Strategic Decision-Making in Auto Dealership Growth: Charting the Path to Success

In a thought-provoking discussion focused on Succession Planning and Strategic Considerations in Automotive Retail with Jason Stein from Flat Six Media, George Karolis of The Presidio Group, and Champ Rawls, a Succession Planner with The Rawls Group, they shed light on the significance of strategic decision-making in accomplishing business objectives within the auto dealership industry. With a focus on capital, growth, and store management, Karolis delves into the core principles that drive auto dealerships toward their desired future. The discussion highlights the critical role of strategic planning in achieving success in today’s competitive automotive market.

Aligning Current State with Future Vision

A crucial aspect of auto dealership strategy involves assessing the alignment between the current state of the dealership and its future goals. Business owners must evaluate whether their current position aligns with their desired future in the auto industry. This introspective evaluation sets the stage for making key decisions that can profoundly impact the dealership’s future.

The Divestiture Strategy

One key strategy that Karolis highlights is the divestiture of underperforming dealerships and the addition of new ones. By strategically assessing the performance of individual dealerships, auto dealers can optimize their portfolio to drive growth and enhance overall profitability. For instance, consider an auto dealership group that identifies certain dealerships consistently underperforming, with declining sales and limited potential for improvement. The decision to divest from such dealerships allows the group to allocate resources more effectively, redirecting them towards high-potential locations or exploring new markets in the automotive industry.

Collaborative Goal-Setting

Karolis advocates for collaborative goal-setting in the auto dealership industry. By engaging with clients and understanding their objectives, business owners can confidently navigate the complexities of decision-making. Defining the desired outcomes and goals collectively ensures that every action contributes to the overarching vision. For example, auto dealers may aim to maximize the value of their dealership group, positioning it for a successful sale or expansion. Alternatively, they may focus on cultivating a strong, family-oriented dealership business for long-term sustainability.

Expert Guidance: A Key to Success

Karolis stresses the importance of seeking expert guidance for achieving growth in the auto dealership industry. Strategic decision-making plays a pivotal role in driving sustainable growth and profitability. By carefully evaluating the existing state of the dealership, identifying areas for improvement, and aligning actions with long-term goals, auto dealers can chart a path to success. Expert advisors with industry-specific knowledge and experience provide invaluable insights and guidance throughout the journey. They offer comprehensive strategies not only for investment but also for succession planning, ensuring the longevity and prosperity of the dealership. This collaborative approach allows Auto dealerships to thrive in the dynamic and competitive automotive market.

How We Help You

Are you struggling with strategic decision-making in your auto dealership’s growth journey? Do you find it challenging to align your current state with your future vision, optimize your dealership portfolio, or set collaborative goals for sustainable success? We understand the complexities of the automotive industry and the importance of making informed decisions to drive growth and profitability.

Contact us, and we can help you with valuable insights, expert guidance, and resources tailored to your dealership’s unique needs. Whether you’re looking to divest underperforming dealerships, expand into new markets, or enhance your strategic planning process, our team is here to assist you every step of the way.

Schedule a consultation with us, and in just 30 minutes, you’ll gain actionable ideas to immediately apply to your business. Let’s work together to chart a path to success and ensure the longevity and prosperity of your auto dealership in today’s competitive market.

For more insight:

Visit the “Strategic Considerations in Automotive Retail” discussion page or select one of the additional episodes of the series below:


  • The Presidio Group: an independent merchant banking firm focused on mergers and acquisitions, capital raising, and investments in the automotive retail and consumer mobility sectors.
  • Succession Readiness Survey:  A 7-minute investment in time will put you in an informed position of opportunities many business owners overlook, impacting business value, growth, and lifestyle, and ultimately achieving your vision.
  • Contact a Succession Planner: The Rawls Group can help you with insights and other resources and see if it makes sense to work together. At the very least, in 30 minutes, you may get some ideas you can apply to your business immediately.

Growth Strategies for the Family-Owned Dealership


If you’re ready to get serious about succession and planning to ensure your business’s future success, we can’t wait to see you at the 2024 NADA Show in Las Vegas.

4 Strategies to Maximize Your NADA Experience

  1. Schedule a Complimentary Consultation: Book a meeting at our Booth #2100W during NADA or schedule a free consultation.
  2. Complete the Growth & Succession Assessment: Get a custom report to focus on your strengths and opportunities.
  3. Attend the Annual Wine Event: Join us for wine, insights, and Q&A with our experts.
  4. Register to Attend the AutoTeam America Buy/Sell Summit: Gain insights and network with industry pros.

Strategic Planning

The only constant one can plan for is change.  Strategic planning positions the business to address the probable, possible, and potential contingencies impacting business success. 

Click the following link for more drill-down resources on Strategic Planning

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We can provide insights and other resources and assess whether it makes sense to work together. In just 30 minutes, you may gain actionable ideas that you can immediately apply to your business. Contact us via phone or email below, or fill out the “Ask An Expert” form.