Public dealer groups hold raising the FandI bar

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It’;s getting tougher for the public new-car merchants to publish huge percentage increases in F&I income per car retailed, following a decade of nearly steady development that, soon after the downturn, reached new highs.

“The greater the number gets, the hurdle will get a minor bit harder to jump in excess of,” Michael Kearney, COO for Asbury Automotive Group Inc., stated throughout a conference call for traders last month.

Along with Asbury, the large publicly traded new-auto dealership groups are Group one Automotive Inc., AutoNation Inc., Sonic Automotive Inc., Lithia Motors Inc. and Penske Automotive Group Inc.

Asbury’;s typical F&I income per retail car reached $ one,308 in 2013, up 46 % from $ 896 in 2009. Asbury’;s F&I income per vehicle has enhanced fifty 5 % considering that 2004, when it was $ 843, a overview of the company’s annual reports displays.


Kearney stated Asbury’;s improvement in F&I was, as it was at the other public groups, largely a matter of sticking to the fundamentals.

“Our strategy and practice inside the F&I segment of our company remains unchanged,” he stated for the duration of the conference call. “Disciplined execution of F&I revenue processes and instruction generate solid, dependable development in outcomes.”

For the 6 big publicly traded new-vehicle retail groups mixed, the common F&I income per retail vehicle reached $ one,219 in 2013, up 26 % from a latest low of $ 966 in 2009, organization reports demonstrate.

3 of the groups — Asbury, AutoNation and Group one — topped $ 1,300 per unit, on common, in 2013.

From 2009 to 2013, Group 1’;s typical F&I revenue elevated 35 percent to $ 1,345 per unit retailed. AutoNation’;s development over that period, at 23 percent, was just beneath the 6 groups’; mixed common. But AutoNation had the highest per-car average in 2013, at $ one,361. AutoNation mentioned its 2013 complete was an all-time record.

Lithia lags

A decade ago, Lithia had the highest per-vehicle F&I revenue of the group at $ 1,014, but its enhance has lagged the rest. From 2004 to 2013, Lithia’;s average F&I revenue per retail automobile increased about 11 percent to $ 1,122.

Which is partly since of a shift in technique. For the past couple of many years, Lithia has concentrated on selling a greater mix of what it calls Worth Autos: utilised vehicles with a lot more than 80,000 miles on the odometer. Margins might be larger on individuals vehicles themselves, but their buyers have significantly less of a budget for F&I, the organization mentioned.

Lithia CFO Chris Holzshu stated that for 2014, the firm expects to improve its average F&I income per retail motor vehicle by selling far more F&I items, this kind of as lifetime oil-alter policies. “We definitely know we have possibility … compared to our peer group,” he said.

You can reach Jim Henry at

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