How to Configure F&I Menus for Maximum Gross

Key Takeaways

• 1
  Load your exact product costs and retail limits into the library for accurate margin tracking.
• 2
  Create tiered packages (Platinum, Gold, Silver) to leverage the psychology of choice.
• 3
  Use interactive, customer-facing screens to instantly show how products affect the monthly payment.

Table of Contents

Stop Leaving Back-End Gross on the Table

The Finance and Insurance (F&I) office is where dealership profitability is truly made or lost. But if your F&I managers are still using printed paper menus or clunky, disconnected software, they are fighting an uphill battle. Modern buyers want transparency, speed, and options.

Here is how to configure the digital F&I menus inside your dealership operating system to maximize your PVR (Per Vehicle Retailed) and product penetration.

Step 1: Build Your Product Library

First, load all your aftermarket products into the system's library. This includes Extended Service Contracts (VSCs), GAP insurance, Tire & Wheel protection, Paint & Fabric protection, and Key Replacement. Ensure that the cost, retail price, and markup limits are accurately configured so the system can calculate margins in real-time.

Step 2: Create Tiered Menu Packages

The psychology of choice is powerful. Instead of presenting products one-by-one (which often leads to a quick "no"), configure your system to present tiered packages. We recommend setting up three or four tiers:

• Platinum: Includes all protections (VSC, GAP, Tire/Wheel, Paint/Fabric).
• Gold: Includes the core protections (VSC, GAP, Tire/Wheel).
• Silver: Includes only the essentials (VSC, GAP).
• Basic: The naked car with no protections.

By presenting options this way, the customer is choosing which level of protection they want, rather than deciding if they want protection at all.

Step 3: Integrate with Desking for Seamless Presentations

Because our F&I module is natively connected to the automotive desking software, the base payment and term length automatically flow into the menu presentation. As the F&I manager clicks through the Platinum, Gold, and Silver packages on the customer-facing screen, the monthly payment updates instantly. This visual, interactive presentation builds trust and makes the cost of protection feel manageable.

"Switching to digital, tiered menus on an iPad increased our VSC penetration by 15% in the first month. The customers love interacting with the screen and building their own coverage." — F&I Director

Step 4: Track Performance and Adjust

Use the built-in reporting dashboards to track product penetration and PVR by individual F&I manager. If you notice GAP penetration dropping, you can quickly adjust the menu presentation or provide targeted coaching. The software gives you the visibility to manage your back-end profit like a science.

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