MidAtlantic Dealer News - June 2025 by piada

VENDOR SPOTLIGHT TAKE A LOOK AT OUR ANNUAL SPONSORS!

DEALER NEWS

ELEVATE

THINK YOU'RE TOO "SMALL" FOR TROUBLE?

The Importance of Self-Management for Automotive Leaders Think Again! KEEPING YOUR ENGINE RUNNING:

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

AI Texting: Common Mistakes to Avoid If You Want to Sell More Cars

Unlock the potential of your sales team by integrating AI into your CRM, but remember, it should enhance human touch, not replace it. Discover how to balance automated communication with personal engagement to truly connect with your customers and drive sales.

Unlocking Growth: The Benefits of NIADA’s 20 Group Program

Elevate your dealership with NIADA’s 20 group program. join a community of dealers focused on improving their businesses and staying copetitive.

Think You Are Too “Small” For Trouble? Think Again!

Many small dealers mistakenly believe they can fly under the compliance radar, but recent cases prove that no business is too small for scrutiny. Ignoring regulations can lead to costly consequences, as evidenced by dealers facing fines and investigations despite minimal operations.

Pennsylvania's General Assembly Faces a Crucial Budget Season

New legislation seeks to streamline the management of abandoned vehicles at auctions, impacting dealers and storage fees significantly.

Keeping Your Engine Running: The Importance of Self-Management for Automotive Leaders

In the fast-paced automotive industry, juggling management and personal well-being can feel overwhelming. Discover how prioritizing self-care and setting boundaries can lead to a more successful and fulfilling life both at work and home.

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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

JEAN WEBB

Lead Title Clerk (717) 238-9002 jean@midatlanticiada.org

PAM CORNISH

Lead Title Clerk (717) 238-9002 pam@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!

PRESIDENT'S MESSAGE

A Note of Thanks and a Nudge in the Right Direction

To all my fellow independent dealers—

Thank you to everyone who joined us on May 6 for our Basic PennDOT Agent & Title Training. I know it’s not easy to take time away from the lot, the desk, or the 100 other things pulling at you daily—but those who showed up made a clear statement: doing it right still matters.

A big thank you to Manheim and Cox Automotive for sponsoring the training. These aren’t just vendors, they’re real partners who continue to step up and support the independent side of the industry.

Now, while some of our colleagues are shaking hands, learning new strategies, and walking the floor at the 2025 NIADA Convention & Expo in Las Vegas, I want to talk to those still deciding whether to get involved.

We’re facing big changes—and big opportunities—in our industry:

• Tighter regulations around titles, recon, and financing

• Rising costs across every part of our operations

• Increased pressure from online retailers and corporate consolidators

• And yet—record demand for used vehicles and local service is still there

The playing field is shifting, and those who aren’t staying educated, connected, and compliant will be left behind.

That’s why I want to personally invite you to something you can still be part of:

MidAtlantic IADA Convention October 19–20, 2025

Caesars Atlantic City

This isn’t some stuffy industry retreat. It’s a working weekend with real dealers, answers, and results. Expect:

• Expert-led workshops on compliance, digital sales, BHPH, and more

• Hands-on breakout sessions tailored for All Dealers

• Vendors and lenders who understand our business

• And a chance to build relationships that outlast any trend or technology

If you’re not yet a member of MidAtlantic IADA, now’s the time. Membership isn’t about a logo—it’s about having a seat at the table when it counts. We advocate for you, train with you, and stand by you when challenges hit.

So here’s the deal:

We can either keep reacting to what’s coming or get ahead of it together. Training and conventions aren’t luxuries—they’re your competitive advantage

See you in Atlantic City.

Sincerely,

ADVERVTISE WITHIN

To advertise in the MidAtlantic Dealer News magazine, please send a request via email to tom@midatlanticiada.org

Robert “Bert” Straub President, MidAtlantic IADA President, NIADA State Presidents Council

Message from the Executive Director

Hello Dealers,

Welcome to the June edition of the MidAtlantic Dealer News. We have been working hard every month to continue to bring you the most up-to-date industry news along with informative and educational articles to help you be a better dealer. This month is no different. So much in fact that I was asked to keep my message short so we could fit all the other articles.

I do want to mention one BIG change. Check out the new two-page centerfold highlighting our Annual Sponsors. If you scan the QR Code with your phone, you will be linked directly to the vendor page of our website. Each vendor’s logo is a “live link” which will give a bio of the vendor and a link directly to the vendor’s website.

