Dateline: NH T GPS: Goals, Plans and Strategies

Dateline: NH
November 2012
a publication of the New Hampshire Automobile Dealers Association
GPS: Goals, Plans and Strategies
NHADA Maps Its Future
By Peter J. McNamara, President
T
here are many ways of mapping
journeys. For hundreds of years,
sailors have used sextants to reference the
altitude of the sun, moon and stars to
plot their voyage. When I squeezed into
the station wagon with my six siblings
(yes, six) for the family vacation, my
parents kept the dog-eared “State Farm”
road atlas handy. Today, most of us use
a GPS unit or phone app just to get to
the store to buy milk.
What’s in NHADA’s
Engine? You!
Now even NHADA has a G.P.S.
for its own journey: Goals, Plans and
Strategies. This GPS was created to map
the association’s voyage over the next three
years. Earlier this year, your NHADA
leadership team, led by then Chair Peggy
Proko, gathered for a retreat to examine
the association’s strengths, weaknesses,
opportunities and threats. This summer
the NHADA board, led by current Chair
Donna Gaudet Hosmer, adopted the final
strategic plan, dubbed the “GPS.” The
GPS consists of five strategic goals and
over 30 strategic steps.
The goals are deceptively simple:
GPS – continued on page 4
Thumbs Up For CCSNH
By Donna Gaudet Hosmer, NHADA Chair
C
entral to every NHADA member’s
business is an engine. Some of you
sell cars with gas or electric engines.
Some of you sell motor scooters with
49cc engines others sell equipment or
trucks with massive engines. Some of you
offer the latest in clean diesel engines and
others put natural gas conversion kits on
vehicles. Some of you service engines and
finally our recyclers dismantle vehicles to
sell the engines or components. Without
these engines, your sales and service –
your business – would disappear.
NHADA is no different. Its engine is
made up of volunteers. Without NHADA
owners and employees volunteering to
serve on committees, on boards of directors or even just making a phone call to a
state official, NHADA would sputter to
a halt. Fortunately, the NHADA engine
Engine – continued on page 21
James Strong, Ben Apgar, and Cameron Durling of Concord Regional Technology Center give the NH
Automotive Technology College and Career Fair a big thumbs up!
Photo by Jean Conlon
By Jean Conlon, NHAEF Programs Administrator
Nearly 800 high school students from all over NH got under the hood and in
the driver’s seat at an automotive career expo hosted by the NH Automobile Dealers
Association (NHADA), the NH Automotive Education Foundation (NHAEF), and
NH’s Community Colleges, at the NH Motor Speedway in Loudon on October 12.
The NHADA, NHAEF and the community colleges have partnered on this event
for many years to introduce NH students to opportunities in the automotive field.
Thumbs Up – continued on page 18
The colleges and area auto dealers
Learn Your Candidates’ Positions: www.nhada.com/elections
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
2012-2013 NHADA OFFICERS
Chairman
Donna Gaudet Hosmer
1st Vice Chair
Andy Crews
2nd Vice Chair
Chris Weiss
Treasurer
Holly Carlson
Secretary
Eileen Sleeper
President
Peter J. McNamara
Bronze Manheim New England
association partner
Wholesale auto auction
For more information, you may contact them
at 508-823-6600 or view their Web site at
www.manheim.com.
2012-2013 NHADA DIRECTORS
Peggy Proko, Immediate Past Chairman
Marc Bourgeois, At-Large Franchised/Independent
Michael Cooney, Independent Used Car
Roger Groux, At-Large
William Gurney, Independent Repair/Service
Paul Holloway, Honorary
Scott Holloway, At-Large
Jim Lagana, Heavy Duty Trucks
Mike Kopp, At-Large Franchised/Independent
George Mullin, Motorcycles
Ken Plante, At-Large
AIADA DIRECTOR
Peggy Proko
NADA DIRECTOR
Jack Tulley
This publication is designed to provide accurate and
authoritative information in regard to the subject matters
covered. In publishing this newsletter, neither the
authors nor the publisher are engaged in rendering legal,
accounting, or other professional services. If legal advice
or other expert assistance is required, the services of a
competent professional should be sought.
Advertisements appearing in
Dateline: NH do not indicate
a specific endorsement by NHADA
of the products or services unless
the NHADA endorsement symbol
appears with the advertisement.
Published monthly at Bow, New Hampshire,
by the New Hampshire Automobile Dealers Association.
Mailing address: P. O. Box 2337, Concord, NH 033022337, 603-224-2369/
800-852-3372.
STAFF
Publisher
Editorial Director
Managing Editor
Design and Layout
Advertising Coordinator
Photographer
Full Page:
1/2 Page:
1/3 Page:
1/6 Page:
Donna Gaudet Hosmer
Peter J. McNamara
Nathaniel Stout
Lisa Lavoie
Michael Rosenblum
ADVERTISING RATES
Color $700
Color $450
Color $375
Color $300
www.nhada.com
page 2
B&W $575
B&W $375
B&W $300
B&W $250
2012 Election Services Online: www.nhada.com/elections
Our website’s election section gives
you candidates’ answers to important
questions. Look for matrixes comparing
responses of candidates for particular
offices. A Legislative Scorecard looks
at the past two legislative sessions and
identifies six priority bills that NHADA
supported or opposed. NHADA urges
you to be as informed as possible for the
upcoming elections; these candidates
have such a direct impact on our industry here in NH.
For information, contact Dan
Bennett, vice president for government
relations, at [email protected] or call
800-852-3372.
