VOL. 6 | NO. 02 $3.2 MILLION IN REBATES: Workers’ Comp. Checks Coming Soon! Page 8 WMCC’S BRAND NEW ADVANCED TECHNOLOGY BUILDING A Look at NHADA Foundation’s Latest Educational and Development Initiatives Page 20
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New Hampshire VOL. 6 • NO. 02 PRESIDENT Dan Bennett, REM, IOM, CAE NHADA OFFICERS Marshall Jespersen, Chairman Jim Boyle, Vice Chairman Jeff Platek, Treasurer Shawn Hanlon, Secretary NHADA DIRECTORS John Sawyer Jr., Immediate Past Chair MaryBeth Alosa, Heavy Duty Truck Vanessa Delegas, Franchised Tim Foss, Franchised Jason LaCroix, Franchised Mike Phillips, Independent Used Car Ron Poirier, Independent Repair/Service David Hammer, NADA Director George Mullin, Franchised/Independent Jessica Trask, Franchised Roger Groux, Advisory Director Mike Petell, Franchised/Motorcycle ©2024 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. 4 A Message From the President Unlock New Opportunities at the NHADA Business Conference & Partner Expo By Dan Bennett, REM, IOM, CAE, NHADA President 6 A Message From the Chair An Incredibly Successful Membership Year By Marshall Jespersen, ICL Autos, NHADA Chairman 7 The 2024 NADA Dealership Workforce Study and ATD (American Truck Dealers) Workforce Study are Now Open Your NH-Specific Dealer Feedback is Needed — Enroll Now! By David Hammer, NADA Director 8 Rebate Checks Are Coming Soon By Peter Sheffer, V.P. and Director of Insurances, NHADA 10 Gear Up for Innovation, Collaboration and Growth! NHADA Business Conference & Partner Expo: Unlocking Opportunities By Kaleena Guzman, Director of Major Events and Partnership Program, NHADA 12 Empowering Middle Managers Strategies to Elevate Their Leadership Potential in Your Dealership By Bill Napolitano, ProActive Leadership Group 14 Catching Up With $10k Scholarship Winner Jordan Lawrence By NHADA Foundation 17 Are You Hiring? By Brian Duplessis, Loss Prevention Supervisor, NHADA 19 Understanding Blue Light Tips and Guidelines By Lori Preve, Licensed Insurance Producer, NHADA 20 Advancing New Hampshire’s Workforce A Look at NHADA Foundation’s Latest Educational and Development Initiatives By Adam Memmolo, Workforce Development Coordinator, NHADA 22 LotDrop The 2024 Spring Collection 24 NHADA Membership Milestones Q1: January 1, 2024-March 31, 2024 24 NHADA New Member 25 By the Numbers 26 Thank You, 2024 NHADA Partners! CONTENTS 3
“Expo Card.” Visit partner booths to complete the card and receive your rebate check EARLY! This is one of our ways of saying thank you for your active participation. Just be sure to register ahead. For more information about this event, such as the featured speakers or registration/sponsorship information, see page 10. You may also contact NHADA’s Director of Major Events and Partnership Kaleena Guzman at kguzman@nhada.com or (603) 224-2369. A MESSAGE FROM THE PRESIDENT UNLOCK NEW OPPORTUNITIES AT THE NHADA BUSINESS CONFERENCE & PARTNER EXPO BY DAN BENNETT, REM, IOM, CAE NHADA PRESIDENT On May 15, our members are encouraged to attend our bi-annual Business Conference & Partner Expo. This year’s event, “Unlocking Opportunities,” connects members with association partners at the Grappone Conference Center for a day of learning and networking. In between breakout educational sessions, attendees will visit the partner expo to engage in productive business conversations and, yes, unlock new opportunities for their businesses in 2024. THE REBATE CHECKS ARE READY! If you are part of the NHADA Workers’ Compensation Trust, be on the lookout for an REGISTER TODAY! https://www.nhada.com/ conference 4
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AN INCREDIBLY SUCCESSFUL MEMBERSHIP YEAR BY MARSHALL JESPERSEN ICL AUTOS, NHADA CHAIRMAN A MESSAGE FROM THE CHAIR As the chairman of the New Hampshire Auto Dealers Association, I am proud to reflect on an incredibly successful membership year that has further cemented our position as a pivotal advocate for New Hampshire’s motor vehicle industry. Our collective efforts have propelled NHADA forward, achieving milestones that underscore the vital role we play in supporting and advancing our industry and the economy of New Hampshire. This past year, we celebrated the remarkable growth of our association, welcoming 30 new members and expanding our vibrant community to over 500 engaged motor vehicle businesses. This milestone is not just a number; it represents the strength and unity of our industry, working together towards our common goals. Our partnership network has flourished, with several notable new collaborators joining our mission. Among these, we were thrilled to introduce ComplyAuto, a new Diamond-level partner whose substantial support underscores the value and impact of our initiatives. These partnerships are essential, enabling us to offer more resources, benefits and opportunities to our members. The year was marked by a series of successful events and fundraisers that not only brought our community together but also showcased the dynamic