The week’s priorities
5. Product income carries most of JM&A’s F&I mix
Product income accounted for 61.7% of Q3 F&I profit per vehicle retailed, versus 38.3% from finance reserve, in JM&A’s participating-dealer data. Product share rose 0.3 percentage points from Q3 2025, and vehicle service contract and GAP penetration were ahead year over year. The report covers more than 2,000 dealerships offering JM&A products; it is not a national dealer census. Clear explanations of optional products matter in a sample where product income supplies most F&I profit per deal.
Why it ranks: The mix is directly relevant to dealers, agents and providers watching F&I profitability.
Possible industry effect: It supports reviewing how clearly optional products are explained, not simply pushing for a higher menu total. The study does not establish the same results for every provider or for tire-and-wheel and other ancillary products individually.
Source: JM&A Group, Q3 report updated Oct. 30.
The other stories from Saturday, November 7, 2026.
1. The loan-interest deduction needs a careful explanation
The car-loan interest deduction needs a careful explanation. Eligibility rules and financed amounts matter; it is not a $10,000 tax credit.
Read the full summary →
2. Customer consent belongs in the delivery checklist
GM’s driver-data settlement puts customer consent and dealership enrollment controls back on the delivery checklist.
Read the full summary →
3. Group 1’s F&I decline is bigger in total than per deal
Group 1’s total F&I revenue fell more than income per deal. The U.S.-only figure and consolidated figure cover different scopes.
Read the full summary →
4. October slowed overall; Honda’s result was stronger
October’s sales pace slowed even as Honda posted a stronger result. Inventory and financing plans may need to differ by brand.
Read the full summary →
6. CarMax plans to grow lending and protection income together
CarMax paired Tier 2 lending and protection plans in its growth strategy. The targets are not results already delivered.
Read the full summary →
7. Arch’s PDS agreement puts provider ownership on the watch list
Arch’s agreement to buy PDS puts provider ownership on the watch list. It does not show that current coverage or terms have changed.
Read the full summary →
Tax rule: keep the dates and financed amounts separate
Keep the tax rule’s effective date separate from the deduction’s tax years, and separate eligible financed amounts from other debt.
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Data settlement: don’t accept permissions for the customer
The GM settlement is not a new industry-wide regulation. Customer enrollment permissions should remain with the customer.
Read the full summary →
Two recall campaigns belong on the VIN check
GM brake software and Hyundai airbag software recalls belong on inventory VIN checks. Safety remedies are not a reason to sell a service contract.
Read the full summary →
