StoneEagle: Q1 Report Shows ‘Historically Strong’ F&I Performance
Dealers averaged $1,986 in F&I profit per vehicle retailed in the first quarter, a 7.9% year-over-year improvement, and products sold per deal improved by 1.8% to 1.57, according to the latest report from StoneEagle.
Average F&I income per dealer was $211,266, up 3% from Q1 2025, despite an average deal count that fell by 4.5% to 106.
In a release, StoneEagle CEO Cindy Allen says F&I performance was “historically strong” amid a seasonal sales slowdown.
“Even with fewer deals moving through the average dealership, F&I income still increased year over year as dealers relied more heavily on F&I to help balance affordability pressure and lower front-end gross, reinforcing F&I’s role as the foundation of stability and profitability for dealerships,” Allen writes.
Service contracts led all F&I product penetration rates at 45%, followed by GAP (40%) and paint-and-fabric protection (20%). All were nearly flat compared with the prior and year-ago quarters. But analysts note GAP penetration has improved by more than 6% since 2022 and paint-and-fabric penetration is up by nearly 76% since 2020.
