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Capitalizing on the Used Market

If you have the right product lineup and selling prices, pre-owned customers will buy F&I products, too. Fewer new-car sales and more used car sales does not have to mean a reduction in F&I income per retail unit. It does mean you need to find a company that offers a high-mileage service contract and extended coverage for certified vehicles. It may require adding another F&I product such as biweekly payments, or becoming better at selling the products you already have at a higher profit.