The nation's public and private dealerships with the highest average F&I per-vehicle revenue in 2020 credit a pandemic-induced refocusing in the business office as the reason why their teams excelled during a tumultuous year. F&I revenue per vehicle and overall F&I revenue rose for most of the 150 largest dealership groups in the U.S. in 2020, according to an Automotive News survey, with increases reported by 87 of the 140 participating groups.
Total F&I revenue for the dealership groups increased 4.5 percent compared with 2019. In 2018, F&I revenue rose 7.5 percent. F&I revenue per vehicle dropped at 53 groups, and 133 averaged more than $1,000 per new and used vehicle.
Twenty-nine dealership groups posted average F&I revenue per vehicle above $2,000, a significant leap from 16 in 2018 and 12 in 2017. Four dealership groups reported an average F&I revenue above $3,000.
Automotive News examined the F&I results of the nation's top 150 dealership groups, as ranked by new-vehicle retail sales in 2020. Of those, the survey looked at 140 groups that provided finance data for 2020.