New Hampshire DRIVE VOL. 5 | NO. 02 NHADA Mourns the Passing of Paul J. Holloway, Jr. Longtime Leader in Auto Industry Remembered as Community Leader, Volunteer, and Role Model.
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 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 CAD-08-22-0145_New Hampshire ADA.indd 3 8/18/22 11:43 AM
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New Hampshire MARCH 2023 • VOL. 5 • NO. 02 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 President Engaged in Progress By Dan Bennett, REM, IOM, CAE 6 A Message from the Chair Supporting New Hampshire’s Workforce and Families By John Sawyer, Jr., Portsmouth Ford 7 NADA Update By David Hammer, NADA Director 8 The Importance of NADA PAC By David Hammer, NADA Director 10 NHADA Mourns the Passing of Paul J. Holloway, Jr. Longtime Leader in Auto Industry Remembered as Community Leader, Volunteer, and Role Model 12 The Big Raffle and Silent Auction A Huge Success For Automotive Education! 13 Workforce Development Update 14 Meet the Fast Track Scholarship Winner! 15 NHADA Welcomes John Hill 16 Are You Prepared to Help Save a Life? 17 AutoCAP Is Here For You By Rachel Malkin, AutoCAP Coordinator & Receptionist 18 2023 SkillsUSA Auto Competition 20 Meet Your Workers’ Compensation Claims Team 22 Safety Tips for Ladder Usage By Dustin Howe, Loss Prevention Coordinator 23 2023 Alpine Expedition 24 Join Us At the 2023 NHADA Well-being Fair! 26 LotDrop Apparel Showcase 28 By the Numbers 29 NHADA New Members 30 Thank You, 2023 NHADA Partners! CONTENTS Cover Photo credit: The Foundation for NH Community Colleges Left to right: Tim Allison, Chief Advancement Officer & Executive Director of The Foundation for NH Community Colleges, Paul Holloway and Anna Grace Holloway 4
A MESSAGE FROM THE PRESIDENT As of this writing, we are more than halfway through the legislative year and have recently completed crossover, the deadline when all bills must have their vote by the full chamber from which they originated. It has been a busy session with action here at the Statehouse in Concord and in D.C. In February, Governor Chris Sununu delivered his budget address and announced more money for education than ever before. NH schools will see an additional $200M over the next two years. We are continuing to monitor this address and will continue to report on how it will impact the motor vehicle industry. On the federal level, we’ve been monitoring Congressman Chris Pappas’ Safe, Modern Trucks Act to repeal the 12% federal excise tax on heavy-duty trucks and trailers. The 12% tax on heavy trucks is the highest excise tax levied on any product in the country and could add $15,000–$30,000 to the cost of new heavy trucks, trailers, semitrailer chassis, and tractors for highway use. In NH, we are supporting a bill relative to catalytic converter theft, an issue felt nationwide. While each state has dealt with this issue differently, NH’s proposed legislation is largely modeled after Massachusetts where the goal is to close off the illegal marketplace without overburdening motor vehicle businesses. It will also place various record-keeping requirements on catalytic converter and scrap metal dealers that would assist law enforcement in the event of theft. We are happy to report that the proposed bill to eliminate the annual safety inspection requirement for noncommercial vehicles was recently retained. This is not our BY DAN BENNETT, REM, IOM, CAE ENGAGED IN PROGRESS first run-in with this legislation and our opposed stance on it has not changed. On the regulatory front, our partnerships with our state agencies remain strong. We would like to congratulate Department of Safety Commissioner Robert Quinn and Assistant Commissioner Eddie Edwards who were renominated for a four-year term, as well as newly confirmed Assistant Commissioner Steve Lavoie. We would also like to acknowledge and thank Assistant Safety Commissioner Rick Bailey, who before his role as Assistant Safety Commissioner was the Director of the DMV, for his years of dedicated service. NHADA worked collaboratively with Rick for over 10 years. We sincerely congratulate him and wish him all the best in his retirement. Lastly, we have continued to work closely with the DMV as they explore the electronic lien and electronic title processes, which could improve title processing with technology that creates greater collateral management efficiency. We are happy to report that the proposed bill to eliminate the annual safety inspection requirement for non-commercial vehicles was recently retained. MARCH 2023 5
A MESSAGE FROM THE CHAIR BY JOHN SAWYER, JR. PORTSMOUTH FORD SUPPORTING NEW HAMPSHIRE’S WORKFORCE AND FAMILIES As you read this letter, it is likely the beginning of May, which means we are nearing our biggest event of the year — our Annual Convention. Sunday, June 25 through Tuesday, June 27, you’re invited to join NHADA members, partners, and their families for networking, dining and activities at the beautiful Mountain View Grand Resort in Whitefield, NH. All business aside, there will be something for everyone. Families can look forward to outdoor activities like hiking or biking, poolside cookouts, or a trip to the farm. And for adults, we’ll have brewery tours, axe-throwing competitions, spa services, a golf outing, and much more. We hope you can join us for our “Alpine Adventure.” The events hosted by the NHADA are one of the premier benefits of being a member or partner. In addition to providing a great business networking environment, they often support a great cause. Most recently, the Big Raffle for Automotive Education raised over $80,000 for the NH