TIME AND ALLY FINANCIAL HONOR DOVER DEALER MARSHALL JESPERSEN PG. 8 VOL. 7 | NO. 06
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. 06 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 ©2026 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 Strong Government Relations, Smoother Transitions for Your Business By Dan Bennett, REM, IOM, CAE, President, NHADA A Message From the Chairman 5 Supporting Our Industry’s Bright Future By Jason LaCroix, Chairman, NHADA 8 TIME and Ally Financial Honor Dover Dealer Marshall Jespersen Winning National Recognition for Community Service and Industry Accomplishments 10 NADA Show 2026 Four Days of Exclusive Industry Events 14 Understanding Fee Increases Under House Bill 2 What Dealers Need to Know By Jay O’Leary, Government Relations & Compliance Specialist, NHADA 17 Join Us at Our 2026 Events! 18 WCT Board Reduces WC Rates for the Eighth Year in a Row By Pete Sheffer, VP, Director of Insurances 19 700Credit Data Breach What New Hampshire Dealerships Need to Know By Hilary Holmes Rheaume, Shareholder, Bernstein, Shur, Sawyer & Nelson, P.A. 20 Bill Dube Kia Grand Opening Celebration 21 Educating the Educators Instructor Training 2026 By Adam Memmolo, Workforce Development Coordinator, NHADA 22 Stay Safe and Win Fun Prizes in the NHADA Winter Weather Safety Contest! By Brian Duplessis, Loss Prevention Supervisor, NHADA 24 How a Strong Month-End Close Drives Financial Success for Dealerships By Erika Gagne, CPA, Albin, Randall & Bennett 25 Show Your Appreciation With LotDrop By Jon Dunn, Products Manager, NHADA 26 LotDrop The 2025 Winter Collection 28 Thank You, 2025 NHADA Partners! 30 By the Numbers 31 NHADA Membership Milestones Nov. 1, 2025-Dec. 31, 2025 31 NHADA New Members 3
A MESSAGE FROM THE PRESIDENT STRONG GOVERNMENT RELATIONS, SMOOTHER TRANSITIONS FOR YOUR BUSINESS BY DAN BENNETT, REM, IOM, CAE PRESIDENT, NHADA At NHADA, our mission is simple: Advocate for New Hampshire’s motor vehicle industry and make sure your business has the support, clarity and representation it needs to thrive. Whether it is working with the legislature on key policy or coordinating with state agencies like the Division of Motor Vehicles (DMV), State Police Troop G or the NH Banking Department, to name a few, our government relations team is there every day making sure your voice is heard. These relationships matter. They are what allow us to anticipate issues, cut through confusion and help members navigate the processes that keep their businesses moving. LOOKING AHEAD: 2026 The 2026 legislative session is right around the corner. As always, NHADA will review and track the bills that affect your business and let you know when your voice can make a difference. Please keep an eye on your inbox and be ready to speak up when we ask for your help. Member engagement is what gives our advocacy real strength. As one example of how these relationships and this advocacy translate into practical help for you, our work with agencies like the DMV directly benefits members during major business transitions such as buy-sells, relocations or expansions. HOW NHADA SUPPORTS YOU THROUGH A BUY-SELL OR LOCATION CHANGE Buying or selling a dealership, opening an annex or relocating is not just a business decision. It is a process governed by specific timelines, inspections and approvals across multiple agencies. The DMV estimates that opening a new dealership can take anywhere from 6-8 weeks, and much of that timing depends on how accurate and complete your initial application is. That is why we encourage members to start early and let NHADA help guide the process. When we are brought in from the beginning, we can work with the DMV, state police, municipalities and other partners to help keep things moving and avoid unnecessary delays. Clear communication and early preparation consistently lead to smoother transitions. PRACTICAL TIPS TO KEEP YOUR PROJECT MOVING A few simple steps can save you a lot of time and frustration: • Make sure your application is complete, including all required signatures and supporting documentation. • Let your local municipality know that the DMV will be contacting them and encourage a prompt response. • Ask NHADA to review your application before you submit it. A second set of eyes can prevent avoidable setbacks. • Remember to include the original bond; copies cannot be accepted. • Ensure all owners have current and complete criminal background checks. • For sales operations, do not forget your Retail Sellers License through the banking department. WE ARE HERE TO HELP These projects can be complex, but they do not have to be overwhelming. Whether you are buying, selling, expanding or relocating, NHADA is here to help you coordinate the process so you can get back to what you do best: serving your customers. If you are considering a buy-sell or planning a move, or if you have questions about upcoming legislation and how it may affect your business, please reach out. We are committed to making your experience as efficient and straightforward as possible. As always, please feel free to reach out to me directly at dbennett@nhada.com or (603) 224-2369. On behalf of the entire NHADA team, we wish you a productive and successful 2026. 4