As you take the time to review our vendors, you will realize that they are some of the best product and service providers in our industry. You will also realize that within those two pages, we are truly a “one stop shop” for practically any information, product or service you will need to grow, become more efficient, more compliant and ultimately more profitable.

Each of these vendors offers valuable membership benefits making being a member of the MidAtlanic IADA more important than ever. If you are using a vendor that is not listed in our centerfold, please contact me so I can reach out to them for an opportunity to join our association.

Finally, I hope you are planning to attend the NIADA Convention on June 23-26, 2025, at the Fontainebleau in Las Vegas. If you haven’t registered, there is information in this magazine to do so. It’s not too late. I hope to see you there!!!

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,

TOM BRANDIS Executive Director

Tommy

AI Texting: Common Mistakes to Avoid If You Want to Sell More Cars

By Maggie Pugesek, C&M Coaching

Adding AI to your CRM is a great way to help you stay in contact with your customers, especially if you are busy and can’t get to the lead right away. It gives you the opportunity to reach more customers with less people, but I want to warn you: it should NOT replace your people completely.

My company, C&M Coaching, specializes in helping dealers find holes in their internet lead and phone calls processes. One of the ways we do that is through Mystery Shops. We submit an internet lead to a dealership and monitor all communications for the next three business days. The results are scary and we see thousands of text messages every month, from every single CRM out there. Here is what we know: CRM’s are overloaded with AI texts and sales teams haven’t been trained how to properly balance out customer contact with the software.

Issue #1:

Sending too many text messages and not calling the customer. I love texting, it’s faster than a call and more people respond. But it is not the best way to build rapport with a customer. Always try to call your lead first, if they don’t answer then send a text letting them know you just left them a message and ask when is a better time to call them. This allows you an opportunity to open the lines of communication but also hopefully get them on the phone to use your voice inflection and personality to really sell them on purchasing from you. Some software will send text after text and overwhelm the customer, so the salesperson will go in and ‘pause’ the AI software and then forget to check the lead again – leaving the customer hanging.

Issue #2:

Text. No reply. Text. No reply. Text. No reply.

This is directly related to issue #1! If you let your AI software send 15 text messages and the customer hasn’t responded to a single one, what makes you think sending a 16th message will be the one that gets them to respond? If you rely only on texting and you get zero response after the first 2 messages, please call the customer. You could have a landline, a wrong number/digit or the wrong person. If we don’t attempt to make the call, we will never know. Bombarding a customer who hasn’t replied with text after text will NOT help you sell a car.

Issue #3:

Letting AI push for an application over and over and over again. This is directly related to issue #2. When we mystery shop, we will see multiple text messages with no introduction from a real person (or a made-up person, but at least it’s an introduction) and only a link to the application. Text after text just pushing for the customer to complete an application online. I realize that we do this to see “how serious” the customer is, but if they have spent the average time online as most customers (14 hours) and they went to your website, saw the opportunity to complete an application but chose to submit an inquiry on a vehicle or “contact us” button instead – they aren’t ready to do an application. And sending them text messages over and over asking them to is simply pushing them away. You absolutely need to call them, have a conversation with them, make them feel heard, valued, show them you are different and then when it’s appropriate you can ask for an application. Texting and pushing applications is very impersonal and makes your customer feel like just another number.

Issue #4:

AI’s texts do not relate to the situation and are not customized to match what may

have happened on the phone or in previous texts with customers. If you call and speak to a customer and they say, “let me check my schedule and get back to you”, and AI sends a text message saying “You haven’t finished your application, here is the link…” it seems as though we weren’t listening to the customer the first time around. Instead, you could say:

“Hi Gina, this is Maggie from ABC Motors! Thank you for your time on the phone last week. Have you had an opportunity to check your schedule? I am in the office until 6pm tonight and I have some time right now or later. Do either of those options work for you?”

This at least pertains to the conversation, is personable and attempts to get the customer in the door. Of course I would rather this was a phone call to them, but it’s better than just sending them a text message that doesn’t match what happened when you spoke.

Issue #5:

Salespeople forget how to handle leads because they know the system is going to do the work for them. They will simply let the texts go out and wait for the customer to respond, and never place a phone call. Did you know that 60% of customers will purchase from the dealership that calls them first? And if you call your customer within 5 minutes, you can expect to reach 70-80% of them. Sending only text messages does not produce those statistics. Phone calls and real human voice engagement do. Call first! What to do instead:

Use AI to compliment your sales team, not replace it. You can set up an automated text message, something to let customers know you are here to help. For example, “Hi Gina, this is Maggie with ABC Motors!

