2017 NH Business Review Business Services Guide

N H B u si n e ss R e vie w’ s B u s i n e s s S e r v i c e s G u i d e 2017

Business Services Guide 2017

Growing Your Business in New Hampshire $19.95 Vol. 38 No. 16

Sponsored by

A publication of

A WHOLLY OWNED SUBSIDIARY OF YANKEE PUBLISHING INC.

Volume 38, Number 16 President/Publisher

Sharron McCarthy

Editor

Jeff Feingold

Associate Editor

Liisa Rajala

Office Manager

Mista McDonnell

Production Manager

Jodie Hall

Graphic Designers

Robin Saling

Business and Sales Coordinator

Nancy Tichanuk Heather Rood

Group Advertising Sales Director

Kimberly Lencki

Sales Executives

Karen Bachelder

Cynthia Stone

Connie McCullion

Interns

Edith Allard

Sarah Rondeau

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

Welcome to the 2017 NH Business Review Business Services Guide For 21 years, NH Business Review’s Business Services Guide has provided readers with the kind of information that helps their businesses, no matter the stage of growth.

In fact, the Guide, which includes a substantial collection of facts and figures about Granite State companies and organizations as well as a wide range of helpful articles offering advice on essential topics for businesspeople, has long proven itself to be a valuable resource for New Hampshire businesspeople.

For 2017, our Business Services Guide sponsor is once again Comcast Business. We thank them for joining us in bringing you what remains a unique tool for anyone doing business in New Hampshire.

We also want 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.

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.

Jeff Feingold, Editor New Hampshire Business Review

(ISSN: 0164-8152)

BUSINESS SERVICES GUIDE 2017 1

Contents insights & Advice 4 10 ways to attract business investors 5 What’s in a registered trade name?

12 Getting to know the SCORE 14 Driving sales with inbound marketing 16 Can crowdfunding work for your business?

18 How to prepare your business loan application 22 Issuing a private placement 23 Fundraising concerns for late-stage startups 25 New Hampshire health care mergers and affiliations continue to accelerate 31 How do you select an IP attorney?

32 The nuts and bolts of establishing a Benefit Corporation 33 Single-owner businesses and LLC formation 34 Making dollars and sense in government contracting 35 SBA chief promotes startup assistance 36 NH companies are going global – and yours can too

64 Which social media platform best fits your business?

73 What to consider when buying a franchise 74 Building leaders at the chamber

42 Orchestrating your business expansion

78 Meeting the needs of today’s workforce

44 Five common business tenant mistakes

82 Avoiding difficult conversations can cost you

56 Secure connectivity in the age of the teleworker

87 Paying wages to foreign nationals

58 Business security in the mobility era

90 Small employers have access to stand-alone dental coverage

60 Tips for getting press coverage

Resources Who’s Who in State Government. . . . . . . . . . . . 6

NH regional planning commissions. . . . . . . . . . . . . . . . 41

Business associations and assistance. . . . . . . . . . . . . . . 8

Architectural Firms. . . . . . . . . 45

Banks & Lenders with sba loan guarantees. . . . . . . . 20 Top Law Firms . . . . . . . . . . . . . . . 26 Economic Development Agencies. . . . . . . . . . . . . . . . . . . . 39 Business incubators. . . . . . . . . 40

Engineering Firms. . . . . . . . . . . 49 Energy Suppliers . . . . . . . . . . . . 54 Energy Efficiency consultants. . . . . . . . . . . . . . . . . 55 Regional Young Professionals Networks. . . . . 59 Media Outlets. . . . . . . . . . . . . . . 61

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Marketing Services. . . . . . . . . . 65 Printers & print services. . . . . 70 Chambers of Commerce. . . . . . 76 College internship sources & fields. . . . . . . . . . . . . 80 Employment Services . . . . . . . . 83 Airports. . . . . . . . . . . . . . . . . . . . 89 Health Insurers . . . . . . . . . . . . . 91 Meeting & Conference Facilities. . . . . . . . . . . . . . . . . . . . 92

EMPLOYMENT AND WAGES

137,724,117

THIRD QUARTER 2014

CONSUMER PRICE INDEX

employees

U.S.*

Average weekly wage: $949

250

EMPLOYEES

BY COUNTY

BELKNAP CARROLL CHESHIRE

(NOT SEASONALLY ADJUSTED)

200

Northeast Urban Region U.S.

COOS GRAFTON

2016

2015

2014

2013

2012

2011

2010

2009

2008

2007

2006

2004

2005

2003

2002

MERRIMACK

2001

2000

$861

STRAFFORD SULLIVAN 150,000

200,000

$597

$769

$947

GRAFTON

$718

COOS

BELKNAP

AVERAGE WEEKLY WAGES $647

$1,014

$876

$742

Source: U.S. Bureau of Labor Statistics

*Not including Puerto Rico or the Virgin Islands

INDUSTRIES WITH MOST SMALL BUSINESS EMPLOYMENT

$918

SULLIVAN

100,000

STRAFFORD

Average weekly wage: $927

50,000

ROCKINGHAM

0

HILLSBOROUGH

employees

CHESHIRE

633,513

MERRIMACK ROCKINGHAM

CARROLL

NH

150

HILLSBOROUGH

HEALTH CARE & SOCIAL ASSISTANCE: 41,975 EMPLOYEES

92%

of NH adults have completed high school or higher education

ACCOMMODATION & FOOD SERVICES: 38,669 EMPLOYEES

34.4%

RETAIL TRADE: 33,777 EMPLOYEES

have completed a bachelor’s degree or higher

NH

$66k

USA

$54k

MEDIAN HOUSEHOLD INCOME (IN 2014 DOLLARS)

Source: U.S. Census Bureau, 2014 estimate

Source: U.S. Census Bureau, 2013 estimate

COMMUTING IN NH — WORKERS AGE 16+

27

1.4%

MINUTES

MEAN TRAVEL TIME TO WORK

OTHER

6%

WORKED AT HOME

2.6% 81.4% WALKED

DROVE ALONE

.07%

PUBLIC TRANSPORTATION

7.8%

CARPOOLED

Source: American Community Survey 1-Year Estimates, US Census Bureau, Sept-15. Prepared by: Economic & Labor Market Information Bureau, NHES BUSINESS SERVICES GUIDE 2017 3

10 ways to attract business investors There are a number of hurdles to clear before a business is ready to take the step

By Craig O. Allsopp

Recent financial data shows professional investors are once again putting money to work in private companies, but business owners interested in tapping this vein still must clear a number of hurdles to attract investors.

So to help business owners understand what it takes, here are 10 ways to add value and stand out from the crowd.

Audit your financials. Sloppy numbers sap value like a poorly tuned engine saps horsepower. You may find investors who will overlook holes in your financial reporting, but you won’t get top dollar. An audit shows a prospective buyer that you are serious about doing the little things right – which can be a powerful signal to send when you are in a negotiating process.

Fill gaps in your team. If you can’t be away for a week without checking in on routine problems, you need a stronger team.

This is especially true if the investors or buyers for your business include private equity groups who almost always are looking for a deep bench when they are recapitalizing a company.

Diversify your customer base. Many business owners are surprised to learn that customer concentration is a major knockout for sophisticated investors. When businesses derive 40 percent or 50 percent of their revenues from one or two customers, a red flag goes up for potential buyers who don’t want the risk of losing a major customer. A good rule of thumb: No one customer should represent more than 10 percent to 15 percent of your revenue.

Craig O. Allsopp is an investment banker with mergers and acquisitions firm Corporate Finance Associates.

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Create an exit plan. Sitting down with an investment banker and your other advisers to plan your exit will eliminate confusion during the business sale process. Fred Wainwright, a certified exit planner at Ledyard Bank in New Hampshire, urges business

owners not to wait for a life-changing event to force the planning process. “We like to see owners start meeting with their advisers two to three years before a planned transition.

That way the owner can act to fill the gaps so his business can become an A or even an A+ company.”

Solidify your contracts. Buyers will pay a premium for a business with customers under contract and/or recurring subscription-type revenues. This is one of the reasons companies with service contracts are so popular with investors today.

Build the product pipeline. Consider launching new products or entering new markets to show growth potential. The research you do as part of this effort will also help answer two of the big investor questions: (1) “How big is the market?” and (2) “How can you get more share?” Confident answers make it hard for buyers to walk away.

Get a realistic valuation. Your company will not trade at the same multiple as IBM, but it may be worth more (or less) than you think. Buyers will be armed with this information -- to negotiate properly you should be too. Your investment banker can provide you with a general range of value by providing recent transaction information. But to truly get a handle based on your actual performance, you should consider a market assessment by a skilled professional or, in certain cases, a formal valuation by a certified appraiser.

Make an acquisition. Buying another company is a big undertaking, but often is

What’s in a registered trade name?

the fastest way to growth and leads to a more attractive exit upon successful integration. “There is certainly no playbook,” says Glenn Fishler, who embarked on an acquisition strategy after 23 years of building his environmental services company one customer at a time. “If you’ve never made an acquisition before, and you don’t have people inside the company to guide you, you’ve got to find all the help you can get.”

Put your records in order. The better organized you are, the easier it will be to attract investors or sell your company and the less disruptive you will find the due-diligence process. Time will start to speed up the day you accept a letter of intent from a prospective buyer. You will be asked for information about your company, your corporate structure, your stockholders, your employees, your customers and your legal affairs. Organizing these records beforehand will help keep the deal on track and, perhaps more important, reaffirm for the investor that he is making the right deal.

Protect your IP. In our knowledgebased economy, intellectual property is more valuable today than ever. To support your business model, catalog your training processes, document your software, trademark your products, copyright your website and keep close tabs on your customer list. These are valuable assets and you want to make sure you get fairly paid for them.

Understand the process before choosing your company’s moniker

By Greg Cadrette

LLC

So you’ve just picked up your business cards, letterhead and arranged for signage for your business. Next, you or your attorney attempt to file corporation or LLC documents at the New Hampshire Secretary of State’s office in Concord only to find out the name is not available for use.

It seems there are one or more companies with similar names blocking your entry into the business world. You may have even done a search on the Corporate Division website and didn’t find any similar names. But calling the state will only yield “preliminary” name approval.

What now? Actually, there are options. One is to appeal the decision on the name. The original name search is done by one of a handful of Corporate Division staff. If a business owner disagrees with the verdict, he or she can appeal to the department supervisor. If the department supervisor agrees with the original ruling, then an appeal can be made all the way to the top. A final appeal can be requested from the Secretary of State’s main office.

However, this appeal normally takes several days. The other option is to gain consent from the conflicting entity. In this case, an original signed letter from the principal owner or officer would have to accompany your filing.

New businesses should check the name and have several alternate names available before ordering business cards and opening shop. For example, the name “Concord Inc.” would have multiple conflicts. In fact, every currently registered name with the word “Concord” would prevent incorporation. However, adding one or more descriptive words to the original name is likely to yield an affirmative result (“Concord Search & Retrieval Inc.”). Generic words like Services, Group, Consulting or Solutions are usually not descriptive enough to allow the use of a name.

Once you find a name that works, you can file right away or reserve the name for 120 days for only $15. Reserving the name is recommended so that no one takes the name while documents are drafted, signed and sent in.

New Hampshire name registration does not guarantee any federal protection or trademark status. As always, it is best to consult an attorney on any legal matter.

Greg Cadrette is president of Concord Search & Retrieval Inc., a filing and document retrieval company.

BUSINESS SERVICES GUIDE 2017 5

WHo’s who in state government

Gov. Maggie Hassan

William Gardner

Jeffrey Rose

Carmen Lorentz

Christopher Way

Michael Bergeron

Gary Chabot

Benoit Lamontagne

Deborah Avery

Cindy Harrington

Liz Gray

Victoria Ciminio

Gov. Maggie Hassan 603-271-2121 governor.nh.gov William Gardner Secretary of State 603-271-3242 sos.nh.gov Jeffrey Rose Commissioner Department of Resources and Economic Development 603-271-2411 jeffrey.rose@dred.nh.gov Carmen Lorentz Director, Division of Economic Development 603-271-2341 Cell: 603-419-0382 carmen.lorentz@dred.nh.gov Christopher Way Deputy Director Division of Economic Development 603-271-2341 Cell: 603-419-9164 christopher.way@dred.nh.gov Michael Bergeron Business Development Manager Division of Economic Development 603-271-2591 Cell: 603-419-9163 michael.bergeron@dred.nh.gov Molly Kaylor Business Resource Specialist (Southwestern Region) Division of Economic Development 603-271-2591 mollie.kaylor@dred.nh.gov Benoit Lamontagne North Country Industrial Agent Coos, Grafton and Carroll counties Division of Economic Development

6 BUSINESS SERVICES GUIDE 2017

603-271-2591 benoit.lamontagne@dred.nh.gov

603-271-8444 tina.kasim@dred.nh.gov

Deborah Avery Business Resource Specialist Belknap, Merrimack and Cheshire counties Division of Economic Development 603-271-2591 deborah.avery@dred.nh.gov

Lorraine S. Merrill Commissioner Department of Agriculture, Markets & Food 603-271-3551 lorraine.merrill@agr.nh.gov

Mark Laliberte Business Resource Specialist (Seacoast Region) Division of Economic Development 603-271-2591 mark.laliberte@dred.nh.gov Cynthia Harrington Business Development Manager Division of Economic Development 603-271-2591 Cell: 603-419-9839 cynthia.harrington@dred.nh.gov Jack Donovan Executive Director Business Finance Authority 603-415-0191 jackd@nhbfa.com Liz Gray Director of Entrepreneurship Business Finance Authority 603-856-8863 lizg@nhbfa.com Victoria Cimino Director Office of Travel and Tourism Development 603-271-2665 victoria.cimino@dred.nh.gov Tina Kasim International Program Manager International Trade Resource Center

George Copadis Commissioner Department of Employment Security 603-228-4000 george.n.copadis@nhes.nh.gov Thomas Burack Commissioner Department of Environmental Services 603-271-2958 thomas.burack@des.nh.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 603-274-8989 environmentalleadership@des.nh.gov Roger Sevigny Commissioner Department of Insurance 603-274-2830 roger.sevigny@ins.nh.gov Alex Feldvebel Deputy Commissioner Department of Insurance 603-274-2736 alex.feldvebel@ins.nh.gov

Tina Kasim

George Copadis

Thomas Burack

Roger Sevigny

James Craig

John T. Beardmore

Taylor Caswell

Scott Kalicki

Susan B. Dunton

Anne Huot

Mark Huddleston

Mike Decelle

James Craig Commissioner Department of Labor 603-271-3699 jcraig@labor.state.nh.us

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

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

Kathryn Barger Deputy Commissioner Department of Labor 603-271-3176 kbarger@labor.state.nh.us

Will Arvelo President Great Bay Community College 603-427-7610 warvelo@ccsnh.edu

Dr. Mark Rubinstein President Granite State College 603-513-1307 gsc.president@granite.edu

John T. Beardmore Commissioner Department of Revenue Administration 603-230-5005 john.beardmore@dra.nh.gov

Scott Kalicki President Lakes Region Community College 603-524-3207 skalicki@ccsnh.edu

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

Sarah Blodgett Acting Executive Director Joint Board of Licensure and Certification 603-271-2219 sarah.blodgett@nh.gov

Susan Huard President Manchester Community College 603-206-8148 shuard@ccsnh.edu

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

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

Lucille Jordan President Nashua Community College 603-578-8900 ljordan@ccsnh.edu

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

Taylor Caswell Executive Director Community Development Finance Authority 603-226-2170 tcaswell@nhcdfa.org

Susan Dunton President NHTI-Concord’s Community College 603-271-6484 sdunton@ccsnh.edu

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

Alicia Harvey-Smith President River Valley Community College 603-542-7744 aharveysmith@ccsnh.edu

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

Matthew Wood President White Mountains Community College 603-752-1113 mwood@ccsnh.edu

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

BUSINESS SERVICES GUIDE 2017 7

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. Providing 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/how-we-help/ business/info@communityloanfund.org

8 BUSINESS SERVICES GUIDE 2017

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 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 NH. 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 NH 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 NH, 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 BUSINESS SERVICES GUIDE 2017 9

businesS ASSOCIATIONS and assistance A nonprofit aimed at strengthening the connection between New Hampshire farmers, businesses and consumers by developing a greater public understanding of 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 NH. 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 NH health care 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

10 BUSINESS SERVICES GUIDE 2017

demand for, NH-made products and services by utilizing the power of “New Hampshire’s Own” state brand identity program.

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 health care in NH 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 NH. We provide services and programs that maximize our members’ purchasing power. We are a strong voice for all trucking related issues within the state of NH. 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 35A South Main Street Concord, NH 03301 603-225-9748 retailnh.com/shop@retailnh.com Statewide organization of businesspeople promoting the success of the NH 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. It’s 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 NH lifestyle so that guests will better value the uniqueness of the NH 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, NH economic and labor market information and

education and training programs. Career centers around the state offer workshops for technical assistance on preparing resumes 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.

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 NH. 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 201 Paul Hall 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 busi-

nesses. Although the SBDC is not a lending agency, its counselors and staff can provide information on financial resources available in NH. It has several local business advising centers in convenient locations throughout the state.

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 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 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 2017 11

Getting to know the SCORE

By Ron Bourque

Formerly known as the Service Corps of Retired Executives, SCORE has six chapters in New Hampshire. The biggest, the Merrimack Valley chapter, services nearly 600 clients per year, seventy-five percent of which are thinking of starting a new business.

Ronald J. Bourque, a consultant and speaker from Windham, has had engagements throughout the United States, Europe and Asia. He can be reached at 603-898-1871 or RonBourque3@gmail.com.

12 BUSINESS SERVICES GUIDE 2017

Regardless of your industry or situation, experienced professionals can help Are you running a business, and things aren’t quite working out the way you’d like, and you’re not exactly sure what to do about it? Or perhaps you’re thinking of starting a business?

Wouldn’t it be nice to get some expert advice, but of course, who can afford it?

Believe it or not, such advice can be had for free. SCORE (formerly known as the Service Corps of Retired Executives) provides such services, and they are free. There are six chapters in New Hampshire. The biggest is the Merrimack Valley chapter, which services the central and southern parts of our state (Concord, Manchester, Nashua, etc.), and they see 500 to 600 clients per year.

Seventy-five percent of these are thinking of starting new businesses. The others are already in business.

The services are offered for free because the mentors and coaches volunteer their time. They’re retired and may not want to play golf every day.

In any case, the 65 mentors of the MV chapter provide a formidable knowledge base from which to draw.

Regardless of your industry or situation, they can probably provide you with someone who has done it before. In fact, they usually assign two mentors to each case, one with experience in the industry and the other has experience with the specific issues with which you are dealing.

You can probably imagine the administrative effort to sort all this out. Gene Calvano, a retired executive who built his own software company and sold it, has developed a tool that greatly helps them and their clients. It’s called COMPASS, and it’s a small business assessment tool available on their website at merrimackvalley.score.org/ node/4671970.

It helps clients to think of their businesses and their problems in an organized way. The information helps SCORE assign the best mentors to each situation, and it helps the mentors come up to speed on each assignment very quickly.

COMPASS is industry-specific and evaluates companies or would be companies in five key ar-

eas: general management; finance, marketing and sales; human resources; and operations. Relative scoring identifies potential strengths and weaknesses further enabling mentor selection.

Gene put me in touch with one of his clients, Mary Woods, CEO of WestBridge in Manchester, which provides “family-centered treatment for mental illness and substance use disorders.” They are a young business that is doing well, but these medical professionals don’t have a lot of business experience.

Mary and her staff completed the COMPASS assessment together. This helped them collaboratively surface the issues they wanted to address. It also enabled SCORE to select and send in the folks best suited to help them.

“They helped us see things. I’ve always said you get what you pay for, but in this case we’re getting an incredibly valuable resource and not paying for it. These folks have already proven themselves.

They give us real-world, not theoretical, advice.

You can’t get this stuff from a book. Their learned wisdom and experience is so practical,” Mary said.

“They’re helping us identify our strengths and weaknesses, especially with technology. They’re helping us get into electronic medical records and even a payroll system. There’s no negativity.

We’re so fortunate to have them; they’re solutionsoriented. They’re also helping us reorganize our management structure.”

Dave Wood, MV SCORE’s marketing committee co-chair, explains that COMPASS and the SCORE experience is an incredible opportunity to vet one’s business plan. Even if you have enough money to start your own business without venture capital or other financing, wouldn’t you want to make sure you have an absolutely sound business concept and plan before investing?

Dave says, “We help lots of people avoid losing lots of money. It’s one of the most valuable services we provide.”

Regardless of how smart or experienced we are, it’s almost always good to have another set of eyes look at what we’re doing and make suggestions.

Looking for a new way Stephanie McLaughlin of Savoir Faire marketing in Manchester knows there are plenty of local companies that are looking to get more out of their marketing dollars.

“A lot of the things people know and understand about marketing, those things are no longer working,” said McLaughlin. “You can no longer call people and expect they will answer their phone and no longer send an email and expect it will get through.”

“Now your website can literally be your best salesperson 24/7/365,” said McLaughlin. “It can develop leads and nurture them through the purchase process. You can no longer demand somebody physically come to you and ask those questions and get that information. If they can’t find it from you online, they’re going to get it from someone else.”

If done well, the results of inbound marketing can be compelling. McLaughlin said she increased one client’s business by $5 million, doubled the number of fans for another client’s social media page, and increased a client’s click-through rate on an email newsletter from 0.5 percent to 5 percent.

These concrete numbers come from

analytical software and are what many say are inbound marketing’s greatest asset. Hubspot has become a particularly popular choice. This rapidly growing Boston-based company opened a Portsmouth office in 2015 and raised $125 million in fresh capital at its 2014 initial public offering. Analytical tools are integrated into a company’s website and can show how many people are looking at your blog, social media pages, and, most importantly, who is signing up for newsletters or to get more information.

The virtue of patience Because inbound marketing is such a switch from traditional advertising, Flaherty said, when presenting the strategy, one should focus on outlining business goals and finding ways to achieve them using all the tools inbound marketing offers.

“People want to know, ‘Why should we have a blog?’ They think ‘it’s nice to have but how does it affect my bottom line?’” said Flaherty.

Another big hurdle for companies is producing the large amount of content needed to run a successful inbound marketing campaign.

Conway said it takes about a year to see results, which can seem terribly long to some clients.

“The Achilles heel to this kind of marketing is the quantity of this kind of content that needs to be written,” he said. “If you’re not committed to writing a blog a week, or hiring someone to write a blog once a week, and handling the emails that go out and come in each week, then you’re going to fail.”

Producing quality content also requires that all employees, from the company president to the college intern, be willing to participate, said McLauglin.

“This must be a cultural thing. Everyone has to be onboard with doing it in some way,” said McLaughlin.

Having those in-house experts sit down with a writer for 45 minutes once every few months will eventually result in blog posts that show off the company’s expertise. You need that time spent to make sure the quality is there, she said.

Another asset of inbound marketing is the lasting power of the Internet. We all know that whatever goes online stays there forever. Same goes for all those blog posts popping up in Google searches, even years later.

“When you put information online, it’s always there and always generating leads for you,” said Conway.

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theMerrimack.com BUSINESS SERVICES GUIDE 2017 15

Can crowdfunding work for your business?

New sources of capital for a connected world

By Andrew Grosvenor

Always give some thought to how your business will raise capital (and who you will be raising it from).

Crowdfunding is a great option, but you should plan carefully to ensure regulatory compliance and a successful campaign.

Andrew Grosvenor, an associate with the law firm of Merritt & Merritt, can be reached at 603-658-7830 or agrosvenor@merrittmerritt.com.

16 BUSINESS SERVICES GUIDE 2017

Virtual reality is looking like one of the top tech trends this year. If you follow the industry (like I do) you may remember that Occulus Rift, the Facebook-owned leader in the VR field, got its start as one of the most successful Kickstarter campaigns of all time.

Occulus set a goal of $250,000, but raised nearly $2.5M and inspired countless entrepreneurs who took to Kickstarter hoping to raise their own millions from the masses.

A few years later, many Occulus contributors were surprised to learn that their dollars didn’t entitle them to much of anything.

When Oculus sold to Facebook for $2B, it’s earliest supporters got nothing because Kickstarter doesn’t deal in equity interests.

Kickstarter is a donation crowdfunding marketplace, but the crowdfunding landscape is varied and evolving. Now, small dollar investors are (finally) able to contribute to startup companies, but as you might expect, there are some strings attached.

Crowdfunding comes in three favors: • Donation • Debt • Equity Though all three involve raising small individual sums from large groups, the underlying mechanics can be quite different.

First, donation or “reward” crowdfunding is the Kickstarter model – businesses create a fundraising campaign and hope that the money starts flowing in. These dollars come in the form of donations from supporters, and the most successful campaigns may take advantage of quirky internet culture (such as the famous Potato Salad campaign). Donations are not tax-deductible for the recipient or for the donor, and donors receive no ownership interest in the company. Well-crafted campaigns set out rewards at different donor levels, kind of like NPR tote bags for the digital era.

For now, this area is nearly unregulated,

though the Federal Trade Commission has shown interest in pursuing fraudulent campaigns. Donation crowdfunding requires businesses to be savvy marketers, but returns may underwhelm because the public’s fascination with Kickstarter seems to be on the wane as disappointment stories surface more regularly.

Second, debt crowdfunding leverages the internet to aggregate small loans into meaningful capital. Other than the aggregation process, crowdfunded debt is pretty similar to a bank loan. Online portals handle the logistics of connecting borrowers and individual lenders. This may be a better source of funds for less glamorous business ideas because funders are looking for a lowrisk, stable return on their investment dollars rather than the techy glitz of Kickstarter.

Like most lending, debt crowdfunding is regulated, and businesses considering this option should consult legal counsel before raising capital.

Equity Crowdfunding – Uncertainty and Risk Remains Third up is the most interesting: equity crowdfunding. Equity crowdfunding opens up startup fundraising to the many, many potential investors who don’t qualify as “accredited investors” (which basically just means very rich). Under the 2012 JOBS Act, Congress directed the SEC to create a regulatory framework for equity crowdfunding, and after numerous false starts, Title III crowdfunding is available as of May 16, 2016.

Under Title III, a company may raise up to $1 million each year through a registered portal. This portal is tasked with vetting companies, tracking investments, and protecting investors. Because this market is so new, portals will likely be competing for marketshare during 2016. Non-accredited investors may invest up to $2,000 or 5 percent of their

income (whichever is greater) in Title III campaigns each year.

Investors should note that this is not the same as buying publicly traded stocks because there is no resale market for Title III securities and they can’t be resold within the first year.

Many states, including Vermont and Maine in 2014, have passed laws to allow non-accredited investors to invest in local companies via more limited intrastate offerings. New Hampshire does not yet have an intrastate crowdfunding system, though federal Title III crowdfunding may obviate the need for a new state law.

