Dateline: NH

Driving New Hampshire Forward
November 2015
Volume 38, Issue #10
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Keep Auto Loans Affordable, p. 4
NH Auto Show, pp. 9, 12-13
Covering the Cost of Claims
Call Up the Reserves, p. 15
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Credit Card Order Sours
2015-2016 NHADA OFFICERS
Chairman
Bill Gurney
Vice Chairman
Larry Foss
Treasurer
Ken Plante
Secretary
Roger Groux
President
Peter J. McNamara
2015-2016 NHADA DIRECTORS
Chris Weiss, Immediate Past Chairman
Jake Aleksa, Independent Used Car
Marc Bourgeois, Franchised/Independent, At-Large
Miles Cook, Franchised, At-Large
Chelsey Gaudet, Franchised
Don Goulet, Independent/Repair/Service, At-Large
David Hammer, Franchised, At-Large
Paul Holloway, Honorary
Mike Kopp, Franchised/Independent
John “Jack” McDevitt Jr., Heavy Duty Trucks
Doug Miles, Franchised, At-Large
George Mullin, Motorcycles
Here’s another yarn for your credit card
story collection. In this case, a card was
used to make a telephone order for a set
of tires worth about one thousand dollars.
The card processed fine. The next day,
FedEx arrived at the store for pickup
of the order. But the NHADA member
watching the order was savvy enough to
hold back on delivery. The store only had
the name “John” to deliver to. During a
followup call for additional details, “John”
quickly grew impatient and hung up. The
address he provided for delivery seemed
to be directed to a vacant residence. Store
personnel are expecting soon to hear from
the credit card company. Meanwhile,
the tires presumably remain in storage
for now.
New Members
Megastore Auto Group LLC
103 Plaistow Road
Plaistow, NH 03865
366-5000
Owners: Robert Waters and
Laurie Lombardi
Milford Auto Annex LLC
172 Rockingham Road
Derry, NH 03038
965-3466
Owner: Derek Ciesla
NADA DIRECTOR
Dennis Gaudet
***
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.
NHADA
ENDORSED
Published monthly except in July in 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.
Publisher
Editorial Director
Managing Editor
Design and Layout
Advertising Coordinator
Photographer
STAFF
Bill Gurney
Peter J. McNamara
Nathaniel Stout
Lisa Lavoie
Michael Rosenblum
ADVERTISING RATES
Back Page:
Full Page:
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page 2
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Inside This Issue
Benefits
Benefits to Signing in to the New nhada.com.................................................11
Compliance
Retail Sellers License Renewals Due................................................................18
Education
Need Techs?....................................................................................................21
Features
Keep Auto Loans Affordable (NHADA Visits DC)...........................................4
Richard Bailey Named Assistant Safety Commission........................................5
Rockingham Toyota and Rockingham Honda Grand Openings.....................10
Rte. 125 R.V. & Marine Inc Milestone...........................................................11
Healthcare
Getting Care from Doctors in Your Network..................................................17
Legislation
Time to File Bills!...........................................................................................18
Loss Prevention
Automated External Defibrillator Direct Purchase Program Extended..............6
Following Through On Auto Lift Safety Training.............................................7
NH Auto Show.................................................................................... 9, 12-13
Workers’ Compensation
Cover the Cost of Claims................................................................................15
COVER: 3rd Annual NH Auto Show included the College Career Exposition (see page 9),
which brought out many high schoolers, including these two young ladies, who clearly enjoyed
checking out vehicles on the floor of the NH Sportsplex. Photo by Jean Conlon
November 2015
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Dennis Gaudet, Elected as National Automobile Dealers Association
Vice Chairman of Region 1 Covering the Northeast
Dennis Gaudet, CEO of AutoServ Dealerships, a NHADA
representative on the National Automobile Dealers Association
and, as such, a member of the NHADA
Board of Directors, has begun a term as vice
chairman of NADA’s Region 1.
-operated retail automotive group with locations in Tilton,
Plymouth and Belmont. Dennis represents NH’s franchised
new-car dealers on the NADA Board of
Directors, his term being from February,
2013 to January, 2016.
In this new capacity, Dennis will work
to improve communication among the
NADA directors. The NADA recognizes
that each geographical region has differences and that a lead director from each
region allows balance when decisions are Dennis Gaudet, NADA Director
made in regions, Dennis said.
The NADA provided this biographical information about
Dennis on announcement of the appointment:
Dennis started in the automotive business after college,
selling cars at Nassar Ford in Lawrence, MA. In 1990, Dennis
and his father purchased their first dealership, which he has
grown from a single store to a multi-brand, family-owned and
November 2015
Dennis is chairman of the NHADA’s
Workers’ Compensation Trust and has been
a trustee on that board since 2005.
Dennis has served his community in
many capacities including: trustee of Tilton
School; co-founder of the Tilton Winter
Farmers Market; sponsor of the Spaulding
Youth Center Foundation; sponsor of the annual automotive
and scholastic scholarship and the Easter Seals Society of NH
adult employment program. He is a past member of the TiltonNorthfield Rotary Club. Dennis holds a bachelor’s degree in Marketing from
Merrimack College in North Andover, MA.
page 3
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
NHADA Members Visit Federal Delegation as Part of NADA Conference
Keep Auto Loans Affordable
In late September, NHADA members attended the National Automobile Dealers Association
(NADA) annual Washington, DC conference to lobby your members of Congress on behalf of the
automotive retail industry. We had successful meetings with NH’s two Senators, Jeanne Shaheen
(D) and Kelly Ayotte (R), as well as Representative Frank Guinta (R-Dist. 1) and Representative
Annie Kuster (D-Dist. 2).
