DEALER NEWS
Using refunds to upgrade vehicles, benefiting both buyers and dealerships
Discover five essential strategies for effective dealership compliance to protect your business and build customer trust
Key
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
Tom Hodges
Tom Hodges Auto Sales, Hollywood, MD tom@tomhodgesauto.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
Tax Season: The Most Important Time for the Car Industry to Kickstart Sales
Tax season is a game changer for the car industry, as consumers receive tax refunds that boost their purchasing power. This is the perfect time for dealerships to attract buyers looking to upgrade their vehicles or make significant purchases. Learn how tax season shapes sales strategies and benefits both consumers and dealerships alike.
Why Do My Appointments Not Show Up?
Unlock the secrets to boosting your customer appointment show rates! Discover how building rapport over the phone, responding quickly to leads, and maintaining communication can transform your dealership's success. Learn the essential steps to make every interaction count and ensure your customers show up ready to buy!
Five Ways To Beef Up Your Dealership Compliance
Keep your dealership compliant and protected with these five essential strategies. From understanding new FTC standards to implementing fair financing practices, ensure your business thrives while safeguarding customer information. Discover how regular training and policy reviews can further enhance your compliance efforts.
The Importance of Grassroots Advocacy
Learn the secrets to effective dealership compliance with these five essential strategies. From safeguarding customer information to avoiding discrimination in financing practices, discover practical tips that will not only protect your business but also enhance customer trust. Stay informed and ensure your dealership is always in line with evolving regulations.
Introducing Compliance Accountability Groups
Are you ready to elevate your compliance game? Join Ignite Consulting Partners' groundbreaking Compliance Accountability Groups, where independent car dealers and lenders can collaborate, share insights, and tackle compliance challenges head-on. With virtual meetings, expert guidance, and a supportive peer network, you'll gain the tools to protect your business while cutting costs.
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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
INDIA THOMAS
Lead Title Clerk (717) 238-9002 india@midatlanticiada.org
ALLY LANIOUS
Business Assistant (717) 238-9002 ally@midatlanticiada.org
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!
DEALER NEWS
ADVERVTISE WITHIN
To advertise in the MidAtlantic Dealer News magazine, please send a request via email to ally@midatlanticiada.org
PRESIDENT'S MESSAGE
Navigating Tax Season in the Auto Industry: Strategies for Success
Robert “Bert” Straub President, MidAtlantic IADA
Tax season is upon us, and it’s a critical period for the car business that demands our full attention. The auto industry has evolved, and tax season has become dynamic and sometimes unpredictable. Therefore, dealers must have a decisive plan in place.
For 2025, I am harnessing the power of Tax Max to enhance operations and capitalize on this crucial season. After a recent training call with Tax Max, I gained key insights that will optimize our outcomes. Here’s how we will seize this tax season to effectively address past-due Buy Here Pay Here (BHPH) accounts, secure larger down payments, and deliver more vehicles.
Cleaning Up Past-Due BHPH Accounts - Past-due accounts are a significant challenge, but tax season offers a unique opportunity to confront them head-on. With Tax Max, customers can utilize their tax refunds to catch up on payments, which will reduce delinquencies and improve cash flow. We will work collaboratively with customers to restore their accounts to good standing by providing tailored solutions and flexible payment arrangements linked to tax refunds.
Securing Larger Down Payments - One of the most potent benefits of tax season is the influx of funds available to customers. Tax Max’s early tax refund advances enable customers to access their refunds sooner, allowing for larger down payments. Larger down payments mitigate dealership risk and enhance the affordability of vehicles for our customers in the long run. We must emphasize this option during our customer interactions to maximize its potential.
Delivering More Cars - Our ultimate objective is moving inventory, and tax season is the perfect catalyst for increased sales. By integrating Tax Max’s tools with targeted marketing campaigns, we will reach customers optimally with a compelling message. Emphasizing affordability, available tax refund advances and flexible financing options will ensure we meet customer needs while driving sales forward.
