Dealer Set-Up Unit (717) 317-1966 nicole@midatlanticiada.org
BRENDA BAUGHER
Lead Title Clerk (717) 238-9002 brenda@midatlanticiada.org
JEAN WEBB
Title Clerk (717) 238-9002 jean@midatlanticiada.org
PRESIDENT'S MESSAGE
Legacy, Frustration, and the Fine Art of Not Losing Your Mind
Let’s get real. Running a dealership can be one of the most rewarding things you’ll ever do, but some days it feels like you’re just surviving the world’s longest episode of “How Did This Go Sideways?”
You start out with a big vision. You picture a thriving business, a great team, smooth systems, happy customers. And then life shows up—late deals, last-minute financing hiccups, staffing issues, and a whole bunch of daily fires that weren’t in the brochure when you opened your doors.
It’s easy to wonder: Is all this even moving toward the legacy I want to leave? Or am I just patching potholes all day?
What Are You Building?
The truth is, legacy isn’t built in grand moments. It’s built in the messy middle—right in the middle of that deal that falls apart, that employee you’re trying to develop (for the third time), and those times you’re tempted to just do it yourself because, well… it’s faster.
But here’s the thing: someday, somebody’s going to run your dealership without you. Maybe it’s your son or daughter. Maybe it’s that young manager you’ve been grooming. Maybe it’s someone you haven’t even hired yet.
What’s the plan?
If your plan is “I’ll figure that out later,” let me lovingly say: Later might sneak up on you.
Succession isn’t something we slap together when we’re ready to retire. It’s something we build now by investing in people, creating systems that don’t rely on us to personally fix everything, and letting others try—even when they don’t do it exactly like we would. (That part’s painful, I know.)
The Generational Tug-of-War
And let’s talk about that for a second—watching the next generation do things “their way” can be frustrating. They want to use new software, change the pay plan, and advertise on platforms we can’t even pronounce. Meanwhile, we’re over here trying to explain why the old system still works just fine.
Here’s the hard truth: They’re probably not going to do it like we did. And that’s okay. It doesn’t mean they don’t care. It doesn’t mean they’re wrong. It means they’re growing into leadership in a world that looks different than the one we started in.
We can either spend our energy fighting that… or we can invest our energy guiding them.
Because the legacy you leave isn’t a carbon copy, it’s a foundation. It’s the culture you create, the standards you uphold, and the wisdom you pass on, usually in those quiet, in-between moments when you stop and teach instead of just fixing.
A Personal Lesson from 1st Choice Auto
I’ll be honest—I’ve been there. I’ve tried to mentor someone to take over 1st Choice Auto, thinking they’d follow right in my footsteps. Turns out, their path was a little different—they found out their real passion was running a popcorn shop, not a car dealership. (And let me tell you, they’re pretty good at it!)
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At first, that was frustrating. But stepping back, I realized the goal wasn’t to force them to live my dream, it was to help them find their own. And being a member of the MidAtlantic Independent Auto Dealers Association has been a huge help in that process. It’s given me access to resources, relationships, and the right perspective to keep moving forward while maintaining a healthy balance—even when the succession plan takes a few unexpected turns.
That’s the beauty of this association. You don’t have to figure it all out alone.
It’s Grit and Grace
So, if you’re feeling that gap between your big vision and the daily grind—don’t give up. That’s where the good stuff is built. You’re not just getting through the week—you’re building something that will outlast you. Here’s what I’m learning:
• Lead with grit.
• Extend a little grace.
ADVERVTISE WITHIN
To advertise in the MidAtlantic Dealer News magazine, please send a request via email to tom@midatlanticiada.org
• Let the next generation bring their ideas (even if you have to Google what they’re talking about).
And remember—if everything’s perfect, you’re probably not moving forward. Growth is always a little messy.
If you want to talk about succession planning, leadership struggles, or just need to vent about why printers never work when you need them—reach out. I’d love to connect.
Keep fighting the good fight.