Inside This Issue
Benefits
Insurance Division Opens Enrollment........................................................ page 3
Claims
Only 55 Shopping Days ’Til Christmas............................................................ 19
Loss Prevention Trains High Schoolers In Safety............................................... 22
Compliance
Who’s an Employee? Who’s an Independent Contractor?.................................. 10
Dealers and Inspection Station Audit Process Explained................................... 14
SQG Self-Certification Due This Year (Again!)................................................. 16
Departments
NADA News: Stair-Step Incentive Programs Opposed....................................... 7
From Your AIADA Director - Election Fatigue Aside, Your Vote is Critical......... 9
Education
NHADA Golf Tournament - Something to Cheer About............................ 12-13
Jewett Automotive Design & Construction Supports Automotive Education... 17
Features
Jack Tulley Honored at October Retreat............................................................. 8
First John T. Grappone Spirit of Excellence Award Presented............................ 15
Grand Opening at the New Grappone Toyota.................................................. 23
Workers’ Compensation
Why is Workers’ Compensation Impacting Medicare Coverage?......................... 6
November 2012
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Insurance Division Opens Enrollment
Laurie Churchill, Account Producer
R
ising prices continue to be the main
culprit for increases in health care
costs, growing at about twice the rate of the
general Consumer Price Index (CPI). The
Northeast has the highest per-capita spending in the country. In addition, health care
spending in New Hampshire is increasing
even more rapidly because by 2030, nearly
a third of us will be over the age of 65.
This is challenging for employers who
seek to control costs, comply with health
care reform legislation, and balance
benefits with employees’ need for access to
affordable health care, a secure retirement
and a competitive salary.
At NHADA, our focus is on three
major things:
•bringing affordable options to our
member employer groups,
November 2012
•engaging employees to be active consumers of their healthcare, and
•simplifying our offerings for the ease
of doing business.
Then we go one important step further
with personalized service to assist members throughout the year.
In 2013, we continue to offer twelve
Anthem Blue Cross and Blue Shield plans
and offer as many as three plans within
one employer group.
No matter what the size of your business is, we at NHADA use our purchasing
power to establish rates that are as competitive as possible while appropriately
reflecting the dollars needed to cover
claims and administrative expenses.
NHADA also offers many other
products and services through Northeast
Delta Dental, VSP (Vision Service Plan)
and Anthem Life and Disability. There
is no rate change for any of these plans
for 2013.
If you would like to see proposals
for any of our NHADA employee benefits, please feel free to contact Laurie
Churchill at [email protected] or
call 800‑852‑3372.
nOVEMBER Online
Store Special
15% Off!
entire month of May
Job and Time Tickets
www.nhada.com/store
or call 800-852-3372
page 3
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
GPS – continued from page 1
Membership Excellence: Provide essential
services to grow and retain membership.
Public Relations: Promote the industry’s
positive image and impact.
Leadership Development: Maintain
a structure, workforce and finances to
B
ronze
sustain a powerful association.
Advocacy: Continue to be the industry’s
trusted leader and voice.
Education & Resources: Be the preeminent source for compliance education and
information.
association partner
Admirals Bank
Provides auto financing & competitive rates
For more information, please contact John Saviano
by phone 401-248-7229 or email [email protected]
Track us: I’ve included a one-page GPS
sheet that lists the five goals and most of
the strategic steps. You can access this at
http://bit.ly/X1XKGZ. Going forward,
Dateline: NH will provide occasional
postcard updates to let you know how
our GPS journey is going. You are part
of the NHADA family so you’ll want to
hear about our travels!
Join us: Please read Donna Hosmer’s
article about volunteering for the association (front page). We would love to have
you hop into the family station wagon
as we go on this three-year expedition. I
promise you’ll get a window seat.
Upcoming Seminars
11/13 Harassment & Discrimination
Prevention – Mark T. Broth, Esq.,
Devine Millimet
11/14 F&I Best Practices –
Brad Heim, F & I Resources
12/11 Tax Planning for 2013:
The Aftermath of the Election –
Bart Haag of Albin, Randall and
Bennett
12/18 Employment Law:
Wage & Hour – NH Wage &
Hour; Administrator Michele
Small and Jennifer Shea Moeckel,
Esq., Cook, Little, Rosenblatt &
Manson, pllc
Watch for NHAEF weekly emails for
updates and registration instructions.
page 4
November 2012
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Why is Workers’ Compensation
Impacting Medicare Coverage?
Peter Sheffer, WCT Director
M
edicare has been in the spotlight
recently as politicians debate the
best and most cost effective way to provide
health care services for Americans over
the age of 65.
We are all painfully aware of the rising
cost of health care and the potential lack
of funding for Medicare in the future.
Medicare has always tried to capture
money that has been paid out for medical
services, but which should have been paid
by some other insurance carrier.
The current administration has stepped
up such efforts through the use of mandatory insurance carrier electronic reporting
of claims. The Medicare Secondary Payer
Mandatory Reporting Provisions in
Section III of the Medicare, Medicaid,
page 6
and SCHIP Extension Act of 2007 developed a timeline whereby Group Health
Plans, Liability Insurance, No Fault
Insurance, and Workers’ Compensation
are required to electronically report claims
to the Medicare Coordination of Benefits
Contractor. Stiff penalties were put into
place to ensure compliance with reporting
deadlines.
When the claims are reported to a
coordination-of-benefits contractor, that
person determines if Medicare has made
payments on a claim for which other
insurance was responsible. If they find
that Medicare has made such payments,
a letter is sent to the responsible insurance
carrier with a copy to the Medicare beneficiary advising them of the potential pay-
ment and ultimately Medicare requests
reimbursement. Again, stiff penalties are
in place for failure to reimburse Medicare
within the required timeframe.
The NHADA Workers’ Compensation
Trust, as required by the Medicare
Secondary Payer Reporting Provisions,
has been electronically reporting claims
on a quarterly basis since April 1, 2011.