Adapting to Changing Trends - Each tax season presents challenges and opportunities, and our ability to adapt is non-negotiable. Tax Max offers ongoing training and resources that equip dealerships to navigate these shifts effectively. We will turn unpredictability into a competitive advantage by staying informed and responsive.
Final Thoughts - Tax season is a pivotal moment in the car business, and a strategic plan is essential for success. With tools like Tax Max at our disposal, we will confront unpredictability head-on and thrive by addressing past-due accounts, securing larger down payments, and rapidly moving inventory. As this season unfolds, our focus on being proactive and customer-centric will be the cornerstone of our success.
Here’s to a triumphant tax season and a powerful start to 2025.
Sincerely,
MI DAT L ANT
Message from the Executive Director
Hello Dealers,
Welcome to February!!! I will admit, as a dealer, February is my favorite month of the selling year. The coldest days of winter are behind us. Daylight is noticeably longer. But most importantly, W-2’s are in the hands of potential customers and the tax season is here. I don’t know about you, but I feel different, in a positive way, about tax time this year. Here’s to a strong start to 2025.
On behalf of the Board and Staff of MidAtlantic IADA, I would like to introduce Allison Harrison, founder of ALH Law Group, as our legal counsel. I can’t tell you how excited I am to bring you this news. It has been many years since we were able to offer this member benefit. Allison brings along a lifetime of passion for the car industry and will be a valuable asset for our members. She is truly one of us.
February is also the time when important industry events start popping up on the calendar.
BHPH United has partnered up with Compliance Unleashed for an awesome 2 for 1 mega-conference to be held at Caesar’s Las Vegas on April 22-24, 2025. Check out the 2-page spread in this magazine and get registered for this do not miss event.
NIADA has opened early bird registration for their annual convention and expo being held at the Fontainebleau in Las Vegas on June 23-26, 2025. This event is the cornerstone of our industry, and this year promises to be the best yet.
Not to be left out… Save the date. The 2025 MidAtlantic Convention and Vendor Tailgate will be held on October 19-21, 2025, at Ceasar’s Palace, Atlantic City. If you thought 2024 was awesome, just wait to see what we have in store for 2025.
If you have any questions, concerns or ideas, I can be reached tom@midatlanticiada.org or my direct number, which is always on, 215-805-2034.
Until next month,
Tommy
TOM BRANDIS Executive Director
Tax Season: The Most Important Time for the Car Industry to Kickstart Sales
MAXIMIZE TAX REFUNDS
Tax season is no secret in the car industry—it’s often considered the most important time of year. For dealerships and consumers alike, it’s a crucial period that can set the stage for a successful year. During this time, many Americans receive their tax refunds, providing them with a boost in disposable income, which makes it the perfect opportunity to make significant purchases, such as buying a car.
For car dealerships, tax season represents a golden opportunity to attract consumers who have more financial flexibility thanks to their tax refunds. Whether it’s upgrading to a new car, purchasing a more fuel-efficient model, or replacing an older vehicle, many consumers find that their tax refunds give them the financial edge they need to make a purchase they’ve been considering.
Why Tax Season Matters for Consumers
Tax season is when most consumers will see a boost in their disposable income, thanks to increased tax refunds from credits like the Child Tax Credit and Earned Income Tax Credit. These credits provide a significant financial cushion, often making it possible for consumers to meet down payment requirements or reduce their loan amounts. With many people eager to use their refunds wisely, a car purchase is often at the top of the list.
Whether a consumer is looking for areliable family vehicle or a car to improve their commute, the influx of funds can make this the ideal time to buy. For dealerships, this translates into a surge of potential buyers, eager to put their refunds toward a car that fits their needs and lifestyle.
Getting Off to a Great Start
For car dealerships, tax season is an opportunity to get off to a great start for the year. By marketing special taxseason promotions, offering competitive financing options, and highlighting vehicles that appeal to refund-boosted buyers, dealerships can maximize sales during this critical period. With consumers actively seeking out the best deals and incentives, it’s essential for dealerships to be prepared with the right offers to capture this audience.
Tax season is more than just another sales period—it’s the time when consumers are most likely to have the financial freedom to make large purchases, and car dealerships can capitalize on this trend to drive their success.
