DEALER NEWS
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
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
Copyright 2025
FEATURES
7
What is the Value of Your Business?
Unlock the secrets to accurately valuing your small business with essential insights on key valuation methods and their financial significance.
BHPH vs. LHPH: Navigating In-House
Financing
In-house financing is vital for independent dealers, providing control and flexibility. Choosing between BHPH and LHPH can boost cash flow and reduce risk, positioning your dealership for success.
Pennsylvania Dealers Under Siege
It's a scary time to be a Pennsylvania Car Dealer. The AG is targeting dealers large and small across the state. Learn what's getting dealers in their crosshairs and how to protect your business. Page 8
10
Page 18
Empowering Women in Automotive: Driving Change and Success
Female-focused influential groups are popping up everywhere. Why is this happening, and what can we learn from it?
Teamwork, Transparency & Tough Markets: A RealWorld Perspective from the Northeast Auto Arena
Discover how fostering collaboration and sharing strategies within the dealership community can unlock new opportunities and drive sales growth
Goggins Challenge
Join Bret Buike on an incredible journey as he tackles the Goggins Challenge to raise awareness and support for addiction, mental health, and veteran suicide prevention. Together, we can make a difference! Page 22
WAIT...THERE'S MORE!
2|MidAtlantic Staff Listing
2|President’s Message
4|Executive Director’s Message
6|2025 MidAtlantic Annual Convention & Tailgate
12| Annual Sponsors
20 |Membership Focus by Cyndi 24|Agent Training Courses VIEW THIS MAGAZINE ONLINE Page 24
14|Dealer Setup Fees
15| PA Title Registration & Services
16|Best Practices of GPS
Installation
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
BRENDA BAUGHER
Lead Title Clerk (717) 238-9002 brenda@midatlanticiada.org
JEAN WEBB
Title Clerk (717) 238-9002 jean@midatlanticiada.org
PRESIDENT'S MESSAGE
Why Membership Matters – and Why You Need to Be in Atlantic City This October
A Personal Story from Your President
So why should you join your state association? Let me get personal.
Back in May, I started what should have been a simple process: updating the address on my dealership license. Fast forward, it's now August and I’m still knee-deep in township red tape I never imagined.
Here’s what I ran into:
•Townships with no clear occupancy regulations
•Committees full of good, honest volunteers—folks who’ve served for decades, but who simply aren’t up to speed with today’s processes.
•Being told I needed a landline (yes, in 2025!).
•One committee’s approval is not accepted by another because they don’t see eye-to-eye.
•My license being held hostage in the middle of this bureaucratic mess.
Frustrating? Absolutely. I’ve had moments when I felt like Marvin Heemeyer back in 2004, ready to build a Killdozer and bulldoze through the zoning commission. (Don’t worry, I didn’t.)
But here’s the truth: this is exactly why you need your association.
What Membership Gives You
•On-call attorney access when you’re stuck in township rules or licensing hurdles.
•Expert guidance on navigating state licensing, obtaining a banking license, or setting up a profitable PA tag service.
•Dealer-to-dealer support learning from people who’ve already walked the road you’re on.
•A united voice fighting for independent dealers at the state and national level.
Trying to run a dealership without this support? That’s like stepping on a football field without pads. You might make it a few plays, but eventually—you’re going to get knocked flat.
Why You Need to Be in Atlantic City This October
The MidAtlantic Annual Convention & Vendor Tailgate is coming up October 19-20 at Caesars Atlantic City
This isn’t just another meeting. It’s where you’ll:
•Connect with some of the most knowledgeable people in the industry
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!
•Learn fundamental strategies to grow your dealership, stay compliant, and remain profitable.
•Network with dealers from multiple states—partners, mentors, and friends who “get it.”
•Mix business with a bit of Atlantic City fun.
Call to Action
Join the Mid-Atlantic IADA today.
Register for the MidAtlantic Annual Convention & Vendor Tailgate this October in Atlantic City.
Come ready to learn, connect, and leave stronger than you came.
ADVERVTISE WITHIN
To advertise in the MidAtlantic Dealer News magazine, please send a request via email to tom@midatlanticiada.org
Because together, we don’t just survive in this industry—We thrive in it.
Robert “Bert” Straub President, MidAtlantic IADA President, NIADA State Presidents Council
Message from the Executive Director
Hello Dealers,
Welcome to one of my favorite months, September. The weather is getting cooler, kids are back in school, and by the time you are reading this, we will be only one month away from the 3rd Annual MidAtlantic Convention & Vendor Tailgate!!!