Therefore, NHADA WCT employees
who are covered by Medicare or Medicaid
have been receiving notices from Centers
for Medicare & Medicaid Services
(CMS) notifying them of a potential
incorrect payment. In some extreme
cases, Medicare or Medicaid recipients
have been contacted by CMS and advised that they will not cover any further
November 2012
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
NADA News: Stair-Step Incentive Programs Opposed
NADA Launches National Ad
Campaign Against Stair-Step
Incentive Programs
NADA kicked off a national print ad
campaign Sept. 10 detailing the many
negative aspects of manufacturer stairstep incentive programs. The full-page
ad, “Stair-Step Incentive Programs
are Bad for the Auto Industry,” began
running in the Sept. 10 edition of
Automotive News. The ad points out that
“stair-step programs create too many
negatives to justify their use.” Stair-step
programs “harm brand credibility; hurt
dealers of all sizes; undermine relationships between dealers and their customers; have an adverse effect on CSI scores;
and destroy consumer confidence in
dealers – and in manufacturers’ brands.”
The ad concludes: “There are better ways
to structure incentives.” Visit http://
bit.ly/QnxKlC to view the ad.
Editor’s note: Send an email to [email protected] to tell us what you think
about these programs and other manufacturer intrusions into dealers’ businesses. All
messages will be kept strictly confidential.
NADA Convention Registration Open
New-car dealers and their managers planning to attend the NADA Convention
and Expo in Orlando, FL, in February are
encouraged to register today during the
advance registration period to receive a
$75 discount off the onsite rate. “Dealers
should also register in advance to book the
hotel rooms of their choice,” said Mark
Scarpelli, chairman of NADA’s convention
committee. “With several conferences
running at the same time in Orlando next
February, hotel rooms will fill up quickly.”
Seven out of 21 NADA convention hotels
have already sold out. They include the
Westin, Hilton, Peabody, Embassy Suites,
JW Marriott, Ritz-Carlton and the Rosen
Centre. The 96th Annual NADA convention will be held at the Orange County
Convention Center from Feb. 8-11, 2013.
The ATD Convention and Expo will once
again run concurrently with NADA.
Keynote speakers include John Krafcik,
president and CEO of Hyundai Motor
America; inspirational speaker Mark Kelly,
space shuttle commander of Endeavour’s
final mission; NADA Chairman Bill
Workers’ – continued from previous page
treatment due to an open workers’
compensation claim. To date we have
been able to quickly resolve these issues
by writing to CMS and clarifying the
status of the workers’ compensation
claim. CMS has been very responsive to
these cases and quickly reinstated
coverage.
Initial reports from the Government
Accountability Office’s review of the mandatory reporting for non-group health
plan revealed a net increase in savings
for Medicare for the period 2008-2011
at approximately $124 million dollars.
November 2012
Inevitably in a process as large and encompassing as the Mandatory Reporting
Act, there will be some glitches. We are
happy to report that to date those glitches
have been minor and easily and promptly
resolved with Medicare.
If a past or present employee contacts
you complaining about a letter from CMS
or a telephone call from their medical
provider regarding a denial from Medicare
due to an open workers’ compensation
claim, please refer them immediately to
me, Pete Sheffer, at [email protected]
or call me at 800‑852‑3372.
Underriner; and incoming NADA
Chairman David Westcott. Dealers will
have an opportunity to meet face-to-face
with top automaker executives at 26
dealer franchise meetings to discuss their
marketing plans, sales outlook and new
product launches. NADA University
will be offering a total of 58 different
workshops for car and truck dealers and
their managers, including 27 new speakers
and 20 new workshop topics. More than
500 companies are expected to exhibit on
the expo floor. To register, including hotel
reservations with discounted rates, visit
www.nadaconventionandexpo.org.
NADA – continued on page 8
Bronze
association
partner
ScanPoint
Document imaging
For more information, please contact
Jonathan Lavelle, (603) 664-3318,
[email protected]
NHADA
ENDORSED
page 7
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Jack Tulley Honored at October Retreat
John “Jack” E. Tulley II, Tulley, Buick-GMC-BMWMazda-VW, was honored at the NHADA all-board
retreat at the Omni
Mount Washington
Hotel October 11
and 12 for his many
years of service
to the NHADA
and as director
on the National
Automobile Dealers
Association, where
he currently chairs
the Dealers Election
Action Committee.
Photo by Michael Rosenblum
Jack remains NADA
director through next February. With him above is Peter J.
McNamara, NHADA president (left).
NADA – continued from page 7
Used Vehicle Trade-in Equity On the Rise
A declining supply of used vehicles, strong consumer
demand and improving vehicle quality have resulted in
higher trade-in equity on many used cars and light trucks.
“Higher trade-in equity on used vehicles will help facilitate
the release of pent up demand for a growing number of
consumers making the jump off the sidelines and into a
vehicle purchase,” said Jonathan Banks, executive automotive analyst with the NADA Used Car Guide. “The equity
position that consumers find themselves in today is better,
and in some cases, dramatically better than it was three
years ago.” Visit http://bit.ly/QnxTWf for the full article.
For more information, visit www.nada.com/b2b.
NADA Adds Certified Pre-Owned Values to ‘Used Car Guide’
The NADA Used Car Guide is now providing manufacturercertified pre-owned (CPO) values for every qualified vehicle in its
printed and electronic editions. “We recognize the tremendous
NADA – continued on page 14
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page 8
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November 2011
Dateline: NH
From Your AIADA Director
Dear Friends,
As I write this, we are in
the final stages of election season. Candidates
are making their final
lap around the track in
hopes of securing the
Peggy Proko
votes they will need for
victory. Thanks to the barrage of television
commercials, phone calls, and candidate
signs on every street corner, I’m sure most
of us are experiencing election fatigue.
However, for all Americans, but especially for dealers, this election is particularly important. Issues like trade, taxes,
labor and energy are at play this year more
than ever before. No matter which party
wins the White House or either chamber
of Congress, dealers should expect that all
of these issues will be heavily impacted by
the inevitable, new legislation.
Dealers – particularly those who own
international nameplate franchises – rely
on principles of global trade every day.