Why Do My Appointments Not Show Up?
If you feel like you set appointments until you are blue in the face but struggle to see them show up to your dealership, then this article is for you.
There are many things that attribute to whether or not your customer will show up. One of the things you should always first consider is the level of rapport you built with the customer during your phone call. 43% of buyers say they are more likely to select a dealer if they have a favorable impression of the sales representative. While it’s not quite the majority of customers, it’s still an impressive portion of customers. It’s easy to forget that what we say and how we say it matter and following a process while still letting your personality shine through are the keys to building rapport over the phone. It is not and never will be answering every question the customer asks.
You need to control the call and create a relationship with the customer by selling the perks of purchasing from your dealership, addressing the customers’ needs and ultimately by providing them with a financing or vehicle solution. Lack of rapport building is one of the main reasons a customer will not purchase from you.
Up next would be considering how quickly you called the customer if they were an internet lead. 78% of the time, customers will purchase from the dealership that responds first, and we know customers visit 4.2 websites during their purchasing process. If you contact the customer within the first 5 minutes, you can expect to reach 70-80% of those customers. The early bird gets the worm isn’t just a saying, it absolutely applies to calling your leads. While texting is great, it cannot replace human interaction, and it will not allow you to build the rapport we just spoke about. Don’t be afraid of
the phone, and if you want to sell more cars, you will need to work on that anxiety – because you won’t succeed without making phone calls.
If you are selling to challenged credit customers, then of course we have to consider how reliable the customer is and if they are a viable candidate. You can do this by asking them some questions about their situation, make sure they seem like a good fit. If you are going to have the customer complete an application ahead of time, do NOT call them with the application status/approval. Instead, ensure the customer that protecting them and their identity is of the utmost importance, and we cannot discuss approval until they are in the dealership. This prevents the customer from using you to get approved and then going to your competition, which they will do.
How close the appointment is to today would be something else to consider. Same day appointments are more likely to show then something set a few days out. If it’s early in the day ask “when are you available, I have time right now or later
MAGGIE PUGESEK, C&M COACHING
A passionate expert in phone skills & internet leads since 2010, Maggie Pugesek specializes in customizing word tracks and processes to fit the needs of individual dealerships. C&M Coaching, focuses on improving call quality for Sales, BDC, Collections & service departments. Maggie also offers free training and tips on her podcast, Elevate with C&M Coaching. Maggie has spoken at previous national dealership conferences, Compliance Unleashed and directly to dealer 20 groups.
today...” and then pause. Stick to choices and always try to set something as close to today as possible. If you have to go a few days out, do not forget to stay in contact with the customer, including asking them questions to keep them engaged between now and their appointment date.
One of the most popular podcast topics on my show, Elevate with C&M Coaching, was an episode on Closure. Closure is one of the most important parts of your phone call. This step allows you to create a bridge between you as a human being who sells cars and your customer. You will begin this step by giving the customer your contact information, having them write it down is best but I also suggest texting it. This creates a personal connection. Next, repeat their appointment time and ask, “can I count on you to let me know if anything changes?” This plants an accountability seed. Avoid using the word “cancel” or “reschedule” as these plant a different idea in their head: a way out. Make sure you obtain an email address; this is the easiest way to ask for referrals or talk about a referral program. It’s also backup if their phone gets disconnected. Lastly, text or verbally give them your address. Please do not use another dealership as a landmark!
After you hang up with the customer, send them a text. Include your name, contact information, dealership name & location, plus their appointment details. If there is anything the customer needs to bring with to their appointment, include that. Think about this text as a prep for their appointment. It also helps solidify it in the customer’s mind.
The last piece of advice I have for you would be to place a reminder call the day before the appointment. You can increase your show ratio by having a manager confirm also, but at least 1 person should contact the customer to confirm the
appointment day and time, what to bring and who the appointment is with. I would also send a text the morning of the appointment welcoming the customer in and reminding them again to let you know if anything changes. If you are setting an appointment on the same-day, you do not need to place the reminder call, but I would still send the text. It helps to lock the customer in.
