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
Melissa Rowan, Interim Treasurer
Red White and Blue Autos, Inc., Ashland, PA melissa@rwbautos.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
Scott Hendershot, Interim Board Member Town Hill Auto Sales, Bedford, PA scott@townhillautosales.com
Nik Dumin, Interim Board Member Tyrone Auto Sales, Tyrone, PA nik@tyroneauto.com
Tom Brandis, Executive Director tom@midatlanticiada.org | (215) 805-2034
Kathy Sabaski, Deputy Executive Director kathy@midatlanticiada.org | (267) 733-5402
2025
Collections 3.0: What Dealers Need to Know About Automated, AI-Driven Payments
Discover how dealers can boost payments and save time with this modern approach - it’s a game-changer!
The Many Hats of a Dealer: Entrepreneurship in Today’s Automotive Landscape
Running an auto dealership is tough, and data analysis often gets overlooked. See who can simplify your data and help you make smarter decisions!
Opportunity is Knocking - Get Up & Answer!
Why you should NOT miss the MidAtlantic Convention & Vendor Tailgate and the chance to learn from top industry experts and boost your dealership's success!
Fraud and Repos Hit Dealers’ Bottom Lines Hard
Explore how automotive dealers are tackling rising fraud and repossessions with innovative solutions. Adapting to these challenges is crucial for protecting their business and customers!
The 2025 NIADA Policy Conference Had Us Hopping Right Out Of The Gate
Legislative and Regulatory Affairs Committee meeting held in Washington, where NIADA members advocated for crucial legislation impacting independent auto dealers.
Best Practices of Using a Floorplan
Unlock the secret to boosting your dealership’s success with floorplan financing! Increase your buying power and free up cash to watch your profits soar—let's dive in!
Focus by Cyndi
MIDATLANTIC STAFF
TOMMY BRANDIS
Executive Director (215) 805-2034 tom@midatlanticiada.org
KATHY SABASKI
Deputy Executive Director (717) 238-9002 kathy@midatlanticiada.org
Lead Title Clerk (717) 238-9002 brenda@midatlanticiada.org
JEAN WEBB
Title Clerk (717) 238-9002 jean@midatlanticiada.org
PRESIDENT'S MESSAGE
The countdown is on for the MidAtlantic Annual Convention & Vendor Tailgate at Caesars Atlantic City — and this year, the President’s Meeting is where the real future of our industry will be shaped.
We’re not just voting in new board members…we’re calling on leaders, visionaries, and fighters who believe in the power of our industry to stand up and join the mission.
Our Mission
We exist to:
Promote ethical and profitable business practices
Lobby for fair and reasonable legislation
Provide resources directly and through our vendor network
Pursue and obtain valuable discounts for members
Deliver title services that keep our dealers running strong
This is what we fight for. This is why we need YOU.
Why Join the Association?
Being a member isn’t just about a logo on a website — it’s about belonging to a community that has your back:
Protection & Advocacy: Laws and regulations can change overnight. Our association is on the front lines, fighting for your business so you don’t have to.
Stronger Together: As one dealer, your voice is small. As part of the association, your voice is multiplied across states, at the Capitol, and even on Capitol Hill.
Education & Training: From compliance updates to hands-on sales and marketing workshops, we deliver training that keeps your team sharp and your business profitable.
Networking Power: Build connections with other dealers, vendors, lenders, and service providers who can open doors and create opportunities you wouldn’t have on your own.
Real Savings: Member-exclusive discounts and vendor partnerships put money back in your pocket every single year.
Who Should Step Up?
Dealers who want to strengthen our industry’s voice
Leaders ready to build stronger connections with peers and vendors
Advocates who believe in innovation, advocacy, and education
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!
Anyone who wants to make an impact beyond their own lot
“Your industry needs leaders. Your voice matters. Step up, get involved, and help us grow together.”
OCTOBER
1920, 2025
CAESARS, ATLANTIC CITY
ADVERVTISE WITHIN
To advertise in the MidAtlantic Dealer News magazine, please send a request via email to tom@midatlanticiada.org
Don’t just attend the convention. Help lead the association into its next chapter.