Registration is off to a record start. Dealers from Colorado, Texas, North Carolina, Virginia, Maryland, New York, New Jersey and Pennsylvania couldn’t wait to sign up for the most talked about event of the year. If you think the dealers are excited, the vendors are totally pumped up!!! Currently, the Expo Hall is already 80% sold out. Our vendors are the best the industry has to offer. Not only are they attending the convention, but every one of them is also an Annual Sponsor of the MidAtlantic IADA. That means, they know what it takes to support you, the independent dealer, and provide you with the knowledge and tools to make you better.
The agenda outline is complete. Sunday afternoon starting at 2pm until 5pm, you will take part in an interactive workshop to create a “Game Plan” for you to have your most profitable year in 2026. During the Monday morning General Session, you will take part in a topic that every dealer has questions about. How do we use AI while maintaining a relationship with our customer? Another topic to be discussed will be floor planning best practices. Both sessions will be moderated panels made up of dealers and industry representatives. Monday afternoon will comprise of multiple breakout sessions including a full BHPH/LHPH track and a technology speed session. There will be something for everyone so be sure to bring your entire team.
If that wasn’t enough to get you to register… Are you ready for some FOOTBALL??? Enjoy Sunday Night and Monday Night Football on two 20-foot screens in our expo hall. This is the most talked about Expo Hall experience in our industry!!! Hang out with your dealer friends and chat with vendors while enjoying food and drink that only a tailgate can provide.
Our Expo Hall is open for over 10 hours, so you won’t feel rushed when meeting with the vendors. Like I said, these vendors have been handpicked and have your best interest in mind. We want to make sure you have plenty of time to visit them all.
Check out one of the workshops on the next page and scan the QR Code to register or call Cyndi at 717-238-9002.
If you have any questions, concerns or ideas, I can be reached at tom@midatlanticiada.org or my direct number, which is always on, 215-805-2034.
Until next month,
TOM BRANDIS Executive Director , Tommy
GAME PLAN: Join Our Exclusive Automotive Workshop!
Attention car dealers! Don’t miss out on a transformative workshop that promises to enhance your business and significantly boost your profits for 2026 and beyond. We’ve curated an extraordinary lineup of industry leaders ready to share insights and proven strategies that can save you thousands and propel your dealership to new heights. Here's what’s in store for you:
Tax Law Changes from the Big Beautiful Bill
Kickstart your day with Greg Neylan from Tax Max, who will unveil crucial tax law changes affecting car dealers and your customers. Learn how to harness these changes to realize substantial savings. This presentation could mean thousands back in your pocket!
Master the Q1 Tax Deal
Learn from Bill Neylan of Tax Max, who will teach you the art of selling and underwriting Q1 tax deals effectively. Gain tips on maximizing sales, optimizing down payments, and ensuring smart underwriting. This insight is essential for making the most of tax season and can lead to impressive earnings.
Smart Inventory Acquisition
Bret Buicke from Buckeye Risk Services will reveal innovative strategies for sourcing inventory at optimal prices. Having the right inventory is key to your success, and his expert advice could save you considerable amounts while boosting your sales.
Optimize Your GPS Devices
Finally, Efrat Bogoslavsky from Ituran USA will discuss how to maximize the efficiency of your GPS devices. Discover best practices that can lead to significant savings and improved operational performance.
Digital Advertising Best Practices
Elevate Staff Performance
Next, join Terry MacCauley from Big Time Advertising as he explores the dynamic world of digital marketing. Discover the strategies that are currently delivering results in 2025 and what you should implement moving forward. Elevate your advertising game and watch your profits soar!
Join Maggie Pugusek from C&M Coaching to enhance your team’s phone skills and lead management capabilities. Master the techniques for engaging leads and evaluating employee interactions on social media. This session is designed to supercharge your operations while minimizing compliance risks.
Essential Strategies for BHPH Dealers
Mike Downey from Auto Master Systems will share valuable insights tailored for Buy Here Pay Here dealers. Learn how to effectively manage irregular payments, handle collections, and deal with repossessions. These best practices are critical for elevating your bottom line.
This workshop is a must-attend event if you're serious about taking your dealership to the next level! Engage with industry experts, network with fellow dealers, and leave with actionable strategies that can fuel your growth.
Register now to secure your spot! Let’s make the upcoming year your most profitable yet!
while
Create your own Championship PlayBook, instructed by some of the best dealers and service providers, at the industry’s only interactive sales and marketing 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. Don't miss the industry's most
What is the Value of Your Business?
By Matt Justice & David Gibson, Peachtree Planning
In the first quarter of 2025, more than 2,300 small businesses were sold. The median sale price was roughly $349,000, up 4% from the same time last year.1
As a business owner, ascertaining the value of your business is important for a variety of reasons, including business succession, estate tax estimates, or qualifying for a loan.