Earlier this year, Japan attempted to join
the Trans-Pacific Partnership (TPP). The
partnership, comprised of several Pacific
Rim countries, is working on an agreement to boost trade and investment opportunities in the region, but has shut out
Japan after U.S. automakers alleged that
its market is closed to Detroit vehicles.
AIADA fully supports Japan’s inclusion
in the TPP, believing that despite the
rhetoric, elimination of trade barriers can
help improve global income by $2 trillion
and U.S. income by almost $500 billion.
Taxes also stand to be impacted during the next Congress. January 1, 2013
will generate the largest tax increase in
November 2012
a publication of the New Hampshire Automobile Dealers Association
Election Fatigue Aside,
Your Vote is Critical
American history unless Congress and the
President work together to avert massive
year-end tax increases, including marginal
tax rates, capital gains and dividends, as
well as the Estate Tax. Massive federal
budget cuts are also slated to take effect
on January 1, resulting in what many have
termed a “fiscal cliff.” Without a doubt,
the 113th Congress will have its hands full
when it arrives in Washington in January.
As I mentioned in previous letters,
labor issues have played a startling role in
Washington in the past year. The National
Labor Relations Board (NLRB) was stocked
with union-friendly presidential appointments, resulting in a slew of regulatory
rulings – including the “Ambush Election
Rule.” Before they head to the polls, dealers
should take the time to know and understand labor issues and how they are impacting their ability to provide employment and
generate revenue in their communities.
Dealers need to be aware of energy issues. Gas prices have fluctuated
this year, but are on the rise again. In
August, President Obama released new
CAFE standards that established a 54.5
miles-per-gallon national fuel efficiency
standard by 2025. These standards are
expected to increase the cost of vehicles,
an issue dealers must be aware of. One
of my fellow AIADA board members,
Jeff Morrill of Planet Subaru in Hanover,
MA, expressed why energy should be on
the minds of dealers on election day: “As
community leaders, we car dealers wield a
lot of influence with our votes, our donations, and our personal relationships with
legislators. Energy policies will affect the
vehicles we sell, the quality of our environment, and even our national security.”
Each of the issues I’ve discussed will
impact one very important thing: the
ability of our dealerships to provide jobs
in our local communities. As economic
catalysts, this issue must be at the top of
our minds as dealers when we enter the
voting booth. With a growing $1.1 trillion
budget deficit, 23 million unemployed or
underemployed Americans, and excessive federal regulations currently in the
pipeline that are expected to cost American
businesses more than $515 billion in the
coming years, this is not a time for dealers
Election Fatigue – continued on page 18
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Property and casualty
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at 774-210-0092.
page 9
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Who’s an Employee? Who’s an Independent Contractor?
Ryan Hale, Loss Prevention Consultant
I
n September of 2011 the United
States Department of Labor (USDOL)
enacted an initiative to identify industries
that may be misclassifying their employees
as independent contractors. The purpose
behind this initiative is to ensure that
employees receive the rights and benefits
to which they are entitled.
Due to misclassification, these employees don’t have access to employment
benefits, overtime, minimum wage, state
workers’ compensation benefits and unemployment. Misclassification also leads
to a significant loss of revenue for the IRS.
NHADA was recently notified by the
USDOL of the department’s concern that
New England dealerships may be paying
certain employees, mainly those working in the reconditioning deparment, as
independent contractors.
So how do you determine if someone
is an employee or an independent contractor? The NH Department of Labor
(NHDOL) has established criteria a
person must meet to be classified as an
independent contractor. Effective August
6, 2012, the Legislature has replaced the
current 12-part test that has been used
to determine whether an individual is
an employee or an independent contractor according to criteria from the
following statutes: NH Wage/Hour,
RSA 275; Whistleblower, RSA 275-E;
Minimum Wage, RSA 279; and Workers’
Compensation, RSA 281-A. The new
standard draws from a new seven-part
test.
If they don’t meet all of the following
criteria, a person working at your business
must be classified as an employee and
must be paid in accordance with state
and federal laws:
•Possesses or has applied for a federal
employer identification number or
social security number, or in the
alternative, has agreed in writing to
carry out the responsibilities imposed
on the employers;
•Has control and discretion over the
means and manner of performance of
the work, in that the result of the work,
rather than the means or manner by
which the work is performed, is the
primary element bargained for by the
employer;
•Has control over the time when the
work is performed, and the time of
performance is not dictated by the
employer; however, this shall not
NHADA
ENDORSED
prohibit the employer from reaching
an agreement with the person as to
completion schedule, range of work
hours, and maximum number of work
hours to be provided by the person;
•Hires and pays the person’s assistants,
if any, and to the extent such assistants
are employees, supervises the details of
the assistants’ work;
•Holds himself or herself out to be in
business for himself of herself or is registered with the state as a business and
the person has continuing or recurring
business liabilities or obligations;
•Is responsible for satisfactory completion of work and may be held
contractually responsible for failure to
complete the work; and
•Is not required to work exclusively for
the employer.
This criteria can also be found on the
new mandatory NHDOL Independent
Contractor poster which was required
to be posted by August 2012 and can
be purchased from NHAD Services Inc.
View this item at http://bit.ly/PxGwAP.
If a person or persons work in your
dealership for a company that covers that
person on their workers’ compensation
policy, you must be careful not to assume
supervision in order to avoid creating an
employee/employer relationship.
For your reference, I’ve highlighted
four previous Dateline: NH articles addressing this topic:
• March 2011: “Claims Corner:
Independent Contractors or
Employees,” visit http://bit.ly/W0J5wP;
• June 2011: “Manage Risks of Using
Independent Contractors to Reap the
Benefits,” visit http://bit.ly/W0JvmN;
• November 2011: “Employee vs.
