{"version":"1.0.0","episode":{"title":"“Use the Equity, Not the Gut” Where the Data Says Your Car Will Sell Next | Yolanda Biswah, President of Canadian Black Book (CBB)","url":"http://getcarcurious.com/episodes/use-the-equity-not-the-gut-where-the-data-says-your-car-will-sell-next-yolanda-biswah-president-of-canadian-black-book-cbb","audioUrl":"https://anchor.fm/s/1094c7cb4/podcast/play/111345084/https%3A%2F%2Fd3ctxlq1ktw2nl.cloudfront.net%2Fstaging%2F2025-10-18%2F412690972-44100-2-9a29c8042a54d.mp3","description":"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 valuesKey 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 plansPractical ways to reduce pain around aging units using data instead of gut feelWhy consumer confidence, supply & demand, and economic signals matter for your next 90 days of inventory decisionsHow Canadian dealers can tighten the gap between consumer-facing trade tools and in-store appraisalsIf 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.\n"},"annotations":[{"startTime":1156.0,"endTime":1170.0,"type":"car","title":"Honda Civic","url":"/cars/honda/civic","image":"https://upload.wikimedia.org/wikipedia/commons/d/d3/2017_Honda_Civic_Type_R_FK8_in_Championship_White%2C_front_right%2C_08-04-2024.jpg","quote":"...cause there is you know there is a need for Honda Civics and Thunder Bay right I think that you know that ...","canonicalId":"car:honda:civic","priority":0.7,"confidence":1.0,"source":"fuzzy","data":{"imageAttribution":"Wikimedia Commons / CC BY-SA 4.0"}},{"startTime":1335.0,"endTime":1351.0,"type":"car","title":"Toyota A90","url":"/cars/toyota/supra","image":"https://upload.wikimedia.org/wikipedia/commons/5/56/2019_Toyota_Supra_NASCAR_Xfinity_Series_Race_Car_front%2C_NYIAS_2019.jpg","quote":"90 day forecast moves things are changing interest rates and there's some you know different regulations so my questions are like if if rates ease or incentive spend ticks up which leading valuation indicators. Blink first is it segment days supply is it auction conversions MMR delta is like what what are you looking at to say okay here's here's here's the data I'm paying attention to to give me an understanding of a 90 day window. Supply and demand always is the data we're looking at and I think when you talk about 90 day forecast although we do do that we look at a short term because it is changing and because right now we're in.","canonicalId":"car:toyota:supra","priority":0.7,"confidence":1.0,"source":"fuzzy","data":{"imageAttribution":"Wikimedia Commons / CC BY-SA 4.0"}},{"startTime":1499.0,"endTime":1513.0,"type":"car","title":"Toyota Camry","url":"/cars/toyota/camry","image":"https://upload.wikimedia.org/wikipedia/commons/6/6f/2018_GAC-Toyota_Camry_%28front%29.jpg","quote":"...oo many visceral but I feel like I need a maroon. Camry we know you know we know what people are buying a...","canonicalId":"car:toyota:camry","priority":0.7,"confidence":1.0,"source":"fuzzy","data":{"imageAttribution":"User3204 (CC BY 4.0)"}}],"speakers":[{"id":"s1","name":"Michael Cirillo","role":"host"}],"transcripts":[{"url":"http://getcarcurious.com/episodes/use-the-equity-not-the-gut-where-the-data-says-your-car-will-sell-next-yolanda-biswah-president-of-canadian-black-book-cbb/transcript.vtt","type":"text/vtt"}]}