Robert “Bert” Straub President, MidAtlantic IADA President, NIADA State Presidents Council
and
Create your own Championship PlayBook, instructed by some of the best dealers and service providers, at the industry’s only interactive
workshop on Sunday afternoon from 2-5 pm. Enjoy both Sunday & Monday Night Football on two 20’ Screens while tailgating with your dealer friends and vendors at the most talked about exhibit hall experience you will ever attend.
12pm
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6pm
12 M 2p
9am - 12pm
12pm - 1pm
G Game P up: Greg Bre “G
SUNDAY OCT 19
Registration opens for Attendees
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President’s Meeting 5pm
2025 agenda
*** Agenda is subject to change ***
WORKSH
“Game Plan for Success” INTERACTIVE WORKSHOP
Palla Pal Preef
Maggie Pu avsky OP HOP Pugesek
Lineup: Greg Neylan, Terry MacCauley, Bill Neylan, Maggie Pugesek, Bret Buike, Mike Downey, & Efrat Bogoslavsky (upstairs)
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MidAtlantic Independent Automobile Dealers Association
Steve Levine – Ignite Consulting & Kathy Sabaski – MidAtlantic IADA Dealer Law
Allison Harrison – ALH Law Group
Dealer Accounting
Chad Martin – Martin Bryan Accounting and Consulting
Dealer Insurance
Lee Kirsch – Advantage Insurance
5pm
Palladium A & B (Vendor Hall)
Tiberius (upstairs)
Romulus (upstairs)
Apollo (upstairs)
Monday Night Football & Vendor Tailgate
Palladium A & B (Vendor Hall)
Allison Harrison Big
John Dismukes
Auto Master Systems
Gene Daughtry
BlytzPay
Robyn Burkinshaw
Buckeye Risk Services
Bret Buike
Dream Team Media Co.
Kendra Brown Ituran USA Efrat Bogoslavsky
SEE YOU AT CAESARS!
Navigating the Future: Balancing AI and Human Relationships in a Digital World
Join us for an exciting event, hosted by industry vendors and fellow dealers from a local dealership, where we’ll explore the fascinating topic of balancing AI and human relationships! This casual open discussion will allow you to explore how technology can enhance our connections rather than replace them. With insights from experienced professionals and interactive activities, you’ll gain valuable tips on fostering genuine relationships in our digital age. It's a fantastic opportunity to share ideas and learn from each other in a relaxed atmosphere—don't miss out!
Essential Do's and Don'ts for Effective Floorplanning
Get ready to elevate your dealership's success at our interactive workshop, where industry leaders from Next Gear, AFC, and CAR Financial will guide you through the essential do's and don'ts of effective floorplanning. Whether you're a seasoned veteran or just getting your feet wet in the car sales world, this casual setting is the perfect place to gather invaluable insights and practical tips. Discover how to optimize your vehicle inventory financing and turn your dealership into a thriving business!
Both sessions will be part of our morning general session, and there will be ample time for individual Q&A. Learn not only from the experts on the panel but also from the entire audience in attendance.
Harrisburg | Lancaster
Collections 3.0: What Dealers Need to Know
About Automated, AI-Driven Payments
By BlytzPay
For decades, collections looked the same: phones ringing, staff stretched thin, and every payment dependent on manual effort. It got the job done, but barely—and at a high cost.
In the last few years, though, everything has shifted. Consumers now expect digital engagement everywhere in their lives— speed, efficiency, security, and convenience are the baseline, not the exception.
As a result, collections have been rebuilt for the modern world to meet consumers' demand for digital engagement: thoughtfully automated, connected, and text-first. Dealers and auto finance companies who are embracing this shift are cutting inbound calls, boosting on-time payments, and reaching customers more easily than ever.
So what exactly is “Collections 3.0”? Let’s rewind.
Collections
1.0:
Sweat and Phone Calls
The original version of collections was pure elbow grease. Staff spent their days dialing for hard-won dollars, redialing, and chasing payments one by one. Efficiency was nonexistent, customers were inconvenienced, and burnout was a part of the job description.
Collections 2.0: The Frankenstack
Next came the patchwork phase. Dealers layered in IVR systems, online portals, and single-purpose apps. Each tool helped in its own way, but they rarely connected with each other. The result was more logins, more complexity, and a “Frankenstack” that sometimes created as many problems as it solved.
Collections 3.0:
Efficiency That Drives Engagement
Now we’re in an era where consumers demand engagement on their terms. Collections 3.0 is streamlined, automated, and connected. It’s powered by AI, automation, and text-first workflows that meet customers where they already are— on their phones.