All of these tips can help you increase your show ratio, but honestly how you handle that initial phone call will always be the most important. I encourage you to find a call trainer that can help your dealership write a word track tailored to your goals and one who will monitor those calls for success. Accountability is key and consistency is extremely important. The more you stick to a process and flow, the easier all of this will be. Best of luck!
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Five Ways To Beef Up Your Dealership Compliance
COMPLIANCE
Understanding and properly following dealer compliance is an important part of keeping your business running. But with all the different compliance rules and guidelines, it’s not always easy to keep everything straight. Here are five ways you can help keep your dealer compliance on the right track.
1. Follow the safeguard standards
The revised Federal Trade Commission (FTC) standards for safeguarding customer information took effect on June 9, 2023. Any business that engages in financial activity and has the financial information of more than 5,000 consumers needs to comply with these standards or they could face enforcement action from the FTC. The Safeguards Rule was created to protect sensitive customer information from virtual threats.
Be sure you understand these new regulations and that you’re adhering to them correctly. Following these safeguard standards not only helps protect your clients’ sensitive information but also your business from unnecessary headaches and unhappy customers. Check out our article providing tips to help you stay compliant.
2. Review your financing practices to avoid discrimination
Even with regulations in place to eliminate discriminatory practices, unintentional biases can lead to discrimination. For example, during an audit, you could discover a car dealership GPS tracking device was required in more cases for loans to people of color, even when it was not based on their credit or finances.
Discrimination on who is provided auto financing or who you require to have a vehicle monitoring device can violate federal and state anti-discrimination laws. To avoid unintended bias, develop written policies and procedures to note when a car dealership GPS tracking device is required. Enforce these policies across the board to ensure that all customers are treated equally.
You also want to be upfront with customers regarding any dealership tracking. Be sure to:
• Fully disclose the addition of a vehicle monitoring device to the consumer as a condition of auto financing.
• Provide written disclosure to the end-user consumer of an installed SID/GPS tracking device as a condition of the credit extension under the RISC.
• Have the consumer sign the disclosure noting they understand a car dealership GPS tracking device is included, as well as how it works.
Having written rules and policies and requiring disclosures to the customer will help eliminate issues down the line.
3. Get familiar with your state and federal regulators
There are both state and federal dealer
compliance regulations. Get to know these different regulating bodies, understand what they do and find out how they can affect your business.
On the federal level, there are two major regulating groups:
• Federal Trade Commission
This commission’s job is to protect consumers from deceptive or unfair business practices. They also keep businesses from unfair methods of competition, like forming a monopoly through law enforcement, advocacy and education.
• Consumer Financial Protections Bureau—This agency is dedicated to ensuring that consumers are treated fairly by banks, lending institutions and other financial institutions. They protect consumers from predatory lending practices and discrimination issues.
On the state level, you may deal with three different regulatory agencies:
• Department of Revenue—For most states, this department handles collecting tax revenue for the state, including the Department of Motor vehicles.
• Auto Industry Division—They regulate the Motor Vehicle and Powersports industries with an emphasis on compliance, education and enforcement of applicable laws and regulations.
• Motor Vehicle Dealer Board
This division processes license applications and fees, administers written examinations to applicants, provides information, conducts compliance inspections, works with consumers and dealers to resolve complaints and investigates criminal complaints.
Understanding who oversees dealer compliance on both the state and federal level, how to work with them and who to contact when you have questions makes it easier to follow dealer compliance regulations.
4. Stay up to date on compliance training
Ensure that your staff is aware of the compliance regulations and how to
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follow them. As we mentioned, clear written policies will help everyone stay on the same page. Provide regular trainings so your team is aware of these rules. Keep track of who is attending trainings and what’s being taught with a training software platform or an Excel spreadsheet. Have your employees sign off on training so they understand their part in staying compliant.
5. Regularly review and adjust your policies when necessary
As compliance and standards change, so should your policies. Regularly review your policies to ensure they are working and that outlier situations aren’t cropping up. If you notice several outliers slipping through the cracks, there may be a flaw in the policy that needs to be corrected. Doing a regular audit of how the policy works in practice can help you discover exceptions and adjust accordingly.
