2019 Business Services Guide

NH B R ’s B u s i n e s s S e r v i c e s G u i d e 20 19

Business services guide GROWING your Business in nh

2019

A publication of

A WHOLLY OWNED SUBSIDIARY OF YANKEE PUBLISHING INC.

Volume 40, Number 16 President/Publisher

Sharron McCarthy

Editor

Jeff Feingold

Associate Editor

Liisa Rajala

Business Manager

Mista McDonnell

Creative Services Director

Jodie Hall

Graphic Designers

Robin Saling

Nancy Tichanuk

Business and Sales Coordinator

Heather Rood

Group Advertising Sales Director

Kimberly Lencki

Sales Executives

Karen Bachelder

Cynthia Stone

Connie McCullion

150 Dow Street Manchester, NH 03101 (603) 624-1442 nhbr.com E-mail: editor@nhbr.com

New Hampshire Business Review (USPS 413430) is published 28 times a year, bi-weekly with an additional issue in July and December, by McLean Communications, 150 Dow Street, Manchester, N.H. 03101. Periodical postage paid at Manchester, N.H. and additional mailing offices. Subscription rates: One year, $32.00, two years, $55.00, three years, $80.00. Single copy $1.75.

Postmaster: Send address changes to NHBR, PO Box 433273, Palm Coast, FL 32143. The New Hampshire Business Review assumes no responsibility for typographical errors that do not materially affect the value of the advertisement. This publication’s liability for an error shall not exceed the cost of the space occupied by the error.

Welcome to the 2019 NH Business Review Business Services Guide For 23 years, NH Business Review’s Business Services Guide has provided readers with the kind of information and advice that helps their businesses, no matter the stage of growth.

The Guide’s value as a resource for New Hampshire businesspeople derives from its substantial collection of information fundamental to daily business functions and its wide range of helpful articles on essential topics and organizations. In this latest edition, for example, we have articles about such indispensable resources as the Small Business Development Center, the Office of Workforce Opportunity and the Center for Family Business. The Guide also addresses several issues and concerns of New Hampshire businesspeople, from workforce development to compliance.

Once again, the sponsor of our 2019 Business Services Guide is Comcast Business. We thank them for joining us in bringing you what remains a unique tool for anyone doing business in New Hampshire.

We’d also like to thank the hundreds of businesses and organizations that each year take part in our surveys to provide the data we’re presenting to you. Their contribution, as always, is invaluable.

Jeff Feingold, Editor New Hampshire Business Review

(ISSN: 0164-8152)

BUSINESS SERVICES GUIDE 2019 1

Contents

insights & Advice

10 2018 legislative roundup: a quiet year for business

34 Promoting your workplace brand

14 NH SBDC provides invaluable assistance to small businesses

36 Who owns your intellectual property?

18 Tips for successfully scaling your business 24 Taking advantage of the new IRS code 25 The “Three P’s” of buying or selling a business 30 UNH center offers support to family-run businesses 32 State resources increase accessibility to global markets 32 Grant opportunities available

37 Tech troubleshooting: lessons learned from the trenches 38 Have you thought about your business succession strategy?

46 Employment and state pregnancy leave requirements 48 The times they are a-blockchain-ging

60 Check your employee handbook 66 Content that attracts clients 67 A business guide to social media 86 Five ways to protect data in the cloud 88 Community storage cloud makes sense

50 Solving hiring challenges

89 Increased productivity with Unified Communications

56 The terms and conditions of paid time off

92 Improving networking results

Resources Who’s Who in State Government. . . . . . . . . . . . 4

Regional Young Professionals Networks. . . . . 33

Business associations and assistance. . . . . . . . . . . . . . . 6

Top Law Firms . . . . . . . . . . . . . . . 40

Banks & Lenders with sba loan guarantees. . . . . . . . 20 Economic Development Agencies. . . . . . . . . . . . . . . . . . . . 23

High School Contacts. . . . . . . . 51 College internship sources & fields. . . . . . . . . . . . . 52

Media Outlets. . . . . . . . . . . . . . . 68 Printers & print services. . . . . 71 Energy Suppliers . . . . . . . . . . . . 74 Energy Efficiency consultants. . . . . . . . . . . . . . . . . 75 Architectural Firms. . . . . . . . . 76

Workforce Development Resources. . . . . . . . . . . . . . . . . . . 54

Engineering Firms. . . . . . . . . . . 80

Health Insurers . . . . . . . . . . . . . 55

Airports. . . . . . . . . . . . . . . . . . . . 90

NH regional planning commissions. . . . . . . . . . . . . . . . 27

Employment Services . . . . . . . . 57

Meeting & Conference Facilities. . . . . . . . . . . . . . . . . . . . 93

Chambers of Commerce. . . . . . 28

Marketing Services. . . . . . . . . . 61

Business incubators. . . . . . . . . 26

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NEW HAMPSHIRE'S TAX LANDSCAPE BET AND BPT PAYMENT SOURCES 0.4%

4.7%

■ CORPORATIONS ■ PARTNERSHIPS ■ PROPRIETORS ■ FIDUCIARIES

17.2%

BUSINESS PROFITS TAX*

7.9%

ON OR AFTER DEC. 31, 2018

8.2%

BUSINESS ENTERPRISE TAX*

77.7% Source: NH Department of Revenue Administration

.675% ON OR AFTER DEC. 31, 2018

.72%

ON OR AFTER DEC. 31, 2016 AND BEFORE DEC. 31, 2018

ON OR AFTER DEC. 31, 2016 AND BEFORE DEC. 31, 2018

*Businesses with $50,000 or less in gross receipts are not required to file a return

*Businesses with gross business receipts over $208,000 or enterprise value tax base over $104,000 must file a return

.278% .019% 2% .0003% 2%2%

4% 7%

18%

10%

17%

11%

140,000

12%

14%

businesses

70,188

businesses

filed business tax returns

had registered with the NH Secretary of State

In 2015...

27,678

businesses filing tax returns paid no BET or BPT

42,510 businesses filed business tax returns totaling $594 million

NH TAX REVENUE IN FY 2017* ■ BUSINESS PROFITS TAX ■ STATEWIDE PROPERTY TAX ■ MEALS & RENTALS TAX ■ BUSINESS ENTERPRISE TAX ■ MEDICAID ENHANCEMENT TAX ■ TOBACCO TAX ■ REAL ESTATE TRANSFER TAX ■ INTEREST & DIVIDENDS TAX ■ COMM. SERVICES TAX ■ UTILITY PROPERTY TAX ■ NURSING FACILITY QUALITY

$385,809,000 $363,432,000 $314,741,000 $251,990,000 $226,563,465 $218,650,000 $141,695,000 $98,287,000 $47,087,000 $41,755,000

ASSESSMENT

$38,299,029

■ ELECTRICITY CONSUMPTION TAX ■ MISCELLANEOUS TAXES ■ ESTATE & LEGACY TAX TOTAL

$5,901,000 $404,587 $7,000

$2.13 BILLION

*Percentages are rounded to nearest figure except below 1%

Source: NH Department of Revenue Administration BUSINESS SERVICES GUIDE 2019 3

WHo’s who in NH’s Business Ecosystem

Gov. Chris Sununu

William Gardner

Taylor Caswell

Wilkl Arvelo

Christopher Way

Michael Bergeron

Cindy Harrington

Benoit Lamontagne

Deborah Avery

Tina Kasim

Justin Oslowski

Victoria Cimino

Gov. Chris Sununu 603-271-2121 governor.nh.gov

Division of Economic Development 603-419-9713 benoit.lamontagne@livefree.nh.gov

William Gardner Secretary of State 603-271-3242 sos.nh.gov

Molly Kaylor Business Resource Specialist (Southwestern Region) Division of Economic Development 603-271-6305 mollie.kaylor@livefree.nh.gov

Taylor Caswell Commissioner Department of Business and Economic Affairs 603-271-2341 taylor.caswell@livefree.nh.gov Wildolfo Arvelo Director Division of Economic Development 603-271-2591 wildolfo.arvelo@livefree.nh.gov Christopher Way Deputy Director Division of Economic Development Cell: 603-419-9164 christopher.way@livefree.nh.gov Michael Bergeron Senior Business Development Manager Division of Economic Development Cell: 603-419-9163 michael.bergeron@livefree.nh.gov Cynthia Harrington Business Development Manager Division of Economic Development Cell: 603-419-9839 cynthia.harrington@livefree.nh.gov Benoit Lamontagne North Country Industrial Agent Coos, Grafton and Carroll counties

4 BUSINESS SERVICES GUIDE 2019

Victoria Cimino Director Division of Travel and Tourism Development 603-271-2665 victoria.cimino@livefree.nh.gov James Key-Wallace Executive Director Business Finance Authority 603-415-0191 jameskw@nhbfa.com

Deborah Avery Business Resource Specialist Belknap and Merrimack counties Division of Economic Development 603-271-0316 deborah.avery@livefree.nh.gov

Liz Gray Director NH Small Business Development Center 603-862-2200 liz.gray@unh.edu

Mark Laliberte Business Resource Specialist (Seacoast Region) Division of Economic Development 603-271-6351 mark.laliberte@livefree.nh.gov

Shawn Jasper Commissioner Department of Agriculture, Markets & Food 603-271-3551 shawn.jasper@agr.nh.gov

Jimmie Hinson Business Resource Specialist Hillsborough and parts of Rockingham county Division of Economic Development 603-271-6352 jimmie.hinson@livefree.nh.gov

George Copadis Commissioner Department of Employment Security 603-228-4000 george.n.copadis@nhes.nh.gov

Tina Kasim International Program Manager International Trade Resource Center 603-271-0322 tina.kasim@dred.nh.gov Justin Oslowski Director New Hampshire Export Assistance Center 603-610-2416 justin.oslowski@trade.gov

Sara Johnson Small Business Technical Assistance Program Department of Environmental Services 603-271-1379 sara.johnson@des.nh.gov Vince Perelli Env. Leadership Initiative Program & Env. Mgmt. Systems Program Department of Environmental Services 603-271-8989 environmentalleadership@des.nh.gov

James Key-Wallace

Liz Gray

George Copadis

John Elias

Ken Merrifield

Katy Easterly Martey

David Mullen

Gray Chynoweth

Dr. Ross Gittell

Mark Huddleston

Lindsey Stepp

Mike Decelle

John Elias Commissioner Department of Insurance 603-271-2830 john.elias@ins.nh.gov

Katy Easterly Martey Executive Director Community Development Finance Authority 603-717-9118 keasterly@nhcdfa.org

Dr. Ross Gittell Chancellor Community College System of NH 603-230-3501 rgittell@ccsnh.edu

Alex Feldvebel Deputy Commissioner Department of Insurance 603-271-2736 alex.feldvebel@ins.nh.gov

David Mullen Executive Director Pease Development Authority 603-766-9276 d.mullen@peasedev.org

Dr. Todd Leach Chancellor University System of NH 603-862-0963 todd.leach@usnh.edu

Ken Merrifield Commissioner Department of Labor 603-271-3699 kenneth.merrifield@dol.nh.gov

Martin Honigberg Chairman Public Utilities Commission 603-271-2443 martin.honigberg@puc.nh.gov

Dr. Mark Rubinstein President Granite State College 603-513-1307 mark.rubinstein@granite.edu

Rudolph Ogden, III Deputy Commissioner Department of Labor 603-271-3176 rudolph.ogden@dol.nh.gov

Zenagui Brahim President NH Manufacturing Extension Partnership 603-226-3200 zenaguib@nhmep.org

Anne Huot President Keene State College 603-358-2000 president@keene.edu

Lindsey Stepp Commissioner Department of Revenue Administration 603-230-5005 lindsey.stepp@dra.nh.gov

Michael Power Community Outreach Administrator Office of Workforce Opportunity 603-271-7275 michael.power@livefree.nh.gov

Dr. Donald Birx President Plymouth State University 603-535-2210 dlbirx@plymouth.edu

Peter Danles Executive Director Joint Board of Licensure and Certification 603-271-6766 peter.danles@nh.gov

Sarah Colson Director of Workforce Accelerator 2025 Business and Industry Association 603-224-5388 ext. 116 scolson@biaofnh.com

Mark Huddleston President University of New Hampshire 603-862-2450 presidents.office@unh.edu

Beth Edes Executive Director Real Estate Commission 603-271-2701 bedes@nhrec.state.nh.us

Gray Chynoweth Chief Membership Officer and Deputy Chief Operating Officer Advanced Regenerative Manufacturing Institute 603-666-3905 gchynoweth@armiusa.org

Mike Decelle Dean University of New Hampshire-Manchester 603-641-4107 mike.decelle@unh.edu

BUSINESS SERVICES GUIDE 2019 5

businesS ASSOCIATIONS and assistance Automotive Wholesalers Association of New England PO Box 838, 2-4 Main Street Peterborough, NH 03458 603-924-9449/603-924-4490 awane.com Trade association for auto parts stores in the New England area. Provides members with health, life and disability insurance and a bank for financial needs.

American Institute of Architects, New Hampshire Chapter PO Box 398 310 Marlboro Street, 2nd Floor Keene, NH 03431 603-357-2863/603-357-0835 aianh.org/office@aianh.org Has over 300 architect members, associate members and allied building professionals.

Serves as the voice of the architecture profession and as a resource for its members in service to society.

American Society of Home Inspectors, New England Chapter 53 Regional Drive, Suite 1 Concord, NH 03301 603-228-1231 ashinewengland.org info@ashinewengland.org Nonprofit trade organization for home inspectors. Provides newsletters, training, education and legislative information to members.

Associated Builders and Contractors, NH/VT Chapter 58 Chenell Drive, Route 106 Concord, NH 03301 603-226-4789/603-226-4442 abcnhvt.org/info@abcnhvt.org Full-service organization providing information and programs in the areas of human resources, business development and government relations for contractors.

To disseminate and dispense information on companies, including a complaint division, consumer education and binding arbitration.

Business and Industry Association of New Hampshire 122 North Main Street, Suite 2 Concord, NH 03301 603-224-5388/603-224-2872 biaofnh.com/mail@nhbia.org New Hampshire’s statewide chamber of commerce and leading business advocate, representing members in a variety of industries. Through advocacy with state and federal legislators and regulators, the BIA works to promote a healthy business climate and robust economic future for New Hampshire.

Business Committee for the Arts 1 Granite Place Concord, NH 03301 603-224-8300/603-226-2963 nhbca.com/arts@nhbca.com Nonprofit organization that educates, motivates and recognizes business support of and participation in the arts. Administers a variety of programs and services, including Business in the Arts Awards, ArtSavers and Lawyers for the Arts/NH. Business Finance Authority 2 Pillsbury Street, Suite 201 Concord, NH 03301 603-415-0190/603-415-0194 nhbfa.com/brendapenhbfa.com Created in 1992, it offers several loan programs to foster economic development and create employment in NH, with an emphasis on small business assistance. One initiative is the Capital Access Program, which provides incentives to banks to make loans to small businesses considered to have more than conventional risk.

Associated General Contractors of New Hampshire 48 Grandview Road Bow, NH 03304 603-225-2701/603-226-3859 agcnh.org/info@agcnh.org Nonprofit trade organization that supports general contractors, subcontractors, equipment dealers and suppliers, and other industry professions and is dedicated to improving the professional standards of the construction industry.

Community Development Finance Authority 14 Dixon Avenue, Suite 102 Concord, NH 03301 603-226-2170/603-226-2816 nhcdfa.org State authority that was created by legislation to assist communities with economic development and housing programs through association with nonprofit organizations. The CDFA has financed economic development and housing projects statewide through the use of tax credits, direct loans and grants.

Better Business Bureau of New Hampshire Inc. 48 Pleasant Street Concord, NH 03301 603-224-1991/603-228-9035 concord.bbb.org/info@bbbnh.org

Community Loan Fund 7 Wall Street Concord, NH 03301 603-224-6669 communityloanfund.org info@communityloanfund.org

6 BUSINESS SERVICES GUIDE 2019

The Community Loan Fund is a statewide nonprofit charitable organization that turns investments into loans and education to create opportunity and transform lives. Its small business loan products include: • Business Builder loans of $10,000 to $500,000, available to savvy owners with solid business models. Based on a business skills assessment, borrowers receive recommendations for training or technical support. Borrowers must have been in business for a year and must have filed a tax return for the company for which the loan is requested.

• Microloans of $1,000 to $10,000, available to self-employed persons and the smallest companies, including those that are too small or involve too much risk for other lenders. Based on a business skills assessment, borrowers receive recommendations for training or technical support. Borrowers must have been in business for a year and must have filed a tax return for the company for which the loan is requested.

• Vested for Growth provides mezzanine, or royalty, financing up to $500,000 (or $2 million with co-investors) to fuel the expansion of high-growth, high-margin NH companies. VFG’s innovative and flexible investment style gives businesses access to expansion capital without the collateral requirements of bank debt, while also avoiding the need to sell the business to pay equity investors. Target companies are those with solid growth plans, strong management teams and superior products and markets. Deal structures are customized to need.

Division of Economic Development 172 Pembroke Road, PO Box 1856 Concord, NH 03302 603-271-2591 nheconomy.com/info@nheconomy.com New Hampshire’s center for business retention and expansion. Its goal is to stimulate local economic growth by assisting businesses that are already in operation and by helping out-of-state businesses expand or relocate here. Staff members can link businesses with a variety of financial, technological, business planning, marketing and job training resources. Best of all, this assistance is free and strict confidentiality is assured.

Good Roads Association 261 Sheep Davis Road, Suite 5 Concord, NH 03301 603-224-1823/603-224-9399 nhgoodroads.org/nhroads@aol.com Statewide nonprofit association of people involved in the road and bridge building and maintenance industry.

Health Care Association 5 Sheep Davis Road, Suite E Pembroke, NH 03275 603-226-4900 nhhca.org Nonprofit trade organization representing nursing homes, retirement centers and retirement communities. Provides trade advocacy and public information.

Home Builders and Remodelers Association 119 Airport Road Concord, NH 03301 603-228-0351/603-228-1877 hbranh.com/info@hbranh.com Comprised of nine “local” associations located throughout NH. Association of industry professionals dedicated to providing quality housing opportunities through education, vision and advocacy for the betterment of our communities.

HR State Council of New Hampshire PO Box 3941 Manchester, NH 03105 nhstatecouncil.shrm.org info@nhstatecouncil.org An affiliate of the Society for Human Resource Management, the council’s mission is to aid in the advancement of the Human Resources profession within New Hampshire by providing leadership and structure as well as partnering with the Legislature to obtain a voice in the state government.

Innovation Research Center University of New Hampshire Gregg Hall, Room 136, 35 Colovos Road Durham, NH 03824 603-862-4125 nhirc.unh.edu Created in 1991 by the Legislature to increase collaboration, technology development and innovation between NH businesses and universities. Businesses match their project awards to fund research, which often leads to new products and processes. Program goals include increased competitiveness and profitability for businesses, an increase in the tax base and in local jobs, federal funding of Small Business Innovation Research (SBIR) awards and additional funding from venture capitalists.

International Trade Resource Center NH Division of Economic Development 172 Pembroke Road, PO Box 1856 Concord, NH 03302 603-271-8444 nheconomy.com/info@nheconomy.com A one-stop location where NH businesses that export or are considering exporting

can access the information necessary to effectively explore, develop and penetrate the foreign marketplace. Offers the business community several programs and services including one-on-one counseling, automated trade leads, worldwide marketing promotion, international trade resource library, export finance assistance, market research and education and training seminars.

Knowledge Institute 11 Court Street, Suite 230 Exeter, NH 03833 603-658-0340/603-658-0343 buzgate.org BUZGate.org – short for Business Utility Zone Gateway – is a free, web-based directory from the Knowledge Institute that offers a wealth of help in starting and growing a business, including business planning, counseling, marketing, workforce development and several other targeted entrepreneurial assistance resources.

Lakes Region Tourism Association PO Box 737, 61 Laconia Road Tilton, NH 03276 603-286-8008/603-286-7007 lakesregion.org/lra@lakesregion.org Nonprofit organization providing information guides, maps and brochures for area attractions, accommodations, restaurants and shops.

Lodging and Restaurant Association 341 Loudon Road, Unit 3, PO Box 1175 Concord, NH 03302 603-228-9585 nhlra.com Statewide non-partisan trade organization.

Promotes, protects and educates the food service and lodging industries of the state.

League of New Hampshire Craftsmen 49 South Main Street, Suite 100 Concord, NH 03301 603-224-3375/603-225-8452 nhcrafts.org/nhleague@nhcrafts.org With more than 750 juried craftspeople in its membership, the League of New Hampshire Craftsmen is a nonprofit crafts education organization dedicated to preserving and inspiring New England’s craft traditions.

MerchantBanc 66 Hanover Street, Suite 303 Manchester, NH 03101 603-623-5500 merchantbanc.com Provides customized financial services to private equity investors and promising entrepreneurs.

Manufacturing Extension Partnership 172 Pembroke Road Concord, NH 03301 603-226-3200 nhmep.org/info@nhmep.org An affiliate of the U.S. Department of Commerce, the NHMEP is a nonprofit manufacturing extension center that provides business and technical assistance to manufacturing companies to help them boost sales and retain or add jobs.

Monadnock Travel Council of Southwest New Hampshire PO Box 358 Keene, NH 03431 monadnocktravel.com info@monadnocktravel.com Provides a comprehensive travel promotion program and a forum for communication among travel-related businesses for the Monadnock Region.

The National Safety Council of Northern New England 57 Regional Drive, Unit 6 Concord, NH 03301 800-834-6472 nscnne.org Mission is to proactively promote for its members and the general public the prevention of injuries, illnesses and economic losses through communication, education and training.

New England Inns & Resorts Association PO Box 1089 44 Lafayette Road North Hampton, NH 03862 603-964-6689/603-964-6792 newenglandinnsandresorts.com Six-state trade organization focusing on marketing and education. Promoting New England as a destination point and educating innkeepers.

New Hampshire Association of Broadcasters 707 Chestnut Street Manchester, NH 03104 603-627-9600/603-627-9603 nhab.org/information@nhab.org This broadcast trade association boasts more than 98 percent membership of the Granite State’s over-the-air radio and television stations. The association has lists available of all stations and talk shows.

New Hampshire Association of Insurance Agents 125 Airport Road Concord, NH 03301 603-224-3965/603-224-0550 nhaia.com/info@nhaia.com

Trade association for independent insurance agents that promotes educational programs, sells products and lobbies for the insurance industry.

New Hampshire Association of Realtors PO Box 550, 115A Airport Road Concord, NH 03301 603-225-5549/603-228-0385 nhar.org Nonprofit organization dedicated to the advocacy of real estate issues. Provides legal information and services, education, communication and technology for members.

New Hampshire Association of Residential Care Homes 53 Regional Drive, Suite 1 Concord, NH 03301 603-228-1231/603-228-2118 nharch.org/info@nharch.org Nonprofit association dedicated to promoting health, safety, ethical standards and practical efficiency in licensed assistedliving facilities throughout New Hampshire.

Works closely with regulators and facility owners/administrators to assure quality of living and care for residents in member homes.

New Hampshire Auto Dealers Association PO Box 2337, 507 South Street Concord, NH 03302 800-852-3372/603-225-4895 nhada.com Provides information to members and representation before the Legislature. Also provides self-funded workers’ compensation and health insurance, dental insurance, wellness programs, education foundation and charitable foundation for children.

New Hampshire Bankers Association PO Box 2586, 1 Eagle Square, Suite 505A Concord, NH 03302 603-224-5373/603-224-3381 nhbankers.com Statewide not-for-profit trade association whose purpose is to promote the general welfare, usefulness and public perception of banks and banking institutions to the betterment of the state’s economy.

New Hampshire Bar Association 2 Pillsbury Street, Suite 300 Concord, NH 03301 603-224-6942/603-224-2910 nhbar.org/nhbainfo@nhbar.org The New Hampshire Bar Association (the oldest statewide bar organization in the U.S.) strives to improve the administration of justice; foster and maintain high standards of conduct, integrity, competence and

public service on the part of those engaged in the practice of law; safeguard the proper professional interests of the members of the bar; and provide a forum for the discussion of subjects pertaining to the practice of law, the science of jurisprudence and law reform and relations of the bar to the public.

New Hampshire Businesses for Social Responsibility PO Box 3562 Concord, NH 03302 603-391-7437 nhbsr.org/info@nhbsr.org Mission is to build and support a network of businesses committed to adopting socially responsible business practices and recognizing that people, principles and profits are inseparably linked.

New Hampshire Center for Nonprofits 84 Silk Farm Road, Suite 1 Concord, NH 03301 603-225-1947/603-228-5574 nhnonprofits.org/info@nhnonprofits.org Member service organization for nonprofits providing group purchasing, management training, State House advocacy, information network and employee benefits.

NH Clean Tech Council 603-777-7700 nhcleantechcouncil.org /kate@nhsea.org The advocacy arm of the NH Sustainable Energy Association, the NH Clean Tech Council advocates for and represents New Hampshire’s clean tech and energy business sector, focusing on the economic benefits from a vibrant clean technology industry. Its purpose is to promote a more innovative and clean energy policy, attract new investment and provide opportunity for growth.

New Hampshire College and University Council 3 Barrell Court, Suite 100 Concord, NH 03301 603-225-4199/603-225-8108 nhcuc.org Nonprofit consortium of 22 public and private institutions of higher education in New Hampshire, providing joint programs for member institutions, sponsoring professional development conferences for faculty and administrators, and a forum for discussion of vital issues in higher education.

New Hampshire Farms Network 603-252-5299 newhampshirefarms.net A nonprofit aimed at strengthening the connection between New Hampshire farmers, businesses and consumers by developing a greater public understanding of BUSINESS SERVICES GUIDE 2019 7

businesS ASSOCIATIONS and assistance the importance of farming for food security, community health, economic development and land conservation.

New Hampshire Grocers Association Inc. 110 Stark Street Manchester, NH 03101 603-669-9333 grocers.org Trade association consisting of over 1,000 independent grocers and chain stores who operate convenience stores, markets and supermarkets, as well as the suppliers. Provides communication, education, legislative programs and functions as the official clearinghouse on all retail food-related information.

New Hampshire High Technology Council 36 Lowell Steet Manchester, NH 03101 603-935-8951 nhhtc.org/info@nhhtc.org Purpose is to bring together representatives from the private and public sectors to establish and maintain financial, technical, management, legislative and educational support programs that encourage research and development in New Hampshire.

New Hampshire Hospital Association 125 Airport Road Concord, NH 03301 603-225-0900 nhha.org/info@nhha.org Provides advocacy, information and research for the New Hampshire healthcare community.

New Hampshire Housing Finance Authority 32 Constitution Drive Bedford, NH 03110 603-472-8623 nhhfa.org The NHHFA is not a state agency, but promotes, finances and supports affordable housing opportunities and related services for New Hampshire individuals and families through the use of resources and the building of partnerships.

New Hampshire Made 539 Calef Hwy., Rte. 125, #104 Epping, NH 03042 603-679-9800 nhmade.com Statewide nonprofit marketing association that increases the awareness of and demand for local products and services by utilizing the power of “New Hampshire’s Own” state brand identity program.

8 BUSINESS SERVICES GUIDE 2019

New Hampshire Medical Society 7 North State Street Concord, NH 03301 603-224-1909/800-564-1909 nhms.org/nhmedicalsociety@nhms.org Largest physician membership organization in the state whose mission is to improve the quality and availability of healthcare in New Hampshire by keeping the public well informed on health matters by means of mailings, news media and a physicians speakers bureau.

New Hampshire Motor Transport Association 13 West Street Concord, NH 03301 603-224-7337 nhmta.org/vera@nhmta.org NHMTA represents over 400 New Hampshire-based transportation companies located throughout the state. It provides services and programs that maximize its members’ purchasing power. It is a strong voice for all trucking-related issues within the state.

New Hampshire Municipal Association c/o NH Local Government Center 25 Triangle Park Dr., PO Box 617 Concord, NH 03302 603-224-7447 nhmunicipal.org nhmainfo@nhmunicipal.org Non-partisan, nonprofit organization dedicated to the goal of strengthening the quality of local government by helping officials better serve their municipality, improving the education and training of local officials, contributing to the understanding of municipal issues and promoting more effective local government.

New Hampshire Retail Association 48 Grandview Road, Suite 2 Bow, NH 03304 603-225-9748 retailnh.com/shop@retailnh.com Statewide organization of businesspeople promoting the success of the New Hampshire retail community, representing over 800 businesses, large and small, in legislative activities and provides specialized, cost-saving programs to its members.

New Hampshire Society of Certified Public Accountants 1750 Elm Street, Suite 403 Manchester, NH 03104 603-622-1999 nhscpa.org/info@nhscpa.org Mission statement is to anticipate and respond to member needs and advocate policies which serve NHSCPA members and enhances the professional environment;

promote a better understanding and recognition of the profession; and provide products and services that assist CPAs in providing quality professional services.

New Hampshire Society of Professional Engineers PO Box 1343 Concord, NH 03302 nhspe.org/info@nhspe.org The society of engineering professionals in New Hampshire promotes the ethical and competent practice of engineering, advocates licensure and enhances the image and well being of its members while implementing the program of the National Society of Professional Engineers (NSPE) at the state level.

New Hampshire Sustainable Energy Association 54 Portsmouth Street Concord, NH 03301 603-226-4732 nhsea.org/kate@nhsea.org NHSEA’s mission is to strengthen New Hampshire’s economy and conserve natural resources by promoting a transition to clean, efficient and renewable energy. Its advocacy arm, the NH Clean Tech Council, promotes these efforts.

New Hampshire Timberland Owners Association 54 Portsmouth St. Concord, NH 03301 603-224-9699 nhtoa.org Nonprofit organization of forest owners and users working together to promote better forest management and a healthy wood product industry.

New Hampshire Travel Council PO Box 3935 Concord, NH 03302 603-290-0839 nhtravelcouncil.com info@nhtravelcouncil.com Strives to constantly understand, interpret and promote the New Hampshire lifestyle so that guests will better value the uniqueness of the New Hampshire experience.

NH Works 172 Pembroke Road, PO Box 1856 Concord, NH 03302 603-271-7275 nhworks.org Information center for job seekers and employers, listing current job openings, New Hampshire economic and labor market information and education and training programs. Career centers around the state offer workshops for technical assistance on preparing résumés and cover letters, job

search workshops, employment counseling, aptitude and skills testing, and career exploration tools.

Oil Heat Council of New Hampshire PO Box 3898 Concord, NH 03302 603-415-8330 nhoilheat.com/info@nhoilheat.com Mission is to represent and be a resource to its members by monitoring and communicating pertinent information, regulatory actions and legislation at federal and municipal levels.

Procurement Technical Assistance Program NH Division of Economic Development 172 Pembroke Road, PO Box 1856 Concord, NH 03302 603-271-7581 nheconomy.com/sell-to-the-government Many companies find the concept of selling to the government too daunting to ever get involved. Or, if they have tried it, the red tape factor quickly squelched the interest.

The NH-PTAP provides the necessary tools to be competitive in the federal marketplace through one-on-one procurement counseling and technical assistance and electronic scanning of the Commerce Business Daily, federal contract awards, Defense Logistics Agency under $25,000 procurements and foreign trade opportunities. The program’s databases allow clients to access past procurement histories, target appropriate buying agencies and find prime contractor/sub-contractor opportunities.

SCORE (Six N.H. Chapters) Previously known as “Service Corps of Retired Executives,” SCORE assists small businesses with free, confidential business counseling, small business training and workshops, and an online resource library.

Volunteer mentors, who have broad business experience in a vast range of industries, use their individual skills to help clients develop plans for new businesses, solve business problems and direct them to additional resources including financing.

• Merrimack Valley SCORE 275 Chestnut Street, Suite 133 Manchester, NH 03101 603-666-7561 merrimackvalley.score.org • Mt. Washington Valley SCORE 53 Technology Lane, Suite 101 Conway, NH 03818 603-447-4388 mtwashington.score.org • Seacoast New Hampshire SCORE 215 Commerce Way, Suite 420 Portsmouth, NH 03801 603-433-0575

seacoast.score.org • Upper Valley SCORE 20 West Park Street Lebanon, NH 03766 603-448-3491 uppervalley.score.org • Monadnock SCORE 34 Mechanic Street Keene, NH 03431 603-352-0320 monadnock.score.org • SCORE Lakes Region 383 South Main Street Laconia, NH 03246 603-524-0137 lakesregion.score.org

10 Garrison Ave., #201 Durham, NH 03824 603-862-2200 nhsbdc.org Provides professional, one-on-one business management advice and educational programs, at no cost, to new and existing businesses. Although the SBDC is not a lending agency, its counselors and staff can provide information on financial resources available in New Hampshire. It has several local business advising centers in convenient locations throughout the state.

Ski New Hampshire PO Box 528 North Woodstock, NH 03262 603-745-9396/800-88-SKINH skinh.com/info@skinh.com Represents alpine and Nordic ski areas throughout New Hampshire. Activities include marketing, government relations, education and data collection.

Small Business Development Center University of New Hampshire Peter T. Paul College of Business and Economics

Society of Women Engineers Southern New Hampshire PO Box 1514 Nashua, NH 03061 swesnh.org/president@swesnh.org A new chapter representing professional women seeking networking and community outreach opportunities.

Structural Engineers of New Hampshire PO Box 226 Manchester, NH 03105 senh.org A professional association of structural engineers practicing in New Hampshire that is founded on the premise that those in the structural engineering community

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can improve and advance the practice of structural engineering for both the individual and the profession.

U.S. Small Business Administration 55 Pleasant Street, Suite 3101 Concord, NH 03301 603-225-1400 sba.gov/nh SBA Guaranty Loans are made by private lenders, usually banks, and are guaranteed up to a specified percentage by the SBA. The 7(a) Guaranty Program, its most common loan program, helps lenders provide longer term financing for small business customers. The program limits the bank’s exposure and allows lenders to consider larger loan requests.

USDA Rural Development Concord Center, Suite 218 10 Ferry Street Concord, NH 03301 603-223-6045 rurdev.usda.gov/vt USDA Rural Development Business Services works in partnership with the private sector and community-based organizations to provide financial assistance and business planning and helps fund projects that create or preserve quality jobs, either

through guaranteed or direct loans. The financial resources are often leveraged with those of other public and private credit source lenders to meet business and credit needs in under-served areas.

Recipients of these programs may include individuals, corporations, partnerships, cooperatives, public bodies, nonprofit corporations, Indian tribes and private companies.

White Mountains Attractions Association PO Box 10 North Woodstock, NH 03262-0010 603-745-8720 visitwhitemountains.com Promotes and publicizes recreation and recreational facilities in the White Mountains area.

Yankee Chapter, Public Relations Society of America 53 Regional Drive, Suite 1 Concord, NH 03301 603-228-1231 yankeeprsa.org/info@yankeeprsa.org Organization of public relations professionals who work in Maine, New Hampshire and Vermont.

Source: NHBR Research

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BUSINESS SERVICES GUIDE 2019 9 17_syse_4578_print_ad_3_375x4_875_4c_NHBR_Annual_Pub_0510_OUT.indd 2

5/10/17 3:29 PM

2018 legislative roundup: a quiet year for business Most of the session was spent fighting bad legislation, but industry got some wins

By Bob Sanders

Businesses won some victories in the latest legislative session, including a bill that allows teens to work longer hours during shortened school weeks and a bill that speeds up the wetlands permitting process.

Bob Sanders is a staff writer for New Hampshire Business Review. He can be reached at bsanders@nhbr.com.

10 BUSINESS SERVICES GUIDE 2019

This past session, New Hampshire lawmakers voted to extend Medicaid expansion for at least 2 1/2 years; prohibit discrimination against transgender individuals; mandate universal testing of all children for lead poisoning; and set up tax and student loan incentives to help jumpstart a new regenerative medicine industry.

They also passed 165 bills affecting New Hampshire business.

Yet, “in many ways it was a quiet session,” said David Juvet, senior vice president of public policy for the Business and Industry Association of New Hampshire, with no sense of irony. “We spent more time trying to kill bad legislation rather than work on good legislation.”

Cathy Corkery, director of the state chapter of the Sierra Club, will give you the same perspective. “It was a tough year for the environment, but it wasn’t all bad.

What was really remarkable is what didn’t pass.”

Similarly, Judy Steadman, state policy director of the AFL-CIO, said, “We were able to hold a ground but we didn’t make anything in the way of progress.”

Lawmakers did pass a lot of little things, and a few big things. Here are the highlights: Taxes Nearly all bills that would have cut taxes or given tax breaks failed, including one that would have increased interest and dividends tax exemptions by rolling back the research and development tax credit.

The state chapter of the National Federation of Independent Business supported the former, and the BIA opposed the latter.

Targeted tax credits for job training to alleviate the labor shortage didn’t make it either, but lawmakers did pass a bill with

the same goal in mind.

House Bill 590 would have added to a fund to pay off healthcare providers’ student loans if they committed to practice in the state and another that would prevent non-compete contracts, allowing nurses that leave one agency or institution to work for another in the same area. (The NH Hospital Association opposed this, arguing that it interfered with contracts negotiated in the free market.)

Senate Bill 564 set up another loan fund for people working in the new regenerative medicine industry beginning to spring up in the Manchester Millyard through the Advanced Regenerative Manufacturing Institute. The bill also would give a 10-year break to businesses that put three-quarters of their resources into a regenerative medicine-related business. It was the only tax break to pass.

Another tax measure accelerated reductions, by half a year, in the business profits and business enterprise taxes that were already put in place by previous legislation.

Energy Attempts to pull out of the Regional Greenhouse Gas Initiative failed, as did an attempt to freeze the renewable energy portfolio standard. Lawmakers did pass SB 454, an attempt to increase fivefold projects that could use net metering, but that was vetoed by the governor who labeled it a subsidy. That put a hold on larger solar energy projects planned by municipalities and businesses.

“It is not a subsidy. We are properly compensating for the energy they are producing,” said Brianna Brand, senior program director of the NH Sustainable Energy Association. Brand said the Public Utilities Commission approved the net metering

Important bills ADDRESSED during the 2018 legislative session This is a list of substantive business-related bills that were passed by the Legislature.

(V) = Governor intends to veto the bill (P) = Bill passed legislature, but has not yet been signed by the governor at deadline Bill Number

Description

AGRICULTURE & FORESTRY SB 365 (V) SB 577

Continues the current subsidized rate for the Burgess BioPower plant in Berlin for three years

HB 1402

Requires municipalities to minimize any adverse effects to forestry activities when adopting ordinances

SB 412

Prohibits municipalities from adopting an agritourism ordinance that conflicts with state statute

HB 1233

rates with the intention of avoiding a subsidy, “which debunked the subsidy argument.”

The BIA, which had expressed concerns about those net metering rates, is now reconsidering its position and therefore did not press for a veto of the bill. But it did oppose SB 365, which was vetoed by the governor. That measure would have guaranteed above-market rates for the state’s bioenergy plants.

Those rates were “a subsidy for the North Country at the cost of everyone else,“ said Stefanie Lamb, the BIA’s vice president of public policy.

After the veto, three biomass plants shut down, and that caused the state’s forestry industry to put pressure on lawmakers to overturn the veto, arguing that it could cost the forest industry nearly a thousand jobs. That’s a more concrete loss than the net metering bill’s tentative gain.

Sununu did sign SB 577, which continues subsidizing the Burgess BioPower plant in Berlin for three years. The bill also includes provisions that would help oil importers like Sprague Resources and landfill owners that produce energy with methane gas.

Other energy bills also became law.

Several would remove technical obstacles for group net metering. Others aimed at more public oversight of energy policies that have been purview of the PUC. Finally two — among many — bills involving perfluorochemical groundwater contamination passed, though both were “watered down,” said the Sierra Club’s Corkery. One would have the state Department of Environmental Services set contaminant limits, but not legislate what those limits are. That was a relief to

Requires default providers buy power at above-market prices from older, smaller biomass, hydro and waste to energy plants

Preempts local regulation of seeds and fertilizer

ENERGY & ENVIRONMENT SB 446 (V) HB 1202 HB 317 (P)

Raises net meeting cap from 1 MW to 5 MW, allowing larger businesses, municipalities to sell excess power to the grid Allows municipalities to set up revolving funds for group net metering Prohibits the PUC from increasing the system benefits charge in the future without legislative approval

SB 321

Allows rate payers using competitive suppliers to join group net metering with customers using the default supplier

HB 1555

Requires PUC to advocate against regional policies which are inconsistent with state policy or which would unjustify rate impacts

SB 367

PUC no longer has to sign off on group net metering host agreements

HB 1689

Repeals the sunset provision of the pollution prevention program for businesses, making it permanent

SB 309/ HB 1101

Allows state to take into account groundwater pollution when dealing with air emissions and directs it to set standards for perfluorochemicals in water

SB 303

Allows consumers to put security freeze on a consumer’s credit report if there is a security breach

SB 537

Conferring extraterritorial financing powers on the New Hampshire Business Finance Authority

SB 314

Allows three loans to be written in 12 months without being regulated

FINANCE & NON-HEALTH INSURANCE

HB 1308

Requires insurers to give 120 days notice before a non-renewal of lines of business

HB 1817

Appropriates $30 million for state and municipal red-listed bridges, while also making an appropriation for recovery-friendly workplaces and providing enough money for hospitals for uncompensated care, to prevent a legal battle

TRANSPORTATION

SB 517

Sets up a commission to look at ways to encourage the establishment of electric vehicle charging station infrastructure, including possible tax credits

SB 575

Gives PUC power to set electrical vehicle charging rates, requires EV stations accept all car makes and requires highway signage

HB 124/ SB 565

Cuts the fees of new private jets substantially but slightly increases the fees of older smaller planes

HB 314 (V) SB 416 HB 2018

Establishes licensing requirements for autonomous vehicle operation and testing Assumes drivers for companies like Uber are independent contractors, unless the company imposes certain working conditions Relative to the state 10-year transportation improvement program

LABOR SB 318

Allows 16- and 17-year-olds to work longer hours, and shields employers from surprise inspections involving child labor laws

HB 1319

Prohibits discrimination based on gender identity

HB 1327

Increases the number of electricians that can work under a supervisor

HB 1623

Adds wage theft, violations of worker safety practices and misclassification of employees as grounds for debarment of a vendor on a state contract

HB 1450

Companies must retain job applications and personnel files for 20, not 50 years

SB 334

Allows for reciprocal, temporary licenses for health professionals from nearby states BUSINESS SERVICES GUIDE 2019 11

Bill Number

Description

HEALTHCARE SB 313

Continues Medicaid expansion by moving participants off the exchange onto Medicaid; adds work requirements and managed care

HB 1791

Allows pharmacists to disclose information relative to lower-cost drugs

HB 1809

Prohibits balance billing

HB 1816

Holds off putting the severely disabled in Medicaid managed care, but adds enhanced screening for others

HB 1822

Makes birth control pills available directly from pharmacists by means of a standing order

HB 590

Among other things, would add $400,000 to the medical student loan fund for those agreeing to work in the state for three years

SB 189

Requires insurance policies to cover 3-D mammography

SB 421

Allows providers to prescribe and pharmacists to fill 12-month prescriptions for contraceptives

SB 212

Establishes the physical therapy licensure compact

SB 379

Insurers can’t retroactively deny claims older than 12 months (as opposed to 18 months)

SB 473

Prohibits contracts clauses that prevent nurses from working for competitive companies after leaving employment

SB 591/ HB 1746 SB 388

Prohibits pharmacy benefit managers from requiring pharmacists pay for a third-party accreditation to participate in a managed care network Allows for two more dispensary locations for medical marijuana, bringing the total to six

LIQUOR & GAMBLING SB 418

Allows for larger wine samples and samples for consumption on the premises of a beverage manufacturer

HB 169

Increases the maximum bet on charitable games of chance from $4 to $10

HB 1260

Extends hours of operation of Keno and Lucky 7 from to 1 a.m., when the bars and casinos close

HB 1501

Regulates consultants for games of bingo and Lucky 7

REAL ESTATE & CONSTRUCTION SB 247

Mandates universal childhood lead testing, lowers blood lead thresholds that would trigger investigation and landlord remediation, but limits the requirement to remediate to only those units occupied by children and pregnant mothers. Sets up remediation loan fund

HB 1254

Establishes a moratorium on the adoption of changes to the state building code

HB 1472

Clarifies that certain renovations do not require bringing the whole building up to code

HB 1515

Allows using gasification process to “burn” combustion construction and demolition debris

HB 1592

Requires commissioner of the Department of Environmental Services to review ambient groundwater standards for arsenic, but gives legislators final word

SB 339

Requires three votes of the five-member zoning boards of adjustment to take action

SB 368

Exempts some small road projects from shoreland protection permitting requirements

SB 461

Requires rookie real estate agents to take 12 hours of prescribed continuing education courses rather than electives

SB 588

Alleviates banks of liability when making lead mitigation loans to landlords

HB 1615

Allows motorist to go 10 below the speed limit (rather than a maximum of 45 mph) in a construction zone

REGULATIONS & TAXES HB 1104

The governor’s initiative to streamline permitting, administrative procedure and business filings

SB 316

Exempts online auctions from state auction regulation

SB 413

Establishes criteria for determining whether a proposed business name is distinguishable from an existing business name

HB 1292

Moves up some business tax reductions by six months

HB 1686

Extends the education tax credit — which is now just against business taxes — so that it can be taken against the interest and dividend taxes

SB 564-A

Exempts regenerative manufacturing firms from business taxes for a decade and forgives the student loans of those working in that industry

HB 1674

Adds computer science and digital skills as a requirement for adequate education

TECHNOLOGY & EDUCATION

SB 437

Sets up a robotics education fund

12 BUSINESS SERVICES GUIDE 2019

the BIA, concerned “about the cost associated with businesses using or discharging these chemicals, when the science is still emerging,” said Lamb.

Health An attempt to make it easier to form health insurance purchasing alliances failed, as did an attempt to allow foreign graduate medical students to practice in New Hampshire, but those are relatively minor compared to what passed.

Medicaid expansion, last session’s most explosive issue, passed overwhelmingly with little debate, and not coincidentally with the full support of much of the business community. New Hampshire paid for its share by raiding the state’s Alcohol and Drug Abuse Prevention and Treatment Fund, but the legislation also counts on savings expected by moving recipients from the private individual insurance market to Medicaid managed care.

Few objected to work requirements tied to the Granite Workforce pilot program, with exemptions for the disabled, parents of young children, volunteers and those in training programs.

Such requirements “would not seem to be a barrier to care,” said Steve Ahnen, president of the NH Hospital Association.

“The bill is incredibly important. We can make sure that people can assess the right care at the right place at the right time.”

“The bigger picture is that thousands of people remained insured,” said Peter Bragdon, a former Senate president and now lobbyist with the NH Medical Society.

Another major bill, HB 1817, funds hospitals’ uncompensated care — at least enough of that uncompensated care to fend off another legal battle with the state over the issue.

Then there was a bill that prohibited the practice of balance billing, whereby a hospital patient receives an unexpected invoice from an out-of-network specialist, like a radiologist or an anesthesiologist.

Lawmakers also passed a number of bills that helped local pharmacies. Two made it easier to dispense birth control and there were several bills relating to

pharmacy benefit managers. One prevents them from requiring pharmacist accreditation and the other outlaws contracts preventing a pharmacist from telling customers that they can save money without going through the PBM. Labor A Family and Medical Leave program, paid for through a payroll deduction, did not make it to the governor’s desk despite being passed by the House three separate times during the session. A bill that would have required employers to give workers advanced notice of their hourly schedules also failed, but a measure adding sexual identity to anti-discrimination laws was enacted.

Also passed was HB 318, allowing teens to work longer hours during shortened school weeks. “That was a big victory,” said Henry Veilleux, a lobbyist with the NH Lodging and Restaurant Association.

Also, contractors who break labor laws may no longer be able to get a state contract thanks to the passage of HB 1623.

