Fine‑Tuned F&I Machine! BY JASON RASTI, EXECUTIVE VICE PRESIDENT, THE LDS GROUP The unmistakable growl of a NASCAR engine during a daring slingshot. A well-executed 6-4-3 double play. A perfect, play-action pass that freezes the defense for the game-winning touchdown. These are recognized representations of “fine-tuned” techniques. In other words, they are all markers of beauty in their respective industries! However, to a car dealer, nothing is as beautiful as well-executed processes in the dealership. Your customers are taken care of, and your employees carry out each step on time and just as prescribed by you and the management team. Running this play correctly and consistently creates great profitability and happy customers who keep coming back! Although sales have been solid in 2025, the automotive business isn’t easy, and profitability is challenging. Interest rates haven’t receded, while virtually all manufacturers have increased their costs substantially over the last three years. Front-end gross has eroded, yet expenses like floor plan interest, insurance and human capital have gone up. On a positive note, the current environment means that the F&I department is primed to shine. Contrary to front-end gross, virtually all F&I measurables, industry-wide, are on the upswing! So, the question becomes, are you ready to boost F&I performance and turn your F&I department into a fine-tuned F&I machine? 20
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