career opportunities within the automotive sector. A highlight was our College and Career Day, which attracted over 700 students keen on exploring automotive careers. Following this event, our Raffle for Automotive Education distributed $26,000 in automotive technology scholarships, underscoring our commitment to recruiting the next generation of industry employees. In our ongoing efforts to promote safety and education, we have continued to strengthen our relationships with regulatory bodies, most notably the Division of Motor Vehicles. Together, we launched the NH Driver Ed Fund, a testament to our dedication to ensuring that New Hampshire’s roads are safe and its drivers well-educated. By offering both full and partial scholarships, this fund has made driver education accessible to students in need, aligning with NHADA’s mission to support roadway safety. As we approach the end of this membership year, I want to express my heartfelt gratitude for the privilege of serving you. Your engagement, support and passion for our industry are the lifeblood of NHADA, driving us to achieve even greater heights. Please remember that if you have not already done so, you will soon receive a notice to renew your membership. Your continued support is crucial to enabling the vast array of benefits and services we offer. Together, we are more than simply members of an association; we are part of a powerful force advocating for the prosperity and safety of New Hampshire’s automotive sector. Thank you for an unforgettable year. I look forward to continued collaboration and the opportunities that lie ahead. 6
The 2024 NADA Dealership Workforce Study and ATD (American Truck Dealers) Workforce Study are Now Open Your NH-Specific Dealer Feedback is Needed — Enroll Now! BY DAVID HAMMER NADA DIRECTOR These studies are the most comprehensive and authoritative studies on dealership workforce trends. They are a collection and analysis of compensation, retention, turnover, benefits and demographics data. Participation is free and for NADA members only. Participation is key to the success of the study, so please consider enrolling today. DEADLINE New car and new truck dealers should complete both the questionnaire and payroll template by March 29, 2024. PARTICIPATION (TWO COMPONENTS): 1. Online questionnaire on benefits, hiring, training, bonuses, schedules and more. 2. Payroll template: enter employee salary data. All data is confidential. No personal or dealer-identifiable data is shared or reported. FOR YOUR PARTICIPATION, YOU’LL RECEIVE: 1. Custom Comparison Report How your dealership compares — your data vs. peer group of data. 2. National & Regional Trends 2024 NADA & ATD national & regional trends in compensation, benefits and retention report: A summary and analysis of all participants’ collective data that are broken down by sales volume, luxury and non-luxury, and regionally. 3. Online Database Search Tool Custom search 60+ positions for compensation and tenure data, filtered by state, brand, sales volume, luxury or non-luxury, zip code radius and more. One year access. Scan the QR code for a demo of the tool. https://www.youtube.com/watch?v=ZmoUa_TT4hU If you have any questions, please contact Joe Fleming at workforcestudy@nada.org or (703) 448-5891. https://www.nadaworkforcestudy.com https://www.atdworkforcestudy.com 7
REBATE CHECKS ARE COMING SOON BY PETER SHEFFER V.P. AND DIRECTOR OF INSURANCES, NHADA On May 15, 2024, NHADA is hosting our Unlocking Connections Business Conference and Partner Expo at the Grappone Center in Concord, NH. In addition to a day of innovation, collaboration and growth, we will be distributing the Workers Compensation Trust rebate checks. Please remember to pre-register so that we will have your rebate check ready for you during the post-meeting cocktail hour. We recognize how important rebates are to our members. Members must continually focus on proven loss prevention and claims management practices to reduce claims costs and increase rebates. It is shortsighted to stop adhering to these basic principles to save money on a daily basis. Failure to adhere to these principles will create increased claims costs, resulting in increased premiums and decreased rebates. The following are proven best practices to achieve the highest rebate possible: • Provide a safe workplace. • Have regular Safety Committee meetings. • Implement Safety Committee recommendations. • Train new hires focusing on safety. Utilize the NHADA platform LearnUpon. • Inform new hires about Workers’ Compensation Managed Care. • Document new hires’ pre-existing condition(s) on the Second Injury Fund form. • Take your time during the hiring process to hire the best person for the job, and be sure to train all new hires before they begin work. • Perform pre-placement drug testing and do not hire applicants who fail the test. • Do not allow new hires to work until the drug test is back. • Call NHADA immediately after an injury occurs to obtain assistance from the nurse