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DigitalDealer.com recently had the pleasure of interviewing National Automobile Dealers Association (NADA) chairman Tom Castriota. Castriota, owner of Castriota Chevrolet in Hudson, FL. Castriota began his dealership career working in his family’s store in Pittsburgh, PA, after retiring from the U.S. Marine Corps. He and his wife Anita Castriota would later purchase their own dealership in Florida. Castriota has been on the NADA Board of Directors representing the Sunshine State since 2016.
In the interview, Castriota details his career, how technology is affecting dealerships, his priorities as chairman in 2025 and advice he has for those entering the industry.
DigitalDealer.com: Thank you for speaking with us today, and congratulations on your appointment as 2025 NADA Chairman. To start, can you share a little about yourself?
National Automobile Dealers Association (NADA) Chairman Tom Castriota: My father was a dealer in the Pittsburgh area with a Chevrolet store and Honda motorcycles, and later, we opened a Dodge store in the city. I grew up working in the dealership, but I never considered it my career path as I wanted to attend law school. My father covered my undergraduate expenses at Duquesne University and told me to find a way to finance law school myself. I received advice to join the Marines, as the military would fund my law education.
I enlisted in the Marines and was commissioned as a second lieutenant. My career plans changed, and I never went to law school. However, I did spend more than three decades in military service. My father asked me to return to help run the family business, and I did. Throughout that time, I stayed in the reserves and continued military training, including the National War College and Marine Corps Command and Staff College.
My wife, Anita, worked for GMAC, and in the early 90s, we started looking for opportunities to start our own business. We found our Chevrolet store in Hudson, FL, and moved our family south. The rest is history.
DigitalDealer.com: Your first job in the industry? And what is the biggest lesson you learned that has stayed with you throughout your career?
Chairman Castriota: My first job in the industry was washing cars at the dealership during high school and sweeping the shop floors. I remember being 16 when I did dealer trades and even took one of my father’s customer’s sons’ Corvette to Miami.
All the lessons I’ve learned come from listening. I enjoy talking to people, but more so, I enjoy listening to them. I listen to their stories and experiences, and I learn from them.
We are in the people business just as much as we are in the car business. Every day in the dealership is different, and I still learn something new every day.
DigitalDealer.com: What are some of Castriota Chevrolet’s top concerns, priorities, and initiatives?
Chairman Castriota: The average customer faces challenges in affording a new car, with many unable to do so. Affordability remains a significant concern for dealers, including our team at Castriota Chevrolet. Being a close-knit community, we take the time to get to know our customers and their families well, which helps us understand their needs. Cost is a crucial factor in their vehicle purchasing process.
With rising car and truck prices, fewer affordable models in manufacturers’ lineups, and high interest rates, finding vehicles our customers can comfortably afford has become increasingly challenging. Retaining technicians is also on every dealer’s mind.
Castriota Chevrolet
DigitalDealer.com: What sets your dealership apart from others in the market? How many people do you employ at your dealership?
Chairman Castriota: As a family-run dealership, Anita, my son Alex, and I are in the store daily, and both our employees and customers recognize this. Our team consists of 65 employees that upholds a customer-first philosophy—we truly embody it. I don’t filter phone calls, allowing our customers to contact me directly. I make it a point to listen to their concerns.
DigitalDealer.com: How much of the purchase process at your stores can be completed online?
Chairman Castriota: It has gone from zero to 80 percent in just a few years. That’s how quickly the industry is evolving. This growth has opened up numerous opportunities for us. We are expanding our reach beyond our local market, selling vehicles in other states and even nationwide.
Technology Impact
DigitalDealer.com: On the digital side, what tools, strategies, or approaches have helped your dealer group? Are there any new technologies or processes you’re implementing?
Chairman Castriota: We invest significant time in strategizing the most effective ways to reach our customers. Cable and radio were once our primary methods, but things have evolved and continue to change rapidly. Now, we concentrate on streaming platforms, digital spending, and various ways to connect with our customers and new audiences.
DigitalDealer.com: Do you have any concerns about the use of artificial intelligence (AI) by dealerships?
Chairman Castriota: There are always concerns and opportunities whenever a new tool or technology emerges. Education provides the solution. I believe this is a notable benefit of NADA for its members.
NADA has experts on staff who are knowledgeable about nearly everything relevant to dealers. In cases where they lack expertise, they bring in outside specialists to educate the board of directors and their education team, who then relay the information to the dealer body. This is one of my priorities this year as Chair. I want to ensure our board understands AI so that they can convey that knowledge back to their associations.
Leading NADA
DigitalDealer.com: When and why did you become involved with NADA leadership?
