Dateline: NH

February, 2006
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Meet Your Partners
(See pages 4, 13, 15, and 18)
Inside this Issue
New Meetings/Convention Rotation
page 3
Important Information on
Tax Credits and Audits
pages 4 and 6
Dealership Internet Survey Results
page 6
2005 ADPAC and DEAC Addendum
page 7
Identity Theft
page 8
Environmental Corner
pages 10-12
Pay Plans for Salespeople
page 13
Safety/OBD II Statistics
page 14
From Your NADA Director
page 15
Mascenic Regional High School
Becomes NATEF Certified
page 16
Healthy At Heart™
page 18
From Your WCT
pages 20, 22, and 23
‘
w w w. n h a d a . c o m
Delayed Titles
Daniel B. McLeod
E
very month, NHADA receives
title statistics from Director
Beecher, and we provide this
information on the back page of
“Dateline.” Listed under the title
statistics are titles issued for new and
demo vehicles, used vehicles,
motorcycles, motor homes, and
salvaged titles. In effect, we try to
present members with a snapshot
view of new and used sales on a
monthly basis.
I have been acutely aware of the fact
that motor vehicle business in New
Hampshire, both for new and used,
has been off the mark compared to
2004. The title statistics listed for
2005 for the state of New Hampshire
indicated that 127,352 titles were
issued for new and demo vehicles,
and 143,424 were issued in 2004.
The statistics we receive from the Title
Bureau show that the new and demo
vehicles are behind by over 16,000
units from 2004. This certainly
supports the information I have been
receiving for the last quarter of 2005,
but there is more to the economic
picture.
I then read information from NADA
and saw that, nationally, there were
16,900,000 units sold in 2005 and
that the New England states reported
that total dealership gross profit
margin was up by 14 percent! I am at
a loss as to what is really happening. I
have no doubt that business in 2005
was off from 2004. I also know that
our title statistics are greatly
impacted by the late title issuing that
is going on within the Division of
Motor Vehicles. On a daily basis, I
hear from dealers about the problems
they are having as a result of late
titles from the Title Bureau. At one
point, the Title Bureau admitted that
they were as many as 90 days behind!
As recently as the second week of
January, a reporter friend of mine at
the State House told me that he had
purchased a vehicle in August and
received his title the first week of
January.
Assuming that titles are at least one
month behind and recognizing that
this problem has occurred in 2005, if
I took an average of one month’s new
vehicles being titled (10,612) from
the total titles issued in 2005 for new
vehicles (127,352) and added these
figures, we still are down from 2004 –
but not as dramatically.
Director Beecher is performing a
thorough overview/audit of processes
and procedures within the Title
Bureau. It is their intention to bring
the title turnaround to a ten-day
period. The NHADA Board of
Directors has identified the late title
Titles - Continued on page 2
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
New Members
2005-2006 NHADA OFFICERS
Chairman
Rich Lovering
Vice Chairwoman
Susan McFarland Moynahan
Treasurer
Peggy Proko
Secretary
Dan Prior
President
Daniel B. McLeod
2005-2006 NHADA DIRECTORS/DISTRICTS
Jay Alosa, Heavy-Duty Trucks
Frank Brady, Seacoast
Proworks Collision Center, Inc.
JobsInNH.com
52 Elm Street
Manchester, NH 03101
Owner: Mark Silvernail
P.O. Box 604
Westbrook, ME 04092
Contact: Erin Kroll
Morrison Cycle/Ski-Doo, Inc.
Jewett Construction Co., Inc.
181 Littleworth Road
Madbury, NH 03823
Owners: Ray and Susan Morrison
32 Harriman Hill Road
Raymond, NH 03077
Owner: Craig Jewett
Andy Costello, Nashua
Armored Tire USA LLC
Kevin Donovan, Strafford
Chuck Dupler, Monadnock
Donna Hosmer, Connecticut River
Doug Grant, Manchester/93 Corridor
Mark Hesler, Motorcycles
Paul Holloway, Honorary
Kevin Kopp, North Country
Rich Lovering, Concord
David McGreevy, Lakes Region
Susan McFarland Moynahan, Exeter
Titles - Continued from page 1
Larry Phillips, Non-Franchised
Peggy Proko, Nashua
Jeff Platek, Manchester/93 Corridor
issue to be of extreme importance and vital to be fixed. NHADA is working
directly with Director Beecher and has offered support in any way possible.
1838 Elm Street
Manchester, NH 03104
Owners: Judith A. Gosselin and Thomas F. Nickels
NADA DIRECTOR
Jack Tulley, Nashua
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.
Endorsed by
NHADA
Published monthly at Bow, New Hampshire,
by the New Hampshire Automobile Dealers
Association. Mailing address: P. O. Box 2337,
Concord, NH 03302-2337, 603-224-2369/
800-852-3372.
STAFF
Publisher
Editorial Director
Managing Editor/
Design and Layout
Typographers
Rich Lovering
Daniel B. McLeod
Louanne Theriault
Louanne Theriault,
Donna Sopper, Lisa Lavoie
Advertising Coordinator
Lisa Lavoie
Photographer
Michael Rosenblum
ADVERTISING RATES
Full Page
1/2 Page
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$450
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www.nhada.com
page 2
In a nutshell, dealer business in 2005 was definitely down from 2004. What I
have said over the years remains constant today … dealers are a resilient group
who understand how to adapt to the market; and they recognize that hard
work, good decision making, and a positive attitude are the necessary
ingredients to success. Will 2006 be better than 2005? The answer to that
question lies with each and every dealer.
NHAEF Center for Automotive Education and Training
Upcoming Seminars – REGISTER ON-LINE (www.nhada.com)
February 22
March 14 *
March 21
March 22
March 23
March 28
March 29
April 12 & 13
April 18
April 19 & 20
April 25
Preventing Workplace Harassment
Environmental Laws: Facility Operations and Waste Streams (see p. 10)
Fundamentals of Automotive Bookkeeping
Telephone Skills
F&I Overview: Laws, Regulations, and Selling Techniques
Employee Handbooks
OSHA Compliance – Spray-on Bedliners
Dissecting the Financial Statement – George Grabowski, NADA
Desking for Managers
Professional Selling Skills
Employment Law: What You Need to Know About Hiring & Firing
* Date was changed from February 14.
Seminar dates are subject to change. Please contact
Brendan Perry or Jean Conlon at 800-852-3372 for additional information.
February, 2006
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Meetings/Convention Rotation Established
“Camaraderie is Key”
Daniel B. McLeod
Louanne Theriault, Meetings Coordinator
A
t a recent NHADA Board of
Directors’ meeting, it was
voted to put in place a threeyear rotation of events – that is,
NHADA major meetings (not to be
confused with NHADA in-house
seminars). Simply, what this means is
that NHADA is veering away from the
“traditional” Conventions/
Symposiums we have held for the
past many, many years on an annual
basis – 59 Annual Conventions to be
exact, followed by two Summer
Symposiums.