A MESSAGE FROM THE CHAIRMAN SUPPORTING OUR INDUSTRY’S BRIGHT FUTURE BY JASON LACROIX CHAIRMAN, NHADA On Tuesday, Dec. 9, 2025, our members, partners, educators, students and parents gathered at the newly constructed Lake Estate on Winnisquam for one of the most meaningful events we host each year: Scholarship & Industry Night. As chairman, I was reminded once again why the work we do matters and why our commitment to the next generation remains one of the most important responsibilities we share. The evening brought together a diverse mix of people united by a simple, shared belief: New Hampshire’s automotive future relies on the young people who choose to follow our path, and it is our job to support and inspire them every step of the way. RECOGNIZING EXCELLENCE AND RAISING THE BAR This year, our Education Foundation continued its strong tradition of investing in workforce development. The foundation awarded more than $60,000 in scholarships to students throughout the year, and we closed 2025 by awarding an additional $30,000 to eight exceptional CTE students. Each student shared their vision for their future, their passion for the automotive field and the personal impact of receiving this support. Their sincerity and determination were reminders of the rewards of continuing to strengthen the pipeline between our schools and our industry. 2025 NHADA SCHOLARSHIP RECIPIENTS • $10,000 — Trevor Simino The Hugh J. Gallen CTC White Mountains Community College • $5,000 — Brody Bray Portsmouth CTE In Memory of Paul Holloway Manchester Community College • $5,000 — Logan Kundert Manchester School of Technology In Memory of George Dykstra Manchester Community College • $2,000 — William Carson Concord Regional Technical Center Vin and Ruth Tulley Award Nashua Community College • $2,000 — Christopher Barbagallo Salem CTE Vin and Ruth Tulley Award Manchester Community College • $2,000 — Camden Cummings Nashua Technology Center In Memory of Dan McLeod Manchester Community College • $2,000 — Griffin Patch Richard W. Creteau Regional Technology Center Lakes Region Community College • $2,000 — Chase Paquette Concord Regional Technical Center Lakes Region Community College We also proudly introduced three new recognitions that were awarded to deserving mentors and educators: • Mentor of the Year — Scott Kuhn, Merchants Fleet • CTE Automotive Teacher of the Year — David Lilly, Portsmouth CTE • Post-Secondary Automotive Teacher of the Year — Kim Stevenson, Lakes Region Community College These awards honor those who guide, teach and invest in our students long before they reach our dealerships or shops. Their dedication is a crucial part of building a workforce that is skilled, motivated and ready for the opportunities ahead. A ROOM FILLED WITH PURPOSE Throughout the night, the room was alive with conversations between students and industry leaders. It was encouraging to see hiring managers, shop owners and technical educators making meaningful connections — that is where the real long-term impact begins. Events like this don’t just celebrate achievement; they strengthen the bridge between education and employment. They give our students confidence and serve as a powerful reminder of why investing in workforce development must remain a priority. 5
OUR SPONSORS: THE BACKBONE OF SCHOLARSHIP & INDUSTRY NIGHT The success of Scholarship & Industry Night is a direct reflection of the generosity and partnership of our sponsors. Their support ensures that scholarships grow, programs expand, and students continue to see the automotive industry as a promising and accessible career path. Thank you to each of the many, many individuals and organizations whose generous support helped make this event possible. NHADA is deeply grateful for your investment in the future of the New Hampshire auto industry! 6
THANK YOU TO OUR SPONSORS Prime Sponsor: Capital Dealer Services Group Commemorative Scholarships: Paul Holloway and George Dykstra, Exeter Area New Car Dealers Association Memorial Scholarships: Vin and Ruth Tulley, Tulley Automotive; Dan McLeod, NHADA High-Octane Sponsors: ICL Autos, Quirk Auto Dealers of NH, Portsmouth Ford Turbocharger Sponsor: Nucar Family of Dealerships Bathroom Sponsor: North Country Ford A/V Sponsor: Northeast Delta Dental Community College Sponsor: Precision Imports/ Carrigan Auto Group Digital Ticket Sponsor: Northeast Auto Auction Drink Tickets Sponsor: Naults Powersports/ Seacoast Indian Motorcycle Engine Enthusiast Sponsors: Avidity Entertainment, Lovering Automotive Group, Quirk Auto Dealers of NH Intermission Break Sponsors: Grappone Automotive Group, TSS Advisors Roadmap Sponsors: AutoFair, ProActive™ Leadership Group, Volvo Cars Exeter Silent Auction Prize Sponsor: Quirk Auto Dealers of NH Spark Plug Sponsor: Bob & Sons Automotive Tabletop Sponsor: Brown & Brown Dealer Services Wheel Wizard & CTE Sponsor: MB Tractor & Equipment Wheel Wizard Sponsors: Auto Auction of New England, Fenton Family Dealerships, Troy Powersports 7
