F&I
F&I (Finance & Insurance)
F&I is the dealership department that arranges vehicle financing and sells aftermarket products like service contracts, GAP, and tire-and-wheel coverage.
What it means on the floor
The Finance & Insurance office is where the deal is structured after the customer agrees on a vehicle price. F&I managers secure lender approval, present a menu of protection products, ensure regulatory compliance (Truth in Lending, Red Flags, OFAC), and typically generate $1,500–$2,500 in profit per retail unit (PRU). Coach Sterling is DealerSpark's dedicated F&I training coach.
Related terms
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