There are a number of valuation techniques, ranging from the simple to the very complex. Outlined below are three different approaches to valuing a business.
1.Asset Based: Calculates the value of all tangible and intangible assets held by the business. This approach ignores the future earning potential of the company. Thus, a pure assetbased valuation model is often used for companies that are bankrupt or looking to liquidate.
2.Earnings Based: Seeks to arrive at a business’ value by applying a multiple to normalized earnings, i.e., earnings adjusted to subtract owner’s compensation and related expenses. The multiplier can vary substantially, depending upon the industry and the outlook for the business.
3.Market Based: Compares the business to recent sales of similar companies.
Business valuation is not just a formulaic exercise. For instance, there is a value to the business of being a “going concern” as opposed to the start-up alternative. Ownership percentage will also matter; purchasing a minority share that has limited control may result in a discount to the actual value. The prospects for the business can impact its value. A greater premium will likely apply to a company engaged in a leading-edge technology than it would to one involved in a mature market.
Valuing a small business is not an exact science. Some aspects of the valuation may be debatable (e.g., the remaining life expectancy of a machine), while other aspects may be positively subjective (e.g., the value of the company’s reputation).
Willing Seller & Buyer
The true value of anything can only be determined when a willing seller and a willing buyer agree on a price of exchange. As a consequence, any valuation exercise may yield only a rough estimate.
Before moving forward with a business valuation, consider working with legal and tax professionals who are familiar with the process. Also, a qualified business appraiser may be able to offer some valuable insight.
1BizBuySell.com, May 2025
Peachtree Planning specializes in providing financial knowledge and strategies to individuals and business owners. We develop, implement and utilize financial strategies to help maximize our clients’ time and money. Peachtree Planning is a leading provider of comprehensive wealth planning and client management strategies. The firm has served the Southeast since its inception in 1987, with a strategy of helping clients with a time tested financial planning process rather than just selling financial products.
BHPH vs. LHPH: Navigating In-House Financing
By Dealer Controlled Solutions
Why focus on in-house financing?
If you're an independent dealer, chances are you've been down the BHPH road, or at least stood at the intersection trying to decide which direction to take. Maybe you've built your business around it. Maybe you're just getting started. Either way, in-house financing is no longer just a niche strategy. It's become a cornerstone for dealerships looking to stay competitive, flexible, and in control. Especially in markets like ours, where traditional lenders often pull back just when your buyers need help the most.
But here's the thing: not all in-house financing is created equal.
Two familiar paths, with very different outcomes
At first glance, Buy Here Pay Here (BHPH) and Lease Here Pay Here (LHPH) might look like two sides of the same coin. Both models put the dealer in the driver’s seat, responsible for financing, customer relationships, and managing risk. Both require careful systems, dedicated staff, and a deep understanding of your market. But once you peel back the layers, the operational, financial, and regulatory realities are vastly different.
One model might give you better shortterm cash flow. The other might reduce your exposure to bankruptcies or improve how you handle inventory over time. Your choice here doesn’t just affect your next deal, it shapes how your business scales, how it weathers economic shifts, and how confidently you sleep at night.
The BHPH balancing act
BHPH is the classic route for many independent dealers. It’s familiar, relatively straightforward, and gives you total control of the loan process. You decide who gets approved. You set the terms. You collect the payments. For a lot of operators, that level of control is a big reason they got into this business in the first place.
But with control comes responsibility and risk. You’re fronting the cost of the vehicle, often from your own capital or floor plan, and
getting paid back over time. That can create serious strain on cash flow if customers start to fall behind. And they do, especially in today’s subprime-heavy environment. You’re also the one handling collections, repossessions, and charge-offs. That can take a toll on your team and your bottom line.
Add to that the regulatory side. BHPH deals are treated as retail installment sales, governed by Regulation Z. That means strict requirements for disclosures, APR transparency, and fair lending practices. Miss a detail and you could find yourself in hot water with regulators, or worse, in court.
The LHPH shift in mindset
LHPH flips the model. Instead of selling the car, you lease it. You retain title throughout the lease term, which opens up a different set of opportunities, and responsibilities.
First, there’s the asset itself. Because you never relinquish ownership, the vehicle can
be re-leased, re-sold, or returned to your lot at the end of the lease. That opens the door to inventory recycling, which can seriously reduce your acquisition costs over time. Mature LHPH portfolios tend to generate a stream of debt-free vehicles, vehicles you already own that can go right back into your operation.