The thought process went something
like this: mix it up … keep it fresh
and exciting … attract more people
… plan ahead … and key was to
maintain and build camaraderie
among members of NHADA.
The Meetings/Convention Committee
met earlier this year to begin
planning for 2006. After reviewing
the attendance history of the past six
years of Conventions/Symposiums,
they immediately recognized a
definite pattern. Attendance was up
the first year an event was held at a
particular location; and when an
event was duplicated a second year in
a row, attendance fell.
After much discussion, the Committee
came up with a brilliant plan that
would involve a three-year rotation of
events, to include one-day business
events, a “family-style” Convention,
and an overnight business event – a
real mix! When the idea was
presented to the full NHADA Board
of Directors, the Board was excited
about the change and approved the
rotation without hesitation. If the
February, 2006
new rotation proves to be successful during the next three years, the following
three-year rotation would be determined; and locations and types of events
could be moved around in whatever order desired for 2009 and beyond.
The Board’s main concern is that it is important to have these types of events
because it is the camaraderie that keeps NHADA strong and united.
Take a look at what has been planned for 2006-2008, and mark your
calendars! We encourage all members to participate in YOUR events. Watch
your mail in the near future for details of the Annual Meeting/Golf
Tournament.
2006
(Two One-Day Events)
“NHADA Annual Meeting/Golf Tournament”
May 15, 2006
Manchester Country Club
“NHADA Fall Business Meeting/Partner Exposition”
October 10, 2006
Grappone Conference Center
Concord, NH
2007
(A Two-Night, Three-Day “Family” Event)
“NHADA Convention”
June 24-26, 2007
Newport Marriott Hotel
Newport, Rhode Island
2008
(A One-Night, Two-Day Business Event)
“NHADA Summer Symposium”
June 29-30, 2008
Wentworth by the Sea Hotel and Spa
New Castle, New Hampshire
page 3
Dateline: NH
Alternative Fuel Vehicle
Tax Credits
I
ncluded in the Energy Policy Act
of 2005 are federal tax credits for
the purchase of new hybrid,
advanced lean-burn diesel, fuel cell,
and clean-fuel vehicles. These tax
credits, which took effect on
January 1, 2006, replace the tax
deduction available for hybrid
vehicles in previous years.
• Individuals or businesses that purchase
new hybrid vehicles will qualify for
federal tax credits of up to $3,400,
but the credit amount varies by model.
• The tax credit is also applicable for
new clean diesels, and qualifying
vehicles are expected to be on the
market in late 2006.
• The tax credit will phase out at
different times for each manufacturer.
Once an automaker reaches 60,000
hybrid and lean-burn diesel sales,
buyers of these vehicles can only get
the full tax credit for the remainder
of that quarter and the next quarter.
The credit then phases out.
a publication of the New Hampshire Automobile Dealers Association
Meet
ADESA Boston
~ Silver ~
Your Partners
Dave Reagan of Salem, New
Hampshire, former NHADA
member and past President of the
N.E. Independent Dealers
Association, is ADESA Boston’s
Northeast Regional Sales
Representative.
Dave Reagan
ADESA Boston is the company’s largest dealer
consignment sale, offering over 1,500 units to
1,800 buyers every Friday since 1954! Contact
Dave at DReagan@adesa.com or at
508-922-8313 (cell) or 508-270-5948
(auction direct) to discuss the latest trends and
technologies and for assistance in managing
your pre-owned inventory.
• For sales of vehicles used by taxexempt entities, the person who sells
the vehicle is treated as the taxpayer
and is able to claim the credit as long
as the amount allowable as a credit is
clearly disclosed to the user in a
document.
• Dealers should be aware that some
state and local governments also
provide incentives for hybrid and
alternative fuel vehicles.
The IRS has not made an
announcement on the specific credit
amounts for various vehicles, but
NADA will continue to follow this
issue and provide further information
as it is released.
page 4
Fair Labor Standards Guide Available to All NHADA Members
NADA has published and mailed to all NADA members a revised NADA
“Dealer Guide to the Fair Labor Standards and Equal Pay Act.” Major
rewrites include a review of the Department of Labor’s new “white collar”
overtime rules and the “commission employee” overtime exemption
to F&I employees. This Guide is also available for purchase. Call NADA
Management Education at 703-821-7227 for information.
February, 2006
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
The NE Dodge Dealers
are proud sponsors of the
New Hampshire Automobile
Dealers Association.
February, 2006
page 5
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
IRS Audit Activity Increases Dramatically
I
RS Commissioner Mark Everson recently reported that audits of highincome taxpayers, corporations, and small businesses jumped dramatically
last year, reaching the highest level in years. The IRS has instituted a specific
initiative to audit a substantial amount of S Corporations. He noted that for
fiscal year ended June 30, 2005, the IRS obtained a record 47.3 million in
enforcement collections. The Commissioner has vowed to improve procedures
into 2006. He said the agency is working to better target audits with the hope of
reducing the number of audits that end with no additional taxes owed.
Audits declined significantly following the IRS Restructuring and Reform Act
of 1998. The IRS spent several years reorganizing, implementing procedural
changes, and hiring auditors. Now that the restructuring has been completed,
the IRS has vowed to increase enforcement activity.
Our firm has seen increased audit activity in the last year. There does not
appear to be a specific attack on auto dealerships. Several of the audits
focused on S Corporations or LLCs that incurred losses. Typically, the dealer’s
personal return had income from wages, rental activities, or other sources that
were netted against a loss from a dealership or other activity. In other cases,
the audits appeared to be selected randomly and focused on clients who had
not been audited for over ten years. In one case, the auditor is performing a
comprehensive audit that will take several months.
For the upcoming 2005 filing season, dealers should be cautious. It is
important that dealers account for the unique tax aspects of auto dealership
taxation properly. Some of the areas the IRS focuses on are LIFO inventory
calculations, used-vehicle write downs, demonstrator taxation policies, and
dealer-owned reinsurance relationships. These are not areas of concern for you
if your CPA is familiar with the proper treatment.
NADA Survey: Internet
Use By New-Car
Dealers at 94 Percent
N
inety-four percent of U.S.
franchised new-car and lighttruck dealers have Web sites,
according to the annual Dealership
Internet Survey from NADA’s Industry
Analysis Division. Most of the Web
sites offered by new-car dealerships
allow car shoppers to view stock and
MSRPs, fill out finance forms, and
schedule sales and service
appointments, according to the
Survey. Many others provide
customers the convenience of ordering
on-line and linking directly to related
financial, insurance, and auto sites.
“This survey confirms that new-car
dealers recognize the value of the
Internet and have fully embraced it
as a tool to serve their customers, even
before they set foot in the
dealership,” said NADA Chief
Economist Paul Taylor. Dealers report
their most common Web site
interactions with customers are:
(This article has been provided by Downey & Company, LLP – see ad below.)
