ASW Conversations: Navigating shifting consumer demand, with Lordco Auto Parts

With economic pressure weighing on consumers and vehicles staying on the road longer, Lordco Auto Parts says flexibility, technology and a focus on quality are shaping its approach in 2026.

Speaking with Auto Service World Conversations at the company’s 36th Annual Tradeshow in Vancouver, Samantha Coates, vice president of operations, and Ian Coates, vice president of sales, said customer demand is evolving, but the fundamentals of the aftermarket remain strong.

Attendance at the trade show signalled early optimism. “People were lined up at the door,” Samantha said. “There’s a lot of activity on the showroom floor, so I think it looks like we’re having a great day.”

Last year followed an unusual pattern for the company, with trade sales strong early and retail picking up later. Ian noted that shift was helped by the launch of Lordco’s e‑commerce platform.

“We announced last year at the trade show that we just launched Lordco.com, our B2C website,” Samantha added. “By the summer months, we were doing buy online pickup in store, and so we saw a really solid recovery in our retail sales.”

The website has also changed how customers and staff interact with Lordco’s product lineup.

“I think they’re hungry for information,” she noted. “It really helps our inside associates, but I think the consumer, they’re going to the site, they’re doing their own research.”

Despite higher costs across the economy, Ian said customers are not walking away from repairs. “People are just keeping their vehicles longer,” he said. “If they need a repair, they’re going to make the repair, they’re going to get it done.”

While some consumers may be more selective, Lordco has not seen a rush toward cheaper parts. “Our customers aren’t coming to us saying, ‘Hey, we need lower cost product here,’” Ian said. “They want quality components.”

Looking ahead, the company sees growth opportunities in e‑commerce and expansion, including a new store planned for Medicine Hat, Alberta, later this year. At the same time, workforce turnover looms as long‑time employees near retirement.

“A lot of our staff are getting to an age where they’re eyeing retirement,” Ian said. “That would certainly pose some challenges for us in the coming three to five years.”

Even so, the Coates siblings said the aftermarket’s core remains resilient, supported by vehicle longevity, strong customer relationships and continued investment in technology.

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