DEALER NEWS
GOV. SHAPIRO'S BUDGET PROPOSAL HIGHLIGHTS
The budget focuses on innovation, agriculture, and improving mass transit
TOP 10 TIPS FOR PENNDOT TITLE PROCESSING
Cracking down on title and registration compliance. Non-compliance could lead to delays in your work, fines, or suspensions.
Calling on all DEALERS to advocate for the bill, REPAIR Act (H.R. 1566), by reaching out to their Congress representatives to support consumer choice, affordability, and safety in vehicle repairs
Dealers
DEALERS ASSOCIATION PENNSYLVANIA • MARYLAND • DELAWARE 1501 North Front St., Harrisburg, PA 17102 (717) 238-9002 | midatlanticiada.org (717) 238-9002 | midatlanticiada.org
EXECUTIVE BOARD
Bert Straub, President 1st Choice Auto LLC, Fairview, PA bertcstraub@gmail.com
Dan Limongelli, President-Elect
Jo Dan Motors, Plains, PA jodanmotors@gmail.com
Danielle Royer, Treasurer Royer’s 322 Motors, DuBois, PA royers322motors@gmail.com
Michael Mansour, Secretary Car Connection, New Castle, PA mike@carconnection1.com
Noah Melamed, Chairman
Ticket to Ride Auto, Lancaster, PA nmelamed@yourttr.com
BOARD MEMBERS
Clint Weaver
America's Auto Auction, Harrisburg, PA clint.weaver@americasautoauction.com
Lisa Cohowicz
North East Pennsylvania Auto Auction, Scranton, PA lisac@nepautoauction.com
Beth Melamed Ticket to Ride Auto, Lancaster, PA bmelamed@yourttr.com
Gregg Pachik
Manheim Philadelphia, Hatfield, PA gregg.pachik@manheim.com
Kerri Rotunda
America’s Auto Auction Erie, Corry, PA kerrir@corryade.com
Tom Campbell
Reliable Car Connection, Allentown, PA tcampbell@reliablecarconnection.com
Gunnar Horst
Advantage Auto Sales & Credit, Quakertown, PA gunnarh@wefinanceyou123.com
Jashan Singh-Singh Automotive Sales LLC, Millersville, PA jashanf1@gmail.com
Melissa Rowan
Red White and Blue Autos, Inc., Ashland, PA melissa@rwbautos.com
Tom Brandis, Executive Director tom@midatlanticiada.org | (215) 805-2034
Kathy Sabaski, Deputy Executive Director kathy@midatlanticiada.org | (267) 733-5402
Copyright 2025
FEATURES
How WE Handled Sales in BHPH
Uncover the secrets to automotive sales success in this insider's guide. Explore effective strategies that propelled performance across multiple states, including unique commission structures, thorough application processing, and the power of personal referrals. Learn how to motivate sales teams, maximize customer interactions, and consistently achieve sales goals while maintaining integrity in every deal.
Future of GPS Automation
GPS automation is getting a cool upgrade with new connections to DMS companies and payment processing, making things a lot smoother. This means tracking and managing vehicles will be easier and more efficient for everyone involved!
VENDOR SPOTLIGHT: Lehigh Valley Auto Auction
Scott Dundore, a veteran in the automotive industry, leads Deal Zone at LVAA, which provides digital remarketing solutions for dealers. LVAA stands out with advanced technology, a wide range of vehicles, and a commitment to transparency, helping dealers enhance competitiveness and manage inventory effectively.
Gov. Shapiro's Budget Proposal Highlights
On March 6, 2025, the Pennsylvania lawmakers looked over Governor Shapiro’s $51.5 billion budget proposal, which includes new taxes and funds from reserves. The budget focuses on innovation, agriculture, and improving mass transit.
Top 10 Title Tips
PennDOT is cracking down on title and registration compliance, emphasizing the need for fully completed DMV forms. Key requirements include matching info with the customer’s ID, using permanent ink for changes, and clear documentation to prevent processing delays.
WAIT...THERE'S
MORE!
2|MidAtlantic Staff Listing
2|President’s Message
3|Executive Director’s Message
10| Annual Sponsors
19|Membership Focus by Cyndi - PA License Renewals
23|Dealer Setup Fees
24|Preferred Auctions VIEW THIS MAGAZINE ONLINE
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Page 8
Page 11
Page 4
MIDATLANTIC STAFF
TOMMY BRANDIS
Executive Director (215) 805-2034 tom@midatlanticiada.org
KATHY SABASKI
Deputy Executive Director (717) 238-9002 kathy@midatlanticiada.org
STEVE SMITH
Operations Manager (717) 238-9002 steve@midatlanticiada.org
CYNTHIA SLEMONS
Membership Specialist (717) 238-9002 cynthia@midatlanticiada.org
NICOLE AUTRY
Dealer Set-Up Unit (717) 317-1966 nicole@midatlanticiada.org
BRENDA BAUGHER
Lead Title Clerk (717) 238-9002 brenda@midatlanticiada.org
PRESIDENT'S MESSAGE
Exciting Announcement from Bert Straub, President of the MidAtlantic IADA Open Dealer Meeting & Event at Manheim Pittsburgh – May 6-7
Dear Pennsylvania and Ohio Auto Dealers,
I’m Bert Straub, President of the MidAtlantic IADA, and I am pleased to invite you to our upcoming open dealer meeting and industry event at Manheim, Pittsburgh, on May 6-7. This event provides a valuable opportunity to explore the benefits of IADA membership, gain insights into auto industry trends, and connect with key professionals who can help your dealership succeed.