case manager with a comp mc (managed care) network referral. • Promptly file the Employer’s First Report of Injury. The first report is now available on our website to submit to us electronically. There is no need to send it to the NH Department of Labor as we upload the claims information to them. • Communicate any concerns you or your staff have about the claim. • Provide temporary alternate duty. Temporary alternate duty remains the single most effective way to control Workers’ Compensation claims costs. Please remember that medical-only claims are discounted by 70% when the experience modification factor is calculated. In December, the claims staff reviewed all open claims to ensure that the reserves on those claims were as accurate as possible. The total incurred costs on all claims effective December 31 will be used to calculate the rebate. In February, the actuary for the NHADA Workers’ Compensation Trust reviewed claims data to determine the amount of money available to return to WCT Members in the form of a rebate. Then, the NHADA 8
WCT Board of Trustees reviewed the actuarial analysis and voted on the rebate amount on March 6, 2024. This year, the board has approved a rebate of $3.2 million dollars! The rebate is calculated initially Trust wide by the actuary. Administrative expenses and total incurred claims costs are subtracted from the total available premium to determine the available balance. The available balance by member is determined in the same manner and is then multiplied by the individual member’s pro rata share of the total eligible balance and previous returned rebates are deducted, yielding the current balance per individual member. The individual member’s rebate is based on the performance of the Trust for the years of return and, more importantly, the individual member’s performance for the same years. The return of premium for a particular Fund year will be paid out over the course of several subsequent years. This year’s rebate will include money from the fund years from 2019 through 2022, with the vast majority of the return coming from the 2021 and 2022 fund years. As money from previous years is distributed, there is less money available to return. The 2023 fund year’s claims are still developing, so no money will be returned from that fund year. Members must have a positive fund balance for any given year to be entitled to a rebate for that fund year. For instance, if a member pays a premium of $10,000 and has a compensable claim with total incurred costs in excess of $10,000, the member would not have a positive balance and would not be entitled to a rebate for that fund year. The member would still be eligible for returns from the other fund years with a positive balance. If the claims department is able to recover payments through either subrogation or second injury fund on a claim, that money is returned to the member’s fund account for the fund year of the date of injury. If that recovery results in a positive balance for that fund year, the money will be returned to the member as part of a future rebate. Subrogation and Second Injury Fund recoveries take years to receive, but ultimately, the money is returned to the member’s claims account. If the return does not result in a positive balance for the members, it still improves the overall balance of the fund by reducing the amount that the fund as a whole has to cover for an individual member who has a bad year. Rebates will be reduced by any outstanding premium due to the WCT. In addition, rebates will be reduced by any balance owed to NHADA affiliate groups at the time the rebate is distributed. Please allow the NHADA Workers’ Compensation Trust claims staff to assist you with your claims issues. Contact us at (603) 224-2369 when a claim arises, and we will successfully manage it together to control costs and increase your rebate. 9
GEAR UP FOR INNOVATION, COLLABORATION AND GROWTH! NHADA Business Conference & Partner Expo: Unlocking Opportunities BY KALEENA GUZMAN DIRECTOR OF MAJOR EVENTS AND PARTNERSHIP PROGRAM, NHADA Don’t miss this year’s opportunity to unlock new opportunities for your business at the NHADA Business Conference & Partner Expo at the Grappone Conference Center on May 15. Get ready to rev your networking engines at the Partner Expo, where you can explore the latest solutions, technologies and services shaping the automotive landscape in New Hampshire. Engage with our association partners to discover innovative solutions to drive your business forward. Connect with our partners at the expo, or in a more informal setting during cocktail hour following the event. Connect, converse and celebrate with industry professionals while enjoying exciting prizes and giveaways. It’s the perfect opportunity to expand your network and forge valuable connections. Stay ahead of the curve with our dynamic breakout sessions led by industry experts. Dive into hot topics relevant to your team’s success and gain valuable insights to navigate the ever-changing automotive landscape. Check nhada.com/conference in the coming weeks for a list of new sessions as they’re confirmed. Keep an eye out for our Expo Card! Visit partner booths, complete the card and eligible participants can pick up their Workers’ Compensation rebate check EARLY! It’s our way of thanking you for your active participation. Make sure to register ahead to qualify. Attending this event is a great way to invest in you and your team’s professional development all while expanding your 10