Robert “Bert” Straub President, MidAtlantic IADA President, NIADA State Presidents Council
Message from the Executive Director
Hello Dealers,
I couldn’t be more excited to write this article. Kathy, Steve and I just got back from our “walk thru” meeting with the convention staff at Caesar’s Atlantic City… All I can say is that it is GAME ON for the 2025 MidAtlantic Annual Convention & Vendor Tailgate!!!
For those who have attended the first two tailgates already know that this is a DO NOT MISS EXPERIENCE.
We will kick off on Sunday afternoon with a three-hour, interactive workshop, where you will walk away with a personalized “Play Book” holding your “Game Plan” for a 2026 Championship Year. Monday will be a full day of training that will include multiple breakout sessions and a general session panel, of industry leaders, discussing how to blend the use of AI while still maintaining a personal relationship with your customers. We will also be holding the first ever “technology round table session” which will allow small groups of dealers to be able to watch a demo of the latest cutting-edge tools and programs being offered today.
On Sunday and Monday evening, you will take part in the industry’s only Football Tailgate with the vendors!!! The vendors have been carefully selected to provide a “one stop shop” for any product or service you are looking to implement at your dealership.
Hangout with your dealer friends, enjoy your favorite tailgate grub, drinks and the game on two 20ft screens. This year, we have expanded the lounge area in preparation for the biggest tailgate yet. You will be able to experience a “Vegas Style” convention without the need of a plane flight or leaving this time zone. Even better, it’s only $95 for any state association member and rooms are also only $95 a night.
Check out the ad on the next page and scan the QR Code to register or call Cyndi at 717-238-9002. If you have any questions, concerns or ideas, I can be reached at tom@midatlanticiada.org or my direct number, which is always on, 215-805-2034. Until next month,
TOM BRANDIS Executive Director
Tommy
I have recently given a couple of presentations to dealers talking about collections and helping collectors have more success. I have always felt like as owner/manager we must understand people a little more than an average person might. COVID changed the atmosphere of hiring and maintaining a team in a few ways, not necessarily for the better.
COVID was a long process when you lived it day by day but still it seemed sudden when we went from production-based people with commission pay plans to the “What’s the problem, I came in today didn’t I” mentality?
I have told so many people about how we paid collectors, salespeople and technicians pre COVID. None of them were on salary. Collectors had a base pay but made more income from incentives. Our salespeople and technicians were on straight commission. We did this for about 30 years. If someone wanting a job in one of these positions requested hourly pay, we would show them how the existing team was paid and how much they were earning. If the potential employee balked at that and would only consider steady income over commission, we would have to pass.
As COVID started taking over everything I understood people trying to make steady income because it was a long-drawn-out process getting business back to normal and everyone just needed to support their families best they could. All the “stimmy” money, additional welfares and people, with a certain mindset, finding every type of entitlement they could, a lot of folks got hooked on “working” from home or not working, getting money and assistance from government.
Let me say here that I’m not talking about everybody by any means, but enough people did this, and it set an example that has continued since the extended end of the COVID period.
Keep Everybody on Track
By Gene Daughtry, Auto Master Systems
I have worked with dozens of dealers through and since COVID. One big constant I had been hearing “we cannot hire anybody to work”. That has really been a surprise on how things changed from 2020 to now. Dealers telling me they cannot find many applicants or the ones they do find won’t show up to interview once an appointment is set. People that do agree to work want guaranteed incomes at higher rates than before and it really has surprised me how many of these employees consider just showing up, not always on time or every day, as our good luck. Because the dealers (and other business owners) have had to deal with this trend, they are reluctant to discipline or terminate someone, that should be let go, because they need to keep the position filled.
Thankfully I have been hearing it is getting better. I have been to some dealers that have multiple employees who have been loyal for years. I visited other dealerships where turnover was rampant as well. In both cases I have been hired to come in and help the owner turn things around. “The numbers are getting worse, and the team
cannot figure out how to improve them” I would hear from the owners. Several owners and managers just cannot help the team determine how to “right the ship”.
Another facet of what I find is that many owners aren’t really business managers. They aren’t good at training employees and do not really want to. So much of the newer technologies we see at the conferences are based on the premise that their solution will help manage the process and make operations easier to manage. The dealers buy the products, try to use them within their program and become disappointed within months. The employees at many dealerships cringe a little when dealers come back from a 20 Group or conference……what are we going to change this time?