It will be interesting to see where equity crowdfunding goes now that the SEC’s regulations are here. Investor education could be a big roadblock compared to the simplicity of Kickstarter, but it may only take one big success story to light a fire under the market. Small investors may jump at the chance to own part of a company that they’re really excited about.

This is a rapidly evolving corner of the market, but if your business is looking for an exciting way to raise capital, and you don’t mind trailblazing a bit, equity crowdfunding may be right for you.

Service Credit Union is the perfect fit for your business.

Our global and in-state accessibility offers the convenience, expertise and value of a local institution with the strength and resources of a national bank. Service Credit Union is large enough to handle your most ambitious business objectives and perfectly positioned to support our members and their business growth.

• Long-term fixed-rate commercial mortgages • Equipment loans with fixed rates for up to 10 years • Full service SBA lender Speak with a dedicated Business Services Representative today at 603.422.8439.

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Two businesses, same building, same bank.

Upstairs is Chase Street Market, downstairs is Biederman’s Deli & Pub. Running between their two businesses in Plymouth’s historic Rollins Building requires an adept balancing act. The Biedermans knew they wanted a bank with the same commitment to high quality and personal service that they offer their customers. They found what they were looking for and MVSB quickly became another local favorite.

To meet with any of our experienced business bankers, call 800.922.6872, or visit one of our local offices. More information at mvsb.com.

The Biederman family – Scott & Patti (far right) and Bryan (far left) with MVSB Plymouth emplyoyees Kelly Beebee and Nancy Mardin inside the Deli.

2016MVS104_Biederman_NHBR_2017_Bus_Services_Guide_7x4_875_j1.indd 1

A NH MUTUAL BANCORP COMPANY

10:42 AM BUSINESS SERVICES4/21/16 GUIDE 2017 17

How to prepare your business loan application PRovided by THE U.S. SBA

The SBA is not your only source for small business loans. State and local economic development agencies as well as numerous nonprofit organizations provide lowinterest loans to small business owners who may not qualify for traditional commercial loans. This page will help to ensure that you are prepared when you decide to apply for a small business loan.

Documentation needed for small business loan applications While every loan program has specific forms you need to fill out and documents you need to submit, you will likely need to submit much of the same information for different loan packages. Before you start applying for loans, you should get some basic documentation together.

The following are typical items that will be required for any small business loan application: Personal Background: Either as part of the loan application or as a separate document, you will probably be asked to provide some personal background information, including previous addresses, names used, criminal record, educational background, etc.

Resumes: Some lenders require evidence of management or business experience, particularly for loans that are intended to be used to start a new business.

Business Plan: All loan programs require a sound business plan to be submitted with the loan application. The business plan should include a complete set of projected financial statements, including profit and loss, cash flow and a balance sheet.

Personal Credit Report: Your lender will obtain your personal credit report as part of the application process. However, you should obtain a credit report from all three major consumer credit rating agencies before submitting a loan application to the lender.

Inaccuracies and blemishes on your credit report can hurt your chances of getting a loan approved. It’s critical you try to clear these up before beginning the application process.

Business Credit Report: If you are already in business, you should be prepared to submit a credit report for your business.

As with the personal credit report, it is important to review your business’ credit report before beginning the application process.

Income Tax Returns: Most loan programs require applicants to submit personal and business income tax returns for the previous 3 years.

Financial Statements: Many loan programs require owners with more than a 20 percent stake in your business to submit signed personal financial statements. You may also be required to provide projected financial statements either as part of, or separate from, your business plan. It is a good idea to have these prepared and ready in case a program for which you are applying requires these documents to be submitted individually.

SBA LOANS GRANTED TO NH BUSINESSES There are two loan types granted by the SBA – 7(a), the general multi-purpose program, and 504, which is for fixed asset acquisition.

504

7(a)

75

$73.6m

$69.5m

50 25

$33.1m

0

18 BUSINESS SERVICES GUIDE 2017

FY 2014

$37.7m

$37.8m

FY 2015

$19.4m FY 2016

(THRU APRIL)

Your business is our business!

Building, buying, expanding?

Bank Statements: Many loan programs require one year of personal and business bank statements to be submitted as part of a loan package.

Collateral: Collateral requirements vary greatly. Some loan programs do not require collateral. Loans involving higher risk factors for default require substantial collateral. Strong business plans and financial statements can help you avoid putting up collateral. In any case, it is a good idea to prepare a collateral document that describes cost/value of personal or business property that will be used to secure a loan.

Legal Documents: Depending on a loan’s specific requirements, your lender may require you to submit one or more legal documents. Make sure you have the following items in order, if applicable: Business licenses and registrations required FOR YOU to conduct business • Articles of Incorporation • Copies of contracts you have with any third parties • Franchise agreements • Commercial leases

The right loan and the right lender will help your business succeed.

We’re here to help.

Call Donna today at 603.888.5284.

Donna Upson Vice President, Commercial Lending Officer

125 East Dunstable Road, Nashua 03062 Each depositor is insured by the FDIC to at least $250,000. All deposits above the FDIC insurance amount are insured by the Depositors Insurance Fund (DIF).

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Questions your lender will ask you Forms vary by program and lending institution, but they all ask for the same information. You should be prepared to answer the following questions. It’s a good idea to have this information prepared before you fill out the application: • Why are you applying for this loan?

• How will the loan proceeds be used?

• What assets need to be purchased, and who are your suppliers?

• What other business debt do you have, and who are your creditors?

• Who are the members of your management team?

Call 603-225-1400 or email NewHampshire_DO@sba.gov to reach the New Hampshire SBA District Office. More information, including a full staff directory, is available at sba.gov/nh.

BUSINESS SERVICES GUIDE 2017 19

BANKS & LENDERS with SBA Loan Guarantee Agreements

*

Accion East 10 Fawcett Street, Suite 204 Cambridge, MA 02138 617-616-1598 accioneast.org 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 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 Citizens Bank 875 Elm Street Manchester, NH 03101 603-634-7655 citizensbank.com Claremont Savings Bank 145 Broad Street Claremont, NH 03743

603-542-7711 claremontsavings.com Community Guaranty Savings Bank 28 South Main Street Plymouth, NH 03264 603-536-0001 cgsb.com Digital Federal Credit Union 379 Amherst Street Nashua, NH 03063 800-328-8797 dcu.org Eastern Bank 1 Atwood Lane Bedford, NH 03110 603-647-4446 easternbank.com Enterprise Bank & Trust Company 130 Main Street Salem, NH 03079 877-671-2265 enterprisebanking.com 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 franklinsavings.com GFA Federal Credit Union 229 Parker Street Gardner, MA 01440 978-632-2542 gfafcu.com

Granite Bank 132 Main Street Colebrook, NH 03576 603-237-5551 granitebank.com Granite State Credit Union 1415 Elm Street Manchester, NH 03108 603-668-2221 gscu.org Kennebunk Savings Bank 111 Maplewood Avenue Portsmouth, NH 03801 603-766-6455 kennebunksavings.com Lake Sunapee Savings Bank 9 Main Street Newport, NH 03773 603-863-5772 lakesunbank.com Ledyard National Bank 67 Main Street West Lebanon, NH 03784 603-298-9444 ledyardbank.com Lowell Five Cent Savings Bank 125 East Dunstable Road Nashua, NH03062 603-888-5310 lowellfive.com Mascoma Savings Bank 67 North Park Street Lebanon, NH 03766 603-448-3650 mascomabank.com Members First Credit Union 44 Bridge Street Manchester, NH 03101

603-622-8781 membersfirstnh.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 Northeast Bank 200 Berkeley Street Boston, MA 02117 800-284-5989 northeastbank.com Northeast Credit Union 100 Borthwick Avenue Portsmouth, NH 03802 603-422-9915 necu.org 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

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Passumpsic Savings Bank 117 Main Street Lancast, NH 03584 603-788-4715 passumpsicbank.com Pentucket Bank 234 North Broadway, Rte 28 Salem, NH 03841 603-893-3588 pentucketbank.com

Peoples United Bank 779 South Main Street Manchester, NH 03102 603-621-5846 peoples.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

Wells Fargo Bank, NA 1455 West Lake Street, Suite 306 Minneapolis, MN 55408 612-667-2753 wellsfargo.com

Primary Bank 207 Route 101 Bedford, NH 03110 603-310-7200 primarybanknh.com

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

Sugar River Bank 10 North Main Street Newport, NH 03773 603-863-3000 sugarriverbank.com

Woodsville Guaranty Savings Bank 63 Central Street Woodsville, NH 03785 603-747-2735 theguarantybank.com

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

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

TD Bank 333 State Street Portsmouth, NH 03801 603-433-2880 tdbank.com

The Provident Bank 95 Portsmouth Avenue Exeter, NH 03833 603-760-1510 theprovidentbank.com

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

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

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

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

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

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BUSINESS SERVICES GUIDE 2017 21

Issuing a private placement

By Julie Morse

Despite its intentions, Regulation A+ will most likely be utilized by larger, later-stage companies or earlystage companies with significant financial backing. Most earlystage companies will find Rule 506 of Regulation D to provide the most efficient path to raising capital through private placement.

Julie Morse, an attorney in the Corporate Department of McLane Law Firm, can be reached at 603-628-1441 or Julie.morse@ mclane.com.

22 BUSINESS SERVICES GUIDE 2017

The Securities and Exchange Commission seeks to ease the burden of Securities Act registration for small public offerings with rule amendments to Regulation A Issuing securities in private placements allows companies to avoid the significant time and expense of the federal registration process and often avoid state registration and qualification requirements.

The most commonly used federal exemptions for private placements are Section 4(a) (2) of the Securities Act, which provides a statutory exemption for “transactions by an issuer not involving any public offering,” and Regulation D, which describes some “safe harbors” for companies engaged in unregistered offerings.

But a newly enacted rule known as Regulation A+ also provides an interesting option for growing companies that require significant capital.

While the term “public offering” has never been formally defined, several factors have emerged from case law and SEC guidance on how to avoid involving a public offering: • Investors must be limited to those sophisticated enough not to need the information required in registered offerings to make an informed investment decision.

• The number of offerees and purchasers must be limited to decrease the risk that an offer or sale is made to an unsuitable investor.

• General solicitation or advertising of the offering is prohibited.

• The issuer must provide offerees and purchasers with information about the issuer and the securities being offered.

• Investors are required to buy the securities for their own account, without a view to immediately resell or distribute to others.

• The offering, when viewed together with the issuer’s other similar offerings made closely in time, cannot be part of the same financing plan.

But these factors do not provide definitive

guidance on how to conduct private placements that qualify for the Section 4(a)(2) exemption.

To provide greater certainty, the SEC adopted Regulation D, Rule 506. Rule 506(b) allows the issuer to offer securities for sale to an unlimited number of “accredited investors” – i.e., potential investors who meet specific net worth or income criteria – but to only 35 potential non-accredited investors.

Any non-accredited investors must possess sufficient knowledge and experience that they can evaluate the risks and merits of the offered investment, and the issuer must provide them with significant, specified disclosures about the company and the offering. Rule 506(b) prohibits general solicitation and advertising.

Newly enacted Rule 506(c) allows the issuer to offer securities for sale to an unlimited number of accredited investors, and permits the use of general solicitation, as long as the issuer takes reasonable steps to verify that each purchaser is an accredited investor. No non-accredited investors can invest in a Rule 506(c) offering.

Securities offered under Rule 506 qualify as “covered securities” under the Securities Act and therefore enjoy a blanket exemption from the registration requirements of state securities laws. However, state regulators are permitted to require issuers to make notice filings and to pay filing fees with respect to covered securities.

Regulation A The SEC has authority to exempt transactions from registration if it finds that enforcement is not necessary to protect the public interest because of the limited size or character of the offering. Using this authority, the SEC enacted Regulation A, which allows issuers to raise up to $5 million in a private placement.

Fundraising concerns for late-stage startups

By Matthew D. Whitehead

In an effort to make capital more accessible to small businesses, the SEC recently implemented Regulation A+, which took effect on June 19.

It permits issuers to publicly advertise their offerings and, with certain restrictions, to “test the waters” by advertising and gauging investor interest ahead of the preparation of formal offering documents. Additionally, Tier 2 offerings (up to $50 million in a 12-month period) are exempt from state registration and qualification requirements and, subject to certain limitations, permit issuers to raise capital from non-accredited investors.

Reg A+ requires preparation of a formal offering circular containing specified disclosures about the company and the offering similar to a registration statement filed by a public company.

Companies conducting Tier 2 offerings also are required to prepare audited financial statements and to file annual, semiannual and current event reports with the SEC. Despite its intentions, it is unlikely that Reg A+ will be the best option for most early-stage companies seeking to raise capital in New Hampshire.

It will likely be most useful to larger, later-stage companies or early-stage companies that have attracted significant financial backing and can shoulder its onerous requirements.

For most, if not all, early-stage companies in New Hampshire, Rule 506 of Regulation D is going to continue to provide the most efficient, cost-effective and workable path to raising capital through a private placement.

In its earliest stages of development, a startup company typically relies on funding from its founders, along with friends and family willing to contribute to the emerging business venture. As the startup grows, it will usually require additional funding and accordingly seeks larger investments through a seed financing round with angel investors or startup incubator programs – often through convertible note or simple agreement for future equity (SAFE) debt financing arrangements.

As the emerging company continues to scale its business, it will often need substantially more capital than the amount raised during any seed rounds. At this point, it may seek funding from venture capital funds and other institutional investors through a Series A preferred stock financing round.

Generally structured as a preferred stock offering, the company’s Series A equity offering will provide investors with certain preferential rights.

These rights are representative of those commonly extended to preferred stockholders and are not intended to be an exhaustive list of such rights: 1. Liquidation preferences: In the event of a liquidation event, such as a merger or sale of the company, investors with a liquidation preference have the right to receive a return of their capital (or a multiple thereof) before the company distributes any return to holders of common stock.

2. Dividend preferences: Dividends are distributed to preferred stockholders before being issued to holders of common stock.

3. Board seat: In certain cases, preferred stockholders may have the right to a board seat in order to influence and assist the further development of the company.

4. Anti-dilution protection: Preferred stockholders will nearly always seek anti-dilution protection to guard against their shares being diluted by the subsequent sale of shares of stock at a price per share less than the price they paid during the Series A round.

5. Right of first offer: Preferred stockholders often try to negotiate a right of first offer to invest in later rounds to maintain or increase their stake in the company during various rounds of financing.

Regardless of the rights conferred to investors through the Series A preferred stock offering, it is critical that the startup not lose sight of the big picture and continue to keep its business and corporate house in order.

Perhaps most important for the company is that it properly value itself at the outset of the fundraising process.

A valuation too high can stymie fundraising efforts, while a valuation too low will dilute the equity of founders, employees and early stage investors.

Compliance with federal and state securities laws is an equally important consideration that should always be on the company’s radar during any debt or equity offerings, whether at the Series A financing round or otherwise. Raising capital at the Series A stage implicates a host of other legal considerations, including compliance with corporate formalities, upkeep of corporate governance documents and careful maintenance of the company’s capitalization table.

Matthew D. Whitehead, an associate at Posternak Blankstein & Lund, can be reached at mwhitehead@pbl.com.

BUSINESS SERVICES GUIDE 2017 23

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A c l o se r l o o k

New Hampshire health care mergers and affiliations continue to accelerate

By Robert L. Best

Hospitals, insurers and other health care providers in New Hampshire are seeking new mergers, joint ventures, formal and informal relationships and affiliations in 2016, and will likely continue to do so for the foreseeable future. The latest round of merger mania is driven by pressure on the industry to deliver health care in a meaningfully different way. Primarily, consumers and policy makers want health care to be less expensive without losing sight of measurable quality and good accessibility. The push for lower costs leads to innovation in the way the health care system itself is organized.

The old model (the one we’re still using) has hospitals, nursing homes, physicians, pharmacies, labs, imaging centers, surgery centers and other providers working independently or in some combination with each other, alongside government payers and insurance companies that collect premiums, process payments and try to influence utilization in a beneficial way. All of these separate entities, specialties and niches each have its own mission to provide for a limited segment of what consumers want and need from the health care system. Patched together, the amalgam of providers makes up the “system,” which some say doesn’t really act like a coordinated system at all.

Joint ventures, mergers and other arrangements between providers are most often intended to re-align the

interests of the individual providers with the consumer and public policy goals for a less costly, more efficient, high quality, accessible – and above all else, coordinated – health care system. For example, an accountable care organization, or ACO, combines the functions of providers and insurers in order to take on the larger objective of improving population health by coordinating all of the care a patient needs.

Horizontal mergers and affiliations (between like organizations) help to create more efficient and coordinated organizations that can reduce administrative costs, and share limited clinical resources and expertise across two or more hospitals or providers.

Although mergers and acquisitions are intended to help bring about lower health care costs in a more coordinated way, the

arrangements are not without risk. Formal ties between organizations can change the leadership, mission, priorities, and reduce local control. Some arrangements have the potential to create monopolies or uncompetitive markets. At times, combining the different culture, mission and ethical doctrines of two organizations is not as easy in practice as it may be in theory, leading to a “bad marriage” between organizations. Overarching all of that, the investment in the transaction, the cost of failure and the cost to undo a bad merger can be more than a struggling organization can withstand.

For these reasons, many health care mergers and arrangements require regulatory approval before they can proceed. The Federal Trade Commission, the U.S. Department of Justice and the state Attorney General’s Office review larger transactions to guard against anti-competitive, monopolistic behavior, and can block a transaction. Nonprofit organizations often require review and approval by the Attorney General’s Office, Director of Charitable Trusts after a public process. In addition, transactions often involve various state health care or insurance licensing agencies that will regulate the business that results from the transaction. In one way or another, each of the regulatory agencies serves the public and consumer’s interest in guarding against a harmful merger or affiliation.

For more information on health care mergers and transactions, please contact our Health Care Practice Group at 603-224-2341.

Robert L. Best is a member of Sulloway & Hollis, and co-chair of the firm’s Health Care Practice Group. He advises hospitals, physicians, health care providers, businesses and professional groups regarding health law matters such as formation, governance, contracts, compliance, mergers and acquisitions.

BUSINESS SERVICES GUIDE 2017 25

TOP LAW FIRMS IN NEW HAMPSHIRE IN 2015 Backus, Meyer & Branch PO Box 516 116 Lowell Street Manchester, NH 03105 603-668-7272 603-668-0730 backusmeyer.com Appellate Practice Civil Rights Law Employment Law - Individuals First Amendment Law Baroff PA 10 Commerce Park North, Suite 13B Bedford, NH 03110 603-647-4200 603-647-4664 baroffpa.com Commercial Finance Law Real Estate Law Barradale, O’Connell, Newkirk & Dwyer Three Executive Park Drive, Suite 12 Bedford, NH 03110 603-644-0275 603-606-4258 bondpa.com Trusts and Estates Litigation Tax Law Bernard & Merrill 814 Elm Street, Suite 407 Manchester, NH 03101 603-622-8454/ 603-626-8490 bernard-merrill.com Workers’ Compensation Law – Employers Bernstein Shur Jefferson Mill Building, Suite 108 670 North Commercial Street PO Box 1120 Manchester, NH 03105 603-623-8700 603-623-7775 bernsteinshur.com Commercial Litigation Criminal Defense – White Collar Education Law Employee Benefits (ERISA) Law Employment Law – Management Labor Law – Management Labor Law - Union Legal Malpractice Law – Defendants Labor and Employment Litigation Municipal Litigation Real Estate Law Trade Secrets Law Bourque & Associates 835 Hanover Street, Suite 301 Manchester, NH 03104

26 BUSINESS SERVICES GUIDE 2017

603-623-5111 603-624-1432 nhpatlaw.com Copyright Law Intellectual Property Litigation Patent Litigation Patent Law Trademark Law Brennan, Caron, Lenehan & Iacopino 85 Brook Street Manchester, NH 03104 603-668-8300 603-668-1029 bclilaw.com Criminal Defense – White Collar Cleveland, Waters and Bass Two Capital Plaza PO Box 1137 Concord, NH 03302 603-224-7761 603-224-6457 cwbpa.com Bankruptcy and Creditor Debtor Rights / Insolvency and Reorganization Law Business Organizations (including LLCs and Partnerships) Closely Held Companies and Family Businesses Law Commercial Finance Law Commercial Transactions / UCC Law Corporate Law Employee Benefits (ERISA) Law Land Use and Zoning Law Bankruptcy Litigation Real Estate Litigation Real Estate Law Cook Little Rosenblatt & Manson 1000 Elm Street, Fourth Floor Manchester, NH 03101 603-621-7100/ 603-621-7111 clrm.com Banking and Finance Law Bet-the-Company Litigation Business Organizations (including LLCs and Partnerships) Closely Held Companies and Family Business Law Commercial Finance Law Commercial Litigation Copyright Law Corporate Law Employment Law – Management Leveraged Buyouts and Private Equity Law Banking and Finance Litigation Intellectual Property Litigation Labor and Employment Litigation Patent Litigation

Securities Litigation Mergers and Acquisitions Law Nonprofit/Charities Law Securities/Capital Markets Law Securitization and Structured Finance Law Tax Law Technology Law Trademark Law D’Amante Couser Pellerin & Associates Nine Triangle Park Drive PO Box 2650 Concord, NH 03302 603-224-6777 603-224-6696 damantelaw.com Construction Law Land Use and Zoning Law Construction Litigation Real Estate Litigation Real Estate Law Davis & Bujold 112 Pleasant Street Concord, NH 03301 603-226-7490 603-226-7499 davisandbujold.com Copyright Law Intellectual Property Litigation Patent Law Trademark Law Mark Dean 13 Samuel Drive Concord, NH 03301 603-230-9955 603-230-9669 mdeanlaw.net Energy Law Devine, Millimet & Branch 111 Amherst Street Manchester, NH 03101 603-669-1000 43 North Main Street Concord 03301 devinemillimet.com Administrative/Regulatory Law Appellate Practice Arbitration Banking and Finance Law Closely Held Companies and Family Businesses Law Commercial Finance Law Commercial Litigation Commercial Transactions / UCC Law Construction Law Copyright Law Employee Benefits (ERISA) Law Energy Law Energy Regulatory Law

Environmental Law Financial Services Regulation Law Health Care Law Insurance Law Land Use and Zoning Law Legal Malpractice Law – Defendants Construction Litigation First Amendment Litigation Health Care Litigation Insurance Litigation Intellectual Property Litigation Land Use and Zoning Litigation Mergers and Acquisitions Litigation Patent Litigation Real Estate Litigation Securities Litigation Medical Malpractice Law – Defendants Merger and Acquisitions Law Nonprofit/Charities Law Patent Law Product Liability Litigation – Defendants Professional Malpractice Law – Defendants Project Finance Law Public Finance Law Real Estate Law Tax Law Trademark Law Drummond Woodsum Pease International Tradeport 100 International Drive, Suite 340 Portsmouth, NH 03801 603-433-3317 603-433-5384 dwmlaw.com Education Law Employment Law - Management Immigration Law Labor Law – Management Municipal Litigation Gagliuso & Gagliuso Harris Pond Office Park 32 Daniel Webster Highway Suite 14 Merrimack, NH 03054 603-595-4500/ 603-595-8500 gagliuso.com Construction Law Construction Litigation First Amendment Litigation Gallagher, Callahan & Gartrell 214 North Main Street PO Box 1415 Concord, NH 03302 603-228-1181 603-224-7588

gcglaw.com Administrative/Regulatory Law Arbitration Banking and Finance Law Business Organizations (including LLCs and Partnerships) Commercial Litigation Commercial Transaactions/UCC Law Corporate Law Energy Law Financial Services Regulation Law Government Relations Practice Insurance Law Land Use and Zoning Law Construction Litigation Labor and Employment Litigation Land Use and Zoning Litigation Municipal Litigation Mediation Real Estate Law Tax Law William S. Gannon PLLC 889 Elm Street, Fourth Floor Manchester, NH 03101 603-621-0833 603-621-0830 wgannon.com Bankruptcy and Creditor-Debtor

Rights Law Litigation - Bankruptcy GoffWilson Two Capital Plaza, Suite 403 PO Box 347 Concord, NH 03302 603-228-1277 603-226-0791 goffwilson.com Immigration Law Gottesman & Hollis 39 East Pearl Street Nashua, NH 03060 603-889-5959 nh-lawyers.com Land Use and Zoning Law Litigation Land Use and Zoning Real Estate Law Green & Utter 764 Chestnut Street Manchester, NH 03104 603-669-8446 603-669-9330 green-utter.com Criminal Defense – White Collar Hage Hodes 1855 Elm Street

Manchester, NH 03104 603-668-2222 hagehodes.com Commercial Litigation Corporate Law Intellectual Property Litigation Patent Litigation Hall, Morse, Anderson & Spinella 14 Centre Street PO Box 2289 Concord, NH 03302 603-225-6655 603-228-5220 hallmorlaw.com Commercial Litigation Construction Law Hamblett & Kerrigan 146 Main Street Nashua, NH 03060 603-883-5501 603-880-0458 hamker.com Real Estate Law Hess Gehris Solutions 95 N State St. Concord, NH 03301

603-225-0477 603-227-0745 hessgehris.com Mediation Hinckley Allen 11 South Main Street, Suite 400 Concord, NH 03301 603-225-4334 603-224-8350 haslaw.com Corporate Law Health Care Law Land Use and Zoning Law Construction Litigation Land Use and Zoning Litigation Real Estate Litigation Real Estate 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

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1855 Elm Street Manchester, NH 03104 603-668-2222 www.hagehodes.com

BUSINESS SERVICES GUIDE 2017 27

TOP LAW FIRMS IN NEW HAMPSHIRE IN 2015 McDonald & Kanyuk 89 North State Street Concord, NH 03301 603-228-9900 603-228-2802 mckan.com Tax Law

Financial Services Regulation Law First Amendment Law Government Relations Practice Immigration Law Labor Law – Management Environmental Litigation Intellectual Property Litigation Labor and Employment Ligitation Land Use and Zoning Litigation Trusts and Estates Litigation Tax Litigation and Controversy Mergers and Acquisitions Law Nonprofit/Charities Law Real Estate Law Securities/Capital Markets Law Securities Regulation Tax Law Trademark Law

McLane Middleton City Hall Plaza 900 Elm Street Manchester 03101 603-625-6464 603-625-5650 mclane.com Administrative/Regulatory Law Appellate Law Arbitration Banking and Finance Law 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 Environmental Law

Molan, Milner & Krupski 1 Pillsbury Street, Suite 201 Concord, NH 03301 603-410-6011/ 603-410-6031 molanmilner.com Employment Law – Individuals Labor Law – Union

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Mulvey Professional Association 378 Islington Street Portsmouth, NH 03801 603-431-1333 newhampshireinjuryfirm.com Arbitration Mediation Nixon Peabody 900 Elm Street Manchester, NH 03101 603-628-4000 603-628-4040 nixonpeabody.com Appelate Practice Banking and Finance Law Bankruptcy and Creditor-Debtor Rights Law Civil Rights Law Commercial Litigation Corporate Law Food and Beverage Law Government Relations Law Insurance Law Banking and Finance Litigation Bankruptcy Litigation Health Care Litigation Mergers and Acquisition Litigation Securities Litigation

Mass Tort Litigation Mergers and Acquisitions Law Product Liability Litigation – Defendants Project Finance Law Nungesser & Hill PO Box 665 56 New Hampshire, Route 25 Meredith, NH 03253 603-279-8182 Real Estate Law Orr & Reno PO Box 3550 45 S. Main Street Concord, NH 03302-3550 603-224-2381 603-224-2318 orr-reno.com Administrative/Regulatory Law Appellate Practice Corporate Law Energy Law First Amendment Law Government Relations Practice Insurance Law First Amendment Litigation Real Estate Litigation Real Estate Law

We can’t predict your future, but we can help you prepare for it.

