J.P. Morgan predicts F&I earnings to drop in 2023


Through the almost four-year timeframe, common complete F&I earnings per dealership throughout that interval elevated greater than 42 p.c regardless of the general variety of autos bought falling 8 p.c, in response to StoneEagle.

“F&I product suppliers have finished an awesome job of offering high quality merchandise that ship worth, and sellers haven’t solely continued to promote but additionally to department out and develop gross sales for non-[vehicle service contract] and GAP merchandise,” StoneEagle CEO Cindy Allen informed Automotive Information.

As proof, the corporate’s numbers present from January 2019 by way of October 2022, F&I income from merchandise bought accounted for a bigger share of total F&I revenue than finance reserve.

Within the first 10 months of 2019, F&I product income accounted for 60.3 p.c of total F&I revenue, and that share for the primary 10 months of 2022 rose barely to 62.4 p.c.

“Whereas market dynamics proceed to supply alternative for sellers to drive stable income from finance reserve, the development is progress within the F&I product income share of the pie,” Allen stated.

For now, the present F&I increase was evident within the third-quarter outcomes from the six publics.

All six confirmed a year-over-year improve in same-store common F&I gross revenue per car, and 5 out of the six collected greater than $2,000 in F&I revenue on every car. AutoNation Inc. was closing in on almost $2,800 per car.

At the least one of many six giants has predicted their numbers may go even larger.

Asbury Automotive Group CEO David Hult, whose firm reported $2,254 in same-store F&I revenue on every car in the course of the third quarter, stated rising car prices of sale have produced bigger seller reserves and product gross sales, and a sudden drop in prices may hinder F&I.

However electrification, costlier autos and “the propensity of customers to spend on merchandise” supplied room for F&I progress, he stated.

F&I outcomes would not leap considerably larger, Hult stated, however “I feel there’s room to enhance slightly bit extra.”


John Huetter contributed to this report.

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