CADEX returned to Halifax with its largest audience ever, drawing more than 300 dealers, suppliers and industry leaders to Casino Nova Scotia for a sold-out 14th edition of the event organized by the Nova Scotia Automobile Dealers Association (NSADA).
With TD Auto Finance as exclusive sponsor and Canadian auto dealer Publisher Niel Hiscox serving as moderator, this year’s conference focused heavily on the forces rapidly reshaping automotive retail — including AI, Chinese OEMs, fraud prevention, cybersecurity, affordability pressures, technician shortages and dealership leadership.
The TD Auto Finance team
John Sutherland, Executive Vice-President of the NSADA, said this year’s conference marked the largest attendance in the event’s history. “This is the biggest attendance ever,” said Sutherland. “We’re over 300 for sure.”
Opening the conference, dealer Kelly McCarron, Conference Committee Chair, reflected on the continued growth of the event over the past 14 years. “John Sutherland said there were 35 to 40 people in the room 14 years ago,” said McCarron. “We’re over 300 today.”
McCarron thanked sponsors and highlighted TD Auto Finance for its continued support of the conference. “It doesn’t happen without sponsorship,” said McCarron. “I’m going to single out TD Auto Finance because they really are the key sponsors making this all happen.”
Hiscox, returning as moderator for the 14th time, opened the event by framing the scale of change facing dealers. He discussed recent developments in artificial intelligence before shifting to how AI is already changing consumer behaviour in automotive retail.
Hiscox described using AI tools himself to shop for a used EV. Within minutes, the platform compared listings, analyzed dealer reputations, reviewed pricing across provinces and narrowed the search down to a shortlist of recommended vehicles and dealerships. “It reviewed every listing in Ontario and gave me all sorts of information,” said Hiscox.
The AI system ultimately recommended purchasing the vehicle in Quebec due to stronger inventory levels, lower pricing and greater selection. Hiscox said dealers need to recognize that AI is no longer simply a back-end operational tool — consumers are already using it to make highly informed purchase decisions before ever contacting a dealership.
“If we thought over the last 10 or 15 years the consumer was coming into the store knowing more than the product advisor,” said Hiscox, “that’s about to go on steroids.”
He also pointed to the growing discussion surrounding Chinese OEMs and how quickly the global competitive landscape is evolving. “There is so much opportunity,” said Hiscox, paraphrasing the sentiment from a well-known dealer he had been talking with about the future of the industry.
CADA’s First Vice-Chair Craig Dunn formally welcomed attendees on behalf of CADA. Dunn said dealers are operating in one of the most disruptive business environments the industry has seen in decades.
Craig Dunn
“Various political, technological and business disruptors are converging at the same time,” said Dunn. “For us dealers, it means that we have to keep on doing what we have always done best — adjust, adapt and evolve.”
Dunn said dealer associations continue to play a critical role in ensuring dealer concerns are represented with governments and regulators. “Rest assured you are not alone,” said Dunn. “You can count on CADA and the provincial associations to be here to help you.”
CADA Chief Economist Charles Bernard and Huw Williams, CADA Public Affairs, delivered an economic and political update covering tariffs, affordability, EV mandates, technician shortages and the changing political landscape in Ottawa.
Williams said the federal election and the arrival of Prime Minister Mark Carney significantly altered the environment in Ottawa. “Ottawa is changing in a positive way for the business community,” said Williams.
Williams said the new federal government is far more data-driven in its decision-making. “When we’re in to see the Prime Minister’s Office now, you had better make sure you have your facts leading in the arguments,” said Williams. “They are paying attention and they return our calls.”
Bernard said affordability remains the dominant issue influencing both governments and consumers. “Affordability is the word that’s on everybody’s mind,” said Bernard.
The pair outlined CADA’s lobbying efforts surrounding EV mandates, competitiveness, tariffs, technician shortages and iZEV subsidy concerns. Williams said CADA worked aggressively to frame the EV mandate debate around affordability and consumer choice.
The technician shortage discussion generated strong reaction from dealers in attendance. “At the end of the supply chain of cars, yes there’s a consumer,” said Bernard. “But then there’s another layer where we’ve got to fix those cars.”
