Interactive tool

Product Mix Analyzer

Compare a store’s per-product penetration and mix to credible benchmarks to reveal where the real gaps are.

Periods

Vehicles retailed, this period

Vehicles retailed, prior period

Contracts by product

Product	This period	Prior	Target %	Now	Change
Vehicle service contract	Vehicle service contract this period	Vehicle service contract prior	Vehicle service contract target	45.0%	+1.5
GAP	GAP this period	GAP prior	GAP target	34.2%	-4.1
Tire and wheel	Tire and wheel this period	Tire and wheel prior	Tire and wheel target	18.3%	+2.7
Appearance protection	Appearance protection this period	Appearance protection prior	Appearance protection target	15.0%	-1.5
Key replacement	Key replacement this period	Key replacement prior	Key replacement target	7.5%	+2.3

Where the gap is

The largest shortfall against your own target is GAP, at 34.2% against a 50% target. Closing it is 19 more contracts in a period of this size.

Declining against the prior period: GAP, Appearance protection. A fall here is worth more attention than a static gap, because something changed rather than never having been there.

The opportunity is stated in contracts rather than dollars on purpose. Turning it into revenue needs a per-product gross and, more importantly, a chargeback assumption. An arithmetic gap is not forecast income.

There are no industry benchmarks built into this tool. Published averages are calculated on different denominators, across different vehicle mixes and credit profiles, and quoting one here would give a number more authority than it has earned. Your own prior period holds those variables constant, which is what makes it the better comparison.

Who it’s for

Dealers and F&I directors diagnosing where performance is being left on the table.

What it does

Compare a store’s per-product penetration and mix to credible benchmarks to reveal where the real gaps are.

What you’ll get

A per-product gap analysis showing where the store leads, lags, and where the biggest opportunity sits.

There are no benchmarks in this tool, on purpose

Published industry averages are calculated on different denominators, across different vehicle mixes, markets, and credit profiles. Quoting one here would give a number more authority than it has earned, and it would be repeated as though it were a fact about your store.

Your own prior period holds those variables constant, which is exactly what a national average does not. It is the more useful comparison and the more honest one.

A decline matters more than a gap

A product that has always sat below target may simply not fit your customer base. A product that fell against last period changed, and something caused it: a producer left, a price moved, a presentation drifted, or a program changed.

Work the declines first. They usually have a findable cause and a cheaper fix than lifting a number that was never there.

Contracts, not dollars

The opportunity is stated in contracts because converting it to revenue needs a per-product gross and a cancellation assumption, and an arithmetic gap presented as forecast income is how a target becomes a number nobody believes.

If you do convert it, net it for chargebacks first. The gap between gross and what the store keeps is the whole subject of net product contribution.

Learn the topic behind this tool

Want this run on your store?

Elite FI Partners can apply this analysis to your actual finance office once you’ve seen how it works.

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