2 Min Read • June 15, 2026

The State of F&I at the Dealership 2026

The State of F and I at the Dealership twenty twenty six.

In a retail environment shaped by affordability concerns, higher interest rates, and shifting buyer expectations, F&I has become a defining factor in whether customers walk away confident, satisfied and willing to recommend a dealership. The State of F&I at the Dealership 2026 study takes a close look at how today’s car buyers experience the Finance Office, where trust is built or lost, and why the F&I Manager is more influential than ever in the overall purchase journey.

This year’s study reveals a notable shift in how shoppers perceive the time they spend in F&I and the value they get from it. While buyers continue to spend the largest portion of the dealership visit with the F&I Manager, sentiment has rebounded sharply compared to prior years, suggesting meaningful progress in communication, clarity and trust. At the same time, CDK research highlights ongoing tension points around wait times, financing expectations and product presentation that can dramatically impact satisfaction and loyalty.

Most buyers said they were satisfied with the time spent with the F&I Manager.
Two‑thirds of buyers had to wait to meet with F&I and nearly half waited more than 20 minutes.
Only 6% of shoppers felt overwhelmed by the F&I experience, a dramatic improvement year over year.

These findings, and many more, paint a nuanced picture of where F&I is delivering and where opportunity remains. Download the full study to explore the complete data, generational insights and strategic takeaways shaping the future of dealership Finance.

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By CDK Global

Staff

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