Secrets of success - First of two parts (Published in the Davis County Clipper Nov. 13, 2007)
BOUNTIFUL — To make it to the top of the business world it takes work, education, good values and dedication. Robert Garff, chairman and CEO of Ken Garff Automotive, said these principles are what led him and his company to be one of top automobile dealers in Utah.
When Garff took the helm at Ken Garff Automotive over 10 years ago they owned 10 dealerships creating about $100 million in sales. Now the automotive group has expanded outside Utah with more than 40 stores reaching close to $1 billion in sales.
This kind of success didn’t happen overnight for Garff, and the road hasn’t been easy. Garff, a Utah native who currently resides in Bountiful, entered the business world out of college with a MBA and determination, but yet had his own struggles.
In the early years of his career Garff tried his hand at other business industries, but after his first business failed he went back into the car industry where he had experience and a love for the work.
“It was a learning experience. It meant I had to be more diligent and be prepared, and know all the facts to make the right decision,” Garff said.
He said the support from his wife and father helped him to learn from that experience, to keep going and not give up.
Meeting Garff in person one sees a successful confident businessman — and would never know that he struggled with self-esteem issues. Garff was able to win his battle by taking charge and saying within himself, “If anyone can do it, I can do it.”
“You are a projection of yourself. If you feel doubt on the inside then you will convey doubt. It took years of convincing myself that I could, that I was okay as I am,” Garff said.
For him this was a hard struggle that he had to beat in order to have the confidence needed to do his job and work hard.
A big part of Garff’s success has been his ability to overcome the challenges that have come his way and adapt to change.
According to Garff some challenges that face the car industry are consolidating dealerships and factory changes. To meet the changing market Ken Garff Automotive has been expanding to sell different car franchises to adapt to the changing environment.
Fittingly, Garff shared an example of a car company that didn’t make changes to adapt to the market to illustrate his point.
“It’s like Oldsmobile – they didn’t make a single change in 17 years and now they are out of business.”
Garff was once asked about his business practices and what has made Ken Garff Automotive Group so successful. He said, “We’re not a company that hits home runs. we’re a company that survives on bunts and singles.”
He illustrated what he meant by noting they don’t try to make a $10,000 home run profit off every car. They try to do what’s fair, even if that means the singles and bunts are only a $200 profit.
Through these and other business practices he has become a successful businessman rising from normal circumstances.
By: Dallin Koecher
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