News

Midatlantic IADA Obtains
Annual Increase in Pennsylvania
Document Preparation Fees
for Eligible Dealers

This is an important announcement for Pennsylvania Member Dealerships, Member Auctions, and Member Industry Allied Industry Businesses.

The PIADA chapter of MARIADA is proud to have worked for our Member Dealerships and with State government officials to obtain the legislative solution in Pennsylvania Act 77 of 2008 that allows for a reasonable annual adjustment to the Document Preparation Fee, based on the Consumer Price Index, that may be charged by eligible licensed Dealers.

The U.S. Department of Labor (“DOL”) announced on January 18, 2017, the Urban Consumer Price Index (“CPI-U”) increase over the past 12 months. Based on a CPI-U increase of 2.1% for the period December 2015 to December 2016, the Maximum Permissible Document Preparation Fee for 2017 Allowed in Pennsylvania is increased by $3 for electronic document preparation work and by $2 for paper document preparation work to:

  • $138 for electronic document preparation work. In other words, a licensed Dealer that has an Agent Contract with PennDOT and that provides electronic transaction services for document preparation may impose a maximum charge of $138 for such work.
  • $116 for paper document preparation work. In other words, a licensed Dealer licensed dealer that has an Agent Contract with PennDOT and that does notprovide electronic transaction services but instead provides paper transaction work for document preparation may impose a maximum charge of $116 for such work.

Questions & Answers regarding the Document Preparation Fee:

Who is eligible and allowed to charge a document preparation fee?

A licensed Dealer that has an Agent Contract with PennDOT may charge a customer a dollar amount up to the maximum Document Preparation Fee for preparation and completion of documents required or associated with title and registration of a vehicle. The maximum Document Preparation Fee amount depends on whether it is for electronic ($138 maximum) or paper ($116 maximum) document preparation work.

If the licensed Dealer that has an Agent Contract with PennDOT processes the vehicle title and registration using paper and then sends it an Online Agent to be processed electronically, how much can that same Dealer charge the customer for a Document Preparation Fee?

Maximum $116 PLUS the actual cost of a reasonable Messenger Fee (no markup allowed) charged by the Online Agent for electronic processing of the work to PennDOT. However, if the licensed Dealer that has an Agent Contract with PennDOT processes the vehicle title and registration itself electronically, then the Dealer may charge the electronic document preparation fee up to the maximum $138 PLUS the actual cost of the online registration transaction provider fee (refer to your Dealership’s online provider contract; no markup allowed).

Additional Guidance on the
Document Preparation Fee:

