Industry Benchmarks
Override rates, margin benchmarks, and F&I trends. Use for target-setting and board decks.
Dealership profitability
- NADA: Net pretax profit ~2.2% of sales; target return on sales 3.25%.
- Gross profit: New vehicle 5.4–6.4% of sales (domestic to import); used 4.8–6.0%; service (customer pay) 73–80%.
- Public groups: New-vehicle margins compressed in 2024; used gross profit per unit down ~23% YoY Q2 2024.
F&I benchmarks
- NADA: F&I gross per financed vehicle (new) $1,143–$1,343; (used) $698–$1,095. Finance penetration 52.9–69.4%.
- Industry (late 2024): F&I profit per vehicle retailed ~$1,975, +8.5% YoY.
Override & policy benchmarks
- Override rate: No more than 20% of transactions should involve unmanaged price overrides (industry guidance).
- Recovery: Dealer Profit Index reports average 19.9% recovery rate in one quarter after structured capture.
Dealer sentiment (Cox)
- Profitability index 33–35 in 2024 (historic lows). Cost index record 77 Q3 2024.
Sources: NADA Data, Cox Automotive CADSI, McKinsey, Haig Partners, public filings. For detailed DealerInt benchmark data see Dealer Profit Index and Dealer Profit Benchmark 2026.