Issue 4 2026 Official Publication of the New Jersey Coalition of Automotive Retailers PRESIDENT’S MESSAGE IT’S TIME TO CONNECT New Events, Stronger Engagement, and Lasting Value
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table of CONTENTS NJ CAR BOARD OF TRUSTEES BY REGION NORTHERN REGION I (Bergen, Essex, Hudson, Passaic, Sussex) Mark Abaid (Alt.) Joseph Agresta, Jr. (Alt.) Timothy Allocca Jeffrey Brown John Fette Matthew Haiken (Alt.) William Kundert, Jr. Brian Lam Reneé P. McGuire Richard Selman Todd Van Duren NORTHERN REGION II (Hunterdon, Morris, Somerset, Union, Warren) Gregg Ciocca, Jr. William Feinstein David Ferraez Chris Gilbert (Alt.) John Johnson, Jr. Sean Lyons Mark Montenero Chris Preziosi, Jr. (Alt.) Edward J. Rossi William Strauss, III Stephen Tilton CENTRAL REGION (Middlesex, Monmouth, Ocean) Dan Chuhinko Robert Ciasulli Lisa Ocasio Devivo Kevin DiPiano (Alt.) Garry Foltz Adam Kraushaar Robert Larson Shelly Locascio Tyler Schmelz Anton Semprivivo Robert Sickel SOUTHERN REGION (Atlantic, Burlington, Camden, Cape May, Cumberland, Gloucester, Mercer, Salem) Doug Burke Allen (AJ) Eastlack (Alt.) Jason Elkins Scott Haldeman Thomas Hessert, III Steven Kindle Stacey Lilliston Marcy Maguire Mark Miller Robert D. McCormick NJ CAR Executive Committee and Board of Trustees 2026 A. Andrew Shapiro .. .. .. .. .. .. .. .. .. ........... Chairman Ed Barlow, III .. .. .. .. .. .. .. .. .. ........... Vice Chairman Michael P. DeSilva .. .. .. .. .. .. .. .. .. ........... Secretary David Kull .. .. .. .. .. .. .. .. .. .. .. ............ Treasurer Jordan Wright .. .. .. ...... Regional Vice President (Northern Region I) Michael DiFeo .. .. .. ...... Regional Vice President (Northern Region II) Richard Malouf, Jr. . . . . . . . ....Regional Vice President (Central Region) Russell Abate .. .. .. ....... Regional Vice President (Southern Region) Ronald E. Baus, Jr. .........................BudgetChairman Eric Nielsen .. .. .. ....... NJ CAR Captive Insurance Co., Inc. Chairman Richard A. DeSilva, Jr. .. .. .. .. ........ NADA Director for New Jersey Robert Larson .. .. .. .. .. .. ........ NJ CAR Services, Inc. President Frank M. Pezzolla .. .. .. .. .. .. ........ Truck Committee Chairman Judy Schumacher-Tilton .. .. .. .. .. .. ......... CAR PAC President Thomas DeFelice, III .. .. .. .. .. .. .. ......... NextGen Chairman Laura C. Perrotta .. .. .. .. .. .. .. .. .. ............ President PRESIDENT’S MESSAGE 8 It’s Time to Connect: New Events, Stronger Engagement, and Lasting Value BY LAURA C. PERROTTA CHAIRMAN’S MESSAGE 11 NJ CAR’s Strategic Plan: A Roadmap for the Future BY A. ANDREW SHAPIRO NADA DIRECTOR’S MESSAGE 13 NADA Advocacy Update BY RICK DeSILVA, JR. 15 Every Dealership Should Be a Member of NJ CARPOOL 16 Be a Part of NJ CAR’s Next NextGen BY MAGDALENA PADILLA, ESQ. 18 NJ CAR Compliance FAQs BY KATHLEEN L. GRAF, ESQ. 20 NJ CAR Services: Supporting New Jersey’s Franchised Dealers BY MIKE MADIA 22 Technician Advancement Program Graduates Transition Into the Workforce BY BRANDON JURAKHAN 24 NJ CAR: Your Association, Your Advocate, Your Voice BY CHRIS ALLAIN 26 Thank You NADA PAC Contributors 27 NJ CAR & Dealers Making a Difference Philanthropy, Highlights, and Grassroots 32 NJ CAR Recognizes Dealerships That Have Contributed to CAR PAC in 2026 34 Economic Impact of New Jersey New Car & Truck Dealers ©2026 New Jersey Coalition of Automotive Retailers (NJ CAR) | MBR Connect™. All rights reserved. New Jersey Auto Retailer is published four times per year and is the official publication for this association. The information contained in this publication is intended to provide general information for review, consideration, and education. The contents do not constitute legal advice and should not be relied on as such. If you need legal advice or assistance, it is strongly recommended that you contact an attorney as to your circumstances. The statements and opinions expressed in this publication are those of the individual authors and do not necessarily represent the views of NJ CAR, its board of directors, or the publisher. Likewise, the appearance of advertisements within this publication does not constitute an endorsement or recommendation of any product or service advertised. New Jersey Auto Retailer is a collective work, and as such, some articles are submitted by authors who are independent of NJ CAR. While a first‑print policy is encouraged, in cases where this is not possible, every effort has been made to comply with any known reprint guidelines or restrictions. Content may not be reproduced or reprinted without prior written permission. For further information, please contact the publisher at (801) 676-9722. EDITOR: BRIAN HUGHES PUBLISHED BY MBR CONNECT (801) 676-9722 Official Publication of 6 NEW JERSEY auto retailer
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We recognize the effort that goes into running your business. With all that demands your attention, we know your time is valuable. That’s why we’ve taken great care to respect your time while cultivating a slate of events to engage with our dealer members. Whether we’re providing timely industry insights, opportunities for professional development, or localized social experiences — dealers have a variety of ways to engage with NJ CAR. By expanding our in-person programs to include two Roadshows, two NextGen Social Events, a multi-day NextGen destination event, and an Annual Dealer Soirée, NJ CAR is providing dealers and their employees with events that bring value and deserve your support. As you’ll see from the comments on these events, I believe this year was a success. ROADSHOWS PROVIDE ACCESS TO TIMELY INFORMATION NJ CAR’s Roadshows are packed with critical insights, giving dealers access to industry experts, knowledgeable speakers, and connections with organizations that want to grow your dealership. Topics in 2026 ranged from practical AI applications for your business to insight on the new FTC advertising FAQs. “I was blown away by the sheer number of speakers, sponsors, and informative insights shared at NJ CAR’s Roadshow. Especially as a free event, it was worth going,” said Caroline Heidt with Joe Heidt Volkswagen. PRESIDENT’S MESSAGE It’s Time to Connect: New Events, Stronger Engagement, and Lasting Value by LAURA C. PERROTTA, President, NJ CAR NJ CAR Roadshow 8 NEW JERSEY auto retailer