Survey - Continued on page 8
Downey & Company, LLP
Certified Public Accountants
– Representing over 80 dealerships throughout New England –
“A CPA firm that understands dealership management, accounting, and tax issues”
In today’s complex automotive business environment, it pays to engage a CPA firm
that has specialized its practice to service your industry.
Timely filed tax returns
Computerized LIFO calculations
Tax-planning strategies
Estate and succession planning
Operational and accounting reviews
Management consulting
For more information, please visit our web site at www.downeycocpa.com,
or call Paul McGovern or James Downey at 800-849-6022.
page 6
February, 2006
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Addendum to
2005 ADPAC and DEAC
Contributors
Thank you to the following individuals whose contributions to
ADPAC and/or DEAC in 2005 were recorded after the
publication of the January 2006 Dateline: NH.
2005 DEAC Contributors
ADPAC Contributors
(since 12/19/05)
Frank Brady
Edward Bonneville
Andy Costello
William DeLuca
Daniel Fitzgerald
Dennis Gaudet
Paul Gaudet, Jr.
Paul Gaudet, Sr.
Joel Ginsburg
Mark Hesler
Paul Hurlbert
Jeff Kantor
Jim Knight
Jim Lagana
Greg Marino
James McDowell
(since 12/15/05)
Gary Miller
Richard Nault
Mark Nicholas
Mark Piekarski
Wayne Russell
Joseph Sabolevski, Sr.
John Sawyer
Daniel Weed
Robert Werner
Tracy Banks
Paul Gaudet, Sr.
Ronney Lyster
Howard Siegel
www.aane.com
“Creating Liquidity in the
Automobile Marketplace”
February, 2006
Every Thursday 9:45AM Londonderry, NH
General Manager
Dave Blake
• Six Lanes 1,200+ Vehicles
• Fleet/Lease 275+ Vehicles
• End of Sale Prizes!
Operations Manager
Rob Ross
Controller
Linda Griffin
Office Manager
Joanne Comeau
Safety & Compliance Manager
Sal Morando
Auto Auction of New England
Conveniently Located at Exit 4, Rt. 93
8 Action Blvd., Londonderry, NH 03053
10 min. south of Manchester, NH
Tel: (603) 437-5700 Fax: (603) 437-5800
Transportation Manager
Barry Kelley
Director Fleet/Lease
Bill Hoover
Director Dealer Relations
Jim How
Dealer Relations
Katie Karl
Michele Pierog
Quality Auction Member
Dealer Registration
Donna Olsen
• Transportation • Full Recondition • Service Dept. • Guaranteed Checks and Titles
page 7
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Identity Theft is Stealing the Legislative Spotlight
Brendan Perry
I
n 2002 the Federal Government
passed safeguarding provisions as
part of the massive privacy
initiative known as Gramm-LeachBliley Act. The law focused on
financial institutions that collect
personal information from their
customers, including names, addresses,
account numbers, and credit histories.
As automobile dealerships across the
state and country cried foul, citing
government overregulation and an
increased burden on small businesses,
it appeared the privacy groups had
finally broken through. Then, in
2004, Atlanta-based ChoicePoint, a
consumer data collection service,
announced a breach of security in
their database, compromising personal
information on some 145,000 people.
Although, in the end, only 750
individuals actually reported identity
theft from this particular incident, it
would serve as a rallying cry for the
need of increased regulation on
personal information security and
quiet the cynics.
According to a recent government
study, New Hampshire reported 543
cases of identity theft in 2004, 13 of
which were automotive (loan and
lease) related. During this same time
period, more than 246,000
individuals throughout the country
claimed to be victims of identity
theft, with the vast majority
stemming from credit card, bank,
and utilities fraud. Nationally, New
Hampshire ranked 42nd in identity
thefts per capita with 42 per
100,000 – and well behind the top
three of Arizona, Nevada, and
California, which reported numbers
three times higher.
page 8
In order to ensure your customer’s
information does not fall into the
wrong hands, dealers are obligated to
comply with the safeguarding rule of
the Gramm-Leach-Bliley Act. The
rule requires financial institutions
(and dealerships) to develop a written
security plan that outlines how
customer information is protected.
The size and complexity of each plan
can vary depending on the scope of
activity that takes place at your
dealership. However, it is essential
that each plan contain at least the
following elements:
• A designated plan coordinator.
• A comprehensive identification and
assessment of risks associated with
customer information in each
department and the means by which
the information is protected.
• A formal written or electronic
program that is regularly monitored
and tested.
These requirements are designed to be
flexible and may range from one page
up to many, again, depending on the
size of your dealership. In addition,
there are several services that can
provide NHADA members with
assistance in this area, including the
Federal Trade Commission and
National Automobile Dealers
Association, who has published a stepby-step guide to developing an effective
and compliant safeguarding plan.
As more information continues to be
stored and processed electronically,
most privacy experts believe identity
theft will also continue to rise.
Assistant New Hampshire Attorney
General Richard Head recently
reported to the House Commerce
Committee that his Department has
“seen a dramatic increase” in the
number of reported cases between
2004 and 2005 and is quickly
moving up the list of most frequent
citizen complaints.
In both the House and Senate, a
number of bills have been introduced
that attempt to address consumer
privacy and identity theft (see
January 13 “State House Report” at
www.nhada.com; click on NHADA
and then State House Reports), many
of which are modeled after other
states. Currently, 23 states have
already adopted some form of
identity theft or “credit freeze”
legislation, with the remaining states
working toward a solution. If and
when legislation is passed, it will,
undoubtedly, have an effect on
NHADA members’ businesses and,
ultimately, bring the long arm of
enforcement from Washington right
into the city of Concord.
Survey - Continued from page 6
responding to requests for price
quotes and setting up service and
sales appointments.
Among the key findings of the NADA
Dealership Internet Survey:
• Dealerships with Web sites have
grown from 47 percent in 1997 to
94 percent in 2004 and 2005.
• Ninety-eight percent of dealer Web
sites are interactive.
• Sixty-four percent of dealers with a
Web site have completed a sale on the
Internet (excluding delivery and
payment for the vehicle).
(Source: NADA Newswire)
February, 2006
Dateline: NH
February, 2006
a publication of the New Hampshire Automobile Dealers Association
page 9
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
ATTENTION: Owners, Fixed Operations Directors, Service or Parts Managers,
or if Compliance with Environmental Regulations is YOUR Responsibility
Dan Bennett, NHADA Environmental Specialist
There are over 15 different waste streams produced by folks in the automotive industry; and
each one has a different set of environmental rules regarding their recycling, disposal, and
handling. There is also a multitude of other environmental regulations that apply, such as spill
plans, storm water discharge, trainings, and site certification, to name a few. As a producer
or generator of these wastes, it is YOUR responsibility to ensure that your facility does the
right thing. As a generator, you may be liable for any wrongdoings or instances of noncompliance with the laws.
