How Lenders and Dealerships Can Thrive in a Changing Auto Landscape.

In an era of shifting consumer expectations, rising fraud risks, and economic uncertainty, collaboration between lenders and dealerships has never been more important. To understand how lenders and dealers can adapt together, Autosphere sat down with Jaylyn Grant, Vice President of Sales at CIBC Auto Finance. In this interview, Jaylyn, shares how the bank is working hand-in-hand with its dealer network to build resilience and turn uncertainty into opportunity.

Autosphere: What are the biggest shifts you see in the auto finance sector today, and how are dealerships experiencing these shifts?

Jaylyn Grant: The automotive landscape is evolving at a pace we haven’t seen before. Three major shifts stand out. First, consumer expectations are higher than ever. The consumer is shopping online and educating themselves online before ever stepping into or contacting a dealership. Clients want seamless, digital first experiences without sacrificing the personal touch they receive at the dealership. That means dealerships and lenders must integrate processes so clients can move from browsing to financing with confidence, minimal friction, and in reasonable time frame. Gone are the days when a client spends 10 hours in a dealership.

Second, fraud and identity risks are rising across the industry. Fraudsters are sophisticated, and dealerships are often on the front line of exposure. We’re seeing attempts that range from synthetic identities to manipulated income documents, and this puts pressure on both lenders and dealers to safeguard the client journey. We value our dealer partnerships and want to protect their business as much as ours, from the impacts that fraud has.

Third, the economic environment, with fluctuating interest rates, affordability challenges, and inventory dynamics—creates uncertainty for both consumers and businesses. Dealers are navigating tighter margins while still striving to meet evolving client needs.

The good news is that these challenges also open the door for deeper collaboration between lenders and dealers. It’s not just about offering loans anymore; it’s about providing insights, tools, education and training that help dealerships adapt and continue to succeed, even with these changes.

AS: How is CIBC Auto Finance collaborating with dealerships to address these challenges?

JG: At CIBC, we believe collaboration isn’t a buzzword—it’s a way of doing business. We’ve made a conscious effort to be in the frontlines with our dealer partners. That means listening to their pain points and designing initiatives that solve real issues.

For example, we’ve hosted dealer-focused webinars with partners like TransUnion to share fraud insights and equip dealers with practical detection strategies. We’ve also invested in training sessions and education that prepare dealership employees to recognize risks, navigate new technologies, and provide an exceptional client experience.

Beyond training, we work closely with dealers to streamline processes – whether it’s enhancing approval turnaround times, simplifying documentation, or developing digital tools that mirror the way consumers want to engage.

The principle is simple: we succeed when our dealers succeed. We are working together as partners, and that means understanding the needs both in the industry and of each dealership.

AS: Fraud and risk mitigation have become pressing concerns. How do partnerships with organizations like TransUnion play a role?

JG: Fraud prevention is no longer something any one party can handle alone. Partnerships are essential. Working with organizations like TransUnion allows us to tap into their deep expertise, data, and tools, which we then share with our dealer network.

The webinar we co-hosted with TransUnion was designed not just as a presentation, but as a conversation – dealers could ask questions, share scenarios, and walk away with actionable insights. That’s the model we’re pursuing; collaborative knowledge-sharing.

Fraud prevention is a shared responsibility. Lenders bring analytical tools and data; dealerships bring frontline vigilance. When those two work together, we create a stronger safety net for clients, protecting their trust and safeguarding our collective business.

AS: How is CIBC equipping dealers with the tools, training, and resources they need? What feedback have you received?

JG: Our philosophy is that with training and education resilience is built. This lessens the risk of fraud impacting the business. We provide fraud training and education for dealership staff covering fraud awareness, compliance, and digital navigation. These aren’t generic sessions— they’re tailored to the day-to-day realities of running a dealership.

We’ve also created resource guides and playbooks that help dealers with ensuring consistent standards.

The feedback has been encouraging. Dealers tell us they value the fact that these resources aren’t one-off—they’re part of an ongoing partnership. They know they can pick up the phone, join a webinar, or tap into materials whenever new challenges arise.

AS: Looking ahead, how do you see the relationship between lenders and dealers evolving? What opportunities exist for growth despite uncertainty?

JG: I believe the dealer-lender relationship will become more integrated and strategic. In the past, the lender was often seen as a back-end partner— important, but somewhat transactional. That’s changing. Today, dealers want [and need] a financing partner who is proactive, innovative, and deeply invested in their success. It has become a more collaborative partnership, where we are working together to succeed and build resilience against the things that can impact our business, like fraud.

The opportunity is to move from “just financing” to shared growth. Together, we can build programs that anticipate consumer needs, expand access to financing, and reinforce trust in the auto buying process.

Despite uncertainty, I see tremendous upside. Consumer demand for vehicles remains strong, and financing remains a cornerstone of that journey. Dealers who embrace collaboration, adopt digital tools, and invest in fraud prevention will not only weather uncertainty but also differentiate themselves in the market.

At CIBC Auto Finance, our commitment is clear: we will continue to invest in education, innovation, and partnership. Because when we work hand in hand with our dealers, uncertainty transforms into opportunity.