F&I Q1 Data: Record Income From Fewer Deals
StoneEagleDATA reports U.S. dealers made an average of $242,283 in total F&I income in the first quarter, an all-time record exceeding the post-COVID boom of 2021, despite generating fewer deals on a per-rooftop basis.
Average F&I income increased by 115% between January 2019 and March 2025, analysts say, with accompanying improvements to $1,882 in profit per vehicle retailed and 1.56 products per deal, up 51% and 24%, respectively, in the same six-year span.
Q1 penetration rates were led by service contracts at 45%, followed by GAP (38%), paint and fabric (19%), prepaid maintenance (16%) and tire and wheel (10%).
Noting that “package deals” appeared in 7% of transactions, StoneEagle CEO Cindy Allen, who spoke at last month’s Ethical F&I Managers Conference, attributed some of the improvement in ancillary product sales to bundling strategies, according to the report.
