Drive: NH - Issue 1 2019

Drive: NH

Nº 01

VOL 42

Issue 1 2019 NHADA

THE NHADA ANNUAL AUTO TECH COMPETITION

A PUBLICATION OF THE NEW HAMPSHIRE AUTOMOBILE DEALERS ASSOCIATION

PortsmouthHigh Team Wins Auto Tech Competition A team from Portsmouth High School had the fastest fixers at an annual automotive competition and will be moving on to the national finals this spring.

Things Aren’t WhatTheyWere… My first job was mowing a local business’ lawn. It took hours… the lawnmower had no motor… it was powered by rotating blades, which were only powered by the person pushing the mower. Times change… there was a time in our business when people were lined up to work for us. Read more p. 18

Read more p. 8

No more need to make multiple calls to wholesalers, and no more waiting for them to get back to you with a price. We do quotes within minutes, allowing you to put a deal together while your customer is at your dealership. If you have questions or would rather get a quote over the phone give us a call at:

All brands, models, years, and conditions considered. We’re check writers for all powersports vehicles. Quick quotes while your customer is in the showroom.

Quotes done online and/or by phone. No need to deliver; we’ll pick it up.

We are currently able to serve dealerships in NH, ME, MA, VT, NY, CT, RI, and NJ. If you are outside these areas feel free to call us at the number listed above.

Auto Auction of New England O ering Six Dealer Consignment & Fleet Lease Lanes In House Transportation Department, Reconditioning and Mechanical We welcome you to Join us to Experience a New Standard in Auction Excellence 8 Action Boulevard, Londonderry NH 03053 • Phone (603) 437-5700 • Visit us at AANE.com

D R I V E

Letter To Association

PETER MCNAMARA PRESIDENT, NHADA AND AFFILIATES EXECUTIVE DIRECTOR, NEW HAMPSHIRE AUTOMOTIVE EDUCATION FOUNDATION

A new look and feel T he NHADA communica- tions team lead by our Creative Director, Chan- dler Ives, has been busily preparing a new look for both the print and online communica- tions. I am really pleased with the new look and feel to Drive: NH . The emails have already been revamped and the website is nearing completion. The look and delivery methods may have changed but the content–rich information remains the same. The Drive: NH NHADA took the bold step of farm- ing out our print publication to a respected third-party company, The newsLINK Group, which publishes the periodicals for many state auto

associations. Nearly all of the content will still be created by NHADA staff, members and partners. This move saves NHADA money and lowers the advertising rates for our business partners. As I’m sure you’ll agree, this newer modern feel looks great. The publication will also be available online in the form of a blog. Digital actions Chandler Ives has been busy re-working NHADA.com, which will have a much different look and feel. Embracing responsive design, users will have a much better experience on our website regardless of the device they are on. Aside from the look and feel, concise messaging will reinforce our mission and an invig- orated search capability will allow users to quickly find what they are

looking for. Once we are ready to launch, we’ll let you know. We’ll also be putting in place new measures to enhance our presence on social media through scheduling of posts and encouraging NHADA staff and members to provide content. What you don’t see … Will help you. The communications team has also introduced a new piece of software (HubSpot) which will serve as a marketing tool and a sales CRM. This give us a much more robust system to send out mass emails, track analytics, user engagement and more. With HubSpot, we can better track analytics and monitor how users and prospects are behaving on the website, which allows us to create a more personalized user experience.

NewMembers

Dan O’Brien Kia of North Hampton 137 Lafayette Road North Hampton, NH 03862 Phone: (603) 758-3180 Owner: Dan O’Brien Dan O’Brien Subaru 152 Charlestown Road Claremont, NH 03743 Phone (603) 542-9966 Owner: Dan O’Brien Truck Camper Warehouse Inc. 6 Lyman Way West Chesterfield, NH 03466 Phone: (603) 256-6655 Owners: William & Ryan Penney

G & A Automotive LLC 10 Breezy Hill Road Bradford, NH 03221 Phone: (603) 938-5545 Owners: Amy Fortune & Gary Hampson Cliff's Auto Body & Repair, LLC

75 Webster Street Jaffrey, NH 03452

Phone (603) 532-6260 Owner: Steven Gauthier

2

content

2 Letter To Association 2 New Members 4 2019 Legislative Session Is Getting Rolling It’s a new year and the dust from the Midterm elections has more than settled. The House, Senate, Executive Council and Governor have all been sworn in and the 2019 legislative session is now starting to get going. 5 NHADA “Cruisin’ at the Lake” June 23-25, 2019 5 Announcing the 2018-2019 Weather Related Slip/Fall Prevention Contest! 6 Town Hall Meetings Attend and Be Informed!

16 Time To Get Your 2018 Payroll Figures Together: The WC Auditors Are Coming 18 Things Aren’t What They Were… My first job was mowing a local business’ lawn. It took hours… the lawnmower had no motor… it was powered by rotating blades, which were only powered by the person pushing the mower. Times change… there was a time in our business when people were lined up to work for us. 20 Iconic Manchester Restaurant Sold, New Owners Looking at Bright Future – Father & Son Duo Look To Bring the Brazilian Flare Back to Manchester 23

8

7 Granite State Students Compete In Auto Tech Competition 8 Portsmouth High Team Wins Auto Tech Competition 10 Auto Technician Workplace Safety 12 Credit Freezes & Fraud Alerts 15 8 Ways to Save on Prescriptions Even if the cost of prescriptions is not affecting your medication regimen, the following ideas may save you some money.