  1. Optional.
    Document Preparation Fee is OPTIONAL, meaning the Dealer is not required to impose such a fee but may do so.
  2. Not a State Fee.
    Document Preparation Fee is NOT required by any State Agency to be imposed. Instead, it is an optional Dealer-imposed fee.
  3. Negotiable Dollar Amount.
    Document Preparation Fee is NEGOTIABLE, meaning the Dealer is not required to charge the maximum amount of $116 (paper) or $138 (electronic) and may charge a lesser amount in either case.
  4. May Not Be Pre-Printed on Forms.
    Document Preparation Fee may NOT be pre-printed on any form because it is a negotiable amount between Dealer and Customer.
  5. Not Required in Advertised Vehicle Price.
    Document Preparation Fee is NOT required to be part of the advertised prices of the vehicle. (However, the document preparation fee is required to be listed separately on the vehicle sales invoice as stated in sections 11 and 13 below.)
  6. Post on Sign at Dealership.
    Document Preparation Fee is required to be posted on a sign in plain view of customers inside the Dealership.
  7. Enforceable.
    Document Preparation Fee is enforceable as an unfair practice by the Pennsylvania Office of Attorney General.
  8. Adjusts Annually.
    Document Preparation Fee adjusts annually based on changes to the Consumer Price Index.
  9. Paper Processing at Dealership that then Uses Third Party Online Registration.
    A Dealer with an agent contract with PennDOT that processes by paper and then sends the paperwork to an electronic online agent acting as a messenger service can charge up to the maximum paper document preparation fee ($116 maximum) PLUS the actual non-marked up cost of the Messenger Fee. For example, a Dealer processing by paper may charge a maximum of $116 Document Preparation Fee in 2017, PLUS the actual online registration fee or messenger fee (at PIADA using online provider $9 for Members, $18 for Nonmembers as of 1.18.2017).
  10. Electronic Processing.
    A Dealer with an agent contract with PennDOT that processes electronically itself at the dealership may charge up to the maximum electronic document preparation fee ($138 maximum) PLUS the actual cost of the online registration transaction provider fee (refer to your Dealership’s online provider contract; no markup allowed). The Dealer may not add a messenger fee because there is no messenger component to such work.
  11. Not Subject to Sales Tax.
    Document Preparation Fee is not subject to Pennsylvania sales tax as of the date of this Guidance document provided the Dealer with an agent contract with PennDOT: (i) lists the fee separately on the vehicle sales invoice, and (ii) states a fee amount that does not exceed the maximum fee amount allowed. This was confirmed unofficially by the Pennsylvania Department of Revenue.
  12. When Refund of Fee Is Required.
    Refunds are required such as when a Dealer with an agent contract with PennDOT and that is processing title and registration on a paper basis charges more than the paper document preparation fee maximum amount. For example, a document preparation fee of $138 for paper processing by the dealer, even if sent for electronic processing to an online electronic agent and messenger service, would require a refund of at least $22 representing the difference between maximum paper $116 versus maximum electronic $135 document preparation fee. Another example is if a deal is initiated to be done online, such as through CVR, but then cannot be completed online and must be handled manually by PennDOT, then the amount above the paper Document Preparation Fee maximum must be refunded or not charged to the customer.
  13. Itemization.
    The Document Preparation Fee must be separately itemized on the vehicle sales invoice.
  14. Notary Fee.
    The Dealer with an agent contract with PennDOT that has a licensed notary on staff at the dealership processing the transaction may charge a separate notary fee of up to $5 per seal for title work actually being notarized by that licensed notary.

This is not legal advice or accounting advice. For legal advice, please consult your attorney. For accounting advice, please consult your accountant.

MidAtlantic IADA Scholarship Program Deadline Approaches

The MidAtlantic Regional IADA Scholarship Program

MidAtlantic Regional IADA Scholarship Program

The MidAtlantic Regional IADA has established a scholarship program to assist owners’ and their employees’ children, stepchildren, and grandchildren who plan to continue their education in college or vocational school programs.
It’s open to children, stepchildren or grandchildren of owners, officers or employees (employed as of the date of notification) of MidAtlantic IADA member dealerships who are citizens of the United States.

Application deadline is March 15

Download a zip file including all the info about this program including the application form.

Thank you to our 2017 Sponsors

Founding Sponsor
North east Pa Auto Auction
Sponsoring Auctions
Corry Auto DealersCPAAuction.com
ABC LancasterAmerica's Auto Auction PIADA MDIADA DEIADA

Car Thefts Continue to Plague Dealers

By Peter Salinas

car thiefDealers in the Mid-Atlantic region have been plagued with thefts from their lots including vehicles and valuables. For instance in May 2016, 21 suspects from an alleged carjacking auto theft ring in New Jersey were arrested and indicted for stealing vehicles, including from dealership lots, and then shipping them overseas.

A recent wave of car thefts from dealerships in the Greater Atlanta region should serve as a warning and offer a lesson to dealers everywhere.

Thieves have been casing dealerships looking for easy targets, especially when it comes to key cabinets. One Norcross, Georgia dealership was broken into and 25 keys were stolen. That night, the thieves stole one vehicle and damaged several others as they drove through the lot and over curbs to avoid the locked gates. A number of dealerships in the region have been targeted similarly.

Thieves returned the next night and drove off with three other vehicles, leaving more damage to other vehicles in their wake. The dealership was scammed two weeks later during open hours, when a team of professional thieves test drove several vehicles, and performed a “key swap” with the salesman and drove off with a high-end unit, unbeknownst to dealership employees. In all, the dealership suffered more than $280,000 in lost and damaged vehicles and lot damage in five separate instances. The dealership has since hired a night security guard, hired an ex-FBI agent to investigate the thefts, and beefed up its security systems, policies and procedures.

