Driving New Hampshire Forward

January 2016 Dateline: NH Volume 39, Issue #1 a publication of the New Hampshire Automobile Dealers Association

Marshall Jespersen Honored as TIME Magazine Dealer of the Year, p. 3 The Workers’ Compensation Trust Auditors Are Coming, p. 8 All-In-One Technician Inspection License Certifications Sessions, p. 11 Dateline: NH a publication of the New Hampshire Automobile Dealers Association

For Payments Over $10,000

2015-2016 NHADA OFFICERS Chairman Cash Reporting Forms Bill Gurney Should Be Sent By January 31, 2016 Vice Chairman Larry Foss reminds all dealers to contact any purchaser for whom you were Treasurer required to file a Form 8300 (Cash Reporting) in 2015. Each Ken Plante NHADA Secretary purchaser should receive notice by January 31, 2016, that your dealership has filed the Roger Groux form with the Internal Revenue Service. The statement must show the name, telephone President number, and address of the dealership; show the total amount of the reportable cash Peter J. McNamara received; and indicate the information was provided to the IRS. Don’t forget to keep a 2015-2016 NHADA DIRECTORS Chris Weiss, Immediate Past Chairman copy of the correspondence for your own records. Read more at 1.usa.gov/1XBKiva. Jake Aleksa, Independent Used Car Marc Bourgeois, Franchised/Independent, At-Large Miles Cook, Franchised, At-Large New Member Chelsey Gaudet, Franchised Don Goulet, Independent/Repair/Service, At-Large Mansfield Auto Group Inc RK Auto Repair David Hammer, Franchised, At-Large dba JD Byrider 7 Congress Street Paul Holloway, Honorary Mike Kopp, Franchised/Independent 782 Gold Street Nashua, NH 03062 John “Jack” McDevitt Jr., Heavy Duty Trucks Manchester, NH 03103 595-7575 Doug Miles, Franchised, At-Large George Mullin, Motorcycles 370-3379 Owner: Ronald Lewis Owners: Richard Domaleski NADA DIRECTOR Dennis Gaudet and Anthony Pangione Portsmouth Car Clinic 20 Mirona Road * * * Portsmouth, NH 03801 This publication is designed to provide accurate and authoritative information in regard to the subject 431-0555 matters covered. In publishing this newsletter, neither the authors nor the publisher are engaged in rendering Owner: Brian K. Hamilton legal, accounting, or other professional services. If legal advice or other expert assistance is required, the services of a competent professional should be sought. Advertisements appearing in Dateline: NH do not indicate Inside This Issue a specific endorsement by NHADA of the products or services unless NHADA the NHADA endorsement symbol ENDORSED Benefits appears with the advertisement. A New Way to Shop...... 13 Published monthly except in July in Bow, New Hampshire, by the New Hampshire Automobile Dealers Compliance Association. Mailing address: P. O. Box 2337, Concord, NH 03302-2337, 603-224-2369/800-852-3372. 2016 Dealer License and Plate Renewals: Get an Early Jump!...... 6 All-In-One Technician Inspection License Certifications Sessions STAFF for 2016: Be Prepared...... 11 Publisher Bill Gurney Editorial Director Peter J. McNamara Education Managing Editor Nathaniel Stout How the Heck do I Find a Tech?...... 12 Design and Layout Advertising Coordinator Lisa Lavoie Features Photographer Michael Rosenblum Plan to Make More Money for Your Dealership...... 7

ADVERTISING RATES Loss Prevention Back Page: Color $1,000 Online Safety ‘Traincaster’ Generates Excitement...... 5 Full Page: Color $700 B&W $575 Workers’ Compensation 1/2 Page: Color $450 B&W $375 1/3 Page: Color $375 B&W $300 The WC Auditors are Coming...... 8 1/6 Page: Color $300 B&W $250 Monthly Statistics...... 15 www.nhada.com Cover: So far the winter of 2015-16 has been, to say the least, mild as can be seen on this issue’s cover with its picture of the campus taken December 16, 2015. Photo and design by Nat Stout page 2 December 2015 Dateline: NH a publication of the New Hampshire Automobile Dealers Association