NHADA staff coordinated the visits, and NADA provided the issues, talking points, and leave-behinds.
The primary focus this year was House Bill 1737 (HR 1737), filed by Rep. Frank Guinta; vehicle
recall bills; and tax reforms.
Attendees representing the interests of NH’s motor vehicle industry included: Bill Gurney of
Gurney’s Automotive Repair, Inc., NHADA chairman; Chris Weiss of Crest Auto World, immediate
past NHADA chairman; Larry Foss of Foss Motors Inc., NHADA vice chairman; Dennis Gaudet of
AutoServ Dealerships, NHADA board member, NADA board member and region 1 vice chairman
(see page 3) and Workers’ Compensation Trust chairman; Chelsey Gaudet of AutoServ Dealerships
and Granite State Assurance LLC, Allstate Agency, and NHADA board member; Pete McNamara,
NHADA president; and Daniel Bennett, NHADA vice president of government relations.
Peter J. McNamara, NHADA President
L
egislation sponsored by NH Rep.
Frank Guinta (R-Dist. 1), HR 1737,
would require the Consumer Finance
Protection Bureau (CFPB) to follow
long-standing agency procedures before
issuing binding guidance on industry.
Currently, the CFPB simply issues a
guidance statement with apparently little
research and no public input.
In 2013, the CFPB declared that
dealers, when they assist consumers
in obtaining financing, engage in
discrimination in the way they set interest
rates.
The CFPB then stated that they
would hold any bank, credit union or
captive liable for any “disparate impact”
discrimination (wherein there is no intent
to discriminate). The goal of this guidance
is to tear down the dealer reserve system
and replace it with a modest flat fee.
Problems exist with the CFPB’s stance.
The conclusion is based upon research
that uses unsound, discredited methods,
so unsound that even the CFPB admits
page 4
L to R: Dennis Gaudet, Chris Weiss, Chelsey
Gaudet, Rep. Frank Guinta, Bill Gurney, Peter
McNamara, Larry Foss and Dan Bennett.
L to R: Larry Foss, Dan Bennett, Chelsey Gaudet,
Rep. Annie Kuster, Bill Gurney, Chris Weiss and
Peter McNamara
that the room for error ranges from
20 to 40 percent. The CFPB does not
regulate dealers under law and is using this
guidance as an end run around the law.
The CFPB did no analysis of the impact of
this guidance on the $900 billion market
and sought no public input before issuing
the guidance.
HR 1737 would simply require the
CFPB to publish a public notice, prior to
issuing guidance; share the methodology
used to conclude the guidance is necessary;
and take public comments prior to
issuing the guidance. The bill provides
for up-front transparency and preserves
a long-standing financing process that
allows for customers to take advantage
of competition between lenders for
the business. The auto finance market
is highly competitive and consumers
have many different financing options;
allowing dealers to negotiate and vary
interest rates helps get customers into the
best financing situation possible.
On July 29, 2015 the House Financial
Services Committee passed HR 1737
November 2015
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Richard Bailey Named Assistant Safety Commissioner
Peter J. McNamara, NHADA President
Richard Bailey has been confirmed by the NH
Also confirmed in the Executive Council’s hearing on
Executive Council to become the assistant safety
Wednesday, Oct. 21, was Elizabeth Bielecki of Bedford,
commissioner, serving a four-year term. Bailey
who will replace Bailey as DMV director. Bielecki has
currently serves as the director of the Division of
been serving as the director of administration for the
Motor Vehicles (DMV). He has done an excellent
safety department. Before that she was financial audit
job by moving the division forward in terms of
manager for the legislative budget assistant’s office.
technology and customer service, all in a time of very Peter McNamara
She holds bachelor of science and master of business
tight budgeting. NHADA will still have a chance
administration degrees from Southern New Hampshire
to work very closely with Bailey as assistant commissioner University.
of safety. NH Department of Safety Commission John
The NHADA looks forward to continuing its positive
Barthelmes has made clear his goal of working closely with the working relationship with the DMV, Ms. Bielecki and the rest
department’s customers including automotive businesses.
of the team at the DMV. DC – continued from previous page
with a 47-10 vote. There is hope that
the bill will be sent to the floor for
passage in the House. While on the
hill, the dealers thanked Rep Guinta
for all of his work on the bill. He and
his staff have worked tirelessly to get a
large number of bi-partisan co-sponsors
and to pass the bill out of committee
by a strong, bi-partisan vote. We also
thanked Rep. Kuster for signing on as
a co-sponsor to HR1737. Both Senator
Ayotte and Shaheen expressed support of
our position and await arrival of the bill
in the Senate.
Oppose Overbroad Vehicle Recall Bills
Recalls are another major issue we
discussed. Several amendments and bills
have been attempted recently that would
block dealers from selling any vehicle
that has an outstanding recall, even if
the recall is not safety related such as
a wrong phone number in the owners
manual. Earlier in the summer, when the
Senate passed the transportation funding
bill, recall proponents tried to attach a
bill putting a stop to the sale of all such
vehicles. Fortunately this and other efforts
were defeated. Senator Ayotte who serves
November 2015
on the Senate Commerce committee
was a key vote to stop the overbroad
amendments in committee.