Then there’s the financial picture. Lease payments often involve lower monthly costs for the customer, which can widen your audience. And because the upfront cash collected often includes refundable security deposits, you’re bringing in funds that aren’t taxed as income. Plus, since sales tax is spread across the life of the lease, your initial tax burden is lighter. It all adds up to improved cash flow and potentially better margins.
From a compliance standpoint, LHPH is governed by Regulation M (Consumer Leasing Act), which has different, but equally important, disclosure rules. One of
the biggest advantages here? Leases are considered "bankruptcy remote." If your customer files for bankruptcy, they typically have to return the vehicle or keep making payments. That’s a major buffer against loss. Of course, there are trade-offs. You may be on the hook for vicarious liability in some states if a lessee gets into an accident without insurance. And because you’re holding onto the asset, your capital is tied up for longer. You’ll need to manage that balance with solid forecasting and possibly a more robust insurance strategy.
A timely conversation
Now’s a good time to slow down and take a real look at these models. Not just from a compliance standpoint (though that's critical), but from a 360-degree operational perspective. How are your default rates trending? What does your capital stack look like? How long does it take you to turn inventory? What’s your risk appetite?
These are the kinds of conversations we should be having, not just with vendors and software partners, but with each other. Because the truth is, there’s no silver bullet. But there is a better fit for your market, your team, and your future.
Not one-size-fits-all and that’s the point
Whether you’re expanding a BHPH portfolio, exploring LHPH for the first time, or actively running both, your financing model is more than a strategy, it’s your engine. Get it right, and everything else starts to align: your margins, your growth, your customer experience.
This guide isn’t about pushing one model over the other. It’s about helping you ask smarter questions, avoid costly missteps, and find the path that fits your business, not someone else’s.
So let’s dive in. No fluff, no hard sell. Just a clear-eyed look at BHPH vs. LHPH, from the perspective of dealers who live this stuff every day.
PENNSYLVANIA DEALERS UNDER SIEGE
By Steve Levine,
Ignite Consulting Partners
In the past several months I’ve had a ringside seat to the brutal fight going on between some used car dealers and the Pennsylvania Attorney General. This is a situation of critical importance to our readers so I want to use my space in these pages to bring it to your attention.
The Power of Subpoenas
The fight to which I’m referring are voluminous subpoenas that the AG’s office is sending out to car dealers. I’m not talking about a single instance, I’m aware of several, and I’m only one person. I’ve heard of several other situations like this. Although I can’t be sure, it seems like these subpoenas are tied to the AG’s office, and perhaps the Better Business Bureau, receiving what they perceive as a high number of complaints related to a dealership. These subpoenas, if not handled correctly, are a “bet the company” challenge and, given the tight time-frame to respond, usually require “all hands on deck.
Some of you are probably thinking “it will never happen to me”. Oh yeah? Why is that?
Because “I’m too small” - not a valid argument.
“It’s never happened to me” - you mean it hasn’t happened yet.
“My customers don’t complain” - is that really true, or do they just not complain to you?
“I do business the right way” - can you prove it when your number comes up?
If you are the unfortunate recipient of such a request, it's important to know that these are not typically finely targeted, they tend to be broad in scope so that the AG can learn as much as possible about the business. Examples include, lists of all consumers that purchased a vehicle during the relevant time-period, which can go back four years, all repossessions during the time frame, deal jackets, account notes, advertising materials, information about “make ready” and repairs, complaint history, employee records, policies and procedures for various dealership functions, and lots more.
This is the business equivalent of a colonoscopy, and the consequences of
failing to produce relevant documents can be quite severe and invite further regulatory scrutiny.
Complaint Management is the Key Complaint management is the key to avoiding this type of scrutiny, as there appears to be a correlation between complaints and getting on the AG’s radar. It isn’t just enough to be responding to complaints, the business has to show that it has conducted a reasonable investigation, is keeping track of complaints, and looks for ways to improve its business. Does your team know what is considered a complaint at your business? Does it know who is responsible for responding? Does your personnel know where to log complaints and keep track of them?
In one of the matters I observed, the company had in fact been responsive, but in reviewing those responses it was apparent that its impulse was to blame the customer and not view its own business with a critical eye. That can be dangerous, because you can be sure that the regulator will look with a lot more objectivity. Keeping a log of complaints and meeting on a regular basis to discuss them are both good habits to develop. Not only does it make it easier to respond to this type of subpoena, but it will reinforce good habits and encourage complaint resolution, which makes it less likely that customers will complain.