The nomination of Marshall Jespersen, owner of Dover Honda (Dover, New Hampshire), for the 2026 TIME Dealer of the Year award was announced this past October by TIME. Jespersen is one of a select group of 47 dealer nominees from across the country who will be honored at the 109th annual National Automobile Dealers Association (NADA) Show in Las Vegas, Nevada, on Feb. 5, 2026. The TIME Dealer of the Year award is one of the automobile industry’s most prestigious and highly coveted honors. The award recognizes the nation’s most successful auto dealers who also demonstrate a long-standing commitment to community service. Jespersen was chosen to represent the New Hampshire Automobile Dealers Association in the national competition — one of only 47 auto dealers nominated for the 57th annual award from more than 20,000 nationwide. Jespersen took the helm of a struggling Dover Honda in 1988 and rebuilt it with an owner-operator’s heart and an engineer’s discipline — earning an MBA from the University of New Hampshire (1991) and joining a NADA 20 Group to modernize operations. “I took over a failing store with zero automotive experience — and my first smart move was to admit what I didn’t know,” Jespersen said. “I joined a 20 Group, enrolled in an MBA and listened to mentors. That humility and willingness to learn saved the business and shaped our culture.” Believing great companies are built by great people, Jespersen transitioned Dover Honda to an employee-owned enterprise — now 43% ESOP-owned — and implemented open-book management so every employee understands how the business performs and shares in its success. “Open-book management was the biggest risk of my career — full transparency, equal profit sharing from CEO to porter,” he said. “The payoff has been TIME AND ALLY FINANCIAL HONOR DOVER DEALER MARSHALL JESPERSEN Winning National Recognition for Community Service and Industry Accomplishments 8
a stronger culture and turnover that’s a fraction of the NADA average because our people think and act like owners.” He replaced the aging facility with a ground-up new dealership (2016-2017), expanding service capacity and elevating customer amenities. Dover Honda’s customer-first culture has earned multiple honors, including the Honda President’s Award (2020, 2021), Honda Express Service Elite (2022, 2024), Honda Customer Service Excellence (2024) and Honda Fixed Right First Visit (2024). “Continuous improvement is in our DNA,” Jespersen added. “We run 90-day ‘mini-games’ with scoreboards and team rewards; in one year, those efforts saved nearly $100,000 while building pride and accountability.” Jespersen has served the industry as vice chairman, chairman and immediate past chairman (2022-2025) of the New Hampshire Automobile Dealers Association and as a long-time board member of the New Hampshire Automotive Education Foundation, helping fund scholarships and strengthen technician pipelines statewide. Deeply engaged in his community, Jespersen has been vice chair of Link House Inc. (an addiction-recovery organization) and leads dealership initiatives to combat food insecurity — coordinating volunteers to prepare 6,000+ meals annually and delivering 32,000+ pounds of frozen food in 2024 to pantries from northeastern Massachusetts to southern Maine. Dover Honda also matches employee charitable gifts, offers paid volunteer time off, hosts blood drives and school-supply efforts, and funds local high school and technical-school scholarships. “Customer care means doing what’s right, not just what’s easy,” Jespersen said. “We once helped a guest with a pristine, sentimental Accord find a collector buyer for nearly four times its trade value. The dollars mattered — but the trust mattered more.” When the pandemic disrupted operations, Jespersen prioritized people. “During COVID, we chose people first,” he said. “We protected jobs, spread hours to keep everyone working and kept our team intact. When the doors fully reopened, we were ready — together — and recovery was faster because our people never left.” Dealers are nominated by the executives of state and metro dealer associations around the country. A panel of faculty members from the Tauber Institute for Global Operations at the University of Michigan will select one finalist from each of the four NADA regions and one national Dealer of the Year. Three finalists will receive $5,000 for their favorite charities, and the winner will receive $10,000 to give to charity, donated by Ally. In its 15th year as exclusive sponsor, Ally also will recognize dealer nominees and their community efforts by contributing $1,000 to each nominee’s 501(c)3 charity of choice. Nominees will be recognized on www.ally.com/go/tdoy, which highlights the philanthropic contributions and achievements of TIME Dealer of the Year nominees. “The TIME Dealer of the Year award honors automotive dealers who set the standard for excellence and community impact,” said Jessica Sibley, CEO of TIME. “Each year, we spotlight those whose dedication uplifts and inspires their communities. At TIME, we are proud to continue celebrating these extraordinary contributions in partnership with Ally.” Doug Timmerman, president of Dealer Financial Services at Ally, said, “The TIME Dealer of the Year award honors those exceptional dealers who not only excel in their business endeavors but also demonstrate a profound commitment to uplifting their communities,” Timmerman said. “These nominees embody the spirit of leadership and service, making a lasting impact both in their dealerships and beyond.” Jespersen was nominated for the TIME Dealer of the Year award by the New Hampshire Automobile Dealers Association. Marshall and his wife, Elena, have five children: Maija, Marsha Renee, Derek Ridder van Vliet, Damon Randolph and Waldo Evan. 9