Automotive Education Foundation. These funds support NHADA’s workforce development initiative, namely to award scholarships, host events and competitions, and more. On the night of the raffle, over $8,000 in scholarships were awarded to high school students pursuing a career in automotive. A final note regarding events: mark your calendars for the NHADA Foundation’s next major fundraiser — The Annual Drive for a Tech Golf Tournament on September 15. Join other members and partners at Pease Golf Course in Portsmouth, NH. More information about the event along with registration information will be available to you soon. Lastly, May 1 marks the beginning of the 2023–2024 membership cycle. By now, you will have received an email with a hyperlink to complete your renewal. Remember, your membership with the association allows us to continue to provide benefits and services that benefit you and your industry. Government Advocacy, Legal Assistance, Workforce Development, Insurance Programs and so many other great benefits and resources are available to you through your membership. The Board appreciates your support and looks forward to continuing to serve you. 6
NADA UPDATE One of NHADA’s strongest affiliations is with the National Automobile Dealers Association (NADA), who represents more than 16,000 new-car dealers. NADA advocates on your behalf before all branches of the federal government, manufacturers, the media and the public. Similar to the NHADA, keeping their Political Action Committees (PACs) well-funded is crucial to the success of their governmental advocacy (see page 8). As of this writing, some of the top legislative and regulatory priorities include: FTC RULES AND REGULATIONS Safeguards: NADA is working diligently to educate members on how to comply with the Federal Trade Commission’s updated data and information security requirements for dealers. Important: The deadline for complying with some of the updated requirements of the Safeguards Rule is now June 9, 2023. For more information on this topic, including a comprehensive Driven Guide for dealers that contains step-by-step instructions for compliance, as well as a series of links, template policies, exhibits, IT guidance and more, please visit https://www.nada.org/safeguardsrule. Voluntary Protection Products: NADA is working on combatting the FTC’s proposed rules that would more tightly control Voluntary Protection Products (VPP). Voluntary protection products can offer customers valuable protections against unexpected and potentially costly events such as floods, hail damage, theft, vandalism, vehicle accidents, mechanical breakdowns or the customer’s death, disability or unemployment. Dealers should strive to develop VPP policies to ensure these products are offered, sold and administered in a professional and consumerfriendly manner. Scan the QR code to download a template for a VPP policy, available through a Driven guide. https://www.nada.org/nada/education-consulting/driven-managementguide/voluntary-protection-products-model-dealership LIFO ACCOUNTING LIFO (last in, first out) is a longstanding inventory accounting method used by businesses to help mitigate rising inventory costs. Due to the pandemic, significant supply chain issues, and the worldwide shortage of semiconductors, many automobile dealerships suffered significant decreases in inventories compared to previous years and were left with no way to replenish vehicle inventories. This left many dealerships that use the LIFO method of accounting for inventory with significant LIFO recapture exposure. Currently, there is bipartisan and bicameral support in Congress for legislation to address supply chain and semiconductor shortages during the pandemic that severely impacted vehicle production. Both Senate and House versions of the “Supply Chain Disruptions Relief Act” have generated broad support from significant numbers of Democrats and Republicans, and NADA is hopeful Congress will pass this technical and noncontroversial legislation to allow businesses on LIFO extended time to replace vehicle inventories as pandemic-related global disruptions and reduced auto production made it nearly impossible to replenish new vehicle supply. NADA advocates on your behalf before all branches of the federal government, manufacturers, the media and the public. BY DAVID HAMMER NADA DIRECTOR MARCH 2023 7
THE IMPORTANCE OF NADA PAC NADA’s political action committee, NADA PAC, is a critical part of NADA’s advocacy on Capitol Hill. NADA PAC receives voluntary, personal contributions from dealers and managers of NADA-member dealerships and contributes to probusiness candidates for the U.S. House and Senate. NADA PAC is one of the largest business trade association PACs in the country and is the only PAC representing the interests of all franchised dealers of new cars and trucks. In 2022, NADA PAC raised more than $2.76 million from more than 1,750 donors. 13 dealers and managers from New Hampshire contributed a total of $18,200 to NADA PAC; a list of these contributors is below. All decisions regarding contributions to West Virginia candidates are made by New Hampshire’s NADA PAC state team, which, in addition to me, consists of NADA PAC Chair Chris Weiss, NHADA Chair John Sawyer, Jr., and NHADA President Dan Bennett. NADA PAC contributed to 350 candidates in the 2022 election cycle, including to Senator Maggie Hassan, Congressman Chris Pappas and Congressman Annie Kuster. If you have any questions, please contact me, or the NADA PAC staff in Washington. They can be reached at 202.627.6755 or nadapac@nada.org. BY DAVID HAMMER NADA DIRECTOR Edward Bonneville Sonny DiPrizio Brian Duval Bill Fenton David Hammer Richard Lovering Victoria Marcinkevich Doug Miles Heather Palumno Peggy Proko Jessica Trask Chris Weiss Bob Werner What is NADA PAC? The National Automobile Dealers Association Political Action Committee (NADA PAC) represents the interest of all dealers of new cars and trucks by supporting pro-dealer congressional candidates of both political parties. 