The automotive aftermarket is forcing players to be adaptable and find opportunity, observed Bill Hanvey, president of the Auto Care Association.
He joined Auto Service World Conversations at AAPEX to talk about how the industry is managing to find calm in a time of uncertainty and upheaval.
Looking back on 2025, Hanvey compared the year’s challenges to those of the early pandemic.
“Almost as disruptive as covid, in terms of the uncertainties that the industry is facing right now,” he said, listing off tariffs, data availability from automakers, “tremendous amount of change, consolidation, private equity sales within our industry of some iconic brands. It has been an interesting year.”
Hanvey said his team is focused on bringing clarity to members during uncertain times. The association has taken steps to support its members, including hiring a trade and tariff specialist and building resources like a tariff calculator.
“How can we help people at least understand the impact of these tariffs on their business?” he said of the mindset the Auto Care Association during this tumultuous period.
In the spring, Hanvey noted that flexibility was a key work for the aftermarket. That still rings true today as the industry continues to grapple with uncertainty.
“Businesses need to be flexible as well. There’s [also] new opportunity. Anytime there’s disruption, there’s opportunity,” he said.
Hanvey sees the adoption of artificial intelligence as key for the industry, not only for marketing but for inventory planning and keeping up with trends.
“Now it’s gotten to the point where artificial intelligence can be used to help assist on inventory planning, planogramming — and it’s just a fascinating development to see how we might be able to eventually start looking out the windshield when we talk about inventory and product planning rather than the rear view mirror.”
The conversation also turned to changes in customer behaviour and the power of technology to shape new relationships.
“I think the consumer now is much more demanding. They’re much more informed, because, obviously, information is at their fingertip,” Hanvey pointed out. “So as businesses, we need to get to know that consumer better.”
But for all the talk of technology, Hanvey said the future hinges on people and leadership. He’s proud of the next generation being developed through the Auto Care Association’s Young Auto Care Networking Group.
“[Mentoring] is so important for us. We talk about technology and ‘How are we going to keep this ship afloat and sailing forward?’” Hanvey said. “As you begin to advance in your career, your next step and your next obligation is really to mentor that next generation of leadership.”
