Per-manager scorecards, PVR tracking, penetration rates, products per deal, and close ratios. Updated daily, not after the damage is done.
Every dealership does it. The month ends. The financial statement comes in. The GM looks at the F&I numbers and realizes one manager had a $1,100 PVR while the target was $1,500. That's a $400-per-deal gap across maybe 40 deals. That's $16,000 in missed back-end gross, and you're finding out about it 5 weeks after the first bad deal was booked.
The problem isn't that managers don't want to perform. The problem is that nobody sees the numbers until it's too late. When your F&I director has to manually track penetration rates in a spreadsheet, the data is always stale. When the only performance review happens at month-end, you're running a post-mortem instead of a coaching session. Reactive management is expensive management.
Voltra builds a live scorecard for every manager on your team. F&I managers get tracked on PVR (per vehicle retailed), product penetration rates, products per deal, and close rate. Sales managers get tracked on front-end gross, units, and close ratio. The data updates daily from DealerTrack, RouteOne, and your DMS, so the numbers are always fresh.
Look at that leaderboard. D. Martinez is crushing it at $1,847 PVR with a 71% pen rate. J. Wilson is at $1,102 with a 39% pen rate. That gap is visible on day 10 of the month, not day 35. You can pull Wilson aside for a coaching session now, while there's still time to improve the month. Maybe Wilson needs help with the service contract pitch. Maybe the GAP presentation needs work. You can't fix what you can't see, and Voltra makes sure you can see it.
If a manager's pen rate drops from 65% to 48% in the first two weeks of the month, you see it immediately. Pull them aside, sit in the box with them for a few deals, and course-correct while there's still time. The difference between coaching mid-month and having a tough conversation at month-end is the difference between saving the month and writing it off.
Put the PVR leaderboard on a screen in the F&I office. Competitive managers will push harder when they can see who's ahead. Top performers get recognized. Underperformers get motivated. Some dealers tell us just making the numbers visible added $100-200 to their average PVR within the first month. That's free money.
When one manager has a 70% service contract penetration but only 15% on GAP, the training need is specific and obvious. You don't need a generic F&I training seminar. You need 30 minutes working on the GAP presentation. Voltra's per-product penetration data makes coaching surgical instead of scattershot.
We'll walk you through a sample leaderboard with real F&I metrics. 15 minutes. No slide deck. Just the dashboard.
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