Other Considerations
Keeping good records is of critical importance when the business is given a month or less to gather voluminous amounts of information. Having a CRM, DMS and service department software that are integrated makes life a lot easier. So does having a record retention policy and document destruction schedule that supports any destruction of records that did take place.
Who will be ultimately responsible for gathering the documents and responding to the complaint? Will you handle this
internally, or will you need external resources like consultants and attorneys? Who is the ultimate authority in your business when it comes to making these decisions? The time to consider these questions is now, before you are faced with a deadline and a scary amount of work.
Conclusions
I wrote this to make our readers aware of what is going on in this state. It’s important to understand the current climate, consider spending some time developing skills in complaint management to avoid being a target, and have a plan in place ahead of time so that you are prepared if faced with this type of subpoena. Please reach out to me info@IgniteCP.com if you’d like to discuss this subject in more detail.
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.
(717) 238-9002
DEALER SETUP
PIADA & STATE FEES
MidAtlantice IADA 1501 North Front Street Harrisburg, Pennsylvania 17102
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
ALL FEES ARE NON-REFUNDABLE. ADDITIONAL CHARGES WILL APPLY IF CHANGES ARE MADE DURING APPLICATION PROCESS.
DealerTitle/DuplicateDealerTitle
DealerTitle/DuplicateDealerTitle(Waiting)
DealerTitle/DuplicateDealerTitlewithLien
DealerTitle/DuplicateDealerTitlewithLien(Waiting)
LostTitleforCustomerintoDealerTitle
DealerRepoTitle
DealerRepoTitlewithLien
SalvageCertificates
PennDOTMessengerService:$15.00
Makeonecheckpayableto“PIADA”fortheservicefee,withanadditionalcheckforappropriatePennDOTfeeforattached requestmadepayableto“PennDOT.”
Messengerserviceincludescursoryreviewofdocumentsforcompletionandcorrectnessbeforesubmission. Includesformsorders,inspectionstickerorders,temptagordersandthoseineligibleforonlineprocessing.
RETAILOnlineTitle&RegistrationServiceFee:$25.00
RETAILTagIssuance(excludingPennDOTrequiredreplacement):$40.00
MakeONEcheckperdealforthetotalofallsalestax,PennDOTfees,andservicefeespayableto“PIADA.”
AnyitemsubmittedwiththirdpartyorretailcustomercheckfortitleandregistrationfeeswillbeforwardedtoPennDOT forprocessing,asPIADAhasnorecoursefornon-negotiablepayments.
PIADAoffersDealer&SalvageCertificateprocessingonthe Spot,Messenger,andRetailServices
ImmediateWindowServices(limitedto10itemsperdealer perday)
1-2BusinessDayTurnaroundonmostwork
VisitusMonday-Friday 8:30amto3:00pm orsubmitdocstobeprocessedvia FedEx,UPSorUSPSto PIADA 1501NFrontStreet Harrisburg,PA17102
Weacceptcash,creditcards,business checksandmoneyorderspayableto “PIADA.”
midatlanticiada.org•717-238-9002
Many dealers and finance companies utilize GPS tracking devices as a risk mitigation tool when financing vehicles, RV, Motorsport, mobile homes and many other properties in general and especially to the Subprime market.
Like when building a house, the foundation is the first & extremely important step, so is a reliable, high quality GPS device is a major component for a successful GPS operation.
Many times, decision makers will invest a lot of resources in searching & comparing GPS companies and must keep in mind that a good and verified installation process is a significant part of that Foundation for any GPS operation success and should not be taken lightly.
Best Practices of GPS Installation
By Efrat Bogoslavsky, Ituran
Ituran has over 30 years of experience around the world, in different geographical and business segments and is happy to share some basic principles with you:
Have the right set of tools available at your shop – wire strippers, drill, computer safe test light and good wire connectors. You can scan the QR code for additional info: Basic Tools for installation
1.Hand the GPS installation responsibility to a capable employee who has experience installing aftermarket 12V accessories to a vehicle.
2.Ensure the tech is placing a sticker with the GPS number on the deal-jacket, on the service paperwork and on the vehicle door jam.
3.Good wiring connections, stable mount of the device and locating it in a spot it can “see” the sky (not under the hood!) are key for success GPS & cell reception as well as ensure the device is not being damaged by water. Keep in mind that GPS signal is blocked by metal and concrete.
4.Your GPS provider should support your team with technical training, wiring diagrams (including pictures), technical support, and training videos.
5.If you are utilizing the Starter Disable feature, verify that you have the right wiring harnesses & relays to support different types of vehicles such as GM, Hybrids & Push-to-Start and that they are available to ease the installation process.
