VOL. 7 | NO. 02 Small Business Week Spotlighting New Hampshire’s Economic Engine Page 11
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?® Stephen Delaney, stephen.delaney@bofa.com business.bofa.com/dealer ©2024 Bank of America Corporation. All rights reserved. DFS-699-AD 6942528 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.
VOL. 7 • NO. 02 PRESIDENT Dan Bennett, REM, IOM, CAE NHADA OFFICERS Jason LaCroix, Chairman John Crowley, Vice Chairman Jeff Platek, Treasurer Shawn Hanlon, Secretary NHADA DIRECTORS Marshall Jespersen, Immediate Past Chair John Sawyer Jr., Franchised New Car Michael Lampert, Franchised Heavy Duty Truck Tim Foss, Franchised New Car Dennis Gaudet, Independent Used Car Ron Poirier, Independent Repair/Service David Hammer, NADA Director George Mullin, Franchised/Independent Jessica Trask, Franchised New Car Roger Groux, Advisory Director Damon Jespersen, Franchised New Car Justin Weisman, Franchised New Car Curt Grenier, Franchised/Motorcycle ©2025 The New Hampshire Automobile Dealers Association (NHADA) | The newsLINK Group LLC. All rights reserved. DRIVE New Hampshire is published six times per year by The newsLINK Group LLC for 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 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 a first-print policy is encouraged, 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. CONTENTS A Message From the President 4 Charging Ahead The Second Half of the Legislative Session is Underway By Dan Bennett, REM, IOM, CAE, President, NHADA 6 The Amended Motor Vehicle Retail Installment Sales Act What You Need to Know By Dan Bennett, REM, IOM, CAE, President, NHADA A Message From the Chair 8 Passing the Gavel A New Chapter for NHADA Board Leadership By Marshall Jespersen, Chairman, NHADA, ICL Autos NADA Update 10 The Time Is Now To Contribute to NADA PAC Your Biggest Federal Advocate By David Hammer, Contemporary Automotive Group, NADA Director 11 Small Business Week Spotlighting New Hampshire’s Economic Engine 12 The Rust Rule (266:3-a) By Jay O’Leary, Government Relations & Compliance Specialist, NHADA 15 Hiring the Right Person for the Job By Peter Sheffer, Vice President and Director of Insurances, NHADA 16 Winter Motorcycle Community Expo at National Powersports Distributors By Joshua Elenowitz, Marketing Manager, National Powersports Distributors 18 2025 NIADA Convention and Expo Join Us at the Fontainebleau, Las Vegas, June 23-26, 2025 20 Building Our Workforce Let’s Work Together! By Adam Memmolo, Workforce Development Coordinator, NHADA Save the Date 20 Drive for a Tech Golf Tournament Save the Date 20 Scholarship & Industry Night 21 Forklift Safety A Matter of Life and Death By Brian Duplessis, Loss Prevention Supervisor, NHADA 22 Souhegan Valley Motorsports Celebrates 20 Years in Business! 24 The Dental Checkup Your Prevention Connection 26 LotDrop The 2025 Spring Collection 28 Thank You, 2025 NHADA Partners! 29 By the Numbers 30 NHADA Membership Milestones Q2: March 1, 2025-April 30, 2025 30 NHADA New Members Cover Image by: Christopher Trombley, Video & Photography Coordinator, NHADA 3
A MESSAGE FROM THE PRESIDENT Crossover marks a pivotal moment in the legislative session, when bills that have passed in their chamber of origin are sent to the opposite chamber for consideration. Measures that advance at this stage remain in play and move one step closer to potentially reaching the governor’s desk. It’s a demanding and fast-paced day for our elected officials, filled with deliberation and decision-making. For years, NHADA has marked this occasion by hosting the Legislative Crossover Reception — a tradition that gives legislators and representatives an opportunity to unwind, enjoy refreshments and connect with colleagues. This year’s reception, once again, encouraged meaningful, bipartisan conversations and offered a welcoming space to reflect on the session’s progress and the issues important to our members. This year, nearly 1,200 bills were filed, over 20 of them marked as high priority by our Legislative Committee. Once again, a repeal of the state safety inspection and emissions program has become our mega-issue. This year, no different from other years alike, we have remained committed to opposing any legislation that undermines this program, as it could have serious implications for driver safety across the state. As of mid-May, the NH Senate voted to re-refer HB 649, the annual vehicle safety and emissions testing repeal bill back to the Senate Commerce Committee for further study. The senate voted 19-3 with the only opposition coming from Representatives Keith Murphy CHARGING AHEAD The Second Half of the Legislative Session is Underway BY DAN BENNETT, REM, IOM, CAE PRESIDENT, NHADA (R-16-Manchester), Victoria Sullivan (R-18-Manchester), and Tim McGough (R-11-Merrimack). NHADA worked hard to develop a compromise bill to improve the annual safety inspection program. The goal was to modernize the process by focusing on safety-critical standards and making it more customer-friendly. We will continue to advocate for such changes. The fight is not over this session. Thank you to all that took action with calls and emails. Stay tuned for future updates. While the fate of HB 649 is clear and work will not be done on it until at least the fall, and into next year, the safety inspection repeal fight is still at our doorstep. The House Republican Majority wrote into HB 2, the Budget Trailer bill, language that would repeal the annual safety and emissions program. Although it was removed from the Senate’s version of the budget and was not included in the Governor’s proposal, it will likely become a point of discussion and contention during budget negotiations between the House and Senate. As the session winds down, legislators are preparing to return to their districts for the upcoming elections, anticipating another busy period. We remain dedicated to advocating for the motor vehicle industry and appreciate those who’ve contacted their elected officials in support of our efforts. Sending an email, making a phone call or joining us in Concord to testify are all great ways to amplify our message. Remember, our voice at the State House is only as loud as yours at home. As always, feel free to reach out to me with any concerns at dbennett@nhada.com or call me at (603) 224-2369. 4