Real estate/construction One of the biggest disappointments for business groups was the defeat of a bill that would have set up a state housing appeals board. Another bill that didn’t make it despite support would have given a real estate transfer tax break to first-time homebuyers.

SB 247 did pass and now there will be mandatory lead testing of all children under six, and action levels have been lowered.

For the construction industry, perhaps the biggest win was the regulatory reform bill — HB 1104 — which speeds up wetlands permitting, essentially allowing contractors to hire an expert to certify the process for smaller projects, freeing up staff to speed up permitting of larger projects, explained Gary Abbott, executive vice president of Associated General Contractors of New Hampshire.

Transportation Lawmakers again rejected increasing registration fees for low-mileage vehicles but they did pass two electric vehicle bills — providing signage, ensuring brand neutral-

ity and setting up a funding mechanism for EV stations. They also passed a bill that set up regulations for testing of driverless cars, though it was vetoed by the governor at the beginning of July.

A priority of AGC-NH — an additional $30 million to repair red list bridges, both local and state — was passed. And for those who own a plane, the state slashed high registration fees that opponents said were causing owners of new aircraft to base their corporate jets in Massachusetts. But the bill did increase fees for smaller, older aircraft.

Pot and gaming Lawmakers held off legalizing marijuana, but they did increase the number of medical cannabis dispensaries in the state from four to six. And while large casinos got nowhere, lawmakers increased the maximum bet allowed at charitable casinos from $4 to $10.

“It’s huge,” said Rick Newman, a lobbyist for the charitable gaming industry. “It’s put us head-to-head with Foxwoods for that middle-reach customer.”

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BUSINESS SERVICES GUIDE 2019 13

NH SBDC provides invaluable assistance to small businesses

By Liisa Rajala

Each year, approximately 200 New Hampshire businesses benefit from the advising and educational programs offered by the New Hampshire Small Business Development Center. Startup and existing business owners can receive confidential, no cost advising services from the SBDC’s network of eight business advising centers across the state as well as nhsbdc.org.

Liisa Rajala is the associate editor at New Hampshire Business Review. She covers a variety of topics including manufacturing, startups and technological innovations.

14 BUSINESS SERVICES GUIDE 2019

Advisors provide advice on financing, introducing new products and more

Photo by Karen Bachelder

SBDC Nashua Regional Manager Hollis McGuire (left) and now former SBDC State Director Rich Grogan (center) with Joyce Dales of Buzzagogo. The SBDC helped Dales and her husband launch their product, Cold Bee Gone.

When Joyce Dales began experimenting with manuka honey to develop Cold Bee Gone — a homeopathic nasal swab remedy — she was following the procedures one would take to sell salsa, not a pharmaceutical.

“There’s no ‘here’s how you become a pharmaceutical guide’ on the [U.S. Food and Drug Administration]’s website,” said Dales, who embarked on the venture with her husband Jeff.

“You have to cross all the same hurdles that Merck has to; I almost gave up for three years in a row.”

Fortunately, there was the assistance of Hollis McGuire, regional manager of the NH Small Business Development Center’s Nashua office and certified business advisor.

For no charge, McGuire helped the couple determine what tasks to contract out and those they could handle themselves to keep costs down.

The Daleses hired an FDA compliance attorney who connected them to a homeopathic expert

who they also hired as a consultant to help in the registration process. When they were ready for large-scale production, the Daleses signed a contract with an FDA-regulated factory in Connecticut and purchased a $5,000 nozzle required to handle the product’s thick consistency.

Then it came time to sell the product in stores.

“That’s where the SBDC and Hollis saved us in a major way,” said Dales. “We acquired a broker, and they were a wonderful broker, but Hollis had warned me, ‘You don’t need a broker, you’re good at selling it yourself.’”

Sure enough, Dales ended up cutting ties with the broker and walked into natural food stores herself with samples.

“If someone is satisfied with the services we provided, they’ll recommend us to their peers, and that’s a successful pipeline for us because it’s validation that what we’re doing is helpful,” says Rich Grogan, SBDC state director in 2017.

“It was easy to convert stores into customers because it’s a unique product and it’s a simple product. I think people now are looking for simplicity,” said Dales, who made the decision to avoid using preservatives in order to appeal to the all-natural consumer.

Three years after registering with the FDA, Cold Bee Gone is sold in over 80 stores across the country, and Dales plans to scale up her distribution and production.

She recently attended a pitch clinic, or mini-“Shark Tank,” hosted by the SBDC — a partner program of the U.S. Small Business Administration — where she received constructive criticism on her pitch to investors.

“I cannot be more sincere in my feelings of what that organization has provided for us,” said Dales. “Hollis has given me spot-on advice from day one. And every time I thought I was right and she was wrong, she was right.

If it was not for Hollis, we would have made some fatal mistakes that would have stopped our progress.”

Making connections “We continue to pick [Hollis’] wealth of knowledge and networking to reach other business folks or government entities, and to seek out potential funding to support the growth of the business,” says Tom Gannon, vice president of commercial operations at average Intrinsyk Medical SBDC Devices client in Salem. annual McGuire helped the startup obtain a loan job growth from the Regional Economic Development Corporation of Southern New national Hampshire to average Source: begin operations in early 2015, after taking SBDC a year and half to register with the FDA and obtain ISO certification and the CE Marking required to sell in Europe.

In the meantime, the company received

15.5%

average SBDC client annual job growth

13.6%

Job growth

average SBDC client annual sales growth

1.9%

national average

Source: SBDC

1.9%

Federal ROI

For every dollar invested in the SBDC nationally,

Source: SBDC

$2.33 return to taxpayers

greater than the national average

Federal

80%

Federal ROI

growth

4x

VS.

44

$2.33

Federal ROI

80%

VS.

there is a

4x

and Warren worked on how to present our information best to them and how to work through the financials, so it was realistic.”

“Finance is probably 90 percent of what brings clients to us,” said Grogan. “And that can be anything from they need money to they’re out of money to financial literacy in terms of learning to read financial statements.”

Through working with SBDC advisor Julie of SBDC-ad Glosner, Mike Appolo, founder of Appolo Vineyards in Derry, hired a CPA to get his businesses books in order and valuated the business to still in busi prepare for attracting investors. Glosner has advised Appolo on business loans and grants and pointed to legal resources.

“She’s more than an advisor — she’s a coach,” said Appolo. “It’s a wide spectrum of things that I would have to hunt and peck of bu around the internet to find. She was able to that d bring them to me or point me to connections utiliz I can make.” servi Seeking financial assistance through the SBDC can also be invaluable, since the SBA partner program is unbiased.

“We’re able to landscape for our client and understand the whole range of financial Financial assistance possibilities,” said Grogan. “And we have a When David Boynton and Josh Henry were lot of relationships with a lot of lenders and seeking capital to open 7th Settlement Brewfinancial organizations so we’re able to make ery in downtown Dover, SBDC advisor Warren Fo that connection for the client.”

Daniel helped organize “a mosaic of funding” in In some cases, lenders will refer businessfor the effort, as Boynton described it.of SBDC-advised businesses are es to the SBDC for assistance in completing The brewery and restaurant sought comstill in business documentation or in the case that a business munity capital from the nonprofit Seacoast is not quite ready for a bank loan.

Local, held a crowdfunding campaign, created a mug club presale program and Trouble ahead? received funds from the Strafford County Businesses are also referred to the SBDC Economic Development Corp. as well as an through SBA loan with a local bank. of businessesDRED, which funds approximately 25 percent of the organization’s budget.

“I have an MBA, but I’m not a financial that don’t utilize SBDC “Part of our progress over the last couple accountant,” said Boynton. “Three years FACT: services o of years is we’ve expanded the number of ago, I had very little experience with banks, notices of design and functional patents for its products, including the Allay Neonatal/Infant Heel Blade Safety Lancet, which shaves rather than punctures skin to collect blood samples from infants, and the more broadly used Solace Pressure-Activity Clinical/Safety Lancet.

For every Aware of the company’s need for an dollar international market, McGuire connected invested Intrinsyk’s team to the state Department of in the Resources and Economic SBDC Development and federal agencies,nationally, including the Export-Import Bank.

Thus far, Gannon has attended five international trade shows and signed contracts with companies in Iran, Mexico and Norway, to name a few. average “As the World Health Organization pushes SBDC client there is a annual to sales countries be more accepting of and use greater growth more clinical safety devices, like our safety than the lancet and heel blade, wenational need to make return to sure Source: SBDC we get in at the right timeaverage and make sure our taxpayers pricing is correct,” said Gannon, who is also seeking McGuire’s assistance to attract further capital to expand Intrinsyk’s inventory.

Federal ROI Job 13.6% Sales 15.5% growth

Sales growth

State ROI

44%

60%

BUSINESS SERVICES GUIDE 2019 15

FederalFederal ROI ROI of SBDC-advised of SBDC-advised businesses are businesses are still in business still in business

80% 80% VS.

State State ROI ROI

VS.

For every dollar For everyinvested dollar invested in the NH in SBDC, the NH SBDC,

there is a there is a

and

and

$158.18 $10.22 $158.18$10.22

44% 44%

in tax return in wages in tax return in wages revenues to workers revenues to workers

of businesses that don’t of businesses that don’t utilize SBDC utilize SBDC services services

FACT:

locations where we do advising to 17 around the state,” said Grogan. “We’re literally in every nook and cranny of the state, and so I like to get out to all of those communities and see people, see who clients are, talk to our staff members and the community members out there.”

Grogan himself puts approximately 35,000 miles of work-related travel on his car each year.

But the SBDC could face some hardships ahead. The Trump administration has proposed a 12 percent cut to the SBDC, meaning an $83,000 reduction in funds for New Hampshire’s SBDC, “which is massive,” said

60% FACT: 60%

of SBDC clients are existing businesses of SBDC clients are existing businesses Source: SBDC Source: SBDC

Grogan. “Our budget fluctuates between $1.2 and $1.3 million. I like to remind people — we don’t have buildings we can wait to paint.

We’re talking about people and computers.

That’s all we have.”

But what keeps Grogan up at night is the administration’s proposed elimination of the Community Development Block Grant program that supports incubators like the Hannah Grimes Center in Keene, the SBDC itself and its work with clients, as well as the USDA Rural Development program.

“There are a lot of variables out there,” said Grogan.

LOCAL DECISION MAKING. FASTER LOAN APPROVALS.

THAT’S BUSINESS AS USUAL AT PROFILE BANK.

There were no variables when Joyce and Jeff Dales received help from the SBDC. In fact, Dales said that she would not have a company if not for the SBDC, which she would have utilized much sooner had she realized “the level of expertise that was available.”

“That would have saved me a year’s worth of heartache of what to do,” she said. “I’m glad we stuck with it — I’m glad we didn’t quit. There were at least 10 times we thought about cutting our losses, and I’m so grateful to Hollis that we didn’t. She reminded us, ‘So few companies get to where you are. You can’t quit.’”

Grow Your Business We offer Commercial Lending and Products Commercial Loans Construction & Real Estate Equipment/Vehicle Loans Business Lines of Credit SBA Loans Commercial Products Business Checking, Savings & CDs Merchant services & Payroll Health Savings Accounts

"Triangle Cred it Union was the only institution th at saw our vi sion and partnered w ith us to help attain the growth and su ccess we ha ve achieved toda y."

- Mark Coope r Reliable Eq uipment, LL C

Visit one of our branches or trianglecu.org to learn more!

Your Neighbor. Your Partner. Your Bank.

profilebank.com Member FDIC

Rochester, Somersworth, Alton & Sanbornville

trianglecu.org Nashua

(603) 889-2470

Manchester

Amherst

Derry

Member of SBA’s preferred lenders program

16 BUSINESS SERVICES GUIDE 2019

Jim Pratt SVP, Business Banking Jim Pratt 603-865-6116 SVP, Business Banking Jim Pratt jwpratt@barharbor.bank 603-865-6116 SVP, Business Banking jwpratt@barharbor.bank 603-865-6116

jwpratt@barharbor.bank

Sherry Seskin VP, Treasury Services* Sherry Seskin 603-689-2589 VP, Treasury Services* Sherry Seskin sseskin@barharbor.bank VP,603-689-2589 Treasury Services* sseskin@barharbor.bank 603-689-2589

sseskin@barharbor.bank

Laurel Hansen VP, Residential Lending Laurel Hansen 603-371-1006 VP, Laurel Residential Lending Hansen lhansen@barharbor.bank 603-371-1006 VP, Residential Lending NMLS #691188 lhansen@barharbor.bank 603-371-1006 lhansen@barharbor.bank NMLS #691188

NMLSa#691188 Need financing for your business, ways to optimize working capital, mortgage Need financing yourorbusiness, tomanagement optimize working capital, a mortgage for your dream for home, personalways wealth services?

Need financing for your business, ways to optimize working capital, a mortgage for your dream home, or personal wealth management services? for your dream home, personal wealth management services?

We’ve been helping theorpeople of New Hampshire achieve their We’ve been helping the people of New Hampshire achieve their financial goals for 150 years.

Give us a call today.

We’ve been helping the people of New Hampshire achieve their financial goals for 150 years. Give us a call today. financial goals for 150 years. Give us a call today.

Kathy Woodfin Wealth Management Kathy Woodfin Charter Trust Company** Wealth Management Kathy Woodfin 603-224-1350 CharterManagement Trust Company** Wealth kwoodfin@chartertrust.com 603-224-1350 Charter Trust Company** 603-224-1350 kwoodfin@chartertrust.com

kwoodfin@chartertrust.com

www.BarHarbor.bank • 888-853-7100 www.BarHarbor.bank • 888-853-7100 www.BarHarbor.bank • 888-853-7100

*Treasury Services investment accounts are not insured by the FDIC, are not deposits or obligations of the Bank, and are not guaranteed by the Bank. The investment is subject to investment risk, including possible loss of the principal amount invested.

Cash management accounts can include placement of funds in various investment vehicles. Please talk to your Treasury Services professional for a comprehensive review of options available. *Treasury Services investment accounts are not insured by the FDIC, are not deposits or obligations of the Bank, and are not guaranteed by the Bank. The investment is subject to investment risk, including possible loss of the principal amount invested. **Charter TrustServices Company is a subsidiary of Bar Bankby & Trust and are investment products are not deposits or obligations the Bank, are notBank.

FDIC The insured, are notisguaranteed by the Bank and are subject to investment including possible loss of value *Treasury investment accounts areHarbor not insured the FDIC, not deposits or obligations of the Bank, and are notof guaranteed by the investment subject to investment risk, including possible loss of therisk, principal amount invested.

Cash management accounts can include placement of funds in various investment vehicles. Please talk to your Treasury Services professional for a comprehensive review of options available. or principal amount invested.

Cash management accounts can include placement of funds in various investment vehicles. Please talk to your Treasury Services professional for a comprehensive review of options available. **Charter Trust Company is a subsidiary of Bar Harbor Bank & Trust and investment products are not deposits or obligations of the Bank, are not FDIC insured, are not guaranteed by the Bank and are subject to investment risk, including possible loss of value **Charter Trust Company is a subsidiary of Bar Harbor Bank & Trust and investment products are not deposits or obligations of the Bank, are not FDIC insured, are not guaranteed by the Bank and are subject to investment risk, including possible loss of value or principal amount invested. or principal amount invested.

June2018_NHBT_Generic_7x4.875.indd 1

7/12/18 11:19 AM

Tapping the power of solid banking partnerships.

A full-service electrical contractor, Daniels Electric knows the importance of building solid relationships—with both business customers and partners. That’s why Daniels Electric has been so successful over the years … and why they chose to partner with Meredith Village Savings Bank.

Offering proven expertise, outstanding service and local decision-making, MVSB works closely with Daniels Electric to develop an in-depth understanding of their needs and responds quickly with customized financial solutions.

Discover how MVSB can help power your business. l to r: Dan Osetek, Vice President Commercial Loan Officer, Meredith Village Savings Bank; Tom Milligan, Vice President, Daniels Electric; Jerry Milligan, President, Daniels Electric

Contact MVSB’s experienced business bankers at 800.922.6872 or visit any of our local offices or mvsb.com.

BUSINESS SERVICES GUIDE 2019 17

a closer look

Tips for successfully scaling your business

By Donna ehrler

Companies of all sizes consider scaling to be an important component of business health and long-term success. Perhaps you’re looking to purchase new equipment or invest in technology and supplies. Maybe you’re ready to expand your physical footprint with another location and hire an additional team of employees. No matter what lifecycle stage your business is in, you’ll want to scale efficiently and effectively without jeopardizing the quality of your work or losing revenue. Here are a few tips as you prepare for growth and request funding: PrePare to exPlain the basics It’s essential to understand the basics of your company’s operating cycle and industry dynamics. Lenders seek important components of your business such as who your customers are and how you reach them. Will you be able to acquire new customers and deepen relationships with existing customers? Do you have a public relations and marketing strategy in place that encompasses social media and other digital channels? Be sure you know how to explain who your suppliers are and how the timeline works between production, sale and payment. How are you receiving payments? How will the current economic and political climate affect your industry, suppliers and customers? Be prepared to answer these kind of fundamental questions when you’re seeking funding for growth.

streamline your financial rePorting The ability to accurately and efficiently provide financial reporting is essential.

Are you able to project your growth and track it according to those projections?

Monitoring cash flow on a monthly—in some cases, weekly—basis is imperative so adjustments can be made when necessary. Your bank will also require timely and accurate reporting in order to evaluate the financial health of your company. Growth can drastically impact margins if not watched, and you always want to be proactive, as opposed to reactive, when your company is undergoing major changes.

assess the dePth of your management team While scaling often requires hiring additional staff, it’s vital to have a strong management team in place to ensure a smooth, efficient transition. In addition to a primary leader, do you have the other major skillsets covered? Are there experts in finance, human resources, operations, and sales who can lead even in the absence of the founder or CEO? With the foundation in place—even if some areas need to be outsourced—you’ll be poised to continue expanding your team. A strong management team is an important indication of a thriving business with potential to excel. establish trusted advisors Beyond your internal staff team, who are your business advisors and allies? Do you have a strong CPA and legal counsel in place? Perhaps you have a board of directors, an advisory council or established mentors. Before you prepare for expansion, it’s important to evaluate the quality of those resources, including the guidance and expertise of your banking team. Lenders want to help you achieve your full potential, and you should expect your bankers to be knowledgeable and responsive to your needs every step of the way.

Donna Ehrler, Senior Vice President and Director of Commercial Banking, is located at Camden National Bank’s Manchester, NH office. Donna is responsible for cultivating commercial business development in New Hampshire and Northern Massachusetts markets. With over 35 years of corporate banking experience, she specializes in providing financing and cash management solutions tailored to the needs of the businesses she serves.

18 BUSINESS SERVICES GUIDE 2019

Your business needs:

Tailored products.

Tailored products.

Local decision making.

Local decision making.

Expert guidance.

Expert guidance.

Stephen Lawrence, Senior Vice President, Director of Commercial Real Estate Donna Ehrler, Senior Vice President, Director of Commercial Banking David Peterson, Senior Vice President, Commercial Loan Officer

That's us.

For You 24/7: 800-860-8821 | CamdenNational.com

BANKS & LENDERS with SBA Loan Guarantee Agreements

*

Accion East 10 Fawcett Street, Suite 204 Cambridge, MA 02138 617-616-1598 accioneast.org Bangor Savings Bank 3 State Street Bangor, ME 04401 603-237-5551 bangor.com Bank of America 10 Mall Road Burlington, MA 01803 877-249-3473 bankofamerica.com Bank of New England 58 Range Road Windham, NH 03087 603-890-1600 bankofnewengland.com Bank of New Hampshire 62 Pleasant Street Laconia, NH 03246 603-524-1212 banknh.com Bar Harbor Bank & Trust 82 Main Street Bar Harbor, ME 04609 603-863-5772 bhbt.com Bay Colony Development Corp.

230 Third Avenue, 1st Floor Waltham, MA 02451 781-891-3594 baycolony.org BDC Capital 500 Edgewater Drive, Suite 555 Wakefield, MA 01880 781-928-1100 bdcnewengland.com Bellwether Community Credit Union 425 Hooksett Road Manchester, NH 03104 603-645-8128 bccu.org Camden National Bank 2 Elm Street Camden, ME 04843 603-716-2404 camdennational.com

20 BUSINESS SERVICES GUIDE 2019

Capital Regional Development Council 91 N. State Street, Suite 101 Concord, NH 03302 603-228-1872 crdc-nh.com

Granite State Development Corp 1 Cate Street, Suite 3 Portsmouth, NH 03802 603-436-0009 granitestatedev.com

New England Certified Development 3 Executive Drive Bedford, NH 03110 401-450-0047 cdcnewengland.com

Citizens Bank 875 Elm Street Manchester, NH 03101 603-634-7655 citizensbank.com

Kennebunk Savings Bank 111 Maplewood Avenue Portsmouth, NH 03801 603-766-6455 kennebunksavings.com

Northeast Bank 200 Berkeley Street Boston, MA 02117 800-284-5989 northeastbank.com

Claremont Savings Bank 145 Broad Street Claremont, NH 03743 603-542-7711 claremontsavings.com

Ledyard National Bank 67 Main Street West Lebanon, NH 03784 603-298-9444 ledyardbank.com

Northeast Credit Union 100 Borthwick Avenue Portsmouth, NH 03802 603-422-9915 necu.org

Digital Federal Credit Union 379 Amherst Street Nashua, NH 03063 800-328-8797 dcu.org

Lowell Five Cent Savings Bank 125 East Dunstable Road Nashua, NH 03062 603-888-5310 lowellfive.com

Northern Community Investment Corp 1 Middle Street Lancaster, NH 03584 603-788-2700 ncic.org

Eastern Bank 1 Atwood Lane Bedford, NH 03110 603-647-4446 easternbank.com

Mascoma Savings Bank 67 North Park Street Lebanon, NH 03766 603-448-3650 mascomabank.com

Enterprise Bank & Trust Company 130 Main Street Salem, NH 03079 877-671-2265 enterprisebanking.com

Members First Credit Union 44 Bridge Street Manchester, NH 03101 603-622-8781 membersfirstnh.org

Federal Savings Bank 633 Central Avenue Dover, NH 03820 603-742-4680 fsbdover.com Franklin Savings Bank 387 Central Street Franklin, NH 03235 603-934-4445 fsbnh.bank GFA Federal Credit Union 229 Parker Street Gardner, MA 01440 978-632-2542 gfafcu.com Granite State Credit Union 1415 Elm Street Manchester, NH 03108 603-668-2221 gscu.org

Meredith Village Savings Bank 10 State Route 25 Meredith, NH 03253 603-279-7986 mvsb.com Merrimack County Savings Bank 89 North Main Street Concord, NH 03301 603-225-2793 mcsbnh.com Merrimack Valley Federal Credit Union 24 Plaistow Road Plaistow, NH 03865 800-356-0067 merrimack-valley-fcu.org NBT Bank 80 Canal Street Manchester, NH 03101 603-623-1433 nbtbank.com

Northway Bank 3424 White Mountain Highway North Conway, NH 03860 603-356-8010 northwaybank.com Optima Bank & Trust Company Two Harbour Place Portsmouth, NH 03801 603-433-9600 optimabank.com Passumpsic Savings Bank 117 Main Street Lancaster, NH 03584 603-788-4715 passumpsicbank.com Pentucket Bank 234 North Broadway, Route 28 Salem, NH 03079 603-893-3588 pentucketbank.com Peoples United Bank 779 South Main Street Manchester, NH 03102 603-621-5846 peoples.com Primary Bank 207 Route 101 Bedford, NH 03110 603-310-7200 primarybanknh.com

Profile Bank, FSB 45 Wakefield Street Rochester, NH 03867 603-332-2610 profilebank.com

St. Mary’s Bank 200 McGregor Street Manchester, NH 03102 603-669-4600 stmarysbank.com

SIS Bank 501 Islington Street Portsmouth, NH 03801 603-430-0042 banksis.us

Triangle Credit Union 110 Main Street, Suite 1 Nashua, NH 03060 603-889-2470 trianglecu.org

The Provident Bank 115 S. River Road Bedford, NH 03110 603-488-6400 theprovidentbank.com

Salem Co-operative Bank 3 South Broadway Salem, NH 03079 603-898-2153 salemcoop.com

Strafford Economic Development Corp 100 Main Street, Suite 101 Dover, NH 03820 603-749-2211 sedcnh.org

Union Bank 263 Dells Road Littleton, NH 03561 603-444-7136 unionbank.com

Radius Bank One Harbor Street, Suite 201 Boston, MA 02210 603-560-4442 radiusbank.com

Santander Bank, NA 223 Main Street Nashua, NH 03060 877-768-2265 santanderbank.com

Regional Economic Development Center 57 Main Street Raymond, NH 03077 603-772-2655 redc.com

Savings Bank of Walpole 11 Westminster Street Walpole, NH 03608 603-756-4771 walpolebank.com

Sugar River Bank 10 North Main Street Newport, NH 03773 603-863-3000 sugarriverbank.com TD Bank 333 State Street Portsmouth, NH 03801 603-433-2880 tdbank.com

Service Credit Union 14 Colby Court Bedford, NH 03110 603-629-9898 servicecu.org

Wells Fargo Bank, NA 1455 West Lake Street, Suite 306 Minneapolis, MN 55408 612-667-2753 wellsfargo.com Woodsville Guaranty Savings Bank 63 Central Street Woodsville, NH 03785 603-747-2735 theguarantybank.com *SBA lenders participating in NH Source: U.S. Small Business Administration

Relationships, like possessions, are worth securing.

As a climate-controlled, ultra-clean storage facility employing state-ofthe-art video surveillance, Synergy Self Storage provides all the services needed to safely store and preserve their customers’ possessions. Their focus on security has solidified Synergy’s reputation for trustworthiness and helped make it Merrimack’s premier self-storage facility.

In choosing a bank, Synergy wanted a partner that was equally state-of-the-art and secure, so it turned to Merrimack County Savings Bank. Synergy knows that by partnering with a strong, local bank, it can count on expert advice, outstanding service and prompt local decision-making.

Contact the Merrimack’s experienced business bankers at 800.541.0006 or visit any of our local offices or themerrimack.com.

Chris Ross (center) and Joel Sikkila (left), owners of Synergy Self Storage with James Gallagher, Senior Vice President, Commercial Loan Officer, Merrimack County Savings Bank.

800.541.0006

themerrimack.com

BUSINESS SERVICES GUIDE 2019 21

From Ideas to Execution, we’re the one to call

We do it all.

PRODUCTION • SOUND • LIGHTING TRADE SHOWS • VIDEO • SPECIAL EVENTS PRODUCTION PRODUCTION SOUND SOUND LIGHTING LIGHTING TRADE SHOWS SHOWS TRADE VIDEO VIDEO SPECIAL SPECIAL EVENTS EVENTS

PRODUCTIONS Power up your ideas.

603.232.4096 • MFIPRODUCTIONS.COM Dover Business & Industrial Development Authority Dan Barufaldi, Economic Development Director Ph: (603) 516-6043 d.barufaldi@dover.nh.gov www.dover.nh.gov

Location is KEY

City of Somersworth Robin A. Comstock, Economic Development Manager Ph: (603) 692-9516 rcomstock@somersworth.com www.somersworth.com

City of Rochester Karen Pollard, Deputy CM, Dir. of Community Dev. Ph: (603) 335-7522 karen.pollard@rochesternh.net www.RochesterEDC.org

Pease Development Authority David R. Mullen, Executive Director Ph: (603) 334-6031 d.mullen@peasedev.org www.peasedev.org

City of Portsmouth Nancy Carmer, Economic Development Program Mgr. Ph: (603) 610-7220 nmcarmer@cityofportsmouth.com www.cityofportsmouth.com

22 BUSINESS SERVICES GUIDE 2019

The Cities of the Greater Seacoast Economic Development Alliance (SEDA) Our Location is the Key to your success What does your location do for you?

A location in the Greater Seacoast EDA region provides quick and easy access to national and international markets, a highly educated and enterprising workforce, emergent and developing technologies, and unbeatable quality of life.

You will thrive in an environment that has the resources you need to succeed - whether you are relocating, expanding or establishing your business. The Greater Seacoast EDA members

also have access to the financial capital you need to support your business growth.

Our professionals provide you with more than 50 years of combined economic development experience, and will gladly assist you in selecting the right Seacoast location for your business success.

Contact us today.

ECONOMIC DEVELOPMENT AGENCIES Belknap Economic Development Council 383 So. Main Street Laconia, NH 03246 603-524-3057 belknapedc.org Executive Director: Justin J. Slattery Info@belknapedc.org Berlin Industrial Development & Park Authority 168 Main Street Berlin, NH 03570 603-752-8587 berlinnh.gov Community Development Director: Pamela Laflamme Capital Region Development Council PO Box 664 91 No. State Street Concord, NH 03302 603-496-1875 crdc-nh.com Executive Director: Stephen Heavener sheavener@crdc-nh.com Claremont Economic Development & Business 14 North Street Claremont, NH 03743 603-542-7008/603-542-7033 claremontnh.com Director of Planning & Dev.: Nancy Merrill nmerrill@claremontnh.com Coastal Economic Development Council 4 Merrill Industrial Drive, Suite 201 Hampton, NH 03842 603-929-9244/603-929-3502 coastaledc.org Managing Director: Daniel Gray dgray@coastaledc.org Concord Community Development Department 41 Green Street Concord, NH 03301 603-225-8595 concordnh.gov Deputy City Manager: Carlos Baia communitydevelopment@concordnh.gov Dover Office of Economic Development City Hall, 288 Central Avenue Dover, NH 03820 603-516-6043 www.locateindovernh.com Director: Daniel Barufaldi d.barufaldi@dover.nh.gov

Grafton Regional Development Corporation PO Box 178 131 Main Street Plymouth, NH 03264 603-536-2011 graftonrdc.org CEO: Anne Duncan Cooley connect@graftonrdc.org Granite State Economic Development Corp.

PO Box 1491 1 Cate Street, Suite 3 Portsmouth, NH 03802 603-436-0009/603-436-5547 granitestatedev.com President: Alan Abraham aabraham@granitestatedev.com Littleton Industrial Development Corp.

93 Main Street Littleton, NH 03561 603-444-3975/603-444-1131 lidc-nh.org President: Greg Eastman info@lidc-nh.org Manchester Economic Development Office One City Hall Plaza Manchester, NH 03101 603-624-6505/603-624-6308 Director: Melanie Sanuth econdev@manchesternh.gov Monadnock Economic Development Corp.

51 Railroad Street, Suite 101 Keene, NH 03431 603-352-4939/603-357-4917 monadnock-development.org President: Jack Dugan jdugan@monadnock-development.org Mt. Washington Valley Economic Council 53 Technology Lane, Suite 100 Conway, NH 03818 603-447-6622/603-447-9947 mwvec.com Executive Director: Jac Cuddy jac@mwvec.com Nashua Office of Economic Development PO Box 2019 City Hall, 229 Main Street Nashua, NH 03061 603-589-3260 nashuadares.com Director: Tim Cummings cummingst@nashuanh.gov

New Hampshire Business Finance Authority 2 Pillsbury Street, Suite 201 Concord, NH 03301 603-415-0190/603-415-0194 nhbfa.com Executive Director: James Key-Wallace jameskw@nhbfa.com North Country Council 262 Cottage Street, Suite 246 Littleton, NH 03561 603-444-6303 nccouncil.org Co-Executive Director & CEO: Michelle Moren-Grey mmoren@nccouncil.org Northern Community Investment Corp.

1 Middle Street, Suite 201 Lancaster, NH 03584 603-788-2700/603-788-2702 ncic.org President: Jon Freeman jfreeman@ncic.org Pease Development Authority 55 International Drive Portsmouth, NH 03801 603-433-6088/603-427-0433 peasedev.org Executive Director: David Mullen d.mullen@peasedev.org Portsmouth Economic Development 1 Junkins Avenue Portsmouth, NH 03801 603-610-7220 cityofportsmouth.com Program Manager: Nancy Carmer nmcarmer@cityofportsmouth.com Regional Economic Development Center 57 Main Street Raymond, NH 03077 603-772-2655/603-772-0213 redc.com President: Laurel Adams laurel@redc.com

Salem Community Development 33 Geremonty Drive Salem, NH 03079 603-890-2107/603-898-1223 townofsalemnh.org Assistant Town Manager Community Development Director: Andre´ Garron agarron@salemnh.gov Somersworth Economic Development One Government Way Somersworth, NH 03878 603-692-9516 Economic Development Manager: Robin Comstock ssaunders@somersworth.com Strafford Economic Development Corp. of New Hampshire 100 Main Street, Suite 101 Dover, NH 03820 603-749-2211/603-749-3336 sedcnh.org Executive Director: Dennis McCann dmccann@sedcnh.org Wentworth Economic Development Corp.

PO Box 641 15 Varney Road Wolfeboro, NH 03894 603-569-4216 wedco-nh.org Executive Director: Denise Roy-Palmer drp@wedco-nh.org Source: Compiled by NHBR from a list of economic development officials on file with the N.H. Department of Resources and Economic Development Note: Not a comprehensive list of economic development agencies in New Hampshire

Rochester Economic Development 31 Wakefield Street Rochester, NH 03867 603-335-7522 Economic Development Manager: Karen Pollard karen.pollard@rochesternh.net

BUSINESS SERVICES GUIDE 2019 23

Taking advantage of the new IRS code Bigger deductions are available for sole proprietors, and most S corp. and LLC members

By John Cunningham

If you’re a New Hampshire business owner or a lawyer, accountant, banker, financial adviser or other professional who serves New Hampshire business owners, here are the main things you should know about Section 199A.

On Jan. 1, new Internal Revenue Code Section 199A became effective under the Tax Cuts and Jobs Act of 2017. Section 199A provides sole proprietors, S corporation shareholders and most members of single-member and multi-member LLCs with federal income tax deductions of up to 20 percent of their business income.

As many as 40 million American business owners, including many tens of thousands in New Hampshire, can qualify for Section 199A deductions.

Tax savings under the section can be major.

Here are the key points you should know about Section 199A: • As you probably know, the act reduced the C corporation federal income tax rate from a maximum of 35 percent to a flat 21 percent. The purpose of Section 199A is to preserve the 10 percent federal income tax advantage that pass-through entities had visa-vis C corporations before Jan. 1.

• Under the act, Section 199A will expire on Dec. 31, 2025 unless Congress extends it.

However, given the tens of millions of business owners who will benefit from Section 199A, my guess is that Congress will eventually make the section permanent.

John Cunningham, principal of the Law Offices of John M. Cunningham and of counsel to McLane Middleton, can be reached at 603856-7172 or lawjmc@comcast.net.

24 BUSINESS SERVICES GUIDE 2019

• Only owners of “pass-through businesses” — sole proprietors, S corporation shareholders and most LLC members — can qualify for the deduction. Employees can’t qualify unless they are employees of S corporations of which they are also shareholders, and C corporation shareholders can’t qualify at all.

• The deduction that pass-through business owners can obtain under the section

can’t exceed 20 percent of their taxable income (less net capital gain). But for many married couples, this taxable income cap won’t be a big deal.

• Two of the most important concepts in Section 199A are the concepts of “threshold amount” and “phase-in range.” The threshold amount of married taxpayers filing jointly is taxable income of $315,000 and their phase-in range is between $315,000 and $415,000. The threshold amount of all other taxpayers is taxable income of $157,500 and their phase-in range is between $157,500 and $207,500.

• For pass-through business owners whose taxable income doesn’t exceed their threshold amount, their Section 199A deduction will be 20 percent of the net income of their business.

• For pass-through business owners whose taxable income is within their phase-in range, their Section 199A deduction will be a blend of the above 20 percent deduction and their “(2)(B)” deduction. Their (2)(B) deduction will be the greater of (a) 50 percent of the W-2 wages they pay their employees and (b) 25 percent of these wages and 2.5 percent of the “unadjusted basis” of their company’s depreciable property.

• Section 199A makes a key distinction between “specified service trades or businesses” (SSBs) and “qualified trades or businesses.” SSBs consist mainly of professional and investment businesses. Qualified trades or businesses comprise all other types of businesses. SSB owners get lower Section 199A deductions than qualified trade or business owners if their taxable income is in their phase-in range, and if it exceeds their phasein range, they get no deductions.

The “Three P’s” of buying or selling a business By brian hanson

• Although Section 199A is intended to benefit small businesses, it is one of the lengthiest and most complex provisions in the tax cut act and one of the hardest to understand and apply.

However, I’ve written a book about the section that seeks to explain all of its provisions in plain English. (For more information about my book, visit www. section-199A.com.)

• In order to maximize your Section 199A deduction, you need to have the right personal and business arrangements, and you should have those arrangements in place as soon as possible in each relevant taxable year. For example, in order to maximize their Section 199A deduction, some married pass-through business owners will have to stop filing jointly and start filing separately, and some sole proprietors will have to become single-member LLCs and make S elections. And special Section 199A structures are necessary for startup businesses realizing losses.

• The Section 199A deduction will be available to C corporation shareholders if they make S elections.

These elections will almost always be a smart idea. However, a very few C corporation shareholders in high federal income tax brackets may want to forgo Section 199A deductions altogether because of the C corporation 21 percent federal tax rate. But I almost always advise against this strategy.

In marketing, we have the “Four P’s” – price, product, promotion and place, which are used to simplify and summarize a business marketing strategy.

The “Three P’s” of business brokerage – people, product and performance – help to understand the salability and appeal of a business that directly drives actual valuation.

Most people will only buy or sell a business once in their life, so it’s usually not a process that they understand.

Buying or selling a business is very different than real estate transactions or other asset sales: it can take up to 18 months to have a successful closing, valuations can seem subjective, the tax implications can be complicated for both sides of the deal, and the closing documents and supporting schedules can be legally complex.

There is a learning curve, so sometimes it’s initially easier to distill these complexities down to simple acronyms and rules of thumb.

In marketing, we have the “Four P’s” — price, product, promotion and place,” which are used to simplify and summarize a business marketing strategy.

I have a similar model — the “Three P’s” of business brokerage — as a quick tool for both buyers and sellers to create a framework when understanding business salability.

The “Three P’s” are people, product and performance. This is also a simple tool to understand the salability and appeal of a business that directly drives actual valuation.

• People: A business’ human resources are a critical factor when buying or selling a business. Not only should the owner be replaceable, but key employees who hold institutional knowledge should be willing to continue with a new owner. A business is hard to transfer if senior management intends to retire or leave at the same time as the current owner. With a historically low unemployment rate, buyers don’t want to re-staff a business with new employees,

or worse, assume a business that is under-staffed.

A properly staffed and managed business will be easier to sell and will demand a higher valuation.

• Product: What industry is the business in? What is the product or service the business provides? Consumer trends, industry changes and technological advances can make some businesses appealing and others obsolete. Can the product be outsourced? Can it be replaced with another product or service?

Is the market saturated with competitors and shrinking margins? Can Amazon or another disrupter enter the space? Is the product or service discretionary and sensitive to an economic downturn?

Buyers are looking for stable or growth opportunities and businesses that are struggling to remain competitive will be difficult to sell.

That reality will be reflected in the valuation.

• Performance: Buyers will acquire a business based on future opportunity, but only pay for past performance. Generally, buyers look at the past three to five years and use an average or adjusted trend line to determine a business valuation. If the business is flat or in decline it could be difficult to sell. Business owners will need to adequately explain a downturn in performance or turn things around and grow the business for at least a year prior to going to market.

Obviously, the factors contributing to business valuation are much more complex and should be addressed by an experienced professional. But if you are in the process of buying a business, or considering selling, the “Three P’s” are a useful tool for framing valuation in a simple, easy-to-explain way.

Brian D. Hanson, president of Maine Business Brokers and author of “A Basic Guide to Buying a Business,” can be contacted at 603-570-6160 or through MaineBusinessBrokers.com.

BUSINESS SERVICES GUIDE 2019 25

BUSINESS INCUBATORS IN NEW HAMPSHIRE NORTH COUNTRY 1

Business Services North (Virtual)

603-342-3174 businessservicesnorth.org A collaboration of White Mountains Community College, Northern Community Investment Corporation and the New Hampshire Small Business Development Center. Offers small business owners help and solutions by making just one phone call to a common number. Trained business consultants discuss with callers how the collaborating entities can best meet the needs of the entrepreneur, with access to the SBDC’s confidential business management assistance and online e-learning program, WMCC’s entrepreneurial counseling and group educational events, and NCIC’s business financing, technologyrelated grants and marketing assistance.

CENTRAL NEW HAMPSHIRE 2

4

Dartmouth Regional Technology Center

Centerra Resource Park 16 Cavendish Court Lebanon, NH 03766 207-749-7194 thedrtc.com Facilities Manager: Taylor Piffath taylor@hazenhill.com As a nonprofit corporation, DRTC’s mission is to promote and support business venture growth in the region and throughout the state. Dartmouth College, Grafton Regional Development Corporation and North Country Council are responsible for the center’s formation and on-going governance. DRTC provides 60,000 square feet of office and laboratory space with flexible terms in its leases as well as shared resources, such as entrepreneurship programming, economic development programs, conference rooms and lab appliances. On average, 16 ventures are in varying stages of development at DRTC.

The Enterprise Center at Plymouth

1 Bridge Street Plymouth, NH 03264 603-536-2011 Executive Director: Eric Spieth easpieth@plymouth.edu enterprisecenternh.com A joint venture of Grafton County Economic Development Council and Plymouth State University, the Enterprise Center provides leased office space, mentoring and networking to startups and existing businesses in central New Hampshire.

MT. WASHINGTON VALLEY

3

UPPER VALLEY

MWVEC Technology Village Business Center

53 Technology Lane, Suite 100 Conway, NH 03818 603-447-6622 Executive Director: Jac Cuddy mwvec.com admin@mwvec.com Owned and operated by the Mt. Washington Valley Economic Council. Housed in approximately 10,500 square feet, the Business Resource Center provides business counseling (provided by MWVEC, SCORE, RDA, SBDC); training and education programs; financing opportunities; library and Internet access; and international teleconferencing access.

26 BUSINESS SERVICES GUIDE 2019

5

Magnuson Center for Entrepreneurship at Dartmouth

4 Currier Place, Suite 107 Hanover, NH 03755 603-646-8888 Director: Jamie Coughlin den.dartmouth.edu den@dartmouth.edu Officially opening in October 2014, the DEN Innovation Center and New Venture Incubator offer programs to the public including Six to Start, an entrepreneurship “boot camp,” Lunch ‘N’ Learn and DEN hangouts, during which Dartmouth alumni meet in-person or online to tell their entrepreneurship stories. The center aims to support a range of proposals, from social ventures to for-profit businesses, deploying a variety of seed capital and funds to accelerate venture development. It is run under the Dartmouth Entrepreneurial Network, but operates separately from the Regional Technology Center.

MONADNOCK 6

Hannah Grimes Center for Entrepreneurship

25 Roxbury Street Keene, NH 03431 603-352-5063 Executive Director: Mary Ann Kristiansen hannahgrimes.com info@hannahgrimes.com

The Business Incubator Program at the Hannah Grimes Center for Entrepreneurship in downtown Keene offers business development and educational services, professional networking and peer-learning and supported, private and shared office space.

Associates have access to educational programming, networking, free high-speed Internet, conference space, a kitchenette and shower facilities, among other amenities.

MERRIMACK VALLEY

7

Alpha Loft

844 Elm Street, Suite 100 Manchester, NH 03101 603-629-9511 alphaloft.org info@alphaloft.org Alpha Loft, an initiative of the New Hampshire High Tech Council, supports and provides resources to entrepreneurs, improving their prospects for successfully launching and scaling innovation-based businesses. Alpha Loft’s success means a strong entrepreneurial culture in New Hampshire, creating companies and high quality jobs. Alpha Loft provides high value programming, events, advice and mentoring to the New Hampshire startup ecosystem.

8

Creative Chef Kitchens

35 Manchester Road, Unit 9 Derry, NH 03038 888-625-2111 Owner: Neelima Gogumalla creativechefkitchens.com info@creativechefkitchens.com An incubator aimed at helping small New Hampshire food businesses grow their operations and get products into stores without having to invest in expensive infrastructure. In addition to commercial kitchen equipment and teaching space, provides assistance with sourcing, marketing and distribution.

