The automotive industry is no stranger to change, but the challenges facing dealers today are evolving faster than ever. Rising operating costs, shifting customer expectations, the growing popularity of electric vehicles (EVs) and increasing pressure on margins mean dealerships are having to work harder to stay competitive.
These were the conversations taking place at the Warranty Solutions Group (WSG) Summit 2026, where dealers, finance providers, technology specialists and aftermarket experts came together to share ideas, challenge assumptions and discuss the opportunities shaping the future of automotive retail.
While the discussions covered everything from workshop efficiency and EV demand to customer retention and finance, one message stood out above all others: dealers can’t control every challenge facing the industry, but they can control how they respond to them.
That idea was summed up perfectly by Alex Platt from Bumper, who said:
“Fixed costs and implications for dealers is something that won’t go away and is out of people’s control. But the things they can control are what will have an impact on their business and allow them to sell things more profitably.”
It’s a simple message, but one that resonated throughout the day. While rising costs and changing market conditions may be outside a dealer’s control, improving efficiency, refining processes and creating new opportunities for profitability are all areas where businesses can make a real difference.
Data is helping dealers make smarter decisions
One of the biggest themes throughout the Summit was the increasing role data is playing in dealership decision-making.
Today’s retailers have access to more information than ever before, but the real value comes from understanding what that data is showing and using it to make better decisions.
Whether it’s identifying changing customer demand, understanding stock performance, improving workshop efficiency or planning future investment, data is becoming an increasingly important tool in helping dealers respond to a changing market.
The discussion around EV demand highlighted this perfectly.
During one session, attendees heard how searches for electric vehicles have accelerated significantly. In 2022, just 1 in every 50 vehicle searches on Auto Trader related to EVs. Today, that figure has increased to 1 in every 5 searches, showing how quickly buyer behaviour is changing.
For dealers, the takeaway was not simply about stocking more EVs. It was about understanding where the market is moving and using real customer behaviour data to make more informed decisions.
Customer confidence is key
Whether customers are considering an EV, a hybrid or a traditional petrol or diesel vehicle, confidence plays a major role in the buying decision.
As vehicle technology continues to evolve, dealerships are increasingly becoming a source of guidance and reassurance, helping customers understand not just the features of a vehicle, but what ownership will look like.
For EV buyers specifically, questions around battery health, vehicle range and long-term ownership remain important considerations. These concerns can sometimes create hesitation, particularly for customers purchasing their first electric vehicle.
During discussions at the WSG Summit, speakers highlighted that dealerships have an opportunity to build trust by focusing on the questions customers genuinely want answered.
As explained during the Summit:
“Consumers disengage because they’re not talking about battery health. They’re talking about cruise control that comes with a normal car. Buyers have concerns and questions around EVs that need answering.”
As consumer understanding grows, dealerships that invest in educating customers (not simply selling to them) are likely to place themselves ahead of the competition.
Growing confidence across the finance sector
Finance remains a key part of the vehicle buying journey, and discussions at the WSG Summit highlighted how better market insight and changing customer behaviour are helping create greater confidence across the sector.
A big part of the conversation was how better data and a clearer understanding of changing customer demand are helping finance providers make more confident decisions. EVs were one example of this, Finance providers are becoming more comfortable with EVs because there is more data available, demand is increasing, and the market is becoming easier to understand.
Sean Ryan from Marsh Finance explained:
“The data at the event indicates now is the right time to look at these things. The increase in demand means it’s a safer bet, and there’s an increase in people wanting them now, so it’s a perfect storm.”
The wider message was clear: as confidence improves across the market, businesses that use data effectively and adapt to changing customer demand will be better positioned to identify new opportunities.
Aftersales remains one of the industry's biggest opportunities
While vehicle sales often get the most attention, aftersales was one of the biggest talking points throughout the Summit.
As vehicles become more advanced, dealerships are having to adapt. Workshops are investing in new skills, updating repair processes and finding better ways to meet changing customer expectations.
A key focus of the discussions was how dealerships can prepare for the future, from improving technician training to developing more efficient and sustainable ways to carry out repairs.
Alongside new repair methods, discussions also covered the growing use of green parts and programmes designed to help workshops improve efficiency while maintaining high repair standards.
For dealerships, aftersales is becoming about more than just fixing vehicles. With the right skills, training and support in place, it represents a major opportunity to improve customer experience and create long-term profitability.
Sometimes the biggest takeaway is hearing another dealer's perspective
While expert presentations delivered valuable market insight, many attendees agreed that some of the most useful conversations happened between dealers themselves.
Sharing experiences, discussing common challenges and hearing different approaches reminded everyone that, despite operating in different parts of the country, many dealerships are facing exactly the same issues.
Umesh, from Specialist Cars Stoke, has spent nearly three decades in the motor trade and summed up that experience perfectly.
“Although I’ve been in the industry all my life, there are still things I don’t know about.”
He went on to explain why bringing the industry together is so valuable.
“All have the same challenges in the industry. It’s about getting perspective from others because we all have different ways of looking at things.”
For many delegates, that exchange of ideas was just as valuable as the formal presentations. Sometimes all it takes is a different perspective that can lead to a big improvement within a business.
Looking ahead
If there was one conclusion from the WSG Summit 2026, it’s that there are genuine opportunities for dealers prepared to embrace change.
The market will continue to evolve. Customer expectations will continue to shift. Electric vehicles will become an even greater part of the used car market, and technology will continue changing the way dealerships operate.
But the businesses that focus on what they can control, make informed decisions using data and continue investing in customer experience will be well placed to succeed.
Summing up the mood of the day, Phil, Chair of the WSG Summit panel, said,
“This shows that there is opportunity out there to increase revenue, stay profitable and improve the different services we are offering.”
That optimism captured the spirit of the event. The challenges facing the automotive industry are real, but so are the opportunities. By sharing knowledge, collaborating across the sector and staying focused on delivering value, dealers can put themselves in the strongest possible position – not just for 2026, but for the years beyond.