DISCLAIMER Unlocking Opportunities: NHADA Business Conference & Partner Expo is exclusively designed for NHADA members and partners in good standing. This event is not open to associate members. Registrations for attendance and booth space are non‑refundable. All registration fees must be paid in full to confirm attendance or secure booth space. industry knowledge. Secure your spot today and register online at nhada.com/conference. Check out our list of expected sessions: • DMV & State Police Panel. • Titles & Regulations FAQs. • 2024’s Top 5 Legal Issues for New Hampshire Franchised Dealers. • Time Well Spent: Decoding Employment Law for Effective Attendance Management. • Empowering Middle Managers: Strategies to Elevate Their Leadership Potential in Your Dealership. For a full list of break-out session descriptions, scan the QR code or visit our event page at www.nhada.com/conference-expo. Drive your brand visibility into high gear by exploring our sponsorship opportunities. Showcase your commitment to the automotive industry while gaining exclusive benefits as a sponsor. Support the event and elevate your brand to new heights! Partners, be sure to secure your booth space today! For any inquiries or further information, please contact Kaleena Guzman, Director of Major Events and Partnership Program, at kguzman@nhada.com or (603) 224-2369. ROOM BLOCK RESERVATIONS Ensure a smooth ride by securing your accommodations at the Grappone Conference Center. Simply call (603) 225-0303 and mention the event to reserve your room before April 23, 2024. It’s the perfect way to stay close to the action and fully immerse yourself in the conference experience. 11
EMPOWERING MIDDLE MANAGERS Strategies to Elevate Their Leadership Potential in Your Dealership BY BILL NAPOLITANO PROACTIVE LEADERSHIP GROUP Having conducted extensive interviews with a multitude of job applicants over the past several years, my recent focus has been on delving into the capabilities, readiness and learning practices of middle managers. This encompasses a diverse range, from individual contributors aspiring to transition into their first management role to current middle managers aspiring to ascend to senior management positions. The insights gained have shed light on a rather concerning trend — there is a glaring absence of sustained learning and development within this demographic unless explicitly mandated by the manufacturer and/or the dealer. What stands out is that the bulk of the required learning revolves around hard skills and tactical training. This encompasses the mastery of skills such as sales techniques, product knowledge and specific procedures. Surprisingly, there is a conspicuous lack of emphasis on cultivating soft skills — the very attributes that are instrumental in retention, maintaining engagement and harmonizing the execution of hard skills. Soft skills, often overlooked, play a pivotal role in the success of any managerial role. They are the glue that binds hard skills together, fostering an environment of collaboration and effective communication. Among the myriad challenges faced by middle managers, a recurrent theme emerges — grappling with issues related to soft skills. The struggle is not centered around an individual’s competence in delivering on hard skills; rather, it revolves around navigating the intricacies of interpersonal relationships, effective communication and team cohesion. These are the very skills that define Emerging Leaders and are integral to their success trajectory. It is clear from my research that there is a notable gap in addressing the soft skills development needs of middle managers. By overlooking these critical aspects, we are inadvertently underserving this population. There is a pressing need to refocus our efforts on bridging this gap and providing the necessary tools and resources for middle managers to flourish not just in their technical proficiency but also in their ability to navigate the nuanced landscape of soft skills. The future of business hinges on addressing this underserved aspect and empowering our middle managers to become wellrounded, effective leaders. 12