ISTER 8:30-11:45am Women Driving Vehicle Retail (optional ticketed event) Noon-12:45pm Concurrent Workshops, Spotlight Series and Exchange Sessions 1:15-2pm Concurrent Workshops, Spotlight Series and Exchange Sessions 1:15-2:45pm Super Session AI DISRUPTION OR AI ADVANTAGE? THE FUTURE OF DEALERSHIP OPS 2:30-3:15pm Concurrent Workshops, Spotlight Series and Exchange Sessions 3-4:15pm Franchise Meetings Audi, Nissan, Lexus, Toyota and Volvo ISTE VIS IT NADASHOW.ORG /ATTEND TO LEARN MORE AND REG TIMES AND DATES ARE SUBJECT TO CHANGE 7-10pm Welcome Reception We’re kicking things off in pole position with a high-octane evening of networking, entertainment and fast-track fun in one of the city’s most exciting new venues. Whether you’re a longtime dealer or first-time attendee, you’ll want to be on the grid for this unforgettable experience. TUESDAY, FEB. 3 100+ EDUCATION SESSIONS Learn dozens of winning strategies to benefit your entire dealership. QUICK TIP ISTER FOUR DAY INDUSTR NADA SHOW 2026 Four Days of Exclusive Industry Events 10
OF EXCLUSIVE VENTS ND REGISTER WEDNESDAY, FEB. 4 9-9:45am Exchange Sessions 8:45-10am Main Stage JON DORENBOS Former NFL Player and World-Class Magician 10am-5pm Expo Open 10:15am-5pm Dealer Learning Lab 12:30-1:15pm Concurrent Workshops, Exchange Sessions and Spotlight Series 3-4:15pm Franchise Meetings Cadillac, Ford U300, INFINITI, Mercedes-Benz, Stellantis and Volkswagen 3:30-4:15pm Concurrent Workshops and Exchange Sessions 6-8pm NADA Academy Alumni and NextGen Reception 1923 Prohibition Bar, Venetian Hotel (by invitation only) EXPLORE 500 EXHIBITORS Share wisdom, work through challenges and gain insight from your peers. Connect with current providers and shop new vendors. QUICK TIP Rev up your knowledge on AI, cybersecurity, CDPs, social media and so much more! QUICK TIP QUICK TIP 20-minute sessions on the Expo floor! QUICK TIP LEARN MORE AND REGISTER TODAY! https://www.nada.org/nada-show-attend?utm_source=print&utm_medium=QR&utm_campaign=First_Print_Promo 9-9:45am Exchange Sessions 8:45-10am Main Stage MAGIC JOHNSON Legendary Athlete, Entrepreneur and Activist 10:30-11:15am Concurrent Workshops and Exchange Sessions 10:30-11:45am Franchise Meetings Acura, Genesis, Honda, INEOS Grenadier, Kia and Mazda 8:30am-12:30pm Expo Open 9:15-11:15am Dealer Learning Lab Maximize your investment—take advantage of final-day offerings and savings. QUICK TIP Hear about hot topics and cutting-edge ideas. QUICK TIP 11
THURSDAY, FEB. 5 8:30am-5pm Expo Open 9-9:45am Exchange Sessions 8:45-10:30am Main Stage, featuring the TIME Dealer of the Year Award ceremony, and more! MOLLY FLETCHER Former Sports Agent, Author and Podcaster 9:15am-5pm Dealer Learning Lab Noon Foundation Charity Auction 12:30-1:15pm Concurrent Workshops, Exchange Sessions and Spotlight Series 3-4:15pm Franchise Meetings Alfa Romeo, Chevrolet, Hyundai, Lincoln, Mitsubishi and Subaru 3-3:45pm BMW Franchise Meeting 3:30-4:15pm Concurrent Workshops and Exchange Sessions 12:30-1:45pm Franchise Meetings Buick/GMC and Ford Take a test drive on NADA offerings—from education opportunities to regulatory issues—at the NADA Pavilion. QUICK TIP Proceeds benefit charities that promote the freedom of mobility for those most in need. Focus on hot topics, facilitated by NADA subject matter experts. QUICK TIP 4-4:45pm MINI Franchise Meeting FOUR DAY INDUSTR
FRIDAY, FEB. 6 9-9:45am Exchange Sessions 8:45-10am Main Stage MAGIC JOHNSON Legendary Athlete, Entrepreneur and Activist 10:30-11:15am Concurrent Workshops and Exchange Sessions 10:30-11:45am Franchise Meetings Acura, Genesis, Honda, INEOS Grenadier, Kia and Mazda 8:30am-12:30pm Expo Open 9:15-11:15am Dealer Learning Lab LEARN MORE AND REGISTER TODAY Maximize your investment—take advantage of final-day offerings and savings. QUICK TIP Hear about hot topi cutting-edge ideas. QUICK TIP FRIDAY, FEB. 6 9-9:45am Exchange Sessions 8:45-10am Main Stage MAGIC JOHNSON Legendary Athlete, Entrepreneur and Activist 10:30-11:15am Concurrent Workshops and Exchange Sessions 10:30-11:45am Franchise Meetings Acura, Genesis, Honda, INEOS Grenadier, Kia and Mazda Noon-1:30pm Super Session FUELING THE FUTURE: WHAT’S NEXT IN VEHICLE SALES 1:30pm NADA Show 2026 Closes 8:30am-12:30pm Expo Open 9:15-11:15am Dealer Learning Lab Maximize your investment—take advantage of final-day offerings and savings. QUICK TIP Dissect crucial trends and gain unparalleled insights. QUICK TIP Hear about hot topics and cutting-edge ideas. QUICK TIP