Stay on top of dealer compliance
Proper dealer compliance is integral to your business. You can stay on top of it by following safeguard standards, reviewing your financing practices, knowing your state and federal regulators, running compliance training regularly and reviewing your policies to see if there are outliers.
PassTime is here to help. Check out the PassTime blog to find even more articles and info to learn how to keep your business running smoothly.
https://passtimegps.com/blog
Tuesday, March 18
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World Famous Highline Sale - 11AM Live Classic, Specialty & 100 Grander Sale - 2PM
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The Importance of Grassroots Advocacy
ERIC ROSS, SR. ASSOCIATATE, MILLIRON GOODMAN
LEGISLATIVE
On January 7, 2025, the Pennsylvania General Assembly began a new two-year legislative session. Over the course of the next two years, they will consider multiple pieces of legislation that could have a significant impact – positive or negative – on the Pennsylvania Independent Automobile Dealers association (PIADA). Whether you’re supporting or opposing a bill or regulation, grassroots advocacy is now more important than ever.
Once upon a time, it was not out of the ordinary for incumbents to serve twenty or thirty plus years. Long-serving veteran members were often valued not only for their experience and expertise in issues, but also as legislative champions. However, politics, retirement and frustration with the legislative process have paved the way for an influx of new members. In 2024, we saw 19 retirement (3 Senators and 16 Representatives) and one
Senator lost re-election. While turnover isn’t as volatile as in previous years, we will see an influx of new blood into the 208th Legislative session of the General Assembly.
With every freshman class, challenges lie ahead. There is a learning curve, new set of priorities, and competing interests. Without outspoken advocates, issues can quickly get lost in the thousands of bills introduced each legislative session.
Elected officials want to hear from their constituents – the people that elected them and can re-elect them. Building strong, personal relationships with legislators and their staff is one of the most important, yet overlooked, aspects of working in the automotive business.
In the short-term, you are putting a face on an issue that allows legislators to connect beyond the facts and figures. In the long term, you are developing legislative
champions that will seek your advice before addressing industry-related issues affecting your community.
We strongly encourage you to get to know your legislators – whether it’s coffee to introduce yourself, a meeting (in-person or virtual) to discuss an issue or inviting your legislator on a tour of your facility. All are examples of community and grassroots advocacy and effective ways to build relationships with your legislators. Finally, we’d like to share a few grassroots tips we’ve learned along the way:
10 Tips on Effective Grassroots Advocacy
1. Before contacting your legislators, do a little homework. Research their biography, committee assignments, cosponsor memos and legislation sponsored. This will offer some insight into their legislative interests. You might also discover that you attended the same school or have a hobby in common. The Pennsylvania General Assembly website is also a great place to start.
2. If you do not know or have never met your legislators, you should attempt to make your first meeting a friendly, get-acquainted occasion. This could be as simple as introducing yourself as a constituent at a town hall meeting or local event. Follow-up by scheduling a personal meeting in their office or a virtual meeting through ZOOM or TEAMS.
Erik A. Ross Senior Associate Milliron Goodman
3. Take advantage of additional opportunities to connect with your legislators – whether inviting your legislators to attend an open house, an award ceremony, or a promotional event. Likewise, opportunities might arise through involvement with professional organizations, civic or charitable organizations, or political parties.
4. The hometown connection is essential to getting a legislator’s attention, so always identify yourself as a constituent – where you live and how you are connected to the community.
5. You are the expert on your subject and know what your business or community needs. You are meeting with the legislator as a constituent. You do not have to be an expert in the legislative or regulatory process.
Hi Everyone,
6. If discussing an issue, be brief, clear, and accurate. Telling your story by sharing your experiences, struggles and solutions is the most persuasive message. Allow the legislator to offer his or her view on the issue and ask questions. If the legislator asks questions that you cannot answer, be honest and provide the requested information later.
7. Your legislator may not always agree with your position. Be persistent, but not argumentative. Provide points supporting your issue. Ask thoughtprovoking questions that will encourage him or her to contemplate your position. Keep in mind that a legislator who opposes you on an issue today may become a valued ally on a different issue tomorrow.