Thank You 2019 NHADA Partners 24 By The Numbers

4

18

©2019 New Hampshire Automobile Dealers Association (NHADA) | The newsLINK Group, LLC. All rights reserved. The Drive: NH is published six times each year by The newsLINK Group, LLC for the New Hampshire Automobile Dealers Association (NHADA) and is the official publication for this association. The information contained in this publication is intended to provide general information for review, consideration and education. The contents do not constitute legal advice and should not be relied on as such. If you need legal advice or assistance, it is strongly recommended that you contact an attorney as to your circumstances. The statements and opinions expressed in this publi- cation are those of the individual authors and do not necessarily represent the views of the New Hampshire Automobile Dealers Association (NHADA), its board of directors, or the publisher. Likewise, the appearance of advertisements within this publication does not constitute an endorsement or recommendation of any product or service advertised. The Drive: NH is a collective work and as such some articles are submitted by authors that are independent of the New Hampshire Automobile Dealers Association (NHADA). While the Drive: NH encourages a first print policy, in cases where this is not possible, every effort has been made to comply with any known reprint guidelines or restrictions. Content may not be reproduced or reprinted without prior written permission. For further information, please contact the publisher at: 855.747.4003.

D R I V E

2019 Legislative Session Is Getting Rolling

DAN BENNETT V.P. GOVERNMENT RELATIONS

I t’s a new year and the dust from the Midterm elec- tions has more than settled. The House, Senate, Executive Council, and Governor have all been sworn in and the 2019 legislative session is now starting to get going. While we expected turnover and a bit of a swing, typi- cally about 1/3 of the House membership changes in an election year, what happened in the NH legislature went much further than expected. House Turnover was closer to 50 percent. While Governor Chris Sununu (R-Newfields) was successful in maintaining the corner office, many of his fellow Repub- licans were not, and the control in the other chambers has flipped. The NH House of Representatives will now be controlled by Democrats with a majority of 234 to 166. The next House Speaker is Rep. Steve Shurtleff (D-Penacook), now in his 8 th 2-year term, and the Republican Leader is Rep. Dick Hinch (R-Merrimack). The Senate is controlled with a 14–to–10 Democratic majority and led by Senate President Donna Soucy (D-Manchester), with Senator Chuck Morse (R-Salem) as the Republican leader. The Executive Council, which was led by a 3–to–2 Republican majority, is now a 3–to–2 Democratic majority. In the next month or so NHADA will have a very important contract in front of the Executive Council as the current NH OBD II emissions testing system is out for bid. Stay tuned as more information is released on that and our call to action. Thanks to some of our members who have already been hosting and meeting with Executive Councilors to introduce them to the electronic safety and emissions testing program. In the House and Senate there are approximately 1,115 bills filed. As of now the titles of 890 or so are public

knowledge. The rest will be released over the next few days. A 100 or so bills will likely be withdrawn prior to the upcoming deadline and will not see action. NHADA casts a very wide net when it comes to our legislative vigilance to protect your business interests. Our first pass through, identified 190 bills of interest, and that is not even count- ing the 145 or so that are still not public. We will read and review all bills of concern and seek feedback from the NHADA Legislative Committee, partners, legislators, stakeholders, state agencies and importantly you. In a typical legislative session we will actively monitor, support, or oppose 100 to 120 bills and I imagine this session, it will be the same. There will be bills impacting our collision repair members, titling of vehicles, unsafe used car sales, ATV and Snow- mobile trail and registration issues, an attempt to repeal the distracted driving law, digital right to repair, and vehicle transportation emissions, to name a few. There will also be bills that will impact your business such as raising the minimum wage, reversing recent business tax cuts, and a NH Family Medical Leave Insurance Pro- gram for small businesses. Stay tuned for more information on the details of the bills. Keep your eye out for our legislative calls to action as well. Whether directly impacts your business or not, NHADA is strong because of our loud collective voice in all corners of the state. We work hard to assist in making a grassroots outreach to the legislature as informative and easy for you as possible. Get ready to make some noise in 2019 because, as you have always heard us say, and will con- tinually repeat, “Our Voice in Concord Is Only As Loud As Yours Back Home.”

For questions on legislative matters, I can be reached at dbennett@nhada.com or (800) 852-3372.

4

N E W H A M P S H I R E

Announcing the 2018-2019Weather Related Slip/Fall Prevention Contest! T he NHADA Loss Prevention Department is sponsoring a contest where individuals and WCT members can win prizes for submitting filled out Lot Inspection Reports, photos of well-maintained parking lots or ideas aimed at preventing slip/fall injuries. Entries can be submitted within 36 hours of any accumulating snow event by either faxing (603) 224-8126 or emailing to bduplessis@nhada.com. You can also submit your entry online at: https://bit.ly/2RzZo6Y All entries will receive a fabulous prize. Prizes will include various gift certificates, NHADA apparel, pizza parties, personal snow rakes, or grip lite traction footwear. BRIAN DUPLESSIS LOSS PREVENTION COORDINATOR, NHADA WORKERS’ COMPENSATION TRUST/DIRECTOR, NHAD SERVICES, INC. NHADA is holding its annual member get-together on Lake Winnipesaukee. We have taken over three Mill Falls at the Lake hotels – Church Landing, Chase House, and the Inn at Mill Falls. We have a fun time planned for everyone! Sunday night dinner will be held at Church Landing, followed by entertainment by Bob Marley. On Monday night, we have taken over the M/S Mount Washington for a sunset dinner cruise. Reservation pricing varies between the three hotels. Church Landing lodges are $279 per night Church Land- ing main building rooms are $249 per night; Chase House rooms are $189 per night; and Mill Falls rooms are $149 per night. To make your room reservation, call 800-622-6455 or register online at www.millfalls.com. When making a reservation, you must identify yourself as a participant in the NHADA convention to ensure that you receive the group rate. Attendees booking online will need to enter our group code of 2135F3 once you enter the reservation screen. Also, if you are booking reservations for an earlier arrival or departure date, you will need to call Mill Falls at the Lake directly at the number above. NHADA “Cruisin’ at the Lake” June 23-25, 2019 FREE Registrations! NHADA is providing each and every NHADA member two free reg- istrations for a member and guest – which include receptions and meals in addition to numerous activities and entertainment. Activities are being planned for adults, children and families. We are putting together the finishing touches on the agenda, so watch for registration information. Contact Jean Conlon at jconlon@nhada.com with any questions.

submit your entry online https://bit.ly/2RzZo6Y

Also, every entry will enter into the end of the season grand prize drawing. A grand prize will also be awarded for the overall best entry as judged by the Loss Prevention staff. So, fill out the Lot Inspection Reports, snap those photos or send in your creative ideas to WIN! One entry per person per storm please.

