There’s no question that automotive retailing today is a complex and often unpredictable business. Yet there are trends that are shaping the future of the business and dealers and OEMs that adapt to these changes and focus on meeting the demands of their customers are the ones most likely to succeed going forward. To understand some of these trends and gain insight into some of the tools and solutions available to dealers today, Autosphere sat down with Alexandra Goslar, Senior Director at CIBC Auto Finance.

Autosphere: Based on CIBC’s own findings and analysis, what are some of the key trends impacting the auto sector that are likely to have the biggest impact in the immediate future?

Alexandra Goslar: In today’s market, we’re seeing several converging trends that will shape the automotive sector in the near term.

First, electric vehicle (EV) sales—once a rapid-growth segment—have begun to plateau, driven by shifting consumer priorities, questions around infrastructure, and evolving government rebate programs. This presents a challenge for both OEMs and dealers who had forecasted stronger uptake.

Second, the used vehicle market continues to show resilience. With economic uncertainty and interest rates putting pressure on household budgets, more buyers are gravitating towards pre-owned vehicles in an effort to manage affordability while still meeting their mobility needs.

Third, we can’t ignore the broader macroeconomic headwinds. Clients’ pockets are tightening, and their decision-making is becoming more value-driven. This means dealerships need to be prepared for longer sales cycles, more negotiation on pricing, and increased demand for flexible financing solutions.

Finally, consumer expectations are evolving. Buyers are not just comparing vehicles—they’re comparing purchase and ownership experiences. They’re looking for transparency, convenience, and personalized offers. For lenders and dealers, this is an opportunity to strengthen relationships by aligning financing options and experiences with the realities of today’s marketplace.

AS: If applicable, what are some of the biggest concerns among dealers right now, especially given the ongoing situation regarding tariffs and the potential implications for vehicle availability and pricing, given the integrated nature of the North American auto sector?

AG: From conversations with our dealer partners, a few concerns stand out. The volatility in vehicle pricing, particularly as tariffs and supply chain factors continue to play a role, creates uncertainty for both inventory planning and customer pricing strategies. When EV rebates, for example, are introduced and then withdrawn without much notice, it becomes harder for dealers to create consistent, compelling offers.

Another pressure point is the increasing tension around late payments. As household budgets strain under higher costs of living, some clients are finding it harder to stay current on their car loans. This has a direct impact on dealership finance portfolios and client relationships. The ongoing dip in EV sales, combined with more consumers opting for used vehicles over new ones, is also reshaping sales mix and margin expectations.

While some of these factors, like tariffs or government incentives, are beyond our direct control, there’s a clear opportunity for dealers to focus on the levers they can influence: building loyalty, offering financing solutions that meet today’s affordability challenges, and creating value-added experiences that make clients choose to buy now rather than later.

AS: What are your views on current consumer sentiment and behaviour as it relates to vehicle purchases (both new and used) and what are some factors that dealers and OEMs need to consider as we move into the second half of the year and beyond?

AG: Consumer sentiment today is cautious. The combination of interest rates, inflationary pressures, and general economic uncertainty is prompting buyers to weigh their purchases more carefully. We’re also seeing a pronounced shift toward the used vehicle market as buyers seek more affordable options without compromising too much on quality or features. For new vehicle sales, the appetite is still there, but buyers are often more price-sensitive, more likely to wait for incentives, and more open to switching brands or models if they see better value.

For dealers and OEMs, the key is to meet customers where they are. That means:

• Providing flexible financing structures that address affordability concerns.
• Offering transparent, easy-to-understand payment options that help clients feel confident in their purchase.
• Continuing to invest in the client experience—both in-store and online—because buyers will remember the ease and trust they felt long after the purchase.

As we move through the second half of the year, those who can balance competitive pricing with a high-quality purchase experience will be best positioned to capture market share.

AS: Can you share with some of the CIBC’s current automotive related programs and initiatives what they’re designed to provide, particularly in today’s marketplace?

AG: At CIBC Auto Finance, we’re focused on delivering programs that address the realities of today’s market while helping our dealer partners win more business.

Our Newcomer Auto Loan Program is one example. It’s designed to help clients who are new to Canada access vehicle financing even if they don’t yet have a Canadian credit history. This opens up an important and growing client segment for our dealers, while helping newcomers get on the road quickly and confidently.

We also offer dedicated EV financing solutions, supporting clients who choose to make the transition to electric. While EV sales are evolving, we remain committed to making this option accessible with competitive rates and tailored terms.

Across all our programs, we prioritize speed, transparency, and partnership. Whether it’s leveraging digital tools to streamline approvals or working with dealers on promotional campaigns, our goal is to help our partners deliver the right vehicle, at the right price, with the right financing—every time.

AS: Are there any significant milestones, or developments related to CIBC’s presence in the automotive sector that you’d like to share with us, and what they represent for both the organization and the industry?

AG: This year has been a milestone year for CIBC Auto Finance. For the first time, we achieved a podium finish in the J.D. Power Dealer Financing Satisfaction Study, placing third nationally. This recognition is especially meaningful because it reflects direct feedback from our dealer partners—it tells us we’re moving in the right direction when it comes to service, responsiveness, and depth of our partnerships.

We’ve also been making significant investments in fraud prevention enhancements. Protecting both our dealer network and our clients is a top priority, and these enhancements are designed to give our partners greater confidence in every transaction, while reducing operational risk across the board.

On top of this, our national footprint continues to grow. We’re strengthening relationships in every region, expanding our reach, and making sure our programs and support are tailored to the needs of local markets.

At the heart of all of this is our unwavering focus on dealer satisfaction. We know that when we help our dealers succeed—by being proactive, responsive, and easy to do business with—we’re helping the entire industry thrive. Our aim is to remain the lender of choice for dealers across Canada, built on trust, collaboration, and shared success.

AS: Is there anything else you’d like to share with us today?

AG: We’d like to emphasize that CIBC Auto Finance is not only a lending partner—we’re a strategic collaborator. We work closely with our dealer partners, anticipate change, identify opportunities, and co-create solutions that are future-ready. We remain committed to being a forward-thinking, value-added partner in this industry.

Our continued investment digital transformation and client-centric innovation ensures that we are not just adapting to industry trends—we are helping to define them. As the auto sector continues to evolve, CIBC is here to support both the transition and the growth that lies ahead.