As new-vehicle margins continue to melt away, structuring a pay plan that rewards the F&I department but still ensures the job is done ethically and legally is one of dealers' greatest challenges, auto retail experts said.

If a century of forward thinking gave rise to the F&I office and products of today, what might the future bring? We asked F&I industry insiders to weigh in.

If dealerships don't approach pre-owned car buyers with the same enthusiasm they show their new-car buyers, they're losing money. That's especially important now that stores are seeing a major influx of off-lease and other pre-owned cars.

If dealerships don't approach pre-owned car buyers with the same enthusiasm they show their new-car buyers, they're losing money. That's especially important now that stores are seeing a major influx of off-lease and other pre-owned cars.