Page 36 - Summer 2025

Continued from page 34.

The Importance of Accurate and Early Valuations
Knowing the true value of your dealership is critical. Overestimating can lead to stalled negotiations, while un-
dervaluing means leaving money on the table. Dealers should seek expertise, often from professionals familiar
with dealership financials, to conduct thorough valuations. This includes factoring in real estate appraisals
early on, as misaligned property values can derail deals late in the process.

Addressing Operational and Physical “Red Flags”
What might seem like minor deferred maintenance or outdated inventory can signal neglect to potential buyers.
36 Peeling paint, broken signage, obsolete parts inventory, or overaged pre-owned vehicles may raise concerns
about the overall health of the business. Proactively identifying and addressing these issues not only improves
buyer confidence but can also expedite the sale.

Considering the Personal Side of Selling
Selling a dealership can be emotional, especially for owners with deep roots in the community or family-run
operations. Clear communication, thoughtful succession planning, and discretion during the transition help
maintain goodwill and ensure a smoother process for everyone involved.

Planning Ahead and Starting Early
Preparing a dealership for sale is not a quick process. From financial clean-up to operational adjustments and
strategic planning, many steps require time to implement effectively. Beginning preparations well before listing
gives you a stronger position and more options down the road.

How Experts Can Help
While many dealers tackle these challenges independently, working with experienced advisors who specialize
in dealership transactions can add significant value. Such experts bring insight into what buyers prioritize, help
uncover hidden value, and guide sellers through complex steps, from valuation to negotiation, helping achieve
better outcomes with less stress.

When we recently assisted a Florida Volvo Dealer in going to market for example, we identified the right buyer
and closed the transaction within 120 days; that’s the power of experience, deep industry relationships, and a
well-executed readiness strategy. And when multiple buyers are at the table, we don’t just present offers, we
help you negotiate to maximize value. Our dealmaking experience leads to stronger terms, faster closings, and
more confident sellers.

If selling your dealership is on the horizon, even just as a possibility, reaching out early can provide clarity and
support as you navigate the process.

If you’d like to learn more about
preparing your dealership for sale
or schedule a free consultation, you
can reach out to Bill Fields at bill.
fields@dsma.com or Andy Church
at andy@dsma.com

www.maada.com