Beyond the Back End : How F&I Drives Profit, Valuation, and Growth

Beyond the Back End : How F&I Drives Profit, Valuation, and Growth

In this episode of Driving Deals, CEO Gerrick Wilkins sits down with Andrew Clevenger to unpack one of the most underestimated drivers of dealership performance: Finance & Insurance (F&I). While many operators focus on front-end gross, inventory, and fixed operations, this conversation explores why F&I should be viewed as a core operating discipline—not just a revenue add-on. Andrew shares how top-performing dealers leverage F&I through structured processes, training, and data-driven accountability to improve profitability, customer retention, and long-term consistency. The discussion goes beyond day-to-day operations into strategic territory, including: * How F&I performance impacts dealership valuation and buy-sell decisions * The role of reinsurance in creating significant “off-book” wealth * What buyers and CFOs should evaluate when underwriting an acquisition * How F&I relationships can unlock alternative capital and liquidity options * The most common mistakes dealers make by putting F&I on autopilot Gerrick connects these insights back to ownership strategy, emphasizing how disciplined F&I operations can influence EBITDA, enterprise value, and post-acquisition upside. Whether you’re actively buying or selling, or simply looking to optimize performance across your rooftops, this episode highlights why F&I deserves a seat at the strategic table.

Taxes, Trends, and Transactions : What Dealers Need to Know in 2026

Host & CEO Gerrick Wilkins sits down with John Paul Davis, Partner at HHM, live from the NADA show floor, bringing real-time industry energy straight to the conversation. HHM is a full-service accounting firm with a niche in automotive dealerships, and John Paul shares what dealers truly need from their accounting partners when buying or selling a store. In this episode, we cover: * What to expect from your accounting firm during dealership transactions * The silent risks accountants see that often go unnoticed * Why having the right partners matters more than ever * Key transaction trends: real estate, EV infrastructure, image compliance, and post-COVID profitability shifts * Smart tax planning strategies for buyers and sellers — and common mistakes to avoid If you’re buying, selling, or planning your next move, this episode is a must-listen. GET IN CONTACT: Omega Advisors omegadvisors.com/contact/

The Deal Behind the Deal : OEM Approval

In this episode, Gerrick Wilkins and our broker, Scott Ezell, dive into the deal behind the deal — breaking down OEM approval, the real process behind it, and what it truly takes to get approved. They discuss common roadblocks, insider strategies, and how to streamline the OEM approval process so your deals move faster and smoother. If you want a behind-the-scenes look at how deals actually get done, this is a must-listen. GET IN CONTACT: Omega Advisors omegadvisors.com/contact/

Building Your Legacy : Year-End Giving and Generational Impact

In this Christmas-season episode of Driving Deals, host Gerrick Wilkins sits down with Scott Patrick, President of the National Christian Foundation (NCF) in Alabama, for a thoughtful conversation about the power of generosity and the role it plays in shaping families, businesses, and communities. They begin by exploring the deeper “why” behind giving and legacy, reflecting on how intentional generosity can strengthen family culture, inspire employees, and reinforce a shared sense of purpose. The conversation moves into practical strategies for automotive dealers and executives, including why donor-advised funds have become one of the most effective tools for long-term stewardship. Scott explains what sets NCF’s approach apart, offering clarity on the differences between Donor-Advised Funds and private foundations and how to determine the best path for meaningful giving. They also break down the unique opportunities that come with giving complex assets such as dealership shares, real estate, or other non-cash holdings. Gerrick and Scott also turn their attention to family legacy and the importance of preparing the next generation to carry a spirit of generosity into the future. They highlight how the Christmas season serves as both a natural moment for reflection and an opportunity to make giving a tradition that endures. Packed with insight and inspiration, this episode offers listeners a roadmap for aligning their values, their wealth, and their long-term impact. GET IN CONTACT: Omega Advisors omegadvisors.com/contact/

Financing the Future of Automotive Buy-Sells

In this episode, Gerrick Wilkins sits down with James Barnett, Regional Credit Officer at Pinnacle Financial Partners, for an inside look at the financing landscape facing auto dealers in 2025. Whether you’re buying, selling, or expanding a dealership, this conversation breaks down what lenders actually want to see and what will immediately raise red flags. James shares expert insight on how to prepare for financing approval, which financial and operational metrics matter most, and the documentation dealers should have in place before approaching a lender. They also dive into where the market is headed in 2025, including interest rate trends, lender risk tolerance, and what buyers and sellers can expect in the dealership M&A environment. If you’re considering a buy-sell, searching for capital, or simply want to understand how lenders evaluate deals in today’s market, this episode offers practical and actionable guidance straight from someone who approves and structures these loans every day. GET IN CONTACT: Omega Advisors omegadvisors.com/contact/ James Barnett james.barnett@pnfp.com