Pricing Override
A pricing override is a decision to sell a vehicle or F&I product below the dealership's baseline price. Overrides are the most common source of unexplained margin loss.
A pricing override at a car dealership occurs when a manager authorizes the sale of a vehicle or F&I product at a price below the dealership's baseline or target price. Overrides are a normal part of automotive retail — competitive situations, loyal customers, and month-end urgency all create legitimate override scenarios. The problem is that most overrides are not documented with a structured reason, making it impossible to audit whether overrides are strategic or simply undisciplined. DealerInt captures every override in real time with a mandatory reason code and margin impact calculation.
Category: Finance
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