New Hampshire DRIVE VOL. 5 | NO. 01 The 2023 Legislative Session Bills Attacking Annual Safety Inspections, OHRV Safety Trainings, and More page 8 + PLUS Dan Bennett is NHADA’s Newly Elected President The NHADA Board of Directors unanimously select longtime V.P., Gov’t Affairs, Dan Bennett, as new NHADA President. page 7
Running a dealership comes with its share of uncertain terrain. But one thing is certain. Our Dealer Financial Services team is dedicated to being by your side with the resources, solutions and vision to see you through. Dan Duda daniel.w.duda@bofa.com 603.647.3705 business.bofa.com/dealer Making business easier for auto dealers. Especially now. “Bank of America” and “BofA Securities” are the marketing names used by the Global Banking and Global Markets divisions of Bank of America Corporation. Lending, other commercial banking activities, and trading in certain financial instruments are performed globally by banking affiliates of Bank of America Corporation, including Bank of America, N.A., Member FDIC. Trading in securities and financial instruments, and strategic advisory, and other investment banking activities, are performed globally by investment banking affiliates of Bank of America Corporation (“Investment Banking Affiliates”), including, in the United States, BofA Securities, Inc. and Merrill Lynch Professional Clearing Corp., both of which are registered broker-dealers and Members of SIPC, and, in other jurisdictions, by locally registered entities. BofA Securities, Inc. and Merrill Lynch Professional Clearing Corp. are registered as futures commission merchants with the CFTC and are members of the NFA. Investment products offered by Investment Banking Affiliates: | Are Not FDIC Insured | Are Not Bank Guaranteed | May Lose Value | ©2022 Bank of America Corporation. All rights reserved. 4826555 08-22-0145 Running a dealership comes with its share of uncertain terrain. But one thing is certain. Our Dealer Financial Services team is dedicated to being by your side with the resources, solutions and vision to see you through. Dan Duda daniel.w.duda@bofa.com 603.647.3705 business.bofa.com/dealer “Bank of America” and “BofA Securities” are the marketing names used by the Global Banking and Global Markets divisions of Bank of America Corporation. Lending, other commercial banking activities, and trading in certain financial instruments are performed globally by banking affiliates of Bank of America Corporation, including Bank of America, N.A., Member FDIC. Trading in securities and financial instruments, and strategic advisory, and other investment banking activities, are performed globally by investment banking affiliates of Bank of America Corporation (“Investment Banking Affiliates”), including, in the United States, BofA Securities, Inc. and Merrill Lynch Professional Clearing Corp., both of which are registered broker-dealers and Members of SIPC, and, in other jurisdictions, by locally registered entities. BofA Securities, Inc. and Merrill Lynch Professional Clearing Corp. are registered as futures commission merchants with the CFTC and are members of the NFA. Investment products offered by Investment Banking Affiliates: | Are Not FDIC Insured | Are Not Bank Guaranteed | May Lose Value | ©2022 Bank of America Corporation. All rights reserved. 4826555 08-22-0145 CAD-08-22-0145_New Hampshire ADA.indd 3 8/18/22 11:43 AM
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New Hampshire 14 JANUARY 2023 • VOL. 5 • NO. 01 PRESIDENT Dan Bennett, REM, IOM, CAE NHADA OFFICERS John Sawyer Jr., Chairman Marshall Jespersen, Vice Chairman Jeff Platek, Treasurer Shawn Hanlon, Secretary NHADA DIRECTORS Jay McFarland, Immediate Past Chair MaryBeth Alosa, Heavy Duty Truck Jim Boyle, Franchised Vanessa Delegas, Franchised Tim Foss, Franchised Paul Holloway, Honorary Director Mike Phillips, Independent Used Car Ron Poirier, Independent Repair/Service David Hammer, NADA Director George Mullin, Franchised/Independent Jessica Trask, NextGen Director Roger Groux, Advisory Director Mike Petell, Franchised/Motorcycle ©2023 New Hampshire Automobile Dealers Association (NHADA) | The newsLINK Group, LLC. All rights reserved. Drive New Hampshire is published six times each year by The newsLINK Group, LLC for the NHADA and is the official publication for this association. The information contained in this publication is intended to provide general information for review, consideration and education. The contents do not constitute legal advice and should not be relied on as such. If you need legal advice or assistance, it is strongly recommended that you contact an attorney as to your circumstances. The statements and opinions expressed in this publication are those of the individual authors and do not necessarily represent the views of the NHADA, its board of directors, or the publisher. Likewise, the appearance of advertisements within this publication does not constitute an endorsement or recommendation of any product or service advertised. Drive New Hampshire is a collective work, and as such, some articles are submitted by authors who are independent of NHADA. While Drive New Hampshire encourages a first-print policy, in cases where this is not possible, every effort has been made to comply with any known reprint guidelines or restrictions. Content may not be reproduced or reprinted without prior written permission. For further information, please contact the publisher at 855.747.4003. 5 A Message from the Chair Charging Ahead: New Year, New Outlook By John Sawyer, Jr., Portsmouth Ford 6 NADA Update By David Hammer, NADA Director 7 Longtime NHADA Leader Dan Bennett Named as President 8 2023 Legislation Update By Dan Bennett, REM, IOM, and CAE, President 10 10 Things You Should Know About Dealer Plate Requirements By Dan Bennett, REM, IOM, and CAE, President 12 Meet a Board Member Ron Poirier, NHADA Director: Independent Repair/Service 13 New Members 14 Managing the Risks of New Employees By Pete Sheffer, NHADA WCT Director 15 Proper Ventilation in the Workplace By Brian Duplessis, NHADA WCT Loss Prevention Supervisor 16 Growing the Automotive Workforce in 2023 By Adam Memmolo, NHADA Workforce Development Coordinator 18 The NHADA Well-being Program By Lori Preve, NHADA Licensed Insurance Producer 20 NHADA Membership Milestones 21 NHADA’s Online Safety Orientation Training is Too Good of an Opportunity to Pass Up By Brian Duplessis, NHADA WCT Loss Prevention Supervisor 22 CCSNH’s ApprenticeshipNH and Merchants Automotive Celebrate First Automotive Technician Apprentices 24 MVPAC Thank You! 25 Big Raffle for Automotive Education is Almost Here! 26 LotDrop Apparel Showcase 29 By the Numbers 30 Thank You, 2023 NHADA Partners! CONTENTS 18 4
