F&I TIP

A rational ratio = F&I success

What’s a good mix of F&I revenue? Paul McCarthy, F&I director at Stevenson Automotive Group in Jacksonville, N.C., says dealerships that rely on dealer reserve for 40 percent of their F&I revenue are “going to be in trouble.” His recommended ratio: 20 percent dealer reserve; 80 percent product sales.

Have a good F&I tip to share? Email Hannah Lutz at hlutz@crain.com
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