As an expert who’s been valuing dealership properties for more than 30 years, Stephen Kay of Cushman & Wakefield understands the often-overlooked impact of real estate on deal structure and business value. In this conversation, he outlines the most common missteps dealers make when preparing for a sale and shares strategies for mitigating risk, protecting cash flow, and maximizing value.

Key Takeaways:

(05:25) The biggest mistake dealers make is negotiating business and real estate separately.

(06:58) Real estate should be evaluated first to model rent and business cash flow accurately.

(09:39) Image compliance can require major investment — even if the building is new.

(11:52) Holding real estate post-sale? Plan for a minimum 10-year lease term.

(14:34) As leases mature, tenants gain leverage and may push landlords into unfavorable terms.

(17:16) A phase 1 environmental assessment can prevent delays and failed closings.

(21:20) Overvalued expectations for non-compliant facilities can derail a deal late in the process.

(23:47) Dealers often don’t realize how much of their wealth is tied to a single real estate asset.

(32:34) Explore land use changes that could increase property value beyond dealership operations.

Resources Mentioned:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Stephen Kay | LinkedIn

https://www.linkedin.com/in/stephen-kay-mai-4a389b7/

Cushman & Wakefield | LinkedIn

https://www.linkedin.com/company/cushman-&-wakefield/

Cushman & Wakefield | Website

https://www.cushmanwakefield.com

Thanks for listening to Driving Performance. If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

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Reinsurance is one of the most powerful — and misunderstood — tools in a dealer’s toolbox. Jeff Alpert, Partner at Composition Wealth, breaks down what reinsurance really is, how it works, and how smart dealers are using it to build wealth, improve cash flow, and even fund acquisitions. Whether you're new to reinsurance or already in a program, this episode will help you understand it on a whole new level and spot opportunities you might be missing.

Key Takeaways:

(04:03) Many dealers miss out on reinsurance profits due to a lack of education and industry complexity.

(06:06)  Dealers invest premiums and earn returns before claims are paid.

(07:45) Understanding reinsurance math is crucial, yet many dealers lack the knowledge.

(11:03) Reviewing reports and claims data helps spot risks and improve programs.

(13:02) Mistrust and negative experiences keep some dealers from reinsurance benefits.

(19:14) Top dealers leverage expert advisors and incentivize staff for better results.

(22:05) Reinsurance can be used for estate planning and generational wealth transfer.

(25:44) Dealers deserve partners who prioritize guidance, not just asset management.

(28:59) Loss ratios often spike post-sale as buyers maximize existing warranties.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Jeff Alpert | LinkedIn

https://www.linkedin.com/in/jeffalpert/

Composition Wealth | LinkedIn

https://www.linkedin.com/company/composition-wealth-1/

Composition Wealth | Website

https://composition.com/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

Perry Watson IV, President of the National Association of Minority Automobile Dealers (NAMAD), joins us to discuss the state of minority dealership ownership, the power of partnerships, and the future of inclusion in automotive. Perry shares the legacy of NAMAD’s founders and how the organization is empowering the next generation of dealers through training, advocacy, and innovation.

Key Takeaways:

(04:03) Industry training aims to produce top-performing dealership operators.

(07:05) High blue-sky costs require creative financing solutions.

(10:28) Showcasing real-world benefits of inclusive economics.

(12:23) Inclusive events turn dealerships into trusted spaces.

(15:31) Training moves participants from siloed to strategic thinkers.

(19:42) Long-term partnerships often start at industry events.

(21:12) The right candidates deserve access, not capital roadblocks.

(25:11) AI continues to drive strong industry interest.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Perry Watson | LinkedIn

https://www.linkedin.com/in/perry-watson-iv-0b045112/

NAMAD | LinkedIn

https://www.linkedin.com/company/national-association-of-minority-automobile-dealers-namad-/

NAMAD | Website

https://namad.org/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

We are joined by Monica Hoenshell of Calvert Law Firm, a seasoned buy-sell attorney, for an expert look at the legal side of automotive dealership transactions. Monica shares what makes every deal unique, why a tailored approach is critical, and how to avoid the common pitfalls that can derail closings. From the importance of specialized legal counsel to best practices for negotiation and closing, Monica’s insights are essential for anyone buying or selling a dealership.

Key Takeaways:

(02:44) Monica’s background and 20+ years of automotive buy-sell experience.

(04:01) There is no one-size-fits-all contract — every deal is unique.