NextGen Social Event For event sponsors, Roadshows offer more than brand exposure, allowing them to demonstrate their value to the dealer community. AutoTrieve’s Michale Dachille explained, “It’s nice seeing more in-person opportunities for sponsors. These events let us show dealers the merit of our products and services. We’re always looking for new ways to highlight the benefits we can provide.” Dealers who attend our Roadshows or send their employees can expect to return to their showrooms with valuable information, expertise, and potential business solutions. NEXTGEN SOCIAL EVENTS: CONNECTIONS THAT FOSTER GROWTH NextGen Social Events are excellent entry points for dealership employees who see themselves as future leaders in their organizations. The more relaxed environment of these gatherings encourages networking and promotes the natural exchange of ideas. “Wanting to grow more professionally, I attended the most recent NJ CAR NextGen Social Event. It gave me the chance to network with my peers,” said John Johnson, III, NJ CAR NextGen Committee member with Johnson CDJR. “I’m very happy to be a part of the Coalition’s growing NextGen Committee, and I’m excited to see where we go from here.” Dee Skidmore, NextGen Committee member with Bridgeton Auto Mall, echoed John’s comments: “I signed up to be part of NJ CAR’s NextGen Committee after attending the last social event. I was genuinely surprised to learn so much about how I could grow professionally as a leader through networking events like this.” At NextGen Social Events, sponsors are able to strengthen their ties with dealers. Brad Bono with Helient Technologies, LLC, observed, “As a Roadshow speaker and NextGen Social Event sponsor, I can honestly say NJ CAR is offering dealers and sponsors the best of both worlds.” NEXTGEN BUILDS RELATIONSHIPS THAT ENDURE While professional development can occur anywhere, a simple change in location can be enough to produce a memorable experience. NextGen’s 2026 trip to Saratoga Springs was coordinated in conjunction with the New York State Automobile Dealers Association (NYSADA). “The Saratoga event was a great opportunity to connect with NextGen members from New Jersey and New York,” said CJ Kull, NextGen Committee member with Burns Buick GMC Hyundai & Genesis of Cherry Hill. “I really enjoyed getting to know everyone, sharing ideas, and establishing connections with other NextGen dealers that will last well beyond the event.” Gregg Ciocca, Jr., NJ CAR Trustee and NextGen Committee member with Ciocca Automotive, commented, “NJ CAR isn’t shy about shaking things up to make our businesses and social events more fun for everyone.” The two-day event also gave sponsors extended access to emerging dealership leaders. “I want to be a part of as many NJ CAR events as possible,” exclaimed Lauren Bailey with ComplyAuto. “The exposure 9 NEW JERSEY auto retailer
we got at the Saratoga event with NextGen leaders was invaluable. Absolutely worth every penny.” ANNUAL DEALER SOIRÉE: A GATHERING TO REMEMBER The culmination of NJ CAR’s 2026 events was our inaugural Dealer Soirée — organized to bring dealers together and celebrate the industry. Russell Abate, NJ CAR Executive Committee member with Pellegrino Chrysler Jeep, revealed, “I don’t attend many events, and I wasn’t sure what to expect at the Dealer Soirée, but my wife and I had the best time. We’re glad we decided to attend.” Larger events like the Soirée offer sponsors another opportunity to engage with dealers. Megan Kenary with JM&A Group stated, “It was refreshing to see an automotive trade association do something so wildly different. Events like this are certainly a rare find in this industry.” IMPROVING EVENTS THROUGH PARTNERSHIP By all accounts, everyone who attended our 2026 events had a great experience. The sponsorship support from our Endorsed Providers and Affiliates allowed NJ CAR to host these robust events and expand NJ CAR’s engagement with our members and industry partners. LOOKING AHEAD TO 2027 I’m proud of what NJ CAR accomplished this year. Our continued success relies on the feedback we receive from our members and sponsors. This input will shape how these events evolve in 2027. Thank you to all dealers, industry partners, and NJ CAR staff who made our 2026 events so successful. Now that we have a year under our belts, we hope to expand participation in our 2027 calendar of events as we continue working to bring greater value to our dealer community. If you have any ideas for us to try in 2027 or beyond, please reach out to Brian Hughes, NJ CAR Director of Communications, at bhughes@njcar.org. 2026 Annual Dealer Soirée 10 NEW JERSEY auto retailer
