MADA is thrilled to commemorate our 100 years - Media ...

An Official Publication of the Maryland Automobile Dealers Association
FALL 2010
MADA is thrilled to commemorate our 100 years of history and service
to Maryland’s automobile dealer community.

Insurance
Risk Management
With our Streamlined Selling System ®
it‘s easier to increase dealership profits.
Zurich HelpPoint is here when you need more than just insurance. It is our
commitment to making it easier for dealerships to earn the maximum per vehicle
retail possible. Through Zurich’s exclusive Streamlined Selling System ® our Elite
Performance dealership customers earned an average F&I profit of $779 per
vehicle sold—with our top 20% earning an average of $1,117*. A local Zurich
F&I specialist can help you achieve this same success through our proven income
development program. Visit FandIResourceCenter.com for more tools and
information or contact Doug Avery or Wayne Marchildon at 800-842-8415.
Here to help your world.
Call Doug Avery,
Regional F&I Sales Manager,
or Wayne Marchildon,
Regional Sales Manager, at
800-842-8415
Products and services are underwritten and provided by member companies of Zurich in North America, including Universal Underwriters Insurance Company and Universal Underwriters Service Corporation.
Certain coverages and products and services are not available in all states. *Results based on 2008 data. © 2010 Zurich American Insurance Company

FALL 2010
COVER STORY
14 A Century to Celebrate!
10
17
FEATURES
10 Legacy Asset Tax Planning
The largest tax hike in American history is scheduled to take effect in just a
few months and will hit families and businesses beginning January 1, 2011.
17 MADA Endorses Zurich’s F&I Income Development
Program
Many of Maryland’s Auto Dealer Association members have put their trust in
Zurich’s F&I income development program for their dealership. If you are not
currently one of these members working with Zurich for your F&I business,
have you ever considered how Zurich’s F&I team can be a valuable resource
for your company’s bottom-line
20 MADA Celebrates a GREAT Convention!
MADA and our members enjoyed a truly great convention this past June!
Teaming up with VADA, all who attended enjoyed the elegant comforts of the
Greenbrier Resort, the latest in industry and business news, and family fun.
22 Legislative Update: New Laws Take Effect in October!
24 2010 Annual Golf Outing and Crab Feast
MADA members and guests were treated to a day of beautiful weather
at MADA’s Annual Golf Outing and Crab Feast at Queenstown Harbor on
September 15.
25 MADA is Proud to Introduce Our New Charitable
Foundation
As we celebrate our 100th anniversary on Saturday, November 13, 2010 at
a Black Tie Gala hosted at the Westin Hotel in Annapolis, we will officially
introduce the newly formed Maryland Automobile Dealers Association
Foundation [MADAF].
MADA is thrilled to
commemorate our 100 years of
history and service to Maryland’s
automobile dealer community.
DEPARTMENTS
5 President’s Message
7 Chairman’s Message
8 Director of Dealer Services’ Message
25 Program Calendar
Maryland Automobile Dealers Association 4