Special Guests & Attendees:
•Representative from ALH Law Group
Although Allison Harrison cannot join us in person, she is sending a trusted representative to provide expert legal guidance on compliance, regulatory matters, and industry challenges impacting auto dealers.
•Buckeye Dealership Consulting
We are excited to welcome Buckeye Dealership Consulting, which has helped hundreds of dealers and reinsurance companies nationwide. Their expertise in F&I reinsurance for Buy Here Pay Here (BHPH), retail, and independent finance companies has enabled dealerships to manage risk better, improve cash flow, and enhance profitability.
•We at the MidAtlantic IADA are also collaborating with Wendy Reinhardt, Executive Director of Ohio IADA, to introduce promotions that will benefit both IADAs on the West Coast of Pennsylvania.
Event Details:
•May 6 - Open Board Meeting & Basic PennDOT Agent & Title Training
•Open Board Meeting – All PA & Ohio dealers are welcome to attend and participate in discussions on IADA initiatives, industry challenges, and membership benefits.
•Basic PennDOT Agent & Title Training - A 6-hour course fulfilling the contractual requirements for Agent Services (PennDOT Full Agent or Card Agent), featuring:
•A 300+ page spiral-bound training manual for reference
•A course completion certificate for dealership compliance auditing
•May 7 - Dealer Event in Lanes with Vendor Tables & Networking
•Vendor tables & networking opportunities with key industry partners
•Open board meeting – All PA & Ohio dealers are welcome to attend and participate in discussions on IADA initiatives and industry developments\
Why Attend?
•Maximize Your IADA Membership Benefits – Learn how to leverage exclusive resources, advocacy efforts, compliance assistance, and educational programs tailored for independent dealers.
How may we help you?
Learn more about your Association staff members serving you! Our friendly and knowledgeable staff is always here to help members. Call or email us today!
ADVERVTISE WITHIN
To advertise in the MidAtlantic Dealer News magazine, please send a request via email to tom@midatlanticiada.org
•Stay ahead of Auto Industry Trends. Gain insights into market shifts, regulatory updates, and strategies for dealership growth in an evolving automotive landscape.
•Expand Your Network – Connect with industry experts, fellow dealers, and key vendors who can provide solutions to enhance your business operations.
•More details to come soon! Stay tuned for a full agenda, additional speakers, and a list of participating vendors.
•This is an open meeting, and we welcome all Pennsylvania and Ohio dealers to attend—whether you are a current member or want to learn how IADA membership can help your dealership thrive in today’s competitive market.
Have questions? Feel free to contact us. We look forward to seeing you there and making this an outstanding event for our dealer community!
Sincerely,
Robert “Bert” Straub President, MidAtlantic IADA
Message from the Executive Director
Hello Dealers,
You have heard me talk about strength in numbers and why your membership matters before. Well, here’s an issue we all need to get behind. Basically, (REPAIR) Act (H.R. 1566) will put the independent dealer’s service department on the same level as the franchise dealers.
ALH Law has provided this summary:
The REPAIR Act was first introduced in Congress in February 2023. The Act requires motor vehicle manufacturers to a vehicle’s owner direct and real-time vehicle data used to diagnosis, repair, and service a vehicle. If passed, this would allow non-franchise dealerships and repair facilities to work on new(er) vehicles which previously were blocked by proprietary tools and diagnostic equipment. This bill has previously been a talking point when NIADA organizes our lobbying day in DC. However, it did not pass in the 2023-2024 legislative session.
This bill has been re-introduced on February 25, 2025. To get it passed, MidAtlantic IADA needs your help!
We are asking members to personally reach out to their Congressperson and Representatives and urge the passage of H.B. 1566. If you do not know who your members of Congress are, you can find
them here: https://www.congress.gov/members/findyour-member
Here are the following talking points for you to send to your members of Congress:
As an independent auto dealer, I urge you to cosponsor the bipartisan Right to Equitable and Professional Auto Industry Repair (REPAIR) Act (H.R. 1566) recently introduced by U.S. Representative Neal Dunn (R-FL). This critical legislation protects consumer choice, promotes competition, and keeps vehicle repair costs affordable. We support automobile dealers, repair facilities, and aftermarket parts manufacturers having access to information that would allow them to repair their own vehicles.
Auto manufacturers are increasingly restricting access to essential vehicle data and parts integration information. This threatens the ability of independent repair shops, many of which are small, familyowned businesses—to service modern vehicles. Without action, consumers will face higher repair costs, fewer service options, and longer wait times. Worse, restricted access to crucial repair data could result in incomplete or unsafe vehicle repairs.
The REPAIR Act levels the playing field by ensuring independent repair shops and parts suppliers have the data and tools
needed to develop and install safe, highquality, and cost-effective replacement parts. It prevents automakers from monopolizing repairs and empowers local businesses to continue providing reliable service to their communities.
Our state’s independent dealers and repair shops are vital to our state's economy, offering trusted, affordable repair options to countless consumers. Please stand with us by cosponsoring H.R. 1566 to safeguard consumer choice, affordability, and safety in vehicle repair.
Thank you for your support.