UNDERSTANDING FEE INCREASES UNDER HOUSE BILL 2 What Dealers Need to Know BY JAY O’LEARY GOVERNMENT RELATIONS & COMPLIANCE SPECIALIST, NHADA As part of the recently enacted state budget (House Bill 2), motor vehicle-related fees across New Hampshire have increased in multiple categories. These adjustments were included to help close statewide budget gaps and ensure that essential state services remain adequately funded. While no business welcomes increased operating costs, it is important for dealers to understand where these changes have occurred, how they may affect day-to-day operations, and where to anticipate additional expenses when processing customer transactions. The following breakdown summarizes the major changes across Dealer Fees, Registration Fees, License Fees, Boat Fees and Salvage Fees, along with context to help you communicate these adjustments internally and to customers if needed. Dealer Plates Plate Type Old Fee New Fee New/Used/Wholesale Dealer — First Set $200.00 $400.00 Additional Dealer/Wholesale Plates $12.00 $24.00 Repair Dealer — First Set $24.00 $24.00 (unchanged) Additional Repair Plates $9.00 $18.00 Auto Recycler — First 7,000 lbs $30.00 $60.00 Over 7,000 lbs (per 100 lbs) $0.74 $1.44 Motorcycle Dealer — First Set $12.00 $24.00 Additional Motorcycle Plates $3.00 $6.00 Moped Dealer — First Set $12.00 $24.00 Additional Moped Plates $3.00 $6.00 Transport Dealer — First Set $36.00 $72.00 Additional Transport Plates $18.00 $36.00 Utility Dealer — First Set $36.00 $72.00 Additional Utility Plates $9.00 $18.00 1. DEALER FEES Title-Related Fees Service Old Fee New Fee New Title $25.00 $35.00 Title Transfer $25.00 $35.00 Duplicate Title $25.00 $35.00 Distinctive Title $20.00 $40.00 14
2. REGISTRATION FEES Short-Term and Specialized Registrations Registration Type Old Fee New Fee 20-Day Temporary Registration $10.00 $20.00 Agricultural Vehicles $3.60 $12.00 Agricultural Tractors $1.80 $12.00 Air Compressor/Cement Mixer/Saw Rigs $6.00 $11.00 Antique Motorcycle $2.40 $12.00 Passenger & Light Truck (Weight-Based) Weight Old Fee New Fee 0-3,000 lbs $31.20 ($2.60/mo) $42.00 ($3.50/mo) 3,001-5,000 lbs $43.20 ($3.60/mo) $48.00 ($4.00/mo) 5,001-8,000 lbs $55.20 ($4.60/mo) $66.00 ($5.50/mo) 8,001-73,280 lbs $0.96 per 100 lbs $1.06 per 100 lbs Over 73,280 lbs $1.44 per 100 lbs $1.58 per 100 lbs Trailers Trailer Type Old Fee New Fee 0-1,000 lbs $3.00 $3.30 1,001-1,500 lbs $6.00 $6.60 1,501-3,000 lbs $12.00 $13.20 3,001-5,000 lbs $24.00 $26.40 5,001-8,000 lbs $36.00 $39.60 8,001+ lbs $0.60 per 100 lbs $0.66 per 100 lbs Semi (no TKTR, min 10,000 lbs) $0.60 per 100 lbs $0.66 per 100 lbs Farm and Commercial Category Old Fee New Fee Farm Truck — First 16,000 lbs $24.00 $36.00 Farm Truck — Over 16,000 lbs $0.74 per 100 $1.44 per 100 Additional Semi Trailer w/ Farm Truck $24.00 $36.00 1/3 Rate (SCOMM) 1/3 chart 1/3 chart 15
These changes reflect broad adjustments made in the state budget, and dealers should be prepared for their financial and workflow impacts as they take effect. LOOKING AHEAD Dealers should ensure all staff are fully familiar with the new fee structure so that questions can be answered accurately at every stage of the sales and registration process. Clear internal communication, paired with updated paperwork, signage and digital tools, will help minimize confusion for both employees and customers. Maintaining transparency about state-mandated fees not only helps avoid delays and transaction errors but also supports a smoother, more professional customer experience. As these changes take effect, proactive preparation will be the key to keeping operations running efficiently and preserving customer confidence in your dealership. Motorcycles and Miscellaneous Registration Type Old Fee New Fee Motorcycles $15.00 $30.00 Mopeds $3.00 $14.00 Antique Auto $6.00 $16.00 Construction Equipment $25.00 $40.00 (+$15.00) Replacement Decal $1.00 $5.00 Duplicate/Certified Registration $15.00 $20.00 Agricultural/Industrial Utility 1/3 chart 1/3 chart Vanity Plates $40.00 $60.00 3. LICENSE FEES Service Old Fee New Fee Certified Copy of Registration, License or Driving Record $15.00 $20.00 Duplicate License $10.00 $20.00 New License (Change of Address) $3.00 $10.00 Non-Driver ID (NDID) $10.00 $20.00 4. BOAT FEES Service Old Fee New Fee Boat Fee Decals – Lake Restoration & Preservation Fund $9.50 $12.50 5. SALVAGE FEES Service Old Fee New Fee NH-Issued VIN $30.00 $40.00 Salvage Decal $50.00 $60.00 WHAT THESE INCREASES MEAN FOR DEALERS These fee changes will have practical effects on dealership operations, both internally and in customer-facing transactions: • Overall operating costs will rise, particularly in areas where dealer plate and title fees have doubled or significantly increased. • Customer communication will be important, as buyers may have questions about higher state-imposed fees during the purchase or registration process. • Dealership processes may require updates, including revising fee charts in sales paperwork, updating software systems and ensuring staff are aware of the new amounts. 16
Fall 2026 — TBD COLLEGE & CAREER DAY Winter 2026 — TBD SCHOLARSHIP & INDUSTRY NIGHT JOIN US AT OUR 2026 EVENTS! April 8 BUSINESS CONFERENCE & PARTNER EXPO Grappone Conference Center, Concord June 21-23 ANNUAL CONVENTION Lake Estate on Winnisquam, Tilton September 11 DRIVE FOR A TECH GOLF TOURNAMENT Pease Golf Course, Portsmouth WCT rebate checks will be distributed to pre-registered attendees.
