January is a natural time to reflect upon what we’ve completed, and what lies ahead. 2015 was another banner year in the automotive industry as a whole, as well as in the greater world of F&I, and at RoadVantage in particular. New vehicle sales rose to a new high, and F&I continues to be a key profit center. RoadVantage...
Not Just for Finance Deals
New vehicle auto transactions can be separated into three types of deals: finance, lease and cash.
F&I products have historically been sold with finance deals, more so than cash or lease deals. We’ve been watching the trends however, and we see a shift toward higher penetration levels on both lease and...
F&I products are becoming an increasingly important part of the revenue stream for dealerships. It’s a fiercely competitive market, and with companies like Kelly Blue Book and TruCar telling consumers the rock-bottom price they should negotiate for, margins on vehicles are being squeezed more than ever. At the same time, compliance issues make it increasingly difficult to mark up interest rates, further limiting profit margins for many dealerships. For the big dealer groups as well as the smaller operations, F&I product sales have become the best place to augment those numbers.
Good Sense on Compliance Issues
In November, dealers gathered in Austin, Texas, for one of the regional Dealer Compliance Summit meetings being held around the United States. Sponsored by four of the magazines that cover our industry — Agent Entrepreneur, F&I and Showroom, Auto Dealer Today and Auto Dealer Compliance — the goal of these summits is to help dealers make sense of the all the regulatory demands they are facing, and learn how they can ensure they comply with local and federal laws to minimize their risk.
Education, Not Sales, for Online F&I
It’s hard to get away from the debate about online F&I these days. There are some very good arguments on both sides of the aisle, but I don’t think we can afford to just ignore it anymore. The fact is, people like to shop online. They are researching the cars they plan to buy down to the trim level and accessories before they ever set foot on a dealer’s lot, and F&I can’t really afford to continue to be the lone holdout.