AutoNation’s average gross profit per new vehicle is down 15% vs. the same quarter a year ago.

“Dealers simply don’t have the pricing power they did six months ago,” says Kelley Blue Book’s Rebecca Rydzewski.

Tell yourself a customer who has cash to pay for a vehicle also has cash to pay for the products that will protect their budget and vehicle investment long term, and you will likely sell more products.

Independent agents can tailor the shopping process to customers’ financial needs using comparison software and rating tools – a huge advantage over online, do-it-yourself policy shopping.

F&I product trends that are expected to be in focus in 2023 include both new and pre-owned vehicle service contract programs, GAP, ancillary and certified programs.

The company’s goal is to highlight synergies for dealerships customers.

Consumers want lower-priced options and are shying away from BEVs. 

“You can’t have rising inflation and rising interest rates and rising car prices indefinitely. One of these is going to snap,” says iSeeCars’ Karl Brauer.

Accuracy is key to keeping customers loyal and regulators away, says Reynolds and Reynolds President Chris Walsh.

Stellantis CEO Carlos Tavares says 90% of the automaker’s dealers in the U.S. have signed on with Stellantis Financial Services U.S. About 80% percent of Stellantis’ sales volume in the U.S. will utilize the in-house company.