6.Once the wiring portion has been completed, they should move on to the activation portion which will include vehicle data entry & testing. If your GPS company offers a mobile activation app with a VIN decoder, the data entry portion will be super-fast & easy.
7.When the installation is completed, ensure that your tech is testing the activation of the GPS with the GPS provider or at least in-house. Testing should include a request for location and testing of all features installed.
8.Make sure the device is mounted firmly, so it will not be hanging under the dashboard. This will negatively impact the performance of the device and will generate false Accident Notifications.
9.If you are pre-installing the GPS devices as part of the recon process, make sure your operation team checks the GPS before releasing the car to the customer. This way, you make sure the GPS is working properly.
If you have any questions about installation of GPS and/or suggested best practices, please do not hesitate to reach out to us.
Empowering Women in Automotive: Driving Change and Success
By Kathy Sabaski, MidAtlantic IADA
Over the past several months, as I’ve been able, I’ve made it a point to attend several women’s automotive organization conferences – I wanted to see what all of the buzz is about and what need is being filled that we might be missing for our members.
The differences in personal motivation require drastically different approaches to accomplish similar outcomes… and the outcomes are making headlines in AutoWeek, Used Car News and Forbes. Networking, as well, is approached from a completely different angle by men and women – having spoken to several gentlemen advocates attending (yes, guys are welcome). For years, networking happened in one of two ways among the “Old Boys Club” – on the golf course or direct advocacy by a mutual connection. In this new inclusive landscape, networking is literally constant. While every event featured a speed dating type networking session involving a formal exchange of information, casual networking was heavily promoted. More, and more meaningful, connections were forged over coffee, at lunch and between breakouts. This networking seemed to be more successful because it developed organically and was based on shared attributes or interests.
Those who know me know that I have a “healthy” obsession with everything automotive (except E-tech, that’s another article), but overall, the automotive industry is still predominantly male, and they almost all have big presences. Of the women in the industry, many are very intelligent but lack the confidence to put themselves out there, others aren’t afraid to get out there but need technical mentorship. We’ve earned a seat at the table, but are still quiet – either by choice, design or force.
Though women are still under-represented in the industry, the tide has been changing since Mary Barra became GM’s CEO in 2014.
Why is all this important and how can you use this information in your own backyard?
Forward thinking automotive businesses are intentionally being more diverse in their hiring practices to better reflect the demographics of your buyers. When buyers are more comfortable with their sales/ service staff – the dealership wins: more consummated sales, higher consumer satisfaction ratings, higher aftermarket sales, return service customers and consumers more likely to complete surveys reflecting on your traffic.
But wait… there’s another misconception that should probably be tackled for this to make sense. For your consideration, in 2024:
Women Influenced 85% of ALL Vehicle Purchases in the US*
*TruCar.com, March 2024
Women might be under-represented in numbers, but they are making a serious impact as AI engineers, designers, developers, marketing icons, mechanical engineers, production, research & development, and yes, even C-suite executives. As you’ll see below, there are TWO KEY REASONS why EVERY DEALER should care.
After thirty plus years, I was surprised to discover the vast differences between the most effective means to coach, encourage, mentor and sponsor men and women in the same industry. My misconception was: same industry, same approach – I could not have been more wrong!
Women actually PURCHASED 62% ofVehicle in the US*
Brake Check!
We would love to connect you with our contacts in any of the below industry organizations, based on your needs. There are also technical colleges throughout the US specializing in placing good automotive students with great local dealerships for experience.
Don’t forget to reach out to your local "Car Broads"… those women who have been in the industry long enough to earn their place and have no problem raising their voice… we can point you to some of the best up and coming body-women, engine techs, suspension witches and sale makers. These young ladies coming behind us are full of guts and potential!
Organizations such as “Women in Automotive”, “Women Driven by Auto” and “Automotive Women’s Alliance” are key components in meeting these needs. These organizations offer advocacy, confidence building, mentorship, networking and sponsorship. WIA representatives may have a presence at the Convention – so be sure to keep an eye out for the ladies in the room!
See you next month for the 2025 MidAtlantic Convention & Vendor Tailgate!
ATTENTION! ALL MEMBERS WHO FINANCE VEHICLES!
Please be sure to RENEW your “INSTALLMENT SALES LICENSE” with the Department of Banking as soon as possible.
Emails were sent July 15, 2025, to whomever was listed as the dealership’s primary contact. Please be sure that this renewal information was not accidentally directed to your “Junk” or “Spam” folder. Please also be sure that this information has not been missed because the original primary contact is no longer associated with your dealership.