Marshall Jespersen Honored as TIME Magazine Dealer of the Year Marshall Jespersen Wins National career development in automotive tech- Recognition for Community Service and nology. He and his wife, Elena, have Industry Accomplishments at NADA five children and four grandchildren. Convention. The TIME Dealer of the Year arshall Jespersen, board member program honors new-car dealers in Mof NHADA’s not-for-profit America who exhibit exceptional automotive education foundation performance in their dealerships and and dealer principal of International perform distinguished community Cars, Ltd., which operates five NH service. Dealers are nominated by franchises, has received a nomination members of the Automotive Trade for the 2016 TIME Dealer of the Year Association Executives (ATAE), and award. Nominated for the 47th annual the winner is acknowledged at the award, Jespersen, 73, was chosen to annual National Automobile Dealers represent the NHADA in the national Association (NADA) convention, this competition. He is one of only 50 auto year to be held from March 31 to April dealers from 16,000 nationwide. 3 in Las Vegas. The 2016 awards will Recipients of the TIME Dealer of the be presented at the opening business Year award are among the nation’s most session of the annual convention on successful auto dealers demonstrating Marshall Jesperson April 1, 2016. At the convention, all a long-standing commitment to com- Dealer of the Year nominees will be and job training for people in need; Dover munity service. The announcement was included in the Dealer of the Year photo Food Pantry; Veterans Northeast Outreach recently released by TIME Magazine and display at the convention center. Center in Haverhill; American Red Cross; is provided in large part below. In its fifth year as exclusive sponsor, Ally Wounded Warrior Project; AIDS Action Jespersen has committed himself to Financial will recognize dealer nominees Committee of Massachusetts and the Safe automotive-related causes. As a trustee and their community efforts by contrib- Roads Alliance. for the MA State Automobile Dealers uting $1,000 to each nominee’s 501(c)3 Jespersen also currently serves on the Charitable Foundation, he expanded charity of choice. Nominees will also be board of the New Hampshire Automotive a program encouraging dealerships to recognized on AllyDealerHeroes.com, Education Foundation, NHADA’s not- sponsor advanced driver training to help for-profit affiliate organization promoting TIME – continued on page 5 young, inexperienced drivers. As a result of these efforts, Jespersen received the Peter K. O’Rourke Special Achievement Award from the Governors Highway Land For Sale in Bow, NH Safety Association (GHSA) in 2007. This is a fully approved site for automotive purposes with 200' of frontage “One of our core values is to be a con- with a curb cut along Route 3A. Approvals are in place with a parking site tributing member of every community plan along with a proposed structure that can be built at 80' x 42'. This site in which we do business,” Jespersen said. has great visibility from both interstate 93 and Route 3A. $249,000. “We have contributed money, personal KW Commerical NH labor and fundraising events to many 603-836-2600 organizations.” Contact David Grappone Among the many groups that have at 978-761-3557 for more received support include Emmaus in information. Haverhill, MA, which provides shelter

December 2015 page 3 Dateline: NH a publication of the New Hampshire Automobile Dealers Association

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Sign Up Today Online Safety ‘Traincaster’ Generates Excitement

Brian Duplessis, Loss Prevention Coordinator offerings, the portal also hosts excitement with the content, tarting in November, the Workers’ individual safety trainings in- ease of use and, at $10 per class, SCompensation Trust (WCT) Loss cluding GHS hazard communi- the cost effectiveness. WCT Prevention Department began a soft roll cation, ergonomics/back safety can now complete all OSHA out of a new online safety training portal for service technicians, autolift required and best practice safety hosted by Traincaster. The portal contains safety, respiratory protection, orientation training quickly job-specific, new-hire safety orientation fire extinguishers, bloodborne Brian Duplessis and conveniently prior to the for service technicians, body shop techs pathogens and emergency evac- individual starting work. and painters, large truck technicians uation. The Loss Prevention department This program isn’t just for the larger and non-technicians. Content for each plans to add automotive-specific training WCT members who do a lot of hiring. new-hire training varies depending on for forklift operators and lockout/tagout The program is easy to use. You only pay the needs of the position being filled. in 2016. for what you use, so even smaller members For instance, the body shop versions The program roll out has gone very who hire infrequently can take advantage. have respirator safety modules while the smoothly with a few bugs that we have So if you like the sound of this, do not others do not. worked through. WCT members in- hesitate to contact Loss Prevention to get Along with the new hire orientation volved in the roll out have all expressed started at 800-852-3372.