A seminar, titled “Environmental Laws: Facility Operations and Waste Streams,” will be held
on March 14 at NHADA from 9:00 a.m. to 12:00 noon. In an effort to promote environmental
awareness and compliance of NHADA members, the seminar will cover these issues to both
clarify and make the responsibility of dealing with them easier.
The class will also spend some time looking at the ways in which a facility can reduce the
source of its hazardous waste generation to lower environmental liability and impact as well
as find cost savings.
Space in the class is limited, so sign up early to receive this beneficial training! If you have
any questions about the class, I can be reached at dbennett@nhada.com or at 800-852-3372.
Environmental Corner
One Year Left of MTBE –
Then Ethanol It Is!
Dan Bennett, NHADA Environmental Specialist
S
ince the 1990 amendments to
the federal Clean Air Act,
MTBE has been an additive of
gasoline. Methyl-tertiary-butyl-ether,
or MTBE, is a type of chemical that is
known as a fuel oxygenate. It is
added or blended with fuel to
enhance its oxygen content. This
allows it to reduce carbon monoxide
and levels of ozone caused by the
emissions of motor vehicles. MTBE
has been a replacement for lead in
gasoline since 1979. MTBE is
flammable, volatile, colorless, and
dissolves very easily in water. When
MTBE is spilled or leaks from fuel
tanks, it easily contaminates water
supplies and is very difficult and
costly to clean up. The
Environmental Protection Agency
(EPA) and its Water Office concludes
that MTBE exposure, at high levels, is
a human carcinogen (a cancer-causing
agent).
In May 2005, Governor John Lynch
signed legislation prohibiting the use
of MTBE in gasoline after January 1,
2007. The legislation will provide
some great, and much-needed,
protection of human health and the
environment here in New Hampshire.
MTBE in groundwater presents some
very serious concern, and about
60 percent of New Hampshire citizens
depend on groundwater for its
drinking-water supplies. In our state,
there is no public water supply that is
farther than 4 miles from an
underground storage tank.
page 10
February, 2006
Dateline: NH
We all want MTBE out of our
gasoline, drinking water, and
environment. We also must comply
with the federal Clean Air Act and its
lowered emissions requirements. This
puts us in a tricky situation.
The solution: another gasoline
additive – Ethanol. Ethanol, if it is
not already in use at your local filling
station, will take the place of MTBE
no later that January 1, 2007.
a publication of the New Hampshire Automobile Dealers Association
at 800-852-3372 or at
dbennett@nhada.com.
(Information contained in this article was
taken from various NHDES and EPA
informational publications and fact sheets.)
Check out our Web site at
www.nhada.com. Click on Safety and
Environmental Services, then
Environmental. Request a visit, order
free environmental information and
supplies, and read about our free
compliance inspection services.
2005 Unemployment Rates
by Area
Sep Oct Nov
United States
New England
Connecticut
Maine
Massachusetts
New Hampshire
Rhode Island
Vermont
4.8%
4.6%
4.9%
4.7%
4.7%
3.6%
5.4%
3.3%
4.6%
4.4%
4.8%
4.7%
4.3%
3.6%
4.8%
3.3%
4.8%
4.4%
4.8%
4.9%
4.4%
3.6%
4.4%
3.4%
Ethanol is made from supplies of
feedstock (ex: corn) and is renewable.
This helps lessen our dependence on
foreign oil supplies/fossil fuel imports
and has greater emissions reductions
than MTBE (on a per-gallon basis).
This makes it good for the economy,
and the environment – a real WinWin! Ethanol, when spilled, and if it
pollutes a water supply, biodegrades
within a few hours, presenting a
much lower risk.
Many other states, even some of our
neighbors, already are, and have
been, using Ethanol and, despite the
initial scare that it would cost more,
has actually been proven to be less
expensive.
So get ready – Ethanol is on its way
to our fuel supply and vehicles. You
can bet that customers in both sales
and service departments will have
questions concerning Ethanol and its
impact and effects on their vehicles.
As always, the best defense is a strong
offense (and here is a one-year
heads-up). Make sure that service,
parts, and sales staffs are aware of the
switch to Ethanol; how it will effect,
if at all, your vehicles; and are ready
to field and answer any questions
concerning it.
If you have any questions concerning
this or any other environmentalrelated matter, feel free to contact me
February, 2006
page 11
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
The Beede Waste Oil Site
“Final Negotiations” Under Way
Sherilyn Burnett Young, Esquire
P
otentially Responsible Parties
(“PRPs”) have entered the
final stage of negotiations with
EPA. A Steering Committee has been
formed and is working to make a
good-faith global settlement offer to
EPA by March 1, 2006.
The Steering Committee consists of
several attorneys representing the 39
major parties (the “Majors”) and two
attorneys (myself included)
representing the 37 Large De Minimis
parties (the “LDMs”). There are
approximately 600 Small De Minimis
parties that did not previously settle
with EPA in the earlier rounds,
although invited to do so. They are
not invited to actively participate in
the negotiations but will be asked to
participate in the final settlement.
The Steering Committee’s goal is, in
the first instance, to develop and
submit to EPA a good-faith
settlement offer and, thereafter, to
negotiate the terms of a final global
settlement with all parties. This offer
must be presented in writing to EPA
by March 1, 2006 (extended by EPA
from January 15, 2006).
Many of the Majors (those
contributing more than 40,000
gallons of waste to the Beede Site)
have met regularly over the past
months, and they are taking the lead
in negotiations. Although all PRPs
are interested in Site cleanup
proceeding as efficiently and
inexpensively as possible, the interests
of the Majors are adverse to the LDMs
when it comes to allocating costs. Not
surprisingly, the Major PRPs will be
seeking for the LDMs to pay as large
page 12
a share as possible of the cleanup
costs and the government’s past costs.
One of the largest PRP members
(collectively) is the United States,
including the U.S. Navy, the U.S.
Army, the U.S. Air Force, and the
U.S. Department of Transportation.
Collectively, they have an allocation
of almost a million gallons, so they
certainly are one of the Major PRPs.
They have an unusual status, because
they, like EPA, are represented legally
by the Department of Justice. In
essence, their lawyers represent both
EPA and the federal PRPs. The
Steering Committee will be
confronted with the challenge of both
working with the federal PRPs as
Major parties, while at the same time
recognizing that discussions with
them may be shared with EPA! It
makes for an interesting dynamic but
has been successfully managed in
other Superfund Sites in the past.
If a global settlement is ultimately
achieved, the De Minimis PRPs will
be able to pay their cash-out amounts
and settle their liabilities, while some,
or all, of the Majors will likely be
required to remain active participants
in funding and supervising the
cleanup until it is completed. Until
the settlement reaches its final stage,
it is difficult to predict what the pergallon cost will be for the LDMs to
cash out. It is also difficult to predict
when a final settlement will be
reached. If past experience is any
guide, it will be many months from
now – well into 2006, before a
settlement is likely to be finalized.
At the end of the negotiations, it will
be in everyone’s best interest to have
the maximum number of parties
participate in the global settlement.
