Automakers and dealerships are seeing a shift in consumer behavior as rising vehicle costs push buyers toward financing and insurance packages, boosting dealer profits. Data shows average finance and insurance (F&I) earnings per transaction have climbed significantly year-over-year, reflecting stronger demand for add-on services amid economic pressures. The trend suggests buyers may be prioritizing flexibility in payments over outright purchases, altering traditional sales dynamics. Industry analysts will be watching whether this pattern persists as affordability challenges continue to reshape the market.
Dealership F&I profits averaged $1,985 per new- and used-vehicle deal through August this year, up from $1,772 during the same months in 2024, as affordability concerns drive buyer interest in vehicle ...
