Despite macroeconomic challenges like tariffs and high interest rates, the dealership buy-sell market remains strong and opportunistic, according to Dave Cantin, President and CEO of the Dave Cantin Group (DCG). On today’s episode of Inside Automotive, Cantin shared insights on active franchises, strategic growth opportunities, and how real-time market intelligence is redefining how dealers make acquisition decisions.
First, Cantin begins with news of two recent closings in California, one involving a Subaru store, and shared that DCG’s current pipeline is “the strongest we’ve seen in years.” While headlines spotlight tariffs, rising interest rates, and EV policy changes, Cantin says savvy dealers view acquisitions as long-term assets, not short-term risks. “It’s not just brick and mortar… It’s an investment with generational potential,” he said.
Subaru and Toyota remain in high demand across most regions, alongside premium brands like BMW and Land Rover, despite geopolitical and economic uncertainties. Cantin also notes interest in brands once viewed as challenging, such as Stellantis, thanks to new leadership, and Nissan, although he cautioned that the brand still struggles with internal alignment and a consistent strategy.
"Dealers that are in this for the long haul.”
DCG differentiates itself through a robust advisory model, supported by its JumpIQ platform, a real-time data and benchmarking tool in development for nearly four years. JumpIQ enables DCG and its clients to benchmark 40 key performance indicators (KPIs) across over 10,000 rooftops, analyze enterprise value, and evaluate dealership performance in near real-time. “We can walk them through 45+ pages of a Wall Street-style evaluation on any dealership,” Cantin said.
Cantin also addressed the industry’s response to President Trump’s decision to cancel California’s EV mandate. He believes the move has eased pressure on OEMs and dealers: “We can get back to understanding what the industry and consumer demand really is,” he said, calling the decision a win for operational clarity and market equilibrium.
When asked whether now is a good time to buy or sell, Cantin said it depends. He explains that underperforming stores are often distractions, and smart dealers may choose to divest and reinvest in more productive assets. “It’s no different than your stock portfolio,” he explained. “If 13% isn’t performing, your wealth advisor will say divest it. The same applies to your dealership group.”
Still, Cantin stressed the importance of being proactive rather than reactive. While the industry has proven resilient through past crises, he said dealers must strengthen succession plans and prepare for future disruptions. “Dealers are amazing at reacting. But if they were a little more proactive, they could ease some of the pressure that comes with reacting,” he said.
