July’s 8% rebound in deal counts signals demand resilience. Explore how this shift impacted F&I performance, product penetrations, and dealership income in our latest benchmark report.
F&I offices shifted gears in July, trading modest dips in per-deal averages for a strong return in sales volume. After June’s slowdown in deal counts, July saw an 8.41% rebound — pushing total F&I income per dealer up more than 8% from June and 10% from a year ago.
While PVR and products per deal eased slightly, the overall picture is one of adaptability. July’s data underscores that when one lever softens, F&I offices can pull another — in this case, capitalizing on higher deal counts to keep revenue climbing.
These insights are derived directly from StoneEagleDATA’s latest benchmark report, powered by 100% dealer-level transaction data from over 8,900 dealer rooftops. StoneEagleDATA is the One True Source for real-time insights that power smart decisions and drive automotive success.
From Spring Surge to Summer Recovery
July’s rebound in deal counts followed a volatile spring and early summer. April and May’s tariffdriven buying rush pushed SAAR to 17.5 million, but by June, sales had cooled to around 15.3 million, according to NADA Market Beat. July showed signs of recovery, with SAAR improving to 16.4 million. Against that backdrop, the rebound in deal counts — and the income gains that followed — stands out.
F&I Performance Unpacked
F&I Gross Profit per Vehicle: After slipping 0.78% from June’s $1,930, July’s PVR averaged $1,915. That’s still up 9.43% from $1,750 in July 2024.
F&I Products Per Deal: Similar to PVR, PPD edged down from June’s 1.57 to 1.56 in July. Even so, it’s 4% higher than the 1.50 average in July 2024.
Average Monthly Deal Count per Dealer: At 116, July’s deal count climbed from June’s 107 and was up slightly from 115 in July 2024.
Average Total F&I Income per Dealer: July’s average reached $222,345, an increase from June’s $205,572 and a 10.06% gain over July 2024’s $202,025.
F&I Product Penetrations
Service Contracts: At 44%, July’s penetration rate was down slightly from June’s 45% but up from 43% a year ago.
Guaranteed Asset Protection (GAP): July came in at 38%, down one point from June’s 39% but up from 35% in July 2024.
Paint and Fabric Protection: Holding steady at 20% in July, the rate matched June’s performance and was up from 19% last year.
Prepaid Maintenance: At 16%, July’s rate was unchanged month over month but up from 15% in July 2024.
Tire and Wheel Protection: July held at 10%, unchanged from both June and the prior year.
StoneEagleDATA: Powering the Industry
Drawing data from over 8,900 dealer rooftops, StoneEagleDATA delivers unmatched visibility into dealership performance:
Comprehensive Benchmarking: Captures every transaction and every product from 50%+ of the industry.
Actionable Insights: Identify trends and opportunities with real-time insights into F&I product penetration, pricing, and much more.
AI-ready Intelligence: Power your propensity models and performance forecasting with data you can trust.
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