Digital Dealer - July 2019 - 16

D E A L E R OP S & M ANAGEM ENT: Bu y/Se ll Continued from pg. 15

overly indebted. In one
case, a dealer had built an
organization with multiple
lower quality brands, became overly reliant on one
strong cash flowing store
to fund the overall enterprise, and simply became
overextended with facility
and real estate debt. Other
cases have been just bad
business practices, including being out of trust and
undercapitalized. However, in today's environment,
these are the exceptions,
not the norm.
To borrow an oft-used
phrase, yesterday is
history, and tomorrow is
a mystery. Today is a gift
and that's why it's called
the present. This aptly
sums up our situation in
automotive retail today. It's
not perfect, it's not ideal,
and it never will be. But,
the overall operating environment is positive and
attractive deals continue to
get done. We do not make
predictions as to how long
this cycle will run, but we
recognize it for what it is -
a good time to be in auto
retail.

CHART 3

Average Dealership Net to Sales %
2007-2018

Source: NADA

CHART 4

Average Dealership Blue Sky
and Real Estate Value
2015-2018

RYAN KERRIGAN is

managing director of Kerrigan
Advisors, the leading buy/sell
advisor to auto dealers in the
US. Ryan oversees capital
raising and private equity/
family office investor relations,
in addition to transaction and
consulting work. He started his
career at McKinsey & Company
as a management consultant,
advising Fortune 500 companies
on growth strategies, organizational issues, and business valuation. Ryan also has extensive
experience in auto retail, having
been a general manager of his
family's dealership. EMAIL:
ryan@kerriganadvisors.com

16

J U LY 2 0 1 9

Source: NADA and Kerrigan Advisors Analysis

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



http://www.DIGITALDEALER.COM

Digital Dealer - July 2019

Table of Contents for the Digital Edition of Digital Dealer - July 2019

Digital Dealer - July 2019
A Message from the Show Director
Are You a Critic or a Coach?
Implementing an Effective Spend Management Function
Leading with Purpose – Part II
Technical Knowledge Is Essential, Get Some, & Then Close the Purchase!
Is the Sky Falling for the Buy/Sell Market? We Don’t Think So.
How to Ensure a Well-Rounded, Healthy Dealership
Interview with DCH Paramus Honda
Social Selling Tip: 5 Steps to Making Powerful Video Testimonials
Dealerships Tapping into the Power of VIN-Specific Marketing
Future of Luxury Market in the Automotive Industry
A Dealership on the Road to 10,000 Online Reviews: What I’ve Learned…
Creative is King!
4 Sad Ways a Dealer's Digital Marketing Money Gets Wasted
An Open Letter to Service Directors: Selling Your Way to Success
How Digital Retail Solutions Can Enhance Your Expertise
The Real Cost Per Lead, Wasted Spend, & How to Boost ROI with CRM
Digital Dealer - July 2019 - Digital Dealer - July 2019
Digital Dealer - July 2019 - Cover2
Digital Dealer - July 2019 - 1
Digital Dealer - July 2019 - A Message from the Show Director
Digital Dealer - July 2019 - 3
Digital Dealer - July 2019 - Are You a Critic or a Coach?
Digital Dealer - July 2019 - 5
Digital Dealer - July 2019 - Implementing an Effective Spend Management Function
Digital Dealer - July 2019 - 7
Digital Dealer - July 2019 - 8
Digital Dealer - July 2019 - Leading with Purpose – Part II
Digital Dealer - July 2019 - 10
Digital Dealer - July 2019 - 11
Digital Dealer - July 2019 - Technical Knowledge Is Essential, Get Some, & Then Close the Purchase!
Digital Dealer - July 2019 - 13
Digital Dealer - July 2019 - Is the Sky Falling for the Buy/Sell Market? We Don’t Think So.
Digital Dealer - July 2019 - 15
Digital Dealer - July 2019 - 16
Digital Dealer - July 2019 - 17
Digital Dealer - July 2019 - How to Ensure a Well-Rounded, Healthy Dealership
Digital Dealer - July 2019 - 19
Digital Dealer - July 2019 - 20
Digital Dealer - July 2019 - 21
Digital Dealer - July 2019 - Interview with DCH Paramus Honda
Digital Dealer - July 2019 - 23
Digital Dealer - July 2019 - 24
Digital Dealer - July 2019 - 25
Digital Dealer - July 2019 - 26
Digital Dealer - July 2019 - 27
Digital Dealer - July 2019 - 28
Digital Dealer - July 2019 - 29
Digital Dealer - July 2019 - 30
Digital Dealer - July 2019 - 31
Digital Dealer - July 2019 - Social Selling Tip: 5 Steps to Making Powerful Video Testimonials
Digital Dealer - July 2019 - 33
Digital Dealer - July 2019 - 34
Digital Dealer - July 2019 - 35
Digital Dealer - July 2019 - Dealerships Tapping into the Power of VIN-Specific Marketing
Digital Dealer - July 2019 - 37
Digital Dealer - July 2019 - A Dealership on the Road to 10,000 Online Reviews: What I’ve Learned…
Digital Dealer - July 2019 - 39
Digital Dealer - July 2019 - Creative is King!
Digital Dealer - July 2019 - 4 Sad Ways a Dealer's Digital Marketing Money Gets Wasted
Digital Dealer - July 2019 - 42
Digital Dealer - July 2019 - An Open Letter to Service Directors: Selling Your Way to Success
Digital Dealer - July 2019 - 44
Digital Dealer - July 2019 - How Digital Retail Solutions Can Enhance Your Expertise
Digital Dealer - July 2019 - 46
Digital Dealer - July 2019 - The Real Cost Per Lead, Wasted Spend, & How to Boost ROI with CRM
Digital Dealer - July 2019 - 48
Digital Dealer - July 2019 - Cover3
Digital Dealer - July 2019 - Cover4
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