In my F/L/M store, the best profit from a dollars standpoint comes from the VSC sales. From a volume standpoint, the chemical protection package comes in 1st with about 70% penetration. That's due in part from the sales staff getting spiffed on it plus we're in an area in the northern midwest where we salt the roads more than McDonalds salts fries. Most finance contracts roll with Gap unless there's a substantial chunk down. CLAH is a minor factor but still sells since the rates aren't too prohibitive.
The Ford pre-paid maintenance programs are top-notch, best I've seen in my group, so there's a strong penetration with that product.
Overall the store averages $1100+ per copy in finance and most of it is in product sales. I have super-strong relations with the local (bad word here) Credit Unions and they buy deep. Yield spread accounts for very little since we get only about 1% to 1.5%of the amount financed based on the credit union. We're floored with FMC, but their standard rates aren't worth mentioning; we usually do better elsewhere.
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