Case Study

Dealership Type: Family-Owned Franchise Dealer Group

Brands Sold: Buick, Cadillac, Chevrolet, Ford, GMC, Jaguar, Land Rover, Mercedes-Benz, Nissan

Locations: Texas — San Antonio, Rockwall, San Marcos, Oklahoma

Cavender Auto Family prevents fraud, enforces compliance and cuts costs with Informativ’s Total Solution.

Cavender Auto Family is a third-generation, family-operated multi-franchise dealer group with 11 franchised dealership locations across Texas and Oklahoma. In business for over 80 years, Cavender has built its reputation on the people they help, not the products they sell.

CHALLENGE

Ensuring consistency and controlling costs was difficult across 17 dealerships. Additionally, with the increasing threat of fraud and added compliance requirements of the FTC Safeguards Rule, the Cavender team knew they needed a technology partner to help them achieve their goals, protect their customers’ information, and their dealerships.

SOLUTION

Cavender Auto Family partnered with Informativ for the Total Solution to enforce compliance, prevent fraud, and control costs.

RESULTS:

CASES OF ID FRAUD DETECTED IN 9 MONTHS
0
IN FRAUD-RELATED VEHICLE THEFTS PREVENTED IN 9 MONTHS
$ 0 k
REDUCTION IN CREDIT-RELATED COMPLIANCE RISKS IN 2 MONTHS
0 %
REDUCTION IN CREDIT OVERRIDES IN 2 MONTHS
0 %

The full suite of solutions that Informativ provides is great. We were disjointed before and now that it's all under one umbrella it’s easier for the stores to manage, easier for us from an audit perspective to dial in what's happening. Having everything from the mobile scanning of the driver's license and doing all the documents digitally — signing them and pushing them over to the deal jacket — is awesome.

Ben Stillwagon, Director of IT
Cavender Auto Family

Compliance Made Easy

Informativ’s compliance technology removes paperwork from the showroom and collects, creates, and stores all customer information digitally. The technology creates guardrails for the sales team which proactively enforces compliant deals. It also controls access to customer information and the ability to change any data.

Fraud Prevention That Works

Informativ’s fraud prevention technology includes multiple verifications and validations throughout the sales process and always begins before the sales team spends time working a deal. Whether in-person or remote, Informativ’s fraud technology scans a customer’s driver’s license verifying the data within the ID’s barcode as well as the information on the license.

“The driver’s license validation piece has really saved us a few times,” said Ben Stillwagon, Director of IT at Cavender. “One example is a couple at one of our stores in West Texas was trying to steal two G wagons. Those are very expensive, $200,000 cars. The driver’s  license came back fraudulent! We kept them there as we worked through everything with law enforcement, and they showed up and took them away in handcuffs. So, it was really a success story – and we’ve seen that several times!”

Soft Pulls Save Time

The Total Solution enables Cavender Auto Family to save time by understanding if the buyer is good upfront through a soft pull prequalification. Informativ’s soft pulls include the same information as a hard pull, but they don’t harm the customer’s credit and don’t have the same compliance obligations as a hard pull. Cavender has made minor changes to their deal sheet where the soft pulls come first to understand the customer’s buying ability. Then the deal goes back to the desk.

“So doing soft pulls was a game changer for us,” said Stillwagon. “That was probably the biggest win for us because we were doing hard pulls on everybody, whether they were going to buy a car from us or not.”

Saving Money Is a Game Changer

Informativ’s Total Solution includes credit, compliance, and fraud prevention for one flat monthly rate – often less than or equal to what a dealer is paying just for credit alone.

“We were new to it being all under one umbrella and the cost savings that comes with that — it’s been amazing,” said Stillwagon. “We’re seeing an incredible amount of savings and in this business right now, anywhere we can find extra pennies to help our bottom line has been really beneficial. It’s a game changer for us.”

Ensuring Success

Informativ is a true partner. Our team worked with the Cavender team to understand their business and how we could complement – not disrupt – their process.

“Onboarding and training were actually really awesome,” said Stillwagon. “We had some requirements that probably weren’t typical of an install and the Informativ team was able to pivot to our sales process. The whole team just really held our salespeople’s hands through the entire process.”

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