At BlytzPay, this is the space we live in every day. Our focus is helping dealers move from manual and messy to modern and
manageable. Two-way texting eliminates endless phone tag and affords consumers the ability to self-serve. Recurring payments keep accounts on track without constant chasing, and enable consumers without consistent income to pay on time. Promiseto-pay tracking gives teams a clear sense of who’s following through and who needs extra attention. And our AI Voice Collector takes care of the routine calls so staff can focus on conversations that require human engagement and actually move the needle.
The biggest advantage of this approach is simple: thoughtful, human-centered automation clears away the repetitive, time-consuming work. Think hundreds of dials, generic voicemails, and the same “just checking in” reminders—AI handles all of it. That frees teams to spend their time where it matters most: supporting customers who need a plan, resolving issues quickly, and building long-term trust.
The impact is tangible. Dealers save time and reduce costs. Customers get faster responses and simpler options. Engagement rises, delinquency drops, and the entire process feels less like a grind, saving everyone involved valuable time and money.
Where to Start
The good news is that moving toward Collections 3.0 doesn’t mean scrapping your entire system. The real shift comes from using tools that work together—text, AI, and collectors all rowing in the same direction— instead of piling on disconnected fixes. Dealers who succeed are the ones who make communication faster, thoughtfully automate repetitive tasks, and get clear visibility into customer needs, all without adding staff hours to the mix.
That’s where BlytzPay comes in. We help dealers put this into practice every day, with connected solutions that simplify operations and make it easier for customers to say yes.
Collections doesn’t have to mean constant chasing and wasted hours. With modern, AIpowered, text-first tools, dealers can simplify operations, boost engagement, and deliver a payment experience that works better for both staff and customers.
Collections 3.0 isn’t on the horizon. It’s already here. And the dealers who lean in now will be the ones setting the pace.
The Many Hats of a Dealer: Entrepreneurship in Today’s Automotive Landscape
By Martin Gutierrez
Entrepreneurship in auto dealerships means wearing many hats. One day you are the salesperson, the next the collections manager, and another day you may be HR, IT support, or even the janitorial staff. Dealers thrive on resourcefulness and grit, but in the rush to handle day-to-day demands, one critical role is often overlooked: the analyst.
Dealers sit on valuable data, yet few ask, “What story is my data telling me?” That question is where both the challenge and the opportunity begin.
The Struggles Behind the Success Dealers are some of the most resilient entrepreneurs. They work long hours, manage regulatory pressures, and serve high-risk customers, all while keeping their teams and communities engaged. Cash flow issues, sourcing vehicles, and staffing are constant challenges.
Because so much effort goes into solving immediate problems, long-term strategy often takes a back seat. Data analysis, the very tool that could guide smarter decisions, is usually the first thing left behind.
The Overlooked Hat: Data Analyst
Sales, collections, and customer service are priorities because they press on dealers daily. Yet behind those tasks lies raw data that can highlight risks, reveal trends, and uncover opportunities. Too often, that data sits in spreadsheets or Dealer Management Systems, unused or outdated.
Why Analytics Matters Now
Consumers expect personalization, lenders expect precision, and regulators expect transparency. Dealers who use data analytics gain a competitive edge. They can spot at-risk accounts before charge-offs occur, monitor profitability at the deal level, and understand portfolio health in real time. Consider charge-offs. Most dealers know their overall rate, but few see deeper patterns. Which vehicles are most likely to charge off? How many months before problems surface? Are certain deal structures riskier? Without analytics, these answers remain hidden.
Think of it this way: you would never buy a car without checking the mileage or looking under the hood. So why make business decisions without inspecting what your data is telling you? Dealers are not neglecting data by choice. It is overwhelming, and time is short.
The Birth of Auto Analytix
As a former dealer, I lived these struggles. I spent late nights reconciling spreadsheets that never lined up, frustrated by the lack of a clear picture. That frustration became the foundation for Auto Analytix.
I built Auto Analytix on one belief: dealers deserve better tools. No more stacks of spreadsheets or outdated reports. Instead, a dashboard that translates complex data into insights dealers can act on.
Where Auto Analytix Shines
Automation
Reports refresh daily or even hourly, so dealers always have the latest information.