Once the application for renewal has been completed, watch out for an email from the Pennsylvania Department of Banking and Securities. This second email will have instructions for downloading and printing your NEW LICENSE. As always, your license must be conspicuously and openly displayed for auditor verification.
ALL INSTALLMENT SALES LICENSES MUST BE RECEIVED AND POSTED BY OCTOBER 1, 2025, IN ORDER TO ENGAGE IN FINANCING!
Please be sure to reach out to our office with any questions. THIS IS NOT A SERVICE WE ARE ABLE TO PROVIDE ON YOUR BEHALF.
Hi Everyone,
I would like to inform everyone that we have new posters with fee increases effective July 1, 2025. Our fee posters are priced at $15 each, and we also have fraud hotline posters available for $14 each.
These fee posters are crucial to ensure you are charging the correct fees to your customers. Failure to charge the new fees may result in title work being rejected. You will need one fee poster for each title document signing area.
You can reach out to me at 717-238-9002, option 1, or email me at cyndi@midatlanticiada.org to obtain your new poster. Please note that PIADA Special Services WILL NOT be increasing our processing fees for 2025.
We also sell Secure Power of Attorney forms for $65 per pack of 100, and we are one of only two companies that offer these in Pennsylvania.
Additionally, we recommend that dealers have the following items in stock:
•Deal Jackets: $30 per pack of 100
•Odometer Mileage Statements: $18 per pack of 100
•Buyers Guide Window forms (required): $20 per pack of 100
We utilize UPS to ship our forms, ensuring you receive them as quickly as possible. We are dedicated to supporting our members in any way we can.
To obtain MV1s or MV4s, you must fill out an MV511B form and send your request directly to PennDOT.
If you have any questions or would like a complete list of all the forms we have available for sale, feel free to ask. You can also view and order our forms on our website: midatlanticiada.org.
All for now,
Cyndi
Cynthia Slemons Membership Specialist MidAtlantic IADA w and order on our website: rg.
THURSDAY,SEPTEMBER 18
100+ CLASSIC, SPECIALTY & 100 GRANDER UNITS
DON’TMISS OUR TAILGATEPARTY FOR FOOD, FUN & GIVEAWAYS plus SPECIALGUESTPRO KICKER DAVID AKERS
By Paul Hicks, CAR Financial Services Inc.
The Northeast is, without a doubt, one of the most fascinating auto sales and financing markets I’ve had the pleasure of working in. Some days, it feels like a revolving door; other times, it’s a masterclass in constant evolution.
Almost daily, I hear dealers asking the same core questions:
“What’s new out there?”
“What are other dealers doing that I’m not?”
“Where’s everyone finding inventory?”
“Which banks are buying?”
“Who’s the best for warranty and service contracts?”
“And, most of all—how do we sell more cars?”
And let’s not forget the ever-watchful regulatory environment we face in the Northeast. Here, dotting our I’s and crossing our T's isn’t just good practice—it’s survival.
A Different Approach
When I was asked to write an article for the MidAtlantic IADA, I decided to take a different angle. I sat back and realized something important: the answers are already out there—inside every dealership I talk to.
The challenge? Sometimes we’re just too protective, too afraid to share what’s working.
That’s exactly why I joined the IADA in multiple states 25 years ago—to learn, share, and connect with others in our field. To be part of a network where we don’t just compete—we grow together.
It took me back to my college football days. I’d walk into the locker room every day and see the word “TEAM” on the wall:
= Together
= Each
= Accomplishes
= More
That mantra wasn’t just about sports—it’s about business, too. And today, I try to
Teamwork, Transparency & Tough Markets: A Real-World Perspective from the Northeast Auto Aren
bring that same spirit into my work with dealers.
The Power of Shared Strategy
At CAR Financial Services Inc., we specialize in Buy Here Pay Here (BHPH), Lease Here Pay Here (LHPH), and floor planning for dealerships using these programs.
I’ve heard it all:
“We don’t do BHPH.”
“We tried it—hated it.”
“It’s not for our customers.”
“Our inventory wouldn’t work for those programs.”
“We don’t understand how it works.”
And that’s fair. BHPH and LHPH aren’t for everyone. But when I get the chance, I always try to educate and plant a seed. These programs can sometimes unlock new niches, add profit centers, and even help dealers regain control of their inventory and margins.
A Real-World Example
Let me share a quick story.
I recently spoke with a dealer who only does cash sales.
He said, “I bought a car for $7K, put $1K into it, and sold it for $11K cash.”
I asked, “What were you originally asking?” “$13K,” he replied.
So I posed a simple idea:
“Why not get the full $13K? Offer in-house financing. Put a lien on the car. We’ll collect the payments for you. Even if the buyer defaults on the first payment, you still netted the $11K—but now you have a lien and potential repossession rights. That’s just one way to think differently.”