At Ambrogi Law Office located in Manchester, New Hampshire, we strive to provide our clients with top quality, personalized and compassionate service designed to meet their unique needs.

We offer assistance in areas including: Estate Planning Elder Law & Medicaid Consultation Probate & Trust Administration Small Business & Real Estate Consultation Call Attorney Sarah Ambrogi today at 603-782-3021 or email sarah@ambrogilawoffice.com for your complimentary consultation.

722 Pine Street, Manchester, New Hampshire www.ambrogilawoffice.com 28 BUSINESS SERVICES GUIDE 2017

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 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 Commercial Litigation Construction Law Corporate Law Energy Law Legal Malpractice Law – Defendants Municipal Law

Real Estate Law Securities/Capital Markets Law Primmer Piper Eggleston & Cramer 900 Elm Street, 16th Floor Manchester, NH 03101 603-626-3300 603-626-0997 primmer.com Appellate Practice Banking and Finance Law Commercial Litigation Corporate Law Energy Law Financial Services Regulation Law Insurance Litigation 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 Government Relations Practice

Insurance Law Tax Litigation and Controversy Medical Malpractice Law – Defendants Tax Law Shaheen & Gordon PO Box 2703 107 Storrs Street Concord, NH 03302 603-225-7262 shaheengordon.com Bet-the-Company Litigation Corporate Law 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 sheehan.com Bet-the-Company Litigation

Commercial Litigation Corporate Law Employee Benefits (ERISA) Law Employment Law – Individuals Employment Law – Management Energy Law Health Care Law Labor Law – Management Intellectual Property Litigation Labor and Employment Litigation Land Use and Zoning Litigation Securities Litigation Trusts and Estates Litigation Tax Litigation and Controversy Mediation Mergers & Acquisitions Law Nonprofit/Charities Law Real Estate Law Tax Law Sisti Law Offices 387 Dover Road Chichester, NH 03234 603-224-4220 Criminal Defense – White Collar Stebbins, Lazos & Van Der Beken 66 Hanover Street, Suite 301 Manchester, NH 03101

BUSINESS SERVICES GUIDE 2017 29

TOP LAW FIRMS IN NEW HAMPSHIRE IN 2015 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 Sulloway & Hollis PO Box 1256 Nine Capitol Street & 29 School Street Concord, NH 03302-1256 603-224-2341 603-226-2404 sulloway.com Commercial Litigation Employee Benefits (ERISA) Law Employment Law – Individuals Employment Law – Management Energy Law Health Care Law Insurance Law Labor Law – Management Real Estate Litigation Trusts and Estates Litigation Mediation Medical Malpractice Law

– Defendants Product Liability Litigation – Defendants Real Estate Law Tax Law Trademark Law Upton & Hatfield 10 Centre Street Concord, NH 03301 603-224-7791 603-224-0320 8 School Street Hillsborough, NH 03244 603-464-5578 603-464-3269 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 Municiapal Litigation Real Estate Litigation Mediation

Municipal Law 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 Commercial Transactions/UCC Law Education Law Health Care Law Insurance Law Land Use and Zoning Law Construction Litigation Medical Malpractice Law – Defendants Municipal Law Real Estate Law Waystack Frizzell PO Box 137 251 Main Street Colebrook, NH 03576 603-237-8322 603-237-5002 waystackfrizzell.com Criminal Defense – White-Collar

Wescott, Dyer, Fitzgerald & Nichols PO Box 1700 Bowman Street School 28 Bowman Street Laconia, NH 03247-1700 603-524-2166 wmdlawyers.com Real Estate 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® 2016,” a list of the country’s top attorneys, published by the national polling firm Woodward-White.

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W W W. S H A H E E N G O R D O N . C O M 30 BUSINESS SERVICES GUIDE 2017

How do you select an IP attorney?

A well-chosen advocate can give you the tools to make the best decision for your business

By Kimberly A.W. Peaslee

Patents, trademarks, copyrights and trade secrets have different durations of protection at different levels of governed law. There are several factors to consider when determining what form of protection is best for a particular situation.

Kimberly A.W. Peaslee, Ph.D., is a registered patent attorney with the Concord-based law firm of Upton & Hatfield.

So you just created, constructed or invented something. Now what? Do you have any protectable rights? If so, what are they? How do you protect your rights?

Do you need an intellectual property attorney?

If so, how do you choose the right person to help you grow your business and protect your rights?

To begin, there are four major categories of intellectual property: patents; trademarks; copyright; and trade secrets.

Each category provides a different scope of protection, and the various forms of protection overlap. Some of the categories of intellectual property protection are governed by federal law, some are governed by state law, and some are governed by both. Some forms of protection last for a limited time, while others last indefinitely so long as you meet certain criteria.

There are several factors to consider when determining what form of protection is best for a particular situation. You should expect your advocate to recognize the value of the various factors.

Patents A patent is a federal right that enables you prevent others from making, using, or selling your invention.

While an inventor can represent him or herself before the U.S. Patent and Trademark Office (USPTO), if someone else represents you in a patent prosecution matter he or she must be registered by the USPTO. To be registered, the person must have passed the patent bar exam. Only those who have a college degree in engineering or physical science or the equivalent of such a degree can sit for the examination.

Patent law has changed significantly over the last few years; it is wise to find someone knowledgeable in the patent rules and regulations, as well as current case law to represent you.

Trademarks A trademark identifies the source of a good or a service and is a form of consumer protection.

Trademarks are a state and a federal right. There

are reasons for choosing one form of protection over the other. While you gain rights by using a mark in commerce, you may be able to secure rights in advance of use in certain situations.

While a businessperson can represent him or herself in front of the USPTO, if someone else represents you on a trademark matter he or she must be a licensed attorney in the U.S. or Canada.

Copyright A copyright protects a creative expression once it is fixed in a tangible medium, but it does not protect underlying ideas. Copyright is a bundle of five distinct rights that can be licensed independently or as a whole. A copyright is a federal right. There are strict timing requirements for registration that provide you with additional protection.

Anyone can practice before the Copyright Office, but if you are going to have someone represent you in this area, it is prudent to find someone who can provide value, and not simply fill out the forms for you online.

Trade secrets A trade secret is something that affords its owner an economic advantage over others in a particular business area by being kept secret.

Trade secrets are generally governed by state law, but there is some federal legislation that addresses trade secrets.

There are many reasons you might choose a particular form of IP protection. You may wish to license your creation to others. You may wish to control the quality associated with your products or services. You may want to prevent others from taking advantage of your investments before you have had a chance to establish your place in the market. You may also wish to have a defense should a competitor approach you for a license to their technology.

A well-chosen advocate can advance your goals by giving you the tools you need to make the best decision for your business.

BUSINESS SERVICES GUIDE 2017 31

The nuts and bolts of establishing a Benefit Corporation

By Andrew Grosvenor

New B Corp status enables socially conscious firms to be held accountable to their social and/or environmental goals without balking from investors.

Andrew Grosvenor, an associate with the law firm of Merritt & Merritt, can be reached at 603-658-7830 or agrosvenor@merrittmerritt.com.

32 BUSINESS SERVICES GUIDE 2017

A way to generate profit and do some good at the same time Shareholders’ meetings are generally tame, scripted affairs, but Apple’s 2014 meeting was memorable for CEO Tim Cook’s wellpublicized chastising of a shareholder who questioned whether the company’s environmental efforts came at the expense of investor profits. The incident resonated with many who have become disillusioned by modern corporate culture. Surely, companies can “do good” beyond solely generating profits.

Apple has no legal obligation to do environmental or social good. In fact, many law professors would argue that its only obligation is to create profit for its shareholders.

Many consumers and investors are frustrated by this narrow view of corporate obligations, and in response, 27 states have passed legislation creating a new corporate form — the Benefit Corporation, or B Corp.

While it’s unlikely that Apple would convert to a B Corp, many household names have taken advantage of the new business form, such as Patagonia, Seventh Generation and Warby Parker. Social responsibility is already a big part of the brand identity of each company, so B Corp status seems a natural fit.

The social missions of these companies do not appear to have hindered their profitability; all three are consumer favorites and enormously successful.

New Hampshire’s B Corp law took effect Jan. 1, 2015, and if you own (or are starting) a socially minded company, the B Corp form may help you achieve your goals. New companies may form as B Corps, and existing companies may convert.

From a legal perspective, a B Corp must have a corporate purpose of creating a “gen-

eral public benefit” integrated into its governing documents. The law defines this benefit as “a material positive effect on society and the environment, taken as a whole, assessed against a third-party standard, from the business and operations of a benefit corporation.”

B Corps may also elect to pursue “specific public benefits,” such as serving low-income populations or improving the environment.

These public benefit purposes are memorialized in the company’s controlling agreements and included in the required state filings.

The company’s interests Redefining the corporate purpose broadens the fiduciary duties of corporate directors. B Corp directors must consider the effects that company actions will have on corporate profits, the company’s employees, the interests of customers, the community (including communities where the company’s offices, subsidiaries and suppliers are located), the local and global environment and the short- and long-term interests of the company.

Directors have considerable discretion in weighing these interests, and the law protects them from personal liability for monetary damages if the company fails to pursue public benefits. The law does not create any fiduciary duty of directors to the general public for general or specific public benefits — in other words, a member of the public cannot sue the directors for the company’s failure to achieve its intended public benefits.

The law sets out a special cause of action, called a benefit enforcement proceeding (BEP), to enforce the public benefit purposes.

A BEP may be brought by the company

LLC

Single-owner businesses and LLC formation

Even if you have a single employee or other person that you work closely with, forming one to conduct your business is a smart idea itself or by its shareholders against the company, its directors or its officers. A BEP serves to enforce the company’s public benefit obligations, or to enforce the obligations of officers and directors under the B Corp law. If a company has failed to serve its public benefit purposes, the Secretary of State may revoke its status as a B Corp.

B Corps must foster transparency by publishing an annual benefit report.

This report must set out the ways in which the B Corp has pursued its public benefit goals, the results of those efforts, and any circumstances that hindered those efforts.

The report must also measure public benefit against some third-party standard, which the company may choose.

The report must be filed with the Secretary of State, distributed to shareholders and posted to the company’s public website.

Publicly traded B Corps must also designate a benefit director, who is responsible for preparing the annual report.

New Hampshire’s B Corp statute creates an additional layer of accountability for a company and provides a mechanism to enforce that accountability. Those interested primarily in social benefit may be best served by creating a nonprofit, but for the new breed of socially conscious entrepreneurs out there, the B Corp may be the ideal vehicle to generate profit and do some good at the same time.

To learn more, visit bcorporation.net.

By John Cunningham There are currently about 48,000 New Hampshire LLCs, and it’s a safe bet that well over half of them are single-member LLCs whose members are individuals. So if you own a single-owner New Hampshire business, should you conduct it through a New Hampshire single-member LLC? Let’s say you run a single-owner New Hampshire business with no employees and no individuals or companies that you work with regularly (and who could thus be mistaken for partners in your business). In this situation, conducting your business through a single-member LLC probably won’t get you much, since any suit against your business will also be a suit against you individually.

However, if you have even a single employee or other person that you work closely with, using a New Hampshire singlemember LLC to conduct your business will be a very smart idea. This is because your single-member LLC will provide your personal assets with strong legal protection if an employee of yours or another person with whom you work with engages in misconduct that results in a claim against you.

In drafting New Hampshire’s new LLC act, the drafting committee was very aware that the main beneficiaries of the act — indeed, well over half of them — would be individuals running single-owner businesses. These individuals are our most important customers.

So we racked our brains to identify every possible legal protection we could give these customers in the new act. I don’t know of any other U.S. LLC act that is as user-friendly for individuals with single-owner businesses as the new New Hampshire act.

‘Continuity of management’ There is one fundamental problem with singlemember LLCs under the old act for which the committee couldn’t devise a solution under the new one — namely, that under the default rules of New Hampshire LLC statutory law, serious legal problems can arise for individuals who own single-member LLCs if — because of their absence, illness or otherwise — they are unavailable to manage their LLCs. Under both acts, the default rule is that in this situation, a New Hampshire single-member LLC effectively has no manager and thus no one to legally operate it until the member is back in the saddle. In legal terms, the single-member LLC lacks “continuity of management.” Legally, it’s frozen in its tracks.

If you’re currently the member of a New Hampshire single-member LLC, the only arrangement currently available to you to solve this problem is: • To provide in your LLC certificate of formation as filed with the Secretary of State that your LLC’s management is “vested in a manager” (or to amend your certificate if it doesn’t contain this language).

• To give your spouse or another trusted person written authorization to act as your LLC’s assistant manager if you’re unable to manage.

You won’t need to hire a lawyer to draft this writing -- you can write it yourself. But be sure you sign it, and be sure that if something ever happens to you, the person you appoint as your assistant manager knows where to find it.

Attorney John Cunningham, of counsel to the Manchesterbased law firm of McLane, Graf, Raulerson & Middleton, is author of “John Cunningham on New Hampshire’s New LLC Act,” available at cunninghamonnhllcs.com.

BUSINESS SERVICES GUIDE 2017 33

Making dollars and sense in government contracting

By Dave Pease

A government contract can be a great boost for your bottom line and worth the effort to pursue it. You don’t have to go it alone.

Register online as a NH-PTAP client to receive free services and attend extensive training programs.

Dave Pease is the program manager for the New Hampshire Procurement and Technical Assistance Program (NH-PTAP). For more information on government contracting and NH-PTAP, visit nheconomy.com/sell-to-the-government, email govcontracting@dred.nh.gov or call 603-271-7581.

34 BUSINESS SERVICES GUIDE 2017

Selling to the federal government is nearly a $2 billion business in New Hampshire As a business owner, or the manager of one, you probably know your customers well, but work hard every day to win new ones.

Have you thought about making Uncle Sam a customer? You should. Selling to the federal government is a $1.8 billion business in New Hampshire, with these goods and services provided by over 500 companies from across the state.

The federal government, by way of its agencies like the Department of Defense, the Department of Veterans Affairs and the US Forest Service, is a great customer. It has rules about the kinds of businesses it must buy from, like women-owned and veteran-owned and yes, small businesses, like yours.

But it is precisely those rules and regulations that make government contracting a daunting endeavor. Federal agencies have to follow processes that ensure they are fair and transparent. These are outlined not in a mere few pages, but in rule books containing thousands of pages detailing a roadmap to government purchasing.

These rules change and they change often.

It is only the largest and most sophisticated businesses that can keep up with them and they have an entire staff to keep them on track.

The typical New Hampshire small business does not have a staff dedicated to procuring government contracts, but there’s help available – free help.

The New Hampshire Government Contracting Assistance Center is a program within the Division of Economic Development, which is part of the Department of Resources and Economic Development. Congress established the program in 1985 and it is one of 97 centers nationwide, helping to connect businesses of all sizes with the government, which needs the same kinds of goods and services private industry needs.

Our mission is to help businesses in all corners of the Granite State successfully navigate the rules and find good business opportunities. Our staff works as expert consultants to find bidding opportunities and following through to help you win a contract.

Our services are free and confidential.

What do a large defense contractor with thousands of employees and a wood furniture manufacturer with 40 have in common? The government contracting center has worked with both to secure government contracts.

BAE Systems is one of the largest defense contractors in the world and its division headquartered in Nashua is New Hampshire’s largest government contractor. Many smaller companies also tap the federal market, which help sustain high quality jobs throughout the state. One such company is Ashland Electric Products Inc., a small manufacturer located in Rochester. Founded in 1953, Ashland Electric Products designs and produces many different high performance electric motors, fans and blowers for a variety of applications. In a typical year, it bids on, and wins, over 100 federal contracts, worth between $2 million and $3 million. The company earned a Gold Award from the Defense Logistics Agency, recognizing two years, and over 200 contracts, of on-time delivery with perfect quality.

Is this a huge company with thousands of employees? No. It has 10 people who make equipment the government needs. Many other companies in New Hampshire also produce goods and services the government needs and they should contact the Government Contracting Assistance Center to get started.

A government contract can be a great boost for your bottom line and worth the effort to pursue it and you don’t have to go it alone.

So where should you start? At our website, nheconomy.com/sell-to-the-government. Once you are there, you can register for our free

SBA chief promotes startup assistance

By Liisa Rajala

services. When you become our client, your information is confidential and we do not sell or provide that information to anyone or any agency.

The Government Contracting Assistance Center also offers extensive training programs conducted throughout the year and throughout the state. These free seminars range from providing introductory information to in-depth training for seasoned contractors.

Topics range from understanding government markets and assessing how ready your business is to obtain government contracts, to interpreting solicitations and bid documents and Federal Acquisition Regulations.

In addition to consulting and training, the contracting assistance center arranges face-to-face meetings, called matchmakers, with the people who want to connect with your business, such as small business liaison officers from prime contractors and small business specialists from government agencies. The staff will also help you prepare for these meetings, so that you make the most out of your time and then we can help you follow up.

New Hampshire is home to companies that are innovative, competitive and, frankly, have a level of technology that makes them highly sought-after by prime contractors and government agencies.

Our job is to level the field for them, so that our government can benefit from their high quality, costeffective solutions to the needs of the nation.

The U.S. Small Business Administration is promoting new resources aimed at boosting tech startups and incubators.

One such resource is the Growth Accelerator Fund competition, which awards up to $4 million to small business startups and $50,000 prizes to accelerators, incubators, co-working startup communities, makerspaces and the like.

“One of the things I wanted to do when I started was connect with where all of that is happening,” said SBA Administrator Maria Contreras-Sweet, who assumed the role in April 2014. “And what we’re finding is… another place where [people are] going to – that was not part of our ecosystem – is what we call these growth accelerators or innovation hubs, some people call them incubators.”

In 2014, the first year of the competition, it received 823 applications. Fifty of the startups and incubators were invited to the White House where they were introduced to members of the U.S. Treasury, federal Department of Commerce, Department of State, U.S. Trade Representative and Ex-Im Bank.

“They got to meet each other, and it was really remarkable to see the dynamic of best practices being exchanged and all the good stuff that was coming out of that,” said Contreras-Sweet.

Looking forward, the competition will accept 80 winners.

“We’re hoping to get some strong applicants from this part of the country,” she said. “We’re just celebrating entrepreneurship. Everywhere you turn, from ‘Shark Tank’ on television to incubators sprouting across the country, it’s like it’s a movement.”

“There’s a lot more attention getting paid to entrepreneurship and new business ventures,” said Greta Johansson, district director of the New Hampshire District Office of the Small Business Administration.

There are three different types of entrepreneurs, according to Contreras-Sweet: the hobbyist, the traditional small businesses community and “gazelles” – startups that can scale up.

Contreras-Sweet talked about some startups she had met that got the attention of larger companies seeking innovation.

She met with a man in California who developed a micro motorized system in a spoon to stabilize it, so seniors with trembling hands could eat with dignity. His idea got the attention of Google, which bought his company and is now working with him to further develop detection and sensors regarding touch.

Another individual she met with who is concerned about the environmental impact of Styrofoam created a new packing material with mushrooms that can be used like compost. He’s now working with Dell.

“What we find is in the young entrepreneurs – not that it isn’t prevalent in all entrepreneurs – but just of late, we’re really impressed with how many of them are looking at social impact,” said Contreras-Sweet. “They really want to have impact investing, impact innovation. They want to better themselves and better the earth and the world we’re living in. We want to celebrate these people who are really thinking about how they can change the world. They’re so empowered and they don’t see barriers.”

The SBA also holds a competition called InnovateHER, which encourages women to think of innovative products and services that impact the lives of women and families. Contreras-Sweet said she had hoped for just one or two events to be held – the SBA ended up with 100 events across the country.

The 15 finalists were invited to travel to Washington, D.C. for a live pitch competition before a panel of judges. The top three contestants received a total of $30,000.

“We believe through entrepreneurship you can change the arc of your life.”

Learn how to participate at sba.gov/accelerators or sba.gov/innovateher-map or email accelerators@sba.gov or womenbusiness@sba. gov for more information.

BUSINESS SERVICES GUIDE 2017 35

New Hampshire companies

By Tina Kasim

To be successful in today’s economy, one cannot simply look within our own borders, since 95 percent of the world’s consumers live outside the US. Many New Hampshire companies have grown their business and added jobs by exporting their goods or services.

In 2015, New Hampshire set a record when it exported $4 billion in goods and services.

Since 2009, during the recession, exports from the state have had an impressive increase. To diversify markets and customers, many Granite State businesses sought out international markets to help them through the downturn.

Not only was this good for their bottom lines, exporting helped to keep Granite State workers employed. That momentum has continued and what we are finding is this: The world wants New Hampshire-made products and services.

And yet, businesses are reluctant to go global because of regulations, government agencies and market insecurities, all of which can discourage even the savviest business people.

This is where the Office of International Commerce can help. Our mission is to assist companies in all phases of exporting and while we can’t guarantee that overcoming these hurdles will be easy, know that help is here.

“We have no experience in exporting and don’t know where to start” The OIC offers one-on-one counseling to companies through our network, which includes SCORE, the Small Business Development Center and SBA, as well as training seminars, with a range of topics critical to companies in all stages of exporting. Several times a year, we offer seminars and webinars for a more in depth understanding of doing business in emerging markets, navigating U.S export regulations and sector specific opportunities in various parts of the world.

NEW HAMPSHIRE’S TOP 5 COMMODITIES SHARE OF NH EXPORTS: CELLULAR PHONES

PRINTERS, COPIERS, FAX MACHINES

(PARTS & ACCESSORIES)

TRANSPORTATION & RECREATION PHONE SETS

(PARTS & ACCESSORIES)

Tina Kasim, program manager for the New Hampshire Office of International Commerce, can be reached at 603-271-8444 or by emailing tina.kasim@dred.nh.gov. For more information, visit exportnh.org.

36 BUSINESS SERVICES GUIDE 2017

INSULATED FIBER OPTIC CABLES

MACHINE TOOL PARTS & ACCESSORIES

24.2%

20,048 JOBS

2,625

NH COMPANIES EXPORTED IN 2013

86.9%

HAVE FEWER THAN 500 EMPLOYEES

SUPPORTED

BY EXPORTS IN 2014 Source: Office of the U.S. Trade Representative

are going global – and yours can too “We are a small business and can’t compete internationally with the larger companies”

“There is no international market for my product or service”

Most New Hampshire exporters are small businesses employing less than 50 people, so size is not indicative of success and they probably don’t have millions of dollars to invest in the export process.

The New Hampshire Export Expansion Fund represents collaboration with the U.S. Department of Commerce, the New Hampshire Office of International Commerce, Provident Bank and the Granite State District Export Council.

The funds are available to all New Hampshire businesses, with a concentration on manufacturing companies with 1,500 employees or less in their

If people in New Hampshire buy your products or services, probably people abroad will buy it, too.

The OIC can help find those markets by assisting with research and developing an international business plan.

The OIC partners with several state and federal agencies to find ways for companies to reach international markets, including the US Department of Commerce, Export-Import Bank; SBA; SBDC; SCORE and the Granite State District Export Council.

The export surge continues and it’s time to take advantage of the world of opportunity awaiting New Hampshire businesses.

NH’S TOP 5 EXPORT MARKETS IN 2015

New Hampshire locations. Services companies, such as educational institutions and those related to travel and tourism, and engineering, may also qualify for the EEF. Funds can be used to offset the costs of U.S. Department of Commerce, U.S. Commercial Service programs that support international market expansion.

Services available include customized business matchmaking services, international partner searches, initial market checks and background. Companies interested in the EEF fill out a short questionnaire to get started, which can be obtained from the OIC.

0.3%

NH EXPORTS’ SHARE OF U.S. TOTAL #3

CANADA: # $545m 1

CHINA:

$282m #4

MEXICO: # $503m 2

UNITED ARAB EMIRATES:

$280m #5

UNITED KINGDOM:

$265m

$4

170+

BILLION TOTAL EXPORTS OF NH PRODUCTS IN 2015

COUNTRIES THAT IMPORT NH PRODUCTS Source: U.S. Census Bureau Foreign Trade Division

BUSINESS SERVICES GUIDE 2017 37

Work and Live Where You Love to Play!

We’re serious about service

We’d to Welcome You to Wolfeboro!

Authorized digitAl imAging deAler

Why Move or Grow Your Business in Wolfeboro?

• NH business tax credits available in 2 Economic Revitalization Zones: Wolfeboro Business Park or Near Downtown Core

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• Low municipal electric rates • Town Water/Sewer

Offering color and b&w photocopying up to 36 x 48,” plus laminating, folding, finishing, binding, professional design services, custom personalized products and so much more!

• Property taxes lowest 25% statewide • No income/sales taxes • New award-winning hospital • New work force housing • New public middle/senior high schools • Private college-preparatory boarding/day school • Four-season resort • Year-round cultural/recreational activities Wolfeboro Economic Development Committee www.wolfeboronh.us 603-569-5970 Ask for Rob

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

5¢ thurSdAyS: 8.5 x 11 B&W copies only 5¢ each!

86 Sunapee Street, newport, nh

800-370-3065 • www.nlcscolor.com

Location is KEY

City of Somersworth Shanna B. Saunders, Dir. of Planning & Community Dev. Ph: (603) 692-9517 ssaunders@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.thinkrochester.biz

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

38 BUSINESS SERVICES GUIDE 2017

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 County Economic Development Council 383 So. Main Street Laconia, NH 03246 603-524-3057 belknapedc.org Executive Director: Justin J. Slattery justin@belknapedc.org

Dover Office of Economic Development City Hall, 288 Central Avenue Dover, NH 03820 603-516-6043/603-516-6049 dover.nh.gov Director: Daniel Barufaldi d.barufaldi@dover.nh.gov

Berlin Industrial Development & Park Authority 168 Main Street Berlin, NH 03570 603-752-8587/603-752-8550 berlinnh.gov Community Development Director: Pamela LaFlamme

Grafton County Economic Development Council PO Box 178 131 Main Street Plymouth, NH 03264 603-536-2011/603-536-2012 graftoncountyedc.org CEO: Chris Wellington cwellington@graftoncountyedc.org connect@graftonrdc.org

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 PO Box 698 4 Merrill Industrial Drive, Suite 201 North 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 603-225-8595/603-228-2701 concordnh.gov Deputy City Manager: Carlos Baia communitydevelopment@concordnh.gov

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.

