Franchise Equity Partners transform automotive dealerships with unique private equity approach

In the latest episode of Inside M&A with Dave Cantin, we explore the world of private equity investment in the automotive industry with three leading experts. Joined by Dave Cantin, CEO of the Dave Cantin Group, Mike Esposito, founder of Franchise Equity Partners, and Mark LaNeve, partner and chairman at FEP, we delve into how private equity can help dealerships grow, consolidate, and adapt to the ever-changing landscape of automotive retail.

First, today’s episode highlights the Franchise Equity Partners’ (FEP) approach to private equity, which differs significantly from traditional models. Esposito explains that their strategy focuses on minority passive and permanent equity stakes, which allows dealerships to maintain control while benefiting from external capital. This approach is aimed at long-term growth and stability, attracting OEMs and dealers alike. 

In addition, Esposito discloses that FEP has invested in two major auto groups—Georgia Automotive Holdings and Parks Automotive Group—both of which own 15 rooftops in New York, New Jersey, Pennsylvania, and the Carolinas.

Meanwhile, Mark LaNeve stresses the potential of private equity to help dealers expand and diversify their portfolios without losing control of their businesses. He highlights the key indicators FEP looks for in investment opportunities, such as growth potential, a strong brand mix, and the ability to operate multiple locations effectively. LaNeve also underscores that the firm’s focus is on geographic exclusivity and long-term, mutually beneficial partnerships.

Both Esposito and LaNeve explain their approach to partnering with dealerships, emphasizing their value-added services beyond capital. This includes leveraging strong OEM relationships, providing financial guidance, and utilizing data science for operational insights. They highlighted how their data team offers valuable market intelligence, such as inventory data, to assist dealers in optimizing their strategies. 

"Dealerships have to embrace change. The industry is not what it was 10 years ago, and if you're not evolving, you're getting left behind." – Dave Cantin

Cantin then discusses how the mergers and acquisitions (M&A) activity in the dealer world is shifting, particularly with growing consolidation. He explains that some dealers are beginning to explore selling off underperforming dealerships while others are strategically reinvesting to scale their businesses. He affirms that the trend toward geographic diversification in dealership acquisitions is rising, with dealers becoming more open to expanding into new markets. He expects 2025 to be a highly active year for M&A, as dealers focus on optimizing their portfolios.

In addition, the conversation shifts to examining scenarios where dealers might consider bringing on a partner like Esposito and LaNeve’s firm instead of assuming more debt. Esposito and LaNeve discussed how adding some debt can be healthy, but excessive debt is risky, especially as the industry consolidates. They argued that for a dealer looking to grow beyond their current financial limits, bringing in a partner with capital and resources can offer significant value.

Finally, Esposito and LaNeve addressed the possibility of dealers buying back their equity stakes down the road, providing a pathway for dealers to regain full control if desired. The conversation closes with a look at how M&A activity has evolved, noting that Q3 and Q4 of 2024 were more about restructuring and optimizing existing operations.