SEACOAST

9

Alpha Loft

10 Vaughan Mall #205 Portsmouth, NH 03801 603-629-9511 alphaloft.org info@alphaloft.org (See description above) Source: NHBR Survey

NH REGIONAL PLANNING COMMISSIONS 1

North Country Council

161 Main Street Littleton, NH 03561 603-444-6303/603-444-7588 Co-Executive Directors & COOs: Kathy Frenette and Michelle Moren-Grey kfrenette@nccouncil.org mmoren@nccouncil.org nccouncil.org Member communities: Albany, Bartlett, Bath, Benton, Berlin, Bethlehem, Campton, Carroll, Chatham, Clarksville, Colebrook, Columbia, Conway, Dalton, Dummer, Easton, Eaton, Ellsworth, Errol, Franconia, Gorham, Groton, Hart’s Location, Haverhill, Jackson, Jefferson, Lancaster, Landaff, Lincoln, Lisbon, Littleton, Lyman, Madison, Milan, Monroe, Northumberland, Pittsburg, Randolph, Rumney, Shelburne, Stark, Stewartstown, Stratford, Sugar Hill, Thornton, Warren, Waterville Valley, Wentworth, Whitefield, Woodstock

2

Upper Valley Lake Sunapee Regional Planning Commission

10 Water Street, Suite 225 Lebanon, NH 03766 603-448-1680/603-448-0170 Executive Director: Steve Schneider sschneider@uvlsrpc.org uvlsrpc.org Member communities: Acworth, Canaan, Charlestown, Claremont, Cornish, Croydon, Dorchester, Enfield, Goshen, Grafton, Grantham, Hanover, Lebanon, Lempster, Lyme, New London, Newbury, Newport, Orange, Orford, Piermont, Plainfield, Springfield, Sunapee, Unity, Washington, Wilmot

3

Lakes Region Planning Commission

103 Main Street, Suite 3 Meredith, NH 03253 603-279-8171/603-279-0200 Executive Director: Jeffrey Hayes jhayes@lakesrpc.org lakesrpc.org Member communities: Alexandria, Alton, Andover, Ashland, Barnstead, Belmont, Bridgewater, Bristol, Center Harbor, Danbury, Effingham, Franklin, Freedom, Gilford, Gilmanton, Hebron, Hill, Holderness, Laconia, Meredith, Moultonborough, New Hampton, Northfield, Ossipee, Sanbornton, Sandwich, Tamworth, Tilton, Tuftonboro, Wolfeboro

4

Southwest Region Planning Commission

37 Ashuelot Street Keene, NH 03431 603-357-0557/603-357-7440 Executive Director: Tim Murphy tmurphy@swrpc.org swrpc.org Member communities: Antrim, Alstead, Bennington, Chesterfield, Dublin, Fitzwilliam, Gilsum, Greenfield,

Greenville, Hancock, Harrisville, Hinsdale, Jaffrey, Keene, Langdon, Marlborough, Marlow, Mason, New Ipswich, Peterborough, Richmond, Rindge, Roxbury, Sharon, Stoddard, Swanzey, Sullivan, Surry, Temple, Troy, Walpole, Westmoreland, Windsor, Winchester

5

Central New Hampshire Regional Planning Commission

28 Commercial Street, Suite 3 Concord, NH 03301 603-226-6020/603-226-6023 Executive Director: Michael Tardiff mtardiff@cnhrpc.org cnhrpc.org Member communities: Allenstown, Boscawen, Bow, Bradford, Canterbury, Chichester, Concord, Deering, Dunbarton, Epsom, Henniker, Hillsborough, Hopkinton, Loudon, Pembroke, Pittsfield, Salisbury, Sutton, Warner, Webster

6

Strafford Regional Planning Commission

150 Wakefield Street, Suite 12 Rochester, NH 03867 603-994-3500/603-994-3504 Executive Director: Cynthia Copeland cjc@strafford.org strafford.org Member communities: Barrington, Brookfield, Dover, Durham, Farmington, Lee, Madbury, Middleton, Milton, New Durham, Newmarket, Northwood, Nottingham, Rochester, Rollinsford, Somersworth, Strafford, Wakefield

7

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Nashua Regional Planning Commission

9 Executive Park Drive, Suite 201 Merrimack, NH 03054 603-424-2240/603-424-2230 Executive Director: Jim Minkarah jaym@nashuarpc.org nashuarpc.org Member communities: Amherst, Brookline, Hollis, Hudson, Litchfield, Lyndeborough, Mason, Merrimack, Milford, Mont Vernon, Nashua, Pelham, Wilton Source: NHBR Survey

1

1

Rockingham Planning Commission

156 Water Street Exeter, NH 03833 603-778-0885/603-778-9183 Executive Director: Tim Roache troache@rpc-nh.org rpc-nh.org Member communities: Atkinson, Brentwood, Danville, East Kingston, Epping, Exeter, Fremont, Greenland, Hampstead, Hampton, Hampton Falls, Kensington, Kingston, New Castle, Newfields, Newington, Newton, North Hampton, Plaistow, Portsmouth, Raymond, Rye, Salem, Sandown, Seabrook, South Hampton, Stratham

8

svonaulock@snhpc.org snhpc.org Member communities: Auburn, Bedford, Candia, Chester, Deerfield, Derry, Francestown, Goffstown, Hooksett, Londonderry, Manchester, New Boston, Weare, Windham

3

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3

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Southern NH Planning Commission

438 Dubuque Street Manchester, NH 03102 603-669-4664 603-669-4350 Executive Director: Sylvia von Aulock

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BUSINESS SERVICES GUIDE 2019 27

CHAMBERS OF COMMERCE GREAT NORTH WOODS Androscoggin Valley Region Chamber of Commerce 961 Main Street Berlin, NH 03570 603-752-6060 androscogginvalleychamber.com Executive Coordinator: Paula Kinney info@androscogginvalleychamber.com North Country Chamber of Commerce 104 Main Street, Suite 206, PO Box 1 Colebrook, NH 03576 603-237-8939 chamberofthenorthcountry.com Office Manager: Jodi Gilbet info@chamberofthenorthcountry.com Northern Gateway Regional Chamber of Commerce PO Box 537, 25 Park Street Lancaster, NH 03584 603-788-2530 northerngatewaychamber.org President: Jim Weagle northerngatewaychamber@gmail.com Umbagog Area Chamber of Commerce PO Box 113 Errol, NH 03579 umbagogchamber.com info@umbagogchamber.com

WHITE MOUNTAINS Bethlehem Chamber of Commerce 2182 Main Street (Route 302) PO Box 189 Bethlehem, NH 03574 603-869-3409 bethlehemwhitemtns.com info@bethlehemwhitemtns.com Central NH Chamber of Commerce PO Box 1321 Campton, NH 03223 603-726-3804 centralnh.org Executive Director: Frank Cocchiarella info@centralnh.org

28 BUSINESS SERVICES GUIDE 2019

Cohase Chamber of Commerce PO Box 35 Wells River, VT 05081 802-518-0030 cohase.org Executive Director: Erik Volk cohasechamber@gmail.com Franconia Notch Chamber of Commerce 421 Main Street, PO Box 755 Franconia, NH 03580 603-823-5661 franconianotch.org executivedirector@franconianotch.org Jackson Area Chamber of Commerce 18 Main Street, PO Box 304 Jackson, NH 03846 603-383-9356 jacksonnh.com info@jacksonnh.com Littleton Area Chamber of Commerce 107 Main Street Littleton, NH 03561 603-444-6561 littletonareachamber.com Executive Director: Nathan Karol info@littletonareachamber.com Mount Washington Valley Chamber of Commerce 2617 Main Street, Village Sq., 1st Floor PO Box 2300 North Conway, NH 03860 603-356-5701 mtwashingtonvalley.org Executive Director: Janice Crawford janice@mtwashingtonvalley.org Twin Mountain-Bretton Woods Chamber of Commerce 92 School St. Twin Mountain, NH 03595 800-245-8946 twinmountain.org twinmountainchamber@roadrunner.com Western White Mountains Chamber of Commerce 159C Main Street North Woodstock, NH 03262 PO Box 1017 Lincoln, NH 03251 603-745-6621 westernwhitemtns.com

LAKES REGION Lakes Region Chamber of Commerce 383 South Main Street Laconia, NH 03246 603-524-5531 lakesregionchamber.org President: Karmen Gifford kgifford@lakesregionchamber.org Meredith Area Chamber of Commerce 272 Daniel Webster Highway PO Box 732 Meredith, NH 03253 603-279-6121 Executive Director: Susan Cerutti meredithareachamber.com info@meredithareachamber.com Greater Ossipee Area Chamber of Commerce 2260A NH16 PO Box 121 West Ossipee, NH 03890 ossipeevalley.org 603-651-1600 President: Steven Hoyt info@ossipeevalley.org Greater Rochester Chamber of Commerce 18 South Main Street Rochester, NH 03867 603-332-5080 rochesternh.org President: Laura Ring lring@rochesternh.org Greater Wakefield Chamber of Commerce PO Box 111, 3 High Street Wakefield, NH 03872 603-522-6106 greaterwakefieldchamber.com info@greaterwakefieldchamber.org Wolfeboro Area Chamber of Commerce 32 Central Avenue, PO Box 547 Wolfeboro, NH 03894 603-569-2200 wolfeborochamber.com mary@wolfeborochamber.com Executive Director: Mary DeVries

DARTMOUTHLAKE SUNAPEE Greater Claremont Chamber of Commerce 24 Opera House Square Moody Building Claremont, NH 03743 603-543-1296 greaterclaremontnh.org Executive Director: Elyse Crossman info@greaterclaremontnh.org Hanover Area Chamber of Commerce 53 South Main Street, Suite 208 Hanover, NH 03755 603-643-3115 hanoverchamber.org hacc@hanoverchamber.org Kearsarge Area Chamber of Commerce PO Box 301 Warner, NH 03278 kearsargechamber.org President: Dan Watts Lake Sunapee Region Chamber of Commerce 328 Main Street, PO Box 532 New London, NH 03257 603-526-6575 lakesunapeeregionchamber.com admin@lakesunapeeregionchamber. com Lebanon Area Chamber of Commerce 2 South Park Street, PO Box 97 Lebanon, NH 03766 603-448-1203 lebanonchamber.com Executive Director: Rob Taylor lebanonchamber@lebanonchamber.com Newport Area Chamber of Commerce 15 North Main Street Newport, NH 03773 603-863-1510 newportnhchamber.org Executive Director: Ella Casey director@newportnhchamber.org

Upper Valley Bi-State Regional Chamber of Commerce PO Box 697 White River Junction, VT 05001 802-295-6200 President: Geoffrey Ross director@uppervalleychamber.com

MONADNOCK REGION

MERRIMACK VALLEY Greater Concord Chamber of Commerce 49 South Main Street, Suite 104 Concord, NH 03301 603-224-2508 concordnhchamber.com President: Timothy Sink, CCE info@concordnhchamber.com

Greater Hillsborough Chamber of Commerce 3 School Street, PO Box 541 Hillsborough, NH 03244 603-464-5858 hillsboroughnhchamber.org Executive Director: Virginia “Ginks� Leiby info@hillsboroughnhchamber.org

Greater Derry-Londonderry Chamber of Commerce 29 West Broadway Derry, NH 03038 603-432-8205 gdlchamber.org President: Ashley Haseltine info@gdlchamber.org

Jaffrey Chamber of Commerce 7 Main Street, PO Box 2 Jaffrey, NH 03452 603-532-4549 jaffreychamber.com President: Travis Kumph info@jaffreychamber.com

Henniker Chamber of Commerce PO Box 885 Henniker, NH 03242 603-428-2100 hennikerchamber.org President: Johanna Michie president@hennikerchamber.org

Greater Keene Chamber of Commerce 48 Central Square Keene, NH 03431 603-352-1303 keenechamber.com President: Phil Suter info@keenechamber.com

Greater Hudson Chamber of Commerce 71 Lowell Road Hudson, NH 03051 603-889-4731 hudsonchamber.com Executive Director: Brenda Collins info@hudsonchamber.com

Greater Peterborough Chamber of Commerce 10 Wilton Road, PO Box 401 Peterborough, NH 03458 603-924-7234 peterboroughchamber.com Executive Director: Sean Ryan staff@peterboroughchamber.com

Greater Manchester Chamber of Commerce 54 Hanover Street Manchester, NH 03101 603-792-4100 manchester-chamber.org President: Mike Skelton info@manchester-chamber.org

Rindge Chamber of Commerce PO Box 911 Rindge, NH 03461 603-899-5051 rindgechamber.org President: Lynda Hunt info@rindgechamber.org

Merrimack Chamber of Commerce 4 John Tyler Street, Unit H PO Box 254 Merrimack, NH 03054 603-424-3669 merrimackchamber.org info@merrimackchamber.org

Greater Nashua Chamber of Commerce 142 Main Street, 5th Floor Nashua, NH 03060 603-881-8333 nashuachamber.com President: Tracy Hatch thatch@nashuachamber.com

Greater Dover Chamber of Commerce & Visitor Center 550 Central Avenue Dover, NH 03820 603-742-2218 dovernh.org Executive Director: Katie MacKinnon info@dovernh.org

Greater Raymond Area Chamber of Commerce PO Box 425, 64 Freetown Road Raymond, NH 03077 603-895-2254 raymondareachamberofcommerce.com President: Cheryl Killam info@raymondareachamber.com

Exeter Area Chamber of Commerce 120 Water Street, Suite B Exeter, NH 03833 603-772-2411 exeterarea.org President: Jennifer Wheeler info@exeterarea.org

Greater Salem Chamber of Commerce Depot Train Station, 81 Main Street Salem, NH 03079 603-893-3177 gschamber.com President: Donna Morris admin@gschamber.com

Hampton Area Chamber of Commerce 1 Lafayette Road, PO Box 790 Hampton, NH 03843 603-926-8718 hamptonchamber.com President: John B. Nyhan john@hamptonchamber.com

Souhegan Valley Chamber of Commerce 69 Route 101A Amherst, NH 03031 603-673-4360 souhegan.net Executive Director: Wendy Hunt wendy.hunt@souhegan.net

The Chamber Collaborative of Greater Portsmouth 500 Market Street, PO Box 239 Portsmouth, NH 03802 603-610-5517 portsmouthcollaborative.org President: Valerie Rochon valerie@portsmouthcollaborative.org

TriTown Chamber of Commerce 27 Main Street, Suite 1 PO Box 632 Goffstown, NH 03045 603-486-4852 tritownchambernh.org President: Nancy Connor nancychef61@comcast.net

Greater Somersworth Chamber of Commerce 58 High Street, PO Box 615 Somersworth, NH 03878 603-692-7175 somersworthchamber.com info@somersworthchamber.com Source: NHBR Research & N.H. Department of Resources & Economic Development

SEACOAST Greater Barrington Chamber of Commerce PO Box 363, 970 Calef Highway (Route 125) Barrington, NH 03825 603-664-2200 barringtonchamber.org Executive Administrator: Joann Toomey administrator@barringtonchamber.org

BUSINESS SERVICES GUIDE 2019 29

UNH center offers support to family-run businesses Center for Family Business enables companies to grow through peer-to-peer interaction BY michael mccord

Family firms outperform non-family-owned businesses in most areas, including their bottom line, value creation for stockholders and capacity to create jobs, but sometimes they need a mechanism to gain the outsider’s perspective of their business model. The Center for Family Business provides that network of support and constructive feedback.

Family-owned businesses have longevity.

Michelline Dufort is no stranger when it comes to helping New Hampshire institutions and organizations to grow and transform. She did it as director of business relations with the NH High Tech Council and as president of the NH Lodging and Restaurant Association.

That’s why Dufort has high ambitions for her latest venture as director of the Center for Family Business and CEO Forum at the University of New Hampshire. Appointed in September 2017, Dufort said she’s excited for the opportunity to lead an organization that has evolved dramatically since its founding in Michelline 1993.

Dufort “I knew of the strong reputation of both initiatives and felt that the position would be a fabulous opportunity to not only plug into a major driver of our state’s economy but that I could be beneficial to the organization by bringing my association management skills to the job,” Dufort explained. “By growing the center, we have the chance to reach, and assist, even

The average life span of a family-owned business is

24 years.

Source: familybusiness center.com

40% become 2nd generation businesses

more family-owned companies and to also highlight the incredible achievements of so many company leaders in our state.”

The Center for Family Business estimates as much as 90 percent of businesses in northern New England are family-controlled and employ two-thirds of the workforce. Additionally, they are responsible for creating a majority of new jobs in Maine, Vermont, northern Massachusetts and New Hampshire.

The Center for Family Business and CEO Forum offers a variety of programs and resources for the unique challenges and needs of family businesses.

“Our focus is on continuing to deliver rich and genuine content for family businesses, but to even take it to more complex areas,” she said. “For instance, co-owner couples, key employees who are not family members and much more. We will also go more global on taking up issues that all companies face such as cybersecurity, new tax reform and hiring challenges.”

13% are passed on to a 3rd generation.

3% pass on to a 4th generation or beyond.

Source: Businessweek.com, 2010

30 BUSINESS SERVICES GUIDE 2019

Family-owned businesses are central to the U.S. economy.

They contribute

64% of the U.S. GDP (or $5.9 trillion)

employ 62% of the workforce

35% of Fortune 500 companies

Source: Astrachan & Shanker, 2003

Source: Businessweek. com, 2006

are family-controlled.

create 78%

of new jobs

‘No owner’s manual’ Among the center’s programs are its CEO Peer Circles, which offer confidential, frank (sometimes very frank) feedback and idea exchanges between leaders of non-competitive businesses. Members are voted into the group, which is self-policed and self-directed.

David Greer, president and CEO of Londonderry-based Wire Belt Company of America, knows the value of frank feedback.

He took part in a commercial peer circle (before joining the Center for Family Business) and said his fellow members gave him the blunt feedback he needed to save both his and the fourth-generation-owned and -operated company, which designs and makes conveyer belts for the food processing industry.

“There’s no owner’s manual to run a business. I was frustrated for a long time because I kept hiring chief operating officers to help run the company, and they never worked out,” Greer said. “I went back to the peer group, and finally they said, ‘Three strikes and you’re out. You need to look in the mirror.’”

Greer said one of the challenges of running a family-owned business is that it can be hard to get a proper perspective.

“It’s easy to go home and talk to the spouse, but you need a good source of independent perspective from someone who cares but is not tied to the business,” he said.

The advice about looking in the mirror was the key. “I wasn’t sure if I was cut out for this, whether I deserved to run the company. I had made every business decision all-encompassing. I realized that I wanted a COO to do my job,” he said. “I was also told to think about what kind of values I want the company to represent. I realized we were kind of a rudderless ship.”

The soul-searching led to a transformation for both Greer and Wire Belt. He wanted a values-orientated business that would treasure fun as much as profits for his 95 employees.

“We are focused on family, innovation and fun,” said Greer, who also goes by the title of “chief playground coach.”

Greer joined the Center for Family Business 12 years ago (and now serves as board chairman) but had been so moved by the peer circle experience that he requested that it be added to the organization’s programming.

“I think running a business can be lonely, and sometimes it’s hard to find someone to share ideas with,” said Kerri Mobile, CEO of MaineLine Graphics LLC in Antrim.

The 23-employee company is a leading national provider Kerri of residential sign systems.

Mobile Mobile assumed the reins of a company that has been familyowned for four decades.

Mobile says that every peer circle meeting has energized her and opened her mind to new perspectives. Additionally, being part of the organization has helped her learn about access to state resources, consultants and secession planning among other delicate matters.

“One of the things I’ve learned is how birth order can impact how a team member can be motivated,” Mobile said. “We are also more open with team members about how the business is doing and how to keep them motivated.”

‘Real value’ Permanently housed in the new Peter T. Paul College of Business and Economics, the Center for Family Business is able to establish closer relationships with other outreach programs and faculty in the business school and to provide even greater resources to the more than 150 family business members and companies on a regular basis.

“Our CEO Forum speaker series will continue to bring in leaders of industry. We are aiming to fill that with folks whose business paths have seen great changes in their time,” Dufort said. “These could be the CEO who ‘exited’ or went through a merger or acquisition, or ones whose businesses have gone global or have been changed dramatically by technology. We want the key leaders to walk out feeling they’ve seen the inside of something they have not seen before.”

She said the next Leadership Development Class will be promoted later this year and launched in 2019, and the CFB will be increasing its CEO Peer Circle offerings.

“There is a real value in creating this small circle of leaders who can trust each other, learn from each other and have a forum to dig really deep into business issues,” she said.

For more information, visit www.familybusiness.unh.edu.

BUSINESS SERVICES GUIDE 2019 31

State resources increase accessibility to global markets

By Liisa Rajala New Hampshire businesses interested in entering or expanding their presence in international markets have multiple resources available to them.

The New Hampshire Office of International Commerce aids companies less experienced with exporting. Companies can obtain industry-specific and countryspecific research as well as attend seminars and webinars on topics ranking from marketing and distribution to financing and ITAR regulations.

The Office of International Commerce also schedules sit-down meetings to evaluate the business focus and market interests of the company before developing a export plan and market entry strategy.

When State Trade and Export Promotion (STEP) funding is available, companies can apply for the federal grant that allows them to attend trade shows and cover half of the cost of services offered by the U.S. Commercial Service, an arm of the U.S. Department of Commerce.

These services go far beyond informational webpages – ranging from tailored market research to appointments organized by trade officials that allow companies to meet with prospective partners and distributors. General information provided by the U.S. Commercial Service is free to companies, but reports and services tailored to specific business needs are paid services.

However, businesses do have the opportunity to access these services free of charge, through the New England Export Expansion Fund, a collaborative effort between The Provident Bank, U.S. Department of Commerce, the District Export Councils of New England and State International Trade Offices.

By submitting a one-page application, businesses could receive approximately $1,000 in funding for U.S. Department of Commerce services, including: •Initial Market Check – assesses the market potential of a product or service in 32 BUSINESS SERVICES GUIDE 2019

Grant opportunities available a targeted market.

•International Partner Search – provides U.S. firms with a list of up to five agents, distributors and partners that have expressed an interest in your product or service.

•Gold Key Service – provides U.S. firms traveling to a foreign market with up to five pre-screened appointments to establish relationships with potential overseas agents, distributors, sales representatives, business partners and other local entities in-country.

•International Company Profile – provides U.S. companies with basic to in-depth background check information on a specific foreign company to help determine its suitability as a potential business partner.

•Single Company Promotion – provides U.S. companies with promotional services to help increase the awareness of their product/service in a specific market.

•Trade Events – including trade show representation and Certified Trade Missions.

•Customized Market Research – answers questions about an overseas market.

These services provide businesses the opportunity to penetrate international markets and find viable partners overseas, leading to increased international sales.

The Department of Commerce has a vast network of sector specialists in embassies in over 75 countries around the world to introduce companies to potential partners and suppliers. It just requires a phone call.

For more information about the New England Export Expansion Fund and U.S. Commercial Service, contact Justin Oslowski, Director, U.S. Commercial Service, at 603-610-2416 or justin. oslowski@trade.gov.

For companies new to exporting, contact Tina Kasim, Program Manager, Office of International Commerce, at 603271-8444 or tina.kasim@livefree.nh.gov.

Twice a year, the NH Innovation Research Center seeks grant applications from New Hampshire companies that wish to conduct research with New Hampshire-based colleges and universities, including the University of New Hampshire and Dartmouth College.

Grants funded by the NHIRC support projects under development in the private sector — varying from proof-ofconcept to a substantial product or process design.

Companies that win awards, which range from $20,000 to $125,000, are required to provide matching dollars or services, and are offered additional training in grant writing to apply for federally funded Small Business Innovation Research (SBIR) and Small Business Technology Transfer (STTR) grants.

Since 1991, NHIRC projects have attracted $32.5 million in SBIR awards as well as $900 million in additional funding from other resources and private investors.

“These grants continue to promote promising university-industry collaborations that turn research and product development into clear economic impact,” says Marc Sedam, executive director of the NHIRC. “In addition to increasing profitability for participating companies, these projects routinely go on to create jobs and enable businesses to get additional funding from private investors as well as federal sources.”

For some companies, the grants have been essential to their success.

“We entered the new market area of heat pipes through a NHIRC grant by working with a UNH chemical engineering professor to study the corrosion and aging to improve the reliability of these heat pipes,” says Craig Wood, former CEO of Laconia-based Aavid Thermalloy in a testimony. “UNH had equipment not available at Aavid and the expertise needed to develop a predictive aging model. Aavid officials estimated this market to produce between $500,000 and $1 million within the following year, and add about eight new jobs.”

The process for applying for a NHIRC grant is competitive, with oversight by representatives from industry, government and academic institutions.

Applications are encouraged from companies in biomedical/biotechnology, engineering, information technology, life sciences, materials science and manufacturing.

Interested businesses do not need an academic partner to submit a letter of intent and assistance in locating a partner can be provided.

More information, including upcoming deadlines, can be found on the NHIRC website at nhirc.unh.edu.

REGIONAL YOUNG PROFESSIONALS NETWORKS ABC Young Professionals Group 58 Chenell Drive, Ste. 11, Concord, NH 03301 603-226-4789 abcypg.org facebook.com/abcypg twitter.com/ABCYPG chairman@abcypg.org A group aimed at broadening the professional skills and knowledge of young member professionals in the Associated Builders and Contractors of NH/VT. Catapult Seacoast PO Box 385, Portsmouth, NH 03801 catapultseacoast.org facebook.com/catapultseacoast twitter.com/CatapultCCoast launch@catapultseacoast.org Catapult Seacoast offers professional and social networking events, informational seminars, entrepreneurial and career advice, and access to some of the most influential businesses and people throughout the Greater Seacoast. As a result of these offerings, Catapult draws young, talented professionals from New Hampshire and Southern Maine who want to connect with each other, grow personally and professionally, and impact their community.

Concord Young Professionals Network (CYPN) concordnhchamber.com/cypn facebook.com/concordypn twitter.com/ConcordYP instagram.com/cypn linkedin.com/company/concord-young-professionalsnetwork/ Launched in 2006 as a professional and personal development initiative of the Greater Concord Chamber of Commerce. CYPN promotes complimentary networking, learning and growth opportunities for young professionals who live, work and play in the Capital Region.

Derry Londonderry Young Professionals Network 29 West Broadway, Derry, NH 03038 603-432-8205 facebook.com/DLYPN heidi@gdlchamber.org DLYPN’s mission is to serve as a mechanism to attract and retain young professional talent to the Greater Derry-Londonderry area through engagement, opportunity and advocacy.

Fusion (Lakes Region) PO Box 6503, Laconia, NH 03247 fusionnh.org facebook.com/NHFusion twitter.com/FusionNH fusionNH603@gmail.com Dedicated to the development of the next generation of leaders in the Lakes Region by providing opportunities through civic engagement, education and strategic relationship building.

Greater Rochester Young Professionals 603-332-5080 rochesternh.org facebook.com/GRYPNH events@rochesternh.org Designed for young professionals in the area, between the ages of 21 and 35, who meet in a casual setting while networking with others and building their contact base. Through networking and involvement, these young professionals build a sense of community and belonging, build rapport with potential clients, expand their social interactions and represent their company. iUGO Nashua iugonashua.com facebook.com/iugonashua1 twitter.com/IUGO_Nashua info@iugonashua.com Greater Nashua’s home for young professionals looking to establish and expand their social and professional networks.

Keene Young Professionals Network 48 Central Square, Keene, NH 03431 603-352-1303 facebook.com/YPNKeene keeneypn@gmail.com Created in 2007 as an initiative of the Greater Keene Chamber of Commerce with a mission of providing a forum to attract, retain and connect young people in the Monadnock Region. Offers valuable networking, social and community involvement opportunities to develop both personally and professionally in a welcoming atmosphere.

Lake Sunapee Young Professionals Network facebook.com/lsrypn lsypn2016@gmail.com 603-724-3146 Founded in 2016, the LSRYPN’s goal is to bring together young professionals in the Lake Sunapee Region area and provide social networking events.

Manchester Young Professionals Network (MYPN) 54 Hanover Street, Manchester, NH 03101 manchesteryoungprofessionalsnetwork.org facebook.com/ManchesterYPN twitter.com/manchesterypn info@mypn.org Established in 2004 as New Hampshire’s first young professionals organization. Aims to create business and social opportunities, support professional development and welcome new and existing young professionals to the Manchester community.

Mount Washington Valley Leadership 2617 Village Square, N. Conway Village, NH 03860 603-356-5701 janice@mtwashingtonvalley.org Affiliated with the Mt. Washington Valley Chamber of Commerce, the MWV Leadership engages young professionals to explore educational opportunities, community connections and mentorship possibilities. It strives to encourage and empower the next generation to contribute to the local community.

North of the Notch YP Network facebook.com/northnhypn northofthenotchypn@gmail.com Established in 2014 with the help of North Country Listens, NNN aims at hosting gatherings in Coos and northern Grafton counties.

Sullivan County Young Professionals 24 Opera House Square, Claremont, NH 03743 603-543-1296 scyp@greaterclaremontnh.org facebook.com/pages/Sullivan-County-YoungProfessionals/121225954092 The Sullivan County Young Professionals (SCYP) is a professional development program designed to provide young business people in the area with an insider’s view of the Greater Claremont business community. Through networking, developing and volunteering, the SCYP strives to educate, support and promote young professionals.

Upper Valley Young Professionals facebook.com/UVYoungProfessionals uvyp.org info@uvyp.org Our mission is to bring together young professionals to provide educational opportunities and social networking events that enrich the Upper Valley (Vermont and New Hampshire) and strengthen the future of our local communities.

Source: Stay Work Play New Hampshire, stayworkplay.org.

Stay Work Play is a nonprofit aimed at encouraging more young workers to “Stay, Work and Play” in New Hampshire. Connect with Stay Work Play at facebook.com/StayWorkPlay and on Twitter, @stayworkplay.

BUSINESS SERVICES GUIDE 2019 33

Promoting your workplace brand BY delise west

Companies must be proactive in spreading the positives of their work environment as well as ensuring employees know the proper forum to voice concerns, in order to mitigate grievances posted online.

How your company is talked about in the community and online is impacting your workforce efforts Our extremely low unemployment rate is a blessing for many, but a curse for those of us trying to grow our businesses and keep up with customer demand. So can you find that proverbial needle in a haystack?

The answer: set yourself apart from your competitors. And two simple words will bring you closer to becoming an employer of choice: employment branding.

Employment branding is the perception of what it’s like to work for your organization. After all, you brand your business, why not brand your workplace?

Here are six steps you can take to make an immediate impact: 1. Conduct an assessment by asking your employees why they joined the company, what they most enjoy about working at your business — and whether these positives are being shared with candidates.

2. Glassdoor: For those of you who are unfamiliar, glassdoor.com is a website where your current and former employees can post reviews that share what it’s like to work at your business.

Delise West is president and founder of Human Resource Partners, with offices in Concord and Dover. She can be contacted at delise@h-rpartners.com.

34 BUSINESS SERVICES GUIDE 2019

3. Your company website: Of course, your website is primarily used to attract new business, but have you ever considered how it looks to a prospective job applicant? The goal is to have a site that distinguishes you from the pack and demonstrates your unique workplace culture and values.

4. Employee referrals: What do your employees tell their friends/candidates

about what it’s like to work for your company?

5. Ask job applicants why they applied for a job at your business. Did they reference a reason that “sounds” like a branding word, like company culture or the work environment?

6. Set up Google Alerts to learn what people are saying about your workplace beyond glassdoor.com. Also search Facebook, Indeed, LinkedIn and even Yelp.

In addition, ask employees to notify you if they become aware of any employee/ former employee who posts content that could have a negative impact on your company.

What happens if you come across inaccurate and negative comments about your business? There are a number of both reactive and proactive steps you can take.

If you’ve found a negative post from a current employee, speak to them about it but approach the conversation as “we want to learn and improve” rather than a defensive posturing. Remind them of the protocol for voicing concerns so their needs can be addressed in a timely manner. If the post is downright inaccurate, spend some time educating them on what’s real. If possible, politely request they remove their post but don’t spend time arguing the merits of what they wrote. Or consider asking a colleague with whom the employee has a good relationship to make another appeal.

If it comes from a former employee — while you don’t have much control over their actions — it is not unreasonable to take the same “we want to learn and

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improve” approach and avoid becoming defensive.

Now, if you’ve found a positive post online, celebrate that by thanking the employee who posted it and explain to them you are working on your company’s employment brand. Ask if there are other employees they think would be interested in posting positive feedback about their experience with the company.

While you cannot delete or edit an online review, you can respond to them, and commenting on positive posts will highlight them. Should you choose to comment on a negative post, be sure what you write does not sound defensive. The goal is to demonstrate your company is genuinely committed to improving.

Finally, be proactive. Educate employees on the proper forum/procedure to voice concerns. Listen to employees and take action as warranted when they speak up about issues. If you don’t, you run the risk of them seeking solace online.

In addition, when employees leave your organization, conduct an exit interview prior to their departure. That way, if they do have concerns, you can address them live rather than having to react in a public forum.

Also, ask your star employees to write reviews. Encourage all level of employees, including senior management, to write their own review about the company. This will not only improve employee engagement but also create brand ambassadors who provide an inside view of what it’s like to work at your organization.

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Who owns your intellectual property?

Independent contractors often hold the copyrights on works they’ve created By douglas verge

Documenting the understanding with a contractor that the employer would own the copyrights in the work is a necessary step to win in court. Generally, copyright assignments must be in writing to be enforceable.

In today’s technology and online business environment, the key assets of a business are often its intangible assets — its intellectual property, whether patents, trade secrets, copyrights or trademarks. Frequently, businesses have others create works for them, including written content, artwork, logos and graphics.

If the work is created by an employee, under U.S. copyright law, the employer is deemed to be owner of the copyrights in the work.

On the other hand, the general rule is that the copyrights on works created by an independent contractor are owned by the independent contractor. There are two exceptions to this rule: there is an enforceable written work-made-for-hire agreement between the parties or there is a written assignment agreement between the parties.

And even if there is a work-made-for-hire agreement, it applies only to certain types of works, namely one specially ordered or commissioned for use as a contribution to a collective work, as a part of a motion picture or other audiovisual work, as a translation, as a supplementary work, as a compilation, as an instructional text, as a test, as answer material for a test or as an atlas.

Therefore, if you hire someone to create

36 BUSINESS SERVICES GUIDE 2019

software code or a website or a trademark logo, in most cases the ownership in the copyrights in the works will remain with the author, unless you have a written assignment of the copyrights from the contractor.

you to use, and the contractor (presumably) was paid to do so, then a court might find that there was an implied license from the contractor to you to use the work for the purposes for which the work was commissioned.

So what does that mean for you in the real world?

Potentially the independent contractor could prevent you from using the work, and possibly even sue you for copyright infringement. That’s a serious predicament to be in, especially if you are sublicensing the code to your customers, using the website for interactive business or using the logo as your trademark.

But what are those purposes? How broad or limited will your rights be as construed by the court?

To complicate matters more, what if you want to register a copyright but are not the owner of the work? What if you want to register the trademark logo but are not the owner of the work? These could be some serious hurdles to try to overcome. And even though trademark rights are acquired through use of a mark, if you don’t also own the copyright in the drawing of a logo used as a trademark, the copyright owner conceivably could stop your use of it.

So what can you do?

If the intent always was that you would own the copyright in the work, you might be able to convince the contractor to provide you with a written assignment — after all, you did pay good money for the work product (presumably). Hopefully, the resolution would be that simple (although it might require some additional payment).

But, what if your relationship with the contractor has broken down and you are at odds? Can you force the contractor to transfer the copyright to you?

Generally, copyright assignments must be in writing to be enforceable. If it was understood between you and the contractor that you would own the copyrights in the work there is a possibility you might be able to convince a court under principles of equity to order the contractor to execute an assignment to you.

But what if the two of you never really discussed ownership per se? Under such circumstances, a court (assuming it even has a right to do so) might be unwilling to force the contractor to execute an assignment.

However, given that the whole purpose of the engagement was to pay the contractor to make something according to your requirements for

The old adage “an ounce of prevention is worth a pound of cure” applies here fully.

The moral of the story is this — make sure you have a written work-made-for-hire agreement in place that also contains an assignment clause for all non-employees who create any works of authorship before they commence the work. Period. End of story.

Douglas Verge, a former chair of Sheehan Phinney’s Intellectual Property Practice Group, now chairs the firm’s Franchise and Distribution Law Practice Group. He can be reached at 603-627-8119 or dverge@sheehan.com.

a cloSer look

Tech troubleshooting: lessons learned from the trenches

By Steve WalSh

Be aware, informed and proactive in seeking out the best technology solutions for your business Keeping up with today’s rapidly changing technology is a full-time job. Technological disruption has accelerated at an unprecedented rate and remains one of the largest drivers of business innovation.

With new systems and solutions constantly being introduced, it can be hard to determine which “next big thing” will have a considerable (and lasting) impact on your bottom line.

Over the course of my career, I’ve helped numerous companies of varying size and scale navigate opportunities to enhance operations in an ever-evolving business technology landscape.

While each company’s needs are different, the underlying process of diagnosing tech challenges is similar and can be replicated across various industries.

No matter where you are in the process of evaluating your own technology needs, my hope is these tips, tactics and takeaways spark your own “ah-hah” moments and inspire you to think critically about potential solutions to challenges your operation may be facing.

Lesson 1: no industry is immune from digitaL disruption.

One of my most rewarding client experiences involved working with a regional bank that needed more bandwidth to support administrative functions and engage its congregation through livestreamed sermons. Ultimately, we came up with a comprehensive solution that provided the broadband speed and reliability it needed, along with a cloud-based phone solution featuring a host of new capabilities.

Lesson 2: seemingLy smaLL adjustments can Lead to big gains in productivity.

While you may be interested in pursuing a specific solution, a discovery session with your IT team and solutions provider may uncover opportunities to create operational efficiencies in other areas of the business.

Tasked with helping a local law firm upgrade its phone system, my original conversations with the partners solely centered around their desire to provide attorneys with the ability to seamlessly transfer business calls to their cell phones for greater mobility. In consulting with their team, I also discovered that features, such as automatic call tracking and electronic phone logs, could save the firm’s attorneys a great deal of manual time reporting and reduce human error.

Lesson 3: think outside the box.

Sometimes, the results of new technology solutions can be both dramatic and immediate — even in unexpected ways. I remember working with a jewelry store that was looking to improve their phone and internet service. In our initial meeting, I asked a question about the company’s surveillance capabilities. When I learned the cameras were actually nonfunctioning dummies intended to act as a deterrent, we identified an even greater need and supported the process of installing real security cameras. Within one week of installing the system, the store was robbed. The store’s newfound ability to provide police with actual footage of the theft was instrumental in investigating the crime and ultimately apprehending the suspect.

No matter what industry you’re in, there are several things you can do to put yourself in a better position to leverage technology to your advantage: • Perform an annual tech audit to make sure your current technology is optimized to support business goals. As your business grows and evolves, existing technology can quickly become obsolete. You’ll want to ensure you have the necessary bandwidth and flexibility needed to support and scale daily operations.

• Think big! I’ve worked with companies of all shapes and sizes, ranging from small momand-pop operations to large sophisticated corporations. No matter where your business falls on the spectrum, powerful and reliable technology solutions are more accessible than ever before.

• Streamline the tech upgrade process.

Consider bringing your IT or tech-support personnel into strategy meetings with your solutions provider. After all, they understand and can articulate your company’s tech needs best.

Technology is advancing so rapidly that new opportunities are arising all the time. Taking advantage of those opportunities, creating new efficiencies and tapping into cost savings for your business begins with being aware, informed and proactive about seeking out those solutions — and the partners who can help you keep a pulse on emerging tech trends that will drive your business forward.

Steve Walsh, Vice President of Comcast Business for Comcast’s Greater Boston Region, which includes New Hampshire.

BUSINESS SERVICES GUIDE 2019 37

a Closer look

Have you thought about your business succession strategy?

By TaBiTha CrosCuT

Most business owners focus primarily on the day-to-day operations of the business and the operational strategy, but very few give sufficient attention to how they will exit the business.

Owners often wait until it’s too late to consider various options, at which time the only answer might be selling the business to a third party, perhaps a competitor or a private equity group.

For some businesses, that last minute strategy ends with success, but for many owners, that is not an acceptable or desired solution to their ownership succession.

There are a limited number of options for business succession. The standard list of options for most businesses includes sale to a third party, management buyout or transfer to family members, but have you heard about ESOPs? Employee stock ownership plans (ESOPs) have been around since 1974, yet only approximately 7,000 businesses nationally are currently utilizing them for their ownership succession needs.

ESOPs are a great alternative for business owners who are not interested in turning the keys to the business over to a stranger and do not have any family in the business ready to write a check for the owners’ equity. As a qualified retirement plan, ESOPs serve both as a mechanism for employees to receive the value of company stock as an additional retirement benefit and as a buyer of an owner’s company stock. An ESOP’s purchase of company stock from the owners allows a business to continue to operate without changes to management or operations (i.e. former owners can continue to serve in the same role), and employees do not have to worry that a third party will move the operations elsewhere.

Additionally, ESOPs can be implemented in a way that allows business owners to sell their company stock over many years instead of all at once. In addition to the operational aspects of

38 BUSINESS SERVICES GUIDE 2019

ESOPs, there are also tax advantages that can be obtained with ESOPs that are not available in any other type of sale (except in a co-op).

ESOPs offer tax deductions to companies that can result in a pre-tax purchase of company stock from a shareholder. Instead of using after tax dollars to buy back company stock, which is how many professional services firms approach ownership succession, the ESOP purchases the company stock with the company’s pre-tax dollars. What about the selling shareholder?

Internal Revenue Code Section 1042 allows an individual who sells company stock to an ESOP to elect the deferral of their capital gains tax on the proceeds of the sale potentially forever. That means that a selling shareholder can avoid sending to the IRS a rather significant tax payment on the sale of shares, provided that he or she is willing to meet the requirements of Code Section 1042, which also requires the reinvestment of the proceeds from the stock sold to the ESOP. However, if the selling shareholder does meet the Section 1042 reinvestment requirements and they don’t liquidate the investments, at the time of the selling shareholder’s death those investments will have a stepped-up basis and no one will ever pay the original capital gains

tax from the sale of the shares. Essentially, the owner has deferred the capital gains tax forever!

Although not every selling shareholder finds the Section 1042 strategy desirable for their situation, it should be considered.

All those tax advantages of ESOPs might sound appealing, but the really powerful tax advantage of ESOP ownership of company stock is found with the combination of ESOPs and stock of S corporations. Corporations are taxable either as C corporations, in which case the company pays the annual income tax; or as S corporations, in which case the shareholders pay the annual income tax of the business. As qualified retirement plans, ESOPs are exempt from paying income tax. Therefore, if a company’s stock is owned by its ESOP, that portion of the company’s taxable income will avoid taxation. So if the ESOP owns 100 percent of a company’s stock from a purchase of that stock from the previous owners, the company no longer pays any federal income tax (and in some states, does not pay state income tax). Can you imagine having that extra cash available for other purposes, such as acquisitions or desired capital expenditures?

In conclusion, although ESOPs are not the right ownership succession strategy for every business, every business owner should at least consider whether an ESOP might be their best strategy. It is worth a conversation with an ESOP attorney and a little research to confirm whether or not an ESOP is appropriate before an owner makes one of the biggest decisions in the lifecycle of a business.

Tabitha Croscut is a shareholder and chair of the ESOP Team at Devine Millimet & Branch, with a national practice focused on Employee Stock Ownership Plans (ESOPs) as an ownership succession and employee compensation strategy for privately held businesses.

Devine Millimet has been serving the business community in Northern New England for over 70 years.

Business Organization Labor, Employment, and Employee Benefits State and Federal Taxation Business, Commercial, and Financial Litigation Mergers and Acquisitions Employee Stock Ownership Plans Healthcare Transactions, Regulations, and Litigation Construction, Engineering, and Real Estate Banking and Commercial Finance

We Can Help You.

603-669-1000 DevineMillimet.com

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40 BUSINESS SERVICES GUIDE 2019

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BUSINESS SERVICES GUIDE 2019 41

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603-225-0477/603-227-0745 hessgehris.com Mediation Hinckley Allen 650 Elm Street Manchester, NH 03101 603-225-4334/603-224-8350 hinckleyallen.com Construction Litigation Corporate Law Health Care Law Land Use and Zoning Law Land Use and Zoning Litigation Real Estate Litigation Real Estate Law Hoefle, Phoenix, Gormley & Roberts P.A. 127 Parrot Avenue Portsmouth, NH 03801 603-436-0666/603-431-0879 hpgrlaw.com Environmental Law Insurance Law Integral Business Counsel 155 Fleet Street Portsmouth, NH 03801 603-766-0408/866-612-3037

integralcounsel.com Corporate Law Jackson Lewis 100 International Drive, Suite 363 Portsmouth, NH 03801 603-559-2700/603-559-2701 jacksonlewis.com Civil Rights Law Commercial Litigation Employment Law – Management Labor Law – Management Labor and Employment Litigation John Kitchen Law Offies 15 Dartmouth Drive, Suite 203 Auburn, NH 03032 603-669-6541/603-625-6371 55 Church Street Laconia, NH 03246 603-524-5765/603-524-5766 johnkitchenlawoffices.com Trusts and Estates Law Loughlin Law Office Leonard Cotton House Strawbery Banke 144 Washington Street Portsmouth, NH 03802

603-431-6466/603-436-4079 pjllaw.com Land Use and Zoning Law Municipal Law McCandless & Nicholson 58 North State Street Concord, NH 03301 603-856-8441/603-856-7425 mcnich.com Personal Injury Litigation – Defendants Nonprofit/Charities Law McDonald & Kanyuk 7 Hills Avenue Concord, NH 03301 603-228-9900/603-228-2802 mckan.com Tax Law Trusts and Estates McDowell & Osburn, PA 282 River Road Manchester, NH 03105 603-623-9300/603-623-5390 mcdowell-osburn.com Personal Injury Litigation – Defendants

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CONCORD, DOVER and MANCHESTER, NH & PORTLAND, ME 42 BUSINESS SERVICES GUIDE 2019

W W W. S H A H E E N G O R D O N . C O M

Mark Dean 13 Samuel Drive Concord, NH 03301 603-230-9955/603-230-9669 mdeanlaw.net Energy Law McLane Middleton City Hall Plaza 900 Elm Street, 10th Floor Manchester, NH 03101 603-625-6464/603-625-5650 100 Arboretum Drive, Suite 140 Newington, NH 03801 603-436-2818/603-436-5672 11 South Main Street, Suite 500 Concord, NH 03301 603-226-0400/603-230-4448 mclane.com Administrative/Regulatory Law Appellate Practice Banking and Finance Law Banking and Finance Litigation Bet-the-Company Litigation Commercial Litigation Copyright Law Corporate Compliance Law Corporate Law Criminal Defense – White Collar Education Law

Employee Benefits (ERISA) Law Employment Law – Management Energy Law Energy Regulatory Law Environmental Law Environmental Litigation Financial Services Regulation Law First Amendment Law Government Relations Practice Immigration Law Labor Law – Management Intellectual Property Litigation Labor and Employment Ligitation Land Use and Zoning Litigation Mergers and Acquisitions Law Nonprofit/Charities Law Real Estate Law Securities/Capital Markets Law Securities Regulation Tax Law Tax Litigation and Controversy Trademark Law Trusts and Estates Law Trusts and Estates Litigation Mulhern & Scott PLLC 155 Fleet Street Portsmouth, NH 03801 603-436-1211/603-436-1242 mulhernlaw.com

Trusts and Estates Law Mulvey Cornell & Mulvey 378 Islington Street Portsmouth, NH 03801 603-431-1333 newhampshireinjuryfirm.com Arbitration Mediation Myskowski & Matthews 14 Dixon Avenue, Suite 204 Concord, NH 03301 603-227-6342 mmlawnh.com Trusts and Estates Law Nixon Peabody 900 Elm Street Manchester, NH 03101 603-628-4000/603-628-4040 nixonpeabody.com Appelate Practice Banking and Finance Litigation Bankruptcy Litigation Bankruptcy and Creditor-Debtor Rights Law/Insolvency and Reorganization Law Commercial Litigation Corporate Law

Government Relations Practice Insurance Law Banking and Finance Litigation Bankruptcy Litigation Health Care Litigation Mergers and Acquisitions Law Mergers and Acquisition Litigation Mass Tort Litigation/Class Actions – Defendants Municipal Litigation Product Liability Litigation – Defendants Project Finance Law Securities Litigation Nixon, Vogelman, Barry, Slawsky & Simoneau 77 Central Street Manchester, NH 03101 603-669-7070 davenixonlaw.com Civil Rights Notinger Law 7A Taggart Drive Nashua, NH 03060 603-417-2158 notingerlaw.com Banking and Finance Litigation Bankruptcy and Creditor-Debtor

BUSINESS SERVICES GUIDE 2019 43

TOP LAW FIRMS IN NEW HAMPSHIRE IN 2018 Rights Law/Insolvency and Reorganization Law Orr & Reno PO Box 3550 45 S. Main Street Concord, NH 03302 603-224-2381/603-224-2318 orr-reno.com Administrative/Regulatory Law Appellate Practice Arbitration Commercial Finance Law Corporate Law Energy Law First Amendment Law First Amendment Litigation Government Relations Practice Insurance Law Real Estate Litigation Real Estate Law Pierce Atwood One New Hampshire Avenue, Suite 350 Portsmouth, NH 03801 603-433-6300/603-433-6372 pierceatwood.com Corporate Law Environmental Law

Land Use and Zoning Law Mergers and Acquisitions Law Real Estate Law Securities/Capital Markets Law Trusts and Estates Law Preti Flaherty PO Box 1318 57 North Main Street Concord, NH 03302-1318 603-410-1500/603-410-1501 preti.com Bankruptcy and Creditor-Debtor Rights Law/Insolvency and Reorganization Law Commercial Litigation Construction Law Corporate Law Criminal Defense – White Collar Energy Law Legal Malpractice Law – Defendants Municipal Law Professional Malpractice Law – Defendants Real Estate Law Primmer Piper Eggleston & Cramer 900 Elm Street, 16th Floor

Manchester, NH 03101 603-626-3300/603-626-0997 Two Iternational Drive, Suite 330 Portsmouth, NH 03801 603-427-8565/603-427-8566 106 Main Street Littleton, NH 03561 primmer.com Appellate Practice Banking and Finance Law Commercial Litigation Construction Law Corporate Law Financial Services Regulation Law Insurance Litigation Personal Injury Litigation – Defendants Product Liability Litigation – Defendants Ransmeier & Spellman One Capitol Street, Fourth Floor Concord, NH 03301 603-290-5104/603-224-2780 31 Mooney Street Alton, NH 03809 603-290-5104/603-875-3394 ranspell.com Trusts and Estates Law

Rath, Young and Pignatelli PO Box 1500 One Capital Plaza Concord, NH 03302-1500 603-226-2600/603-226-2700 rathlaw.com Commercial Litigation Energy Law Energy Regulatory Law Environmental Law Environmental Litigation Government Relations Practice Insurance Law Personal Injury Litigation – Defendants Tax Litigation and Controversy Tax Law Robinson, Boesch, Sennott & Masse P.A. 195 New Hampshire Avenue, Suite 255 Portsmouth, NH 03801 603-427-5380/603-427-5381 nhprobatelaw.com Trusts and Estates Law Trusts and Estates Litigation Shaheen & Gordon PO Box 2703 107 Storrs Street

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Vermont | New Hampshire | Maine | D.C. 44 BUSINESS SERVICES GUIDE 2019

Concord, NH 03302 603-819-4231 140 Washington Street, 2nd Floor Dover, NH 03821 603-871-4144 80 Merrimack Street Manchester, NH 03101 603-635-4099 169 Daniel Webster Highway, Suite 15 Meredith, NH 03253 603-395-4663 One New Hampshire Avenue, Suite 125 Portsmouth, NH 03801 603-373-6065 11 Concord Street Nashua, NH 03060 603-546-0004 shaheengordon.com Bet-the-Company Litigation Criminal Defense – White Collar Employment Law – Individuals Health Care Law First Amendment Litigation Sheehan Phinney Bass & Green PO Box 3701 1000 Elm Street, 17th Floor Manchester, NH 03101 603-668-0300/603-627-8121 Two Eagle Square, Third Floor Concord, NH 03301 603-223-2020/603-224-8899 17 1/2 Lebanon Street Hanover, NH 03755 603-643-9070/603-643-3679 sheehan.com Bet-the-Company Litigation Commercial Litigation Corporate Law Employee Benefits (ERISA) Law Employment Law – Individuals Employment Law – Management Energy Law Environmental Law Health Care Law Labor Law – Management Intellectual Property Litigation Labor and Employment Litigation Land Use and Zoning Litigation Mergers & Acquisitions Law Nonprofit/Charities Law Patent Law Real Estate Law Trusts and Estates Law Tax Litigation and Controversy Tax Law Sisti Law Offices 387 Dover Road Chichester, NH 03234 603-224-4220 78 Fleet Street

Portsmouth, NH 03801 603-433-7117/603-427-2938 16 Park Street Lancaster, NH 03584 603-788-3018/603-226-2025 sistilawoffices.com Criminal Defense – White Collar Stebbins, Lazos & Van Der Beken 889 Elm Sreet, 6th Floor Manchester, NH 03101 603-627-3700/603-641-8900 slvlaw.com Banking and Finance Law Corporate Law Financial Services Regulation Law Land Use and Zoning Law Land Use and Zoning Litigation Mergers and Acquisition Law Real Estate Law Trusts and Estates Law The Stein Law Firm 81 Pleasant Street Concord, NH 03301 603-228-1109/603-228-5326 steinlawpllc.com Commercial Litigation Product Liability Litigation – Plaintiffs Trusts and Estates Litigation Steiner Law Office 30 Oakmont Drive Concord, NH 03302 603-345-6440/603-715-1998 jimsteinerlaw.com Trusts and Estates Litigation Sulloway & Hollis PO Box 1256 9 Capitol Street & 29 School Street Concord, NH 03302 603-224-2800/603-226-2404 30 Exchange Street Gorham, NH 03581 603-466-5946 2 Union Street, The Opera House Littleton, NH 03561 603-575-5523 sulloway.com Employee Benefits (ERISA) Law Employment Law – Individuals Employment Law – Management Energy Law Insurance Law Labor Law – Management Labor and Employment Litigation Mediation Personal Injury Litigation – Defendants

Product Liability Litigation – Defendants Real Estate Law Tax Law Trusts and Estates Law Trusts and Estates Litigation The Law Office of Daniel Duckett 57 Market Street, Suite 1 Manchester, NH 03101 603-836-5800 dducketlaw.com Personal Injury Litigation – Defendants Upton & Hatfield 10 Centre Street Concord, NH 03301 603-224-7791/603-224-0320 47 Main Street Jaffrey, NH 03452 603-532-7731/603-532-8650 8 School Street Hillsborough, NH 03244 603-464-5578/603-464-3269 26 Concord Street #A Peterborough, NH 03458 603-924-3864/603-924-8730 159 Middle Street Portsmouth, NH 03801 603-436-7046/603-369-4645 upton-hatfield.com Business Organizations (including LLCs and Partnerships) Education Law Employment Law – Individuals Insurance Law Labor and Employment Litigation Municipal Law Municipal Litigation Real Estate Law Wadleigh, Starr & Peters 95 Market Street Manchester, NH 03101 603-669-4140/603-669-6018 wadleighlaw.com Bet-the-Company Litigation Commercial Litigation Construction Law Construction Litigation Education Law Land Use and Zoning Law Municipal Law Personal Injury Litigation – Defendants Professional Malpractice Law – Defendants Real Estate Law

Waystack Frizzell PO Box 137 251 Main Street Colebrook, NH 03576 603-237-8322/603-237-5002 15 Exchange Street Berlin, NH 03570 603-752-4500/603-752-4411 133 Main Street Lancaster, NH 03584 603-788-4244/603-788-4255 waystackfrizzell.com Criminal Defense – White Collar Wescott Law, PA PO Box 1700 Bowman Street School 28 Bowman Street Laconia, NH 03246 603-524-2166 272 Daniel Webster Highway Meredith, NH 03253 PO Box 536 The Jones House Strawbery Banke Museum Portsmouth, NH 03802 603-433-5385 75 Pleasant Street Bristol, NH 03222 603-524-2166 wescottlawnh.com Real Estate Law William S. Gannon PLLC 889 Elm Street, Fourth Floor Manchester, NH 03101 603-769-4756/603-621-0830 wgannon.com Bankruptcy Litigation Bankruptcy and Creditor-Debtor Rights Law/Insolvency and Reorganization Law Winer & Bennett PO Box 488 111 Concord Street Nashua, NH 03061 603-882-5157/603-882-2694 winerbennett.com Real Estate Law List of leading law firms that practice in New Hampshire, including their top specialties, was compiled by New Hampshire Business Review based on results found in “The Best Lawyers in America® 2018,” a list of the country’s top attorneys, published by the national polling firm Woodward-White.