A MESSAGE FROM THE CHAIR CHARGING AHEAD New Year, New Outlook BY JOHN SAWYER, JR. PORTSMOUTH FORD Happy New Year! Here at NHADA, as we finish our current membership cycle, I would like to thank all members for their contributions, both large and small. Whether it be supporting our workforce through buying a ticket to the NHADA Foundation’s Annual Big Raffle for Automotive Education, supporting our Political Action Committee (PAC), or simply paying your membership dues — your support is what keeps us running. I would also like to thank all of our NHADA Partners that have returned for another year. Our partners are another vital line of support for us. If your businesses face a challenge, I encourage you to turn to one of our partners first at www.nhada.com/partnership-program/partners. One of our association’s greatest strengths is the diversity of businesses within our membership. We are comprised of several sectors of New Hampshire’s motor vehicle sales and service industries. As it stands, we currently have the most members in the association’s 100-plus-year history with over 500 members! One of the many ways we support our members is through governmental advocacy. This past year, through our Motor Vehicle Political Action Committee (MVPAC), we were able to raise $90,000! These funds support candidates that will have the most positive impact on our industry. In this past 2022 midterm election cycle, our giving strategy was highly successful with over a 90% success rate of giving to winning candidates. The policies of our elected officials are pivotal to the success of our businesses. We have a strong presence in the statehouse as we continue to build relationships with our local representatives. The automotive industry has numerous challenges it faces every day. Here are a few that we believe will help shape what 2023 looks like: INVENTORY U.S. vehicle inventory has continued to recover from historic lows, rising another 150,000 vehicles to 1.61 million, according to data from Cox Automotive and the Automotive News Research & Data Center. While progress is slow, we remain optimistic that we will continue to see dealer lots beginning to fill and supply chain bottlenecks loosen. INTEREST RATES Regarding interest rates or inflation, the biggest question is: what does the future look like? A hike in interest rates was introduced to lower inflation, directly impacting the motor vehicle industry. Market pricing, now combined with higher interest rates, has negatively affected consumers’ buying confidence. The Fed has announced that future rate increases will be moderate but have no plans to stop anytime soon. We as dealers need to be proactive and collaborate with our captive financial institutions and indirect lending providers to better understand how our customers can best navigate higher interest rates. ELECTRIC VEHICLE SERVICE Servicing EVs poses a new set of challenges and safety concerns for those who will be repairing these vehicles. These issues will impact our workforce from technicians to tow truck operators. Their safety, as well as our consumers, is paramount. The NHADA Loss Prevention Team is working diligently to address this topic, particularly for independent businesses that don’t have guidance from a manufacturer. Developing a playbook of best practices in how to safely handle these electric batteries will be necessary for ensuring a safe workplace. All things considered, the future of the automotive sector is bright, the dealer body has never been stronger, and we are supported by one of the premier associations in the country! Sincerely, John Sawyer, Jr. JANUARY 2023 5
NADA UPDATE BY DAVID HAMMER NADA DIRECTOR The NADA has recently launched a new section on its website designed to assist dealerships and customers with finding and understanding alternative fuel vehicles and refueling infrastructure incentives. The website, www.nada.org/ev-incentives, also features a recording of the Dec. 27, 2022, webinar, “What You Should Know About the New Federal EV Tax Credits.” The webinar reviews the vehicles and customers eligible for tax credits and how to best obtain the information that must be disclosed at the point of sale. Also, how the credits likely will change in the future, and how to get additional information. Many of the new rulings have gone into effect as of the first of the year, so if you have not already, I recommend checking out the resources at your disposal. On the topic of EVs, another noteworthy update is the ongoing dialogue between Ford and its dealer network regarding EV requirements. In short, the original proposition includes dealers investing up to $1.2 million in preparation to sell and service electric vehicles. This is not problematic; many dealers expect an operational cost associated with electric vehicles. What is problematic is that Ford plans to create tiers of dealerships: Model e Certified Elite, which could sell any Ford vehicle, and Model e Certified, which would be limited to just 25 build-to-order retail sales per year. At the federal level, NADA is continually discussing with Ford to arrive at some sort of middle ground and they feel progress is being made. State trade associations are working to address portions of the requirements that challenge franchise laws, specifically 24/7 access to public fast chargers and electric vehicle allocation. Another issue that the NADA and state Automotive Trade Association Executives (ATAEs) are following closely is the newly introduced rule by the FTC that would complicate the vehicle purchasing process. If approved, the new regulations would increase the complexity of the car-buying process in a way that would cost consumers extra time, create substantially more paperwork required at the dealership, and introduce new administrative burdens for small businesses that would increase the cost of cars and trucks. NADA has encouraged the entire dealer grassroots network to sign a letter, introduced by Reps. Kelly Armstrong (R-ND) and A. Donald McEachin (D-VA), urging the FTC to withdraw its proposed ruling and instead issue an Advanced Notice of Proposed Rulemaking. Reps. Annie Kuster and Christopher Pappas have already signed onto the letter. Lastly, by the time you read this, you have likely returned from the NADA Show 2023 in Dallas, Texas. Every year, dealers are invited for continuing their education and listening to worldclass speakers. It is a great time to network and explore a marketplace of new products and technology. They also name the winner of the TIME Dealer of the Year award, which honors new-car dealers in America who exhibit exceptional performance in their dealerships and perform distinguished community service. This year, New Hampshire’s nominee is Mark Tulley, Dealer Principal, Tulley Automotive, and President of the New Hampshire Automotive Education Foundation. Scan the QR code to read more on Mark’s nomination. https://www.ally.com/go/allydealerheroes/ nominees/mark-tulley/ If you have questions on any of the above, don’t hesitate to contact me directly. I am happy to assist. Happy New Year! At the federal level, NADA is continually discussing with Ford to arrive at some sort of middle ground and they feel progress is being made. 6
