Asbury Automotive Group Inc., is working to make more money per unit in profit centers other than new vehicles -- especially F&I. COO Michael Kearney said that improved consumer credit, more favorable terms from lenders and training for F&I personnel on best practices combined to raise Asbury's F&I revenue per vehicle to $990 in the first quarter of 2010, from $897 in the same period last year.
Asbury, which is based in Duluth, Ga., has 80 dealerships nationwide, with 107 franchises. Based on 2009 unit sales, Asbury was No. 6 in the latest list of Automotive News top 125 U.S. dealership groups. Staff Reporter Amy Wilson interviewed Kearney on April 29.