Deal Structure Insights
Profitability is clear on every deal, from down payments to break-even points.
Portfolio Health
Dashboards flag trends and risks in real time, allowing dealers to adjust before problems grow.
Inventory Management
Dealers see which units perform best, manage aging inventory, and make smarter buying decisions.
Simplification
Data is distilled into visuals and KPIs that make sense instantly. It is about the right numbers, not more numbers.
Martin Gutierrez is the founder of Auto Analytix, a data analytics company built by a former dealer, for dealers.
Driving Straight to Decisions
Auto Analytix helps dealers reclaim time and control. Instead of hours spent gathering and reconciling reports, dealers can focus on what matters: making decisions that improve operations, profitability, and customer relationships.
Entrepreneurship will always require wearing many hats. But with Auto Analytix, dealers no longer need to carry the weight of being the analyst too.
Final Thoughts
Being a dealer is one of the toughest entrepreneurial roles. The struggles are real, and the hats are many. But in today’s data-driven world, those who embrace analytics will make smarter decisions, avoid costly mistakes, and free up time to focus on customers and growth.
Entrepreneurship is about solving problems. For me, the problem was clear: dealers needed a better way to harness their data. The solution is Auto Analytix. With it, the role of the dealer becomes lighter, sharper, and far more effective.
Opportunity is Knocking - GET UP AND ANSWER!
By Steve Levine, Ignite Consulting Partners
Pennsylvania Dealers and those in the surrounding areas, you have a tremendous opportunity knocking at your door, and it’s the best opportunity you’ll have for the foreseeable future. In fact, it only comes around once a year. You owe it to yourself and your business to answer the call. Of course, I’m referring to the 3rd Annual MidAtlantic Convention & Vendor Tailgate, taking place on October 19-20th in Atlantic City. I attend a lot of industry events, and without a doubt, this event is right at the top of the list.
I don’t have to tell this audience that running a car dealership is a lot of work. Not only do you have to sell cars, but you’ve got to advertise and market, manage employees, keep the regulators happy, and beat your competition. That’s a tall feat and you need to be on your best game. It’s okay to admit that you don’t have all of the answers.
While there are no shortcuts to success, attending this convention is like a “cheat code”. Do you want to learn what the best dealers from around the country are doing? At the conference, some of the best of the best will be sharing their secrets. They’ll even take questions from the audience. If you want to learn how to be more profitable, and who doesn’t, there’s a class on that as well. One of the
sessions I’m most excited about is “How to win in 2026”, a class that will be led by Bill Neylan of TaxMax. This was the most talked about class at last year’s event and this year’s promises to pack an even harder punch.
If you need more reasons to attend, there are plenty. There are classes on advertising and marketing, improving sales, a special BHPH track, and special technology roundtables. Executive Director Tommy Brandis and his team have pulled out all of the stops and leveraged their industry relationships to bring you the best education available. I’m just getting warmed up. How about learning more about staying one step ahead of the regulators and lawyers? I’ll be teaching that class along with Kathy Sabaski and we’ll be sure that you leave with a notebook full of valuable insights. Would you benefit from finding the best way to advertise and market your vehicles? Do you want to learn more about reinsurance? It’s all here. The bottom line is that your state association has spent a lot of time creating an agenda that is going to help you make an impact on your business.
On top of all of that quality education, this convention has over 40 leading exhibitors that will be holding court, with
lots of accessibility both evenings during the vendor tailgate events. Do you want to see what new technologies will help run your business, or learn more about how artificial intelligence can help your business become more efficient? How about service providers that specialize in vehicle procurement, advertising, parts and service? This is only skimming the surface on the providers that will be in attendance.
I’ve heard all of the excuses:
It’s hard to get away from the office
I’ve got cars to sell
I’m cutting down on expenses
I’ve heard it all already....
I’ve got news for you, folks, you can’t afford to miss this event. I see too many dealers spinning their wheels, year after year, or even regressing. One definition of insanity is doing the same thing repeatedly and expecting different results. Make the commitment and invest in your business! Attend this event. Go Midatlanticiada.org/convention and get registered today.