8. Get to know your legislator’s staff. They usually have more time to devote to your issues and have more time to learn the details of an issue before briefing their legislator.
9. Always express appreciation. Follow up with a thank you letter or e-mail that briefly restates your main points and includes any information you offered to provide.
10. Once acquainted with your legislators, it is important to maintain an ongoing relationship. Stay informed about your legislator’s activities by subscribing to his or her newsletter via their state website. Attend and participate in town hall meetings. Invite your legislators to your dealership to meet with your colleagues.
I send out a membership renewal invoice the month before your membership is due, the month it is due, and the month after. The month after is when your membership has expired, and you might need an added reminder. I also make regular phone calls as a reminder. So, please have all your information correct so we can have it in our system.
We are starting a new thing, too, which is very exciting. We will be sending out email renewal invoices. No more logging into the system to pay. We made it so much easier. Just click on the green “Pay Now!” button in the email, and it will take you directly to your account to pay your membership! You ask for things, and I promise you we listen! Also, for those of you who like the mailed paper invoices, we will still be doing that.
Our members mean so much to us. We try to keep up to date and listen to our members at the same time. Like I said last month, I have been here for eight years, and I’ve seen a lot of changes over the years. I feel like we are changing for the better now. Please let me know if you have any suggestions or comments at cynthia@midatlanticiada.org or call 717-238-9002 option 1.
Next month, I’m going to go over the process of becoming an Issuing Agent. I can help you with this, and it will be so important to make money for your business. Please stay tuned for next month!
Best,
Cyndi
Cynthia Slemons Membership Specialist MidAtlantic IADA
2025 NIADA CONVENTION
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INTRODUCING COMPLIANCE ACCOUNTABILITY GROUPS
STEVE LEVINE, IGNITE CONSULTING PARTNERS
My company, Ignite Consulting Partners, strives to be a thought leader in the compliance and risk management discussion for independent car dealers and other lenders. We take this responsibility seriously and over the years we’ve launched several successful education based initiatives, including our Annual Compliance Unleashed Conference, Training Unleashed Online Learning Platform, Tip of the Week Emails, and monthly webinars. In our continuing efforts to help dealers protect their businesses, we are pleased to announce the creation of the first of its kind Compliance Accountability Groups.
What is a Compliance Accountability Group?
Much like the popular 20 Group concept, this endeavor consists of bringing dealers and finance companies together in a peer to peer learning environment and is aimed at facilitating the achievement of impactful compliance. I will moderate the group(s), which will be made up of owners, managers and compliance personnel. We’ll conduct virtual quarterly meetings, and also have an in-person meeting during our Compliance Unleashed Conference in April. In between meetings, we will host individual online meetings with each member to discuss specific goals and sticking points.
These groups will provide a true peer-topeer environment for those responsible for protecting their businesses and managing compliance and legal risks. Participants will collaborate, learn, and solve problems together, with Ignite offering guidance and managing the overall framework. Not only will this initiative help hold members accountable for setting and meeting goals, it offers the opportunity to cut costs on legal and other expenses.
Why is it Essential to Join?
In my career, I’ve worked with hundreds of dealers, lenders and similar businesses. To be honest, more often than not, I see
people struggle with legal and compliance concepts and fail to achieve success. In fact, the impetus towards creating Ignite was to bridge what I see as an implementation gap between legal guidance and advice and the actual achievement of impactful results.
The hard truth is that most business people are just too busy running the business and managing the day-to-day issues to focus on compliance. Even in those companies that have a “dedicated” compliance person, they are often asked to wear several other hats and end up being distracted. Let’s face it, business inertia will usually prevail.
These Groups are designed to combat this by providing a blueprint for success and holding members accountable to each other. In my experience, business leaders are more likely to meet the standards met by their peers instead of goals and objectives that I set. Group members will be able to measure their compliance efforts and progress against other businesses that operate in the same industry.
What are the Benefits of Membership?