PO Box 439 93 Main Street Littleton, NH 03561 603-444-3975/603-444-1131 President: Greg Eastman greg@hunkins-eaton.com Manchester Economic Development Office One City Hall Plaza Manchester, NH 03101 603-624-6505/603-624-6308 Director: William Craig 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 603-589-3260/603-594-3450 nashuadares.com Director: Thomas Galligani Jr. galliganit@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: Jack Donovan jackd@nhbfa.com North Country Council 262 Cottage Street, Suite 246 Littleton, NH 03561 603-444-6303/603-444-7588 nccouncil.org Executive Director: Dr. Barbara Robinson brobinson@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 603-610-7220/603-427-1593 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 Bistany laurel@redc.com

Rochester Economic Development 31 Wakefield Street Rochester, NH 03867 603-335-7522 Economic Development Manager: Karen Pollard karen.pollard@rochesternh.net Salem Community Development 33 Geremonty Drive Salem, NH 03079 603-890-2107/603-898-1223 townofsalemnh.org Assistant Town Manager Community Development Director: John MacLean Somersworth Economic Development One Government Way Somersworth, NH 03878 603-692-9519 Economic Development Manager: Christine Soutter csoutter@somersworth.com Strafford Economic Development Corp. of New Hampshire Cocheco Falls Millworks 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 7 Center Street Wolfeboro, NH 03894 603-569-4216/603-569-3317 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

BUSINESS SERVICES GUIDE 2017 39

BUSINESS INCUBATORS IN NEW HAMPSHIRE NORTH COUNTRY 1

Business Services North (Virtual)

603-752-1113 x 3062 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 603-764-6044 thedrtc.com sandyrozylasz@gmail.com A private nonprofit formed in 2004 to assist startup businesses, providing support programs and a 60,500-square-foot, mixed-used technology incubator to foster the development of high-growth technology startup companies in New Hampshire.

Provides flexible wet-lab, light manufacturing and office spaces, education, strategic advice and support, shared services and networking to financial and business resources. Has no employees; run by the Dartmouth Entrepreneurial Network and the Tuck School of Business in partnership with the Grafton County Economic Development Council and North Country Council.

The Enterprise Center at Plymouth

1 Bridge Street Plymouth, NH 03264 603-535-3222 Interim Executive Director: Chris Wellington enterprisecenternh.com cwellington@graftoncountyedc.org The state’s newest business incubator and accelerator, the Enterprise Center – a joint venture of Grafton County Economic Development Council and Plymouth State University – provides leased 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.

40 BUSINESS SERVICES GUIDE 2017

5

DEN Innovation Center and New Venture Incubator

4 Currier Place Hanover, NH 03755 603-646-8888 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” – with sessions on brainstorming, pitching, marketing and more – Lunch ‘N’ Learn and DEN hangouts, during which Dartmouth alumni involved with entrepreneurship meet in-person or online to tell their 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 led by Jamie Coughlin and run under the Dartmouth Entrepreneurial Network, but operates separately from the Regional Technology Center.

MONADNOCK 6

Hannah Grimes Center for Entrepreneurship

25 Roxbury Street, Suite C 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

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Alpha Loft

844 Elm Street Manchester, NH 03101 603-629-9511 CEO: Mark Kaplan alphaloft.org info@alphaloft.org A nonprofit incubator that aims to attract, mentor and foster the growth and success of technology startups and innovative companies. The state’s oldest business incubator, it hosts and sponsors multiple startup competitions and holds the National Business Incubator Association Soft Landings International Designation, which recognizes an incubator’s focus on welcoming nondomestic firms into its domestic market. In early 2014, the New Hampshire Innovation Commercialization Center was merged with the abi Innovation Hub to form a larger organization with a bigger footprint in the state — Alpha Loft.

8

Creative Chef Kitchens

35 Manchester Road, Unit D 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 (See description above)

10

Alpha Loft

21 Madbury Road, Durham, NH 03824 (See description above) Source: NHBR Survey

NH REGIONAL PLANNING COMMISSIONS 1

North Country Council

262 Cottage Street, Suite 246 Littleton, NH 03561 603-444-6303/603-444-7588 Executive Director: Dr. Barbara Robinson brobinson@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, Plymouth, 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: Nathan Miller nmiller@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, Francestown, 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

9

Nashua Regional Planning Commission

9 Executive Park Drive, Suite 201 Merrimack, NH 03054 603-424-2240/603-424-2230 Executive Director: Tim Roache timr@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: Cliff Sinnott csinnott@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, Rye, Salem, Sandown, Seabrook, South Hampton, Stratham

8

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

3

4

3

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Southern NH Planning Commission

438 Dubuque Street Manchester, NH 03102 603-669-4664 603-669-4350 Executive Director: David Preece

2

5

10 9

4 6

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BUSINESS SERVICES GUIDE 2017 41

Orchestrating your business expansion Land use regulation, zoning and codes that must be taken into consideration

By Bobbie Hantz

Examining the process for physically expanding your business operations will help determine what best suits your needs

Assume for a moment that your highly successful business needs to expand.

Whether looking for land on which to build, expanding up or out from your existing space, or renovating within your current four walls, attention to various documents and laws that affect your property at the outset will avoid expensive mistakes later on.

Deed restrictions: The deed to your property, which is available at the county registry (most are online), provides legal “notice” to the world, of any restrictions on your land.

These restrictions can range from utility easements, which must be kept clear, to restrictions or dictates on certain uses. A property may be restricted based on social mores popular at the time it was drafted (no gambling, no alcohol), or it may be restricted because at one point it was owned by a particular group (church or charity) or a prior owner may have designated for a specific purpose (parks, conservation). Though activity restrictions are not as popular as they used to be, you need to check the history because it still likely applies to your land.

Lease restrictions: The lease applicable to your space is equally important to review. It sets the terms for occupancy and may limit the types of uses that can take place in the space. In some cases, there cannot be more than one of a particular type of business (restaurants, dry cleaners, pet stores). Leases may also limit hours of operation, access to the property, noise, lighting and odors.

Bobbie Hantz, a shareholder in the law firm of Sheehan Phinney Bass + Green, can be reached at 603-627-8252 or ahantz@ sheehan.com.

42 BUSINESS SERVICES GUIDE 2017

Zoning restrictions: Zoning ordinances divide a municipality into districts and allow only certain uses within those districts. The uses are defined within the

zoning ordinance and are not always what one might expect. They may differentiate between day care and adult day care, restaurants and fast food restaurants, apartments and lodging houses, office and medical office, commercial and highway commercial, retail. The devil is always in the details.

Zoning restrictions also set limits on how much building will fit on the lot, how close to the boundary the building may expand, how high an addition can be, and what sort of road frontage is required.

Site plan approvals: When a site plan is approved for a building, the town looked at many factors, such as the layout of the parking lot, landscaping, building height, shape and size, hours of operation.

Changes to the plan cannot be made without further town approvals. This is because changes can impact on-site issues, such as drainage and internal circulation and off-site issues such as traffic, light and noise.

Thus, if considering expansion on site, an assessment of the prior terms of approval is critical. Site plans and related materials are maintained in the municipal planning offices and are open to public inspection.

Note: The conditions are not always limited to the letter of approval – they can also appear in the minutes of the meetings approving the project found in the property’s municipal planning file.

Code restrictions: Building, fire and safety codes apply to new and existing buildings and vary based on the use made of the space. Building, mechanical, electrical and plumbing changes require permits and can result in major upgrades.

For example, adding people to a facility may require not only space reconfiguration but increasing bathroom facilities. Renovat-

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The state of New Hampshire has adopted the International Building Codes and the National Fire and Safety Codes. Municipalities follow the state code with local amendments permitted.

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Neighborhood: Regardless of the nature of the project or expansion, a tour of the area, at various times of day, will answer practical concerns about how your business will “get along” with existing uses in the area. Abutting properties and those in close proximity are permitted by the land use review 1-800 -520-9911 process to comment on proposed projects. Whether to the building official directly, by letters to the municipality, to appearing at hearings before planning and zoning boards, the opinions of neighbors is a factor that is weighed in the various decisions NHBR-qtr_pg-biz_srvcs_guide-ad.indd 1 which may be required for your project.

A look at what is there, for reference, allows a proposal to be framed in context with existing conditions. Communication with interested parties can assuage fears and concerns that might otherwise morph into opposition.

Conflict resolution: Any one of these issues can create a conflict between you and the regulating agency. While some issues can be resolved with a conversation or meeting to clarify the rules that are applicable, others must be submitted to a series of administrative hearings and ultimately to court if agreement is not reached.

While New Hampshire courts afford priority on the docket for many land use cases, the fact remains that resolution of land use disputes can delay the project by months, if not years.

Not only the regulators have the ability to comment on your proposed project, but as indicated above, affected neighbors can intervene in order to voice their opinions.

Looking for business space can be challenging and invigorating to a growing business. In addition to considerations of comfort and convenience for employees and customers, some attention to the codes and rules governing the use of property will help keep the focus on business and away from a timeconsuming and potentially expensive land use dispute.

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Five common business tenant mistakes

By Dan Scanlon

Allowing a year to determine your firm’s needs, perform market research and undergo the process of touring spaces and negotiating with landlords is the best way to go about the process.

Thinking, planning ahead of time can help you avoid them I’m not going to refer to these mistakes as a “Top 5” list because they are just a few common mistakes among many, but I have seen them happen often in my business tenant representation practice: 1. Starting the process too late This is easily the most common mistake.

While there is no hard-and-fast rule for when a business should start the search for space, it clearly needs to start sooner than 30 days before the expiration of the current lease.

I generally suggest starting one year before the lease expiration. The full process includes a needs analysis, market research, determining which buildings to tour, visiting spaces to narrow down the top choices, asking for landlord proposals, analyzing the financial aspects of the options, negotiating a lease and finally fitting up the space and moving in.

The later the process starts, the less control the business has over the process, the fewer options it has, and the less leverage it has with either its current landlord or prospective landlords.

2. Failure to plan your space

Dan Scanlon, a senior associate with Colliers International in Manchester, focuses on business tenant representation and investment sales. He can be reached at 603-2069605 or dan.scanlon@colliers.com.

44 BUSINESS SERVICES GUIDE 2017

It’s very important to spend adequate time up front thinking about and planning for not only current space needs, but future needs resulting from expansion.

I often recommend that a space planner be brought in, even before looking for new space in order to focus on layout and workflow efficiencies. This type of analysis can help to determine just how much space will be needed.

Once space is identified, it is absolutely critical to have a space planner help to lay it out, and to assist in looking at future needs.

3. Incomplete analysis of space costs Tenants always want to know what the rental rate is, but that is not a complete picture of the true cost of occupying space.

Tenants need to understand how operating expenses, taxes, fit-up costs, lease incentives and moving costs (among many others) affect an “apples to apples” analysis of competing spaces.

4. Zeroing in on just one space Sometimes tenants love the building they are in, and simply want help in negotiating a renewal of their existing lease. I usually tell them that they will have no leverage with their current landlord if they are not openly in the market looking at other spaces.

Similarly, once they identify a new space that they really like, they feel that they should focus only on that space, and not get landlords from other spaces involved in competing against one another.

5. Going it alone My inclination is to always put this one first, but it is really true. Every business seems to understand the concept of “core competency,” but somehow feels that when it comes to leasing space there is no need for help from a tenant rep specialist.

My experience in my market is that, on the whole, landlords and their own brokers are honest and reasonable, but their goal, understandably, is to get tenants to look only at their buildings.

A tenant rep’s job is to assist businesses in looking at the market as a whole, providing them with the entire range of information they need to make a good business decision, and to advocate for them in achieving their goals.

ARCHITECTURAL FIRMS ADS Architects & Construction Administration 12 Old Littleworth Road Dover, NH 03820 603-749-3191 richardweik@comcast.net Richard Weik AG Architects, PC 634 Central Avenue Dover, NH 03820 603-743-3700 agarchitects.com art@agarchitects.com Art Guadano ALBA Architects LLP PO Box 186 North Woodstock, NH 03262 603-745-4770 albaarchitects.com pbennett@albaarchitects.com Philip Bennett APRS, PLLC 227 Spooner Road Pittsburg, NH 03592 603-331-1979 chiefrb1@gmail.com William Guevremont 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 BMA Architectural Group 12 Middle St. Amherst, NH 03031 603-673-1991 bmaworld.com rolf@bmaworld.com Rolf K. Biggers Banwell Architects 6 South Park St., Suite 1 Lebanon, NH 03766 603-448-3778 banwellarchitects.com ingrid@banwellnh.com Ingrid Nichols Bensonwood 6 Blackjack Crossing Walpole, NH 03608 603-756-3600 bensonwood.com randall@bensonwood.com Randall Walter Berard Martel Architecture Inc. 170 S River Road Bedford, NH 03110 603-626-7903 berardmartel.com lberard@berardmartel.com Lee M. Berard 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 Locations: 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

603-357-4544 scully-architects.com dvs@scully-architects.com Daniel V. Scully

CJ Architects 4 Market St. Portsmouth, NH 03801 603-431-2808 cjarchitects.net carla@cjarchitects.net Carla J. Goodknight

David M. White, Architect PO Box 447 Goffstown, NH 03045 603-497-3405 davidmwhitearchitect.com dmwarch@comcast.net David White

CMK Architects 603 Beech Street Manchester, NH 03104 603-627-6878 cmkarchitects.com fredm@cmkarchitects.com Fred Matuszewski

Dennis Mires, P.A., The Architects 697 Union St. Manchester, NH 03104 603-625-4548 thearchitects.net dennis@thearchitects.net Dennis B. Mires

Caldarola Design Associates, PC 4 Birch Street Derry, NH 03038 603-432-8404 joec@caldarola.com Joseph Caldarola 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

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 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 BUSINESS SERVICES GUIDE 2017 45

ARCHITECTURAL FIRMS 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 Gordon S. Loud Architect, LLC 408 State Route 113, PO Box 207 Holderness, NH 03245 603-968-9494 gsloud-architect.com info@gsloud-architect.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 Harriman 1 Perimeter Road Manchester, NH 03103 603-626-1242 harriman.com dbisson@harriman.com Daniel Cecil Isaak Design PLLC 20 Madbury Road, Suite 3 Durham, NH 03824 603-969-6711 isaakdesign.com 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

46 BUSINESS SERVICES GUIDE 2017

jlpurcellarchitects.com jlpurcell@myfairpoint.net Jay Lawrence Purcell 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 389 Main Street, 2nd Floor Salem, NH 03079 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 Barbara Chalmers 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, 38001 603-319-8199 manypennymurphy.com architecture@manypennymurphy.com Alyssa Murphy McHenry Architecture 4 Market Street Portsmouth, NH 03801 603-430-0274 mchenryarchitecture.com steve@mchenryarchitecture.com Steve McHenry 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 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 Pro Con Inc. PO Box 4430 Manchester, NH 03108 603-623-8811 proconinc.com kroberge@proconinc.com James Loft Quid Tum Historic Structures Consulting 106 Horace Greeley Road Amherst, NH 03031 603-672-6057 quid-tum.com lisa@quid-tum.com Lisa Sasser

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 Reno Design Group, Architecture and Planning 1130 South Road Hopkinton, NH 03229 603-746-4200 renodesigngroup.com

rob@renodesigngroup.com Rob Reno

linkedin.com/in/KarenSchacht atelier@tds.net Karen Schacht

Robert A. Lenahan, AIA, PLLC 379 State St., Suite 2 Portsmouth, NH 03801 603-433-4233 ralenahan.com statestreetarchitect@gmail.com Robert A. Lenahan

Schoonmaker Architects 10 Mathes Terrace Durham, NH 03824 603-868-1848 architex@worldpath.net William B. Schoonmaker

SISR Architecture LLC PO Box 597 Marlow, NH 03456 603-446-7024 sisr.us christina@sisr.us Christina O’Brien

Sheerr & White Residential Architecture. Inc. 1452 Little Sunapee Road New London, NH 03257 603-526-4943 sheerr@sheerrwhite.com Deirdre M. Sheerr-Gross

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

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

Schatelier Architectural Studio 5 Glen Drive Center Barnstead, NH 03225 603-776-0135

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 Susan Phillips-Hungerford, Architect 19 Grove Street, PO Box 431 Peterborough, NH 03458 603-924-5767 spharchitect.com susan@spharchitect.com Susan Phillips-Hungerford

Architects  Engineers Building Scientists advancing the technology, art, and science of the built environment

Nationally recognized and an industry leader in promoting healthy buildings, sustainable design, and enhanced learning environments.

Architecture  Building Design  Feasibility Assessment  Master Planning  Zero Net Energy Design

27 Locke Road 603-228-1122

Engineering  Structural  Civil  Dams & Hydro  Mechanical / HVAC

 

Building Science  Indoor Air Quality  Building Commissioning  Building System Performance and Evaluation

Concord, NH 03301 www.hlturner.com BUSINESS SERVICES GUIDE 2017 47

ARCHITECTURAL FIRMS 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 603-742-1536 andy-hatcher@earthlink.net Andrew Hatcher THA Architects, LLC 105 Willowbrook Avenue Stratham, NH 03885 603-770-2491 thaarc.com thouse@thaarc.com Thomas A. House, AIA

Tennant/Wallace Architects, PA 110 Riverway Place Bedford, NH 03110 603-669-5855 twarchitecture.com pftarch@comcast.net Peter Tennant

Tony Fallon Architecture 501 Barn Door Gap Road Strafford, NH 03884 603-269-3206 tonyfallon.com tony@tonyfallon.com Tony Fallon

Warrenstreet Architects, Inc. 27 Warren Street Concord, NH 03301 603-225-0640 warrenstreet.coop jh@warrenstreet.coop Jonathan Halle

Thomas Bracy Architects, PLLC 76 School Street Concord, NH 03301 603-738-2377 leslie.thomas.aia@gmail.com Leslie Thomas

Udelsman Associates 161 Federal Hill Road Hollis, NH 03049 603-465-6960 david@udelsmanassociates.net David Udelsman

Weller & Michal Architects, Inc. PO Box 360 Harrisville, NH 03450 603-357-4031 wapm.com weller@wapm.com Thomas M. Weller

Tim Sappington Architect 56 Boothman Lane Randolph, NH 03593 603-466-5780 sappingtondesign@ncia.net Thomas S. Sappington Jr.

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

Timothy D. Smith, Architect 47 Winter Street, PO Box 275 Ashland, NH 03217 603-968-4426 glovestreet@gmail.com Timothy D. Smith

TMS Architects Eldredge Park 1 Cate Street Portsmouth, NH 03801 603-436-4274 tmsarchitects.com brobbins@tms-architects.com Buffi Robbins

Windy Hill Associates 243 Clark Hill Road New Boston, NH 03070 603-487-5252 windyhillassociates.com David@WindyHillAssociates.com David Ely

Vaune Dugan Architect PO Box 2239 Wolfeboro, NH 03894 603-569-3933 vauneduganaia.com vaune@myfairpoint.net Vaune Dugan

Y. Nahikian Associates, LLC 286 Hackett Hill Road Hooksett, NH 03106 ynaa@comcast.net Y. Nahikian Source: NHBR survey

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www.HutterConstruCtion.Com 810 Turnpike Road | P.O. Box 257 | New Ipswich, NH 03071 | O: (603) 878-2300 | F: (603) 878-3519

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 john.kubiczki@atcassociates.com John Kubiczki Environmental and Industrial Hygiene Consulting Services, Asbestos and Lead

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, PE Civil Engineering, Land Surveying, Wetland Mapping, Land Planning, Landscape Architecture, Permitting, Septic System Designs Brown Engineering LLC 345 NH Rte. 104, Suite 71 New Hampton, NH 03256 603-744-1044 brownengineeringllc.com toni@brownengineeringllc.com Kent Brown Surveying, Civil Engineering, and Construction Management Services

Allen & Major Associates Inc. 400 Harvey Road Manchester, NH 03103 603-627-5500 603-627-5501 allenmajor.com acrooker@allenmajor.com Anne Crooker Civil and Structural Engineering, Land Surveying, Environmental Consulting, Landscape Architecture

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

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

CLD Consulting Engineers Inc. 540 Commercial Street Manchester, NH 03101 603-668-8223 603-668-8802 cldengineers.com cld@cldengineers.com Sara Curtis Civil, Structural, Municipal and Highway Engineering, Surveying

Aries Engineering Inc. 46 South Main Street Concord, NH 03301 603-228-0008 603-226-0374 aries-eng.com kdoyle@aries-eng.com Michael P. Donahue Environmental Engineering Consulting including GIS, Air, Water and Waste Permits, Hydrogeologic Models, Audits, Training, Independent Compliance and Environmental Due Diligence

CHA 11 King Court Keene, NH 03431 603-357-2445 603-357-8770 chacompanies.com chakeene@chacompanies.com Rob Faulkner Civil, Planning, Mechanical, Environmental, Surveying, Transportation, Structural, DesignBuild, Electrical, Construction Mgmt.

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 Conway Engineering MEPF, LLC PO Box 688 Brookline, NH 03033 603-673-6105 conwayeng.com jconway@conwayeng.com James N. Conway, Manager 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 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 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, PE Robert H. Durfee, PE, SECB

Civil, Transportation, Structural, Mechanical, and Electrical Engineering; Environmental, Water, Wastewater, Water Resources Eckman Engineering Inc. 1950 Lafayette Road PO Box 8025 Portsmouth, NH 03802 603-433-1354 603-433-2367 eckmanengineering.com info@eckmanengineering.com David Eckman Engineering Ventures PC 85 Mechanic Street, Suite B2-2 Lebanon, NH 03766 603-442-9333 603-442-9331 engineeringventures.com kevinw@engineeringventures.com Kevin P. Worden, PE, Nik Fiore, PE 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 603-623-3600 603-624-9463 gza.com info@gza.com John C. Murphy, CCM, CHMM Environmental/Geotechnical Engineering, Regulatory Compliance, Construction Management, Remediation, Water Resources/ Permitting 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, PG, LSP Environmental Engineering & Consulting, Geotechnical Engineering,

BUSINESS SERVICES GUIDE 2017 49

ENGINEERING FIRMS Construction Management, DesignBuild, 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, PE, 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 rwesenberg@golder.com Richard A. Wesenberg, PE Transportation, Environmental, Construction Management, DesignBuild, Hydrogeology, Civil Greenman-Pedersen Inc. 21 Daniel Street Portsmouth, NH 03801 603-891-2213 603-766-0169 gpinet.com jjohnson@gpinet.com Christer Ericsson, 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 hlturner.com gblanchette@hlturner.com Gerard R. Blanchette, PE 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

50 BUSINESS SERVICES GUIDE 2017

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

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, Design-Build, Environmental, Structural, Airport Design, Planning, Transportation, Civil, Construction Management

Haley & Aldrich Inc. 3 Bedford Farms Drive Bedford, NH 03110 603-625-5353 603-624-8307 haleyaldrich.com info@haleyaldrich.com Vince Dick Underground & Environmental Engineering, Remediation Design & Construction, Lean & Sustainability

Jacobs Engineering Group Inc. Two Executive Park Drive Bedford, NH 03110 603-666-7181 603-666-7185 jacobs.com david.chamberlin@jacobs.com Mike Desrochers Architecture/Engineering, Construction & Field, Environmental Health & Safety, Planning, Management, Modular Fabrication & Technology Services

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 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 603-883-5057 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

Jones & Beach Engineers Inc. 85 Portsmouth Avenue PO Box 219 Stratham, NH 03885 603-772-4746 603-772-0227 jonesandbeach.com jbe@jonesandbeach.com Jonathan Ring, PE Civil & Sanitary Engineers and Land Surveyors Kleinfelder 2 Wall Street, Suite 450 Manchester, NH 03101-1518 603-623-4400 603-623-4401 kleinfelder.com mmorin@kleinfelder.com Marc Morin 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 aalzaim@louisberger.com Aboud Al-Zaim, PE 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 Margaret Averill Environmental & Civil Engineering, Air, Water & Waste Compliance and Permitting, Waste Management, Brownfields, Solid Waste/Landfills 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 concordrom@mjinc.com Michael D. Long, PE Mechanical, Planning, Transportation, Construction Management, DesignBuild, Structural, Environmental, Civil, Electrical Nobis Engineering Inc. 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

Commited to Quality Since 1973

Y

Northpoint Engineering, LLC 5 Sheep Davis Road, Suite F Pembroke, NH 03275 603-226-1166 603-226-1160 northpointeng.com info@northpointeng.com Kevin M. Leonard, PE Civil Engineering, Land Planning, Construction Services, Environmental Science

eaton Associates, Inc., provides comprehensive MEP consulting engineering and design services for academic, commercial, government, healthcare, industrial, military and municipal facilities throughout New England.

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.