Fraud and Repos Hit Dealers’ Bottom Lines Hard
By Michelle Jackson, Advantage GPS
Automotive dealers have struggled with fraud for years, but as technology has made our lives easier, the commonplace use of artificial intelligence has resulted in a surge in sophisticated schemes that put dealerships, finance companies, and their customers at risk. At the same time, repossessions are on the rise again after pandemic-era lows, creating another costly hurdle for dealers. Together, these challenges are forcing stores to rethink their operations, adopt new tools, and strengthen their defenses.
Fraud on the Rise
Point Predictive, an AI-driven fraud prevention firm, recently estimated $9.2 billion in auto loan fraud exposure for 2025—the highest ever. Nearly 43% of that—about $3.9 billion—is tied to income and employment misrepresentation. The rise of synthetic IDs and fake paystubs, often powered by AI tools like deepfakes, is making it harder for F&I managers to catch fraud at the desk.
The tactics are both clever and organized, and according to Point Predictive, discussions of AI and deepfake fraud in online chatroom such as Telegram rose 644% from 2023 to 2024. What once might have been an occasional “bad apple” borrower is now often part of large, coordinated scams.
Dealer Countermeasures Against Fraud
Dealers aren’t standing still. On the frontlines, stores are implementing new steps that balance efficiency with protection:
ID Verification at the Desk – Scanning and authenticating driver’s licenses helps identify synthetic or stolen IDs before a deal goes through.
Income and Employment Validation – Lenders and dealers are turning to AI-powered tools that scan for fake paystubs and flag inconsistencies in applications.
Payment Verification – Before releasing a vehicle, many dealers confirm that electronic or ACH payments have cleared.
Training and Awareness – F&I and sales staff are being trained to spot red flags like rushed deals, inconsistent information, or unusual payment methods.
Collaboration – Many dealers are now working more closely with lenders and industry networks to share fraud alerts, building a stronger defense across the ecosystem.
Lot-Level Security – GPS, geofencing, and motion sensors are being deployed to prevent theft and recover vehicles tied to fraudulent transactions.
These measures add time and cost, but dealers say they pale in comparison to the impact of absorbing a fraudulent loan or a stolen vehicle. It’s tough to recoup the loss of a $20,000 vehicle—or worse, defend against a lawsuit stemming from fraud tied to an employee.
Repos Hitting Bottom Lines
At the same time, repossessions are on the rise again. The Consumer Financial Protection Bureau (CFPB) reports that auto repossessions increased in 2024 after pandemic-era relief programs ended, with
subprime segments hit the hardest (CFPB, 2024). More than 2 million vehicles were repossessed in the U.S. last year, according to Cox Automotive, and that number will likely rise again this year.
For dealers—especially those carrying paper or operating in the buy-here, payhere (BHPH) space—repos can be a financial and logistical nightmare. Between the costs of recovery, damage to vehicles, and lost loan balances, one repossession can erase months of profit.
Dealer Countermeasures Against Repos
To manage repossession risk, dealers are leaning on both technology and customer engagement:
Impound Lot Alerts – New tools notify dealers the moment a vehicle is towed or impounded, saving time and fees.
Starter Interrupt / Kill Switch –Dealers can remotely disable a vehicle when accounts go severely delinquent.
Agent Coordination – Live GPS data is shared with repossession agents, cutting down on search time and recovery costs.
Modern Analytics with Risk Mitigation
Data Analytics – Dealers are using predictive models to identify high-risk accounts and take preemptive action.
Customer Engagement Tools –Automated reminders and alerts help reduce skips and defaults, turning potential repos into resolved payments.
Moving Forward
Fraud and repossessions aren’t going away. In fact, most indicators suggest they’ll get worse before they get better. However,
dealers are showing resilience, tightening their processes and sharing lessons. The fight isn’t about eliminating risk—that’s impossible. It’s about managing it smartly and cost-effectively.
The industry has always been adaptable and today is no exception. As fraud grows more sophisticated and repossessions more frequent, the dealers who stay ahead will be the ones who protect their lots, their portfolios, and, ultimately, their customers.
I attended the Legislative and Regulatory Affairs Committee meeting upon arriving in Washington. We discussed items at the forefront of discussions with state legislators, items that we would be advocating for on Capitol Hill and items of interest that we need to monitor. Members of this committee regularly collaborate on compliance, legislation and regulation with each other and with Patrick O’Brien, NIADA Director of Government Relations.
