· DealerInt Team
How do you track F&I overrides?
Track F&I overrides by capturing the reason at the point of decision—when a product is waived, a rate exception is granted, or a customer declines. Most F&I menus and DMS tools log the transaction but not the structured reason. DealerInt runs alongside your F&I tools and prompts for a reason code when an override occurs. Dashboards then show override volume by reason, product, and F&I manager, giving directors the visibility needed for compliance and margin recovery.
Root cause analysis
F&I overrides go untracked because the systems that record them—F&I menus, DMS deal jackets, lender portals—were built to process transactions, not document decisions. When an F&I manager waives gap insurance, grants a rate exception, or removes a product to hit a payment, the deal is logged. The reason is not. Free-text notes are inconsistent; dropdowns rarely exist. Without structured capture, F&I directors cannot answer: Which products are waived most often? By whom? For what reason? Rate exceptions follow the same pattern—the exception is approved, but the justification is missing. Compliance auditors expect documented reasons for deviations. Most dealerships cannot produce them at scale.
Dealership example
An F&I director at a Honda store noticed PVR had dropped 8% over six months. Product penetration was down—fewer customers were taking gap, warranty, and tire-and-wheel. The director suspected waivers were increasing but had no data.
- PVR (baseline): $2,340
- PVR (current): $2,153
- Units/month: 95
- Monthly PVR loss: $17,765
- Annual PVR loss: $213,180
- Waivers with reason (before): 0%
- Waivers with reason (90 days post-DealerInt): 100%
- Override rate decline: 28%
DealerInt revealed that gap waivers accounted for 44% of product overrides, often with no documented reason. The director implemented a policy: waivers required a reason code (customer declined, credit limit, payment cap). Within 90 days, gap waiver volume dropped 31% as managers became more selective. PVR recovered $180 per unit. Annual recovery estimate: $205K.
DealerInt solution mapping
DealerInt detects F&I override events in your workflow—product waivers, rate exceptions, payment adjustments. When an override occurs, the Chrome extension prompts for a reason code. Data flows to dashboards showing override volume by product, reason, and F&I manager. F&I directors use these views for compliance reviews and margin recovery. Works alongside CDK, Tekion, DealerTrack, Reynolds & Reynolds, and other web-based F&I tools. No API integration required.
Step-by-step fix
- 1
Identify F&I override points
List where overrides occur: product waiver, rate exception, term adjustment, down payment change. Ensure DealerInt is configured to detect these events in your F&I menu or DMS.
- 2
Define F&I reason codes
Create reason codes for F&I: customer declined, payment cap, credit limit, competitive match, manager approval, other. Align with compliance requirements.
- 3
Install and configure
Install DealerInt on F&I workstations. Configure reason codes. Test with a sample deal to ensure the prompt appears at the right moment.
- 4
Train F&I managers
Explain that reason capture supports compliance and protects them in audits. The prompt takes seconds. Emphasize that this is not surveillance—it's documentation.
- 5
Review F&I dashboards weekly
Check override volume by product and reason. Identify trends. Address managers with unusually high waiver rates. Tighten policy where needed.
Data
| F&I override type | Impact on PVR | Common reason | Capture method |
|---|---|---|---|
| Product waiver | Direct loss | Customer declined | Reason at point of waiver |
| Rate exception | Reserve reduction | Competitive rate | Reason at approval |
| Term adjustment | Varies | Payment target | Reason at change |
| Down payment change | Varies | Cash flow | Reason at change |
In summary
In summary: Track F&I overrides by capturing the reason when they occur. DealerInt prompts for a reason code at product waiver, rate exception, or payment change. Dashboards show override volume by product, reason, and manager. F&I directors get compliance visibility and margin recovery insights. Typical result: 100% override documentation, 25–35% waiver rate decline, PVR recovery. No F&I system replacement required.
References
Author
DealerInt Team. Dealership decision intelligence. Meet our experts.
Contact: support@dealerint.com | Press