NHADA members explained to the
legislators that not all recalls affect the
safety of highway operation. Further,
any legislation requiring parking all
unrepaired recalls only hurts the dealer
and people trying to trade-in a vehicle
and doesn’t adequately address the real
problem. A better solution may be to
give the National Highway Traffic Safety
Administration (NHTSA) the authority
to better define recalls and categorize
them into safety and non-safety issues.
G
O
L
D
Dave Ingraham
Dan Duda
Taxes
Lastly, the NHADA members focused on
taxes. We spoke about the Federal Excise
Tax (FET), which is a 12 percent tax
assessed on the first sale of certain trucks.
This tax is the highest-rate excise tax
assessed by the federal government. The
proceeds of the tax go to the highway trust
fund. There have been recent proposals to
push that tax above 20 percent. During
our visits we asked Rep.s Kuster and
Guinta to co-sponsor a resolution that
states that Congress agrees not to increase
the current FET.
DC – continued on page 9
“Provides banking and
financing to dealers”
For more information, please call Dan Duda at 603-706-2149
or daniel.w.duda@baml.com or Dave Ingraham at 603-717-1070
or david.ingraham@baml.com.
NHADA Association Partner
page 5
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Automated External Defibrillator Direct Purchase Program Extended Through July 31, 2018
Ryan Hale, Loss Prevention Consultant
Over the years NH businesses have
had a unique opportunity to purchase
Automated External Defibrillators
(AEDs) at a discounted rate through NH’s
“Direct Purchase” program administered
by NH Bureau of Emergency Medical
Services (NHBMES). This program has
again been updated and extended through
July 31, 2018. Through this program
businesses can purchase an AED unit for
as low as $760 (roughly half price).
Two units are currently available
through the program. They are:
• The Phillips Model HS-1 “HeartStart
OnSite” for $760 and is provided by
One Beat CPR Learning Center, Inc. of
Davie, FL.
• The Defibtech Model DDU-100
“Lifeline” for $845 is provided by
page 6
Lifesavers, Inc. of Fairfield, NJ.
Both come with a battery,
one set of adult defibrillation
pads, wall cabinet with sign,
carrying case, two door decals,
CPR equipment kit, AED
training aid, and free shipping.
Ryan Hale
The Defitech unit comes with
a five-year warranty and the Philips unit
comes with an eight-year warranty.
This is a great opportunity to purchase a
piece of equipment that could potentially
save someone’s life one day. Statistics show
that if an AED is administered within the
first six minutes of cardiac arrest, victims
have roughly a 70 percent chance of
survival as opposed to CPR alone, when
odds are only about 10 percent.
If you are considering purchasing one
of these devices you will have to have
employee(s) trained in basic
CPR and AED usage. This can be
scheduled through NHADA for
only $25 per person. NHADA
currently has three certified CPR
instructors, including myself.
You will also have to register your
unit, stating if it will be kept in
a fixed location, with the NHBEMS for
the purpose of it being added to the 911
database.
For more information and/or if you
would like to schedule a CPR class, feel
free to contact me at 800‑852‑3372 or
by email me at rhale@nhada.com. You
may also contact Bill Wood, NHBEMS
preparedness coordinator, for information
or to register an AED. Contact Bill by
calling him at 603­­‑223‑4228 or by email
at william.wood@dos.nh.gov. November 2015
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Following Through On Auto Lift Safety Training
Brian Duplessis, Loss Prevention Coordinator
I
n anticipation of a potential emphasis
program targeting automotive lifts
by the Occupational Safety and Health
Administration (OSHA), NHADA Loss
Prevention initiated efforts this year to
improve compliance with the applicable
ANSI standard.
Many Workers’ Compensation Trust,
(WCT) members sent employees to
full-day, “Train The Trainer” (TTT)
autolift safety classes conducted by
the Automotive Equipment Technical
Institute (AETI), an NHADA-endorsed,
bronze-level association partner.
The main purpose of this program
is to allow members to fulfill, in-house,
the requirement of training technicians
on manufacturers’ instructions for lift
November 2015
operation, routine inspections
WCT members have a choice
and maintenance. Ancillary
of having technicians view the
benefits of the training include an
video and take the quiz online
enhanced understanding of lift
free and at their convenience, or
operations, lift hazards and care.
of using the traditional method
We have created quasi lift-safety
of having Loss Prevention
experts at over 50 NHADAconduct the video portion of
Brian Duplessis
member establishments.
the training on site.
The next step will be to complete the
The final step is to implement a
training process by having all technicians policy on auto lift operation, inspection
view the auto lift safety video, perform and maintenance. The policy must
the hands-on portion for each lift they clearly define acceptable practices for
use and document the training. Many lift operation and the responsibilities of
attendees have subscribed to AETI’s all involved in the use and care of lifts.
online compliance program. They should Loss Prevention has a draft policy that
take advantage of this program by members can use to craft their program.
ensuring that all records of training, lift
For assistance in the steps outlined
inspections, repairs, etc. are compiled above or for information on AETI’s
Auto Lift Safety – continued on page 10
there.
page 7
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
AUTO SYMPOSIUM
HOSTED BY O'CONNOR & DREW, P.C.