Be Wary of Chasing “Greener” Grass
Another dealer called me a few weeks back—he wanted to sell off all his BHPH notes and switch to subprime financing.
I asked, “Why?”
He said he thought subprime point-of-sale deals would generate more profit.
I asked if he had signed up with any subprime lenders yet or reviewed their underwriting standards.
He hadn’t.
Sometimes, it’s the simple questions that get overlooked. It wasn’t that I was trying to challenge him, it’s that I needed to understand his real needs. That way, I could help—either through our own services or through referrals in the IADA and MidAtlantic IADA networks to get them the help they needed.
Reality check:
Some lenders have paused onboarding new dealers.
Others have tightened requirements to the point where low FICO customers are effectively locked out.
And yes, some have exited the market altogether.
When he asked, “So what should I do?” my answer was clear:
“The very customers getting turned down by subprime lenders are coming back to BHPH—and they’re often your best payers. But to attract them, you need clean inventory, competitive pricing, and a standout lot. Many of these customers used to buy from franchise stores until credit tightened or their personal financial circumstances changed, not qualifying for Prime & Super Prime lenders.
That advice may have cost me a sale. And yeah, my boss might raise an eyebrow. But if we’re really in this for the long haul, giving the right advice matters more than making a quick buck. Heck again I get more referrals and respect for getting them to a lender that helps them with their immediate needs and YES, I usually get a few deals from these dealers because I shared with them, and I cared to help them. Even if they didn’t do business with them I have always been welcomed back into their office and on their lot.
Don’t Fence Yourself In
Too often, dealers look across the fence thinking the grass is greener.
In truth? You just need to water your own lawn.
If you take one thing from this article, let it be this:
Join a 20 Group. Attend MidAtlantic Convention & Tailgate or NIADA events. Talk to your peers. Share ideas. Listen. Network.
Sometimes, all your business needs is a little fertilizer; a fresh perspective, a new strategy, or a connection that changes the game.
Let’s stop trying to figure it all out alone. Let’s go back to that locker room mindset: Together, Each Accomplishes More.
Goggins Challenge
By Bret Buike, Buckeye Risk Services
Hey Everyone,
Buckeye Bret here, and for those of you who follow me on Facebook you probably noticed over the weekend a lot more posts than normal and that’s saying something…LOL. I was running the Goggins Challenge. This is an event created by David Goggins where you Run 4 Miles - Every 4 Hours -for 48 hours. It is designed to be as awful as it sounds. It is designed to not allow your body or your mind the chance to recover. It is like having 12 bad days in a row crammed into 48 hours and I LOVE IT. During the event I struggle, everyone does. I struggle with my own physical limitations, my emotional, and my mental ones. This is my 4thyear and every time I am worried I won’t finish. This is also how people struggling feel every day. Constantly wanting to give up, doubting if they can make it another day or another 4 miles. Remember, we have all already survived 100% of our Bad days and I say to anyone struggling, please hold on for 1 more day, please reach out for help and remember the world is a better place with you in it.
I love this event because, for me, it serves a very special purpose. It helps me to raise money and awareness for Addiction, mental health, and veteran suicide prevention. More importantly it helps me keep the memory alive of my Sister in Law Kate Holton , who we lost to a heroin overdose and My Nephew Justice Buike and Army veteran who took his own life. For me this event is not just about raising money but it is also therapeutic. I put all my energy and effort in to trying to help others so they hopefully will not suffer the same fate. I do it for the families, so they won’t have to bury a loved one or a child, and it do it for my loved ones because I struggle with feeling that I let them down. This year so far we have had over 700 participants in the challenge and 2 coordinated 5k runs. I have raised almost $65,000 so far and the other events have generated roughly $90,000. Just Amazing. Help me meet or exceed our Goal of $75,000 raised!
I want to thank everyone who supported me and all my participants this last weekend. It really means a lot to all of us and to all those watching who are dealing, coping, or who have already lost a loved one. We can accomplish a lot together and I thank you in advance for your continued Support and Donations. All Funds go to organizations like Recovery Resources, Riveon Health, and Primary Purpose. These organizations are the front line for substance abuse, mental health, and suicide prevention. I am a proud board member of these organizations and very proud to announce my family has launched its own 501c3 called the 4 Anchors Foundation. My goals is to work harder, to raise more money, to do more events, and to always help those who reach out to me to get the care and attention they need.
If I can ever help any one of you, please reach out and remember to CALL 988 if you ever need it… this hotline is available 24 hours a day.
