Sandwiched between cocktail receptions, parties and a gala banquet, car dealers from Alberta, British Columbia and Saskatchewan got a firehose of new learnings at the Western Canadian Dealer Summit in Banff, Alta. this week.
The event was organized by the auto dealer associations in the three provinces, and hosted capably by the Motor Dealers’ Association of Alberta, whose members made up most of the dealer body in attendance this year.
The event was also well supported by a host of sponsors who were able to exhibit, network and throw parties to attract the attention of dealers in the picturesque setting of the majestic Banff Springs Hotel.
Cox Automotive Canada used the gathering to launch MUVIT, a new digital auction experience, at a lively party, complete with jugglers, hula hoop contortionists, a live DJ, and free drinks and food.
The well attended event featured a product launch video showcasing how the new offering gives dealers the chance to buy and sell cars with one another in real time through the MUVIT digital auction platform that is connected to other Cox Automotive products and services like Manheim, NextGear Capital, Ready Logistics and Kelley Blue Book.
For their part, SiriusXM threw a party featuring the 80s pop band Platinum Blonde, who delivered a spirited set filled with their classic hits many dealers might have remembered when they were just starting out in the business.
Beyond the parties and social gatherings, expert speakers and keynotes consistently delivered the message that the world of the dealers is changing — but that there is no reason they can’t adapt and thrive.
Tim Reuss, the newly-named President and CEO of the Canadian Automobile Dealers Association (CADA) had a chance to meet and greet many of his Western Canadian members. During his remarks, he advised them that CADA would be working diligently in the months and years ahead to ensure dealer interests are protected from emerging technologies and revenue streams stemming from connected vehicles and data generated by dealers. “It’s happening now, and it affects every dealer,” said Reuss. “Who owns your data? You.”
CADA Chairman Perry Itzcovitch took dealers through a range of issues the association has been tackling in the past year, including the victory to keep the CRA from collecting HST on insurance income from dealers. “We took it to court. We won on behalf of everyone in the room and saved dealers a lot of money,” said Itzcovitch in his remarks to dealers.
He also advised them the association had been battling hard to ensure the auto retail industry wasn’t affected by tariffs with the CUSMA trade deal by negotiating a side letter, and that the association set up a special website for dealers so that dealers could easily communicate their concerns to their MPs during the current federal election campaign.
CADA Economist Oumar Dicko also took dealers through the national economic picture, and the regional outlook for the dealers in the western provinces.
Chuck Seguin, President of Seguin Advisory Services, Canadian auto dealer columnist, and the author of Driving the Road Ahead: A View into the Future of Automobile Retailing, took dealers through the findings of his report.
Seguin urged dealers to think “a little further ahead” and critically assess the changes that are coming, and are mostly from influences outside the control of dealers. “Change is the new constant,” said Seguin. “It’s a very messy and cluttered time.”
Seguin said dealers aren’t the only ones that are facing massive change. “Automakers are in for the fight of their lives. There’s a real strong possibility we will see new entrants coming to Canada from China or India.”
Dealers need to embrace the idea of providing a next generation, frictionless purchase and service experience that consumers now expect, he said.
Also presenting on the event’s first day was Randy Barone, National Used Car Executive, with Asbury Automotive Group. Barone’s rapid-fire blistering presentation challenged dealers to do a much better job at managing their used car operations and to fight more vigorously to obtain customer trades and used car inventory.
Barone cautioned that in the U.S. big used car players like CarMax and Carvana are aggressively buying used car inventory, and taking business away from local car dealers. If a big player arrives in Canada, then dealers need to be ready.
The other big presentation on day one, was from automotive journalist Charlie Vogelheim. He took dealers through a thoughtful overview of where the industry was moving, and how it was being impacted by ACES.
Aces is the acronym used to describe: Autonomous, Connected, Electric and Shared.
His key message for dealers: “Change is afoot: you have to have a seat at the table,” said Vogelheim.
Day two featured a host of speakers, including an intensive workshop from Google, where they took dealers through current industry research, and best practices in digital marketing. Look for full coverage of the Western Canadian Dealer Summit in the next issue of Canadian auto dealer magazine.
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