Canada’s Used Car Week 2025 was more than just another industry event, it was a gathering of innovators, leaders, and forward-thinking dealers tackling some of the biggest challenges facing automotive retail today. The Autocorp.ai team was proud to be part of the action, with multiple highlights across the two-day summit at Toronto’s Westin Harbour Castle.

From empowering women in leadership to driving conversations around negative equity and smart financing, the event showcased the heart and strategy behind modern dealerships.

A Standout Moment: Kelsea Cooper Honoured for Leadership

One of the most inspiring moments of the week was watching Kelsea Cooper, Director of Client Success at Autocorp.ai, take the stage to accept her Women in Leadership Award. Her recognition marked a powerful reminder of the growing influence and impact of women across automotive retail.

Following the award, Kelsea joined a standout panel discussion titled “Calm Counsel in Stormy Times,” where she and fellow panelists tackled how dealerships can lead with empathy, transparency, and consistency, even when the market is unpredictable. Her insights on data privacy, customer care, and the power of steady leadership left a lasting impression.

Tackling Negative Equity: Andrew Lemoine Leads an Unfiltered Conversation

Another major highlight came during day two, when Autocorp.ai CEO Andrew Lemoine moderated a must-attend session titled:
🧠 “Credit is Tight. Negative Equity is the New Normal. Now What?”

Andrew was joined by an exceptional panel of dealers:

• Tony El Haibi (MyCar)
• Mark McMullen (Mark Wilson's Better Used Cars)
• Jessie Barritt (Mark Wilson's Better Used Cars)‍
• Andy Mazak (Mark Wilson's Better Used Cars)

The conversation centered on the growing challenges of negative equity, a problem that's only intensified since the pandemic. With many customers now owing more on their trade-ins than their vehicles are worth, structuring workable deals has become a daily battle for F&I teams across the country.

🔍 Key Insights from the Panel:

1. Negative Equity Isn’t a Trend—It’s the New Normal

Dealers are facing an influx of customers who bought high during COVID and are now underwater on their loans. This makes financing and trade-in structuring far more complex than in years past.

2. Empathy Leads to Loyalty

Tony El Haibi shared the power of empathy in the F&I process, explaining how treating every customer with respect, regardless of credit score, builds long-term relationships. As Tony said, “Whether they’re at 0% or 27%, they’re still human.”

3. Pre-Approvals Before Product Pitches

The team from Wilson’s highlighted the value of engaging customers through realistic trade valuations and early pre-approvals, so shoppers don’t fall in love with a car they can’t afford. Their process includes a separate department focused entirely on getting customers finance-ready.

4. Lender Strategy Matters More Than Ever

With credit tightening, panelists emphasized the importance of working strategically with lenders who are more flexible when it comes to negative equity. Sending deals to the right institutions can make or break profitability.

5. Technology Is the Enabler, Not the Enemy

From trade-in tools to inventory-booking software and deal structuring platforms like AVA™ MatchBook, technology is helping dealerships identify the right units, optimize approvals, and save time across departments.

A Real-World Example That Hit Home

Andy Mazak shared a story of a customer who came in believing they owed $10,000 on their trade, but the actual number was $22,000. Instead of turning them away, the team worked collaboratively to reframe expectations, explore lender options, and structure a deal that worked for both the customer and the dealership.

These kinds of stories aren’t just about selling cars, they’re about solving problems, building trust, and showing leadership in a market that’s anything but predictable.

Watch the Full Panel Discussion

Couldn’t attend the event in person? No problem. This 30-minute discussion is packed with real-world advice, dealer-tested strategies, and insights you can take back to your store today.

👉 Check out the full panel here!

Final Thoughts: Why Events Like CUCW Matter

CUCW 2025 was a reminder that the automotive industry isn’t just evolving, it’s transforming. From tightening credit conditions to tech adoption and rising consumer expectations, the road ahead is filled with both challenges and opportunities.