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OVERVIEW HB 1243, which repealed and reenacted RSA 361-A (the Retail Installment Contract law), was signed into law on Aug. 2, 2024, by Gov. Sununu. The provisions of RSA 361-A went into effect upon signing. The New Hampshire Banking Department (NHBD), which has always had authority over retail vehicle sellers, now plans to do an electronic exam of all licensees. Due to RSA 361-A, the NHBD requires Retail Sellers and Sales Finance Companies to obtain a separate $25,000 electronic surety bond in addition to the dealer bond mandated by the New Hampshire DMV. Through an exclusive partnership with Cross Insurance, a discounted electronic surety bond is available to NHADA members for $125 a year. To request more information about this, scan the QR code. https://www.nhada.com/benefits/bonds THE AMENDED MOTOR VEHICLE RETAIL INSTALLMENT SALES ACT What You Need to Know BY DAN BENNETT, REM, IOM, CAE PRESIDENT, NHADA ENROLLMENT Businesses will be contacted by the NHBD for the electronic exam, at which point they will enroll in the electronic system. Once the examination begins, you will have 30 days to provide a customer list and an additional 60 days to upload transactional files to support the areas of examination. At this point, there is no way to request your exam. The NHBD will be contacting businesses chronologically by date of licensure. PROCESS Following the initial alert, businesses will be assigned an examiner who will remain their point of contact throughout the exam, and: 1. Get set up in the state’s examination system. You will be prompted to assign a contact person/site administrator for your business and enroll in a third-party authentication system to log in. Note: It is recommended you create more than one contact person/site administrator, so you have a backup in the event of an unexpected leave of absence or other event. 2. Work through the requested information over the course of 90 days (see the 30-day/60-day structure previously mentioned). The NHBD will not look at all loans; it will just look for a sample and will look for completeness (bill of sale, trade-in payoff date, etc.). It will also look for who you sold the loan to. To see an entire summary of the examiner’s areas of review, along with the information that will be requested, please see the handout from the Feb. 20, 2025, session by scanning the QR code. https://4829685.fs1.hubspotusercontent-na1.net/ hubfs/4829685/NHBD_SessionHandout.pdf 3. Important Notes: • Pay particular attention to the column headers on the questions asked on the Excel file (see QR code under No. 2). For example, if it is marked SF for sales finance company, it does not apply to retail sellers. • The NHBD will be reviewing only a small percentage of files, looking for completeness of forms and statutory compliance. Their goal is to conduct short, compact examinations. 6
• Questions asked throughout the examination are specific to financed deals only at New Hampshire locations; no cash deals or leases. The look back begins with July of 2024. • Dealer groups may request to have all their businesses examined at the same time. This can be done through one login through the portal. Q&A Q: What does closeout look like for this examination? A: After the information request is completed and reviewed, an exit interview may be conducted in person or over the phone. Following the interview, you will receive an invoice notification for the exam. You will be invoiced per legal entity. Q: What makes for a quick and efficient exam? A: Start working with your DMS immediately to see if the requested information can easily be exported (names of the customers, details of the deal, associated financed revenue, etc.). Q: When does the 30-day/60-day timeline begin? A: Enrollment does not start the 30-day/60-day timeline, it simply adds you to the portal. The timeline begins when you are assigned an examiner, and you receive your info request. Q: Outside of the daily costs, are there any other fees? A: The NHBD cautions you that there are automatic late fees that they do not have control of. They remind you to complete all examinations within the requested time frame. NHADA worked diligently with the NHBD on this amended legislation, ensuring a more business-friendly approach. It’s important to remember that NHBD examinations are not new — only the format has changed. If you have any questions about this updated process, don’t hesitate to contact NHADA at (603) 224-2369 or support@nhada.com. 7
