F&I per vehicle profits appear to be on the rise. Reports from five of the six publicly traded auto groups indicate that F&I gross profit per vehicle was up an average of around five percent. The only auto group not reporting a per-vehicle F&I profit increase was Asbury Automotive Group Inc., of Duluth, Ga., who reported a very small one percent decline.
The other five auto groups reporting were:
- AutoNation Inc., of Fort Lauderdale, Fla., rose 6.4 percent, or $107, to $1,781.
- Group 1 Automotive, of Houston, rose 7.9 percent, or $123, to $1,685.
- Sonic Automotive Inc., of Charlotte, N.C., rose 2.8 percent, or $39, to $1,444.
- Lithia Motors Inc., of Medford, Ore., rose 10.5 percent, or $133, to $1,399.
- Penske Automotive Group Inc., of Bloomfield Hills, Mich., rose 5.8 percent, or $68, to $1,244.
Reasons for Success
These companies each attributed the increases to a growing F&I product penetration and to F&I training efforts. Sonic President Jeff Dyke told Automotive News that much of their increase was driven by training and assistance from JM&A Group, an F&I product provider and training company in Deerfield Beach, Fla.
“I just cannot tout them enough. They do a fantastic job for us. I wish we had been on with them a long time ago,” Dyke said. “They’ve just really done a good job for us, and it’s certainly showing up in our performance.”
Dyke also said that Sonic F&I profit-per-vehicle could reach around $1,600 in 2019 on the strength of the company’s used-only EchoPark locations, whose F&I profit per vehicle ranges between $2,000 to $2,200.
At Group 1, SVP Pete DeLongchamps told analysts and reporters that the company makes more F&I profit on new-vehicle sales than on used, but added that used-vehicle F&I sales remain consistent.
At Lithia, product sales drove profits. Of the vehicles sold in the quarter, Lithia stores arranged financing on 72 percent, sold a service contract on 46 percent and sold a lifetime oil product on 24 percent, according to EVP Chris Holzshu.
Growth Opportunities
Holzshu also said of this growth strategy, “It gives us a real opportunity for us to continue to focus on the upside potential of more F&I growth.”
Lithia employs a three angle approach to F&I growth:
- Hiring high-performing F&I managers
- Selling the right products in the right markets
- Implementing a consistent process from start to finish
Holzshu said Lithia’s associates “understand what a win looks like, and they’re compensated to fulfill the mission of delivering the products that we have.”