412 First St. Washington DC 20003 | p 202.627.6755 | f 202.627.6750 | www.nadapac.org 1,732 Number of NADA members who contributed to NADA PAC in 2022. FOR MORE INFORMATION Josh Heit 202.627.6755 nadapac@nada.org NADA PAC was founded. 1975 $2.76 MILLION Amount NADA PAC raised in 2022. Amount NADA PAC has contributed in its history to the election campaigns of pro-dealer congressional candidates. $45 MILLION NADA PAC ranks among the largest trade association PACs in the country. TOP5 THE FOLLOWING INDIVIDUALS FROM NEW HAMPSHIRE CONTRIBUTED TO NADA PAC IN 2022. 8
WHAT DO DEALERSHIP TRANSACTIONS IN NEW ENGLAND LOOK LIKE? The Phillips Report is the only publication that specifically speaks to auto dealership transaction values, trends and trajectories in the New England and New York market areas. DOWNLOAD THE REPORT WWW.NANCYPHILLIPS.COM/BLOGS Advertise in this magazine and market to who matters. 801.676.9722 | 855.747.4003 thenewslinkgroup.org | sales@thenewslinkgroup.com Get more exposure. MARCH 2023 9
NHADA MOURNS THE PASSING OF PAUL J. HOLLOWAY, JR. Longtime Leader in Auto Industry Remembered as Community Leader, Volunteer, and Role Model He leaves a legacy of generosity, community leadership, business success and family ties that will live well beyond his years. 10
It is with profound sadness that we say a heartfelt goodbye to one of the titans of our industry, Paul J. Holloway, Jr., who passed away peacefully in his sleep on March 14, 2023, surrounded by his loving family. Few people have had a great impact on the people of New Hampshire quite like Paul Holloway. He leaves a legacy of generosity, community leadership, business success and family ties that will live well beyond his years. Those who knew and worked alongside Paul will know he was, first and foremost, a dedicated servant to all those around him. He had a fire that burned within him to do good and to work to lift others and give back. His immeasurable work ethic and unwavering leadership yielded incredible results and placed him in constant demand for his guidance and advice. Paul began his career working his way through the ranks of the Buick Motor Division of General Motors before purchasing an auto dealership in Exeter, NH, in 1967. His seven-day-a-week effort built a single-point Buick-Pontiac business into Holloway Automotive Group of 13 locations representing BMW, Mercedes-Benz, Jaguar, Fiat, Mazda, Cadillac, Buick, Pontiac, Chevrolet and GMC Truck. Like many other entrepreneurs, Paul didn’t limit himself to just one business venture; he was a partner in a chain of Nursing and Retirement Homes, an Air Cargo business and the Wentworth by the Sea Marina. As Holloway Automotive Group bought and sold dealerships throughout NH, Paul was recognized by multiple manufacturers and won numerous industry awards for the quality and performance of his businesses, including the prestigious TIME Magazine’s “Quality Dealer of the Year.” “For those of us lucky enough to have worked closely with him for years, Paul was more than a role model, he was a beacon lighting the way for all of us to follow. He was never afraid to be the tip of the spear, fighting for issues that were important to industry and him and his family,” says Dan Bennett, President of the New Hampshire Automobile Dealers Association. “It probably would have been enough for all of us to simply follow his example of success in our industry; Paul had a Midas Touch of sorts in his business dealings. But, he didn’t stop there. He dedicated time and energy to causes beyond his own interests and set a high standard of community service, especially in educating young people. He will be deeply missed.” In a message written by his family about Paul’s contributions, early in his career, Paul applied his business skills to his philanthropic endeavors, demonstrating an enduring commitment to always “leaving it better than he found it.” He believed NH’s higher education institutions are among the state’s most precious resources and supported this belief with consistency and determination. Paul served on the Board of the University System of NH for 18 years, the Community College System of NH since 2003, and has been recognized numerous times for his work on behalf of higher education in the state. He received an honorary doctorate from the University of New Hampshire. Holloway Commons at UNH was named in recognition of his significant contributions, along with Holloway Hall at Keene State College, Holloway Auditorium at Plymouth State University, and the Paul J Holloway Student Success Center at Great Bay Community College. He constantly gave back to worthy causes, frequently donating his own funds to projects benefiting others. Not long ago, The Foundation for New Hampshire Community Colleges announced that Anna Grace and Paul Holloway had made a $1 million gift to establish an endowed scholarship for students enrolled at any of the state’s seven community colleges. He gave thousands to community causes, such as food pantries and shelters. He led countless efforts to help others in need. “Our entire association is built on the grit and generosity and the spirit of Paul Holloway,” explains John Sawyer, Jr., Chair of the Board of Directors for the NHADA. “Over countless years, he guided us