PRESIDENT’sMessage | j. peter kitZmiller
Help us Celebrate 100
Years of History
As summer draws to an end, I trust you all enjoyed the season and are ready to
move into fall. We at MADA have had a very busy summer and are pleased
to end on a high note following our very successful summer business convention
at the Greenbrier resort. The presence of top industry executives was exciting
and every attendee came away with new knowledge and insight into the future of our
industry. I thank everyone who attended and made it a wonderful convention. I also
extend great gratitude to all of our generous sponsors for their support.
After a very successful General Assembly Session, dealers and the driving public
can expect several new pieces of legislation and laws to go into effect on October
1, 2010. We have provided a concise summary in this issue of each law and its corresponding
legislation
We encourage you to remind your
customers of the hands-free law
taking effect on October 1st; this
is a great way to generate more
revenue for your sales department.
that will affect your business
and driving laws in
Maryland. Please take
the time to familiarize
yourself with these
changes. We also encourage
you to remind
your customers of the
hands-free law taking effect
on October 1st; this
is a great way to generate more revenue for your sales department as many drivers
will need to modify their vehicles to comply with this new law.
Finally, we anticipate a wonderful 100th Anniversary Gala event on November
13th; we invite each and every one of our members to help us celebrate
100 years of history and service to the Maryland automobile dealer industry.
MADA is one of the oldest state trade associations in our industry and this is
truly a momentous occasion!
I wish all of you a prosperous close to 2010 and I hope to see you at our 100th
Anniversary Gala in November.
Sincerely,
J. Peter Kitzmller
President
Official Publication of the Maryland
Automobile Dealers Association
Maryland Automobile Dealers Association
7 State Circle, Suite 301
Annapolis, Maryland 21401
Phone: 410-269-1710 or 301-261-1717
Fax: 410-269-1549
E-Mail: mdauto@mdauto.org
www.mdauto.org
OFFICERS
Sam Weaver, Chairman
Marisa Shockley, Vice-Chairperson
BOARD MEMBERS
Bill Aschenbach
J.P. Bishop
Marc Cohen
Jerry Dillard
Frank Ferrogine
Brand Fowler
Jack Saum, Jr.
Danny Sauro
Vincent Trasatti, Jr.
Tom Walls
David Williams, NADA Director
ASSOCIATION STAFF
J. Peter Kitzmiller, President
Ethel Biensach, Director of Operations
Albert Scrimger, Director of Dealer Services
Travis Martz, Director of Government
and Industry Affairs
Katie Jones, Public Relations Coordinator
Charlotte Rutkowski, Membership/
PAC Coordinator
Questions and comments regarding this
publication may be directed to Katie Jones
at the Association office, 410-269-1710
or via e-mail, kjones@mdauto.org.
The Maryland Automobile Dealers Association provides
IN GEAR as a benefit of membership in the Association.
The statements and opinions expressed herein are
those of the individual authors and do not necessarily
represent the views of the Maryland Automobile Dealers
Association or its publisher, Media Communications
Group, Inc. Any legal advice should be regarded as
general information. It is strongly recommended that
one contact an attorney for counsel regarding specific
circumstances. Likewise, the appearance of advertisers
does not constitute an endorsement of the products or
services featured by Media Communications Group, Inc.
©2009 Media Communications Group, Inc. All rights reserved.
5 FALL 2010 | www.mdauto.org

CHAIRMAN’sMessage | SAM WEAVER, JR.
It Has Been a Pleasure Serving
You as Your Chairman
The automobile industry has gone through some
of the most turbulent times in its history. I’m sure
we are all ready to refer to the ‘Great Recession’
as a historical event. During times like these,
we have the unique opportunity to look back
over the rich 100 year history of the Maryland
Automobile Dealers Association, and reflect on
the events and individuals who have made our
Association what it is today.
As we celebrate our 100th anniversary on Saturday,
November 13, 2010 at a Black Tie Gala in Annapolis,
we will officially introduce the newly formed Maryland
Automobile Dealers Association Foundation [MADAF]. Your
attendance at the 100th Anniversary Gala will financially support
MADAF. The Foundation was created by your 2009-2010
Association board of directors; its board of trustees consists of
past chairmen of the Association or their surviving spouses.
The Foundation’s purpose can be best summed up in its mission
statement:
MADAF’s mission is to provide educational benefits to those
wishing career opportunities in the Maryland automobile industry.
MADAF will fund such benefits through charity events and
memorial opportunities in the name and memory of Maryland
automobile industry leaders and pioneers.
We will posthumously honor one or two individuals who
served as leaders in the Maryland automobile industry by inducting
them into the “Maryland Automobile Hall of Fame.” Hall of
Fame inductees will represent the best in our local industry.
As our 100th year comes to a close, I encourage you to
mark your calendar for the Gala and invite those individuals
who have helped you over the years in your career within the
Maryland automobile industry. It has been a pleasure serving
you as your chairman as we turn the page on this century of
business. And it is an honor to serve as your first Foundation
chairman as we enter into the new century.
Sincerely,
Sam Weaver, Jr., Chairman
I t ’ s
o u r
b u s i n e s s
t o
p r o t e c t
y o u r s
The FEDERATED Insurance Companies
Home Office: 121 East Park Square • Owatonna, Minnesota 55060
Phone: (507) 455-5200 • www.federatedinsurance.com
7 FALL 2010 | www.mdauto.org

DIRECTOR OF DEALER SERVICES’Message | AL SCRIMGER
Increase Your Bottom Line and Satisfy Your
Customers with Zurich’s F&I program
We are pleased to announce the addition of Zurich
F&I to our recommended services portfolio.
The addition of Zurich F&I operations will help
assure compliance and substantially increase your dealership
profits. MADA Board Member, JP Bishop, of Bob Bell
Automotive group has seen record profits in the past year
after implementing Zurich’s new F&I program. “Zurich
has helped the Bob Bell Automotive Group stay focused on
providing our customers with products that protect themselves
and their vehicles while, at the same time, helping us
to maximize our bottom line.”
past, we decided to add their F&I products and services.
We’ve been extremely happy with the quality of products,
training and monitoring their program provides.”
Zurich will be pleased to schedule a customized presentation
at your earliest convenience. For additional
information, please call me at 800.526.7423.
Sincerely,
Al Scrimger,
Director of Dealer Services
MADA Vice-Chairperson, Marisa Shockley, had the
following to say when questioned about her dealership’s
relationship with Zurich, “because of the strong relationship
and level of service we received from Zurich in the
Test drive a
proven performer.
A safe workplace saves your dealership money down the road.
Make sure you’re getting the most mileage out of your workers’ compensation insurer. IWIF Workers’ Compensation
Insurance works with businesses all over Maryland to provide safe workplaces that reduce the number of accidents,
increase productivity, and save money along the way. To learn more about workplace safety and to see how IWIF
can partner with your dealership, contact your agent, call 800.264.IWIF or visit us at iwif.com.
Maryland Automobile Dealers Association 8