(05:41) The importance of attorney involvement before signing a Letter of Intent.

(08:38) Post-closing access and rights to customer information are often overlooked clauses.

(13:30) Right of first refusal, what’s changed and how to mitigate the risk.

(17:09) How to choose the right buy-sell attorney and red flags to avoid.

(23:17) Why direct calls help resolve small negotiation issues quickly.

(25:54) How changing regulations and tariffs are impacting dealership valuations.

(26:30) The role and right size of earnest money in protecting deals.

(29:20) Closing day challenges: inventory reconciliation and timing.

(34:00) Monica’s top advice: commit fully, move quickly, and keep everyone available because time kills deals.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Monica Hoenshell | LinkedIn

https://www.linkedin.com/in/monica-hoenshell-17138120/

Calvert Law Firm | Website

https://calvertlaw.com

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

We’re joined by Mickey Anderson, President and CEO of Baxter Auto Group, a family-owned business with 20 dealerships across multiple states. Mickey shares candid insights on building a legacy, the power of people-first leadership, navigating acquisitions and divestitures, and the future of automotive retail. From honoring his father’s vision to championing digital transformation and government advocacy, Mickey offers practical lessons for dealers looking to grow with purpose and integrity.

Key Takeaways:

(02:44) Carrying forward a family legacy and the story behind Baxter Auto Group’s origins.

(08:12) Hiring for mindset and values over skills, and building teams that care about the community.

(11:09) Onboarding and quarterly “GPS” check-ins to support employee growth and alignment.

(15:18) Divesting stores that no longer match the group’s values or market conditions.

(17:03) Advocating for dealers and consumers on Capitol Hill, including legal action on EV mandates.

(20:09) Embracing digital retailing and AI to improve the customer experience and streamline operations.

(24:00) Promoting from within — the journey of a bike mechanic to general manager in under six years.

(26:21) Focusing on leadership development and building a legacy of operational excellence.



Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Mickey Anderson | LinkedIn

https://www.linkedin.com/in/mickey-anderson-a9279380/

Baxter Auto Group | LinkedIn

https://www.linkedin.com/company/baxterauto/

Baxter Auto Group | Website

https://www.baxterauto.com

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

We’re joined by Vikas Mehandroo, Dealer Principal of Aaron Automotive Group. Vikas shares his inspiring journey from working at a Subway restaurant to owning multiple car dealerships. He discusses the importance of taking risks, building a legacy and the value of people in his business approach.

Key Takeaways:

(02:45) Leaving a stable job for entrepreneurship.

(06:33) Balancing risk with long-term vision.

(10:15) The role of family in business decisions.

(12:30) Building a strong team through training.

(16:20) Human capital is key to success.

(18:55) Every deal presents new challenges.

(21:10) Importance of aligning with the right mentors.

(25:40) Creating a legacy with integrity.

Resources Mentioned:

Vikas Mehandroo

https://www.linkedin.com/in/mehandroo-vikas-15991810/

Aaron Automotive Group

https://www.aaronautomotivegroup.com/

Automotive News

https://www.autonews.com/

National Automobile Dealers Association (NADA)

https://www.nada.org/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

We’re joined by Greg Gilmore, President and CEO of The Apex Group, Inc., to discuss the complexities of navigating OEM application processes for dealership acquisitions. Greg shares insights on what manufacturers look for in buyers, common roadblocks and strategies to streamline the approval process.

Key Takeaways:

(02:18) Apex simplifies complex manufacturer paperwork for dealership buyers.

(03:19) Seasoned buyers face fewer roadblocks than first-time buyers.

(07:47) The importance of retention in the automotive industry.

(09:05) OEMs calculate working capital based on planning volume.

(12:43) Buyers should prepare for thorough source-of-funds reviews.

(16:54) Consistency across all documents is crucial for application success.

(20:51) Dealers should submit documents in pieces to avoid delays.

(23:05) Work on the floor plan alongside the manufacturer process.

(26:33) Partnering with an experienced general manager is a strong start.

(28:46) Automotive attorneys are invaluable for structuring agreements.

(30:18) Proprietary systems enhance document security and accessibility.

Resources Mentioned:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Greg Gilmore | LinkedIn 

https://www.linkedin.com/in/greg-gilmore-033a922/

The Apex Group, Inc. | Website

https://apexgroup.net/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

Rita Case grew up in the automotive business, working in her family’s Honda dealership before taking on a leadership role in the industry. As President and CEO of Rick Case Automotive Group, she has built a $2 billion, multi-state dealership network, earning recognition as the 2024 TIME Dealer of the Year. In this episode, Rita shares insights on business strategy, leadership, and breaking barriers in a male-dominated industry.

