If you’re an independent car dealer, chances are you didn’t get into this business because you love compliance paperwork or deciphering federal regulations. You got into it because you love cars, you love people, and you wanted to build a business that makes an impact in your community. But in recent years, new regulations, tightened oversight, and rising compliance costs have made it harder than ever for small dealerships to stay competitive.
So, who’s standing up for independent dealers at the national level?
Meet Jeff Martin, CEO of the National Independent Automobile Dealers Association (NIADA), the organization that’s quietly doing the hard work of protecting independent dealers from burdensome regulations—and making sure their voices are heard in Washington, D.C.
What Is the NIADA?
The National Independent Automobile Dealers Association (NIADA) is the national trade association that represents used car dealers across the U.S. Through 32 state affiliates, it supports over 13,000 independent dealers with advocacy, education, compliance resources, and events.
When you join your state’s independent automobile dealers association, you automatically become a member of NIADA. That means you have a voice—and it’s being heard in Washington, D.C.
According to the CEO of the NIADA, Jeff Martin, “We are the voice for independent dealers at the federal level.”
This conversation was hosted by Shawn Payne and Ina Coveney, owners of GOATFORREAL Media and co-hosts of the podcast dedicated to spotlighting the realities, innovations, and advocacy in the automotive industry.
Why Advocacy Matters More Than Ever
Independent dealers aren’t asking for shortcuts or special treatment. They’re asking for fair, realistic regulations that make sense for their business model. That’s not always what they get.
“We’re not anti-regulation,” Jeff Martin explained. “We’re anti-bad regulation.” It’s a subtle but important distinction. Good regulations protect consumers and honest businesses. Bad regulations create confusion, paperwork overload, and unintended costs—especially for small, independent dealers who don’t have in-house legal departments or compliance teams.
As Jeff Martin explained, recent FTC rules require dealers to show documentation that a customer received a quote—even if it was verbal. “Now we have to prove that conversation happened,” he noted. “And that means dealers are recording calls or writing extra documentation just to stay compliant.”
Shawn Payne, former dealership owner and host of the Everyone Hates Car Salesmen podcast, backed this up: “The people writing these rules have never sold a car in their life. They don’t know what it’s like to juggle 10 things on the floor while worrying if you’re in violation of a law that changed last week.”
This kind of red tape can bog down a business, cost money, and ultimately hurt the consumer by driving up prices. That’s exactly the kind of policy NIADA works to challenge and reshape through advocacy in Washington.
What NIADA Does for Dealers
According to Jeff Martin, the mission of NIADA is simple: “We want dealers focused on buying and selling cars. We’ll take care of the rest.”
That “rest” includes a massive range of dealer support:
- Fighting for fair laws and clear regulations
- Monitoring every proposed federal policy change that impacts dealers
- Sending out simplified compliance updates to help dealers adapt
- Hosting virtual training sessions and compliance bootcamps
- Offering discounted tools, templates, and business services
- Providing $400 off NIADA Convention tickets for members
Jeff Martin emphasized that many dealers don’t realize they’re already members of NIADA through their local IADA, but they’re not taking full advantage. “It’s not enough to pay dues. You need to engage. You need to understand how we can help.”
Shawn Payne added that NIADA is also critical for dealership credibility: “If you want to show your customers you’re serious about doing things right, tell them you’re part of NIADA. It matters.”
The Real Threat to Independent Dealers
According to Jeff Martin, the greatest threat isn’t competition—it’s compliance. “Dealers are out here doing the right thing. But they’re being penalized because regulators don’t understand how our business works.”
He shared that many agencies write rules from a theoretical or consumer protection lens, but rarely seek input from people on the ground. “They think they’re fixing a problem. But they’re often creating new ones.”
NIADA steps in to explain how a well-intended rule affects dealers—and why small changes to the language could mean the difference between surviving and folding for a lot of local businesses.
Shawn Payne echoed this concern, saying: “The real problem isn’t bad actors—it’s good dealers getting blindsided. Most of us are trying to do it right, but the target keeps moving.”
The goal isn’t to avoid accountability. It’s to advocate for regulations that are:
- Clear and realistic
- Scalable for different size operations
- Enforceable without needing a legal team
Strength in Numbers
In the words of NIADA’s CEO, “A single dealer can walk into a Congressman’s office, and it’s one conversation. But when we walk in as NIADA, we speak for over 13,000 businesses.”
That unified voice has weight. NIADA isn’t just a newsletter or an annual convention—it’s a movement that protects thousands of small business owners from being steamrolled by one-size-fits-all policies.
Shawn Payne, a respected automotive social media expert and trainer, emphasized how important it is to show up: “If we don’t speak up, we get written off. That’s why NIADA matters. It gives us the collective mic.”
Jeff Martin encouraged dealers to stop sitting on the sidelines. “You don’t have to be political. But you do have to be informed. Because what happens in Washington absolutely affects your business.”
NIADA Convention: More Than Just a Trade Show
Each year, NIADA hosts its flagship convention—a multi-day, dealer-centered event that blends learning, networking, and future-proofing. Jeff Martin shared that the goal of the convention is to “equip dealers with what they need for what’s coming—not just what’s happening now.”
From AI in underwriting to evolving compliance tools and digital marketing trends, the convention features:
- Interactive dealer roundtables
- Breakout tracks tailored for BHPH, retail, marketing, compliance, and management
- Over 170 vendors showcasing solutions
- Live interviews with industry leaders
- Real-world case studies and success stories
Shawn Payne noted that the convention isn’t just for large operations: “You don’t need to be a big dealer to get big value out of it. These conversations could change how you run your store.”
Register here for the next NIADA Convention
Final Thoughts
According to Jeff Martin, the best dealerships are the ones focused on serving their customers and building long-term trust. “This business still lives and dies by reputation,” he said. “And the dealers who are doing things the right way need to be protected—not punished.”
NIADA exists to do just that. Whether it’s pushing back on bad regulation, training dealers on new rules, or simply making sure their voices are heard—this association is actively shaping the future of the independent auto industry.
Shawn Payne closed the conversation with a reminder to all dealers: “Don’t wait until a fine hits your desk or a rule gets you shut down. Get ahead of it. That’s what NIADA is here for.”
If you’ve ever wondered who’s really fighting for you in Washington, now you know the answer: NIADA is. And they’ve got your back.
RESOURCES AND LINKS
- NIADA Convention Registration: https://goatforreal216.com/niada
- Find your local IADA chapter and join now: niada.com
