AVTODOM Group invests in training, communication, and contract cancellation to boost F&I sales

MOSCOW, Russian Federation - Oct. 27, 2025 - PRLog -- The International F&I Forum was held in Moscow, bringing together auto dealers, manufacturers, banks, leasing and insurance companies to discuss changing demand for financial and insurance services in auto retail and ways to build customer trust. International automotive expert Max Zanan, founder of U.S.-based TDC, shared his experience developing the F&I segment in the U.S., explaining how dealers increase commission income through cooperation with banks and insurers. Zhanna Spetsialnaya, Deputy General Director for Financial Services at AVTODOM Group, presented Russian expertise.

One key topic was auto loan trends. In the U.S., amid rising car prices, more buyers are choosing loans longer than seven years, which reached 22.4% of all transactions. Over 80% of new cars and 37% of used cars are bought on credit or lease, supported by low average loan rates (6.73%) and flexible programs from automaker banks.

In Russia, car loan costs have fallen by 8 percentage points since January but remain high at 22.8%. Only 15.4% of loan applications are approved. Still, experts note a gradual recovery: in August, loan issuance grew by 10.3% month-over-month as the key rate decreased to 17%.

Zhanna Spetsialnaya emphasized that many dealerships underestimate F&I's potential as a major profit source and lack structured staff training and investment. Zanan added: "Without F&I, the average lost profit is $2000–2500 per vehicle. A strong F&I channel can bring in up to $2000."

Both experts highlighted the importance of transparent terms, guaranteed payments, and programs like REPAIRED FOR LIFE with lifetime warranties. Forum participants also discussed the high rate of F&I product cancellations in Russia, where customers can withdraw within 30 days. At AVTODOM, however, the cancellation rate is only 0.7%. In the U.S., it stays below 1%, mostly due to accidents or trade-ins, thanks to the high quality and clear pricing of products.

Experts agreed that transforming dealerships' approach to F&I—focusing on transparency, fair pricing, and customer value - will drive growth in this segment. Developing trust-based relationships with clients, regulators, and banks will be key to increasing demand for financial and insurance services in Russia.

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