February 24, 2025 | By SIG’s Truck Stop Team – Tyler Ellinger, Matt Montagne and Yossi Freeman:  Assisting our clients in selling the Petro Dodge City Travel Center was a unique challenge, and we had been in discussions with the seller for about a year before we brought the right buyer to the table. The market was unpredictable—interest rates have fluctuated, and that made investors hesitant about high-ticket transactions. The seller, an experienced travel center operator, wanted to diversify his portfolio, but only if the pricing aligned with his business plan.

Navigating the Negotiation

Initial Discussions – One Year Prior
We started working with a seasoned travel center operator who was considering diversifying his portfolio but was unsure if he could achieve the right price point in a shifting market.

Market Uncertainty – Interest Rate Volatility
With the economy shifting, investors became more cautious, making high-value transactions harder to come by as the inventory and buyer pools got smaller. We worked closely with the seller to show how the right buyer could see the property’s long-term value and justify the price.

Buyer Identified – Full Asking Price Secured
Through targeted outreach and strategic positioning, we connected with a buyer who saw the property’s value and was willing to meet the full asking price based on the information and intangibles that we were able to put together with the help of the seller. This turning point reinforced that solid fundamentals could instill confidence even in a market where many were hesitant to move forward.

Negotiation Challenges – Inventory Valuation Dispute
A disagreement over the truck service center inventory threatened to derail the transaction. Instead of allowing the deal to stall, we helped both sides move past the short-term roadblock and towards the financial projections and the future success of the business, demonstrating how corporate efficiencies would drive higher revenue per gallon. By reframing the discussion around long-term value, we helped both sides find common ground.

Closing the Deal – A Market-Defining Transaction
With all concerns addressed and both parties aligned, the deal moved forward to completion, marking the most expensive travel center sale to TA in 2024.

Why This Worked

Some deals are about the numbers, and while the numbers are important, the key here was finding the right partners that could create a win/win for all parties involved. We worked to ensure both sides understood the long-term value of the deal and felt confident in their decision and more importantly, it reinforced what I believe brokerage should be about—clarity, trust, and keeping deals on track even when challenges arise.