BUSINESS SERVICES GUIDE 2019 45

Employment and state pregnancy leave requirements

BY BETH A. DERAGON

Female employees are entitled to pregnancy leave for the length of time they become disabled by the condition or a related medical condition, they must be able to return to the same or comparable position.

Female employees on pregnancy leave must be treated the same way as any other employee out of work for a temporary disability One thing is certain: Employees will become pregnant and will need time off. With that certainty in mind, and coupled with the fact that the number of pregnancy leave claims has not changed much for at least the last nine years, employers need a clear understanding of New Hampshire’s pregnancy leave law requirements.

New Hampshire requires that employers with six or more full- and part-time employees provide pregnancy leave to female employees for the period of time that they are physically disabled (with doctor’s certification) due to pregnancy, childbirth or a related medical condition. The employee may work as long as she is physically able to do so prior to the birth.

However, for the length of time that she does become disabled by the condition or related medical condition, she is entitled to pregnancy leave and to return to the same or comparable position. In other words, there is no set period of time for pregnancy leave.

For example, if the employee develops pre-eclampsia during her pregnancy and is disabled by that condition (as validated by her doctor), then her employer must give her that time off. She might be able to return to work after the condition has gone and would be entitled to return to the same or comparable position.

Beth A. Deragon is an employment law attorney at Pastori | Krans, PLLC, where she counsels and trains businesses on sound employment practices and defends business in employment litigation. She can be reached at 603-369-4206 or bderagon@pastorikrans.com.

46 BUSINESS SERVICES GUIDE 2019

Likewise, if the employee has severe morning sickness for the first eight weeks of her pregnancy, she would be entitled to pregnancy leave for that period of time (or hours per day) and to return to work, if able.

Consider this: an employee has a natural

childbirth with no complications and her doctor says that she is able to return to work two days later because she is not physically disabled due to childbirth. In those circumstances, the employee must return to work two days after giving birth (or take other leave time, if available).

Please note that if the employer has 50 or more employees and the employee is eligible under the federal Family Medical Leave Act, then a 12-week unpaid leave will be the relevant time period.

While on pregnancy leave, the employer is not required to pay the female employee.

However, if the business has paid other employees while they were absent due to a temporary disability, then it must pay the female employee who is out on pregnancy leave.

For example, if in the past the business allowed an employee to take a paid medical leave of absence due to recuperation after a surgery, then the employee out on pregnancy leave must also be paid.

The key here is that the female employee who is out on pregnancy leave must be treated the same way in the terms and conditions of her work as any other employee out of work for a temporary disability.

Employers might consider enrolling in a short-term disability policy so that some income could be provided to the female employee, and other employees, out because of a temporary disability.

If the firm’s handbook or leave policy states that employees who are out on a temporary disability must use accrued vacation and/or sick leave, then the same can be

Servingour ourclients clients Serving NewHampshire Hampshire ininNew and nationwide since1899 1899 and nationwide since Thefirm’s firm’spractice practiceencompasses encompassesaa The fullrange rangeofoflegal legalservices. services. full RankedininChambers ChambersUSA USAand and Ranked USNews NewsBest BestLaw LawFirms Firms US required of the female employee out on pregnancy leave.

Another helpful handbook provision is one that requires an employee who is out on a sick leave to periodically update the business as to when he/she anticipates returning to work so that the business can plan for the resources it needs.

While out on pregnancy leave, the business can hire someone to fill the employee’s position. However, the same position or a comparable position must be made available to the employee when she returns from pregnancy leave. The exception to this rule is if business necessity makes this impossible or unreasonable.

Before making that determination, a business is well-advised to consult with employment counsel as that decision could result in liability to the business.

Likewise, the female employee cannot be laid off or fired while pregnant or on pregnancy leave unless the business can show that it already had plans in place to conduct a company lay off.

Remember that pregnancy leave is protected leave when a female employee is disabled due to the pregnancy, childbirth or for a related medical reason. It cannot be used for time spent bonding with the baby because that type of leave must be made available to both female and male employees. Child care leave is not mandated by New Hampshire or federal law but can be provided by policy to both females and males for time spent bonding with their child. The business would set the number of days of child care leave and whether the leave (or any part of the leave) is paid or unpaid.

Before making any decision regarding pregnancy leave, the employer must consider the requirements of the law, its own policies, practices and workplace culture.

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BUSINESS SERVICES GUIDE 2019 47

A cLOSEr LOOk

The times they are a-blockchain-ging

By JOSEPH LAVOIE

Blockchain is a data structure that records activity by timesegments, creating a track record of information that makes it easier to track down fraud. It can also serve as a distributed ledger system, sending information to a network of independent databases, which coordinate to validate transactions.

It is becoming increasingly difficult to ignore blockchain. Blockchain evangelists claim that this emergent technology is set to disrupt a growing list of industries, and real estate is near the top.

On February 21, 2018, the city of South Burlington, Vt., made history when it recorded a deed on a government-supported blockchain. The city’s blockchain is considered “private” because the city controls who may access it. The recorded deed is identical to deeds recorded on Vermont’s traditional system, but how the deed is stored has changed. Vermont is not alone in its curiosity.

On May 30, 2017, the Office of the Cook County Recorder of Deeds (the CCRD) in Illinois, one of the largest land record offices in the United States, published a final report on a pilot program to “test cross-compatibility between the client-server database model and [blockchain]....” (http://cookrecorder.com/blockchain/ last accessed on April 23, 2018). The report justified initiating the pilot program by referring to blockchain’s inherent “efficiency” and “security.” As for adopting a blockchain system permanently, the CCRD stated that it was not ready to “go it alone” and cited a need for, among other things, greater input from the legal community.

So what iS a private blockchain and why iS it Suited for land recordS? Blockchain is an information storage structure or data structure. When a user participates in a transaction on blockchain, the activity is recorded on a digital ledger organized by timesegments or “blocks.” Users enter information on a blockchain by “broadcasting.” In practice, a user need only type information and press 48 BUSINESS SERVICES GUIDE 2019

send. For example, Fred is a resident of South Burlington who wants to convey a deed to Mary.

Fred and Mary go to the recording office and use a computer to “broadcast” the conveyance. The information is bundled with other information in a “block,” and Fred and Mary head back to their cars.

Two things happen next. First, new information stops being recorded in Block 1. Second, Block 2 is created and accepts new information.

Block 1 is next to Block 2, and Block 2 is next to Block 3 — thus, blockchain.

When Block 1 stops receiving information, blockchain marks the block with a timestamp or hashstamp. A timestamp is a long string of characters that reflects information within the block. Accordingly, at any time, if data is changed within a block, the corresponding timestamp will reflect the alteration. Thus, timestamps act as digital fingerprints.

Blockchain is described as fraud resistant.

There are two features that justify such a description, and make blockchain ideal for land recording.

First, the timestamp from Block 1 is always copied and included in Block 2. Alter the information within Block 1 and the timestamp for Block 2 — and every subsequent block — changes.

Second, blockchain is a distributed ledger system — a network of independent databases that coordinate to validate transactions. Imagine a state with 50 recording offices that adopts a blockchain system.

Each office hosts its own independent ledger, but every broadcast is sent to all

50 ledgers. Each host then chooses to accept and record broadcasts according to common protocols.

No one ledger trumps, and no one ledger by itself is the official record. Importantly, each office has the ability to view other offices’ records.

Picture a fraudster trying to manipulate a recording office’s records. He or she could access a single recording office and change data stored on a previously timestamped block. Such action, however, would alter every subsequent block. The other 49 offices would notice the 50th office’s records had been altered, and they could coordinate to determine where the record had been changed.

Under the current system, manipulating land records is like robbing a house. Under a blockchain system, successfully altering land records for personal gain is like robbing every house in a city. This inherent fraud resistance is what makes places like the city of South Burlington and the CCRD entertain adopting blockchain for its recording system. blockchain in new hampShire If New Hampshire were to convert its land recording system to blockchain, the state could have a single, coordinated system. South Burlington and Cook County both noted the security afforded by multiple, trusted parties storing decentralized ledgers.

However, blockchain is still an emergent technology and its applicability for real estate recordings is largely untested. Should blockchain prove to be both secure and cost-effective, then a conversion may become a real possibility. The times really are a-blockchain-ging.

Joseph Lavoie is an associate at Sulloway & Hollis, P.L.L.C. and serves clients on a wide range of litigation and corporate matters.

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Solving hiring challenges Connecting with high schools offers an answer to recruiting employees BY stacy kallelis

High schools and Career and Technical Education programs across the state still face stigma and barriers in developing business partnerships.

Think back to your first job experience — your first time in the “real-world.” Maybe you scooped ice cream over the summer or worked the register at your local grocery store. What were your goals? Most likely you were simply looking to earn money to buy that shirt you wanted or to have a night out with friends; a sense of independence. Your sights were not set on making your first job into a lifelong career. In fact, you likely did not have a true career experience until you graduated high school or went off to college.

Today’s teens are entering a workforce with a marginal unemployment rate. “Help wanted” ads are everywhere you turn.

Businesses are desperate for employees and looking at unique solutions to fill roles. One of the integral solutions to our workforce development challenge lies in providing opportunities to high school students.

While the schools know this, and industry is talking about this, there is often disconnect as to how business and education can come together. We refer to this as the silo effect — everyone is working hard at solving the workforce dilemma, but we are not necessarily working together. So how do we connect the pieces of the puzzle?

50 BUSINESS SERVICES GUIDE 2019

Despite our evident problem-solution situation, high school students and Career and Technical Education programs across the state still face stigma and barriers in developing business partnerships.

Fact: most high school students do not have career experience.

Another fact: you cannot gain experience without experiences.

So how do we work together to reach students, provide opportunity, and as a result, build our workforce with trained, dedicated employees who have the skills and knowledge the industry desires?

Simple — engage with students and provide opportunities (note: these work in tandem).

Every business should have a point person responsible for interacting with their local school district. Connecting with students could be in the form of guest speaking, participating in internship and career fairs, offering mentoring and open office hours, inviting students in for facility tours, setting up breakfast and/or lunch-and-learn sessions for students interested in your field, sponsoring a student to pursue further training, participating in mock networking or interview events, or — arguably the most important — offering work-based learning opportunities.

Work-based learning provides opportunities for students to engage in internship/ work-study experiences with mentors in the career field that they are interested in.

In most New Hampshire high schools, there is a designated staff member responsible for building and managing these relationships. Sometimes the title changes (for example, ELO, extended learning opportunity or school-to-work coordinator), but the underlying goal is the same — connect students with experiences that will lead to skill/knowledge development and opportunity.

These programs are not possible

without business and industry connections and these individuals are dedicated to networking on behalf of their students.

They want to hear from you!

The next thing you are about to read is possibly the most important piece of advice when reaching out to high schools to recruit their students for job opportunities.

May or June of the student’s senior year is often too late to recruit. Counselors and teachers work tirelessly to ensure students know every opportunity available to them.

The discussions as to college and career goals start as early as middle school (in some instances, even sooner). By the student’s sophomore year, they have their eyes set on a career path and have courses geared toward that goal.

It might sound ambitious, but it is the new way of the world. If one of your workforce development initiatives is to hire high school students, you absolutely have to start engaging with them early on in their high school career.

Want to solve your hiring challenges?

Begin your next staff meeting with a discussion as to what you are doing to engage with your local high schools. When opportunity is knocking, our doors are always open.

Stacey Kallelis is the work-based learning coordinator at Salem High School, one of the largest programs of its kind in the state.

High school contacts Alvirne High School Judy King Business and Community Liaison 603-886-1260 ext. 75050 jking@sau81.org

Hopkinton High School Danielle Meserve ELO Coordinator 603-746-2502 dlmeserve@sau66.org

Berlin Senior High School Brynna Kelley ELO Coordinator 603-752-4122 ext. 1553 bkelley@sau3.org

John Stark Regional High School Donna Nelson Dean of Student Services 603-529-5306 donna.nelson@sau24.org

Bow High School Martha Rae School Counseling Secretary/Registrar 603-228-2210 ext. 312 mrae@bownet.org Campbell High School Jodi Callinane Director of Counseling 603-546-0300 ext. 2255 jcallinan@litchfieldsd.org

Keene High School Kim Baker Director of School Counseling 603-352-0640 ext. 3722 kbaker@sau29.org Laconia High School Don Mullen Director of Guidance 603-524-3350 dmullen@laconiaschools.org

Contoocook Valley Regional High School Kristin Ingram ELO Coordinator 603-924-3869 ext. 3205 kingram@conval.edu

Lebanon High School Joy Gobin ELO Coordinator 603-448-2056 ext. 2017 jgobin@dau88.net

Farmington Senior High School Jane Weymouth ELO Coordinator 603-755-2811 jweymouth@sau61.org

Lin-Wood High Dori Weeden ELO Coordinator 603-745-2214 dweeden@lin-wood.org

Goffstown High School Joyce Lewis Guidance Counselor 603-660-5320 joyce.lewis@sau19.org

Littleton High School Connie Ward Internship Coordinator 603-444-5186 ext. 2208 cward@littletonschools.org

Hinsdale High School Karen Thompson ELO Coordinator and Career Counselor 603-336-5984 ext.7823 kthompson@hnhsd.org

Manchester Central High School Angela Bourassa ELO Coordinator 603-624-6363 abourassa@mansd.org

Manchester Memorial High School and Manchester West High School Claudette Knieriem ELO Coordinator 603-624-6378 ext. 1222 cknieriem@mansd.org Manchester School of Technology Virginia Stephen Business Liaison 603-624-6490 ext. 2123 vstephen@mansd.org Mascenic Regional High School Cathy Proulx School Counselor 603-878-1113 ext. 4008 cproulx@mascenic.org Merrimack Valley High School Mark Ciarametaro ELO Coordinator 603-753-1408 mciarametaro@mvsdpride.org Milford High School Richard Paiva Career Development Counselor 603-673-4201 ext. 3615 rpaiva@milfordk12.org Nashua High School North Amanda Bastoni Nashua Technology Center Director 603-589-2714 bastonia@nashua.edu Newmarket Jr.-Sr. High School Ryan Levasseur Transition Coordinator 603-292-7676 levasseurr@newmarket.k12.nh.us Oyster River High School Sean Peschel ELO Coordinator 603-868-2375 speschel@orcsd.org

Pelham High School Suzanne Michaud School to Career Coordinator 603-635-2116 ext. 3025 smichaud@pelhamsd.org Pembroke Academy Edward Collins ELO/Internship Coordinator 603-485-7881 ext. 2083 ecollins@sau53.org Salem High School Stacey Kallelis Work-Based Learning Coordinator 603-893-7069 ext. 5341 stacey.kallelis@sau57.org Sanborn Regional High School Kerrie Alley-Violette ELO Coordinator 603-642-3341 kalleyviolette@sau17.net Spaulding High School Dean Graziano ELO Coordinator 603-332-0757 ext. 2126 graziano.d@rochesterschools.com Timberlane Regional High School Mark Pedersen Academic Dean 603-382-6541 ext. 3906 mark.pedersen@timberlane.net Virtual Learning Academy Scott Prescott Director of Instruction 603-778-2500 ext. 2264 sprescott3@vlacs.org For Career and Technical Education directors’ information, visit https://www.education.nh.gov/ career/career/documents/cte_director_list.pdf

Hollis Brookline High School Dawn Breault Transition Coordinator 603-465-2269 dawn.breault@sau41.org

BUSINESS SERVICES GUIDE 2019 51

COLLEGE INTERNSHIP SOURCES & FIELDS Antioch University of New England 40 Avon Street Keene, NH 03431 1-800-553-8920 603-357-0718 antiochne.edu President: Dr. Stephen B. Jones Jenn Fritz 603-283-2127 Internship Programs: Applied Psychology, Clinical Psychology, Education, Environmental Studies, MBA in Sustainability, Resource Management & Conservation Colby-Sawyer College 541 Main Street New London, NH 03257 603-526-3000 603-526-3010 colby-sawyer.edu President: Susan D. Stuebner Ed.D. Jennifer Tockman 603-526-3765 Internship Programs: Accounting, Art, Art History, Athletic Training, Biology, Business Administration, Child Development, Creative Writing, English, Environmental Science, Environmental Studies, Exercise & Sports Science, Graphic Design, Health Care Management, Health Promotion, Nursing, Media and Communications, Multidisciplinary Studies, Philosophy, Psychology, Public Health, Sociology and Sports Management Dartmouth College Hanover, NH 03755 603-646-1110 dartmouth.edu President: Philip J. Hanlon Monica Wilson 603-646-2665 Internship Programs: Interns are available to work full-time for 8-14 weeks each academic quarter.

Contact Monica Wilson to discuss recruiting options.

Franklin Pierce University 40 University Drive Rindge, NH 03461 603-899-4000 franklinpierce.edu President: Dr. Kim Mooney Misty Start 603-899-4045 Internship Programs: Accounting, Advertising, Arts Management, Biology, Business, Computers,

52 BUSINESS SERVICES GUIDE 2019

Criminal Justice, Education, Environmental Science, Finance, Fine Arts, Graphics, Information Technology, Marketing, Mass Communication, Political Science, Psychology, Social Work, Sociology, Sports & Leisure, Theater Arts Granite State College 25 Hall Street Concord, NH 03301 855-472-4255 603-513-1389 granite.edu President: Dr. Mark Rubinstein Leslie Paul 603-513-1397 Internship Programs: Available on a case-by-case basis for students in the following majors: Applied Studies/ Allied Health Services, Applied Studies/Human Services, Health Care Management, Individualized Studies, Psychology Great Bay Community College 320 Corporate Drive Portsmouth, NH 03801 603-427-7600 603-334-6308 greatbay.edu President: Dr. Will Arvelo Monique Jordan 603-427-7660 Internship Programs: Accounting, Automotive, Biotechnology, Computer Technology, Corporate Finance, Criminal Justice, Digital Design & Animation, Early Childhood Education, Family Child Care Provider, Homeland Security, Hospitality Management, Information Systems Technology, Liberal Arts, Linux, Management, Marketing, Medical Coding, Nursing, Personal Finance, Phlebotomy, Programming, Special Education, Surgical Technology, Teacher Preparation, Veterinary Technology Keene State College 229 Main Street Keene, NH 03435 603-358-2500 603-358-2458 keene.edu Interim President: Melinda Treadwell Patricia Halloran 603-358-2453 Internship Programs: American Studies, Anthropology, Architecture, Biology, Chemistry, Communication, Computer Science, Criminal Justice,

Dance Education, Environmental Studies, Film, Geography, Graphic Design, Health Sciences, History, Holocaust Studies, Journalism, Management, Mathematics, Music Technology, Physical Education, Political Science, Product Design, Psychology, Safety Studies, Sociology Lakes Region Community College 379 Belmont Road Laconia, NH 03246 603-524-3207 603-524-8084 lrcc.edu Interim President: Dr. Larissa Ruiz Baia Alan Punches 603-366-5216 Internship Programs: Accounting, Automotive Service, Business Management, Computer Technology, Culinary Arts, Fine Arts, Early Childhood Education, Electrical Technologies, Fire Technology, Graphic Arts, Health Information Technology, Human Services, Liberal Arts, Marine Technology, Media Arts, Office Technology Management, Pastry Arts, Restaurant Management, Teacher Preparation Manchester Community College 1066 Front Street Manchester, NH 03102 603-206-8000 603-668-5354 mccnh.edu President: Dr. Susan Huard Megan Conn 603-206-8012 Internship Programs: Graphic Design, Computer Science, Exercise Science, Interior Design Massachusetts College of Pharmacy & Health Sciences 1260 Elm Street Manchester, NH 03101-1305 603-314-0210 mcphs.edu President: Charles F. Monahan Jr. Nicole Carace 603-314-1773 Internship Programs: Experiential Learning in Pharmacy, Physician Assistant, Nursing Nashua Community College 505 Amherst Street Nashua, NH 03063

603-578-8900 603-882-8690 nashuacc.edu President: Dr. Lucille Jordan Lizzy Gonzalez 603-578-8928 Internship Programs: Accounting, Computer Sciences, Early Childhood Education, Honda PACT, Human Services, Marketing, Management, Massage Therapy Certificate, Nursing, Paralegal, Small Business Entrepreneurship, Speech-Language Pathology Assistant, Teacher Education New England College 98 Bridge Street Henniker, NH 03242 603-428-2211 603-428-2355 nec.edu President: Dr. Michele D. Perkins Meghan Brandow 603-428-2358 Internship Programs: Accounting, Art, Biology, Business Administration, Child Development, Communication, Computer Information Systems, Criminal Justice, Education, Environmental Science, Environmental Sustainability, Graphic Design, Kinesiology, Literature, Marketing, Outdoor Leadership, Philosophy, Photography, Political Science, Psychology, Public Relations, Sociology, Sports Management, Theatre, Wellness New Hampshire Institute of Art 148 Concord Street Manchester, NH 03104 1-866-241-4918 603-641-1832 nhia.edu President: Kent Devereaux Lindsay Coats 603-836-2155 Internship Programs: NHIA offers extensive for-credit internships for enrolled students in both local and national businesses. Very limited opportunities are available for students enrolled in other colleges to intern at NHIA. NHTI-Concord’s Community College 31 College Drive Concord, NH 03301 603-271-6484 603-230-9311 nhti.edu

President: Susan B. Dunton Ph.D. Academic Affairs 603-230-4020 Internship Programs: Accounting, Addiction Counseling, Animation and Graphic Game Programming, Business Administration, Computer Engineering Technology, Criminal Justice, Dental Assisting, Dental Hygiene, Diagnostic Medical Sonography, Early Childhood Education, Education, Electronic Engineering Technology, Hotel Administration, Human Services, Information Technology, Landscape & Environmental Design, Nursing, Orthopedic Technology, Paralegal, Paramedic, Public Safety Communications, Radiation Therapy, Radiologic Technology, Sports Management, Travel & Tourism (Contact Academic Affairs for additional programs.)

Plymouth State University 19 High Street, MSC #44 Plymouth, NH 03264 603-535-5000 603-535-2870 plymouth.edu President: Dr. Donald Birx Erik Pavesic 603-535-2336 Internship Programs: Adventure Education, Anthropology, Art, Art Education, Athletic Training, Biology, Biotechnology, Business (Accounting, Human Resource Mgmt., Economics, Finance, General Mgmt.), Business Administration, Chemistry, Childhood Studies, College Teaching, Communication Studies, Computer Science, Counseling & Human Relations, Criminal Justice, Early Childhood Studies, English Writing, Environmental Biology, Environmental Planning, French, Geography, Graphic Design, Health/Physical Education & Recreation, Heritage Studies, History, Human Performance, Information Technology, Interdisciplinary Studies, Language and Linguistics, Mathematics, Mental Health Counseling, Meteorology, Music & Theatre, Natural Science, Philosophy, Physical Education, Physical Science Education, Political Science, Psychology, Public Management, Social Science, Social Work, Sociology, Spanish, Teacher Education, Theatre Arts, Wellness Management, Women’s Studies

River Valley Community College 1 College Drive Claremont, NH 03743 603-542-7744 603-543-1844 rivervalley.edu President: Alfred Williams IV Morgan Sailer 603-542-7744 ext. 5405 Internship Programs: Early Childhood Education, Human Services, Massage Therapy, Medical Assistant, Medical Lab Technician, Nursing, Occupational Therapy Assist., Physical Therapist Assist., Respiratory Therapy, Phlebotomy Rivier University 420 South Main Street Nashua, NH 03060 603-888-1311 603-897-8882 rivier.edu President: Sister Paula Marie Buley, IHM Marie Sullivan 603-897-8246 Internship Programs: Biology, Business Management, Communications, Criminal Justice, Education, Finance, Global Studies, Graphic Design, Marketing, Mathematics, Nursing, Photography, Political Science, Psychology, Sociology, Social Work, Transnational Security Studies Saint Anselm College 100 Saint Anselm Drive Manchester, NH 03102 603-641-7000 603-641-7268 anselm.edu President: Dr. Steven R. DiSalvo Amanda Teixeira 603-641-7490 Internship Programs: Accounting, Biology, Chemistry, Classics, Communications, Computer Science/ Business, Computer Science/Math, Criminal Justice, Economics & Business, Education, Engineering, English, Fine Arts, French, History, Marketing, Math, Natural Science, Nursing, Philosophy, Physics, Politics, Psychology, Sociology, Spanish, Theology Southern New Hampshire University 2500 North River Road Manchester, NH 03106 1-800-668-1249 603-645-9718

snhu.edu President: Paul J. LeBlanc Tracy Micali 603-645-9793 ext. 2744 Internship Programs: Accounting, Accounting Financing, Accounting Information Systems, Advertising, Business Administration/Finance Studies, Child Development, Communications, Community Sociology, Computer Information Technology, Creative Writing, Culinary, English, Environmental Mgmt., Fashion Merchandising, Finance Economics, Game Design, Graphic Design, History, Human Resource Mgmt., Internat’l Business/ Mktg., Justice Studies, Marketing, Operations & Project Mgmt., Organizational Leadership, Political Science, Psychology, Public Service, Retailing, Small Business Mgmt., Sports Mgmt.

The Thomas More College of Liberal Arts 6 Manchester Street Merrimack, NH 03054 603-880-8308 603-880-9280 thomasmorecollege.edu President: Dr. William Edmund Fahey Ph.D. Hannah O’Connor 603-880-8308 ext. 16 Internship Programs: Journalism, Publishing, Photography, Writing Tuck School of Business at Dartmouth 100 Tuck Hall Hanover, NH 03755 603-646-8825 603-646-1295 tuck.dartmouth.edu Dean: Matthew J. Slaughter Lori Lorigo 603-646-2461 Internship Programs: General Business Management UNH School of Law 2 White Street Concord, NH 03301 603-228-1541 603-228-5682 law.unh.edu Dean: Megan Carpenter Ellen Musinsky 603-513-5164 Internship Programs: Community Lawyering, Corporate Criminal, General Practice, Government,

Government Relations, Intellectual Property, Judicial University of New Hampshire 89 Main Street - Hood House Durham, NH 03824 603-862-2064 603-862-3104 unh.edu/uacc President: Dr. Mark Huddleston Beth Williams 603-862-2064 Internship Programs: College of Liberal Arts, College of Engineering and Physical Sciences, College of Life Sciences and Agriculture, College of Health and Human Services, Peter T. Paul College of Business & Economics, UNH Graduate School University of New Hampshire - Manchester 400 Commercial Street Manchester, NH 03101 603-641-4327 603-641-4305 unhm.unh.edu Dean: Michael Decelle Melissa Lyon 603-641-4327 Internship Programs: Biological Sciences, Business Administration, Communication Arts, Computers, Education, Electrical Engineering, English, Management, Marketing, Psychology, Public Relations, Sign Language Interpretation, Social Work, Studio Arts White Mountains Community College 2020 Riverside Drive Berlin, NH 03570 603-752-1113 603-752-6335 wmcc.edu President: Matthew Wood Martha Laflamme 603-342-3005 Internship Programs: Accounting, Baking and Pastry Arts, Criminal Justice, Culinary Arts, Early Childhood Education, Human Services, Management, Massage Therapy, Medical Assistant, Mobile Equipment Technology, Nursing, Office Technology, Hospitality Source: NHBR Survey

BUSINESS SERVICES GUIDE 2019 53

Workforce DEVELOPMENT Resources Ranging from government programs to nonprofit services, there are a variety of resources available to employers to address their workforce needs.

Return to Work Through Return to Work, participating employers get to try out a potential future employee at no cost to them. Administered by New Hampshire Employment Security, the program enables individuals collecting unemployment compensation to be trained by an employer to work for a maximum of 24 hours per week for up to six weeks. Often, as a result, an employer will onboard a skilled employee.

For more information, contact Pam Szacik, director of Division of Employment Services at NH Employment Security, at 603-228-4051 or pamela.r.szacik@nhes.nh.gov.

On-the-Job Training If an employer hires a previously unemployed individual who is WIOA eligible, the employer can be reimbursed anywhere from 50 to 70 percent of the employee’s wage rate for up to six months, to help cover the training of the new employee. The Workforce Innovation and Opportunity Act allocates U.S. Department of Labor funding to assist individuals facing barriers to high quality jobs. In some cases, the Return to Work program can transition into On-the-Job Training, assisting employers with the onboarding process.

Easterseals New Hampshire utilized On-the-Job Training to hold onsite ESL courses, teaching work-related English to individuals from the Congolese, Bhutanese and Nepalese communities.

For more information, contact Matt Russell, WIOA statewide administrator at Southern NH Services, at 603-668-8010 or mrussell@snhs.org.

Job Training Fund The Office of Workforce Opportunity manages the Job Training Fund, which provides matching funds to assist businesses’ training efforts to upgrade the skills of their existing employees. Businesses can use the matching funds for a variety of types of training, including sales and management training as well as for blueprint reading, CNC machining or even English as a second language.

Companies receive one grant at a time. Grants range from $750 to $100,000, however any grant award of $70,000 or more has to be approved by the governor and Executive Council, which will add at least one month to the process before training can begin.

For more information, visit http://www.nhjobtrainingfund.org or contact Michael Power, community outreach administrator for the Job Training Fund, at 603-271-0416 or michael.power@livefree.nh.gov.

All Job Training Fund applicant companies must first review their training needs with Phil Przybyszewski, who can be contacted at 603-206-8185 or pprzybyszewski@ccsnh.edu.

To learn how companies have utilized the Job Training Fund in the past, visit the “Grants Awarded 2012-2016” link at http://www.nhjobtrainingfund.org/grantsawarded.

Vocational Rehabilitation services The Bureau of Vocational Rehabilitation provides situational assessment services that are similar to the New Hampshire Employment Security’s Return to Work program. For a few hours a week, a disabled individual works at a participating employer while a Vocational Rehabilitation Coach evaluates how to adapt the position to their needs. In many instances, employers will hire the individual participating in the program. (Vocational Rehabilitation also runs a similar On-The-Job training program to help employers cover the cost of training an individual with a disability.)

The bureau also focuses on pre-employment transition services including workbased learning experiences for disabled students, where a student participates in a 40-hour internship at an employer with compensation and liability insurance covered

by Vocational Rehabilitation.

54 BUSINESS SERVICES GUIDE 2019

The bureau will also visit an employer’s workplace to provide free seminars on disability etiquette and answer questions about disability as well as evaluate whether an employer’s facility is handicap accessible. Vocational Rehabilitation will even meet one-on-one with employers to match their clients to companies’ employment needs.

For more information, contact Tracey Frye, program specialist at Vocational Rehabilitation, at 603-271-2930 or tracey.frye@doe.nh.gov.

Apprenticeships NH In 2017, the Community College System of New Hampshire obtained a $1.2 million U.S. Department of Labor grant to expand apprenticeships in the state. CCSNH is focused on partnering with employers to create apprenticeships in three growing industries: healthcare, information technology and advanced manufacturing.

Apprenticeships can take anywhere from one year to six years to complete.

Apprenticeship programs require a minimum of 144 hours (or 18 8-hour days) of classroom learning and 2,000 hours (or 50 weeks) of paid on-the-job training.

For more information on apprenticeship program guidelines, visit https://www. doleta.gov/oa/employers/apprenticeship_toolkit.pdf.

To setup an apprenticeship program, contact Lauren Smith, state director of the Office of Apprenticeship, at 603-225-1444 or smith.lauren.m@dol.gov, or visit https://apprenticeshipnh.org/for-employers/start-a-program.

The Community College System of New Hampshire can assist employers with customized training programs for potential and existing employees. For a list of training providers, visit http://www.ccsnh.edu/trainingcontacts.

NH Job Corps Center Employers can partner with the NH Job Corps Center to seek out potential new hires and assist with the career technical development of economically disadvantaged individuals ages 16 to 24 years old, or individuals with a documented disability.

Trades taught include advanced manufacturing, electrical or automotive, hotel and lodging (including culinary arts), medical (certified nursing assistant, clinical medical assistant or medical office support) and security and protective services.

For more information, call Tamer Koheil at 603-695-8800 or koheil.tamer@ jobcorps.org.

MY TURN MY TURN is a nonprofit that receives some funds from the U.S. Department of Labor to operate robust academic and employment training programs for young people ages 14 to 24 in high schools and communities across New Hampshire and North Central Massachusetts.

Hitchiner Manufacturing worked with MY TURN to develop a program that focused on soft skills and manufacturing training, which led to several individuals accepting entry-level positions working in the metal cell, metal grinding and machine shop industries.

For more information, contact MY TURN’s Deputy Program Director Tara Gorski at tgorski@my-turn.org or 603-305-2937.

NH Works Job Match System Employers can access the New Hampshire version of Monster.com for free. The system allows job seekers to upload their resumes, which are sent to employers based on matching skills.

Visit https://nhworksjobmatch.nhes.nh.gov/

Welcoming Manchester and International Institute of New England Welcoming Manchester and the International Institute of New England in Manchester work with employers to provide skills training and job placement for new Americans.

For more information about Welcoming Manchester, contact Arnold Mikolo at 603-218-1759 or mukwarnold@gmail.com.

For more information about the International Institute of New England, contact Sarah Bates at 617-801-5254 or sbates@iine.org.

For employers seeking ESL instructor services, contact Irina April at irina. april2008@yahoo.com.

HEALTH INSURERS

Small Group Health Plans

Large Group Individual Health Maint. Short-Term Health Plans Health Plans Organizations Medical Plans

NH Available

Ambetter from New Hampshire Healthy Families 844-265-1278/855-742-0123 2 Executive Park Drive, Bedford, NH 03110 ambetter.nhhealthyfamilies.com

✓

Anthem Blue Cross Blue Shield 1-800-331-1476 1155 Elm Street, Suite 200, Manchester, NH 03101 anthem.com

✓

✓

✓

✓

✓

Harvard Pilgrim Health Care 888-888-4742/617-509-1000 650 Elm Street, Suite 700, Manchester, NH 03101 harvardpilgrim.org

✓

✓

✓

✓

✓

Tufts Health Freedom Plan 603-228-7450 11 South Main Street, Suite 600, Concord, NH 03301 thfp.com

✓

✓

✓

✓

*Pending licensing approval from the NH Insurance Dept., Minuteman Insurance Company plans to offer individual, small group and large group health plans in 2018.

Source: State of NH Insurance Department

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LIST TITLE The

terms and conditions of paid time off It is entirely up to the employer to decide how it will structure the benefit

By beth a. deragon Neither federal nor New Hampshire law requires that employers provide paid time off to employees. The reality is that paid time off is an assumed benefit of employment resulting from social and economic pressures.

More recently, employers are recognizing that employees’ work performance is better and employees have more job satisfaction when they have time off and so employers must decide the parameters of the benefit.

It is entirely up to the employer to decide how it will structure paid time off, including whether it will be vacation time, sick time or paid time off (PTO), whether the time is accrued or given in a lump sum on the employment anniversary date (or calendar year), whether the time must be used in the benefit year or can carry over to the next benefit year, and whether any accrued unused time will be paid out when employment ends.

Employers sometimes confuse “vacation time” with “PTO.” Simply put, PTO is paid time off for any reason at all: vacation, sick or a personal day. Many employers prefer the PTO structure because it is less complicated to administer and track.

An alternative to PTO is separate vacation and sick time policies. When there is a separate sick policy, employees can only use sick time for defined reasons which could include time off to look after a sick child, spouse or other close family member, or limited to the employee’s illness only.

While New Hampshire law does not require that paid or unpaid sick time be offered, if an employer has employees located in Massachusetts, it might be required to do so under the Massachusetts Sick Time Law. Employers with employees located in different states must carefully consider whether separate leave policies or a PTO policy will meet state sick time law requirements.

Accrual of paid time off The amount of vacation time given by employers has not changed much over time.

Depending on the position, it ranges from one to three weeks for full-time employees.

Employers should be careful to have a consistent, equally applied formula to determine the amount of paid time off given to employees to avoid accusations of discriminatory treatment.

PTO policies tend to include additional days to account for sick days. Some companies are experimenting with “unlimited” vacation time for its executive employees, adopting the rationale that executive employees have to meet performance expectations regardless of how much time they take off. Before adopting an “unlimited” vacation policy, the employer must consider the impact on other leave policies, such as the Family and Medical Leave Act and leave as a reasonable accommodation under the Americans with Disabilities Act. Once deciding on the amount of paid time off, employers must consider the accrual method. The most common accrual methods are to give the employees the entire amount of paid time off in a lump sum or to require that employees accrue leave time and, therefore, can only use what they have accrued.

As state sick leave laws are enacted, employers with employees working in states that have such laws must ensure that the accrual method that is selected for sick time meets the legal requirements for accrual under those laws.

Greater flexibility The accrual method that gives most flexibility to employees is the lump sum. Employers give the entire amount of the vacation, sick or PTO time at time of hire and then at the beginning of each calendar year. This method gives employees the ability to use the

benefit immediately, resulting in greater flexibility to manage time off issues as they occur.

Employers who give employees a lump sum often prorate the amount of the sum depending on when the employee is hired and sometimes prohibit use for a period of time. It is imperative that employers be specific in the written policy about whether unused time can roll over (or is lost) and whether unused time will be paid out upon termination. Employers are reminded that employees in Massachusetts must be paid out accrued unused vacation time upon termination of employment.

The second accrual method is to require employees to accrue a certain amount of paid time off based on the number of hours they work. The advantage is that employees can use only what they have accrued so that employers can keep a tight rein on absences.

However, it often happens that an employee will need time off, but has not accrued enough time. In those situations, employers sometimes allow the employee to “borrow” time. However, if the employee leaves employment with a “negative” paid time off balance, employers should proceed with caution before making any unauthorized deductions from the employee’s pay.

While paid time off is not required under state and federal laws, the reality is that it is offered by most employers, and its terms and conditions are completely within their control. Employers should decide and define clearly in writing all aspects of the paid time off policy: type; amount; accrual method; roll over; and payout of unused paid time off upon termination of employment that should be given to and acknowledged by each employee upon hire.

By having a clearly defined policy, employers are more likely to be able to manage time-off issues.

Beth A. Deragon is an employment law attorney at Pastori | Krans, PLLC, where she counsels and trains businesses on sound employment practices and defends business in employment litigation. She can be reached at 603-369-4206 or bderagon@pastorikrans.com.

56 BUSINESS SERVICES GUIDE 2019

EMPLOYMENT SERVICES 21st Century Leadership LLC 6 Chenell Drive, Suite 200, PO Box 11 Concord, NH 03301 603-226-9675/603-226-9633 21stcenturyleadershipconsulting.com bgs3402@aol.com Bernie G. Sparks III Leadership consulting, coaching and training in workplace issues for improving the performance of executives, supervisors and rankand-file employees. Offering classes in leadership development, bullying in the workplace and office security.

Abbott Executive Search 16 Salmon Street Manchester, NH 03104 603-669-9909 ext. 201 603-606-5502 abbottsearch.com siobhan@abbottsearch.com Siobhan Tautkus Permanent Placement: Hospitals, Financial Services & Sales Accountemps 1155 Elm Street, 7th Floor Manchester, NH 03101 603-641-9400 603-641-5005 accountemps.com manchester@accountemps.com Barry Roy Temporary Staffing of Accounting and Financial Professionals Accurate Staffing LLC 80 Palomino Lane, Suite 201 Bedford, NH 03110 603-321-1596 accuratenh.com angela@accuratenh.com Angela Roussel Roberge Temporary, temp-to-perm and direct placement. From general laborers, tradesmen, IT, manufacturing, engineering, administrators, human resources and everything in between.

Adecco 11 Trafalgar Square, Suite 103 Nashua, NH 03063 603-598-0117/603-598-0116 adeccousa.com molly.mcavoy@adeccona.com Molly McAvoy General Staffing, Clerical, Light Industrial, Professional, Finance, Temp-to-Perm & Direct Hire

Alexander Technology Group 5 Bedford Farms Drive, Suite 304 Bedford, NH 03110 603-637-1466/866-313-4766 alexandertg.com psilvio@alexandertg.com Paul Silvio Temporary, Temp-to-Hire, Direct Hire for IT Professionals Balance Staffing 14 Stiles Road, Suite C201 Salem, NH 03079 603-870-8080 balancestaffing.com marie@balancestaffing.com Marie McKone Pelich Temporary, Temp-Hire and Permanent Staffing; Administrative, Customer Service, Sales, Manufacturing, Warehouse, Light Industrial, Payroll Services Bank W Holdings 5 Bedford Farms Drive, Suite 304 Bedford, NH 03110 603-792-2345/866-313-4798 bankwholdings.com scwalinski@bankwholdings.com Sarah Cwalinski Holding and management company that focuses on building and growing the region’s most successful staffing companies Barclay Personnel Systems 85 Stiles Road, Suite 104 Salem, NH 03079 603-894-0007 barclaypersonnel.com christina@barclaypersonnel.com Christina Dubois, Marilyn Jackson Direct Hire, Temporary, Temp-Hire and Contract Opportunities for Administrative, Inside Sales and Sales Support BONNEY Staffing Center 767 Islington Street, Suite 1A Portsmouth, NH 03801 603-430-2121 603-430-9213 bonneystaffing.com portsmouth@bonneystaffing.com Alexis Hall Temp, Temp-to-Hire and Direct Placement Services in Office Support & Administration, Accounting, Customer Service/ Sales, Light Industrial Positions, Legal & Medical

Career Connections 116 South River Road, Building D Bedford, NH 03110 603-880-7184 603-880-5460 careerconnectionsnh.com jobs4u@careerconnectionsnh.com Direct Hire Placement and Temporary/Permanent Staffing of Office, Administrative, Sales, Accounting/Finance

The Davis Companies 400 Amherst Street, Suite 304 Nashua, NH 03063 603-891-0111 603-891-9666 daviscos.com info@daviscos.com Rick Hyotte Engineering, Advanced Manufacturing and Software Staffing

Central N.H. Employment Services, Inc. 281 South Main Street Laconia, NH 03246 603-528-2828 cnhesinc.com laconia@cnhesinc.com Derek St. Cyr Permanent and Temporary Placements, Office, Administrative, Finance, Professional & Light Industrial, Technical & Engineering

Durkee Personnel 86 Lafayette Road, PO Box 54 North Hampton, NH 03862 603-964-7183/603-964-7185 durkeepersonnel.com info@durkeepersonnel.com Kerry Sherman Temp & Perm Placement, One-onOne Computer Training

CLP Skilled Trades Solutions 783 Route 3A Bow, NH 03304 603-223-9721/603-223-6727 clp.com info@clp.com Seth Chisholm Dependable Trades People: Licensed Electricians, Plumbers, Carpenters, Welders, Construction Laborers, Masons, Warehouse, Production Line, Manufacturing, General Laborers CoWorx Staffing Services 130 Central Avenue, Suite 3 Dover, NH 03820 603-834-6002/603-834-6006 coworxstaffing.com jennifer.nielsen@coworxstaffing.com Jennifer Nielsen Full-service staffing, recruiting for industrial, administrative and sales Cultural Chemistry PO Box 266 Deerfield, NH 03037 603-339-7257 culturalchemistry.com mijtsma@culturalchemistry.com Mirjam IJtsma HR resources for small businesses and HR professionals

Express Employment Professionals 8025 So. Willow Street, Suite 210 Manchester, NH 03103 603-606-7177/603-606-7493 expresspros.com/ManchesterNH jobs.manchesternh@expresspros.com John Roller Professional, Commercial & Administrative Staffing in central and southern NH. Professional recruiting nationally.