LONGTIME NHADA LEADER DAN BENNETT NAMED AS PRESIDENT After 20 years of dedicated work serving the needs and best interests of members and industry employees, the New Hampshire Automobile Dealers Association is excited to announce Dan Bennett has been named the new President of NHADA. Bennett received the unanimous vote of approval from the NHADA Board of Directors and has taken over the job as of late January. Bennett is a trusted and familiar leader at NHADA; is considered an expert on industry issues, well-known among lawmakers and regulators; and is considered a knowledgeable ally among NHADA members. “Dan provides us a seamless transition of leadership for a grounded stability in tackling issues, challenges and priorities both in-house and in the automotive field in New Hampshire,” explains John Sawyer, Jr., Chairman of the Board of Directors for the NHADA (Portsmouth Ford, Inc.). “Dan is a dedicated, loyal, and trusted team leader who understands the mission of the NHADA and can lead us to achieve our goals.” “I am committed to leading an organization that adds value to its members,” says Dan Bennett, President of NHADA. “We are strong because our over 500 members are responsible business and community members, charitable givers, and gracious employers in cities and towns in every corner of New Hampshire. I look forward to helping further that reputation for NHADA into the future and promoting to industry our valuable association and its benefits.” Dan Bennett has been a Certified Association Executive (CAE) since 2016 through the American Society of Association Executives (ASAE) and has intensely studied, learned and observed how non-profit trade associations should be led and managed. He is a graduate of the Institute of Organizational Management (IOM), where he spent four summers (’12 – ’15) at Villanova University being taught by trade association industry leaders through the U.S. Chamber of Commerce. Bennett is a master’s level graduate from Vermont Law School, where he learned the depths of legal background, study, writing and interpretation. He has served in NHADA leadership for the past 15 years, leading strategic efforts around regulations and operations and representing the association at the New Hampshire legislature. “Dan’s institutional knowledge, along with the professional relationships he has built throughout the state, will serve the NHADA well in the coming years,” says Shawn Hanlon, Director Secretary for NHADA (Nucar Automotive Group). “For years, we have relied on him to guide us through landscape changes in regulation, business, politics and simple day-to-day challenges of running a non-profit. I can’t think of anyone better qualified or suited for the job than Dan.” In addition to his educational background and his role in various other non-profit organizations, Bennett’s service to NHADA taught him about board governance, non-profit financials, leadership and management, dues and non-dues revenue structures and other skills necessary to lead a successful trade organization. Bennett currently serves as the Vice Chair of the Granite State Children’s Alliance as well as the Vice President of a local youth sports organization. “It has been an honor to build a career foundation at the Association and I am excited to take on this new role,” explains Bennett. “I want to thank the Board, member businesses and all of my colleagues for this vote of confidence.” Hit your target market Get more exposure • Increase revenue To advertise in this magazine, contact us today. 801.676.9722 | 855.747.4003 thenewslinkgroup.org sales@thenewslinkgroup.com JANUARY 2023 7
2023 LEGISLATIVE UPDATE Unique Committee Structure Requires More Membership Involvement BY DAN BENNETT, REM, IOM, CAE PRESIDENT One of the many ways we support our members is through government advocacy; NHADA serves as your legislative watchdog. After bills are filed, we audit them to identify which will have an impact, for better or worse, on our industry. The involvement of our membership is critical to our success at the State House. There are three fundamental ways to support us: 1. Contribute to our Motor Vehicle Political Action Committee (MVPAC). This past year, our raised funds of $90,000 were used in a highly effective, giving strategy with over a 90% success rate of giving to winning candidates. 2.Make your voice heard! At some point, we will call on you to contact your representative. Remember, the House of Representatives represents you! The best voice they could hear is a member’s within their district. 3. Serve on the Legislative Committee, or one of our Boards. As of this writing, 912 bills have been filed. Every bill will get a public hearing, a committee vote, and a full chamber vote. If the bill is successful at crossover, it will flip chambers and get another shot at the other side of the bicameral body before making it to the governor’s desk. This year is unique because the committees are almost a 50/50 split, meaning bills may go to the floor with no recommendation. This makes your voice and involvement even more imperative. We will frequently educate you on many issues in the coming months and ask for your support. Some of the legislation you’ll hear about is: • HB 646: Eliminating the vehicle inspection mandate for noncommercial vehicles Rep. Matthew Santonastaso (R) Priority: High | Position: Oppose • HB 304: Relative to advanced driver assistance system disclosures by auto glass repair or replacement facilities Rep. Tim McGough (R) Priority: High | Position: Monitor • SB 256-FN: Establishing a safety program for off-highway recreational vehicles Senator Ruth Ward (R) Priority: High | Position: Support • SB 188-FN: Relative to catalytic converter theft Senator Donovan Fenton (D) Priority: High | Position: Support • HB 459: Relative to transactions exempt from the consumer protection act Rep. Tony Caplan Priority: High | Position: Oppose Remember, our voice at the Statehouse in Concord is only as loud as yours back home! Stay tuned for more information as the 2023 session opens up. Let me know if you have any questions on the above or on any legislative matters. I can be reached at dbennett@nhada.com or 603-224-2369. This year is unique because the committees are almost a 50/50 split, meaning bills may go to the floor with no recommendation. This makes your voice and involvement even more imperative. JANUARY 2023 9