BY MARSHALL JESPERSEN CHAIRMAN, NHADA, ICL AUTOS As my tenure as chairman of the New Hampshire Automobile Dealers Association (NHADA) comes to a close, I reflect on the past two years with great pride and appreciation. It has been an honor to serve our association, working alongside a dedicated team of professionals who remain committed to advancing New Hampshire’s motor vehicle industry. I am excited to pass the gavel to our next chairman, Jason LaCroix, VP of AutoFair and Managing Partner at AutoFair Honda of Manchester. Jason’s term began on May 1, 2025, and he will be joined by John Crowley, Dealer Principal of Best Ford, serving as Vice Chair. I have no doubt that under Jason’s leadership, NHADA will continue to thrive and grow. One of the most significant milestones during my time as chairman was welcoming NHADA’s new President, Dan Bennett. His leadership has already brought fresh energy and perspective to the association, and I have been fortunate to work closely with him as he stepped into this pivotal role. Additionally, I made it a priority to maintain a strong in-person presence with the NHADA staff, reinforcing our internal culture and assisting the management team with operations. Legislative advocacy has always been a cornerstone of NHADA’s mission, and during my term, we took meaningful steps to amplify our collective voice. Encouraging our members to engage with key legislation, particularly regarding the state’s vehicle safety inspection and emissions program, has been critical. A major enhancement to our government affairs efforts was the successful hiring of Jay O’Leary, former NH State Police Lieutenant, and Troop Commander of Troop G, as Government Relations and Compliance Specialist. This strategic move ensures NHADA remains well-positioned to navigate legislative challenges and opportunities in the years ahead. Beyond advocacy, one of my greatest joys has been participating in NHADA’s events and fundraisers. Showing up, engaging with our members, and fostering a sense of community within our industry has been truly rewarding. While my time as chairman may be concluding, I remain dedicated to supporting NHADA’s mission and will continue championing our initiatives as the immediate past chairman. Looking ahead, I have full confidence in Jason LaCroix’s ability to steer NHADA toward continued success. As chairman, Jason will play a vital role in strengthening our member-support initiatives, with a particular emphasis on retention and promoting our Workers’ Compensation and Insurance services. Additionally, his leadership comes at an exciting time, as the NH Automotive Education Foundation prepares to launch the NH Auto Careers brand. This initiative will introduce a dynamic new website and job board, as well as a vinyl-wrapped trailer equipped with hands-on automotive education activities — an innovative way to inspire and educate the next generation of automotive professionals. As I pass the gavel to Jason, I extend my gratitude to the NHADA staff, board members and the entire dealer community for their unwavering support. Our association is strong because of the collective efforts of its members, and I am confident that with Jason at the helm, NHADA will continue to drive progress for New Hampshire’s motor vehicle industry. Thank you for the opportunity to serve, and here’s to the next chapter! PASSING THE GAVEL A New Chapter for NHADA Board Leadership A MESSAGE FROM THE CHAIR 8
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 1,622 Number of NADA members who contributed to NADA PAC in 2024. FOR MORE INFORMATION Josh Heit 202.627.6755 nadapac@nada.org NADA PAC was founded. 1975 $2.8 MILLION Amount NADA PAC raised in 2024. Amount NADA PAC has contributed in its history to the election campaigns of pro-dealer congressional candidates. $47 MILLION NADA PAC ranks among the largest trade association PACs in the country. TOP5 NADA UPDATE THE TIME IS NOW TO CONTRIBUTE TO NADA PAC Your Biggest Federal Advocate BY DAVID HAMMER CONTEMPORARY AUTOMOTIVE GROUP, NADA DIRECTOR 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 pro-business 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. 2024 was a record-setting year for NADA PAC, raising $2,833,685, beating last year’s record total by more than $28,000. Eight dealers and managers from New Hampshire contributed a total of $13,000 to NADA PAC; a list of these contributors is below. All decisions regarding contributions to New Hampshire candidates are made by New Hampshire’s NADA PAC state team, which, in addition to me, consists of NADA PAC Chair Larry Foss, NHADA Chair Jason LaCroix and NHADA President Dan Bennett. NADA PAC contributed to a few candidates in the 2024 election cycle, including to Sen. Maggie Hassan, Congressman Chris Pappas and Congressman Annie Kuster. If you are interested in making a contribution, please visit nhada.com/nadapac. For questions, please contact me at support@nhada.com or the NADA PAC staff in Washington, D.C. They can be reached at (202) 627-6755 or nadapac@nada.org. THANK YOU TO OUR 2024 NADA PAC CONTRIBUTORS! $2,500 Larry Foss Foss Motors LLC Tim Foss Foss Motors LLC David Hammer Contemporary Automotive Richard Lovering Jr. Lovering Volvo Cars Concord $1,000 Bill Fenton Toyota/Volvo of Keene Ron Currier Ron Currier’s Hilltop Chevrolet Inc. $500 Ed Bonneville Bonneville & Son Inc. Brian Duval Bob Mariano Chrysler Jeep Dodge Inc. 10