CHAIRMAN’S MESSAGE NJ CAR’s Strategic Plan: A Roadmap for the Future by A. ANDREW SHAPIRO, Chairman, NJ CAR NJ CAR was founded 108 years ago to serve and represent the needs of the franchised car and truck dealers in New Jersey. The Coalition’s mission has always been to advocate, educate, inform, connect, serve, and inspire the 530+ dealers with their more than 38,200 employees who call the Garden State home. In late 2025 and early 2026, NJ CAR’s leadership began developing a 3-year strategic plan for the Coalition. The process began with a thorough review of current and past strategic planning, financial, operational, and marketing materials; in-depth interviews with key staff, dealer, and partner stakeholders; and interviews with other national, state, and metro associations. KEY TAKEAWAYS The research conducted during the planning process showed us what we all knew — NJ CAR is a best-in-class dealer association. It is well-run and efficient, boasting a knowledgeable, dedicated leadership team and staff. While NJ CAR excels in many areas, the Coalition and its members face a variety of challenges, including general market anxiety; vehicle affordability; a new Governor and Administration; NJMVC modernization; member engagement; and product/service market penetration. In order to maintain its high level of service and advocacy, NJ CAR must continue to innovate and evolve. The key to future success will revolve around a thoughtful strategic plan. STRATEGIC PLAN OVERVIEW The 3-year strategic plan is designed to provide a road map for the Coalition to continue providing value to its members and serve as a model for trade associations across the country. The plan is focused on the following objectives: • Increase Membership Value & Engagement • Evolve Programs, Products, & Services • Improve Advocacy & Influence Success • Increase Revenue Generation In order to achieve these long-term goals and objectives, NJ CAR has created working groups made up of two (2) staff members, one (1) Executive Committee member, one (1) Board of Trustees member, and one (1) NextGen Committee member to focus on key areas, including: • Member Value & Engagement • Advocacy & Influence • Products & Services • MV Operations • Programs • NextGen • Truck Dealers • Events • Sponsorships The working groups will lead the effort within each area, developing an initial blueprint in Year 1 to achieve goals established in the strategic plan. The aim of Years 2 and 3 will build on prior success while implementing new programs and initiatives that continue laying the groundwork for NJ CAR’s future. STRIVING TO IMPROVE NJ CAR is already recognized as one of the top automotive trade associations in the country, but we do not have the luxury of resting on our laurels. The development of this strategic plan allows the organization to look at itself and identify areas of improvement. I look forward to seeing Laura and the rest of NJ CAR continue to implement this strategic plan and build on the successes achieved this year. 11 NEW JERSEY auto retailer
Anticipate every turn In an industry that’s always evolving, your dealership can rely on our Dealer Financial Services team’s 90 years of experience to see what’s around the corner, forward-thinking insights to prepare you, and technology to keep you ahead of the curve. What would you like the power to do?® John Kratsch, john.r.kratsch@bofa.com Chris McCawley, christopher.mccawley@bofa.com business.bofa.com/dealer ©2024 Bank of America Corporation. All rights reserved. DFS-699-AD 6942528 Investment products offered by Investment Banking Affiliates: Are Not FDIC Insured Are Not Bank Guaranteed May Lose Value “Bank of America” and “BofA Securities” are the marketing names used by the Global Banking and Global Markets divisions of Bank of America Corporation. Lending, derivatives, other commercial banking activities, and trading in certain financial instruments are performed globally by banking affiliates of Bank of America Corporation, including Bank of America, N.A., Member FDIC. Trading in securities and financial instruments, and strategic advisory, and other investment banking activities, are performed globally by investment banking affiliates of Bank of America Corporation (“Investment Banking Affiliates”), including, in the United States, BofA Securities, Inc., which is a registered broker-dealer and Member of SIPC, and, in other jurisdictions, by locally registered entities. BofA Securities, Inc. is a registered futures commission merchant with the CFTC and a member of the NFA. Anticipate every turn In an industry that’s always evolving, your dealership can rely on our Dealer Financial Services team’s 90 years of experience to see what’s around the corner, forward-thinking insights to prepare you, and technology to keep you ahead of the curve. What would you like the power to do?® John Kratsch, john.r.kratsch@bofa.com Chris McCawley, christopher.mccawley@bofa.com business.bofa.com/dealer ©2024 Bank of America Corporation. All rights reserved. DFS-699-AD 6942528 Investment products offered by Investment Banking Affiliates: Are Not FDIC Insured Are Not Bank Guaranteed May Lose Value “Bank of America” and “BofA Securities” are the marketing names used by the Global Banking and Global Markets divisions of Bank of America Corporation. Lending, derivatives, other commercial banking activities, and trading in certain financial instruments are performed globally by banking affiliates of Bank of America Corporation, including Bank of America, N.A., Member FDIC. Trading in securities and financial instruments, and strategic advisory, and other investment banking activities, are performed globally by investment banking affiliates of Bank of America Corporation (“Investment Banking Affiliates”), including, in the United States, BofA Securities, Inc., which is a registered broker-dealer and Member of SIPC, and, in other jurisdictions, by locally registered entities. BofA Securities, Inc. is a registered futures commission merchant with the CFTC and a member of the NFA.
