Auto Supply Blog » Dealership Profitability

In many dealership F&I offices, there’s a hidden problem quietly draining results. It’s not the products, the pricing, or even the process—it’s how we approach the customer. Too often, the rush to sell products comes before taking the time to understand whether the customer even wants or needs them. The result? Resistance, more extended conversations, and missed opportunities.

Where can dealerships find untapped profits? According to a recent Car Charts article titled "Convenience is King" by independent automotive researcher Glenn Mercer, profits are sitting in service departments. The franchised motor vehicle industry currently holds a 30 percent market share of post-warranty vehicle repairs, with an estimated market value of $350 billion. If the industry can capture just 1 percent more of the...