Are your F&I numbers struggling? What's behind a dropping PVR

Over the past few years, many dealerships have seen a steady decline in F&I performance nationwide. Averages are slipping, with PVR numbers falling from $2,000 or $2,500 per copy down to as low as $1,000 or $1,200 in some cases. What’s causing this significant dip, and how can we reverse the trend?

During the height of the COVID-19 era, maintaining substantial F&I numbers felt almost effortless. Dealerships across the country found themselves in a unique market with high demand, and buyers were quick to act. It didn’t require the same level of consistent training and effort we were used to. In many ways, the environment led to complacency.

But now, the landscape has shifted. The easy days of coasting on a solid market are behind us, and we’re starting to feel the effects. The reality is simple: to succeed in today’s market, we must return to our craft's basics. Consistent, focused training is no longer optional; it’s essential.

The decline we’re witnessing can largely be attributed to this shift in the mindset. Dealerships accustomed to the COVID boom have neglected the practice vital to maintaining top performance in F&I. Without consistent training and skill-building, even seasoned professionals can see their numbers drop.

At Elite FI Partners, we’ve recognized this challenge and are developing tools to help dealerships regain their competitive edge. Whether it’s our Adaptive Training modules, Dynamic Coaching platform, or in-store training, we’re here to provide the resources you need to thrive in the current market. Now is the time to practice your craft, refine your skills, and focus on what it takes to excel in F&I.

Those who dedicate themselves to continuous improvement will lead the way as the market evolves. Don’t let slipping numbers define your dealership. Let’s work together to create a path forward that ensures your team is always prepared, sharp, and ready to perform at the highest level.

Stay tuned for updates on the tools we’re rolling out at Elite FI Partners to help you reach your F&I goals and ensure lasting success.