Employee or Contractor? – continued on page 17
page 10
November 2012
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
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November 2012
page 11
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Dealers and Inspection Station Audit Process Explained
by Sgt. Michael McQuade, State Police, Troop G
A
concentrated effort by the Division
of Motor Vehicles (DMV), the State
Police, and the NHADA has been made
over the past year to identify and address
the needs of the motor vehicle industry
and the state as they relate to the regulation of dealership and inspection station
licensing programs.
New Hampshire’s goal is to identify a
clear standard of what is needed to meet
compliance with all administrative rules
and laws, and to achieve 100 percent
voluntary compliance.
The first phase of this philosophy was
adopted approximately a year ago by
the hiring of eight State Police civilian
employees, now identified as Automotive
Equipment Inspectors (AEIs). The AEIs
were specifically screened to have the
following qualities and experience:
automotive, mechanical, small business,
and dealership knowledge; these characteristics are intended to help bridge the
communication gap between the industry
and state officials.
To date, the program has been an
overwhelming success. We look forward
to introducing the program to each of you
as the AEIs conduct audits with their as-
signed dealerships and inspection stations.
It is important that those in the motor
vehicle industry understand the philosophy behind what the state is trying to
achieve with each audit. With these links,
you can view the sample audit form of
common inspection items (in Word, visit
http://bit.ly/Sh0JHD or PDF, visit http://
bit.ly/Sh0n3O). Please realize, though,
that this is not all-inclusive of what an
audit could uncover.
When an audit has been conducted and
a deficiency has been identified, the State
Police will work with the respective business to explain the deficiency and provide
suggestions or solutions. State Police will
follow up with a return audit to ensure
ultimate compliance with the regulations.
Only after education and mentoring
has failed will the inspection station, mechanic, or dealership be held accountable
through progressive, established sanctions.
The primary function of the AEI or
trooper who is conducting the audit is to
identify your business model, providing
the DMV with information to create a
virtual picture of your business to better
identify your needs.
Information will be gathered on
standardized forms using a standardized
B
ronze a s s o c i a t i o n p a r t n e r
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For more information, please contact Nancy Phillips or
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page 14
formula — established by the DMV —
to recommend a dealer plate allocation
number. There is no violation necessarily
if a dealership’s needs and current plate
total diverge from the recommended
formula, nor does it mean the dealerships
will have plates taken away. It does mean,
however, that the DMV will look at the
variety and unique data of each business
and determine a proper plate allocation
number. If the DMV elects to make a
change within a dealership’s current plate
count, the dealership will be notified and
will have the ability to communicate with
the DMV and ask for reconsideration.
Final decisions on all aspects of the
program rest with the DMV, not with
the State Police.
It is New Hampshire’s goal to enhance
the safety of the state’s roadways by ensuring that all vehicles sold or operated in
the state pass a thorough and consistent
inspection process. To achieve that goal,
we are committed to a collaborative and
continual relationship with you, the
members of NHADA.
For more information, contact the
DMV Dealer Desk at 227-4120 or Dan
Bennett, NHADA vice president of
government relations, at 800-852-3372.
NADA – continued from page 8
effort that manufacturers and new-car
dealers have put into developing and
raising consumer awareness of CPO
programs,” said Mike Stanton, vice
president and chief operating officer of
the NADA Used Car Guide. “Our focus
is to improve the accuracy of CPO values
through NADA’s industry-leading data
collection and analysis.” Visit http://bit.
ly/Qny8AT for the full article. For more
information, visit www.nada.com/b2b.
November 2012
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
First John T. Grappone Spirit of Excellence Award Presented
J
ohn T. Grappone, who passed away
last February embodied all that is
good about dealers. In recognition of his
contributions, the NHADA has created
the John. T. Grappone Spirit of Excellence
Award, to be given each year to an
NHADA member who has contributed
not only to the automotive industry,
but also to the community. It includes a
$1,000 in the winner’s name to a charity
of his or her choice.
The winner of this award goes to
Paul Holloway, president of Holloway
Automotive Group.
Paul is an accomplished business
leader and entrepreneur. In 1967 he
purchased his first dealership in Exeter.
He currently owns several dealerships in
NH representing Mercedes-Benz, Buick,
GMC, and Cadillac. Paul has influenced
NH business, politics, philanthropy, and
state government, but his most enduring
legacy may be the improvements he has
championed at the state’s university and
community college systems.
He has held leadership positions both
in the NHADA and at the National
Automobile Dealers Association.
Among his many honors, Paul was
named 2004 TIME Magazine Quality
Dealer of the Year. He is a recipient
of the Plymouth State College Robert
Frost award for outstanding citizenship,
and UNH’s Lawrence Whittemore
Distinguished Service Medal in recognition of his contributions to the school’s
programs. He holds an Honorary Doctor
of Laws Degree from UNH. Keene State
College dedicated a new residence hall in
his name and UNH named the Holloway
Commons dining hall in his honor.
He c u r r e n t l y c h a i r s t h e N H
Community College System, serves as
NH Lottery Commissioner, and is an
November 2012
Honorary Director of NHADA.
Paul is committed to giving back
to his community and the state of
NH. His family endowed the Paul J.
Holloway Prize Business Innovationto-Market Competition at UNH, and
established the Little Harbour Charitable
Foundation, which has raised more than
a million dollars for children’s causes in
the seacoast area. Paul and his wife Anna
Grace reside in Rye.
L-to-R: Paul Holloway, Holloway Automotive Group;
Amanda Grappone Osmer, Grappone Automotive
Group presenting the award; and Donna Gaudet
Hosmer, AutoServ Dealerships and NHADA chair.
Photo by Michael Rosenblum
it’s not just business,
it’s personal
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.
DEALERSHIP SALES | ACQUISITIONS | EVALUATIONS
603-658-0004 | WWW.NANCYPHILLIPS.COM | [email protected]
page 15
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Rockingham and Strafford County Hazardous Waste Generators:
SQG Self-Certification Due This Year (Again!)
