KBB: Average New-Car Price Rises Nearly 1% in August
The average transaction price rose despite mixed results for major automakers, with Fiat Chrysler topping the list with a 6.1% year-over-year increase in the brand’s average price.

IRVINE, Calif. — Kelley Blue Book put August’s estimated average transaction price for light vehicles at $34,648. That’s up $243, or 0.7%, from August 2016 and up a slight 0.5% from July.
Despite the industry managing a near 1% increase, the firm noted, August revealed mixed average transaction prices across the major manufacturers.
“However, we should note that this is far lower than the 2% to 3% gains in the first half of the year, and prices moved downward in key segments such as full-size trucks and midsize cars,” said Kelley Blue Book analyst Tim Fleming. “With incentives still averaging more than 10% of transaction prices, Kelley Blue Book sees clear signs of pressure on new-car pricing in what is the first down year of sales since the recession.”

Fiat Chrysler’s average prices climbed more than 6% in August, helped by a strong sales mix of Ram trucks. The average transaction price for the Jeep brand also increased 6%, with the new Compass leading the way with an 8% year-over-year increase.
Hyundai-Kia’s transaction prices were up nearly 2% in August, with Hyundai up 3%. Although the Elantra increased 3%, the average transaction price gains at Hyundai are largely due to a smaller sales mix of their smaller cars. Kia was down 1%.
Nissan North America registered a near 2% gain in its average transaction price, with Infiniti’s average price down 1% and Nissan up 2%. The Rogue, Nissan’s best seller, increased 2%. It’s best performer was the Armada, which registered a 13% increase in its average transaction price amid big sales increases.
More F&I

AI: Facilitator, Not Fixer, in F&I
The dealerships that thrive in the years ahead will be those that embrace technology while continuing to invest in the people who make customer interactions count.
Read More →
Modern Technology Objection Handling
In this video, Trent White shares how to confidently handle technology-based objections by helping customers understand the value of protection, even with modern vehicle technology.
Read More →
Consistency at Scale: Driving F&I Performance
With 75 rooftops across the Sunshine State, Morgan Auto Group has proven to Floridians that it knows a thing or two about driving performance in a competitive market. But it didn’t start at the top.
Read More →
Gitty Up on GAP
The foundational finance-and-insurance product hasn’t kept up with the latest conditions for auto dealers. Is the time ripe?
Read More →
How AI-Powered Coaching Is Transforming F&I Performance
See how AI-powered coaching can turn F&I customer conversations into actionable insights that support compliance, performance and profitability
Read More →
Sell Value, Build Trust
In this video, Trent White explains why selling on value, not fear, builds lasting customer trust, reduces cancellations, and drives long-term success.
Read More →
F&I Sales Give Dealers First-Half Lift
Product business shored up total profits to avoid an overall revenue tanking as product penetrations held steady, StoneEagle reported.
Read More →
Targeted Training Drives Results
Today’s technology, instead of threatening F&I managers, can actually make them better, according to an industry veteran who’s watched market setbacks roil the unprepared.
Read More →
Double the Change, Double the Chance
When an F&I manager gets a customer refusal, it’s a wise move to tweak more than one thing in the product offering.
Read More →
Just Do It
F&I managers need training, but instead of resisting application or expecting perfection, they should improve by simply acting on what they learn.
Read More →