SMALL BUSINESS WEEK Spotlighting New Hampshire’s Economic Engine estimated $18.2 million to charitable and civic organizations. Whether it’s sponsoring youth sports, donating to emergency services or helping local families in need, NHADA members give back generously and consistently. Supporting education is another cornerstone of our industry’s impact. Since the inception of The New Hampshire Automotive Education Foundation, it’s estimated our members have raised over $750,000 for automotive scholarships. Maintaining strong relationships with local high schools and community colleges, many of our members proudly offer internships, mentorships and career paths for students — proving that investing locally goes far beyond business transactions. Your continued dedication to serving your communities, supporting local jobs and giving back is what drives New Hampshire forward. Together, we’re not just building businesses — we’re shaping a stronger, more connected future for our state. Watch the video! Scan the QR code. https://www.nhada.com/news/small-business-weekspotlighting-new-hampshires-economic-engine New Hampshire’s motor vehicle businesses are more than just where Granite Staters buy and service their vehicles — they’re the backbone of our local economy and pillars of our communities. During National Small Business Week, we proudly spotlight the member businesses that drive economic vitality, create high-quality jobs and reinvest in the neighborhoods they serve. Across more than 2,600 businesses statewide, the motor vehicle industry employs nearly 23,000 New Hampshire residents — not just as sales professionals and technicians, but as neighbors, mentors and local leaders. These are well-paying, stable careers that can’t be outsourced, with an average industry salary of $70,400. When a customer buys a vehicle, gets an oil change or picks up parts from a local NHADA member, their money stays right here in the Granite State — supporting families, funding schools and fueling growth. Beyond their economic contributions, our industry is deeply embedded in their communities. In 2023 alone, our industry contributed an 11
THE RUST RULE (266:3-A) BY JAY O’LEARY GOVERNMENT RELATIONS & COMPLIANCE SPECIALIST, NHADA Vehicle safety inspections often rely on the experience and judgment of the certified technician performing the inspection. Deciding whether a vehicle passes or fails is a significant responsibility that rests entirely with the inspector. In 2019, state legislators recognized the need to clarify ambiguous laws to help make these decisions more straightforward and less stressful for inspectors. Their goal was to support you in making fair, informed decisions without fearing losing your inspection license for not automatically failing anything borderline. Maintaining the integrity of the inspection program is essential. It starts with you, the inspector, following clear guidelines such as these. Repeated non-compliance not only weakens public trust in the program but also raises concerns among legislators about its effectiveness. When it comes to vehicle safety, rust is more than just an eyesore — it can present significant hazards if left unchecked. In New Hampshire, RSA 266:3-a outlines the legal requirements for rust inspections during the state’s mandatory vehicle inspection process. The accompanying administrative rule, Saf-C 3221.06, provides further guidance on how this law is applied in practice. In this article, we’ll break down the statute, explain why rust matters and help you understand how these regulations work together to keep New Hampshire drivers safe. RSA 266:3-A: THE RUST INSPECTION LAW New Hampshire law requires that all private passenger vehicles and light trucks undergo an inspection to assess for rust-related safety issues. Section 266:3-a Rust “The director shall establish a procedure for the external visual examination for rust of private passenger vehicles and light trucks during the inspection required by RSA 266:1. The procedure shall include requirements for further examination if substantial rust is observed. No private passenger vehicle or light truck shall pass the inspection requirements of RSA 266:1 if the procedure reveals any of the following:” I. Rust that permits exhaust gases to enter the passenger or cargo compartment. II. Any metal or any loose or dislocated parts protruding from the surface of the vehicle so as to create a hazard. III. A bumper that is rusted so that it is not firmly attached or that has broken or torn portions protruding from the surface so as to create a hazard. IV. A frame that is not in solid condition. Source: 2018, 43:1, eff. Jan. 1, 2019. WHY DOES THIS MATTER? Rust can compromise the structural integrity of a vehicle, endangering both the occupants and other drivers on the road. The following are a few harmful consequences of rust: • Exhaust Gas Intrusion: Rust holes can allow dangerous exhaust gases, such as carbon monoxide, to enter the passenger compartment. • Sharp Edges and Protrusions: Loose, jagged metal from rust can cause injury or damage other vehicles. • Compromised Bumpers: A rusted bumper may fail during a collision, reducing its effectiveness. • Weak Frames: The frame is the backbone of the vehicle; significant rust can make the vehicle unsafe to drive. 12
WHAT DID DEALERSHIP TRANSACTIONS IN GREATER NEW ENGLAND LOOK LIKE IN 2024? 