NADA DIRECTOR’S MESSAGE NADA ADVOCACY UPDATE by RICK DeSILVA, JR., Director for New Jersey, NADA NADA continues to advocate aggressively on issues critical to the automotive retail industry. The following represents the latest updates on these issues. Please contact me with any questions at rdesilva@libertycarsnj.com. NADA SHOW 2027 MAIN STAGE LINEUP The NADA Show 2027 Main Stage lineup is complete! Hear from Ryan Estis, Patrick Lencioni, and Magic Johnson as they share powerful stories and practical insights, along with fresh perspectives on customer experience, teamwork, leadership, and success. Join NADA in Orlando on February 17-20, and get ready to leave inspired, energized, and ready to move your dealership forward. Register today at nada.org/nada-show-attend. FTC ISSUES FAQS ON DEALER ADVERTISING PRACTICES On September 15, the Federal Trade Commission (FTC) issued a Frequently Asked Questions (FAQs) document on dealer advertising. NADA worked with the FTC on the FAQs to supplement guidance the FTC provided during NADA webinars earlier this year. The FTC has made price transparency a priority across all industries — including auto sales. In March, the FTC sent letters to 97 dealerships warning them of potentially illegal advertising practices. The FTC has also announced two settlements with auto dealers alleging deceptive advertising practices and requiring the dealerships to advertise the total price of a vehicle clearly and conspicuously as the most prominent price. Scan the QR code to access the FAQs. https://www.ftc.gov/business-guidance/resources/ automobile-industry-pricing-transparency-faqs NHTSA RESETS CAFE RULES TO ALIGN WITH MARKET REALITIES AND CONSUMER CHOICE The National Highway Traffic Safety Administration (NHTSA) recently issued a final rule, resetting its corporate average fuel economy (CAFE) standards at achievable levels, given the current market for battery-electric vehicles (BEVs) in the U.S. These new CAFE standards apply to passenger cars and light trucks manufactured for MYs 2022-2031. The prior CAFE standards sought to push fuel economy at a pace requiring dramatic increases in BEV sales far exceeding consumer demand. The revisions bring the standards in line with statutory requirements and Americans’ interest in BEVs. Under the new rule, dealers and manufacturers can offer the full range of vehicle technologies and powertrains consumers want to buy. NADA filed a comment supporting NHTSA’s revised CAFE standards. LATEST ON THE IMPACT OF TARIFFS Trade talks between the U.S. and Canada broke down in late August, leading to a new round of tariffs imposed by both countries. On August 22, the U.S. imposed 50% tariffs on about $20 billion of Canadian goods. The new tariffs did not include autos, which remain subject to separate tariff measures. However, on August 24, President Trump announced plans to raise tariffs on Canadian-built vehicles, auto parts, and steel to 50% starting January 1, 2027. Canada responded by announcing matching tariffs on U.S. products on September 8. If the January tariffs are implemented, they could raise vehicle and parts costs, affect supply, and make vehicles less affordable for consumers. NADA will continue to stress affordability concerns to the administration. CHINESE OEMS’ ENTRY INTO THE U.S. AUTO MARKET In late July, the Senate Commerce Committee unanimously advanced S.4429: the “Connected Vehicle Security Act of 2026” (CVSA). NADA continues to review the potential impact of the CVSA’s ownership provisions for dealers representing automakers with significant Chinese investments, such as Mercedes-Benz and Volvo. Under the CVSA, affected automakers have until 2030 to comply and could seek a waiver from the U.S. government to continue operating if their ownership structure exceeds the threshold. NADA strongly supports the goals of CVSA to protect consumer privacy; national security; and the U.S. economy against unfair competition, and (as the bill continues to be refined) will seek to minimize any unintended consequences for dealers and American jobs. “RIGHT TO REPAIR” LEGISLATION Proponents of the REPAIR Act continue to push for the broader, original bill, including controversial insurer-backed provisions. The original 13 NEW JERSEY auto retailer
provisions did nothing to improve vehicle repair options but instead benefited insurance companies and aftermarket parts manufacturers. In May, the House Energy and Commerce Committee passed the Motor Vehicle Modernization Act, which included a significantly scaled-back version of the REPAIR Act. Due to NADA’s grassroots advocacy, the committee-passed REPAIR Act was narrowed to three provisions: 1. Codifying the 2014 light-duty Memorandum of Understanding; 2. Codifying the 2015 heavy-duty truck Memorandum of Understanding; and 3. An FTC study on the issue, due in 2030. The bill sponsors still want to expand the House committee-passed REPAIR Act language beyond its current scope and attach the legislation to the surface transportation bill or other must-pass legislation, like the National Defense Authorization Act. Defeating the original REPAIR Act or expansion of the House committee-passed language will be a top NADA legislative priority. CATALYTIC CONVERTER ANTI-THEFT LEGISLATION Based on a 2023 Texas law preferred by some automakers, catalytic converter anti-theft legislation (H.R.9904) was recently introduced. The bill creates a new federal crime targeting possession and trafficking of removed catalytic converters, but lacks the teeth of the NADA-backed PART Act, supported by law enforcement organizations. NADA continues to seek co-sponsors for passage of the PART Act, either as a stand-alone bill or as a floor amendment to the upcoming Surface Transportation Reauthorization bill. HELP NADA MAKE YOUR VOICE HEARD These are just a handful of the areas where NADA tirelessly advocates for franchised new car and truck dealers in Washington. Whether it’s through CAR PAC at the state level or NADA PAC at the federal level: Your contributions help to amplify the voice of the dealer. To those who have already contributed to NADA PAC this year — thank you. For those who have not done so yet, I encourage you to do so. If you want to know what you contributed last year or have questions about how to make a contribution, please reach out to me for more information. 14 NEW JERSEY auto retailer
