UAP’s Alain Primeau takes a look at the aftermarket industry then, now, and tomorrow.
Alain Primeau’s journey in the aftermarket started when he was brought into a sales management role in UAP Inc.’s heavy-duty traction division, more than two decades ago. It’s also included roles in the C-Max collision repair sector group and the NAPA Auto Parts business.
Now, as executive vice-president of UAP Inc. with oversight on the NAPA business in Canada, he says some trends are clear.
Primeau has a clear-eyed view of the aftermarket’s evolving challenges and opportunities. In a conversation focused on change, one thing is constant: this is an industry on the move.
“We’re in front of a very interesting time in our history for the industry,” he says. “There’s different trends coming, and I think it’s important for the aftermarket people to look closely, but really work together.”
Right to Repair: The Industry’s Foundation
At the top of the list for him is the ongoing battle for Right to Repair.
For Primeau, Right to Repair is not just policy; it’s the cornerstone of the independent aftermarket’s future.
“As an industry, we need to be very concerned about the Right to Repair. We need to make sure we’re protecting the consumer – really, the car owner – who deserves to have the right choice of bringing his car where he wants. He owns the car. The manufacturer does not own the car.”
Recent legislative and advocacy wins have encouraged Primeau, but he stresses vigilance.
“I think there’s been some great progress – probably more progress in the last 12 months than in the last 20 years. But it’s a long journey, and we need to keep that going for sure.”
EVs: Opportunity, for the Prepared
While talk around electric vehicles (EVs) can seem speculative, Primeau emphasizes that the change is already here.
“The other big trend that is coming – and we need to realize it – is the electric vehicle. Right now it’s mainly Quebec, B.C., Ontario. But it’s going to be all across the country in the next 10 years.”
For Primeau, the timing is especially urgent, because the first wave of EVs is about to enter the aftermarket in real volume.
“Electric cars started probably mainly with Tesla, but a lot more came in five years ago. They will be off warranty very shortly. That is where the aftermarket garage is going to get very busy repairing electric cars.”
Through its parent, Genuine Parts Company, UAP’s NAPA business has tapped into global best practices, especially from Europe, to prepare.
“With help from our European division, we created the NexDrive brand. We’re pretty proud about it. We developed a very extensive training program. We’ve got great people working for us. So we are investing in the future.”
Still, uptake remains a work in progress. “Our training centres are not as busy as we wish. But we think people need to come into that trend, and understand it’s coming.”
Primeau stresses that EV training is not just technical; it’s safety-critical. “You don’t play in the hood of an electric car the same way you do with a fuel car. That security training is pretty important.”
As of now, NAPA isn’t aiming to convert every shop overnight. “Are we going to have our 600 AutoPros being NexDrive tomorrow? No, certainly not. But are we going to be reaching 100 or 150 to have the right coverage across the country? Absolutely.”
He also sees early adopters gaining an edge in attracting young tech talent. “The ones that are training their people properly are going to be attracting young talent. The young generation knows and believes [EVs are] not going away.”
Aging Vehicles and Quality Expectations
Parallel to EV adoption is another trend: Canadians are keeping their vehicles longer.
“There’s fewer new cars – regardless if it’s a fuel car or an electric car. The number of cars being sold is decreasing. That brings the aftermarket into a very sweet spot.”
With consumers planning to keep their vehicles 10 to 12 years, expectations around part quality are increasing.
“They don’t want to be changing their brake pads every year. They want to put the highest value quality possible on a seven-year-old car, because they know they’re going to keep it up to 10 or maybe 12 years.”
Resilience in the Face of Disruption
Primeau believes the aftermarket’s success is founded on its resilience and importance to everyday life in Canada. In his view, it proved its essential role during the pandemic.
“The pandemic just proved to us that we are an essential service. I’m not only talking about us at NAPA, but I’m talking about the entire industry. I think we never really realized how important our industry was for the entire population.”
This realization led to a renewed sense of purpose for UAP. “We came with that slogan and mission: We are there to keep Canada in movement every day.”
The Future Shop: Fewer, Larger, Smarter
Looking ahead, Primeau sees consolidation and modernization as inevitable – and necessary.
“In the future – and that’s only my crystal ball – I think we’ll have probably fewer locations, but larger locations. I believe there will be consolidation into larger garages.”
And those shops will be smarter and more customer-focused.
“The second and third generation of entrepreneurs understand that everything is about technology now. More customers are not looking to call in to take an appointment; they want to go online. They want electronic interaction.”
But even with all this digital change, Primeau sees personalized service as the aftermarket’s ace.
“That’s the number-one reason why a consumer will take their car to an aftermarket garage. Our people offer a personalized service. And that’s not going away.”
Constant Evolution Will Secure Success
As someone who’s seen the industry evolve over decades, Primeau closes with a note of optimism rooted in the aftermarket’s track record of adaptation.
“NAPA is celebrating its hundredth year this year. UAP will be celebrating its hundredth year in 2026. When Charles Préfontaine started UAP in 1926, believe me, the cars were not what they look like today. And the industry really evolved. It’s a very resilient industry.
“What we’re selling today is certainly not what we’ll be selling tomorrow. Ten years ago, we never thought we’d be selling sensors, and now we are.”
The tools may change, the vehicles may evolve, but the mission remains.
“Our role as a distributor is to make sure that we’re providing the right training. That is where we need to be. And the future of our industry? It’s very, very bright.”
This is a companion article to an episode of The Great Canadian Aftermarket Podcast. It also appeared in the June/July Jobber Nation print edition. Read the Digital Flipbook Here
Hear the whole podcast conversation.
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