Case Study 1

Execute M&A and Integration Strategy for Growing Dealer Group

Challenge

Privately-owned 5-10 store dealership aims to more than triple its retail footprint over two years
  • Identify and assess target dealerships for acquisition
  • Integrate newly-acquired outlets into single common platform, with a focus on cost management
  • Brands include: Hyundai, Kia, Mercedes-Benz, Nissan, Toyota, and others

Focus

Implement mergers and acquisition (M&A) strategy in line with management objectives
  • Build processes for accelerating shareholder value through rapid integration of newly-acquired stores

Approach

Execute structured integration plan to support M&A activities
  • Define strategy and tactics based on Biltmore Integration Playbook – prioritize initiatives, right-size employee count, focus on single back-office platform and efficiencies
  • Establish continuous performance enhancements across Group –metrics and measurements, key ratios, compensation plans tied to performance/customer satisfaction, and much more

Results

Successfully completed a series of transactions to grow Group revenues to $1B (with trajectory to $1.5B)
  • Consolidated back-end functions, creating >25% savings in personnel and overhead costs – with “plug and play” ability for new acquisitions
  • Improved return on sales to >4.5% and individual store efficiency to NADA expense guidelines
  • Developed pipeline of additional acquisition targets – backed by $100M acquisition line
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