through challenges, spurred creative solutions and would roll up his sleeves to do the heavy lifts necessary to bring projects to completion. I can’t ever remember a time when he sat off to the side or waited for others to finish a task. He was a dreamer and a doer and there will never be another like him.” Paul Holloway was a devoted family man whose life revolved around his wife, children and grandchildren. Despite a heavy load of both work and community causes, Paul was never far from his loved ones. His family says that among his greatest joys in life was simply being involved and connected. “This marks the end of what all of us can consider a life well lived,” reflected Mark Tulley, President of the NHADA Education Foundation, which provides support and financial aid to students interested in pursuing careers in the auto tech field, which was co-founded by Holloway. “We are all saddened by the loss of our dear friend and colleague, but we will do what he would expect us to do: soldier on with meeting the needs of those around us and leaving our world better than we found it.” The Holloway family asks for privacy during this time and is grateful for the love and concern shown by Paul’s friends and colleagues. No flowers, please. Contributions can be made to: Little Harbor Charitable Foundation PO Box 2093 New Castle, NH 03854 He constantly gave back to worthy causes, frequently donating his own funds to projects benefiting others. MARCH 2023 11
On March 8, 2023, members, partners, students, and supporters joined us at The Rex for our Big Raffle for Automotive Education. It was a great event all around, made possible by our generous sponsors. Our prime sponsor for the evening was Exeter Area New Car Dealers Association in honor of Paul Holloway’s lifetime of dedication and service to the Foundation and the Automotive industry. Throughout the evening, we awarded over $8,000 in scholarships to students through our Fast Track, raffle and silent auction. Leading up to the event, we sold 1,000 tickets at $100 apiece. Several supporters purchased tickets to donate to area CTE students to give them a chance at the $25,000 grand prize! During the event, we pulled 66 numbered balls, all tied to NHADA partners. The last ball pulled for the evening was number 0895 and the $25,000 grand prize was awarded to Jim Boyle of Toyota of Portsmouth! We had the Gatsby Jazz ensemble playing background jazz music as our supporters networked and enjoyed appetizers from the Hanover Street Chop House and cocktails. We held our silent auction both virtually and in person with over 35 items up for grabs, several of which were involved in intense bidding wars as the “you’ve been outbid” texts kept dinging on phones! Foundation Board Member Mike Kopp of North Country Motors got up during the last intermissions to plug some hot items with 30 minutes left on the clock. This drew even more attention to the auction and ended up closing it out by raising $12,600, our most successful silent auction in recent history! We are committed to continuing to grow the automotive workforce here in New Hampshire one scholarship at a time. This event is so successful due to the continued support of our dedicated members and partners. Thank you for all you do! THE BIG RAFFLE AND SILENT AUCTION: A Huge Success For Automotive Education!
Over the last few months, our Workforce Development Coordinator, Adam Memmolo, has been traveling around the state to the 20 CTE programs associated with the NHADA to spread information regarding the Foundation and promote various automotive career pathways. A helpful tool that we implemented this past fall, called the Fast Track, allows us to gather student information as well as provide them with resources to assist with their futures in the industry. One of the areas of the Fast Track that we would like to highlight is our member business Job Board where students can search for and apply for jobs near them. If you would like to be added to our Job Board or have any questions regarding it, please email Adam at amemmolo@nhada.com. Recently, we were able to add direct links in our Fast Track that allow students to view all of the community college auto programs in the state and apply on the schools’ websites with ease. In addition to the school visits that we have been making, Adam, along with the Workforce Development team, has been working on various in-person events/trainings for students and instructors to partake in. The Foundation’s Big Raffle just took place on March 8 where we gave out several prizes to students, members, and partners alike. This year, we incorporated our new Fast Track tool by drawing a separate raffle just for students that signed up with us over the last several months. We had three winners from the drawing, two of whom received a $500 scholarship, and a first prize winner who was awarded a $5,000 scholarship! We have been working with SkillsUSA to help put on the 2023 auto competitions at Lakes Region Community College and we are in the works of preparing for our instructor training in April at Nashua Community College as well. The Workforce Development Team looks forward to the exciting work that we will be completing going into the summer and scholarship season and is always grateful for the support of our members as we grow the workforce pipeline. WORKFORCE DEVELOPMENT UPDATE MARCH 2023 13
