November: F&I Hits Records as Sales-Side Pressure Intensifies

November delivered record F&I PVR and product attachment, even as deal counts fell and front-end margins posted their weakest performance of 2025.

By Gregory Arroyo

F&I offices delivered the strongest per-deal performance ever recorded by StoneEagle, in a November marked by strained sales-side conditions.

Front-end gross fell to its lowest point of the year, and deal counts slid to the second-lowest level of 2025. Against that backdrop, F&I profit per vehicle retailed (PVR) and products per deal reached new highs, while service contract penetration hit an all-time high and GAP penetration held at peak levels.

This insight comes directly from StoneEagleDATA’s latest F&I benchmark report, powered by transaction-level data representing over 50% of the automotive retail market. StoneEagleDATA provides a clear view into how shifting sales conditions and F&I execution are shaping dealership profitability.

November’s Complete Picture

Front-end gross broke sharply lower in November, dropping from $531 in October to $398, well below the margin levels that defined much of the spring and summer selling season. Deal counts declined for a third straight month, slipping to their lowest level since June at 105.

That pressure never showed up inside the F&I office. F&I profit per vehicle retailed broke $2,000 for the first time, setting its sixth new high of the year at $2,025. Products per deal also reached a new high at 1.60, while service contract penetration pushed past the mid-40% range that has defined recent years to 46%, and GAP penetration held at a peak rate of 40%.

That per-deal strength helped absorb pressure on the sales side, even if it couldn’t fully offset it.

Total gross per deal eased to $2,422, down modestly month over month. Where lower deal counts were most clearly felt was in average monthly F&I income per dealer, which finished November at $212,362 — a solid result for a typically slower month, though capped by softer volume despite record per-deal F&I performance.

November Performance Breakdown

• Deals per dealer: Average monthly deal counts per dealer declined from 108 in October to 105 in November. Compared to last year, deal counts were down 5.4%.

• F&I PVR: Increased from $1,986 in October to $2,025 in November, setting a new high. Up 9.1% year over year.

• Front-end gross per deal: Dropped from $531 to $398, the weakest result of the year. Down 38.7% year over year.

• Total gross per deal: Eased from $2,523 to $2,422. Down 3.3% year over year.

• Products per deal: Increased from 1.57 to 1.60, a new high. Up 3.2% year over year.

• Average total F&I income per dealer: Finished at $212,362, down slightly from October but up 3.2% year over year despite lower deal volume.

F&I Product Penetration Highlights

• Vehicle Service Contracts (VSC): Increased from 45% to 46%. Up 2 points year over year, the highest level in the data.

• Guaranteed Asset Protection (GAP): Held at 40%, unchanged month over month and up 4 points year over year.

• Paint & Fabric Protection: Steady at 20%, flat year over year.

• Prepaid Maintenance (PPM): Increased from 16% to 17%, up 1 point year over year.

• Tire & Wheel: Held at 10%, down 1 point year over year.

StoneEagleDATA: Powering the Industry

StoneEagleDATA’s latest F&I benchmark report, powered by transaction-level data from over 50% of the automotive retail market, delivers a complete view of today’s automotive retail landscape:

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

• Actionable Insights: Reveal trends, track performance, and uncover growth opportunities in real time.

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

StoneEagleDATA powers the intelligence behind modern automotive retail. Complete our form to explore how trusted, transaction-level data can strengthen your strategy and solutions.