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 2024 YEAR END REPORT WWW.NANCYPHILLIPS.COM SAF-C 3221.06: THE ADMINISTRATIVE RULE BEHIND THE LAW The New Hampshire Code of Administrative Rules, Saf-C 3221.06, specifies the procedures for rust inspections as follows. Saf-C 3221.06 Structural Rust (a) In accordance with RSA 266:3-a, the mechanic shall conduct a thorough visual examination of the condition of the vehicle if substantial rust is observed. (b) Such visual examination shall include but not be limited to: 1. Frame, body, or chassis; 2. Other structural components; 3. Doors; 4. Floor pans as described in Saf-C 3221.01; 5. Bumpers as described in Saf-C 3221.04. (c) In addition to (b) above, a vehicle shall be rejected if the frame or other structural components are broken, cracked, not in solid condition, or rusted to a degree that affects the safety of the vehicle. (d) Welded frames shall be permitted as long as the joints have the equivalent strength or are stronger than the original frame and the alignment of chassis parts is not affected. (e) Lap joint welds shall be permitted as long as the joints have the equivalent strength or are stronger than the original frame. (f) A vehicle shall be rejected if metal or any loose or dislocated parts are protruding from the surface of the vehicle so as to create a hazard. KEY ELEMENTS OF SAF-C 3221.06 • Inspection Procedure: Inspectors must perform a visual examination of the vehicle’s exterior and undercarriage for signs of rust. • Further Examination: If surface rust is found, inspectors may need to conduct a more thorough investigation to determine if it compromises the vehicle’s safety. • Pass/Fail Determination: If the inspection reveals rust that meets any of the disqualifying criteria listed in RSA 266:3-a or Saf-C 3221.06, the vehicle will fail its inspection. HOW THESE REGULATIONS WORK TOGETHER The law and the rule work hand-in-hand: • RSA 266:3-a establishes the broad legal requirement to inspect for rust and defines what conditions cause a vehicle to fail. • Saf-C 3221.06 provides the technical procedures for performing these inspections and ensures consistency across inspection stations. If you have any questions about these regulations please email me at joleary@nhada.com or give me a call at (603) 224-2369. 13
YOU WANT IT! (801) 676-9722 SALES@THENEWSLINKGROUP.COM ADVERTISE HERE! DON’T ROLL THE DICE CONTACT US TODAY
As the pandemic hopefully winds down, NHADA WCT members will be hiring new employees. When hiring, 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. To access the pre-placement drug test, scan this QR code. https://www.nhada.com/ workers-comp/drug-testing To complete the Second Injury Fund Form, scan this QR code. https://4829685.fs1.hubspotusercontent-na1.net/ hubfs/4829685/Everything%20 Second%20Injury%20Fund.pdf 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 internet training program in partnership with LearnUpon 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 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 her/his 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) 223-2369. 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, our loss prevention supervisor at bduplessis@nhada.com. HIRING THE RIGHT PERSON FOR THE JOB BY PETER SHEFFER VICE PRESIDENT AND DIRECTOR OF INSURANCES, NHADA 15
WINTER MOTORCYCLE COMMUNITY EXPO AT NATIONAL POWERSPORTS DISTRIBUTORS BY JOSHUA ELENOWITZ MARKETING MANAGER, NATIONAL POWERSPORTS DISTRIBUTORS National Powersports Distributors in Pembroke, New Hampshire, hosted an exciting two-day motorcycle expo on Jan. 25 and 26, bringing together riders and enthusiasts despite the challenges of winter. The event served as a vibrant hub for the motorcycle community, offering an opportunity to connect, explore new gear and celebrate a shared passion for riding — even in the middle of the snow season. Throughout the weekend, attendees had the chance to browse a variety of vendors showcasing accessories, apparel and services. The event also featured an array of food from local food trucks, along with a lively beer garden where guests could relax and enjoy the atmosphere. Live music kept the energy high on both days, creating an engaging and festive environment. One of the standout attractions was a stunning ice sculpture crafted live on-site, adding a unique and artistic touch to the event. Guests also had the opportunity to participate in raffles, with prizes that added to the excitement. The event was quite a success, with a fantastic turnout and cooperative winter weather. Despite the typical challenges of cold temperatures and snow, riders and fans showed up in great numbers, proving that the passion for motorcycles knows no season. National Powersports Distributors was thrilled to host this event and looks forward to continuing the tradition of bringing the riding community together, no matter the time of year.
Thank you to our vendors, bands and food trucks! VENDORS • 603Diesels • Dark Side Customs • Broken Chains Biker Church • Rob’s Dyno • Terry’s Speed Shop • Long Haul Paul • Sirris Suspension • Camping World — Chichester, New Hampshire, branch BANDS • Rabbit’s Foot • The Faith Ann Band FOOD • B’s Tacos • Koz’s Haute Box 17
“It’s a phenomenal opportunity to network and meet mentors” Sarah Bombliss of Family First Auto Sales in Clarksville, Tennessee. 2025 NIADA CONVENTION AND EXPO JOIN US AT THE FONTAINEBLEAU LAS VEGAS JUNE 23-26, 2025 Network with dealers from across the nation at the largest convention and expo for independent car dealers. 18
EARLY-BIRD SAVINGS Early-bird pricing ends May 23 Early-bird Registration rate rate Member $545 $745 Non-member $845 $1,045 BOOK EARLY as these will not last. The 2025 NIADA Convention and Expo will feature dealer panels and traditional breakout education sessions in five different tracks – BHPH, retail, compliance, management and marketing. Here are five featured sessions: BHPH KNOW YOUR NUMBERS DARLA BOOHER, DEAL DEPOT, GREER, SOUTH CAROLINA One of the most popular sessions is back, with an even deeper dive! There is certainly more than one way to be successful as a BHPH dealer. But the analytics don’t lie and “just sell more cars” is never the answer. Darla Booher has specific numbers she constantly reviews to determine the health of his dealership. Don’t miss this interactive session discussing real numbers. RETAIL 90 DAYS TO A NEW DEALERSHIP JOHN DISMUKES, NIADA 20 GROUPS SALES MANAGER