AADA Convention and Expo
MCEC Melbourne | 21-22 July 2027
Sponsor advertisement
AADA Convention and Expo
MCEC Melbourne | 21-22 July 2027
Sponsor advertisement
As new car margins tighten and OEM pressures continue to reshape the retail environment, used vehicles offer something every dealer is looking for: greater control, stronger flexibility and real commercial opportunity.
That is exactly why this session at AADA 2026 is set to be such an important Main Stage conversation.
At the 2026 AADA Convention & Expo, Sam Venn, Partner at BDO Australia, will moderate a practical Main Stage panel titled:
10 Reasons Dealers Should Build Their Used Car Businesses
The panel will feature:
Grant Cameron, Partner, Business Services, Automotive, BDO Australia
CJ Jayasinghe, Chief Executive Officer, Westside Auto Wholesale
Sid Cetindag, Dealer Principal, Gasmak Group
Jo Stephens, Head of Sales – Auto Dealer, carsales
Together, they will bring a broad and practical perspective to one of the most important areas of the dealership business, combining commercial advisory insight, large-scale used car retail experience, dealer principal perspective and data-led market intelligence.
The session forms part of the AADA Sovereign Insurance General Session on Wednesday 29 July 2026.
Too many dealers still treat used cars as a side business.
But the reality is very different.
Used vehicles can generate stronger gross margins than new cars, provide more flexibility in pricing and reconditioning, and give dealers greater control over their own outcomes. In a market where new car margin pressure, supply shifts, changing consumer behaviour and increased competition are all affecting dealership performance, used cars have become a major opportunity area.
This is not just a session about selling more used cars.
It is about understanding how to build a stronger, more disciplined and more profitable used car operation.
The strength of this panel is the mix of perspectives.
Sam Venn will moderate the discussion, bringing BDO Australia’s national automotive lens and helping connect the commercial, operational and strategic themes shaping used vehicle retail.
Grant Cameron will add a dealer group advisory perspective, with deep experience in benchmarking, profitability, succession planning, dealership transactions and the financial disciplines that help automotive retailers build stronger businesses.
CJ Jayasinghe brings the view of a dedicated, high-volume used vehicle operation, where scale, acquisition, pricing discipline and inventory velocity are central to a business model built entirely around used cars.
Sid Cetindag will broaden the discussion by bringing the perspective of a franchised dealer group, where those same used vehicle disciplines must integrate with new vehicle sales, service, parts, finance, trade-ins, customer retention and OEM relationships.
Jo Stephens brings carsales’ data-led view of buyer behaviour, digital engagement and market demand, helping connect the used car opportunity to how customers search, compare, enquire and move through the ownership journey.
Together, the panel will explore why used cars are no longer just a department inside the dealership. They are a key part of customer acquisition, lifetime value, retention and long-term dealership growth.
This panel will explore the practical building blocks of a successful used car business and why they matter now more than ever.
Among the key themes:
Used vehicles are a major contributor to dealership profitability, with the potential for stronger margins and greater flexibility than many new car operations.
The panel will examine why used cars should be treated as a core profit centre, not a secondary department.
Inventory velocity remains one of the biggest profit levers in used cars.
Dealers who manage ageing stock well, price dynamically and move inventory quickly are better placed to free up capital, protect gross and reduce unnecessary carrying costs.
From trade-ins and private acquisitions to auctions, wholesale channels and data-led buying, sourcing the right vehicles is central to success.
The best operators are combining multiple channels and using better market insight to buy more precisely.
Used car marketing can be expensive and inefficient if it lacks strategy.
The session will explore how stronger listings, sharper pricing, better lead handling, clearer ROI measurement and improved digital engagement can help dealers generate better results from their marketing spend.
Used buyers are often ready to act quickly, but friction in the process, slow response times or lack of trust can derail sales.
A strong used car business depends not just on stock, but on process, transparency, responsiveness and customer experience.
Used vehicles can also help dealers protect against volatility in the new car market and build stronger long-term customer relationships.
A disciplined used car operation does not just improve today’s result.
It can strengthen the dealership for tomorrow.
Used cars have always been part of the dealership business, but the strategic importance of the department has changed.
In the current market, dealers are looking for better margins, stronger cashflow, more control over performance and more ways to retain customers over the full ownership cycle.
That makes used cars one of the most important commercial conversations in automotive retail.
This Main Stage panel will give dealers the chance to hear from people who understand the numbers, the operational realities, the customer journey and the market dynamics shaping the used vehicle opportunity.
If used cars are already an important part of your dealership, this session will help you sharpen your strategy.
If they are not yet getting the focus they deserve, this session may challenge the way you think about where your next gains will come from.
At a time when dealers are looking for better margins, stronger cashflow and more control over their performance, this is a conversation worth being in the room for.
10 Reasons Dealers Should Build Their Used Car Businesses will form part of the AADA Sovereign Insurance General Session at the 2026 AADA Convention & Expo, taking place 29-30 July at ICC Sydney.
Join us at AADA 2026 to hear Sam Venn moderate this important Main Stage panel featuring Grant Cameron, CJ Jayasinghe, Sid Cetindag and Jo Stephens.