FIVE WAYS TO TURN THIS TREND AROUND USING THE IAEDM™ METHOD 1. Inventory: Review your current organization’s situation. Tenure of each middle manager. Their personal and professional aspirations. Do they see themselves as long-term “A” players? Do you see them as part of your “A-player” team in five years? Why or why not? 2. Assess: Each individual determines where they are in six key areas of their lives: mental, social, physical, financial, family and ethics/beliefs. 3. Establish: Plan out their ideal career path within your organization. 4. Develop: Build each middle manager’s development plan based on the previously mentioned steps. This is a continuous process and never ceases. 5. Mentor: Create mentor programs, coaching programs, mastermind and roundtable programs. These are all ongoing learning forums and development programs that enhance lives, build relationships, develop potential and result in loyal, engaged employees who have the attitudes, skills, and knowledge to produce epic profitability and business valuation. REGISTER YOUR TEAM FOR THE FOLLOWING SEMINARS TAKING PLACE AT NHADA HEADQUARTERS Emerging Leaders Business Forum™ Series 1 April 24, 9:00 am-11:30 am https://www.nhada.com/training/proactive-forum-march Emerging Leaders Business Forum™ Series 2 May 23, 9:00 am-11:30 am https://www.nhada.com/training/proactive-forum-april Emerging Leaders Business Forum™ Series 3 June 19, 9:00 am-11:30 am https://www.nhada.com/training/proactive-forum-may 13
Catching Up With $10k Scholarship Winner JORDAN LAWRENCE BY NHADA FOUNDATION 14
Toward the end of last year, our Education Foundation celebrated a significant event at the Music Hall Lounge in Portsmouth by awarding more than $25,000 in automotive technology scholarships. These scholarships, named in honor of Paul Holloway Jr. to commemorate his dedication to education in New Hampshire, were given to young aspiring technicians in the industry. The most notable recipient was Jordan Lawrence, a senior at Nashua High School North, who also attends Nashua Technology Center and is employed at Tulley Mazda. Jordan was awarded a substantial $10,000 scholarship. We caught up with Jordan about his reaction to winning the scholarship. He expressed immense gratitude for the recognition and the generous $10,000 award. Jordan plans to use the scholarship to further his education at Nashua Community College (NCC), emphasizing his commitment to advancing his skills in automotive technology. He shared how this scholarship is not just financial support but also a significant motivation to pursue his passion in the automotive field with even greater dedication. As he embarks toward this new chapter at NCC, Jordan is thankful for the opportunity to grow and contribute to the industry that has inspired him. Scan the QR code to view the full interview. Thank you again to our Raffle for Automotive Education Sponsors, without whom scholarships like these would not be possible. https://www.youtube.com/ watch?v=ifq_4oU5b-I 15
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! Enjoy your association news anytime, anywhere. Scan the QR code to visit our online publication to stay up to date on the latest association news, share articles and read past issues. drive-nh.thenewslinkgroup.org 16
ARE YOU HIRING? BY BRIAN DUPLESSIS LOSS PREVENTION SUPERVISOR, NHADA When hiring new employees, the first thing to consider is if you are hiring the right person for the job. National studies have found that 30-40% of workers sustaining on-the-job injuries have been on the job for less than a year. For that reason, it is critical that NHADA WCT members take the time to hire the right person for the job. The NHADA Strategic Hiring Guidelines were created, with the assistance of Employment Law Professionals, to help members with this challenging process. Scan the QR code to view the Strategic Hiring Guidelines, available on the NHADA website for all NHADA members. https://www.nhada.com/our-solutions/strategic-hiring-guidelines Some of the key points in the hiring process are: • Reviewing applications. • Conducting a thorough interview. • Checking references. • Making a conditional offer. • Performing background checks. • Performing the pre-placement drug test. • Completing the Second Injury Fund Form. The studies have identified several reasons beyond hiring the wrong person for the job that cause new employees to 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. • Employees lack knowledge about hazardous substances. • New employees do not understand the purpose/ importance of personal protective equipment and how to properly use it. • Employers fail to convey the safety message. The NHADA Loss Prevention has developed an online learning management system that addresses many of these issues. One of the modules is specific to new hires who can complete all OSHA required and best practices safety orientation training quickly and conveniently prior to their commencement of actual work. Providing new hires with employment-specific 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. The other important practice in the onboarding process is to make sure that the new hires understand to whom to 17