Every Dealership Every Dealership Should Be a Member Should Be a Member DEALERSHIPS ARE IMPORTANT DEALERSHIPS ARE IMPORTANT New Jersey's nearly 530 dealerships are critical to hundreds of municipalities in ALL 20 counties and ALL 40 legislative districts. They represent a $43.8 billion industry, directly employing more than 38,200 individuals and supporting over 35,500 more jobs while contributing nearly $26 million to hundreds of charities. GRASSROOTS ARE IMPORTANT GRASSROOTS ARE IMPORTANT NJ CARPOOL needs people who understand the car business to sign up for our grassroots network NOW! NJ CARPOOL Grassroots is... POLICY, Not Politics — We support policies that benefit the industry and oppose those that are harmful. Stronger Together — We are far more effective when thousands of supporters are behind us. Easy to Join — All we need is your name, email, and zip code. SIGN UP NOW! SIGN UP NOW! join.njcar.org join.njcar.org
by MAGDALENA PADILLA, ESQ., Senior Vice President of Government Affairs, NJ CAR Baseball legend Yogi Berra once famously remarked, “The beauty of life is that it never asks for perfection — only participation.” In other words, it’s essential we participate. NJ CAR’s NextGen Committee provides the opportunity for dealers and dealership employees to connect with others at in-person events and online roundtables. WHAT IS NEXTGEN? NextGen is a networking and professional group that facilitates discussions regarding the most critical issues facing the automotive retail industry. The group consists of individuals dedicated to developing themselves professionally to become the next generation of dealership leaders. The Committee’s vision is to provide opportunities for our members to participate in events that foster peer relations; support education and social engagement; and create opportunities to advocate in front of State and Congressional representatives on behalf of the industry. MEET WITH KEY POLICY MAKERS AND MAKE YOUR VOICE HEARD When NextGen members join NJ CAR staff and members of the Coalition’s Board of Trustees to meet with New Jersey’s State and Congressional representatives, we advocate for dealer priorities, aiming to give dealerships a face and story that legislators can identify with. Each dealer has the opportunity to provide them with details about their dealership that demonstrate the value their local businesses bring to the Garden State. Such details often include their store’s total employee count; types of locally-supported charities; how much the dealership contributes to state and local economies; and much more. Congressional meetings are scheduled by NJ CAR in partnership with national trade associations NADA and ATD and an informative two-day conference. The Coalition is also responsible for hosting periodic meetings at the State Capitol. COLLABORATE WITH US AT NEXTGEN SOCIAL EVENTS NJ CAR’s NextGen program offers a variety of ways to participate. In addition to engagement through political events, we offer opportunities to connect at our NextGen Social Events. In 2026, NextGen members were able to take part in two extended Happy Hours, where attendance at both events filled the room to capacity, prompting NJ CAR to identify larger venues for our 2027 events. JOIN OUR RESERVED ONLINE ROUNDTABLES NextGen also offers educational panel discussions to its committee members. This includes the three insightful roundtables we hosted in Be a Part of NJ CAR’s Next NextGen 16 NEW JERSEY auto retailer
INTRODUCING OUR CURRENT NEXTGEN COMMITTEE NJ CAR’s NextGen has a solid leadership structure. Its governance committee is made up of dealer members who’ve volunteered their time to help our staff develop events, secure presenters, and cultivate inclusivity within NextGen to help foster professional growth. 2026 NJ CAR NEXTGEN COMMITTEE MEMBERS • Chairman: Thomas DeFelice, III — Circle BMW • Spencer Campbell — Campbell Supply • Gregg Ciocca, Jr. — Ciocca Auto Group • John Johnson, III — Johnson Dodge Chrysler • CJ Kull — Avalon Honda • Amanda Pellegrino — Pellegrino Buick GMC • Paul Sansone, III — Sansone Jr.’s 66 Auto Mall • Ryan Schmidt — Bell Audi • Jay Schwartz — Maurice Schwartz & Sons • Dee Skidmore — Bridgeton Auto Group To join the NextGen Committee, please apply online at njcar.org/our-team/nextgen or scan the QR code to download the NextGen application and return it to me at mpadilla@njcar.org. https://www.njcar.org/nj-car-nextgenmembership-application-fillable/ 2026, covering a wide variety of topics impacting the industry. The first two conversations focused on relationship building with manufacturers and policy updates. The third — scheduled for November 12 — features NADA PAC Director Josh Heit who will provide participants with insights from the midterm Congressional election results, share how they may impact the industry at a federal level, and discuss how the results might inform New Jersey’s 2027 elections. BECOME A NEXTGEN MEMBER If you’re considering becoming a member, please note that there’s no age threshold, job title requirement, or dealership experience minimum necessary to join. NextGen is voluntary, open to all dealership employees, and free to apply. This Committee differs from the national NextGen program in three key areas: 1. We only focus on New Jersey: New Jersey dealers are best informed when they understand what’s happening at the local level. 2. Our NextGen does not have a PAC: Members of NJ CAR’s NextGen are not charged to support a PAC. Our program is free. 3. NJ CAR’s NextGen Committee is open to all levels of dealership employment: From customer service to technician to GM, NextGen is open to all who are interested in working to invest in New Jersey’s franchise system and its dealership community. 17 NEW JERSEY auto retailer