Gwinnett, Georgia Police Motor Vehicle Theft Unit Sergeant Ted Conlon said the theft of vehicles by means of stealing keys is not uncommon and definitely preventable. During his investigation of the Norcross dealership, Conlon said he was surprised to find a highly visible key rack in an area easily accessible to customers.

keys“Keys should be secured in a safe or other manner that makes it very difficult to access by those who should not have access,” Conlon said. “Keys locked in a cabinet that can be easily broken into with a sledge hammer are not secured enough.”

Conlon noted that the “key swap” scam is not new, but it is effective. In Norcross, two men drove up in a truck and asked to test drive several vehicles. During the interim, they returned keys to the salesman, but kept the key to the car they wanted to steal. While one of the men sat at a desk with the salesman, the other remained looking at vehicles on the lot. Later from security camera footage, it was discovered a third man was hiding in the truck. He was given the key, and drove off in the vehicle. No one noticed until later in the day.

As to security systems, Conlon said officers are slow to respond to noise alarms where police are notified via a signal sent to the department, as more often than not, the alarms are false. He suggested that motion detection systems tied to video that can detect thieves in action are more likely to result in quick police response.

“When you can tell us thieves are on site and actively stealing cars, multiple police units will respond quickly,” Conlon said.

He suggested dealers do their own safety and security audit for their dealerships. Often insurance companies can assist with this. He noted that using a healthy dose of common sense when it comes to securing the dealership, entrances, keys, and service areas is highly recommended.

Conlon suggested the key thieves appear to be younger Atlanta residents, who come out to the suburbs in small groups, steal vehicles and return to the city. The vehicles are used for joy riding or for parts or both.

The key swap professionals either falsify documentation and sell the vehicles at prices far below their value to unsuspecting consumers, or clandestinely ship them outside the United States.

Document Preparation Fee Update 2016

The U.S. Department of Labor (“DOL”) announced on January 20, 2016, the Urban Consumer Price Index (“CPI-U”) increase over the past 12 months. Based on a CPI-U increase of 0.7% for the period December 2014 to December 2015, the Maximum Permissible Document Preparation Fee for 2016 Allowed in Pennsylvania is increased by $1 in both the electronic and paper document preparation categories to:

  • $135 for electronic document preparation work. In other words, a licensed Dealer that has an Agent Contract with PennDOT and that provides electronic transaction services for document preparation may impose a maximum charge of $135 for such work.
  • $114 for paper document preparation work. In other words, a licensed Dealer licensed dealer that has an Agent Contract with PennDOT and that does not provide electronic transaction services but instead provides paper transaction work for document preparation may impose a maximum charge of $114 for such work.

FOR MORE INFORMATION including a Question and Answer document and webinar on this subject, MEMBERS should check for our Email Blasts or contact the PIADA Chapter of this Association for details.

A PAC Can Make a Difference

Robert C. Keaton
Robert C. Keaton

By Bob Keaton,
Senior Associate, Bigley and Blikle, LLC

In 2015 the Pennsylvania State budget took almost a year to approve and a lot of the discussion was on raising taxes and developing more regulations on business. This could happen in any of our States.

Given this environment, now is a good time to assess what government is doing for you – or to you – as the case may be.

This is probably even a better opportunity to ask how many regulations are impacting your business. In fact, regulations is one of the top issues as polled by the National Federation of Independent Business (impacting small business on a state and federal level.) What the government does can make a difference in your bottom line and how you operate on a day-to-day basis. This is a good time to increase your presence and start to engage a political action committee (PAC).

If you are like a lot of people, the first thing you say to yourself is: “Why help them when they never help me?”

The primary reason for forming a PAC is to help support and elect those candidates who are like-minded with your business in their views on government policy and those who believe in your issues – those who have actively championed your view in the past, as well as those who are new to the process and understand your goals.

Political Action Committees were created as a reaction to Watergate in the 1970s. As a result, federal and state laws and regulations were enacted to curb campaign fraud and misappropriation of funds.

I am sure you have asked yourself many times: How did this regulation become policy? Or how did this law get passed?