CHEAPSKATE
CAR BUYERS
ARE DOWNRIGHT PLEASANT COMPARED
TO INFERIOR I.T. SYSTEMS.
OUR AUTOMOTIVE I.T. EXPERTISE CAN HELP YOU
SAVE MONEY. AND YOUR SANITY.
You can deal with the occasional tough customer. But if your I.T. system hits a major
snag, you could lose a lot of time and sales—and that’s something you certainly
don’t want to deal with. Let our team of Automotive Business Technology consultants
evaluate your systems and make it all work better—like we’ve done for dealerships
across the country for more than a decade.
Automotive Technologies
Contact us to schedule your complimentary assessment.
443.541.1520 / sales@heliontechnologies.com
1576_Helion auto ad_rev1.indd 1
3/18/10 1:20 PM

BY THE NUMBERS | James A. TORTORELLA, CPA & Sean C. Griffin, CPA, MBA
Legacy Asset Tax Planning
By Richard E. Morris, CPA, MST
The largest tax hike in American history is scheduled to take effect in just a
few months and will hit families and businesses beginning January 1, 2011.
With only 90+ days remaining, planning and timely
action are required to protect your valued legacy
assets. The most far-reaching change is the expiration
of the “Bush tax cuts” and the reversion of the individual
income tax rates to their pre-2001 rates:
• The 10% bracket rises to an expanded 15%
• The 25% bracket rises to 28%
• The 28% bracket rises to 31%
• The 33% bracket rises to 36%
• The 35% bracket rises to 39.6%
There are also higher taxes in the return of the “marriage
penalty” (i.e. narrower tax brackets for married couples), as
well as limitations on certain itemized deductions and the
halving of the child tax credit to $500 per child.
Investors and savers face additional tax increases as the
long-term capital gains tax rate increases from 15 to 20%;
qualified dividends will no longer be taxed at the long-term
capital gains tax rate but at ordinary tax rates of up to 39.6%.
In order to finance health care reform, this rate increases another
3.8% in 2013 for high income taxpayers.
After a one year hiatus, the 2011 estate tax comes back with
a top rate of 55% on estates over $1,000,000 per individual.
This is in stark contrast to the 2009 top rate of 45% on estates
Maryland Automobile Dealers Association 10

Review your estate assets and estate planning to protect
your intentions towards your loved ones and avoid the
wealth destroying effects of the decrease in the estate
exemption and the increase in the estate tax rates.
over $3,500,000 per individual. Additionally there are proposals
to severely restrict or curtail popular estate planning tools
such as grantor retained annuity trusts (GRATS).
Traditional tax planning in the face of rising tax rates and
curtailment of deductions calls for accelerating income into
2010 and deferring deductions into a higher tax-rate year (e.g.
2011). However, this year has several complicating factors,
the first being that the alternative minimum tax (AMT) has
not yet been “set” for 2010. AMT is a parallel calculation of
income tax, whereby certain items, such as the deduction for
state and local income taxes, are disallowed or limited but a
base amount of income is exempted. It is estimated that up
to 40% of all taxpayers will be subject to AMT if Congress
doesn’t act. Historically Congress has “fixed” or “patched”
this exemption amount which is not indexed for inflation,
thereby restoring the value of itemized deductions.
A second complicating factor is legislative uncertainty,
demonstrated above with the AMT but applicable to all of the
scheduled tax increases noted in this article. Congress has the
power to change the tax law between now and December 31st
and can also change the 2010 tax laws retroactively in 2011,
further complicating planning.
While Congress is widely expected to allow at least the top
two income tax rates and the capital gains tax to increase, failing
to plan and act before year-end will cost taxpayers significant
dollars. Where possible, accelerate both earnings and deductions
into 2010. Closely held businesses such as C corporations,
or S corporations with C corporation earnings, can generate tax
savings by paying employees’ bonuses and qualified dividends
to shareholders by December 31st. For example: a $100,000 dividend
paid in December 2010 could save $24,600 in federal taxes
over the same dividend paid January 1, 2011. A $100,000 bonus
earned and paid in December 2010 could save $4,600 in federal
taxes over the same bonus paid next January.
Despite the sluggish economy of the past two years, many individuals
still hold substantially appreciated long-term or legacy
The total solution for your financing needs.
M&T Bank.
on-site sales suPPort
Fast resPonse times
ComPetitive rates
and terms
From ensuring you have the inventory you need to stay
competitive, to delivering the right financing options for
your customers – M&T is here for the Maryland Automobile
Dealers Association. We have a 50-year history of providing
dealerships with Floor Plan and Indirect Financing solutions.
Our commitment is continued today with a team of skilled
relationship managers, each averaging over 20 years’ industry
experience. Call us today to put our personalized service and
wide range of financial services to work for you.
Floor Plan lending
Donna M. Kochanski • 410-244-4962
dkochanski@mtb.com
on-line aCCount
inFormation
www.mtb.com ©2009 M&T Bank. Member FDIC.
11 FALL 2010 | www.mdauto.org

