Carsonexports Worldwide Auto Sales has persevered through the evolution of the auto industry since Jack Way started the company in 1987.

Way died in 2012, and the company has since continued working to overcome recent challenges such as U.S. tariffs on Canadian goods, said Way’s son, Carsonexports president/owner Carson Way.

“We’ve been able to supplement some of that loss of volume with just a little more work,” Way said.

The dealership has been named Auto Remarketing’s 2026 Independent Dealer of the Year, an award presented by ADESA. The store will be recognized during the Used Car Awards luncheon next week at Used Car Week, which begins Monday.

Operating out of Dartmouth, Novia Scotia, Canada, the company buys cars across Canada, imports them into the Midwestern United States and sells them to dealers at the ADESA Flint auto auction in Flint, Mich.

The company describes itself as specializing in “a wide range of pre-owned vehicles, from affordable options to luxury models.” The company’s work in cross-border wholesale has resulted in its recognition as independent dealer of the year.

Way has worked in cross-border wholesale for about 11 years, all with ADESA Flint, and his company’s annual vehicle sales have ranged between 10,000 and 15,000 through the Flint auction site.

“The peak was about 16,000 cars in 2021 during COVID, and it’s settled at around 10, 11,000 a year since then, and we’ve been able to maintain that even with the tariffs, but the tariffs have been a bit of a challenge,” he said.

Throughout its history, the company has sold vehicles in all 50 states, mostly to dealers in states such as Michigan, Ohio, Indiana and Wisconsin.

“Areas like that seem to be sort of the hotspot that will accept a previous Canadian imported car,” Way said.

More challenges: Gas prices, picky buyers

Carson Way was 7 years old when his father started the company as a small project to export cars overseas. Carson Way started working for the company at age 19, handling tasks such as detailing cars, working on invoices and driving cars to the port to be exported.

In addition to tariffs, the company has endured through other challenges over the years. That includes gas prices, which have stood out as a recent issue.

Way said the wholesale market moves up when gas prices see a downward tick.

“I think the wholesale market in general through 2026 has been pretty strong given different conditions of the world and things going on, so I would call it spottier than normal,” he said. “Guys are being a little more picky on the inventory they buy, but it’s been pretty good.”

Trends: EVs, trucks, lower-priced cars

Way is seeing that cars priced under $25,000 in value seem to be showing much more activity.

“We do sell some expensive units through the sale, but our average cost per car has dropped significantly since COVID, which I think is a strong sign of the market and what end users ultimately buy,” he said.

EVs and trucks are selling well if they are below a certain price point. Carson added that sedans are also a fairly strong seller. Ford F-150s “with the right equipment,” Toyota and Tesla are also selling well. Carson said diesels aren’t selling as well, but the market seems to have hit a bottom, so diesels are “starting to get a bit of traction again.”

Tech and relationships

Way says artificial intelligence “is not always right.”

It’s only as good as what you ask of it.

Carsonexports has used quite a bit of AI over about the last year and a half, and Way said AI has helped the company implement processes during selling at auction that track how the market moves in real time.

The company has also developed its own software tool for appraisals that uses data such as foreign exchange rates that the company has compiled over the years.

But even though tech has played a big role in the company, Way said relationships and the use of the physical auction arena remain important aspects of the business.

He noted that his relationship with ADESA has been extremely strong for many years, and he remembers his father taking him to auto auctions 30 years ago.

“ADESA in the United States has been able to really maintain … the basic fundamentals of a car auction,” Way said. “I’m not knocking any digital platforms; they all serve their purpose 150%. We use a lot of them on the buy side, but I’m very grateful that I can sell a large volume of cars in … an old-fashioned car auction arena with people.”

Continuing on the people theme, Way said he was fortunate to have personal relationships with “pioneers in the auction business in Canada.” Gord McComb is one of those pioneers, and Way noted that McComb was involved in the creation of Canadian Auction Group. McComb sold the group to ADESA and went on to open another auction and later sold it to Manheim.

“He’s been a huge mentor for me as an auction professional and as well just a person in general and in business. I still talk to him to this day. I believe I met Gordy when I was 7 years old.”

Way has also had a strong relationship with Jim Hallett, former CEO of KAR Auction Services, which is now OPENLANE.

“He gave me some opportunities that I didn’t otherwise have when I got started in this cross-border thing,”

Way has also developed relationships with “a lot of world class auctioneers over the years.”

“I take the remarketing end very serious,” he said. “We have a lot of money on the line, so it makes a lot of sense to get to know the auctioneers and who’s selling your product and how you can learn from them not only as a seller, but as a buyer.”

Shane Ratliff is one example of an auctioneer who has been a mentor to Way.

“He sold some cars for me over the years and I was quietly able to learn a lot from him, and the list goes on, but I definitely have some pretty strong influences out there over the years,” he said. “I try and suck up information like a sponge and keep my mouth shut and just kind of let the actions do the talking.”