The following is a Q&A with Dylan Deboisbriand, a senior at Portsmouth High School and the 2023 winner of the $5,000 Fast Track Scholarship. YOU JUST WON THE FAST TRACK $5,000 SCHOLARSHIP, HOW DO YOU FEEL? I feel great. It’s amazing. WHAT WAS YOUR FIRST REACTION WHEN YOU FOUND OUT YOU WON? I was shocked, and then the realization hit afterwards. Adam gave me a phone call and that’s how I found out I had won. WHAT WAS IT THAT ORIGINALLY PIQUED YOUR INTEREST IN THE AUTOMOTIVE INDUSTRY? My grandpa, when I was a kid, was really into cars and especially the loud muscle cars. He kind of got me into that scene. MEET THE FAST TRACK SCHOLARSHIP WINNER! IS THERE ANY AREA OF THE FIELD THAT YOU ARE MOST INTERESTED IN WORKING IN? Really, just general automotive. IS THERE ANYTHING SPECIFIC ABOUT THAT FOR YOU? Engines and stuff. I like learning about how cars work and getting to work on them. AS YOU LOOK AT HOW THE AUTOMOTIVE INDUSTRY IS CHANGING, IS THERE ANYTHING THAT YOU ARE EXCITED TO SEE COMING? Been learning a little bit about electric cars. Obviously, those are going to be a lot more prevalent in the future. ARE YOU INVOLVED IN OR INTERESTED IN ANY AUTOMOTIVE HOBBIES? Not much experience with those, but it isn’t something I’d be opposed to in the future. AS YOU LOOK AT THE VARIOUS OPTIONS FOR HIGHER EDUCATION IN THE FIELD, WHAT ARE SOME OF THE THINGS YOU ARE HOPING THAT COLLEGE CAN HELP YOU LEARN OR SUPPORT YOU IN? Nothing specifically right now. I’m just looking for a way to learn the most and do the most I can. 14
NHADA Welcomes JOHN HILL NHADA is happy to welcome Business Development Rep. John Hill as the newest member of the team! John has a long work history of sales and business development and feels fortunate to join the NHADA team and help serve such an impactful industry. John graduated from NH Community Technical College with Associate degrees in Fire Science and Fire Investigations. He also earned a Bachelor of Science in Applied Technology and was an instructor at the college. John will join NHADA’s Membership team following working as a school readiness liaison for NH Homeland Security and Emergency Management and after retiring as a career firefighter for the Hooksett Fire and Rescue Department. His diverse career experience will be a proven asset in serving NHADA’s members and connecting them with the resources they need to navigate our industry. John currently resides in Allenstown, NH, and in his time away from work, he is a strong family man who loves riding his Harley-Davidson. MARCH 2023 15
ARE YOU PREPARED TO HELP SAVE A LIFE? Do you know what to do when someone goes into cardiac arrest? Do you start performing CPR or do you get an AED first? Are you protected from any liability if you perform CPR? You never know when you will find yourself as a bystander, but knowing what to do in that scenario can help save a life. When someone experiences cardiac arrest, rapid intervention is crucial as brain damage can start within four minutes and brain death within 8–10 minutes. Since the average EMS response time in New Hampshire is between 3–15 minutes, having employees who are prepared, and willing, to help can make all the difference. Fortunately, NHADA has two certified CPR & First Aid instructors who are available to train employees onsite for a nominal fee of just $30 per employee. Sometimes bystanders are concerned with assisting as there is the chance that they could fracture or break the victim’s ribs while performing chest compressions. This can happen due to the depth that the chest needs to be compressed, but a broken rib is a much better outcome than the bystander choosing to do nothing. Another concern, especially since COVID-19, is that not everyone feels comfortable when it comes to providing rescue breaths. This is okay! You can still provide chest compressions by lining up your hands on top of one other in the center of the chest and pushing down hard and fast at a rate of 100–120 compressions a minute, or keeping pace with the classic song “Stayin’ Alive.” Automated External Defibrillators (AED) can be very intimidating if you have never seen one being used or been through AED training. Being trained is the best way to help you be prepared and feel confident if you ever have to use one, but they are designed to guide the user throughout the process. An AED utilizes voice prompts and visual instructions on the proper use; they are designed to take away human error and eliminate any worries about doing anything wrong. An AED should always be used as soon as possible in a cardiac arrest emergency as it can increase the victim’s chance of survival by up to 70%! Many members have bought AEDs at discounted rates through NH’s “Direct Purchase” program, administered by the State of New Hampshire Department of Safety. If you would like more information on this program and/or would like to schedule a CPR class, feel free to contact Matt at 603-224-2369 or email him at mfoster@nhada.com. You may also contact Bill Wood, Coordinator Preparedness & Special Projects at N.H. Fire & EMS Academy, for information or to register a current AED. Bill can be reached by phone at 603-223-4228 or by email at William.wood@dos.nh.gov. 16