The rest of those advocating for the dealers of the NIADA joined our ranks after lunch for panel discussions on Federal regulations, e-titling, tariffs, state level difficulties, regulations and wins. The afternoon featured an update from Helen Clark, Assistant Director in the Division of Financial Practices at the FTC, on the agency’s enforcement in our industry. She expressed that the FTC’s primary areas of concern currently focus on the legitimacy of add-ons, bait-and-switch tactics, deceptive advertising, junk fees and risk based pricing.
The evening concluded with the PAC Dinner. NIADA members from all walks donated to the PAC fund to advance efforts to provide protection from over-regulation and targeting. Rep. Diana Harshbarger (TN) spoke on her personal reasons to cosponsor the REPAIR Act – most notably consumer choice for their service provider allowing more affordable repairs and
safeguarding vehicle owners’ information that is collected and retained by OEMs. She emphasized that only through trade associations such as the NIADA can independent businesses make their needs heard.
We hit Capitol Hill running on Tuesday for a day of non-stop meetings ON YOUR BEHALF to discuss and educate on legislation impacting our members:
Installing a National framework for recycling of legally obtained catalytic converters by advocating for the PART Act: Preventing Auto Recycling Theft Act (bipartisan bills S.2238 and H.R. 5221), to reduce the rising rate of catalytic converter theft. There are laws in Pennsylvania that outline documentation needed and retention of that documentation to prevent salvors from handling and receiving stolen property – unfortunately, many states do not. Thieves can simply cross state lines to cash in on stolen goods, which this bill would make much more difficult.
The PART Act provides structure for the OEMs to begin etching the catalytic converters with VIN#s on new vehicles and a $7 million grant to assist consumers and used vehicle dealers in having tracking numbers etched on those already installed in vehicles.
Promoting the Right to REPAIR Act (S. 1379 and H.R. 1566) advocating for consumers, independent auto repair facilities and dealerships.
This bill would reduce the time any automotive patent would maintain the OEM’s control over the production of aftermarket parts, return the choice to the consumers of where they prefer to have their vehicle maintained or repaired by removing OEM control and restriction of the ECM/BCM (OEMs claim that the computer in your vehicle contains proprietary software – access to which was not granted by virtue of purchasing the car) and establishes uniform standards for aftermarket parts production.
This REPAIR Act would help curtail manufacturers’ control on other goods requiring factory service or parts – reducing the monopoly on “flashing” computers, prohibit lock-outs or embedded cascading failures when the ECM/BCM detect usage of properly functioning aftermarket parts and price gouging on required OEM parts.
Reforming the Consumer Financial Protection Bureau (CFPB) creating clarity and consistency to relieve burdensome overregulation on the automobile industry. We asked your Representatives to support both the TABS Act: “Taking Account of the Bureaucracts’ Spending Act” (H.R. 654) and the Rectifying UDAAP Act: “Undefined Descriptions of Abusive Acts and Practices Act” (H.R. 1652). We asked Senators to consider proposing a companion bill.
These two pieces of legislation are complementary requesting that the CFPB’s funding be under the Congressional appropriations process to remove the unilateral decision making power of the Director (returning control to those governed) and requiring definitions of terms like “abuse”, “deceptive” and “unfair” be codified so that the CFPB can not redefine terms to suit the particular investigation they are currently pursuing.
We explained our position on the issues and answered questions. We also left documents outlining both our concern and position.
Our visit came to a close with informal discussion and snacks with legislators who visited a reception hosted by the NIADA on Capitol Hill. Multiple Representatives and Senators approached us asking for clarification and further insight, letting us know that our efforts did hit home.
THANK YOU for trusting us to advocate on your behalf! YOUR SUPPORT of our association allows us to bring YOUR VOICE to places that make a difference!
Please contact Kathy for more details on how
Hi Everyone,
I wanted to remind you about our upcoming convention on October 19-20 at Caesars in Atlantic City. Here are some great reasons why you should attend:
And let’s not forget, you'll be in Atlantic City! Take some time to explore the boardwalk, relax on the beach, or try your luck at the casinos — whatever suits your preference! This is an opportunity you won't want to miss!
Affordability: The registration fee is only $95.00.
Profitability: Learn how to make your dealership more profitable.
Compliance Knowledge: Understand compliance rules and how to manage audits effectively.
Industry Insights: Gain valuable knowledge about the dealership industry.