5

D R I V E

TownHall Meetings AttendandBe Informed!

PETER MCNAMARA PRESIDENT, NHADA AND AFFILIATES EXECUTIVE DIRECTOR, NEW HAMPSHIRE AUTOMOTIVE EDUCATION FOUNDATION

I t’s said that knowledge is power. Well, maybe. At the very least, knowledge can be influential. We are pleased to announce that the 2019 NHADA Town Hall Meetings have been scheduled and are coming to a location near you. Please put one of the days listed below on your calendar so you won’t miss out. The NHADA town meetings are your opportunity to hear about our progress in the legislature with laws that affect New Hampshire’s automobile industry. There will be a comprehensive rundown of the NHADA Education Foundation’s (NHAEF’s) activities including the auto tech competition and the recruitment and education initia- tives that will get the highest qualified auto technicians in your shops. Our Town Hall meetings also provide a local opportunity to network with each other and our industry partners. We encourage shop owners and managers, and service managers in particular, to attend. American Financial & Automotive Services, Inc. Diamond Partner

The Town Hall meetings are being held at High School auto tech labs again. These locations are informative because they allow you to see first-hand how the next generation of technicians are being trained. We look forward to seeing all of you from 5:00 PM to 7:00 PM at the following locations: April 11 th – Hugh J. Gallen Career & Technical Center – Littleton H.S. April 15 th – Mascenic H.S. April 16 th – Dover Regional Technical Center – Dover H.S. April 17 th – Concord Regional Technical Center – Concord H.S. April 18 th – Mt. Washington Valley Career & Technical Center You will receive an email in the near future that will allow you to RSVP for one of the meetings.

Gold Partner O’Connor & Drew, P.C.

Development, MasterTech™, Training, F&I Products, Compliance Automotive Training Academy, Compliance Pro- grams, MasterTech™ F&I Product Suite Visit www.AFASinc.com for additional information. For questions, please contact American Financial at 800.967.3633 or DealerInfo@AFASinc.com.

ENDORSED PARTNER

Kevin Carnes

CPA firm, accounting, tax, consulting for auto dealerships O’Connor & Drew, P.C. provides accounting, tax, and consulting

Arden Hetland

services in all aspects of a dealership’s business. Please contact Kevin Carnes for more information. Kevin Carnes 617-471-1120 kcarnes@ocd.com

Mitch Thompson

Sean Browning

Sean Skinner

Wayne Moore

Dean Martin Dennis Alexander

6

N E W H A M P S H I R E

Granite State Students Compete in Auto Tech Competition L ACONIA, N.H. — High school students across the Granite State took to Lakes Region Community College on Satur- day for the 2019 High School Auto- motive Technology Competition. “It’s a great pathway for the students to make a career, make a living out of it,” said Adam Mem- molo, a service manager for the Grappone Automotive Group. “You have to encourage your kids

Schools with automotive pro- grams compete to win money and earn the right to represent the state at the national competition. Students had to diagnose and fix problems on different cars, each with their own mechanical issues.

to find what their niche in life is,” said Dave Tucker, a parent who has a child in the competition.

The New Hampshire Auto- mobile Dealers Associa- tion says the average starting wages for auto tech jobs is around $60,000. “In this career field right here in the auto industry, the majority of the techs are making anywhere from $80,000 or up,” said Jessica Dade, the assistant executive director of the New Hampshire Automotive Education Foundation.

“It’s a huge confidence builder. A lot of them are saying, ‘Hey. Wow. I’m actually really good at this,” said Vincent Fittante, an automotive instructor at Mascenic Regional High School. There is a job market for this industry, with high demand and low unemployment.

7

D R I V E

PortsmouthHigh Team Wins Auto Tech Competition L ACONIA, N.H. (AP) — A team from Portsmouth High School had the fastest fixers at an annual automotive competition and will be moving on to the national finals this spring. Students from 10 schools competed Saturday in the 2019 High School Automotive Competition in Laconia. The teams faced multiple stations with different makes and models of cars they had to repair, with points awarded based on accuracy and speed.

The top winners also received thousands of dollars in scholarships from the New Hampshire Auto Dealers Association to enroll in the Community College System of New Hampshire. Pete McNamara, president of the association, says such students can grad- uate with no debt and great careers waiting for them. The average wage for auto technicians in New Hampshire is nearly $60,000 per year.

8

N E W H A M P S H I R E

PlatinumPartner

NHAD Services, Inc. – Products Division

ENDORSED PARTNER

Brendan Jaworski Brian Duplessis

Business Forms, Apparel, Custom and Specialty Items Offering a complete line of everyday dealer supplies, including stock and custom forms, as well as apparel and promotional items. All at highly competitive prices! Buy from yourself! For more information, contact Brendan Jaworski or Brian Duplessis at 800-852-3372 or bjaworski@ nhada.com or bduplessis@nhada.com.

