From the Magazine: Moving beyond the hype

Strategic trend adoption in the automotive aftermarket

In an industry where change is constant, the relentless emergence of new technologies can create challenges when discerning which trends to embrace and which to observe from a distance is crucial.

For Canadian automotive jobbers, warehouse distributors, and parts retailers, the path to sustained success lies in the judicious selection and implementation of trends that demonstrably offer tangible operational and financial benefits, all while steadfastly maintaining core business integrity and established customer relationships.

Aging vehicle fleet: A golden opportunity

With the average vehicle in Canada being more than 10 years old, consumers are holding on to their cars longer, leading to consistent and often increasing expenditures on essential maintenance and repair services. This extended vehicle lifespan directly fuels a robust and predictable demand for critical, high-wear components, such as brakes, batteries and suspension components.

For jobbers, this reality presents a compelling and readily accessible opportunity by doubling down on core inventory that supports mid-life vehicle maintenance. This necessitates a commitment to sourcing and stocking high-quality parts, ensuring consistent and readily available supply chains, and providing tangible value-added support to their installer base.

Focus on quality, availability, and value-added support like technician training or diagnostics tools. It’s not about chasing what’s next — it’s about serving what’s here, reliably.

Electrification: Proceed with caution

While electric vehicles continue to gain traction, their adoption has been slower than anticipated due to high costs and infrastructure challenges.

For jobbers, undertaking a radical and potentially premature overhaul of existing inventory to accommodate a full spectrum of EV-specific parts can lead to greater challenges around parts proliferation. Instead, a more prudent strategy that involves a gradual and market-responsive introduction of EV-compatible components and accessories is required.

This measured integration should be directly aligned with the actual, demonstrable growth in local and regional EV market demand, preventing the tying up of capital in slow-moving or currently unnecessary inventory.

Focus on quality, availability, and value-added support like technician training or diagnostics tools. It’s not about chasing what’s next — it’s about serving what’s here, reliably.

ADAS: A niche worth exploring

As advanced driver-assistance systems (ADAS) features become more common in vehicles across Canada, service shops face increasing pressure to perform accurate calibrations after repairs. Even routine jobs like windshield or bumper replacements now require specialized tools and training.

This creates an opportunity for jobbers to support their installer base with ADAS-compatible parts, calibration tools, and access to training resources. As provinces begin exploring more formal safety standards, being ready with solutions positions your business as a forward-thinking partner.

Digital integration: Enhancing customer experience

The rise of e-commerce and digital platforms has transformed customer expectations.

This includes the implementation of advanced inventory management systems that provide real-time visibility and optimize stock levels, as well as the deployment of user-friendly online ordering platforms that cater to the demand for quick, accurate and convenient service.

Such digital integration not only demonstrably improves internal operational efficiencies but also directly addresses and meets the evolving demands of a digitally savvy customer base.

Sustainability: Aligning with consumer values

Environmental consciousness is influencing consumer behaviour. Offering eco-friendly products, such as remanufactured parts and fuel-saving accessories, can appeal to this demographic. Moreover, aligning with sustainability initiatives can enhance brand reputation and customer loyalty.

Conclusion

Incorporating industry trends requires a balanced approach. By focusing on areas that align with core competencies and customer needs, jobbers can navigate the evolving landscape effectively. Strategic adoption, rather than trend-chasing, ensures long-term success in the dynamic automotive aftermarket industry.

Meagan Moody is the founder of The Moody Blueprint, a strategy and business development consultancy focused on the automotive aftermarket. With over 15 years of experience — including executive leadership at a global supplier — she brings a practical, growth-minded approach to helping distributors and manufacturers stay ahead of change.

This article originally appeared in the May issue of Jobber News