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Panel · 31 min
Credit is tight. Negative equity is the new normal. Now what?
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Recorded at Canada’s Used Car Week 2025. Andrew Lemoine sits down with the teams behind MyCar and Wilson’s, four of Ontario’s highest-volume used dealers, on the wave of upside-down trades from the 2021-2023 buying spree. They cover moving credit to the front of the visit, which lenders to send a tough deal to, and the one lever every dealer still controls.
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Credit is tight. Negative equity is the new normal. Now what?
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What we cover
Everything in this session.
The full agenda, in order.
- 01 Why F&I, not the salesperson, should open the negative-equity conversation
- 02 Pre-approval departments and website credit tools that land the customer on the right car
- 03 Conversational sales: honest, direct and empathetic when the rate is 27%
- 04 Choosing lenders deliberately under market-share pressure
- 05 Inventory software that shows which units will book and what they will gross
- 06 Buying cars from the public as the best defence against US buyers at auction
