | Crestline | 75 mo | GAP only | $685 |
| No VSC — 72mo Crestline term | ||||||
| Day 13 | 2026 Explorer Timberline · Stock #F5079 | J. Okonkwo | Ford Credit | 60 mo | VSC + GAP + maint | $2,410 |
| Day 13 | 2025 Bronco Sport Big Bend · Stock #U2214 | M. Reyes | Crestline | 72 mo | GAP only | $645 |
| No VSC — 72mo Crestline term | ||||||
| Day 12 | 2026 Maverick Lariat · Stock #F5061 | D. Whitfield | Ford Credit | 48 mo | VSC + GAP | $1,930 |
| Day 12 | 2023 F-150 Lariat · Stock #U2201 | T. Choi | Crestline | 72 mo | None | $412 |
| No VSC — 72mo Crestline term | ||||||
| Day 12 | 2026 Escape Active · Stock #F5057 | J. Okonkwo | Cash conversion | — | VSC + appearance | $1,745 |
| Day 11 | 2025 Edge SEL · Stock #U2188 | M. Reyes | Crestline | 78 mo | GAP only | $590 |
| No VSC — 72mo Crestline term | ||||||
| Day 11 | 2026 F-250 XL · Stock #F5039 | D. Whitfield | Ford Credit | 60 mo | VSC + GAP | $2,150 |
| Day 10 | 2024 Mustang GT · Stock #U2183 | T. Choi | Harbor Point CU | 66 mo | VSC + GAP | $1,890 |
| Day 10 | 2026 F-150 STX · Stock #F5027 | M. Reyes | Crestline | 72 mo | GAP only | $702 |
| No VSC — 72mo Crestline term | ||||||
| Day 9 | 2025 Explorer XLT · Stock #U2177 | J. Okonkwo | Ford Credit | 60 mo | VSC + GAP + wheel | $2,305 |