These groups will be a think-tank specifically devoted to solving the riddles and complexities of the compliance and legal obligations that besiege car dealers and other lenders. We work with dealers all over the country and we see a lot of different methods from an operational perspective. We also see
how various regulators interpret and enforce their laws, and how the litigation climate can vary in different places. In our group meetings, we’ll put that knowledge to work for our members by sharing our thoughts and observations on the current state of the industry and addressing emerging threats.
Our members will share their own strategies and fresh perspectives on developing solutions. We expect to foster a healthy climate of collaboration. Participants will learn from each other’s experiences and solve problems together, all in an environment where members hold each other accountable for progress and results. Then, in our follow up one on one meeting, members can address their specific concerns and we’ll work to customize solutions. We will also have a dedicated Q&A platform where members can ask questions any time.
Call to Action
Participation in this group will strengthen an area which has historically been an achilles heel for dealerships. At a price of $ 125/ qtr, even the smallest businesses can take advantage of this offering. The educational benefits, when coupled with the networking opportunities and a chance to work with some of the best compliance minds in the industry, makes this a compelling opportunity. Go to IgniteCP.com to learn more or email info@ IgniteCP.com
Steve Levine is an auto finance lawyer with over 30 years of experience protecting car dealers and finance companies. He is an owner and Chief Legal and Compliance Officer of Ignite Consulting Partners, which offers guidance on compliance, operations and best practices. His second book, Counterpunch: Compliance Strategies for Car Dealers, will be published in early 2025 and will be available on Amazon. Please follow Steve on Twitter @LawyerLevine for compliance and industry related content.
MEET STEVE
i g n i t e
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HEALTHCARE MEMBER BENEFIT
New bene ts from GIG Workers Universe and Synolo Ep6ix for members of MidAtlantic
• Healthcare member bene ts program provided by Amalgamated Local 426 Health & Welfare Fund
• Anthem Blue Cross Blue Shield PPO National network
• Bronze, Silver & Gold plan options
• Guaranteed Issue (No group approval required)
• Minimum one enrolled
• Must become a member of GIG
▪ Fee waived with enrollment in bene ts
• Eight plan design options to choose from
Home & Auto Discounts
• Access to online quotes and live agents for any personal property lines of insurance (Auto, Home, etc.)
GIG Marketplace Shopping Discounts
• GWU discount marketplace to shop and save from thousands of companies locally or online
Health Plan - Increasing access to a ordable healthcare
• Lower premiums than traditional o erings
• No Deductible options
• Guaranteed Issue (following group approval)
• Network: First Health for providers and facilities
• Unlimited Telehealth and Teletherapy
• 4-tier prescription plans (top 600 generics $0 Copay)
Dental & Vision
• Dental: Preventive, Basic & Major Services
• Vision: Eye Exam, Lenses, Frames
Voluntary Bene t
• Short-Term Disability
• Critical Illness, Accident & Hospital
• Term & Whole Life options
▪ Employee, Spouse and Child options
ALLISONL.HARRISON,ESQ ALHLAWGROUP
Allison Harrison grew up surrounded by the automotive world - think Marisa Tomei in My Cousin Vinny, but instead of mechanics, it's car dealers. With her grandparents, parents, aunts, and uncles running car dealerships, she developed a strong understanding of the industry’s challenges and complexities from an early age. That experience laid the foundation for her legal career, where she has focused on helping auto dealers navigate their most challenging issues for the last 14 years.
As the founder of ALH Law Group, her firm has spent over a decade representing auto dealers. She’s defended clients against consumer complaints, as well as actions from the State of Ohio and Michigan. Her experience includes regular appearances before the Ohio Motor Vehicle Dealer Board, the Michigan Department of State, and the Attorney General, where she helps clients tackle regulatory and compliance matters.
In addition to litigation, Allison acts as general counsel for many dealerships, offering practical advice to keep their businesses on track. Her approach is clear and straightforward, cutting through the noise to provide the guidance her clients need.
For Allison, working with auto dealers isn’t just a job—it’s a natural extension of her lifelong connection to the industry. She understands the challenges dealers face because she’s seen them firsthand, and she’s committed to helping her clients succeed.
