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The number of auto dealerships is rising, but the 19% sell fewer than 150 new vehicles per year
19% of U.S. dealerships sell fewer than 150 new vehicles per year. That’s more than 320,000 rooftops operating at very small scale. And yet, the total number of dealerships keeps rising—up 334 since 2020 to…
64% of RIA Sellers Have $1B in AUM
Most RIA sellers aren’t giants—they’re boutiques. Year-to-date in 2025, 64% of RIA sellers had under $1 billion in AUM. And buyers? The most active were in the $20B–$100B range. This shift signals a clear trend:…
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,…
