Most franchised dealerships focus on the front-end: increasing unit sales, meeting OEM targets, and managing day-to-day operations. While sales volume is always important, it’s not always the most efficient or sustainable path to growing profitability. With shrinking margins and tightening competition, more dealers are rethinking their reliance on volume and asking: How else can I increase my bottom line?
At Legacy Growth Partners, we specialize in helping dealer principals tap into a new, underutilized revenue stream hidden in plain sight: the dealership’s F&I program. With the right structure and strategy, this business area can become one of the most powerful and consistent contributors to long-term financial growth.
The Myth of More Sales = More Profit
In the automotive industry, there’s a deeply ingrained belief that success is measured by how many cars you sell. And while volume can certainly drive top-line numbers, it’s not always a reliable path to net profitability. OEM programs can shift. Inventory shortages can disrupt plans. Interest rate changes can choke financing approvals.
Even when you sell more cars, profits are quickly eroded by rising operational costs, employee turnover, and external economic pressures. Meanwhile, many dealerships miss out on optimizing a higher-margin part of the business: finance and insurance.
The truth? You don’t have to sell more cars to increase your profits—you need to structure the back end better.
What Most F&I Providers Aren’t Telling You
The traditional F&I model most dealerships follow is controlled by external vendors. These vendors often present themselves as partners, but they’re not incentivized to prioritize your profitability. They get their share—often more than you realize—through commissions, program fees, and control over reinsurance structures.
Dealers, in turn, are left with a fraction of the potential revenue and very little say in how it’s managed or distributed. This lack of control can lead to misaligned strategies, unclear reporting, and significant revenue leakage.
It’s not that these programs don’t work—it’s that they’re not designed with your long-term financial interest in mind. They’re designed to be convenient, not strategic.
A Dealer-First Model That Flips the Script
Legacy Growth Partners works exclusively with dealer principals, helping them create a new business structure that puts them in the driver’s seat. Our model allows dealers to capture the majority of the revenue and build long-term wealth rather than short-term commissions.
This approach isn’t about selling more products or applying high-pressure tactics. It’s about building a dealer-owned platform that aligns with your goals, gives you complete transparency, and lets you optimize how and where revenue flows.
Our process includes:
- Evaluating your current F&I setup
- Identifying leakage and unrealized revenue opportunities
- Implementing a custom structure where you’re the primary beneficiary
- Providing the training and tools to make sure your team is aligned for performance
It’s an operational upgrade that works alongside your success to make every deal more valuable.
Why It Works—and Why It Lasts
The LGP model isn’t a quick fix—it’s a business evolution. Dealers who work with us aren’t just looking to increase this month’s F&I profit per vehicle. They’re building infrastructure that strengthens their entire dealership for the long haul.
Here’s why it works:
- Scalability: As your dealership grows, so does the revenue from your F&I business. The structure supports expansion without extra operational drag.
- Visibility: You’ll gain real-time access to reporting and performance metrics—no guessing, no waiting on vendor updates.
- Stability: This additional revenue stream can help offset new and used vehicle market volatility.
- Exit-readiness: Whether you plan to sell or pass on the business, this structure adds tangible value to your dealership.
More importantly, this strategy supports one of the most important goals we hear from our clients: creating a legacy. One that isn’t dependent on market cycles or vendor relationships—but built on ownership, autonomy, and intention.
As a dealer principal, your ability to generate profit shouldn’t be limited by what someone else decides to share with you. It should be determined by how strategically you’ve built your business.
Legacy Growth Partners empowers dealers to rethink the structure of their F&I program—not just for higher revenue, but for greater control, peace of mind, and long-term success. You’ve already built a business. Now it’s time to own more of what that business earns.
Let’s talk about how this could work for your dealership.