Q: When does the state determine the number of dealer plates I can have to operate my business? A: The key determinant factors are the number of motor vehicles that you sell and the number of full-time sales employees you have. NHADA recommends that if you request additional plates, you must have a solid business reason why. Scan the QR code to read the statute [saf-c2003.02(c)]. https://www.gencourt.state.nh.us/rules/state_agencies/saf-c2000.html Q: Can I use a magnetic holder to secure a dealer plate on my vehicles? A: Yes, but, at all times, the dealer plate must be displayed on the rear of the vehicle, specifically in the place that is provided by the manufacturer. Scan the QR code to read the statute [saf-c2003.03(b)]. https://www.gencourt.state.nh.us/rules/state_agencies/saf-c2000.html Q: Do I have to conduct a safety inspection and sticker all the vehicles on my lot? A: There is a two-part answer to this question: 1. All new vehicles that have not yet been titled are exempt from inspection requirements and need not receive an inspection sticker. NHADA suggests dealers inspect and sticker dealer-plated vehicles that will be on the road for more than demo rides. This is a safety mechanism to ensure local police do not pull you over only to find out you are in compliance. Scan the QR code to read the statute (Section VIII). https://gencourt.state.nh.us/rsa/html/XXI/266/266-1.htm 2.All used vehicles owned by a dealer that will be driven over the road must be safety inspected and stickered. Scan the QR code to read the statute (Section IV). https://gencourt.state.nh.us/rsa/html/XXI/266/266-1.htm Dealer Plates: Frequently Asked Questions 10 THINGS As a motor vehicle retailer, you have an ongoing responsibility to identify various users of your dealer plates. As such we have developed a form fillable PDF to help you track the location and user of each plate as well as the vehicle to which it is assigned. We strongly recommend you assign the task of maintaining an up-to-date log of dealer plates to a responsible individual in the dealership. Use this QR Code to download the form fillable PDF to help you track the location and user of each plate as well as the vehicle to which it is assigned. https://4829685.fs1.hubspotusercontent-na1.net/hubfs/4829685/Entry/Blogs/Dealer%20 Plate%20Registration%20Final_23.pdf YOU SHOULD KNOW ABOUT DEALER PLATE REQUIREMENTS BY DAN BENNETT, REM, IOM, CAE PRESIDENT 10
Q: To whom can I assign use of dealer plates? A: For business purposes, excluding delivery of parts, anyone in the dealership. For personal use, only members of the dealer’s family who are domiciled in the dealer’s household. Also, full-time dealership employees may use dealer plates. Remember, this is only for full-time employees and not for any of their families or friends. At all times, you must ensure that the vehicle is in a saleable condition and all legally required window stickers are in view. Scan the QR code to read the statute. https://gencourt.state.nh.us/rsa/html/XXI/261/261-111.htm Q: Can I rent a dealer-plated vehicle? A: The only instance that you can charge a fee for use of a dealer-plated vehicle is when a renter’s/customer’s vehicle is being serviced in your business. Off-the-street rentals are specifically prohibited. Scan the QR code to read the statute. https://gencourt.state.nh.us/rsa/html/XXI/261/261-111.htm Q: Could I, as a favor, allow my neighbor to use a dealer plate on his/her vehicle? A: Absolutely not. Dealer plates can only be used on vehicles owned by the dealer or when the dealer has a valid, written consignment agreement. In no case can dealer plates ever be loaned to another individual. Scan the QR code to read the statute. https://gencourt.state.nh.us/rsa/html/XXI/261/261-111.htm Q: Can I use a dealer plate on my parts delivery truck? A: If a portion of your business consists of selling and delivering parts, you must specifically register that vehicle. If you do not have an active portion of your business selling and delivering parts, it is permissible to use a dealer plate for this occasional activity. Scan the QR code to read the statute. https://gencourt.state.nh.us/rsa/html/XXI/261/261-111.htm Q: I have a tow truck/wrecker, and I only use my tow truck to service my own customers. Can I use a dealer plate on this truck? A: The answer is yes, but you must have a sign stating “Not for Hire” on the vehicle with lettering three inches tall or greater. It is illegal to use a dealer-plated service/tow truck for business if you are actually towing for hire and it is not incidental to the business of your dealership. Scan the QR code to read the statute. https://gencourt.state.nh.us/rsa/html/XXI/261/261-111.htm Q: I would like to establish an annex. What are my requirements? A: If you have an annex (same corporation) that is located in the town or city in which you are properly registered and licensed, all you need to do is notify the Department of Safety of this second address. Of course, your town/city must approve of this address. You may use the same dealer plates at both locations. If you choose to have a location outside of your town/city, you must secure a separate license and registration through the Department of Safety. Scan the QR code to read the statute. https://gencourt.state.nh.us/rsa/html/XXI/261/261-106.htm Q: What is your best advice if I am called in for a hearing with the Department of Safety, and what are the potential penalties? A: The first thing you should do is call the Association for personalized advice. Recognize that if the Department alleges you have violated any provisions of the laws that allow you the privilege of being a dealer, you may lose your right to remain a dealer. Any time you receive a notice to attend a hearing, there could be serious consequences. First rule: Avoid getting that notice by fully complying with all aspects of your dealer privileges. Scan the QR code to read the statute. https://gencourt.state.nh.us/rsa/html/XXI/261/261-177.htm JANUARY 2023 11