If you have any questions, concerns or ideas, I can be reached tom@midatlanticiada.org or my direct number, which is always on, 215805-2034.
Until next month,
TOM BRANDIS Executive Director
Tommy
How WE Handled Sales in BHPH Gene Daughtry Auto Master Systems
Over the last three decades I have had probably 50-60 salespeople, multiple managers and trained dozens more. In different cities and states we were able to be consistent with the metrics using a process that had been boiled down through multiple managers and collection teams. What we found was having the sales team sell, the desk control approvals and collections verify then collect, we were able to push out the numbers we projected at each location.
How did we do this and have success? First, the sales team were paid commission. They did receive $8 an hour (hours or commission, not both) at first then we moved that to $10 per hour after the “turn of the century”. If a salesperson is comfortable at $10 per hour, we didn’t need them. We also paid them 10% of all the down money they got from a customer. Not just upfront cash but also deferred downs they could negotiate and any net from trade ins. Another part of the pay was 2 or 3% of the upfront gross. No, the salespeople could not negotiate price on the deals, but they would handle sales that the desk would approve with little or no down payments, so they could still make some money.
We monitored all applications that were taken and compared that to the traffic we counted. The salespeople were told how many applications they needed each month to meet their goals (and ours) for sales. If we approved 35% of the applications and a person wanted 20 sales, they needed at least 60 applications. If the salespeople averaged 60-70% of the ups they made contact with getting to the application, then they needed to shake hands with about 100-120 people. For a deal to get done the salespeople knew they needed a completed application and the stipulations we required. If the customer could not provide the basic stipulations, then the salespeople knew what was acceptable for backup documentation. Conversely, the salespeople knew what absolutely wouldn’t work. I want the salespeople to say “yes” to any option the customer offered until the desk could find a way to make an approval if possible. We explained to the salespeople, if we aren’t
ready to sign them, don’t be talking specific down payment, don’t give any payments or terms and do not make promises you cannot keep. Tell everyone to come in, do not qualify before they are here, we work miracles and are here to sell cars.
The desk or Sales Managers were responsible for putting good deals on the books. I always paid them good money for the market. Each store had two or three managers for coverage when busy and days off. Their job ranged from making sure we always had enough cars out front to sell and the sales team knew what vehicles they could sell. The managers would field all the applications from the salespeople and guide the deals from that point. I wanted the salespeople to expect every deal could get done and work the managers. I wanted the managers to understand that as well but not let bad deals or hinky deals get through. Bad being a deal with wrong stips, false information, too much payment or documents we would not accept, or not really living around the area.
The deals were audited for missing items (there was a checklist) and not following the guidelines. The managers would review the deferred downs from the salespeople to make sure the payments made sense with the cash flow and other payments of the loan. Again, like the salespeople, there were procedures and policies that needed to be followed. No deal rolled without verification,
had the income we needed and the correct paperwork. If very many deals got through the process and were wrong or there were too many defaults early we knew it was the person approving. All deals were closed by the managers so they could ask questions while closing and later be able to have that discussion before a default “you told me you could do this”.
Our salespeople knew they were responsible for bringing in their own business (managers as well). The dealership had marketing and a good website that brought us applications online and walk up traffic. We had a nice facility and inventory out front that also brought us traffic. We had a good referral program and we told the sales team to go out and sell our referral program to other car salespeople, good customers and anyone
they knew that had contact with the public. This was a big part of our sales. We would get referrals from the car lots around us every day. New car stores, independent used and even other BHPH (ones that required big down payments, their salespeople would send us customers that didn’t have the cash).
30% of our sales came from the personal Facebook pages of the salespeople and
other employees. Everyone posted a car for sale every week with no reference to the dealership. The salespeople would get those leads or have the customers walk in. If the salesperson was doing his job right the other employees knew who they wanted to handle their customers (family, friends and acquaintances).
Combine all the above with some small radio contracts. We would use the little local owned stations only and that helped with all the other marketing. We also worked all small balance accounts and the salespeople had to keep a follow up list for existing customers and applications that were needing to be followed, you know buy or die. No, we didn’t have a CRM. We always had at least one salesperson making $100K a year at each store and others that wouldn’t last long. We would not pay more than two “hours only” checks to salespeople. Obviously with the success of the other salespeople we knew the one failing wasn’t right for the job. Our salespeople never collected on accounts
(unless it was a friend or family of theirs). They did move cars on the lot, test drive for quality control as cars were reconditioned and occasionally some of the salespeople that wanted to learn would help manage when needed. I wanted the salespeople out getting bird dogs, taking incoming calls, calling previous applications, and leads. COVID definitely has changed these practices but those people that thrived in
that commissioned role are still out there. Pay a guarantee for 30 days then maintain that guarantee for another 30 but show the salesperson the commission as well (give them the option to receive the commission pay) let them know the following 30 days will be on the commission pay plan. They either sink or swim!!
The Future of GPS Automation: Integrations with DMS Companies and Payment Processing
The world of GPS automation is rapidly evolving, and one of the most significant trends in this space is the integration of GPS technology with Dealer Management System (DMS) companies and payment processing providers. In this article, we'll explore the benefits of these integrations and how they're revolutionizing the way businesses operate.
What is GPS Automation?
GPS automation refers to the use of GPS technology to automate various business processes, such as tracking vehicles, Inventory management, account collection, reporting & analytics and more.
