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RIA M&A Activity Hits 228 Deals YTD
RIA M&A is up 46% this year. Through September 2025, 228 RIA transactions were announced—representing over $404 billion in AUM changing hands. That’s a 46% increase in deal count compared to the same period last…
Dealerships are selling more cars—with fewer salespeople
In 2021, the average dealer employed 15.4 sales reps. By 2024, that number dropped to just 8.2. Despite this decline, U.S. auto sales rose by nearly 2 million units over the same period. The gap…
Salespeople are no longer the backbone of the dealership workforce
Today, they make up just 18% of employees—the smallest group other than supervisors. By contrast: This reflects a changing model: fewer front-end salespeople, more emphasis on service and retention. Dealers are investing in fixed ops,…
Auto Dealerships are spending more than ever to win each new customer
In 2024, advertising spend per new vehicle sold averaged $705—up from $582 in 2020. Why? Digital now represents 73% of total spend, as dealers demand measurable ROI and shift dollars away from traditional media. This…
Dealership consolidation is accelerating
In 2018, 98% of owners held 10 or fewer rooftops. By 2024, that share slipped to 96.5%—a small percentage change, but a big signal in a trillion-dollar industry. At the same time, the number of…
