F&I Sales Give Dealers First-Half Lift

Second-quarter finance-and-insurance sales at U.S. dealerships pushed results to new highs for the first half of the year, according to StoneEagle data.

Average F&I profit per vehicle retailed and monthly F&I income per dealer reached the highest first-half averages in the seven years of StoneEagle’s tracking, the company reported. The former rose about 6% year-over-year to $1,989, and the latter nearly 3% to $217,705.

The results came despite average store deals per month falling about 4% year-over-year to 109, StoneEagle said.

“Across those six months, F&I generated nearly eight out of every 10 gross dollars per deal, helping keep a nearly 30% decline in front gross from producing a comparable decline in total gross,” said company CEO Cindy Allen.

Total dealership profits averaged $2,525 through June, down about 5% year-over-year, according to StoneEagle, whose data represents more than half of the U.S. auto retail market. Declines, though, were centered on front-end profit.

Second-quarter F&I business made the difference for dealers, StoneEagle found.

The average monthly deal count per store rose 5½% to 112, and PVR inched up nearly a percentage point to $1,996. The combined result increased average monthly F&I revenue per dealer by about 7% to $224,592 – a record high in the firm’s tracking of the metric.

In the first half, F&I product penetrations held steady, and gap insurance actually rose by a percentage point to 39%, StoneEagle said.

“Our data shows 2026 trending really well through the first half,” Allen said.

“Performance strengthened in the second quarter across nearly every major measure we track, and the broader outlook for automotive retail remains strong even as dealers and consumers manage a range of market dynamics.”