Silver Partner

Albin, Randall & Bennett Auto dealer CPAs and consultants

BartHaag

Why do so many dealers like working with Albin, Randall & Bennett, CPAs superior client service and in-depth knowledge of auto dealerships? Their active membership in the AutoCPA Group also gives their clients access to industry best practices of over 2,000 of the most successful dealerships nationwide. Experience for yourself how Albin, Randall & Bennett’s value- added services help them achieve their exceptional CSI. For more information, contact Bart Haag at bhaag@arbcpa. com, Cheri Walker at cwalker@arbcpa.com, Jason LeBlanc at jleblanc@arbcpa.com, or Laura Everett at leverett@arbcpa.com, or call 207-772-1981.

Cheri Walker

Jason LeBlanc

Laura Everett

IT’S NOT JUST BUSINESS. IT’S PERSONAL. Dealership Sales | Acquisitions | Evaluations

When it’s time to sell your dealership or acquire a new one, you need a market-wise representative with a record of results and a reputation for excellence who will take your personal goals to heart and guide you safely through the entire process.

603 658 0004

| nancyphillips.com | auto@nancyphillips.com

111 WATER STREET, PO BOX 70, EXETER, NEW HAMPSHIRE 03833

9

D R I V E

Auto Technician Workplace Safety

10

N E W H A M P S H I R E

Here Are Some Headlines FromAroundThe Nation:

MAN DIES AFTER FREAK ACCIDENT AT BOSTON AUTO SHOP

MAN FOUND DEAD, PINNED UNDER CAR AT AUTO REPAIR SHOP

FREAK ACCIDENT AT AUTO SHOP

PATRICK AUSTIN LOSS PREVENTION REPRESENTATIVE AND ENVIRONMENTAL REPRESENTATIVE / FIELD REPRESENTATIVE, NHADA WORKERS’ COMPENSATION TRUST/ NHADA W hen working as a technician, the number of cars that pass through your shop bay doors every day makes it easy for you to forget that cars are big, dangerous objects, even when stationary. As with any profession, you may find yourself overlooking some of the most basic steps to protect yourself and your co-workers. Listed below are some basic Do’s and Do Not’s for every auto technician: • Don’t smoke while you’re working on a vehicle. • Never work on a vehicle unless the parking brake is on, the gearshift is in Park or Neutral, and the engine is shut off (unless it has to be running for you to do the work). • Be sure the parts of the engine you are working on are NOT hot. • Never jack up a car unless the wheels are properly blocked. • Use insulated tools for electrical work. • Before using a wrench or ratchet on a part that seems to be stuck, make sure that if it suddenly comes loose your hand won’t hit anything. • Before working on a car, take off your rings, long necklaces or other jewelry and tie back your hair. • If you’re using chemicals such as coolant, cleaners, etc., keep them away from your mouth and eyes, and wash your hands thoroughly after using them. • Know that gasoline and other chemicals are dangerous. Not only are they toxic and flammable, but the vapors are equally as dangerous. • Work in a well-ventilated area. • Keep a fire extinguisher handy. • Wear protective gear at all times, as appropriate for the repair. Goggles, gloves and ear protection should be worn when making certain types of repairs. • Never work underneath a vehicle unless it has been properly supported. Raising the vehicle off the ground to access the underside requires verifying it is stable and that there is no risk of the vehicle falling on top of the technician. • Always disconnect the battery when working on electrical systems and near/around electrical wiring. Even when the vehicle is off, there is still the potential for current to pass through electrical wiring. • Always remove the keys from the ignition switch. Never leave the key in the ignition switch as the key can draw an electrical charge from the battery. Also, avoid unplugging fuses and wiring harnesses while the key is in the “on” position. Otherwise, there is a risk of electrical shock and/or electrical spikes that may damage electronic parts and wiring. • Do NOT allow customers on the shop floor. The NHADA Loss Prevention Staff is committed to helping your facility prevent injuries and comply with governmental safety regulations. Please feel free to contact me to request a safety visit, safety training, forms/labels, glasses, etc. at paustin@nhada.com or (800)852-3372.

11

D R I V E

Credit Freezes & Fraud Alerts

PETER MCNAMARA PRESIDENT, NHADA AND AFFILIATES EXECUTIVE DIRECTOR, NEW HAMPSHIRE AUTOMOTIVE EDUCATION FOUNDATION

B eginning in September of 2018, consumers are eligible to place a freeze on their credit and place a one–year fraud alert for free. For dealerships, this means your staff will need to be prepared to advise consumers how to lift their freeze if the consumer needs to secure credit to purchase the vehicle. The following information is a combination of info from NHADA and that taken from the FTC.gov website (https://www.consumer.ftc.gov/ articles/0497-credit-freeze-faqs). What is a credit freeze? Also known as a security freeze, this free tool lets you restrict access to your credit report, which in turn makes it more difficult for identity thieves to open new accounts in your name. That’s because most creditors need to see your credit report before they approve a new account. If they can’t see your report, they may not extend the credit. Can anyone see my credit report if it is frozen? Certain entities still will have access to it. • your report can be released to your existing credi- tors or to debt collectors acting on their behalf. • government agencies may have access in response to a court or administrative order, a subpoena or a search warrant.

How do I place a freeze on my credit reports? Contact each of the nationwide credit bureaus: Equifax Equifax.com/personal/credit-report-services 800-685-1111 Experian Experian.com/help 888-EXPERIAN (888-397-3742) Transunion TransUnion.com/credit-help 888-909-8872 You'll need to supply your name, address, date of birth, Social Security number and other personal information. After receiving your freeze request, each credit bureau will provide you with a unique PIN (personal identification number) or password. Keep the PIN or password in a safe place. You will need it if you choose to lift the freeze.