AND MODERATOR Come learn the four basic steps to transform your dealership – assess, change, implement and evaluate. Successful dealers implement processes, gain buy-in from stakeholders, and change cultures to ensure the implementation is permanent. This workshop will teach you what to do in 90 days to build a culture of excellence. COMPLIANCE Q & A WITH THE CFPB CHRISTOPHER KUKLA, SENIOR PROGRAM MANAGER, AUTO FINANCE, CONSUMER FINANCIAL PROTECTION BUREAU Christopher Kukla of the Consumer Financial Protection Bureau will discuss changes at the agency and answer questions from attendees. Don’t miss this opportunity to hear directly from the CFPB. MANAGEMENT POSITIONED FOR GROWTH: A Proven Strategy to Modernize Your Business and Achieve Record Revenues CORY MOSLEY, CSP In the dynamic landscape of today’s business world, staying ahead requires more than just adaptation; it demands a proactive approach to change. Cory Mosley will show a blueprint for modernization and proven strategies to achieve record-breaking revenues. The first 80 attendees at the session will receive a free copy of his Amazon best-selling book. MARKETING HOW VIDEO BOOSTS THE BOTTOM LINE FOR DEALERSHIPS ARTHUR KADE, CO-FOUNDER, KAMELOT PRODUCTIONS Explore the transformative power of video marketing and how it can significantly enhance a dealership’s profitability. Attendees will learn how video content drives customer engagement, builds trust, and ultimately increases sales and service revenue. By the end of the session, participants will understand how adopting a strategic video marketing approach boosts visibility, creates customer loyalty and provides a measurable ROI. EDUCATION *Only $219 room rate Registration is open. $219 per night (includes $20/ night resort fee) + taxes. 19
DRIVE FOR A TECH GOLF TOURNAMENT SEPTEMBER 12, 2025 PEASE GOLF COURSE LEARN MORE SCHOLARSHIP & INDUSTRY NIGHT DECEMBER 9, 2025 LAKE VIEW ESTATE ON WINNISQUAM LEARN MORE BUILDING OUR WORKFORCE Let’s Work Together! BY ADAM MEMMOLO WORKFORCE DEVELOPMENT COORDINATOR, NHADA As spring begins, the NHADA workforce team is on the move, traveling across New Hampshire to connect with students and highlight exciting automotive career opportunities. From lively career fairs and interactive classroom presentations to immersive field trips at local dealerships and community colleges, we’re engaging students at every stage of their academic journey, inspiring the future of the automotive industry. Spring is a critical time for career exploration. As students wrap up the school year, they’re making key decisions about summer jobs, post-secondary education and their future careers. This pivotal moment presents a valuable opportunity to guide them toward rewarding paths in the automotive industry. At these events, we typically encounter students who fall into three categories: 1. Students who already know their career path (non-automotive related): Even if a student is set on a different field, it’s important for us to still present automotive career options. By doing so, we provide them with additional information they may need if their initial plans change over the summer or later in their career journey. 2. Students who are unsure of their post-graduation plans: For these students, our presentations often ignite curiosity. Those unsure about their future gain the confidence to explore automotive careers — whether by interviewing at a dealership or repair shop or enrolling in a community college auto program. 3. Students who have already committed to automotive careers: These students are eager to jump in, and it’s rewarding to support and encourage their decision. While they’ve chosen their path, summer can bring changes, making it crucial to reinforce their commitment and provide ongoing guidance. There’s nothing more fulfilling than running into a student months later at a local dealership or repair shop, knowing you played a role in their journey. HOW YOU CAN HELP This spring, we’re looking for shops and dealers eager to get involved and connect with students. While we can highlight the exciting opportunities in the automotive industry, nothing is more impactful than hearing directly from industry professionals. By sharing real-world career paths and giving students a glimpse into what their future could look like at your business, you can make a lasting difference. If this sounds like an opportunity that you’d like to be a part of, reach out to me today at amemmolo@nhada.com. You’ll be invited to join us for a school visit in your area. After all, we’ll be all over New Hampshire this spring, working together to help students find fulfilling career paths — and fill the workforce pipeline for the automotive industry. 20
FORKLIFT SAFETY A Matter of Life and Death BY BRIAN DUPLESSIS LOSS PREVENTION SUPERVISOR, NHADA As safety consultants in the automotive industry, we cannot stress enough the importance of proper forklift training and adherence to Occupational Safety and Health Administration (OSHA) regulations. A tragic reminder of this occurred recently in Wallingford, Connecticut, where a 70-year-old man lost his life in a forklift accident. According to reports, the worker suffered fatal injuries when he was pinned between the forklift and a vehicle. This devastating incident underscores the real and immediate dangers of improper forklift operation. OSHA requires operators to shut off the lift truck and engage the parking brake before dismounting, which the operator failed to do. OSHA mandates that all forklift operators must be properly trained and certified before operating powered industrial trucks. This is