What We’re Seeing 

Over the past months, our conversations with New England and New York dealers reflect a little less optimism and an increase in obstacles to overcome. Between world events, tariffs, the China-Canada threat, and the increasing cost of doing business, this has been a challenging first quarter. However, the upside of volatility tends to be beneficial for the Buy/Sell market, as it often results in more and better priced opportunities becoming available than in previous quarters. 

First Quarter Takeaways: 

More dealers are involved in long-term planning and are taking exit strategies, succession, and estate planning into consideration at an earlier stage than before. Often, this exercise results in decisions to sell sooner than previously expected. 

Franchisor influence remains a key variable, as facility requirements, image programs, and network strategy play a more significant role in how buyers evaluate opportunities and how franchisors assess buyers. 

Well-run dealerships attract more potential purchasers. Dealership groups make up the majority of buyers today. Their most attractive targeted acquisition is a dealership in a good market area that is profitable, brand compliant, and with strong management in place. 

Buyers are highly selective based on their specific market plan. Every buyer has preferred franchises, desired geographic areas, and individualized assessment metrics for determination of upside potential. The job of an expert advisor is to match the right buyer with the seller that best fits their portfolio.