So little bit of a delay of the Asbury stores in Florida rolling out, which is a big group for us and then just the lower volumes from both LHM and Asbury from our original projections. And then for next year…
Ryan Sigdahl: Expect — yes — thank you.
Michael Welch: Yes. For next year, we’re still working through the forecast of the units for next year in terms of what SAAR is going to be in used vehicle volumes. But I would expect something close to that, call it, breakeven the $25 million range. So pretty fall — pretty big fall off for next year just because we’ll have the full year deferral of all the stuff that we rolled out this year, plus we’ll have Florida rolling in next year.
Ryan Sigdahl: Great. Last question for me. You mentioned the F&I slightly lower attach rates. But then I look at Clicklane, and it’s 74% finance, 26% cash transactions, which is identical to what it was in Q2. I guess can you talk through the dynamics of F&I attach rates between Clicklane and then the retail stores? And anything you’ve seen in October would also be helpful there.
David Hult: Sure, Ryan. This is David. I apologize, I might have got it wrong in the script. Normally, we — of our F&I number per vehicle, 70% of it is product sales and 30% of it is reserve. In this past quarter, it was just about 67% products in the rest reserve. So the leakage was a little bit lower penetration on our product sales. We don’t think it’s a material number, but it was certainly down. So we thought we would call it out a little bit. We think we’re a healthy business when we’re 70% product sales and 30% reserve.
Ryan Sigdahl: Got you. I may be just misunderstood as well. Anything to comment on October? Any change in trends there? And then that’s it for me.
Daniel Clara: Ryan, this is Dan. No, I mean, what we’ve discussed is what we’re experiencing for October.
Operator: Our next question is from Bret Jordan with Jefferies. Please proceed with your question.
Bret Jordan: Hey, good morning, guys. Any color on the UAW impact to GPUs in the third quarter and I guess into the fourth? Or is the broader market discounting less with concerns around supply shortage? Or is it not impacting?
Daniel Clara: Bret, this is Dan. Yes, we’re starting to see a shift less of a discount before the strike was taking place, even though you could see it coming. There were a lot — dealers were a lot more aggressive on the domestic side. And we have seen that scale back considerably now that we know where we are and the business going for a long time, I guess, it looks like it’s up to them.
Bret Jordan: Okay. And then a question, I guess, it sort of got asked earlier, but now that you’ve got another quarter under your belt, do you have any feelings for what the new normal market average GPU is on new? I mean, are we going back to 2000? Or is it just given the changes in the market going to stay higher than the historic levels?
David Hult: Yes, Bret, I think across the peer space, it will differ by brand mix in whether it’s luxury, domestic or import. The one thing that we’ve stated all along, and we still believe whatever it settles into, we believe that we’ll be higher than we were in 2019 because of the mix of our company now and the brand mix. There’s nothing to prove that model out. And there’s a lot going on in the world right now to predict what the future is going to look like. But we still believe that we should end up higher than 2019 levels, and we’ll continue to manage our expenses as best we can to the size and scale of our business as far as what we’re generating.