Global Technical Talent 233 Vaughan Street, Suite 102 Portsmouth, NH 03801 603-433-9911/800-775-3135 gttit.com gtt-admin@gtt-it.com Recruiting & Pre-Qualifying of Senior Level IT Professionals for National Clients; Immediate & Short-Term IT Contract and FullTime Staffing Requirements Goodwin Recruiting 11 South Main Street, Suite 200 Concord, NH 03301 603-223-0303 goodwinhospitality.com info@goodwinhospitality.com Eric Goodwin Hospitality Management Recruitment, Mystery Shopping, Guest Satisfaction Surveys, Staff Feedback Programs, Exit Interviews, Real Estate, Consulting, Food Safety Audits and Diversity Recruitment

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EMPLOYMENT SERVICES Great Bay Staffing 90 Washington Street, #301B Dover, NH 03820 603-557-0850 greatbaystaffing.com info@greatbaystaffing.com Brian Hughes Full-Service Recruiting Firm dedicated to placing Information Technology and Healthcare professionals throughout the country.

HW Staffing Solutions 491 Amherst Street Nashua, NH 03063 603-966-2725 603-943-5673 hwstaffing.com info@hwstaffing.com All levels of Administrative and Office Support as well as Light Industrial, including Skilled Manufacturing Individual Employment Services (I.E.S.) 1 New Hampshire Avenue, Suite 125 Portsmouth, NH 03801 603-570-4850/603-766-1901 individualemploymentservices.com Anita Labell Permanent Placement — Executive Search Outplacement, Career Counseling/Coaching, Resume Writing & Career Assessment Testing

Outsourcing, Contingent Workforce Outsourcing and Managed Service Provider Key Partners Inc. 216 Lafayette Road, Suite 103 North Hampton, NH 03862 603-964-9495/603-964-4219 keypartnersinc.com info@keypartnersinc.com Yola DeDominicis Direct Placement, Temporary Placement Leddy Group 116 So. River Road, Building D Bedford, NH 03110 603-666-4051/603-644-8680 leddygroup.com bedford@leddygroup.com Patty McGrail Staffing for Light Industrial, Administrative & Accounting.

Also provides Human Resource Consulting.

Manpower 80 Canal Street Manchester, NH 03101 603-625-6994/866-552-5309 manpower.com manchester.nh@manpower.com Donna J. Lungo Temporary, Temp-to-Perm and Permanent Placement, Employment/Staffing Specialists

Finance, Clerical, Manufacturing Management, Human Resources, Sales/Marketing, Light Industrial Micro Tech Staffing 1A Commons Drive, Suite 3 Londonderry, NH 03053 603-421-0600/603-437-3992 mtsg.com trina.hall@mtsg.com Trina Hall Commercial Staffing including Temp Positions with focus on IT/ Software Developers Monroe Staffing 814 Elm Street Manchester, NH 03101 603-935-9887/603-518-5408 monroestaffing.com michael.bresland@monroestaffing.com Michael Bresland Full-service staffing and consulting firm, serving companies ranging from Fortune 100 to new startup organizations The Nagler Group 5 Bedford Farms Drive, Suite 304 Bedford, NH 03110 603-637-1492/866-313-4796 naglergroup.com mmann@naglergroup.com Maura Mann Temporary, Temp-to-Hire, Direct Hire for Administrative, Human Resources and Legal

KBW Financial Staffing & Recruiting 5 Bedford Farms Drive, Suite 304 Bedford, NH 03110 603-792-2345/866-313-4798 kbwfinancial.com sdowling@kbwfinancial.com Sean Dowling Temporary, Temp-to-Hire, Direct Hire for Finance & Accounting Professionals

Masiello Employment Services Inc. 294 West Street Keene, NH 03431 603-358-1000/603-352-0435 masemp.com info@masemp.com Julie Pearson Temporary, Temp-to-Hire and Direct Hire in Office Support, Accounting, HR, Light Industrial and Technical

New Age Software Services Corporation 20 Mary E. Clark Drive, Unit 9 Hampstead, NH 03841 603-329-9327 newagesoft.com info@newagesoft.com Donna O’Dette Contract and Permanent Employment Opportunities in the Information Technology Field

Kelly Services 6 Bedford Farms Drive Bedford, NH 03110 603-625-6457/603-668-7403 kellyservices.com 4065@kellyservices.com Shane Corso Temporary Staffing, Temporary to Full-Time Staffing, Direct Placement, Project Services, Recruitment Process Outsourcing, Business Process

McIntosh Staffing Resources 65 Belknap Street Dover, NH 03820 603-742-8325/603-743-3323 mcintoshstaffing.com careers@mcintoshstaffing.com Tracey Madden CTS, CPC Office Administration, MidLevel Management, Call Center Relations, Accounting/

New Dimensions Personnel Services Inc. 113 Cottage Street Littleton, NH 03561 603-444-1100/603-444-0872 www.ndpsworks.com nancy@ndpsworks.com Nancy Dickowski Temporary, Permanent and Direct Hire Placement in all areas of Office Administration

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OfficeTeam 1155 Elm Street, 7th Floor Manchester, NH 03101 603-641-9233/603-641-5005 officeteam.com manchester@officeteam.com Barry Roy Temporary Placement of Highly Skilled Office & Administrative Support Professionals Pro-Temp Staffing LLC 316 So. Main Street, PO Box 567 Concord, NH 03302 603-228-6535/603-229-1680 protempsnh.com staffing@protempsnh.com Nancy Newell Accounting, Assembly, Clerical, Data Entry, Industrial Work, Information Technology, Office Support, Retail, Secretarial, Warehouse RGT Associates Inc. 2 Greenleaf Woods Drive, Suite 101 PO Box 1032 Portsmouth, NH 03802 603-431-9500/603-431-6984 rgtassociatesinc.com inquiries@rgtassociatesinc.com Bob Thiboutot Confidential, Professional Recruiting and Placement for Manufacturing and Accounting Management throughout New England since 1983 Randstad Work Solutions 410 South River Road Bedford, NH 03110 603-623-1181/603-622-3793 us.randstad.com francis.rowley@randstadusa.com Francis Rowley Permanent and Temporary Placement for Office and Light Industrial Robert Half International 1155 Elm Street, 7th Floor Manchester, NH 03101 603-647-6200/603-641-8933 roberthalftechnology.com manchester@roberthalftechnology.com Barry Roy Temporary and Permanent Placement of Accounting & Finance, Information Technology and Administrative Professionals

Sales Recruiters Inc. 85 Stiles Road, Suite 104 Salem, NH 03079 603-894-0007/603-894-6666 salesrecruiters.com robyn@salesrecruiters.com Robyn Sweeney Permanent, Direct Hire – Sales Recruiting and Sales Staffing Consulting for Industrial, Business Products, Consumer, Hi-Tech and Services Companies Sales Search Partners 5 Bedford Farms Drive, Suite 102 Bedford, NH 03110 603-637-4499/866-313-4798 salessearchpartners.com dvigliotti@salessearchpartners.com David Vigliotti Direct Hire for Sales Professionals Sapphire Consulting 7 Mountain West Drive, Unit 9 Wolfeboro, NH 03894 603-889-1099 consultsapphire.com jim@consultsapphire.com Jim Kimberly Organizational Development Consulting, Leadership Development and Executive Coaching Additional NH Locations: Manchester (321-5309) September Partners Inc. PO Box 1351 Dover, NH 03821 603-732-4201/603-732-4205 septemberpartners.com info@septemberpartners.com Linda Hamilton Sales, Sales Management, Business Development, Marketing, General Management and Engineering Placements Snowden Associates 1 New Hampshire Avenue, Suite 125 Portsmouth, NH 03801 603-431-1553/603-431-3809 snowdenassociates.com len@snowdenassociates.com Leonard S. Rishkofski Talent Search, Talent Development. Over 37 years of service excellence experience and expertise to provide both permanent and short-term

management talent for clients.

Snowden also helps talent to develop their skills and competencies, to be aware of their best tactics and to develop a game strategy that enables your people and your organization to keep everything in check.

Sparks Employment Group LLC 6 Chenel Drive , Suite 200 Concord, NH 03301 603-226-WORK (9675) 603-226-9633 nhemploymentagencies.com resumes@sparksemploymentgroup.com Dr. Bernie G. Sparks Temporary, Temp-to-Hire, Direct Hire & Direct Placements in Admin. & Office Support, Executive, Accounting, Engineering, IT, Special Projects-Long & Short Term, Legal, Sales/Customer Services, and Light Industrial, HR Consulting, Leadership Training/ Coaching Staff Hunters One New Hampshire Avenue Suite 105 Portsmouth, NH 03801 603-766-4909/603-766-4907 staffhunters.net amber@staffhunters.net Amber Payne Accounting, Finance, Bookkeeping, Administrative Professionals & Engineering, Temporary & Permanent Staffing Staffing Sense 11 Court Street, Suite 210 PO Box 567 Exeter, NH 03833 603-772-1700/603-772-1930 staffingsense.com info@staffingsense.com Roy S. Aboody Temporary and Permanent Staffing Services, Administrative, Accounting, Clerical, Customer Service, Finance, Healthcare, Sales & more Surge Resources Inc. 300 Hanover Street Manchester, NH 03104 603-623-0007/603-624-7007 surgeresources.com sales@surgeresources.com

James Petruccelli Employee Leasing TASC Technical Services 73 Newton Road, PO Box 1315 Plaistow, NH 03865 603-382-1114/603-382-2377 tasctech.com mark@tasctech.com Mark McDonough Offers Staffing, Consulting and Turn-Key Project Services in the Areas of Engineering, Information Systems, Business and Professional as well as Manufacturing for both Commercial and Defense Client Firms Technical Needs 18 Pelham Road Salem, NH 03079 603-898-3000/603-893-7000 techneeds.com info@techneeds.com Mike Leccese Manufacturing, Engineering, IT Technology, Help Desk, Light Industrial Additional NH Locations: Lebanon (448-9900), Portsmouth (898-3000) Technology Search Partners 155 Fleet Street Portsmouth, NH 03801 603-766-4999/603-766-0401 technologysearchpartners.com info@yourtspinc.com Eric Bakke Technology Job Placement, with a Focus on Permanent Roles

Data Entry, Reception, Marketing, Light Industrial Wicked Staffing Solutions, LLC 165 South River Road, Suite C Bedford, NH 03110 603-324-0352/603-294-1828 wickedstaffingsolutions.com vgiuffre@wickedstaffingsolutions.com Vicki Giuffre Provides Temporary, Contract-toHire, and Permanent Placement for Administrative Staff, Customer Service/Call Center, Engineering, Human Resource Professionals, Light Industrial, Manufacturing Management, Office Management, Production, Purchasing/Buyers and more Additional NH Locations: Dover (294-4269) Wilson Employment Networks 197 Loudon Road, Suite 250 Concord, NH 03301 603-225-7300/603-225-7320 wilsonemployment.com pwilson@wilsonemployment.com Shannon Wright Specializing in Staffing and Recruiting for Accounting & Finance, Administration, Manufacturing, Engineering, Sales, Human Resources and Legal Support Source: NHBR Survey

The TPI Staffing Group 53 Marlboro Street Keene, NH 03431 603-352-4155 tpistaffing.net Short-Term Temporary, LongTerm Temporary, Temp-to-Hire/ Temp-to-Perm and Direct-Hire Placements in All Fields: Clerical, Entry Level, Skilled Trades & Healthcare WESTAFF 2 Greenleaf Woods Drive, Suite 101 Portsmouth, NH 03801 603-427-0465/603-431-6984 westaffnhseacoast.com westaffnhseacoast.com Ginette Thiboutot Administrative, Customer Service,

BUSINESS SERVICES GUIDE 2019 59

Check your employee handbook BY karen a. whitley

An out-of-date handbook has limited use and can be a legal liability. It is important to capture legal changes regarding social media, sexual harassment, flex time, marijuana and other topics that affect your workplace.

Attorney Karen A. Whitley is a member of Sheehan Phinney’s Labor & Employment and Litigation Practice Groups.

60 BUSINESS SERVICES GUIDE 2019

Changes in laws, greater awareness among employees have led businesses to consider an update Your handbook is an important communication tool. Apart from spelling out the “dos and don’ts,” the handbook can introduce employees to the mission, culture, tone and management style of the organization. It can be a dry list of rules, or it can personalize a company. It can be a quagmire of information, or a big time-saver for HR to help employees answer basic questions.

How you communicate the information is just as important as what you communicate. Employers should continually assess that the handbook makes sense for their workplace. A handbook that is long, poorly organized and full of “legalese” is daunting for HR to update and unlikely to be helpful to employees. But some legalese is important, such as a prominent disclaimer that the handbook is not a contract, does not change the at-will nature of employment, and is subject to change at the company’s discretion.

A handbook cannot cover every possible scenario. Include policies that are legally required or encouraged (harassment, EEO, FMLA, wages, etc.) and key companyspecific practices. But review periodically to see if a policy can be shorter, clearer or eliminated. If someone outside of HR reads it, do they agree that each section is necessary, clear, accurate and relevant?

An out-of-date handbook has limited use and can be a legal liability. It is important to capture legal changes affecting your workplace.

For example, New Hampshire prohibits asking an employee to reveal social media or email passwords. If making that update, look at the rest of the social media policy. Does it clarify that only authorized employees can speak for the company? Does it incorporate

your anti-harassment and anti-discrimination policies? Have you considered recent warnings from the National Labor Relations Board against discouraging an employee from complaining about wages, managers and conditions of a job?

In 2017, New Hampshire confirmed that employers may not retaliate against an employee who requests “flex time.” This could be a quick addition to a handbook, but is also an opportunity to check that the handbook includes appropriate rules against retaliation when employees complain about wages, harassment or safety.

If employees live over the border in a state where recreational marijuana is legal, the handbook should state the company’s stance on workers impaired by drugs. Multi-state employers should address additional protections available to those workers (such as sick leave in Vermont and Massachusetts, pregnant worker accommodations in Massachusetts and family medical leave in Maine).

The #MeToo movement will lead to scrutiny of employer responses to harassment and misconduct. Employers should confirm their commitment to equal employment opportunity. A handbook should also describe the reporting system, prohibit retaliation and confirm that discipline will be imposed for breaches of the zero tolerance policy.

It is often a good idea to invest in a legal review for compliance and risk management purposes. Employees and their lawyers may look to the handbook to support a claim. Time spent up front to make sure that a handbook provides a roadmap of appropriate behavior, a complaint process and proper disclaimers will be important in avoiding and defending disputes.

MARKETING SERVICES 603 Media Group 30 Wallace Road Goffstown, NH 03045 603-486-4050 603mediagroup.com info@603mediagroup.com Jeremy Jones Aerial Photography, Commercial Photography, Commercial Building Inspections and Site Surveys via Drones, Portraits and other Studio Photography Services, Agricultural Surveys via Drones ActiveEdge 3 Pitford Way Nashua, NH 03063 603-889-3925/603-578-9329 activeedge.com info@activeedge.com Deepak Gursahaney Marketing, Branding, Web, Print, Interactive, Technology, Social Media, Search Engine Optimization Ad4ce Media 1001 Elm Street, Suite 203 Manchester, NH 03101 603-625-5403/603-622-6266 ad4ce.com jrodier@ad4ce.com Paul Hanson, Hank Simpson Full-service Marketing Support including Advertising, Video Production, Public Relations and Social Media Advanced Graphic Communication PO Box 376 Littleton, NH 03561 603-496-4808 advancedgraphic.net info@advancedgraphic.net Gail A. Kimball Full-service Graphic Design Studio, Product Packaging, Print Services Akumina Inc. 30 Temple St., Suite 301 Nashua, NH 03060 603-943-7109 akumina.com info@akumina.com Steven Sherkanowski CMS Integration, Ektron CMS and SharePoint Platforms Altos 4 Bedford Farms Drive, Suite 107 Bedford, NH 03110 603-222-9052/909-752-9052 altosagency.com connect@altosagency.com

Kathy Sevigny Digital Marketing, Website Design & Development, Search Engine Marketing, Social Media Strategy, Email Marketing Big Hit Media LLC 644 Franklin Pierce Highway Barrington, NH 03825 603-834-6300/603-994-0366 bighitmedia.com scot@bighitmedia.com Scot D. Villeneuve Full-Service Digital Marketing, Branding and Website Development Boldwerks 477 State Street Portsmouth, NH 03801 603-436-2065 boldwerks.com adam@boldwerks.com Adam Kaufmann Web Development, Branding, Marketing, Copywriting, Content Creation, Advertising, Social Media and Public Relations Bรถwst 40 Congress Street, 4th Floor Portsmouth, NH 03801 603-766-8600 bowst.com info@bowst.com Adam Vicinus Mobile App Development, Design Website Development, and Design Experience and Expertise with Drupal Content Strategy Brainium Inc. 373 South Willow Street, Suite 197 Manchester, NH 03101 603-661-5172/603-540-0580 brainiuminc.com info@brainiuminc.com Kimberley Griswold Corporate Events, Creative Services Brandit Marketing Solutions 15 Zapora Drive Hooksett, NH 03106 603-645-2500/603-645-2504 branditms.com info@branditms.com Scott Chalifour Corporate Apparel, Promo Items, Web Development/WebStores, Hosting, Digital Marketing, Creative Services/Logo Design, Environmental Branding, Banners/Signage, Video Production, Custom Jingles, Wraps

Braveheart Digital Marketing 844 Elm Street, Suite 100 Manchester, NH 03101 603-770-8863 braveheartdigitalmarketing.com david@braveheartdigitalmarketing.com David Wilson, Tamara Wilson Inbound Marketing, Content Marketing, Digital Marketing, Search Engine Optimization (SEO) Brown & Company Design 801 Islington Street, Suite 35 Portsmouth, NH 03801 603-436-5239/603-436-1363 browndesign.com info@browndesign.com Terri Nulph Print, Publication & Web Design, Strategic Marketing & Design Services, Branding & Identity Burke Advertising LLC 9 Cedarwood Drive, Suite 11 Bedford, NH 03110 603-627-5381 burkeadvertising.com nh@burkeadvertising.com Chris Cooper Branding, Search Engine Optimization, Media Planning, Video Production, Web Design, Digital Advertising Call Design 8 Little John Court Merrimack, NH 03054 603-429-2701/603-429-3769 calldesign.net mike@calldesign.net Mike Call Branding Strategy, Website Design, Literature Design, Logo Design, HTML Email Design, Trade Show/Event Support Calypso Communications 20 Ladd Street, Suite 200 Portsmouth, NH 03801 603-431-0816/603-431-4497 calypsocom.com info@calypsocom.com Houssam Aboukhater Integrated Communications Agency offering Marketing, Public Relations, Graphic Design, Social Media, Crisis Communications, Website Development, Video and more.

Cantin Design Inc. 34 Cabernet Drive, #4 PO Box 3936 Concord, NH 03303 603-724-9204 cantindesign.com

paul@cantindesign.com Paul Cantin Full-service Graphic Design: Brand Strategies, Logo Design & Corporate Identity, Advertising, Marketing, Print Services & Direct Mail, Publications, Elements of Web Design, Trade Show Graphics Cline Design LLC 46 S. Main Street, Suite 1 Concord, NH 03301 603-648-2110 clinedesign.com lorraine@clinedesign.com Lorraine C. Cline Inbound Marketing, Web Creation, Branding and Graphic Design Services Clover Creative Group LLC 169 Daniel Webster Hwy, Suite 18b Meredith, NH 03253 603-677-7032 clovercreativegroup.com shawn@clovercreativegroup.com Shawn R. Dixon Digital Branding Specialists, Custom Solutions for Websites & Marketing. Design services for all media, including Web Design, Logos, Brochures, Video, Animation, Infographics and Social Media Concord Direct 92 Old Turnpike Road Concord, NH 03301 603-410-1430 603-225-5008 concorddirect.com Srudman@concorddirect.com Steve Rudman Consulting, Insight, Strategy, Creative Audit, Research, Development, Design & Copywriting, Website & Digital Product Development, Email & Social, Print Execution, Data Processing Cookson Strategic Communications 36 Lowell Street Manchester, NH 03101 603-782-8192 cooksonstrategies.com marian@cooksonstrategies.com Matt Cookson Our in-house writing, communications, design, web, social media, public relations and marketing work is where we shine.

Corporate Communications, Inc. 65 Seavey Street, PO Box 854 North Conway Village, NH 03860 603-356-7011 BUSINESS SERVICES GUIDE 2019 61

MARKETING SERVICES corporatecommunication.net corpcomm@ncia.net Kimberly Beals Full-Service Advertising, Marketing and Public Relations Company.

Publisher of Tourist Maps, Guides and Related Websites.

CPorter Designs 35 Sunset Road, PO Box 456 Fitzwilliam, NH 03447 603-585-9803 cporterdesigns.com coni@cporterdesigns.com Coni Porter Graphic Design, Illustration, Web Design, Corporate Identity CrystalVision, Innovative Web & eMarketing Solutions PO Box 84 Portsmouth, NH 03802 603-433-9559 cvwp.com db@cvwp.com Deb Brewer Custom Web Application Development, Mobile Development, Ecommerce/Security, Search Engine Optimization, eMarketing, Hosting Drive Brand Studio 170 Kearsarge Street, PO Box 2838 North Conway, NH 03860 603-356-3030 drivebrandstudio.com shift@drivebrandstudio.com Nancy Clark Branding, Strategic Marketing and Advertising, PR, Website Design & Development, Product Design & Packaging EVR Advertising 155 Dow Street, Suite 301 Manchester, NH 03101 603-647-8606 evradvertising.com jeffe@evradvertising.com Jeff Eisenberg Creates and deploys Integrated Marketing Campaigns developed with exceptional skills in strategy, creative, digital and PR. eDriven Marketing 72 Whittier Hwy Moultonboro, NH 03254 603-253-8300 edrivenmarketing.com cjs@edrivenmarketing.com Charles J. Sayegh Visual Media, Digital Consultancy, Marketing, Search Engine

62 BUSINESS SERVICES GUIDE 2019

Optimization, Web Design, Facebook and PTC Marketing Epiphanies Inc. 4 Country Club Road, #7372 Gilford, NH 03247 603-630-7122 epiphaniesinc.com hey@epiphaniesinc.com Allen Voivod Social Media Strategy, Digital Marketing, Content Strategy, Facebook for Business, Group Training, Speaking/Workshops FIREHORSE Creative, LLC 2 1/2 Beacon Street, Suite 226 Concord, NH 03301 603-225-2334 firehorsecreative.com stephen@firehorsecreative.com Stephen Smith Responsive Website Design, Graphic Design, Web Development/ Programming, Content Management Systems, Brand Development, Social Media Marketing, SEO Fletcher Media Group 70 Main Street, Suite 401-1, PO Box 18 Peterborough, NH 03458 603-562-5745 fletchermedia.com jfletcher@fletchermedia.com James Fletcher Creative design and Communications for Print, Web, E-mail, Social and Mobile Flyer Communications 59 North Shore Road Derry, NH 03038 603-494-8480 flyercommunications.com pfflyer@flyercommunications.com Paula Frank Website Management: Design and Maintain, SEO Knowledge, WordPress Specialist, Freelance Graphic Design Production Artist, PowerPoint, InDesign, Photoshop, Illustrator.

Fourae Graphic & Design Company 16 Birch Drive Newmarket, NH 03857 603-659-7056/603-659-7056 fourae.com chris@fourae.com Christian Archila Award-Winning Advertising, Marketing Communications and Graphic Design Services for Corporate, Industrial, High

Technology, Real Estate, Municipal, Healthcare, Financial and Emerging Technologies GYK Antler 175 Canal Street Manchester, NH 03101 603-625-5713 gykantler.com brady@gykantler.com Amy Weber A modern marketing agency for evolving brands Girard Advertising 604 DW Highway, Suite 105 Merrimack, NH 03054 603-429-0100/603-429-0120 girardadvertising.com advertise@girardadvertising.com Karen Girard Strategic Marketing Planning, Media Buying, Design & Illustration, Television & Multimedia Production Good Idea Design 18 Harding Road Portsmouth, NH 03801 603-431-3090 goodideadesign.me nik@goodideadesign.com Nikki Savramis Dedicated to creating clear and effective design solutions for corporate and publishing clients, always with a zealous attention to detail and masterful use of typography Gregg Nadeau Design 70 Old Lyndeborough Mtn. Road Greenfield, NH 03047 603-547-9971 nadeau65@aol.com Joyce Shields Trade & Consumer Advertising, Sales Literature, Packaging and Trade Show Design Handshake Studios 383 Central Avenue, Suite 266 Dover, NH 03820 handshakestudios.com contact@handshakestudios.com Jean-Marc Le Doux The handiest creative studio in New Hampshire. Unrivaled creative concepts, animation, motion graphics, design and cinematic video.

Hannaford Design 36 Hickory Lane Bedford, NH 03110 603-472-2823

hannaforddesign@comcast.net Joe Hannaford Visual Communications Design Harbour Light Strategic Marketing Inc. 621 Islington Street, Suite A Portsmouth, NH 03801 603-427-2821/603-427-0938 harbourlight.com info@harbourlight.com Ned Savoie Full-Service Strategic Marketing, Award-Winning Web Design and Advertising Services Heartwood Media Inc. 83 Hanover St., Suite 42 Manchester, NH 03101 603-665-9191 heartwoodmedia.com info@heartwoodmedia.com Chris Conroy Videos for Marketing, Branding, Development, Recruitment, Education, Training and Public Relations Holmes Lewis Inc. PO Box 4139 Concord, NH 03302 603-485-9672 lakesregion.org/listings/holmes-lewisinc-advertising-and-design/ holmeslewiswj@comcast.net Warren Journay Tourism & Corporate Marketing/ Design i4Market LLC 680 Brent Street Manchester, NH 03103 603-566-1727/603-218-6057 i4market.com lboilard@i4market.com Louri Boilard Website Design, Online Marketing, SEO, SEM, Graphics, Full Online Solutions Hosting Ideabenders 6 Manchester Street Nashua, NH 03064 603-886-8448/866-286-3840 ideabenders.com info@ideabenders.com Casey Holt Marketing Consulting & Brand Direction; Advertising Concepts, Copy, Design & Production in all formats; Brilliant Direct Mail, Small Space Print, Outdoor & Radio; Speechwriting

Image 4 7 Perimeter Road Manchester, NH 03103 603-644-0077/603-644-5810 image4.com sales@image4.com Liz Hummel Trade Show & Retail Displays, Branded Environments, Display Graphics Industrial Traffic 166 South River Road Bedford, NH 03110 603-623-8006/603-623-8007 industrialtraffic.com questions@industrialtraffic.com Sasha Richard Online Marketing, Branding, Design, Development, Content Strategy, Digital Marketing Isosceles Advertising Design Inc. 1800 Elm Street, 2nd Floor Manchester, NH 03104 603-647-1277/603-647-1380 isoscelesdesign.com info@isoscelesdesign.com Dan Schultz

Specializing in Creative Marketing Communication Solutions and Brand Building, Comprehensive Print Management and Web Design/ Development J Maze Design, LLC 26 Franklin Street Concord, NH 03301 603-226-0990 jmaze.com info@jmazedesign.com Jennifer Mazzei Website Design, Maintenance, Email Marketing & Digital Consulting J.C. Signs 17 Grove Street, PO Box 1085 Wolfeboro Falls, NH 03896 603-569-5335 jcsigns.com info@jcsigns.com Jerome Holden Creative, Custom Business Signage and Vehicle Lettering Just Flow Events & Marketing 814 Elm Street, Suite 510

Manchester, NH 03101 603-703-5588 justflownh.com info@justflownh.com Ami D’Amelio Marketing Campaigns, Brand Development, Corporate Communications, Website Development, Social Media Management, Graphic Design, Copywriting, Event Planning, Fundraising and everything in between.

Kent Creative PO Box 8003 Portsmouth, NH 03802 603-436-7778/603-742-0800 kentcreativeweb.com cryskent@earthlink.net Crystal Ward Kent Utilities, Construction, Medical, Environmental, Food, Nonprofits LTD Company 169 South River Road, Suite 8 Bedford, NH 03110 603-623-7699/603-623-5987 ltdspark.com

ltd@ltdspark.com Lorrie T. Determann Full-Service Ad Agency, Marketing, Digital, Public Relations, Special Events, Graphic Design, Web Design & Interactive Ad Campaigns, Social Media, Copywriting, Content Creators LGA Media Group 57 Main Street Plymouth, NH 03264 603-536-3600 lgamediagroup.com/truecolors orders@truecolorsprint.com Full-service Marketing, Design and Print Production Lizotte Graphics 29 Hardy Road, PO Box 1738 Loudon, NH 03307 603-783-9585 ned@lizottegraphics.com Ned Lizotte Graphic Design and Printing Services The Long Group LLC 22 Greeley Street, Suite 2 Medallion Center

27 YEARS IN BUSINESS

Custom

LOGO APPAREL

&

PROMOTIONAL MARKETING PRODUCTS

Come visit our showroom 10 Sumner Drive in Dover, NH.

Rocky Coast Printworks, Inc. is a full service logo apparel & promotional product company.

(603) 436-4700 | sales@rockycoast.com | www.rockycoast.com

BUSINESS SERVICES GUIDE 2019 63

MARKETING SERVICES Merrimack, NH 03054 603-424-5664/603-424-4153 longgrouponline.com tomlong@longgrouponline.com Tom Long Financial Services, Research, Marketing & Strategic Planning Louis Karno & Company 31 Warren Street Concord, NH 03301 603-224-5566/603-224-9039 lkarno.com info@lkarno.com Jayme Simoes Strategic Communications, Public Relations, Social Media, Crisis Communications, News Distribution m5 Marketing Communications 707 Chestnut Street Manchester, NH 03104 603-627-9600 m5.ca info@m5nh.com Colleen Cowette Strategic Marketing, Advertising, Web Development, Interactive, Public Relations, Event Planning and Media Buying MSH Marketing Group Inc. 43 Cyrprus Street, PO Box 961 Keene, NH 03431 603-352-7830 mshmarketing.com info@mshmarketing.com Scott Hussey Commercial Photography, Website Development, Advertising, Brand Development, Marketing Communications MarketReach Inc. 12 Murphy Drive, Unit D Nashua, NH 03062 603-645-1300/603-579-4760 mreach.com inquiry@mreach.com Gregory Hooven, Rod Griffith As one of the leading B2B marketing firms in the nation, we create essential marketing programs, campaigns and tools for technology companies.

MESH Interactive Agency 540 North Commercial Street, Suite 308 Manchester, NH 03101 603-809-4164/302-361-3807 meshagency.com info@meshagency.com Bill Schick, Jennifer Kamerman

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Digital Marketing, Content Marketing, Digital Strategy, Brand Development and Design, Competitive Analysis, Corporate Website Design and Development MicroArts Creative Agency 655 Portsmouth Avenue Greenland, NH 03840 603-430-1110/603-431-5111 microarts.com info@microarts.com Danielle O’Neil Brand Development, Brand Strategy, Product Launch Millennium Agency 150 Dow Street, 3rd Floor Manchester, NH 03101 603-792-2200 /603-792-2201 mill.agency lfanaras@mill.agency Linda A. Fanaras, Jessica Chabot Millennium Agency is a national, award-winning boutique digital marketing, social/content and public relations firm located in Manchester and Boston.

Montagne Communications 814 Elm Street, Suite 205 Manchester, NH 03101 603-644-3200/603-644-3216 montagnecom.com scott@montagnecom.com Scott Tranchemontagne Full-Service Strategic Communications Firm specializing in Public Relations, Media and Community Relations, Crisis Communications, Social Media and Experiential Marketing Moriah Design Agency LLC 241 State Route 2 Shelburne, NH 03581 603-466-2363/603-466-2363 moriahdesignagency.com dr@moriahdesignagency.com Debbie Ryan Tourism Publications, Graphic Design, Logos, Rack Cards and Brochures, Web Design and Production, SEO, Social Networking, Web Hosting Olive Development 1 Middle Street, Suite 220 Portsmouth, NH 03801 603-430-6287 olivedevelopment.com info@olivedevelopment.com Chip Pappas Web Development, Specializing in Content Management for Websites & Extranets

Pannos Marketing 116 South River Road, Unit D-6 Bedford, NH 03110 603-625-2443 pannosmarketing.com jpannos@pannosmarketing.com Jim Pannos Financial Services, Service Industry, Healthcare, Manufacturing Paragon Digital Marketing 20 Central Square, #210 Keene, NH 03431 603-399-6400 paragondigital.com info@paragondigital.com Zach Luse Online Marketing, Website Development, Social Media, Search Engine Optimization and Digital Advertising Parkerhill Reality Labs 286 Parker Hill Road Lyman, NH 03585 603-303-5529 parkerhill.com jonathan@parkerhill.com Jonathan Linowes An immersive media development company with a history of high quality VR and AR games and non-gaming applications, educational publications and agile management practices.

Paxton Communications 261 Sheep Davis Road, Suite 6 Concord, NH 03301 603-228-4933/603-228-3047 paxtoncommunications.net chris@paxtoncommunications.net Christopher C. Cornog Advertising and Marketing Communications for Healthcare, Nonprofits, Industrial/High Tech, Financial and Others

PixelMEDIA LLC 75 New Hampshire Avenue, Suite 100 Portsmouth, NH 03801 603-430-2033/603-430-2034 pixelmedia.com sales@pixelmedia.com Erik Dodier Strategy, Design & Implementation Services for Web Initiatives

Proforma Piper Printing 600 Laconia Road, Unit 2, Suite 4 Tilton, NH 03276 603-934-5055/603-934-6500 piperprinting.com craig.shufelt@proforma.com Craig Shufelt

Direct Marketing for Small Businesses & Nonprofits, 4-color Printing, Targeted Mailing Lists, Promotional Products, Business Forms, Custom Labels, Banners, Logo Apparel, Advertising Specialties Radar Marketing Group Old Milford Road, PO Box 1090 Amherst, NH 03031 603-924-9400 radarmg.com info@radarmg.com William Smith Marketing Services, Strategic Planning, Web Design & Development, Graphic Design Services, Corporate Identity, Website Conversion Optimization Rumbletree 216 Lafayette Road North Hampton, NH 03862 603-433-6214 rumbletree.com info@rumbletree.com Jessica Kellogg Full-service Agency specializing in Brand Development, Advertising, Design, Interactive Media, Website Design and Development Sales Up 2343 Elm Street Manchester, NH 03104 603-860-6664 veyleclerc3@gmail.com Valerie Bey LeClerc Sales, Marketing, Brand Development, Revenue Generation, Business Development, Self Coaching, Mystery Shopping Scattergood Advertising 49 Hale True Road Chester, NH 03036 603-553-2761 scattergoodadvertising.com joescattergood@gmail.com Joe Scattergood Printing Solutions, Communications, Design, Consulting, Real Estate Scribble Creative Group LLC 3 Executive Park Drive, Suite 290 Bedford, NH 03110 603-623-3933/888-524-9766 scribblecreativegroup.com info@scribblecreativegroup.com Craig Hayes Advertising, Web Development, Package Design, Branding, Internet Marketing, Marketing, Graphic Design

SilverTech Inc. 196 Bridge Street Manchester, NH 03104 603-669-6600 silvertech.com info@silvertech.com Jeff McPherson Digital Marketing, Web Services, IT Consulting, Web Design, Development, Hosting, Business Consulting, Salesforce, Content Management Systems Sparkle Media 63 Goose Hole Road New London, NH 03257 603-867-8707 sparkle-media.com ellen@sparkle-media.com Ellen Chandler Travel & Recreation, Specialty Foods, Special Event Promotion, Trade Show Management for B2B, B2C Stal-McLane Inc. 57 Robinson Road Bow, NH 03304 603-860-2370 fstal@stalmclane.com Frisky M. Stal Marketing, Advertising, Graphic Design, Website Design, Public Relations, Copywriting Stick Man Designs 13 Hickory Lane Barrington, NH 03825 603-568-2373 jodeeziner@metrocast.net Jodie Hall Graphic Design and Illustration, with a focus on working with Small Businesses (Also available for Freelance/Sub-Contract) StoreyManseau LLC 603 Upper Straw Road Hopkinton, NH 03229 603-856-7647 storeymanseau.com laurie@storeymanseau.com Laurie J. Storey-Manseau Marketing Consultation and Strategy, Crisis Communications, Media Training, Branding, Brand Reputation Sullivan Creative 6B Hills Avenue 1 Concord, NH 03301 603-228-0836 sullivancreative.com team@sullivancreative.com Pamela Sullivan

Event Marketing and Management, Tourism Development Marketing Plans, Web Design, Graphic Design, Copy Sullivan+Wolf Design LLC 75 Main Street, Suite 4, PO Box 579 Plymouth, NH 03264 603-536-5505 sullivanandwolf.com brian.sullivan@sullivanandwolf.com Brian Sullivan Complete Design & Production Services for both Print & Web (New Media), Web Application Development, Photography, SEO Swanson Advertising LLC 8 Stiles Road, Suite 111 Salem, NH 03079 603-893-8946 swansonadv.com kim@swansonadv.com Kim Cesati Design & Production of Print ads, Corporate Identities, Brochures, Catalogs, Direct Mail, Point of Purchase, Packaging, Trade Shows, Website Design and Media Planning & Management Tardis Advertising 378 Thornton Street Portsmouth, NH 03801 603-433-2211/603-433-2212 tardisadvertising.com tardis@tardisadvertising.com Thomas Kennedy Advertising including Web Pages and Social Media, Graphic Art and Public Relations for Retail, B2B and Nonprofit Agencies Ten20 Strategic Communications 109 Riverwalk Way Manchester, NH 03101 603-566-9399 ten20nh.com mike@Ten20nh.com Mike DeBlasi Marketing, Advertising, Public Relations, Branding, Strategic Campaigns, Design, Website Build, Consulting, Media Training Tidal Media Group 155 Fleet St. Portsmouth, NH 03801 603-766-4680/603-766-4729 tidalmediagroup.com info@tidalmediagroup.com Ryan Roskilly Website Design, Application

Development, Search Engine Marketing, Social Media Management Tosi Productions LLC PO Box 406 Goffstown, NH 03045 603-232-9109 tosiproductions.com info@tosiproductions.com Tom Tosi Interactive Multimedia and Video Production VirgoDesign 17 Grove Street Wolfeboro, NH 03894 603-569-0078 virgodesignstudio.com j@virgodesignstudio.com Jeannette D’Onofrio Over 25 years of Professional Creative Artwork for Marketing Communications, Specializing in Logo, Sign and Print Design.

WaLa PO Box 570 Bristol, NH 03222 877-424-0821 wala-marketing.com info@wala-marketing.com Michael Bednaz Professional Marketing & Technology Consultants & Web Development Group available for Freelance & Contract Projects in Marketing, Website Development, Graphic Design & Trade Show Services Web-Kare LLP 74 Main Street, PO Box 959 Raymond, NH 03077 877-351-1769/603-895-5503 web-kare.com maryann@web-kare.com Mary Ann Wells, Knute Klefos Specializing in Industrial Websites, offers Search Engine Marketing, Web Design & Hosting Services WebAction Group LLC PO Box 245 Hudson, NH 03051 800-881-8047 webactiongroup.com takeaction@webactiongroup.com Steven Forkey Search Engine Optimization, Local Search Marketing, Social Media Management & Marketing, Mobile Websites

WebAgency – a division of Mouseclicks LLC 71 Spit Brook Road, Suite 209 Nashua, NH 03060 603-891-0304 webagency.com sales@webagency.com Jeremy Milani Digital Strategy, Digital Marketing and Digital Experience wedü Inc. 20 Market Street Manchester, NH 03101 603-647-9338/603-647-2325 wedu.com info@wedu.com Sean M. Owen Digital marketing and experience agency focused on the intersection of marketing technology and customer behavior. We create the impact needed to drive success in marketing and sales programs.

White Birch Communications Group 114 North Main Street, Suite 401 Concord, NH 03301 603-228-3322 603-228-0713 dupontgroup.com wbirch@dupontgroup.com James Monahan Public Relations, News Media Campaigns, Marketing and Communications Services for Businesses and Nonprofits Wilson & Gould 500 Market Street, 9R Portsmouth, NH 03801 603-770-3050 wilsongould.com judywilson1@comcast.net Judy Wilson Branding, Communications, Website Development and Video Production Windhill Design LLC 7227 Pleasant Street Loudon, NH 03307 603-581-2675/603-556-8448 windhill.com info@windhill.com Link Moser Website Design, Search Engine Optimization, Website Hosting, Online Marketing & Promotion Source: NHBR Survey

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Content that attracts clients Offering unique information allows you to stand out in a crowded market By melissa albano-davis

Developing unique content around your brand will allow you to stand out, help prospective clients make their decisions to purchase and establish your credibility as a trusted provider.

Melissa Albano-Davis, principal of Grapevine Marketing in Manchester, can be reached at 603-6854782, ext. 101, or melissa@grapevinemktg.com.

66 BUSINESS SERVICES GUIDE 2019

If you’ve been writing a blog, newsletter or social media posts for a long time and have yet to see the payoff from your efforts, now may be a good time to revisit your content strategy. And if you have yet to start developing any of these elements, there’s no time like the present.

Not every business needs to create and share its own content. To determine your need, ask yourself these questions: • Is your product or service complex?

• Does it require the client to consider their decision to buy for more than a few moments?

• Do you need to stand out among competitors?

• Will your client be heavily invested in your product or service once they purchase it? For instance, switching banks, building a website and moving to a new accountant typically involve a substantial amount of time and resources from the client beyond the cost of the purchase itself.

If you’ve answered yes to these questions, developing unique content around your brand will allow you to stand out in a crowded market, help prospective clients make their decisions to purchase and establish your credibility as a trusted provider.

The types of content that are most beneficial to your business are based on how, where and why your target audience makes purchase decisions and gathers information.

If your business is highly visual, a restaurant for instance, you’ll want to focus on images and videos that tell your story. A customer looking for dinner reservations isn’t going to care much about the long article you wrote on different grilling procedures for seafood, but a quick video of your chef flambéing a

juicy steak would draw them in.

Conversely, an executive seeking a law firm to handle a complex merger is going to want to see evidence of the firm’s credibility and experience in their published articles and case studies.

Information that informs the purchase decision, such as price, features and benefits, vendor comparison, customer reviews even general information about your company, is best left for the main website. Your blog, published articles, social media channels and email newsletter should be focused on giving the prospective customer what they want and need and not promoting your business.

By focusing on the audience and setting aside your sales needs, you’ll build trust and credibility.

Here are a few examples of content that attracts clients without resorting to self-promotion: • A travel agency developing top 10 lists of destinations for specific, complex niches such as “families with children under 5 years old,” “couples seeking outdoor adventures” and “motorcycle-friendly sightseeing.”

Without mentioning anything about their company, the agency is proving in their content that they have expertise in developing plans for complex travel requests.

• A weight-loss clinic providing free access to resources for healthy living, diet and exercise, and downloadable recipes.

They are attracting the attention of their target audience, people who are looking for help with weight loss, with helpful resources that don’t involve a purchase, thus building their credibility.

• A culinary institute sharing videos of a few techniques that are taught in

A business guide to social media By jennifer nickUlas

their courses, for the sole purpose of instructing individuals who are trying to prepare a complex dish at home. By sharing just a bit of this free insight, you will attract the ideal audience and get them excited about what they could learn by enrolling in your program.

To get started, develop a singlebuyer persona and write (or share photos and videos) for that individual person. Where there’s one of those individuals, there are many others with similar needs, and by developing content specifically for that person, you’ll be far more successful at gaining their attention.

Once you’ve created some content for that prospective client, promote it in various forms wherever they spend their time. Are they likely Instagram users? Follow them and the brands that they follow; join the conversation.

Are they busy executives with little time to read articles or monitor social media? Connect with them individually and share a no-frills monthly email with the most important snippets of information that will help them stay up-to-date.

Every piece of content should have a trackable purpose. Is your goal to perform better in search engine results?

Incorporate a strong SEO strategy.

Need to build awareness? Monitor new vs. returning visits. Want to drive leads to an offer? Track conversions from each source. If you have a clear objective, there’s generally a simple way to assess whether your tactics are successful.

It’s getting intense out there. Forget avoiding politics — you’re lucky if you dodge the incessant commentary from that kid from high school, the negatively charged social discourse surrounding data privacy and vocal activists on both sides of just about every issue lurking in the wings of Instagram, Facebook or Twitter, just waiting to troll your typo. Or worse.

Online communities evolve rapidly, so it’s a good idea to periodically check in on what’s happening behind the screen to see what you can learn or how you can help your audience more effectively.

targeted content, and someone somewhere is probably paying for you to see it.

Tip: Targeted, customized content means you can’t judge social media based on your own experience. At any time, advertisers are running trials to see which ads perform best, and most social media platforms will serve users content it thinks we’ll like based on past clicks. It’s easy to unconsciously create an echo chamber that reinforces what you do and say, building up your confidence that what you see is universal and correct. You can’t count on either.

Shifting demographics

Be the oasis

Brands tend to follow their customers to the online communities they use the most. Usually, by the time a critical mass realizes a social media platform has been overrun by advertisers, those coveted potential customers are already on the lookout for a better place to spend their online time. But brands invest significant resources into long-term social marketing strategy, data-crunching, paid ads and campaign assets, so the natural incongruence in what you see and what you actually want to see in your social feeds is partly because brands are paying for you to see and hear what you cared about three months ago.

Tip: Take a step back and see where your target audience spends its time. Where do most of your complaints and feedback come from? Are you getting what you expected for what you’re paying for impressions (eyeballs) on LinkedIn? If your customers prefer email or private messaging for technical support, you may want to revisit your messaging before launching a new Snapchat campaign.

You don’t have to look too hard to find toxic and generally unpleasant sentiments and other content on your favorite social media platform. Even the savviest folks can be fooled by a piece of content manipulated to look authentic. Our sharing economy has trained us this way. Unfortunately, it did not prepare us to maintain a healthy level of suspicion of what we read on the internet, so everyone from nefarious hackers to pyramid schemers chum the waters hoping an unsuspecting user takes the bait.

Tip: It can get stressful out there, whether it’s rants from relatives on Facebook, people on Reddit trashing your new product release or a notification that you still need to reply to that evite, demanding your immediate attention and action. Find a way to not be like that. Your social media audiences might appreciate a break from the rapid-fire lead nurturing content, or at the very least, a little compassion.

You’re not seeing what clients are seeing What happens to you when you scroll through your Facebook timeline is in no way random. The posts, ads and other content you see are based on millions of dollars of research into user experience patterns, behavioral analysis algorithms and predictions based on actions you’ve taken online in the past few months or even years.

Social media platforms allow publishers to access an individual’s information and online history — and just about everyone else’s — to categorize them based on their likelihood to click an ad or buy a specific type of product. That’s called

Just roll with it So much of what we see online involves a social media manager at Company A tweeting back to a social media manager at Company B. How is that helping customers? Don’t be afraid of posts that don’t ask the user to do something, and offer a few no-strings-attached helpful tips pertaining to your product or service. Just because you can use complex metrics and third-party data to tie ROI to everything online doesn’t mean that’s the only — or most meaningful — way to measure how social media helps your business and your customers.