not just a regulatory requirement — it is a matter of life and death. Untrained or improperly trained employees put themselves and those around them at risk of serious injury or even fatal accidents. FORKLIFT SAFETY TRAINING NHADA-WCT offers OSHA-compliant forklift safety training both online and in person. This training equips operators with the necessary knowledge and skills to safely operate forklifts in the workplace. The training covers essential topics, including: • Pre-Operation Inspections: Ensuring the forklift is in safe working condition before use. (Forklift Safety Inspection Books are available online and in-store from LotDrop.) • Load Handling: Proper techniques for lifting, carrying and placing loads. • Safe Operating Procedures: How to maneuver forklifts safely, including navigating ramps, aisles and loading docks. • Hazard Awareness: Recognizing and mitigating workplace hazards to prevent accidents. • Stability and Tip-Over Prevention: Understanding the center of gravity and load balance to avoid tipping incidents. • Emergency Procedures: How to react in case of an accident or equipment malfunction. PROTECT YOUR EMPLOYEES AND YOUR BUSINESS Failing to comply with OSHA regulations not only puts lives at risk but can also result in hefty fines and legal consequences for your business. Don’t wait for an accident to happen — prioritize forklift safety and ensure your employees receive the proper training. If you have any questions, contact your loss prevention representative by calling (602) 224-2369 or emailing safety@nhada.com. Scan the QR code to read the article about the forklift accident. https://www.ctinsider.com/recordjournal/ article/wallingford-fatal-forklift-accidentorris-osha-20040230.php Scan the QR code to buy the Forklift Safety Inspection books. https://lotdrop.com/products/forklifttruck-safety-inspection-book Scan the QR code to enroll in our Forklift Safety Training program. https://www.nhada.com/training/ powered-industrial-fork-truck-safety 21
SOUHEGAN VALLEY MOTORSPORTS CELEBRATES 20 YEARS IN BUSINESS! In 2004, brothers Scott and Sean Mullin were looking for a way to turn their shared passion for motorcycle riding and racing into an honest living. At the time, Sean was working in outside sales, and Scott was finishing up his degree at the University of New Hampshire (UNH), where Sean had also studied. In one of Scott’s senior classes, he entered the Holloway Prize competition — a contest for the best new business plan — and ended up winning first prize and seed money! Around the same time, their father, George, had been looking for a business to buy, hoping to fulfill his lifelong dream of running a family-owned company. When he came across a listing for Jon’s Cycle Barn in Wilton, the timing felt right and a conversation with the owner soon turned into a deal that would launch the family’s next chapter, opening the doors to Souhegan Valley Motorsports (SVM) in June of 2005. What began as a way to support their own racing quickly evolved into something much bigger. As they discovered a niche in the local community and recognized the need for rider-focused service, the Mullins began assembling a team and growing SVM into a full-service destination for powersports enthusiasts across the region. Years of competition, wrenching and working in the industry helped them build countless relationships and partnerships. One such relationship was with a local family — the Chappells — regular customers and business owners who happened to have a highly visible location available in Milford. That spot soon became the new home for SVM. The shop became a natural extension of their lifestyle — a passion project turned career. Their energy, vision and love for the sport and community helped shape the core of what SVM stands for today. In a tragic turn of events in 2021, Scott was involved in a racing accident and ultimately succumbed to his injuries. It was a heartbreaking moment for the family, the business and the broader riding community. Faced with the choice to close or carry on, Sean stepped forward to lead the team into the next chapter — determined to honor his brother’s legacy and keep their shared dream alive. Since then, SVM has only grown stronger. With Sean at the helm and a shop full of dedicated team members from every corner of the industry, the dealership has entered its most successful years yet. Sean has continued to promote from within, building a tight-knit crew of racers, trail riders, sled-heads and all-around powersports junkies with a strong focus on team dynamics. The shared passion fuels everything they do — whether it’s helping a customer find their first bike or planning an annual group ride to remember Scott, they are constantly pushing the industry forward. Twenty years later, Souhegan Valley Motorsports remains proudly family-owned, rider-driven and fiercely committed to its customers. What started as a small shop with big dreams has become one of New Hampshire’s most trusted names in powersports — and the team is just getting started. Looking ahead, they’re as excited as ever to keep growing, evolving and helping the next generation of riders find their way into this incredible world of machines, community and adventure. To find out more about and get involved with SVM, check out their website and social media profiles by searching for Souhegan Valley Motorsports across all platforms. Call or text them at (603) 673-6007 or visit www.souheganvalleymotorsports.com. 22
