Retail automotive veteran Tom Castriota took the helm of the National Automobile Dealers Association at the recent annual NADA Show in New Orleans. 

The new chairman has been involved in industry leadership since he served as the Florida Automobile Dealers Association chairman in 2011.

During NADA Show week, he took the time to answer some F&I and Showroom questions about what he sees at the top of the trade group’s agenda this year. Below are his thoughts on 2025 and a recount of some of his history in the industry:

Q: What drew you to initially get involved in NADA leadership? Any particular reason(s)?

A: My father was a dealer and very active in the Greater Pittsburgh Automobile Dealers Association, then later was the NADA director representing western Pennsylvania. So NADA has always been a big part of our family and our business. I learned from him how important it is to participate and give back to our industry. 

When I joined the business, I also was active in the Pennsylvania Automotive Association and the Greater Pittsburgh Automobile Dealers Association, for which I represented the Dodge dealers. Then my wife and I bought our store in Hudson, Fla., and I got involved with the Florida Automobile Dealers Association. I was chairman of FADA in 2011, and it seemed to me a natural transition to then seek a role at NADA. 

I’ve been a director at NADA since 2016, and throughout that time it has been my mission to bring the priorities of the Florida dealers to the national stage and to bring home the goals and initiatives of NADA. I didn’t think I’d ever run for the executive leadership at NADA, but I have a lot of passion and excitement for this industry and my fellow dealers, and I decided I should put that to use. 

Q: Have you seen NADA make changes over that time in regard to how it helps lead the auto industry? If so, please share some examples.

A: NADA has been and will continue to be the voice of the dealers. We need that voice in several different rooms – with OEMs, with regulators, with legislators and with the public. And NADA does all of this alongside the hard work of the state and metro associations. 

I believe some of the recent developments in growing the power of that voice have come through the strengthening of alliances with minority dealer groups, the continued growth and empowerment of the American Truck Dealers, and building strong relationships across the aisle in Washington. 

Q: Do you have specific initiatives you’ll champion during your chairmanship? 

A: This is a significant time in the automotive retail industry. We are facing challenges and opportunities in multiple directions. To highlight a few priorities, I’d include: 

• Challenging direct-sales attempts from manufacturers, including Volkswagen/Scout and Honda/Sony, in statehouses and courthouses across the country

• Reducing federal greenhouse gas requirements (de facto EV mandates) to a reasonable and achievable standard for the market,

• Keeping our industry proactively educated about China’s influence on it

Q: Have you learned anything from past chairmen that you want to build on or to change?

A: I have learned a lot from all the chairmen I’ve worked with. The core lesson is that the chairman is the ambassador of dealers. This role is not about me or my store but about representing a nation of franchised dealers, all of whom work hard every day for their customers, employees and communities. 

Paul Walser, the 2021 chairman, has been a great influence on me. I learned from him the importance of communication and delegation. I know from my time in the Marines that strong leaders are supported by strong teams, and NADA has an incredible board of directors and a staff of industry experts. 

Q: What concerns are you hearing about from fellow dealers? Anything different headed into the new year?

A: The average customer cannot afford a car. Affordability is a big concern for dealers. Between the rising cost of cars, the push toward electrification, and high interest rates, finding vehicles that our customers can comfortably afford is a challenge. 

In the ongoing EV transition, we have [California Air Resources Board] states trying to mandate unattainable goals. Dealers are not anti-EV. We’re pro consumer choice. We want every customer to be able to buy the vehicle that meets their budget and needs. 

Q: What drew you to auto retail, in addition to your family’s history in the industry?

A: I never thought I would work in my family’s dealership. After graduating from Duquesne University in Pittsburgh, I wanted to go to law school. My father had paid for my undergraduate and told me to find a way to pay for law school. 

My high school guidance counselor’s husband was a Marine recruiter, so when I went home for break, I talked to him about the Marine Corps. He told me that I could be commissioned as a lieutenant, then the military would pay for law school, and I could return as a JAG officer. I enlisted that day, but I never did go to law school. 

After several years, my father asked me to return to help run the family business, which included a Chevrolet store, Honda motorcycles, and Dodge store in Pittsburgh. I stayed in the reserves throughout that time and also continued military training, including the National War College and Marine Corps Command and Staff College. 

My wife worked for GMAC, and in the early '90s we started looking for opportunities for our own business. We found our Chevrolet store in Hudson, Fla., and moved our family South. The rest is history. 

Q: What are some lessons you’ve learned from operating a dealership?

A: Every day in the dealership is different, and I learn something new every day. All the lessons I’ve learned come from listening. I enjoy talking to people, but more so I enjoy listening to them. That includes employees, customers, industry peers, or even just people I meet running errands. I listen to their stories and their experiences. And I learn from them. We are in the people business just as much as we are the car business. 

Q: What do you enjoy doing in your spare time?

A: Honestly, my free time is spent working for NADA. My wife and I are in our dealership every day, working in the business. Between that work and NADA, we are pretty busy. 

We do make time for our church and weekly Bible study, as well as annual mission trips and some travel to the West Coast with friends. My wife and I share a passion for growing grapes at our vineyard in central California. 

Q: Is your dealership involved in military veterans causes?

A: We have been involved in several military and veterans causes over the years, including Mighty Oaks, which was started by a Marine to help veterans, first responders, and their families with post-traumatic stress disorder. 

Our dealership also supports several local nonprofits, and my wife and I are active in our church’s mission work. 

Q: Do you have any children who may keep the business going into the next generation?

A: My son Alex has been working with us for a while now. He has worked his way up through the store and now is our controller. He, my wife Anita and I are all in the store every day. We truly are a family business. 

He joined the business after working at Ally Bank as a financial analyst for six years. He is a NADA Academy graduate and was recently named to Automotive News’ 40 under 40 list. 

Q: What are your thoughts on the auto industry’s approach in light of the recent presidential election?

A: NADA will always try to work with the administration, regulators and legislators in order to advance dealers’ interests. Sometimes there are headwinds in that effort, and sometimes there are tailwinds. We are optimistic that the new administration will offer us more tailwinds, especially in stopping the FTC Vehicle Shopping Rule and allowing our customers choices when it comes to gas, electric or hybrid vehicles.