assets. Your legacy asset could be a low-basis security that has
done very well for many years or a piece of real estate that has
been in the family and that you may or may not wish to retain
in the family. At the same time, you may be carrying over
capital losses from unsuccessful investments that can offset
current year capital gains. To achieve maximum tax efficiency,
sell the asset now to pay only a 15% long-term capital gain
rate or gift it. For example: sell the security now to lock in the
gain at the lowest historical tax rates. If you want to retain the
security in your portfolio you can repurchase it immediately
at the current market price. In the gifting scenario, you have
removed it from your estate where its future value would be
taxed at up to 55% as opposed to a 35% maximum gift tax.
This results in significant estate tax savings that are increased
when spouses split gifts to recipients. Review your estate assets
and estate planning to protect your intentions towards
your loved ones and avoid the wealth destroying effects of the
decrease in the estate exemption from $3.5 million to $1 million
per individual ($5 million per couple) and the increase in
the estate tax rates.
For more information contact: James A. Tortorella, CPA, Councilor Buchanan
& Mitchell, P.C. (CBM), Executive Vice President & Director of Dealer Services
at 301-986-0600 or JTORTORELLA@CBMCPA.COM. Councilor, Buchanan
& Mitchell, P.C. (CBM) is a CPA firm and business advisor that has provided
services to dealerships since 1921.
You know your
dealership. You need
a banker who knows
everything about
financing it.
> James Engel
Vice President
Commercial and Floor Plan
Relationship Manager
301-493-5900
> Stephen M. Garton
Senior Vice President
Indirect Retail Sales Finance
National Sales Manager
1-800-433-0067
©2009 The PNC Financial Services Group, Inc. All rights reserved. Member FDIC CON PDF 1209-060
Maryland Automobile Dealers Association 12

Stand Out from the Crowd…
Work with a Team Committed to Your Success
B&R’s Dealership Services Group
Detailed knowledge you need to help in these difficult times.
At times like these you need the assurance and expertise of an
accounting firm who knows your business.
From inventory valuation to risk assessment and cash flow to
compensation planning…
Our experts can help position your dealership for the future.
" We want to work with
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experienced, knowledgeable,
efficient and friendly.
Boyer & Ritter meets and exceeds
all of our expectations.
We rely on Boyer & Ritter to
provide accounting, tax and
business advice that supports our
operational and financial
objectives.
They are the best!"
Boyer & Ritter is home to one of the largest specialized
auto dealership accounting practices in the Mid‐Atlantic
community, serving over 160 dealers.
‐Gail Faulkner, Chair & CEO of the
Faulkner Organization
Contact B&R’s Dealership
Services Group today!
Maryland
Jay A. Goldman, CPA
410‐790‐6928
Pennsylvania
Daniel P. Thompson, CPA
717‐761‐7210
Focused On Your Future
www.cpabr.com | info@cpabr.com
Serving the Mid-Atlantic region for over 80 years.