GPS Automation typically involves the installation of a GPS device in a vehicle, which transmits location and other data to a central server. This data can be used to provide the dealership with accurate and timely data to make informed decisions about their operation.
Integrations with DMS Companies
DMS companies provide software solutions that help businesses manage their operations, including sales, inventory, and customer relationships. By integrating GPS automation with DMS companies, businesses can gain a more comprehensive view of their operations and make data-driven decisions.
Some of the benefits of integrating GPS automation with DMS companies include:
Improved inventory management: GPS automation can help businesses track their vehicles and equipment in real-time, making it easier to manage inventory and reduce losses.
Enhanced customer service: With GPS automation, businesses can provide customers with accurate updates on the status of their vehicles, improving customer satisfaction and loyalty.
Enhance collection team efficiency, by automating Payment Reminder & Starter Disable and Enable commands according to business rules and the account status.
By integrating GPS and DMS, businesses can ensure that they are compliant with regulations by setting business rules and ensure they treat all customers the same way.
Integrations with Payment Processing Providers
Payment processing providers enable businesses to accept payments from customers securely and efficiently. By integrating GPS automation with payment processing providers, businesses can streamline their payment processes and reduce administrative burdens.
reduce delinquencies and defaults, and enhance customer satisfaction. They can also simplify vehicle recovery processes, build trust with transparency, and integrate their GPS systems with other software platforms to automate many processes and support their customers 24/7/365. As the GPS automation industry continues to evolve, we can expect to see even more innovative applications of this technology. Whether you're a business owner
Some of the benefits of integrating GPS automation with payment processing providers include:
Automated payment processing: GPS automation can trigger automated payment processing, eliminating the need for manual intervention and reducing the risk of errors and enhancing compliance (as integrations are “working” 24/7).
Improved cash flow: With automated payment processing, businesses can receive payments faster, improving their cash flow and reducing the need for financing.
Enhanced security: Payment processing providers offer robust security measures to protect sensitive customer information, reducing the risk of data breaches and fraud.
Conclusion
The integration of GPS automation with DMS companies and payment processing providers is revolutionizing the way businesses operate. By leveraging these integrations, BHPH dealerships can improve their efficiency,
or a developer, it's essential to stay ahead of the curve and explore the possibilities of GPS automation integrations.
Ituran is fully integrated with most leading DMS companies and Payment Processors and is executing thousands of automated commands daily.
Dikla Miller Sales & Marketing – Ituran USA dmiller@ituranusa.com
MidAtlantic IADA Member Benefit
Whois NIADA?
NIADA is proud to be affiliated with more than 30 state Independent Automobile Dealer Associations. When you join MidAtlantic IADA you also become a member of NIADA. The state affiliates are the primary line of defense tirelessly advocating for our industry. They keep a watchful eye on and actively participate in all branches of state governance. MidAtlantic IADA is a great resource for compliance, training and education. If you have a regulatory or compliance question, chances are your state association knows the answer.
Join MidAtlantic IADA and become a member of NIADA today. Help us advocate for and protect the independent dealer and start experiencing the value of membership.
Resources
Advocacy
NIADA is the only voice representing the used vehicle industry on the national level, meeting with federal agencies and legislators on issues impacting independent automobile dealers. NIADA holds an annual Policy Conference in Washington D.C., bringing dealers and partners together with lawmakers to discuss issues impacting the industry during the Day on the Hill. NIADA keeps members informed on legislative and regulatory issues so they can get involved at the grassroots level and impact outcomes for the industry. We strongly encourage you to get involved today.
NIADA is the only national association representing the interests of independent automobile dealers since 1946. As YOUR VOICE in Washington D.C., and beyond, NIADA monitors legislative issues, works with federal agencies and advocates for our members at all levels of government.
Why should Ijoin NIADA?
You will join more than 13,000 of the best used car dealers in the country committed to protecting the interests of the industry. Stay abreast of what is happening in the industry in our publications, gain access to exclusive benefits and discounts from national brands, and realize significant savings on training and education designed to help you succeed.
Member Benefits andDiscounts
Advantage Auto, AutoZone, HP, MasterCard, Office Depot and UPS, are just a few of the brand names offering member discounts. Our programs are designed to help you save money on the products you need to run your dealership.
Education andEvents
The annual NIADA Convention is the marquee event for everyone in the used car industry, but our events and education go far beyond this one event. Boot camps, forums, one-day workshops, 20 Groups, Certified Master Dealer training and webinars are offered throughout the year to provide you the education to succeed. NIADA members receive substantial discounts to attend education and events.
Our MidAtlantic locations celebrate 80 years of Manheim
This year, we’re celebrating 80 incredible years of our successful partnership. Thank you, MidAtlantic dealers, for making our journey together so amazing. millions more line up outside our doors, our mission has always been yours. With you driving us forward, we’re already geared up for the next 80 years.
Take a trip down memory lane and see what’s next at manheim.com/80years.
Lehigh Valley Auto Auction
An interiew with Scott Dundore, Deal Zone, a subsidiary of LVAA
Peter
Salinas, Sarasota Outdoor
VENDOR SPOTLIGHT
Scott Dundore, a 35+ year automotive industry veteran, leads Deal Zone, a subsidiary of Lehigh Valley Auto Auction (LVAA) in Whitehall, PA — offering clients remarketing solutions on digital wholesale platforms like OVE, Smart Auction, and Pipeline.