Daniel Bennett, Environmental Affairs Specialist
I
f your facility is located in Rockingham
or Strafford county, and you are registered as a Small Quantity Generator
(SQG) of hazardous waste with the New
Hampshire Department of Environmental
Services (NHDES), your facilities selfcertification form is due to the NHDES
by January 1, 2013.
You may remember this program from
three years ago, though the forms and
information to be filed out may have
changed since the last time you were
required to submit them.
The SQG self-certification program
requires a facility that generates small
quantities (under 220 pounds a month)
of hazardous waste to complete a set of
required forms once every three years. The
forms require a fee of $90 per year for a
total submittal of $270 and each facility
must verify and attest to compliance with
all of the applicable environmental rules
and regulations that affect each facility.
If you are a registered generator of
hazardous waste with an active EPA ID
number, you should have received your
forms in the mail. The NHDES mailed
copies of the form to each facility on or
around October 1. If you are not in receipt
of your facility’s copies by now, you are
required to notify the NHDES; they will
ensure that you receive them.
As always, NHADA’s environmental
specialist stands ready to assist you with
the completion of the required selfcertification and notification forms.
The SQG self-certification process
presents opportunities and options for a
facility to review and reduce the hazardous
waste generated at each facility. An advantage of this self-audit for certain facilities
is the potential of discovering that you no
longer need to comply with the rule, and
ultimately reducing your environmental
regulatory burden, costs, and liability.
If you have any questions regarding
your facilities generator status, this rule
and its requirements or any other environmentally related issues, do not hesitate
to contact me at 224‑2369 or by email at
[email protected]
Your fellow NHADA members have saved $$$ by locking in
low gas and electric rates from Competitive Energy Services.
“We saved $2,670 on electric expenses
comparing year-to-date June 2012 vs.
2011, a 20% savings. Wow!”
Doug Miles, Seacoast Volkswagen
AutoFair Automotive Group § Banks Chevrolet Cadillac Buick GMC
Crest Auto World § Foss Motors § Gurney’s Automotive Repair
Quirk Auto Dealers § Peters of Nashua § Seacoast Volkswagen
Tulley Automotive Group
NHADA
ENDORSED
For more information on how you can also save money, contact
Keith Sampson at (866) 408-4591; [email protected]
page 16
November 2012
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Jewett Automotive Design & Construction
Supports Automotive Education
Peter J. McNamara, NHADA President/NHAEF Executive Director
Whenever Jewett Automotive Design & Construction completes a new building or
renovation for an NHADA member, the New Hampshire Automotive Education
Foundation receives a $1,000 check in the mail. Craig and Alison Jewett believe in New
Hampshire’s automotive industry, and they believe in education.
Since 2008, we have received $15,000, which will go toward furthering the education
and training of NHADA members’ employees, working with high school and college
automotive technology programs, and providing scholarships to deserving students
pursuing careers in New Hampshire’s automotive industry.
The donations commemorated: Audi of Stratham, AutoServ Nissan, AutoServ
Volkswagen, Belknap Subaru, BMW of Stratham, Fenton Family Dealerships, Ford
of Londonderry, Foss Motors Inc., Grappone Collision Center, Grappone Hyundai,
Grappone Toyota, Irwin Hyundai, Manchester Community College’s automotive technology center, Porsche of Statham, Subaru of Keene,Tulley Buick-GMC-BMW-Mazda-VW
and Tulley BMW.
Thank you, Craig and Alison, for your support of NHADA, our education foundation,
and NHADA members.
Employee or Contractor – continued from page 17
Independent Contractor,” visit
http://bit.ly/W0JKOK; and
• December 2011: “54.5 MPG is Still
Far from the 2025 Finish Line,” an
NADA Update by Jack Tulley,
visit http://bit.ly/W0JZcO.
It’s more important than ever now to take
a close look at your operation and verify
that your employees are being paid and
treated like employees not independent
contractors. NHADA is developing a
PowerPoint presentation to assist you
in training all affected managers. This
training will be provided on NHADA’s
website upon completion.
Feel free to contact me or another member of the Loss Prevention
Department or Claims Department at
800‑852‑3372 with questions. NHADA
Employee or Contractor – continued on page18
November 2012
page 17
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
technology, finance, and sales,” said Tom Employee or Contractor – continued from page 17
Cavanaugh, fixed operations director of members also have access to two free
the AutoServ Dealerships. “Technicians legal hotlines which can assist you with
can earn a salary of $70,000 or more, this or any other employment law isand work in a comfortable environment sue: Devine Millimet at 695‑8582, and
with advancement opportunities. These Cook, Little, Rosenblatt & Manson, pllc
are financially rewarding careers in an at 206‑4901.
industry that has really evolved into a
high-tech, sophisticated enterprise with Election Fatigue – continued from page 9
the demand for a broad range of skills. ” to turn our attention elsewhere. I hope
The students were challenged to visit you will join me in supporting elected
each college booth and report on some- officials that will enable rather than hinder
thing they learned at each, along with our work as business owners.
Further information on these and other
what they most liked. The colleges received
positive comments about their programs, issues is available on AIADA’s website:
the co-ops, and available opportunities. www.AIADA.org/the-issues. Take a few
My favorite student comment says it all: minutes to review them and encourage
“I learned that if you stick to what you your employees to do the same. Then, do
the most important thing: vote!
want to do, you will be successful.” Thumbs Up – continued from page 1
showcased a variety of vehicles, new
technology, including computerized
diagnostic systems. The students joined
in interactive contests and hands-on
activities. College admissions personnel
answered questions about educational
opportunities and financial aid. Vincent Fittante, automotive technology instructor at Mascenic High School
said it best: “Even though the weather
may not have been perfect, the event was.
All my students walked away with a much
better appreciation of what NH community colleges offer in auto technology.”