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.

I just received your online inquiry. I am just wrapping up with a customer and will be contacting you shortly. Is this the best number to reach you on? I look forward to chatting with you soon.”

The messaging is clear, we are excited to speak with them, we will be calling them soon and we have received their inquiry. This message feels personal but can be easily automated.

If there is no response via phone, text or email (aka no contact) you can say:

“Hi Gina, this is Maggie again from ABC Motors. I keep missing you and I would love to connect regarding financing for a vehicle. I am here until 6pm tonight, is there a good time to reach you?”

— or

“Hi Gina, this is Maggie from ABC Motors. I have left a couple of messages but haven’t been able to reach you. Is it easier for us to communicate via text? If so, I am happy to go through the process with you via text.”

Now you are asking questions, hopefully getting the customer to engage. But without this personal connection, we are missing the mark on making the customer feel valued, heard, understood and like we are here to help.

I love AI, I think it’s a great tool to have in our toolbox, but it should not be the only thing your salespeople or BDC staff rely on to get customers in the door. Go through a lead and review the text and communications with the customer, make sure it looks exactly how you want it to, and all the verbiage is professional and makes sense given your customer base. Customize those AI texts to match your selling process but keep it personal and expect your sales team to call your leads –and then make sure they actually do!

Unlocking Growth: The Benefits of NIADA’s 20 Group Program

by John Dismukes, NIADA 20 Group Sales Manager and Moderator

For independent auto dealers seeking to elevate their operations, the National Independent Automobile Dealers Association (NIADA) offers a transformative resource: the 20 Group program.

This initiative brings together 20 non-competing dealers with similar business models to collaborate, share insights, and drive mutual success. Key components of the program include the use of composite data analysis, robust networking opportunities, and access to industry expert guest speakers.

Composite Data Analysis: Driving Performance Through Metrics

At the heart of the 20 Group program is the composite—a comprehensive benchmarking tool that aggregates financial and operational data from all group members. This analysis allows dealers to compare key performance indicators (KPIs) such as gross profit margins, inventory turnover, and expense ratios against their peers. By identifying areas of strength and opportunities for improvement, dealers can make informed decisions to enhance their business strategies. The composite serves as both a mirror and a roadmap, reflecting current performance and guiding future growth.

Networking: Building a Community of Success

The 20 Group program fosters a collaborative environment where dealers can engage in open dialogue, share best practices, and support each other’s growth. Meeting three times a year, members discuss challenges, celebrate successes, and brainstorm solutions in a confidential setting. This peer-topeer interaction not only provides practical insights but also builds lasting relationships. The sense of community and shared purpose enhances accountability and encourages continuous improvement.

Industry Expert Guest Speakers: Gaining Strategic Insights

Many 20 Group meetings feature presentations from industry experts who offer valuable perspectives on market trends, regulatory changes, and innovative practices. These guest speakers provide members with up-to-date information and strategic insights that can be directly applied to their businesses. By staying informed about the broader industry landscape, dealers are better equipped to adapt to changes and seize new opportunities.

Conclusion: A Strategic Investment in Growth

NIADA’s 20 Group program offers independent auto dealers a comprehensive platform for growth through data-driven analysis, collaborative networking, and expert guidance. By participating in this program, dealers can enhance their operational efficiency, stay ahead of industry trends, and build a supportive community of peers. For those committed to continuous improvement and long-term success, joining a 20 Group is a strategic investment that delivers measurable results.

For more information on how to join a 20 Group, visit niada.com/20-groups or email me at john@niada.com

Tackling Unforeseen Change

Theismann to present strategy for perseverance during keynote address

After the thrill of leading the Washington Redskins to a Super Bowl victory, just three seasons later Joe Theismann’s career ended on a single play with a devastating injury. Theismann quickly reinvented himself becoming an award-winning analyst and successful businessman.

The Super Bowl champion, Emmy-winning broadcaster, author and entrepreneur will share his timely strategy for tackling unforeseen change with independent auto dealers, who themselves are working through changing industry forces, during the keynote address sponsored by CARFAX June 24 at the NIADA Convention and Expo.