What do most dealers need? A procedure and policies program that speaks to every task is helpful. There must be more though.
When I coach collection teams, I have a 2-week program where once I inject some new procedures we spend 30 minutes each morning reviewing the previous day call
notes and talking about policies in some situations. On each of these coaching calls I have the owners and/or managers involved.
This helps because the management can answer questions about specific situations and possibly adjust policy as we go. Their participation also helps the owner/ manager learn what the collectors should be doing each day.
During these calls I also review the reports I use to get the metrics we are measuring progress by. In doing that every day for 2 weeks the collectors learn new habits, the managers as well and they all know where the metrics come from. Now the owner/ managers can better monitor the collectors themselves. I try to help the owners get a program started so the coaching continues every week going forward on some scale.
The key to collections performing better, which also works in sales and the shop, is providing resistance or calling out folks when they stray off the process. A quote I use is, “Man is like a river; they always follow the path of least resistance”. I have been in more than 100 dealerships, some multiple times, to train, coach or consult. I usually speak, one on one, with many of the employees. I have found that the above quote is so true. If you do not provide sunlight or resistance to lack of productivity, you will get more lack of productivity. Employees will do just what is necessary to stop complaints from happening from bosses and customers.
I often find dealers will pay me to come and write procedures for them and when I arrive, they hand me their existing procedure manual. The issue is that the existing procedures are not being followed, and a big reason is that no one is overseeing that the procedures are followed. In many cases it is because the owner doesn’t recognize what the procedures should look like, so they do not know if each task is being done correctly.
If you do not know where the keys should always be you do not know if they are
misplaced when you see them on a desk or toolbox. The same goes with files, credit applications or invoices from vendors. If you are the manager or owner that doesn’t want to keep the team in line, then the team will do what they feel is best or they won’t do much at all.
A very successful dealer in the highline franchise space wrote a book in the 90’s.
Mr. Sewell had multiple rooftops with huge service facilities and a very satisfied customer base. He had a huge productive team of very loyal employees that made great money.
In his book Mr. Sewell wrote that in order to have great employee success you had to have expectations beyond good and keep a “body hanging in the tree out front”.
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.
“If the age-old rule in selling “80/20” still holds true, that 20%—the best, standout with their evidence and results. They make it happen over and over again... ”
There are lots of SELLING IDEAS and lots of ways to FAIL at them. But here's my short list on HOW we can improve the odds...and the RESULTS!
AUGUST—the beginning of a NEW MONTH and the old selling axiom, “What have you done for me lately?”
Congrats on a great JULY, and hopefully a great FIRST HALF of the year…NOW, let’s go out and do it all over again! That’s what we do in SELLING as Captains of Enterprise, right?
I was just reading about a long list of CHALLENGES facing dealers today in this NOW Economy. But today I wanted to share a SHORTER List with you based on a selling conversation I was having just this week. A business owner friend of mine was going on and on about just how POORLY individuals (salespeople) handle SELLING SITUATIONS…
He asked me what I thought about that and here’s basically what I shared with him.
When I was a Director of Sales for the better part of a decade, we always focused on some FUNDAMENTAL TRUTHS that served our companies, and client companies, well.
“What Do You LOOK FOR?” My friend asked. To which I offered this short list—
• INTELLIGENCE
• IDEAS
• INTEREST
• INTEGRITY
Intelligence Ideas Interest Integrity
Intelligence is more than just product knowledge. It’s pursuing your CRAFT, or that’s what it means to me. It’s everything from people skills to studying your industry and what makes up your customers’ 7wants, needs, current situation, etc. There’s more to it of course but the rest of the list offers greater clarity.
Ideas are something of a buzz word in SELLING. “I have an IDEA for you” is a great lead in and can often pull the individuals involved into a discussion of HOW this can work in a WIN-WIN outcome.
It is a RARE occasion indeed when I’ve had ANY sales professional engage me with “I HAVE AN IDEA FOR YOU.” They’re usually too quick to launch into a list of THEIR stuff that I have little interest in…YET.