“Students are surprised to learn of the
variety of careers in the auto industry
in New Hampshire. In addition to
technicians, we have jobs in information
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November 2012
Dateline: NH
Only 55 Shopping
Days ’Til Christmas
a publication of the New Hampshire Automobile Dealers Association
B
ronze
Seacoast Media Group
Brian Duplessis, Loss Prevention Coordinator
T
hat’s right, winter is closing in fast,
and with it comes the potential
for expensive weather-related slip/fall
injuries. The high cost of these injuries
can devastate a Workers’ Compensation
Trust (WCT) member’s loss experience
leading to higher premiums and little to
no rebate.
The WCT Loss Prevention Department
is again working with members to implement a wide array of risk management
activities aimed at preventing winter
claims. A very effective tool developed
last year was the Lot Inspection Report
(download it at http://bit.ly/ufCIPA).
These are used to ensure that grounds
are well cleaned and maintained free of
snow and ice.
Also, just as with last year, we are sponsoring a slip/fall prevention contest where
individuals at WCT member businesses
can win prizes by submitting completed
Lot Inspection reports or pictures of well
cleaned parking lots and/or ideas to prevent weather slip/fall injuries! Every entry
wins! Entries should be submitted within
36 hours of an accumulating snowfall by
faxing to 603‑224‑8126 or by email to
[email protected]
The loss prevention department can
also assist in developing winter weather
action plans and provide training for
employees. Lastly, there are a wide variety
of helpful products like slip-on traction
aids and heating mats available from our
store at NHAD Services, Inc. – Products
Division. Lastly, stay on the lookout for
more information in the WCT Newsletter.
If you would like more information,
contact me at [email protected]
or call the loss prevention department at
800‑852‑3372.
November 2012
association partner
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For more information, please
contact Tammy Ham
at (603) 570-2167 or
[email protected]
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508-833-8594
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978-443-0859
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W.W.
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Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Engine – continued from page 1
is in good condition but it needs constant Liaison Committee; Jim Zenevitch of Ginsburg of BMW of Stratham, both to
maintenance and renewal.
Interstate Used Cars II Inc., Events serve on the Public Relations Committee.
This is where you come in. NHADA Committee; Marshall Tulley of Tulley
Additionally, volunteers serve in other
has multiple volunteer opportunities Automotive Group and Mary Macdonald capacities including for the education
that range from serving on a board that of Macdonald Motors, both serving on foundation golf outing, the winter online
meets four times a year to helping at the the Legal Defense Fund Committee; and auction, and in arbitration assistance with
golf outing to serving on a committee. Tim Foss of Foss Motors Inc. and Joel our AutoCAP program.
Please contact me or Pete McNamara if
you are interested in volunteering for
association partner
the NHADA.
Opportunities can include service
on committees such as those for: the
Automobile Dealers Political Action
Extended Warranty Company
( A D PA C ) ; Au d i t s ; Au t o S h o w ;
Compliance; Department of Safety
(DOS) Liaison; Events; Legal Defense
For more information, please contact Ranger Curran at 357-0105, ext. 113.
Fund; Legislative; and Public Relations.
extend our1 gratitude
to these
Ad We
8_18_11:Layout
8/18/11 1:13
PM Page 1
Ad 8_18_11:Layout 1 8/18/11 1:13 PM Page 1
recent volunteers: Ronney Lyster
of Crosstown Chrysler Dodge Jeep
and Littleton Chevrolet, to the DOS
www.aane.com
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Bronze
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page 21
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Loss Prevention Department Trains High Schoolers In Safety
Pat Austin, Loss Prevention Consultant
I
n September, NHADA’s Loss Prevention
staff provided comprehensive automotive safety training to hundreds of
students within the 19 automotive
technology education programs located
throughout New Hampshire.
The National Automotive Technicians
Education Foundation (NATEF) requires
the training before providing Automotive
Youth Educational Systems (AYES)
certification.
Together loss prevention staff trained
over 22 classrooms full of the industry’s
future technicians. Training topics included hazard communication, personal
protective equipment, automotive lift
safety and back injury prevention. These
topics are strategically picked:
•Hazard communication is one of
OSHA’s top ten violations.
•Automotive lift accidents can result in
serious injury or death, and, behind the
technician himself, the automotive lift
is one of the most costly investments
for an automotive repair shop.
•Personal protective equipment such as
eye protection is vital because eye injuries are one of the highest frequency
2012 Unemployment Rates
by Area
Jun
Jul
Aug
United States
8.4%
8.6%
8.2%
New England
accidents for the automotive industry.
•Lastly, back injuries are one of the
most costly injuries from a workers’
compensation standpoint to a business, and for the injured automotive
technician because back injuries can
result in the inability to earn a living.
In addition to providing insight and safety
training, loss prevention staff provided each
school with safety glasses and the American
Lift Institute’s lift safety training DVD,
among other safety items.
The loss prevention staff explained to
the highly impressionable students that
their success lies in more than just their
skill and talents as a technician, but also in
their approach. Workplace safety is a vital
component to that successful approach.
“I really feel the NHADA safety training is invaluable to my second-year safety
curriculum,” said Robert Nienhouse,
instructor at the Seacoast School of
Technology.
“It really sets the stage for the secondyear students that the program is not
just school, but actually an industry
training class that partners with the same
organization that provides training for the
dealerships.
“The students always respond to the
safety training in a positive manner and
act more professionally and safely in the
shop after receiving it,” he said.
Loss prevention staff would like to
thank the automotive technology programs of the state for allowing us to share
our knowledge of the automotive safety
field with the future of the industry.