Q. Scott, welcome! Could you provide a brief history of LVAA?
A. Lehigh Valley Auto Auction is an independently owned and operated business with over 30 years of operational experience. We have navigated numerous changes and challenges in the wholesale auction marketplace, and as a result, we are now better able to serve our dealer community. We have recently expanded our operations beyond traditional in-lane sales by developing a strong presence on various digital wholesale platforms. This strategic evolution led to the creation of Deal Zone, our dedicated “Dealer Digital Solutions” department.
Q.Tell us about how this adds value for your clients.
A. Our proprietary solution integrates with platforms like OVE, Smart Auction,
and Pipeline to maximize exposure and streamline sales for dealers. In addition, Deal Zone corrects and enhances both Carfax and Auto Check reports through a service we call Condition Now. It’s been a welcome tool for our clients. Through our marketing partners, we create dynamic dealer websites, provide social media content, and run email and direct marketing campaigns. We take a customer-centric approach to getting our clients noticed, making them more competitive, and improving profitability.
Q. What distinguishes Lehigh Valley Auto Auction from other regional auto auctions?
A. Our state-of-the-art simulcast technology lets remote buyers bid in real-time alongside in-lane participants—a game-changer for accessibility. Our senior management team has over a century of combined experience and many strong, trusted relationships within the dealer community. We are committed to ensuring every buyer and seller feels like a valued member of our extended family.
Q. What types of vehicles and volumes go through your auction lanes, and who are your primary buyers and sellers?
A. Our auction lanes feature a diverse range of vehicles, including automobiles, trucks, SUVs, campers, and motorcycles. We consistently run 300 units during our weekly-only sale on Wednesday evenings. Dealers who depend on wholesale auctions are our primary clientele, and our online sales have expanded our reach far beyond our geographical location.
We also host a weekly Public Auto Auction on Saturday mornings and consistently run 150 vehicles. Dealers should consider attending these events to check the market’s temperature and perhaps pick up some great deals. We attract both new and repeat buyers from surrounding states.
Q. What services or technology do you offer to help dealers be more efficient?
A. One of our key strengths is our team of CR writers, who conduct comprehensive inspections and provide clear, transparent disclosures for each vehicle. Additionally, we offer extensive imaging services, typically capturing around 42 high-quality images per unit, equipping dealers with detailed, accurate information to support their purchasing decisions. Our Condition Now service allows dealers to “listen” to the engine.
Q. How does your auction support new and used auto retailers in managing their inventory? As a valued member of Pennsylvania IADA, what initiatives would you like to see from the association?
Scott Dundore, left, and Cole Harwick, a Lehigh Valley Auto Auction recon technician, inspect a vehicle prior
Dealer-Only Sale.
A. At LVAA, we prioritize keeping our dealers informed about current market trends. Recognizing that aged inventory can pose significant challenges, we tailor our approach to each dealer’s unique operations. Our Aged Inventory Accelerator program helps dealers move aged units by marketing to the right digital buyers. We facilitate both in-lane sales and digital listings by coordinating with our CR writing team, ensuring that inventory is optimally presented across multiple platforms.
We support Pennsylvania IADA’s dealer and its ongoing efforts to promote ethical practices and consumer transparency. Your efforts and those of NIADA are critical to building consumer trust and achieving collective success in our industry.
Q. What measures have you implemented to ensure your clients a seamless and secure auction experience?
A. We strongly emphasize accuracy and transparency in representing each vehicle. Whether selling in-lane or via digital channels, we aim to instill confidence in our buyers by providing all the necessary details to make informed decisions. Dealers can experience this firsthand at our Wednesday night sales or explore our digital listings at lehighvalleyautoauction.com
Q. What trends are you currently observing in the used car market in Pennsylvania?
A. At times, we have observed a tightening of inventory in the market. We have noted an increased interest in higher-priced vehicles within our digital division, Deal Zone. Our dealer inventory multi-platform marketing strategy has significantly influenced our sustained success.
Q. How has the supply and demand for used vehicles shifted this year, and what are your projections?
A. In our area, we have observed an upward trend in purchasing activity, with a noticeable increase in both returning and new buyers. Our digital initiatives continue to attract new dealer accounts, favoring our services over competitors. Based on these trends, we are confident that growth will continue throughout 2025.
Q. What challenges are dealers currently facing in today’s market?
A. Dealers often encounter competitive pricing challenges while ensuring a fair profit margin. In our digital auctions, we have facilitated numerous transactions that have sold above the MMR. Our team works diligently to source consignments that enable us to optimize pricing strategies and expedite sales.
Q. What are your expectations for the used car industry nationally, and is anything new on the horizon for LVAA?
A. While we anticipate overall growth in the used car industry nationally, we acknowledge that certain market segments may experience fluctuations. To adapt
to these changes, we are strategically expanding our footprint both locally— through our in-lane sales—and nationally via our digital channels. We’re laser-focused on fostering growth in all areas of the market.
Peter A. Salinas is a career journalist and editor. As an Automotive Retail Communications Expert, he is steeped in cutting-edge communications technology for automotive retailers.