Oak Point Associates 85 Middle Street Portsmouth, NH 03801 603-431-4849 603-431-1870 oakpoint.com info@oakpoint.com Civil, Structural, Mechanical, Electrical Engineering, Fire Protection Parsons Brinckerhoff Inc. 650 Elm Street, 5th Floor Manchester, NH 03101 603-647-2012 603-647-2032 wsp-pb.com klimm@pbworld.com Robert Klimm Highway/Bridge Design, Construction Inspection, Traffic, Railroad Planning & Design, Airports 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, PE 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 Engineering, Environmental Due Diligence, Utilities Services, Water Supply 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

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: land1/3 pg 4C for BSG VHB’s innovative roadway, traffic, environmental,

development, and structural professionals Color 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

Family Owned & Operated Since 1987

“New Hampshire’s Own 100% Natural Spring Water”

Convenient Office & Home Delivery Cooler Rentals • Coffee Service

Ask About Our No-Spill Systems

800-331-7873 • monadnockspring.com BUSINESS SERVICES GUIDE 2017 51

ENGINEERING FIRMS SFC Engineering Partnership Inc. 1 Industrial Drive Windham, NH 03087 603-647-8700 603-647-8711 sfceng.com wchambers@sfceng.com Wendy Chambers Structural, Fire Protection, Civil Engineering, Accessibility Code Review, Retaining Wall Design

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

SVE Associates 47 Marlboro Street Keene, NH 03431 603-355-1532 603-355-2969 sveassoc.com info@sveassoc.com Engineering, Planning, Surveying, Landscape Architecture

Steven J. Smith + Associates Inc. Pondside Place, 6 Lily Pond Road Gilford, NH 03246 603-524-1468 603-524-4371 sjsincnh.com sjs@sjsincnh.com Steven J. Smith Sr. Engineering & Land Planning, Land Surveying, Site Plans, Subdivisions, Topography and Environmental Permitting

S. W. Cole Engineering, Inc. 10 Centre Road Somersworth, NH 03878 603-692-0088 603-692-0044 swcole.com infosomersworth@swcole.com Jennifer Booth Geotechnical Engineering, Construction Materials Testing, Special Inspections, GeoEnvironmental and Test Boring Services Sanborn, Head & Associates Inc. 20 Foundry Street Concord, NH 03301 603-229-1900 603-229-1919 sanbornhead.com ksousa@sanbornhead.com Kim Sousa Hydrogeologic and Environmental Investigations, Geotechnical and Solid Waste Engineering, Natural Gas Infrastructure Engineering Stantec Consulting Services Inc. 5 Dartmouth Drive, Suite 101 Auburn, NH 03032 603-669-8672 603-669-7636 stantec.com info@stantec.com Gerard Fortin, Craig Gendron Site Investigation/Remediation, Environmental Compliance, Fuel System Design, Geotechnical Engineering, Transportation Engineering, Water/Wastewater

52 BUSINESS SERVICES GUIDE 2017

StoneHill Environmental Inc. 600 State Street, Suite 2 Portsmouth, NH 03801 603-433-1935 603-433-1942 stonehillenvironmental.com info@stonehillenvironmental.com Elissa Stone 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, PE 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

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, PE Environmental Permits, Funding Agency Consulting, Construction Administration/Resident Engineering Svcs, Water/Wastewater System Design, Stormwater Terracon Consultants Inc. 77 Sundial Avenue, Suite 401W Manchester, NH 03103 603-647-9700 603-647-4432 terracon.com Wendell Shedd Engineering, Construction Monitoring, Geotechnical, Hydrogeology, Materials Testing, Environmental Tighe & Bond Inc. 177 Corporate Drive Portsmouth, NH 03801 603-433-8818 603-433-8988 tighebond.com info@tighebond.com Mary Persson Site/Civil Engineering, Coastal 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 Turner Building Science & Design LLC 27 Locke Road Concord, NH 03301 800-439-3446 603-228-1126 turnerbuildingscience.com scaulfield@turnerbuildingscience.com Steven M. Caulfield IAQ/HVAC Moisture Diagnostics & Mitigation, Forensic Analysis, Mechanical Engineering Design, Building Commissioning, Geothermal Design

Underwood Engineers Inc. 25 Vaughan Mall, Unit 11 Portsmouth, NH 03801 603-436-6192 603-431-4733 underwoodengineers.com uei@underwoodengineers.com Frank G. Underwood, PE Civil, Environmental VHB 2 Bedford Farms Drive, Suite 200 Bedford, NH 03110 603-391-3900 603-581-7495 vhb.com mkennedy@vhb.com Martin F. Kennedy, PE Transportation Planning & Engineering, Land Development, Environmental Services WSP SELLS 155 Main Dunstable Road Nashua, NH 03060 603-595-7900 603-889-6389 wspgroup.com darren.hardy@wspgroup.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 Weston Solutions Inc. 43 North Main Street Concord, NH 03301 603-656-5400 603-656-5401 westonsolutions.com contactweston@westonsolutions.com James Soukup Environmental, Sustainable and Energy Solutions, Property Redevelopment Wilcox + Barton Inc. 57 Hoit Road Concord, NH 03301 603-369-4190 x502 603-369-6639

NH Job Corps Center Manchester, NH 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, PE Water, Wastewater & Infrastructure Engineering Services 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 Additional Location: Bedford

Bedford, NH

603-623-1713

Construction Manager General Contractor Design / Builder

Results you can trust.

Photo Credit: John Gauvin, Studio One Photography

Source: NHBR Survey

10 N. Riverdale Road Weare, NH 03281 Toll Free (866) 540-1542 Phone (603) 529-3322 Service (603) 529-3331 A division of

www.gsphinc.com

Service Department

Mechanical Contractors ■ ■ ■ ■ ■

■ Refrigeration ■ Heating/AC ■ Medical Gas ■ Plumbing ■ 24-Hour Service ■ PM Contracts

Commercial Industrial Institutional Multi-Family Design/Build

Recent Projects

YMCA s Andover, MA GE Aviation s Hooksett, NH Bluebird Self Storage s Rochester, NH Exeter Hospital Synergy s Exeter, NH Concord Hospital Cath Lab s Concord, NH The Grand @ Bedford Village Inn s Bedford, NH Eastman Center Building Renovation s Grantham, NH

Proudly Serving the New Hampshire Construction Community Since 1983 BUSINESS SERVICES GUIDE 2017 53

ENERGY SUPPLIERS Agera Energy LLC

Electricity N.H. LLC

Mint Energy LLC

555 Pleasantville Road, S107 Briarcliff Manor, NY 10510 844-692-4372 ageraenergy.com Franchise Areas: Eversource, Liberty, NHEC, Unitil

PO Box 1150 Auburn, ME 04211 800-549-6160 enhpower.com Franchise Areas: Eversource, Liberty, NHEC, Unitil

1 Rounder Way, Suite 220 Burlington, MA 01803 877-611-6468 mintenergy.net Franchise Areas: Eversource

Ambit Energy

ENGIE Resources Inc.

1801 North Lamar St., Suite 200 Dallas, TX 75202 877-282-6248 ambitenergy.com Franchise Areas: Eversource, Liberty, NHEC, Unitil

1990 Post Oak Blvd., Suite 1900 Houston, TX 77056 888-232-6206 gdfsuexenergyresources.com Franchise Areas: Eversource, Liberty, NHEC, Unitil

Clearview Electric Inc.

Eversource

1201 Elm St., Suite 3200 Dallas, TX 75270 800-746-4702 clearviewenergy.com Franchise Areas: Eversource, Liberty, Unitil

780 N. Commercial Street Manchester, NH 03101 800-554-6025 (business) eversource.com Coverage Areas: Approximately 70% of the state covered, including urban, southern to rural, northern areas

Consolidated Edison Solutions Inc. 25 Corporate Dr., Suite 310 Burlington, MA 01803 800-316-8011 ConEdisonSolutions.com Franchise Areas: Eversource, Liberty, Unitil

116 Huntington Ave., Suite 700 Boston, MA 02116 888-635-0827 constellation.com Franchise Areas: Eversource, Liberty, NHEC, Unitil

Direct Energy Business LLC 194 Wood Ave. South, Suite 200 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 4700 West Sam Houston Parkway North, Suite 250 Houston, TX 77041 877-432-5430 edfenergyservices.com Franchise Areas: Eversource, Liberty, Unitil

54 BUSINESS SERVICES GUIDE 2017

579 Tenney Mountain Hwy. Plymouth, NH 03264 800-698-2007 nhec.com Coverage Areas: Approximately 11% of the state covered, including central 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

Everyday Energy LLC 1055 Washington Blvd., 7th Floor Stamford, CT 06901 203-663-5089 comcastenergyrewards.com Franchise Areas: Eversource, Unitil

FairPoint Energy LLC Constellation

New Hampshire Electric Cooperative Inc.

1055 Washington Blvd., 7th Floor Stamford, CT 06901 866-842-1084 fairpointenergy.com Franchise Areas: Eversource

First Point Power LLC 300 Jefferson Blvd., Suite 104 Warwick, RI 02888 888-875-1711 firstpointpower.com Franchise Areas: Eversource, Liberty, Unitil

Liberty Utilities 15 Buttrick Road Londonderry, NH 03053 800-375-7413 electric, 800-833-4200 libertyutilities.com Coverage Areas: Approximately 6% of the state covered, including western, southern and central areas

Mega Energy of New Hampshire LLC 5065 Westheimer Road, Suite 1111 Houston, TX 77056 855-810-6342 megaenergyllc.com Franchise Areas: Eversource

Noble Americas Energy Solutions LLC 401 West A Street, Suite 500 San Diego, CA 92101 877-273-6772 noblesolutions.com Franchise Areas: Eversource, Liberty, 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

866-727-5658 rep-energy.com Franchise Areas: Eversource, Liberty, NHEC, Unitil

Reliant Energy Northeast LLC 3711 Market Street, 10th Floor Philadelphia, PA 19104 855-500-8703 nrghomepower.com Franchise Areas: Eversource

South Jersey Energy Company 816 Elm Street, Suite 364 Manchester, NH 03101 603-625-2244 southjerseyenergy.com Franchise Areas: Eversource, Liberty, NHEC, Unitil

Town Square Energy 16233 Kenyon Avenue, Suite 210 Lakeville, MN 55044 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 11% of the state covered, including seacoast and capitol areas

20 Glover Avenue Norwalk, CT 06850 888-313-9086 napower.com Franchise Areas: Eversource, Liberty, Unitil

Viridian Energy LLC

PNE Energy Supply LLC

XOOM Energy New Hampshire LLC

Trade name: Power New England 5 Dartmouth Drive, Suite 301 Auburn, NH 03032 888-669-1685 PowerNE.com Franchise Areas: Eversource, Liberty, Unitil

REP Energy LLC 800 Bering Drive, Suite 250 Houston, TX 77057

1055 Washington Blvd., 7th Floor Stamford, CT 06901 203-663-5089 viridian.com Franchise Areas: Eversource, Unitil

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 90 Main 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/services/ energy-management 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 701 Hebron Avenue Glastonbury, CT 06033 860-882-1515 celticenergy.com Contact Person: David Tine david@celticenergy.com

ConEdison Solutions 2 Burlington Woods Burlington, MA 01803 781-203-2705 conedisonsolutions.com Contact Person: Ken Nathanson nathansonk@conedsolutions.com

Environmental Systems Corporation

860-953-8800 esccontrols.com Contact Person: Mike Amedeo m.amedeo@esccontrols.com

Energy Efficient Investments 26A Columbia Circle Merrimack, NH 03054 603-423-6000 eeiservices.com Contact Person: Paul Murphy, CEM

GDS Associates 1181 Elm Street, Suite 205 Manchester, NH 03101 603-656-0336 gdsassociates.com Contact Person: Scott Albert scott.albert@gdsassociates.com

Harriman 1 Perimeter Road Manchester, NH 03103 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. 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

Prism Energy Services 1150 Hancock Street, Suite 400 Quincy, MA 02169 617-328-9896 prismenergyservices.com Contact Person: Wendy Simmons wendys@prismenergyservices.com

Rist-Frost-Shumway 71 Water Street Laconia, NH 03246 603-524-4647 rfsengineering.com Contact Person: Christopher Shumway cshumway@rfsengineering.com

Schneider Electric 15 Constitution Drive, Suite 2A Bedford, NH 03110 860-329-3749 schneider-electric.com Contact Person: Chris Bleuher chris.bleuher@schneider-electric.com

Siemens 66 Mussey Road Scarborough, ME 04074 207-885-4100 siemens.com Contact Person: Sean Foye sean.foye@siemens.com

Sebesta Blomberg and Associates 120 Presidential Way, Suite 320 Woburn, MA 01801 781-721-8313 sebesta.com Contact Person: Davide Vettraino dvettraino@sebesta.com

Sparhawk Group The Sparhawk Mill, 81 Bridge St., Suite 107 Yarmouth, ME 04096 207-847-6807

sparhawkgroup.com Contact Person: Joe Lloyd jlloyd@sparhawkgroup.com

Strategic Energy Group 59 Middle Street, 2nd Floor Portland, ME 04101 800-939-8339 strategic-energy-group.com Contact Person: Benjamin Todd btodd@strategic-energy-group.com

Taitem Engineering 110 South Albany Street Ithaca, NY 14850 607-277-1118 taitem.com Contact Person: Jim Holahan jholahan@taitem.com

Turner Building Science and Design, LLC 110 South Albany Street Ithaca, NY 14850 800-439-3446 turnerbuildingscience.com Contact Person: Steven Caulfield scaulfield@turnerbuildingscience.com

Twin State Engineering 49 Elm Street Charlestown, NH 03603 603-826-5115 Contact Person: Roger Thibodeau, PE twnsteng@aol.com

Weston and Sampson 100 International Drive, Suite 12 Portsmouth, NH 03801 603-431-3937 x 5003 westonandsampson.com Contact Person: Chris Perkins, PE perkinsc@wseinc.com Source: P4P NH Pay for Performance List, NHBR Research

M.J. Welty and Associates 6 Walters Way Stratham, NH 03885 603-772-3109 mjwelty.com Contact Person: Mike Welty mike@mjwelty.com

18 Jansen Court West Hartford, CT 06110

BUSINESS SERVICES GUIDE 2017 55

Secure connectivity in the age of the teleworker

By Steve Walsh

Broadband lag and software conflicts make virtual private networks or VPNs obsolete in today’s fast-paced world.

Businesses instead are utilizing Ethernet private lines that employees can plug into.

Steve Walsh is vice president of Comcast Business for Comcast’s Greater Boston Region, which includes New Hampshire.

56 BUSINESS SERVICES GUIDE 2017

Working from home requires a different set of guidelines and requirements than working from an office As the service and information sectors grow into larger and more important parts of the world economy, working remotely, particularly from home, has grown more commonplace. While there are many factors contributing to this movement, one important driver has been the increasing availability of reliable broadband Internet connections to the home over the years.

But working from home requires a somewhat different set of guidelines and requirements than working from an office. Obviously, one key requirement is an adequate connection back to the company’s systems, applications and data. Until now, that requirement has essentially meant a connection to the Internet. As the number of people teleworking increases and the amount of information they send and receive is more critical, organizations realize that they need to ensure secure access for their home-office workers and are beginning to explore all of their secure connectivity options in earnest.

There are three ways for teleworkers to connect from their home office back to their corporate LAN – a wireless cellular connection, a wired broadband connection via the Internet or a private Ethernet connection.

The main benefit of using a cellular connection is that it allows teleworkers to work from anywhere there is a connection to a cellular tower. That includes being able to move around anywhere in the home, or taking work on the road to a café or a hotel and not having to worry about what kind of connection is available.

Primary concerns include performance, cost and security since wireless signals are more susceptible to being intercepted.

Connecting a computer to the Internet via a wired connection eliminates many of the

concerns that come from wireless – a malicious actor would have to physically tap into the wires somewhere along the line.

However, the employee must conduct business over the public Internet, even if accessing it over a broadband connection. The public Internet, while cost-effective, comes with its own security and performance concerns for corporate IT departments.

VPN isn’t enough To help solve some of the security concerns with wired and wireless connections, nearly all teleworkers connect back to their offices via a virtual private network, or VPN. A VPN connection essentially creates a secure, private “tunnel” through the public Internet to a corporate office at the other end. This allows home workers to run server-based applications, like Microsoft Outlook, as though they were in the office.

The VPN solves the problem of shared Internet connections, as is the case with most cable broadband connections to the home. Workers may share the connection with their neighbors, but they don’t share the tunnel or, more importantly, the data that travels back and forth through it.

While the VPN solves the shared connections of the public Internet, there are still a few problems with using a VPN, including ones common to all users – performance and complexity.

Using a VPN will increase the latency of the broadband connection, in some cases by a lot. Back when connections to the Internet were slow, that latency wasn’t very noticeable. But with modern broadband connections in the U.S. hovering around 30.7 Mbps, that latency has become a real concern.

In addition, VPNs require dedicated client

software on the teleworker’s machine, or even special hardware.

Often those do not function properly due to log-in problems, conflicts with other software on the machine or user error – all of which require the time and expense of remote troubleshooting from corporate IT. One new solution for addressing these security concerns is an Ethernet private line to a teleworker’s home, which allows a company to completely sidestep Internet-related or complex VPN concerns altogether by extending private links from a corporate network to teleworkers’ homes over the company’s existing hybrid-fiber coax network.

This provides a quick and cost-effective way to connect lots of teleworkers and addresses the top two concerns for businesses with employees accessing company resources and information from home – security and performance.

An Ethernet private line to a home allows the employee to access company assets via a private connection, bypassing the Internet altogether, which eliminates an external intrusion point and the need to encrypt the data to and from their home.

Since the connection is Ethernet, just like on a company’s office network, it makes the work-at-home experience feel and perform the same as being in the office: teleworkers simply “plug-in” in at home and access their company email, servers and data so they can get to work.

Stay Mobile, Stay Secure Support your on-the-go workforce without sacrificing security. Our experts can design, build, and deploy solutions that deliver the performance you want and the protection you need. Our industry-leading services include: • Mobile Readiness Survey • Mobile Device Management • Mobile Device Security • Mobile Deployment Services Contact an Account Manager today or learn more at www.pcconnection.com/Mobility

5 best practices for mobile device management 1. Write a mobile device usage policy that outlines what’s acceptable and what’s not like types of files and data allowed to be stored on mobile devices, services accessed and policy regarding email afterhours.

2. Implement passwords, encryption and remote wipe. Require a pin or password of at least four characters, ensure the screen locks after five minutes of non-use and enable full device encryption.

3. Make IT simple by providing new workers with a single URL or instructions on how to connect their device to your systems and applications as well as mobile device usage policy.

4. Adopt a mobile device management (MDM) platform that provides basic or advanced protection to keep someone out of a lost or stolen device.

5. Ensure backup and recovery by implementing a regular ritual that encourages employees to necessarily be diligent about backing up files.

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BUSINESS SERVICES GUIDE 2017 57 16-SYSE-2680 ManageIT_3_375x4_875_4c_2017_BusServ_Guide_NHBR_0614_OUT.indd 16/14/16 2:58 PM

Business security in the mobility era If you don’t have an acceptable use policy you need to create one and adhere to it

By Mark Benton As employees come to work with increasingly more personal technology, businesses are realizing that traditional network security policies and designs may not be adequate enough to deal with the fast-paced demands of mobile needs while keeping systems’ integrity intact and security concerns at bay.

When examining and updating their corporate computer policies, businesses now need to place mobile device management (MDM), mobile application management (MAM), and bring-your-own-device (BYOD) guidelines under the umbrella.

Acceptable use policies If companies do not currently have an acceptable use policy, or AUP, and a culture of security in place with their employees, they need to create one and adhere to it. These policies typically discuss such matters as Internet usage (including social media, music streaming and free downloads), email communication and phone utilization at work.

Usually, a policy of this kind is updated on an annual basis and all employees, including the senior management team, must read and sign the agreement. This is to ensure compliance with the policy and to grant the employer the right to totally wipe that device should it be lost, stolen or when the employee leaves the company.

Employees who decide not to follow these guidelines or neglect them all together should face consequences up to and including termination.

Having such rules in place helps organizations maintain more secure and efficient work environments. But, is this enough? What happens when employees have more than just corporate email on their own smartphone or tablet or your network extends into the cloud?

58 BUSINESS SERVICES GUIDE 2017

These days, not only do you need to consider the capacity and security of your wireless or Wi-Fi network due to the BYOD phenomenon but you also need to consider the security of the corporate data stored on those devices and the potential threat those devices may pose to your network.

At this point, we need to go beyond acceptable use policies and segmented Wi-Fi networks, to considering technology that can help manage the risk and security to your business from mobile devices.

MDM and MAM: What’s the difference?

Mobile device management focuses on controlling the device. At this level, you can qualify the device before letting it connect to your network, make sure it is encrypted, establish secure connections and even shut off the camera if desired.

Typically you cannot selectively wipe a device with MDM alone.

Mobile application management adds more granular control over corporate applications and data on the device. At this level and in the same scenario, you add full control over those applications and data that are pushed to the device and thus, can safely wipe only those apps and data if needed.

What needs to be considered before going down the path of MDM and MAM are the following: • What do you need to secure?

• Which types of devices do you need to secure?

• Most importantly, how well will your end-users accept the changes?

Potentially, the biggest mistake one could make would be to lock everything down to the point that end-users refuse to use it.

Solutions like ZixCorp’s ZixOne, Citrix’s XenMobile and Microsoft’s Enterprise Mobility Solution offer a range of capabilities, from securing just Exchange data on your device, to full MDM/MAM, to multi-factor authentication and data loss prevention.

The choice should be based on what best meets the needs of your business as well as your employees’ access to your organization’s data.

Today’s business and personal environments are dominated by technology and as time continues, this will only become more intertwined. The important message for businesses, small and large, is to remember that while technology is ever-evolving, one must stay on top of the changes to remain efficient and to keep data protected and secure.

In today’s world, where everything is “smart” and mobile, whether an organization supplies the device or an employee brings his or her own, controls need to be put in place to secure the information and the data being exchanged. It’s the only way to operate in today’s mobile and accessible world.

Mark Benton is a product manager at Maine-based Systems Engineering and a board member of the University of Maine Cyber Security Cluster. He can be reached at 603-226-0300 or through syseng.com.

REGIONAL YOUNG PROFESSIONALS NETWORKS ABC Young Professionals Group 58 Chenell Drive, Concord, NH 03301 603-226-4789 abcypg.org facebook.com/abcypg twitter.com/ABCYPG info@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 Dedicated to providing young professionals with unique and valuable opportunities to enhance personal and professional development. Offers knowledge development opportunities through leadership training, seminars, CEO Roundtables and more.

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.

Concord Young Professionals Network (CYPN) concordnhchamber.com/concord_young_professionals_network_cypn.html facebook.com/concordypn twitter.com/ConcordYP Launched in 2006 as a professional and personal development initiative of the Greater Concord Chamber of Commerce. Promotes networking opportunities for young professionals and aims to energize young professionals who live and/or work in the Concord area.

Manchester Young Professionals Network (MYPN) PO Box 651, Manchester, NH 03105 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.

Derry Londonderry Young Professionals Network 29 West Broadway, Derry, NH 03038 603-432-8205 facebook.com/DLYPN DLYPN@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.

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.

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.

North of the Notch YP Network facebook.com/pages/North-of-the-Notch-YP-Network/858914380811207 northofthenotchypn@gmail.com Established in 2014 with the help of North Country Listens, NNN aims at hosting gatherings in Coos and northern Grafton counties.

Greater Rochester Young Professionals 603-332-5080 rochesternh.org/pages/young-professionals-networking-events facebook.com/NHFusion facebook.com/GRYPNH cmarble@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.

HYPE: Helping Young Professionals Excel (Salem) 603-893-3177 gshype.com A partner of the Greater Salem Chamber of Commerce, organizing networking, personal career acceleration and events that promote professional development and relationship building within the community.

Sullivan County Young Professionals facebook.com/pages/Sullivan-County-Young-Professionals/121225954092 A professional development program designed to provide young businesspeople in the area with an insider’s view of the Greater Claremont business community through networking, professional development and community service.

Upper Valley Young Professionals facebook.com/UVYoungProfessionals uvnhyoungprofessionals@gmail.com Brings together young professionals to provide educational opportunities and social networking events that enrich the Upper Valley and strengthen the future of 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 2017 59

Tips for getting press coverage from leading PR professionals It’s more than just sending a press release Compiled by Liisa Rajala

Maybe your company just hired a new executive, made a big acquisition or introduced a new, groundbreaking program to support employees. So how do you go about spreading the word about your news? A press release can be helpful, but it’s no guarantee that your story will get press coverage. There are a number factors that

determine whether your news will be picked up by media outlets. Here, professionals from leading public relations firms share tips on how businesses and individuals can get the attention of busy journalists – and make it more likely that your news will be shared.

“Remember that you are much more likely to be a part of a larger story than get a story just on you. So, keep an eye on the news cycle - and look for ways to tie yourself into what is going on. Many media outlets look for a local angle on a national story, and that is always an opening. Or comment on something your organization has a stake in. The point is, work to help the media, establish credibility with them, before you pitch them a story on just you. To that end, don’t turn first to the mass market press release. Try an individual pitch to specific writers on stories that impact their readers. The media is a very competitive business, and targeting stories is likely to bring you bigger and better coverage that carpet-bombing with a press release.”

“Be the local and industry expert the media will come to rely upon. Reporters, editors, bloggers, and radio and TV news producers cull contacts whom can offer valuable insight on stories at a moment’s notice. The key to getting on these coveted lists is to build solid relationships. Start by studying media outlets and their staff so you understand their target audiences, beats and editorial styles. Introduce yourself by offering timely commentary on a hot industry topic, share the success story of a partner or client (with permission), or provide an idea for a follow-up to a recent story. Be helpful, courteous, creative and thankful – and your professional opinion will be sought regularly; leading to media opportunities you otherwise wouldn’t have known about.”

Jaymes Simões, president Louis Karno & Company

Linda Fanaras, president Millennium Integrated Marketing

“Your proactive PR should be aligned strategically with your sales and marketing plans across integrated print, broadcast and digital channels. When it comes to media relations, the most effective PR practitioners know which reporters and editors are likely to cover their company’s activities – and they develop strong working relationships with each. Reporters need to know that you are a credible source of newsworthy information. Know the media outlets, their deadlines and the ways they gather and report news.

Think like an editor and send them information that meets their needs – content that their readers/listeners/viewers would be interested in.

Media outlets today are more short-staffed than ever. Be a responsive, reliable source of interesting information. And even if they are calling about a story that could be negative, never say, ‘No comment.’”

“The first thing to recognize is that getting influential coverage is not just about traditional press anymore, or even bloggers. While these both can still be viable and effective channels for gaining exposure, the opportunity for influential earned coverage is much broader now, and in many cases less linked to traditional press releases or traditional media relationships. Social influencers on Instagram, YouTube, Twitter and even SnapChat are at the heart of the new influence environment. Influencers know their audience the best, and giving them the freedom to explore your opportunity in their own way can make the end result much more effective. Finally, recognize that social influencers are often connected to blogs or other media outlets. So, you may be killing two birds with one stone by starting with the social influencers and working your way out.”