Those who do not will become “NonSettling Parties,” who risk future
cost-recovery litigation brought by
EPA or the Major PRPs. Liability as a
“Non-Settling Party” carries with it a
much more substantial penalty
component, not to mention the added
costs of defending such litigation
claims.
(If you are a PRP at the Beede Site and want
additional information about the process, feel
free to contact Sherry Young at Rath, Young
and Pignatelli, Professional Association, at
603-226-2600 to discuss your questions or
concerns. Sherry Young is currently serving as
legal counsel to a group of Large De Minimis
parties involved in the Site and is a member of
the Steering Committee that will negotiate a
global settlement for all remaining parties.)
Editor’s Note: Rath, Young and Pignatelli is a
Bronze Association Partner – see special
highlight to the right.
Did you know you can
order your stock forms and
specialty items on-line?
Simply go to
www.nhada.com and click
on the “On-Line Catalog”
link on the Site Map.
Also, look for monthly
forms specials in the
“Special Alerts” box
on the Home page.
February, 2006
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Elements of a Good Pay Plan for Salespeople
T
he first objective of any pay
plan is to determine what the
total compensation should be
for the position. How much do
salespeople earn in your area?
The next goal is to determine the
responsibilities of the salesperson.
Does the salesperson control the
gross? Salespeople certainly control
their volume, and they have a major
impact on customer satisfaction. The
salesperson can also have an impact
on whether he or she starts the month
on the 1st or doesn’t really get down
to work until the 20th.
What bearing does the salesperson
have on the success of other
Meet
departments? One consultant suggests
paying a salesperson a commission on
customer-paid labor performed on
vehicles he or she has sold, because
the salesperson has a personal interest
in making sure the customer returns
for service work.
You are faced with answering many
questions about various portions of a
complete compensation package,
including:
• Is a salary necessary to attract the
quality of individual that you want
to have working in your dealership?
• What percent of the total
compensation package should be
salary?
Rath, Young &
Pignatelli, P.A.
~ Bronze ~
Your Partners
Sherry Young grew up in an auto dealer’s
family, so she understands the dealership
business from an insider’s perspective.
Sherry and the RYP legal team regularly
advise automobile dealers on environmental
issues affecting dealership properties as well
as advise on the legal aspects of a dealership
purchase, sale, or intra-family transfer. For
more information, please contact Sherry
Young at 226-2600 or at sby@rathlaw.com
or visit RYP’s Web site at www.rathlaw.com.
Sherilyn Burnett Young, Esquire
One Capital Plaza
Concord, New Hampshire 03302-1500
(603) 226-2600
www.rathlaw.com
February, 2006
• Should you pay for longevity?
• Should you establish a bonus pool
that everyone shares according to his
or her volume or gross contribution?
• How many paid vacation, sick
leave, and annual holidays should
there be; and how do you calculate
the compensation?
• Should you provide health and/or
dental plans?
• Should you provide a paid
maternity/paternity leave plan?
• What about access to a profitsharing/pension/401(k) plan?
• Do you provide sales contests? Are
goals attainable? Does the same
person win each time?
• Do you want to provide a “personal
improvement allowance” that
reimburses salespeople for
participation in personal or
professional improvement programs
(such as improve sales/management
skills, earn sales certification, lose
weight, smoking cessation, learn a
foreign or sign language, and so
forth)?
• Do you provide demonstration
vehicles, and how do they figure into
the compensation package?
[This article was adapted from “A Dealer
Guide to Using Pay Plans to Motivate Your
Sales Force (SL23).”]
Mark Your Calendar
NHADA Legislative
“Crossover” Reception
March 8 • NHADA
Watch your mail for details.
page 13
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Safety/OBD II Inspections Statistics
Safety
Inspection
Results
Total *
Passed
Corrected
Rejected
Untested)
Dec 05
% of
Total
YTD 05
% of
Total
87,359
69,265
14,561
3,528
5
100.00%
79.30%
16.70%
4.00%
0.00%
1,036,925
801,626
188,219
46,990
90
100.00%
77.30%
18.20%
4.50%
0.00%
69,259
54,604
13,237
1,418
100.00%
78.80%
19.10%
2.00%
755,696
620,595
119,540
15,561
100.00%
82.10%
15.80%
2.10%
OBD II
Inspection
Results
(1996 and newer)
Total
Passed
Rejected
Untested)
* Total numbers include OBD II Inspections
Statistics provided by Gordon-Darby
As endorsed by NHADA, Hilb Rogal & Hobbs is pleased to offer:
Dealer Bonds Program
HRH Northern New England
Formerly The Dunlap Corporation
1-800-464-1203 · www.hrh.com
For more information about obtaining your dealer bond, please contact:
Colleen Rioux, CPIW Bond Department
page 14
February, 2006
Dateline: NH
Meet
a publication of the New Hampshire Automobile Dealers Association
St. Mary’s Bank
~ Silver ~
From Your NADA
Director
Your Partners
For over 20 years, St. Mary’s
Bank has partnered with New
Hampshire auto dealers to
provide retail financing
options. Call Judy Auber,
Indirect Lending Manager, at
603-629-1323 to find out how
St. Mary’s Bank can work with
your dealership.
Jack Tulley
(L-R, front): Tina Grady, Judy Auber, Kathy Hasselbach
(L-R, back): Craig Labore, Emma Major, Jay Caldwell
Convention Countdown
Begins
A
s the new year revs up, many
dealers are preparing for the
2006 NADA Convention in
Orlando, February 11-14. A
distinguished lineup of speakers,
including BMW USA Chairman and
CEO Tom Purves and former
Secretary of State Gen. Colin Powell,
new workshops, and more than 600
exhibitors, means that the 2006 show
will be one of the biggest ever, and I
hope to see you there.
NADA - Continued on page 16
February, 2006
page 15
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
NADA - Continued from page 15
Making last-minute Convention plans? You can still register on-site in
Orlando.
At NADA’s newly designed Convention Web page (www.nada.org/convention),
you can view a snapshot of the day-to-day schedule as well as schedules of
franchise meetings, workshops, and lifestyle activities; learn more about the
keynote speakers; see the exposition floor plan and search for a specific
exhibitor or view the complete list. Also, you can use the Personal Planner to
build your Convention activities schedule before you arrive in Orlando.
In legislative and regulatory news:
• NADA applauds a Louisiana bill recently signed by Governor Kathleen
Blanco that will require any vehicles whose power trains, computers, or
electrical systems were damaged by flooding and declared total losses to be
either dismantled, crushed, or sold for usable parts.
• Dealers recently have reported being sued for violating federal CompanySpecific Do-Not-Call (DNC) rules. These rules predate, and are entirely
separate from, the National DNC Registry rules that took effect in October
2003. For a brief recap of the Company-Specific DNC rules, visit
www.nada.org/do-not-call (requires member log-in).
