How much do F&I managers make? F&I Salaries in 2019

Ryan Daniel

Ryan Daniel

Ryan is the President of Finance Manager Training and has been featured in Yahoo Finance, Tech Times and Harvard.

HOW MUCH DO F&I MANAGERS MAKE concept good ideas; piles of money lying next to the light bulb

How much do F&I managers make?

Finance and Insurance (F&I) managers make very good money but also have one of the most demanding roles within any dealership.

Business success and customer satisfaction depend on the expertise and skills of F&I managers, and the entire finance department. With great responsibilities come higher salaries.

F&I Manager average salaries

According to the National Automobile Dealers Association’s 2016 Dealership Workforce Study, F&I managers earn on average over $130,000 per year.

Average salaries for F&I managers vary depending on location, experience, credentials and track record.

Regions with the highest F&I manager compensations were Texas, Oklahoma, Louisiana, and Arkansas. The average compensation for F&I managers in these states was $154,071, which marked a 2% increase compared to a year before.

The study reported that the lowest average compensation rate of $119,334 was recorded in Illinois, Indiana, Michigan, Ohio, and Wisconsin. Surprisingly, states with the lowest F&I manager salaries were better than states with highest salaries in one thing – their dealerships handed out company-provided cars, which provided an additional employee benefit.

About 13% of all F&I managers earned more than $200,000. Other reports show that finance and insurance managers usually make $106,658 a year while car sales executives report $68,456.

What is a “low” F&I Salary?

Under $70,000 per year is considered a low salary for an F&I manager.

F&I pay plan

Well-crafted pay plans compensate F&I managers based on their productivity and provide healthy F&I Salaries. In order for the plan to work for both a dealership and an F&I manager, it needs to motivate, reinforce commitment to customer satisfaction, and allow managers to grow and get rewarded for hard work.

A good pay plan should have characteristics such as simplicity, allowing managers to earn more money if they generate more profit for the dealership, without a cap.


Finance managers are well-paid regardless of the industry (auto or RV), but the height of salary varies.


Table of Contents

Leave a Reply

Your email address will not be published. Required fields are marked *