AutoCAP Is Here For You BY RACHEL MALKIN AutoCAP Coordinator & Receptionist We all know that customer satisfaction is key to a successful business. But what happens when your customer drives away with less than a smile on their face? One of the many benefits as an NHADA member is that your customers can contact the Automotive Consumer Action Program (AutoCAP) if they have a problem or are dissatisfied. Whether the complaint is about sales, service, or something else, there is usually a reasonable solution. Consumers may learn about AutoCAP organically, or be referred by a member business or the Consumer Protection Bureau. They can then contact us by phone or complete the online form by scanning the QR code. The first step is to mediate on behalf of you, the member. Often, there is a breakdown in communication that prevents your staff from being able to communicate effectively with the customer. Other times, there is a misunderstanding (or lack of understanding) of industry standards or the paperwork the customer has signed. Sometimes, it’s both! The majority of these cases are resolved with a phone call and require no further action. If the case is not resolved, it may be referred to the AutoCAP Panel for a decision. The Panel is made up of four consumer representatives and three automotive industry representatives. Neither the member nor the consumer is present at the meeting, and all material submitted is redacted to remain anonymous. By agreeing to participate in this process, you also agree to follow the Panel’s recommendation. At the end of the day, AutoCAP offers a chance to show your goodwill and minimize customer conflict. I look forward to a continued working relationship with all of you and appreciate your support and expertise. If you have any questions, please feel free to reach out at 603-224-2369. One of the many benefits as an NHADA member is that your customers can contact the Automotive Consumer Action Program (AutoCAP) if they have a problem or are dissatisfied. https://www.nhada.com/resources/autocap MARCH 2023 17
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2023 SkillsUSA Auto Competition On Friday, March 17, we had the opportunity to co-host our state SkillsUSA auto competition. In this competition, students competed for the chance to represent the State of New Hampshire at the National level competition held in Atlanta and to win some great prizes. This year, with a little help from our friends at MB Tractor & Equipment, Nucar Automall of Tilton, and TMS Diesel, we were able to secure toolboxes FILLED with tools for our top four finalists. In addition, the finalists also receive a $1,000 scholarship. Talk about raising the stakes! Not to mention the serious bragging rights as gold, silver, and bronze medalists in each of the four categories! Almost 50 students from around the state joined us at Lakes Region Community College to test their skills in Power Equipment, Diesel, Maintenance and Light Repair (MLR), as well as College-Level Automotive Service Technology (AST). Marc Puliot of White Mountains Community College ran the Diesel event with the support of TMS Diesel and New England Kenworth. Jamie Decato and his team from Lakes Region Community College covered MLR along with AST, and the MB Tractor & Equipment team took on the Power Equipment portion. Students were not only tested in areas like electrical, automotive measurements, and parts identification, but were also challenged with a soft skills portion, including job interview skills. Upon registration, they even supplied their own resume. Throughout the day, volunteers monitored students’ progress through the various stations and made sure everyone stayed safe. By the end, we were all tired, but the students got to take a big breath as their work had been done. There was nothing to do but wait for the judges to tally up the scores. On Saturday, March 18, we gathered in Wolfeboro, NH, at Kingswood Regional High School to announce the finalists. The winners of gold, silver, and bronze were invited on stage to receive recognition and their metals. We were proud to be part of such an amazing event that supports students and creates excitement about career opportunities. These Are the Winners of This Year’s SkillsUSA Automotive Competitions: AST WINNERS • Gold — Joey Hagen, Portsmouth CTE • Silver — Colby Friesel, Portsmouth CTE • Bronze — Evan Lenzi, Dover Regional Technical Center MLR WINNERS • Gold — Andrew Krause, CRTC • Silver — Trevor Latorella, CRTC • Bronze — Riley Flynn, CRTC DIESEL WINNERS • Gold — Ethan Lantz, Portsmouth CTE • Silver — Riley McMinn, CRTC • Bronze — Austin Bouch, CRTC POWER EQUIPMENT WINNERS • Gold — William Savage, Salem CTE • Silver — Riley Mullen, CRTC • Bronze — Joshua Chapman, CRTC
MEET YOUR WORKERS’ COMPENSATION CLAIMS TEAM The NHADA Workers’ Compensation Claims Team is made up of five staff members who bring their own unique experiences and personalities to the table; we are talking about a remarkable amount of time and experience in the medical field, underwriting, and claims management. You can rest easy knowing that we have the answers to your claims-related questions and then some. Your first phone call to report an injury gets the team engaged in the process of getting the injured employee to the best, most appropriate medical provider; educating the injured employee on the workers’ comp process, sometimes involving a visit from our road adjuster; obtaining the medical records and getting bills processed and, often times, assisting the injured employee with a return to work plan; etc. If that sounds like a lot of moving parts, it is; but we are up to the challenge. We understand at times the workers’ comp process can seem overwhelming and that our members are in the auto business, not the injury reporting business. We are here to walk you through the steps to help your injured employees recover as soon as possible and to keep you in compliance with state regulations. MEET OUR TEAM PETER (PETE) SHEFFER — WCT DIRECTOR Pete is responsible for the day-to-day operation of the claims department and oversees the staff. As well as his management duties, he is responsible for opening and closing claims, appropriately reserving all claims, and reviewing all open claims every 30 and 60 days. Pete also maintains an active caseload of lost time and medical-only claims. Once a week, Pete runs a