Canadian distributors must build trust, not just cut prices, to win over the digital buyer.

According to Roland Berger’s Automotive Aftermarket Pulse report, only 43% of Canadians have purchased auto parts online — and 37% refuse to do so or would never buy again. The numbers are even more striking for repair shops: just 58% purchase more than a fifth of their parts online, compared to 82% in the U.S. The real barrier? Trust. Buyers fear receiving the wrong part, counterfeit products, and complicated returns. For distributors, the solution lies in five key strategies: VIN-level fitment guarantees, transparency on parts quality, in-store return options, integration with shop management systems, and Canada-specific educational content. Canada’s lag isn’t a weakness — it’s a chance to build a digital ecosystem rooted in local reliability and precision.

Text and picture credit : Roland Berger