The large public retailers saw a banner F&I year in 2011 and say they expect no letup this year.
This month, executives from Asbury Automotive, AutoNation, Group 1 Automotive and Lithia Motors cited four factors that point to even better F&I results in 2012.
1. Subprime and near-prime customers are getting financed easier.
2. Lenders are competing more.
3. F&I training and techniques like selling extended-service contracts to service customers are now standard.
4. Service contracts and prepaid maintenance are building service retention and repurchase intent.