Automotive News Canada - June 2020 - 16

16

* JUNE 2020

Greater ROI servicing current customers, dealers say
eight provinces, including a
group of stores in Illinois.
Digital software enables
consumers to go through the
bulk of the purchasing process
online, said Klaris Kovacs,
who leads product marketing
at Motoinsight.
"It makes the process more
efficient and effective," By the
time they visit the showroom,
"they're ready to finalize the
deal."

CONTINUED FROM PA GE 11

Since showrooms in
Ontario reopened by appointment only on May 4, and fully
on May 19, there's still little
walk-in traffic, Carrasco said.
But "if a customer shows up,
our closing ratios have gone
through the roof, [from 45
per cent to] about 75 per cent.
Nobody is wasting anybody's
time."
Reed Clarke, marketing
director of Edmonton-based
AutoCanada Inc., said traffic to the group's websites
has reached record numbers
during the pandemic.
"People are going there
because they are interested [in
buying a vehicle] maybe not
right now but maybe later,"
Clarke said in a recent webinar hosted by Motoinsight, a
Toronto-based digital-retailing
platform.
"Everybody has been
forced into that in the last few
months, to really do anything.
People are there whether they
want to be or not."
AutoCanada is the only
publicly traded dealership
group in Canada. It operates
63 franchised dealerships in
XX

'LOOKING AFTER OUR GUESTS'
While Mississauga
Toyota's website offers digital retailing tools that include
24/7 live chats, at-home test
drives and online purchasing,
CEO Susan Gubasta said she
is concentrating on existing
customers.
"You need to focus on your
own customers, especially
during this time, people that
already know you and have
experience with you.
"It's all about looking after
our guests, and that includes
new guests if we're lucky
enough they are coming to
check us out."
Nick Coatsworth, customer-care director for Applewood
Auto in Mississauga, agrees.

Mississauga
Toyota's Susan
Gubasta said
her dealership is
concentrating on
existing customers
as well as offering
digital shopping
tools such as 24/7
live chats and
online purchasing.
FILE PHOTO

Digital tools make
the purchasing
process for
customers "more
efficient and
effective," said
Klaris Kovacs of
Motoinsight. By the
time they get to the
dealership, "they're
ready to finalize the
deal."
PHOTO VIA
K L A R I S K O VA C S

"During the lockdown, we
found that the dealers who had
the most success spent time
prospecting existing clients in
their database as opposed to
converting new internet lead
clients," he wrote in an email
to Automotive News Canada.
"Whether it be upgrading a lease or finance custom-

AutoCanada's
Reed Clarke said
record numbers of
consumers have
visited the group's
websites during
the pandemic.
"Everybody has
been forced into
that in the last few
months."
PHOTO VIA
REED CLARKE

er who's nearing maturity or
sorting through your portfolio
to find lower payment scenarios, those calls were a much
higher return on investment
than prospecting fresh inquiries.
"There were also more
opportunities, since the number of internet leads decreased

* MA Y 2020

Canada light-vehicle sales by nameplate, May & 5 months

as a result of pulling back on
marketplace spending and
listings. As much as a digital
retailing tool can help a new
client learn about payment
scenarios, I believe it's leveraged best with existing clients whom a dealership has
already conducted business
and built rapport with. The
conversation becomes very
transparent and allows for
due diligence to be completed
outside the dealership."
But AutoCanada's Clarke
and Oakville Nissan's
Carrasco held to their view
that the pandemic is reshaping the auto-retail business
model in favour of e-commerce.
"Don't take your foot off
the throttle," Clarke said.
"You can gain market share
now you might have for the
next five to 10 years."
Added Carrasco: "The
chips have been tossed up in
the air. The top dealers may
not be the top dealers anymore. The question is, what
are you doing to capitalize in
this new way of business and
the new opportunities this crisis has brought to the table?"
- ANC

Vehicles are domestic unless noted.

Table reflects Canada sales for those manufacturers that continue to report monthly
May
2020

May
2019

5 mos.
2020

5 mos.
2019

HONDA CANADA
ILX ......................................
NSX ....................................
RLX (I) ................................
TLX .....................................
Acura car (D) ................
Acura car (I) .................
Total Acura car ..............
MDX....................................
RDX ....................................
Total Acura truck ............
Acura (D) .....................
Acura (I) ......................
Total Acura ...................
Accord ................................
Civic (D/I) ...........................
Clarity (I) ............................
Fit........................................
Insight ................................
Total Honda car (D/I) .......
CR-V ...................................
HR-V ...................................
Odyssey ..............................
Passport .............................
Pilot ....................................
Ridgeline .............................
Total Honda truck ...........
Total Honda (D/I) ............
Honda Canada car ..........
Honda Canada truck ........
HONDA CANADA .............