Harrisburg Legislative Update: Highlights of Gov. Shapiro's Budget Proposal
ERIK A. ROSS, MILLIRON GOODMAN
LEGISLATIVE
On March 6, 2025, the Pennsylvania House and Senate Appropriations Committees completed their review of Governor Josh Shapiro’s Fiscal Year 25-26 state budget, which he presented to the General Assembly on February 4, 2025. The Pennsylvania General Assembly has a Constitutional deadline of June 30th every year to adopt a balanced budget; therefore, the budget will take center stage over the next few months.
The Governor's $51.5 billion budget proposal is $3.9 billion more than the approved FY 202425 budget. In addition, under this budget proposal, the state would be required to use the last of its surplus and take about $1.6 billion out of its Rainy-Day Fund as well as enact two new taxes to pay for the proposed budget. The Governor said the legalization of marijuana for recreational use by adults is projected to bring in $536.5 million in revenue in the first fiscal year and a tax levied against 30,000 skill games and VGTs would bring $368.9 million into the state’s general fund during its first year with another $40 million deposited directly into the lottery fund.
Highlights of the Governor’s Budget Proposal
• Creates the new $50 million PA Innovation program including a one-time $30 million to spur life sciences job growth and innovation through coordination among research universities to assist businesses in bringing cutting edge technology to market and $20 million in annual funding to support large-scale innovation, match federal awards to mitigate risks for start-ups, and leverage Pennsylvania's research and development assets.
• Invests an additional $13 million in agriculture innovation, to help support and attract new agricultural businesses.
• Creates and launches the Pennsylvania Regional Economic Competitiveness Challenge – invests $3.5 million to provide different regions with resources they need to plan and implement local economic development strategies.
• Converts the Local Resource Manufacturing Tax Credit Program to a Reliable Energy Investment Tax Credit – Up to $100 million per year per facility for 3 years to help bring new, reliable energy sources onto the grid.
• Semiconductor Manufacturing, Biomedical Manufacturing and Research Tax Credit Program– reduce investment requirement and lower the permanent jobs requirements.
• Regional Hydrogen Clean Hydrogen Tax Credit Program – Allow up to seven regionally dispersed qualified taxpayers to claim up to $7 million per year and lowers thresholds to qualify.
• Create the new AdvancePA tax credit – A $10 million flexible tax credit to secure important deals and incentivize high-paying jobs creation.
• Increases the transfer of all Sales and Use Tax receipts to the Public Transportation Fund by 1.75 percent to provide an additional $292.5 million into mass transit in 20252026 and growing to more than $330 million in 2029-2030.
• Reduces reliance on the Motor License Fund to supplement the Pennsylvania State Police by $50 million a year until it is completely removed in 2029-2030.
With respect to transportation issues, the immediate priorities of the House and Senate Transportation Committees include:
1. A joint House and Senate public hearing on the ignition interlock application process.
2. House intends to address mass transit funding in April.
3. House intends to revisit the Design/Build legislation for road and bridge projects in April.
4. House and Senate may revisit the red-light camera laws – expanding them.
5. Address insurance lapse notices/suspended vehicle registrations.
6. Titling reform.
Finally, conversations continue between the House and Senate Transportation Committee Chairs and the Pennsylvania Department of Transportation (PennDOT) regarding how to revise our laws dealing with lienholder notification, salvage vehicles, and abandoned vehicles in general.
Please be assured that we will continue to monitor and advocate issues impacting independent vehicle dealers in Pennsylvania and keep you apprised of any activity.
Legislative Update, Not Just for Maryland Dealers
KATHY SABASKI, MIDATLANTIC
IADA
Positive outlook on maintaining the Excise Tax Exemption for Tradein Vehicles in Maryland and a cautionary tale for all MidAtlantic IADA members.
Until the specific language was removed late on Friday, March 21st, the Maryland Budget Reconciliation and Financing Act of 2025 (MD HB 352/SB 321) threatened our very way of life… and almost no one knew about it.
In late February our Maryland Lobbyist, John Fiastro, Jr, and Deputy Executive Director, Kathy Sabaski, offered testimony at the Maryland House and Senate explaining the larger impact this one little line could have on auctions and dealers in all surrounding states.
Buried under the “Transportation Revenues” section on page 7 of 69 was a little-noticed line:
“Trade-in Allowance: Disallows, beginning June 1, 2025, the trade-in allowance under the vehicle excise tax if the purchase price of the vehicle exceeds $15,000.”
In 2024, the average sale price of pre-owned vehicles in Maryland was $15,715, according to the MD DOT Open Data Portal (updated 2/11/2025). If this crucial fact had not been caught by our Maryland lobbyist, John Fiastro, Jr., consumers would have lost their incentive to trade in vehicles. No biggie, right? Wrong.
Very, very WRONG.
If consumers decide to skip trading in their vehicles (since there’s no tax credit involved), questions arise:
1.How many of the more than 100,000 vehicles that pass through just one auction each year would still be available?
2.How many MidAtlantic IADA dealers would miss the chance to bid on those clean, Maryland vehicles?
3.How many of those vehicles would not end up on your lots?
4.How would this impact inventory and sales at one of our favorite auctions, like Bel Air?
This emphasizes the importance for dealers to stay informed about local, state, and federal laws. Your local MidAtlantic IADA is your best resource.
The strength of our advocacy relies on the strength of our membership… that’s YOU! We need you to spread the word so that we can do the same. The more members we have, the more legislators take us seriously –and the more we are able to effect positive change on YOUR behalf in Delaware, Maryland and Pennsylvania.