A multi-talented athlete, Theismann was drafted to play professional baseball in addition to football. On the gridiron, he became a household name in college, leading the Notre Dame Fighting Irish to a 20-3-2 record during his three seasons as the starter. The All-American guided Notre Dame to a 1971 Cotton Bowl victory and No. 2 ranking. He finished second to Jim Plunkett for the Heisman Trophy.

After the record-setting career at Notre Dame, Theismann was drafted in the fourth round by the Miami Dolphins. Contact negotiations broke down with the Dolphins, and Theismann went to the Canadian Football League to play and led the Toronto Argonauts to an appearance in the Grey Cup as a rookie. He played three seasons in Canada before Washington traded for his rights.

He served as a punt returner for Washington before earning the starting quarterback job to succeed Hall of Famer Billy Kilmer in 1978. Theismann led Washington to a Super Bowl title in 1982, defeating the Dolphins. He had Washington back in the Super Bowl the following season.

He played two more seasons, setting franchise passing records before his career ended with a sack by Hall of Famer Lawrence Taylor that fractured his tibia and fibula.

Theismann quickly moved into the broadcast booth where he previously worked during Super Bowl XIX alongside Frank Gifford and Don Meredith before his final season. He worked for CBS before becoming a fixture on ESPN’s Sunday Night Football from 1988 to 2005 and then one season of Monday Night Football. He won an Emmy in 1994 for his expert game analysis.

Theismann has since worked on different shows on the NFL Network and broadcasts for Washington preseason games. He made several TV and movie appearances along with serving as a spokesperson for several national campaigns.

After his keynote address, Theismann will visit with dealers and take pictures at the CARFAX booth in the largest expo hall for the used car industry.

DEALER SETUP

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 Membership$399--------

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

Looking for the right health insurance? We’ll take care of you.

Schedule an appointment

HEALTHCARE MEMBER BENEFIT

A solution focused on Auto Dealerships with lower, middle and high income employees.

New benefits from GIG Workers Universe and Synolo Ep6ix for members of MidAtlantic

•Healthcare member benefits 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 benefits

•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 affordable healthcare

•Lower premiums than traditional offerings

•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 Benefit

•Short-Term Disability

•Critical Illness, Accident & Hospital

•Term & Whole Life options

Employee, Spouse and Child options

THINK YOU ARE TOO “SMALL” FOR TROUBLE? THINK AGAIN!

by,

Steve Levine, Ignite Consulting Partners

There seems to be a pervasive belief among many dealers that they are too “small” for trouble to find them and that they get to fly under the compliance radar due to their size. This is a dangerous misconception and can be very costly. Let me share a few recent examples:

This Could Be You

A Pennsylvania dealer recently called me because he was being written up by the Department of Banking. What was his sin? He was asked about his Red Flags preparation and told the examiner he didn’t know what “Red Flags” meant and didn’t have a policy. He also didn’t have any sort of information security plan in place to protect customer information, which was another area of focus. He didn’t think he needed such a plan because he operates from one location, has one computer and a printer, and sells about three vehicles a month. Yep, you read that right, three vehicles a month. No employees, no computer network, just him. That’s certainly within the reasonable definition of “small”.

We got him set up with some good written content and discussed its implementation. I gently suggested that next time he call me first, before he has a dialogue with the Department of Banking. The “take-away” from this story, folks, is that the Department of Banking followed its playbook and asked about these policies without considering whether he sold 3 or 300 vehicles a month. That’s an important lesson for everyone to learn.

Next, I spoke to another small dealer that wasn’t so lucky. Again, I’m referencing a dealer that only moves a few vehicles a month. She was faced with similar scrutiny, though, and came to me for advice. Ultimately, she didn’t

want to incur any expense for help. She gambled that she was small enough that she could ask one of the Artificial Intelligence platforms for some policy content and she’d be covered. Unfortunately, when the examiner looked at the content she provided it was obvious that it was “canned” content and had nothing to do with the actual operations of the dealership. The result was a fine, a nasty examination write-up, and the continued scrutiny of the Department. This dealer shared that she is considering giving up her license due to this experience.

My next anecdote involves a slightly larger dealer, this one sells about 10 cars a month and is a buy here, pay here business that holds its own paper and collects it over time. It recently received a civil investigative demand from the state Attorney General.

The information requested will take lots of time to gather, as the time period goes back four years and the AG is requesting “the kitchen sink”. For those of you that have never been through this unfortunate experience, it becomes a total distraction from your ongoing business and can be quite tedious and nerve wracking. The AG’s office doesn’t distinguish between large and small businesses, the initial information request is pretty much the same no matter the size of the business.