• The National Traffic and Motor Vehicle Safety Act now prohibits schools and
school systems from buying or leasing new 15-passenger vans to transport
students unless the vans comply with the standards for school buses or multifunction school activity buses. Prior to the law, only a dealership’s sales of
these vehicles were regulated; now both parties to the transaction are
regulated. The new law also modifies the civil penalty for violations of these
provisions. A single violation now carries a civil penalty of up to $10,000; the
maximum civil penalty for a series of related violations is $15 million. For
further information on restrictions governing the sale or lease of large vans or
small school buses, go to www.nada.org/regulations (requires member log-in).
In other NADA news:
• NADA continues to work to educate consumers about car-buying and
financing and ownership. To order copies of NADA’s “Smart Car Buyer’s
Guide: Getting the Most from Your Dealership” for your customers, e-mail
help@nada.org; they’re available in packages of 100 for $39.95 each, plus
tax, shipping, and handling. One copy of the Guide was included with the
December issue of AutoExec.
“NHADA Dessert Reception”
(in conjunction with the NADA Convention)
Sunday, February 12 • 9:00 p.m. - 11:00 p.m.
The Peabody Hotel, Florida Ballroom I
9801 International Drive, Orlando, Florida
Nine Down and
Nine To Go
Brendan Perry
H
ats off to Mascenic Regional
High School and Automotive
Technology instructor
Vincent Fittante in receiving ASE’s
National Automotive Technician
Education Foundation (NATEF)
Certification. With this achievement,
Mascenic joins an elite group of eight
other automotive programs servicing
students throughout the state (Berlin
Vocational Center, Concord Regional
Technology Center, Dover Vocational
Center, Huot Technical Center,
Pinkerton Academy, Salem High
School, Seacoast School of
Technology, and Somersworth
Regional Vocational Center.)
After months of hard work and effort
on behalf of Mr. Fittante, several Keene
dealerships, and AYES Coordinator
George Dykstra, the school became the
ninth program in the state to be
recognized for excellence in automotive
education.
NATEF Certification requires a school
to teach secondary-level competencies
to students in four ASE areas, including
engine performance, electronic systems,
steering and suspension, and brakes.
Students participating in NATEF
programs are assured a standardized
curriculum and essential laboratory
skills that are current with today’s
automotive industry.
NATEF Certification is significant to
NHADA members for several reasons,
including linkage between the school
and the member, student cooperatives
and job-shadowing relationships,
higher-quality technical skills for
students, and enhanced
professionalism within the industry.
NATEF - Continued on page 20
page 16
February, 2006
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
-ORE"UYERSs-ORE3ELLERS
%XPANDED3ERVICES
%VERY7EDNESDAY
#ONTACT4OM-UNSONAT
%AST7INDSOR#4sWWWSAACOMs%STABLISHED
Congress will likely defer action
on the federal estate tax until
2007, avoiding the thorny issue
in an election year.
Business L aw
Litigation
Domestic R el ations
Congress will probably avoid
permanent repeal and instead
increase the federal estate tax
exemption, possibly to as much
as $5 million.
Employment & Benefits
Insur ance
Estate Pl anning
Auto Industry
R eal Estate, L and Use &
Development
Wiggin & Nourie, P.A.
Counsellors at Law
Contact
Jan P. Myskowski at
(603) 629-4560 or
jmyskowski@wiggin-nourie.com
February, 2006
Manchester Office
670 North Commercial Street, Suite 305
P.O. Box 808
Manchester, NH 03105-0808
t 603-669-2211 f 603-623-8442
www.wiggin-nourie.com
Por
ortsmouth
tsmouth Office
75 Congress Street, Suite 211
P.O. Box 469
Portsmouth, NH 03802-0469
t 603-436-7667 f 866-210-8442
Some scheduled changes went
into effect January 1, 2006. The
federal estate tax exemption has
been raised to $2 million. Now
with proper trust planning a
couple can leave $4 million to
their descendants tax-free (New
Hampshire has no state
estate tax.)
For federal gift tax purposes, the
annual exclusion has been
increased $12,000 per recipient.
Each spouse can gift $12,000 per
year to an unlimited number of
beneficiaries. No relationship
between the donor and the
donee is required.
page 17
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Healthy At Heart™
Jean Conlon
N
HAD Services, Inc. –
Insurance Division has
collaborated with Pfizer Inc.
to offer Healthy At Heart™, a
program that may help patients
manage cardiovascular disease and/or
diabetes. This program is part of
NHADA’s ongoing commitment to
help employees through wellness
programming.
High blood pressure and high
cholesterol are indications of diseases
involving the cardiovascular system
that, if left untreated, may lead to
stroke, coronary artery disease, and
even heart failure. A high glucose
reading may indicate diabetes, which
Meet
could lead to blindness, loss of limbs,
or even death.
When NHADA members covered by
Anthem through the Association
participated in our most recent
wellness screenings program, the
results were disturbing:
• 35 percent of participants had
greater than three times the standard
risk for a heart attack or stroke over
the next 10 years;
• 52 percent had elevated total
cholesterol (>200 mg/dl); and
• 41 percent had uncontrolled blood
pressure.
A key strategy for addressing these
risk factors is through education
about the importance of prevention
Armored Tire USA
~ Bronze ~
Your Partners
Armored Tire USA provides 24-hour,
live support emergency tire road
hazard service. Their nationwide
service is available on most new and
used autos, RVs, campers, and
trailers. For more information, please
contact Tom Nickels or Judy Gosselin
at 888-507-7222 or at
armoredtireusa@verizon.net.
and management approaches. The
Healthy At Heart™ program includes
education and management tools that
address proper diet, exercise and
lifestyle modification – an approach
that is known for being most effective
and efficient. Members enrolled in the
Healthy At Heart™ program will
receive a full year of continuous
unbranded disease education and
reminders about medication
compliance delivered through the
mail or accessible through a special
Web site. These materials have been
developed based on the latest
thinking in healthcare-related
communications.
In order to ensure confidentially for
employees (thus, also protecting
NHADA and its member companies),
we have contracted with
Occupational Health Management
(OHM) of Keene to work as an
intermediary. OHM staff will first
contact the employees who were
identified as “high-risk” at the
screenings done in the past year and
invite them to participate in the
program. We will then invite other
employees of companies covered by
Anthem through NHADA through
general mailings to the companies.
Participation will be free of charge,
voluntary, confidential, and will
provide a great resource to help
promote health and wellness.
Judy Gosselin
We thank Pfizer for sponsoring and
developing the program and
appreciate the caring and
commitment of the health providers
at OHM toward our members and
their employees.
If you have any questions regarding
the Healthy At Heart™ program,
please contact me at 800-852-3372
or at jconlon@nhada.com.
page 18
February, 2006
Dateline: NH
February, 2006
a publication of the New Hampshire Automobile Dealers Association
page 19
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Al Patey Retires From NHADA
NATEF - Continued from page 16
Mr. Fittante’s accomplishment is truly
remarkable, considering the
automotive program was non-existent
at the school just four years ago.
