Champ RawlsAll Articles
Balancing Seasonal and Political Uncertainties in the Energy Business
Seasonality, inflation, politics, people, and technology are a few headwinds impacting fuel dealers, wholesalers, and service contractors in the energy space. We are often asked, "How can we create predictable revenues in an industry influenced by so many outside "threats?" In this episode, Doug Woosnam, a Consultant with Cetane Associates, Clayton Latiolais, a succession planner with The Rawls Group, Marty Kirshner, Partner with Gray, Gray & Gray, and our very own succession planner Champ Rawls discusses strategies to take control of the ebbs and flows of your business, which include: Strategic Planning The strategic planning [...]
Next Gen: Empire Builders Vs. Caretakers
Successfully integrating family into the business, whether as an employee, manager, or one-day successor, requires having a plan. Next-Gen business owners may need to invest their entire net-worth back into the business to compete with the larger consolidators. This means being less a caretaker of the business as generations past, and more focused on building an empire. Therefore, planning is critical to ensuring you have the right individual or team to carry the business forward. In this episode, Pete Theil with Haig Partners and The Rawls Group's succession planner Champ Rawls discuss what it will [...]
Maintaining Control Of Your Business While Delegating
Operating a store is hard work, but it is rewarding. A common question we hear is what are the options to keep the dealership(s) as a family asset if no family is interested or capable of filling the shoes as Dealer/Operator. The good news is that the world is your oyster regarding how to structure ownership and management. There are a variety of strategies successful owners have implemented to delegate day-to-day responsibilities. The key and critical ingredients are good talent and trust, especially if you are looking to recruit an operator or key leader to [...]
How to Compete With National Brands and Consolidators
The competitive landscape for automotive retail requires dealers to think even more about competition and growth. Some think they need to get bigger or get out; however, the bigger question is, what will it take to corner your market and fulfill your strategic vision? In Houston, for example, it will require much more than in small-town America. From Haig's perspective, Pete Theil shares that if the goal is to compete in competitive markets, 10 locations with a diversity of brands will provide you critical mass to be a one-stop shop for customers as a transportation [...]
What Family Businesses Must Do To Compete Now and In the Future
Formalities commonly do not exist or are lacking in family business environments. For example, we often see no clear direction about what each person is supposed to do, how to get it done, or what they are getting paid for, which opens the door for underperformance and distracting conflict. Consolidation amongst Public Groups and major national brands is putting pressure on smaller family-owned dealerships. The ongoing consolidation trend is providing bigger groups with efficiencies and cost savings, allowing the big brands to capture more and more market share of customers and talent. As such, smaller [...]
Keep or Sell: Determining Your Best Strategy
Some Dealers are interested in privately testing the "sale" waters to determine what is in their best interest but do not want it disclosed. The best way to navigate the waters is to talk to trusted advisors. They know you, know your business, and they have earned your trust, so anything you say or are considering would remain confidential. Critical to expert insight is their knowledge of the car business and the nuances specific to the size of your estate. If you are the most significant client or one of the few car dealers your [...]
