Bel Air Partners’ Willie Beck on how dealers are navigating the active buy-sell market

The buy-sell market remains in the spotlight this year, and although there is some economic uncertainty, transactions are still occurring. On the latest episode of CBT Now, Willie Beck, Co-Managing Partner of Bel Air Partners, joins us to explore the market further. 

To start off today’s conversation, Beck highlights a recent buy-side deal in Long Island where the buyer acquired his first Ford franchise dealership, previously owned by a third-generation family business established in 1939. “It was one of our buy-side representation deals, where we help the buyer find a specific dealership in a specific market and work with them to close the transaction,” Beck said. 

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Currently, Bel Air Partners has five sell-side and two buy-side deals in progress. Beck notes that multi-generational dealerships can create complex ownership structures, particularly when multiple family members are involved, which makes timing and negotiations critical. 

Further, the market is influenced by factors such as tariffs on vehicles from Canada and Mexico, federal policy, and potential interest adjustments. While factory approvals, due diligence, and lender requirements can extend transaction timelines, Beck says sophisticated buyers with prepared teams can move quickly when an alternative target arises. “Each deal is unique,” he said. “Whether it’s the brand, the geographic location, or performance, and then who the right buyer is for that particular circumstance.” 

Additionally, dealers are also pursuing strategic opportunities by acquiring distressed brands such as Nissan and Stellantis stores, betting that operational improvements and scale can drive profitability. Beck also noted how some dealer groups have successfully expanded portfolios by acquiring multiple stores under a single brand to strengthen market presence.

Beyond transactions, Bel Air Partners provides valuations and advisory services to help owners plan for the future. Services include succession planning, estate planning, divorce-related valuations, partner buyouts, and litigation support. Beck described working with a mid-50s dealer who, not ready to sell, wanted a clear understanding of his dealership’s value and guidance on areas for improvement.

Overall, Beck emphasized that, even in a market shaped by uncertainty, informed guidance and strategic planning enable dealers to navigate buy-sell decisions successfully.

“Every deal is unique, and we have to find the right buyer for that.”