The Changing of the Guard in Auto Retail - Insight Vol. 35

BY PHILIP VILLEGAS

Over the past year, I’ve noticed something across dealerships: The “Old Car Dogs”—dealers, operators, and managers who’ve run stores for decades—are finally retiring. Many held on through the pandemic when profits were historic, but now that the music is slowing, they’re stepping aside.

These are the ones who built this business. They’re pragmatic, no nonsense, and believe in one rule: If it works, don’t break it. That mindset kept stores alive through recessions and factory wars, but it also meant our industry lagged behind others when it came to technology and embracing change.

I am not saying that it is all bad as consistency matters. But now, as this older generation moves on, there is a void. And whether that is a risk or an opportunity depends on how you look at it.

Why Now?

Post COVID was the last hurrah. When inventory shortages sent grosses sky-high, retirement plans got shelved. Why walk away when every deal prints money? But now we see margins are normalizing and the exit signs are lighting up.

What is Leaving With Them

The Old Car Dogs’ playbook will not disappear overnight, but their hands-on style will. Think:

• “Pack ‘em, stack ‘em high, and watch ‘em fly” inventory - no turn-time discipline.

• Digital retail? “I sell cars face-to-face.”

• Fixed ops as the back of the shop - even though it is where the real money is.

• Accounting as a cost center, not a profit lever.

  
  

What is Coming Next

The new crowd thinks differently. They’ll push for:

• Online/offline sales hybrids - because customers demand it.

• Data over gut feelings - especially in pricing and marketing.

• Employee retention—not just “churn and burn” sales teams.

The Real Impact

This is not just about losing experience, it is about culture shock. The Old Car Dogs ruled with a hard edge—love it or hate it, it worked for them and the next wave will not operate that way. Some stores will struggle with the transition. While others will use it to modernize without losing what made them strong.

Final Thought

To the Old Car Dogs reading this: Nobody can replace what you have done. But the best legacy is not clinging to the past—it is setting up the next crew to win.

So, ask yourself: What is one thing you would change if you were starting over today? Maybe

now is the time to make it happen.