*Through July 1st, 2025, any member referring five (5) new members to the Association will have their next year’s membership fee WAIVED!*
Stop by our table at Bel Air Auto Auction’s 78th Anniversary Sale on Thursday, April 10th. We’ll be happy to share more about MidAtlantic IADA membership, our experience with the Maryland House and Senate, and the other laws and policies that can affect you in very real ways.
JOIN MidAtlantic IADA
Hi Everyone,
I spoke to my lovely co-worker Nicole, and she gave me something that I would like to talk to you about. Some of you, I’m sure, must have had the pleasure of working with Nicole before. She is an expert at her job, and I’ve been working with her for nine years now. She was here even before that! Renewal of your PA Dealer and sales licenses are coming up for renewal. This year, ALL licenses expire on 5/31/25.
Dealership and sales licenses expire every odd-numbered year. You must renew your license before its expiration date or your ability to legally operate your dealership will be terminated. For assistance submitting your renewals on time please reach out to us starting in the month of April 2025 at 717-238-9002 and we will be glad to help you!
ALL Licenses Expire 5/31/2025!!!!!
Also, it brings to mind that you need to keep your MidAtlantic IADA membership up to date because that allows us to help you without any delay. We are a membership-based association and are always happy to help our members. If you know anyone who needs help with their licenses or anything else that we can help them with, please have them contact me for membership, and I will be glad to get them started with us and tell them all we have to offer them. 717-238-9002 Option 1 or cyndi@midatlanticiada.org.
Until next time,
Cyndi
Cynthia Slemons Membership Specialist MidAtlantic
IADA
It is no secret that PennDOT Auditors and Inspectors are out and about. Auctions, dealerships and tag agencies throughout the state are on the receiving end of this crackdown on both items covered in Title 75 as law, and policy or procedures published both in “Driver and Vehicle Services Updates” and “Fact Sheets”.
These are the TOP 10 items we see regularly in our PIADA Special Services Title Department. Make sure that submitted documents are fully complete and the supporting documents are presented in the manner PennDOT suggests as “best practices”. Not only will following these keep you clear of problems down the road, but will help in expediting your retail title work.
1.Any and all DMV forms (including titles) need ALL applicable sections completed in full.
•Yes, this means checking those annoying little no 2nd lien check box on the MV-1 and MV-4 (PA Title), fuel type, vehicle type and condition.
•This also includes Driver’s License numbers, DIN#s and Dates of Birth where indicated.
•Please use BLACK or BLUE ink only.
•Single line corrections are the only acceptable means. Any questions on how, please call!
2.The following are NEVER accepted on ANY DMV forms or documents:
•Overwriting
•Scribbling Over
•Correction fluid or tape
•Erasable Ink
•Pencil or Marker
•Correction of mileage
•Correction of Notarization or Witness sections
3.ALL information on DMV forms (including titles) MUST exactly match the retail customer’s PA Driver’s License or Identification.
•If the customer has recently moved, an Address Update Card must be submitted with the valid Driver’s License or Identification. (Instant address changes may be obtained via the PennDOT website at www.pa.gov/agencies/dmv.html.)
4.Every DMV form or application must be accompanied by a copy of the front and back of the PA Driver’s License or Identification.
•Copies provided must be FULLY clear and legible. (Scanning is used on the barcodes.)
•One person’s ID per page – only on one side of the paper. PennDOT frequently rejects applications with copies on both sides of the paper.
•PennDOT wants all Driver’s License and ID copies to be the ORIGINAL size. They are beginning to reject applications with enlarged identification.
5.All full and tag agents MUST run a Driver’s License or Identification verification (DLDV) at the time of delivery of the vehicle. PennDOT is watching the dates on the original DLDVs to match the delivery date reported.
6.Copy of insurance cards MUST state “Pennsylvania Financial Responsibility”, be an original size copy and the only document on the page. Acceptable Proof of Financial Responsibility (Insurance):
•Valid Insurance Card
•Declaration Page
•Full Insurance Policy
•Full PAIP Application
•Email of Screen Shot of Electronic Card as prescribed in published Fact Sheet
7.MILEAGE – the easiest thing to mess up, the hardest and longest to fix!
•Please, please be sure that EVERY document matches the actual mileage on the vehicle recorded on the date of the purchase.
•Mileage on a title can NOT be overwritten or corrected (even with an Affidavit).
•There is no quick or easy way to correct mileage - 2 years’ inspection records or repair orders, a full write up, an MV-41 with mileage verification and 6-8 weeks’ minimum.
8.POWER OF ATTORNEY FORM usage:
•A Power of Attorney can NOT be used to sign another Power of Attorney.
•Best Practice Note: if every retail customer signs a “Limited” or “Restricted” Power of Attorney, the dealership has 90 days to use this POA to complete,
correct, or sign any DMV forms on behalf of the customer for that specific VIN# (suggest using one for the purchased unit and one for any traded units).
•ONLY ONE SECURE POWER OF ATTORNEY may be utilized PER Dealer, PER VIN#. If your dealership took the vehicle in trade and utilized a Secure Power of Attorney to facilitate the trade, that SAME Secure Power of Attorney MUST be used to complete the retail sale of the vehicle prior to the receipt of the title.