Providing new hires with employment-specific training helps to set the tone of a safety culture in the workplace. report an injury and the importance of promptly reporting all injuries, regardless of how minor they seem to be. We have seen an uptick in delayed reporting of injuries, particularly in the under-30 demographics. Delayed reporting makes the investigation process more challenging as memories fade and video surveillance may be erased. Additionally, the claims department has lost control of the medical treatment. The new hire may not be aware that they are participants in a worker’s compensation managed care program, which requires injured employees to be treated within a network of medical providers. The new hire may seek treatment with his/her primary care physician or the emergency room, either of which will drive claims costs up. Please take the time to explain to your new hires how to report injuries and ensure that they understand that they are in a managed care program for workers comp claims and make sure that they understand what that means in terms of medical treatment for a work-related injury. When in doubt, call Nurse Case Manager Marta Silakka at (603) 224-2369. Please contact the loss prevention department to get set up with LearnUpon through the NHADA web portal at (603) 224-2369 or NHADAWorkersCompLP@NHADA.com. If you have questions about the workers’ compensation process, please contact Brian Duplessis, loss prevention supervisor, at bduplessis@nhada.com. WHAT DID DEALERSHIP TRANSACTIONS IN GREATER NEW ENGLAND LOOK LIKE IN 2023? 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 2023 YEAR END REPORT WWW.NANCYPHILLIPS.COM 18
UNDERSTANDING BLUE LIGHT Tips and Guidelines BY LORI PREVE LICENSED INSURANCE PRODUCER, NHADA In today’s world, adults and children are exposed to an unprecedented level of blue light. Think about it: We’re surrounded by smartphones, tablets, TVs and even fluorescent lights. Exposure to this blue light has been linked to digital eye strain. DID YOU KNOW? • Scientific research has linked blue light to the onset of digital eye strain in as little as two hours of screen time.¹ • 49% of kids are now spending more than six hours online every day.² • Two-thirds of people in the U.S. experience digital eye strain symptoms.¹ TIPS TO REDUCE YOUR EXPOSURE • Get an eye exam. Talk to your doctor about your lifestyle and ask about the best options for reducing digital eye strain. Even if you don’t wear corrective lenses, some blue light coatings are available for nonprescription eyewear. • Limit screen time before bed. Turn devices off a few hours before going to bed. Also, consider lowering the brightness of your screen, enabling the blue light filter or downloading a blue-light-reducing app for your device. • Follow the 20-20-20 rule. Give your eyes a break every 20 minutes, and spend 20 seconds looking at something at least 20 feet away. • Try supplements. One small study found that taking supplements with lutein and zeaxanthin for six months eased eyestrain, poor sleep quality and headaches from excessive screen time.3 Ask your doctor if these supplements are safe for you to take. 1. 2017 Digital Eye Strain Report, The Vision Council 2. April 2020, ParentsTogether Foundation Survey — Kids’ Screen Time During COVID-19 Crisis 3. “Macular Carotenoid Supplementation Improves Visual Performance, Sleep Quality, and Adverse Physical Symptoms in Those with High Screen Time Exposure.” https://pubmed.ncbi.nlm.nih.gov/28661438/ 19
ADVANCING NEW HAMPSHIRE’S WORKFORCE A Look at NHADA Foundation’s Latest Educational and Development Initiatives BY ADAM MEMMOLO WORKFORCE DEVELOPMENT COORDINATOR, NHADA FORD MOTOR COMPANY PRESENTATION On January 23, we had the opportunity to meet with several employees from Ford Motor Company, including Simone Nunoo, the SEO Technical Placement Manager. Together, we discussed the local dealer landscape, training centers, and of course, technician recruitment. Ford intently listened to NHADA’s workforce recruitment and retention strategies. It was clear that we both were in agreement that a key to growing a healthy workforce includes collaboration between educational providers and industry. Donating to local automotive schools, joining advisory boards and taking on interns/part-time employees are all examples of how the industry can support automotive education. Additionally, onboarding today’s youth can be made easier by providing multiple exposure to the local dealer body outside of their classrooms. This can be accomplished with industry visits to classrooms, field trips out to industry and job shadows or internships. Once the industry has piqued a student’s interest, it is important to have a career pathway to put in front of them. This can be a simple sheet of paper from the employer showing career growth timelines that are attached to certification, tenure and task qualifications. A future technician has to see the potential in the career as other markets are extremely competitive with entry-level wages. This also serves as a good retention tool by giving today’s youth a pathway for growth and potential. Once hired, it is important to assign a qualified mentor. This can be the absolute biggest key in technician retention. It has been shown that an entry-level technician who has someone investing time into them is far more likely to stay with the company than someone who was hired and left in a lube bay to see if they make it. This is also a great strategy to fast track a technician’s productivity, growth and technical abilities. There are many different opinions of what the perfect recruiting, growth and retention strategies could look like depending on the landscape of your shop. The important thing is to have one. Get involved with your local tech center 20