Interest (being INTERESTED, not INTERESTING, which is what so many use as persuasion) is also about beginning a dialogue that can lead to the sale. It’s not just a bunch of “blah, blah, blah.”
It’s almost like becoming a GREAT INTERVIEWER—the way late night TV hosts USED to be.
Asking better questions and being INTERESTED in the prospective buyer’s situation, their line of thinking, what’s actually available or what’s possible. Again, too often, it’s something akin to “HAVE I GOT A DEAL FOR YOU!”
Integrity No explanation needed. Without INTEGRITY none of the rest of any list matters much. Becoming a person of TRUST, knowing you’ll do what you say you’ll do when you say you’ll do it and you’ll ONLY do it if it’s the RIGHT THING for all.
Pretty straightforward list I thought and then he asked me to elaborate. Happy to…
I’ve had clients tell me things like, “Don’t you think that’s a bit POLLYANNA?” Meaning I guess, it’s not very realistic.
If the age-old rule in selling “80/20” still holds true, that 20%…the best, standout with their evidence and results. They make it happen over and over again with a formula that shows interest in truly helping, bringing ideas into play (that get implemented), and creating TRUST that builds their reputation, their INTEGRITY, in the eyes of the client/ buyer.
All revealing a level of INTELLIGENCE that makes the client/buyer do business with them again and again.
One of my coaches once said about IDEAS that come up in discussions— “Michael, it doesn’t matter WHAT YOU THINK…and it doesn’t matter what I THINK. What matters is what The MARKETPLACE and your prospective BUYER THINKS! Let’s TEST IT and see how it works.”
Great advice. And proof again that COACHING MATTERS.
One of the GIANT VOIDS in Selling today is COACHING!
Not managing. Not just interviewing and hiring but COACHING to a greater level of expertise. I don’t care about how many
YEARS OF EXPERIENCE someone has at doing something, I care about the EVIDENCE they’ve created from their EFFORTS.
And if they’re NEW, how committed they are to GETTING BETTER…FASTER! How eager they are to learn and improve and create the EVIDENCE that leads to RESULTS and gets them into that 20%. Conveying to THEM HOW we measure their success.
I’ve seen it over and over - bet you have too at some point.
I wrote about it in my book, The Selling Idea, SALES is NOT a NUMBERS game-Sales is an IMPROVING game.
FUNDAMENTALS MATTER! And Champions do the Fundamentals EXTREMELY WELL! For now, keep doing what you do in the world of SELLING, this Marketplace needs you NOW more than EVER! I appreciate you and all that you do!
Have a great MONTH!
Michael York is an accomplished author and speaker...as well as the Co-Founder and Host of CETV and his latest project Michael York’s CETV NOW! He is the radical improvement catalyst behind major advancements with his clients over two decades and the evidence of his expertise is confirmed by empirical results, some of which can be seen at www.MichaelYork.com.
Don’t miss the opportunity to meet Michael! Attend the MidAtlantic Convention and Tailgate October 19-20th at Caeser’s Atlantic City and meet Michael along with other industry experts and fellow dealers.
You don’t want to miss it! 25
Federal & State Legislative and Policy Updates
By Kathy Sabaski, MidAtlantic IADA
First Up – National Updates relevant to ALL MidAtlantic IADA members
The FTC’s “Negative Option Rule” (aka – Click to Cancel Rule) shot down by the Eighth Circuit US Court of Appeals just shy of its’ effective date of July 14, 2025:
Just days before enforcement was to begin, the “Negative Option Rule” was squashed over “procedural deficiencies in the rulemaking process” – very similar to the CFPB’s “CARS Rule”.
Several states have implemented their own versions of the Negative Option Rule or are in the midst of doing so – among those are CA, CT, MA, MD, NJ, NY & PA. Be sure to keep an eye on our MidAtlantic IADA updates in the magazine and our blast emails for local Attorney Generals’ advice.
This Rule requires all businesses to maintain records of “unambiguous affirmative consent” for any subscription, recurring payments or direct marketing. The Rule also required businesses to create or provide a “simple mechanism for cancellation.”
