In this enlightening video discussion, Dan Iosue, a succession planner from The Rawls Group, and Scott Womack, an experienced valuation expert from Mercer Capital, take a deep dive into the transformative potential of valuations for strategic growth within the realm of car dealerships. They emphasize that valuations offer car dealers a unique perspective into their business operations, providing insights and serving as the foundation for well-informed decision-making.

Unlocking the Power of Valuations for Strategic Growth

Valuations offer many benefits for car dealers, and one that stands out prominently is their role in facilitating goal setting. By rigorously assessing their current position and comparing it to their envisioned growth trajectory, dealers can gain a crystal-clear understanding of where they stand on the path to progress. With this clarity, dealers can develop effective strategies to propel them toward their goals.

Performance Incentives Aligned with Growth Targets

Valuations also serve as the bedrock upon which dealers can develop performance incentives rooted in growth targets. By aligning incentives with desired growth outcomes, dealers can motivate their teams to work diligently toward specific objectives. This alignment catalyzes comprehensive success within the organization, as everyone is working in sync to achieve growth.

Measuring Progress with Tangible Metrics

One of the key ways valuations empower dealers in their pursuit of strategic growth is by providing measurable metrics and data. Valuations offer dealers tangible data points that facilitate performance tracking. They illuminate whether the dealership is advancing along the desired path or if adjustments are necessary. This invaluable insight enables dealers to make timely and informed decisions, ensuring they remain steadfast on their journey toward strategic growth.

The Roadmap to Success

In summary, valuations provide car dealers with a clear insight into their business’s position in the marketplace. Armed with this knowledge, dealers can make well-informed decisions, set achievable and realistic goals, and devise finely tuned-strategies for sustainable growth. Whether you’re a seasoned dealer or just starting, this video is an indispensable resource that unveils how valuations can be the key to unlocking your pathway to strategic growth. Don’t miss this opportunity to supercharge your dealership’s success. Join us and discover the transformative potential of valuations in car dealerships.

This conversation is a part of the discussion focused on Valuations and Succession Planning for Car Dealers with Scott Womack, Senior Vice President with Mercer Capital, and Dan Iosue, a Succession Planner with The Rawls Group.

For more insight:

Visit the “Valuations and Succession Planning for Car Dealers” discussion page or select one of the additional episodes of the series below:


  • Mercer Capital: Mercer Capital is an employee-owned business valuation and financial advisory firm founded in 1982, serving a diverse and international client base. For more information on Mercer Capital’s valuation services, contact Scott Womack.
  • 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 to 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.

The Succession Planning Matrix

Many people put off succession planning because they think it means retirement, exit, and the end. However; succession planning is just the beginning. It gives the owner options in terms of what “their next” looks like, whether that be growth, philanthropy, or a new business venture. Our process focuses are addressing 10 key areas of what we call the Succession

Click the following link for more drill-down resources on The Succession Matrix, or check out our Facebook post.

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We can help you with insights, 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 right away.