For many independent dealers, growth doesn’t happen all at once. It’s built over years of experience, smart financing, calculated decisions and a willingness to invest in the future.
For Adriano Aprile, owner of Calgary Car Centre, that journey has taken more than 25 years. What began as a career working as a mechanic has grown into a thriving dealership group with three locations across Alberta. Along the way, Adriano has learned that sustainable growth isn’t just about selling more vehicles, it’s about building the right team, maintaining a healthy cash flow and surrounding yourself with trusted partners.
From Mechanic to Dealer Principal
Adriano’s automotive career began at just 18 years old in Toronto, where he worked as a mechanic before discovering another side of the business.
“I’ve been an automotive guy my whole life,” Adriano says. “I started in the mechanics portion of the business, but I was watching all the sales guys making money and not getting dirty, so I decided to go down that road.”
After learning the sales side of the industry in Ontario, Adriano moved to Calgary in 2008, where he continued expanding his knowledge of automotive sales and subprime financing. By 2018, he was ready to take the next step and open his own dealership.
For Adriano, opening Calgary Car Centre wasn’t just a business decision—it was the opportunity to build something around an industry he genuinely enjoys.
“It’s something I love,” Adriano says. “It’s my passion.”
Growing Beyond a Small Operation
Like many independent dealerships, the business started with a small team wearing multiple hats. Looking back, Adriano remembers doing just about everything himself.
“It was basically a two or three person show,” Adriano recalls. “We’re fixing cars, cleaning them, selling them, arranging and financing. Just about everything that comes with running a small dealership.”
Even in those early days, Adriano had larger ambitions.
Starting from a modest lot, Calgary Car Centre has since expanded into three dealership locations, a milestone that reflects years of steady growth and careful planning.
Despite that success, Adriano says he’s still focused on what’s next.
“We’re not stopping yet,” Adriano says.
Use Smart Financing to Fuel Growth
As the business expanded, Adriano realized that relying solely on his own capital to purchase inventory was limiting future opportunities.
Like many independent dealers starting out, he initially funded inventory with his personal money. While it worked in the beginning, tying up cash in vehicles meant fewer resources were available for other investments.
After comparing several floorplan financing options, Adriano chose AFC. For him, the biggest advantage wasn’t simply financing inventory, it was creating flexibility.
“I was able to turn the money that was tied up in inventory into cash flow,” Adriano explains. “That allowed me to work on other ventures while continuing to grow the dealership.”
Instead of having significant capital tied up on the lot, Adriano was able to direct those funds toward expanding his business and pushing additional opportunities.
For dealers looking to scale, preserving cash flow can often be just as important as increasing inventory.
The Value of a Strong Partnership
For Adriano, financing has always been about more than access to capital.
He believes having a floorplan provider who understands the realities of the independent dealer business has played an important role throughout his company’s growth.
“Partnership growth between two businesses is super important,” Adriano says. “As my business has grown, AFC has worked with me through the tough stages, the easy stages and the initial growth.”
Whether business is booming or challenges arise, Adriano values knowing there’s someone he can call who understands the independent dealership business.
“If something comes up, I know I can pick up the phone and talk it through with my reps at AFC,” Adriano says. “That relationship makes a big difference.”
Building Inventory with Confidence
A successful inventory strategy depends on more than finding the right vehicles, it also requires the right tools and providers. Through the relationship between AFC and OPENLANE, dealers can source inventory from OPENLANE’s digital wholesale marketplaces while accessing floorplan financing that helps keep inventory moving and cash flow available.
Today, roughly 90% to 95% of Calgary Car Centre’s inventory is sourced through OPENLANE Canada.
After years of purchasing vehicles through wholesale auctions, Adriano has built trusted relationships that make buying inventory more efficient.
Just as importantly, he appreciates the support that comes with buying through an established marketplace.
“When you’re buying from a private seller, there’s not always someone to fall back on,” Adriano says. “With OPENLANE, there’s a support system behind the transaction.”
While every wholesale purchase carries some level of risk, Adriano says having established processes and arbitration support provides greater confidence when sourcing vehicles at scale.
Finding the Right People
While expanding has been rewarding, Adriano says growth has also presented new challenges.
With AFC by his side, financing wasn’t the biggest hurdle.
“The biggest challenge has definitely been finding the right people,” Adriano says. “You want people who care about the business as much as you do.”
As responsibilities shift from doing everything yourself to leading a growing organization, building the right team becomes essential for long-term success.
At the same time, Adriano believes trusted business providers help make that growth possible.
“When you have good partners behind you, they want to see you grow,” Adriano says. “They want to help you become what you know your business can be.”
Advice for Other Independent Dealers
Having built his business over more than two decades, Adriano encourages other independent dealers to view financing as a tool for growth—provided they understand how it works.
“Don’t be scared of using other people’s money,” Adriano says. “Read the contract. If you understand the program and what your responsibilities are, it can really help your business grow. Like any financial product, the more educated you are, the better decisions you’ll make.”
Looking Ahead
Although Calgary Car Centre has grown from a small operation into a three-location dealership group, Adriano isn’t slowing down anytime soon.
His journey reflects a lesson many independent dealers can appreciate, that growth isn’t just about adding more inventory or opening another location. It’s about making smart financing decisions, building strong relationships and creating the flexibility to invest in future opportunities.
Learn more about Calgary Car Centre here.
* Disclaimer: Dealers should consult their own advisors to make independent business decisions regarding floorplan financing. The opinions expressed in this article are those of the individual interviewee and do not necessarily reflect the opinions, policies or positions of AFC. AFC does not verify the accuracy of the information provided by the interviewee in this article and is not responsible for any errors or omissions. “AFC” refers to Automotive Finance Corporation, Automotive Finance Canada Inc., and AFC Cal, LLC in their respective jurisdictions.
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