As new-vehicle sales plateau, dealerships can look to boost profits by selling F&I products for used vehicles — even those with high mileage.
"Not only is that good for the consumer but it keeps the customer in the dealership," said Blake Schindler, general sales manager at Bob Davidson Ford-Lincoln in Baltimore. "We're happy to offer what we can to keep them with us."
F&I penetration on used vehicles was 73.2 percent in 2017, according to the National Automobile Dealers Association, a high percentage, but still much lower than the 90.3 percent on new vehicles.