Unlike every other automotive
program in New Hampshire, Mascenic
High School, which is located in the
small town of New Ipswich, operates
a locally funded and limited number
of technology programs. With this
accomplishment, the program has
earned the respect and praise of the
community as well as the necessary
funding in order to provide state-ofthe-art training aids. According to
Fittante, the town passed a $25,000
referendum to purchase a lift, an
alignment rack, and tire-balancing
machine.
Prior to accepting the position at
Mascenic, Mr. Fittante was an
instructor at Warwick High School in
Rhode Island and Exeter’s Seacoast
School of Technology (SST). While
teaching in Rhode Island,
Mr. Fittante achieved NATEF
Certification and led his team to a
first-place finish at the National
Automotive Technology Skills
Competition in New York City.
During his time at SST, Mr. Fittante’s
automotive course became the first
NATEF-Certified program in New
Hampshire and the first Automotive
Youth Educational Systems (AYES)
program. Although Mr. Fittante has
been teaching automotive education
for over two decades, he remains a
student of the industry, maintaining
all eight ASE credentials and
constantly staying abreast of cuttingedge technology.
For more information on where your
high-school automotive program is in
the NATEF Certification process,
please contact me at 800-852-3372.
page 20
Justin Hickman New Claims Adjuster
Al Patey
Justin Hickman
Daniel B. McLeod
I
t is with sweet sorrow that I report on the retirement of NHADA staff
member Al Patey at the end of December. Al was the NHADA Workers’
Compensation Trust Claims Adjuster for 14 years and did an extraordinary
job during his tenure with NHADA. He was also a very kind and generous
individual.
Justin Hickman, whom many of you may already know, has made a smooth
transition into the Claims Adjuster position. Justin joined the NHADA staff as
a WCT Loss Prevention intern in the spring of 2004. Upon his graduation
from Keene State College’s Safety Program that summer, he was hired full
time as a WCT Loss Prevention Consultant. When Al made his decision to
retire at the end of 2005, Justin showed a keen interest in the Claims Adjuster
position. He went on to earn his Claims Adjuster license and job-shadowed
with Al during the last eight months of his employment.
Here, at NHADA, we all miss Al, both personally and professionally, but know
that Justin is a fine addition to the WCT Claims staff.
Safety Shorts
– Rotary Lift Repair –
Some older Rotary lifts, Model Number SPOA84, are
developing stress cracks in the lift carriage. Rotary has
developed a fix for this problem, which involves welding
the crack and welding a reinforcing plate over the area.
Bear in mind that the welding should be carried out by a
certified welder. Although many people in our business
can weld, very few are certified by AWS. Contact Rotary for repair kits, instructions, etc.
For more information, contact the NHADA WCT Loss Prevention staff at 800-852-3372.
February, 2006
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
If you don’t see your equipment listed below we probably do repair it and just ran out of room.
February, 2006
page 21
Dateline: NH
Compliance Corner
A
new suit, no matter how
expensive, won’t ever look
right if it doesn’t fit properly.
The same axiom applies to your work
environment. Whether it’s a computer
workstation, a parts or service
counter, or a vehicle service bay, a
good fit is critical to your well-being.
This is where ergonomics comes in.
Ergonomics is simplistically defined
as “fitting the work to the worker.”
For years, service technicians and
others have adapted their work
techniques to the job. They’ve bent,
twisted, crouched, stood on milk
crates, and done whatever else it took
to get the job done. Unfortunately,
these makeshift adaptations have
often resulted in injuries or chronic
health problems.
Today, many tools are available to
reduce the risk of injury while
making you more productive. More
and more tools are being developed to
speed up tasks and reduce repetitive
motions. A prime example is the air
ratchet. These tools have significantly
reduced the back-and-forth wrist
motion required to remove nuts and
bolts, while performing the task
much faster.
Ergonomically designed hand tools
contribute to the cause by providing
more neutral hand and wrist
positioning when using them. They
may not save much time, but they
significantly reduce the risk of
musculo-skeletal disorders like Carpal
Tunnel Syndrome.
NHADA’s Loss Prevention
Department has been working with
Ergonomic Committees from several
page 22
a publication of the New Hampshire Automobile Dealers Association
It’s Gotta Fit!
Ron Godbout, CSP
NHADA WCT Senior Loss Prevention Consultant
dealers to identify high-risk tasks and
to develop solutions that reduce or
eliminate the risks. One of the
solutions recently developed was a
method of supporting wheels on
Audis and Volkswagens when
removing or installing them.
Most Audis and Volkswagens use
mounting bolts instead of the more
common lug nuts placed on studs.
This necessitates holding the wheel in
position with one hand, while
manipulating the studs with the other
hand. The solution is a simple screwin stud fabricated from a bolt of the
proper size with the head removed.
The stud is inserted in one of the bolt
holes on the hub, and the wheel rests
on the stud (see sketch below).
Another task recently tackled was tire
rotation, which requires considerable
bending to place the tires on the floor
and pick them up during the process.
A newly designed hanger bracket is
being developed to simplify the
process and eliminate much of the
bending and lifting. The hanger is
mounted on the lift arm or post and
is designed to swing away when not
in use.
The first wheel is removed and hung
on the support, which is positioned at
approximately the same height as the
vehicle’s hubs. Then, the second
wheel is removed and placed on the
first hub. Wheel number one is now
removed from the support bracket
and placed on hub number two. The
process is repeated on the other side
of the vehicle, and the task is
completed with virtually no bending
(unless you drop a bolt or tool).
An available over-the-engine creeper
provides ready access to engine
compartments, without putting your
back at risk (see photo upper right).
Using this unit, the technician stands
on the appropriate step and rests his/
her torso on the horizontal pad. The
pad’s height and angle are adjustable
as is the angle of the upright ladder
component.
These units are available through
NHAD Services at an extremely
attractive price – see our Web site for
details. (Go to www.nhada.com; in the
“Special Alerts” box on Home Page,
scroll down to “Topside Creeper.” You
may also click on “On-Line Catalog”
in the Site Map and type in “Topside
Creeper” in the search box.)
February, 2006
Dateline: NH
Many simple solutions are easy to
address at the personal level. I’m 6'3"
tall, and I get constant back pain
working while standing at a bench for
more than a few minutes. By raising
the level of the bench a few inches,
the problem goes away. Ideally, a
workbench top surface should be
positioned at half your height. Most
standard benches are 32" high, but I
need 38", so the obvious fix is to raise
the bench 6" … simple. Now, my
workbenches are 38" or higher.
a publication of the New Hampshire Automobile Dealers Association
Topside Creeper
To order, simply go to
www.nhada.com; in
the “Special Alerts” box
on the Home Page,
scroll down to “Topside
Creeper.” You may also
click on the “On-Line
Catalog” link in the
Site Map, and type in
“Topside Creeper” in
the search box.
Adjusting the height and positioning
of components at computer
workstations have produced dramatic
results. Using ergonomically
adjustable chairs and other
components also contribute to the
reduction of various aches and pains
that result from long sessions at the
keyboard.