Williams noted the issue is hardly new. “Tim Reuss was doing some archaeological work on our constitution of CADA,” said Williams. “The number one issue on the board’s agenda in 1947 was technician shortages.”
Fraud prevention was another major theme during a fireside chat between Hiscox and Chris Schaufele, National Leader, Dealerships, MNP.
Schaufele said fraud has become more sophisticated, more organized and more difficult to detect. “Estimates put the potential loss from fraud at a Canadian dealership anywhere up to five per cent of annual revenue,” said Schaufele. “This is not an inconsequential problem.”
Schaufele said dealerships are seeing fraud across multiple departments, including sales, F&I, and parts and service. “A lot of fraud is things like fraudulent lending applications,” said Schaufele. “That is a big piece and an increasingly prevalent situation you will run into in your F&I department.”
Chris Schaufele and Niel Hiscox
He warned that AI has dramatically improved the quality of fraudulent documentation and phishing attempts. “There was a time when there would be obvious spelling mistakes,” said Schaufele. “That’s simply not the case anymore.”
Schaufele also cautioned dealers not to focus solely on external threats. “It’s not always someone coming into your store to try to defraud you,” he said. The discussion included examples involving trade-in manipulation, commission fraud, payroll fraud and collusion between employees and customers.
Schaufele stressed the importance of checks and balances, oversight and strong internal controls. “One easy way to do it is putting in a policy of whenever you get this request, you pick up the phone and you confirm it,” said Schaufele.
One of the most heavily discussed sessions of the day focused on China and the rapid growth of Chinese automakers.
Bruce Rosen, Executive Director, Industry Affairs, CADA, joined local dealers Kelly McCarron, dealer principal, Yarmouth Nissan, and Michael MacGillivray, CEO, Century Auto Group, to discuss their recent CADA China study tour.
The panel described massive factories, highly automated production facilities, autonomous technologies and what they viewed as a dramatically faster pace of innovation compared to North America. “The future’s over here,” said MacGillivray. “It feels about 10 years ahead.”
McCarron said the scale of the Chinese industry was difficult to comprehend. “The auto show that we were in was 1.8 kilometres to walk the length of the corridor,” said McCarron.
The group repeatedly emphasized the quality and sophistication of the vehicles they saw. “Everything I saw there could sell in Canada,” said McCarron.
Rosen said Chinese automakers are bringing vehicles to market at a pace rarely seen in North America. “Cars come to market in 18 to 24 months,” said Rosen. “A slow one is 36 months.”
The panel also discussed the massive overcapacity now present in the Chinese automotive market. Rosen said China is producing far more vehicles than its domestic market can absorb. “These cars need to go somewhere,” said Rosen.
McCarron compared the moment to the arrival of Japanese and Korean automakers decades earlier. “The Japanese came in and turned our industry upside down and fixed it,” said McCarron. “Now we’re seeing the Chinese making better cars than everybody.”
Despite the industry focus, panelists said consumers in Atlantic Canada are not yet actively asking dealers about Chinese vehicles. “People aren’t talking about EVs in rural Nova Scotia,” said McCarron. “They aren’t asking about Chinese EVs either.”
Rosen stressed that CADA’s role is not to advocate for Chinese brands, but to ensure any future market entry process is fair and balanced for Canadian dealers. “We wanted to make sure it’s done on an equal playing field,” said Rosen.
Artificial intelligence returned as a major topic during a moderated session featuring Hiscox, Rosen and Brian Abrams, VP, AI & Data Product Strategy, CDK Global. Rather than focusing on futuristic concepts, the discussion centred on practical dealership applications already being implemented.
Brian Abrams, Bruce Rosen, and Niel Hiscox
Abrams said dealerships are struggling with bandwidth challenges across sales, BDC and service operations. “Sales reps, BDC agents, they’re all busy,” said Abrams. “It’s not for a lack of trying. It’s a lack of bandwidth.”
Abrams said one of the simplest starting points for dealers is improving how they handle incoming communications after hours. “How are they answering the phones after hours for service and sales?” said Abrams.
