The challenge
Patricia had a strong sales floor but suspected her F&I department was leaving money on the table. Without hard data she couldn't have a productive conversation with her F&I managers — any pushback was met with anecdotal responses. She needed specific deal-level data to drive accountability.
"What got me was the F&I data. I knew we had a compliance problem but I didn't have the numbers to have a real conversation with my F&I managers. DealerInt gave me the receipts. Our F&I gross per deal went up $340 in the first quarter."
— Patricia Chen, General Manager, Crossroads Auto Center
What changed
DealerInt's F&I compliance tracking gave Patricia deal-by-deal visibility into product attachment rates and pricing decisions. Within 60 days she had data showing specific products being systematically under-presented. After structured coaching sessions using the DealerInt data, F&I gross per deal increased by $340 and overall F&I attachment rate climbed 19 points.
Results timeline
Month 1: Compliance baseline established. Month 2: Coaching sessions begin. Month 3: F&I gross up $340/deal. Q1 total recovery: $9,800.
Store profile
Dealership
Crossroads Auto Center
Location
Columbus, OH
DMS system
CDK Drive
Team size
11 salespeople, 2 F&I managers
Monthly volume
68 units/month
GM
Patricia Chen