12

N E W H A M P S H I R E

How do consumers lift a freeze? A freeze remains in place until you ask the credit bureau to temporarily lift it or remove it altogether. If the request is made online or by phone, a credit bureau must lift a freeze within one hour. If the request is made by mail, then the bureau must lift the freeze no later than three business days after getting your request. If you opt for a temporary lift because you are applying for credit or a job, and you can find out which credit bureau the business will contact for your file, you can save some time by lifting the freeze only at that particular credit bureau. Otherwise, you need to make the request with all three credit bureaus. What’s the difference between a credit freeze and a fraud alert? A credit freeze locks down your credit. A fraud alert allows creditors to get a copy of your credit report as long as they take steps to verify your identity. For example, if you provide a telephone number, the business must call you to verify whether you are the person making the credit request. Fraud alerts may be effective at stopping some- one from opening new credit accounts in your name, but they may not prevent the misuse of your existing accounts.

You still need to monitor all bank, credit card and insur- ance statements for fraudulent transactions. Three types of fraud alerts are available: Fraud Alert. If you’re concerned about identity theft, but haven’t yet become a victim, this fraud alert will protect your credit from unverified access for one year. You may want to place a fraud alert on your file if your wallet, Social Security card, or other personal, financial or account infor- mation is lost or stolen. Extended Fraud Alert. For victims of identity theft, an extended fraud alert will protect your credit for seven years. Active Duty Military Alert. For those in the military who want to protect their credit while deployed, this fraud alert lasts for one year and can be renewed for the length of your deployment. The credit bureaus will also take you off their marketing lists for pre-screened credit card offers for two years, unless you ask them not to. To place a fraud alert on your credit reports, contact one of the nationwide credit bureaus. A fraud alert is free. The credit bureau you contact must tell the other two, and all three will place an alert on their versions of your report.

13

D R I V E

Bronze Partner

Nancy Phillips Associates, Inc.

Automobile dealership broker & specialist Nancy Phillips Associates specializes in sales, acquisitions and evaluations of franchised automobile dealerships. We have been successfully serving auto dealers for over 25 years with great professionalism, trustworthiness and a personalized plan for each dealer we represent. Contact Nancy Phillips for more information. 603-658-0004 auto@nancyphillips.com Nancy Phillips

FIRST IN THE NATION. SECOND TO NONE. As the nation’s first credit union, St. Mary’s Bank operates in your best interest. Serving over 100,000 New Hampshire families and businesses, at St. Mary’s, you’re more than just a customer—you’re a member.

Sullivan Tire Inc. / Lift Works Corp. Bronze Partner

Discover the St. Mary’s Bank difference today.

Automotive equipment and tires Supporting Auto Dealers and Independent Shops with Automotive Equip- ment and Tires. Sales, Installation and Service Provider of Rotary Lifts, Lincoln Lubrication and Euro-Vent Exhaust Extraction Systems. Proud distributor of Hunter Wheel Service Equipment. Proud Associate Member of the American Lift Institute, Providing ALI Certified Lift Inspections. For more information visit www.liftworks.net or contact John Gilday at 603-860-0107 or john.gilday@sullivantire.com Sullivan Tire Liftworks WORKS CORP.

603.391.2826 | www.stmarysbank.com

14

N E W H A M P S H I R E

8Ways to Save on Prescriptions

LAURIE CHURCHILL

E ven if the cost of prescrip- tions is not affecting your medication regimen, the following ideas may save you some money. 1. Try generics. Generic drugs have the same active ingre- dients as brand-name med- ications, but generics are substantially less expensive. For example, the cholester- ol-lowering drug Lipitor retails for about $390 for a 30-day supply. The generic version, atorvastatin, is about $10 for a 30-day supply. Always ask your doctor if a generic is avail- able. If a generic isn’t available, ask if there’s a similar drug with a generic version. 2. Go to a big-box store. Many pharmacies in grocery stores and big-box chains offer hun- dreds of generic medications for just $4 (for a 30-day supply) or $10 (for a 90-day supply). Different chains have differ- ent lists. Ask for the list when you’re at the pharmacy or look it up on the Internet, and bring a copy to your doctor. Ask your doctor, “is there anything in this binder that I can take that will work just as well?” 3. Get a bigger dose. Some pre-

ACCOUNT PRODUCER / FIELD REPRESENTATIVE, NHAD SERVICES, INC. - INSURANCE DIVISION

they can use to buy meds at participating providers. The company and the participating pharmacy have arrangements and make money off a cut of the transaction. Ask the phar- macy you pick what the price is 1) with your insurance, 2) with the GoodRx coupon and 3) with cash, without the GoodRx coupon or insurance. 7. Check your insurance compa- ny’s website. Depending on your insurer, the copays for two similar medicines may be wildly different. But when your doctor writes you a script, how are you supposed to know if that’s the most affordable drug on your plan? Here’s where your phone, tablet or computer may come in handy: many insurers now have apps that can tell you if a lower-cost option is avail- able, such as Harvard Pilgrim’s Prescription Drug Tier Lookup. 8. Ask if the cash price for the med is lower than the insured price. This happens with sur- prising frequency, though you would expect that your insur- ance gives you a lower price. To find out, ask the pharmacy “What will this cost me with my insurance? And what’s the cash price?” If you change your pattern of buying and ask questions, you could save money.

be split into 5-mg pills. Some medications cannot be split, such as capsules or tablets that are enteric-coated, or those that release medicine over time. As a general rule, extend- ed-release or slow-release medications should not be split. These include drugs like metformin ER (Glucophage XR) for diabetes and pantoprazole (Protonix) for heartburn. 4. Get a 90-day supply. Instead of getting a prescription that lasts for 30 days, and making an insurance copay each time, ask for a 90-day supply so you can make just one, or two copays every three months. This works for medications you take long-term. 5. Apply for assistance. There are many kinds of prescrip- tion assistance programs, offered by state and local governments, Medicare, nonprofit groups, and even drug makers. The programs typically have income require- ments. Nonprofit organizations include: Needy Meds and Partnership for Prescription Assistance. Other resources include state assistance programs and Medicare Extra Help. Another option is to call the manufacturer of your medication directly. You can look up your medication on this Medicare website. company essentially gives a discount card to people that 6. Try GoodRx.com. This

scription medications can be divided with a pill splitter. Ask your doctor if that’s the case with your medication, and if it’s possible to get a double dose. For example, you might get 10-milligram (mg) pills that can

