Eight Months Into 2026: Where Dealers Stand and What’s Ahead

The first eight months reveal stronger F&I results, lower front gross, and steady vehicle sales. Four years of data offer clues about the final quarter.

By Gregory Arroyo

Dealerships enter the final stretch of 2026 with some of their strongest F&I results in recent years. And while vehicle sales trail last year, the difference is relatively small given the unusual market conditions that boosted sales in 2025.

Through August, dealerships averaged 111 vehicle sales per month, just 2.9% below last year’s pace. That comparison is notable given the exceptional sales activity in March and April 2025 amid tariff concerns, followed by increased EV purchasing beginning in July ahead of the September expiration of federal tax credits.

With eight months of results in hand, StoneEagleDATA offers a clearer picture of how dealerships are performing in 2026 and what recent history suggests about the final quarter.

Where Dealerships Stand Through August

F&I profit per vehicle retailed (F&I PVR) averaged $1,984 through August, up 4.8% year over year and the highest January-through-August result in five years. That gain offset nearly half the 27.5% decline in front gross, with total gross per deal falling 4.1% to $2,505.

The consistency behind those F&I results is worth noting. Products per deal averaged 1.54, compared with 1.56 last year, continuing a pattern that has held since 2022. Meanwhile, average income per product sold increased across all 13 categories StoneEagle tracks. Acceptance rates for protection products remain relatively consistent, even as the cost of buying and owning a vehicle rises.

The summer also brought an improvement in vehicle sales. Deals per dealer increased from 110.5 in June to 116.8 in August, a 5.6% gain. With F&I PVR holding near $2,000, those additional transactions lifted average monthly F&I income per dealer to $230,471, the highest level since May.

For the first eight months, average monthly F&I income per dealer reached $220,103, up 1.7% year over year. That puts F&I income ahead of last year’s pace even though dealerships are selling slightly fewer vehicles.

What the Final Quarter Could Bring

The summer increase in sales is encouraging, but the historical record suggests dealerships should be prepared for a different pace as the year winds down.

From 2022 through 2025, vehicle sales declined between August and December every year, ranging from less than 1% in 2024 to 7.6% in 2025. December recovered from November each year, consistent with the industry’s year-end sales push.

Average front gross per deal also declined between August and December in all four years, with decreases ranging from 23% to 51%. That contributed to declines in total gross per deal of approximately 6% to 17%.

F&I PVR followed a different pattern, increasing between August and December in both 2024 and 2025. But those gains didn't necessarily translate into higher monthly F&I income. Take November 2025. F&I PVR reached a high point of $2,025. But with dealerships averaging just 105 vehicle sales that month, average monthly F&I income per dealer was approximately $212,000, below the year's monthly average of roughly $216,000.

Affordability adds another consideration for Q4. Through August, the average amount financed was $1,839 higher than a year ago, reaching $37,778. Average monthly payments also increased $15 to $689. Products per deal eased from 1.57 earlier in 2026 to 1.52 in August, a possible early sign that higher financing and household expenses are influencing F&I product purchases.

That change is still relatively small, particularly against several years of consistent product acceptance. But if higher financing and ownership costs begin to affect F&I product purchases more broadly, the consequences could extend to overall F&I performance during the final quarter.

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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