During the process of reviewing legislation or a regulation it is important to have legislators engaged who have your back or you might find a law or regulation passed that you did not see coming. Why? If a lawmaker is not aware there is a problem or if they do not have the ear of a friend, then they will not know this is an issue.

Bad laws and policy happen when people and organizations are not engaged in the process.

Business depends on electing candidates of either party who understand the importance of supporting business in your State, and that depends on political action.

The political and legal challenges PIADA faces in Harrisburg have a far greater impact on the future of your business than any single issue. The same is true for the Maryland and Delaware chapters or our tri-State trade association and for NJIADA and NYIADA.

A primary reason for contributing to a PAC is something they say often in Washington, DC: “You are either sitting at the table or on the menu.”

You cannot effectuate policy if you are not at the table making policy. The only way you can sit at the table is to make a connection with the policymakers who can help you get to the table.

This is why being engaged and involved with a political action committee is so very important to organizations like our MidAtlantic trade associations that are so dependent on knowledgeable and informed lawmakers.

Michael Brill:
Pennsylvania IADA State
Quality Dealer of the Year

Michael Brill
B & B Automotive

Fairless Hills, PA

By Peter Salinas, Special Contributing Writer

Micahel Brill B&B Automotive
Micahel Brill B&B Automotive

Humble beginnings are a hallmark of most success stories, and while Mike Brill’s story is unique, it also carries several other common hallmarks — determination, education, training and a large dose of hard work. Mike Brill, owner of B & B Automotive in Fairless Hill, PA, and now Burlington, NJ is the 2016 Pennsylvania IADA Quality Dealer of the Year.

Brill’s buy here-pay here retail operations now sell about 325 vehicles per month. By most accounts, the 230 units a month sold at the Pennsylvania store may make it the largest single-point buy here-pay here dealership in the nation.

As any good leader would, Brill credits his managers and team members for his success. As you might expect, moving that many vehicles and collecting payments requires a big team — over 100 at B & B Automotive. This includes 17 people in his business development center, and three full time staffers in his “completely digital” marketing department. “It’s all about people, processes and capital,” Brill said. “I have an inner circle of five core people, and seven other managers.

Eventually the key people will own part of the business.

The single most important aspect is having a culture of service,” Brill said. “We practice Servant Leadership. It is based on serving others before one’s self. It starts with serving our employees followed by our customers. It is much more than a bumper sticker, it is who we are.”

The entrepreneur who is actively working toward opening a third location, and eventually selling 450-500 units a month, began B&B Automotive in 1990 when he and a partner each put up $16,000 and opened a wholesale car business in a 128 square foot office, with a small two-car garage in Bristol, PA Not long after, he bought out his partner and began to retail used vehicles.

Brill recalls clearly in 2000 picking up an industry trade journal and reading about a Leedom Buy Here-Pay Here conference. He researched the business model and decided to attend as it appeared to him a very lucrative opportunity. There he met Chris Leedom, founder of Leedom Twenty Group and Chuck Bonanno, Twenty Group moderator. He joined a Twenty Group and with the help of a $200,000 loan began selling 20 buy here-pay here vehicles a month. “That’s kind of funny now as I look back, because today you would need $2 million to sell that many units a month,” Brill said.

By 2007, with 430 accounts in his portfolio valued at $2.6 million, Brill approached the finance firm, Texas Capital Bank, and on Jan. 16, 2008, they placed $1 million of his $3 million credit line into his checking account.

Two years ago, he purchased a former Saturn dealership on automotive row in Langhorne, PA, consolidated two operations into one, and went from selling 170 units at two stores to 230 units at one store. When he purchased the Saturn dealership location it was located at the site of a former movie theater. In approaching city planners, Brill decided to bring back the theme and designed and decorated the location as a movie theater.

“It was an instant hit with the city and our customers,” Brill said.

His business operations are now vertically integrated as well with a rental car company, customer service center, warranty service location, a subprime retail operation, and a captive finance company.

“We offer a $4,200 actual cash vehicle to our customers and it’s a tough car to purchase and collect,” Brill noted. “It requires a lot of service to support it.”