The Court held that the FTC’s Rule had “procedural deficiencies”, NOT that there was anything inherently wrong with the Rule, or that the court did not agree with the spirit or intent. It is unclear whether the FTC, under new leadership, will let the “Click to Cancel” Rule drop, attempt to seek Supreme Court review or restart the rulemaking process on this topic.
• Standard Deductions: the doubled standard deductions under the TCJA are now permanent - $15k for individuals and married filing separately, $30k for married filing jointly and $22.5k for head of household. The OBBBA also adds new additional standard deductions for seniors over 65 and those who are legally blind.
• 529 Accounts: the OBBBA now allows tax free distributions for additional educational expenses - elementary & secondary schools (including private & religious schools), qualified higher education expenses (besides tuition) and “qualified post-secondary credentialling expenses”.
• State & Local Tax (SALT) deductions: previously capped at $10k, the OBBBA temporarily raises the cap to $40k with a 1% increase annually through 2029 (will return to $10k in 2030).
• Mortgage Interest Deduction: most notably, under the OBBBA, the deduction for interest on home equity debt NOT related to the improvement of your home was ELIMINATED.
• Charitable Deductions: expanded to include a permanent deduction available to all taxpayers.
• Miscellaneous Itemized Deductions: unreimbursed employee expenses, home office expenses & tax preparation expenses are permanently eliminated.
• Elimination of Most Clean Energy Credits: takes effect 180 days after signing (12/31/2025); CAFE Fines Eliminated; All EV Tax Credits End 9/30/2025.
• FEDERAL (not state) Estate Taxes: permanent exemption increase - Federal estate exclusion amount for 2025 is $13,990,000, increasing to $15MM per person for 2026 & adjusted for inflation in the future.
Breaks for Businesses under OBBBA:
• “Pass-Through” Entities: the provision under TCJA for LLCs & S-corps where businesses are not taxed separately, but at individual rates less a 20% deduction was set to expire at the end of 2025. It has been made permanent.
• Small Business Stock: tiered “Exclusion from Gain” on “Qualified Small Business Stock” (QSBS) based on the date purchased will continue: 50% for stock held at least 3 yrs, 75% for stock held at least 4 yrs, 100% for stock held at least 5 yrs. The exclusion limitation increases from $10MM to $15MM and will be adjusted for inflation.
• New Rules for Expense: up to 100% bonus depreciation based on the type of asset, subject to certain limits, has been made permanent under OBBBA. The business depreciation has also been bumped up to $2.5MM.
Might Impact You and Your Business
The “One Big Beautiful Bill Act”: How It
Quick Facts: The “One Big Beautiful Bill Act” (OBBBA) was passed in the Senate July 1, 2025 by a vote of 51/50, with Vice President Vance being the deciding vote. The Act passed in the Congress on July 3, 2025 by a vote of 218/214. President Trump signed the Act into law on July 4, 2025.
On the personal finance side, the OBBBA makes several of the tax cuts from the 2017 “Tax Cuts & Jobs Act” (TCJA). The benefits of the most recent extension as part of the OBBBA largely benefits individuals:
• Income Tax Rates: the OBBBA makes the following income tax rates permanent to their respective tax brackets – 10%, 12%, 22%, 24%, 32%, 35% and 37%.
As for the four BIG items that have drawn the most attention:
• No Tax on Overtime (OT): workers are eligible for a deduction for qualified OT pay of $12.5k ($25k for married filing jointly). This deduction, not exemption, is temporary for tax years 2025-2028. The Federal W2 will be redesigned to include a field for qualifying OT.
• No Tax on Auto Loan Interest: reminiscent of pre-1986? Not quite… the temporary provision in the OBBBA has a few restrictions:
◊ Loans on NEW autos, SUVs & “passenger” truck
◊ the vehicle MUST be assembled in the US
◊ deduction is limited to $10k
◊ deduction phases out at an individual income of over $100k ($200k for married filing jointly)
• COVID Employee Retention Credit (ERC): under the OBBBA, the IRS can not issue refunds for claims after 1/31/2024. Penalties for ERC mill promoters and extended ERC auditing/review powers have been granted to the IRS.