TIME – continued from page 3 which highlights the philanthropic con- top 50 dealerships in new vehicle sales high-level customer service and sat- tributions and achievements of TIME nationally. International Cars has won isfaction are an integral part of em- Dealer of the Year nominees. several industry awards, including the ployee ownership success. Together, TIME is a global multimedia brand Audi Magna Society Award in 2010 at International Cars earned several AACE that reaches an audience of more than 100 Audi Stratham, the third time consec- (Annual Award for Communications million and includes the domestic and utively. Porsche of Stratham has been Excellence) awards through the international magazine editions, TIME recognized as a Porsche Premier Dealer. National Employee Stock Ownership for Kids, TIME.com and mobile. TIME. Dover Honda is a two-time President’s Plan (ESOP) Association. For more in- com draws 50 million unique visitors a Award winner. formation on International Cars, please month and has a social reach of more than Company-wide values focused call Ebben Zall Group at 781-449-3244 27 million. (Omniture) on ownership, accountability, and or visit iclautos.com. International Cars, Ltd. is an employ- ee-owned company comprised of seven New England area dealerships including Audi, Porsche and Mitsubishi of Stratham P NH, Dover Honda and Dover Chevrolet L in Dover, NH. Honda North and the ICL Used Car Center are located in Danvers, A MA. T Honda North has advanced to the I Dave Parker Mike Taff aro prestigious Master Circle and has also “ WMUR-TV / WMUR.COM ” been recognized as a Honda President’s N For more info, please contact Dave Parker at either 603-641-9094 Award recipient for the 5th consecutive U or [email protected] or Mike Taff aro at 603-641-9093 or mtaff [email protected] year and the 8th year collectively. The Honda Masters Circle recognizes the M NHADA Association Partner

December 2015 page 5 Dateline: NH a publication of the New Hampshire Automobile Dealers Association

2016 Dealer License and Plate Renewals: Get an Early Jump! Daniel Bennett, Vice President of Government Relations By the time you read this, you should have and Why does it seem more much earlier this year despite received your 2016 Dealer License and expensive than in the past? it being due in March because Registration Privileges (plates) renewals Fear not, I hope to answer all the DMV will soon upgrade from the NH Division of Motor Vehicles of your questions. to a newer and more improved (DMV). I am sure that you have questions Early Renewals: You have computer system. Getting a jump such as Why did I receive this so early? received your license renewal on registrations and getting them Dan Bennett processed early will significantly help the DMV avoid any hiccups or interruptions in the registration process S that may occur. As you know, transitioning to a new I computer management system can be a daunting task. We are committed to L helping DMV make the transition as smooth as possible, so: Please, get your V Providing quality and affordable dental programs renewal in early and accurate. For more information, please contact your Two-year renewals: A few years ago E NHADA Sales Representative Laurie Churchill a legislative change was made to give at 800-852-3372 or by email at [email protected]. R Inspection Certifications – continued on page 12 mNHADA Association Partner 䘀䰀伀伀刀倀䰀䄀一

