As dealerships plan for long-term growth, performance is increasingly evaluated beyond monthly results, with F&I decisions playing an important role in supporting the overall business.
The impact of F&I develops across the customer ownership cycle through claims activity, service retention, and repeat engagement.
“Two dealerships can sell the same products at similar margins and still see very different outcomes based on how those contracts perform over time and how reserves are structured and managed.”
Taken together, these dynamics help explain why F&I performance cannot be fully understood at the point of sale alone. How participation strategies are designed, monitored, and adjusted over time influences longer-term results.