Chairman Castriota: NADA has always been a big part of our family and our business. My father taught me how important it is to participate in and give back to our industry. He was active in the Greater Pittsburgh Automobile Dealers Association (GPADA), a past Chairman, and later, the NADA director representing Western Pennsylvania.
Initially, I never envisioned myself in executive leadership at NADA; however, I did aspire to chair the Finance Committee. Paul Walser encouraged me to consider the chairmanship when I was the NADA secretary, and he was the Chairman.
DigitalDealer.com: What accomplishments have you contributed to at NADA?
Chairman Castriota: I see myself as a communicator at NADA, constantly challenging conventional practices in pursuit of better methods. My goal is to combine my experiences as a dealer and Marine with the insights gained from my colleagues during our discussions. Advocating for dealers’ interests is my primary focus. None of this can be accomplished individually; I credit many other NADA directors who share the same vision and goals, contributing to NADA’s mission of supporting the dealers.
And in 2011, I was truly honored to be named NADA Time Dealer of the Year 2011!
2025 Goals
DigitalDealer.com: Can you share some of the top initiatives for NADA in 2025?
Chairman Castriota: 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:
- The direct sales attempts from manufacturers, including Volkswagen/Scout and Honda/Sony,
- Reduce federal greenhouse gas requirements (de facto EV mandates) to a reasonable and achievable standard for the market.
- Keep our industry proactively educated about China’s influence on our industry and our national security.
- Continue to be the voice of our dealers and stay focused on NADA’s founding missions.
DigitalDealer.com: What are your main priorities, and what do you hope to accomplish during your tenure as chairman?
Chairman Castriota: As chairman, I have prioritized communication in various areas: between NADA staff and among the NADA Board of Directors and dealers, with the ATAEs, and with lawmakers and policymakers who regulate the auto retail industry.
DigitalDealer.com: What do you anticipate will be the biggest changes to the automotive industry after the 2024 election?
Chairman Castriota: NADA will work with the administration, regulators, and legislators to advance dealers’ and customers’ interests. Sometimes, that effort has headwinds, and sometimes, it has tailwinds. We are optimistic that the new administration will offer us more tailwinds, especially in allowing our customers choices regarding ICE, EV, or hybrid vehicles.
Supporting Franchised Dealers
DigitalDealer.com: How do you see the franchise system business model changing over the next three to five years and the following years?
Chairman Castriota: NADA’s top priority is actively promoting and strengthening the franchise system. Recent announcements from Volkswagen and Honda that they will attempt to bypass their dealer networks with their new products is misguided. NADA has been clear about that.
An independent study last year found that dealerships are the most effective and efficient way to sell vehicles. We know that dealerships save consumers money, but they also save manufacturers money. I believe there will be challenges in the next three years, but the dealer franchise system is healthy and consumer-driven.
DigitalDealer.com: Can you please provide your view of the current marketplace for EVs?
Chairman Castriota: Firstly, I want to highlight that new car and truck dealers have poured billions into enhancing their dealerships’ infrastructure and equipment to meet the OEMs’ requirements for EV customers. With the new administration, the President has declared that consumers should be free to choose their vehicles. Dealers are ready to provide what consumers desire; currently, EVs fulfill the needs of some, but not all. Many others still want ICE, PHEV, or Hybrid options.
Ultimately, the customer determines which vehicle best fits their needs, lifestyle, and budget.
Career Advice
DigitalDealer.com: What excites you most about this industry and being a car dealer? And what are your concerns?
Chairman Castriota: I will never stop being excited about this business, although sometimes I get frustrated. We are in the business of people more than in the business of cars, and I love people. I have customers I have been seeing for 30 years. Those relationships are incredible and bring me so much gratitude.
My concerns go back to the affordability issue I mentioned earlier. I genuinely think that is a significant concern in our industry.
DigitalDealer.com: What advice or experience has stood out for you in your career?
Chairman Castriota: I have learned a great deal from all the chairmen and directors I’ve worked with. The core lesson for me is that the Chairman serves as the ambassador for dealers. This role is not about me; it’s about representing a nation of franchised dealers who work hard daily for their customers, employees, OEMs, and communities.
Paul Walser, the Chairman in 2021, has significantly impacted my understanding of the NADA board and the chairman’s role. From him, I learned the importance of communication and delegation. My experience in the Marines taught me that strong leaders depend on strong teams; during that time, I had the privilege of serving under some remarkable generals: Gray, Mattis, Zinni, Dempsey, Petraeus, and MG (Tony) Jackson, to name a few.
In closing, I have worked with an exceptional board of directors and a staff of industry experts at NADA, led by NADA’s President and CEO, Mike Stanton.