55
4
1
281
340
1
341
224
630
854
1,194
1
1,195
481
3,159
71
128
22
3,861
3,090
778
409
292
737
287
5,593
9,454
4,202
6,447
10,649

209
6
6
282
497
6
503
377
980
1,357
1,854
6
1,860
1,443
6,963
221
504
66
9,197
5,809
1,352
1,039
357
708
365
9,630
18,827
9,700
10,987
20,687

180
8
9
849
1,037
9
1,046
762
2,169
2,931
3,968
9
3,977
1,873
13,098
354
513
152
15,990
13,027
2,800
1,774
967
2,728
1,155
22,451
38,441
17,036
25,382
42,418

855
13
23
1,689
2,557
23
2,580
1,799
3,262
5,061
7,618
23
7,641
4,755
26,333
522
2,040
196
33,846
23,327
5,077
3,955
921
3,477
1,417
38,174
72,020
36,426
43,235
79,661

HYUNDAI-KIA
G70 (I) ................................
G80 (I) ................................
G90 (I) ................................
Total Genesis car (I) ........
Accent .................................
Elantra (D) .........................
Elantra (I) ..........................
Total Elantra ........................
Ioniq (I) ..............................
Sonata (D) .........................
Sonata (I) ..........................
Total Sonata ........................
Veloster (I)..........................
Hyundai car (D) .............
Hyundai car (I) ..............
Total Hyundai car ...........
Kona (I) ..............................
Nexo (I) ..............................
Palisade (I) .........................
Santa Fe (D).......................
Santa Fe XL (I)...................
Total Santa Fe .....................
Tucson (I) ...........................
Venue (I) .............................
Hyundai truck (D) ...........
Hyundai truck (I) ............
Total Hyundai truck .........
Hyundai (D) ..................
Hyundai (I) ...................
Total Hyundai ................
Hyundai Auto Canada car ..
Hyundai Auto Canada truck ..
Hyundai Auto Canada (D) ..
Hyundai Auto Canada (I) ...
Hyundai Auto Canada ......

66
10
4
80
297
0
1,752
1,752
178
218
13
231
90
515
2,033
2,548
1,535
0
380
865
0
865
1,661
549
865
4,125
4,990
1,380
6,158
7,538
2,628
4,990
1,380
6,238
7,618

121
37
2
160
738
0
3,948
3,948
829
327
42
369
206
1,065
5,025
6,090
2,743
0
0
1,816
338
2,154
3,169
0
1,816
6,250
8,066
2,881
11,275
14,156
6,250
8,066
2,881
11,435
14,316

266
71
15
352
896
0
6,960
6,960
1,378
848
42
890
289
1,744
8,669
10,413
6,646
0
1,727
3,792
0
3,792
6,515
2,203
3,792
17,091
20,883
5,536
25,760
31,296
10,765
20,883
5,536
26,112
31,648

459
125
8
592
2,636
38
14,716
14,754
2,009
1,600
186
1,786
775
4,274
17,686
21,960
10,873
6
0
6,678
1,547
8,225
10,515
0
6,678
22,941
29,619
10,952
40,627
51,579
22,552
29,619
10,952
41,219
52,171

May
2020

May
2019

5 mos.
2020

5 mos.
2019

Cadenza (I) .........................
Forte (D/I) ...........................
Optima (D/I)........................
Rio ......................................
Soul (I) ...............................
Stinger (I) ...........................
Total Kia car (D/I) ...........
Niro (I) ................................
Sedona (I) ...........................
Seltos (I) .............................
Sorento ...............................
Sportage (I) ........................
Telluride ..............................
Kia truck (D) .................
Kia truck (I) ..................
Total Kia truck ...............
Kia Canada (D/I) ............
Hyundai-Kia Automotive car ..
Hyundai-Kia Automotive truck ..
HYUNDAI-KIA AUTOMOTIVE ..

1
1,077
61
251
555
82
2,027
197
166
1,185
1,299
858
172
1,471
2,406
3,877
5,904
4,655
8,867
13,522

4
1,330
155
544
1,361
174
3,568
549
771
0
1,490
1,012
523
2,013
2,332
4,345
7,913
9,818
12,411
22,229

1
4,185
333
936
2,770
298
8,523
882
1,021
1,908
3,721
3,119
1,022
4,743
6,930
11,673
20,196
19,288
32,556
51,844

16
6,252
675
2,043
4,657
577
14,220
1,426
2,186
0
6,965
4,342
1,072
8,037
7,954
15,991
30,211
36,772
45,610
82,382

MAZDA CANADA
Mazda3 (D/I) .......................
Mazda6 (I) ..........................
MX-5 Miata (I) ....................
Total Mazda car (D/I) .......
CX-3 (I) ...............................
CX-30..................................
CX-5 (I) ...............................
CX-9 (I) ...............................
Mazda truck (D) .............
Mazda truck (I) ..............
Total Mazda truck ...........
MAZDA CANADA .............