Scott Tranchemontagne, president Montagne Communications

Terry Lozoff, executive vP, consumer engagement GYK Antler

60 BUSINESS SERVICES GUIDE 2017

MEDIA OUTLETS Alton The Baysider Clarke Plaza, PO Box 250 Wolfeboro Falls, NH 03896 603-569-3126 603-569-4743 newhampshirelakesandmountains.com baysider@salmonpress.com Issue Date: Thursdays Circulation: 5,469 Publisher: Frank Chilinski Editor: Joshua Spaulding

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

Bedford The Bedford Journal 17 Executive Drive Hudson, NH 03051 603-594-6599 603-882-5138 cabinet.com cabnews@cabinet.com Issue Date: Friday Circulation: 9,552 Publisher: Jim Konig Editor: Roger Carroll Bedford Bulletin 100 William Loeb Drive Manchester, NH 03109 603-206-7800 603-206-7801 newhampshire.com/section/newhampshire1408 editor@thebedfordbulletin.com Issue Date: Thursday Circulation: 9,600 Publisher: Joseph W. McQuaid Editor: Christine Heiser Berlin The Berlin Daily Sun 177 Main Street, PO Box 279 Berlin, NH 03570 603-326-6100 866-475-4429 berlindailysun.com mark@conwaydailysun.com 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 Issue Date: Wednesday Circulation: 2,900 Publisher: Frank Chilinski Editor: Darin Wipperman

Center Ossipee Carroll County Independent 35 Center St., Clarke Plaza, PO Box 250 Wolfeboro Falls, NH 03896 603-569-3126 603-569-4743 newhampshirelakesandmountains.com tbeeler@salmonpress.com Issue Date: Thursdays 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: Debra Paul Editor: Leslie O’Donnell Claremont Eagle Times 401 River Road, PO Box 888 Claremont, NH 03743 603-543-3100 603-542-9705 eagletimes.com news@eagletimes.com Issue Date: Monday-Saturday Circulation: 6,000 Publisher: Kevin Downey Editor: Cameron Paquette Colebrook Colebrook Chronicle 4 Titus Hill Road at 82 Main, 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 karenhladd@colebrooknewsandsentinel.com Issue Date: Wednesdays Circulation: 4,300 Publisher: Karen Harrigan Ladd Editor: Karen Harrigan Ladd 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 FrankFM, 93.3, The Wolf, and 98.3 WLNH Concord Monitor 1 Monitor Drive, PO Box 1177 Concord, NH 03302 603-224-5301 603-228-5868 concordmonitor.com news@cmonitor.com Issue Date: Daily Circulation: 13,227 Publisher: David V. Sangiorgio Editor: Steve Leone NH1 News 4 Church Street Concord, NH 03301 603-230-9000 603-228-2030 nh1.com news@nh1.com General Manager: Mike Trombley 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: Sarah Ashworth Conway The Conway Daily Sun PO Box 1940

North Conway, NH 03860 603-356-3456 603-356-8774 conwaydailysun.com news@conwaydailysun.com Issue Date: Tuesday-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 603- 432-4510 derrynews.com editor@derrynews.com Publisher: Karen Andreas Editor: Rosemary Ford Dover Foster’s Daily Democrat 150 Venture Drive Dover, NH 03820 603-742-4455 603-749-7079 fosters.com news@fosters.com Issue Date: Daily Circulation: 10,304 Publisher: John Tabor Editor: Mary Pat Rowland Townsquare Media LLC 292 Middle Road Dover, NH 03820 603-749-9750 townsquaremedia.com/local-media Owner of WOKQ-FM and The Shark 102.1 Durham New Hampshire Public Television 286 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: Tuesday, Friday Circulation: 3,776 Publisher: John Tabor Editor: Aaron Sanborn

BUSINESS SERVICES GUIDE 2017 61

MEDIA OUTLETS 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 yourneighborhoodnews.com 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 Publisher: John Tabor 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 17 Executive Drive Hudson, NH 03051 603-673-3100 603-882-5138 cabinet.com cabnews@cabinet.com Issue Date: Friday

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Circulation: 5,125 Publisher: Jim Konig Editor: Roger Carroll Hooksett The Hooksett Banner 100 William Loeb Drive Manchester, NH 03109 603-206-7800 603-206-7801 yourneighborhoodnews.com editor@hooksettbanner.com Publisher: Joseph W. McQuaid Editor: Thomas Caldwell Hudson Hudson/Litchfield News 17 Executive Drive, Suite One Hudson, NH 03051 603-880-1516 603-879-9707 areanewsgroup.com news@areanewsgroup.com Issue Date: Friday Circulation: 13,300 Publisher: Leonard T. Lathrop Editor: Len Lathrop Keene Keene Sentinel 60 West Street, PO Box 546 Keene, NH 03431 603-352-1234 603-352-0437 sentinelsource.com news@keenesentinel.com Issue Date: Daily Circulation: 14,706 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: 25,178 Publisher: Karen Andreas Editor: Elisha Blaisdell Laconia The Citizen 348 Court Street Laconia, NH 03246 603-524-3800 603-527-3593 citizen.com

news@citizen.com Issue Date: Monday-Saturday Circulation: 7,500 Publisher: Kevin Downey Editor: Ed Pierce The Laconia Daily Sun 1127 Union Ave. Laconia, NH 03246 603-737-2026 laconiadailysun.com news@laconiadailysun.com Issue Date: Tuesday-Saturday Circulation: 18,000 Publisher: Adam Hirshnan Editor: Ginger Kozlowski 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: Darin Wipperman Lincoln/Woodstock Mountainside Guide PO Box 345 Plymouth, NH 03264 603-728-9210 mountainsideguidenh.com mountainsideguide@gmail.com Publisher: Matt Borlaug Editor: Matt Borlaug Littleton Littleton Courier 16 Mill Street Littleton, NH 03561 603-444-3927 newhampshirelakesandmountains.com courierreporter@salmonpress.com Issue Date: Wednesday Circulation: 5,012 Publisher: Frank Chilinski Editor: Darin Whipperman Londonderry Londonderry Times 2 Litchfield Road Londonderry, NH 03053 603-537-2760 603-537-2765 londonderrytimes.net londonderrytimes@nutpub.net Issue Date: Thursday Circulation: 9,708

Publisher: Debra Paul Editor: Leslie O’Donnell Nutfield News 2 Litchfield Road Londonderry, NH 03053 603-537-2760 603-537-2765 nutfieldnews.net nutfieldnews@nutpub.net Issue Date: Thursday Circulation: 10,313 Publisher: Debra Paul Editor: Leslie O’Donnell 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 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 603-668-0382 unionleader.com Issue Date: Daily Circulation: 48,000 Publisher: Joseph W. McQuaid Editor: Trent Spiner Saga Communications 500 Commercial Street Manchester, NH 03101 603-669-5777 sagacom.com Owner of WZID-FM, WFEA-AM and 96.5 The Mill General Manager: Bob Cox WMUR-TV Channel 9 100 South Commercial Street

Manchester, NH 03101 603-669-999 603-641-9005 wmur.com General Manager: Jeff Bartlett

603-448-0500 koormedia.com Owner of several radio stations, including WNTK FM 99.7, WCNL-AM, FM 94.7 and WUVR-AM 1480 President: Bob Vinikoor

Meredith Meredith News 5 Water Street Meredith, NH 03253 603-279-4516 x8 603-279-3331 newhampshirelakesandmountains.com mnews@salmonpress.com Issue Date: Thursday Circulation: 3,121 Publisher: Frank Chilinski Editor: Erin Plummer

Pelham/Windham Pelham-Windham News 17 Executive Drive, Suite One Hudson, NH 03051 603-880-1516 603-879-9707 areanewsgroup.com news@areanewsgroup.com Issue Date: Bi-weekly, Friday Circulation: 11,000 Publisher: Leonard T. Lathrop Editor: Len Lathrop

Merrimack The Merrimack Journal 17 Executive Drive Hudson, NH 03051 603-594-6418 603-882-5138 cabinet.com cabnews@cabinet.com Issue Date: Friday Circulation: 10,727 Publisher: Jim Konig Editor: Sandy Bucknam Milford The Cabinet Press Inc. 17 Executive Drive Hudson, NH 03051 603-594-6418 603-882-5138 cabinet.com cabnews@cabinet.com Issue Date: Thursday Circulation: 2,050 Publisher: Jim Konig Editor: Roger Carroll

Peterborough Monadnock Ledger-Transcript 20 Grove St., PO Box 36 Peterborough, NH 03458 603-924-7172 603-924-3681 ledgertranscript.com news@ledgertranscript.com Issue Date: Twice weekly Circulation: 5,322 Publisher: Heather McKernan Editor: Priscilla Morrill, Ben Conant, Michele Nuttle 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: Arthur E. Morse Editor: Ross Morse

Nashua The Telegraph 17 Executive Drive Hudson, NH 03051 603-882-2741 603-882-5138 nashuatelegraph.com news@nashuatelegraph.com Issue Date: Daily Circulation: 2,400 Publisher: Jim Konig Editor: Sandy Bucknam New London Koor Communications PO Box 2295 New London, NH 03257

Plymouth/Bristol Plymouth Record Enterprise 5 Water Street Meredith, NH 03253 603-279-4516 newhampshirelakesandmountain.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 Publisher: John Tabor Editor: Richard Fabrizio

603-298-0212 vnews.com newseditor@vnews.com Issue Date: Daily Circulation: 14,500 Publisher: Dan McClory Editor: John Gregg Whitefield

Rochester The Rochester Times 18 South Main St. Unit 2D Rochester, NH 03867 603-332-2300 603-330-3162 seacoastonline.com news@rochestertimes.com Issue Date: Thursday Circulation: 13,210 Publisher: John Tabor Editor: Liz Markhlevskaya

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 Ladd Editor: Karen Harrigan Ladd Windham

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: 2,500 Publisher: Annette Vogel Editor: Sasha Wolfe Warren Northcountry News PO Box 10 Warren, NH 03279 603-764-5807 603-764-5807 Advertising Fax: 603-764-5807 northcountrynewsnh.com ncnewsnh@gmail.com Issue Date: Bi-weekly, Friday Circulation: 8,500 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 603-298-8711

Windham Independent News 233 Range Road Windham, NH 03087 603-898-7874 windependentnews@aol.com Issue Date: Friday 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 Clarke Plaza, 35 Center St., PO Box 250 Wolfeboro Falls, NH 03896 603-569-3126 603-569-4743 newhampshirelakesandmountains.com grunter@salmonpress.com Issue Date: Thursday Circulation: 5,000 Publisher: Frank Chilinski Editor: Thomas Beeler Source: NHBR Survey

BUSINESS SERVICES GUIDE 2017 63

Which social media platform best fits your business?

Before your next campaign, consider where your message would have the biggest impact

By Melissa Albano-Davis LLC It seems that every time a new social media platform starts gaining mainstream popularity, whether it’s featured on “Good Morning America” or mentioned by your 17-year-old, businesses start questioning whether they should shift focus or put their time and budgets into it.

But before you budget for your next campaign, take some time to really consider what’s going to work best for your prospective clients and where your message would have the biggest impact.

dIn ads do not perform as well as they do on other channels, simply because the professionals they’re targeting may not be actively checking their accounts and may not see the ads.

The one exception to this is LinkedIn’s recruiter advertising platform. They have done an exceptional job of building a platform that allows job recruiters, for a fee, to target and connect directly with professionals who meet certain job search characteristics. It can work wonders for companies and organizations looking to hire.

Facebook: Facebook is still the behemoth of social media channels. Nearly everyone over the age of 25 has an account on Facebook. But they don’t just have an account – they are the most actively engaged of the audiences on any social media channel.

Facebook performs best for organizations looking to reach and engage with a target audience of 25-to-55-year-olds, and women are more actively engaged than men. It also performs best for organizations that can commit advertising dollars to on-site ads, to build their audience and drive traffic to their page or website.

Facebook has developed an advertising platform that is hard to beat if you’re looking to reach people based on who they are, what they’re interested in, where they live, or which other businesses and organizations they follow.

Twitter: Need to reach a tech-savvy audience, get your message in front of the media, or connect with high-profile business leaders, politicians, marketing & PR professionals, or Millennials? This is where they are.

Having a strong strategy in place will allow you to tailor your messaging, and the amount of time you spend, on the activities that will put you in front of high-quality audiences. It is a great place to post content that lead users back to your website, such as blog posts, reports and case studies.

Twitter is very strong in activity and engagement. There are currently 52.7 million Twitter users in the US and 46% of users check in at least once per day, and the average user spends 170 minutes per month on the channel.

LinkedIn: For a company or organization looking to reach a business-to-business market, this is the place, as 28 percent of all U.S. adults use LinkedIn, but only 13 percent of users check their accounts daily.

It is, however, a great place to research your target audience, find contact information for the decision-makers you need to connect with and build credibility and awareness by submitting blogs and related content through your profile updates and targeted discussion groups.

What many organizations find is that Linke64 BUSINESS SERVICES GUIDE 2017

YouTube: YouTube is an excellent platform for businesses and organizations that have a more complex story to tell, those that need to provide some level of education to prospective customers, or those that need to stand out from the crowd with a splashy visual message. Since YouTube is owned by Google, YouTube videos are pulled into Google search engine rankings based on the video’s title, description, keywords and level of activity.

YouTube reaches across the most soughtafter demographics – 81.9 percent of teens, 72 percent of Millennials, 58 percent of Generation

Xers, and 43 percent of baby boomers use it.

The Adwords advertising channel is built into YouTube’s platform, so you can target your videos to users based on their interests or what they’re searching for within the paid advertising campaigns.

Google+: It’s not generally worth the time and effort to try to engage with users here, but most businesses and organizations should at least have an updated and active profile to take advantage of Google’s location-based search listings.

Pinterest, Instagram and Snapchat: Is your brand, service or product line highly visual?

Does it appeal to a young or female audience?

Then one or more of these channels may be a great fit for your organization. The biggest differences are in their demographics. Snapchat skews very young – core users are between 13 and 17 years old. Pinterest tends to fall on the other end of the spectrum, with 85 percent female users, 81 percent of whom are between 25 and 54. Instagram owns the middle of the age and gender spectrum, with its highest percentage of users between 18 and 35 years old.

The ideal strategy on any of these image-sharing social media channels is to deliver a highly compelling visual message that will drive users to click through to your website or spread your message to their friends.

Melissa Albano-Davis, principal of Grapevine Marketing, can be reached at 603-6854782, ext. 101 or through grapevinemktg.com.

MARKETING SERVICES @Website Publicity Inc. 14 Depot Street, PO Box 755 Peterborough, NH 03458 800-450-2818 603-924-8333 websitepublicity.com info@websitepublicity.com Susan O’Neil Digital Agency for Search, Social Media & Mobile Marketing & Advertising. Provides SMBs with Services, Consulting, Training incl.

Content Marketing and Customer Research.

2Difore Marketing Solutions 37 Heritage Way Manchester, NH 03104 603-505-8951 603-505-8950 2difore.com dbeaton@2difore.com Dianne D. Beaton Small Business Marketing, Web Design, Social Media Management, Marketing Consulting, Graphic Design 603 Media Group 20 High Street, Unit 2 Goffstown, NH 03045 603-486-4050 603mediagroup.com info@603mediagroup.com Jeremy Jones Website Design, SEO, Marketing, Photography, Ad Design, Social Media, Copywriting 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 Ad4ce Media 913 Elm Street, Suite 403 Manchester, NH 03101 603-625-5403 603-622-6266 mannad.com jrodier@mannad.com Paul Hanson, Hank Simpson Full-Service Marketing Support incl.

Advertising, Video Production, Public Relations and Social Media

Advanced Graphic Communication LLC 111 Saranac St., Suite 125 Littleton, NH 03561 603-444-5439 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 altosagency.com connect@altosagency.com James Basbas 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, Content Creation, Advertising, Social Media and Public Relations Bowst ÂŻ 650 Islington Street, 2nd 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 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 Apparel & Accessories, Promotional Items, Web Development, Web Stores & E-Commerce, Creative Services & Logo Design, Interior & Exterior Branding, Signage & Banners, Video Production & Custom Jingles Braveheart Digital Marketing 844 Elm Street, Suite 100 Manchester, NH 03051 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 Jim Burke Search Engine Optimization, Media Planning, Video Production, Branding, Web Design

Call Design 8 Little John Court Merrimack, NH 03054 603-429-2701 603-429-3769 calldesign.net info@calldesign.net Mike Call Website Design, SEO, Internet/ Inbound Marketing, Brochure and Sales Collateral Design, Logo Design, HTML Email Design, Trade Show Support, Customer/Sales Event Support, Direct Mail 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. PO Box 3936 Concord, NH 03301 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 42 Shaw Hill Road Andover, NH 03216 603-648-2110 603-648-6691 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 Graphic Design, Website Design and Management, Illustration, Video Production and Digital Editing Services BUSINESS SERVICES GUIDE 2017 65

MARKETING SERVICES Collage Advertising PO Box 341 Nashua, NH 03061-0341 603-880-3663 603-880-7535 collageadvertising.com diane@cadezine.com Dan Richards Print/Broadcast Advertising, Print/Web Design, Media Planning and Buying Cookson Strategic Communications 36 Lowell Street Manchester, NH 03101 603-782-8192 cooksonstrategies.com reachus@cooksonstrategies.com Matt Cookson Strategic Communications, Public Relations, Web and Social Media, Marketing Corporate Communications Inc. 65 Seavey Street, PO Box 854 North Conway Village, NH 03860 603-356-7011 corporatecommunication.net Kimberly Beals Full-Service Advertising, Marketing and Public Relations Company. Also publishes Tourist Maps, Guides and Related Websites.

CPorter Designs 35 Sunset Road, PO Box 456 Fitzwilliam, NH 03447 603-585-9803 603-585-9803 cporterdesigns.com coni@cporterdesigns.com Coni Porter Graphic Design, Illustration, Web Design, Corporate Identity Crown Design 659 Middle Street Portsmouth, NH 03801 603-228-5600 crowndesign.com ms@crowndesign.com Michal Smiglowski Graphic Design, Advertising, Trade Show Graphics, Business Promotional Materials and Visual Communications CrystalVision, Innovative Web & eMarketing Solutions 15 Rye Street, PO Box 84 Portsmouth, NH 03801 603-433-9559 603-433-9546 cvwp.com info@cvwp.com

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Drive Brand Studio 170 Kearsarge Street, PO Box 2838 North Conway, NH 03860 603-356-3030 drivebrandstudio.com discover@drivebrandstudio.com Nancy Clark Branding, Strategic Marketing and Advertising, Website Design & Development

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, Health Care, Financial and Emerging Technologies

Eisenberg, Vital & Ryze Advertising 155 Dow Street, Suite 101 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.

FUSE Web & Design LLP 2 1/2 Beacon Street, Suite 226 Concord, NH 03301 603-225-2334 fusenh.com stephen@fusenh.com Stephen Smith Responsive Website Design, Graphic Design, Web Development/ Programming, Content Management Systems, Brand Development, Social Media Marketing, SEO

Epiphanies Inc. 4 Country Club Road, #7372 Gilford, NH 03247 603-524-5248 epiphaniesinc.com hey@epiphaniesinc.com Allen Voivod Social Media Strategy, Digital Marketing, Content Strategy, Facebook for Business, Group Training, Speaking/Workshops

GYK Antler 175 Canal Street Manchester, NH 03101 603-625-5713 gykantler.com brady@gykantler.com Brady Sadler Full-Service Integrated Marketing Firm

Deb Brewer Custom Web Application Development, Mobile Development, Ecommerce/Security, Search Engine Optimization, eMarketing, Hosting

Fletcher Media Group 94 Grove Street Peterborough, NH 03458 603-924-6383 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

Girard Advertising 604 D.W. 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 & Marketing 18 Harding Road Portsmouth, NH 03801 603-431-3090 603-431-3090 goodideadesign.com 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 Grinning Moon Creative One New Hampshire Avenue, Suite 125 Portsmouth, NH 03801 603-559-9002 grinningmoon.com info@grinningmoon.com Danielle Mojonnier Marketing Services, Videography & DVD Production 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 Hatchling Studios 3 Congress Street, Suite 2, PO Box 1094 Portsmouth, NH 03801 603-436-0056 603-436-0061 hatchling.com contact@hatchling.com Marc Dole Animation & Video Production Heartwood Media Inc. 83 Hanover St., Suite 42 Manchester, NH 03101 603-665-9191 heartwoodmedia.com info@heartwoodmedia.com Chris Conroy Effective Video Production for Marketing, Sales, Training, Development and Public Relations incl. Videos for the Web, Social Media and Mobile Devices

Hoik Advertising 10 Ferry Street, Suite 306 Concord, NH 03301 603-226-0440 603-226-0354 hoik@myfairpoint.net John Hoik Professional, Manufacturing, Medical and Hospitality/Tourism Holmes Lewis Inc. PO Box 4139 Concord, NH 03302 603-485-9672 holmeslewiswj@comcast.net Warren Journay Tourism & Corporate Marketing/ Design i4Market LLC 680 Brent Street Manchester, NH 03103 603-626-8120 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 & Direction, Brand Strategy, Advertising Concepts, Copy, Design & Production in all formats, Online Marketing, Social Media, SEO 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 qov@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 Jenica Media Services Inc. Millyard Technology Park, 80 Technology Way PO Box 3664 Nashua, NH 03061 603-886-4668 603-880-9209 jenicamediaservices.com sharon@jenica.com Sharon Prevett Social Media, Mobile Websites, E-commerce, Self-Managed Sites, Hosting and E-mail Support Kent Creative PO Box 8003 Portsmouth, NH 03802 603-436-7778 603-742-0800 kentcreativeweb.net 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, Advertising, Public Relations, Special Events, Graphic Design, Web Design & Interactive Ad Campaigns, Social Media, Copywriting Lizotte Graphics PO Box 1738 Concord, NH 03302 603-783-9585 603-783-9536 ned@lizottegraphics.com Ned Lizotte Graphics, Packaging, Trade Show Design, Advertising & Illustration, Offset Printing Local Link Internet LLC 3612 Lafayette Road, Suite 2 Portsmouth, NH 03801 603-433-1158 locallink.com info@locallink.com Roger Wright Website Design & Development, Site Hosting, Cloud Computing, Print Design, Marketing & SEO The Long Group Medallion Center 22 Greeley Street, Suite 2 Merrimack, NH 03054 603-424-5664 603-424-4153 longgrouponline.com tomlong@longgrouponline.com Tom Long Financial Services, Research, Marketing & Strategic Planning

m5nh.com hello@m5nh.com Colleen Cowette Strategic Marketing, Advertising, Web Development, Interactive, Public Relations, Event Planning and Media Buying MSH Marketing Group Inc. 310 Marlboro 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, Videography MarketReach Inc. 12 Murphy Drive Nashua, NH 03062 603-645-1300 603-579-4760 mreach.com inquiry@marketreachinc.com Rod Griffith B2B Marketing Services for Technology, Health Care & Business; Integrated Marketing Programs; Web Marketing & Lead Generation; Sales Tool Development; Channel & Partner Marketing MESH Interactive Agency 142 Main Street, Suite 410 Nashua, NH 03060 603-809-4164 302-361-3807 meshagency.com info@meshagency.com Bill Schick, Jennifer Kamerman Branding, Strategy, Inbound Marketing, Lead Gen, SEO, Social Media Management and Engagement, Website and App Development, Mobile & Gamification

Louis Karno & Company 31 Warren Street Concord, NH 03301 603-224-5566 603-224-9039 lkarno.com info@lkarno.com Brett St. Clair, Jayme Simoes Strategic Communications, Public Relations, Social Media, Crisis Communications, News Distribution

MicroArts Creative Agency 655 Portsmouth Avenue Greenland, NH 03840 603 430-1110 603-431-5111 microarts.com info@microarts.com DJ Haskins Brand Development, Brand Strategy, Product Launch

m5 Marketing Communications 707 Chestnut Street Manchester, NH 03104 603-627-9600

Millennium Integrated Marketing 150 Dow Street, 3rd Floor Manchester, NH 03101 BUSINESS SERVICES GUIDE 2017 67

MARKETING SERVICES 603-792-2200 603-792-2201 mill-im.com lfanaras@mill-im.com Linda A. Fanaras Data-driven, Results-oriented Digital Marketing, Creative and Public Relations firms that works with Technology, Higher-Ed, Manufacturing, Health Care and Energy companies.

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 Illustration, Publications, Graphic Design, Web Design and Production, SEO, Hosting Mouseclicks LLC 71 Spit Brook Road, Suite 105 Nashua, NH 03060 603-891-0304 603-891-0366 mouseclicks.com sales@mouseclicks.com Jeremy Milani Search Engine Marketing, Website Development, Intranet & Extranet and Corporate Identity 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

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603-625-2443 pannosmarketing.com jpannos@pannosmarketing.com Jim Pannos Financial Services, Service Industry, Health Care, Manufacturing Parkerhill Technology Group LLC 286 Parker Hill Road Lyman, NH 03585 603-303-5529 parkerhill.com jonathan@parkerhill.com Jonathan Linowes Web App Design & Development, Strategic Marketing & Business Development Paxton Communications 58 North State Street Concord, NH 03301 603-228-4933 603-228-3047 chris@paxtoncommunications.net Christopher C. Cornog Advertising and Marketing Communications for Health Care, Nonprofits, Industrial/High Tech, Financial and Others PixelMEDIA Inc. 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 42 Gilford East Dr. Gilford, NH 03249 603-934-5055 603-934-6500 piperprinting.com preston.lawrance@proforma.com Preston Lawrance Direct Marketing for the Small Businesses & Nonprofits, 4-Color Printing, Targeted Mailing Lists & Opt-in E-mail Lists, Promotional Products, Business Forms, Custom Labels Advertising Specialties Radar Marketing Group Old Milford Road, PO Box 1090 Amherst, NH 03031 603-924-9400 RadarMG.com info@radarmg.com William G. Smith III Marketing Services & Strategic

Planning, Web Design & Development, Video Production & Graphic Design Services, Corporate Identity, Website Conversion Optimization Rumbletree 216 Lafayette Road North Hampton, NH 03862 603-433-6214 rumbletree.com info@rumbletree.com Charles Yeaton Full Service Agency specializing in Brand Development, Advertising, Design, Interactive Media Sales Up 2343 Elm Street Manchester, NH 03104 603-860-6664 salesupnh.com valerie@salesupnh.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 888-434-2510 scattergoodadvertising.com joescattergood@gmail.com Joe Scattergood Printing Solutions, Communications, Design, Consulting, Real Estate Scribble Creative Group LLC 3 Executive Park Drive, Suite 201 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 Star Media of NH Inc. PO Box 3834 Nashua, NH 03061 603-488-6490 starmediausa.com pamelafitzgerald@starmedianh.com Pamela Fitzgerald Media Consulting, Planning and Buying 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 Studio B Digital Audio 4 Hull Road Bedford, NH 03110-6433 603-582-8757 603-669-0638 studiobnh.com studiobnh@myfairpoint.net Joe Biedrzycki Digital Audio Production, Voice Casting and Voice-Over Talent for Web, Telecom, Video, Broadcast and All Corporate Communications Applications

Sullivan Creative 6B Hills Avenue 1 Concord, NH 03301 603-228-0836 603-228-0839 sullivancreative.com team@sullivancreative.com Pamela Sullivan Integrated Marketing, Graphic Design, Web, PR, Arts, Tourism, Nonprofit and Corporate 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 SvenGrafik 31 Storybrook Lane Amherst, NH 03031 603-377-0250 svengrafik.com djohnson@svengrafik.com Daryl D. Johnson Graphic Design for Print & Web for Businesses and Nonprofits, Corporate Branding, Logos, Mobile Websites, WordPress Websites and Web and Email Advertising Design, SEO, Trade Show Design Swanson Advertising LLC 14 Stiles Road Salem, NH 03079 603-893-8946 603-894-6452 swansonadv.com info@swansonadv.com Bob Swanson, Kim Cesati Design & Production of Direct Mail, Corporate Identity, POP, Packaging, Trade Shows, Websites, 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 incl. Web Pages and Social Media, Graphic Art and Public Relations for Retail, B2B and Nonprofit Agencies

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 True Colors Print & Design 57 Main Street Plymouth, NH 03264 603-536-3600 603-536-4914 truecolorsprint.com orders@truecolorsprint.com Offset & Wide Format Printing, Design, Quick Copies, Logo Development, Creative Concepts, Embroidery & Promotional Items 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.