meeting with a member of the claims team to review all claims that may involve lost time from work; the focus of the meeting is to strategize their return to work, update medical statuses, and bring all of the team up to date on the claim status. When the road adjuster, Heather Overson, investigates claims and reports back to Pete, he may also have his own set of questions for the employer and the employee. It may seem like some team members ask the same questions, but it is all part of the investigation and claims management process. Pete is also an expert on the NHADA WCT drug testing policy. Pete is happy to take calls from members with questions regarding the NH Workers Comp Statute, claims management concerns, reserving, or cost containment opportunities. Pete’s email is psheffer@nhada.com. MARTA SILAKKA RN, BSN, CCM, COHN-S — NURSE CASE MANAGER Marta is a Certified Case Manager as well as a Registered Nurse and a Certified Occupational Health Specialist. She is responsible for managing the medical portion of the injured worker’s claim. Most claims start with a call to Marta; actually, we hope that is how they always start. When an employee is injured on the job, either the employer or the injured worker should phone Marta for assistance. She will assess the extent of the injury by asking a variety of medical questions. Then, she will assist the injured We are here to walk you through the steps to help your injured employees recover as soon as possible and to keep you in compliance with state regulations. Scan the QR code for all you need to know about the Second Injury Fund. https://www.nhada.com/our-solutions/ workers-comp/second-injury-fund All members of the claims team can be reached through our main number at 603-224-2369, by fax at 603-224-8126 or by email (listed under each team member). 20
worker in accessing the best and most appropriate medical care within the managed care network. Based on the injury and extent of medical care, Marta will continue to follow the injured worker’s claim after the initial assessment. She will monitor all open claims; assist with referrals for specialty care, and physical and occupational therapy; communicate with providers; and follow the medical care through to maximum medical improvement. Marta’s role includes sharing pertinent medical information with trust members and the claims team to help expedite their return to work. Her role continues throughout the claim and those injured workers who are out of work will hear from her weekly to check in and “see how they are feeling.” Marta’s email is msilakka@nhada.com. MARIANNE GOURGIOTIS — UNDERWRITER Marianne is the Underwriter for the Workers’ Comp Trust. She is responsible for giving quotes to new members, overseeing premiums and billing, and is highly involved in audits, rebates, and calculations of experience modification factors. She is a wealth of information for members who have questions regarding payroll audits, changes in your operation and secondary locations, and their effects on your premium. Marianne also shares information with the Department of Labor, the actuary, and the reinsurance carrier, and she provides members with OSHA-required reports. She is also a licensed adjuster and oversees a caseload of medical-only claims. Marianne is the employee with the most longevity in the claims department, having worked here for over 38 years. She has worked in many different roles over the 38 years with the longest being in workers’ comp. Marianne is here to help you with questions regarding payroll audits, premiums, and coverage of executive officers, and she has experience in modification calculation and aircraft questionnaires, just to name a few topics. Having been here the longest and having seen the WCT grow to the successful program it is today, chances are Marianne is going to know the answer. Marianne’s email is mgourgiotis@nhada.com. HEATHER OVERSON — ROAD ADJUSTER Heather represents the claims team as the road adjuster. She establishes a face-to-face contact with the injured worker, the employer, witnesses and other parties as part of the investigation process of the claim. Heather covers the “how/when/where/why” of an injury. Her initial interviews with the injured workers are a crucial piece of the claim’s management process. The purpose of the investigation is to determine whether the injury, as reported by the injured worker, meets the definition of an “injury” per the NH Workers’ Comp statute. An injury is defined as one that “arises out of and in the course of the employment.” Heather’s questions to the injured worker and the employer are designed to determine whether the injury happened while the employee was at work and was caused by a risk or hazard created by their employment. Not every injury that happens at work was caused by work. It is Heather’s responsibility to collect information during her investigation to help the adjuster assigned to the case, Pete or Heather, to determine which claims are covered and which are not. Heather also carries an active caseload of both lost time and medical-only claims. She is a crucial part of the weekly claims meetings, sharing overviews of her meetings with the injured workers. Heather is happy to take your claims questions but is on the road frequently, so always feel free to leave her a message, drop her an email or call Pete Sheffer. Heather’s email is hoverson@nhada.com. DEBORAH (DEB) HANDRAHAN, AIC-M, CCP, AINS — MEMBER SERVICES COORDINATOR Deb has been with NHADA WCT since 2008. She has been a NH licensed workers’ compensation adjuster since 1996. Deb was the road adjuster for NHADA WCT for 11 years prior to her