929
50
102
1,081
295
682
1,354
177
682
1,826
2,508
3,589

2,219
146
126
2,491
969
0
2,559
361
0
3,889
3,889
6,380

3,877
355
193
4,425
1,863
2,400
6,299
1,030
2,400
9,192
11,592
16,017

9,723
624
354
10,701
3,886
0
10,350
1,573
0
15,809
15,809
26,510

SUBARU
BRZ (I) ................................
Impreza ...............................
Legacy ................................
WRX (I) ..............................
Subaru car (D) ...............
Subaru car (I) ................
Total Subaru car.............
Ascent .................................
Crosstrek (I) .......................
Forester (I)..........................
Outback ..............................
Subaru truck (D).............
Subaru truck (I)..............
Total Subaru truck ..........
Subaru (D) ...................
Subaru (I) ....................
SUBARU .......................

34
391
65
240
456
274
730
139
843
693
570
709
1,536
2,245
1,165
1,810
2,975

67
961
200
386
1,161
453
1,614
414
1,355
1,413
1,079
1,493
2,768
4,261
2,654
3,221
5,875

244
1,678
386
765
2,064
1,009
3,073
779
3,967
3,208
2,833
3,612
7,175
10,787
5,676
8,184
13,860

419
3,579
777
1,279
4,356
1,698
6,054
1,721
5,013
5,087
4,212
5,933
10,100
16,033
10,289
11,798
22,087

TOYOTA CANADA
ES (D) ................................
ES (I) .................................
Total ES...............................
GS (I) ..................................
IS (I) ...................................
LC (I) ..................................
LS (I) ..................................
RC (I) ..................................
Lexus car (D) ................
Lexus car (I) .................
Total Lexus car ..............

95
5
100
3
109
8
2
23
95
150
245

127
96
223
6
225
9
8
28
127
372
499

387
43
430
18
388
15
12
70
387
546
933

523
348
871
59
755
39
39
131
523
1,371
1,894

May
2020

May
2019

5 mos.
2020

5 mos.
2019

GX (I) ..................................
LX (I) ..................................
NX (I) ..................................
RX (D) ...............................
RX (I) .................................
Total RX ..............................
UX (I) ..................................
Lexus truck (D) ..............
Lexus truck (I) ...............
Total Lexus truck ............
Lexus (D) .....................
Lexus (I) ......................
Total Lexus ...................
86 (I) ..................................
Avalon .................................
Camry .................................
Corolla (D) .........................
Corolla (I) ..........................
Total Corolla........................
Mirai (I) ..............................
Prius (I) ..............................
Supra (I) .............................
Yaris (D) ............................
Yaris (I)..............................
Total Yaris ...........................
Toyota car (D) ...............
Toyota car (I) ................
Total Toyota car .............
4Runner (I) .........................
C-HR (I) ..............................
Highlander ..........................
Land Cruiser (I) ..................
RAV4 (D) ...........................
RAV4 (I).............................
Total RAV4 ..........................
Sequoia ...............................
Sienna .................................
Tacoma ...............................
Tundra.................................
Toyota truck (D) .............
Toyota truck (I) ..............
Total Toyota truck ...........
Toyota (D) ....................
Toyota (I) .....................
Total Toyota ..................
Toyota Canada car ..........
Toyota Canada truck ........
Toyota Canada (D) ..........
Toyota Canada (I) ...........
TOYOTA CANADA.............

37
80
430
423
26
449
188
423
761
1,184
518
911
1,429
30
14
458
1,858
730
2,588
1
508
26
208
0
208
2,538
1,295
3,833
656
687
777
11
3,268
0
3,268
16
672
1,283
862
6,878
1,354
8,232
9,416
2,649
12,065
4,078
9,416
9,934
3,560
13,494

23
127
634
638
60
698
309
638
1,153
1,791
765
1,525
2,290
20
51
1,946
4,541
1,705
6,246
17
1,381
0
58
769
827
6,596
3,892
10,488
854
919
1,185
42
6,707
84
6,791
46
1,382
1,169
1,134
11,623
1,899
13,522
18,219
5,791
24,010
10,987
15,313
18,984
7,316
26,300

183
385
1,883
2,180
158
2,338
754
2,180
3,363
5,543
2,567
3,909
6,476
81
78
2,984
8,834
2,500
11,334
4
2,283
77
670
43
713
12,566
4,988
17,554
2,381
2,329
4,126
41
15,518
1
15,519
130
2,543
4,603
3,523
30,443
4,752
35,195
43,009
9,740
52,749
18,487
40,738
45,576
13,649
59,225

115
542
2,943
2,857
352
3,209
1,373
2,857
5,325
8,182
3,380
6,696
10,076
98
186
6,919
15,089
4,987
20,076
53
3,687
0
178
2,801
2,979
22,372
11,626
33,998
3,398
3,156
4,985
137
23,938
1,486
25,424
248
6,796
5,133
4,248
45,348
8,177
53,525
67,720
19,803
87,523
35,892
61,707
71,100
26,499
97,599

VOLVO CARS N.A.
VOLVO CARS N.A. ...........

602

981

3,650

3,972

Note: (D) = produced in North America; (I) = imported to Canada
Source: Automotive News Data Center and Global Automakers of Canada (GAC)
Automotive News Canada - June 2020

Table of Contents for the Digital Edition of Automotive News Canada - June 2020