15

D R I V E

Time To Get Your 2018 Payroll Figures Together:TheWC Auditors Are Coming

PETER SHEFFER DIRECTOR, NHADA WORKERS’ COMPENSATION TRUST

T o accurately calculate a member’s premium, the NHADA WCT must perform an audit to deter- mine member’s actual payroll figures for the previous year. Overland Solutions and NEIS will be performing these audits beginning in Janu- ary for NHADA Workers Compensation Trust members. This annual audit is critical. The auditors will be reviewing the 2018 final payroll figures to determine whether the member underestimated or overestimated their payroll figures. Audits are performed beginning in January and are required to be completed by March 15. Once all audits are complete, we can begin the process of calculating rebates. Members can assist in this process by scheduling the audit timely, preparing for the audit and promptly meeting with the auditor on the agreed–upon day and time. The audi- tors charge NHADA by the hour, so if they are kept waiting to meet with the member or have to wait for information, the audit will cost more. This cost is passed directly onto the members through increased administrative costs, which adversely affects rebates. When the auditor performs the payroll audit, she will need to review the general ledger, payroll records and at least three-quarters of the member’s filed, quarterly tax returns (IRS form 941). Gross overtime costs by each classification of employee must be totaled. One–third of overtime is

deducted from the payroll by classification for premium calculation purposes. The auditor must see the gross overtime broken out by classification in order to exclude it. All key employees should be identified by name and title, including executive officers and owners. The auditors will also review all 1099 forms to insure that “employees,” as defined by the workers’ compensation statute RSA 281-A: 2, VI, (b)(1), are not misclassified as inde- pendent contractors, (http://www.gencourt.state.nh.us/rsa/ html/XXIII/281-A/281-A-2.htm). The workers’ compensation statute defines an employee in a seven-part test and all seven criteria must be met in order to prove that a person is an independent contractor. The NH Dept. of Labor, U.S. Dept. of Labor and IRS are all concerned about the mis- classification of employees. If an audit from one of these entities reveals a misclassified employee, severe civil pen- alties may be levied. Please remember that swap drivers are generally considered employees and not independent contractors unless they are employed by a company that provides that service to you and is covered by their own workers’ compensation policy or they hold themselves out to be a business unto themselves. The state and federal government will always make a determination on the employer/employee relationship based on the applicable statutes. If you have questions, please contact Pete Shef- fer or the NHADA Legal Hotlines.

16

N E W H A M P S H I R E

Upon receipt of the completed audit, member’s 2018 pre- mium will be re-calculated and a final bill will be produced. If the net result is an overpayment, the overpayment will be applied to your 2019 premium. If the net result is an underpayment, a bill will be sent and is due within thirty days of receipt. All members will receive a copy of their audit with a bill or an explanation of how the overpayment will be applied to future premiums. If you have questions or concerns about the audit, please notify us immediately. Once the rebate checks are disbursed in May, an audit cannot be changed. The 2019-year’s premium will be estimated based on the actual audit payroll figures from 2018. We understand that payrolls fluctuate over the course of the year, particularly in the current economic climate. Therefore, in June of every year, we send out a self-audit form for members to complete in order to adjust the payroll figures. Our collec- tive goal at the end of the year is to avoid large premium adjustments. If members believe at any time during the year that their payroll figures have changed, please contact Marianne Gourgiotis to update your payroll figures. Mari- anne will gladly recalculate your premium and your monthly billing will be adjusted accordingly. Remember to be prepared for your audit, have your mate- rials ready and please do not keep the auditor waiting. Accurate premium billing is dependent upon accurate audits. Please contact Marianne Gourgiotis if you have premium questions at 1-800-852-3372. Bronze Partner Holmes Law Offices PLLC

Legal Needs of the Auto Industry Helping dealers with franchise and dealer/ manufacturer legal issues for over 25 years. For more information please contact Gregory A. Holmes, Esq. 603-224-8004 gholmes@gholmeslawoffices.com Greg Holmes

Bronze Partner

Automotive Garage Tools (AGT)

Automotive equipment inspections, service and sales AGT is your source for all garage equipment, service, inspection, and training featuring AETI compliance programs. We specialize in auto- motive light and heavy duty lifts featuring Rotary lifts, complete air and exhaust systems and Kaeser compressors, bulk oil, lubrication and fluid systems featuring Graco equipment, Hoffman wheel alignment, balanc- ers, and tire changers. For more information please contact Brian Richards at 207-892-5700 or brichards@agtme.com. Bulk Oil Systems – Exhaust Systems-Compressed Air Systems-Automotive Equipment

17

D R I V E

Things Aren’t WhatTheyWere…

SCOTT IVES GENERAL MANAGER, BELKNAP SUBARU

18

N E W H A M P S H I R E

TIMES CHANGE… THERE WAS A TIME IN OUR BUSINESS WHEN PEOPLE WERE LINED UP TO WORK FOR US.