Is there a sales tax exemption for disabled veterans? Yes. If a disabled veteran receives funds from the U.S. Department of Veterans Affairs (VA) or the New Jersey Department of Military and Veterans Affairs (NJDVA) to purchase a vehicle, those funds are exempt from New Jersey sales tax. Note that: • If the VA/NJDVA funds (or VA/NJDVA loan) cover the entire purchase price, the vehicle is fully exempt from sales tax. • If the funds cover only part of the purchase price, sales tax is due only on the remaining balance. Is an electric vehicle eligible for a sales tax trade-in credit? Yes. An electric vehicle is eligible for a sales tax trade-in credit regardless of the amount of sales tax, if any, that was paid when the electric vehicle was purchased. How does the sales tax trade-in credit work when a customer orders a vehicle? The customer can receive a sales tax trade-in credit if the vehicle order and trade are contemporaneously completed. The customer must trade in the vehicle when the ROF is completed for the new vehicle. Can I use a trade-in credit on two deals? Yes. The trade can split between as many vehicles as the customer wants to purchase. Ensure that you document the deal jackets and list the traded vehicles on both Buyer’s Orders. NJ CAR Compliance FAQs Can a customer trade in a vehicle that belongs to another person? Yes. A customer may trade in a vehicle owned by someone else. However, the dealership should obtain documentation confirming that the vehicle owner has authorized the customer to trade in the vehicle. Is there a sales tax on vehicle refinance? No. Refinancing a vehicle is not subject to sales tax. However, we do not recommend that dealers refinance vehicles. Does a member of the military need to pay New Jersey sales tax if they purchase a vehicle in New Jersey? Yes. A member of the military is considered a resident of New Jersey and will need to pay sales tax regardless of their home state of record. How many temp tags can I issue? A second temp tag can be issued under the following circumstances: (1) If the original title is lost; (2) If the original title is held by a lienholder and subject to delay; (3) During the process of complex title corrections, replacement titles and/or duplicate titles; or (4) At the discretion of the Chief Administrator. A second temp must be issued prior to the expiration of the first temp tag. by KATHLEEN L. GRAF, ESQ., Director of Legal & Regulatory Affairs, NJ CAR From sales tax exemptions for disabled veterans and trade-in credits for electric vehicles to vehicle refinancing, temporary tags, dealer plates, and abandoned vehicles, New Jersey dealerships handle many complex issues in their day-to day operations. The following frequently asked questions and their answers provide a practical reference for dealers to better understand the rules and requirements governing these vehicle transactions. 18 NEW JERSEY auto retailer
What is the process for shipping a vehicle out of the country and utilizing the sales tax exemption? In order to utilize the sales tax exemption for exporting a vehicle out of the country, the following conditions must be satisfied: (1) Customer cannot take possession of the vehicle; (2) Dealer cannot issue a temp tag; (3) ROF must note that the vehicle is being shipped out of the country and include the destination city as well as the country; (4) Dealer should obtain a copy of the port/dock receipt identifying the vehicle, container number, and name of shop, as well as the destination; and (5) Vehicle must be transported to the port with the same proof that needs to be documented and collected by the dealer. MVC paperwork should be title only. The customer is responsible for arranging the export, ensuring compliance with any applicable regulations. The dealer is not and should not be responsible for exporting the vehicle. All documentation should be kept in the deal jacket. Is there a limit on what we can charge for shop supplies? There is no limit on the amount that can be charged for shop supplies. However, the costs must be reasonable and disclosed in the estimate. Can we use dealer plates on loaner vehicles? No. Once a vehicle is removed from inventory, it needs to be plated. If a vehicle is abandoned at the dealership, can the dealership tow an abandoned vehicle back to the owner’s property? No. The dealership cannot tow the vehicle back to the owner’s property. The dealership must follow the procedures set forth by N.J.S.A. 39:4-56.6. NJMVC has an abandoned vehicle instruction packet with detailed information on this topic, accessible by scanning the QR code. https://www.nj.gov/mvc/pdf/vehicles/Private_Property.pdf How can I make sure the correct address is on the paperwork? Use the address on the customer’s driver’s license whenever possible. Make sure to include the apartment/unit number along with the correct street suffix (St., Rd., Ave., etc.). New Jersey licenses may have a residential and mailing address. It is okay if the paperwork and registration show different mailing addresses as long as the addresses are current. Different town names are also okay if the street address and ZIP code match. If a business is purchasing a vehicle, the business’ EIN (corpcode) is tied to a specific address that must be used on all documentation. Auto Dealers: Start Earning From Every Supply Purchase! One dealer earned $174,768 back this past year! 22 Florence Street • South Hackensack, NJ 07606 • Learn more at WASCOonline.com • 800-732-4511 VOLUME PRICING DISCOUNTS PURCHASING EFFICIENCY ANNUAL DIVIDEND contact us! For your FREE, NO-OBLIGATION ANALYSIS to discover how WASCO can significantly impact your dealership’s 2026 earnings. 19 NEW JERSEY auto retailer
by MIKE MADIA, Director of Sales & Marketing, NJ CAR Every franchised dealership needs forms, temp tag paper, office supplies, apparel, promotional products, and other materials to keep its operation running. The question isn’t whether dealers will purchase these products — it’s where they’ll purchase them and what those purchasing dollars will support. NJ CAR Services gives New Jersey’s franchised dealers a better solution: a single trusted source for the products your dealership needs, backed by people who understand your business, from an organization that advocates for you every day. CONSOLIDATE ROUTINE PURCHASES THROUGH NJ CAR SERVICES On njcarservices.com, dealers can shop for temporary tag paper; stock and custom forms; dealership supplies; compliance materials; and other essential products in one convenient location. This website is designed to make routine purchasing easier while providing access to products selected specifically for New Jersey dealerships. Instead of spending time managing several vendors, accounts, and contacts, dealers can simplify purchasing with a partner that understands the inner workings of New Jersey’s auto retail industry. Why use multiple vendors when a single source