As the Loss Prevention staff develops
new solutions to ergonomic issues,
we’ll publicize the information in
Dateline and elsewhere. If you have
any specific ergonomic problems or
solutions, we’d love to discuss them
with you. Call us at 800-852-3372,
or e-mail us at:
rgodbout@nhada.com,
bduplessis@nhada.com,
rhale@nhada.com, or
paustin@nhada.com. We’re also
available to conduct ergonomic
surveys for workstations.
The NHADA WCT Loss Prevention
Department offers a number of free
services and helpful tools to WCT
members. Feel free to browse our Web
site, www.nhada.com, and click on
Safety and Environmental Services,
then Safety. You will be able to
request a visit, order free safety
supplies, obtain sample safety
programs, and much more!
February, 2006
page 23
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
(as of 1-24-06)
Thank
you
PL
ATINUM
PLA
N. E. DODGE DEALERS
ADVERTISING ASSOCIATION
UNIVERSAL UNDERWRITERS GROUP
WMUR-TV/NEW HAMPSHIRE
GOLD
CITIZENS BANK
NEW HAMPSHIRE UNION LEADER
WIGGIN & NOURIE, P.A.
2006 ASSOCIA
TION PAR
TNERS
SSOCIATION
ARTNERS
BRONZE
AFTERMARKET SPECIALISTS/ROYAL ADMIN.
ALBIN, RANDALL & BENNETT
ALLTEX UNIFORM RENTAL SERVICE
ANTHEM SPECIALTY
ARMORED TIRE USA
AUTO AUCTION OF NEW ENGLAND
BG PRODUCTS/WAREHOUSE DISTRIBUTORS OF NE
CREDIT UNION DIRECT LENDING
G W MARKETING SERVICES
HRH NORTHERN NEW ENGLAND
JM&A GROUP
JEWETT CONSTRUCTION CO., INC.
NANCY PHILLIPS ASSOCIATES, INC.
PROTECTIVE
RATH, YOUNG AND PIGNATELLI, P.A.
RESOURCES MANAGEMENT INSURANCE AGENCY
SEACOAST MEDIA GROUP
SOVEREIGN BANK
TD BANKNORTH, N.A.
TIRE WAREHOUSE
TYLER, SIMMS & ST. SAUVEUR, CPAS, P.C.
SIL
VER
SILVER
ADESA BOSTON
AMERICAN FIDELITY ASSURANCE COMPANY
ANTHEM BLUE CROSS AND BLUE SHIELD
DEVINE MILLIMET
ENTERPRISE RENT A CAR
LACONIA SAVINGS BANK
MANHEIM’S AMERICAN AUTO AUCTION
NEW ENGLAND CHRYSLER-JEEP DEALERS
ADVERTISING ASSOCIATION
NORTHEAST DELTA DENTAL
O'CONNOR & DREW, P.C. &
OCD CONSULTING, LLC
SOUTHERN AUTO AUCTION
ST. MARY’S BANK
WINDWARD/EXXON MOBIL
If your name is not listed, please contact Louanne Theriault at
800-852-3372 or at ltheriault@nhada.com.
New Hampshire Department of Safety, Division of Motor Vehicles
Title Statistics Report Month Ending: 12/31/05
(See 2005 title statistics recap article on cover page)
December
05 YTD
04 YTD
Titles Issued for New and Demo Vehicles:
Titles Issued for Used Vehicles:
TOTAL TITLES ISSUED:
14,107
24,925
39,032
127,352
235,228
362,580
143,424
276,371
419,795
Titles Issued with a Lien:
Titles Issued with no Lien:
19,469
19,563
159,085
203,495
179,486
240,309
Salvage Titles Issued:
Salvage Tags Issued:
670
214
8,757
3,114
9,510
3,654
Titles Issued for Heavy Trucks More than 15 Years Old:
Titles Issued for Heavy Trucks 15 Years Old or Less:
Titles Issued for Trailers:
Titles Issued for Motorcycles:
Titles Issued for Motor Homes:
44
183
1,016
1,130
112
532
2,038
11,466
15,816
1,219
560
2,205
13,138
16,835
1,602
page 24
February, 2006
A Name You Can Trust
Nancy Phillips Associates
90% of the Dealerships We Represent are Sold Within 9 Months
Transactions Completed in 2004 - 2005
Dealership . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Franchise . . . . . . . . . . . . . . . . . . .Area
Dreher-Holloway BMW . . . . . . . . . . . . . . . . . . . . . . . .BMW . . . . . . . . . . . . . . . . . . . . . . . . .Stratham, NH
Fairhaven Mazda, Inc. . . . . . . . . . . . . . . . . . . . . . . . .Mazda . . . . . . . . . . . . . . . . . . . . . . . .Fairhaven, MA
Fino Chrysler-Dodge-Jeep . . . . . . . . . . . . . . . . . . . . .Chrysler-Dodge-Jeep . . . . . . . . . . . . .Mendon, MA
Fred W. Smith, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . .Chrysler-Dodge . . . . . . . . . . . . . . . . .Wakefield, RI
Green Mountain Lincoln-Mercury-Nissan . . . . . . . . .Lincoln-Mercury, Nissan . . . . . . . . . .Barre, VT
Kia of Old Saybrook . . . . . . . . . . . . . . . . . . . . . . . . . .Kia . . . . . . . . . . . . . . . . . . . . . . . . . . .Old Saybrook, CT
Marble Motor Company . . . . . . . . . . . . . . . . . . . . . . .Cadillac . . . . . . . . . . . . . . . . . . . . . . .Haverhill, MA
Merrimack Suzuki . . . . . . . . . . . . . . . . . . . . . . . . . . . .Suzuki . . . . . . . . . . . . . . . . . . . . . . . .Merrimack, NH
Motor City Nissan . . . . . . . . . . . . . . . . . . . . . . . . . . . .Nissan . . . . . . . . . . . . . . . . . . . . . . . .Saco, ME
Performance Motor Sales . . . . . . . . . . . . . . . . . . . . .Mercedes-Benz . . . . . . . . . . . . . . . . .Falmouth, ME
Stanley Subaru . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Subaru . . . . . . . . . . . . . . . . . . . . . . . .Trenton, ME
Suzuki of Lynnway . . . . . . . . . . . . . . . . . . . . . . . . . . .Suzuki . . . . . . . . . . . . . . . . . . . . . . . .Lynn, MA
Town Auto Sales, Inc. . . . . . . . . . . . . . . . . . . . . . . . . .Chrysler-Dodge . . . . . . . . . . . . . . . . .Ellsworth, ME
Zee Ford Real Estate . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .Branford, CT
For a confidential discussion about your dealership, call 603.929.0006
www.nancyphillips.com
Nancy Phillips Associates, Inc.
87 Lafayette Road, P.O. Box 600
Hampton Falls, NH 03844
P/603.929.0006
F/603.926.1014
E/auto@nancyphillips.com
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