Penske CEO Roger Penske told analysts last month that about 58 percent of the sales in the quarter involved the company's digital efforts, the highest levels of digital sales for the company. Penske also cited progress with the company's adoption of Reynolds and Reynolds Co.'s docuPAD interactive tabletop F&I systems.
"In the U.S., our digital F&I process through docuPAD enhanced our ability to sanitize and social distance, no physical exchange of documents," Penske said. "We also introduced digital signatures by online signing room for key sales documents for a truly virtual transaction when the customer does not want to visit our dealership."
About 20 percent of the used cars Asbury sold in the second quarter were transacted online, the company said last month.
CEO David Hult said F&I is one of three key areas of opportunity in the company's online transaction process and that it will be improved upon in a new digital retailing tool that will be announced soon.
"We're lucky that our F&I numbers are holding up online as they do in the store. But in my personal opinion, our presentation of F&I products online can be a lot better than what it is," Hult told investors July 28.
Hult told Automotive News last month the new tool would emphasize a catered F&I product experience in which customers are presented with different options based on their mileage, driving habits and the exact make and model they're purchasing.
Another feature Asbury is focused on is a chat function so customers can ask questions about F&I products without leaving the tool.
Melissa Burden contributed to this report.