For a dealer principal, it can be overwhelming to think about finding the right successor to assume responsibility over a business you’ve likely spent much of your life building. For dealers in many southeastern states, successorship can feel particularly challenging — but not due to a lack of demand. In fact, the challenge is a buy-sell market flooded with hopeful buyers. OPPORTUNITIES AND CHALLENGES COEXIST IN THE SOUTHEAST SELLER’S MARKET On the surface, the demand for dealerships in the Southeast might not seem like much of an issue for a local dealer considering selling — the opportunities are ripe. But it’s a double-edged sword. While market conditions are certainly favorable for sellers right now, the stiff competition for buyers means current dealers must navigate a sea of hungry buyers — not all of whom may always be the right fit for the business in question. For this reason, it is vital to work with an experienced partner as your advocate throughout the buy-sell process. HOW TO CHOOSE A PARTNER WHEN SELLING YOUR DEALERSHIP When it comes to something as important as finding a caretaker for their life’s work, dealers have many factors to consider. Here are five qualities that dealers who are ready for a change — particularly those in the U.S. Southeast — should look for when selecting a broker to help them pass on their business: 1. Experienced in your market. When it comes to selling a dealership, no two markets are alike. What works in one region may not work in another. This is why DSMA maintains an active local presence in all our markets — including the Southeast. Working with DSMA grants you access to a team with global knowledge and local expertise. Dealers who choose DSMA work with dedicated partners local to them — meaning they receive a personal, engaged advisor with unique market knowledge who meets with them in-person to discuss their needs. 2. Aligned with your priorities. A dealership isn’t just a business. It’s a legacy — the product of a lifetime of work and dedication, a livelihood for a team of employees and a valued community presence. When evaluating potential buy-sell brokers as a dealer, it’s important to look for a partner that possesses an appreciation for all the intangible values your business represents. 3. Informed by data. With over 1,900 valuations completed and more than 450 deals closed, DSMA has a wealth of historical data to ensure every decision made throughout your process is informed. A crucial first step is conducting a meticulous business valuation to optimally position your listing in the market and attract the highest potential buyers. DSMA employs the Blue-Sky method to evaluate not only tangible assets but also intangible factors to ensure each valuation captures the true essence of a dealership’s worth. What’s more, DSMA’s proprietary QUOTUS™ platform transforms monthly OEM financial statements into 5 FACTORS TO CONSIDER IN THIS HOT SELLER’S MARKET BY DSMA THE GENERATOR 30
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