F&I Per Vehicle Retailed (PVR): Benchmarks
F&I per vehicle retailed (PVR) is the finance and insurance gross the store earns on each retail unit. The Pocket20 benchmark is $1,700 to $1,900 a unit on new vehicles and $1,900 to $2,200 on used, with best-in-class stores at $2,200 new and $2,600 used. Used usually runs higher than new.
Read the printed number
Most factory statements print F&I income per unit, or F&I gross and retail units, for new and used separately. Use the statement's own printed figure. Rebuilding it from different unit counts (retail plus fleet, or deals instead of units) gives a different answer from the one the factory and your 20 group see.
Benchmarks
New F&I per retail unit: $1,700–$1,900 (best-in-class $2,200)
Used F&I per retail unit: $1,900–$2,200 (best-in-class $2,600)
Products per deal: 1.8 (best-in-class 2.5)
Service contract penetration, all deals: 46–55% (best-in-class 60%+)
GAP penetration, all deals: 40–48% (best-in-class 55%)
Penetration figures are measured on all deals, which is how most statements let you read them. Measured on financed deals only, the same performance shows a higher percentage.
What moves PVR
A full menu on every deal, including cash and outside-finance customers.
Product penetration, especially service contracts and GAP.
Finance reserve. Rate participation within the lender's and the state's limits.
Chargebacks. Cancelled products reduce F&I income; watch them alongside new sales.
Example (hypothetical round numbers): 500 used retail units year to date at $1,500 F&I per unit. At $1,900 that's $400 a unit more, or $200,000 of F&I gross.
Related
See it on your own statement
Pocket20 reads F&I per unit exactly as your statement prints it, compares new and used to benchmarks, and shows the dollars. Get a free read or see a sample read.