Among the publicly traded dealership groups, AutoNation Inc., No. 1 in new-unit retail sales, was No. 38 in F&I revenue per vehicle retailed. Penske Automotive Group Inc., No. 2 in units, was No. 78 in F&I revenue.
The data are taken from the dealership groups' responses to the survey conducted by the Automotive News Data Center for the annual listing of the top 125 dealership groups based in the United States, as ranked by retail sales of new units.
The data may differ from those found elsewhere.
For example, publicly traded retailer Asbury Automotive Group Inc. posted average F&I revenue of $1,325 per unit retailed, the Automotive News Data Center data show. But the company reported average per-unit F&I revenue of $1,308 -- based on same-store sales -- in its public filings.
In another example, Ancira Enterprises in San Antonio said the Automotive News Data Center's calculations overstated its average F&I revenue per vehicle retailed.
The Data Center's figures, based on data supplied by Ancira, showed Ancira posting average F&I revenue of $2,020 per vehicle, which put it No. 3 on the list of dealership groups in that measure. But Joey Blackmon, vice president of operations, said that figure was inflated by F&I revenue at the group's two RV stores.
For car and light-truck F&I revenue alone, the group was closer to about $1,450, Blackmon said.
That still ranks Ancira in the top 30.
Blackmon said the company prides itself in topping the public dealership groups in F&I revenue per vehicle.
To get there, managers at Ancira's 15 stores practice menu selling -- most of the time.
"About 80 percent follow the menu," he said, while "the others have their own form of it" and often get better results. "So we leave them alone."
More important, he said, "We've pitched for a good spread of business. Try not to hit a home run in any one area. Our cancellations are just minuscule. It's not what you sell. It's what you get to keep."
He added, "If you do business right and don't try to charge an exorbitant amount for it, you'll be successful over the long haul."
Ancira has another advantage: its Texas location. Leasing is traditionally weak in Texas, where consumers know their long-distance drives will quickly put them at risk of a lease's mileage penalties. And leasing customers traditionally buy fewer F&I products.
That may be why the top five dealership groups in F&I revenue per vehicle retailed include one each from Texas, Oklahoma and Utah.