UNIVERSITY SUBARU Danny Burks & Dave Drane, Owners
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ave Drane and Danny Burks say they are “just folks.” “It’s hard to be snooty when you’re from Harrisburg,” Burks says. Humble beginnings aside, Drane and Burks have perfected an “aw shucks” public persona that belies a savvy business sense, running an integrated enterprise that spans auto dealerships, rent-to-own cars, real estate, insurance and a new foray into technology. The two are the faces of their auto dealerships — University Subaru in Columbia and Capital City Chrysler Jeep Dodge Ram in Jefferson City — by virtue of their amusing TV commercials. “Apparently they work,” says Burks. “We get a lot of positive feedback. I guess people enjoy laughing at us.” The business partners — seventh- and eighth-generation Boone Countians — met in Columbia while working at Dodge City Motors. Their first joint project wasn’t cars, though; it was real estate. “I couldn’t find a house I liked in Columbia,” Drane says. “Dan had seen some lots in Oberlin Valley he thought I might like, so we went over and looked. We bought the whole subdivision.” Several real estate deals later, the two partnered to buy University Chrysler and Subaru in 2004. They bought the Capital
City dealership in 2005. In 2011, the two sold their Columbia Chrysler franchise to Frank Fletcher, making it easier for two people to run two dealerships. As the only Subaru dealer between St. Louis and Kansas City, and Springfield and Iowa, the Columbia lot bustles with turnover in its 40-car inventory. “It never seems like we have enough,” Burks says. “The new-car business is really good right now,” Drane adds. “Subaru sales were up 15 percent last year.” Between the two dealerships, Drane and Burk employ 150 — 45 in Columbia and the rest in Jefferson City, where there is a 500-car inventory. The secret to a smooth operation amid their varied enterprises is good management, they say. “We have very good management teams in both stores,” Drane says. “We have a different kind of relationship with our employees, very long term. We know everybody who works for us.” The Subaru store has five salespeople, Burks says. “Three have been with us since the day we opened.” They’re too busy to expand their auto market, the partners say. Other ventures with a claim on their attention include what they call “real estate pockets” of commercial and residential properties; a Global Green
Insurance agency they run for the convenience of their customers; and Rent-N-Go Autos, a rent-to-own car lot with locations in Columbia and Jefferson City. Yet the project that has captivated them this year is Vizicar, the computer program they’ve created that they say will revolutionize dealership management. “There are dealer management systems out there now, but they’re very weak and leave a lot of room for error,” Drane says. “This program works for all types and all sizes of dealerships. You can track cars, insurance, payments, warranties, accounting … At any given time, it gives you a snapshot of the customer, the car, the entire business. Then you can drill down for more information.” Vizicar’s user-friendly computer interface is helpful, Drane adds. “I could give you a tablet with this program on it, and 20 minutes later you could run a car business,” he says. “It eliminates the need for a lot of thought.” “Yeah,” Burks quips. “Even guys like us can run it.” Vizicar launches nationwide this spring. Add another feather in the cap of these good ol’ boys. “We’ve been blessed,” Drane says. “And we know that.” SPRING 2016 I INSIDE COLUMBIA’S CEO
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