Ron Poirier is the owner of Bob & Sons Automotive and is a board member for the NHADA. He graduated from the University of New Hampshire and has over 50 years of industry experience. We had the chance to talk with him about his job and his thoughts on the industry. TELL US A LITTLE BIT ABOUT YOURSELF (FAMILY, HOBBIES, ACCOMPLISHMENTS, COMMUNITY INVOLVEMENT, PERSONAL/ CAREER GOALS). I’m married to my wonderful wife of 40 years and we have three children, four grandchildren, and a cat and dog. Our company has supported Manchester youth sports and I was active as a coach in soccer and baseball. I obtained my private pilot certificate in 2001 and own a Grumman Tiger 4-place airplane. I enjoy overlanding and traveling the U.S. by motorcycle and truck. I am the Former Vice President of NH Gasoline Retail Dealers Association and I am the NH Representative for NESSARA. WHAT GOT YOUR CAREER STARTED? DO YOU/DID YOU HAVE ANY MENTORS? An injury to my dad while on a horse required me to get into the family business at the age of 13. In those early years, I was fortunate to be mentored by some top-quality technicians and had the guidance of many individuals. I worked alongside my dad and brother, and most recently, I transferred ownership to my son and his family. HOW HAS THE INDUSTRY CHANGED OVER THE YEARS? In the early days, gasoline was 29 cents a gallon and cars did not even have seat belts. I realized early on in the 70s that change was coming in terms of safety systems, emissions, fuel economy, and technology. And frankly, it has never slowed down since that time. It was, and still is, truly an exciting time to be in the automobile business. WHAT INDUSTRY EVOLUTION ARE YOU MOST LOOKING FORWARD TO AND/OR SCARED OF? As we transition to cleaner vehicles, I am intrigued as to where we will end up in the next decade and beyond. Certainly, there is a place for electric vehicles, but it's yet unclear what else might be propelling our vehicles in the future. Hydrogen, natural gas, and petroleum may still have an impact on how we navigate the roadways. WHAT IS YOUR BIGGEST CHALLENGE RIGHT NOW? Retirement! January 1 marked the beginning of my retirement, and I am enjoying every day as I knock off the items on my wish list that I’ve created in the last 50 years of work. MOST FULFILLING PART OF YOUR JOB? The interaction with customers, vendors, and colleagues has always been the driving force for me. The relationships you build over the years as you serve your local community are precious and make getting out of bed in the morning a joy. WHAT ADVICE WOULD YOU GIVE SOMEONE JUST STARTING IN THE INDUSTRY? Be ready for change, remain adaptable, and try to get a view above the treetops to be better prepared for what is around the corner. Being involved in coaching, mentoring, and 20 Group can help you to see beyond your front door and is invaluable in moving your business along. Invest in your people and always be sensitive to their needs and how they interact in your teams. Just when you think you’ve arrived, you'll be left behind by the next bus. MEET A BOARD MEMBER Ron Poirier, NHADA Director: Independent Repair/Service 12
WE WANT TO FEATURE YOU IN OUR NEXT ISSUE OF DRIVE NEW HAMPSHIRE Is your business observing a pivotal anniversary this year? Are you hosting a celebration? Have you recently taken part in a charitable event, or made a large donation? Have you been awarded any accolades? We’d love to conduct a quick Q & A and send out our photographer/videographer to highlight your business to our membership. You will be featured in Drive New Hampshire, our community blog, our e-newsletter Headlines, and on our social channels. Please reach out to us using this link: https://hipaa.jotform.com/ 223126815152146. We can’t wait to hear from you! ROCHESTER VOLKSWAGEN* 20 Farmington Rd. Rochester, NH 03867 Phone: (603) 332-6242 Owners: Sheree & Edward Allen NORTHERN TIRE AND ALIGNMENT 1225 NH Route 16 Ossipee, NH 03864 Phone: (603) 539-7221 Owner: Erica Ambrose DERRY AUTO SUPER STORE, LLC 44 Manchester Rd. Derry, NH 03038 Phone: (603) 275-0700 Owner: George Kahla 603 AUTOMOTIVE OF PORTSMOUTH 2200 Lafayette Rd. Portsmouth, NH 03801 Phone: (603) 969-7331 Owner: Matthew Gates REAL DEAL AUTO SALES 127 S. Elm St., Ste. 1 Manchester, NH 03103 Phone: (603) 413-2736 Owner: Olga Hapgood DURHAM VILLAGE GARAGE* 8 Dover Rd. Durham NH, 03824 Phone: (603) 868-2781 Owners: Kristy & Marc Leeware JAY'S AUTO & TRUCK SALES, LLC 7 Wales Bridge Rd. Loudon, NH 03307 Phone: (603) 856-7917 Owner: David Pickering KIDDER'S REPAIR SERVICE 17 Parade Rd. Barnstead, NH 03218 Phone: (603) 269-8878 Owner: Keith Carter FREEDOM CYCLE* 110 Manchester St. Concord, NH 03301 Phone: (603) 225-2779 Owner: Joel Wheeler LAURIDSEN AUTO BODY* 728 King Rd. New London, NH 03257 Phone: (603) 526-6267 Owners: Corbett Cochran & Laurie Cuccinello Cochran BALLARD TRUCK CENTER, LLC 222 Frontage St. Manchester, NH 03103 Phone: (603) 263-6430 President/Primary Contact: John Picking *Under New Ownership NEW MEMBERS
BY PETE SHEFFER NHADA WCT DIRECTOR We all manage the risks we face every hour of every day. We manage health risks by eating right, exercising, and keeping up with annual physicals. We manage our commuting risks by driving defensively, obeying traffic laws, and avoiding distractions. But here at the NHADA’s Workers’ Compensation Trust (WCT), the staff focuses on other risks — those that our WCT members face. Risk management starts with each and every one of our members’ new hires. That’s because national studies have found that 30–40% of injured workers have been on the job for less than a year. Obviously, then, it is critical that employers take the time to hire the right person for the job and to train and educate new employees. The NHADA Strategic Hiring Guidelines were created with the assistance of employment law professionals to help members with this process. The Guidelines are available on the NHADA website for all NHADA members after signing in. The Guidelines outline key points in the hiring process that include reviewing applications, interviewing candidates, checking references, making a conditional offer, performing background checks, and ultimately performing the pre-placement drug test and completing the Second Injury Fund form. The studies have identified several reasons — beyond hiring the wrong person for the job — that new employees sustain injuries: • Employers assume that new employees know more than they do. • New employees are afraid to ask questions. • The environment is new and the employee is not familiar with the hazards. • Task-specific training focuses on what to do rather than what to avoid. • New employees lack knowledge about hazardous substances. • New employees fail to understand the purpose and importance of personal protective equipment and how to properly use it. • Employers fail to convey the safety message. The NHADA loss prevention system has launched an internet-based training program, in partnership with Teachable, that addresses many of these issues. One of the modules is directed specifically at new hires who can complete all the OSHA-required, best-practices safety orientation training quickly and conveniently