can provide the products, expertise, and personal service your dealership needs? CUSTOMIZE YOUR DEALERSHIP’S IDENTITY Our secondary website, njcargear.com, serves as a dedicated destination for dealership apparel and promotional products. Here, dealers can shop for employee apparel, uniforms, customer gifts, event merchandise, and other branded items to help shape their dealership’s unique identity. Our team can assist you with product selection, logos, colors, quantities, production timelines, and delivery — making customization easier from start to finish. RUN BY REAL PEOPLE WHO UNDERSTAND YOUR DEALERSHIP NJ CAR Services’ one-source purchasing approach helps you to combine purchases that reduce confusion, save staff time, and create greater accountability. We provide dealership departments with a consistent purchasing resource, making it easier to coordinate orders, control costs, and maintain dependable service across the entire store. When a question arises, dealers will know exactly who to contact. When a form needs to be updated or customized, they’ll speak to a team familiar with dealer requirements. When an order needs attention, they won’t be abandoned to navigate a national vendor’s automated system alone or left with someone who doesn’t understand their issue. Technology makes ordering convenient, but personal service remains the heart of Supporting New Jersey’s Franchised Dealers 20 NEW JERSEY auto retailer
Turning Readers into Customers Advertising in this public tion connects you with decision-m kers who re ctively seeking solutions, giving your mess ge the credibility nd visibility it needs to inspire ction. Reserve Your Ad Space Today! mbr-connect.com (801) 676-9722 hello@mbr-connect.com NJ CAR Services. Our team includes four full-time customer service representatives who are available to answer questions, help locate products, assist with orders, and deliver solutions when dealers need support. We’re real people who fully understand our products’ functionality and recognize the vital importance of keeping dealership operations moving. NJ CAR Services also has two account managers on the road serving our dealers across the state. Every franchised dealer has a dedicated account representative who can be contacted directly and is available for personal, in-store meetings. Whether a dealer wants to review their current purchasing options, discuss a custom form, explore branded merchandise, or identify opportunities to consolidate vendors, their account representative can meet directly to provide them with hands-on assistance. This combination of online convenience and personal support makes NJ CAR Services more than an e-commerce provider. However dealers prefer to do business with us, our team is prepared to support their dealerships. YOUR PURCHASE SUPPORTS THE COALITION The most rewarding thing about working with NJ CAR Services is that every sale we make supports the Coalition as a whole and its work on behalf of New Jersey’s franchised auto retailers. Revenue generated by Services strengthens the Association’s advocacy, legal, regulatory, communications, and other efforts. We sell products your business needs regardless. Why not purchase them from us and support the organization that protects the franchise system and advocates for your business? Traditional vendors profit from your transaction, but we use that transaction to benefit NJ CAR members. Dealers who require assistance should contact our customer service team or their dedicated account representative to schedule an in-store visit. We’re built by dealers, for dealers. NJ CAR Services: Better by Association. INSTEAD OF SPENDING TIME MANAGING SEVERAL VENDORS, ACCOUNTS, AND CONTACTS, DEALERS CAN SIMPLIFY PURCHASING WITH A PARTNER THAT UNDERSTANDS THE INNER WORKINGS OF NEW JERSEY’S AUTO RETAIL INDUSTRY. 21 NEW JERSEY auto retailer
Faced with a staggering shortage of 12,500 automotive technicians in New Jersey, there’s an incredible demand for techs across the board, but this critical issue isn’t unique to our state. It’s a problem for dealers nationwide. NJ CAR exists to both support and advocate for our dealer members, so we’ve engineered a program to help alleviate the stress of finding more auto techs. Since October 2024, NJ CAR’s Technician Advancement Program (TAP) has been producing work-ready, entry-level technicians, allowing us to meet the needs of our dealer members one graduate at a time. Five 18-week bootcamps so far have yielded more than 50 graduates. Nearly two years into the program, we reached out to TAP graduates and a dealership partner to gather their thoughts on its impact. In these interviews, we began to unpack both the benefits of TAP and its long-term effects on the graduates and dealers who employ them. REMOVING ROADBLOCKS ON THE PATH INTO AUTOMOTIVE SERVICE When considering how to address the technician shortage, many feel the biggest obstacle is a lack of interest, but the response from our TAP grads tells us otherwise. Liam Matthew Vanderbilt (Manahawkin CDJR class), Mauro Nissan (Route 22 Toyota class), and Justin Hughes (Dayton Toyota class) share that they’ve always had an affinity for working with their hands. The largest obstacle for many of them wasn’t disinterest — it was the financial investment. “The barrier to entry is kind of high, but I understand why dealerships can’t afford to take a chance on somebody who doesn’t understand the fundamentals of how a vehicle operates,” said Vanderbilt, currently employed by previous TAP host Manahawkin CDJR. “Between the need for experience, the cost of tools, and the cost of education — I feel like there are lots of potentially great technicians out there who never get the chance to become one because they didn’t have an opportunity like TAP.” Based on their feedback, graduates agree that TAP addresses many of the obstacles to entering the trade. “The program is free, which makes a huge difference when you’re unemployed or already in a difficult financial situation. You don’t have to pay a small fortune to make a career change,” said Nissan, currently employed by Richard Lucas Chevrolet in Woodbridge. “It’s a relatively short program. You don’t need to spend years in an extensive technical program to get started in the industry.” TRANSLATING TAP INTO THE DEALERSHIP ENVIRONMENT Mike Kelley, Director of Fixed Operations