What was proposed or rumored to have been included in the OBBBA but was not included in the final Act?
• Corporate Tax Rate Reduction
• Reductions in Capital Gains Taxes
• Tax on Carried Interest
• Corporate SALT cap
MidAtlantic IADA would like to remind everyone again to please always error on the side of caution and consult your accountant or tax expert before changing your personal or business practices.
Maryland DOT – New Tax on Rental Vehicles &
Exemption
Established for Dealership “Loaners”
Two bills related to tax on rental & loaner vehicles were enacted that took effect July 1, 2025 by MDOT:
• Chapter 604 – Establishes an Excise Tax on RENTAL vehicles of 3.5% of the vehicles’ fair market value. This was an addition to Transportation Article, §13-809 (c)(1)(ii).
• Chapter 214 – EXEMPTION from the Rental Excise Tax on vehicles owned by licensed vehicle dealers ONLY IF the vehicle will be provided to a customer for use “while the customer’s vehicle is not in use due to repair, maintenance or other vehicle service performed by the dealer”. This was added as Transportation Article, §13-810 (g). For audit purposes, please open a Repair Order to prove that the vehicle is being used as a LOANER not a traditional RENTAL.
Per MDOT, if the vehicle is being used as a traditional RENTAL, the correct RENTAL taxes and fees are required to be submitted.
Rumors that PA was eliminating inspections were circulating at the same time PennDOT proposed changes and began the public hearing phase of inspection updates. They are now in the final approval process.
• For vehicles: the revisions include updates to scrub lines, headlight height, exhaust exit locations, acceptable vs. unacceptable locations and area size
of rust/rot/accident damage, headlight brightness and an expansion of the visual field for assessing glass damage. There is also a new section addressing alternative fuel systems and controls.
• For inspection stations and mechanics: Penalties for “Major Infractions” are stiffened and fines increased. Penalties for “Careless Infractions” are adjusted to better reflect the severity of the problem – from an honest mistake or forgetting to enter a single item in the Inspection Record.
Per the filing, the effective date “will be upon publication in the Pennsylvania Bulletin”. We are monitoring this weekly and will update members via blast email. If you are not on our blast email list, please call Cyndi in our Membership Department to be sure we have your correct email for urgent updates.
PennDOT Fee Increases Took Effect July 1, 2025
A quick reminder the biennial “Price Adjustments” took effect July 1. Act 89 of 2013 allows PennDOT to adjust pricing of transportation products “at the Department’s discretion” by as much as the published “Consumer Price Index” (CPI), every odd year on July 1st. PIADA Special Services WILL NOT be increasing our processing fees for 2025.
• Please ensure that you charge the correct fees for all transactions ON OR AFTER July 1, 2025. Failure to charge the new fees may result in title work being rejected.
• Please forward all transactions completed June 30, 2025 or prior AS SOON AS POSSIBLE to PIADA Special Services for processing.
• For a complete updated listing of fees, please visit www.pa.gov/dmv and search Form MV-70S. This was updated to reflect the correct new pricing at 12:01am on July 1, 2025.
• UPDATED FEE POSTERS AVAILABLE FOR PICK-UP OR TO SHIP DIRECT TO YOUR LOCATION! The posters will remain only $15 each, plus postage. Please contact Cyndi to order. Please post one fee poster per title document signing area.
Feel free to reach out to our Title Team with any questions. If you did not receive a copy of the PennDOT Bulletin 25-13 via our blast emails on June 30 and July 1, 2025, please visit www.pa.gov/dmv and search Bulletin 25-13.
(Please see online article publication at www.MidAtlanticIADA.org for full citations.)
WE NEED YOUR HELP!
Please feel free to contact us regarding any local, state or national legislative or policy concerns! We can not help or get involved if we are unaware of a situation brewing. Please contact Kathy in Training and Compliance with any audit, compliance, legislative, policy or training related questions.
Please encourage ALL your automotive friends – franchise or independent dealerships, inspection stations or service centers, rebuilders, scrap yards and salvage distributors to JOIN MIDATLANTIC IADA TODAY! It is only through strength in numbers that we are able to approach lawmakers and effect the changes you want to see!