Jennifer Nickulas is a communications manager at Cookson Strategic Communications in Manchester. She can be contacted at jen@cooksonstrategies.com.

BUSINESS SERVICES GUIDE 2019 67

MEDIA OUTLETS Alton The Baysider 5 Water Street Meredith, NH 03253 603-279-4516 603-279-3331 newhampshirelakesandmountains.com baysider@salmonpress.com Issue Date: Thursday Circulation: 5,469 Publisher: Frank Chilinski Editor: Joshua Spaulding Bedford Bedford Bulletin 100 William Loeb Drive, PO Box 522 Manchester, NH 03109 603-668-4321 603-624-0727 newhampshire.com/section/newhampshire1408 editor@thebedfordbulletin.com Issue Date: Thursday Circulation: 9,600 Publisher: Joseph W. McQuaid Editor: Christine Heiser The Bedford Journal 110 Main Street, Suite 1 Nashua, NH 03060 603-594-6599 603-882-5138 cabinet.com/bedford-journal cabnews@cabinet.com Issue Date: Friday Circulation: 9,552 Publisher: Heather Henline Editor: Kerry Miller Berlin The Berlin Daily Sun 177 Main Street, PO Box 279 Berlin, NH 03570 603-326-6100 603-737-0149 berlindailysun.com bds@berlindailysun.com Issue Date: Tuesday and Thursday Circulation: 9,000 Publisher: Mark Guerringue Editor: Barbara Tetreault Berlin Reporter 79 Main Street Lancaster, NH 03584 603-788-4939 603-788-3022 newhampshirelakesandmountains.com democrat@salmonpress.com

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Issue Date: Wednesday Circulation: 2,900 Publisher: Frank Chilinski Editor: Tara Giles Candia-Auburn Candia-Auburn Post 100 William Loeb Drive Manchester, NH 03109 603-206-7800 603-206-7801 unionleader.com/section/newhampshire1412 tcaldwell@unionleader.com Issue Date: Thursday Circulation: 3,150 Publisher: Joseph W. McQuaid Editor: Thomas Caldwell Center Ossipee Carroll County Independent 5 Water Street, PO Box 250 Meredith, NH 03253 603-279-4516 603-279-3331 newhampshirelakesandmountains.com tbeeler@salmonpress.com Issue Date: Thursday Circulation: 4,482 Publisher: Frank Chilinski Editor: Thomas Beeler Chester/Hampstead Tri-Town Times 2 Litchfield Road Londonderry, NH 03053 603-537-2760 603-537-2765 nutpub.net tritowntimes@nutpub.net Issue Date: Thursday Circulation: 8,708 Publisher & Editor: Debra Paul Claremont Eagle Times 45 Crescent Street, PO Box 888 Claremont, NH 03743 603-543-3100 603-542-9705 Advertising Fax: 603-504-3199 eagletimes.com news@eagletimes.com Issue Date: Monday through Saturday Circulation: 6,000 Publisher: George Sample Editor: Bill Chaisson

Colebrook Colebrook Chronicle 82 Main Street, PO Box 263 Colebrook, NH 03576 603-246-8998 603-246-9918 colebrookchronicle.com editor@colebrookchronicle.com Issue Date: Friday Circulation: 6,000 Publisher: Donna Jordan Editor: Charles Jordan The News and Sentinel 6 Bridge Street, PO Box 39 Colebrook, NH 03576 603-237-5501 603-237-5060 colebrooknewsandsentinel.com editor@colebrooknewsandsentinel.com Issue Date: Wednesday Circulation: 4,300 Publisher: Karen Harrigan Editor: Karen Harrigan Concord Binnie Media 4 Church Street Concord, NH 03301 603-230-9000 603-228-2030 wlnh.nh1media.com General Manager: Massimo Rosati Owner of WBIN-TV and several radio stations, including 105.5 JYY, 106.3 Frank-FM, 93.3 The Wolf and 98.3 WLNH Concord Monitor 1 Monitor Drive, PO Box 1177 Concord, NH 03302 603-224-5301 Advertising fax: 603-228-8238 News fax: 603-224-8120 concordmonitor.com news@cmonitor.com Issue Date: Daily Circulation: 12,121 Publisher: Heather McKernan Editor: Steve Leone NH 1 News 4 Church Street Concord, NH 03301 603-230-9000 603-228-2030 nh1.com news@nh1.com General Manager: Massimo Rosati

New Hampshire Public Radio 2 Pillsbury Street, 6th Floor Concord, NH 03301 603-228-8910 or 800-639-4131 603-224-6052 nhpr.org President & CEO: Betsy Gardella News Director: Dan Barrick Conway The Conway Daily Sun PO Box 1940 North Conway, NH 03860 603-356-3456 News fax: 603-356-8360 conwaydailysun.com news@conwaydailysun.com Issue Date: Tuesday through Saturday Circulation: 16,100 Publisher: Mark Guerringue Editor: Margaret McKenzie Derry Derry News 46 West Broadway, Route 102 PO Box 307 Derry, NH 03038 603-437-7000 Advertising Fax: 603-432-4510 News Fax: 603-432-4510 derrynews.com editor@derrynews.com Issue Date: Thursday Circulation: 26,500 Publisher: Karen Andreas Editor: Rosemary Ford Dover Foster’s Daily Democrat 11 Main Street Dover, NH 03820 603-742-4455 Advertising Fax: 603-740-3461 News Fax: 603-749-7079 fosters.com news@fosters.com Issue Date: Daily Circulation: 10,304 General Manager: Howard Altschiller Townsquare Media LLC 292 Middle Road Dover, NH 03820 603-749-9750 townsquaremedia.com Owner of WOKQ 97.5 FM, WPKQ 103.7 FM and The Shark 102.1 FM

Durham New Hampshire PBS 268 Mast Road Durham, NH 03824 603-868-1100 nhptv.org President & CEO: Peter Frid Exeter Exeter News-Letter 111 New Hampshire Avenue Portsmouth, NH 03801 800-439-0303 603-433-5760 seacoastonline.com newsletter@seacoastonline.com Issue Date: Friday Circulation: 3,776 Editor: Patrick Cronin Gilford Gilford Steamer 5 Water Street Meredith, NH 03253 603-279-4516 x111 603-279-3331 newhampshirelakesandmountains.com steamer@salmonpress.com Issue Date: Thursday Circulation: 4,158 Publisher: Frank Chilinski Editor: Brendan Berube Goffstown Goffstown News 100 William Loeb Drive Manchester, NH 03109 603-206-7800 603-206-7801 newhampshire.com/section/newhampshire1409 editor@goffstownnews.com Issue Date: Thursday Circulation: 6,800 Publisher: Joseph W. McQuaid Editor: Susan Clark Hampton The Hampton Union 111 New Hampshire Avenue Portsmouth, NH 03801 800-439-0303 603-433-5760 seacoastonline.com hamptonunion@seacoastonline.com Issue Date: Friday Circulation: 3,224 Editor: Patrick Cronin

Hillsborough The Messenger 246 West Main Street, PO Box 1190 Hillsborough, NH 03244 603-464-3388 603-464-4106 granitequill.com granitequill@mcttelecom.com Issue Date: Friday Circulation: 15,000 Publisher: Leigh Bosse Editor: Joyce Bosse Hollis/Brookline The Hollis/Brookline Journal 110 Main Street, Suite 1 Nashua, NH 03060 603-673-3100 603-882-5138 cabinet.com/hollis-brookline-journal cabnews@cabinet.com Issue Date: Friday Circulation: 5,125 Publisher: Heather Henline Editor: Kerry Miller Hooksett The Hooksett Banner 100 William Loeb Drive Manchester, NH 03109 603-206-7800 603-206-7801 newhampshire.com/section/newhampshire1410 editor@hooksettbanner.com Publisher: Joseph W. McQuaid Editor: Thomas Caldwell Hudson Hudson/Litchfield News One Campbell Avenue Hudson, NH 03051 603-880-1516 603-879-9707 areanewsgroup.com news@areanewsgroup.com Issue Date: Friday Circulation: 13,000 Publisher: Leonard T. Lathrop Editor: Leonard T. Lathrop Keene Keene Sentinel 60 West Street, PO Box 546 Keene, NH 03431 603-352-1234 Advertising fax: 603-352-9733 News fax: 603-352-9700

sentinelsource.com news@keenesentinel.com Issue Date: Daily Circulation: 7,362 Publisher: Thomas Ewing Editor: Paul Miller Kingston Carriage Towne News 14 Church Street, PO Box 100 Kingston, NH 03848 603-734-9050 603-642-7750 carriagetownenews.com elisha@carriagetownenews.com Issue Date: Thursday Circulation: 25,707 Publisher: Karen Andreas Editor: Elisha Blaisdell Laconia The Laconia Daily Sun 1127 Union Ave. Laconia, NH 03246 603-737-2026 laconiadailysun.com news@laconiadailysun.com Issue Date: Tuesday through Saturday Circulation: 18,000 Publisher: Adam Hirshan Editor: Roger Carroll Lancaster Coos County Democrat 79 Main Street Lancaster, NH 03584 603-788-4939 603-788-3022 newhampshirelakesandmountains.com democrat@salmonpress.com Issue Date: Wednesday Circulation: 5,400 Publisher: Frank Chilinski Editor: Tara Giles Littleton Littleton Courier 79 Main Street Lancaster, NH 03584 603-788-4939 603-788-3022 newhampshirelakesandmountains.com courierreporter@salmonpress.com Issue Date: Wednesday Circulation: 5,012 Publisher: Frank Chilinski Editor: Tara Giles

Londonderry Londonderry Times 2 Litchfield Road Londonderry, NH 03053 603-537-2760 603-537-2765 nutpub.net londonderrytimes@nutpub.net Issue Date: Thursday Circulation: 10,306 Publisher: Debra Paul Nutfield News 2 Litchfield Road Londonderry, NH 03053 603-537-2760 603-537-2765 nutpub.net ads@nutpub.net Issue Date: Thursday Circulation: 10,313 Publisher: Debra Paul Editor: Debra Paul Manchester The Hippo 49 Hollis Street Manchester, NH 03101 603-625-1855 603-625-2422 hippopress.com news@hippopress.com Issue Date: Thursday Circulation: 41,388 Publisher: Jody Reese Editor: Amy Diaz New Hampshire Business Review 150 Dow Street Tower 1, 2nd Floor Manchester, NH 03101 603-624-1442 603-624-1310 nhbr.com jfeingold@nhbr.com Issue Date: Bi-Weekly Friday Circulation: 50,000 Publisher: Sharron McCarthy Editor: Jeff Feingold New Hampshire Union Leader & New Hampshire Sunday News 100 William Loeb Drive, PO Box 9555 Manchester, NH 03108 603-668-4321 Advertising Fax: 603-641-9773 News Fax: 603-668-0382 unionleader.com Issue Date: Daily Circulation: 48,000

BUSINESS SERVICES GUIDE 2019 69

MEDIA OUTLETS Publisher: Joseph W. McQuaid Editor: Trent Spiner Saga Communications 500 Commercial Street Manchester, NH 03101 603-669-5777 sagacom.com Owner of WZID 95.7 FM, WFEA 1370 AM, 96.5 The Mill and 103.1 The Outlaw General Manager: Bob Cox WMUR-TV Channel 9 100 South Commercial Street Manchester, NH 03101 603-669-9999 603-641-9005 wmur.com General Manager: Jeff Bartlett Meredith Meredith News 5 Water Street Meredith, NH 03253 603-279-4516 603-279-3331 newhampshirelakesandmountains.com mnews@salmonpress.com Issue Date: Thursday Circulation: 3,121 Publisher: Frank Chilinski Editor: Brendan Berube Merrimack The Merrimack Journal 110 Main Street, Suite 1 Nashua, NH 03060 603-673-3100 603-673-8250 cabinet.com cabnews@cabinet.com Issue Date: Friday Circulation: 10,727 Publisher: Heather Henline Editor: Kerry Miller Milford The Cabinet Press Inc. 110 Main Street, Suite 1 Nashua, NH 03060 603-594-6418 603-882-5138 cabinet.com cabnews@cabinet.com Issue Date: Thursday Circulation: 2,050 Publisher: Heather Henline Editor: Kerry Miller

70 BUSINESS SERVICES GUIDE 2019

Nashua The Telegraph 110 Main Street, Suite 1 Nashua, NH 03060 603-594-1200 nashuatelegraph.com news@nashuatelegraph.com Issue Date: Daily Circulation: 2,400 Publisher: Heather Henline Editor: Matthew Burdette Peterborough Monadnock Ledger-Transcript 20 Grove St., PO Box 36 Peterborough, NH 03458 603-924-7172 Advertising Fax: 603-924-3681 News Fax: 603-924-3681 ledgertranscript.com news@ledgertranscript.com Issue Date: Twice weekly Circulation: 5,383 Publisher: Heather McKernan Editor: Ben Conant, Meghan Pierce Pittsfield The Suncook Valley Sun 21 Broadway, PO Box 156 Pittsfield, NH 03263 603-435-6291 suncookvalleysun.com svsun@aol.com Issue Date: Wednesday Circulation: 8,388 Publisher: Ross Morse Editor: Ross Morse Plymouth/Bristol Plymouth Record Enterprise 5 Water Street Meredith, NH 03253 603-279-4516 603-279-3331 newhampshirelakesandmountains.com record@salmonpress.com Issue Date: Thursday Circulation: 4,106 Publisher: Frank Chilinski Editor: Brendan Berube Portsmouth Portsmouth Herald 111 New Hampshire Avenue Portsmouth, NH 03801 800-439-0303 603-433-5760

seacoastonline.com news@seacoastonline.com Issue Date: Daily Circulation: 9,589 Editor: Richard Fabrizio Salem The Salem Observer 100 William Loeb Drive Manchester, NH 03109 603-206-7800 603-206-7801 newhampshire.com/section/newhampshire1411 editor@salemobserver.com Publisher: Joseph W. McQuaid Editor: Christine Heiser Sutton InterTown Record 1719 Route 114, PO Box 162 North Sutton, NH 03260-0162 603-927-4028 intertownrecord.com info@intertownrecord.com Issue Date: Tuesday Circulation: 2,250 Publisher: Annette Vogel Editor: Sasha Wolfe Warren Northcountry News PO Box 118 North Salem, NH 03073 603-328-5071 northcountrynewsnh.com ncnewsnh@gmail.com Issue Date: Every other Friday Circulation: 9,000 Publisher: Bryan Flagg Editor: Bryan Flagg West Lebanon Great Eastern Radio 106 North Main Street West Lebanon, NH 03784 603-298-0332 greateasternradio.com Owner of several radio stations, including 107.7 The Pulse, KIXX 101.9 and Q-106 Valley News 24 Interchange Drive, PO Box 877 West Lebanon, NH 03784 603-727-3217 603-298-0212 vnews.com jgregg@vnews.com

Issue Date: Daily Circulation: 14,500 Publisher: Dan McClory News Editor: John Gregg The North Woods Weekly 6 Bridge Street PO Box 39 Colebrook, NH 03576 603-237-5501 603-237-5060 northwoodsweekly.com editor@northwoodsweekly.com Issue Date: Friday Circulation: 15,000 Publisher: Karen Harrigan Editor: Karen Harrigan Windham Windham Independent News 233 Range Road Windham, NH 03087 603-898-7874 windhampublishing.com windependentnews@aol.com Issue Date: Weekly Circulation: 3,500 Publisher: Jon Carpenter Editor: Jon Carpenter Winnisquam Winnisquam Echo 5 Water Street Meredith, NH 03253 603-279-4516 x111 603-279-3331 newhampshirelakesandmountains.com record@salmonpress.com Issue Date: Thursday Circulation: 7,333 Publisher: Frank Chilinski Editor: Brendan Berube Wolfeboro Granite State News 5 Water Street Meredith, NH 03253 603-279-4516 603-279-3331 newhampshirelakesandmountains.com grunter@salmonpress.com Issue Date: Thursday Circulation: 5,000 Publisher: Frank Chilinski Editor: Brendan Berube

Source: NHBR Survey

PRINTERS AND PRINT SERVICES DARTMOUTH-LAKE SUNAPEE REGION Dartmouth Printing Company 69 Lyme Road Hanover, NH 03755 603-643-2220 sheridan.com tony.thurston@sheridan.com Tony Thurston Magazine, Journal & Catalog Printing, Publishing Services and Technology Provider Echo Communications Inc. 59 Pleasant Street, PO Box 2300 New London, NH 03257 603-359-7355 echocominc.com mark@echocominc.com Mark Belden Award-winning, Digitally Integrated 4-color Print Communications Service Provider: Design, Print, Mail, Fulfillment R.C. Brayshaw & Co. 45 Waterloo Street Warner, NH 03278 603-456-3101 603-456-3105 rcbrayshaw.com tbrayshaw@rcbrayshaw.com Thomas Brayshaw Offset & Digital Printing, Wide Format Printing, CD/DVD Duplication, Binding, Direct Mail, Promotional Products, Web Services

LAKES REGION The Kingswood Press 26 Mill Street, PO Box 506 Wolfeboro, NH 03894 603-569-3017 603-569-3132 kingswoodpress.com kingswoodpress@gmail.com William Swaffield Commercial Job Printing including Offset and Digital Color, Full Bindery Tylergraphics Inc. 14 Lexington Drive, Suite 2 Laconia, NH 03246 603-524-6625 603-528-6386 tylergraphics.com wade@tylergraphics.com Wade Heberling Commercial Offset & Digital Printing with Automated Mailing Services

Venture Print Unlimited Inc. 44 Main Street Plymouth, NH 03264 603-536-2410 603-536-2419 printunlimited.com plymouth@minutemanpress.com Susan Fitzgerald Riechert Printing, Copying, Graphic Design, Signs, Website Design, Screen Printing

MERRIMACK VALLEY REGION Allegra Marketing Print Mail 128 South River Road, Woodbury Court Bedford, NH 03110 603-669-0005 allegramarketingprint.com info@allegrabedford.com Steve Chaisson Marketing communications provider offering Print & Mailing Services, Banners & Posters, Ad Specialties & Online Solutions.

Alphagraphics 97 Main Street Nashua, NH 03060 603-595-1444 603-881-5557 alphagraphics.com/us277 us277@alphagraphics.com David Orpin Business and Marketing Printing, Marketing Services, Signs and Large Graphics, Branded Apparel Ben Franklin Printers Inc. 39 Londonderry Turnpike Hooksett, NH 03106 603-627-1818 603-641-6259 benfranklinprinters.com bfp@benfranklinprinters.com Marc Pinsonneault Commercial Printing BIGraphics Inc. 472 Amherst Street, #18 Nashua, NH 03063 603-594-8686 603-578-9794 bigraphicsinc.com info@bigraphicsinc.com Joseph Dumont Large Format Digital Printing & Exhibit Materials Provider Bovie Screen Process Printing Co. 4 Northeast Avenue, PO Box 720 Concord, NH 03302 603-224-0651

603-224-4908 bovie.com print@bovie.com David Gintzler, Gary Shirk Industrial, Functional Printing, Plastic Fabrication, Membrane Switches, Graphic Overlays, Product Marketing, Displays

GCS Promotions PO Box 368 Candia, NH 03034 603-483-5355 graphicsnh.com promotions@graphicsnh.com Rick Bouthiette Printing & Promotional Products

Colonial Printing 143 Middle Street Manchester, NH 03101 603-622-4282 603-623-8499 colonialprintingnh.com sales@colonialprintingnh.com Jeffrey Boles Commercial Offset Printing, Graphic Design, Bindery, Wedding Invitations, Yard Signs

Granite Image Epsom Circle Shoppes, 940 Suncook Valley Hwy #17, PO Box 683 Epsom, NH 03234 603-736-6056 603-736-6089 granite-image.com print@granite-image.com Denise Robinson Commercial Printing and Copies, Banners, Full-Color Printing, Wedding Invitations, Business Checks

Concord Direct 92 Old Turnpike Road Concord, NH 03301 603-410-1430 603-225-5008 concorddirect.com srudman@concorddirect.com Steve Rudman Printing, Mailing and Cross-Media Marketing Services Craftsmen Press 134 Hodgdon Road Weare, NH 03281 603-529-6119 603-529-6456 craftsmenpress.com craftsmenpress@comcast.net Michael Beaule Commercial & Municipal Printing, Full Color, Wide Format, Banners and Restaurant Advertising Placemats Cummings Printing Company 4 Peters Brook Drive, PO Box 16495 Hooksett, NH 03106 800-647-0035 603-623-5132 cummingsprinting.com info@cummingsprinting.com John Foss Publication Printing Eagle Copy Center 93 Storrs Street Concord, NH 03301 603-225-3713 603-225-9916 eaglecopy.biz eaglecopy@comcast.net Effie Raft Printing, Copying

Harris Trophy 18 Hanover Street Manchester, NH 03101 603-669-3984 603-669-4984 harristrophy.com awards@harristrophy.com Frank Fraitzl, Lisa Fraitzl Corporate Awards, Sports Awards, Plaques, Medals, Engraving, Copying, Business Cards, Rubber Stamps Kase Printing, Inc. 13 Hampshire Drive, Unit 12 Hudson, NH 03051 603-883-9223 603-883-9232 kaseprinting.com sales@kaseprinting.com Mike Ribaudo 40� Offset + Digital Printed Catalogs, Newsletters, Mailing, Hard & SoftCover Books, Map-Folded Medical Device IFU’s & more Keystone Press 9 Old Falls Road Manchester, NH 03103 603-622-5222 603-622-9432 keystonepress.com dan@keystonepress.com Daniel Biron Full-color commercial Printing, Mailings with Variable Data, Banners, Signs, Promotional Items Liberty Press Inc. 660 Mast Road Manchester, NH 03102 603-641-1991 BUSINESS SERVICES GUIDE 2019 71

PRINTERS AND PRINT SERVICES 603-641-1992 libertypress@comcast.net J. Claude Laroche Commercial & Social Printing New England Duplicator 8030 South Willow Street Manchester, NH 03103 603-623-7080 nedupe.com info@nedupe.com Mark Wheeler Digital Printing, Binding, Black/ Color Plotting, Large Format Color, Banners, Signs, Trade Show, Direct Mail, Graphic Design NH Print & Mail Services 30 Terrill Park Drive Concord, NH 03301 603-226-4300 603-226-4399 nhprintmail.com info@nhprintmail.com Kevin Boyarsky Business Printing Services, Mailing, First-Class Presort, Wide Format, Promotional Products Optimum Bindery Services of N.E. Inc. 120 Northeastern Blvd, Unit 1 Nashua, NH 03062 603-886-3889 603-595-4387 optimumbindery.com info@optimumbindery.com Cheryl Newell Bookbinding and Finishing Services Papergraphics 4 John Tyler Street Merrimack, NH 03054 800-499-1835 603-880-1751 papergraphicsonline.com info@papergraphics.biz Karen L. Hall, Frank Lagana Commercial printers providing best in quality & service, direct mail, fulfillment.

Premier Printing & Embroidery 3 School Street, PO Box 2069 Hillsborough, NH 03244 603-464-5321 603-464-5859 premierprintingnh.com info@premierprintingnh.com Bonita Hadley Copying, Printing, Oversized Copies, Custom Embroidery and Screen Printing

72 BUSINESS SERVICES GUIDE 2019

Print NH 97 Eddy Road, #4 Manchester, NH 03102 603-657-7079 603-657-7087 printnh.com print@printnh.com Project Consultation, Graphic Design, Large-Format Signs and Vehicle Wraps Puritan Capital 95 Runnells Bridge Road Hollis, NH 03049 603-889-4500 603-889-6551 puritanpress.com print@puritanpress.com Jay W. Stewart Commercial Multi-Color, Sheet-Fed Offset Printing Reliable Technologies Inc. 542 Harvey Road Manchester, NH 03103 603-644-2528 603-627-5553 reliablenh.com sales@reliablenh.com Tom Ouellette Print Device Repairs, Supplies and Print Environment Optimization Signature Digital Imaging 880 Candia Rd. Units 7, 8, & 9 PO Box 16328 Manchester, NH 03109 603-624-4025 signaturenh.com info@signaturenh.com Marsha Fournier Full-color Digital Printing, Large and Small Scanning, Raster to Vector Conversion, Digital Plotting, Bid Document Management, Reprographics Sir Speedy Printing & Copy Center 41 Elm Street Manchester, NH 03101 603-625-6868 603-624-8327 sirspeedyofnh.com info@sirspeedyofnh.com Dick Stonner, Jay Stonner Printing, Copying, Graphic Design, Digital B/W & Color, Marketing and Advertising Concepts and Direct Mail Services

Spectrum Marketing Companies 95 Eddy Road, Suite 101 Manchester, NH 03102 603-627-0042 603-627-1637 spectrummarketing.com kevinl@spectrummarketing.com Kevin Lash, Richard Pease Direct Mail, Printing, Large-Format Signs, Branded Apparel, Promotional Products and Publishers of Spectrum Monthly TDS Printing Inc. 8 Spruce Street Nashua, NH 03060 603-882-4510 tdsprinting@tdsprinting.com March McCubrey Commercial Multi-Color Offset Printing Talient Action Group 105 Faltin Drive Manchester, NH 03103 603-703-0795 talientactiongroup.com orders@talientaction.com Sean Owen Digital Printing, Variable Data Printing, Mail Services, Web2Print Portals, Large Format Town & Country Print and Mail 10 Ferry Street, Suite 120 Concord, NH 03301 603-226-2828 603-225-8437 reprographic.com info@reprographic.com Dan Biron, Carol Zimmerman Digital and Offset Printing, Graphic Design, Personalized and Direct Mail Services, Store Fronts/Corporate Ordering Portals, Document Management and Fulfillment, Banners, Posters, Signs, Magnetic Signs, Promotional Items Wharf Industries Printing Inc. 3 Lexington Road, Unit 2, PO Box 367 Windham, NH 03087 603-421-2566 603-421-1807 wharfindustries.com mcomeau@wharfindustries.com Michael Comeau Full-Service, Quality Color Printing & Digital High-Speed Copying

MONADNOCK REGION Curry Copy Center of Keene 7 Emerald Street Keene, NH 03431 603-352-9542 603-357-9335 currykeene.com cpos@myfairpoint.net Eddie Fitz-Simon Printing, Copying, Retail Office Supplies Savron Graphics LLC 32 Fitzgerald Drive, Suite 1 PO Box 250 Jaffrey, NH 03452 603-532-7726 603-532-4460 savron.com savron@savron.com Rob Crowley General Quick Printing, Color Copying, Faxing & Rubber Stamps Sterling Business Print & Mail 206 Concord Street Peterborough, NH 03458 603-924-9401 603-924-9247 sbc@sbcnh.com George Sterling Business Logo, 4-color Printing Mailings, Color Copies, Envelopes, Stationery

SEACOAST REGION AMI Graphics 223 Drake Hill Road, PO Box 157 Ctr. Strafford, NH 03815 603-664-7174 amigraphics.com info@amigraphics.com Edward Miles Large & Grand Format Printing, Banners, Billboards, Retail POP Signs, Vehicle Graphics & Wraps, Trade Show Graphics Allegra Marketing Print Mail 195 New Hampshire Ave. Pease International Tradeport Portsmouth, NH 03801 603-433-4680 603-427-0680 allegramarketingprint.com info@allegraportsmouth.com Steve Chaisson Marketing communications provider offering Print & Mailing Services, Banners & Posters, Ad Specialties & Online Solutions

NOTIFICATIONS Galligher Printing Services PO Box 1096 Exeter, NH 03833 603-672-4540 galligherprinting.com GPS@galligherprinting.com Dennis Galligher Print Production Services ImageWise, Design & Printing Services 113 Lafayette Road Hampton Falls, NH 03844 603-926-6742 603-926-4644 imagewisegraphics.com sales@imagewisegraphics.com Eric Lindsay Digital and Offset Printing, Graphic Design Kelley Solutions Inc. 210 West Road, Unit 7 Portsmouth, NH 03801 603-431-3881 603-430-6855 kelleysolutions.com skelley@kelleysolutions.com Lisa Finneral, Shawn Kelley Evaluates & organizes your print and promotional needs through a uniquely methodical and measurable process Lilac Printing 189 Wakefield Street Rochester, NH 03867 603-332-0511 877-577-7241 lilacprinting.com lilacprinting@yahoo.com Marlene Graves Offset & Digital Printing, Signs & Banners New England Printing & Copying 599 Lafayette Road, #4 Portsmouth, NH 03801 603-431-0142 603-431-1024 newenglandprinting.com info@newenglandprinting.com Alan Higginbotham Print & Digital Copying Services Phineas Graphics 108 Penhallow Street Portsmouth, NH 03801 603-436-4402 603-436-1052 phineasgraphics.com info@phineasgraphics.com Susan Kress Hamilton

OFF

Graphic Identity, Publication Design and Digital, Offset and Letterpress Printing for Businesses and Individuals RAM Printing Inc. 5 Commerce Park Drive East Hampstead, NH 03826 603-382-7045 603-382-7629 ramcompanies.com wzaremba@ramcompanies.com Walter Zaremba Commercial Printing, Large Format and Mailing Services Relyco Sales Inc. 121 Broadway, PO Box 1229 Dover, NH 03820 603-742-0999 603-742-9993 relyco.com info@relyco.com Michael Steinberg Business Printing and Payment Solutions

Our daily struggle with digital over-stimulation is continuous and real. With emails, pop-up ads, and notifications, we are often in sensory overload. Reading a print publication is a focused experience outside of the digital realm. Printed content has tested better with brand recall than digital, and is easier on the eyes. Bottom line: printed publications provide readers with a meaningful and memorable experience.

We help you create compelling publications so your readers truly understand the allure of the printed word.

Thayer Printing Co. Inc. 13 Liberty Lane Exeter, NH 03833-4362 603-772-6611 hbthayer@comcast.net Harry Thayer Broker of Print Services

cummingsprinting.com

WHARF INDUSTRIES PRINTING, INC. Quality, Service & Pride

WHITE MOUNTAIN REGION Minuteman Press 1305 White Mountain Highway, Rte. 16 PO Box 1830 North Conway, NH 03860 603-356-2010 603-356-8367 ncmmp.com minuteman@ncmmp.com Patrick Kittle Commercial Printing, Banners, Brochures, Stationery, Mailing Services, Graphic Design, High Speed Copying, Reprographic Service True Colors Print & Design 57 Main Street Plymouth, NH 03264 603-536-3600 lgamediagroup.com/truecolors orders@truecolorsprint.com Allan Juilbeault Full-service Marketing, Design and Print Production Source: NHBR Survey

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Brochures Manuals Carbonless Forms Stationery

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Business Cards Labels Newsletters Custom Pads

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VisitServing our website and see how you can New England help for a local charity over by placing an order 30 years! with us!

Presentation Folders Graphic Design Posters Banners

**COMPLETE COMPLETEPRINTING PRINTING& & STORAGE SERVICES* PACKAGING SERVICES* WINDHAM OFFICE: 3 Lexington Rd., Unit 2 Windham, NH 03087 Tel: 603-421-2566 Fax: 603-421-1807

Quotes available by Phone, Fax or Visit us at our web site: www.wharfindustries.com

CONCORD OFFICE: 107 Storrs Street Concord, NH 03301 Tel: 603-224-5323 Fax: 603-224-5334

UNSURPASSED SERVICES: Mailing At First Resort, we specialize in orchestrating and managing your direct mail campaigns. From defining your objectives, to advising on postal regulations and how they impact your design, maintaining proprietary and targeted mail lists, you can trust that your critical project will be accurate, timely and on budget!

3 Lexington Rd., Unit 2 • Windham, NH 03087 Tel: 603-622-9748 • Fax: 603-421-1807 Visit us at: www.frmarketing.net

Graphic Design Printing List Management Direct Mailing Strategies

BUSINESS SERVICES GUIDE 2019 73

ENERGY SUPPLIERS Agera Energy LLC 555 Pleasantville Road, S107 Briarcliff Manor, NY 10510 844-692-4372 ageraenergy.com Franchise Areas: Eversource, Liberty, NHEC, Unitil Ambit Energy 1801 North Lamar St., Suite 200 Dallas, TX 75202 877-282-6248 ambitenergy.com Franchise Areas: Eversource, Liberty, NHEC, Unitil Calpine Energy Solutions 401 West A Street, Suite 500 San Diego, CA 92101 877-273-6772 calpinesolutions.com Franchise Areas: Eversource, Liberty, Unitil Champion Energy Services LLC 1500 Rankin Road, Suite 200 Houston, TX 77073 844-856-9382 championenergyservices.com Franchise Areas: Eversource, Unitil CleanChoice Energy Inc. 1055 Thomas Jefferson St., NW, Suite 650 Washington, DC 20007 888-444-9452 cleanchoiceenergy.com Franchise Areas: NHEC Consolidated Edison Solutions Inc. 25 Corporate Dr., Suite 310 Burlington, MA 01803 800-316-8011 ConEdisonSolutions.com Franchise Areas: Eversource, Liberty, Unitil Constellation 1310 Point Street Baltimore, MD 21231 888-288-0218 constellation.com Franchise Areas: Eversource, Liberty, NHEC, Unitil CS Berlin Ops, Inc. One Community Street Berlin, NH 03570 603-334-1136 Franchise Areas: Eversource, Unitil Direct Energy Business LLC 1001 Liberty Avenue Pittsburg, PA 15222 888-635-0827 business.directenergy.com Franchise Areas: Eversource, Liberty, NHEC, Unitil Direct Energy Business Marketing LLC 194 Wood Ave. South, Suite 200

74 BUSINESS SERVICES GUIDE 2019

Inselin, NJ 08830 888-925-9115 business.directenergy.com Franchise Areas: Eversource, Liberty, NHEC, Unitil Direct Energy Services LLC 12 Greenway Plaza, Suite 250 Houston, TX 77046 866-348-4193 directenergy.com Franchise Areas: Eversource EDF Energy Services LLC 601 Travis Street, Suite 1700 Houston, TX 77041 877-432-5430 edfenergyservices.com Franchise Areas: Eversource, Liberty, Unitil Electricity N.H. LLC PO Box 1150 Auburn, ME 04211 800-549-6160 enhpower.com Franchise Areas: Eversource, Liberty, NHEC, Unitil Energy Rewards LLC 535 Connecticut Avenue, 6th Floor Norwalk, CT 06854 866-842-1084 fairpointenergy.com Franchise Areas: Unitil ENGIE Resources Inc. 1990 Post Oak Blvd., Suite 1900 Houston, TX 77056 888-232-6206 engieresources.com Franchise Areas: Eversource, Liberty, NHEC, Unitil Eversource 780 N. Commercial Street Manchester, NH 03101 800-662-7764 eversource.com Coverage Areas: Approximately 70 percent of the state covered, including urban, southern to rural, northern areas Everyday Energy LLC 1055 Washington Blvd., 7th Floor Stamford, CT 06901 844-684-5506 comcastenergyrewards.com Franchise Areas: Eversource, Unitil First Point Power LLC 300 Jefferson Blvd., Suite 104 Warwick, RI 02888 888-875-1711 firstpointpower.com Franchise Areas: Eversource, Liberty, Unitil, NHEC Liberty Utilities 15 Buttrick Road Londonderry, NH 03053 800-375-7413 electric, 800-833-4200

natural gas libertyutilities.com Coverage Areas: Electric coverage for greater Salem, greater Lebanon/Hanover and Walpole areas. Gas coverage along 93 corridor from Nashua to Laconia and Keene.

Mega Energy of New Hampshire LLC 2150 Town Square Place, Suite 711 Houston, TX 77056 855-810-6342 megaenergyllc.com Franchise Areas: Eversource Mint Energy LLC 1 Rounder Way, Suite 220 Burlington, MA 01803 877-611-6468 mintenergy.net Franchise Areas: Eversource New Hampshire Electric Cooperative Inc. 579 Tenney Mountain Hwy. Plymouth, NH 03264 800-698-2007 nhec.com Coverage Areas: Approximately 115 towns in central and northern New Hampshire NextEra Energy Services of New Hampshire LLC 20455 State Highway 249, Suite 200 Houston, TX 77070 866-960-4392 nexteraenergyservices.com Franchise Areas: Eversource, Liberty, NHEC, Unitil Nordic Energy Services LLC One Tower Lane, Suite 300 Oakbrook Terrace, IL 60181 877-808-1022 nordicenergy-us.com Franchise Areas: Eversource, Liberty, NHEC, Unitil North American Power and Gas LLC 20 Glover Avenue Norwalk, CT 06850 888-313-9086 napower.com Franchise Areas: Eversource, Liberty, Unitil PNE Energy Supply LLC Trade name: Power New England 5 Dartmouth Drive, Suite 301 Auburn, NH 03032 888-669-1685 PowerNE.com Franchise Areas: Eversource, Liberty, Unitil, NHEC Reliant Energy Northeast LLC 3711 Market Street, 10th Floor Philadelphia, PA 19104

855-500-8703 nrghomepower.com Franchise Areas: Eversource SmartEnergy Holdings LLC 400 Madison Avenue, Suite 9A New York, NY 10017 800-443-4440 smartenergy.com Franchise Areas: Eversource, Unitil South Jersey Energy Company 1 South Jersey Plaza Folsom, NH 08037 800-266-6020 southjerseyenergy.com Franchise Areas: Eversource, Liberty, NHEC, Unitil Summer Energy Northeast, LLC 800 Bering Drive, Suite 250 Houston, TX 77057 888-594-9299 summerenergy.com Franchise Areas: Eversource, Liberty, NHEC, Unitil Town Square Energy 3950 E Riggs Road Chandler, AZ 85249 877-430-0093 townsquareenergy.com Franchise Areas: Eversource, Unitil TransCanada Power Marketing Ltd. 110 Turnpike Road, Suite 203 Westborough, MA 01581 877-634-2928 transcanada.com Franchise Areas: Eversource, Liberty, Unitil Unitil 6 Liberty Lane West Hampton, NH 03842 800-852-3339 unitil.com Coverage Areas: Approximately 75,000 electric customers and 30,000 natural gas customers in the seacoast and capitol areas.

Viridian Energy LLC 535 Connecticut Avenue, 6th Floor Norwalk, CT 06854 866-663-2508 viridian.com Franchise Areas: Eversource, Unitil XOOM Energy New Hampshire LLC 11208 Statesville Road, Suite 200 Huntersville, NC 28078 888-997-8979 xoomenergy.com Franchise Areas: Eversource Source: New Hampshire Public Utilities Commission, visit puc.state.nh.us/consumer/energysuppliers.htm for updates.

ENERGY EFFICIENCY CONSULTANTS AEC Group 13 Water Street Newmarket, NH 03857 603-200-0096 aecgr.com Contact Person: Tim Nichols, P.E. tim@aecgr.com

Aramark 275 Clay Street Manchester, NH 03103 617-480-5479 aramarktechservices.com Contact Person: Bruce Sutter sutter-bruce@aramark.com

Buffalo Energy 5763 Seneca Street Elma, NY 14059 716-677-4899 buffalo-energy.com Contact Person: Fred Fellendorf fred@buffalo-energy.com

CHA Consulting, Inc. 3 Winners Circle Albany, NY 12205 518-453-4579 chacompanies.com Contact Person: Chris Stump cstump@chacompanies.com

CSI Engineering 999 Broadway, Suite 206 Saugus, MA 01906 781-233-4808 conedisonsolutions.com Contact Person: John Cass cass@csiengineers.com

Celtic Energy 437 Naubuc Ave., Suite 106 Glastonbury, CT 06033 860-882-1515 celticenergy.com Contact Person: Walt Donzila wdonzila@celticenergy.com

ConEdison Solutions 25 Corporate Drive, Suite 310 Burlington, MA 01803 781-203-2705 conedisonsolutions.com Contact Person: Ken Nathanson nathansonk@conedsolutions.com

Environmental Systems Corporation 18 Jansen Court West Hartford, CT 06110 860-953-8800 esccontrols.com Contact Person: Mike Amedeo m.amedeo@esccontrols.com

Energy Efficient Investments 19D Star Drive Merrimack, NH 03054 603-423-6000 eeiservices.com Contact Person: Tom LoTizzo tlotizzo@eeiservices.com

GDS Associates 1155 Elm Street, Suite 702 Manchester, NH 03101 603-656-0336 gdsassociates.com Contact Person: Scott Albert scott.albert@gdsassociates.com

M.J. Welty and Associates

Sparhawk Group

6 Walters Way Stratham, NH 03885 603-772-3109 mjwelty.com Contact Person: Mike Welty mike@mjwelty.com

The Sparhawk Mill, 81 Bridge St., Suite 107 Yarmouth, ME 04096 207-847-6807 sparhawkgroup.com Contact Person: Joe Lloyd jlloyd@sparhawkgroup.com

NV5

Taitem Engineering

200 Brickstone Square Andover, MA 01810 978-296-6200 nv5.com Contact Person: Kim DiGiovanni kim.digiovanni@nv5.com

110 South Albany Street Ithaca, NY 14850 607-277-1118 taitem.com Contact Person: Jim Holahan jholahan@taitem.com

Nova Consulting

Turner Building Science and Design, LLC

63 Federal Street Portland, ME 04101 800-939-8339 strategic-energy-group.com Contact Person: Keely Felton keely.felton@novaconsulting.com

27 Locke Road Concord, NH 03301 603-228-1122 turnerbuildingscience.com Contact Person: Steven Caulfield scaulfield@turnerbuildingscience.com

Prism Energy Services Harriman 33 Jewel Court, Suite 101 Portsmouth, NH 03801 603-626-1242 harriman.com Contact Person: Jeffrey LaPierre, P.E., LEED AP jlapierre@harriman.com

Honeywell Energy and Environmental Solutions 17 Windsor Green Road Greenland, NH 03840 603-767-8058 honeywell.com Contact Person: James Lucy james.lucy@honeywell.com

Johnson Controls Inc. 915 Holt Avenue #7 Manchester, NH 03109 603-365-1725 johnsoncontrols.com/customersolutions Contact Person: Ned Raynolds ned.r.raynolds@jci.com

LighTec Inc. 37 Depot Street Merrimack, NH 03054 603-424-2165 lightec.net Contact Person: Meghan Hoye meghan@lightec.net

1150 Hancock Street, Suite 400 Quincy, MA 02169 617-328-9896 prismenergyservices.com Contact Person: Wendy Simmons wendys@prismenergyservices.com

Twin State Engineering 49 Elm Street Charlestown, NH 03603

Rist-Frost-Shumway

Weston and Sampson

71 Water Street Laconia, NH 03246 603-524-4647 rfsengineering.com Contact Person: Christopher Shumway cshumway@rfsengineering.com

100 International Drive, Suite 12 Portsmouth, NH 03801 603-431-3937 ext. 5003 westonandsampson.com Contact Person: Chris Perkins, PE perkinsc@wseinc.com

Schneider Electric

Source: P4P NH Pay for Performance List, NHBR Research

15 Constitution Drive, Suite 2A Bedford, NH 03110 860-329-3749 schneider-electric.com Contact Person: Chris Bleuher chris.bleuher@schneider-electric.com

603-826-5115 Contact Person: Roger Thibodeau, PE twnsteng@aol.com

Siemens 66 Mussey Road Scarborough, ME 04074 207-885-4100 siemens.com Contact Person: Sean Foye sean.foye@siemens.com

BUSINESS SERVICES GUIDE 2019 75

ARCHITECTURAL FIRMS ADS Architects & Construction Administration 12 Old Littleworth Road Dover, NH 03820 603-749-3191 richardweik@comcast.net Richard Weik

BMA Architectural Group 12 Middle St. Amherst, NH 03031 603-673-1991 bmaworld.com rolf@bmaworld.com Rolf K. Biggers

CJ Architects 4 Market St. Portsmouth, NH 03801 603-431-2808 cjarchitects.net carla@cjarchitects.net Carla J. Goodknight

AG Architects, PC 634 Central Avenue Dover, NH 03820 603-743-3700 agarchitects.com art@agarchitects.com Art Guadano

Banwell Architects 6 South Park St., Suite 1 Lebanon, NH 03766 603-448-3778 banwellarchitects.com ingrid@banwellnh.com Ingrid Nichols

CMK Architects 603 Beech Street Manchester, NH 03104 603-627-6878 cmkarchitects.com fredm@cmkarchitects.com Fred Matuszewski

ALBA Architects LLP PO Box 186 North Woodstock, NH 03262 603-745-4770 albaarchitects.com pbennett@albaarchitects.com Philip Bennett

Bensonwood 6 Blackjack Crossing Walpole, NH 03608 603-756-3600 bensonwood.com randall@bensonwood.com Randall Walter

Caldarola Design Associates, PC 4 Birch Street Derry, NH 03038 603-432-8404 joec@caldarola.com Joseph Caldarola

APRS, PLLC 227 Spooner Road Pittsburg, NH 03592 603-331-1979 chiefrb1@gmail.com William Guevremont

Berard Martel Architecture Inc. 170 South River Road Bedford, NH 03110 603-626-7903 berardmartel.com lberard@berardmartel.com Lee M. Berard

AdaptDESIGN 601 Islington Street Portsmouth, NH 03801 603-205-2155 adaptdesignonline.com paul@adaptdesignonline.com Paul Fowler Amoskeag Architectural Group 1650 Elm Street, Suite 401 Manchester, NH 03101 603-606-7878 alanyeaton@comcast.net Alan Yeaton ArchCon-Group, Inc. 10 M Chestnut Drive Bedford, NH 03110 603-660-3030 archcongroup.com mcheever@archcongroup.com Michael Cheever Architechnology 37 Osgood Road Sanbornton, NH 03269 603-934-6300 tfarkas@metrocast.net Tibor Farkas The Architectural Studio + LLC PO Box 1659 Grantham, NH 03753 603-863-2818 thearchstudio.com kburtt@thearchstudio.com Karolina Burtt

76 BUSINESS SERVICES GUIDE 2019

Bonin Architects & Associates, PLLC 210 Main Street PO Box 2571 New London, NH 03257 603-526-6200 boninarchitects.com jeremy@boninarchitects.com Jeremy Bonin Additional Location: Meredith Bruce Ronayne Hamilton Architects Inc. 833 Turnpike Road PO Box 104 New Ipswich, NH 03071 603-878-4823 brharch.com bhamilton@brharch.com Bruce R. Hamilton Burnell-Johnson Architects 80 Stark St. Manchester, NH 03101 603-625-5098 Steven Burnell C.N. Carley Associates, Architects & Planners 72 North Main St. Concord, NH 03301 603-228-3815 cncarley.com design@cncarley.com Christopher N. Carley

Catlin + Petrovick Architects, PC 51 Railroad St. Keene, NH 03431 603-352-2255 c-parchitects.com jcatlin@c-parchitects.com John Catlin Christopher P. Williams Architects, PLLC 4 Stevens Avenue PO Box 703 Meredith, NH 03253 603-279-6513 cpwarchitects.com cwilliams@cpwarchitects.com Chris Williams Cowan Goudreau Architects, PLLC 5 Eagle Square Concord, NH 03301 603-226-3990 cgarchs.com ggoudreau@gsinet.net Gary L. Goudreau DB Architects, LLC 185 Winchester St. Keene, NH 03431 603-352-0612 danbartlettarchitect.com dan@bartlett.net Dan Bartlett Daniel V. Scully/Architects 17 Elm Street Keene, NH 03431 603-357-4544 scully-architects.com dvs@scully-architects.com Daniel V. Scully David M. White, Architect PO Box 447 Goffstown, NH 03045