A Century to Celebrate
MADA Set to Celebrate 100 Years at Black Tie Gala Event
MADA is thrilled to commemorate our 100 years of history
and service to Maryland’s automobile dealer community
at a black tie gala event on November 13, 2010 at the
Westin Hotel in Annapolis. The evening will begin with a cocktail
reception, followed by dinner and then dancing to the Big Band
sounds of Doc Scantlin and His Imperial Palms Orchestra.
Proceeds from the gala will directly benefit our newly formed
Maryland Automobile Dealers Association Foundation. One
or more members of our local industry will be inducted into the
Maryland Automobile Hall of Fame. Funds from the foundation
will be directed towards educations opportunities for individuals
wishing to pursue a career in the Maryland automotive industry.
We welcome all members and family as we come together to
celebrate a truly momentous occasion. Join us as we reflect on
the past and look forward to the future.
Please save the date, not in pencil, but in pen for an
elegant evening of dining, dancing and celebration!
Maryland Automobile Dealers Association 14

WHEN YOU MAKE
YOUR NUMBERS,
THE BAY DOES TOO.
THE MORE BAY PLATES YOU PUT ON CARS,
THE BETTER OFF THE BAY WILL BE.
Every car you sell needs a Bay Plate. It’s just $20 and 90% of
Bay Plate revenue goes directly to Bay-related projects. It’s a
great way to be Bay-friendly and customer-friendly at the same time.
THE BAY PLATE BY THE NUMBERS:
$20
is the cost of
the Bay Plate
$20
helps send a
student on a Bayrelated
field trip
$20
supports volunteer
projects like
stream clean-ups
$20
plants a tree
BAYPLATE.ORG
For more information on the Bay Plate, visit BayPlate.org.
CBT_GreenAd_38755a.indd 1
3/19/10 4:07:38 PM
15 FALL 2010 | www.mdauto.org

Maryland Automobile Dealers Association 16

MADA Endorses
Zurich’s F&I Income
Development
Program
Many of Maryland’s Auto Dealer Association members have put their trust in Zurich’s
F&I income development program for their dealership. If you are not currently one of
these members working with Zurich for your F&I business, have you ever considered
how Zurich’s F&I team can be a valuable resource for your company’s bottom-line
Thousands of dealerships across the country offer
Zurich’s F&I products to their customers.
The extensive training and support provided
by Zurich F&I specialists, in combination with
Zurich’s proprietary Streamlined Selling System ®
and online tools, helps these dealerships realize increased
F&I profits and customer loyalty. And, they
rest easy knowing the products they offer to their
customers are backed by the strength and stability of
Zurich, rated As (stable) by AM Best.
When you offer Zurich F&I products in your dealership,
your operation and staff can benefit from
Zurich’s proven sales tools, techniques and unparalleled
customer support – giving you optimum
opportunity to maximize your profits. Here’s how
Zurich can help move your F&I business forward:
• Strategic analysis. Zurich’s F&I income development
specialists will analyze your F&I processes
and present strategies your dealership can implement
to help increase your F&I profits. An
ongoing monthly game plan will ensure implementation
and follow through.
• Comprehensive training. Receive extensive onsite
training during start up as well as ongoing training
throughout the relationship. From product
and system knowledge to sales role playing, Zurich’s
F&I specialists equip your team with the
information and confidence they need to generate
more income for your dealership
• Streamlined Selling System ® (SSS). A proprietary
tool that allows dealers to customize the presentation
of F&I products to fit the specific needs of
each customer. Additional value-added tools:
17 FALL 2010 | www.mdauto.org

Through Zurich’s exclusive Streamlined Selling System®
our Elite Performance dealership customers earned an
average F&I profit of $864 per vehicle sold—with our top
20% earning an average of $1,208*.
»»
F&I Rate Track SM Featuring online rating and eContracting.
No more rating errors or time-consuming
month-end bundling of paper contracts. Contracts can
be remitted throughout the month electronically. The
tool also allows dealers to capture valuable vehicle and
customer information and seamlessly integrate it into a
dealer management system.
»»
PowerMenu TM This web-based tool helps dealers realize
higher product penetration and ensure full F&I product
disclosures. Finance managers can quickly create presentation-quality
finance menus.
»»
PowerTracking TM systems. Generates real-time reports
so dealers can analyze the performance of their F&I
office(s). Eliminates the need for handwritten logs.
»»
Access to Zurich’s Dedicated F&I Customer Support
Team. Zurich is committed to providing unparalleled
customer support. Our support team is available to
respond to any questions you might have regarding Zurich’s
F&I products or services.
Generating additional income within your F&I office is achievable with Zurich.
Find out more about the advantages of your Maryland dealership working
with Zurich for your F&I business. Visit www.FandIResourceCenter.com or
call Doug Avery at 804-836-6828.
*Reasonably achievable result, assuming full and complete implementation of Zurich’s
recommendations.
s – As of 8/25/10. For ratings and financial information about Zurich American
Insurance Company, visit www.zurichna.com.
Insurance coverages and non-insurance products and services are underwritten and
provided by individual member companies of Zurich in North America, including
Universal Underwriters Insurance Company. Certain coverages and products and
service are not available in all states.
Air conditioned showrooms. Brightly illuminated lots.
How much do you spend on energy
The majority of your energy bill is negotiable.
EnerNOC has helped hundreds of companies
throughout Maryland better understand their
energy purchasing options and get the best
possible deal for their business.
Contact us today to learn more.
1414 Key Highway, Suite 200 M
Baltimore, MD 21230
(443) 743-1982
www.enernoc.com/solutions
Maryland Automobile Dealers Association 18