Brill said his decision to join a Twenty Group was the best decision he ever made in his professional career. His operations today participate in four groups — his original dealer group as well as service, controller and finance groups. “It was absolutely the single most important thing I’ve ever done,” he said. “It has changed my life. Just one of the business ideas alone made me more money than all the Twenty Group fees I’ve ever paid. The relationships I’ve developed with my fellow group members have impacted my life personally. It has been nothing short of remarkable.”

Brill noted that the recent purchase of the Leedom Twenty Group program by NIADA, spearheaded by Chuck Bonanno, is a great acquisition. He said it is his hope that even more people take a close look at the program and how beneficial it can be for their business and personal success.

Brill has been a member of the Pennsylvania IADA since he began retailing vehicles, but became an active participant in the association about 5 years ago, when he became a member of the association’s board of directors. Since then the Pennsylvania IADA has merged with Maryland and Delaware, and with the Mid-Atlantic Region IADA Conference and Magazine have become more closely aligned with the New York and New Jersey IADAs.

Board President John DeFilippo and Treasurer Tommy Brandis, both Twenty Group members as well, approached Brill to become more active in the association.

“We all felt the buy here-pay, here industry was in need of strong lobbying in the region because of the legal and legislative scrutiny the business model was getting locally and nationally,” Brill said. “Now that MARIADA is active and has consolidated, there is greater interest in our organization and there is strength in numbers. There is great potential for our organization to gain new membership.

Brill noted that many dealers are unaware of the efforts put forth by the association for all independent dealers whether they are members or not.

“Even though members get a coupon book worth $20,000 in value when they join,” he said, “many still have to be convinced of its value. The good news is when we network, when we can get in front of a dealer one-on-one, we gain a new member. We need to be able to do this on a larger scale, and with the team we have in place and with what they are doing, I am confident we are moving in the right direction.” Legal and regulatory compliance is a major issue for all automotive retailers, but no business model is as misunderstood and under attack from federal and local regulatory agencies and legislative bodies.

“At B & B Automotive we have a full-time compliance department and have developed written policies and procedures taken directly from the Consumer Finance Protection Bureau’s website,” Brill said. “We have a full time compliance officer who is both an attorney and holds an MBA.” Brill said he constantly trains his employees in order to certify them each year in the policies and procedures put into place.

“We have heard the horror stories about the big buy here pay here operations and little ones as well,” he said. “No one wants an investigation from regulators, but if it happens, we want to say we are ready. Following these procedures is not only in the best interests of us, it’s in the best interest of our customers as well. We continually develop and devote resources when it comes to compliance. Yes, it is expensive, but it is the cost of providing the best customer service.”

Brill noted that the No.1 problem he has in this business is recruiting, training and keeping “really good people.” “We are fortunate to host many dealers from around the country who are interested in our success,” he said. “When they leave every one of them comments, ‘You really have outstanding people.’ Well-known author Dave Anderson has taught us that you must find people with intelligence, integrity and emotional stability.”

Brill said the buy-here, pay-here business model is “capital intensive” and he wanted to make sure to thank his friends at Texas Capital Bank for providing capital to his company. “As a result of their support we have been able to perform at a high level,” he said. “They have been loyal to us, and have stood by us, even when times got tough during the Great Recession. A strong, transparent relationship with our lender is an essential part of our continued success.”

Brill noted that his state IADA has and will continue to be on top of legislative and regulatory issues.

Last year, he testified before the New Jersey Legislature when it was holding hearings on the use of the GPS and Payment Reminder devices that assist buy here-pay here dealers in helping consumers make timely payments. Several consumer group advocates testified and repeatedly told the legislators that vehicles were disabled while they were moving.

“They wanted to ban the payment-protection technology all together,” Brill said. “Of the six who testified, five consumer advocate attorneys and me, I was the only one who had ever purchased, installed and used the technology. I told them that of the 10,000 units I had deployed, I never had a device shut down a vehicle while the car was in operation. It can’t happen.” Brill said committee members kept him for 45 minutes after his testimony asking questions.

“They wanted to know what I knew,” Brill said. “Following the hearing there was no ban of the devices. That’s the value of supporting the dealer association.”

Brill urges all of his fellow dealers to get involved with their IADA, join a Twenty Group, pursue industry best practices, and most importantly, TAKE CARE OF YOUR PEOPLE.

