In this transcribed episode of the Used Car Dealer Podcast, Zach talks with Jeff Martin, CEO of the National Independent Automobile Dealers Association (NIADA), about the upcoming 2025 NIADA Convention, the evolving used car market, and the organization’s advocacy and educational priorities.
Jeff shares what’s new at this year’s event—including Dealer Rounds (peer-led roundtables), seven AI-focused sessions, and a revamped certified master dealer program. He dives into the regional nuances of EV adoption, rising costs and inventory challenges, and how NIADA is responding with data, education, and policy engagement.
Whether you’re considering the convention, wondering about tariffs or pricing, or navigating digital change, Jeff offers clarity on how NIADA plans to support independent dealers through 2025 and into 2026.
Register for the 2025 Convention: https://www.niada.com/convention
Zach: Zach here and excited to welcome back Jeff Martin, the CEO of the National Independent Automobile Dealers Association with NIADA's 2025 convention around the corner and major shifts happening in the used car industry.
Jeff: Absolutely, Zach, thank you for having me. I certainly look forward to the conversation.
Zach: The 2025 NIADA convention is coming up fast. What are some new features or major changes attendees can expect this year?
Jeff: One of the biggest changes is our Dealer Rounds—roundtables of 10–20 dealers focused on a specific topic. It's structured networking on things like leads, fraud, or managing multiple locations. Each session runs about 35 minutes and lets attendees share and learn quickly. Those convos often spill into the expo floor, and it’s something brand new we’re excited about.
Zach: Any particular speakers or educational tracks that stand out?
Jeff: Yes—this won’t surprise you, but nearly 30% of speaker submissions this year involved AI. So we’ve lined up seven different AI sessions, some from experts and others from dealers already using it. It’s practical, dealer-to-dealer knowledge—exactly what our members have been asking for.
Zach: What about networking and overall engagement?
Jeff: Dealer Rounds are a big step forward there. We’re also holding three general sessions on Tuesday, earlier than usual, to spark early engagement. The goal is to get people talking sooner.
Zach: What would you say to an independent dealer on the fence about attending?
Jeff: 55 hours of education. 170 vendors. You won’t find this scale anywhere else for independent dealers. Even just the expo can make the trip worth it.
Zach: Let’s talk used car prices. They're high—what’s driving that?
Jeff: Same old answer: supply and demand. Demand’s up, but inventory is still tight, and cost of goods has nearly doubled over the past five years. Reconditioning and sourcing are both more expensive.
Zach: And tariffs—how worried should dealers be?
Jeff: It’s a wildcard. But I tell dealers: focus on what you can control. Don’t make drastic decisions based on noise. We've seen tariff policies shift back and forth in just months.
Zach: Are dealers embracing the EV shift?
Jeff: It’s highly regional. Where the consumer embraces EVs, the dealer follows. Where they don’t, dealers remain cautious. That trend may continue unless EV policy or production slows down.
Zach: Switching gears to your role—what’s been your biggest focus as NIADA CEO?
Jeff: We’ve honed in on three pillars: advocacy, education, and data. We just hired Patrick O’Brien, a seasoned compliance and government affairs expert, to help guide us in Washington and beyond.
Zach: Any new initiatives?
Jeff: Yes—on Wednesday, we’re announcing a major new hire to lead our industry data strategy. We want to produce actionable reports that help our members. First release is planned for Q1 2026.
Zach: And what are your priorities for the rest of the year?
Jeff: Supporting state affiliates is a big one. As federal regulation cools, state-level enforcement may ramp up. We’re preparing to help our members navigate what could be unprecedented state regulation.
Zach: How is NIADA approaching training and digital transformation?
Jeff: We’re relaunching our Certified Master Dealer program with tech elements, plus standalone classes focused on efficiency and innovation. We're also learning as we go—bringing in the best experts to share that knowledge with our members.
Zach: Let’s do a quick rapid fire:
What’s one underrated opportunity for dealers in 2025?
Jeff: Education—working on the business, not just in it. Get involved in your association.
What habit or resource has shaped your leadership this year?
Jeff: I’m a whiteboard list maker. I start Mondays with goals and aim to see every email on one screen by day’s end to stay responsive.
What excites you most about the future of independent dealers?
Jeff: The people. The risks they take, their grit. I live vicariously through them—and with all the changes ahead, it’s an exciting time to be part of this industry.
Zach: Jeff, thanks again for joining us. And for listeners, check out niada.com/convention to register for the 2025 event at the Fontainebleau Hotel.
Jeff: Thanks for having me, Zach, and for giving our industry a platform.
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