For those in the auto retail business, succession planning is not something to overlook. Champ Rawls, Partner and Succession Planner at The Rawls Group, shed some light on this topic during his recent appearance on The Presidio Group’s Full Throttle Podcast with Jason Stein.

The State of the Industry

The automotive industry has faced significant ups and downs, especially after the COVID-19 pandemic. While 2021 and 2022 were strong years, 2023 introduced new challenges. Resilience and a long-term perspective are crucial to navigating these fluctuations. Strategic succession planning helps companies manage transitions effectively and emerge stronger from periods of uncertainty.

People Matter Most

A dedicated and strong team is essential for handling changes in the business. Whether expanding locations, dealing with economic shifts, or responding to manufacturer mandates, the depth and resilience of your team are vital. Building a strong team, fostering a positive culture, and committing to a strategic vision are all outcomes of effective succession strategies. Investing in talent management ensures long-term success and growth for dealerships.

Addressing Family Dynamics

Unmanaged family dynamics can severely impact business performance. Although avoiding concerns might seem easier, Rawls advises addressing issues directly with open and honest communication. This approach helps prevent conflicts and facilitates smoother business transitions. Engaging a third-party facilitator can guide families through complex discussions, ensuring constructive resolutions and steady business progress.

Diversification is Key

To mitigate risks and build a resilient business model, strategic planning is essential. This process clearly identifies the strategic vision, required resources, and actionable plans. Rawls recommends maintaining a diversified portfolio, including a mix of domestic and import brands, to enhance stability and long-term growth potential. Strategic planning also helps buffer against market volatility and positions the business to adapt to changing consumer preferences and economic conditions

Smart Investments

Through strategic planning, dealers can develop a clear vision for the future. Rawls recommends that those with significant cash reserves keep funds available to capitalize on future strategic opportunities and prioritize investing in talent over physical facilities. This approach creates a more adaptable organization and delivers a better return on investment, positioning the business for sustained growth and success

Having a Positive Mindset

Despite challenges, maintaining a positive and adaptable mindset is crucial. Flexibility and adaptability, supported by strategic succession planning, provide numerous opportunities to achieve strategic vision. Focusing on long-term goals helps dealers navigate industry ups and downs effectively, turning challenges into opportunities for growth and success.

What This Means for Your Dealership

Champ Rawls’ insights from the Full Throttle Podcast offer a roadmap for sustainable success in the auto retail industry. Emphasizing the importance of people, addressing family dynamics, and diversifying portfolios are key strategies for long-term success, all achieved through strategic succession planning. For more expert advice, follow The Presidio Group’s Full Throttle Podcast and connect with us for your succession planning questions or concerns.

How We Help You

Are you struggling with navigating industry volatility, building a resilient team, or managing family dynamics? Do you need guidance on strategic planning, diversification, and smart investments? Reach out to us today for customized support and strategies tailored to the unique needs of your automotive retail business. Whether you’re looking to implement innovative growth strategies, develop a comprehensive succession plan, or ensure smooth business transitions in this volatile market, our experts are here to assist.

In just 30 minutes, we can provide you with actionable insights and practical tools designed to protect and grow your business. Don’t let the complexities of the car business, this volatile market or succession planning hinder your business potential—embrace the opportunity to secure your automotive future.



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

Sign up for our monthly e-newsletter to stay informed on how to overcome related succession planning issues.

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.