NOVEMBER 17, 2015
10:30AM-1:30PM
SHERATON HOTEL
100 CABOT STREET
NEEDHAM, MA
page 8
November 2015
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
College Career Exposition at the 3rd Annual NH Auto Show
“Best day of the year” is how one student
described the College Career Expo at the
3rd Annual NH Auto Show on Friday
morning, October 23.
Students from all over the state came
to the NH Sportplex in Bedford to view
new model cars and trucks. They were
introduced to technological careers that,
hopefully, many will decide to pursue.
Margaret Callahan, principal of
the Seacoast School of Technology,
encouraged a sizeable group of young
women to attend the event, which was
particularly notable for the presence of a
sizeable number of them. Photos by Michael Rosenblum and Nat Stout
DC – continued from page 5
Finally, we expressed our dis­
appointment at the annual delay by
Congress to renew the Section 179
expensing and bonus depreciation
provisions. Waiting until the last minute
each year to retroactively approve these
provisions only results in investment
decisions by businesses to be postponed
or eliminated entirely. November 2015
S
I
L
V
E
R
L to R : Ryan Willey, George Sylvester,
Andy Dolloph, Jeff Corriveau,
Darin Tribbett
“Automotive rental and wholesale”
For more info, please contact
Regional Vice President Andy Dolloph at either
603-656-5105 or andrew.j.dolloph@ehi.com
NHADA Association Partner
page 9
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
The Horgan family celebrated grand openings of both their Toyota and
Honda stores at new locations in Salem on October 8 and 13 respectively.
They also celebrated 30 years of being in business this year, opening
originally in March, 1985.
The events were well attended by family, friends, business partners,
customers and state and local politicians.
Congratulations to Emmett, former trustee and of the NHADA Workers’
Compensation Trust and chairman, Ryan and the rest of the Rockingham
Toyota and Honda families, including Brody (he’s white and furry).
ABOVE - Pictured L to R: Rachel Seely; Ryan Horgan; Dave
Gibson of Key Bank; Carolyn Horgan; Rich Defreidas of
Key Bank; Emmett Horgan, owner; Donna Morris, Salem
Chamber of Commerce president; Gregg Strong, Key Bank
president; Liz Toth, northeast general sales manager;
Chuck Morse, NH State Senate president; and, of course,
Brody.
LEFT - Pictured, L to R: Edward DeClercq, Salem Planning
Board chairman; Ross Moldoff, Salem planning director;
Ann Jackson; Donna Morris, Salem Chamber of Commerce
president; Carolyn Horgan; Emmett Horgan; State Rep.
Ron Belanger; NH Senate President Chuck Morse; George
Brenner, Toyota New England general manager; State Rep.
Fred Doucette; Everett McBride, board of selectman; and
Brody in the foreground.
Auto Lift Safety – continued from page 7
NHADA
ENDORSED
page 10
TTT class, contact Loss Prevention at
800‑852‑3372 or email bduplessis@
nhada.com.
The next AETI TTT class is scheduled
here at NHADA headquarters on
November 4 at 9 a.m. You can register
at lifttechnicalinstitute.com. Follow the
training tab to upcoming classes and use
coupon code NHADATTT to get the
discounted rate. November 2015
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Celebrating 25 Years of Selling Fun!
Rte. 125 R.V. & Marine Inc. is a full
service dealer in Rochester that has
25 years of experience with the sale of
both new and pre-enjoyed R.V.’s and
boats.
When you ask Mike Lamoureux the
secret to their success, he states,
“There is no secret, it’s a team effort.
Doing our best is the least we can do.”
Shown L to R: Senator Sam Cataldo
presents a 25th Anniversary Resolution to
Mike Lamoureux of Rte. 125 RV & Marine
B R O N Z E
NHADA congratulates Mike and his
team for 25 years of selling fun.
The Road is Calling!
TAKE MOTORCYCLES
IN TRADE
Bank your bikes with us!
“Floorplan and
commercial
banking
solutions”
Instant quotes while your customer is in the showroom.
We’re check writers for all powersports vehicles.
No need to deliver; we’ll pick it up.
All makes, models, years, and conditions considered.
For a quote, please call Nate at (603) 491-1939
or email nsanel@nationalpowersports.net
Richard DeFreitas
KeyBank has been helping
auto dealers succeed for
more than 50 years
For more info, please contact
Richard DeFreitas
at 857-205-2780.
NHADA Association Partner
November 2015
319 Commerce Way
Pembroke, NH 03275
page 11
The gala Charity Night Preview opened the 3rd Annual NH Auto Show
on Thursday night, October 22 with celebrations and some gaming, all to
benefit Court Appointed Special Advocates of NH (CASA) and NHADA’s
own not-for-profit arm, the NH Automotive Education Foundation.
Left page, top to bottom (L to R):
Anthony Hoffend and Brad Bass of DealerDOCX and Larry Foss of Foss Motors
and NHADA vice chairman.
Chris Bacho, Bob Nealon and Maxine Cacciotti, CUDL
Marshall Jespersen, International Cars, Ltd.; Larry Haynes, Grappone
Automotive Group; and Phil Kalevitch from Zurich.
