Deal Volume, F&I PVR Rise Together in August

Average monthly F&I income per dealer posted its strongest summer gain as dealerships processed more transactions and generated slightly more F&I profit per deal.

Gregory Arroyo

August was the first month this summer in which both deal count and F&I PVR improved, lifting average monthly F&I income by 2.9%. Both measures declined in June, while July’s income gain came from volume alone.

Volume accounted for most of the month-over-month increase. Average deal count rose 2.4% to 116.63, while F&I PVR edged up 0.5% to $1,980. Average monthly F&I income per dealer finished at $230,953.

The improvement did not extend across the entire deal. Front-end gross declined about $14 to $465, more than offsetting the increase in F&I PVR. Total gross per deal edged down about $4 to $2,445.

This insight comes directly from StoneEagleDATA’s latest report, powered by transaction-level data representing more than 50% of the U.S. automotive retail market. StoneEagleDATA delivers The Complete Picture of how sales conditions and F&I execution shape dealership profitability.

August Extends Familiar Seasonal Pattern

August’s month-over-month gains followed several patterns seen in prior years. Deal count has increased from July to August each year since 2022, while average monthly F&I income has risen in four of those five years. Front-end gross has declined each time, and F&I PVR has now increased for three consecutive years from July to August.

The latest gains did not fully close the gap with August 2025. Dealers processed 2.9% fewer transactions than they did a year earlier, but F&I PVR increased about $41 to its highest August level in the StoneEagleDATA dataset. The higher PVR nearly offset the lower deal count, leaving average monthly F&I income about $1,900, or less than 1%, below the prior-year level.

The year-over-year decline was more pronounced across the full deal. Front-end gross fell about $101 to $465, more than twice the $41 increase in F&I PVR. As a result, total gross per deal declined approximately $61 to $2,445.

Products per deal averaged 1.51, down slightly from 1.52 in July and from 1.57 a year earlier. Penetration across the five major product categories showed little movement, with each rate remaining within approximately one percentage point of its August 2025 level.

August also pushed the average monthly payment above $700 for the first time in the StoneEagleDATA dataset. Compared with August 2025, customers financed approximately $1,544 more on average, bringing the average amount financed to $38,267 and raising the average monthly payment $26 to $702. The average finance term lengthened by 0.69 months to 65.57 months, so the higher payment came even with slightly more time to repay.

August by the Numbers

• Deals per Dealer: Average monthly deal count reached 116.63 in August, up 2.4% from July but down 2.9% from a year earlier.

• F&I PVR: F&I profit per vehicle retailed increased 0.5% from July to $1,980. It was approximately $41 higher than in August 2025 and reached its highest August level in the dataset.

• Front-End Gross per Deal: Front-end gross averaged $465 in August, down 3% from July and 17.9% from a year earlier.

• Total Gross per Deal: Total gross averaged $2,445 in August, down 0.2% from July and 2.4% from a year earlier.

• Products per Deal: Products per deal edged down to 1.51 in August from 1.52 in July and from 1.57 a year earlier.

• Total F&I Income per Dealer: Average monthly F&I income rose 2.9% from July to $230,953, finishing less than 1% below August 2025.

F&I Product Penetration Highlights

• Vehicle Service Contracts: Penetration held at 44% in August, unchanged from July and August 2025.

• Guaranteed Asset Protection: GAP penetration was 39% in August, unchanged from July and one percentage point above August 2025.

• Paint and Fabric Protection: Penetration was 20% in August, one percentage point above July and unchanged from August 2025.

• Prepaid Maintenance: Penetration held at 16% in August, unchanged from July and August 2025.

• Tire and Wheel: Penetration held at 10% in August, unchanged from July and August 2025.

StoneEagleDATA: Powering the Industry

Drawing data from more than 50% of U.S. dealer rooftops, StoneEagleDATA delivers unmatched visibility into dealership performance:

• Comprehensive Benchmarking: Capturing every transaction and every product from more than half the retail market.

• Actionable Insights: Identify trends and opportunities with real-time insights into F&I product penetration, pricing, and deal performance.

• AI-ready intelligence: Built on secure, dealer-level data to support forecasting, analytics, and smarter decision-making across the F&I industry.

That’s The Complete Picture. Brought to you by StoneEagle — your one true source for benchmarks and data that help drive success for your business.

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