Selling More F&I Products Amid Glut of Used Vehicles

Over the past decade, consumer focus has shifted to cutting-edge electric cars and feature-loaded new SUVs and pickup trucks.

However, entering 2021 used cars are among the automotive industry’s hottest commodities because they offer many of the technology features and convenience packages consumers want at a more affordable price.

With so much emphasis on used today, auto retailers must ensure their F&I product portfolio matches the various needs of their customers looking for used instead of new.

Growth in Used Sales 

Consumers are hot after used vehicles so they can avoid trains, buses or Ubers during the coronavirus pandemic while enjoying the independence of vehicle ownership. As demand for used inventory continues to rise and manufactures adjust to production capacity brought on by the pandemic, dealers need to be sure their F&I product mix matches the interests and needs of today’s shoppers.

January sales of used vehicles were expected to beat both year-ago and December figures. Industry research firm TrueCar estimates January used-car sales at 3.2 million, a figure that would best year-ago numbers by 1% and December by 10%. Coupled with the aforementioned reasons, an aggressive stimulus plan from the new administration may add fuel to this demand.

In terms of the outlook for used-vehicle sales in 2021, industry analysts at Edmunds are forecasting 41 million units this year, up from an estimated 38.3 million sales in 2020.

Consumers Have Unique Needs for Used Vehicles 

Consumers today have a diverse set of needs that match various F&I products. Some products stand alone, while others can be combined to better meet the consumer’s lifestyle, protection needs or budget. 

It is critical for dealers to understand their customers’ wants and needs. F&I partner providers today are taking more of a consultative approach to understanding the dealer’s goals to properly align products and services that help dealers reach their business and financial objectives.

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As a result, more dealers have implemented digital retailing elements to incorporate F&I product options and education earlier in the online process for car shoppers.

 With used inventory in high demand, here are the product trends we’ve seen developing in recent years:

Five years ago, dealers reported most car shoppers purchased F&I products such as tire and wheel protection (37.9%), exterior appearance products (37%), windshield repair (35.6%) and key fob replacement (34.8%). Based on recent data, consumers today have prioritized ancillary packages in the following order: key fobs, tire and wheel replacement, windshield repair, exterior appearance protection, interior protection and theft deterrent.

Tim Blochowiak

With these strategies in mind, auto dealers will be better equipped with the right F&I product portfolio to meet the needs of the growing number of people shopping for used vehicles in 2021.

Tim Blochowiak is vice president-dealer sales of Protective Asset Protection, a full-service provider of F&I programs.