Selling a dealership isn’t only about numbers. As Sheldon Sandler explains, owners grapple with legacy, loyalty to employees, and fear of the unknown. Those emotions can cloud decisions if you don’t anchor the process to clear goals and the right advisors.
Why emotions run high
For many family-run stores, the business represents decades of work and community ties. That’s why Sandler urges sellers to work with experienced brokers, attorneys, and accountants who can keep the deal moving when emotions spike.
A quiet process can cost you
Keeping a sale too private or pre-selecting a “friendly” buyer often suppresses price. Opening the conversation to multiple qualified buyers can surface true market value and better terms.
Taking care of your people
It’s natural to want job guarantees for staff, but new owners bring their own systems and teams. Instead of promises that may fade, consider sharing proceeds with key employees.
“If you want to take care of your people, cut them in on the deal. Give them a bonus.”
Start with valuation and timing
If you’re not ready to sell, begin with a professional valuation. It sets realistic expectations and helps you plan. Full transactions can take many months, so start early if you have a target exit window.
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