transition into the Member Services Coordinator role. In her current position, she focuses on helping the members understand and comply with the NH Workers’ Compensation Statute RSA 281-A. Deb enjoys welcoming new members to the Trust and provides guidance in the hiring process in accordance with the Trust Agreement and the injury reporting process. She also takes pleasure in helping our members lower their claims costs by taking full advantage of the Second Injury Fund, negotiating charges with medical providers, and assisting with the injured worker’s return to work. In addition to all that, Deb appreciates being part of and supporting the workers’ comp claims team. If you have any questions regarding the injury reporting process, return to work process, Second Injury Fund, or anything workers’ comp related, please feel free to reach out to Deb at dhandrahan@nhada.com or 603-224-2369. MARCH 2023 21
Ladders are a common tool used in a variety of everyday tasks, but using them properly is essential for avoiding accidents. Whether you’re a professional or a do-it-yourselfer, you must understand and follow the safety guidelines for ladder usage. In this article, we’ll cover the basics of safe ladder usage and provide tips on how to prevent accidents and injuries. It is most important to make sure you are using the correct ladder for the job. Using a ladder that is too tall or too short can lead to overreaching, climbing too high, or awkward positioning, which can lead to the ladder tipping over, needing to stand on the top rung to reach, or leaning off the side of the ladder. After the correct ladder has been chosen, it needs to be inspected. According to OSHA’s Standard 1910.23(b)(9), ladders need to be inspected before initial use in each work shift and more frequently, as necessary, to identify any visual defects that could cause employee injury. This inspection includes looking for loose steps, rungs, bolts, broken or damaged parts, and also making sure climbing and gripping surfaces are free of debris and other slippery contaminants. Always maintain three points of contact on your ladder at all times. This means either two feet and one hand or one foot and two hands need to make contact at all times. By doing this, your body should be positioned near the middle of the step. You should always face the ladder when climbing up and down the ladder. Avoid carrying tools up and down while climbing the ladder. When ladders are needed, make sure the ground they are positioned on is a stable, level surface. If the area is a soft or uneven surface, a support can be put underneath the ladder and leveled to make sure the ladder has a stable place to rest. The ladder must be secured at the bottom to ensure there is no slippage or displacement. When a ladder needs to be used, make sure there is enough space around the ladder and your work area. It is important to make sure nothing will fall into or hit the ladder while you are using it. This might involve placing an orange safety cone, or other similar devices, so your coworkers are made aware and will avoid any possibility of bumping into the ladder while an employee is on it. When ladders are not in use, they should be stored either by chaining or securing them to the wall via hooks that the ladder rungs can be placed on or by laying them down on their side. Doing this will prevent them from tipping over and striking a worker or a vehicle if they are bumped into. This also helps to prevent things from getting piled on top of the ladders when they are not in use, which could cause damage to the legs, supports, rungs, etc. Have you checked to see how your ladders are being stored? When a ladder needs to be used, make sure there is enough space around the ladder and your work area. BY DUSTIN HOWE LOSS PREVENTION COORDINATOR SAFETY TIPS FOR LADDER USAGE 22
MARK YOUR CALENDARS! OUR ALPINE ADVENTURE IS RIGHT AROUND THE CORNER, AND WE COULD NOT BE MORE EXCITED! Join us Sunday, June 25 through Tuesday, June 27 at the beautiful Mountain View Grand Resort in Whitefield, NH. Rooms are booking up quick. Be sure to make your reservation today by calling 866-801-3653 and let them know you are with the “Automobile Dealers Association” to receive your special rate! Bring the family for a memorable Alpine Expedition with a poolside cookout, axe-throwing competitions, a visit to the farm and so much more! Don’t worry, we have stuff planned for the grown-ups, too! Enjoy brewery tours, a relaxing hike or bike ride, spa services, and our golf outing, to name a few. INTERESTED IN BEING A SPONSOR OR REGISTERING? SCAN THE QR CODE OR REACH OUT TO KALEENA GUZMAN AT KGUZMAN@NHADA.COM OR 603-224-2369. June 25-27, 2023 Mountain View Grand, Whitefield, NH https://www.nhada.com/convention MARCH 2023 23
You don’t have to participate in our insurance to attend this event! WELL-BEING PROGRAM INSURANCE The Daniel B. McLeod Center 507 South Street, Bow, NH 03304 Wednesday, May 17th, 2023 12:00 pm - 5:00 pm Free Health Screenings and Education Free Health Screenings Blood Pressure Body Mass Index Glucose Sun Damage Wellness Information NHADA WCT, Insurance, & Loss Prevention Harvard Pilgrim Health Care Northeast Delta Dental, VSP ConvenientMD Community Involvement LotDrop Prescription Center S & W Sports Concord & Bow Police Tropical Smoothie Cafe Prizes You’ll be eligible to win various prizes and giveaways for attending. Chair Massages Important Resources Crisis Center of Central NH The Doorway NH Tobacco Prevention & Cessation Program Recovery Friendly Workplace 24
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
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