Tom Hodges:
Maryland IADA State
Quality Dealer of the Year

Tom Hodges
Tom Hodges Auto Sales & Service

Hollywood, MD

Interview by Peter Salinas, Special Contributing Writer

Q. Please give us an overview of your dealership or enterprise. How did you get into the business, and tell us about your business model and staffing?

Tom Hodges DealershipA. I started working for a new car dealer in the used car department at age 18 and it wasn’t long before I knew I wanted to go into business for myself eventually. I opened Tom Hodges Auto Sales in 1990. I purchased the house my mother and my aunts were raised in and had the property rezoned commercially. For several years I lived in that house while I ran the business out of the front room, detailed cars in the garage, and used the barn for storage. As we expanded and hired more salesmen we converted the entire house into sales offices, then built a service center and car wash in 2007. In 2011 we built a connector road to the highway, and in 2015 we began construction on a new showroom. This year marks my 36th year in the car industry and 25 years as a business owner.

The used car industry appealed to me for several reasons.

First, vehicles are a necessity for most people, and they are a tangible product. Used vehicles in particular are more affordable and have a wider consumer base. Second, I wanted to provide something that would benefit the community.

Besides offering affordable vehicles, our success as an independent business has allowed us to be more involved with the community and donate thousands of dollars each year to local programs and charities.

Q. Tell us about your team and how they have helped you along your road to success.

A. I started with one employee and we currently employ 25 people between the sales and service departments. Our plan is to hire five more when the new showroom is completed.

We always try to hire from within the automotive industry, focusing heavily on personal character and experience. Since I started almost all of my new hires have been referrals or contacts in the auto business. We know how important it is to keep good people, so we provide very competitive payment plans and benefits, but most importantly we show respect for our employees and allow them a good work/life balance.

The result is that we have low turnover and good employee loyalty, and that is a huge benefit to business growth. My sales manager and inventory manager, for example, have both been here 20 years.

Q. How long have you been a member of your IADA? How did you get involved in IADA leadership?

A. I joined the Maryland/Delaware IADA as soon we opened the business 25 years ago. I wanted to be involved with an ethical organization with good business practices and connect with other dealers.

Back then the Maryland/Delaware IADA had a very weak leadership structure. The organization overall was not very viable and participation was really low. I was elected president by the existing Board of Directors and when I realized we weren’t able to accomplish much with the structure that we had, I spoke with the leadership from the Pennsylvania IADA. They were a much stronger organization with much better participation from dealers in their state and I knew that we needed a structure more like theirs. Ultimately the PIADA agreed to merge with MD/DE to form the Mid-Atlantic Regional IADA.

Q. What steps have you taken to be compliant in all aspects of your business?

A. The legal and regulatory environment is constantly changing, so having outside legal consultation is critical, even competent businesses with the best intentions can be caught off guard if they aren’t constantly updating their practices.

The way we handle this is to have an F&I trainer from a legal firm periodically re-train all our employees on any laws or regulations that have changed. We do this every few months or as needed when new policies go into effect.

Q. Do you have any experience in a Dealer Twenty Group?

A. I saw an ad in the Used Car News for the Leedom Twenty Group program and joined in 2004. I found it very beneficial to business growth, a great brainstorming and idea-sharing resource that really helps to keep you in the problem-solving mindset. My participation lapsed after 2009 because my focus shifted to family. When I was not active as a Twenty Group member I did see some stagnation in the progress my business was making, which was a strong indicator to me that it was worth getting involved in the group again. I began to participate again in early 2014, and it has been very helpful.

Q. What are the challenges and opportunities facing today’s independent automotive retailer from your perspective?

A. Recalls have been a significant challenge. There have been more recalls in recent years than ever before. There are also some proposed changes to laws concerning how recalls are handled that could make selling cars with open recalls much more difficult.

Also, the Consumer Financial Protection Bureau (CFPB) has created regulations that are intended to protect car buyers, but in practice sometimes the regulations they impose on dealers are unrealistic or impractical and ultimately don’t benefit anyone.