Right page, top to bottom:
Opening ceremony, “unbuckling” the 2015 NH Auto Show, L to R: Peter
McNamara, NHADA president; Dick Horan, NHAEF board member; Marty
Sink, CASA; Bill Gurney, NHADA chairman; NH Governor Maggie Hassan; Bob
Nealon, CUDL; Michael Rosenblum, NHADA vice president.
Donald Bisson, Cross Insurance.
Tim Mullen, Nathan Saller, Barbara Lussier, Maryanne Pasquarella, and David
Pasternak, all of Bellwether Credit Union.
Troy Potter Auto/Mate Dealership Systems, David Hammer and Audrey MelloHammer of Contemporary Chrysler Dodge Jeep RAM.
Marty Sink, CASA president; Amy Coveno, WMUR-TV and CASA member; Joann
Neumann, CASA, and Lori Boyce of Commercial Insurance Specialists.
Mark Tulley, NHAEF president and Bryan Tulley, both of Tulley BMW and
Tulley Buick-GMC-BMW- Mazda; and Craig Sikoski and Mike Taffaro, both
from WMUR-TV.
April Therrien and Jessica Poppe try their hands at blackjack, with Mike Giurleo
dealing.
Photos by Nat Stout and Michael Rosenblum
Dateline: NH
page 14
a publication of the New Hampshire Automobile Dealers Association
November 2015
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Covering the Cost of Claims —
­ Call Up the Reserves!
Peter Sheffer, Workers’ Compensation Trust Director
A
reserve on workers’ compensation
claims is money that is set aside
to pay the ultimate cost of the claim.
Insurance carriers, self-insured employers, and self-insured groups are required
by law to “reserve” enough money to
cover the costs of individual claims
and claims that have not yet been
reported. Individual claims are reserved
by the adjuster and regularly reviewed
by the claims manager to ensure that
the money set aside, as the reserve, is
sufficient to cover the cost of the claim
through to the total recovery of the
injured employee.
Cases that have not yet been
reported require actuarial analysis
for setting of a reserve. The actuary
annually analyzes the WCT claims data
to determine how much money should
be set aside for those unreported claims,
known as “Incurred But Not Reported”
(IBNR). The actuary looks back on
three decades of NHADA WCT claims
experience to determine the number
and cost of claims that open after year
end to establish a reserve for IBNR
claims. Since these reserves are not
specific to a claim, they are added on
to the total reserve of all claims for a
given year.
When members review the loss runs
provided by the NHADA WCT, they
will see open claims with total incurred
costs, which represents reserves plus
payments, as well as categories for
payments and reserves. There are four
categories of payments and reserves;
indemnity or disability payments;
medical; legal, with which we pay the
attorney to defend claims; and other,
which covers expense to files such as
the cost to obtain medical records,
November 2015
surveillance and independent
the claim is received at NHADA
medical exams. Generally,
WCT. When reserving the type of
files remain open for 30-60
injury is taken into consideration,
days after the last medical
the possibility of surgery, loss
treatment to ensure all related
time from work and anticipated
bills have been received and
duration, the age of the employee,
paid. Claims that have been
co-morbidities that may influence
Peter Sheffer
denied remain open for at
recovery and the occupation. The
least 90 days, post denial. The injured initial reserve is truly an estimate of the cost
employee has 18 months for the date of of the claim. However, as the claim matures
denial to request a hearing. Generally, and the diagnosis and prognosis are clearer,
claims do not stay open for the 18 the reserve can be more accurate. Claims
months to pass, but if the injured are reviewed within 21 days of receipt
employee requests a hearing, retains to pay or deny as required by the NH
legal counsel or otherwise gives us the Workers’ Compensation statute. Reserves
impression that they will request a are also reviewed at that time. They are
Reserves – continued on page 17
hearing, the file stays open. These cases
may stay open for extended periods
while hearings are scheduled, decisions
rendered by the NH Department
of Labor, and appeals are filed and
heard. The case is reserved based on the
ultimate cost of the case, in the event
that the claimant prevails and benefits
are ordered to be paid.
Open claims affect members two
times a year. In May, we use the total
“Design build
incurred costs to calculate members’
and construction
rebates. The immediately preceding year
managment
is not considered for purposes of setting
services”
rebates. For example, the 2015 rebate
Craig Jewett
utilized money from 2008 through
Jewett Construction
2013. The second-time members are
specializes in cost-effective,
affected at the end of June when we
architecturally pleasing,
use the total incurred cost to calculate
ground-up dealerships,
additions, renovations, and
the experience modification factor, and
manufacturers’ upgrades.
again the immediately preceding year is
excluded from consideration. In 2015
For more info, please contact
Craig Jewett at either
total incurred costs for 2013, 2012
603-895-2412 x16 or
and 2010 were used to calculate the
cjewett@jewettconstruction.
experience modification factor for the
2016 premium.