M y first job was mowing a local business’ lawn. It took hours… the lawnmower had no motor… it was pow- ered by rotation blades, which were only powered by the person pushing the mower. Times change… there was a time in our business when people were lined up to work for us. There were few jobs that could not be filled by placing an ad in a local paper or asking a member of your team if they knew anyone who would like to work with us. People were accus- tomed to working their way up in an organization, pay started at minimum and people rose up based on talent, ability and effort. Today there are fewer people looking for automotive jobs. The more difficult positions to fill are skilled, technical positions: Parts people, technicians and body shop workers. These are extremely important employees and they are no longer lining up to work for us. There are a multitude of reasons for this change. Parents point their children towards college and work that does not include grease and oil. There has been a not-so-subtle shift by teachers and guidance counselors guiding young people away from the trades. There is an incorrect assumption that trades are for less intelligent people or that manual labor is somehow demeaning and doesn’t pay. If we are committed to growth and prosperity, we need to change that perception. Our New Hampshire Automobile Dealers Association and its Education Foundation are working

hard to educate and inform the next generation of dealership and industry workers. They have hired people to be our eyes and ears in the search for great talent. Jessica Dade, the NHAEF assistant Executive Director, is reaching out to high school students and community college educators to create a bridge between students and schools. This is a great start, but we need people like Jessica in every community in New Hampshire. Even manufacturers have gotten into the game with programs springing up all over the country. They recognize that they need more people choosing these trades for their careers and it still isn’t enough. As dealers we need to get involved, too. This means committing our time and money to the effort. This means sitting on local advisory boards, meeting students in both high schools and colleges and building bridges. Bridges cost money, and this effort will need our financial support as well.We need to develop and offer programs and incentives to attract good talent and keep it. Some of this effort is utilizing programs that were successful in the past such as apprenticeships, tuition reimburse- ment and greater investment in high school and college shop programs. Some will be the new ideas percolat- ing in our heads. Our industry offers great promise for a very good life with jobs that are financially reward- ing and personally satisfying. Things aren’t what they were, but with some time and effort by us, they can be even better!

Scott Ives

19

D R I V E

Iconic Manchester Restaurant Sold, New Owners Looking at Bright Future – Father & Son Duo Look to Bring the Brazilian Flare Back to Manchester

Contact: Ben Graves Phone: 978-360-9463 Email: outreach@gauchosbraziliansteakhouse.com

Ben Left, Clark Right

20

N E W H A M P S H I R E

THE RESTAURANT IS NOT JUST FOR MEAT- LOVERS. THERE IS A FULL SALAD BAR, AS WELL AS OTHER HOT ITEMS THAT ANYONE CAN ENJOY. “WE HAVE A GREAT SELECTION FOR ALL CUSTOMERS. IF YOU ARE NOT A MEAT FAN, NO PROBLEM, WE HAVE PLENTY FOR YOU,” CLARK SAYS.

M ANCHESTER, NH, December 5, years the restaurant was owned by Jose Nieves, who brought the first Brazilian Steakhouse to Manchester. Now, the restaurant has new owners for the first time ever who are looking to infuse excitement into the Manchester restaurant. Father and son duo Clark and Ben Graves purchased the restaurant in early November. The two have been working extremely hard along with their staff focusing on quality, value and the guest experience. “I have been in the customer service business for over 15 years. I am excited to share my passion for making customer’s happy here at Gauchos,” says Co-Owner Ben Graves. Being a Brazilian Steak House makes Gauchos Churras- caria unique. Main course items such as chicken, beef, and salmon are brought right to your table by cooks known as “Gauchos.” Clark Graves, Co-Owner, states, “We want to make Gauchos an experience one will not forget. We have an unusual dining atmosphere, in a great location here in downtown Manchester, and we can’t wait to make Gauchos a sought-after dining experience.” The restaurant is not just for meat-lovers. There is a full salad bar, as well as other hot items that anyone can enjoy. “We have a great selection for all customers. If you are not a meat fan, no problem, we have plenty for you,” Clark says. Gauchos also has an inviting bar that has something for everyone. With a new bar menu, including many great appetizers such as chicken wings/fingers, calamari, fish/ chips among other items, it is a great place to hang out with friends, watch a game, or have a drink before dinner. Gauchos Brazilian Steak House is open seven days a week, serving lunch Tuesday – Saturday, dinner seven nights a week, as well as a great brunch every Sunday. Ben says, “We have so much planned, and we are just getting started. One of my favorite changes, that we have made already is bringing back the chocolate fountain for our Sunday brunch. Who does not love an all–you–can– eat–brunch with a chocolate fountain?” Reservations are always recommended, along with an appetite. It is great to have excitement back in an iconic restaurant here in downtown Manchester; please visit them at 62 Lowell Street. If you would like more information on Gauchos or for reservations, please call Gauchos Churrascaria Brazilian Steakhouse at: 603-669-9460 or visit them at www.gauchosbraziliansteakhouse.com. 2018— Gauchos Churrascaria Brazilian Steak House has been located on Lowell Street in down- town Manchester since 2003. For 15

Bronze Partner Auto/Mate Dealership Systems

Troy Potter

Franchise dealership management systems Auto/Mate is a leading DMS provider comprised of employees with more than 1,200 years of combined dealership experience, the foundation of it’s “By Car People, For Car People™” slogan. We’re committed to winning our dealers’ business each and every month with no long-term contracts and free software upgrades. For information on Auto/Mate Dealership Systems please contact Troy Potter at (877) 340-2677 or via email at tpotter@automate.com

Bronze Partner Horsch/Lappen’s Garage Equipment

Automotive Repair Equipment Contact Mike Horsch for lift inspections and all your equipment needs: lifts, tire changers, wheel balancers, exhaust, lube, and air systems as well as parts room and tech benches and more. We also can help you layout your new or existing facility.

