Issue No. 3 | April 21, 2026

Intelligence for F&I agents, administrators, and dealership finance professionals.

THE VEHICLE MARKET NUMBER: 114

Average new-vehicle retail sales per new-vehicle salesperson hit 114 in 2025, the highest mark in an eight-year window and up from 102 in 2022 (NADA Data 2025). Dealerships are moving roughly 12% more cars per salesperson than they were three years ago, with average new-vehicle selling prices at $48,205 and Q4 monthly payments averaging $767.

The store is already running leaner. Fewer heads, more throughput. That is the operating environment every F&I conversation now happens within.

THE F&I ANGLE

Joel Kansanback’s 2026 Agent Summit keynote framed the next five years as twenty-five years of change compressed into one window. The 114-per-salesperson number is one way to see it. The productivity lift has already started, and the agency of the future is being built on top of it.

Three implications for the desk.

Margin for error. Leaner stores leave less room to offset underperformance. Individual results matter more when fewer people are carrying the volume. An F&I manager running 15 points below the store average on PVR is no longer a coaching issue. It is a financial one.

Deal structure. Longer loan terms now define the environment. 29.6% of new-vehicle loans run 73–84 months, up from 26% a year earlier. An 84-month note carrying $8,000–$12,000 of negative equity requires a different product fit. A salesperson moving 114 cars a year does not have the bandwidth to recalibrate that structure on every deal. The desk has to.

Compliance posture. Regulatory activity has increased materially since 2022, and the exposure now sits across the dealer, agent, and administrator. In a leaner store with higher per-head output, one weak process carries more weight than it used to.

Kansanback’s framing on conversation intelligence lands here. In a group of F&I managers operating at this pace, identifying those outside compliant standards without system-level visibility is difficult. The tools to surface it already exist.

Technology increases visibility. Visibility enables accountability. Accountability drives results.

FROM THE BLOG

This week’s post translates Kansanback’s Agent Summit keynote into operating terms, paired with 2025 NADA Data on loan terms, F&I income, and dealership performance. It covers the pressure stack, culture as a multiplier, compliance as a core risk function, and technology as the mechanism that connects them.

THE DESK STAT

114. That is the sales-per-salesperson benchmark for 2025. Bring it into your next dealer meeting and ask one question: is the store above or below it, and what changes if F&I attach rates are not keeping pace with the volume lift?

Until next Tuesday —

Contact me here and tell me what your sales-per-person number looks like against the 114 benchmark.