As best we can tell, there were a few consumer complaints over the past year or two that may have led to their interest in this dealership. I can’t overstate the importance of having a strong complaint management process, tracking them, looking for opportunities for improvement, and being responsive to the consumer. This dealer will have to make a Herculean effort just to comply with the information request, and then they’ll stress for a year waiting to hear back from the AG.

History Will Repeat Itself

During the first Trump Administration, Pennsylvania regulators stepped into the perceived consumer protection void with a flurry. The Department of Banking hired ex-CFPB personnel and created its own miniversion to enforce consumer protection laws across the state. We saw a ramp up in activity against our industry in the years that followed. In the past several months, we are beginning to see this again with both the DOB and Attorney General.

Also, consider the recently enacted Pennsylvania Automotive Trade Practices statute, which was the subject of an Article in this publication in the October 2024 issue. This is a statute that bolsters consumer protection and expands the definition of “advertising” to include various online practices, mandates dealer inspection of vehicles within 30 days of arrival, mandates written disclosures of known defects, and restricts certain dealer practices related to “as-is” sales. What may have worked at your stores a few years ago may not work now, so it's always important to stay one step ahead.

In my view, the next few years will be challenging ones for Pennsylvania dealers, and the climate of federal deregulation will be more than offset by aggressiveness at the state level.

Conclusions

“It will never happen to me”, “the regulators can’t be everywhere”, “I should have called sooner but I didn’t think they’d be interested in what I’m doing”, and “my business is too small to get in trouble”. I frequently hear this refrain and I can say with certainty that each of these statements are not true and can’t be relied upon. Hope is not a strategy!

I’m not trying to scare anyone, I’m simply giving you an accurate “lay of the land” in which you choose to operate. Don’t become another sad story. Take your compliance obligations seriously. If you email me at info@IgniteCP.com, I’ll be glad to send you a checklist that you can use to measure your risk. I’m here to help, you don’t have to go it alone.

Steve Levine is an auto finance lawyer with over 30 years of experience protecting car dealers and finance companies. He is the owner and Chief Legal and Compliance Officer of Ignite Consulting Partners, which offers guidance on compliance, operations and best practices. In 2022 he published Winning the Fight: A Guide to Protect Car Dealers, and he recently published Counterpunch: Compliance Strategies for Car Dealers, both available on Amazon. Please follow Steve on Twitter @LawyerLevine for compliance and industry related content.

PATitleand Registration Services

DealerTitle/DuplicateDealerTitle

DealerTitle/DuplicateDealerTitle(Waiting)

DealerTitle/DuplicateDealerTitlewithLien

DealerTitle/DuplicateDealerTitlewithLien(Waiting)

LostTitleforCustomerintoDealerTitle

DealerRepoTitle

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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.”

Harrisburg Legislative Update

Key Developments and Budget Insights for May 16, 2025

The session schedule is as follows:

Senate: June 2, 3, 4, 9, 10, 11, 23, 24, 25, 26, 27, 28, 29, 30

The Pennsylvania General Assembly is entering into its most critical month of June when they must pass a balanced budget by June 30th. In addition to the state budget, there are various bills (i.e., Fiscal Code; the Administrative Code; Education Code; the Human Services Code; etc.) that are all part of the budget implementation that move as a package.

Pennsylvania collected $6.2 billion in General Fund revenue in April, which was $363.2 million, or 6.2 percent, more than anticipated. Fiscal year-to-date General Fund collections total $39.4 billion, which is $328.8 million, or 0.8 percent, above estimate.

With the state in need of cash, the Independent Fiscal Office (IFO) estimates that it will be forced to deplete its $2.9 billion General Fund surplus by the end of Fiscal Year 2024-25. Largely due to updated projections for Department of Human Services (DHS) programs reflected in the Executive Budget, the IFO’s updated FY 25-26 deficit projection is $6.0 billion under current laws and policies. The FY 24-25 deficit projection is unchanged as revenues continue to meet expectations.

As a reminder, Governor Josh Shapiro’s $51.5 billion budget proposal is nearly $3.9 billion more than the approved 2024-25 budget. To adopt the governor’s 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.

House: June 2, 3, 4, 9, 10, 11, 16, 17, 18, 23, 24, 25, 26, 27, 30

With respect to transportation, the governor’s budget proposal 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 2025-2026 and growing to more than $330 million in 2029-2030. In addition, it 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.