603-497-3405 davidmwhitearchitect.com david@davidmwhitearchitect.com David White Dennis Mires, P.A., The Architects 697 Union St. Manchester, NH 03104 603-625-4548 thearchitects.net dennis@thearchitects.net Dennis B. Mires Design Group Facility Solutions 5 Chenell Drive, Suite 3 Concord, NH 03301 603-225-0010 dg.barry-wehmiller.com/services/ facility-solutions michael.morin@bwdesigngroup.com Michael P. Morin DeStefano Architects, PLLC 23 High Street Portsmouth, NH 03801 603-431-8701 destefanoarchitects.com info@destefanoarchitects.com Lisa DeStefano Duncan McCallum Architect 77 Morrill Road Canterbury, NH 03224 603-856-1442 DuncanDouglasMcCallum.com douglasmccallum@comcast.net Doug McCallum Eagle Pond Studio Architects 464 Eagle Pond Road Wilmot, NH 03287 603-456-8553 eaglepondstudio.com jessica@eaglepondstudio.com Jessica Cook Eskin Associates 7-J Taggart Dr. Nashua, NH 03060 603-891-6448 eskinarchitects.com eskinarchitects@comcast.net Ron Eskin Fiorentino Group Architects 500 Market Street, Suite 1E Portsmouth, NH 03801 603-373-8562 fiorentinogroup.com scott@fiorentinogroup.com Scott Fiorentino Fleck & Lewis Architects PO Box 886 Hanover, NH 03755 603-643-4226 craig.lewis@fleckandlewis.com Craig O. Lewis

Frank Anzalone Associates 224 Main Street, Suite B, PO Box 1016 New London, NH 03257 603-526-8911 faa-arch.com frank@faa-arch.com Frank Anzalone

Construction Manager • Design-Builder • General Contractor Mascoma Community Healthcare Center

Gordon S. Loud Architect, LLC 408 State Route 113, PO Box 207 Holderness, NH 03245 603-968-9494 gsloud-architect.com gsloud@gmail.com Gordon Loud H. Sloane Mayor, Architect, PLLC 7 Carter Street Lebanon, NH 03766 603-667-0303 sloanemayor.com sloane@sloanemayor.com H. Sloane Mayor HL Turner Group 27 Locke Road Concord, NH 03301 603-228-1122 hlturner.com dhart@hlturner.com David B. Hart

Canaan, NH

Dartmouth College Morton Hall Renovation Hanover, NH

Concord, New Hampshire • (603) 224-3233 www.northbranch.net

Harriman 33 Jewell Court, Suite 1001 Portsmouth, NH 03801 603-626-1242 harriman.com dbisson@harriman.com Daniel Cecil Holt Architecture 393 Hanover Center Road Etna, NH 03750 603-643-2300 nicholas.holt@holtarch.com Nicholas Holt Isaak Design PLLC 35 Oyster River Road Durham, NH 03824 603-969-6711 nick@isaakdesign.com Nicholas Isaak J5 Architects PLLC 184 Myrtle St. Manchester, NH 03104 603-512-7800 j5architects.com james@j5architects.com James Spiegel J L Purcell Architects, AIA 44 Main Street, Suite 2 Peterborough, NH 03458 603-562-8870 jlpurcellarchitects.com jlpurcell@jlpurcellarchitects.com Jay Lawrence Purcell

Toll Free (866) 540-1542 Phone (603) 529-3322 Service (603) 529-3331

A division of

Mechanical Contractors ■ Commercial ■ Industrial ■ Institutional ■ Multi-Family ■ Design/Build

www.gsphinc.com

Service Department

■ Refrigeration ■ Heating/AC ■ Medical Gas ■ Plumbing ■ 24-Hour Service ■ PM Contracts

NEW SERVICE LOCATION: 10 TECHNOLOGY DRIVE UNIT 1A WEST LEBANON, NH 03784 603-529-4866 Proudly Serving the New Hampshire Construction Community Since 1983

BUSINESS SERVICES GUIDE 2019 77

ARCHITECTURAL FIRMS JRT•AIA ARCHITECT 741 Upper Straw Road Hopkinton, NH 03229 603-223-9938 aianh.org/users/jrt-aia-architect jrtaia@aol.com Jerry Tepe JSA Inc. 273 Corporate Dr. Portsmouth, NH 03801 603-436-2551 jsainc.com aweidman@jsainc.com Anne Weidman Jay Seavey & Associates, Architects, PA 729 Chestnut Street Manchester, NH 03104 603-622-6070 jayseavey1618@earthlink.net Jay Seavey John T. Brennan & Associates PO Box 4285 Windham, NH 03087 603-893-4693 jtbarchitects.com jbrennan@jtbarchitects.com John T. Brennan Katie Cassidy Sutherland, Architect 310 Marlboro Street, 2nd Floor Keene, NH, 03431 603-988-6853 katiecassidysutherland@gmail.com Katie Cassidy Sutherland Karl Winchester, AIA, Architect PO Box 579 Grantham, NH 03753 603-504-5835 kswinchester@comcast.net Karl Winchester Landry Architects 100 Market Street, Suite 303 Portsmouth, NH 03801 603-890-6414 landryarchitects.com rel@landryarchitects.com Richard E. Landry Lauer Architects 118 Paige Hill Road Goffstown, NH 03045 603-497-8441 lauerarchitects@comcast.net Kurt M. Lauer Lavallee Brensinger Architects 155 Dow St., Suite 400 Manchester, NH 03101 603-622-5450 lbpa.com marketing@lbpa.com Richard Pizzi

78 BUSINESS SERVICES GUIDE 2019

Leonard Pagano, Architect 93 Grove St. Peterborough, NH 03458 603-924-7725 pagano_arch@yahoo.com Leonard Pagano Maclaren Associates LLC PO Box 606 Atkinson, NH 03811 603-329-3511 gnammour@comcast.net George J. Nammour Manypenny Murphy Architecture 96 Penhallow Street Portsmouth, NH, 03801 603-319-8199 manypennymurphy.com architecture@manypennymurphy.com Alyssa Murphy Market Square Architects 104 Congress Street, Suite 203 Portsmouth, NH, 03801 603-501-0202 marketsquarearchitects.com info@marketsquarearchitects.com Robert Harbeson McHenry Architecture 4 Market Street Portsmouth, NH 03801 603-430-0274 mchenryarchitecture.com steve@mchenryarchitecture.com Steve McHenry Merrimack Design Architects 8 Highway Street Exeter, NH 03833 603-397-8520 merrimackdesign.com gcolling@merrimackdesign.com Gregory Colling Michael J. Keane Architects, PLLC 101 Kent Place Newmarket, NH 03857 603-292-1400 mjkarchitects.com michael@mjkarchitects.com Michael J. Keane AIA Michael Munson Architect 604 Currier Road Hill, NH 03243 603-731-7511 michaelmunsonarchitect.com mike@michaelmunsonarchitect.com Michael Munson Misiaszek Turpin PLLC One Mill Plaza, 2nd Floor Laconia, NH 03246 603-527-1617

misiaszekturpin.com sonya@misiaszekturpin.com Sonya Misiaszek Northeast Design Group, PA PO Box 739 Bristol, NH 03222 603-744-0049 northeastdesigngroup.net nedgp@att.net David W. Tetreault Oakpoint Associates 85 Middle Street Portsmouth, NH 03801 603-431-4849 oakpoint.com rtillotson@oakpoint.com Rob Tillitson P.J. Bruckner Associates 383 Central Avenue, Suite LL-55 Dover, NH 03820 603-743-2050 peterb@pjbruckner.com Peter John Bruckner PH Design Architecture 5 Memory Lane Milford, NH 03055 603-566-9500 phdesignarch@gmail.com Paul A. Hemmerich Patricia C. Sherman, FAIA 12 Pine Street Newbury, NH 03255 603-763-9085 psherman2@myfairpoint.net Patricia Sherman Paul Maggi Associates 224 Dane Road, PO Box 1512 Center Harbor, NH 03226 603-968-3242 paulmaggi@pmaarchitects.com Paul Maggi Pope Design Group PO Box 179 Goffstown, NH 03045 603-774-1382 hmpope@popedesigngroup.com Heidi Pope Port One Architects Inc. 959 Islington St. Portsmouth, NH 03801 603-436-8891 portonearchitects.com kdavis@portonearchitects.com William Davis PROCON Inc. PO Box 4430 Manchester, NH 03108 603-623-8811 proconinc.com

jloft@proconinc.com James Loft R. Wendell Phillips & Associates 650 County Road New London, NH 03257 603-526-9636 rwpa-architects.com rwparch@comcast.net R. Wendell Phillips R.A. Schaefer & D.M. White, Architects 112 Elm Street, PO Box 447 Goffstown, NH 03045 603-497-3405 rasarch@comcast.net Robert A. Schaefer Randall T. Mudge & Associates 85 Dartmouth College Hwy Lyme, NH 03768 603-795-4831 rtmudge.com rtm@rtmudge-architects.com Randall T. Mudge Robert A. Lenahan, AIA, PLLC 379 State St., Suite 2 Portsmouth, NH 03801 603-433-4233 ralenahan.com statestreetarchitect@gmail.com Robert A. Lenahan Robert William Hannon Architect 12 Lansing Drive Salem, NH 03079 603-458-6903 rwh-architect.com rob@rwh-architect.com Robert William Hannon SISR Architecture LLC PO Box 597 Marlow, NH 03456 603-446-7024 sisr.us doug@sisr.us Doug Stewart Samyn-D’Elia Architects PA 20 Main Street, Unit 2, PO Box 1259 Ashland, NH 03217 603-968-7133 sdarchitects.com ward@sdarchitects.com Ward D’Elia Schatelier Architectural Studio 5 Glen Drive Center Barnstead, NH 03225 603-776-0135 linkedin.com/in/KarenSchacht atelier@tds.net Karen Schacht

Schoonmaker Architects 10 Mathes Terrace Durham, NH 03824 603-868-1848 architex@worldpath.net William B. Schoonmaker Sheerr & White Residential Architecture. Inc. 1452 Little Sunapee Road New London, NH 03257 603-526-4943 sheerwhite.com sheerr@sheerrwhite.com Deirdre M. Sheerr-Gross Sheerr McCrystal Palson Architecture, Inc. 30 South Main Street, Building Two, Suite 401 Concord, NH 03301 603-228-8880 sheerr.com epalson@sheerr.com Eric Palson Sheldon Pennoyer Architects 64 North Main Street, Suite 1 Concord, NH 03301 603-856-8994 spennoyerarchitects.com skp@spennoyerarchitects.com Sheldon K. Pennoyer Silverwatch Architects, LLC 224 Main St., Suite 3B Salem, NH 03079 603-894-4450 silverwatch.com joel@silverwatch.com Joel David Silverwatch Stewart Associates Architects LLC 151 Elm Street, PO Box 6555 Laconia, NH 03247 603-524-3000 stewarchitects.com pstewart@stewarchitects.com Peter L. Stewart Stone River Architects 124 Bedford Center Road Bedford, NH 03110 603-637-4686 stoneriverarchitects.com scott@stoneriverarchitects.com Scott F. Delorme Susan Phillips-Hungerford, Architect 19 Grove Street, PO Box 431 Peterborough, NH 03458 603-924-5767 spharchitect.com susan@spharchitect.com Susan Phillips-Hungerford Sylvia T. Richards AIA 2 Parkway

Hanover, NH 03755 sylviarichards.com star@sylviarichards.com Sylvia T. Richards-Gerngross T.A. Hatcher Architects, PLLC 56 Fords Landing Dover, NH 03820 617-513-1040 andrew.hatch andrew.hatcherarchitects@gmail.com Andrew Hatcher THA Architects, LLC 105 Willowbrook Avenue Stratham, NH 03885 603-770-2491 thaarc.com thouse@thaarc.com Thomas A. House, AIA TMS Architects Eldredge Park 1 Cate Street Portsmouth, NH 03801 603-436-4274 tmsarchitects.com info@tms-architects.com John W. Merkle Tennant/Wallace Architects, PA 110 Riverway Place Bedford, NH 03110 603-669-5855 twarchitecture.com ptennant@twarchitecture.com Peter Tennant Thomas Bracy Architects, PLLC 76 School Street Concord, NH 03301 603-738-2377 leslie.thomas.aia@gmail.com Leslie Thomas Tim Sappington Architect 56 Boothman Lane Randolph, NH 03593 603-466-5780 sappingtondesign@ncia.net Thomas S. Sappington Jr.

Udelsman Associates 161 Federal Hill Road Hollis, NH 03049 603-465-6960 david@udelsmanassociates.net David Udelsman UK Architects, PC 80 South Main Street, Suite 104 PO Box 231 Hanover, NH 03755 603-643-8868 ukarch.com ckennedy@ukarch.com Christopher P. Kennedy

Weller & Michal Architects, Inc. PO Box 360 Harrisville, NH 03450 603-357-4031 wapm.com weller@wapm.com Thomas M. Weller White & Associates Residential Architecture 228 Main Street, Suite 103 New London, NH 03257 603-526-2445 peter.j.white@comcast.net Peter J. White

Vaune Dugan Architect PO Box 2239 Wolfeboro, NH 03894 603-569-3933 vauneduganaia.com vaunedugan@gmail.com Vaune Dugan

Windy Hill Associates 243 Clark Hill Road New Boston, NH 03070 603-487-5252 windyhillassociates.com David@WindyHillAssociates.com David Ely

Warrenstreet Architects, Inc. 27 Warren Street Concord, NH 03301 603-225-0640 warrenstreet.coop jh@warrenstreet.coop Jonathan Halle

Y. Nahikian Associates, LLC 286 Hackett Hill Road Hooksett, NH 03106 ynaa@comcast.net Y. Nahikian Source: AIANH

DESIGNING YOUR VISION. RESIDENTIAL H E A LT H C A R E C O R P O R AT E ACADEMIC FITNESS R E TA I L

Timothy D. Smith, Architect 47 Winter Street, PO Box 275 Ashland, NH 03217 603-968-4426 glovestreet@gmail.com Timothy D. Smith Tony Fallon Architecture 501 Barn Door Gap Road Strafford, NH 03884 603-269-3206 tonyfallon.com tony@tonyfallon.com Tony Fallon

978.989.9900 cube3studio.com Boston | Lawrence

BUSINESS SERVICES GUIDE 2019 79 C3S - NHBR 07.18.indd 1

7/9/2018 5:13:54 PM

ENGINEERING FIRMS AECOM 1155 Elm Street, Suite 401 Manchester, NH 03101 603-606-4800 603-606-4801 aecom.com gary.garfield@aecom.com Gary Garfield Civil, Transportation, Environmental, Geotechnical Engineering, Industrial Hygiene Services, Asbestos Analytical Testing, Solar Design ATC Group Services, LLC 150 Zachary Road Manchester, NH 03109 603-647-7077 603-647-5347 atcgroupservices.com steven.low@atcgs.com Steven Low Environmental and Industrial Hygiene Consulting Services, Asbestos and Lead Allen & Major Associates Inc. 400 Harvey Road, Suite D Manchester, NH 03103 603-627-5500 603-627-5501 allenmajor.com acrooker@allenmajor.com Anne Crooker, Robert Clarke Civil and Structural Engineering, Land Surveying, Transportation Planning & Design, Environmental Consulting, Landscape Architecture Altus Engineering Inc. 133 Court Street Portsmouth, NH 03801 603-433-2335 603-433-4194 altus-eng.com info@altus-eng.com Eric D. Weinrieb Aries Engineering Inc. 46 South Main Street Concord, NH 03301 603-228-0008 603-226-0374 aries-eng.com info@aries-eng.com Kathryn A. Ward Environmental Engineering Consulting including GIS, Contaminated Site Investigation

80 BUSINESS SERVICES GUIDE 2019

& Remediation, Environmental Compliance and Due Diligence Bedford Design Consultants Inc. | Civil Engineers & Land Surveyors 177 East Industrial Park Drive Manchester, NH 03109 603-622-5533 603-622-4740 bedforddesign.com info@bedforddesign.com Robert J. Baskerville Civil Engineering, Land Surveying, Land Planning, Landscape Architecture, Permitting, Septic System Designs Brown Engineering and Surveying LLC 345 NH Rte. 104, Suite 7 New Hampton, NH 03256 603-744-1044 brownengineeringllc.com toni@brownengineeringllc.com Kent Brown Surveying, Civil Engineering and Construction Management Services Additional NH Location: Northwood (942-9220) CDM Smith 670 No. Commercial Street, Suite 208 Manchester, NH 03101 603-222-8300 603-628-7675 cdmsmith.com David G. Polcari Transportation, Civil, Construction Mgmt., Design-Build, Planning, Environmental, Architectural, Mechanical, Structural Fuss & O’Neill 540 N. Commercial Street Manchester, NH 03101 603-668-8223 603-668-8802 fando.com marketing@fando.com Mike Simoneau Civil, Structural, Municipal and Highway Engineering, Surveying CHA 11 King Court Keene, NH 03431 603-357-2445 603-357-8770 chacompanies.com chakeene@chacompanies.com

Rob Faulkner Transportation, Civil, Planning, Mechanical, Environmental, Structural, Design-Build, Electrical, Construction Mgmt., Surveying CMA Engineers Inc. 35 Bow Street Portsmouth, NH 03801 603-431-6196 603-431-5376 cmaengineers.com info@cmaengineers.com Craig N. Musselman Civil, Environmental, Geotechnical, Design-Build, Water/Wastewater, Structural Additional NH Location: Manchester (627-0708) Conway Engineering MEPF, LLC PO Box 688 Brookline, NH 03033 603-673-6105 jconway@conwayeng.com James N. Conway HVAC, Plumbing, Fire Protection, Electrical Indoor Shooting Ranges Design Group Facility Solutions 5 Chenell Drive, Box 3 Concord, NH 03301 603-225-0010 603-225-0761 stahlmangroup.com Robert.Redman@BwDesignGroup.com Michael P. Morin Rob Redman Interior Design, Civil, Architecture, Electrical, Construction Mgmt., Mechanical, Structural, Planning Doucet Survey Inc. 102 Kent Place Newmarket, NH 03857 603-659-6560 603-659-4118 doucetsurvey.com email@doucetsurvey.com William Doucet, Jack Kaiser Dedicated Land Surveying, Mapping, Land Planning Additional NH Location: Bedford (614-4060) The Dubay Group, Inc. 84 Range Road Windham, NH 03087 603-458-6462 thedubaygroup.com info@thedubaygroup.com

Karl Dubay Award-Winning Civil Engineering, Land Planning and Surveying DuBois & King, Inc. 18 Constitution Drive Bedford, NH 03110 603-637-1043 866-783-7101 dubois-king.com info@dubois-king.com Jeffrey A. Adler Civil, Transportation, Structural, Mechanical, and Electrical Engineering; Environmental, Water, Wastewater, Water Resources Eckman Engineering Inc. 1950 Lafayette Road, Suite 301 PO Box 8025 Portsmouth, NH 03802 603-433-1354 603-433-2367 eckmanengineering.com david@eckmanengineering.com David Eckman Engineering Ventures PC 85 Mechanic Street, Suite E2-3 Lebanon, NH 03766 603-442-9333 603-664-4244 engineeringventures.com kevinw@engineeringventures.com Kevin P. Worden, Nik Fiore Experienced Consulting Engineering Firm Providing Civil & Structural Engineering Services, Permitting & Planning GM2 Associates Inc. 197 Loudon Road, Suite 310 Concord, NH 03301 603-856-7854 603-856-7855 gm2inc.com dblood@gm2inc.com Darren Blood Professional Client-Oriented Civil and Structural Engineering & Land Survey Services GZA GeoEnvironmental Inc. 5 Commerce Park North, Suite 201 Bedford, NH 03110-6984 603-623-3600 603-624-9463 gza.com info@gza.com Kenneth Johnston

Commited to Quality Since 1973

Y

Environmental/Geotechnical Engineering, Regulatory Compliance, Construction Management, Remediation, Water Resources/ Permitting, Natural Resources

eaton Associates, Inc., provides comprehensive MEP consulting engineering and design services for academic, commercial, government, healthcare, industrial, military and municipal facilities throughout New England.

GeoInsight, Inc. 186 Granite Street, 3rd Floor, Suite A Manchester, NH 03101 603-314-0820 603-314-0821 geoinsight.com info@geoinc.com Michael F. Dacey Environmental Engineering & Consulting, Geotechnical Engineering, Construction Management, Design-Build, Water Resource Development Geotechnical Services Inc. 55 North Stark Highway Weare, NH 03281 603-529-7766 603-529-7080 geotechserve.com hwetherbee@geotechserve.com Harry K. Wetherbee, Alfred Osborne Materials Testing, Construction Inspection, Geotechnical, Structural, SWPPPs, Cofferdams Golder Associates Inc. 670 N. Commercial Street, Suite 103 Manchester, NH 03101 603-668-0880 603-668-1199 golder.com Nikki_Roy@golder.com Nikki D Roy, Richard A. Wesenberg Transportation, Environmental, Construction Management, DesignBuild, Hydrogeology, Civil

Our focus on innovation and emerging technologies has kept us at the forefront of high-performance design for over 40 years, and has made us a trusted partner for those in need of engineering design services.

We are proud of our reputation for excellence and leadership within the industry, and look forward to working with you on your next project!

603.444.6578 • www.yeatonassociates.com 40 South River Road #35 • Bedford, NH 03110 • 66 Jackson Street • Littleton, NH 03561

Serving New HampshireClient: AE: for more than 35 years Date:

Engineers Scientists Planners Designers

Yeaton Associates Karen Bachelder JULY 20, 2016 Topic: BSG Draft Size: land 1/3 pg 4C for BSG VHB’s innovative roadway, traffic, environmental,

development, and structural professionalsColor deliver solutions Notes: WHITE PNG logo that help businesses and communities thrive together.

www.vhb.com 2 Bedford Farms Drive, Suite 200 Bedford, NH 03110 | 603.391.3900

Greenman-Pedersen Inc. 21 Daniel Street Portsmouth, NH 03801 603-891-2213 603-766-0169 gpinet.com jjohnson@gpinet.com Joseph Johnson Leading Civil Engineering Consulting and Construction Inspection Firm The H.L. Turner Group Inc. 27 Locke Road Concord, NH 03301 603-228-1122 603-228-1126

BUSINESS SERVICES GUIDE 2019 81

ENGINEERING FIRMS hlturner.com hbryant@hlturner.com Hayley Bryant Architecture, Civil, Structural, Mechanical Engineering, Environmental Engineering, Building Science HEB Engineers, Inc. 2605 White Mountain Highway PO Box 440 North Conway, NH 03860 603-356-6936 603-356-7715 hebengineers.com info@hebengineers.com Jay Poulin Structural Engineering, Civil Engineering, Land Surveying HTE Northeast Inc. 2 Cote Lane, Suite 1 Bedford, NH 03110 603-668-1654 604-668-0608 htenortheast.com htenh@htenortheast.com Charles Eric Teale Geotechnical Engineering, Dam Engineering, Construction Phase Testing & Inspection Services and Hydrogeology Consulting Services Haley & Aldrich Inc. 3 Bedford Farms Drive Bedford, NH 03110 603-625-5353 603-624-8307 haleyaldrich.com dlindsay@haleyaldrich.com Doug Lindsay Underground & Environmental Engineering, Remediation Design & Construction, Lean & Sustainability Hancock Associates 403 Main Street, Unit 202 PO Box 205 Salem, NH 03079 603-898-4701 603-898-6263 hancockassociates.com info@hancockassociates.com Andrew Desmond Land Planning, Civil Engineering, Surveying, Landscape Architecture and Construction Management

82 BUSINESS SERVICES GUIDE 2019

Harriman, Architects + Engineers 33 Jewell Court, Suite 101 Portsmouth, NH 03801 603-626-1242 603-626-1259 harriman.com dbisson@harriman.com Daniel A. Bisson, AIA Architecture, Engineering, Interior Design, Sustainable Design Hayner/Swanson Inc. 3 Congress Street Nashua, NH 03062 603-883-2057 hayner-swanson.com info@hayner-swanson.com Jim Petropulos Full-Service Civil Engineering and Land Surveying Firm Serving Municipal, State and Private Land Development Clients Hoyle, Tanner & Associates Inc. 150 Dow Street Manchester, NH 03101 603-669-5555 603-669-4168 hoyletanner.com info@hoyletanner.com Christopher R. Mulleavey, Frank E. Wells Environmental, Structural, Airport Design, Planning, Transportation, Civil, Construction Management Jacobs Engineering Group Inc. Two Executive Park Drive Bedford, NH 03110 603-666-7181 603-666-7185 jacobs.com mike.dersochers@jacobs.com Mike Desrochers Architecture/Engineering, Construction & Field, Environmental Health & Safety, Planning, Management, Modular Fabrication & Technology Services Jones & Beach Engineers Inc. 85 Portsmouth Avenue PO Box 219 Stratham, NH 03885 603-772-4746 jonesandbeach.com jbe@jonesandbeach.com Jonathan Ring, P.E. Civil & Sanitary Engineers and Land Surveyors

Kleinfelder 77 Sundial Ave, Suite 306 Manchester, NH 03103 603-623-4400 603-623-4401 kleinfelder.com msteele@kleinfelder.com Matt Steele A leading provider of Civil Engineering for Water, Transportation, Energy, Facilities and the Federal Government The Louis Berger Group Inc. 100 Commercial Street, 2nd Floor, North Manchester, NH 03101 603-644-5200 603-644-5220 louisberger.com Civil, Structural, Transportation & Environmental Engineering Loureiro Engineering Associates, Inc. 779 South Main Street Manchester, NH 03102 603-625-8899 603-625-8799 loureiro.com info@loureiro.com Michael Redding Environmental & Civil Engineering, Air, Water & Waste Compliance and Permitting, Waste Management, Brownfields, Solid Waste/Landfills, Facilities Services, Industrial Wastewater, Laboratory MHF Design Consultants Inc. 44 Stiles Road, Suite 1 Salem, NH 03079 603-893-0720 603-893-0733 mhfdesign.com info@mhfdesign.com Frank C. Monteiro Site Engineering, Civil/Surveying, U/G Tank Design, Planning MJS Engineering PC 5 Railroad Street, PO Box 359 Newmarket, NH 03857 603-659-4979 603-659-4627 mjs-engineering.com mjs@mjs-engineering.com Michael J. Sievert Civil, Structural, Environmental, Consulting

McFarland Johnson Inc. 53 Regional Drive Concord, NH 03301 603-225-2978 603-225-0095 mjinc.com mlong@mjinc.com Michael D. Long, PE Mechanical, Planning, Transportation, Construction Management, Design-Build, Structural, Environmental, Civil, Electrical, Aviation Nobis Group 18 Chenell Drive Concord, NH 03301 603-224-4182 603-224-2507 nobiseng.com info@nobiseng.com Shelley Lyn Ryan Environmental, Civil, Geotechnical Construction Management, Wetlands, Remediation, Landscape Architecture, Value Engineering Northpoint Engineering, LLC 119 Storrs Street, Suite 201 Concord, NH 03301 603-226-1166 603-226-1160 northpointeng.com info@northpointeng.com Kevin M. Leonard, Jeffrey Lewis Civil Engineering, Land Planning, Construction Services, Environmental Science Oak Point Associates 85 Middle Street Portsmouth, NH 03801 603-431-4849 603-431-1870 oakpoint.com llamontagne@oakpoint.com Lynn Lamontagne Civil, Structural, Mechanical and Electrical Engineering, Fire Protection Quantum Construction Consultants, LLC 27 Locke Road Concord, NH 03301 603-224-0859 603-224-3625 quantum-cc.com lmartin@quantum-cc.com Lisa M. Martin

Structural, Civil, Bridge and Roadway Engineering Ransom Consulting, Inc. Pease International Tradeport 112 Corporate Drive Portsmouth, NH 03801 603-436-1490 603-436-6037 ransomenv.com srickerich@ransomenv.com Steven Rickerich Environmental, Remediation & Geotechnical Engineering, Environmental Due Diligence, Utilities Services, Water Supply, Coastal Modeling, Site Civil Rist-Frost-Shumway Engineering 71 Water Street Laconia, NH 03246 603-524-4647 603-528-7653 rfsengineering.com cshumway@rfsengineering.com Pamela Merrill

MEP/FP, Telecommunications, Structural, Civil, Commissioning SFC Engineering Partnership Inc. 1 Industrial Drive Windham, NH 03087 603-647-8700 603-647-8711 sfceng.com info@sfceng.com Wendy Chambers Structural, Fire Protection, and Civil Engineering, Code Review, Retaining Wall Design S. W. Cole Engineering, Inc. 10 Centre Road Somersworth, NH 03878 603-692-0088 603-692-0044 swcole.com ddunning@swcole.com Dave Dunning Geotechnical Engineering, Construction Materials Testing, Special Inspections, Geo-

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Civil/Structural Engineering, Environmental Consulting, Architecture, Interior Design, Landscape Architecture, Geotechnical Engineering, Project Mgmt Stephens Associates Consulting Engineering 60 Northrup Drive Brentwood, NH 03833 603-772-1417 603-772-1418 stephensengineers.com info@stephensengineers.com Bethel A.H. Stephens Structural, Geotechnical, Hydrology & Hydraulics Steven J. Smith + Associates Inc. Pondside Place, 6 Lily Pond Road Gilford, NH 03246 603-524-1468 603-524-4731 sjsincnh.com sjs@sjsincnh.com

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ENGINEERING FIRMS Steven J. Smith Sr. Engineering & Land Planning, Land Surveying, Site Plans, Subdivisions, Topography and Environmental Permitting StoneHill Environmental Inc. 600 State Street, Suite 2 Portsmouth, NH 03801 603-433-1935 603-433-1942 stonehillenvironmental.com info@stonehillenvironmental.com Environmental Consulting, Due Diligence, Remediation, Litigation Support, Water Resources, Spill Management TEPP LLC 93 Stiles Road, Suite 201 Salem, NH 03079 603-212-9133 603-226-4108 teppllc.com tepp@teppllc.com Kim Eric Hazarvartian Transportation Engineering, Planning and Policy, Traffic Impact

& Access Studies, Traffic Operations & Safety Studies, Intersection/Signal Design TFMoran, Inc. 48 Constitution Drive Bedford, NH 03110 603-472-4488 603-472-9747 tfmoran.com rduval@tfmoran.com Robert E. Duval, Dylan Cruess Civil, Traffic and Structural Engineering, Land Surveying, Landscape Architecture, Permitting, Design-Build Additional NH Location: Portsmouth (431-2222) TTG Environmental Consultants LLC 27 Locke Road Concord, NH 03301 603-228-1122 603-228-1126 hlturner.com/env jlavigne@hlturner.com John R. Lavigne

Environmental Permits, Funding Agency Consulting, Construction Administration/Resident Engineering Services, Water/ Wastewater System Design, Stormwater

Site/Civil Engineering, Coastal Engineering, Traffic Engineering, Environmental Consulting, GIS, Renewable Energy Tritech Engineering Corporation 755 Central Avenue Dover, NH 03820 603-742-8107 603-742-3830 tritecheng.com rjs@tritecheng.com Bob Stowell Engineering, Surveying, Planning

Terracon Consultants Inc. 77 Sundial Avenue, Suite 401W Manchester, NH 03103 603-647-9700 603-647-4432 terracon.com wally.shedd@terracon.com Wendell Shedd Engineering, Construction Monitoring, Geotechnical, Hydrogeology, Materials Testing, Environmental

Turner Building Science & Design LLC 27 Locke Road Concord, NH 03301 603-228-1122 603-228-1126 turnerbuildingscience.com scaulfield@turnerbuildingscience.com Steven M. Caulfield IAQ/HVAC Moisture Diagnostics & Mitigation, Forensic Analysis, Mechanical Engineering Design,

Tighe & Bond Inc. 177 Corporate Drive Portsmouth, NH 03801 603-433-8818 603-433-8988 tighebond.com info@tighebond.com Brad Mezquita

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84 BUSINESS SERVICES GUIDE 2019

Building Commissioning, Geothermal Design Underwood Engineers Inc. 25 Vaughan Mall Portsmouth, NH 03801 603-436-6192 603-431-4733 underwoodengineers.com uei@underwoodengineers.com Frank G. Underwood Civil, Environmental Additional NH Location: Concord (230-9898) VHB 2 Bedford Farms Drive, Suite 200 Bedford, NH 03110 603-391-3900 603-518-7495 vhb.com rbousa@vhb.com Robin Bousa Transportation Planning and Engineering, Site/Civil Engineering, Environmental Services, Land Survey

WSP USA Inc. 155 Main Dunstable Road Nashua, NH 03060 603-595-7900 603-889-6389 wsp.com darren.hardy@wsp.com Darren Hardy Transportation and Infrastructure Weston & Sampson Engineers Inc. 100 International Drive, Suite 152 Portsmouth, NH 03801 603-431-3937 978-977-0100 westonandsampson.com perkinsc@wseinc.com Christopher M. Perkins Drinking Water/Wastewater, Environmental, Civil, Stormwater, Geotechnical, Architectural, Renewable Energy, Design/Build Construction, Solid Waste Additional NH Location: Manchester (263-9296)

Weston Solutions Inc. 43 North Main Street Concord, NH 03301 603-656-5400 603-656-5401 westonsolutions.com jim.soukup@westonsolutions.com James Soukup Environmental Consulting, Engineering and Program Management Wilcox + Barton Inc. #1B Commons Drive, Unit 12 B Londonderry, NH 03053 603-369-4190 ext. 502 603-369-6639 wilcoxandbarton.com info@wilcoxandbarton.com Russell W. Barton Environmental, Regulatory, Technical and Program Logistics, Civil Engineering

Wright-Pierce 230 Commerce Way, Suite 302 Portsmouth, NH 03801 603-430-3728 603-430-4083 wright-pierce.com marketing@wright-pierce.com Richard Davee Award-winning Engineering Firm specializing in providing Water, Wastewater & Infrastructure Engineering Services to municipalities in the Northeast Yeaton Associates 66 Jackson Street Littleton, NH 03561 603-444-6578 603-444-2364 yeatonassociates.com info@yeatonassociates.com Leslie Fillion Mechanical, Electrical, Plumbing, Sustainable Source: NHBR Survey

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45 • desIgn/buILd • constructIon management • constructIon servIces • deveLopment www.HutterConstruCtion.Com New Ipswich, NH 03071 (603) 878-2300 BUSINESS SERVICES GUIDE 2019 85

Five ways to protect data in the cloud BY channing ardnt

The cyber security market has produced many valuable services that simplify authentication and bridge the gap between mobility and security in compelling ways.

With more potential network entry points, businesses must require more authentication steps With cloud-based services becoming the norm, business network perimeters are becoming more expansive and, therefore, more of a target for cyber hackers. Cloud services allow more employees to work remotely and on a variety of devices, and permits data to be stored in platforms across the country, but it also requires more firewall ports. It’s sort of like opening more doors to your home, which leaves your family vulnerable; one can never assume that security is a given.

With these potential network entry points, the tools you need to keep information technology (IT) secure may look like an air traffic control center. That said, investments in IT are meant to enable efficiency, not constrain it; and keeping IT secure is still a winnable fight.

The Secret: IDENTITY Security

Channing Ardnt is an account executive at Systems Engineering, a managed IT, security and cloud services firm. Systems Engineering now has offices in Portland, Maine, and Manchester, New Hampshire.

86 BUSINESS SERVICES GUIDE 2019

The authentication handshake we used to employ — to dictate which users have access to which applications, which data, from where and with what device — has evolved. It used to look something like this: • Username and password correct?

• Is the device located within the network?

• Green light.

As your business adopts cloud services, more variables come into play. To offset them, a more complicated set of questions like those below are posed before authenticating the end user’s access. This is known as identity security.

• Username and password correct?

• Is the device located on the network?

• If not, where is the connection’s Internet Protocol (IP) address?

• Is this a secured connection?

• Is the device up to date with anti-virus definitions and operating system (OS) patches?

• Is this a recognized device or a new device?

• Can the user verify their identity with something they have (token or phone)?

• Does this user have the permissions they require to do what they’re trying to do?

• Is encryption required to safely execute this action?

Though it sounds like a headache, the cyber security market has produced many valuable services that simplify this type of authentication and bridge the gap between mobility and security in compelling ways.

Let’s explore five of them.

1. Cloud-based Active Directory Synchronize your users, permissions and authentication requirements across disparate applications and services by extending Active Directory to the Cloud. Call it step 1.

2. Identity Management Services You make the rules. Identity Management Services, such as Microsoft Enterprise Mobility + Security (EMS), allows your organization to specify authentication requirements with a whole new set of criteria. Cloud-based dual-factor authentication, patching and antivirus requirements, and even bio-metrics like fingerprints, can be leveraged to ensure your data is secure.

3. Mobile Device/Application Management (MDM, MAM) Let’s say I’m at the airport and I need to pull up a customer’s financial record. MDM and MAM solutions provide encryption services and management features that solve this problem while retaining your organization’s ability to control risk. Conversely, if an employee leaves your organization, these tools can execute a remote wipe of very specific applications and data from the former

Be Prepared It’s no longer a question of if a security threat will occur—it’s a question of when.

Our experts can help protect your organization and mitigate your risk with: • Application Security Training • Data Loss Prevention Assessment • External Threat Assessment • Security Awareness Training employee’s devices.

4. Vendor Management You’re only as strong as your weakest link. To safely do business in today’s market of outsourcing, multi-sourcing and public/hybrid cloud services, vendor due diligence is crucial. Consider the vigilance you’ve given to your own security posture and extend those same requirements to your business partners.

Word to the wise: your business partners include your applications vendors.

Keep an open mind – you might learn something from what your partners are doing too! Think of it as a club – set your requirements and stick to them – you’ll be doing everyone a favor.

5. Encryption Surprise, surprise. Encryption doesn’t only apply to email anymore.

Are your backups being sent offsite via an encrypted tunnel? Does compliance require that you encrypt server hard drives? Are your desktop hard drives encrypted? Are your WAN circuits encrypted? How about the path from your firewall to your hosted VoIP service’s data center? And the email app your employees have on their phones? Check these boxes off one by one. Working from anywhere introduces the risk of anywhere. Bring the security of encryption along for the ride.

At the end of the day, it’s important to find the solutions that fit your business needs with the long-term support necessary to keep things running smoothly and securely for your users. If you are unsure, seek the help of an experienced IT provider that is comfortable with cloud-based services.

Contact an Account Manager today.

1.800.800.0014 www.connection.com/security ©2018 PC Connection, Inc. All rights reserved. Connection® and we solve IT™ are trademarks of PC Connection, Inc. All other copyrights and trademarks remain the property of their respective owners. C770040 0718

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BUSINESS SERVICES GUIDE 2019 87

Community storage cloud makes sense There are many benefits to opting for community storage versus a public cloud

BY Tim Wessels

The National Institute of Standards and Technology defines a community cloud as cloud infrastructure provisioned for exclusive use by a specific community of consumers from organizations that have shared concerns.

Tim Wessels, founder of West Rindge-based MonadCloud, can be reached at 603-899-5530 or twessels@monadcloud.net.

88 BUSINESS SERVICES GUIDE 2019

The best-kept secret in cloud data storage is that you can do it locally using a community cloud as your storage service provider.

A community cloud is functionally defined by having members with shared interests in using a secure, multi-tenant, scale-out, data storage service as well as meeting regulatory compliance or governance policies regarding the geolocation of their data. A community cloud is geographically defined by having members located in the same region where the storage service is provided.

Key to establishing a successful community cloud is transparency in the operation and management of the storage service.

Members, in turn, acknowledge they have joined a community cloud for their mutual benefit.

After all, they could build a private storage cloud, but a community cloud offers economies and efficiencies that may be harder to achieve in a private cloud.

A community cloud also addresses the issue of control. Members can have their interests and concerns reflected in the policies and operation of the storage service. They could not get this level of participation using public cloud storage.

By having an arm’s length relationship with its members, a community cloud can directly support them in their use of the storage service. This kind of relationship is not likely when using public cloud storage located hundreds or thousands of miles away.

Being a membership-based organization permits a community cloud to exercise oversight in the acceptance of members. Building cooperation and trust among the members using the storage service creates a collaborative environment.

Allowing anyone with a credit card to access the service is not in alignment with the purpose of a community cloud.

Community cloud storage members can come from public and private organizations, including schools, colleges and universities, local and county governments, hospitals, healthcare groups, insurance companies, financial services organizations, manufacturers, research institutes, media companies, law firms, architectural and engineering practices.

The above list is not meant to be inclusive just

representative. Any organization or business that needs secure, offsite, scalable storage for data backups, data archives, data tiering, data management, enterprise file sync-and-share, web content distribution, media files, lab data and sensor data can use a community cloud to store it.

The legal structure for a community cloud could be a mutual-benefit, nonprofit corporation. A type of mutual-benefit nonprofit is a membership organization whose mission is narrowly focused on providing data storage services to a defined class of beneficiaries.

Mutual-benefit nonprofits can apply and qualify for tax exemption under IRC 501(c)(12), so they won’t have to pay federal income taxes on revenues. Typically, mutual-benefit nonprofits receive revenue by charging dues and fees for services, which are paid by the members. Providing data storage as a service to the members of a community cloud can be metered and charged back to the member’s account.

Here are some of the features and benefits of using a community cloud for your data storage: A community cloud meets a need for secure, scalable, multi-tenant data storage for businesses and organizations who have applications or requirements for using offsite data storage in their region.

A community storage cloud needs fewer router hops to connect with members, which reduces network latency compared to a public cloud that is farther away.

A community storage cloud allows members to choose from a wide range of data access, data storage and data management solutions that can meet their requirements.

A community storage cloud is built using storage software running on commodity off-the-shelf storage hardware plus network switches, load balancers, firewalls and routers all located in a professionally managed data center.

Creating a nonprofit, membership-based, community data storage service for public and private organizations is a valuable service to have available in New England.

If using a regional community storage cloud for your data sounds interesting, you are invited to learn more about and participate in the formation of the New England Community Cloud.

A clOSER lOOK

Increased productivity with Unified Communications

By ROB KOESTER

A Unified Communications (UC) solution utilizes the vast reach of the Internet to provide feature-rich phone service wherever your business goes.

There was a time when work typically meant going to an office, so it’s not surprising that traditional business phone systems were built around a single, static location.

Depending on size, a facility could install a premise-based key system or PBX or could choose central office-based Centrex. Either of the on-site options typically involved a capital expenditure, took up space, anything from a closet to a room. It entailed maintenance, repair, and general “care and feeding” of the system, so the user either had to hire a telecom manager to handle moves, changes, and software updates or pay a contractor for support.

The Centrex alternative freed up capital and real estate but could still entail delay and “nickel-and-dime” charges for features, moves, adds, or changes. In-house systems had size limitations and could require costly, disruptive equipment swaps when those thresholds were reached. Even if all those problems could be overcome, today’s businesses now function far away from the office—at home, in the car, or on the road—beyond the easy reach of those premise-based or CO-based systems.

Fortunately there is a modern alternative ideally suited to today’s business needs. A Unified Communications (UC) solution utilizes the vast reach of the Internet to provide feature-rich phone service wherever your business goes. Powerful office phones connect to cloud-based switching systems using IP (Internet Protocol), but the system can just as easily route calls to or from cellphones as easily as to a desk phone.

Voice over IP (VoIP) is suitable for any size operation and delivers telephony as a Unified Communications service.

Because it requires no on-site switching equipment, there is no capital outlay. You don’t have to tie up office space to house the system. Because you don’t own the system, you don’t have to manage it, upgrade software, or pay for repairs.

And upgrades are handled by the service provider. This kind of resource shift can help realize greater efficiency within your team.

Security is also a concern with a premisebased system as it is accessible to people that may want to do your business harm. One disgruntled employee can take down your entire system. With Unified Communications your service is safe and redundant. The Technology Resource Center of America found in a study that “45% of businesses have had a major communications disaster”. With hosted and managed Unified Communications solution you’ll have greater peace of mind.

Unified Communications solutions can deliver the same quality of service as traditional phone network with quality of service (QoS) guaranteed under contract with the provider. A UC solution also includes a higher quality voice experience with HD voice. Such

a guarantee, of course, depends on the quality of Internet service to your facility, since “cutrate” Internet connectivity can allow latency— millisecond delays in signal transmission—that are perfectly acceptable when sending data; voice, however, requires real-time connectivity.

If voice and Internet connectivity are provided by different vendors, it may be difficult to assign responsibility if there are voice quality problems, so the easy way to ensure voice quality connectivity is to let a single vendor provide unified communication service including both voice and data connectivity.

In short, UC is rapidly displacing on premise and Centrex telephony systems, and for good reason. It frees up on-site real estate and eliminates up-front capital cost. It provides near-perfect reliability, even in the event of disaster and, with proper Internet connectivity, ensures voice quality equal to that of the best traditional systems or even better with HD voice.

Unified Communication systems are massively scalable, eliminating barriers to growth, and they come complete with the day-to-day support that would normally require a full-, part-time, or contract telecom manager. Best of all, they improve employee productivity and allow for better customer engagement. And UC is just the beginning. A vendor providing both cloud-based voice and data services can provide economies of scale, a single point of contact, and room to grow both in size and capabilities for truly individualized, unified communications.

Rob Koester, Vice President of Product Management at Consolidated Communications, Inc., has nearly 25 years of experience in the information technology, product management and the telecommunications industry. Rob has served in a variety of roles at CCI with increasing responsibilities and currently manages a product portfolio that spans 24 states and provides more than a million customer connections.

BUSINESS SERVICES GUIDE 2019 89

AIRPORTS IN NEW HAMPSHIRE Alton Bay Seaplane Base (B18) Alton Bay, NH 03810 Paul Larochelle, 603-875-3498 https://www.facebook.com/AltonBaySeaplaneBaseandIceRunway Berlin Regional Airport (BML) 800 East Side River Road, Milan, NH 03588 Eric Demers, 603-449-2168 berlinnh.gov Claremont Municipal Airport (CNH) 448 Sullivan Street, Claremont, NH 03743 David Carton & Roger Hamel, 603-542-7032 claremontnh.com Concord Municipal Airport (CON) 71 Airport Road, Concord, NH 03301 David Rolla, 603-229-1760 concordnh.gov

Portsmouth International Airport at Pease (PSM) 36 Airline Drive, Portsmouth, NH 03801 Paul Brean, 603-433-6536 flyportsmouthairport.com

Laconia Municipal Airport (LCI) 65 Aviation Drive, Gilford, NH 03249 Marv Everson, 603-524-5003 laconiaairport.com Lebanon Municipal Airport (LEB) 5 Airpark Road, West Lebanon, NH 03784 Richard Dyment, 603-298-8878 flyleb.com

Skyhaven Airport (DAW) 238 Rochester Hill Road, Rochester, NH 03867 Andrew Pomeroy, 603-332-0005 skyhavennh.com

Manchester-Boston Regional Airport (MHT) 1 Airport Road, Manchester, NH 03103 Thomas J. Malafronte, 603-624-6539 flymanchester.com

Twin Mountain Airport (8B2) 63 Airport Road, Twin Mountain, NH 03595 Evan Karpf, 603-846-5505 twinmountain.com

Moultonboro Airport (5M3) 306 Haines Hill Road, Wolfeboro, NH 03894 Paul Zanis, 603-986-7338

Source: N.H. Department of Transportation – Bureau of Aeronautics and airnav.com

Dean Memorial Airport (5B9) 393 Airport Road, North Haverhill, NH 03744 Dennis Cunningham, 603-989-5845

Mount Washington Regional Airport (HIE) 5 Airport Road, Whitefield, NH 03598 Wendy Roberts, 603-837-9532 mountwashingtonairport.com

Dillant-Hopkins Airport (EEN) 80 Airport Road, Keene, NH 03431 Jack Wozmak, 603-357-9835 ci.keene.nh.us

Nashua Municipal Airport/Boire Field (ASH) 93 Perimeter Road, Nashua, NH 03063 Chris Lynch, 603-882-0661 nashuaairport.com

Errol Airport (ERR) 100-1328 Colebrook Rd, P.O. Box 43, Errol, NH 03579 D.C. Heasley, 603-482-3320

Newfound Valley Airport (2N2) 152 Pleasant Street, Bristol, NH 03222 Boake Morrison, 603-744-8334

Franconia Airport (1B5) 1172 Easton Road, Franconia, NH 03580 James David, 603-823-5034 franconiasoaring.org

Parlin Field (2B3) 15 Sunapee Street, Newport, NH 03773 Heath Marsden, 603-863-1220 newportnh.gov

Gifford Field Airport (4C4) 37 Airport Road, Colebrook, NH 03576 Douglas Brooks, 603-237-4914

Plymouth Municipal Airport (1P1) 111 Quincy Road, Plymouth, NH 03264 Colin McIver, 603-536-5818 plymouth-nh.org

Gorham Municipal Airport (2G8) 8 Main Street, Gorham, NH 03581 Lee Carroll, 603-466-5065 gorhamnh.org Hampton Airfield (7B3) 9A Lafayette Road, North Hampton, NH 03862 Garrett Miller, 603-964-6749 hamptonairfield.com

4C4

BML

Hawthorne-Feather Airpark (8B1) 2 Main Street, Antrim, NH 03440 Roger Smith, 603-588-6868

N.H. State Airport

Jaffrey Airport - Silver Ranch (AFN) 190 Turnpike Road, Jaffrey, NH 03452 Harvey Sawyer, 603-532-8870 silverranchairpark.com

Open to Public

5B9

5M3

IPI 2N2

LCI B18

CNH 2B3 CON

DAW

8B1

Private Airport/

MHT

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90 BUSINESS SERVICES GUIDE 2019

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HARNESS THE POWER OF VIDEO BUSINESS SERVICES GUIDE 2019 91

Improving networking results It can open doors where direct selling approaches fall short

By Kevin Hallenbeck

A good networking plan is the base from which effective and continuous networking behaviors will spring, leading to strong relationships that can generate referrals and new clients.