NHADA Association Partner
The initial reserve is established when
B R O N Z E
page 15
Dateline: NH
Breakthrough breakouts.
a publication of the New Hampshire Automobile Dealers Association
Panel discussions on hot topics
Interactive peer-to-peer sharing sessions
Demonstrations with solutions providers
Traditional workshops led by industry experts
#NADA2016 | nadaconvention.org
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Getting Care from Doctors in Your Network
Saves You Money
Laurie Churchill, Field Representative
A
network is a group of doctors and • It’s quicker and easier. Doctors
one that is, by selecting “Find
hospitals that accept a certain health send bills/claims directly to your
a Doctor”.
insurance plan. Knowing what your health insurance company, so
No matter which plan you
network is and how it works is import- you don’t have to submit them.
have, another good way to make
ant. Not all doctors participate in every • It costs you less. You can get the
sure a doctor is in your network
network. So if you want to go to a specific quality care you need, usually for
is to call and ask them. Make
doctor, it’s important to make sure they’re a more reasonable cost.
sure you give them the name of
Laurie Churchill
in your plan’s network.
If You’re Thinking Of Getting
your specific plan.
When you go to the doctor, choosing Out-Of-Network Care
If you’re having a life-threatening
one in your health plan network will Make sure your plan covers it. Even if emergency, dial 911 or go to the closest
help you save time and money.
your plan covered it last Emergency Room. Your plan covers you
Some plans have benefits for
year, make sure that’s still at virtually any ER.
When you go
“out-of-network” doctors, and
the case. You want to make
And remember, we are always here if
to the doctor,
some don’t. But even if yours
sure
you
know
ahead
of
you
need information or have questions:
choosing one in
does, you’ll almost always pay your health plan time — so you don’t end Contact me by email at lchurchill@nhada.
less for the same level of care by network will help up having to pay the entire com or call at 800‑852‑3372. staying in your network.
you save time and cost of the service.
What “In-Network” Means
Log in to your personal
money.
Certain doctors and hospitals
web portal on your health
have agreed to accept your
insurance’s internet site or
insurance — that’s your network. find your summary of benefits. This will
Each plan has its own network. And show what your plan covers and how
getting in-network care just means using much you’ll pay at the doctor or hospital.
those doctors and hospitals. There are And once you’re logged in, you can check
“Indirect lending and
advantages:
if your doctor is in-network — or find
commerical banking
solutions”
B R O N Z E
Reserves – continued from page 15
reviewed every 30 days thereafter until the
injured employee is fully recovered when
all benefits are paid, and the claim can be
closed. Any reserve remaining when the
claim is closed is returned to the member’s
account and is available for rebate, based
on the actuary’s recommendations to the
WCT and assuming that less money has
been paid out than what was paid in as
premium.
The WCT claims nanager reviews
all open claims in March and June to
ensure that claims are reserved to cover
the ultimate cost of the claim. In addition
November 2015
to reviewing open claims during those
months, the claims manager reviews
reserves on all open claims in September
and December to ensure that data provided
to the actuary is accurate. Reserves are never
discounted to take into consideration the
possibility of prevailing at hearing or appeal
or the possibility that an injured employee
will not contest an appeal.
If members have any questions relating
to reserve established on cases, why claims
are open or their loss runs, please contact
me at 800‑852‑3372 or email me at
psheffer@nhada.com. Chase is a leading provider
of prime to sub-prime retial
financing, floorplan
and commercial
banking products whose
capacity is further
enhanced by JPMorgan
Chase’s offerings.
For more info, please contact
Relationship Manager
Ken Miller at either
508-261-2310 or 508-902-8908.
NHADA Association Partner
page 17
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Fall Is Here And You Know What That Means
At The Statehouse? Time To File Bills!
Daniel Bennett, Vice President of Governmental Relations
L
ike tourists flocking to NH
to see the foliage each fall,
so too do legislators flock to the
Statehouse to file bills aimed
at making legislative changes.
As of several weeks ago, there
were a mere 661 bills filed,
Dan Bennett
and that’s just in the House
of Representatives. The Senate
filing period has now started; we
expect about half as many more
to pop up.
NH truly is a citizen legislature. With 424 members in
the House and Senate, it is the
largest state legislatur e in the US
and the fourth-largest English-speaking
legislative body in the world, behind the
Parliament of the United Kingdom, the
Indian Parliament and the U.S. Congress.
Each House member, of which there are
400, represents about 3,300 citizens,
while each of the 24 Senators have larger
districts.
Retail Sellers License
Renewals Due
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page 18
Must be a member of Service Credit Union or eligible for membership.
You probably have already received your
email notice from the NH Banking
Department stating that your retail
sellers license needs renewing by Dec.
1, 2015. If you haven’t seen it, watch
your email inbox closely.
This is an annual license renewal and
costs $50. Those retailers who let their
licenses expire beyond Dec. 31, 2015
will be subject to fines and penalties for
business conducted without the license.
Additionally, a business letting their
license lag beyond the end of the year
will have to reapply for a new license.
The email you receive from the NH
Banking Department will include a
username and password enabling you
to renew online.
More information is available online
at 1.usa.gov/1gCkfPc.
For assistance with the process,
license holders may contact the banking department at: NH Banking
Dept., Licensing, 53 Regional Drive,
Suite 200, Concord NH 03301;
603-271-3561 or 800-437-5991.
License renewals are required by
RSA 361-A:2, Licensing of Sales
Finance Companies and Retail Sellers
Required.
November 2015
Dateline: NH
File Bills – continued from previous page
NHADA vigilantly reviews the filed
bills to discern how they may impact your
business. We reach out to the sponsors in
order to protect your interests and explain
the impact on our industry. Remember,
your voice is needed as well when we ask
you to make the call.