Hi Everyone,
I’ve got some new information about Issuing Agent Contracts: the contract that allows dealers to perform their own title and tag work at the dealership. I complete Issuing Agent Contracts for our members, but that does not preclude you from being audited. The contract department at PennDOT has a lot of new people, including a new Contracts Section Manager. With new people at PennDOT come new changes and challenges. I’m here to help you with what I have learned about specific requirements.
Locked Closet:
I have verified that your locked closet still requires a secure lock with no windows. The secure lock can be either a dead bolt or a keypad lock. No other exceptions unless you want a safe bolted to the floor. The locked closet is to contain your titles, tags, and other essential documents.
Letters of Reference:
These documents are still required and need to be signed and dated. However, PennDOT is now requiring them to be physically signed; the date must be typed, with no exceptions. These are the three letters of reference that you need for every owner.
Bond:
Another new and essential change is that if you supply a bond with an older date, you must provide proof that the bond is active, and you have not supplied us with a cancelled bond. Most dealerships have bonds for $20,000. To be an Issuing Agent, you must increase your bond to $30,000.
These are all the changes that have occurred so far. Please remember the bond one. That is a big one. PennDOT used to be much more lenient with these. They are getting very strict, so to save yourself time, please listen to me.
These are a few items from the list that I would send to you to become an Issuing Agent. If you would like to request my assistance with the Issuing Agent contract, please do not hesitate to contact me. For a fee, I will provide you with the list, complete the entire contract on your behalf, and work with PennDOT to ensure all is accurate.
Additionally, PennDOT requires you to complete a Basic Title and Registration Training class if you plan to become an Issuing Agent, and you are required to retake it every two years.
MidAtlantic IADA offers these courses for a fee, for which members receive a discount. We hold monthly classes at a sponsoring auction location or our headquarters in Harrisburg.
Upcoming classes:
Aug 19th @ Central Pennsylvania Auto Auction
Aug 28th @ Bloomsburg Auto Auction
Sep 23rd @ America’s Auto Auction Lancaster
Register on our website for any of the classes at: https://www.midatlanticiada.org/education/agent-training-courses
As always please call or email me with any questions. cyndi@ midatlanticiada.org or 717-238-9002 -Option 1
Buckeye Dealership Consulting Rebrands as Buckeye Risk Services
Unified Brand Reflects Growth, Broader Capabilities, and Long-Term Commitment to Risk Solutions Services
By Peter A Salinas, Special Writer
Buckeye Dealership Consulting has rebranded as Buckeye Risk Services, a move that reflects the company’s evolution into a full-spectrum risk assessment and solutions organization serving multiple verticals while staying rooted in the automotive and finance ecosystems.
Buckeye’s rebrand brings together the company’s portfolio of services, internal teams, and acquired entities under a single, unified identity. The transition follows its 2023 acquisition of Berkshire Risk Services, a longtime partner and provider of insurance tracking and Collateral Protection Insurance (CPI) solutions for buy here-pay here (BHPH) and other automotive, trucking, and equipment financiers.
Over the past two years, Buckeye, widely known throughout the used vehicle industry, has worked to integrate operations, systems, and people into what CEO Rob Fox refers to as “a cohesive family focused on helping our clients win.”
Chris Kirwin, past CEO of Berkshire Risk Services, founded the company in 2007 as a specialty provider of CPI and insurance tracking services for banks, credit unions, and auto finance companies.
“In a nutshell,” Kirwin said, “our job was to make sure our clients’ collateral was fully insured against comp and collision losses. I met Rob around 2009. An executive at Great American Insurance Company had encouraged Rob to work with Berkshire to administer CPI for one of his BHPH dealers. Though Berkshire had written some BHPH business, the partnership with Rob and Buckeye changed the company’s trajectory and helped remake us as a specialist in the BHPH market.”
While saying he was fortunate for that introduction, Fox said it’s time for the rebrand.
“The old name no longer fits who we are or what we offer,” Fox said. “We’re far more than a consulting firm—we’re focused on becoming the leader in the finance and insurance space. We’re serving both
independent and franchise dealers, and we’re investing in long-term infrastructure that supports our clients’ growth.”