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You take pretty good care of your teeth — brushing and flossing daily. You don’t really have any major dental issues. Is it really necessary for you to schedule dental checkups unless there is a problem? Oral health professionals point out that there are numerous reasons to keep those checkups on your calendar, even if you take good care of your teeth. “Just because it has been a while since you’ve had a cavity or a dental health issue, don’t give up on those visits to the dentist,” said Michel Couret, DDS, vice president of Professional Relations at Northeast Delta Dental. “Dental checkups continue to be an important part of taking care of teeth, preventing problems and providing people with greater knowledge about their oral health.” Dental health professionals will suggest the frequency that is appropriate for you. Some people don’t need to be seen twice each year, while others need to be seen more often. Preventive checkups provide dentists with opportunities to identify and intervene early in the dental disease process. This can reduce pain and the financial costs associated with severe forms of dental disease. For example, periodontal disease that goes unnoticed for lack of a checkup can progress into more serious stages, possibly resulting in pain, tooth loss and other problems. If caught early, periodontal disease is easier to manage; and, in some cases, is reversible, resulting in healthy teeth and gums. Dental professionals can also use dental checkups to screen for oral cancers and other health issues that can be difficult to spot on your THE DENTAL CHECKUP Your Prevention Connection 24
own. More than 120 diseases can cause specific signs and symptoms in and around the mouth and jaw. Dental professionals performing checkups can spot symptoms that could indicate serious health problems elsewhere in the body that need attention. The prevention connection extends to recent changes in your health. Checkups allow your dentist to keep up with changes to your health status. Upon learning of medical conditions you’ve developed or treatments you’re receiving, your dentist can recommend strategies to help you proactively counter the negative effects the conditions and treatments could otherwise have on your oral health. Visiting the dentist for checkups is certainly easier if your employer offers dental benefits. Most dental plans cover preventive care and a limited number of checkups each year. If you aren’t receiving dental coverage through your employer, ask your company’s human resources department or benefits administrator if it is possible to purchase dental benefits. Most employers, when briefed on the many business-friendly reasons for offering dental benefits, will recognize their worth. Dental checkups are a great investment in your oral and overall health. NHADA is proud to offer quality dental coverage and peace of mind for you and your employees. Contact Chelsey Gaudet at cgaudet@nhada.com or (603) 224-2369 today to learn how NHADA can help enhance your employee benefits package and keep you smiling! 25
THE 2025 SPRING COLLECTION Port Authority® Women's Silk Touch™ Performance 1/4-Zip Item#LK584 The North Face® Ambition 1/4-Zip Item#NF0A8ENR Item#DT672 District® Women’s Featherweight French Terry™ Long Sleeve Crewneck Sport-Tek® Drive Fleece Crewneck Item#STF203 Sport-Tek® Zipped Pocket Anorak Item#JST65 Item#PC90 Port & Company® Essential Fleece Crewneck Sweatshirt 26
Visit Apparel.LotDrop.com to see all the sizes and color options or give us a call at 603-224-2369 Item#K240 Port Authority® Wearever Performance Pique Polo Sport-Tek® CamoHex Cap Item#STC23 New Era® Pivot Flat Bill Snapback Cap Item#NE409 OGIO® Flux Cap Item#OG601 Port Authority® Women's Fine Pique Blend Polo Item#LK830 Item#NF0A8ENM The North Face® Ambition Polo Interested in adding your logo/brand to any of the above items? Contact our products team at (603) 224-2369 or nhadservices@nhada.com. View the full catalog at apparel.lotdrop.com, or scan the QR code. 27
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. Learn more at nhada.com/partnership-program/partners. THANK YOU, 2025 NHADA PARTNERS! BRONZE ACV Aftermarket F&I America’s Auto Auction Boston Armatus Dealer Uplift Auto Auction of New England Bellwether Community Credit Union BlueLion LLC Brown & Brown Dealer Services Capital Dealer Services Group Competitive Energy Services ConvenientMD Urgent Care Cross Insurance Dominion DMS Drayton Distributors of New England, BG Products EasyCare Enterprise Rent-A-Car GW Marketing Services Horsch/Lappen’s Garage Equipment Huntington National Bank iHeart Media Jewett Construction Co. LLC Johnson Group, P.C KeyBank Mike’s Equipment Repair Nancy Phillips Associates Inc. Northeast Auto Auction Portfolio Primary Bank Rockland Trust Company Santander Bank, NA Sullivan Tire®/Lift Works Corp. Syvertsen Rigosu Architects PLLC TD Bank/TD Auto Finance TR2 Corp./LSI Industries Triplet Computers LLC Twelve Points ZURICH PLATINUM Gordon-Darby NHOST Services Inc. NHAD Services Inc., Insurance Division NHAD Services Inc., Products Division NHADA Workers’ Compensation Trust WMUR-TV/WMUR.com New Hampshire DIAMOND Carmyn Inc. ComplyAuto Dealer Merchant Services GOLD Bank of America Merrill Lynch Bernstein, Shur, Sawyer & Nelson, P.A. Cox Automotive Inc. Harvard Pilgrim Health Care OPENLANE STAPLES Contract & Commercial LLC TRUECar TSS Advisors LLC Withum SILVER Albin, Randal & Bennett Ally ArentFox Schiff Auto Use Clean Harbors Environmental Services Financial Strategies Retirement Partners JM&A Group McLane Middleton Northeast Delta Dental Sanel NAPA Sheehan Phinney St. Mary’s Bank Wipfli CPAs and Consultants 28
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