In 2010 only one in five Utah residents recognized the name "Ken Garff" as a car dealership group.
Last year the group's name recognition jumped to one in two.
The nation's 11th-largest dealership group's finance and insurance department played a part in the improved name recognition, says the group's F&I chief.
"A lot of what we do in the F&I office does impact the service department and future car sales as well," says Danny Cox, corporate F&I director for Ken Garff Automotive Group of Salt Lake City.
In 2010, the company overhauled its F&I department. It launched prepaid maintenance plans and other new products and improved training to encourage F&I salespeople to pitch bundling of extended service contracts and other high-profit products. As a result, the group says, sales of prepaid maintenance plans are up, and so are profits and customer retention.
F&I sales are up by about $175 per vehicle through April 2013 compared with the same period in 2011, Cox says.
Garff Automotive Group sold 34,219 new retail vehicles in 2012.