prior to their commencement of actual work. Providing new hires with industryspecific training helps to set the tone of a safety culture in the workplace. Taking steps to help employees understand the risks they face and providing them with the tools and training they need to avoid injuries is a huge step toward managing the risk created by new employees. In the current economy with unemployment in NH at 2.6%, finding the best candidate for any open position is challenging. Please remind those on your staff who are involved in the hiring process to review the NHADA Strategic Hiring Guidelines. By taking your time in the hiring process and following the steps outlined in the Guidelines, you should be able to identify applicants that you do not want in your place of employment and find the ones that are best suited to work for you. Contact the Loss Prevention Department to get set up with Teachable through the NHADA web portal at 800-852-3372 or email us at NHADAWorkersCompLPrev@nhada.com. MANAGING THE RISKS OF NEW EMPLOYEES Taking steps to help employees understand the risks they face and providing them with the tools and training they need to avoid injuries is a huge step toward managing the risk created by new employees. 14
PROPER VENTILATION IN THE WORKPLACE BY BRIAN DUPLESSIS NHADA WCT LOSS PREVENTION SUPERVISOR When cold weather sets in, service departments close their garage doors. This has an immediate impact on the air quality in the shop, which can lead to service technician complaints centered on inadequate shop ventilation. Vehicle exhaust is loaded with thousands of contaminants resulting from the incomplete combustion of fuel. The primary culprit and largest component of exhaust that threatens employee health is carbon monoxide. Carbon monoxide (CO) is a colorless, odorless, tasteless gas and one of the most common industrial hazards. Mild poisoning can cause such symptoms as nausea, dizziness, or headaches, while severe poisoning can result in brain or heart damage or even death. Serious stuff! But also consider that even moderate levels of CO can be responsible for employees being less attentive, which makes them more likely to make mistakes or to have accidents occur. As the amount of carbon monoxide in the air increases, more serious symptoms may develop, such as lack of coordination, weakness, and confusion. Therefore, it is easy to see how poor shop ventilation can translate to accidents and reduced productivity. Sounds expensive! HOW MUCH CO IN THE AIR IS ACCEPTABLE? Most of the time, CO is not a naturally occurring component of air. It results from the incomplete combustion of burning materials. OSHA sets 35 parts per million of air (ppm) as the maximum CO level for shop areas. Office areas, including the Parts Department, would fall under the ASHRAE indoor air quality standard, which is 10 ppm. The NHADA WCT Loss Prevention Department recommends that dealers take action to reduce CO levels to below 20 ppm in the shop and to as close to 0 ppm as possible in other areas of the dealership. HOW CAN SHOP AIR QUALITY BE IMPROVED? • Properly service and maintain the shop exhaust ventilation system to ensure optimal performance throughout the winter months. • Regularly inspect and replace any defective exhaust hoses. • Install carbon monoxide level direct reading monitors to identify areas where carbon monoxide is likely to be present. Areas to consider are the Service Department, Parts Department, and customer waiting areas. If CO levels exceed the levels mentioned above, mitigation efforts need to be made. • Demand and enforce that all technicians use exhaust hoses at all times when vehicles are running in the shop unless they are coming and going — NO exceptions! Good air quality is an essential ingredient for a safe and healthy work environment. Members must ensure that both adequate shop ventilation and proper employee work practices maintain carbon monoxide at the lowest possible level. The NHADA Loss Prevention staff is available for carbon monoxide monitoring upon request. Contact us at 800-852-3372 or e-mail me at bduplessis@nhada.com. The NHADA WCT Loss Prevention Department recommends that dealers take action to reduce CO levels to below 20 ppm in the shop and to as close to 0 ppm as possible in other areas of the dealership. JANUARY 2023 15
BY ADAM MEMMOLO NHADA WORKFORCE DEVELOPMENT COORDINATOR GROWING THE AUTOMOTIVE
WORKFORCE IN 2023 With the new Workforce Development team in place, we are in preparation for another successful year of awarding scholarships. Since its inception, the New Hampshire Automotive Education Foundation has grown substantially, awarding on average over $90,000 annually. The Foundation's success is largely due to the NHADA membership's participation and generous financial contributions to our annual fundraisers. On March 3, 2023, we will have our eighth annual Big Raffle for Automotive Education at the Rex Theatre in Manchester, NH. This event is our largest fundraiser — we sell all $100,000 worth of raffle tickets yearly. Please support New Hampshire's automotive education by purchasing a raffle ticket if you have not already. There are other ways to support the foundation besides the Big Raffle. Participating in our annual Drive for a Tech Golf Tournament is an option. Alternatively, you may consider sponsoring a student in an upcoming competition, utilizing a job training grant, or participating on an advisory board. These are just a few of the many ways to get involved. This year, we aim to expand our existing outreach strategy by highlighting the industry's excitement, necessity, and perks on modern platforms such as TikTok and Instagram. Additionally, we are working to remove any barriers students may face and create streamlined pathways to set students up for a successful career in the automotive industry. An example of providing a new pathway is the NHADA Job Board where high school CTE students in Automotive can search for NHADA member businesses in the area to complete their job co-op, find jobs that are interested in hiring, and apply all in one place. For more information about the job board or how to get involved with the foundation, visit foundation.nhada.com. In addition to highlighting automotive through our social media channels, we will also show the fruits the industry bears by visiting each of NH’s 20 career technology education centers (CTEs). Often, we are joined by an NHADA member business to connect them to our educational partners and help give them tools and resources for a more collaborative industry. Lastly, the NHADA Communications Team created the Fast Track program. This online tool is a one-stop shop for students to access the resources that we offer to them. Utilizing Fast Track, they can view a video hub of information presented by an industry member with decades of experience, see our upcoming events, apply for scholarships, and participate in contests we hold throughout the year. As we visit New Hampshire Automotive programs, we encourage students to sign up for the Fast Track program to help kickstart their careers. We have much ground to cover and a lot to do in 2023, but we look forward to seeing the impact we are making in the years to come. If you have any questions, don’t hesitate to contact me directly at amemmolo@nhada.com or 603-224-2369. 