Key Takeaways:

(02:31) Growing up in a family-owned dealership and learning the business.

(06:09) Challenging industry norms as one of the first female auto dealers.

(10:06) The strategy behind expanding through emerging auto brands.

(12:04) Using “Dare To Compare” to win customers and build trust.

(15:59) The importance of leadership, people, and company culture.

(22:05) Why the auto industry remains challenging for women.

(25:48) Women supporting women is helping break barriers in the automotive world.

(32:21) The impact of philanthropy and community engagement.

(37:09) Being named TIME Dealer of the Year and what it means.

(41:14) Why knowing and supporting employees is key to long-term success.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Rita Case | LinkedIn

https://www.linkedin.com/in/rickcasegroup/

Rick Case Automotive Group | LinkedIn

https://www.linkedin.com/company/rick-case-automotive-group/

Rick Case Automotive Group | Website

https://rickcase.com

Our Customers, Our Friends by Rick Case and Brooke Bates | Book

https://www.amazon.com/Our-Customers-Friends-Community-Hardcover/dp/B010CLZDDK

Boys & Girls Clubs of Broward County | Website

https://bgcbc.org

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

On this episode, we sit down with Rob Cochran, Chairman and CEO of #1 Cochran Automotive, to discuss his leadership journey and the strategic growth of his dealership group. Rob also shares insights on the future of the industry as the newly appointed Vice Chairman of NADA for 2025, including the challenges posed by electric vehicles, technology, and global uncertainties. Tune in for a candid conversation on dealership growth, leadership, and navigating industry shifts with purpose.

Key Takeaways:

(02:14) Rob’s journey to becoming Vice Chairman of NADA for 2025.

(03:47) Why #1 Cochran never pursued size for the sake of size.

(06:32) The challenges involved in taking over the family business.

(11:22) How EVs, AI, and digital transformation are reshaping auto retail.

(16:30) How focusing on the human aspect drives team member retention.

(18:32) Being authentic to yourself is vital in leadership.

(22:50) Choose the best expansion strategy for your organization.

(27:01) Generational leadership keeps the automotive industry grounded and strong.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Rob Cochran | LinkedIn

https://www.linkedin.com/in/rob-cochran-33672841/

#1 Cochran Automotive | LinkedIn

https://www.linkedin.com/company/numberonecochran/

#1 Cochran Automotive | Website

https://www.cochran.com

Thanks for listening to Driving Performance. If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

On this episode, we’re joined by Jason Lumpkin, Senior Vice President of Auto Dealerships, and Connor Duncan, Vice President of Auto Dealerships at Live Oak Bank — leaders in dealership financing. Jason and Connor share their expertise in SBA loans, floor plan lending, and how their tailored financing solutions help both aspiring and established dealers achieve their business goals.

Key Takeaways:

(03:47) Live Oak Bank is the largest SBA lender, with $350M funded in dealership loans.

(06:27) Education is critical to making SBA loans accessible in the franchise

automotive space.

(11:58) Live Oak focuses on income statements, not just balance sheets, for financing decisions.

(14:25) OEM flexibility on debt-to-equity requirements varies; some brands allow exceptions for the right operator and store.

(21:22) SBA loans provide 10- to 25-year terms and up to 90% leverage, easing cash flow concerns.

(25:42)  Floor plan lenders often require significant equity injections, adding challenges to smaller deals and new buyers.

(30:32) Floor plan lending has become a significant challenge, requiring early focus in deal planning.

(34:17) Projection-based deals can unlock underperforming stores with significant growth potential.

(44:12) First-time buyers benefit from building a strong support team, including brokers and attorneys.

(49:15) Discipline and defining a clear buy box are crucial for dealership acquisition success.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Jason Lumpkin | LinkedIn

https://www.linkedin.com/in/jason-lumpkin-571bb218/

Connor Duncan | LinkedIn

https://www.linkedin.com/in/connorduncan/

Live Oak Bank | LinkedIn

https://www.linkedin.com/company/live-oak-bank/

Live Oak Bank | Website

https://www.liveoakbank.com

SBA Loan Program

https://www.sba.gov/funding-programs/loans

National Automobile Dealers Association (NADA)

https://www.sba.gov/funding-programs/loans

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.



#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry