Maryland Automobile Dealers Association Foundation Celebrates

An Official Publication of the Maryland Automobile Dealers Association
WINTER 2011
An Unforgettable
Evening:
Maryland Automobile Dealers Association Foundation
Celebrates 2nd Year with a Black Tie Gala.
“My focus is running my
dealership—not worrying
if my business is protected
or how to generate income
in my finance department.
Zurich lets me do that.”
One insurance company for your business
insurance and F&I product needs
In 2010, more than 1,300 dealerships purchased both business
insurance and F&I products from Zurich. Products such as our
Unicover® policy, which packages most of the coverages needed
by dealerships into one policy. Or our Streamlined Selling System®,
which can help you drive increased F&I profit. One company for
all your needs, backed by more than 85 years insuring dealerships.
Call Wayne Marchildon, Regional Sales Manager, at 800-842-8415
or visit www.zurichna.com/dealer for more information.
Visit FandIResourceCenter.com to register for our
complimentary on-demand webinar — “Six Principles of
Success in the New Economy”
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 and Universal Underwriters Service Corporation. Certain coverages, products and
services are not available in all states. ©2011 Zurich American Insurance Company
7910 Woodmont Avenue
Suite 500
Bethesda, MD 20814
T: (301) 986-0600
F: (301) 986-0432
www.cbmcpa.com
Councilor Buchanan Mitchell
CPAs and Business Advisors
For three generations, Councilor Buchanan Mitchell has been a leader
in providing dealers with:
; Audits, Reviews
; Cost Segregation
; Fraud Prevention
and Compilations
; Business Succession
Planning
; Business Valuations
Analysis
Techniques
; Tax Planning
; Factory Consolidations
and Preparation
; LIFO Inventory
; Buy-Sell Representation ; Estate Planning
Members of the National Alliance of Auto Dealer Advisors (NAADA) and the
CPA Auto Dealer Consultants Association (CADCA)
For more information on our dealership business services, visit our website
at www.cbmcpa.com or contact:
James A. Tortorella, CPA Ü [email protected]
John R. Comunale, CPA Ü [email protected]
Keith A. Laudenberger, CPA Ü [email protected]
1921 – 2011
Celebrating
90
YEARS of
EXCELLENCE
WINTER 2011
COVER STORY
14 An Unforgettable Evening:
10
MADAF Celebrates 2nd
Year with a Black Tie Gala.
13
Maryland Automobile Dealers
Association Foundation [MADAF]
recently celebrated its 2nd year in
existence with a black tie gala in
Annapolis, MD. Over 200 guests
joined us for an evening filled with
dancing, dinner, and remembering
those who made our industry the
powerhouse that it is today.
FEATURES
10
13
17
18
21
23
Estate Planning: How to Make Use of Today’s Window
of Opportunity
Honoring Robert B. Suddith — 2011 Hall of Fame
Inductee.
Support MADAF
MADA Celebrates Another Successful Golf Outing and
Crab Feast.
Dealers Doing Their Part!
Save the Date! The Motor Trend Auto Show — Baltimore
Zooms Into Town February 9-12, 2012
MARYLAND AUTOMOBILE DEALERS ASSOCIATION
4
DEPARTMENTS
5 Chairperson’s Message
7 President’s Message
8 Director of Dealer Services’ Message
25 2012 Upcoming Events
CHAIRPERSON’SMessage |
MARISA A. SHOCKLEY
W ishing Each of You a
Happy and Successful
Holiday Season
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: [email protected]
www.mdauto.org
OFFICERS
Marisa A. Shockley, Chairperson
Tom Walls, Vice-Chairman
A
s I approach the end of my first full year as your Chairperson, I am pleased
to end a successful year in 2011. Our industry achieved legislative victories
in the General Session and although we anticipated it, the October Special
Session had little to no impact. Our convention in Williamsburg was a huge success. We enjoyed yet another pleasant Golf Outing and Crab Feast. And lastly, we
just celebrated our 2nd annual black tie gala to support the Maryland Automobile
Dealers Association Foundation. If you were not able to attend, please consider
making a tax-deductible contribution. A contribution form may be found on page
17 in this magazine.
While we can consider 2011 a success, it is now time to look towards our future
in 2012. Your Board of Directors has met frequently in the past few months as we
monitor the legislative environment and prepare for the General Session. The Transportation Trust Fund is in dire need of revenue and our industry is a leading source of
funds. New taxes, removal of the trade-in tax credit, or other avenues of money are all
methods we expect to be discussed. As always, your Association staff will closely observe the situation and alert you to issues that arise during the session.
Previous successes have shown us that when the dealer is involved, we succeed in
reaching our goals. When we call upon you for help, please know that it is imperative
and that we must present a unified front on State Circle. In fact, take the opportunity
to meet with several legislators at once and join us on January 17th at our Legislative
Reception in Annapolis. This is a great way to meet with several of your legislators as
you impress upon them the fact that protecting our business interests also protects our
state economy.
I want to thank you for all of your support in the past year and wish each of you a
happy and successful holiday season. Feel free to contact Peter Kitzmiller or myself
with questions or concerns. On behalf of the Association, your continued support is
appreciated. 
Sincerely,
Marisa A. Shockley
2011 MADA Chairperson
5
BOARD MEMBERS
Bill Aschenbach
J.P. Bishop
Marc Cohen
Jerry Dillard
Brand Fowler
Jack Saum, Jr.
Vincent Trasatti, Jr.
Sam Weaver, Immediate Past Chair
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
Industry Affairs
Katie Jones, Public Relations Coordinator
Charlotte Rutkowski, Administrative Assistant/
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, [email protected].
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.
©2011 Media Communications Group, Inc. All rights reserved.
WINTER 2011 | www.mdauto.org
Keeping your business
in the driver’s seat for
more than 80 years.
We understand the auto dealership world inside and out.
Home to one of the largest specialized auto dealership accounting
practices in the Mid-Atlantic community, our team has provided
business solutions to more than 160 dealerships for over 80 years.
We know your business!
www.cpabr.com | [email protected]
Assurance Services | Internal Process Reviews | Succession Planning | Tax Strategies | Risk Assessment | Cash Flow
Contact our dealership services group today!
Maryland: Jay A. Goldman, CPA • 410.790.6928
Pennsylvania: Daniel P. Thompson, CPA • 717.761.7210
PRESIDENT’SMessage |
J. PETER KITZMILLER
Wishing You Very Successful
Start in 2012
A
s we enter into the fourth quarter of 2011, I am pleased
to look back on a great year for our Association
and our industry in Maryland. We had a successful
Legislative Session; hosted a wonderful convention in Williamsburg; and just recently held our 2nd annual gala to fund
the Maryland Automobile Dealers Association Foundation.
We have hosted several dealer rountables this past year
and I expect that we will continue to hold these important
meetings in the next year. These meetings have been a
great resource for me and they are your opportunity to let
your Association know what issues you are facing.
On behalf of myself and the staff of MADA, I wish each
of you a safe, happy, and healthy holiday season and a
very successful start in 2012. 
This past weekend, we gathered with dealers and associate members at a black tie event in Annapolis. Funds
raised from the gala will directly benefit our charitable
Foundation and I expect that we will begin
providing educational
scholarships in 2012.
During the evening, we
also celebrated the life
of Robert Suddith and
we inducted him into
the Foundation Hall of
Fame. The event was
well-attended and all of
our guests had a great
time. I want to thank
each of you who attended in support of the
Foundation.
Sincerely,
J. Peter Kitzmller, President
I anticipate that
we will need your
help come January.
Our State budget,
specifically the
Transportation
Trust Fund, is
in dire need of
funding and our
industry may come
under fire as a
source of revenue.
As I mentioned
above, we did have
great success in the 2011
Legislative Session,
but now we must prepare for the 2012 General Session. I
anticipate that we will need your help come January. Our
State budget, specifically the Transportation Trust Fund,
is in dire need of funding and our industry may come under fire as a source of revenue. I encourage you to join
us at our Legislative Reception in Annapolis on January
17th. Take this opportunity to meet with your local representatives. This is your chance to educate them on the
importance our business represents at the local and state
level economies.
7
WINTER 2011 | www.mdauto.org
DIRECTOR OF DEALER SERVICES’Message |
AL SCRIMGER
Make Smarter Energy Supply Purchase
Decisions With EnerNOC, a MADA Partner
A
s every automobile dealer knows, markets can be subject to unexpected and rapid change. Energy products
are some of the most volatile commodities being traded today, and the deregulation of Maryland’s gas and electric
utilities have exposed end-users like you to market risk.
But the energy supply landscape in Maryland today is
crowded with suppliers, aggregators, and brokers, and overloaded with confusing information. Who has the time to
track volatile market conditions and changing regulations,
or to analyze your energy price bids and contact terms?
EnerNOC makes energy simple. Acting as your independent energy supply advisor, they help define your
energy purchase strategy and implement the most effective purchase scenario for your business. A trusted partner
of MADA for over five years, EnerNOC educates MADA
members on the opportunities and pitfalls of commodities markets, assesses your business needs, analyzes your
energy usage patterns, and understands your risk tolerance.
MARYLAND AUTOMOBILE DEALERS ASSOCIATION
Over 60 Maryland automobile dealers to date have
worked with EnerNOC to obtain the best possible price
for energy. A team of dedicated, independent energy advisors based in EnerNOC’s Baltimore office stands ready
to help MADA members like you navigate the entire purchasing process.
To begin the conversation about your energy purchasing
options, contact Karin Smith, EnerNOC SupplySMART Account Manager, at 443.743.1982 or [email protected].
EnerNOC unlocks the full value of energy management
through energy price and risk management, comprehensive
demand response, data-driven energy efficiency, and enterprise carbon management. Please visit www.enernoc.com
for more details. 
Sincerely,
Al Scrimger
Director of Dealer Services
8
BY THE NUMBERS |
RICHARD MORRIS, CPA, MST
Estate
Planning:
How to Make
Use of Today’s
Window of
Opportunity
F
or an auto dealer, estate planning is especially complicated. The bulk of your estate
is likely made up of one large, illiquid asset:
your dealership. This means that your estate
needs to be tied closely to both succession planning for your dealership and retirement planning
for yourself.
Still, minimizing estate tax is an important
objective. The good news is that the Tax Relief,
Unemployment Insurance Reauthorization, and
Job Creations Act of 2010 creates a significant
window of opportunity this year and next.
The new law
The Tax Relief Act increases the lifetime gift
and estate tax exemptions to $5 million. And it
sets the top marginal gift and estate tax rates at
MARYLAND AUTOMOBILE DEALERS ASSOCIATION
10
35%. Also, a new portability provision allows the
unused estate tax exemption of a spouse who dies
to be transferred to the surviving spouse.
But the higher exemptions, lower rates and
exemption portability apply only through 2012,
unless Congress extends them. If no action is
taken, in 2013, the exemptions will fall to $1
million, the maximum rates will jump to 55%
and exemption portability will disappear.
Maximizing your gift tax exemption
The combination of a high gift tax exemption
and probably a lower-than-usual dealership value
due to the recession provides a unique opportuity
this year and next: You may be able to transfer a
substantial portion of your estate to your loved
ones without incurring gift or estate taxes.
A one-size-fits-all estate plan doesn’t exist. Important
factors to consider include your charitable goals and
family situation, the dealership’s value and real estate
holdings, and the value of the rest of your estate.
If you haven’t already used any of your lifetime exemption, you can gift up to $5 million worth of assets tax-free
over this year and next - $10 million if your spouse agrees to
“split” the gift. If you used up your lifetime exemption when
it was $1 million (2002-2010), you can still make an additional $4 million in gifts during 2011 and 2012 – again, more if
your spouse splits the gift.
You may be able to transfer even more than that tax-free
if the dealership interests qualify for minority-interest and
lack-of-marketability discounts.
have a bona fide, nontax business purpose and meet a variety
of other requirements.
GRAT. Like an FLP, a grantor-retained annuity trust
(GRAT) allows you to transfer dealership interests and other assets to your children while retaining control over them.
In addition, a GRAT provides you an income stream and
allows you to leverage your gift tax exemptions.
A GRAT works similarly to an FLP in that you transfer dealership interests and other assets to it. But instead
of consisting of general and limited partnership interests, a
GRAT consists of an annuity interest and a remainder interest. You retain the annuity interest and receive payments
over the trust’s term. You can serve as trustee and continue
to manage the trust’s assets, including the dealership.
An independent appraiser can help you determine the
fair market value of your dealership and any applicable
discounts. An explanation giving the factual basis for the
claimed discounts and the amount of the discount taken –
typically a copy of the appraisal – must be included with
your gift tax returns.
You name your children as remainder beneficiaries. The
value of the remainder interest for gift tax purposes is calculated using an assumed growth rate prescribed by the IRS. If
the GRAT assets outperform that rate – which is easier to do
in a low-interest-rate environment – the GRAT can transfer
substantial wealth to your beneficiaries gift-tax-free.
Alternatives to outright gifts
What if you want to take advantage of the $5 million gift
tax exemption while it’s available but you’re concerned about
giving up control of your dealership? Or you have substantial
assets other than your dealership interests? Consider these alternatives to outright gifts:
FLP. A family limited partnership (FLP) allows you to
transfer dealership interests and other assets to your children (or other loved ones) while retaining some control over
them. Plus, you can benefit from valuation discounts –
even if you’re transferring assets other than, or in addition
to, dealership interests.
How does an FLP work? You transfer dealership interests
and other assets to the FLP and then gift limited partnership
interests to your children, removing their underlying value
from your taxable estate. Because you retain the general
partnership interest, you can continue to manage the dealership, as well as any other assets the FLP holds.
Because the limited partnership interests lack control and
marketability, valuation discounts can be applied to them
for gift tax purposes. This helps you to make the most of
your gift tax exemption.
The downside of a GRAT is that, if you die during the
trust term, the assets will be included in your taxable estate,
erasing the GRAT’s benefits. But you’ll be no worse off
tax-wise than if you hadn’t established the GRAT.
Customized solutions
The strategies mentioned here are by no means the only
ones available, and a one-size-fits-all estate plan doesn’t exist. Important factors to consider include your charitable
goals and family situation, the dealership’s value and real estate holdings, and the value of the rest of your estate. But one
thing’s certain: You can’t afford to put estate planning on the
back burner – especially in light of the temporary tax-saving
opportunities in 2011 and 2012. 
For more information please contact Jim Tortorella, CPA at Councilor, Buchanan and Mitchell, P.C. certified public accountants at (301)986-0600 or
[email protected] in Bethesda Maryland.
However, be aware that the IRS frequently challenges
FLPs. To maintain favorable tax treatment, your FLP must
11
WINTER 2011 | www.mdauto.org
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
Dealer Participation Programs
I
I
GAP Coverage
F&I Training
To find out how you can start providing
the Lifetime Engine Warranty at your
dealership contact Protective’s Maryland
representative, John Bartlett today!
I
I
Credit Insurance
Advanced F&I Technology
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.
Honoring
Robert B. Suddith
2011 Hall of Fame Inductee
MADA is proud to recognize Robert B. Suddith (1932-2004)
as our second inductee into the Maryland Automobile Dealers
Association Hall of Fame.
M
r. Suddith was born in Washington, D.C. At the
age of three, he was nicknamed “Babe” for his
ability to knock a baseball out of the park. A
skilled athlete, Bob met his wife, Shelly, at a high school
basketball game; they were married in 1952.
Chairman of the Board for MADA; served as the Maryland
Director on the National Automobile Dealers Association;
and was the 1997 Maryland nominee for the TIME Magazine Quality Dealer of the Year Award.
Bob began his automotive career as the Used Car Manager at Chevy Chase Chevrolet in Bethesda, MD. He enlisted
in the United States Army, serving in the Army Corps of
Engineers during the Korean War, and returned to Chevy
Chase Chevrolet following the war. He purchased the Executive Pontiac dealership in Baltimore in 1968, but had to
close it the day it opened as a result of riots in the wake of
the assassination of Dr. Martin Luther King. He reopened
the business and moved it to Randallstown, MD. He purchased Hoffman Chevrolet in Hagerstown, MD in 1980 and
expanded the business in the years that followed.
Bob was also known for his extreme generosity and his
philanthropic passions. He and Shelly founded the Suddith Charitable Foundation which gives annually to local
schools, Boys & Girls Clubs, and also contributes to international needs. In 2003, the Foundation donated funds which
went towards building a school for girls in India. Following September 11, 2001, Bob and Shelly opened Uncle Sam’s
Workshop. They made and sold beaded flag pins, ultimately donating over $200,000 in funds to the families of 9/11
victims. Even though they lost Bob in 2004, Shelly and her
family continue the work that was so important to Bob.
MADA is quite proud to induct Robert B. Suddith into
our Hall of Fame. He was truly a remarkable and an unforg
gettable
man! 
Throughout his career, Bob was the recipient of numery He served as
ous awards and distinctions in the industry.
13
WINTER 2011 | www.mdauto.org
g
An Unforgettable Evening:
MADAF Celebrates 2nd Year with a Black Tie Gala
T
he Maryland Automobile Dealers Association
Foundation [MADAF]
recently celebrated its 2nd year
with a black tie gala in Annapolis, MD. Over 200 guests joined
us for an evening filled with dancing,
dinner, and remembering those who made
our industry the powerhouse that it is today.
The evening began with a cocktail hour during
which guests mingled and enjoyed a video and photographic tribute to Robert B.
Suddith, our 2011 Hall of
Fame inductee. A seated
dinner was then followed by
the program. Sam Weaver,
MADAF Chairman, and
Marisa Shockley, MADA
Chairperson, remembered
those members we lost this
year: William T. Ptaszynski
of Miller Motors Buick which
closed in 2008; Mr. Norman G. “Mutt” Burdette of Burdette Brothers Pontiac;
and Robert L. Bell of Bob Bell Automotive Group.
We then paid tribute to the life and legacy of Robert “Bob” Suddith of Hoffman Automotive Group in Hagerstown, MD. Sam regaled us with Bob’s life
story and provided examples of his wonderful philanthropy. Everyone was presented with a USA flag pin-a remainder from Bob’s 9/11 tribute cause which
raised over $200,000 in funds for victims’ families. Sam then called up Bob’s
widow, Shelly, who said a few kind words on Bob’s behalf before accepting the
award in his honor-a crystal tablet bearing Bob’s image.
The evening ended with lively music as guests danced to the sounds of The
Swing Machine. The ladies and gentlemen crowded the dance floor as the songs
of Frank Sinatra and other dance classics filled the air.
We thank everyone who joined us for this event in support of the Foundation.
If you were not able to attend, but would like to make a tax-deductible contribution, please use the form on page 17. Thank you again and we look forward to
seeing you at the 2012 MADAF Gala! 
MARYLAND AUTOMOBILE DEALERS ASSOCIATION
14
15
WINTER 2011 | www.mdauto.org
7+(),1,6+,1*728&+
You know
your dealership.
You need a banker
who knows
everything about
financing it.
,Q&XVWRPHU6HUYLFH
6RPHRI2XU
0DU\ODQG3DUWQHUV
6RPHRI2XU
8QLTXH)HDWXUHV
Apple Ford
3 SPACE EFFICIENT
&ROXPELD0'
3 QUALITY WASHING
Jerry’s Toyota
3 NO MONEY DOWN
%DOWLPRUH0'
3 QUICKER RESULTS
Jerry’s Chevrolet
3 LASTING DURABILITY
%DOWLPRUH0'
> James Engel
Vice President
Commercial and
Floor Plan
Relationship Manager
301-493-5900
3 EASY TO USE OPERATION
Jones Junction Toyota
%HO$LU0'
Ourisman Automotive
ORFDWLRQV
Russell Toyota
> Stephen M. Garton
Senior Vice President
Indirect Retail
Sales Finance
National Sales Manager
1-800-433-0067
&DWRQVYLOOH0'
ORFDWLRQV
Valley Motors
&RFNH\VYLOOH0'
Broadway Equipment Company
MARYLAND AUTOMOBILE DEALERS ASSOCIATION
|
©2010 The PNC Financial Services Group, Inc. All rights reserved.
PNC Bank, National Association. Member FDIC
1-800-976-WASH | broadwayequipment.com
16
BB PDF 1210-038
SUPPORT MADAF
If you would like to make a financial contribution to MADAF in honor of someone who served Maryland’s automobile
industry, please use the form below and return it to MADAF’s offices in Annapolis, MD.
Please accept my gift in support of MADAF and its mission to support automotive education in the State of Maryland.
Gift of $ _____________ (Your contribution is 100% tax deductible). Name(s): ____________________________________________________________
Company: ______________________________________________ Address: ________________________________________________________________
City/State/Zip: __________________________________________ Telephone: ________________ Email: _________________________________________
Payment Information
Name: _________________________________________________ Charge:  Visa
 Master Card
 AmEx
Card Number: ___________________________________________ Expiration Date: ______ CID#: ________ Signature: ____________________________
 Check Enclosed. Please make your check payable and mail to: Maryland Automobile Dealers Association Foundation
7 State Circle, Suite 301, Annapolis, MD 21401
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.
17
WINTER 2011 | www.mdauto.org
MADA Celebrates
Another Successful Golf
Outing and Crab Feast
M
ADA 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 14.
After a day of golf, the crab feast and barbeque were a welcome treat. Beaux’s
catering, a new local company, provided the BBQ this year to rave reviews! The
crabs were provided by JR Thomas Seafood and they were delicious. We gave
away great door prizes and everyone left happy and with good memories. 
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:
Adstratgies, Inc.
AutoTrader.com
Bel Air Auto Auction
BG Products & Services
Charapp & Weiss, LLP
Councilor, Buchanan & Mitchell, CPA’s
Crumback & Associates, LLC
CVR-Computerized Vehicle Registration
DealerTrack
Federated Insurance
MARYLAND AUTOMOBILE DEALERS ASSOCIATION
G&K Services
Helion Technologies
IWIF
Kelly & Associates Insurance Group
Landmark Ins.& Financial Group/Steve
Salamon
Motor Trend Auto Shows, Inc.
Washington Gas Energy Services
Zurich
18
PROVIDING LEGAL SERVICES
TO AUTOMOBILE DEALERS
Now you know
you can focus on
the road ahead.
Automobile manufacturers, dealerships and
franchises turn to Freeman, Wolfe & Greenbaum,
P. A. for legal counsel in business transactions,
franchise and dispute resolution.
Our firm’s franchise law practice encompasses a
full spectrum of business transactional and conflict
issues for car dealers and other motor vehicle
franchise owners.
Q
DEALERSHIP ACQUISITIONS
Q
WARRANTIES
Q
LEMON LAW
Q
FRANCHISE ISSUES
Q
PRODUCTS LIABILITY
Q
ROUTINE OPERATIONS
Q
LITIGATION
,W·VQHYHUEHHQPRUHLPSRUWDQWIRU\RXWR
KDYHDVROLGEDQNLQJSDUWQHU:LWK6XQ7UXVW
\RXJHWDWHDPRISURIHVVLRQDOVGHGLFDWHG
WRVHUYLQJWKHQHHGVRIDXWRGHDOHUVLQ\RXU
FRPPXQLW\MXVWDVZH·YHGRQHIRUWKH
SDVWKDOIFHQWXU\6RZKHWKHU\RXQHHGWR
ÀQDQFH\RXUYHKLFOHLQYHQWRU\UHQRYDWHRU
H[SDQG\RXUGHDOHUVKLSSURYLGHÀQDQFLQJ
IRU\RXUFXVWRPHUVRUWRH[SORUHVXFFHVVLRQ
SODQVIRU\RXUEXVLQHVVZHFDQNHHS\RXU
IXWXUHPRYLQJ
)RUPRUHLQIRUPDWLRQFRQWDFW'HQQLV/
6WRXJK6HQLRU9LFH3UHVLGHQW&RPPHUFLDO
$XWR'LYLVLRQDW)RU
,QGLUHFW)LQDQFLQJFDOO'HDOHU)LQDQFLDO
6HUYLFHVDW
Contact us for a case evaluation
410.321.8400
410.321.8407 fax
www.fwglaw.com
409 Washington Avenue
Suite 300
Towson , Maryland 21204
7UHDVXU\DQG3D\PHQW6ROXWLRQV)LQDQFLQJ6ROXWLRQV$GYLVRU\6HUYLFHV'HEWDQG(TXLW\&DSLWDO5DLVLQJ
FREEMAN, WOLFE & GREENBAUM, P.A.
)LQDQFLQJVXEMHFWWRQRUPDOFUHGLWFULWHULD
6XQ7UXVW%DQN0HPEHU)',&‹6XQ7UXVW%DQNV,QF6XQ7UXVWDQG/LYH6ROLG%DQN6ROLG
DUHIHGHUDOO\UHJLVWHUHGVHUYLFHPDUNVRI6XQ7UXVW%DQNV,QF
19
WINTER 2011 | www.mdauto.org
From driving operational efficiencies
through navigating the road ahead.
Opportunity at every step.™
For more than seven decades, we’ve helped auto dealers enhance their operations, improve their
bottom line and navigate changing conditions. Delivering unwavering commitment, deep industry
expertise, financial strength and a full range of customized solutions to help you succeed.
Andy Werts
Market Executive
1.404.787.0104
[email protected]
Bank of America Merrill Lynch is the marketing name for the global banking and global markets businesses of Bank of America Corporation. Lending, derivatives, and other commercial banking activities are performed globally by
banking affiliates of Bank of America Corporation, including Bank of America, N.A., member FDIC. Securities, 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, Merrill Lynch, Pierce, Fenner & Smith Incorporated and Merrill Lynch Professional Clearing Corp., all of which are registered broker
dealers and members of FINRA and SIPC, and, in other jurisdictions, by locally registered entities. Investment products offered by Investment Banking Affiliates: Are Not FDIC Insured r May Lose Value r Are Not Bank Guaranteed.
©2011 Bank of America Corporation. AR83I0W0 | DFS-103-AD
Dealers Doing Their Part!
“Think Pink” At Hoffman
Chevrolet
Hagerstown dealership, Hoffman Chevrolet, hosted an October
Breast Cancer Awareness “THINK PINK” sale. The dealership
donated $50.00 per every vehicle sold in October and $1.00 for every
person who visited the showroom to their local Cumberland Valley
BCA foundation which benefits the Eastern Panhandle, Western
Maryland and Southern PA. In addition to the fundraiser, the
dealership organized a team of up to 15 employees, called the PINK
BELIEVERS, each of whom raised sponsorship funds for walking
in the five-mile Step-n-Stride BCA walk. In all, they donated over
$8,300.00 to their local Breast Cancer Awareness Foundation. Great
job! Many thanks to Jenny Suddith-Stahl and the employees at
Hoffman Chevrolet for their efforts! 
Chuck Boyle, of Boyle
Buick GMC Truck, Dons His
Dancing Shoes for a Cause!
Hoffman Chevrolet’s “Pink Believers”
Bras for a Cause Turns
Heads at Shockley Honda
Chuck Boyle, President of Boyle Buick
GMC Truck, recently
participated in “Dancing for the Arts”, an
event which raised
funds for the construction of a new Center
for the Arts building
in Harford County.
Chuck spent several
weeks, paired with a
professional dancer,
in preparation for his
big reveal on the dance
floor. While he kept
Chuck Boyle and his partner,
Shara Rzepnicki.
the style of dance a secret-it was a foxtrot-he
was busy fundraising, even hosting a happy hour for friends
and family. Although another dancer took home first prize,
Chuck did receive the honor of being the 2nd highest fundraising dancer. In the end, he raised over $23,000 for the
new Center for the Arts! 
MADA Chairperson, Marisa Shockley, and her family dealership, Shockley Honda, in Frederick, MD, hosted a
month long “Bras for a Cause” drive during which the dealership donated $1 for each bra collected. Besides playing host
to thousands of women’s bras, which were then cleaned and
donated to area women’s shelters, the dealership also hosted
an expanded Ladies Day. All told, through the bras and cash
donations, Shockley Honda raised more than $16,579 for the
Women’s Center at Frederick Memorial Hospital Crestwood.
The women of Frederick County thank you! 
Marisa
M
i Shockley
Sh kl and
d 1,000s
1 000 off life-saving
lif
i bras.
b
21
WINTER 2011 | www.mdauto.org
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.
help2achieve
FINANCIAL EXPERTISE IN YOUR CORNER.
I t ’ s
o u r
b u s i n e s s
These days, help from a one-on-one relationship with an
advocate who knows you and knows where you want to go is
more important than ever. A Merrill Lynch Financial Advisor,
now with access to the resources of Bank of America, can help
you plan, imagine, diversify, rebalance and believe.
Thomas Cush
First Vice President – Investments
Financial Advisor
(410) 263-0177
Merrill Lynch
One Park Place, Suite 350
Annapolis, MD 21401
t o
p r o t e c t
y o u r s
Merrill Lynch Wealth Management is a registered trademark of Bank of America Corporation.
Investing involves risk. Diversification and rebalancing do not assure a profit or protect against
loss in declining markets. Merrill Lynch Wealth Management makes available products and services
offered by Merrill Lynch, Pierce, Fenner & Smith Incorporated, a registered broker-dealer and
member SIPC, and other subsidiaries of Bank of America Corporation.
Investment products:
Are Not FDIC Insured
Are Not Bank Guaranteed
The FEDERATED Insurance Companies
Home Office: 121 East Park Square • Owatonna, Minnesota 55060
Phone: (507) 455-5200 • www.federatedinsurance.com
May Lose Value
© 2011 Bank of America Corporation. All rights reserved.
MARYLAND AUTOMOBILE DEALERS ASSOCIATION
22
Save the
Date!
The Motor Trend
International Auto ShowBaltimore Zooms Into Town
February 9-12, 2012
Don’t miss the latest and the greatest all converging
in Baltimore for four days in February 2012. Last year’s
show attendance was up over 20% and we expect an even
better turn-out this year with all of your favorite brands
represented. What could be a better way to spend a cold
February winter day, than indoors, checking out hundreds
of new cars and trucks? Spread the word and tell all of
your customers to join us at The Motor Trend International Auto Show! 
23
WINTER 2011 | www.mdauto.org
REACH YOUR TARGET
Air conditioned showrooms.
Brightly illuminated lots.
AUDIENCE AFFORDABLY
How much do you spend on energy?
Find out how targeted advertising can produce real,
measurable results for your organization.
ADVERTISE AND
GET RESULTS
The majority of your energy bill is negotiable.
EnerNOC is proud to serve the members of the Maryland
Automobile Dealers Association. Our team of energy consultants
have 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.
Don F. Brown, Advertising Sales
801.746.4003 | [email protected]
)BS&ŝDŊQ>S
1OŝNB+
>FNŝGILB
+"^
www.enernoc.com/solutions
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
$20
$20
$20
is the cost of
the Bay Plate
helps send a
student on a Bayrelated field trip
supports volunteer
projects like
stream clean-ups
plants a tree
BAYPLATE.ORG
For more information on the Bay Plate, visit BayPlate.org.
CBT_GreenAd_38755a.indd
1
MARYLAND
AUTOMOBILE DEALERS ASSOCIATION
24
3/19/10 4:07:38 PM
2012 UPCOMING EVENTS
JANUARY 2012
JUNE 2012
MADA Annual Membership Meeting & Legislative
Reception, Annapolis, MD
MADA Summer Convention, Cambridge, MD
17
17-20
SEPTEMBER 2012
FEBRUARY 2012
11-12
3-6
NADA Washington Conference, Washington, D.C.
NADA Convention and Expo, Las Vegas, NV
12
4
MADA Annual Golf Outing Crab Feast,
Queenstown Harbor
MADA/VADA/WANADA Reception
9-12
Motor Trend International Auto Show, Baltimore, MD
BI;addgEaVcejihndj^ci]ZYg^kZg½hhZVi#
BI;addgEaVc
EZghdcVa^oZYhZgk^XZ
AdXVaGZaVi^dch]^eBVcV\Zgh
;VhigZhedchZi^bZh
You know that sales are built on relationships. So does M&T Bank. That’s why we provide
every dealership with a dedicated relationship manager – averaging over 20 years of
industry experience. Combine that with fast response times and the latest auditing and
inventory technologies, and you get banking built for your business.
For 60 years, we’ve helped dealerships get ahead with a full range of personalized solutions.
Call us today at 410-244-4962 and learn what M&T can do for you.
AZVY^c\ZY\ZiZX]cdad\^Zh
lll#biW#Xdb$YZVaZghZgk^XZh
© 2011 M&T Bank. Member FDIC. S-110508 (3/11)
25
WINTER 2011 | www.mdauto.org
Advertiser Index Winter 2011
Attorney
Certified Public Accountants
Auto Auctions
Computerized Vehicle
Registration
Charapp & Weiss, LLP ......................... Page 8
Freeman, Wolfe &
Greenbaum, P.A. ...................................Page 19
Bel Air Auto Auction ............................Page 23
Manheim Pennsylvania ......................... Page 9
Banking/Finance
Bank of America ....................................Page 20
BB&T Sales Finance ............................Page 26
M&T Bank ................................................Page 25
PNC Dealer Finance ............................Page 16
SunTrust Bank ........................................Page 19
Boyer & Ritter........................................... Page 6
Councilor, Buchanan & Mitchell ........ Page 3
New/Used Car Advertising
Baltimore Sun/CARS.com................. Page 27
CVR ............................................................. Page 28
Energy Advisory Services
APPI Energy ...............................................Page 16
ENERNOC ................................................. Page 24
Chesapeake Bay Trust .......................... Page 24
Financial Advisor
Merrill Lynch ............................................. Page 22
Insurance
Car Rental
Enterprise Rent-A-Car ........................... Page 7
Car Wash Equipment
Broadway Car Wash Equipment......Page 16
Federated Insurance Companies ...... Page 22
IWIF Workers’ Compensation ........... Page 22
Protective ...................................................Page 12
Zurich American Insurance ....................Page 2
Specialized knowledge.
Personalized attention.
BB&T SALES FINANCE HAS BEEN PUTTING OUR KNOWLEDGE and expertise to work for dealerships like yours for more than
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.
Woodstock
800-382-2059
Falls Church
800-348-6189
Annapolis
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
PRSRT STD
U.S. POSTAGE
PAID
SALT LAKE CITY, UT
PERMIT NO. 508
7 State Circle, Suite 301
Annapolis, Maryland 21401
THIS MAGAZINE IS DESIGNED AND PUBLISHED BY MEDIA COMMUNICATIONS GROUP 1.801.746.4003