F&I and Showroom, September 2015

2015 F I Pacesetters 14 F I and Showroom September 2015 tail unit PRU sits at 1230 for new vehicles and 1017 for used Leading the way are service contracts which penetrate at a 55 clip Our biggest focus for products is on service contracts Tarbell says I think everybody really believes in that product GAP comes in at a close second with a 47 acceptance rate while tire and wheel penetration sits at 38 Revenue from the groups F I operations accounts for more than 4 million of the groups annual revenue which totals 179 million Compliance Check Like most organizations that run good finance numbers we have the same process with every customer Tarbell notes Every customer is going in with a finance manager and we menu sell were just giving every single customer the opportunity to buy products The dealer group uses a Web based menu from Ristken Software Services It also video records every transaction to ensure every producer follows the groups process Those videos are audited every 10 days But the videos are also used for training with F I personnel reviewing each others presentations monthly to pick up new ideas or spot inconsistencies In addition each of the groups 11 F I managers who have 133 years of combined F I experience are certified by the Association of Finance Insurance Professionals AFIP And a representative from EFG Companies the groups F I product provider visits Davis Moore stores every two weeks to keep things running smoothly F I Driver Tarbell says the main driver of the groups F I revenue is its low turnover Most of Davis Moores F I managers were promoted from the sales floor and the dealerships F I pay plans are closely tied to CSI We do what we say well do he says And people like doing business with us Trophy Case Davis Moore won the Better Business Bureau Integrity Award in 2015 and boasts a slew of Readers Choice awards from Wichitas local newspaper The Wichita Eagle President Dawson Grimsley was a TIME Dealer of the Year nominee in 2011 Setting the Pace We have a really good reputation in our community Tarbell says That seems like an understatement given that the dealership has supported dozens of organizations including the American Red Cross Kansas Humane Society Special Olympics and United Way And in August for every car sold Davis Moore donated 50 to the Muscular Dystrophy Association We just all believe that its important to give back and be involved Tarbell adds Were returning the favor to the community for doing business with us BAIERL AUTOMOTIVE Background This third generation dealer group was founded by Bob Baierl in 1954 as a small family dealership a Chevrolet point in Ambridge Pa In the early 60s Baierls nephew Bill joined the organization and the two moved the dealership to Wexford Pa Bill became president and CEO of the dealer group in 1962 then took over ownership in the mid 80s In April 2007 Bill passed away unexpectedly thrusting the groups current president and CEO Lee Baierl the founders son and Bills cousin into a leadership role Today the operation counts 10 rooftops in Wexford Pittsburgh Seneca Cranberry Township and Zelienople It also employs more than 650 individuals including Lees son also named Lee nephew Bob who serves as vice president and several other family members The Numbers Counting new and used car sales leases and budget cars the groups per copy average hovers around 1000 The group also averages just less than 15 products per deal with service contracts and GAP leading the way The groups chargeback rate sits at 71 Compliance While the group maintains the small business approach it was founded on theres nothing small about its approach to compliance And it all starts with Baierls board of directors which counts two former bankers as members According to Bob Baierl the two board members have taken active roles in reviewing and improving the groups compliance processes They lived in a realm of compliance the executive says of the pair so they want to make sure we fall in line with what theyre used to Davis Moore Automotive operates five stores in Wichita Kan including Davis Moore Chrysler Dodge Jeep Ram The group also runs the Clint Bowyer Autoplex in Emporia Kan