Visual Communications 1 Keats Drive Derry, NH 03038 603-434-5802 visualnh.com inspired@visualnh.com Susanne Bernier-Robinson Graphic Design Studio

Professional Marketing & Technology Consulting available for Freelance & Contract Projects in Marketing Management, e-Commerce /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 Specializing in Industrial Websites, offers Search Engine Marketing, Web Design & Hosting Services Web-sites.com aka North Shore Marketing, LLC 603-432-0188 web-sites.com info@web-sites.com Jay MacInnis Website Design, Development, Maintenance and Hosting, IT 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 wedĂź Inc. 20 Market Street Manchester, NH 03101 603-647-9338 603-647-2325 wedu.com info@wedu.com

Sean M. Owen, Susan Walsh Digital Marketing Agency, Strategy, Web, Interactive, Social Media, Advertising, PPC, SEM and Public Relations 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 603-431-8227 wilsongould.com judywilson1@comcast.net Judy Wilson Branding, Communications and Website Development 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

WaLa Marketing Group PO Box 570 Bristol, NH 03222 877-424-0821 wala-marketing.com info@wala-marketing.com Michael Bednaz

BUSINESS SERVICES GUIDE 2017 69

PRINTERS AND PRINT SERVICES DARTMOUTH-LAKE SUNAPEE REGION Dartmouth Printing Company 69 Lyme Road Hanover, NH 03755 603-643-2220 sheridan.com paul.bozuwa@sheridan.com Paul Bozuwa 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 Print Communications and Management Services Provider; Design, Print, Mail, Fulfillment R.C. Brayshaw & Co. 45 Waterloo Street Warner, NH 03278 603-456-3101/603-456-3105 rcbrayshaw.com tbrayshaw@rcbprinting.com Thomas Brayshaw Offset & Digital Printing, Wide Format Printing, CD/DVD Duplication, Binding, Direct Mail, Promotional Products LAKES REGION The Kingswood Press 26 Mill Street, PO Box 506 Wolfeboro, NH 03894 603-569-3017/603-569-3132 kingswoodpress.com info@kingswoodpress.com William Swaffield Commercial Job Printing including Offset, Letter 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

70 BUSINESS SERVICES GUIDE 2017

Venture Print Unlimited Inc. 44 Main Street Plymouth, NH 03264 603-536-2410/603-536-2419 printunlimited.com service@printunlimited.com Dawn Lemieux 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 AllegraCentralNH.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, Technical Screen Printing, Plastic Fabrication, Membrane Switches, Graphic Overlays Product Marking, Displays Colonial Printing 143 Middle Street Manchester, NH 03101 603-622-4282/603-623-8499 colonialprintingnh.com sales@colonialprintingnh.com Curtis Boles Commercial Offset Printing, Graphic Design, and Color Copying

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 Litho 92 Old Turnpike Road Concord, NH 03301 603-225-3328/603-225-6120 concordlitho.com print@concordlitho.com Tom Cook Printing, Mailing and Cross-Media Marketing Services

Harris Trophy & Copy Center 18 & 22 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

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

Kase Printing, Inc. 13 Hampshire Drive, Unit 12 Hudson, NH 03051 603-883-9223/603-883-9232 kaseprinting.com sales@kaseprinting.com Mike Ribaudo Catalogs, Newsletters, Print and USPS Mail projects, Annual Reports, Manuals, Hardcover & Softcover Books, Wall Calendars

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

Keystone Press 9 Old Falls Road Manchester, NH 03103 603-622-5222/603-622-9432 keystonepress.com dan@keystonepress.com Daniel Biron Commercial Printing, Mailings with Variable Data, Banners, Signs, Promotional Items

Eagle Copy Center 93 Storrs Street Concord, NH 03301 603-225-3713/603-225-9916 eaglecopy@comcast.net Effie Raft Printing, Copying GCS Promotions PO Box 368 Candia, NH 03034 603-483-5355/603-483-0719 graphicsnh.com promotions@graphicsnh.com Rick Bouthiette Printing & Promotional Products

Liberty Press Inc. 660 Mast Road Manchester, NH 03102 603-641-1991/603-641-1992 libertypress@comcast.net J. Claude Laroche Commercial & Social Printing New England Duplicator 8030 South Willow Street Manchester, NH 03103 603-623-7080/603-647-9754 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 & Finishing Services Papergraphics 4 John Tyler Street Merrimack, NH 03054 800-499-1835/603-880-1751 papergraphics.biz info@papergraphics.biz Frank Lagana Comprehensive Commercial Offset, Digital and Variable Data Printing for Businesses: Design, Print, Mail, Promotional Items Premier Printing & Embroidery 3 School Street, PO Box 2069 Hillsborough, NH 03244 603-464-5321/603-464-5859 premierprintingnh.com barbarag@premierprintingnh.com Barbara Gaskell Copying, Printing, Oversized Copies, Custom Embroidery and Screen Printing Print NH 97 Eddy Road Manchester, NH 03102 603-657-7079/603-657-7087 printnh.com print@printnh.com Project Consultation, Graphic Design, Large-Format Signs and Scanning & Retouching Proofing House Press 47 Northwestern Drive Salem, NH 03079 603-894-6333/603-893-8011 proofinghouse.com mhanna@proofinghouse.com Matt Hanna

Printing, Marketing and Creative Design 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. 55 South Commercial Street, Third Floor Manchester, NH 03101 603-644-2528/603-627-5553 reliablenh.com sales@reliablenh.com Matt Zanni Print Device Repairs, Supplies and Print Environment Optimization Signature Digital Imaging 880 Candia Rd. Units 7, 8, & 9 PO Box 16328 Manchester, NH 03109 603-624-4025/603-641-2995 signaturenh.com info@signaturenh.com Marsha Fournier Full-color Digital Printing, Large and Small Scanning, Raster to Vector Conversion, Digital Plotting, Bid Document Management 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

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Superior service and support…it’s what separates a quality printing company from the rest. Rest assured, you will have the attention you deserve, from start-to-finish.

cummingsprinting.com 4 Peters Brook Drive | P.O. Box 16495 | Hooksett, NH | 800-647-0035 facebook.com/CummingsPrinting

@CummingsPrint

info@cummingsprinting.com

WHARF INDUSTRIES PRINTING, INC. Quality, Service & Pride • • • •

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**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 2017 71

PRINTERS AND PRINT SERVICES 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 603-623-0802/603-623-3520 psquare.com klepine@psquare.com Karen J. LePine Corporate Collateral Material, Digital Printing, Variable Data Printing, Large-Format Printing, Mail Services, Corporate Gift Town & Country Reprographics Inc. 230 North Main Street Concord, NH 03301 603-226-2828/603-225-8437 reprographic.com info@reprographic.com Dan Kenney, Mike Turpin Digital Printing, Online Print Mart, Document Management, Graphic Design, Personalized Mailings, Direct Mail Services Wharf Industries Printing Inc. 3 Lexington Road, Unit 2 PO Box 367 Windham, NH 03087 603-421-2566/603-421-1807 wharfindustries.com sales@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

72 BUSINESS SERVICES GUIDE 2017

General Quick Printing, Color Copying, Faxing and Rubber Stamps Sterling Business Print & Mail 206 Concord Street Peterborough, NH 03458 603-924-9401/603-924-9247 sterlingprintmail.com 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 AllegraCentralNH.com info@allegraportsmouth.com Steve Chaisson Marketing communications provider offering Print & Mailing Services, Banners & Posters, Ad Specialties & Online Solutions Cocheco PrintWorks 442 Central Avenue Dover, NH 03820 603-749-0113/603-749-3093 cochecoprintworks.com info@cochecoprintworks.com Jon West Design, Print, Mail, Marketing, Promotional Items, EDDM, Websites, Broadcast E-mails, CD/DVD Duplication 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 sales@kelleysolutions.com Lisa Finneral 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, Promotional Products Phineas Graphics 108 Penhallow Street Portsmouth, NH 03801 603-436-4402/603-436-1052 phineasgraphics.com info@phineasgraphics.com Susan Kress Hamilton 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 Thayer Printing Co. Inc. 13 Liberty Lane Exeter, NH 03833-4362 603-772-6611 hbthayer@comcast.net Harry Thayer Broker of Print Services 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 Services True Colors Print & Design 57 Main Street Plymouth, NH 03264 603-536-3600/603-536-4914 truecolorsprint.com orders@truecolorsprint.com Offset & Wide Format Printing, Design, Quick Copies, Logo Development, Creative Concepts, Embroidery & Promotional Items Source: NHBR Survey

What to consider when buying a franchise Starting up a franchise does not eliminate risk – be prepared to scrutinize the contract

By Brian Hanson

Like any business opportunity, franchises require a buyer to ask the right questions and follow through on their due diligence.

Unfortunately, many buyers assume that a franchise is a proven business concept and the operational systems are a guarantee of success.

Starting up a franchise does not eliminate risk or mitigate the need for a thorough analysis.

Why do people buy franchises? A franchise can be a turn-key business model that gives first-time buyers the confidence and organizational support to be a business owner. A franchise’s ready-to-go systems, corporate training and logistics can ameliorate a lot of headaches and missteps common to a business startup. For an inexperienced buyer, that can seem very appealing. But franchises are not without their own risks and problems.

Some of the issues to address and questions to ask when exploring franchise opportunities are: Proof of concept: Does the franchise have a proven track record? How many franchisee stores are in operation? Many new franchises are marketed nationally after opening just a few stores or only have corporate stores, which can have a different cost structure or have centralized management.

A handful of stores in one area may not be enough to prove the franchise concept is scalable. Meet with other franchise owners

and ask them the tough questions about the franchisor, startup costs, profits and actual business performance versus their expectations.

Some terms of these agreements can be negotiated so you should consult with a lawyer who has experience in working with franchises.

Geography: Does the franchise work in your geographic area? Many franchises fill a regional niche or a demographic that may not translate well to a different part of the country. Most franchises are designed for high population/high density markets. New Hampshire is a rural state with a growing “buy local” movement, so some franchise concepts may not work well.

Selling your franchise business: You’ll eventually want an exit strategy out of the business. Most franchise agreements include the franchisor having final approval on a buyer for your business. They may be reluctant to take a chance on a new buyer if you’ve been performing well and paying your franchise fees. Finding a buyer that is interested, financially qualified and able to get franchisor approval may be difficult.

Franchise fees: There can be several one-time fees and ongoing fees that franchises charge. What is the initial fee to become a franchisee? Many franchisors also require you to attend corporate training before they approve you as a new franchisee; the training and travel may not be included in the franchise fee. Franchisors also charge an ongoing fee as a percentage of sales and there also may be another fee for marketing.

Combined, these can run between 5 and 12 percent of gross revenues.

Finally, some franchises may require you to buy all your supplies from them, which can cost more than similar goods from other suppliers. Together, these fees can be more than 15 percent of gross revenues.

Franchise agreement: These agreements are usually very restrictive, setting limits on territory, products, pricing and operational protocols. You probably won’t be allowed to sell other non-franchise approved products and may not even be able to buy regular supplies (cleaning, stock, paper) from anyone other than the franchisor.

These are just a few issues you should consider when analyzing a franchise opportunity. If you’re going to buy an existing operation you’ll have the benefit of reviewing real historic financials to make a determination on price and value. If you are considering a franchise startup, be objective — don’t assume that you are guaranteed success based on the strength of the concept alone.

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

BUSINESS SERVICES GUIDE 2017 73

Building leaders at the chamber

By Bill Burke

Most leadership sessions start in September, jumping into topics such as the city’s history, economic development and communications and media before graduation in June.

Bill Burke is manager of the custom publishing division at New Hampshire Business Review’s parent company, McLean Communications, which publishes guidebooks for several New Hampshire chambers of commerce.

74 BUSINESS SERVICES GUIDE 2017

Leadership programs offer insight, expertise and forge life-long relationships As the membership and business development director at the Greater Nashua Chamber of Commerce, Shaunae Nolet was always very familiar with the Gate City.

Then she enrolled in Leadership Greater Nashua.

“I was surprised about how much I learned about my city,” Nolet said of the program – one of many such leadership programs offered by chambers of commerce throughout New Hampshire. “I’m probably one of the people who knows a lot about the city, but I actually learned a lot more about Nashua.”

Leadership programs offered through various chambers of commerce offer participants a chance to get an insider’s look at how different aspects of city and local government work, and a closer look at what creates the culture of a given community.

“Basically, it’s a course in civics and a behind-the-scenes look at how things operate,” according to Rebecca Kinhan, communications manager of the Concord Chamber of Commerce. “It’s anything from arts and culture, education, the criminal justice system, economic development – a yearlong series of sessions on different topics.”

The chamber leadership opportunities are similar in that they each are made up of a number of classes that are held throughout the year, creating a long-term and intensive study. Leadership Greater Concord is now in its 22nd year. Nashua’s program will be celebrating its 20th year with a reunion party of nearly 400 program graduates in October. The Queen City started its leadership program in 1986.

“The program strives to cultivate leadership resources within the greater Manchester community by giving potential leaders a well-rounded, in-depth look at issues facing the region and the opportunities that exist to guide us into the future on solid ground,”

said Tammy Boucher, project manager of Leadership Greater Manchester.

While each program is somewhat akin to the others, each has its own focus that sets it apart from the others. Leadership Greater Manchester starts its sessions in September with a retreat, before diving into topics such as the city’s history, economic development and communications and media before graduation in June.

The 450 alumni of Leadership Greater Concord, many of whom are now working on nonprofit boards or serving on municipal committees, have studied sustainability and health and human services.

The classes at Leadership Greater Nashua are tasked with coming together to create a project that gives something back to the city. Members work to determine what the overarching project will be and then complete it. The 2011 class raised more than $60,000 for the Keefe Auditorium – the largest performance auditorium of its type in New Hampshire; and the 2012 class raised $250,000 to purchase and install all-accessible playground equipment.

Nolet said the classes are made up of people who have been identified by someone in their company as having leadership skills and someone who has influence or has been recognized in some way by a non-profit or community organization.

“It’s really geared toward people who want to get more involved in the community,” Kinhan said. “We’ve had people just moving to the community and want to immerse themselves in what’s happening here, but we’ve had older adults, too, who have been here for a while but would like to get more involved.”

Boucher said applicants are often business, government, education, religious or nonprofit leaders who have demonstrated “a

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strong commitment to the greater Manchester community.”

One of the more important benefits of participating in a leadership program is the relationships that are often forged throughout the process.

“The long-term connections people make with leaders in the community puts them in a unique place to build on their record of community service,” Kinhan said.

Those relationships become key elements in future endeavors, Boucher said, partly thanks to the diverse background of the class makeup.

“The biggest benefit, regardless of whether the leadership program is in Nashua or anywhere else, are the connections you form with the other 24 people in that class,” Nolet said. “Everyone said that to me prior to getting involved. They told me that those people would become your network for the rest of your career.”

New this year, Leadership Greater Nashua will be led by Velocity Performance’s Brendan Keegan, a highly-regarded leader with an extensive background as head of several large international firms.

Applications for chamber of commerce leadership programs traditionally are collected in the spring with classes starting in September. Costs range between $1,000 and $1,800. In some cases, scholarships and professional subsidies are available.

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For more information: Greater Manchester Chamber of Commerce: manchester-chamber.org Greater Nashua Chamber of Commerce: nashuachamber.com Greater Concord Chamber of Commerce: concordnhchamber.com

UNH Holloway Commons Dining Hall Miller Dyer Spears Architects

Concord, New Hampshire · (603) 224-3233 · www.northbranch.net

BUSINESS SERVICES GUIDE 2017 75

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 Executive Director: Kirsten Silfvenius info@chamberofthenorthcountry.com Northern Gateway Regional Chamber of Commerce PO Box 537, 25 Park Street Lancaster, NH 03584 603-788-2530 northerngatewaychamber.org President: Tim Boudreau northerngatewaychamber@gmail.com Umbagog Area Chamber of Commerce PO Box 113 Errol, NH 03579 603-482-3906 umbagogchamber.com info@umbagogchamber.com

WHITE MOUNTAINS Bethlehem Chamber of Commerce 2182 Main Street (Route 302) PO Box 189 Bethlehem, NH 03574 888-845-1957 bethlehemwhitemtns.com info@bethlehemwhitemtns.com Central NH Chamber of Commerce 12 Vintinner Road Campton, NH 03223 603-726-3804 centralnh.org Executive Director: Scott Stephens info@centralnh.org

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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 780 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 2 Union Street, PO Box 105 Littleton, NH 03561 603-444-6561 littletonareachambernh.com Executive Director: Lauren Anderson info@littletonareachamber.com Mount Washington Valley Chamber of Commerce 2617 White Mountain Highway PO Box 2300 North Conway, NH 03860 603-356-5701 mtwashingtonvalley.org Executive Director: Janice Crawford visitor@mtwashingtonvalley.org Twin Mountain-Bretton Woods Chamber of Commerce PO Box 194 Twin Mountain, NH 03595 800-245-8946 twinmountain.org info@twinmountain.org Western White Mountains Chamber of Commerce 126 Main Street, Route 112 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 Executive Director: Karmen Gifford kgifford@lakesregionchamber.org Meredith Area Chamber of Commerce 272 Daniel Webster Highway PO Box 732 Meredith, NH 03253 603-279-6121 meredithareachamber.com meredith@lr.net Greater Ossipee Area Chamber of Commerce 2345 White Mountain Highway PO Box 121 West Ossipee, NH 03890 ossipeevalley.org 603-651-1600 President: Joe Ferriera info@ossipeevalley.org Greater Rochester Chamber of Commerce 18 South Main Street Rochester, NH 03867 603-332-5080 rochesternh.org President: Laura Ring info@rochesternh.org Greater Wakefield Chamber of Commerce PO Box 111, 3 High Street Wakefield, NH 03872 603-522-6106 greaterwakefieldchamber.com President: Tom Dube wakefieldchamber@gmail.com Wolfeboro Area Chamber of Commerce 32 Central Avenue, PO Box 547 Wolfeboro, NH 03894 603-569-2200 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 PO Box 5105 Hanover, NH 03755 603-643-3115 hanoverchamber.org Executive Director: Janet Rebman hacc@hanoverchamber.org Kearsarge Area Chamber of Commerce 1 Depot Street, PO Box 301 Warner, NH 03278 603-456-3330 kearsargechamber.org President: Patrick Miller Lake Sunapee Region Chamber of Commerce 328 Main Street, PO Box 532 New London, NH 03257 603-526-6575 lakesunapeenh.org Executive Director: Sara Colson info@lakesunapeenh.org Lebanon Area Chamber of Commerce 2 South Park Street, PO Box 97 Lebanon, NH 03766 603-448-1203 lebanonchamber.com President: Paul Boucher lebanonchamber@lebanonchamber.com Newport Area Chamber of Commerce 2 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 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: Will Stewart info@gdlchamber.org

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

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

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 603-666-6600 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: Roberta Oeser info@rindgechamber.org

Merrimack Chamber of Commerce 4 John Tyler Street, Unit H PO Box 254 Merrimack, NH 03054 603-424-3669 dawn@merrimackchamber.org President: Dawn Shepherd deb@merrimackchamber.org

Greater Nashua Chamber of Commerce 142 Main Street, 5th Floor Nashua, NH 03060 603-881-8333 thatch@nashuachamber.com President: Tracy Hatch Greater Raymond Area Chamber of Commerce PO Box 425, 64 Freetown Road Raymond, NH 03077 603-895-2254 raymondareachamberofcommerce.com President: Mark Desrochers info@raymondareachamber.com 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 Souhegan Valley Chamber of Commerce 69 Route 101A Amherst, NH 03031 603-673-4360 tracy@souhegan.net President: Tracy Hutchins executivedirector@souhegan.net TriTown Chamber of Commerce 27 Main Street, Suite 1 PO Box 632 Goffstown, NH 03045 603-540-0935 tcarter@ageraenergy.com President: Thomas Carter tritownchambernh.org

SEACOAST

Greater Dover Chamber of Commerce & Visitor Center 550 Central Avenue Dover, NH 03820 603-742-2218 dovernh.org Executive Director: Molly Hodgson info@dovernh.org Exeter Area Chamber of Commerce 24 Front Street, Suite 101 PO Box 278 Exeter, NH 03833 603-772-2411 exeterarea.org President: Todd Deluca president@exeterarea.org Hampton Area Chamber of Commerce 1 Lafayette Road, PO Box 790 Hampton, NH 03842 603-926-8718 hamptonchamber.com President: B.J. “Doc” Noel info@hamptonchamber.com Greater Portsmouth Chamber of Commerce 500 Market Street, PO Box 239 Portsmouth, NH 03802 603-610-5510 info@portsmouthchamber.org President: Valerie Rochon tourism@portsmouthchamber.org Greater Somersworth Chamber of Commerce 58 High Street, PO Box 615 Somersworth, NH 03878 603-692-7175 director@somersworthchamber.com Executive Director: Sarah Potter jennifer@somersworthchamber.com Source: NHBR Research & N.H. Department of Resources & Economic Development

Greater Barrington Chamber of Commerce PO Box 363, 970 Calef Highway (Route 125) Barrington, NH 03825 603-664-2200 barringtonchamber.org Chair: Rich Hollow administrator@barringtonchamber.org

BUSINESS SERVICES GUIDE 2017 77

Meeting the needs of today’s workforce

By Carmen Lorentz

The only way to meet the growing demand for a skilled and educated workforce is to continue to build partnerships that train our workers for the LLC jobs of today while also planning for the jobs of the future.

Carmen Lorentz is the director of the New Hampshire Division of Economic Development, which includes the Office of International Commerce and the New Hampshire Procurement Technical Assistance Program.

For more information, contact the Division of Economic Development at 603-271-2591 or visit www.nheconomy.com

78 BUSINESS SERVICES GUIDE 2017

Employers benefit from public-private employee training programs Every day, American companies find ways to make our lives easier, by making parts, components, vehicles, appliances and any number of other things faster, stronger, safer, more convenient or even just plain fun.

These innovations increase competitiveness and those who make them know well that without a workforce trained in the latest technology and practices for their industry, opportunities will pass them by.

Manufacturers and service providers are the backbone of the New Hampshire economy. Their success is vital for that economy to be robust, which is why there are key partnerships in place to ensure a pipeline of talent and support.

To help employers meet their hiring needs today and tomorrow, the new Sector Partnerships Initiative brings together businesses in targeted industries - manufacturing, hospitality, health care and information technology - to address their workforce needs.

Through collaboration with partners, including community-based organizations, colleges, universities and technological education centers, and registered apprenticeship providers, the initiative will develop strategies and solutions to establish and grow pipelines of trained workers.

Just as technology develops and evolves industries, the workforce needs to stay ahead of these trends. Even with highlytrained workers, training is never complete, as business and manufacturing grow to meet demand. Since 2007, the New Hampshire Job Training Fund has awarded millions of dollars to companies to keep their workers competitive.

By the numbers: The fund is designed for

private businesses of any size, in the state, which pay quarterly taxes into the New Hampshire Unemployment Trust Fund. The program provides a 1:1 match to employers that offer job training programs to their employees. Grants range from $750 to $100,000. Since its inception, the Job Training Fund has awarded more than $8 million in grants, with an employer match of over $10 million, providing a total investment of more than $18 million in 24,000 New Hampshire workers.

The Community College System of New Hampshire is also involved in creating a skilled and educated workforce, through WorkReadyNH. The program is available to any New Hampshire resident over 18, free for eligible participants and offered at all seven of the state’s community colleges.

WorkReadyNH helps people improve their skills and add credentials to their resume.

The program strives to develop both ‘soft and hard skills,’ which are in demand by employers, before participants move into one of the boot camp training programs offered by the community colleges around the state.

River Valley Community College, with campuses in Claremont and Keene, established a two-week manufacturing boot camp to meet the growing needs of manufacturing companies in western New Hampshire.

Working with the Regional Center for Advanced Manufacturing in Keene, River Valley has created classrooms that replicate a manufacturing shop floor.

For hundreds of employers and thousands of employees, these programs are a win-win proposition. The employee gains experience in a rapidly growing field

Your Success Is Our Mission

and employers have confidence in hiring these employees because they know that they have the skills they need to succeed on the job.

The workforce needs of New Hampshire businesses have changed over the past decade and the only way to meet the growing demand for a skilled and educated workforce is to continue to build partnerships that train our workers for the jobs of today while also planning for the jobs of the future.

The New Hampshire Division of Economic Development is ready to help companies maintain their competitiveness, which, in turn, keeps the state’s economy robust and growing. For more information, contact the Division of Economic Development at 603-271-2591 or visit www.nheconomy.com.

Some of the best New Hampshire job candidates are able-bodied workers with disabilities. These are people who don’t let the little things get them down, and who know how to solve problems and work around obstacles.

If you’re interested in hiring a qualified worker with a disability, or if one of your valued employees becomes disabled and you want to keep them on the job, give me a call. I’m Jim Hinson, and I specialize in working with employers in your situation. I can help you with your questions about Workforce Accommodations, Financial Incentives, Employee Retention, Staffing, Support Services, and much much more. Give me a call. I look forward to working with you.

Statewide Program Coordinator Corporate Relations

Offices in Berlin, Concord, Lebanon, Keene, Manchester, Nashua & Portsmouth.

Give me a call at 603-271-7093 today!

At a glance New Hampshire Job Training Fund nhjobtrainingfund.org • Provides a one-to-one match to employers that offer job-training programs to their employees • Grants range from $750 to $100,000

HomeBuilders A S S O C I A T I O N

• Designed for private New Hampshire businesses that pay quarterly taxes into the New Hampshire Unemployment Trust Fund

WorkReadyNH ccsnh.edu/workforce-training/workready-nh • Helps individuals improve their skills and add two nationally recognized credentials to their resume • Offered at all seven of New Hampshire’s community colleges • Free for eligible New Hampshire residents over 18

• Tax Planning & Preparation for Individuals & Small Businesses

Heather A. Ashton, MST, CPA 603.569.6200

• Small Business Consulting • Quickbooks Setup & Training • Accounting & Financial Reporting • Bookkeeping & Payroll

36 Center Street • PO Box 1869 • Wolfeboro, NH 03894 • ashton-company.com

BUSINESS SERVICES GUIDE 2017 79

COLLEGE INTERNSHIP SOURCES & FIELDS Antioch University of New England 40 Avon Street Keene, NH 03431 603-357-3122 603-357-0718 antiochne.edu President: Dr. Stephen B. Jones Jenn Fritz 603-283-2127 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 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 Daniel Webster College 20 University Drive Nashua, NH 03063 603-577-6000 603-577-6001 dwc.edu President: Dr. Michael Diffily Karen Solimini 603-577-6585 Business Management, Computer Science, Engineering (Aeronautical and Mechanical), Gaming Simulation & Robotics, Homeland Security, Information Systems, MBA (Applied Management and Aviation), Marketing, Psychology, Social Science, Sports Management Dartmouth College Hanover, NH 03755 603-646-1110 dartmouth.edu President: Philip J. Hanlon Monica Wilson 603-646-2665

80 BUSINESS SERVICES GUIDE 2017

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 603-899-4243 franklinpierce.edu President: Andrew H. Card Jr. Rosemary Nichols 603-899-4045 Accounting, Advertising, Arts Management, Biology, Business, Computers, 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 888-228-3000 603-513-1389 granite.edu President: Dr. Mark Rubinstein Leslie Paul 603-513-1397 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 John R. Burtt 603-427-7660 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 603-352-1909 603-358-2458 keene.edu President: Dr. Anne E. Huot Patricia Halloran 603-358-2453 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 President: Dr. Scott Kalicki Alan Punches 603-366-5216 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 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 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 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 603-428-2234 nec.edu President: Dr. Michele D. Perkins Meghan Brandow 603-428-2358 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 603-623-0313 603-641-1832 nhia.edu President: Kent Devereaux Lindsay Coats 603-836-2155 NHIA offers extensive for credit internships for enrolled students in both local and national businesses.