WCT BOARD REDUCES WC RATES FOR THE EIGHTH YEAR IN A ROW The NHADA Workers’ Compensation Trust (WCT) Board of Trustees has approved a 5% reduction in rates for the 2026 fund year. Members will see a reduction in rates by classification code ranging from -3% to -13.4%. The WCT Board has reduced rates on average by 4% a year since 2019. The WCT continues to provide its members with the most competitive workers’ compensation rates while remaining actuarially 99% confident that the premium collected will cover the cost of claims submitted by members. The rates charged by classification code are one factor in the calculation of premium; therefore, not all members will see a decrease in premium. The other factors are the payroll by classification code and the experience modification factor. Increases or decreases in payroll directly influence premium. The experience modification factor brings the member’s own claims experience into the formula for calculating premium. An experience modification over 1.00 increases the estimated premium, while an experience modification under 1.00 decreases the premium. All members who are experience rated and have a modification factor under 1.10 receive an 18% discount. Therefore, it is imperative for members to keep their experience modification factors below 1.10. The only way to control experience modification factors is to prevent injuries from occurring and control the costs associated with those claims that do occur. Here are some quick tips on controlling claims costs: • Take your time and hire the right person for the job. • Follow the appropriate hiring steps outlined in the NHADA Strategic Hiring Guidelines, including pre-placement drug testing, reference checks and completion of the Second Injury Fund form. • Follow through on all loss prevention recommendations. • Keep up with employee training. • Report all injuries promptly. • Make sure all employees know that they are participants in a workers’ compensation managed care program. • Make sure to call the NHADA nurse case manager immediately after an injury for referral to the best network options based on the type of injury. • Provide light-duty work for injured workers and avoid lost time from work. Remember that costs associated with medical-only claims are discounted 70% when the experience modification factor is calculated. The full total incurred costs associated with lost time claims are used for the calculation of the experience modification factor. Therefore, members should do everything possible to promptly return injured employees to work safely after an injury and avoid lost time from work. Please contact Marianne Gourgiotis with billing questions or Pete Sheffer with claims-related questions. The claims team may be reached at (800) 852-3372. The NHADA WCT nurse case manager can be reached at msilakka@nhada.com. BY PETE SHEFFER, VP DIRECTOR OF INSURANCES 18
In early December, 700Credit LLC announced a significant data breach involving unauthorized access to personally identifiable information (PII) from auto financing applications processed between May and October 2025. While 700Credit has confirmed that there is currently no evidence of identity theft, fraud, or other misuse of the compromised information, the incident triggers important notification requirements under both the Federal Trade Commission’s Safeguards Rule and New Hampshire’s Data Breach Notification Law (RSA 359-C:19–21). Under the FTC Safeguards Rule, financial institutions, including automobile dealerships, must report breaches affecting 500 or more consumers within 30 days. Similarly, New Hampshire law requires businesses that own or license computerized data containing personal information of state residents to: 1. Notify affected individuals as soon as possible if misuse has occurred, is likely to occur, or if such a determination cannot be made; 2. Notify the state “regulator which has primary regulatory authority over such trade or commerce” or the New Hampshire Attorney General’s Office about the breach and provide the anticipated date of consumer notification and the approximate number of affected residents; and 3. Notify nationwide consumer reporting agencies if more than 1,000 individuals are impacted. 700Credit has confirmed that it will manage all required notifications. This includes submitting a consolidated filing to the FTC (which the FTC has agreed to accept), notifying all impacted individuals directly, offering free credit monitoring and identity protection services, and informing the New Hampshire Attorney General’s Office and other state agencies on behalf of dealers. For dealerships with New Hampshire customers, no further action is required regarding consumer or regulatory notifications. However, if your stores or customers are located in other states, we recommend consulting with legal counsel to confirm your obligations under applicable state laws. For further questions, call the dedicated line established by 700Credit at (866) 273-0345. What New Hampshire Dealerships Need to Know ADVERTISE HERE! RESERVE YOUR SPOT TODAY! 801 676 9722 sales@thenewslinkgroup.com RESEARCH SHOWS: • The average ROI for print advertising is around 130%. – Electro IQ • 56% of consumers trust print marketing more than any other advertising method. – AllBusiness.com • Print media has a 90% brand recall rate, the highest among all advertising channels. – Sonder & Tell Don’t just take our word for it! PRINT ADVERTISING isvital for success. 700CREDIT DATA BREACH BY HILARY HOLMES RHEAUME SHAREHOLDER, BERNSTEIN, SHUR, SAWYER & NELSON, P.A. 19
BILL DUBE KIA GRAND OPENING CELEBRATION The Dube family has some exciting news to share: Their new location, Bill Dube Kia, is officially open! This new venture joins their Ford and Toyota franchises. The grand opening celebration took place on Thursday, Oct. 23, at the new location, 222 Route 108 in Somersworth, New Hampshire, and drew an incredible crowd of community members, partners and customers. Guests enjoyed great food, conversation and a first look at the latest addition to the Dube family of dealerships. The event was a fantastic success thanks to the support of the Somersworth Chamber of Commerce, their valued Kia partners and their dedicated team members, whose hard work made this milestone possible. 20
