What is Back Gross?

What is Back Gross?

Dealer Speak
The Short Answer

Back Gross, often referred to as "Backend Gross,"  is the profit from selling F&I products. These include warranties, GAP insurance, and add-ons. It's distinct from the profit made from the sale of the vehicle itself, known as Front Gross.

1 min read

Oct 01, 2024

What is Back Gross?
The Details

Back Gross represents the profit generated from the sale of backend products in a vehicle deal, such as financing, insurance, extended warranties, and other add-ons.'s crucial in the automotive industry. This is especially true in dealership operations. Understanding Back Gross helps dealerships make more profit. It also ensures their financial health.

Backend Gross Examples:

  • A customer purchases an extended warranty for $2,000. If the dealership's cost for that warranty is $1,200, the Back Gross profit is $800.
  • Selling a service contract at $1,500 when the dealership's cost is $1,000 results in a Back Gross of $500.

Synonyms:

  • Backend Profit
  • F&I Profit
  • Add-on Profit

Key Components of Back Gross:

  1. Extended Warranties: Coverage plans that extend beyond the manufacturer's warranty.
  2. Insurance Products: Includes gap insurance, vehicle service contracts, and tire and wheel protection.
  3. Financing: The profit from arranging vehicle financing for the buyer.
  4. Aftermarket Products: Additional items such as window tinting, paint protection, and interior treatments.

Importance of Back Gross:

Understanding and maximizing Back Gross is essential for dealerships because it:

  • Increases overall profitability.
  • Provides additional revenue streams beyond vehicle sales.
  • Enhances customer satisfaction by offering valuable products.

Perspectives:

  • Dealership Management: Focus on training F&I managers. They should sell backend products well to boost Backend Gross.
  • Sales Team: Work with the F&I department to find upselling and cross-selling backend products.

Scenario:
A dealership notices a decline in Back Gross. They decide to start a new training program for F&I managers. It will focus on the benefits and selling techniques for extended warranties and service contracts. Within three months, they see a 20% increase in Backend Gross profits.

Back Gross, commissions, who cares?!

Backend Gross plays a vital role in a dealership's financial success. By understanding and using it, dealerships can boost their profits. They can also offer more services to their customers.

What is Back Gross?
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