NH legislators are very accessible. They
need to hear from trade associations and
lobbyists and more importantly from
constituents and business owners in their
home districts. Many are eager to learn
from your expert opinion on what the
impact of bills and law changes mean to
you back home. Remember, they are your
elected officials.
a publication of the New Hampshire Automobile Dealers Association
With all the excitement and action
that will occur over the 13 months due
to the elections, remember there will still
be hard work every day at the Statehouse.
NHADA will monitor bills that
deal with business taxes and workers’
compensation issues. Believe it or not,
we once again will need to defend safety
issues such as the distracted driving law
and the annual vehicle safety inspection
program.
NHADA prides itself on its reputation
at the Statehouse and our grassroots
network of members. We are successful
thanks to you.
Stay tuned for legislative updates and
calls to action over the next few months,
and please be ready to lend a hand or call
when asked.
If you have any questions on the
upcoming legislative session or any bills of
interest, let me know. I can be reached at
800­‑852‑3372 or email me at dbennett@
nhada.com.
it’s not just business,
it’s personal
B R O N Z E
When it’s time to sell your dealership
or acquire a new one, you need a
market-wise representative with a
“Insurance and training”
EasyCare New England
is a total dealership
development company.
They pride themselves
on helping dealerships
getting more. More
customers buying more
from your dealership; more
profitability and remaining
loyal in your service
department.
For more info, please contact
Terry Peters at either
678-215-1823
or tpeters@easycare.com
NHADA Association Partner
November 2015
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 | AUTO@NANCYPHILLIPS.COM
page 19
Dateline: NH
page 20
a publication of the New Hampshire Automobile Dealers Association
November 2015
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Need Techs?
Jean Conlon, NHAEF Programs Administrator
T
hanks to a job training grant from the
NH Department of Resources and
Economic Development, NHADA members have a unique opportunity to provide
automotive technology courses to their
existing employees, who may attend college
courses at NH community colleges and
receive college credits. NHADA members Jean Conlon
will, in turn, be reimbursed for half of the
tuition upon successful completion of those courses.
A number of NHADA members’ employees took advantage
of this workforce development training this fall by taking
evening courses at either Lakes Region Community College or
Manchester Community College.
Courses included Introduction to Automotive Technology,
Electrical/Electronics 1, Engine Mechanical, Manual Drive Train
and Engine Performance 1.
If you missed out on the classes this fall, the good news is
that we are gearing up to offer more classes this winter. We are
meeting with the colleges in early November to finalize planning,
(L-R) Nate Burke, Nate Keefe, and Tobey Shoemaker at
Manchester Community College.
so watch your mail and emails.
If you have any questions about the program, please contact
either me at or George Dykstra by email at jconlon@nhada.
com or gdykstra2@yahoo.com respectively or call the NHADA
at 800‑852-3372. 䘀唀䰀䰀 匀倀䔀䌀吀刀唀䴀䰀䔀一䐀䤀一䜀
䘀椀渀愀渀挀椀渀最 昀漀爀 䔀嘀䔀刀夀 匀䤀一䜀䰀䔀 爀攀琀愀椀氀 挀甀猀琀漀洀攀爀⸀
刀䔀ⴀ䐀䔀匀䤀䜀一䔀䐀圀䔀䈀 倀䰀䄀吀䘀伀刀䴀
䐀攀愀氀攀爀 昀爀椀攀渀搀氀礀 漀渀氀椀渀攀 瀀漀爀琀愀氀 琀栀愀琀 挀愀渀 最攀渀攀爀愀琀攀 愀 猀椀洀瀀氀攀
愀瀀瀀爀漀瘀愀氀 昀漀爀 愀渀礀 爀攀琀愀椀氀 挀甀猀琀漀洀攀爀⸀
伀一䔀ⴀ匀吀伀倀匀䠀伀倀倀䤀一䜀
吀栀攀 猀洀愀爀琀攀猀琀 瀀爀漀最爀愀洀猀 挀漀洀戀椀渀攀 昀漀爀 琀栀攀 猀椀洀瀀氀攀猀琀 攀砀瀀攀爀椀攀渀挀攀
眀椀琀栀 琀栀攀 栀椀最栀攀猀琀 瀀爀漀昀椀琀⸀
愀甀琀漀甀猀攀⸀挀漀洀 ⠀㠀　⤀ 㠀㜀㌀ⴀ㈀㤀　㜀
November 2015
page 21
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
Safety/OBD II Inspections Statistics
Happy Thanksgiving!
Offices at the Daniel B. McLeod
Center, NHADA headquarters,
in Bow will be closed Thursday,
November 26 and Friday, November
27 in observance of Thanksgiving.
We send you best wishes for a safe
and happy holiday.