9.FOR FULL and TAG AGENTS who utilize “NonNotary Witness” in lieu of notarization:
•You can NOT witness your own signature.
•In addition to the signature of someone on your contract or the dealer themselves, the Dealership Name, DIN, and print the Name clearly or stamped below the signature.
10.A few personal requests from our staff here at PIADA Special Services Title Department, to HELP US PROCESS YOUR WORK AND YOUR CUSTOMERS’ WORK FASTER! For those members who utilize our retail customer titling and registration, or onsite PA dealer and salvage certificate services:
•PLEASE use paperclips rather than staples to secure your documents, if we miss a staple the scanners eat your forms – every form is scanned.
•Please submit one check per item submitted – if there is something wrong with one, the entire batch is not held up.
•Please write legibly so that we do not need to delay processing while we call to decipher difficult handwriting.
•We do offer Credit Card payment options (3% surcharge) or free ACH payment options, please contact Steve for more details on setting up ACH payments.
THANK YOU FOR TRUSTING US WITH YOUR IMPORTANT DOCUMENTS! Contact our Title Department at 717-238-9002
Kathy Sabaski, Deputy Executive Director/Training and Compliance
PATitleand Registration Services
DealerTitle/DuplicateDealerTitle
DealerTitle/DuplicateDealerTitle(Waiting)
DealerTitle/DuplicateDealerTitlewithLien
DealerTitle/DuplicateDealerTitlewithLien(Waiting)
LostTitleforCustomerintoDealerTitle
DealerRepoTitle
DealerRepoTitlewithLien SalvageCertificates
PennDOTMessengerService:$15.00
Makeonecheckpayableto“PIADA” fortheservicefee,withanadditionalcheckforappropriatePennDOTfeeforattached requestmadepayableto“PennDOT.”
Messengerserviceincludescursoryreviewofdocumentsforcompletionandcorrectnessbeforesubmission. Includesformsorders,inspectionstickerorders,temptagordersandthoseineligibleforonlineprocessing.
RETAILOnlineTitle&RegistrationServiceFee:$25.00
RETAILTagIssuance(excludingPennDOTrequiredreplacement):$38.00
MakeONEcheckperdealforthetotalofallsalestax,PennDOTfees,andservicefeespayableto“PIADA.”
AnyitemsubmittedwiththirdpartyorretailcustomercheckfortitleandregistrationfeeswillbeforwardedtoPennDOT forprocessing,asPIADAhasnorecoursefornon-negotiablepayments.
PIADAoffersDealer&SalvageCertificateprocessingonthe Spot,Messenger,andRetailServices
ImmediateWindowServices(limitedto10itemsperdealer perday)
1-2BusinessDayTurnaroundonmostwork Trainingcomingsoon!Keepaneyeoutonourwebsite.
VisitusMonday-Friday 8:30amto3:00pm orsubmitdocstobeprocessedvia FedEx,UPSorUSPSto PIADA 1501NFrontStreet Harrisburg,PA17102
Weacceptcash,creditcards,business checksandmoneyorderspayableto “PIADA.”
midatlanticiada.org•717-238-9002
DEALER SETUP
(717) 238-9002
MidAtlantice IADA 1501 North Front Street Harrisburg, Pennsylvania 17102
PIADA & STATE FEES
MidAtlantic IADA offers comprehensive dealer services, including assistance with setting up your first dealership, managing licenses, and facilitating agent contracts for title and registration transactions. We also provide guidance on obtaining the necessary finance licenses from the Pennsylvania Department of Banking to support customer vehicle purchase financing.
SERVICES
PIADA FEES STATE FEES
VD Initial/Branch License$2,000$175 application fee
VD Change of Address
(Includes Agent Contract/Banking license updates)
VD Change of Address (1 update)
VD Change of Address (NO update)
VD Change of Office @ Same Location
$2,000$60 application fee + $5 per active salesperson
$1,750$60 application fee + $5 per active salesperson
$1,500$60 application fee + $5 per active salesperson
$750$60 application fee + $5 per active salesperson
VD 911 Address Change$750$30 application fee + $5 per active salesperson
VD Busines Name Change$1,000$30 application fee + $5 per active salesperson
VD Change in Structure$1,000$65 application fee
PALS License Renewals (per renewal)
PALS Assistance Fee (per request)
Initial Salesperson (per application)
Reactivating (per application)
Change of Employer (per application)
PA Criminal Check (per report)
Issuing Agent Contract (temporary tags)
$50$ application fee
$25$ application fee
$100$65 application fee
$50$138 application fee + late fees (if applicable)
$50$25 application fee
$40
$1,000 Agent Contract Update$250
MV-73b (per form)
$25
Installment Seller License$500$250 application fee
Banking Update$250--------
Collector/Repossessor$500$350 application fee
Sales/Finance$500$500 application fee
Add-on
(Repair or Tow, Motorcycle. Trailer, Salvage plates, etc.)
$500$66 per plate
PennDOT ONLY$1,000$66 per plate
(Dealer, Salvage, Trailer, etc. plate)
$33 per Motorcycle plate
$60 PennDOT One-time Recovery Fund fee
DAS (per request)
$25$ application fee
ALL FEES ARE NON-REFUNDABLE. ADDITIONAL CHARGES WILL APPLY IF CHANGES ARE MADE DURING APPLICATION PROCESS.
