“Use the Equity, Not the Gut” Where the Data Says Your Car Will Sell Next | Yolanda Biswah, President of Canadian Black Book (CBB)

How should Canadian dealers REALLY be using data to price, appraise, and move inventory in 2025?

In this episode of The Dealer Playbook, Michael sits down with Yolanda Bishwah, President of Canadian Black Book (CBB), the data backbone behind used vehicle valuations and residual forecasts for OEMs, lenders, and retailers across the country.

With 65+ years of market data at her fingertips, Yolanda breaks down how Canadian Black Book reads the market, what’s really happening with wholesale and retail values, and how dealers can use valuations more strategically instead of just “checking a number.”

We get into:

• How CBB blends wholesale auction data, upstream OEM/lender data, and retail listing data to forecast values
• Key differences between the Canadian and U.S. wholesale markets (and why Canada moves more gradually)
• How to use residual value forecasts to build better remarketing and equity-mining plans
• Practical ways to reduce pain around aging units using data instead of gut feel
• Why consumer confidence, supply & demand, and economic signals matter for your next 90 days of inventory decisions
• How Canadian dealers can tighten the gap between consumer-facing trade tools and in-store appraisals
• 
  

If you’re a dealer principal, GM, used car manager, or lender trying to make smarter decisions with every unit on the lot, this conversation will change how you think about values, equity, and remarketing.