For more information please contact at (603)498-5408 or mhorsch@lappens.com

21

D R I V E

Bronze Partner

Advertiser Index National Power Sports.................... IFC Auto Auction of New England ..... 3 Northeast Delta Dental. ................. 9 Nancy Phillips Associates ............. 9 Manchester Radio Group............... 14 St. Mary’s Bank................................ 14 iHeart Media..................................... 22 Auto Use............................................ IBC Southern Auto Auction................... OBC

Mike’s Equipment Repair

Mike Macenas

Specializing in automotive lifts and garage equipment repair Specializing in the installation and repair of automotive lifts, tire equipment, brake lathes, air compressors, lubrication equipment, and lift inspections. Over 30 years experience. Authorized Service Center for Rotary Lifts, Coats & Ammco. For more information please contact Mike Macenas at 603-582-6628 www.mikesequipmentrepairnh.com

Bronze Partner Arrow Equipment Inc.

Distributors of Waste Oil Heaters Waste Oil Fired Heaters Sales, Service & Installation Auto dealer CPAs and consultants For more information please contact Rod Trahan at rod.netarrow@gmail.com or Jesse Trahan at jessearrow@gmail.com.

Thank you to our advertisers!

When you make business decisions, are you supporting the members of the NHADA?

iHeartMEDIA is proud to be an NHADA member. We can help you sell more.

RADIO DIGITAL SOCIAL PODCASTS INFLUENCERS DATA EVENTS

Call 603-518-1967 to speak to an iHeartMedia representative today!

Home of Greg & The Morning Buzz and the local voice of New Hampshire Today with Jack Heath

22

N E W H A M P S H I R E

T hese Partners have answered the call and supported NHADA programs and events. Please consider your partners first when you need professional services for your business. To become a 2019 NHADA Partner, please call Jean Conlon at 800-852-3372 or email jconlon@nhada.com. Companies endorsed by the NHADA are listed first within each association partner level. Thank You 2019 NHADA Partners!

DIAMOND

American Financial & Automotive Services Inc.*

Cox Automotive, Inc.

PLATINUM

NHAD Services, Inc.- Insurance Division* NHAD Services, Inc.- Products Division* NHADA Workers’ Compensation Trust*

STAPLES® Business Advantage* TRUECar WMUR-TV/WMUR.com

GOLD

Harvard Pilgrim Health Care* Bank of America Merill Lynch

O’Connor & Drew, P.C. Wells Fargo Auto

SILVER

Northeast Delta Dental* ACV Auctions Albin, Randall & Bennett Devine Millimet

Southern Auto Auction St. Mary’s Bank Wipfli/MacPage LLC

BRONZE

csONE Benefit Solutions* Aftermarket Specialists Arrow Equipment, Inc. Auto Auction of New England Auto/Mate Dealership Systems Automotive Garage Tools (AGT)

GW Marketing Services Holmes Law Offices PLLC Horsch/Lappen’s Garage Equipment Jewett Construction JM&A Group KeyBank Nancy Phillips Associates, Inc. ProActive Leadership Group Rockland Trust Company Sanel NAPA Santander Bank Sullivan Tire Inc.®/Lift Works Corp. Mike’s Equipment Repair Morin Insurance Agency

Bellwether Community Credit Union Clean Harbors Environmental Services ConvenientMD Urgent Care Cook, Little, Rosenblatt & Manson, PLLC CUDL Drayton Distributors of New England - BG Products Enterprise Rent-A-Car ExpressMED/BOAC and Apple Therapy F&I Resources

* Endorsed

23

D R I V E

ByThe Numbers

Safety/OBD II Inspection Statistics

2018 Unemployment Rates by Area

SAFETY Inspection Results

January '19 Percent

of Total YTD '19 Percent of Total

TOTAL

123,705 101,503 12,550

100.0% 123,705 100.0% 82.1% 101,503 82.1% 10.1% 12,550 10.1% 5.2% 6,466 5.2%

Oct.

Nov. Dec.

PASS

United States

3.5% 3.5% 3.7%

CORRECTED REJECTED UNTESTED OBD Inspection Results (20 yrs. Old or Newer)

6,466 3,186

New England

3.0% 2.8% 2.9%

2.6% 3,186

2.6%

Connecticut

3.8% 3.0% 3.2%

Maine

3.2% 3.2% 3.2%

January '19 Percent

of Total YTD '19 Percent of Total

Massachusetts

2.9% 2.6% 2.7%

New Hampshire 2.1% 2.2% 2.1% Rhode Island 3.1% 3.7% 3.8% Vermont 1.8% 2.3% 2.3%

TOTAL

110,586 97,054

100.0% 110,586 100.0% 87.8% 97,054 87.8% 8.1% 8,908 8.1%

PASS

REJECTED UNTESTED

8,908 4,624

4.2% 4,624

4.2%

Title Statistics Report January 2019 New Hampshire Department of Safety, Division of Motor Vehicles Current 12 months Prior 12 months

% of change Jan.'19 Jan. '18 19 YTD 18 YTD

TITLES ISSUED FOR NEW AND DEMO VEHICLES TITLE ISSUED FOR USED VEHICLES

131,644

126,077

4.23

11,221

10,267

11,221

10,267

273,840

263,279

3.86

21,964 21,341

21,964 21,341

TOTAL TITLES ISSUED 405,484 389,356

3.98

33,185 31,608 33,185 31,608

TITLES ISSUED WITH A LIEN TITLES ISSUED WITH NO LIEN SALVAGE TITLES ISSUED

15,633 14,801 17,552 16,807

15,633 14,801 17,552 16,807 1,792 2,095

1,792

2,095

SALVAGE TAGS

132

5

132

5

HEAVY TRUCKS MORE THAN 15 YEARS HEAVY TRUCKS 15 YEARS AND LESS TITLES ISSUED FOR TRAILERS TITLES ISSUED FOR MOTORCYCLES TITLES ISSUED FOR MOTOR HOMES

43

48

43

48

163 755 480

369 720 425

163 755 480

369 720 425

59

52

59

52

24