The industry's pulse on dealer profitability shows that despite a dip in deal counts, F&I offices thrive with strong per-deal performance.
June 2025 data is in, and it paints a mixed picture for F&I offices. On one hand, they're still performing strong on a per-deal basis. On the other, fewer deals mean fewer opportunities to keep that income flowing. The big question now is whether June's month-over-month drop in deal counts per dealer represents a post-tax season slowdown or a sign of things to come under tariff pressure? Regardless, our year-over-year data shows that the industry isn’t backing down — it’s adapting, performing, and thriving through the headwinds.
While June’s month-over-month drop in deal counts may indicate some panic buying on the part of buyers, our year-over-year data shows they're still in line with last year. What has accelerated is the performance of F&I offices, which continue to deliver strong profit growth on a per-deal basis.
These insights are derived directly from StoneEagleDATA's latest benchmark report, which is 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.
F&I Performance Unpacked
F&I Gross Profit per Vehicle: After reaching a high for the year in May, F&I PVR inched down 1.03% to $1,930 in June. That's still up from $1,784 in June 2024.
F&I Products Per Deal: Similar to PVR, PPD fell slightly from May's 1.59 average. At 1.57 products per deal, that was still up from 1.5 product per deal in June 2024.
Average Monthly Deal Count per Dealer: At 106, June's average deal count fell 9.40% from May's 117. That's only a slight decrease from 107 in June 2024.
Average Total F&I Income per Dealer: At $205,172, the average was down 10.10% from May's $228,229 but up from $191,250 in June 2024.
F&I Product Penetrations
Service Contracts: Clocking in at 45%, June's rate was down slightly from May's 46% but up from 44% in June 2024.
Guaranteed Asset Protection (GAP): At 39%, acceptance was stable compared to May but up from 37% in June 2024.
Paint and Fabric Protection: At 19%, acceptance for F&I's No. 3 remained relatively unchanged from both May and June 2024.
Prepaid Maintenance: At 16%, acceptance for F&I's No. 4 product remained relatively unchanged from both May and June 2024.
Tire and Wheel Protection: At 10%, acceptance for F&I's No. 5 remained relatively unchanged from both May and June 2024.
Year-to-Date: Resilience Amid Slowdown
Looking at the full picture for 2025, F&I performance remains resilient. March marked a high point for deal counts and average total F&I income per dealer, while April and May saw F&I PVR return to $1,900 per copy for the first time since September 2022. In June, F&I offices continued to maximize every opportunity, even as deal counts dipped to their lowest point since February.
While market pressures are clearly mounting — from affordability concerns to tariff pressure — year-over-year performance still tells a positive story. June’s dip may reflect these constraints, but the gains in key F&I metrics show the industry is continuing to deliver:
F&I Gross Profit per Vehicle (PVR): +8.18%
F&I Products Per Deal (PPD): +4.67%
Average Monthly Deal Count per Dealer: -0.93%
Average Monthly F&I Income per Dealer: +7.28%
StoneEagleDATA: Powering the Industry
Drawing data from over 8,900 dealer rooftops, StoneEagleDATA delivers unmatched visibility into dealership performance:
Comprehensive Benchmarking: StoneEagleDATA 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.
Ready to optimize your F&I performance? Complete our form to learn how StoneEagleDATA can help your organization, no matter what the market throws your way.
