Written by
Anders Pigorsch
Published on
September 17, 2026
When dealerships think about maximizing profitability, the focus often falls on new-unit sales, front-end gross, inventory turn, and traffic. But one of the greatest opportunities may already be sitting on the showroom floor: used major unit inventory.
Motorcycles, ATVs, side-by-sides, and other pre-owned powersports products can create a powerful source of incremental F&I gross through service contracts, GAP, and other protection products.
Unlike new-unit customers, used buyers are often more aware of the uncertainty that comes with a pre-owned purchase—age, mileage, hours, prior use, maintenance history, and limited or expired manufacturer coverage. That uncertainty creates a natural and valuable F&I conversation.
Rather than simply viewing used as a lower-priced alternative, dealerships should recognize it as an opportunity to provide customers with meaningful protection while increasing F&I profitability.
The opportunity goes beyond simply offering products—it is about maximizing the value of every used major unit sold. Customers are evaluating more than the price of an F&I product; they are considering the impact an unexpected repair or ownership expense could have on their budget and overall experience.
A well-executed F&I process can turn that concern into an opportunity for both the customer and the dealership.
When Sales and F&I work together, expectations are established early, products are presented consistently, and recommendations are connected to the customer’s specific unit and ownership plans.
The result is a stronger customer experience, greater product penetration, and increased F&I PVR.
Used inventory isn’t just another sales channel—it is a powerful profitability lever for the Finance & Business Office.
.svg){kind=small}