Summit CDJR · Day 14 of 26 selling days
F&IWatch
−$30K to plan, but it's volume, not process — every used unit Hank doesn't deliver costs about $1,455 back here.
Gross MTD
$140K
Plan MTD
$170K
vs plan
−$30K
Analyst read
F&I is $30K behind plan, and the honest read is that most of it walked in from the lot: twelve missing deliveries at ~$1,455 a copy is about $18K of the gap, and PVR running $85 under trend covers the rest. Process is clean — chargebacks at 4.1%, GAP up a point. No Crestline exposure here: Summit's menus were re-rated on the 1st, so the program change hurting Ford, Chevy, and Kia isn't this store's story. Fix the used lot and this department fixes itself; the one coaching item is Cole Brandt's menu discipline.
Key measures
Hover any metric for the exact formula behind itF&I PVR
$1,455−$85 vs T90
BaselineT90 $1,540
BenchmarkTypical $1,500–$1,900
VSC penetration
42%−2 pts vs T90
BaselineT90 44%
BenchmarkStrong desks run 45%+
GAP penetration
31%+1 pt vs T90
BaselineT90 30%
Chargeback rate
4.1%−0.3 pts vs T90
BaselineT90 4.4%
BenchmarkKeep under 8%
Products per deal
1.9−0.1 vs T90
BaselineT90 2.0
The people
Deltas vs the store's own T90| Person | PVR | VSC penetration | Deals MTD |
|---|---|---|---|
SVSimone VegaF&I Manager | $1,558+$103 vs store avg | 45%+3 pts vs store avg | 54 |
CBCole BrandtF&I Producer | $1,322−$133 vs store avg | 38%−4 pts vs store avg | 42 |
| Trails the desk $133 on PVR — menu-discipline ride-along set for Thursday. | |||
Last 8 deals
Straight from the DMS — the flags are the analyst's| Date | Description | Person | PVR | Products | Lender |
|---|---|---|---|---|---|
| Day 14 | 2025 Ram 1500 Big Horn · Stock #N3412 | S. Vega | $1,720 | 2 (VSC, GAP) | Chrysler Capital |
| Day 13 | 2023 Jeep Grand Cherokee L Laredo · Stock #U7351 | C. Brandt | $1,140 | 1 (GAP) | Ally |
| No VSC on a 74K-mile unit — coaching note left | |||||
| Day 13 | 2025 Jeep Wrangler 4xe Sahara · Stock #N3421 | S. Vega | $1,390 | 2 (VSC, tire & wheel) | Chrysler Capital |
| Day 12 | 2024 Ram 1500 Laramie · Stock #U7360 | S. Vega | $2,240 | 3 (VSC, GAP, T&W) | Pinnacle CU |
| Day 12 | 2024 Dodge Charger Daytona · Stock #N3269 | C. Brandt | $980 | 1 (maintenance) | Chrysler Capital |
| Day 11 | 2023 Dodge Durango GT · Stock #U7344 | S. Vega | $1,610 | 2 (VSC, GAP) | Ally |
| Day 11 | 2025 Jeep Compass Latitude · Stock #N3430 | C. Brandt | $1,650 | 2 (VSC, GAP) | Chrysler Capital |
| Day 10 | 2022 Chrysler Pacifica Limited · Stock #U7339 | C. Brandt | $1,180 | 1 (VSC) | Santander |
Ask the analyst