For most dealerships, the F&I office is still the most profitable square footage in the building. But while sales departments are testing artificial intelligence tools, the box hasn’t changed much in 20 years.

That’s about to change. Fast.

Dealers are leaving gross on the table

Most F&I managers still rely on fixed menus, static pricing, and gut instincts. There’s little personalization, almost no data-driven coaching, and limited post-sale follow-up.

The result? Inconsistent product penetration and missed profit.

AI isn’t here to replace F&I managers. It’s here to help every manager, from rookie to veteran, perform like your top producer.

What AI will actually do

Forget the buzzwords. Here’s how AI is beginning to be used in F&I operations today, and what’s coming next:

Personalized menus

AI can adjust product menus based on deal structure, credit profile, service history, and even driving habits. That means customers see the products most relevant to them, without guesswork.

Optimized product pricing

Some platforms are already testing pricing models that learn over time. Think VSC offers priced by accept/decline trends across thousands of previous deals.

Compliance safeguards

AI can monitor calls or in-store presentations to ensure required disclosures are made. If something is missed, it’s flagged before the deal is finalized.

Post-sale follow-up

If a customer declines a product in the box, that doesn’t have to be the end. AI can automatically trigger a follow-up at the right moment, such as 6 months before the warranty expiration.

A real example

A previous customer submits a credit app online. The store knows:

  • She drives 16,000 miles/year
  • She declined GAP on her last lease
  • She had a tire-and-wheel claim 14 months ago

The AI platform builds a product presentation that skips GAP, leads with protection products, and includes a prepaid maintenance plan.

The F&I manager still runs the show, but now has a clear, data-backed game plan.

How to start at your store

You don’t need to overhaul everything to make progress. Here are three steps that can be done today:

  • Audit your last 1,000 F&I deals. Look for patterns in which products close and when.
  • Add simple automation for declined products. A follow-up text at 30,000 miles with a VSC offer takes minutes to set up.
  • Test real-time guidance tools. Discover how conversation AI can help your team maintain compliance and consistency across all rooftops.

People still matter

AI won’t replace human connection. But it will change the playbook.

Instead of scripts and sales pressure, F&I managers will use insights. They’ll move faster, offer smarter, and close stronger, especially when turnover is high or product knowledge is inconsistent.

The best dealers won’t wait. They’ll use AI to lift their floor and scale their ceiling.

Todd Smith is the founder of QoreAI, a company focused on transforming how dealerships use data and AI across sales, service, and operations. He’s worked with dealer groups nationwide to build intelligence systems that drive real performance.