Consolidation Nation
Berkshire Hathaway acquired 78 dealerships when it purchased the former Van Tuyl group this year, but it was only one of many recent mergers and acquisitions in the dealer space.

Over the past few years, M&As have become cool again. In 2015 alone, two of the largest dealer groups in the country made mega-buys that shocked the industry.
With Lithia Motors Inc. acquiring DCH Automotive, and Berkshire Hathaway scooping up the Van Tuyl Group, the mergers and acquisitions scene was once again high on the industry’s things-to-watch list. As such, we’ve compiled information on recent M&A activity within the automotive industry for the past several years.
You can see for yourself the pace at which publicly traded dealer groups have been acquiring stores since 2009. You can also glance at each of the publics’ revenue and the amount of cash on hand to take a guess at who might be buying next. For instance, AutoNation had $75.4 million cash on hand, while Group 1 Automotive had $40 million cash on hand at the end of 2014; more acquisitions should come as no surprise. Of course, cash on hand doesn’t mean they have to spend it, but activity in recent years suggests it’s a real possibility.


Warren Buffett was onto something when he said in a statement last fall about the Van Tuyl Group buy, “This is the beginning of a journey that will have no end. … The fun has just started.”
Erin Kerrigan, founder and managing director of Irvine, Calif.-based Kerrigan Advisors, agrees. The Berkshire Hathaway and DCH deals made national news, and rightly so, she says, but the industry has seen a lot of “onesies, twosies” as well, and that trend will continue. Kerrigan said that if a dealership has at least $800,000 in annual sales, it could be a target for acquisition. But that’s not always a sure thing.
“It depends on the client’s needs,” she says.
She lists “talent” among the most important assets a buyer likes to see in a franchise. She says that, in most cases, the buyer retains the majority of employees in dealership buys. And the interest goes both ways. Dealers who are looking to retire may go looking for a buyer, as was reportedly the case with Seattle-based Barrier Motors, which was acquired by AutoNation for a reported $200 million last September.
All that dealmaking has ignited a spark in the industry, Kerrigan says, adding, “The acquisitions were a big surprise and exciting for the industry.”
Stephanie Forshee is the former senior editor of Auto Dealer Today and F&I and Showroom. She has expertise in dealership operations, sales and F&I. SForshee@AutoDealerMonthly
More Dealer Ops

Dealer Debrief: Defection Data & EV Updates
In this week's debrief, host Lauren Lawrence discusses how to use defection data to your advantage and the latest on EV sales and charging infrastructure.
Read More →
How Defection Data is Bridging the Dealership Conversion Gap
Lead volume is flat, cross-shopping is up and brand loyalty is in retreat. As confident sales teams keep losing buyers they thought they had, daily industry sales data is showing dealers exactly where their funnel is breaking and how to fix it without buying a single new lead.
Read More →
Dealer Debrief: Where are you losing customers?
In this week's debrief, host Lauren Lawrence discusses the hidden leaks in dealerships where you might be losing customers without even realizing it.
Read More →
Dealer Debrief: Improving Your Inventory Management
In this week's debrief, host Lauren Lawrence covers a new survey that shows what service technicians really want and two launches that could help improve your inventory and vehicle life cycle management.
Read More →
Ladies and Gentlemen, This Is a Dealership: Why the Fundamentals Still Decide Who Wins
A teaching moment by a legendary football coach happens to apply perfectly in the auto retail space. Learn what it is and how to use it to your store’s advantage.
Read More →
What Market Timing Mistakes Mean for Your Reinsurance Program
When volatility hits, dealer-owned reinsurance programs face a familiar temptation: pull back and wait for calmer waters. New data from BOK Financial shows why that instinct can quietly cost you years of surplus growth.
Read More →
Dealer Ads and the FTC
The agency has made it clear in recent enforcement actions and warnings, in auto retail and other industries, that advertised prices must include all nonoptional costs to the consumer.
Read More →
Used Autos Supply Dwindles
The March shopping surge, despite high prices, cut into inventory by the most since the thick of the pandemic, Cox Automotive analysts calculated.
Read More →
Managing Risk Effectively Through Changing Times
The variables influencing risk pricing have changed significantly over the past five years. Being proactive and responsive to emerging trends is not optional but essential.
Read More →
Survey Reveals What Won't Fix What's Breaking Car Sales
AutoPayPlus says extra-long auto loans are trapping consumers and threatening the dealer trade-in cycle, and that the industry is leveraging the wrong tools to combat high MSRPs.
Read More →