and develop a system that works for both you and the school. This will ensure a steady workforce pipeline for years to come. For more information, please feel free to reach out to me at amemmolo@nhada.com. APPRENTICESHIPNH PHASE II Since its inception, ApprenticeshipNH has served as a resource to support and educate our future workforce in a structured and intentional way. Phase one of ApprenticeshipNH includes $2,000.00 in tuition, which covers Intro to Automotive (Maintenance and Light Repair) as well as Basic Electrical at one of our five Community College System of New Hampshire (CCSNH) locations. Additional resources include wage matching up to $15.00/hour, and now, even basic tools to get started can be covered. With the completion of 2,000 work hours and specific tasks completed in industry, an entry-level technician will become a phase one completer. This gives employers a technician with a firm foundation to get started in the industry. But what if you have a technician that wants more? Future A-Tech on your hands? In partnership with Merchants Fleet in Hooksett, the New Hampshire Automotive Education Foundation has finalized Phase II of the program. This includes the addition of CCSNH courses for braking systems as well as steering and suspension. Using NHADA’s job training grant, an employer can receive 50% of their investment back when sending a student/technician to these courses. Completing a total from phase one of 4,000 work hours and specific tasks completed in industry, a technician becomes a phase two completer. It is our intention to follow up with a third phase to bring a technician all the way through an associate’s degree in applied science. This will provide a stackable solution to personalize technician training for anyone looking to pursue a career in automotive. Joe Wentworth of Merchants Automotive highlights the program in strong support: “With the introduction of the ‘Tune Up Mechanic’ tier, Merchants Fleet proudly unveils the next level of our comprehensive apprenticeship program in partnership with NHADA. This tier represents a significant milestone in our ongoing mission to nurture and develop top-tier automotive talent. The progression to this second tier in our program is a testament to our commitment to providing an in-depth, hands-on learning experience for our apprentices, paving the way for their success in the automotive industry.” To learn more on how to get involved with ApprenticeshipNH and grow your workforce, please reach out to me at amemmolo@nhada.com. WHITE MOUNTAIN COMMUNITY COLLEGE Last month, we had the opportunity to visit the all-new Advanced Technology building in Littleton, New Hampshire. This new facility provides a state-of-the-art experience for students enrolled in The White Mountain Community College (WMCC) Diesel Heavy Equipment Program. The WMCC building construction broke ground on Sept. 14, 2022. The 10,000-square-foot, two-story building will enhance WMCC’s program offerings in diesel heavy equipment technology, industrial mechanics, welding and new fields like electric vehicle technology. The facility features a 5-ton bench crane that spans the length of the building — operable via a wireless remote — and a 30,000 lb scissor lift, underscoring the college’s commitment to hands-on, practical learning experiences. Additionally, a 10-booth welding lab and a hydraulic section on the lower floor, designed to facilitate learning through three classes beginning with Fluid Power, will be integral components of the new building. Highlighting the cuttingedge nature of this expansion, the facility will also house new equipment that boasts only 15 hours of use, ensuring that students have access to the latest in industry-standard technology for their education. This expansion marks a significant step forward in WMCC’s efforts to meet current and future workforce needs while also increasing access to quality education and training in high-demand fields. This program will train a highly skilled and educated workforce. With the support of its industry partners, like the NHADA Foundation, technicians become trained and employed by the time they graduate. If you would like to learn more or collaborate with this amazing resource, please reach out to foundation@nhada.com. 21
