The Q2 2026 Automotive Trends Report from JM&A Group contained profit metrics generated by more than 1,700 dealerships that offer the company’s F&I products.

JM&A Group highlighted F&I profit per vehicle retailed is still significantly ahead of numbers generated a year earlier, despite economic challenges endured by dealers and consumers.

Then, JM&A Group reminded dealerships to have a solid plan to keep their finance office on that path even if there is a personnel change.

Before getting into staffing recommendations, the report contained more observations about F&I profits. JM&A Group pointed out that front PVR data shows pressure amidst affordability challenges.

“Although significantly lower year-over-year, front end gross is showing signs of stabilization,” the company wrote in the report. “In the next quarter we don’t expect to see significant increases in front end gross as inventory is stable (although varied by brand) and affordability issues persist. F&I will remain a crucial lever for profitability opportunities, along with your fixed ops department.

“Front-end profitability continues to face pressure in 2026, though the sharp declines experienced throughout much of 2025 have begun to level off,” JM&A Group continued. “Inventory availability is strong (though conditions vary by brand) and affordability challenges continue to impact many consumers.

“In context, 2019 was a ‘normal year’ relatively. We’re still above 2025 levels and ahead of where we were in 2019,” the company added. “The late 2020–2022 period was marked by peak conditions that have gradually eased in the years since, as supply and demand rebalanced.”

For the past 18 months, JM&A Group indicated F&I PVR has remained stable, with Q2 ending slightly ahead of Q1.

“Despite a tougher economic environment for consumers, Q2 2026 car sales held steady with Q2 2025,” JM&A Group wrote in the report. “Even when affordability is a concern, customers still bring clear wants, needs and desires to the buying process.

“That’s where a strong sales process in your dealership makes all the difference. Ensure your team has the right sales, product and inventory knowledge in place to ask the right questions, deliver the greatest value and help customers make the most of their budget constraints,” the company continued.

And the sales professionals making those presentations are vitally important, too. That’s the part of the situation JM&A Group dealer performance manager Shadi Dandan addressed in the report as dealerships move into the fall and the remainder of 2026.

“The second half of the year isn’t the time to realize you don’t have anyone ready when a finance manager or leader leaves. The best candidates are usually already inside the dealership. They’re the salespeople, service advisors or managers who already understand the culture and have earned leadership’s trust,” Dandan said.

“Work with a trusted partner to establish an F&I apprentice or bench program for a structured way to develop future producers,” Dandan continued. “Teach them lender guidelines, compliance, interviews, menu presentations, product knowledge and deal structure and let them gain hands-on experience with real deals. By the time a position opens, they’re already prepared instead of starting from scratch.

“To me, the dealerships that finish the year the strongest won’t necessarily be the ones with the most traffic. They’ll be the ones that maximize every opportunity they already have,” Dandan went on to say. “They’ll retain more customers, convert more service visits into future sales opportunities, develop the next generation of leaders and stay disciplined with the fundamentals.”