F&I products which are sold by the F&I manager (a.k.a. “the box”), are products to protect the car, the customer, the lender—and yes, the dealership’s bottom line.
If front-end gross is the appetizer, F&I is the main course.
Examples of F&I Products
If it’s got protection in the name, chances are it’s an F&I product:
- VSC (Vehicle Service Contract) – A longer leash on the warranty. Covers breakdowns after the factory coverage ends.
- GAP Insurance – If the car gets totaled and you owe more than it’s worth, GAP covers the “uh-oh.”
- Prepaid Maintenance – Oil changes, tire rotations, etc. Paid upfront, so customers don’t ghost the service lane.
- Tire & Wheel Coverage – Because potholes and nails happen.
- Key Replacement – Keys are expensive now. You know that.
- Appearance or Interior Protection – Stain-proof your cloth seats and paint.
- Dent & Ding Coverage – For all the door dings that “weren’t there before.”
Why F&I Products Matter (a lot)
F&I products aren’t just a profit center—they’re the profit center. These high-margin add-ons often generate more income than the car itself. For F&I managers, commission depends heavily on product penetration, and salespeople often share in that upside too.
But it’s not just about money—when sold correctly, these products offer real value to the customer, adding protection and peace of mind. And when customers feel confident in their purchase? CSI scores go up. Everybody wins.
OEM vs. Aftermarket F&I Products
OEM products = backed by the manufacturer. Clean, consistent, and safer in some lenders’ eyes.
Aftermarket = can mean higher margins, more variety, and more flexibility.
F&I Products, Commissions, Who Cares?!
The F&I menu isn’t just a final upsell. It’s a paycheck multiplier. If you’re in sales or finance, knowing what you’re selling—and why—can make or break your month. If you’re in management, product penetration is a key profitability lever. Don’t sleep on it.