Protective Introduces...
Engine Coverage
For Life! *
*Protects the engine for as long as your customer owns the vehicle. Coverage is subject to limits and exclusions; see warranty for details.
Serving Automotive Dealers Since 1962
Vehicle Service Contracts I GAP Coverage I Credit Insurance
Dealer Participation Programs I F&I Training I Advanced F&I Technology
To find out how you can start providing
the Lifetime Engine Warranty at your
dealership contact Protective’s Maryland
representative, John Bartlett today!
866.927.5448
www.protectiveassetprotection.com
Lifetime Engine Warranty, Vehicle Service Contracts (VSCs) and GAP are backed by Lyndon Property Insurance Company in all states except NY. In NY, VSCs are backed by Old Republic Insurance Company. GAP
and Lifetime Engine Warranty are not available in NY. Credit Insurance is backed by Protective Life Insurance Company in all states except NY, where it is backed by Protective Life and Annuity Insurance Company.

MADA Celebrates a
GREAT Convention!
MADA and our members enjoyed a truly great
convention this past June! Teaming up with VADA,
all who attended enjoyed the elegant comforts of the
Greenbrier Resort, the latest in industry and business
news, and family fun.
The highlight of the convention was certainly the presence of three top
industry executives. Alan Batey, Vice President of Sales & Service for
Chevrolet, was the first to speak. Mr. Batey assured attendees that the
Chevrolet brand, celebrating it’s 100th anniversary in 2011, would successfully
move forward into the future and would begin it’s next 100 years in strength.
He also added that Chevrolet has spent the last several months actively consolidating
their brand image to present a united single front, while at the same time
focusing on the market trends in local markets. “Thinking globally, but acting
locally” is how Mr. Batey defined Chevrolet’s new tactic.
Ford President and CEO, Alan Mulally, followed Mr. Batey. He opened his
speech by thanking dealers and associate members for the opportunity to join them.
After briefly discussing the bankruptcies and admitting that flying in on a private
jet for the 2009 Congressional hearings perhaps wasn’t the best idea, Mr. Mulally
then opened the floor for questions. When a guest asked him about Ford’s new
plan, Mr. Mulally noted that Ford will cover 100% of the American market with 20
nameplates ranging from small, fuel-efficient cars like the Fiesta to larger familyfriendly
crossovers, while still providing light, medium, and heavy-duty trucks and
the new small utility truck, the Ford Transit.
Bob Carter, Group Vice President and General Manager, Toyota Division;
Toyota Motor Sales, USA, closed the Saturday session by covering the current
Toyota hot-topic, the recalls in early 2010. Mr. Carter discussed the timeline of
the recalls and then highlighted Toyota’s quick response, stating that the company
never flinched when it was suggested that they shut down production plants
to ensure that dealers had the new replacement parts to fix current customer’s
cars. He also explained that the company took additional measures to ensure
customer satisfaction and provided dealers with a blanket fund, to be used at
their discretion, to meet customer needs and to ensure that every Toyota customer
was safe and happy in their cars.
Maryland Automobile Dealers Association 20

BelAir_MADA-1 2010.pdf 3/4/10 8:33:47 PM
Members enjoyed Saturday afternoon,
golf for some, pool for others, before coming
back together for the closing party, a
Mardi Gras celebration. Many guests arrived
with beads on and a mask in hand!
We enjoyed delicious Cajun and Creole
delicacies, like gumbo, jambalaya and
fried green tomatoes. Teens enjoyed Wii
games, while the youngest children had
fun making their own Mardi Gras masks.
A DJ provided fun music and enthusiasts from two years and up
danced the night away.
The overall opinion is that this was truly a successful
convention. The presence of industry executives was a
huge draw and everyone left the Saturday morning session
with an overwhelmingly positive impression. To those
who joined us, we are so happy that you did! To those who
could not, we certainly hope you will join us in 2011 when
VADA joins us in historical Williamsburg, VA!
C
We would like to thank the following MADA sponsors
for making this a wonderful convention!
M
• American Fidelity Assurance Co.
Y
• Bel Air Auto Auction
CM
• Computerized Vehicle Registration (CVR)
MY
• Councilor Buchanan & Mitchell, CPA’s
CY
• DealerTrack
• Enterprise Rent-A-Car
• Helion Technologies
K
• IWIF
• Landmark Insurance & Financial Group/Steve Salamon
• Kelly Benefit Strategies/KTBS Payroll
• Reynolds & Reynols
• Rifkin Livingingston Levitan & Silver LLC
• triVin Inc.
• Vehicles for Change
CMY
21 FALL 2010 | www.mdauto.org

