ASW Conversations: A vision for the aftermarket’s future, with UAP’s Alain Primeau

There’s a technological revolution taking place in the auto care industry, transforming the distribution business and changing consumer behaviours.

As this transformation takes place, Alain Primeau, executive vice president of UAP, spoke with Auto Service World Conversations about the needed commitment to technological adaptation, comprehensive training and supporting the evolving needs of service providers and consumers alike.

“The new generation of service providers are more tech-oriented,” Primeau explained. “They want diagnostic tools. They want to make sure they make proper business decisions with proper value.”

The shift goes beyond technological tools, extending to consumer expectations and purchasing behaviours. Primeau, who recently expanded his role to oversee the NAPA, Altom and heavy vehicle divisions, noted that consumers are now more educated, arriving at repair shops with extensive research and understanding of part qualities and warranties.

A critical focus for the industry is the emerging electric vehicle market. UAP has already launched the NexDrive program, which provides 160 hours of specialized training and has 65 shops participating across Canada. He highlighted the training teams led by Yves Racette.

“[He] has so much authority on that business, so much,” Primeau praised. “He is somebody that anyone in Canada — and even in [the] United States — wants him as a speaker.”

He also highlighted a significant industry challenge: Succession planning for independent repair shops.

“We feel that the new generation is not as [entrepreneurial as] maybe their father or grandfather were,” Primeau observed, adding that the company is developing programs to help shop owners plan for retirement and transfer their businesses.

Economic conditions are driving another significant trend: consumers are keeping vehicles longer and investing in higher-quality parts.

“Now it’s really changing because people are really looking to put quality parts [on their vehicle] because they know they’re going to keep their car for seven, eight, nine, 10, 12 years,” Primeau said. “So by having the right parts — the right quality parts — that would allow the consumer, the driver, to keep their car longer.”

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