2022’S WORKFORCE DEVELOPMENT ACCOMPLISHMENTS AT A GLANCE SCHOLARSHIPS AWARDED • 52 scholarships • Over $90,000 FUNDRAISING TOTALS • Raffle 2022 – 1000 tickets sold for $100,000 • Golf 2022 – Over $70,000 OTHER STATS • College and Career Day • Over 550 students attended • 32 members attended • All five CCSNH colleges were represented • ApprenticeshipNH tabled • Instructor Training • Two days hosted at Nashua Community College • Instructors from 17 of the 20 high schools we work with • Over 20 instructors from around the state • Sanel/NAPA, ACDC, Grappone, and DOE Cluster sessions JANUARY 2023 17
THE NHADA WELLBEING PROGRAM BY LORI PREVE NHADA LICENSED INSURANCE PRODUCER The NHADA's Insurance division launched its Well-being Program on March 1, 2022. The program was developed to provide members with access to resources aimed at improving their physical, mental, and emotional well-being. Through this free program, members can gain access to educational tools and resources to help them achieve a better understanding of their overall health and well-being. No employee benefits are required in order to participate. It’s the company's goal to ensure that all members are able to take advantage of this program and can be educated on how to live a healthier lifestyle. The Well-being Program offers a monthly webinar series, covering topics such as healthcare costs, workplace safety, and winter weather preparedness. From April to May 2022, members were also rewarded with a $20 Amazon Gift Card when they completed an Oral Wellness Risk Assessment Survey, which will be returning in 2023. All webinars are recorded and posted to the Well-being page on the NHADA website. The Well-being page has a resources section with endorsed resources such as fitness reimbursement, living well programs, oral wellness, vision wellness, and mental health resource amongst other helpful assets. It has a corporate discounts section as well for benefits such as gym memberships and a massage therapist. The NHADA also hosted a special Well-being Day at the Health Club of Concord that included free health screenings and wellness information from various organizations in the area. Members were also offered various corporate discounts to local gyms, massage therapists, and a health coach. We are in the midst of planning the 2023 event now, which will be May 17, 2023 at the NHADA office. For the company with the highest participation in all wellbeing activities in 2023, you’ll win lunch on us! We’ll provide the highest participating company with a $500 Visa Gift Card. To qualify, members must participate between Jan. 1, 2023 – Nov. 30, 2023. Winners will be notified in December 2023. Scan the QR code to visit our website for more information on the NHADA Well-being Program. https://www.nhada.com/our-solutions/insurance/well-being 18
Plan ahead for your dealership’s long-term legacy Setting up a succession plan is an important consideration for the future of your dealership. Now’s the time to think about your priorities, such as maintaining control, taxes, liquidity, employees and family. What would you like the power to do?® Learn more with our comprehensive overview of Dealer Financial Services Succession Planning at business.bofa.com/dealer. “Bank of America” and “BofA Securities” are the marketing names used by the Global Banking and Global Markets divisions of Bank of America Corporation. Lending, other commercial banking activities, and trading in certain financial instruments are performed globally by banking affiliates of Bank of America Corporation, including Bank of America, N.A., Member FDIC. Trading in securities and financial instruments, and strategic advisory, and other investment banking activities, are performed globally by investment banking affiliates of Bank of America Corporation (“Investment Banking Affiliates”), including, in the United States, BofA Securities, Inc. and Merrill Lynch Professional Clearing Corp., both of which are registered broker-dealers and Members of SIPC, and, in other jurisdictions, by locally registered entities. BofA Securities, Inc. and Merrill Lynch Professional Clearing Corp. are registered as futures commission merchants with the CFTC and are members of the NFA. Investment products offered by Investment Banking Affiliates: | Are Not FDIC Insured | Are Not Bank Guaranteed| May Lose Value | ©2022 Bank of America Corporation. All rights reserved. 4882341 05-22-0512 Plan ahead for your dealership’s long-term legacy Setting up a succession plan is an important consideration for the future of your dealership. Now’s the time to think about your priorities, such as maintaining control, taxes, liquidity, employees and family. What would you like the power to do? Learn more with our comprehensive overview of Dealer Financial Services Succession Planning at business.bofa.com/dealer. “Bank of America” and “BofA Securities” are the marketing names used by the Global Banking and Global Markets divisions of Bank of America Corporation. Lending, other commercial banking activities, and trading in certain financial instruments are performed globally by banking affiliates of Bank of America Corporation, including Bank of America, N.A., Member FDIC. Trading in securities and financial instruments, and strategic advisory, and other investment banking activities, are performed globally by investment banking affiliates of Bank of America Corporation (“Investment Banking Affiliates”), including, in the United States, BofA Securities, Inc. and Merrill Lynch Professional Clearing Corp., both of which are registered broker-dealers and Members of SIPC, and, in other jurisdictions, by locally registered entities. BofA Securities, Inc. and Merrill Lynch Professional Clearing Corp. are registered as futures commission merchants with the CFTC and are members of the NFA. Investment products offered by Investment Banking Affiliates: | Are Not FDIC Insured | Are Not Bank Guaranteed| May Lose Value | ©2022 Bank of America Corporation. All rights reserved. 4882341 05-22-0512
