DSMA’s Farid Ahmad advises dealers on growth, succession, international opportunities

As the buy/sell market continues to evolve and dealers consider growth, succession, and opportunities, having the right advisor is critical. Joining us in the latest episode of Driving Solutions is Farid Ahmad, founder and CEO of DSMA, a leading dealership buy/sell firm. Speaking ahead of the 2026 NADA Show, Ahmad outlines how dealers can leverage both domestic and international opportunities to optimize value and plan for the future.

DSMA provides dealership advisory services, specializing in buy-sell transactions and valuations. The firm has completed more than 2,500 valuations, including 700 last year alone, and has expanded internationally with transactions in the U.K., Puerto Rico, and Australia. Its team has grown to nearly 70 experts focused on helping dealers manage complex acquisitions and sales.

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According to Ahmad, dealers currently face three core strategic decisions: maintaining their present size, pursuing further growth, or exiting the market entirely. This reassessment is timely, as the average dealer age is 70.6 years, prompting many to review succession plans. These decisions are being made against a backdrop of economic uncertainty, tariffs, and dynamic market shifts.

“The greatest entrepreneurs in the world are retail car dealers… they just are.”

He also notes that international trends are reshaping the opportunities available to dealers. For instance, Canada has recently opened its market to Chinese vehicles, like those from BYD, the world’s fastest-growing automaker. This change prompts dealers to consider potential franchise acquisitions. Meanwhile, U.S. dealers are exploring acquisition opportunities abroad in Europe and the U.K. to take advantage of lower valuation multiples and increasing real estate values. Conversely, overseas automotive groups are making selective investments in the U.S. market.

Tariffs and shifting market conditions continue to affect brand strategy and valuation, as domestic automakers such as GM, Ford, and Stellantis have adjusted their pricing and retail strategies. Notably, Stellantis presents a unique opportunity for dealers with strong used-car and service operations. Korean brands like Hyundai and Kia remain resilient, while Nissan is restructuring its U.S. franchise model to consolidate operations.

Ahmad emphasized that dealers with strong financial resources, technology, and marketing capabilities are best positioned for growth. Accurate valuations and expert advisory support are crucial for navigating both domestic and international markets, maximizing profitability, and planning successful exits.

Looking to NADA 20026, DSMA will host a welcome reception on February 3 at the Skyfall Lounge in Las Vegas, bringing together dealers, manufacturers, and lenders for networking and strategy discussions. To register for the event, contact DSMA.