Digital Dealer - July 2018 - 12

D E A L E R OP S & M ANAGEM ENT: Su cce s si on Pl anni ng

By Champ Rawls
Associate Planner,
The Rawls Group

Internal
vs. External
Buy-Sell?
Many have heard the
news and read the
articles that consolidation is
the future of the auto
business. The big corporations are diligently working
to squeeze out the little
guys, putting smaller
operators behind the curve
wondering if they can
survive. As the business
gets tougher, it appears the
message continues to get
out while the value is still

high. To add on, innovation
and crowdsourcing are also
making the traditional retail
automobile business
question itself as to how
consumers will acquire cars

in the future. Therefore, the
noise continues to get louder
and louder in regard to the
articles, podcasts, and
analysis that says you either
need to grow or get out.

In many cases, an external
buy-sell is the best and only
option; no successors are
available, the deal is just
too good to be true, or the
grind has done you in. In
the same amount of cases,
however, working toward an
internal buy-sell can provide
many of the same benefits
of economic prosperity and
many alternative benefits
of including those that are
intrinsic, that preserve your
legacy and hard work.
As anyone who has gone
through a purchase or sale of
a dealership knows, it is hard

THE BIG CORPORATIONS ARE
DILIGENTLY WORKING TO SQUEEZE OUT
THE LITTLE GUYS, PUTTING SMALLER
OPERATORS BEHIND THE CURVE
WONDERING IF THEY CAN SURVIVE."
work! Pursuing an internal
buy/sell often times is harder
and does not come without
its challenges and requires
answering many questions.
Are there successors in
line who are willing, capable,
and ready to take the reins?
If not, what steps need to
be taken to coach them up?
Until they are ready, do you
have a "succession bridge,"
or a trusted partner or very
special key employee who
has my best interest at heart,
available to lean on and
mentor your successor so
you can get out of the way.
Once the successor has
been identified, how do you
structure the transition of
leadership, the chain of command, and ownership? Are
you financially independent
from the business, so you

12

J U LY 2 0 1 8

D I G I TA L D E A L E R . C O M


http://www.DIGITALDEALER.COM

Table of Contents for the Digital Edition of Digital Dealer - July 2018

Digital Dealer - July 2018
Contents
Message from the Show Director
Learning Leadership From Coach John Wooden
Anatomy of a Dealership That Gets Superior Results
Internal vs. External Buy-Sell?
FOMO (Fixed Ops Manager’s Objectives)
So Many Used Cars, so Little Time
Dealership Real Estate – to Invest or Not?
Commentary: Online-Only Car Sales Are Hurting the Industry
Your Supplier Base Is Costing You Big Money
Interview With Kevin Frye of Jeff Wyler Automotive Family
To Text or Not to Text?
Figuring out What F&I Products Your Customers Need
Bridge the Gap Between Offline Car Sales and Online Actions With Facebook's Offline Conversions
The ‘BIG 5’ of Marketing Success!
10 Reasons Why Your Facebook Page Is Failing
Why Digital Retail Is Great News for Automotive
How to Drive Automotive Leads With Facebook
Digital Dealer - July 2018 - CT1
Digital Dealer - July 2018 - CT2
Digital Dealer - July 2018 - Digital Dealer - July 2018
Digital Dealer - July 2018 - Cover2
Digital Dealer - July 2018 - 1
Digital Dealer - July 2018 - Contents
Digital Dealer - July 2018 - 3
Digital Dealer - July 2018 - Message from the Show Director
Digital Dealer - July 2018 - 5
Digital Dealer - July 2018 - Learning Leadership From Coach John Wooden
Digital Dealer - July 2018 - 7
Digital Dealer - July 2018 - Anatomy of a Dealership That Gets Superior Results
Digital Dealer - July 2018 - 9
Digital Dealer - July 2018 - 10
Digital Dealer - July 2018 - 11
Digital Dealer - July 2018 - Internal vs. External Buy-Sell?
Digital Dealer - July 2018 - 13
Digital Dealer - July 2018 - FOMO (Fixed Ops Manager’s Objectives)
Digital Dealer - July 2018 - 15
Digital Dealer - July 2018 - So Many Used Cars, so Little Time
Digital Dealer - July 2018 - 17
Digital Dealer - July 2018 - Dealership Real Estate – to Invest or Not?
Digital Dealer - July 2018 - 19
Digital Dealer - July 2018 - 20
Digital Dealer - July 2018 - 21
Digital Dealer - July 2018 - Commentary: Online-Only Car Sales Are Hurting the Industry
Digital Dealer - July 2018 - 23
Digital Dealer - July 2018 - Your Supplier Base Is Costing You Big Money
Digital Dealer - July 2018 - 25
Digital Dealer - July 2018 - Interview With Kevin Frye of Jeff Wyler Automotive Family
Digital Dealer - July 2018 - 27
Digital Dealer - July 2018 - 28
Digital Dealer - July 2018 - 29
Digital Dealer - July 2018 - 30
Digital Dealer - July 2018 - 31
Digital Dealer - July 2018 - To Text or Not to Text?
Digital Dealer - July 2018 - 33
Digital Dealer - July 2018 - Figuring out What F&I Products Your Customers Need
Digital Dealer - July 2018 - 35
Digital Dealer - July 2018 - Bridge the Gap Between Offline Car Sales and Online Actions With Facebook's Offline Conversions
Digital Dealer - July 2018 - 37
Digital Dealer - July 2018 - The ‘BIG 5’ of Marketing Success!
Digital Dealer - July 2018 - 39
Digital Dealer - July 2018 - 40
Digital Dealer - July 2018 - 41
Digital Dealer - July 2018 - 10 Reasons Why Your Facebook Page Is Failing
Digital Dealer - July 2018 - 43
Digital Dealer - July 2018 - Why Digital Retail Is Great News for Automotive
Digital Dealer - July 2018 - 45
Digital Dealer - July 2018 - How to Drive Automotive Leads With Facebook
Digital Dealer - July 2018 - 47
Digital Dealer - July 2018 - 48
Digital Dealer - July 2018 - Cover3
Digital Dealer - July 2018 - Cover4
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