EDUCATING THE EDUCATORS Instructor Training 2026 BY ADAM MEMMOLO WORKFORCE DEVELOPMENT COORDINATOR, NHADA The NHADA Foundation, in partnership with Nashua Community College, hosted the annual Instructor Training Conference in November. The event provided high school and college instructors with 15 hours toward their required ASE training. There were 27 instructors in attendance from schools across New Hampshire. This event supports NH Auto Careers through education and training that will benefit future technicians. The need for qualified technicians in the automotive industry is at an all-time high. With rapidly evolving technology in the field, the next generation of technicians must be knowledgeable in traditional automotive mechanics while also being willing to learn emerging technologies. Finding ways to balance both will be essential to the continued success and growth of the industry, and this training helps support that need. Day one of the training began with Nashua Community College instructor Ben Wagstaff guiding the group through his newly developed “EV Bootcamp.” Instructors received real-world experience and hands-on training with today’s electric vehicle systems and components. Ben concluded the session with a surprise visit from Mega Tech, a company specializing in advanced technology training simulators for classroom use. Instructors had the opportunity to explore Mega Tech’s latest tools and gain firsthand experience with how they can be integrated into their programs. The second session of the day shifted to PicoScope demonstrations led by Jamie Decato, an NHAEF board member and Lakes Region Community College’s Transportation Department chair. Instructors learned how to apply the tool to support advanced automotive diagnostics. After a full day of learning, instructors were introduced to the newly completed Automotive Career Exploration Trailer. They rotated through hands-on stations, completed a scavenger hunt, and wrapped up the day with a competitive round of RC car racing. Participants raced for a chance to win an advanced training simulator courtesy of Lakes Region Community College. This marked the first time the Career Trailer demonstration included both the RC cars and scavenger hunt, and we appreciated the instructors serving as our test group and providing valuable feedback. Day two opened with Marlo Miranda presenting on behalf of the ASE Education Foundation, covering best practices for accreditation, classroom management, and advisory boards. Marlo, a graduate of Salem NH Auto Tech, was excited to return to his home state and connect with the current cohort of automotive instructors. The event concluded with David Lilly from Portsmouth CTE introducing a new webpage where New Hampshire instructors can share classroom materials, lesson plans and shop policies. The goal is to unify instruction across the state and support newer instructors with ready-to-use classroom resources. 21
STAY SAFE AND WIN FUN PRIZES IN THE NHADA WINTER WEATHER SAFETY CONTEST! Snow removal and storm cleanup days bring serious challenges for NHADA member locations. Strong winds, icy conditions and freezing temperatures make winter storms especially tough — and the strenuous work of clearing snow only adds to the risk of employee injuries. So, how can you make the best of New Hampshire’s winter weather? By having a little fun while promoting safety! Join the NHADA Winter Weather Safety Contest and showcase how your team keeps safety a top priority during snow season. The goal of this annual contest is to raise awareness of winter workplace hazards and highlight the extraordinary efforts NHADA members take to protect their employees and customers. HOW TO PARTICIPATE • Review the Winter Weather Safety Guide by scanning the QR code. https://www.nhada.com/hubfs/ SlipFallPrevention-Guide-P1.pdf BY BRIAN DUPLESSIS LOSS PREVENTION SUPERVISOR, NHADA • Share photos of your team taking proper safety precautions on NHADA’s contest web page or email them to safety@nhada.com. • Every entry wins a prize! Gift cards, NHADA apparel, swag, snow rakes and more. • Grand Prize! A delicious catered company lunch provided by NHADA — right at your location! Last year’s Grand Prize winner, Monadnock Ford, earned top honors for their multiple creative entries showing how they kept employees safe during last winter’s storms. Previous winners include New England Kenworth of Londonderry, Nucar Automall of Tilton, Quirk Automotive, Tri-City Chrysler Jeep Dodge Ram, Carlson’s Motor Sales, Nashua Outdoor Power Equipment, Tulley Automotive and Manchester Collision Center. While we all wish for mild winters and minimal snow, storms are an inevitable part of life in New Hampshire. When they do arrive, take the opportunity to document your team’s hard work — keeping your people safe and your operations running smoothly — and get the recognition (and rewards!) you deserve. For more information about the contest and to participate, scan the QR code. https://www.nhada.com/winter-weather-safety-contest 22
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 23
Running an auto dealership means coordinating several interconnected departments — sales, parts, service and financing — all moving at high speed. Without a solid month-end close, it’s easy for financial accuracy to skid off course. A disciplined close process keeps your numbers reliable, your team accountable, and your dealership positioned for year-end success. THE IMPORTANCE OF A DISCIPLINED MONTH-END CLOSE A clean and timely month-end close is the foundation of dealership financial management. Management decisions, factory reporting and lender relationships all rely on accurate numbers. When accounts are reconciled and each department’s performance is accurately captured, leadership can act with confidence. Regular reconciliations also prevent costly surprises. Small discrepancies that go unchecked can snowball into major accounting issues, or worse, missed opportunities. Just as importantly, strong month-end habits reduce the chaos of year-end audits and tax preparation. A dealership that closes well every month closes the year with less stress, fewer adjustments and better results. CORE MONTH-END CLOSE PROCEDURES Reconciling the Balance Sheet Start by confirming that all cash accounts, including F&I reserves and manufacturer incentive accounts, are reconciled. Review receivable schedules against the general ledger and evaluate aged customer and warranty receivables for collectability. Match vehicle inventory subledgers to physical counts in your DMS and ensure used vehicle valuations make sense. Payables require equal attention: Confirm that invoices, floorplan payoffs and trades are fully recorded. Don’t forget to verify payroll and accruals by ensuring that commissions and bonuses are complete and properly timed. Reviewing the Income Statement Each department’s gross profit should be compared