We expect a very acrimonious budget season this year, as the Senate Republicans prefer to reduce spending and not deplete the Rainy Day fund. Therefore, reaching an agreement between the four legislative caucuses of the General Assembly and the Governor may require great compromise and concessions; otherwise, we understand that an alternative plan may include passing a bare bones budget to keep state government operating and push the bigger issues like gaming, recreational marijuana, and mass transit funding to the fall.

Unfinished Business on Industry Supported Legislation

As the General Assembly works on a state budget, other issues are also addressed and move through the legislative process, but, with divided government (House controlled by the Democrats and the Senate controlled by the Republicans), the wheels of government often move a slower pace.

Modifying Management of Abandoned Vehicles at Auction

House Bill 373i (Schmitt-R) amends Title 75 (Vehicles), authorizing a wholesale vehicle auction, or salvor, to begin the process to remove vehicles that have been abandoned at the wholesale auction without the wholesale

auction’s consent. It would also authorize the wholesale auction to charge and collect storage fees as well as the releasing or recovering costs of the abandoned vehicle.

Specifically, the proposed legislation requires the wholesale vehicle auction to file a report, outlined in existing law at § 7311.1 (a), with the local police department declaring that an unauthorized vehicle has been left unattended on private property for a period exceeding three business days. If the wholesale vehicle auction elects to file such a report, it may remove, sell, or legally obtain the ownership and title of a vehicle that is declared an abandoned vehicle by PennDOT.

The wholesale vehicle auction shall be reimbursed for all applicable costs related to the storage and processing of the vehicle from the proceeds of the sale of the vehicle. The remaining proceeds of the sale shall be paid to PennDOT and transmitted to the State Treasurer for deposit in the Motor License Fund.

In addition, if the wholesale vehicle auction does not intend to sell or legally obtain ownership of an abandoned vehicle, existing law at § 7311.1 (c) (Salvors) provides that an abandoned vehicle can be towed to a salvor’s property and the salvor may elect to file a report with the local police department.

This legislation was referred to the House Judiciary Committee on January 31, 2025.

Requirements for Sale of Scrap Materials/ Stopping Catalytic Converter Robberies

House Bill 612ii (Isaacson-D) amends the Scrap Material Theft Prevention Act (Act 113 of 2008) to place additional requirements on scrap processors and recycling facility operators who purchase catalytic converters or scrap material that bears a name or mark under Title 54 Chapter 15 (reusable marked articles and receptacles).

Under this legislation, scrap processors and recycling facility operators would be required to collect identification information if the scrap material bears a name or mark. The legislation imposes a new penalty for

a scrap processor or recycling facility that fails to collect the required information. An individual who violates this section would be guilty of a misdemeanor of the third degree. Moreover, it sets the minimum fine for a conviction at $5,000 and a misdemeanor of the third degree is punishable by imprisonment not to exceed one year.

The legislation was referred to the House Judiciary Committee on February 20, 2025.

Allowing In-Person Pickup for Dealer Plates and Inspection Stickers

House Bill 650iii (Kutz-R) amends Title 75 (Vehicles), in registration of vehicles, further providing for use of dealer registration plates; and, in inspection of vehicles, providing for duty of department.

This legislation requires PennDOT to operate and maintain numerous in-person locations where an auto dealer may physically obtain dealer registration plates and PA licensed inspection stations to physically obtain inspection stickers.

Specifically, it would require PennDOT to open at least five in-person locations, spanning the different regions of the

Commonwealth. The legislation would also require PennDOT to maintain a minimum number of set office hours at these locations to ensure our businesses get the help they need from their partner government agency.

The legislation was referred to the House Transportation Committee on February 20, 2025.

The status of the above legislation can be found on the Pennsylvania General Assembly’s website at: https://www.palegis.us/.

Keeping Your Engine Running: The Importance of Self-Management for Automotive Leaders

Bret Buike, Buckeye Dealer Consulting

As a business owner in today’s fast-paced automotive industry, you’re no stranger to stress. Whether you’re a retail independent dealer, a buy here, pay here or a lease here pay here operation, the pressures can feel relentless. You’re juggling staff management, inventory challenges, time-to-line metrics, lead penetration, overhead costs, Google reviews, marketing dollars, and the list just keeps growing. It begs the question: how do you manage it all and still find time for yourself as the owner or general manager?