Kevin Hallenbeck, principal of Sandler Training-Manchester, can be reached at 603-232-1520 or at bestsalespeople.com.

92 BUSINESS SERVICES GUIDE 2019

Building a strong referral network begins with proactively establishing a clear identity within circles of other professionals who have their own strong networks. Their business and social connections could be some of your best prospects, and a personal recommendation could be the deal closer for you.

Sales managers can help their sales reps network more effectively by using a proven three-part, solid networking plan that will generate more warm leads and better selling opportunities: 1. Identify your target market: Unless you’re engaging the right people in the right kinds of discussions, your networking could be better described as “not-working.”

Who are the people you need face time with?

These would be customers and business prospects, naturally, but just as important are the friends and associates of your prospective customers. They are the people who, knowing what you do, are in a position to “sell” for you because they already have a relationship that you have yet to establish directly. A cold call might be ineffective, but if your prospect’s friend suggests a conversation with you, a productive meeting will likely ensue.

Reps need to limit the scope of whom they consider to be good business prospects. Identify your target market as only the people who make buying decisions in the industries you primarily serve. In B2B sales, the real decision-maker is often the CEO, and it’s best for sales professionals to attend the events where those decision-makers and their friends do their networking. Join the trade associations, chambers, networking groups and other organizations where you’ll find your best prospects as well as their associates. Then make sure you participate in a way that builds relationships and is relevant to your prospects.

2. Develop your 30-second commercial: This includes having a unique selling proposition or value statement. It’s a succinct message (spoken in 30 seconds or less) that focuses on how you can relieve pain, solve problems and add value.

Heaping a bunch of product facts and service features in your 30-second commercial will not differentiate your company as the best choice, because features and benefits can be matched one for one by your competition. Rattling off bullet points will

not impress nearly as much as proving how your products solve the problems of other people in similar situations. Identifying the customer’s pain points and clearly articulating how you solve their problems makes them stop, think and want to further investigate, maybe even buy.

At networking events, be sure that you don’t launch into your 30-second commercial at the first handshake. Make a little small talk with new acquaintances. Look for common ground. Ask people questions about their business and listen carefully for possible connections you could make for them. When asked, or at a relevant moment, you can naturally recite your 30-second value statement in a conversational way. Focus on how your solutions make your clients’ lives better, relieve pain in their businesses and help them operate more efficiently.

3. Leverage your network: Let’s assume that you and your team have built a solid network of business connections – people with whom you have formed a relationship through networking, prospecting and marketing over the course of time. All your salespeople need to leverage the selling power of their networks, but how?

Strong relationships that generate referrals and new clients is the selling leverage that many top-producing salespeople thrive on. A good networking plan is like the fulcrum point, the base from which effective and continuous networking behaviors will spring.

Social media networks provide huge opportunities to extend networking activity at any hour of the day. LinkedIn, which is really more of a business networking platform than a “social” network, offers salespeople a potential goldmine for prospecting.

Facebook also has its place in business networking and works well in socially influenced industries that tend to be retail or consumer-focused. At a minimum, your team should be using LinkedIn for prospecting and online networking, especially when that’s where their prospects are doing the same.

Networking can open doors where direct selling approaches fall short in today’s selling environment.

An effective networking plan rewards salespeople, not only in new business growth, but also deeper business relationships that can last for an entire career and beyond.

MEETINGS & CONFERENCE FACILITIES DARTMOUTH-LAKE SUNAPEE REGION

No. of No. of Rooms Meeting Rms

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

Andover Barn & Highland Lake Inn, highlandlakeinn.com 32 Maple Street, Andover, NH 03216, 603-735-6426

10

2

200

N/A

200

N/A

Colby Sawyer College, colby-sawyer.edu/functions/ 541 Main Street, New London, NH 03257, 603-526-3720, 603-526-3990

200

25

N/A

600

250

187

Courtyard by Marriott-Hanover/Lebanon, courtyard-hanoverlebanon.com 10 Morgan Drive, Lebanon, NH 03766, 603-643-5600, 603-643-5669

124

9

150

150

80

65

Dexter’s Inn, Trails & Restaurant, dextersnh.com 258 Stagecoach Road, Sunapee, NH 03782, 603-763-5571

19

3

N/A

N/A

N/A

N/A

The Dowd’s Country Inn, dowdscountryinn.com On The Common, 9 Main Street, PO Box 58, Lyme, NH 03768, 800-482-4712, 603-795-4220

20

9

200

N/A

200

150

Eastman Community Association, eastmannh.org 6 Clubhouse Lane, PO Box 53, Grantham, NH 03753, 603-863-8000

N/A

4

N/A

250

160

125

Enfield Shaker Museum, shakermuseum.org 447 NH Route 4A, Enfield, NH 03748, 603-632-4346

20

3

100

N/A

125

100

The Fells Historic Estate & Gardens, thefells.org On Lake Sunapee, 456 Route 103A, PO Box 276, Newbury, NH 03255, 603-763-4789

N/A

3

175

200

175

45

Fireside Inn & Suites, firesideinnwestlebanon.com 25 Airport Road, West Lebanon, NH 03784, 603-298-5900, 603-298-0340

126

11

450

40

400

270

Hanover Inn Dartmouth, hanoverinn.com Two East Wheelock Street, Hanover, NH 03755, 603-643-4300, 603-643-4433

108

10

480

415

300

240

Jesse’s Steaks, Seafood & Tavern, jesses.com Route 120, 224 Lebanon Street, PO Box 665, Hanover, NH 03755, 603-643-4111, 603-643-3340

N/A

1

100

N/A

100

N/A

Lake Sunapee Country Club, lakesunapeecc.com 289 Country Club Lane, PO Box 2460, New London, NH 03257, 603-526-6040, 603-526-0220

12

3

150

120

300

120

Lake Sunapee Cruises - M/V Kearsarge - M/V Mt. Sunapee II, sunapeecruises.com Town Dock - Sunapee Harbor, 1 Lake Ave., PO Box 774, Bradford, NH 03221, 603-938-6465, 603-938-5671

N/A

2

75

N/A

75

75

Lui Lui of West Lebanon, luilui.com Powerhouse Mall Plaza, 8 Glen Road #11, West Lebanon, NH 03784, 603-298-7070, 603-298-8209

N/A

2

100

40

50

N/A

Mount Sunapee Resort, mountsunapee.com 1398 Route 103, PO Box 2021, Newbury, NH 03255, 603-763-3500, 603-763-5989

N/A

5

250

250

250

250

Mountain Edge Resort & Spa at Sunapee, mountainedgeresort.com 1380 Route 103, Newbury, NH 03255, 603-763-4600, 603-763-6097

45

2

100

N/A

80

35

The New London Inn, thenewlondoninn.com 353 Main Street, PO Box 8, New London, NH 03257, 603-526-2791, 603-526-2749

23

1

40

N/A

N/A

N/A

Rosewood Country Inn, rosewoodcountryinn.com 67 Pleasant View Road, Bradford, NH 03221, 800-938-5273, 603-938-5253

11

4

70

N/A

70

N/A

Sunapee Lake Lodge, sunapeelakelodge.com 1403 Route 103, Mt. Sunapee, NH 03255, 603-763-2010, 603-763-3314

55

2

100

N/A

80

60

Belknap Mill, belknapmill.org 25 Beacon Street East, Laconia, NH 03246, 603-524-8813

0

2

200

150

150

160

Brewster Academy, brewsteracademy.org 80 Academy Drive, Wolfeboro, NH 03894, 603-569-7400

0

30

20

400

350

20

Castle in the Clouds, castleintheclouds.org 455 Old Mountain Road, Route 171, PO Box 687, Moultonborough, NH 03254, 603-476-5900, 603-476-2512

N/A

1

200

200

200

200

Cody Outdoor Center, campcody.com 9 Cody Road, Freedom, NH 03836, 603-539-4997, 603-539-5840

N/A

2

500

N/A

225

150

The Common Man Inn & Spa, thecmaninn.com 231 Main Street, Plymouth, NH 03264, 603-536-2200, 603-536-7773

38

5

200

220

200

100

Coppertoppe Inn & Retreat Center, coppertoppe.com 8 Range Road, Hebron, NH 03241, 603-744-3636, 603-947-3264

4

2

25

25

25

25

LAKES REGION

BUSINESS SERVICES GUIDE 2019 93

MEETINGS & CONFERENCE FACILITIES No. of No. of Rooms Meeting Rms Funspot, funspotnh.com 579 Endicott Street North, PO Box 5428, Laconia, NH 03246, 603-366-4377, 603-366-2077

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

N/A

2

300

N/A

300

300

Gunstock Mountain Resort, www.gunstock.com 719 Cherry Valley Road, Route 11A, PO Box 1307, Gilford, NH 03249, 603-737-4311, 603-293-4318

0

5

300

450

300

150

Hart’s Turkey Farm, hartsturkeyfarm.com 233 DW Highway, Junction of Routes 3 & 104, PO Box 664, Meredith, NH 03253, 603-279-6212, 603-279-7146

N/A

5

120

125

120

70

The Inn on Main, innnewhampshire.com 200 North Main Street, PO Box 1089, Wolfeboro, NH 03894, 603-569-1335

14

1

N/A

N/A

225

N/A

The Inn on Newfound Lake, newfoundlake.com 1030 Mayhew Turnpike, Bridgewater, NH 03222, 603-744-9111, 603-744-3894

28

2

185

N/A

N/A

N/A

Lake Opechee Inn & Spa, opecheeinn.com 62 Doris Ray Court, Laconia, NH 03246, 603-524-0111, 603-524-1114

34

2

36

36

32

20

Lochland Lodge & Conference Center, lochlandlodge.com 238 US Route 3, Holderness, NH 03245, 603-279-4484, 603-279-9024

11

2

35

35

35

35

Manor On Golden Pond, manorongoldenpond.com 31 Manor Drive, PO Box T, Holderness, NH 03245, 603-968-3348, 603-968-2116

24

1

35

35

42

35

Mill Falls at the Lake, millfalls.com 312 Daniel Webster Highway, Meredith, NH 03253, 800-508-4598, 603-677-8694

171

21

300

300

240

160

Misty Harbor & Barefoot Beach Resort, mistyharbor.com 118 Weirs Road, Gilford, NH 03249, 603-293-4500, 603-293-0493

93

1

50

N/A

50

N/A

Mojalaki Country Club, mojalaki.com 321 Prospect Street, Franklin, NH 03235, 603-934-3033

N/A

1

160

N/A

160

160

Mount Washington Cruises, cruisenh.com 211 Lakeside Avenue, PO Box 5367, Laconia, NH 03247, 603-366-5531, 603-366-2007

N/A

3

500

120

450

120

NASWA Resort, naswa.com 1086 Weirs Boulevard, Laconia, NH 03246, 603-366-4341, 603-366-5731

82

3

150

100

150

50

The Barn at Pickering House, pickeringhousewolfeboro.com 116 South Main Street, PO Box 175, Wolfeboro, NH 03894, 603-569-6948

10

1

150

0

150

0

Plymouth State University Welcome Center & Ice Arena, plymouth.edu/arena 17 High Street, Plymouth, NH 03264, 603-535-2758, 603-535-3369

N/A

1

20

N/A

150

N/A

Squam Lakes Natural Science Center, nhnature.org 23 Science Ctr. Road, PO Box 173, Holderness, NH 03245, 603-968-7194, 603-968-2229

N/A

5

75

80

60

75

Steele Hill Resorts, steelehillresorts.com 516 Steele Hill Road, Sanbornton, NH 03269, 603-582-2319, 603-581-2395

160

6

100

100

200

55

The Wolfeboro Inn, wolfeboroinn.com 90 North Main Street, PO Box 1270, Wolfeboro, NH 03894, 603-569-3016, 603-569-5375

44

3

140

190

140

90

N/A

4

N/A

1,200

850

1,200

Ash Street Inn, ashstreetinn.com 118 Ash Street, Manchester, NH 03104, 603-668-9908

5

1

10

N/A

N/A

N/A

Atkinson Resort & Country Club, atkinsonresort.com 85 Country Club Drive, Atkinson, NH 03811, 603-362-8700, 603-362-5727

16

8

N/A

600

700

350

Aviation Museum of New Hampshire, aviationmuseumofnh.org 27 Navigator Road, Londonderry, NH 03053, 603-669-4820

N/A

3

120

100

120

40

The Barley House, thebarleyhouse.com 132 North Main Street, Concord, NH 03301, 603-228-6363, 603-228-6565

N/A

1

100

55

N/A

N/A

Bedford Village Inn, bedfordvillageinn.com 2 Olde Bedford Way, Bedford, NH 03110, 603-472-2001, 603-472-2379

64

12

200

200

200

125

MERRIMACK VALLEY REGION Alpine Grove Banquet & BBQ Facility, alpinegrove.com 19 South Depot Road, Route 111A, Hollis, NH 03049, 603-882-9051

94 BUSINESS SERVICES GUIDE 2019

Your Occasion, Our Venue Manchester Country Club

At Manchester Country Club, we value relationships.

That’s why we have a team of event professionals ready to work with you, dedicated to making your event an unforgettable occasion. Whether it’s a group of 2 or 300, we have multiple event spaces to accommodate a range of setups. Each space has audio visual capabilities, making sharing knowledge simple; and includes outdoor amenities, perfect for refreshing breaks.

Leave your stress behind; we have all the details covered.

UNFORGETTABLE EVENTS ARE FOR EVERYONE; MEMBERSHIP NOT REQUIRED TO HOST YOUR EVENT

Bedford, NH – ManchesterCountryClub.com – 603.624.4096

Photos courtesy of: Gil Talbot Photography & Dachowski Photography

MEETINGS & CONFERENCE FACILITIES No. of No. of Rooms Meeting Rms

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

Bektash Shriners Function Center, bektashshriners.org 189 Pembroke Road, PO Box 4086, Concord, NH 03302, 603-225-5372, 603-225-9430

N/A

3

350

500

350

400

Best Western Concord Inn & Suites, concordbestwestern.com 97 Hall Street, Concord, NH 03301, 603-228-4300, 603-228-4301

66

1

30

30

N/A

20

Best Western Plus Executive Court Inn & Conference Ctr./The Yard Restaurant, executivecourtinn.com 13500 South Willow Street, Manchester, NH 03103, 603-627-2525, 603-665-7090

134

12

500

500

500

260

Birch Wood Vineyards, birchwoodvineyards.com 199 Rockingham Road, Derry, NH 03038, 603-965-4359, 603-965-4349

N/A

2

225

N/A

N/A

N/A

Brookstone Event Center, brookstone-park.com 14 Route 111, Derry, NH 03038, 603-328-9255, 603-328-9269

N/A

3

350

250

250

150

Candia Woods Golf Links, candiawoods.com 313 South Road, Candia, NH 03034, 603-483-2307, 603-483-0590

N/A

1

140

N/A

140

N/A

Canterbury Woods Country Club, canterburywoodscc.com 15 West Road, Canterbury, NH 03224, 603-783-9400, 603-783-8900

N/A

1

130

N/A

N/A

N/A

Capitol Center for the Arts, ccanh.com 44 South Main Street, Concord, NH 03301, 603-225-1111 ext. 124, 603-224-3408

N/A

5

422

1,304

250

N/A

Castleton Banquet and Conference Center, castletonbcc.com 58 Enterprise Drive, PO Box 957, Windham, NH 03087, 603-898-6300, 603-894-6503

N/A

8

500

500

500

500

The Centennial Hotel, thecentennialhotel.com 96 Pleasant Street, Concord, NH 03301, 603-227-9000, 603-225-5031

32

5

85

85

70

80

Chen Yang Li Restaurant, chenyangli.com 124 South River Road, Bedford, NH 03110, 603-228-8508, 603-228-8308

N/A

3

60

N/A

60

N/A

Colby Hill Inn, colbyhillinn.com 33 The Oaks Street, PO Box 779, Henniker, NH 03242, 603-428-3281, 603-428-9218

14

2

26

N/A

120

25

Comfort Inn Concord, comfortinnconcord.com 71 Hall Street, Concord, NH 03301, 603-226-4100, 603-228-2106

100

2

33

33

0

22

Comfort Inn Airport, comfortinn.com/hotel-manchester-new_hampshire-NH002 298 Queen City Avenue, Manchester, NH 03102, 603-668-2600, 603-625-2081

95

1

N/A

42

N/A

28

Common Man Concord, thecman.com 25 Water Street, 1 Gulf Street (for GPS directions), Concord, NH 03301, 603-228-3463

N/A

3

64

N/A

64

50

Copper Door Restaurant, copperdoorrestaurant.com 15 Leavy Drive, Bedford, NH 03110, 603-488-2677

N/A

2

40

N/A

40

N/A

Copper Door Restaurant, copperdoorrestaurant.com 41 S Broadway Street, Salem, NH 03079, 603-458-2033

N/A

2

N/A

N/A

N/A

N/A

Country Tavern Restaurant & Pub, countrytavern.org 452 Amherst Street, Nashua, NH 03063, 603-889-5871

N/A

4

N/A

N/A

75

N/A

Courtyard by Marriott & Grappone Conference Center, courtyardconcord.com 70 Constitution Avenue, Concord, NH 03301, 603-225-0303, 603-225-8916

90

8

700

700

500

400

Courtyard Manchester-Boston Regional Airport, marriott.com/mhtcy 700 Huse Road, Manchester, NH 03103, 603-641-4900, 603-641-0001

139

2

94

94

40

36

DoubleTree by Hilton Nashua, dtnashua.doubletreebyhilton.com 2 Somerset Parkway, Nashua, NH 03063, 603-886-1200, 603-595-4199

230

12

600

500

400

275

Currier Museum of Art, currier.org 150 Ash Street, Manchester, NH 03104, 603-669-6144 ext. 110, 603-669-7194

N/A

5

200

210

150

60

The Derryfield, www.thederryfield.com15 625 Mammoth Road, Manchester, NH 03104, 603-623-2880, 603-623-6850

N/A

1

200

200

200

160

EastPoint Executive Center, officespace.com 99 Pine Hill Road, Nashua, NH 03063, 603-880-3223

N/A

2

12

N/A

N/A

12

The Event Center at Courtyard by Marriott Nashua, eventcenternashua.com 2200 Southwood Drive, Nashua, NH 03063, 603-579-6055, 603-886-9489

239

14

150

540

360

250

96 BUSINESS SERVICES GUIDE 2019

No. of No. of Rooms Meeting Rms The Event Center at Hampshire Hills/The Hampshire Dome, hampshirehills.com 50 Emerson Road, PO Box 404, Milford, NH 03055, 603-673-7123, 603-673-0797

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

0

8

5,500

5,500

4,800

2,500

Firefly American Bistro & Bar, fireflynh.com 22 Concord Street, Manchester, NH 03101, 603-935-9740

N/A

1

30

N/A

N/A

N/A

Fireside Inn & Suites, firesideinnnashua.com 10 St. Laurent Street, Nashua, NH 03064, 603-883-7700

100

1

15

N/A

N/A

N/A

Fratello’s Events in the Millyard, eventsinthemillyard.com 155 Dow Street, Manchester, NH 03101, 603-641-6776, 603-629-9465

N/A

3

200

200

200

200

Fratello’s Italian Grille, fratellos.com 194 Main Street, Nashua, NH 03060, 603-889-2022

N/A

1

30

N/A

30

N/A

Hampton Inn & Suites by Hilton - Manchester/Bedford, manchesterbedfordsuites.hamptoninn.com 8 Hawthorne Drive, Bedford, NH 03110, 603-623-2040, 603-623-2041

92

1

10

N/A

N/A

N/A

Hampton Inn by Hilton Concord/Bow, hamptoninn3.hilton.com/en/hotels/new-hampshire/ hampton-inn-concord-bow-CCDNHHX/index.html 515 South Street, Bow, NH 03304, 603-224-5322, 603-224-4282

145

3

50

60

40

25

Hampton Inn by Hilton Nashua, nashua.hamptoninn.com 407 Amherst Street, Nashua, NH 03063, 603-883-5333, 603-883-5334

102

1

40

50

40

20

Holiday Inn & Suites - Nashua, holidayinn.com/nashuanh 9 Northeastern Boulevard, Nashua, NH 03062, 603-888-1551, 603-888-7193

199

6

225

350

220

200

Holiday Inn Concord Downtown, ihg.com/holidayinn/concordnh 172 North Main Street, Concord, NH 03301, 603-224-9534, 603-224-8266

122

5

N/A

N/A

N/A

N/A

Holiday Inn Express Hotel & Suites Manchester Airport, hiexpress.com/esmanchester 1298 South Porter Street, Manchester, NH 03103, 603-669-6800, 603-647-3197

108

1

12

N/A

N/A

N/A

BUSINESS SERVICES GUIDE 2019 97

MEETINGS & CONFERENCE FACILITIES No. of No. of Rooms Meeting Rms

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

Holiday Inn Manchester Airport, holidayinn.com/manchesternh 2280 Brown Avenue, Manchester, NH 03103, 603-641-6466, 603-641-5655

91

2

50

50

40

35

Holiday Inn Salem, holidayinn.com/salemnh 1 Keewaydin Drive, Salem, NH 03079, 603-893-5511, 603-894-6728

109

1

40

35

40

24

Homewood Suites by Hilton Gateway Hills Nashua, gatewayhillsnashua.homewoodsuites.com 15 Tara Boulevard, Nashua, NH 03062, 603-546-7470, 603-897-0080

105

1

65

35

18

16

Kimball-Jenkins Estate, kimballjenkins.com 266 North Main Street, Concord, NH 03301, 603-225-3932, 603-225-9288

N/A

7

N/A

90

80

50

LaBelle Winery, labellewinerynh.com 345 Route 101, Amherst, NH 03031, 603-672-9898, 603-554-1853

N/A

2

230

300

230

230

League of NH Craftsmen Headquarters, nhcrafts.org 49 South Main Street, Suite 100, Concord, NH 03301, 603-224-3375, 603-225-8452

N/A

2

100

N/A

N/A

60

Londonderry Country Club, londonderrycountryclub.com 56 Kimball Road, Londonderry, NH 03053, 603-432-9789

N/A

2

175

130

175

N/A

Lui Lui of Nashua, luilui.com 259 Daniel Webster Highway, Nashua, NH 03060, 603-888-2588, 603-888-7297

N/A

1

45

N/A

N/A

N/A

Manchester Community College, mccnh.edu/wdc/renting-our-facilities 1066 Front Street, Manchester, NH 03102, 603-206-8163, 603-624-1576

N/A

55

450

450

200

125

Manchester Country Club, manchestercountryclub.com 180 South River Road, Bedford, NH 03110, 603-624-4096

N/A

4

300

260

300

180

Manchester Downtown Hotel, manchesterdowntownhotel.com 700 Elm Street, Manchester, NH 03101, 603-625-1000, 603-206-4000

248

17

3,200

3,200

2,800

2,550

McAuliffe-Shepard Discovery Center, starhop.com 2 Institute Drive, Concord, NH 03301, 603-271-7827, 603-271-7832

N/A

4

600

103

300

120

Millyard Museum, manchesterhistoric.org 200 Bedford Street, Manchester, NH 03101, 603-622-7531

N/A

2

190

100

80

60

New England College, nec.edu 98 Bridge Street, Henniker, NH 03242, 603-428-2000

N/A

15

150

100

125

80

New England Executive Center, newenglandexec.com 264 South River Road, Bedford, NH 03110, 603-644-4554, 603-628-2227

N/A

5

25

N/A

N/A

12

New Hampshire Audubon’s McLane Center, nhaudubon.org 84 Silk Farm Road, Concord, NH 03301, 603-224-9909, 603-226-0902

N/A

3

150

100

100

75

New Hampshire Fisher Cats, www.nhfishercats.com 1 Line Drive, Manchester, NH 03101, 603-641-2005, 603-641-2055

N/A

14

6,000

6,000

1,000

200

Pats Peak Banquet Center, patspeak.com 686 Flanders Road, PO Box 2448, Henniker, NH 03242, 603-428-3245, 603-428-7821

N/A

3

200

200

200

200

Puritan Conference Ctr. & Function Facility, puritanbackroom.com 245 Hooksett Road, Manchester, NH 03104, 603-666-9893, 603-669-3199

N/A

6

200

250

200

150

Quality Inn Manchester Airport, choicehotels.com/nh054 55 John E. Devine Drive, Manchester, NH 03103, 603-668-6110, 603-668-6116

113

2

N/A

65

50

30

Radisson Hotel Nashua, radisson.com/nashuanh 11 Tara Boulevard, Nashua, NH 03062, 603-888-9970, 603-888-4112

336

19

1,000

1,000

500

500

0

3

156

156

N/A

156

N/A

2

10

N/A

N/A

N/A

Riverside Room, tidewatercatering.com 250 Commercial Street, Manchester, NH 03101, 603-668-6111

0

1

80

100

100

70

Saint Anselm College, anselm.edu/events 100 Saint Anselm Drive, Manchester, NH 03102, 603-641-7000

1,500

13

2,000

575

450

167

Red River Theatres, redrivertheatres.org 11 South Main Street, Suite L1-1, Concord, NH 03301, 603-224-4697 ext. 12 Regus, regus.com 1 Tara Boulevard, Suite 200, Nashua, NH 03062, 603-324-7100, 603-324-7101

98 BUSINESS SERVICES GUIDE 2019

No. of No. of Rooms Meeting Rms

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

Searles Castle at Windham, searlescastle.com 23 Searles Road, Windham, NH 03087, 603-898-6597, 603-893-4608

N/A

2

250

70

50

50

Sky Meadow Country Club, skymeadow.com 6 Mountain Laurels Drive, Nashua, NH 03062, 603-888-9000, 603-888-2166

N/A

4

25

300

250

25

SNHU Arena/SMG, snhuarena.com 555 Elm Street, Manchester, NH 03101, 603-644-5000, 603-644-1575

N/A

5

10,000

10,000

N/A

N/A

Society for the Protection of New Hampshire Forests, forestsociety.org 54 Portsmouth Street, Concord, NH 03301, 603-224-9945, 603-228-0423

N/A

4

50

N/A

N/A

50

Southern New Hampshire University, snhuconferences.com 2500 North River Road, Manchester, NH 03106, 603-645-9612, 603-645-9712

N/A

many options

N/A

400

275

32

Stonebridge Country Club, golfstonebridgecc.com 161 Gorham Pond Road, Goffstown, NH 03045, 603-497-8633, 603-497-4612

N/A

2

50

60

200

65

Walnut Hill, walnuthillnh.com 81 Chester Road, NH Route 102, Raymond, NH 03077, 603-895-2437

N/A

2

50

N/A

N/A

50

Best Western Plus Keene Hotel, bestwesternpluskeene.com 401 Winchester Street, Keene, NH 03431, 603-357-3038, 603-357-4776

128

4

300

350

250

220

Chesterfield Inn, chesterfieldinn.com 20 Cross Road, PO Box 155, West Chesterfield, NH 03466, 603-256-3211, 603-256-6131

15

1

12

N/A

65

N/A

Crotched Mountain Ski & Ride Area, crotchedmtn.com 615 Francestown Road, Bennington, NH 03442, 603-588-3668, 603-588-3667

N/A

1

400

N/A

400

N/A

MONADNOCK REGION

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BUSINESS SERVICES GUIDE 2019 99

MEETINGS & CONFERENCE FACILITIES No. of No. of Rooms Meeting Rms

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

The Fairfield Inn & Suites Keene Downtown marriott.com/hotels/travel/mhtkn-fairfield-inn-and-suites-keene-downtown 30 Main Street, Keene, NH 03431, 603-357-7070, 603-357-7075

40

2

15

15

15

15

Franklin Pierce University, franklinpierce.edu/institutes/conference_ctr/ 40 University Drive, Rindge, NH 03461, 603-899-4000

600

20

600

815

300

100

Hidden Hills/Four Star Catering, fourstarcatering.com 18 Lisa Drive, PO Box 369, Rindge, NH 03461, 603-899-5001, 603-899-2037

N/A

3

400

400

400

300

The Inn at Crotched Mountain, innatcrotchedmt.com 534 Mountain Road, Francestown, NH 03043, 603-588-6840

13

2

30

N/A

N/A

N/A

The Inn at East Hill Farm, east-hill-farm.com 460 Monadnock Street, Troy, NH 03465, 603-242-6495, 603-242-7709

70

3

N/A

N/A

150

N/A

Keene Country Club, keenecountryclub.com 755 West Hill Road, Keene, NH 03431, 603-352-0135, 603-355-6681

N/A

7

250

300

350

150

Papagallos Restaurant, papagallos.com 9 Monadnock Highway, Keene, NH 03431, 603-352-9400, 603-352-1447

N/A

1

100

N/A

120

100

Woodbound Inn, woodbound.com 247 Woodbound Road, Rindge, NH 03461, 603-532-8341, 603-532-4029

40

3

150

N/A

N/A

N/A

Anchorage Inn & Suites, anchorageinns.com 417 Woodbury Avenue, Portsmouth, NH 03801, 603-431-8111, 603-431-4443

92

2

20

N/A

N/A

20

Ashworth by the Sea Hotel, ashworthhotel.com 295 Ocean Boulevard, Hampton Beach, NH 03842, 603-926-6762, 603-926-2002

107

4

400

350

300

140

The Atlantic Grill, theatlanticgrill.com 5 Pioneer Road, Rye, NH 03870, 603-433-3000, 603-373-6051

N/A

4

250

200

160

100

Best Western Plus Portsmouth Hotel & Suites, bwportsmouth.com 580 US Highway 1 Bypass, Portsmouth, NH 03801, 603-436-7600

169

4

300

300

190

150

Best Western The Inn at Hampton & Conference Center, theinnathampton.com 815 Lafayette Road, Route 1, Hampton, NH 03842, 603-926-6771, 603-929-2160

71

3

110

315

184

178

The Carriage House, carriagehouserye.com 2263 Ocean Boulevard, Rye, NH 03870, 603-964-8251

N/A

1

50

N/A

50

N/A

Coastal Video Conference Center, coastaledc.org 4 Merrill Industrial Drive, Suite 201, Hampton, NH 03842, 603-929-9244, 603-929-3502

N/A

1

12

N/A

N/A

12

CR’s The Restaurant, crstherestaurant.com 287 Exeter Road, Hampton, NH 03842, 603-929-7972, 603-929-0122

N/A

1

50

N/A

40

N/A

Dover Days Inn, wyndhamhotels.com/days-inn/dover-new-hampshire/days-inn-dover-durham-downtown/overview 481 Central Avenue, Dover, NH 03820, 603-617-4403

50

1

25

N/A

N/A

N/A

The Exeter Inn, theexeterinn.com 90 Front Street, Exeter, NH 03833, 603-772-5901, 603-778-8757

46

5

100

130

100

50

Flag Hill Distillery & Winery / Flag Hill Catering & Events, flaghill.com 297 North River Road, Lee, NH 03861, 603-659-2949, 603-659-5107

0

2

250

300

250

N/A

The Governor’s Inn, governorsinn.com 78 Wakefield Street, Rochester, NH 03867, 603-332-0107, 603-335-1984

20

10

175

N/A

175

N/A

Hampshire Inn, hampshireinn.com 20 Spur Road, Off Rte. 107, Seabrook, NH 03874, 1-800-932-8520, 603-474-2886

35

3

175

175

120

100

Hampton Inn & Suites Exeter, exetersuites.hamptoninn.com 59 Portsmouth Avenue, Exeter, NH 03833, 603-658-5555, 603-658-5556

111

1

65

65

56

55

Hilton Garden Inn Portsmouth Downtown, hgiportsmouth.com 100 High Street, Portsmouth, NH 03801, 603-431-1499, 603-431-1477

131

3

100

100

72

64

Holiday Inn Express & Suites Rochester, hiexpress.com 77 Farmington Road, Route 11, Rochester, NH 03867, 603-994-1175, 603-994-1176

77

1

50

20

30

20

SEACOAST REGION

100 BUSINESS SERVICES GUIDE 2019

No. of No. of Rooms Meeting Rms

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

Holiday Inn Express Durham/UNH, holidayinnexpress/durhamnh.com 2 Main Street, Durham, NH 03824, 603-868-1234, 603-590-1315

67

1

0

N/A

N/A

N/A

Holiday Inn Portsmouth, holidayinn.com/portsmouthnh 300 Woodbury Avenue, Portsmouth, NH 03801, 603-431-8000, 603-431-2065

130

2

175

175

100

110

Homewood Suites by Hilton Portsmouth, portsmouth.homewoodsuites.com 100 Portsmouth Boulevard, Portsmouth, NH 03801, 603-427-5400, 603-427-5410

116

1

40

40

32

24

The Hotel Portsmouth, thehotelportsmouth.com/portsmouth-business-travel/ 40 Court Street, Portsmouth, NH 03801, 603-433-1200

32

4

33

N/A

N/A

33

Isles of Shoals Steamship Co., islesofshoals.com 315 Market Street, Portsmouth, NH 03801, 603-431-5500, 603-433-1280

N/A

1

275

N/A

120

N/A

Kingston 1686 House, thekingston1686house.com 127 Main Street, Kingston, NH 03848, 603-642-3637

N/A

6

85

N/A

100

N/A

LaBelle Winery, labellewinerynh.com 104 Congress Street, Portsmouth, NH 03801, 603-319-8035

N/A

1

50

50

32

32

Lamie’s Inn & Old Salt Restaurant, lamiesinn.com 490 Lafayette Road, Hampton, NH 03842, 603-926-0330, 603-929-0019

32

4

100

75

110

50

The Library Restaurant, libraryrestaurant.com 401 State Street, Portsmouth, NH 03801, 603-431-5202, 603-431-4678

N/A

2

25

N/A

85

30

Martel Roberge Function Center, mrfunctioncenter.com 551 Foundry Street, Rollinsford, NH 03869, 603-742-7814

N/A

3

375

650

350

N/A

The Music Hall, themusichall.org 28 Chestnut Street, Portsmouth, NH 03801, 603-766-2202, 603-766-1753

N/A

1

895

895

150

124895

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2019 MEETINGS & CONVENTION PLANNER Promote your restaurant, hotel, meeting rooms or production/event services directly to the area’s corporate and hospitality professionals in NH Business Review’s Meetings & Convention Planner. The guide is an informational resource containing helpful how-to articles, listings of meetings and conference facilities, plus much more.

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BA N Q U E T C E N T E R Henniker, NH • patspeak.com • 1.888.PATS PEAK BUSINESS SERVICES GUIDE 2019 101

MEETINGS & CONFERENCE FACILITIES No. of No. of Rooms Meeting Rms Newick’s Seafood Restaurant, newicks.com 431 Dover Point Road, Dover, NH 03820, 603-742-3205

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

N/A

1

200

N/A

125

N/A

8

8

25

25

25

25

One Liberty Lane, onelibertylane.com One Liberty Lane East, Hampton, NH 03842, 603-474-1776 , 603-758-1084

N/A

6

N/A

N/A

100

N/A

Pease Golf Course, peasegolf.com 200 Grafton Drive, Portsmouth, NH 03801, 603-433-1331, 603-427-0433

N/A

2

150

75

150

50

Piscataqua by the Gundalow Company, gundalow.org 60 Marcy Street, Portsmouth, NH 03801, 603-433-9505

N/A

1

46

N/A

46

27

Portsmouth Country Club, portsmouthcc.net 80 Country Club Lane, Greenland, NH 03840, 603-436-9791, 603-433-3236

N/A

1

150

180

170

N/A

Portsmouth Courtyard by Marriott, marriott.com/hotels/travel/psmcy-courtyard-portsmouth/ 1000 Market Street, Portsmouth, NH 03801, 603-436-2121, 603-430-7666

133

2

100

100

80

60

Portsmouth Gas Light Co., portsmouthgaslight.com 64 Market Street, Portsmouth, NH 03801, 603-430-9122

N/A

1

200

N/A

85

N/A

Portsmouth Harbor Events and Conference Center, portsmouthharborevents.com 100 Deer Street at 22 Portwalk Place, Portsmouth, NH 03801, 603-422-6114

N/A

6

300

300

300

300

Quality Inn Portsmouth, qualityinnportsmouth.com 1190 Lafayette Road (Route One), Portsmouth, NH 03801, 603-433-3338, 603-431-1639

121

1

53

53

42

34

Redhook Ale Brewery, redhook.com 1 Redhook Way, Portsmouth, NH 03801, 603-501-3237, 603-430-6011

N/A

2

180

250

180

150

Residence Inn Portsmouth Downtown Waterfront, marriott.com 100 Deer Street, Portsmouth, NH 03801, 603-422-9200, 603-422-9201

128

1

40

50

40

24

The River House Restaurant, riverhouse53bow.com 53 Bow Street, Portsmouth, NH 03801, 603-431-2600

N/A

1

50

N/A

N/A

N/A

Rochester Country Club, rochestercc.com 94 Church Street, Rochester, NH 03839, 603-332-0985

N/A

2

120

N/A

180

N/A

Rudi’s Portsmouth, rudisportsmouth.com 20 High Street, Portsmouth, NH 03801, 603-430-7834

4

2

65

35

50

35

Seacoast Science Center, seacoastsciencecenter.org Route 1A, Odiorne Point State Park, 570 Ocean Blvd., Rye, NH 03870, 603-436-8043, 603-433-2235

N/A

3

200

100

200

100

Seashell Oceanfront Pavilion at Hampton Beach State Park, nhstateparks.org/explore/ outings-events-in-the-park/oceanfront-pavilion.aspx 160 Ocean Boulevard, Hampton, NH 03842, 603-227-8717, 603-926-6073

N/A

2

160

160

101

N/A

Sheraton Portsmouth Harborside Hotel , sheratonportsmouth.com 250 Market Street, Portsmouth, NH 03801, 603-431-2300, 603-431-7805

180

15

250

350

300

150

Strawbery Banke, strawberybanke.org 17 Hancock Street, Portsmouth, NH 03801, 603-422-7502

N/A

2

85

100

85

50

Three Chimneys Inn, threechimneysinn.com 17 Newmarket Road, Durham, NH 03824, 603-868-7800, 603-868-5011

23

3

140

120

140

100

3,500

50

7,500

688

1,000

300

7

3

N/A

200

150

150

Wentworth By The Sea Country Club, wentworthbytheseacc.com 60 Wentworth Road, Rye, NH 03870, 603-433-3050, 603-431-4788

N/A

4

N/A

350

250

150

Wentworth by the Sea Hotel & Spa - Marriott Hotel & Spa, wentworth.com 588 Wentworth Road, New Castle, NH 03854, 603-422-7322, 603-422-7329

161

9

300

376

280

204

Whittemore Center Arena, campusrec.unh.edu/whittemore-center-arena 128 Main Street, Durham, NH 03824, 603-862-1379, 603-862-4801

N/A

2

6,500

6,500

1,000

150

oHIVE, ohive.com 155 Fleet Street, Portsmouth, NH 03801, 603-766-1900, 603-766-1901

University of New Hampshire, Conferences & Catering, unh.edu/conferences-catering Stillings Hall, 20 Ballard Street, Durham, NH 03824, 603-862-1900, 603-862-0245 The Victoria Inn Bed & Breakfast and Pavilion, thevictoriainn.com 430 High Street, Hampton, NH 03842, 603-929-1437

102 BUSINESS SERVICES GUIDE 2019

No. of No. of Rooms Meeting Rms

WHITE MOUNTAIN REGION

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

Attitash Grand Summit Hotel, attitash.com/grandsummit.html Route 302, PO Box 429, Bartlett, NH 03812, 603-374-1900, 603-374-3040

143

14

500

600

400

300

Attitash Mountain Village Resort, attitashmtvillage.com 1 River Run Drive, PO Box 358, Bartlett, NH 03812, 603-374-6500 , 603-374-5208

400

2

50

75

N/A

80

Best Western - Silver Fox Inn, silverfoxinn.com 70 Packard’s Road, Waterville Valley, NH 03215, 603-236-3699, 603-236-4128

32

3

50

50

50

40

The Buttonwood Inn, buttonwoodinn.com 64 Mt. Surprise Road, PO Box 1817, North Conway, NH 03860, 603-356-2625, 603-356-3140

10

3

30

25

25

25

Cabot Inn & Suites, cabotinnandsuites.com 200 Portland Street, Lancaster, NH 03584, 603-788-3346, 603-788-2732

75

2

N/A

300

300

150

Christmas Farm Inn & Spa, christmasfarminn.com 3 Blitzen Way, Black Mountain Road, PO Box 828, Jackson, NH 03846, 603-383-4313, 603-383-6495

41

1

60

100

85

60

Days Inn, daysinnnh.com 557 U.S. Route 3, Lincoln, NH 03251, 603-745-8118, 603-238-2410

73

2

1,000

N/A

140

75-100

Days Inn Campton, daysinncampton.com 1513 US Route 3, Campton, NH 03223, 603-536-3520, 603-536-8114

100

1

175

N/A

N/A

N/A

Eagle Mountain House and Golf Club, eaglemt.com 179 Carter Notch Road, PO Box 804, Jackson, NH 03846, 603-383-9111, 603-383-0854

96

3

200

275

150

200

Eastern Slope Inn Resort, easternslopeinn.com 2760 White Mtn. Highway, PO Box 359, North Conway, NH 03860, 603-356-6321, 603-356-8732

250

1

50

50

40

40

Four Seasons Motor Inn, 4seasonsmotorinn.com Route 3, PO Box 432, Twin Mountain, NH 03595, 603-846-5708

23

1

50

N/A

N/A

N/A

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TheMusicHall.org BUSINESS SERVICES GUIDE 2019 103

MEETINGS & CONFERENCE FACILITIES No. of No. of Rooms Meeting Rms

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

Green Granite Inn, greengranite.com 1515 White Mountain Highway, PO Box 3127, No. Conway, NH 03860, 603-356-6901, 603-356-6003

91

1

65

65

60

50

Highland Center Lodge at Crawford Notch, outdoors.org Route 302, Bretton Woods, NH 03575, 603-278-4453, 603-278-4434

34

6

100

125

108

60

Horse & Hound Inn, horseandhoundnh.com 205 Wells Road, Franconia, NH 03580, 603-823-5501

9

3

50

N/A

50

50

Indian Head Resort, indianheadresort.com 664 US Route 3, Lincoln, NH 03251, 603-745-8000, 603-745-8414

98

2

200

200

160

100

InnSeason Resorts Pollard Brook, innseason.com 33 Brookline Road, Lincoln, NH 03251, 603-745-9900, 603-745-8233

133

3

60

120

60

60

Jack O’Lantern Resort, jackolanternresort.com 1668 Daniel Webster Highway, PO Box A, Woodstock, NH 03293, 603-745-8121, 603-745-8197

93

2

95

N/A

95

95

Joe Dodge Lodge at Pinkham Notch, outdoors.org/lodging/whitemountains/pinkham/ 361 Route 16, PO Box 298, Gorham, NH 03581, 603-466-2725, 603-466-3871

28

6

55

N/A

120

10

Mountain Club on Loon Resort & Spa, mtnclub.com 90 Loon Mountain Road, Lincoln, NH 03251, 603-745-2244, 603-745-2317

234

9

250

250

170

150

Mountain View Grand Resort & Spa, mountainviewgrand.com 101 Mountain View Road, Whitefield, NH 03598, 603-837-0030, 603-837-8884

141

11

280

280

300

170

North Conway Grand Hotel, northconwaygrand.com 72 Common Court, PO Box 3189, North Conway, NH 03860, 603-356-9300, 603-356-6028

200

17

500

550

425

250

Omni Mount Washington Resort, omnihotels.com/mountwashington 310 Mt. Washington Hotel Road, Bretton Woods, NH 03575, 603-278-1000, 603-278-8828

335

23

1,000

600

400

275

Purity Spring Resort, purityspring.com 1251 Eaton Road, Rte. 153, East Madison, NH 03849, 603-367-8896, 603-367-8664

49

5

300

300

200

N/A

Residence Inn by Marriott North Conway, northconwayresidenceinn.com 1801 White Mountain Highway, PO Box 10, North Conway, NH 03860, 603-356-3024, 603-356-3025

108

1

30

30

30

30

Royalty Inn, royaltyinn.com 130 Main Street, Gorham, NH 03581, 603-466-3312

88

2

45

45

N/A

30

Snowy Owl Inn & Resort, snowyowlinn.com 41 Village Road, PO Box 407, Waterville Valley, NH 03215, 603-236-8383, 603-236-4890

85

3

100

N/A

N/A

N/A

Storybook Inn & Suites, storybookinnandsuites.com Glen Junction, Rtes. 16 & US 302, Glen, NH 03838, 603-383-6800, 603-383-4678

76

1

50

50

75

50

The Inn at Thorn Hill & Spa, innatthornhill.com 40 Thorn Hill Road, Jackson, NH 03846, 603-383-4242, 603-383-8062

25

3

50

50

50

25

Town & Country Inn and Resort, townandcountryinn.com US Route 2, PO Box 220, Gorham, NH 03581, 603-466-3315, 603-466-3316

155

4

300

300

400

150

The Valley Inn, valleyinn.com 17 Tecumseh Road, PO Box 1, Waterville Valley, NH 03215, 603-236-8425, 603-236-8429

43

2

50

50

50

30

Waterville Valley Conference & Event Center, waterville.com 1 Ski Area Road, PO Box 540, Waterville Valley, NH 03215, 1-800-468-2553, 603-236-4344

384

17

550

550

410

250

The Wentworth Inn, thewentworth.com 1 Carter Notch Road, PO Box 812, Jackson, NH 03846, 603-383-9700, 603-383-4265

61

2

200

50

200

80

The White Mountain Hotel & Resort, whitemountainhotel.com 87 Fairway Drive, PO Box 1828, North Conway, NH 03860, 603-356-7100

80

6

125

125

100

75

Woodstock Inn, Station & Brewery, woodstockinnnh.com 135 Main Street, PO Box 118, No. Woodstock, NH 03262, 603-745-3951

40

2

170

250

170

170

Source: NHBR Survey

104 BUSINESS SERVICES GUIDE 2019

“You have a special place in my heart and you always make me feel as if I have one in yours.

Above all else, thank you for that.�

- Anne

There are moments in life that change everything. For Anne, it was finding a team of health experts who understands her history and care about her future. With locations throughout New Hampshire and Vermont, Dartmouth-Hitchcock offers accessible and compassionate care, so you can get back to your life moments.

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