He said AI-powered voice systems can now answer calls, gather information, engage customers in conversation and create follow-up opportunities. Abrams said AI allows dealerships to personalize communication more effectively by integrating inventory information, service history and customer behaviour.
“When it comes to consistency of customer experience, AI can craft a personalized message for them,” he said.
Rosen said dealers should focus first on solving practical business problems rather than becoming overwhelmed by the pace of technological change. “You need to get in it,” said Rosen. He referenced CADA’s new AI Navigator newsletter, designed to help dealers better evaluate tools, vendors and implementation strategies.
Rosen warned that clean dealership data remains essential. “If the first step you take in the AI journey is cleansing your data, you’re way ahead,” said Rosen.
Trevor Longley, President, Stellantis Canada, participated in a fireside chat with Hiscox that continued a long-standing CADEX tradition of bringing OEM leadership to Atlantic Canada.
Trevor Longley and Niel Hiscox
Longley said the current automotive market remains highly volatile as dealers and OEMs navigate tariffs, affordability concerns, electrification and growing competition. “It’s a very volatile environment,” said Longley. “Every time we think maybe we’ve got a view of where it’s going to go, it seems there’s a tweak or something else that changes all of it.”
Longley said Stellantis has been focused on rebuilding dealer confidence and improving collaboration with retailers across the country. “I really love the dealer model,” said Longley. “I love the entrepreneurial spirit.”
Longley said the company has been working more closely with dealers through smaller working groups designed to identify operational priorities and areas requiring improvement. “We need to listen,” said Longley. “We need to learn. We need to challenge each other.”
Cybersecurity was another major topic during a presentation from Jennifer Hutton, Vice President, Information Technology and Risk and Chief Privacy Officer, Steele Auto Group.
Jennifer Hutton
Hutton warned dealerships face growing exposure as operations become increasingly digital and interconnected. “We’re going to talk about some things today. After you’re all excited about the use case in AI, I’m going to scare the crap out of you.”
Hutton discussed ransomware attacks, phishing, supply-chain vulnerabilities and the risks associated with connected technologies.
The conference concluded with an emerging female leaders panel featuring Caroline Hickman, Operations Manager, Hickman Automotive Group, St. John’s, Newfoundland and Labrador; Alyse McCarron, General Manager, Yarmouth Nissan, Yarmouth, Nova Scotia; Tammy Roach, Dealer Principal and General Manager, Charlottetown Mitsubishi, Charlottetown, Prince Edward Island; and Erin Dobson, General Manager of the Automotive Division for the Dobson Group, Saint John, New Brunswick.
The discussion focused heavily on staffing, technician shortages, profitability pressures and dealership culture.
“People keep me up at night,” said McCarron. “It goes further than just the employees themselves. It’s their families that rely on us to keep the doors open.”
Hickman said attracting talent into automotive retail has become increasingly difficult. “How are we going to attract the brightest people to the industry?” said Hickman. “People don’t know what is available at a dealership.”
Roach said dealerships increasingly have little choice but to train technicians internally. “We have to grow our own apprentices,” said Roach.
Panelists also discussed the unique challenges facing Atlantic Canada dealerships, where employers compete for workers against industries like fishing and resource sectors.
To close the event, speaking on behalf of the event’s exclusive sponsor, Andy Wadeson, Vice-President, Sales and Distribution, TD Auto Finance, praised both the growth of the event and the willingness of dealers and industry leaders to openly share ideas and challenges.
Andy Wadeson
“Relationships are truly at the heart of anything that we do,” said Wadeson. “Our passion is driven by the commitment to creating the best dealer financing experiences in the most human way possible.”
Wadeson also praised the evolution of the conference itself.
“It gets better every year — the quality of the agenda, the quality of the speakers,” said Wadeson.
As the sessions wrapped up, attendees moved into the evening reception and gala dinner, closing out what many described as one of the strongest editions of CADEX yet.
Across discussions on AI, affordability, fraud, cybersecurity, EVs and Chinese competition, one message surfaced repeatedly throughout the day: the pace of change in automotive retail is accelerating quickly, and dealers are determined to adapt alongside it.
