Pub. 2 2024-2025 Issue 4

In today’s complex automotive landscape, dealership owners face rapidly shifting factors that affect their business’s value. From evolving U.S. tax policies and tariffs to changing manufacturer distribution models, the Midwest market is experiencing significant transformation. Subsequently, understanding the real worth of a dealership has never been more important for strategic planning and growth. According to Jennifer Rafael, Vice President and Partner of DSMA Midwest, USA, a common misconception in the retail automotive space is that valuations are only relevant at the point of exit. In reality, she shares, “Market trends, performance KPIs, brand strength and consumer behavior all play a role in shaping goodwill.”

For auto retail dealers hoping for a return to normal conditions and predictability in 2025, disruption has once again taken the driver’s seat. As trade dynamics shift and their impact on the economy remains unclear, auto retailers will need to call upon their adaptability to adjust to a new set of conditions. Strong profit growth since 2019 and resilience through COVID suggest that dealers are ready to reset and retool to address today’s market. Thankfully, dealer average profitability has stabilized at nearly double the rate achieved in 2019.

There’s no getting around the fact that change is difficult. It’s challenging to change someone’s mind or opinion. Imagine the difficulty in getting a group of legislators to change a law or political stance. Auto dealers have the power to advocate for a better industry. The effects can make a huge difference to your teams, local communities, state, or even at times on a national level.

For many dealers, the question of what to do with the store doesn’t start with a spreadsheet. It starts around the dinner table — or maybe in the quiet moments when things finally slow down. After decades of building a business, employing people in your community and putting your name on the sign out front, the decision about what’s next is personal. And when family is involved, it’s rarely simple.

This past May, the Chicago Automobile Trade Association (CATA), in partnership with Vitu, welcomed over 100 attendees to two well-attended seminar sessions held at CATA Headquarters in Oakbrook Terrace. The RMP seminar focused on tax, titling and registration procedures and delivered essential training tailored for dealership registration professionals across Illinois.

Under clear blue skies on a perfect June day, the 2025 CATA Annual Golf Outing brought together more than 280 members at Cog Hill Golf & Country Club. It was a day filled with networking, enjoyment and, of course, a round of golf.

Throughout the month of July, Chicagoland’s new-car dealers proudly host Drive for the Troops, a fundraising campaign in support of the USO. Dealers across Chicagoland organize both community and online events to raise donations benefiting service members and their families.

4th Annual EV Outdoor Consumer Test Drive and EV Education Event