Legislative Update:
New Laws Take Effect in October
The strike of midnight on April 13th brought the 2010
legislative session of the Maryland General Assembly
to a 90-day conclusion. MADA put together another
very successful session, thereby improving your local
business environment. Below is an overview of all new
legistlation going into effect October 1, 2010:
Hand Held Cellphone Ban-SB 321 prohibits the driver of
a moving motor vehicle from using a handheld telephone
except to initiate or terminate a wireless call or to turn on or
off the handheld phone.
Job Tax Credit-SB 106 is a job tax credit bill that provides
a $5000 business income tax credit to any employer that
creates a new position and hires a Maryland resident that
has received unemployment benefits and is not presently
employed full time. The maximum tax credit permissible to
one employer is $250,000.
Unemployment Benefits-SB 107 expands unemployment
benefits for Maryland residents, but it also captures $126.8
Million in Federal stimulus money to provide tax breaks to
businesses that must swallow much higher than usual unemployment
insurance tax bills this year. All employers are
receiving unemployment insurance bills that are sometimes
three times the amount paid last year. Dealers may request
a payment plan or tax deferral.
Balloon Payments-SB 898 marks a significant legislative
victory for all dealers who finance vehicles in excess
of $30,000. Previously, Maryland law did not allow motor
vehicle retail installment contracts to contain a schedule of
payments with a balloon payment at the end. For the first
time, MADA introduced legislation that allows customers
to obtain a finance contract in excess of $30,000 that
contains a balloon payment. Now, Maryland dealers can
remain competitive with dealers in our surrounding states
that permit balloon payments in retail installment contracts.
Electronic Transmission of Temporary Registration-SB 67
requires dealers to electronically transfer to the MVA a record
of all vehicles with temporary tags. At the time of temporary
tag issuance, this gives the vehicle an identity for record keeping
and law enforcement before a metal plate is assigned.
Electronic Transmission of Title Work-SB 85 will reduce
late fees by allowing title work to be submitted electronically
by day 30. This bill creates a dealer incentive to use electronic
title and registration.
HOV Use by Plug-In Vehicles-SB 602 allows all Maryland
titled plug-in vehicles to use HOV lanes for a three year period
with a commencement date of October 1, 2010.
Excise Tax Credit for Plug-In Vehicles-HB 469 allows an
excise tax credit at the time of purchase for any Maryland
resident purchasing a Plug-in Vehicle effective October 1,
2010 through July 1, 2013.
Blue Ribbon Commission to Study Transportation
Funding-HB 710. The excise tax was raised during the 2007
special session of the Maryland General Assembly. The gas
tax has not been raised in more than 15 years. With the average
price of a new vehicle exceeding $27,000, the money
received from excise tax collection is poised to surpass gas
tax receipts. MADA needs to impress upon the commission
that raising the excise tax again is not a viable option.
Furthermore, MADA will dissuade the commission from
considering making automobile service work a taxable item.
Use of Video and Electronic Display Equipment-HB 190
ensures that motor vehicle rear view camera technology is
lawful when the electronic display of the rear view camera is
displayed on the front console.
Limitation on Use of Credit Reports by Employers-HB 175.
MADA worked with other business groups that use credit reports
to screen potential employees to ensure that employers
were not forbidden to use these informative reports.
Limited Speed Vehicles-SB 344 recognizes limited speed
vehicles under Maryland law. These vehicles usually do not
exceed 45 mph. This law allows limited speed vehicles to
operate on roads where the maximum speed of the vehicle is
at least 5 mph greater than the speed limit.
Maryland Automobile Dealers Association 22