to prior months and budget expectations. If something looks off in new, used, parts or service, investigate early. Align factory incentives with the period when revenue was earned and double-check that prepaid expenses or allocations haven’t been spread incorrectly across months. Schedule Review and Clean-Up Identify stale or unexplained balances and utilize exception reports to flag issues that require attention. Intercompany and dealer group balances should be reviewed regularly to ensure they’re cleared and properly recorded. Documentation and Sign-Off Every dealership accounting team should maintain a month-end checklist with preparer and reviewer sign-offs to ensure accountability and maintain audit readiness. Storing supporting documents electronically is a simple way to keep records organized and accessible when questions arise. LEVERAGING TOOLS AND TECHNOLOGY A structured checklist remains one of the most effective tools for month-end accuracy. Assign tasks to multiple roles to create built-in review points. Most dealer management systems (DMS), such as CDK, Reynolds or Dealertrack, offer automated reports that simplify reconciliations and reduce manual errors. Consider integrating accounting automation tools or AI-based reconciliation software to handle recurring entries and flag anomalies. Dashboards can also help track close status across departments, ensuring visibility and accountability throughout the process. PREPARING FOR YEAR-END Conduct a “Pre-Year-End” Close Treat November as a trial run for year-end. Address any lingering issues, clean up suspense and clearing accounts, and confirm balances with manufacturers, especially floorplan, warranty and rebate accounts. HOW A STRONG MONTH-END CLOSE DRIVES FINANCIAL SUCCESS FOR DEALERSHIPS BY ERIKA GAGNE, CPA ALBIN, RANDALL & BENNETT 24
Recognize the people who make your business thrive with LotDrop’s Customer & Employee Appreciation Collection. From branded gear to thoughtful gifts, this curated lineup is designed to make saying “thank you” effortless and impactful. Whether you’re rewarding employees, thanking loyal customers or celebrating milestones, LotDrop makes it easy to show appreciation with quality items that reflect your brand’s values. Scan the QR code to explore the collection and find the perfect way to say thanks, because a little appreciation goes a long way. https://promo.lotdrop.com/sr/4296351 Align With External Parties Coordinate early with your CPA or auditor to clarify expectations and deadlines. Review fixed asset additions and disposals, confirm depreciation schedules and verify inventory valuations, including LIFO if applicable. Analyze Year-End Adjustments Check that all prepaid expenses, accruals and bonuses are captured. Review warranty liability estimates and deferred income accounts to ensure accurate reporting. UNDERSTANDING AND MANAGING “13TH MONTH” ENTRIES Many dealerships post final-year-end adjustments after the December close, often referred to as “13th month” entries. These adjustments are not for factory reporting but help finalize financial statements for audit and tax purposes. Best practices include: • Clearly labeling and dating all “13th month” entries in the accounting system. • Maintaining a separate journal or accounting period for these adjustments. SHOW YOUR APPRECIATION WITH LOTDROP BY JON DUNN PRODUCTS MANAGER, NHADA • Restricting access to authorized accounting or controlling staff. • Documenting all support and communicating with your CPA before posting. Handled properly, these entries fine-tune financial accuracy without disrupting factory or internal reporting. COMMON PITFALLS Some of the most frequent dealership accounting issues stem from overreliance on DMS balances without reconciling to the general ledger. Others include failing to record F&I chargebacks, overlooking small balances that carry forward month after month, or leaving accounting periods open for late changes. Locking each period immediately after close, once it has been reviewed, prevents unapproved adjustments and strengthens internal control. THE ROAD AHEAD A well-executed month-end close is more than a back-office task — it’s a strategic discipline that keeps your dealership financially healthy and audit-ready. By reconciling consistently, reviewing thoroughly and leveraging technology wisely, you can turn a tedious process into a competitive advantage. To start audit-proofing your dealership, treat every month-end close as a mini-year-end. 25
THE 2026 WINTER COLLECTION Nike Club Fleece Sleeve Swoosh 1/2-Zip Item#NKDX6718 Sport-Tek® Women's Sport-Wick® Stretch 1/4-Zip Pullover Item#LST850 Item#CSJ10 CornerStone® Elements Insulated Parka Port Authority® Women's Colorblock 3-in-1 Jacket Item#L321 OGIO® Aspect 1/2-Zip Pullover Item#OG1003 Item#CSJ41 CornerStone® Washed Duck Cloth Insulated Hooded Work Jacket 26
Volunteer Knitwear™ Chore Beanie Item#VL10 Visit Apparel.LotDrop.com to see all the sizes and color options or give us a call at 603-224-2369 Item#CSF301 CornerStone® ANSI 107 Class 3 Heavy-Duty Fleece Pullover Hoodie Nike Team Cu ed Beanie Item#NKFB6539 Sport-Tek® Stripe Pom Pom Beanie Item#STC28 CornerStone® ANSI 107 Class 3 Waterproof Parkar Item#CSJ24 Item#CT106694 Carhartt® ANSI 107 Class 3 Waterproof Heavyweight Insulated Jacket 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 Competitive Energy Services ConvenientMD Urgent Care Cross Insurance Drayton Distributors of New England, BG Products Enterprise Rent-A-Car Horsch/Lappen’s Garage Equipment Huntington National Bank iHeart Media Jewett Construction Co. LLC Johnson Group P.C. KeyBank MB2 Restore Mike’s Equipment Repair Nancy Phillips Associates Inc. Northeast Auto Auction Portfolio Primary Bank ProActive™ Leadership Group Rockland Trust Company 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 Capital Dealer Services Group 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
UNEMPLOYMENT RATES BY AREA June July August United States 4.2% 4.3% 4.4% New England 4.2% 4.1% 4.1% Connecticut 3.8% 3.8% 3.8% Maine 3.2% 3.2% 3.2% Massachusetts 4.8% 4.8% 4.7% New Hampshire 3.1% 3.0% 3.0% Rhode Island 4.8% 4.6% 4.5% Vermont 2.6% 2.5% 2.5% DMV TITLE PROCESSING TIMES* For Dealer Applications For Lienholder Applications 23 business days 26 business days 14-day change: +19.0 days 14-day change: +17.4 days 33 calendar days 36 calendar days 14-day change: +27.6 days 14-day change: +25.3 days BY THE NUMBERS *The 14-day change reflects the average increase or decrease in the time to process titles. Last updated on: 11/05/2025 30
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