On the other hand, market growth and development in rural areas has been strong, and we are established in an area that was once rural, but is growing quickly. Thanks to developing industry in southern Maryland the average income has increased, and across the country there is a large millennial population entering the workforce looking for affordable cars.

Another opportunity is that in recent years, more people are leasing new vehicles, and that makes it easier for us to secure quality late-model, lower-mileage vehicles re-entering the market. This improves the quality of the cars that we are able to offer.

Tom Hodges and his father Jim Hodges
Tom Hodges and his father Jim Hodges at NIADA Quality Dealer Awards.

Q. How would you convince a non-member to join their local IADA?

A. Our IADA is a unified force for lobbying and legal advocacy purposes, and as I mentioned legal restrictions are a constant challenge. The IADA is the voice of the dealer to legislators and regulatory agencies. In Maryland in particular the MVA often consults with the local IADA members before implementing new policies, so involvement helps dealers actually have a say in local regulations.

The IADA conventions and training also help keep dealers up-to-date on industry changes to help them maintain compliance, educate employees, and grow their business.

And of course the IADA offers substantial savings through affiliate vendors.

Q. How are you using the latest technology to market and manage your business operations?

A. We have integrated our sales and service customer databases and that has become a very important marketing tool. We use DealerSocket CRM, which integrates with Adam, our DMS, for targeted marketing for both sales and service.

This integration saves processing time and minimizes errors. All our data can be entered and accessed remotely with iPads and smart phones.

The tricky thing about technology is staying up-to-date without needlessly overhauling your system every few months.

We try to strike a good balance and be strategic with our upgrades, so we don’t spend too much on new tech every week, but we are still as advanced as possible.

Q. What three goals would you like to see for the NIADA association locally and nationally?

A. We should look to increase membership and involvement both in our region and nationally to keep everyone on top of their game. We should also strengthen our position as advocates for dealers with lawmakers. This will help ensure that any new laws are sensible and not needlessly restrictive. We also need to increase participation in the NIADA 20 Groups to get dealers directly participating in idea sessions, networking, and thinking critically with other dealers. When dealers are able to work together on a large scale it strengthens and legitimizes the entire industry.

New Members

Welcome and THANK YOU to the Following New Members of PIADA:

1. Trades Cars & Trucks – New Cumberland, PA
2. Wasson Auto Sales, LLC – Williamsport, PA
3. Northeast Auto Land – Philadelphia, PA
4. SJ’s Contemporary & Classic Automobiles – Farrell, PA
5. Eisenhart Diesel LLC – New Oxford, PA
6. Todd Czerwinski – Erie, PA
7. 62 Motors – Mercer, PA
8. Jay Bell’s Auto Corral – Jeanette, PA
9. D & G Auto Sales and Service – Philadelphia, PA
10. The Car Lot Online, LLC – Scranton, PA
11. Edward Colosimo Auto Sales & Service – Evans City, PA
12. Nifty Auto Sales & Service – Erie, PA
13. Castle Car Co. – New Castle, PA
14. Don’s Auto Sales & Service – Pottsville, PA
15. Auto World Sales and Service, LLC – Whitehall, PA
16. Quick Stop Auto Sales, LLC – Philadelphia, PA
17. Dave’s Auto Sales of Conneautville LLC – Conneautville, PA
18. U.S. Auto Trader Corp. – West Conshohocken, PA
19. A & J Auto Sales – Titusville, PA
20. Pittsburgh Auto Depot, Inc. – West Mifflin, PA
21. Butler Valley Sales – Drums, PA
22. Diamond Auto Sales – Mt. Pleasant, PA
23. Outback 4X4 – Ephrata, PA
24. Hundley’s Auto Sales – Monroeville, PA
25. Larry Spinelli – Middletown, PA
26. East American Motorsports – Punxsutawney, PA
27. Bucks County Vehicle Dealership Sales – Bensalem, PA
28. Hertz Car Sales – Baltimore, MD
29. Contemporary & Classic Automobiles, LLC – Farrell, PA
30. Melvin Motors – Bowie, MD
31. APEX Auto Group, LLC – Hazel Township. PA
32. Auto Outlet of PA – Bensalem, PA
33. Three Brothers – Baltimore, MD