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Plan to Make More Money for Your Dealership by Bart Haag, CPA; Albin, Randall & Bennett – Are you over-reliant on by focusing on existing hen was the last time you prepared new car sales? How does operations? Wa forecast for your dealership? If your new and used sales • Do you have a succession it’s been a while, your dealership is likely team hand customers off plan in place? If you do, running you rather than you running your to service? Are service when was the last time it was dealership, and you’re not likely thinking advisors doing a proper reviewed and updated? strategically about how to make more walk-around? Bart Haag, CPA • Would investing in your money. You might already be successful, • Processes for managing fro- facilities result in increased but could you be more successful? zen capital – Do you have new and profitability? Designing an effective forecast requires used inventory days’ supply goals? • How are you attracting and retaining good, clean and accurate financial infor- Does your parts department effec- top talent? Are your recruiting efforts mation. If you don’t have good records to tively manage special orders? Do your effective? Are your pay plans keeping begin with, it’ll be difficult to measure the inventory managers effectively buy your top team members motivated? past and forecast the future. One of the and sell at the auction? Does your • Would adding key people allow you best ways to ensure you have good data accounting department follow-up to focus more on strategy? is to create descriptive and meaningful with the business office to correct Once you have a strategy in place, accounts. If you are a multi-dealer group, faulty paperwork and processes? it’s time to put numbers to it. For it would also be beneficial to create a • Operational reporting – Is your doc existing lines of business, we generally standardized chart of account across all distributed to the appropriate mem- recommend you start by budgeting franchises. While this is an enormous bers of your team, and does it include expenses to the volume you are currently undertaking, creating standardized ac- appropriate information? Are you generating, not what you hope to achieve. counts will help ensure consistency of measuring gross per retail and whole- In other words, assume you aren’t going your information, especially if you don’t sale unit sold, F&I per unit sold, and to generate any more gross than you are operate in a centralized environment. parts and labor sold per R.O.? today, and set your expense structure Once you’re comfortable with the qual- As you pull together your short-term to that gross. If your strategy includes ity of your data, you can start planning plans, it’s also a good time to think significant changes in your operation, the future of your business. What are you more about your long-term strategy. For or if you’re aware of a significant event doing well? What could you do better? example: that’s going to transform your business, Is your market share consistent with the • Is it time to acquire a competitor, you could use those elements of your manufacturers you represent? How can or could you be more profitable Buying or Selling – continued on page 8 you maximize your opportunities? The planning phase is a great time to review front- and back-end processes, your reporting systems, and other aspects S of your business. You and your team will ask a lot of questions while developing I your forecast and your business plan. For example, you’ll likely want to evaluate: L “Automotive rental and wholesale” • Processes for generating leads – Is L to R : Ryan Willey, George Sylvester, V Andy Dolloph, Jeff Corriveau, your team receiving effective training Darin Tribbett For more information, please contact for making calls? Are you mining Regional Vice President Andy Dolloph at either E 603-656-5105 or [email protected] your customer database? Is it time for a BDC? R • Sales contribution per department NHADA Association Partner

December 2015 page 7 Dateline: NH a publication of the New Hampshire Automobile Dealers Association

Time to Get Your 2015 Payroll Figures Together, The WC Auditors are Coming Peter Sheffer, Workers’ Compensation Trust Director o accurately calculate a members’ can assist in this process by Gross overtime costs by each Tpremium, the NHADA Workers’ scheduling the audit in a timely classification of employee must Compensation Trust (WCT) must fashion, preparing for the audit, be totaled. Overtime is deducted perform an audit to determine members’ and promptly meeting with the from the payroll by classifica- actual payroll figures for the previous auditor on the agreed-upon day tion for premium calculation year. Overland Solutions and NEIS will and time. The auditors charge purposes. The auditor must perform these audits beginning in January NHADA by the hour, so if they Peter Sheffer see the gross overtime broken for WCT members. This annual audit is are kept waiting to meet with the out by classification in order to critical. The auditors will review the 2015 member or have to wait for information, exclude it. All key employees should be final payroll figures to determine if there the audit costs more. This cost is passed identified by name and title, including are any underestimated or overestimated directly on to the members through executive officers and owners. payroll figures. increased administrative costs, adversely The auditors will also review all 1099 Audits are r affecting rebates. forms to ensure that “employees”, as equired to be completed by March 15. When the auditor performs the payroll defined by the workers’ compensation Once all audits are complete, we can begin audit, he/she will need to review the statute RSA 281-A: 2, VI, (b) (1), the process of calculating rebates. Members general ledger, payroll records, and at are not misclassified as independent least three-quarters of the member’s filed, contractors, bit.ly/1maJdJA. The quarterly tax returns (IRS form 941). workers’ compensation statute defines an BRONZE Buying or Selling – continued from page 8 strategy to forecast gross and expenses. the success or failure of your investment. If you are developing new lines of Forecasting is a great way to start business, do your homework: identify thinking strategically about your business, the opportunity, define the expense to measure your success and to hold structure and measure the return on your employees accountable. Contact an investment. You need a good road map Albin, Randall & Bennett dealer services to measure the success of your team and team member today for assistance.

