I am somewhat of a journeyman in this industry and have worked for 8 different companies over 23 years due to moves and acquisitions. I have seen it all and added points on leases is common among larger dealers. That having been said, it is also common for dealers to attempt to break even on the sale of hardware after all sales expenses have been paid...most do not hope to actually profit from the sale of the unit, only from the resulting service and supply revenue.
My point is, I learned long ago that it is difficult to look at any one part of our business and determine its "fairness". Those extra points maybe paying for your bonus or your annual trip. I personally would rather have the G.P. and commission and buy my own trips but that isn't the point.