F&I's New Normal: Data-Driven Profitability in a Changing Market
- StoneEagle
- Apr 7
- 2 min read
Updated: 5 days ago
The past five years have transformed the automotive industry — and not just on the front end. Amid shifting inventory, rising rates, and an evolving customer base, one area has delivered consistent, measurable growth: F&I.
According to StoneEagle's latest data, F&I gross profit per vehicle has surged 46% since
2019, climbing from $1,247 in January 2019 to $1,814 in January 2025. During that same period, total F&I income increased 92%, and the average number of products per deal rose by 21%. All of this, while front-end gross declined 40% in 2024 alone.
The result? Total gross profit per deal is now 50% higher than in 2019, driven largely by F&I performance.
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Featured in Automotive News
Automotive News recently highlighted the StoneEagleDATA insights that StoneEagle CEO Cindy Allen shared at the Ethical F&I Managers Conference. Her message was clear: "I do think we've found a new normal from an F&I products perspective."
In the March 31st print edition and March 26th online story (Click to read), Automotive News spotlighted the power of StoneEagleDATA that delivers dealer-level transaction data — showing how F&I performance has remained strong despite rising interest rates and consumer affordability concerns.
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The Power Behind the Numbers
StoneEagleDATA comes from nearly 12 million deals in 2024, sourced from over 8,500 dealers. With access to 100% of transaction data for more than 50% of the market, StoneEagle provides unmatched visibility into dealer performance.
From F&I PVR and products per deal to leakage insights and product penetration by mileage band, our data helps dealers, providers, and partners optimize their performance in real time.
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Key Performance Highlights:
F&I PVR: $1,814 in Jan. 2025 (↑ 45% from Jan. 2019)
F&I Income: ↑ 92% since 2019
Products Per Deal: ↑ 21% (1.52 average in Dec. 2024)
Total Gross Profit Per Deal: ↑ 50% vs. 2019
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