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For more information about the many L BethAnn Durepo Cathy Devito “ Indirect lending and services they provide, please contact fl oorplan solutions ” them at 800-255-8391 or visit them at V www.gkservices.com For more information, please contact BethAnn Durepo at either E 603-490-9615 or bethann.durepo@tdautofi nance.com or R Cathy Devito at 603-986-9710 or cdevito@tdautofi nance.com. NHADA Association Partner NHADA Association Partner page 8 December 2015 Dateline: NH a publication of the New Hampshire Automobile Dealers Association

Auditors – continued from previous page underpayment, a bill will be sent, and is administration, to update your payroll employee in a seven-part test, and all due within 30 days of receipt. All members figures. Marianne will gladly recalculate seven criteria must be met in order to will receive a copy of their audit with a bill your premium and your monthly billing prove that a person is an independent or an explanation of how the overpayment will be adjusted accordingly. contractor. The NH Dept. of Labor, will be applied to future premium. If you Remember to be prepared for your U.S. Dept. of Labor and IRS are all have questions or concerns about the audit, have your materials ready and concerned about the misclassification of audit please notify us immediately. Once please do not keep the auditor waiting. employees. If an audit from one of these the rebate checks are disbursed in May, an Accurate premium billing is dependent entities reveals a misclassified employee, audit cannot be changed. upon accurate audits. Contact Marianne severe civil penalties may be levied. Please The premium for year 2016 will be if you have questions at 800-852-3372 or remember that swap drivers are generally estimated based upon the actual audit [email protected]. considered employees and not indepen- payroll figures from 2015. We understand dent contractors unless they are employed that payrolls fluctuate over the course by a company that provides that service to of the year, particularly in the current Online Store Special you and is covered by their own workers’ economic climate. Therefore, in June of All of January 2016 compensation policy. every year, we send out a self-audit form 18-inch Snow Rakes for members to complete in order to Upon receipt of the completed audit, adjust the payroll figures. Our collective members’ 2015 premium will be re- goal at the end of the year is to avoid calculated, and a final bill will be produced. large premium adjustments. If members $22 each If the net result is an overpayment, the believe at any time during the year that Buy 6 or more at $18 each nhadastore.com overpayment will be applied to your their payroll figures have changed, please 800-852-3372 2016 premium. If the net result is an contact Marianne Gourgiotis, WCT

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December 2015 page 9 Dateline: NH a publication of the New Hampshire Automobile Dealers Association Breakthrough breakouts. Panel discussions on hot topics Interactive peer-to-peer sharing sessions Demonstrations with solutions providers Traditional workshops led by industry experts

page 10 December 2015 #NADA2016 | nadaconvention.org Dateline: NH a publication of the New Hampshire Automobile Dealers Association Breakthrough breakouts. All-In-One Technician Inspection License Certifications Sessions for 2016: Be Prepared Panel discussions on hot topics HADA is pleased to announce • April 14 from 11 a.m. - 3 p.m. at so register promptly when you Nthat NH State Police Troop G will Manchester Community College receive the announcement as they fill Interactive peer-to-peer sharing sessions once again offer All-In-One Technician (Auto Inspector Certification). quickly. Inspection License Certifications sessions • If you are registered and will be We will work with Troop G to facilitate in the New Year. There are already four unable to attend, notify us immedi- more sessions throughout the year for scheduled: ately, spots are limited and valuable. Demonstrations with solutions providers car, truck, and motorcycle inspector • January 11 from 9 a.m. - 1 p.m. Failure to notify us may result in certifications. We thank all of our partners at Heritage Harley Davidson in your not being allowed to participate for hosting the sessions and providing this Traditional workshops led by industry experts Concord (Motorcycle Inspector in future all-in-one sessions. great support and value to our industry. Certification); • Arrive on time. Late arrivals will not • February 11 from 12 - 4 p.m. at Stay tuned for announcements on be permitted to enter the session. Nashua Community College (Auto registration in the weeks prior to each • Be Prepared! These sessions are Inspector Certification); session. Registration may only be done designed for experienced technicians • March 10 from 12 - 4 p.m. at then and can only be done electronically. needing to be licensed; these are Lakes Region Community College A few things to keep in mind about not instructional classes. You must in Laconia (Auto Inspector these certification sessions: be prepared and versed on the NH Certification); and • Sessions are first come-first served, Inspections – continued on page 14