Networking Opportunities: Meet other dealers and expand your professional network.
Cost Reduction: Discover strategies to keep your operating costs down.
Mini Vacation: It's a great opportunity to enjoy a mini vacation while learning ways to increase your income!
So, I have one final question for you: Why wouldn’t you go to the convention?
I’D LOVE TO HAVE A FACETO-FACE CHAT! REGISTER NOW!
Best Practices of Using a Floorplan
By Automotive Finance Corporation
For independent automotive dealerships, effectively managing inventory and cash flow is important for success. While cash is traditionally used when stocking up on inventory, floorplan financing offers a powerful alternative that may provide significant benefits and help transform any dealership.
What is a Floorplan?
Think of it as a revolving line of credit specifically designed to help independent dealers purchase inventory without tying up your own cash. Floorplan financing allows you to acquire vehicles from a wide variety of sources—not just auctions. The loan is then repaid when the vehicle purchased using the floorplan is sold or when the loan comes due, similar to a revolving line of credit, with the dealer retaining any net profit from the sale. This financial tool allows dealers to acquire new inventory without waiting for previous sales to generate cash.
Best Practices
When used strategically, a floorplan can be a valuable tool for your dealership. Here are some key best practices:
Choose The Right Terms
Match Financing to Your Needs
A good floorplan provider offers a variety of solutions, from short-term plans for high-volume wholesale to longer terms for vehicles needing reconditioning. Choosing a credit line that matches your specific business model allows you to strategically tailor your financing to your inventory and sales strategy, which can provide the flexibility needed for success.
Know Your Fees and Interest Rates
Carefully consider all costs associated with your floorplan, including fees and interest rates because these costs can significantly impact your profitability if not properly accounted for. Always factor these expenses into your vehicle pricing and profit calculations to ensure they do not unexpectedly reduce your margins.
Strategically Grow Your Inventory
Increase Your Buying Power
A floorplan allows you to increase your buying power at auctions and acquire more vehicles when the prices are favorable. This strategic use of credit can help you grow your inventory faster, potentially enabling more sales and additional profit that can help offset financing costs.
Practice Credit Discipline
While a floorplan helps you grow, it is crucial not to overextend your credit line. Rapidly acquiring inventory without a clear plan for sales can put a strain on your cash flow due to increased carrying costs.
Cash Flow Management and Inventory Movement
Free Up Cash Flow
By using a floorplan for vehicle purchases, you can use your funds for other business needs, such as facility upgrades, marketing initiatives, and payroll. This financial flexibility strengthens all areas of your business as your inventory grows.
Monitor Your Turn Times
The longer a vehicle stays on your lot, the more it costs in interest and fees. For this reason, neglecting inventory turnover is a major mistake. A high turnover rate is essential for a successful floorplan because it can help ensure prompt loan repayment and frees up your credit line to acquire new inventory. A quick sales cycle is important to help maximize your returns and minimize carrying costs.
Prepare for Success
Floorplans are not a magic solution, but when approached with a clear strategy and responsible management, they are an important tool for independent dealerships. The success of any financing relationship begins with careful preparation, and dealers should always consult their own advisors to make independent business decisions regarding financing. By working closely with your floorplan provider, you can better prepare your dealership for growth!
AFC fuels the entrepreneurial dream in our communities. Our floorplan services provide liquidity and flexibility to independent used vehicle dealers so they can purchase the inventory they need to keep their businesses growing and thriving. AFC's hybrid business approach combines dedicated personnel stationed nationwide—living and working in local markets—with a robust suite of digital services that allow dealers to conduct business 24/7 anywhere. Our offerings include a variety of automotive financial services in addition to floorplan financing that cater to the needs of each unique dealership, such as lienholder payoff services, curtailment extensions, and many more.
AFC works with more than 14,000 dealers in the retail and wholesale automotive space as well as RV, power sports and commercial truck dealers, salvage buyers and daily rental operators and is accepted as a form of dealer payment at over 1,400+ auction sources.
FALL IS BACK AT AMERICA’S AUTO AUCTION
Celebrate the season with fresh runs, exciting consignors, and unbeatable deals every week.
From the lanes to your laptop— America’s Auto Auction Lancaster brings fall deals straight to you via EdgePipeline.
Avis is back in Lane ! with fresh inventory and crisp opportunities you won’t want to miss.