with Manahawkin CDJR, reflected on the first-hand experience he gained watching TAP students grow throughout the program: “What stood out about TAP students was their desire to ask questions, absorb information, and become part of the team. That mindset is far more important than knowing every repair procedure on day one.” While experience is the best teacher, Kelley highlights the significance of teamwork in the shop. “TAP graduates don’t just leave with technical knowledge — they understand dealership expectations, safety, professionalism, documentation, and what it takes to succeed in a real dealership environment. That exposure significantly shortens the learning curve and allows them to contribute much sooner than someone who’s only experienced a traditional classroom setting.” When asked to describe what it was like going through the program, graduates agreed that TAP played a vital role in their transition to life in the dealership. Justin Hughes, currently employed by Ciocca Kia Subaru, noted, “The hands-on training helped a lot with getting me comfortable with the more common movements throughout the day: setting the lift, tires, brakes, alignments, etc. The combination of classroom and hands-on work was very beneficial.” Vanderbilt adds, “Practicing what we learned from class in the shop really helped solidify the lessons for us. When I was hired after I completed the program, I had already established a routine for servicing vehicles.” With 288 hours of instruction delivered by master technicians who clearly illustrate what a typical day looks like for a technician, there’s an immense amount of content to cover in every bootcamp. Recognizing that, Nissan praises TAP for being so thorough: “What stood out to me the most was how structured the program was. We had everything we needed from the beginning: experienced and capable instructors; all the tools we needed; and a clean, organized workshop. Regardless of your educational background, TAP focuses on the knowledge and skills you actually need to get started, which I think is one of its biggest strengths.” BEYOND THE TOOLBOX: HOW MENTORSHIP KEEPS TECHNICIANS THRIVING No matter how well TAP simulates the daily life of auto techs in the dealership, a program can’t replace real-life experience. Technician Advancement Program Graduates Transition Into the Workforce by BRANDON JURAKHAN, Workforce Development Manager, NJ CAR 22 NEW JERSEY auto retailer
To foster a smoother transition from training to dealership, graduates tell us that the employees assigned to mentor them were essential in establishing a comfortable space to ask more nuanced questions. They shared that having someone who provides clear guidance in the fast-paced dealership environment was critical to their overall success. As such, Hughes revealed, “I’m extremely grateful to have had two great mentors who’ve helped me get where I am today.” All people have the capacity to inspire others, and that was true for Vanderbilt, who said, “I could tell the TAP instructors absolutely loved what they did. It really inspired me to get into the trade, and because my mentors pushed me to try new things, it helped me grow as a technician.” Mike Kelley sums up how important the dealership’s role is in encouraging the next generation of auto techs in stating, “TAP gives dealerships the opportunity to mentor, invest in, and develop the next generation of technicians. It’s a win for the student, dealership, customer, and future of our industry.” If given the opportunity, TAP graduates can become skilled automotive techs who rise through the ranks. Consider This: Graduates of the pilot class of February 2025 have already accumulated 1.5 years of experience at their dealership. The Takeaway: Dealerships that invest in NJ CAR’s TAP grads will have long-term auto techs who in turn invest in the dealership. WHAT’S NEXT? As the creators of TAP, we’ve taken great care to address dealer concerns around hiring newly trained automotive techs from our program. We understand your caution around safety, experience, and preparedness regarding repair quality. Fortunately, TAP is unique in that it provides students with the hands-on application of classroom teachings directly in real dealerships — something traditional training simply doesn’t offer. “If we can help create a clear roadmap for success, provide meaningful mentorship, and demonstrate a true path for career growth, we’ll continue to attract, develop, and retain the talented technicians this rapidly evolving, technology-driven industry depends on,” said Kelley. “I’d encourage every dealership to get involved. I’ve seen firsthand that great technicians aren’t found, they’re developed. The technician shortage isn’t going away, and we can’t expect someone else to solve it.” TAP graduates are already excelling in their new positions, and dealers are taking note. Nissan testifies that: “Finding your first job in the industry can be very difficult because most employers want people with experience. When I interviewed at the dealership, I didn’t have to answer many technical questions because it was enough for them to know I graduated from TAP.” There’s been no shortage of interest from students in our bootcamps, and the feedback has been incredible. “If you’re good with your hands and enjoy learning hands-on, it’s absolutely worth it to go through TAP,” Hughes comments. “Being a part of this program is a privilege,” Vanderbilt adds. He even goes a step further in telling future students: “If you’re really passionate and want to make a career out of being a technician, I can’t imagine a better place to start.” The reality is that TAP only survives if dealers invest in these graduates. Dealers and students alike recognize the value of this program and the graduates it produces. Will your dealership join us? Dealers interested in hiring graduates from the Technician Advancement Program or learning more about TAP should contact NJ CAR Workforce Development Manager & TAP Coordinator Brandon Jurakhan by email at tap@njcar.org or by phone at (609) 672-3829. TAP GRADUATES ARE ALREADY EXCELLING IN THEIR NEW POSITIONS, AND DEALERS ARE TAKING NOTE. Instructor demonstrating the basics of diagnosing an electrical concern to pilot TAP class at Dayton Toyota 23 NEW JERSEY auto retailer
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