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December 2015 page 11 #NADA2016 | nadaconvention.org Dateline: NH a publication of the New Hampshire Automobile Dealers Association

How the Heck do I Find a Tech? Everyone is looking for qualified tech- automotive technology college courses to It is important to find the right can- nicians, and NHADA is taking steps to their employees. They will receive college didate — an employee who has a good improve the situation. credits, and NHADA members will be work ethic and is eager to create a career One big step has been the procur- reimbursed half of the tuition. out of a job. ing of a generous grant from the NH The NHADA member companies and To learn more about the training grant Department of Resources and Economic the employees who have taken advantage and registration, contact Jean Conlon at Development that is dedicated to training of the grant are extremely enthusiastic. 800-852-3372 or at [email protected]. our members’ existing employees in Some employees have taken several Registration materials may also be down- automotive technology. courses to date and are eager to continue loaded on the NHADA website, nhada. NHADA members can provide their education. com under the Education Solutions tab. Inspection Certifications – continued from page 6 DMV the authority to issue dealer and Increased Costs? Fear not, no administrative burden in the long run. inspection station licenses every two years costs were increased in the legislation The new procedures will allow you to instead of annually. NHADA supported allowing for every other year renewal. become more efficient in your licensing this change. With this dealer license However the fees did have to double to and renewal processes. These positive renewal cycle, you will renew your license remain at that their current level and be changes will help to ease administrative and dealer registration plates for two years revenue neutral due to every two-year and regulatory burdens. and not again with the DMV until 2018. renewal instead of annually. Again, If you have any questions please That change can be found in state statute NHADA supported this change after contact the DMV Dealer Desk at RSA 261:103 (a) here: http://bit. consulting with membership, and we 603-227-4120 or me at dbennett@nhada. ly/1maG2l8. believe the new process will be less of an com or 800-852-3372.

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A New Way to Shop lexible Spending Accounts (FSAs) completely focused on serving customers worry! You may pay with your own Foffer a great way to save money on with FSAs. Beyond selling the largest debit or credit card and file for out-of-pocket medical expenses. By using selection of FSA-eligible items that can reimbursement. pre-tax dollars, you are essentially saving be purchased online using an FSA card or A handy FSA calculator is available, 30 percent on your eligible medical, phar- major credit card, they also provide a wealth which will help you estimate your health maceutical, dental and eye care costs. The of information to users, including an FSA spending for the year so you can make only challenge is figuring out how much learning center, a dynamic FSA eligibility an informed decision and take maximum money to set aside. The I.R.S. allows your list, and an FSA blog updated daily with all advantage of your FSA. maximum annual contribution to be up the latest FSA happenings. to $2,550. Thousands of products ranging from All American Fidelity Assurance Features: blood pressure monitors to first aid kits Company (American Fidelity) customers • Purchase Health FSA-eligible items and wheelchairs can be purchased with an have access to FSAstore.com to pur- and have them shipped directly to FSA card without a prescription. chase eligible medical items, including your house. Plus, enjoy free shipping By planning your FSA contribution over-the-counter medicines, contact on orders over $50. carefully, it’s easier than ever to avoid solution, Band-Aids, diabetic supplies, • Easily submit prescriptions for eligible, forfeiting any unused funds following the sunscreen and much more! over-the-counter items. end of the plan year or any grace period This site only includes items that are • Items purchased with your Health FSA thereafter. eligible for reimbursement from a Health Card on FSAstore.com do not require If you have questions, please contact Flexible Spending Account (Health FSA). you to turn in your receipts. Laurie Churchill at lchurchill@nhada. FSAstore.com is an e-commerce store • Don’t have a health FSA card? Don’t com or call her at 800‑852‑3372.