MADA CELEBRATES ANOTHER…
Successful Golf Outing
and Crab Feast
MADA members and guests were treated to a day of beautiful weather
at MADA’s Annual Golf Outing and Crab Feast at Queenstown Harbor
on September 15. We thank all of our members who came out to support the
Association and made this another wonderful event!
MADA would like to thank all of our members who came out
to make this another successful event and a resounding and
gracious thank you to each of our sponsors:
Adstrategies, Inc.
Autotrader.com
Baltimore Sun Media Group
Bel Air Auto Auction
Charapp & Weiss, LLP
Computerized Vehicle Registration (CVR)
Councilor Buchanan & Mitchell, CPA’s
Crumback & Associates, LLC
Enterprise Rent-A-Car
Helion Technologies
Kelly & Associates Insurance Group, Inc.
Landmark Insurance & Financial
Group-Steve Salamon
Motor Trend Auto Shows, LLC
SunTrust Bank
Vehicles for Change
Washington Gas Energy Services
Zurich
Maryland Automobile Dealers Association 24

noveMBER 2010
13
“A Century to Celebrate” MADA 100th Anniversary and
Charitable Foundation Kick-Off Gala, Annapolis, MD
25-26
Thanksgiving Holiday-MADA Office Closed
DECEMBER 2010
24-27
Christmas Holiday-MADA Office Closed
31
New Year’s Holiday-MADA Office Closed
2010-11 UPCOMING EVENTS
JANUARY 2011
18
MADA Annual Membership Meeting and Legislative
Reception, Annapolis, MD
feBRUARY 2011
5-7
NADA Convention and Expo, San Francisco, CA
10-13
Motor Trend International Auto Show, Baltimore, MD
june 2011
26-29
MADA/VADA Summer Business Convention,
Williamsburg, VA
MADA is Proud to Introduce
Our New Charitable Foundation
Maryland Automobile Dealers Association Foundation
The automobile industry has gone through some
of the most turbulent times in its history. During
times like these, we have the unique opportunity
to look back over the rich 100 year history of the Maryland
Automobile Dealers Association, and reflect on the
events and individuals who have made our Association
what it is today.
As we celebrate our 100th anniversary on Saturday,
November 13, 2010 at a Black Tie Gala hosted at the Westin
Hotel in Annapolis, we will officially introduce the
newly formed Maryland Automobile Dealers Association
Foundation [MADAF]. Your attendance at the 100th
Anniversary Gala will financially support MADAF. The
Foundation was created by your 2009-2010 Association
board of directors; its board of trustees consists of past
chairmen of the Association or their surviving spouses.
Its purpose is wholly charitable; funds raised through the
Foundation will be directed towards education initiatives
that will benefit the Maryland automobile industry.
We will posthumously honor one or two individuals who
served as leaders in the Maryland automobile industry by
inducting them into the “Maryland Automobile Hall of
Fame.” Hall of Fame inductees will represent the best in
our local industry. Please join us on November 13th as we
celebrate 100 years of history and service to the Maryland
automobile industry!
25 FALL 2010 | www.mdauto.org

Advertiser Index Fall 2010
Attorney
Charapp & Weiss, LLP ........................Page 16
Auto Auctions
Bel Air Auto Auction.............................Page 21
Manheim Pennsylvania.......................... Page 6
Banking/Finance
BB&T Sales Finance.............................Page 26
M&T Bank.................................................Page 11
PNC Dealer Finance.............................Page 12
Car Rental
Enterprise Rent-A-Car..........................Page 18
Certified Public Accountants
Boyer & Ritter..........................................Page 13
Councilor, Buchanan & Mitchell......... Page 3
Computerized Vehicle
Registration
CVR............................................................Page 16
Computers and Technology
Helion Automotive Technologies....... Page 9
Energy Advisory Services
ENERNOC...................................................Page 18
Chesapeake Bay Trust............................Page 15
Finance and Insurance
F&I Resources...........................................Page 23
Insurance
Federated Insurance Companies...........Page 7
IWIF Workers’ Compensation................Page 8
Protective....................................................Page 19
Zurich American Insurance......................Page 2
New/Used Car Advertising
Baltimore Sun/CARS.com.....................Page 27
Parts Inventory Services
Straub’s Inventory Control....................Page 12
Storage Equipment for Parts
and Service
Straub’s Inventory Control....................Page 12
Specialized knowledge.
Personalized attention.
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30 years. We’ve become known not only for our financial products and services, but also for our responsive, friendly staff.
That’s why when you do business with BB&T you’ll find a superior level of customer service and personal attention to your needs.
You will also find speedy, accurate responses to your financing requests because at BB&T we know that faster sales for you mean
even more opportunities. Whether you need a loan, financing service or cash management, BB&T has the tools you need to make
your business a success.
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800-382-2059 800-348-6189 888-382-2274
Loan and deposit products are offered through Branch Banking & Trust Company, a Member FDIC. Only deposit products are FDIC insured. Loans subject to credit approval. BBT.com. ©2009 BB&T
Maryland Automobile Dealers Association 26

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