NHADA MEMBERSHIP MILESTONES The New Hampshire Automobile Dealers Association is proud to honor its members’ milestone membership anniversaries. We are celebrating those who have continued to show their commitment and dedication throughout the years. We thank our faithful members for helping us reach over 100 years as an association, and we look forward to many more years of serving excellence to all our members. OVER 50 YEARS Benson Auto Co., Inc. Bonneville & Son, Inc. Carlson’s Motor Sales, Inc. Grappone Ford Grappone Toyota Mid-Way Auto Center, Inc. Pine Motor Parts, Inc. Walker Motor Sales, Inc. 40 YEARS Russell Auto, Inc. 30 YEARS Colony Used Auto Parts, LLC 25 YEARS Bradley Auto Finance Dover (Chevrolet) Honda Lovering Volvo Cars Nashua Nashua Hyundai 20 YEARS 3D Auto Works, Inc. Aleksa Auto, Inc. Automotive Custom & Collision, LLC John’s Auto Repair Porsche and Audi of Nashua Price Automotive Sales and Service Salem Ford Seacoast Volkswagen, Inc. 15 YEARS Birch Street Collision, Inc. Brandy Brow Auto Parts, Inc. Laconia Harley-Davidson Moore Dam Honda Nashua Sport & Cycle S.C. Auto Repairs, LLC Walker Automotive, Inc. 10 YEARS AutoFair Volkswagen of Nashua Chappell Tractor Sales, LLC Frost Farm Service, Inc. Henniker Motors, Inc. James R. Rosencrantz & Sons, Inc. Kensington Autoworks, Inc. Key Collision Center of Nashua, LLC Kmiec’s Garage Moses Auto Body, LLC Roger’s Auto Body, Inc. Supreme Cars and Trucks Unfranchised Auto Care, Inc. 5 YEARS ATG Seabrook, LLC Auto-Re-Nu-It Bob Leavitt Auto & Truck Brown’s Auto & Marine Cliff’s Auto Body & Repair, LLC Colony Auto Company and Body Works, LLC Dan O’Brien Kia North Hampton daSilva Gelormini Motorsports, LLC daSilva Motorsports, LLC Dube’s Tire Center Gauthier Auto Service, LLC Granite Subaru Hanser Autobody, LLC Key Buick GMC of Somersworth Key Hyundai of Salem New England Auto Dealer Services, Inc. Northeast Towing & Recovery Northern Tire of Colebrook, Inc. P&M’s Shaker Valley Auto Body Collision Center, LLC Patriot Nissan of Salem, Inc. Pembroke Automotive Services, Inc. Porsche of Stratham Truck Camper Warehouse THANK YOU! 20
BY BRIAN DUPLESSIS NHADA WCT LOSS PREVENTION SUPERVISOR You only get one chance to effectively integrate the new employee into your organization. Onboarding, also known as organizational socialization, refers to the mechanism through which new employees acquire the necessary knowledge, skills, and behaviors to become effective organizational members and insiders. Hiring a new employee provides businesses a brief chance to provide the individual with information to help them do their jobs in the desired manner. There are many facets to successful onboarding, but I want to focus on safety training required by regulators at the time of hire. Some of the pertinent requirements include: OSHA 1910.1200(H)(1) — HAZARD COMMUNICATION Employers shall provide employees with effective information and training on hazardous chemicals in their work area at the time of their initial assignment and whenever a new chemical hazard the employees have not previously been trained about is introduced into their work area. ANSI/ALI ALOIM:2008 4.4.1 AMERICAN NATIONAL STANDARDS INSTITUTE — AUTOLIFT SAFETY The operator shall operate the lift ONLY AFTER being properly instructed and trained in accordance with this standard. OSHA 1910.178(L)(1)(II) — FORKLIFTS Prior to permitting an employee to operate a powered industrial truck (except for training purposes), the employer shall ensure that each operator has successfully completed the training required. OSHA 1910.157(G)(1)] — FIRE EXTINGUISHERS Provide an educational program to familiarize employees with the general principles of fire extinguisher use and the hazards involved with incipient stage firefighting. [29 CFR 1910.157(g)(1)] Provide this education when employees are first hired and once a year thereafter [29 CFR 1910.157(g)(2)]. 1910.1030(G)(2)(I) — BLOODBORNE PATHOGENS The employer shall train each employee with occupational exposure in accordance with the requirements of this section. Such training must be provided at no cost to the employee and during working hours. The employer shall institute a training program and ensure employee participation in the program. Training shall be provided at the time of initial assignment to tasks where occupational exposure may take place. 1910.38(E) — EMERGENCY EVACUATION Training: An employer must designate and train employees to assist in a safe and orderly evacuation of other employees. Review of Emergency Action Plan: An employer must review the emergency action plan with each employee covered by the plan when the plan is developed or the employee is assigned initially to a job. Besides what’s listed above, there are also OSHA training requirements for Personal Protective Equipment and Respiratory Protection. Beyond the necessity to comply with OSHA regulations, it is important to consider that, even without OSHA enforcement activity, these basic training requirements form a “standard of care” required of an employer in the event something goes wrong. In order to prove a business wasn’t negligent, the employer must demonstrate that they performed these fundamental activities. So, comprehensive, time-of-hire safety training is needed. Fortunately for NHADA Workers’ Compensation Trust members, all of these industry-specific trainings are conveniently packaged online for $10.00 per hire. You read that right! Eight different automotive-specific topics professionally done with quizzes to show competency, certificates of completion, recordkeeping features, training report capabilities, etc. for TEN BUCKS!! If you want to pay additional subscription, access or other charges let us know but for now that’s the price! Some of you are thinking, “But Brian, we’re small. We hardly ever hire anybody, so this doesn’t really apply to us.” To which I respond, “Even if you don’t hire often, it’s still important to do it right.” Lucky for us, the Traincaster Online Learning Management System is easy to use. So easy in fact that all you need to do is call or email us with the new hire’s name and job title and we’ll assign the training and direct them to the website. The new hire safety training takes about 20 minutes for non-technicians and 1.5 to 2 hours for a technician — time well spent considering the information provided, compliance benefits, and its potential impact on employee behavior to remain safe in the workplace. Don’t let the unique opportunity that presents itself when you hire to waste away. Implement an onboarding program at your business that incorporates NHADA’s New Hire Safety Orientation. NHADA’S ONLINE SAFETY ORIENTATION TRAINING IS TOO GOOD OF AN OPPORTUNITY TO PASS UP
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