For any environmental, health and
safety concerns please contact the loss
prevention department at 800‑852‑3372
or by email at [email protected]
Safety/OBD II Inspections Statistics
Safety
Inspection
Results
Sep ’12
% of Total
YTD ’12
% of Total
Total *
115,185
100.00%
1,113,144
100.00%
Passed
90,755
78.80%
875,503
78.60%
Corrected
13,857
12.00%
133,571
12.00%
Rejected
6,578
5.70%
63,422
5.70%
Untested
3,995
3.50%
40,648
3.70%
Total
100,458
100.00%
968,510
100.00%
Passed
87,084
86.70%
835,319
86.20%
OBD II Inspection
Results
(1996 and newer)
7.0%
7.5%
7.3%
Connecticut
8.4%
9.3%
9.2%
Maine
7.2%
7.4%
6.7%
Massachusetts
6.3%
6.6%
6.4%
Rejected
9,056
9.00%
91,631
9.50%
Untested
4,318
4.30%
41,560
4.30%
New Hampshire
5.4%
5.7%
5.7%
Rhode Island
10.4%
11.2%
10.6%
Vermont
5.1%
5.3%
5.0%
* Total numbers include OBD II Inspections
Statistics provided by Gordon-Darby
page 22
November 2012
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
B
ronze a s s o c i a t i o n
partner
Lynn Auto Auction
Auto auction
Photo by Dan Bennett
Grand Opening at the New Grappone Toyota
For more information, please contact
Mike Audet at 781-596-8500 (office)
or 603-848-4458 (cell);
or Larry Kalil at 781-596-8500 (office)
or 603-401-7777 (cell).
Ribbon Cutting – Pictured above are left to right, Cooper Ericksen of Toyota;
Steve Savoy, Grappone Automotive; Governor John Lynch, Amanda Grappone
Osmer; Robert Grappone; Tom Osmer and Craig Jewett of NHADA Partner Jewett
Automotive Design & Construction (both hidden from view); Larry Haynes of
Grappone Automotive; Mrs. Ruth Grappone; Pete Lebish of Toyota; NHADA
President Pete McNamara; Bow Town Manager David Stack; and Jeff Margaretten
of Margaretten Architectural. In the foreground are the three children of Amanda
and Tom Osmer. See more photos at the Grappone’s flickr page at http://bit.ly/
RKUxGZ, and read about the new facility at http://bit.ly/RKUBXn.
Title Statistics Report Ending September 30, 2012
New Hampshire Department of Safety, Division of Motor Vehicles
Sep ’12
Sep’11
’12 YTD
’11 YTD
Titles Issued for New and Demo Vehicles:
7,926
10,404
81,175
73,137
Titles Issued for Used Vehicles:
15,562
21,214
163,156
160,251
TOTAL TITLES ISSUED:
23,488
31,618
244,331
233,388
Titles Issued with a Lien:
10,429
15,181
108,468
100,161
Titles Issued with no Lien:
13,059
16,437
135,863
133,227
Salvage Titles Issued:
599
1,005
7,702
7,811
Salvage Tags Issued:
119
172
1,688
1,770
Titles Issued for Heavy Trucks More than 15 Years Old:
Titles Issued for Heavy Trucks 15 Years Old or Less:
21
25
287
280
80
101
1,029
1,033
Titles Issued for Trailers:
778
968
7,426
6,873
1,026
1,366
13,418
12,679
68
68
528
476
Titles Issued for Motorcycles:
Titles Issued for Motor Homes:
November 2012
page 23
2012 NHADA Association Partners
(as of October 18, 2012)
Diamond
Comcast Business Class/Comcast Spotlight
F & I Resources
NHAD Services, Inc. - Insurance
NHAD Services, Inc. - Products Division
Bank of America Merrill Lynch
Gordon-Darby NHOST Services, Inc.
Albin, Randall & Bennett
American Fidelity Assurance Company
Anthem Blue Cross and Blue Shield
in New Hampshire
AutoTrader.com
Cars.com
Devine Millimet
Enterprise Rent-A-Car
platinum
NHADA Workers’ Compensation Trust
WBIN-TV
WMUR-TV/WMUR.com New Hampshire
gold
SILVER
BRONZE
Admirals Bank
Aftermarket Specialists
American Financial & Automotive Services, Inc.
Amy Martineau – Motorists Commercial Mutual
Auto Auction of New England
Auto Use
Bedford Strategies and Solutions
Bellwether Community Credit Union
BG Products/Warehouse Distributors of New England
Clean Harbors Environmental Services
cm&b
CompPartners (BOAC, MVOH, SOAC, St. Joseph’s B & H)
Cook, Little, Rosenblatt & Manson, p.l.l.c.
CUDL Vero
Curran-EasyCare Inc.
DealerTrack Inc.
EnergyNorth Propane
Fairpoint Communications
G&K Services
GeoInsight, Inc.
Global Payments
G W Marketing Services
Holmes Law Offices PLLC
Huntington Auto Finance
Jewett Automotive Design & Construction
JM&A Group
New Hampshire Union Leader
O’Connor & Drew, P.C.
Integrated Building Energy Associates
Bruss Construction Inc.
Northeast Delta Dental
Southern Auto Auction
St. Mary’s Bank
Wells Fargo Dealer Services
Windward Petroleum/ExxonMobil
JPMorgan Chase Bank
Lift Works Corp. / Sullivan Tire Inc.®
Lynnway Auto Auction
Macdonald Page & Co LLC
Manheim New England
MiCorp Dealer Services
Mike’s Equipment Repair
Morgan Stanley Smith Barney
Nancy Phillips Associates, Inc.
Protective
Rath, Young and Pignatelli, P.C.
Resources Management Group
Sanel Auto Parts Co.
ScanPoint
Seacoast Media Group
STAPLES® Advantage
Strategic Benefits Advisors, Inc.
TD Auto Finance
Tire Warehouse/Monro Muffler Brake
TR2 Corp/LSI Industries
Tri State Fire Protection
Trivantus, Inc.
Tyler, Simms & St. Sauveur, CPAs, P.C.
Willis of Northern New England, Inc.
Zurich Direct Underwriters
To become a 2012 NHADA Partner, please call Jean Conlon at 800-852-3372.