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NEW MEMBER FREEDOM TIRE 37 Westville Rd. Plaistow, NH, 03865 Phone: (603) 382-7223 Owner/Main Contact: Daniel Guide NHADA MEMBERSHIP MILESTONES Q1: January 1, 2024-March 31, 2024 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. MEMBER JOIN DATE YEARS OF MEMBERSHIP Automotive Excess LLC 2/26/2019 5 Collision Pro LLC 3/7/2019 5 5 Star Towing LLC 3/8/2019 5 East Coast Automotive Sales & Service 3/20/2019 5 Meineke Car Care Center (Amherst) 3/17/2004 20 Lovering Volvo Cars Meredith 1/1/2005 20 Rochester Motorsports Inc. 3/3/1999 25 Nissan of Keene Inc. 3/11/1999 25 24
TITLE STATISTICS REPORT FEBRUARY 2024 NEW HAMPSHIRE DEPARTMENT OF SAFETY, DIVISION OF MOTOR VEHICLES Current 12 months Prior 12 months % of change Feb. '23 Feb. '24 YTD ‘23 YTD ‘24 TITLES ISSUED FOR NEW AND DEMO VEHICLES 119,661 118,752 0.76 7,118 9,293 14,959 17,276 TITLE ISSUED FOR USED VEHICLES 258,324 274,501 -6.26 15,889 20,232 33,836 36,561 TOTAL TITLES ISSUED 377,985 393,253 -4.04 23,007 29,525 48,795 53,837 TITLES ISSUED WITH A LIEN 10,491 12,452 21,612 22,708 TITLES ISSUED WITH NO LIEN 12,516 17,073 27,183 31,129 SALVAGE TITLES ISSUED 1,135 1,641 2,426 2,647 SALVAGE TAGS 450 224 906 425 HEAVY TRUCKS 1999 AND OLDER 30 31 52 51 HEAVY TRUCKS 2000 AND NEWER 193 158 426 303 TITLES ISSUED FOR TRAILERS 803 900 1,634 1,763 TITLES ISSUED FOR MOTORCYCLES 556 543 1,066 1,004 TITLES ISSUED FOR MOTOR HOMES 66 76 130 146 UNEMPLOYMENT RATES BY AREA Nov. Dec. Jan. United States 3.7% 3.7% TBD New England 2.9% 3.1% TBD Connecticut 3.6% 3.8% TBD Maine 3.0% 3.2% TBD Massachusetts 2.9% 3.2% TBD New Hampshire 2.3% 2.5% 2.6% Rhode Island 2.9% 3.2% TBD Vermont 2.1% 2.2% TBD SAFETY/OBD II INSPECTION STATISTICS SAFETY Inspection Results Jan. '24 % of Total YTD '24 % of Total TOTAL 119,776 100.0% 125,276 100.0% PASS 100,575 84.0% 105,121 83.9% CORRECTED 10,637 8.9% 11,154 8.9% REJECTED 6,294 5.3% 6,588 5.3% UNTESTED 2,270 1.9% 2,413 1.9% OBD Inspection Results (20 yrs. old or newer) TOTAL 103,335 100.0% 107,976 100.0% PASS 91,374 88.4% 95,462 88.4% REJECTED 7,341 7.1% 7,653 7.1% UNTESTED 4,620 4.5% 4,861 4.5% BY THE NUMBERS 25
These partners have answered the call and supported NHADA programs and events. Please consider your partners first when you need professional services for your business. To become a NHADA partner, please call Kaleena Guzman at 603-224-2369, or email her at kguzman@nhada.com. Companies endorsed by the NHADA are listed first within each association partner level. Learn more at nhada.com/partnership-program. THANK YOU, 2024 NHADA PARTNERS! BRONZE Cross Insurance — ENDORSED for Dealers’ Surety Bonds Aftermarket Specialists America’s Auto Auction Boston Auto Auction of New England Bellwether Community Credit Union Brown & Brown Dealer Services Chase Auto ConvenientMD Urgent Care Dominion DMS Drayton Distributors of New England, BG Products EasyCare New England Enterprise Rent-A-Car GW Marketing Services Horsch/Lappen’s Garage Equipment Huntington National Bank iHeart Media KeyBank Mike’s Equipment Repair Nancy Phillips Associates Inc. Northeast Auto Auction North East Dealer Services Portfolio Primary Bank ProActive™ Leadership Group Right Direction Financial Services Holdings LLC Rockland Trust Company Salem Co-operative Bank Sanel NAPA Santander Bank, NA Sullivan Tire®/Lift Works Corp. TD Bank/TD Auto Finance TR2 Corp./LSI Industries Triplet Computers LLC ZURICH PLATINUM NHAD Services Inc., Insurance Division — ENDORSED NHAD Services Inc., Products Division — ENDORSED NHADA Workers’ Compensation Trust — ENDORSED Cox Automotive Inc. Gordon-Darby NHOST Services Inc. WMUR-TV/WMUR.com New Hampshire DIAMOND Assurant Dealer Services — ENDORSED ComplyAuto GOLD Harvard Pilgrim Health Care — ENDORSED STAPLES Contract & Commercial LLC — ENDORSED Bank of America Merrill Lynch Service Credit Union TRUECar Withum SILVER Northeast Delta Dental — ENDORSED ACV Albin, Randall & Bennett Ally Auto Use Bernstein, Shur, Sawyer & Nelson, P.A. Clean Harbors Environmental Services Devine Millimet & Branch, P.A. JM&A Group McLane Middleton Sheehan Phinney St. Mary’s Bank Tyler, Simms & St. Sauveur, CPAs, P.C. Wipfli CPAs and Consultants 26
Anticipate every turn In an industry that’s always evolving, your dealership can rely on our Dealer Financial Services team’s 90 years of experience to see what’s around the corner, forward-thinking insights to prepare you, and technology to keep you ahead of the curve. What would you like the power to do?® Dan Duda, daniel.w.duda@bofa.com business.bofa.com/dealer ©2023 Bank of America Corporation. All rights reserved. DFS-699-AD 5949042 Investment products offered by Investment Banking Affiliates: Are Not FDIC Insured Are Not Bank Guaranteed May Lose Value “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, derivatives, 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., which is a registered broker-dealer and Member of SIPC, and, in other jurisdictions, by locally registered entities. BofA Securities, Inc. is a registered futures commission merchant with the CFTC and a member of the NFA.
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