Omega Advisors - Driving Deals

What can complicate a dealership sale after the buyer and seller have agreed on price?

Gerrick Wilkins of Omega Advisors welcomes attorney Jeff Ingram of Ingram, Kalupa & Butler for a practical conversation about dealership legal risk and the path to a successful closing. Drawing on his upbringing in a family dealership, Jeff connects the legal details to the realities of running, buying and selling a store.

They explore advertising and employment risks, seller preparation, buyer due diligence, environmental concerns and the agreement terms that help parties address problems before closing. They also discuss the added complexity of multi-dealership transactions and the questions dealers should ask before relying on AI tools and technology vendors.

Listen for practical ways to identify issues early, understand your exposure and bring knowledgeable counsel into the conversation.

Learn more about Omega Advisors at https://omegadvisors.com, and follow Driving Deals for more conversations on automotive retail and dealership buy-sells.

For informational purposes only. This episode does not constitute legal or tax advice or create an attorney-client relationship. Consult qualified advisors regarding your specific circumstances.

In this episode of Driving Deals, Gerrick Wilkins sits down with automotive industry leader Ryan Mayer to discuss the realities of dealership ownership, acquisitions, succession planning, and the future of the franchise dealer model.

Ryan shares his remarkable journey from selling cars after military service to becoming a multi-dealership owner, serving on Honda’s National Dealer Advisory Board, and leading one of the Southeast’s fastest-growing dealership organizations.

The conversation explores what separates successful acquisitions from costly mistakes, how dealers should prepare for a future sale, why location and leadership often matter more than brand, and the importance of having trusted advisors throughout every stage of ownership. Ryan also offers valuable insight into industry consolidation, FTC compliance, electric vehicles, franchise laws, and the challenges facing dealers in today’s market.

Whether you’re considering your first acquisition, preparing for succession, or simply looking to build a stronger dealership, this episode offers practical advice from someone who has successfully navigated every side of the transaction.

Topics discussed include:
• Ryan Mayer’s journey from salesperson to dealer principal
• Evaluating dealership acquisitions
• Common buyer and seller mistakes
• Preparing a dealership for sale
• Leadership and succession planning
• Industry consolidation
• FTC regulations and compliance
• EV adoption and the future of automotive retail
• Why the franchise dealer model continues to thrive

In this episode of Driving Deals, CEO Gerrick Wilkins sits down with Andrew Clevenger to unpack one of the most underestimated drivers of dealership performance: Finance & Insurance (F&I).

While many operators focus on front-end gross, inventory, and fixed operations, this conversation explores why F&I should be viewed as a core operating discipline—not just a revenue add-on. Andrew shares how top-performing dealers leverage F&I through structured processes, training, and data-driven accountability to improve profitability, customer retention, and long-term consistency.

The discussion goes beyond day-to-day operations into strategic territory, including:

• How F&I performance impacts dealership valuation and buy-sell decisions

• The role of reinsurance in creating significant “off-book” wealth

• What buyers and CFOs should evaluate when underwriting an acquisition

• How F&I relationships can unlock alternative capital and liquidity options

• The most common mistakes dealers make by putting F&I on autopilot

Gerrick connects these insights back to ownership strategy, emphasizing how disciplined F&I operations can influence EBITDA, enterprise value, and post-acquisition upside.

Whether you’re actively buying or selling, or simply looking to optimize performance across your rooftops, this episode highlights why F&I deserves a seat at the strategic table.

Host & CEO Gerrick Wilkins sits down with John Paul Davis, Partner at HHM, live from the NADA show floor, bringing real-time industry energy straight to the conversation.

HHM is a full-service accounting firm with a niche in automotive dealerships, and John Paul shares what dealers truly need from their accounting partners when buying or selling a store.

In this episode, we cover:

• What to expect from your accounting firm during dealership transactions

• The silent risks accountants see that often go unnoticed

• Why having the right partners matters more than ever

• Key transaction trends: real estate, EV infrastructure, image compliance, and post-COVID profitability shifts

• Smart tax planning strategies for buyers and sellers — and common mistakes to avoid

If you’re buying, selling, or planning your next move, this episode is a must-listen.

GET IN CONTACT:

Omega Advisors

omegadvisors.com/contact/

In this episode, Gerrick Wilkins and our broker, Scott Ezell, dive into the deal behind the deal — breaking down OEM approval, the real process behind it, and what it truly takes to get approved. They discuss common roadblocks, insider strategies, and how to streamline the OEM approval process so your deals move faster and smoother. If you want a behind-the-scenes look at how deals actually get done, this is a must-listen.

GET IN CONTACT:

Omega Advisors

omegadvisors.com/contact/

In this Christmas-season episode of Driving Deals, host Gerrick Wilkins sits down with Scott Patrick, President of the National Christian Foundation (NCF) in Alabama, for a thoughtful conversation about the power of generosity and the role it plays in shaping families, businesses, and communities. They begin by exploring the deeper “why” behind giving and legacy, reflecting on how intentional generosity can strengthen family culture, inspire employees, and reinforce a shared sense of purpose.

The conversation moves into practical strategies for automotive dealers and executives, including why donor-advised funds have become one of the most effective tools for long-term stewardship. Scott explains what sets NCF’s approach apart, offering clarity on the differences between Donor-Advised Funds and private foundations and how to determine the best path for meaningful giving. They also break down the unique opportunities that come with giving complex assets such as dealership shares, real estate, or other non-cash holdings.

Gerrick and Scott also turn their attention to family legacy and the importance of preparing the next generation to carry a spirit of generosity into the future. They highlight how the Christmas season serves as both a natural moment for reflection and an opportunity to make giving a tradition that endures. Packed with insight and inspiration, this episode offers listeners a roadmap for aligning their values, their wealth, and their long-term impact.

GET IN CONTACT:

Omega Advisors

omegadvisors.com/contact/

In this episode, Gerrick Wilkins sits down with James Barnett, Regional Credit Officer at Pinnacle Financial Partners, for an inside look at the financing landscape facing auto dealers in 2025. Whether you’re buying, selling, or expanding a dealership, this conversation breaks down what lenders actually want to see and what will immediately raise red flags.

James shares expert insight on how to prepare for financing approval, which financial and operational metrics matter most, and the documentation dealers should have in place before approaching a lender. They also dive into where the market is headed in 2025, including interest rate trends, lender risk tolerance, and what buyers and sellers can expect in the dealership M&A environment.

If you’re considering a buy-sell, searching for capital, or simply want to understand how lenders evaluate deals in today’s market, this episode offers practical and actionable guidance straight from someone who approves and structures these loans every day.

GET IN CONTACT:

Omega Advisors

omegadvisors.com/contact/

James Barnett

[email protected]

Welcome to Omega Advisors - Driving Deals. In this episode, our CEO, Gerrick Wilkins dives into Right of First Refusals with our Legal Director, Gunner Gorman.