Let’s face it, the success and culture of your business is a TOP DOWN issue. If you’re not operating at your best, how can you expect your team to operate at its best? Here’s the funny part: while many of us excel at creating processes and procedures for our business, we often forget to create some for ourselves. As one of my mentors used to joke all the time to salespeople complaining of being BURNT OUT, “How can you be burnt out if you were never on fire?” It’s funny, but are you really operating at 100%?

In a world where burnout is common, it’s crucial to prioritize your time, nutrition, and mental health. Start your day by carving out time for yourself. Simple movements—like a brisk walk—can work wonders for your mind and body. No need to train for a bodybuilding competition or RUN 50 miles; just get moving! Also, take a moment to create a checklist of everything you need to accomplish. This can help you stay focused and prevent distractions from derailing your day. The way you start your day can determine its entire outcome, so start your DAY with a WIN and keep that promise you made to yourself, your family and your business. Jordan Peterson is famous for saying, start the day by making your bed. Complete that task and put things in order.

How many times have you started your day with the intention of accomplishing a task, only to get sidetracked by a dozen requests from your team? How many tries does it take to get to the bathroom? LOL. Or worse, how many of you have gone all day without eating because you were too busy? Protecting yourself from these mistakes is important.

Scheduling time for yourself, whether in the morning or at the end of the day, is not SELFISH or a waste of time, it’s not a luxury; it’s necessary. How many times do you feel guilty for being at work when you’re at home and feel guilty for being at home when you’re at work? How many kids’ events have you missed? Taking a vacation shouldn’t terrify you. Remember, the dealership will still be there when you return! If it is that scary then we need to build up our staff and not subsidize their poor performance. Wearing a lot of hats

and being good at a lot of things is great but it’s not effective. REMEMBER, when it comes to employees, if you do it for them, they will let you. By the hour you are an expensive porter, title clerk, and lot manager.

It’s essential to make time for what’s important and for your family. Strive to be a better spouse, parent, and version of yourself. Manage your expectations just as you do for your employees. “You’re not the person you want to be, and you know it.”Taking ownership of your life is crucial. If your store isn’t where you want it to be IT'S YOUR FAULT, if your family relationships aren’t flourishing, YOUR FAULT, or if your health is slipping, YOU GUESSED IT, the responsibility lies with you,

and nobody can do it for you! But here is the GOOD NEWS, you have already survived 100% of your worst days, you got this!

Extreme ownership is vital, but perfection is a myth. Sometimes, the best way to move forward is to slow down. Start with the basics: aim for a simple two-mile walk each morning while you mentally prepare for your day. Make a list on your phone and fuel your body with real food. That fast food and energy drink diet? It’s doing you no favors.

If you need assistance, don’t hesitate to hire a trainer or explore meal prep services. Joe Rogan is always saying, “You have to take care of yourself. You have to be in the best shape possible.” Now, more than ever, it’s crucial to manage your health, emotions, and mindset. Never be too worried or insecure to ASK FOR HELP, no matter what the issue is. I am always happy to help! Work, Life, Exercise, whatever! The quickest way to help yourself get where you want to go is to focus on helping those you can get where they want to go.

We’ve all heard the horror stories of how this business can take a toll on you. It’s time to make a change. Create a plan, schedule your time, make your list, eat better, exercise, and don’t skip those doctor appointments your spouse made for you. Lead your family and business by example.

In the wise words of Chris Williamson, “Effort is the key to success; the results will follow.” So, take a step back, focus on yourself, and watch how it positively impacts your business and your life. After all, if you’re running on empty, how can you expect your engine to perform at its best? Did you really have a bad DAY, or did you have a bad five minutes, a bad customer interaction or a bad auction buy with a total crap CR, LOL, that you let ruin your whole day? I am no Guru, I am not a picture of mental health, I do not have all the answers, I am absolutely a work in progress but I know the life I want and the person I want to be is on the other side of the hard work I can’t avoid!

Now get out there and MOVE THE METAL!

Hi Everyone,

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If you run into any hiccups or have questions while using the website, don’t hesitate to reach out. I’m here to help, and I can walk you through anything you’re stuck on.

I really value hearing from all of you, so please share your thoughts or concerns with me. After almost nine years here, I’ve learned a lot and can help point you in the right direction if needed.

We’ve got a fantastic team, and I’m confident that anyone you reach out to will be more than happy to help too!