December 2015 page 13 Dateline: NH a publication of the New Hampshire Automobile Dealers Association

Inspections – continued from page 11 inspection rules and how to prop- Safety/OBD II Inspections Statistics erly conduct a vehicle inspection. Safety Repeated attempts to send ill- Inspection Percent of Percent prepared technicians may result in Results Nov ’15 Total YTD ’15 of Total your not being allowed to participate Total * 116,616 100.00% 1,443,577 100.00% in future all in-one-sessions. Passed 93,250 80.00% 1,152,274 79.80% For more information, please contact Corrected 12,714 10.90% 157,937 10.90% Daniel Bennett, vice president of Rejected 6,835 5.90% 83,091 5.80% government affairs, at 800-852-3372 or Untested 3,817 3.30% 50,275 3.50% email Dan at [email protected]. OBD II Inspection Results (1996 and newer)

2015 Unemployment Rates Total 105,405 100.00% 1,276,978 100.00% by Area Aug Sep Oct Passed 92,073 87.40% 1,108,704 86.80% United States 5.2% 4.9% 4.8% Rejected 8,532 8.10% 111,102 8.70% New England 4.6% 4.4% 4.3% Untested 4,800 4.60% 57,172 4.50% Connecticut 5.5% 5.1% 4.8% Maine 3.6% 3.7% 3.6% * Total numbers include OBD II Inspections Massachusetts 4.5% 4.5% 4.5% Statistics provided by Gordon-Darby New Hampshire 3.3% 3.0% 3.0% Rhode Island 5.7% 4.8% 4.7% NHADA Mission Statement: Since 1921, fostering a spirit of cooperation by promoting Vermont 3.5% 3.9% 3.2% standards through education and advocacy, providing valuable services, and protecting and advancing the motor vehicle industry as an integral part of New Hampshire’s economy. Title Statistics Report Ending November 2015 New Hampshire Department of Safety, Division of Motor Vehicles

Nov ’15 Nov ’14 ’15 YTD ’14 YTD Titles Issued for New and Demo Vehicles: 9,351 7,197 112,072 112,051 Titles Issued for Used Vehicles: 16,786 15,325 213,121 214,937 TOTAL TITLES ISSUED: 26,137 22,522 325,193 326,988 Titles Issued with a Lien: 12,681 10,547 155,865 155,953 Titles Issued with no Lien: 13,456 11,975 169,328 171,035 Salvage Titles Issued: 572 638 11,149 10,640 Salvage Tags Issued: 151 133 1,851 1,798 Titles Issued for Heavy Trucks More than 15 Years Old: 40 41 506 407 Titles Issued for Heavy Trucks 15 Years Old or Less: 140 118 1,422 1,470 Titles Issued for Trailers: 842 566 10531 9,828 Titles Issued for Motorcycles: 660 518 14496 14,212 Titles Issued for Motor Homes: 82 49 862 792

page 14 December 2015

Thank Dateline: NH You 2016 NHADAa publication of the New Hampshire Partners! Automobile Dealers Association 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 2016 NHADA Partner please call Jean Conlon at 800-852-3372. Compiled December 18, 2015. Companies endorsed by the NHADA are listed first within each association partner level.

NHAD Services, Inc - Insurance Division* NHAD Services, Inc- Products Division* NHADA Workers’ Compensation Trust* STAPLES Advantage* TrueCAR WMUR-TV/WMUR.com

Northeast Delta Dental * Devine Millimet Enterprise Rent-A-Car St. Mary’s Bank TD Bank / TD Auto Finance

Automotive Equipment Technical Institute (AETI)* Cross Insurance (bonds only)* Tri State Fire Protection LLC* Aftermarket / Alpha Warranty Auto Auction of New England Auto/Mate Dealership Systems Automotive Garage Tools ExpressMED/BOAC and Apple Therapy Clean Harbors Environmental Services ConvenientMD Urgent Care Dealertrack Technologies G&K Services GH Berlin/Windward G W Marketing Services Holmes Law Offices PLLC Jewett Construction Co. Inc. JM&A Group Manheim New England MiCorp Dealer Services Nancy Phillips Associates, Inc. NBT Bank Oxford Networks Resources Management Group Sanel Auto Parts Co. December 2015 Shell Lubricants page 15 * Endorsed Dateline: NH a publication of the New Hampshire Automobile Dealers Association America’s Largest Independent Auction

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