That growth has been years in the making. In 2020, Buckeye acquired Truck Master Warranty, expanding its services to include commercial vehicle warranty programs for independent truck dealerships and fleet owners. The acquisition allowed Buckeye to move beyond traditional auto coverage and serve a niche segment that national providers underserved.
Buckeye also acquired SAS (Specialty Administrative Services) that same year, further strengthening its capabilities in third-party administration. SAS provided backend expertise in claims, compliance, and warranty processing, enabling Buckeye to deliver turnkey F&I and reinsurance programs with in-house support and efficiency.
Each acquisition, Fox said, built on Buckeye’s original mission of helping dealers build wealth through reinsurance. The company’s reinsurance model has always prioritized a “stepped” approach—starting where the client is today and guiding them toward a structured, scalable profit model through customizable ancillary protection products.
“Not everyone is ready for reinsurance on day one,” Fox noted. “Our job is to guide that journey at the right pace, with the right structure, and provide the legal and financial support to do it well.”
The rebrand will allow the company to build on the brand recognition the related enterprises have garnered over the years. Fox said, the consolidation and rebranding are crucial in conveying a unified identity to the marketplace and enhancing the client experience across the board.
The Buckeye Risk Services team now comprises dozens of experienced personnel, including finance and insurance professionals, three attorneys, and four certified public accountants, all of whom work directly with clients to optimize program compliance, profitability, and execution.
Senior leadership and key staffing appointments over the past 18 months have enabled Buckeye to expand into new markets while maintaining its commitment to the BHPH space. Strategic hires have brought franchise expertise, lending insights, and operational horsepower that have accelerated Buckeye’s growth across retail, subprime, and fleet finance channels.
“Our golden goose is still BHPH,” Fox emphasized. “That market built us, and we’re not stepping away from it. Our products are designed with those dealers in mind—even when they lead us into new opportunities.”
The company is also investing heavily in technology, automation, and infrastructure improvements to increase efficiency and scalability. Digital transformation will be a key focus moving forward as Buckeye Risk Services prepares for a series of strategic growth initiatives—including potential acquisitions later this year.
Even amid market headwinds and regulatory uncertainty, Fox is optimistic. “Our clients are gritty and resourceful,” he said. “Our job is to support that grit with solid products, timely insights, and the tools they need to compete and grow.”
While the name has changed, the company’s mission has not.
“Nothing’s really changing,” Fox said. “Except everything’s getting better.”
Peter A. Salinas is a journalist and communications specialist with more than 25 years covering the automotive retail marketplace. He is the former managing editor for Used Car News and Dealer Business Journal.
FROM CHAOS TO CLARITY: HOW OWN A CAR FRESNO FIXED RECON WITH CARTUUL
By Cartuul
Recon at Own A Car Fresno used to be chaos. Selling 250 to 400 cars a month, they were still tracking everything with handwritten notes. Cars sat at body shops for weeks. No one knew what was done, what wasn’t, or where anything was.
“We had to physically go to vendors just to ask what cars they had,” said Mahde Jawad, GM at Own A Car Fresno. “It was a time-waster, and things kept falling through the cracks.”
They had looked at other recon tools before but said most felt too complex or overbuilt for what they needed. Then they found Cartuul. “Cartuul made it easy,” Mahde said. “We started simple, added more as we got comfortable, and didn’t need to babysit it.”
Now, the team logs in, sees their tasks, and gets to work. No more guessing. No more tracking things in people’s heads or on sticky notes. Everyone knows exactly what needs to be done and when.
“It doesn’t make vendors faster,” Mahde added, “but it helps us move smarter. If one shop is backed up, we shift the car somewhere else and keep moving.”
Since switching to Cartuul, Own A Car Fresno cut a full week off their recon time. Mahde also saves about 15 hours a month—time he now spends sourcing cars and running the business instead of chasing updates.
“I was nervous about switching,” he said. “But Cartuul just works. It keeps everyone aligned and makes the whole process smoother.”
If you’re still managing recon on paper or in your head, take it from Own A Car Fresno— Cartuul is the clarity you didn’t know you needed.