Sep’15
Percent of
Total
YTD ’15
Percent
of Total
Total *
129,647
100.00%
1,214,281
100.00%
Passed
102,919
79.40%
969,601
79.80%
Corrected
14,730
11.40%
132,413
10.90%
Rejected
7,827
6.00%
69,523
5.70%
Untested
4,171
3.20%
42,744
3.50%
Total
115,046
100.00%
1,071,207
100.00%
100,382
87.30%
929,208
86.70%
OBD II Inspection
Results
(1996 and newer)
2015 Unemployment Rates
by Area
United States
Safety
Inspection
Results
Jun
Jul
Aug
5.3%
5.3%
5.1%
Passed
New England
4.8%
4.7%
4.6%
Rejected
9,301
8.10%
94,336
8.80%
Connecticut
5.7%
5.4%
5.3%
Maine
4.7%
4.6%
4.5%
Untested
5,363
4.70%
47,663
4.40%
Massachusetts
4.7%
4.7%
4.7%
* Total numbers include OBD II Inspections
New Hampshire 3.8%
3.7%
3.6%
Statistics provided by Gordon-Darby
Rhode Island
5.9%
5.8%
5.6%
Vermont
3.6%
3.6%
3.6%
NHADA Mission Statement: Since 1921, fostering a spirit of cooperation by promoting
standards through education and advocacy, providing valuable services, and protecting and
advancing the motor vehicle industry as an integral part of New Hampshire’s economy.
Title Statistics Report Ending September 2015
New Hampshire Department of Safety, Division of Motor Vehicles
Sep ’15
Sep’14
’15 YTD
’14 YTD
Titles Issued for New and Demo Vehicles:
13,437
12,553
95,495
93,061
Titles Issued for Used Vehicles:
30,005
23,491
181,042
177,257
TOTAL TITLES ISSUED:
43,442
36,044
276,537
270,318
Titles Issued with a Lien:
19,225
17,591
132,474
128,569
Titles Issued with no Lien:
24,217
18,453
144,063
141,749
Salvage Titles Issued:
1,099
1,222
10,007
8,948
Salvage Tags Issued:
172
165
1,520
1,511
Titles Issued for Heavy Trucks More than 15 Years Old:
Titles Issued for Heavy Trucks 15 Years Old or Less:
64
33
425
333
180
118
1,173
1,228
Titles Issued for Trailers:
1,588
1,210
8,947
8,231
Titles Issued for Motorcycles:
2,077
1,545
13,044
12,591
136
88
719
652
Titles Issued for Motor Homes:
page 22
November 2015
Thank You 2015 NHADA Partners!
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
These Partners have answered the call and supported NHADA programs and events. Please consider your
partners first when you need professional services for your business. To become a 2015 NHADA Partner
please call Jean Conlon at 800-852-3372. Complied October 28, 2015. Companies endorsed by the
NHADA are listed first within each association partner level.
Binnie Media
WBIN-TV
Comcast Spotlight
Comcast Business Class
NHAD Services, Inc - Insurance Division*
NHAD Services, Inc- Products Divison*
NHADA Workers’ Compensenstion Trust*
Bank of America Merrill Lynch
New Hampshire Union Leader
O’Connor & Drew, P.C.
Service Credit Union
TRUECar
Tyler, Simms & St. Sauveur, CPAs, P.C.
STAPLES Advantage*
American Financial and Automotive Services, Inc.
Gordon-Darby NHOST Services, Inc.
WMUR-TV/WMUR.com New Hampshire
American Fidelity Assurance Company *
Anthem Blue Cross and Blue Shield
in New Hampshire *
Northeast Delta Dental *
Albin, Randall & Bennett
Automotive Equipment Technical Institute (AETI)*
Cross Insurance (bonds only)*
Tri State Fire Protection LLC*
Aftermarket / Alpha Warranty
Amy Martineau, Commercial Insurance Specialists
Auto Auction of New England
AutoUse
Auto/Mate Dealership Systems
Automotive Garage Tools
Bellwether Community Credit Union
Benemax
BOAC/Apple Therapy
Bond Auto Parts
Clean Harbors Environmental Services
ConvenientMD Urgent Care
Cook, Little, Rosenblatt & Manson, p.l.l.c.
CUDL
Dealertrack Technologies
EasyCare New England
F&I Resources
G&K Services
GH Berlin/Windward
GW Marketing Services
Holmes Law Offices PLLC
November 2015 Huntington Auto Finance
Cars.com
Devine Millimet
Enterprise Rent-A-Car
Southern Auto Auction
St. Mary’s Bank
iHeartMEDIA from Clear Channel
Jewett Automotive Design & Construction
JPMorgan Chase Bank
JM&A Group
Key Bank
Lift Works Corp. / Sullivan Tire Inc.®
Lumens for Less, Inc.
Lynnway Auto Auction
Macpage LLC
Manheim New England
Members First Credit Union
MiCorp Dealer Services
Mike’s Equipment Repair
Nancy Phillips Associates, Inc.
NBT Bank
Resources Management Group
Sanel Auto Parts Co.
Santander Bank
Shell Lubricants
Seacoast Media Group
TD Bank / TD Auto Finance
Tire Warehouse/Monro Muffler Brake
TR2 Corp/LSI Industries
page 23
Warehouse Distributors of New England/BG Products
* Endorsed
Dateline: NH
a publication of the New Hampshire Automobile Dealers Association
America’s Largest
Independent Auction
• 20 Lanes
• 4,000 Vehicles
Dennis Finkel
Tim MacIntyre
Sales Manager
860-250-3805
dfinkel@saa.com
page 24
161 South Main Street
• Every Wednesday
Dealership
Representative
860-422-3620
tmacintyre@saa.com
•
East Windsor, CT 06088
•
saa.com
November 2015