CBT News is proud to recognize F&I professionals elevating standards within their dealerships and advancing the industry. This year’s inaugural Remarkable Leaders in F&I honorees exemplify the best practices of modern finance offices.
Among them is John Moor, Corporate Finance Director at Capitol Auto Group in Salem, Oregon. With a career spanning decades and roots that go back to his father’s used car lots, Moor has built his reputation store by store, mentor by mentor, and person by person.
Moor’s path into the industry started early. His father owned small used car dealerships, giving him a firsthand look at the business. He got his formal foundation at the Resnick Automotive Group in Schaumburg, Illinois, starting in the service department. Moor later moved to Oregon and spent 15 years with Town & Country under Ralph Martinez, which Moor considers his college education. Moor arrived at Capitol Auto Group as Corporate Finance Director, overseeing a team of 12 finance producers and two assistants. Under his leadership, Capitol’s per-vehicle unit has grown by more than $700.
"When you have the gift of working with excellent people, then the responsibility is to share that excellence and that ability with the people that you're bringing up in the business and watching them grow."
Moor has been in the business long enough to remember when the idea of a $250 a month car payment seemed outrageous. Now he sees monthly payments exceeding $1,000 regularly. Moor admits buyers are being pressed on affordability, but he says what he’s seeing are customers driven by value, not simply the lowest price. Moor says modern F&I products are delivering that value to the customers, with maintenance plans and service contracts remaining top sellers.
Moreover, Moor claims his proudest moments aren’t defined by sales numbers, but by watching his team at Capitol Auto Group grow and evolve. He credits a culture of accountability built through regular one-on-ones, team-building, and following through on what he says he will do with their success.
When asked what sets remarkable leaders apart, Moor says it simply comes down to outstanding customer service. He says the team at Capitol doesn’t deal with customers; they serve guests. They treat every person who walks through their doors like family. Getting in front of customers early on, having a personal conversation with them, and making them feel welcome, is what sets great F&I leaders apart from the rest.
After decades in the business, Moor says he’s looking forward to a return to the sales floor, taking ups, and helping guests find their next car while coaching the next generation.
