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Running head: THOMPKINS AUTO GROUP 1 THOMPKINS AUTO GROUP: CAPITAL IMPROVEMENT AND EQUIPMENT FINANCING DECISION Introduction It is 2020 and the auto dealership, Thompkins Auto Group, was thriving in a stable and growing economy. Sales were averaging a strong $50 million annually, and cost management was very effective. As a result, the dealership was producing above average profits of 3% on sales. However, Jerry, the far-sighted managing stockholder, knew that to keep the sales momentum in a competitive environment, it was time to make significant improvements to physical facilities and key equipment. His education, training, and extensive experience in the industry all contributed to his conclusion—the financial success of Thompkins was not sustainable without the needed improvements. Jerry and his two co-owners had purchased the dealership from the previous owners only five years ago. The business, located in North Central Texas, included sales of new and used vehicles as well as the parts and service. The geographical area from which Thompkins drew its customers was primarily rural, with several small towns located nearby. Ft. Worth is the largest city in the region with a population of about 800,000, and the dealership, only 60 miles away, was able to attract many customers from that city. The economy in this North Texas area was heavily dependent on the oil industry which was the primary source of employment. Other major sources of employment were farming, ranching, light industry, retailing, and the service sector (private and governmental). The oil industry was currently experiencing a low price shock. Jerry, however, knew well the vagaries of the oil industry and had worked to make Thompkins at least somewhat resilient to the frequent ups and downs in that industry. Management Philosophy THOMPKINS AUTO GROUP 2 Over the years, the financial success of Thompkins had been driven by the overriding business philosophy of its three stockholders—to attain a consistently high level of customer satisfaction. They felt it would lead to repeat business and, through word-of-mouth, would contribute to growth in their customer base. Several other dealerships were active in the area; so in addition to its development of strong repeat and referral business, Thompkins used targeted, creative advertising to further differentiate itself from its competitors. The partners believed that happy customers would tend to be repeat customers and would tend to speak favorably about the company. The owners also believed that their success in maintaining high levels of customer satisfaction was due to achieving two strategic goals. The first was to provide excellent service. To that end, Thompkins provided first-rate, job-specific employee training on a regular basis. In addition, the dealership provided its employees with the most up-to-date equipment and techno.

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