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. Pamela Langley 603-271-6484 ext. 4229 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 Peter Laufenberg 603-535-2571 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: Dr. Alicia B. Harvey-Smith Dr. Ali Rafieymehr 603-542-7744 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 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 Sarah E. Mockler 603-641-7496 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 603-668-2211 603-645-9718 snhu.edu President: Paul J. LeBlanc

Tracy Micali 603-645-9793 ext. 2744 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 Journalism, Publishing 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 General Business Management UNH School of Law 2 White Street Concord, NH 03301 603-228-1541 603-228-5682 law.unh.edu Interim Dean: Jordan Budd Ellen Musinsky 603-513-5164 Community Lawyering, Corporate Criminal, General Practice, Government, Government Relations, Intellectual Property, Judicial

603-862-2064 603-862-3104 unh.edu/uacc President: Dr. Mark Huddleston Beth Williams 603-862-2064 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 Barbara Wirth 603-641-4327 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 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

University of New Hampshire 89 Main Street - Hood House Durham, NH 03824 BUSINESS SERVICES GUIDE 2017 81

Avoiding difficult conversations can cost you

By Delise West

Waiting can erode employee morale or lead to a lawsuit. Consider these potential openers and the main objective of the conversation before meeting face-to-face.

“Management would be easy if it weren’t for the people.”

Do you find yourself uttering this at times?

As much as we appreciate and value our employees and what they do to help make our businesses a success, we sometimes find ourselves challenged by the management aspect of our jobs. Besides, these types of conversations are hard enough with members of our own family, let alone employees.

When we work with clients, we have found that when it comes to having performancerelated conversations with employees, especially conversations about poor performance, clients/managers do everything they can to save the conversations for a later date or “the right time.”

Delise West, president and founder of HR outsourcing firm Human Resource Partners, with offices in Concord and Dover, can be reached at 603-749-8989 or through www.h-rpartners.com.

82 BUSINESS SERVICES GUIDE 2017

Why it’s not worth putting off performancerelated conversations with employees Why not delay? After all, these are difficult conversations, even for seasoned managers.

Why is it so difficult to have these types of conversations with employees? Here are some of the reasons we often hear: • We want people/employees to like us • We are not sure how to present the information so it will be heard and action will be taken • Fear of a defensive/argumentative response • Fear of a lawsuit

Practice and respect Getting started is the most difficult part of these types of discussions. Before you meet with the employee, consider your objective for the conversation and focus on respect for the individual throughout your conversation. Here are some openers that may help you: • I’d like to talk about something with you to help us work better together • I need some ideas from you about how to improve “X” • I would like to help your success with “X”

Before you put these conversations off, consider the cost of avoidance:

Once you have delivered your opener, keep in mind that the best feedback is straight forward and simple. Here are some additional steps: • Tell the employee the positive impact of this behavior change • Tell the employee how choosing to do nothing will affect their job/career • Reach agreement about what the employee will do to change their behavior • Engage the employee in developing a solution(s) • Set a due date for change/action • Set a timeframe to review progress and follow-up • Document the conversation • Practice or even role-play this conversation with one of your colleagues (not the employee’s peer)

Erodes employee morale/productivity.

Employees know when their peers are not performing and they begin to wonder, why should I work so hard when Paul Poor Performer isn’t and no one seems to care?

Lost time. Even though you may think addressing these issues will take too much of your time, dealing with them sooner rather than later actually takes less time in the long run. The longer you wait, the more complicated and distracting the situation will be for you and other employees and the more time it will take to address.

Lawsuit/Department of Labor claim. If the first conversation you have about the employee’s performance is at the time of termination you could be exposing yourself and the company to a claim/lawsuit, depending on the nature of the performance problem. Employers need to give an employee the opportunity to correct his/her performance/behavior. This means addressing it early, documenting the conversation(s) and giving the employee a reasonable amount of time to turn the performance around.

As Dr. Robert Anthony, a personal performance trainer and author, said, “Waiting is a trap. There will always be reasons to wait.

The truth is, there are only two things in life, reasons and results, and reasons simply don’t count.” Through practice and a focus on respect, you can become effective at holding difficult conversations. These conversations can mean the difference between success and failure for a valued employee and for your business, so care enough to talk to them sooner than later.

EMPLOYMENT SERVICES 21st Century Leadership LLC 6 Chenell Drive, 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 rank-and-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 603-641-8933 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 michelle.griggs@adeccona.com Michelle Griggs

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 tvigliotti@bankwholdings.com Tammy Vigliotti 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 Barclay Personnel Systems 85 Stiles Road, Suite 104 Salem, NH 03079 603-894-0007 barclaypersonnel.com christina@barclaypersonnel.com Christina Dubois 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 Conor Tracey, Kelly Collins 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 Pat Regan Direct Hire Placement and Temporary/Permanent Staffing of Office, Administrative, Sales, Accounting/Finance Central N.H. Employment Services Inc. 1 Mill Plaza 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 CLP Skilled Trades Solutions 553 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, sales and some technology-based firms Cultural Chemistry LLC 150 Dow Street Manchester, NH 03101 603-623-3633 culturalchemistry.com hello@culturalchemistry.com Mirjam IJtsma Payroll, HR, Recruiting, Training, Employee Engagement, Compliance, OSHA, Construction, Restaurants, Startups

The Davis Companies 402 Amherst Street, Suite 203 Nashua, NH 03063 603-891-0111 603-891-9666 daviscos.com info@daviscos.com Rick Hyotte Engineering, Advanced Manufacturing and Software Staffing 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-on-One Computer Training Express Employment Professionals 8025 So. Willow Street, Suite 210 Manchester, NH 03103 603-606-7177 603-606-7493 expressprosmanchester.com jobs.manchesternh@expresspros.com John Roller Professional, Commercial & Administrative Staffing Global Technical Talent 28 Deer Street Portsmouth, NH 03801 603-433-9911 800-775-3135 gttit.com gtt-admin@gtt-it.com Michelle Norton, Angela R Syvertson Recruiting & Pre-Qualifying of Senior Level IT Professionals for National Clients; Immediate & Short-Term IT Contract and Full-Time Staffing Requirements Goodwin & Associates Hospitality Services, LLC 11 South Main Street, Suite 200 Concord, NH 03301 603-223-0303 goodwin-associates.com info@goodwin-associates.com Eric Goodwin Hospitality Management Recruitment, Mystery Shopping, Guest Satisfaction Surveys, Staff Feedback Programs, Exit Interviews,

BUSINESS SERVICES GUIDE 2017 83

EMPLOYMENT SERVICES Real Estate, Consulting, Food Safety Audits and Diversity Recruitment Great Bay Staffing 133 Washington Street #542 Dover, NH 03820 603-557-0850 greatbaystaffing.com info@greatbaystaffing.com Brian Hughes Specializes in the placement of highly skilled information technology professionals throughout North America, with particular focus in the New England region.

Hayward Hooper & Associates 75 Gilcreast Road, Suite 135 Londonderry, NH 03053 603-964-3939 603-964-8760 haywardhooper.com dhooper@haywardhooper.com Dana Hooper Permanent Placement, Finance and Accounting, Sales and Marketing and Human Resource Searches in N.H., Mass. and Maine 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 KBW Financial Staffing & Recruiting 5 Bedford Farms Drive, Suite 304 Bedford, NH 03110 603-792-2345

84 BUSINESS SERVICES GUIDE 2017

866-313-4798 kbwfinancial.com jkroll@kbwfinancial.com Jason Kroll Temporary, Temp-to-Hire, Direct Hire for Finance & Accounting Professionals Kelly Services 6 Bedford Farms 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 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, Abbey Miles, Stacia McMillan 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 310 Highlander Way Manchester, NH 03103 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

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 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, Mid-Level Management, Call Center Relations, Accounting/Finance, Clerical, Manufacturing Management, Human Resources, Sales/Marketing, Light Industrial Merrimack Staffing 239 Drakeside Road Hampton, NH 03842 603-758-1099 merrimackstaff.com admin@merrimackstaff.com Ramon Pena Temporary Staffing with focus on Manufacturing 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 caela.goumas@monroestaffing.com Caela Goumas 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 scwalinski@bankwholdings.com Matt Nagler Temporary, Temp-to-Hire, Direct Hire for Administrative and Human Resources New Age Software Services Corporation 20 Mary E. Clark Drive, Unit 9 Hampstead, NH 03841 888-445-4141 603-329-5410 newagesoft.com info@newagesoft.com Donna O’Dette Contract and Permanent Employment Opportunities in the Information Technology Field New Dimensions Personnel Services Inc. 113 Cottage Street Littleton, NH 03561 603-444-1100 603-444-0872 ndpsworks.com nancy@ndpsworks.com Nancy Dickowski Temporary, Permanent and Direct Hire Placement in all areas of Office Administration OfficeTeam 1155 Elm Street, 7th Floor Manchester, NH 03101 603-641-9233 603-641-8933 officeteam.com manchester@officeteam.com Barry Roy Temporary Placement of Highly Skilled Office & Administrative Support Professionals Petrocelli Workforce Solutions 30 Daniel Webster Highway, Suite 4 Merrimack, NH 03054 855-478-2874 petrocelliws.com info@petrocelliws.com Steven Davis Contract, Contract-to-Hire and Direct Hire Staffing Solutions for Local, Regional and National Organizations

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 CPC Confidential, Professional Recruiting and Placement for Manufacturing and Accounting Management throughout New England since 1983

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 Partner 5 Bedford Farms Drive, Suite 304 Bedford, NH 03110 603-792-2345 866-313-4798 salessearchpartners.com scwalinski@bankwholdings.com Sarah Cwalinski Temporary, Temp-to-Hire, Direct Hire for Sales Professionals Sapphire Consulting 98 State Route 101A, Suite 4-19 PO Box 850 Amherst, NH 03031 603-889-1099 603-879-0632 consultsapphire.com jim@consultsapphire.com Jim Kimberly

Randstad Work Solutions 165 South River Road, Suite B 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

Organizational Development Consulting, Leadership Development and Executive Coaching September Partners Inc. 12 Middle Street Amherst, NH 03031 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 snowdenassociates.com info@snowdenassociates.com Niall James Worn 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.

Additional NH Locations: Portsmouth Sparks Employment Group LLC 6 Chenell Drive, Box #11 Concord, NH 03301 603-226-WORK (9675) 603-226-9633 nhemploymentagencies.com resumes@sparksemploymentgroup.com Dr. Bernie G. Sparks MPA, DA, CEIC Temporary, Temp-to-Hire, Direct Hire & Direct Placements in Admin. & Office Support, Accounting, Special Projects-Long & Short Term, Legal, Sales/Customer Services, and Light Industrial, HR Consulting, Leadership Training/Coaching.

Your source for local, qualified candidates.

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Sales@jobsinNH.com 800-957-1298 BUSINESS SERVICES GUIDE 2017 85

EMPLOYMENT SERVICES Staff Hunters One New Hampshire Ave., 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

Manchester, NH 03109 603-623-0007 603-624-7007 surgeresources.com sales@surgeresources.com James Petruccelli Employee Leasing

603-881-8647 techemployment.net staffing@techemployment.net Dan Duncanson Contract & Direct Staffing Services

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

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, Health Care, Sales & more

Technical Employment Services Inc. 127 Main Street, Suite 15 Nashua, NH 03060 603-881-8622

Surge Resources Inc. 920 Candia Road

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 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

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JUNE 24 - JULY 7, 2016 VOL. 38 • NO. 13 • $1.75

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86 BUSINESS SERVICES GUIDE 2017

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Subscribe: 877-494-2036 Advertise: 603-624-1442 Visit NHBR.com

The TPI Staffing Group 53 Marlboro Street Keene, NH 03431 603-352-4155 tpistaffing.net atoscano@tpistaffing.net Anthony Toscano Short-Term Temporary, Long-Term Temporary, Temp-to-Hire/ Temp-to-Perm and Direct-Hire Placements in All Fields: Clerical, Entry Level, Skilled Trades & Health Care WESTAFF 2 Greenleaf Woods Drive, Suite 101 Portsmouth, NH 03801 603-427-0465 603-431-6984 westaffnhseacoast.com jobs@westaffseacoast.com Michael R. Guenard, CTS Administrative, Customer Service, Data Entry, Reception, Marketing, Light Industrial Wicked Staffing Solutions, LLC. 165 South River Road, Suite C Bedford, NH 03110 603-324-0352 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

Wilson Employment Networks 197 Loudon Road, Suite 250 Concord, NH 03301 603-225-7300 9:41 AM 603-225-7320 wilsonemployment.com pwilson@wilsonemployment.com Paul Wilson Specializing in Staffing and Recruiting for Accounting & Finance, Administration, Manufacturing, Engineering, Sales, Human Resources and Legal Support Additional NH Location: Bedford, NH Source: NHBR Survey

Paying wages to foreign nationals

By Shiva Karimi

A foreign national is generally considered a nonresident alien for U.S. income tax purposes, and therefore has special considerations, unless he or she satisfies one of two tests: the “substantial presence test” or the “green card test.”

Shiva Karimi, an attorney in the immigration practice of the McLane Law Firm, can be reached at 781-904-2690.

When can they be treated like U.S. citizens for income tax purposes?

The number of foreign nationals in today’s workforce has increased tremendously in recent years.

Businesses – especially those in high technology and specialized fields – find they have such a need for foreign workers that they willingly take on complex immigration projects to obtain work authorization, only to follow with the conundrum of how to handle payroll reporting and withholdings.

One of the most frequently asked questions from employers is whether foreign nationals can be treated like U.S. citizens for income tax withholding and reporting purposes. The answer requires a determination of whether the individual is considered a nonresident alien for tax purposes.

A foreign national is generally considered a “nonresident alien” for U.S. income tax purposes, unless he or she satisfies one of two tests: the “substantial presence test” or the “green card test.”

The substantial presence test counts the total number of days an individual has been present in the United States during a period of three calendar years, according to a specific formula. If, in accordance with the formula, a total of 183 days or more is calculated, then the individual is a resident alien for tax purposes. If the total is less than 183 days, the individual is considered a nonresident alien.

Using the green card test, a foreign national is a resident alien if he or she was a lawful permanent resident of the U.S. (also known as a green card holder) at any time during a calendar year.

If, in accordance with the substantial presence test or the green card test, a foreign national is determined to be a resident alien for U.S. income tax purposes, then he or she is taxed in the same manner as a U.S. citizen, and the employer’s payroll withholding and reporting requirements are also the same.

If an individual is determined to be a nonresident alien, then special considerations apply, some of which are discussed below.

Regarding income tax withholdings from payroll:

Social Security and Medicare – An employer generally must withhold Social Security and Medicare tax (FICA). However, there are certain exemptions for nonresident alien students, teachers, researchers, trainees and some other nonresident aliens (generally, F-1, J-1, M-1 and Q-1 nonimmigrants).

For a certain time period, these individuals are not subject to Social Security and Medicare taxes on their pay. Social Security and Medicare taxes should not be withheld or paid for these individuals for the required period.

Other nonimmigrants, such as employees working pursuant to H-1, E3 and TN visas, are not exempt from FICA. Social Security and Medicare must be withheld from these individuals’ payroll and paid quarterly by the employer.

Tax treaties – The U.S. has entered into bilateral income tax treaties with many foreign countries. One of the purposes of the treaties is to avoid double taxation of income that may arise as a result of the United States’ and another country’s attempts to tax the same income.

Under these treaties, residents (not necessarily citizens) of foreign countries are taxed at a reduced rate or are exempt from U.S. income taxes on certain types of income they receive from sources within the U.S. These reduced rates and exemptions vary among countries and specific types of income.

The IRS maintains a list of these treaties, which must be consulted in each specific case.

Workers outside the U.S. – Payments made to a foreign national who performs services outside of the U.S. are not subject to payroll taxes, nor are there any U.S. reporting obligations.

Taxation in general is complex. Taxation of foreign nationals is a topic that sparks trepidation in many immigration and tax professionals. Although this article outlines some common payroll issues, professionals who specialize in immigration issues and taxation of foreign nationals should be consulted for each individual situation, thus avoiding costly negative consequences.

BUSINESS SERVICES GUIDE 2017 87

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88 BUSINESS SERVICES GUIDE 2017

Regional offices

AZ•FL•GA•KY•MA•NC•NY•WA

AIRPORTS IN NEW HAMPSHIRE Portsmouth International Airport at Pease (PSM) PDA, 36 Airline Drive, Portsmouth, NH 03801 Bill Hopper, 603-433-6536 flyportsmouthairport.com

Berlin Regional Airport (BML) 800 East Side River Road, Milan, NH 03588 Eric Kaminsky, 603-449-2168 berlinnh.gov

Lebanon Municipal Airport (LEB) 5 Airpark Road, West Lebanon, NH 03784 Richard Dyment, 603-298-8878 flyleb.com

Claremont Municipal Airport (CNH) 448 Sullivan Street, Claremont, NH 03743 Rick Bergeron, 603-542-7032 claremontnh.com

Manchester-Boston Regional Airport (MHT) 1 Airport Road, Ste. 300, Manchester, NH 03103 Mark Brewer, 603-624-6539 flymanchester.com

Skyhaven Airport (DAW) PDA, 36 Airline Drive, Portsmouth, NH 03801 Bill Hopper, 603-433-6536 skyhavennh.com

Moultonboro Airport (5M3) 306 Haines Hill Road, Wolfeboro, NH 03894 Paul Zanis, 603-986-7338 facebook.com/NH5M3

Twin Mountain Airport (8B2) PO Box 97, Twin Mountain, NH 03595 Evan Karpf, 603-846-5505 twinmountain.com

Mount Washington Regional Airport (HIE) 5 Airport Road, Whitefield, NH 03598 Edward Stevens, 603-837-9532 mountwashingtonairport.com

Source: N.H. Department of Transportation – Bureau of Aeronautics and airnav.com

Concord Municipal Airport (CON) 71 Airport Road, Concord, NH 03301 David Rolla, 603-228-2267 concordnh.gov Dean Memorial Airport (5B9) 393 Airport Road, North Haverhill NH 03744 Dennis Cunningham, 603-989-5845 Dillant-Hopkins Airport (EEN) 80 Airport Road, Keene, NH 03431 Jack Wozmak, 603-357-9835 ci.keene.nh.us Errol Airport (ERR) PO Box 43, Errol, NH 03579 D.C. Heasley, 603-482-3320 Franconia Airport (1B5) PO Box 279, Franconia, NH 03580 James David, 603-823-5034 Gifford Field Airport (4C4) 14 Depot Street, Colebrook, NH 03576 Douglas Brooks, 603-237-4914 Gorham Municipal Airport (2G8) 8 Main Street, Gorham, NH 03581 Lee Carroll, 603-466-5065 gorhamnh.org Hampton Airfield (7B3) 9A Lafayette Road, U.S. Route 1 North Hampton, NH 03862 Garrett Miller, 603-964-6749 hamptonairfield.com Hawthorne-Feather Airpark (8B1) 2 Main Street, Antrim, NH 03440 Doug Kenney, 603-588-6868 Jaffrey Airport - Silver Ranch (AFN) 190 Turnpike Road, Jaffrey, NH 03452 Harvey Sawyer, 603-532-8870 silverranchairpark.com Laconia Municipal Airport (LCI) 65 Aviation Drive, Gilford, NH 03249 Diane Terrill, 603-524-5003 laconiaairport.com

Nashua Municipal Airport/Boire Field (ASH) 93 Perimeter Road, Nashua, NH 03063 Stephen Bourque, 603-882-0661 nashuaairport.com

4C4

Newfound Valley Airport (2N2) 152 Pleasant Street, Bristol, NH 03222 Boake Morrison, 603-744-8334

BML

Parlin Field (2B3) 15 Sunapee Street, Newport, NH 03773 Heath Marsden, 978-886-0854 newportnh.net Plymouth Municipal Airport (IPI) 6 Post Office Square, Plymouth, NH 03264 Colin McIver, 603-536-5818 plymouth-nh.org

2G8

HIE 7B3

1B5 5B9

Municipal Airport N.H. State Airport

2N2

Private Airport/ Open to Public

5M3

IPI

LEB

LCI

CNH 2B3 CON

DAW

8B1 MHT

PSM 7B3

EEN AFN

ASH

BUSINESS SERVICES GUIDE 2017 89

Small employers have access to stand-alone dental coverage Thanks to the ACA, nearly 1,500 Granite Staters now have dental insurance

By Tom Raffio

Since 2016, a standalone dental benefit plan has been available through the SHOP Marketplace, but more work is needed to ensure fair and consistent pediatric dental coverage

Tom Raffio is president and CEO of Concord-based Northeast Delta Dental.

90 BUSINESS SERVICES GUIDE 2017

Currently, more than 1,900 New Hampshire residents are insured on a Northeast Delta Dental stand-alone dental plan through HealthCare.gov, including employees of small business that purchase coverage through the Small Business Health Options Program (SHOP). Three-quarters of these New Hampshire residents did not have dental coverage before the Affordable Care Act (ACA).

In early 2016, Congress passed the PACE Act, which amended the definition of “small employer” from 1-50 employees, providing states the option of extending the definition of small employer to include employers with up to 100 employees. New Hampshire opted to stay with the 1-50 definition of small employer.

Looking ahead, employers and employees shopping for 2017 (open enrollment is November 1, 2016 to January 31, 2017) health and dental plans on the SHOP marketplace will not notice many changes.

The Exchanges continue to permit health insurers to offer ACA-certified plans without pediatric dental coverage as long as there is a stand-alone dental plan offered on the Exchanges alongside the qualified health plan. Because Northeast Delta Dental offers two ACA-certified SHOP products, small employers in New Hampshire who wish to participate in the SHOP and maintain their Northeast Delta Dental stand-alone dental coverage for their employees are able to do so. Another new feature of the 2016 SHOP marketplace allows employers to offer dental coverage to employees without also having to offer medical coverage. This capability will remain in 2017.

Employers providing medical or stand-

alone dental coverage through the SHOP can elect to offer employees a choice of all carriers’ health or stand-alone dental plans at one level of coverage (platinum, gold, silver or bronze) or select one health or stand-alone plan to offer to employees.

The ACA enables stand-alone dental plans to provide the required pediatric dental essential health benefit on the Exchanges separate and distinct from a Qualified Health Plan. Unfortunately, the ACA never addressed how children’s dental coverage is permitted to be offered outside the Exchanges in the small group and individual markets, and whether stand-alone dental plans offered alongside qualified health plans that do not offer pediatric dental coverage satisfy the pediatric dental essential health benefit requirement. The resulting confusion impacts all stakeholders (consumers, employers, employees, agents, issuers, and brokers) because employers cannot be certain they have met the ACA requirement of pediatric dental coverage when they purchase a health plan without an embedded dental plan.

I am optimistic that Congress will enact legislation that will provide a single standard for offering stand-alone dental coverage inside and outside the Exchanges. Such a “fix” will preserve enrollees’ and small employers’ choice of coverage. If this issue is not resolved legislatively, the Delta Dental Plans Association estimates 2.8 million children’s dental coverage nationwide will be at risk. This simple fix will ensure that American families can continue to choose the dental coverage that best meets their needs no matter where they purchase it.

HEALTH INSURERS

Small Group Health Plans

Large Group Health Plans

Individual Health Maint. Short-Term 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

✓

✓

Anthem Blue Cross Blue Shield 866-478-4557/800-870-3057 1155 Elm Street, Suite 200, Manchester, NH 03111

✓

✓

✓

✓

✓

Community Health Options 855-624-6463 150 Mill Street, 3rd Floor, Lewiston, ME 04240

✓

✓

✓

✓

Harvard Pilgrim Health Care of New England 888-888-4742/617-509-1000 650 Elm Street, Suite 700, Manchester, NH 03101

✓

✓

✓

✓

✓

Minuteman Health 855-644-1776 1 Sundial Avenue, Manchester, NH 03101

✓

✓

✓

✓

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

✓

✓

✓

✓

Source: State of NH Insurance Department

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BUSINESS SERVICES GUIDE 2017 91

MEETINGS & CONFERENCE FACILITIES DARTMOUTH-LAKE SUNAPEE REGION

No. of No. of Rooms Meeting Rms

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

600

250

325

170

120

84

Colby Sawyer College, colby-sawyer.edu/functions/ 541 Main Street, New London, NH 03257, 603-526-3720, 603-526-3990

200

25

Courtyard by Marriott-Hanover/Lebanon, courtyard-hanoverlebanon.com 10 Morgan Drive, Lebanon, NH 03766, 603-643-5600, 603-643-5669

124

4

Dexter’s Inn, Trails & Restaurant, dextersnh.com 258 Stagecoach Road, Sunapee, NH 03782, 603-763-5571

19

3

The Dowd’s Country Inn, dowdscountryinn.com On The Common, 9 Main Street, Lyme, NH 03768, 800-482-4712, 603-795-4220

20

9

200

200

150

Enfield Shaker Museum, shakermuseum.org 447 NH Route 4A, Enfield, NH 03748, 603-632-4346

20

2

100

125

100

3

175

200

175

45

The Fells Historic Estate & Gardens, thefells.org On Lake Sunapee, 456 Route 103A, PO Box 276, Newbury, NH 03255, 603-763-4789, 603-763-2452

170

Fireside Inn & Suites, firesideinnwestlebanon.com 25 Airport Road, West Lebanon, NH 03784, 603-298-5900, 603-298-0340

126

11

450

400

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

Highland Lake Inn Bed & Breakfast, highlandlakeinn.com 32 Maple Street, Andover, NH 03216, 603-735-6426

10

2

200

1

70

3

150

Lake Sunapee Cruises - M/V Kearsarge - M/V Mt. Sunapee II, sunapeecruises.com Town Dock - Sunapee Harbor, PO Box 774, Sunapee, NH 03782, 603-938-6465, 603-938-5671

2

75

Lui Lui of West Lebanon, luilui.com Powerhouse Mall Plaza, 8 Glen Rd #11, West Lebanon, NH 03784, 603-298-7070, 603-298-8209

2

100

40

50

Mount Sunapee Resort, mountsunapee.com 1398 Route 103, PO Box 2021, Newbury, NH 03255, 603-763-3500, 603-763-5989

5

250

250

250

250

120

90

35

Jesse’s Steaks, Seafood & Tavern, jesses.com Route 120, PO Box 665, Hanover, NH 03755, 603-643-4111, 603-643-3340 Lake Sunapee Country Club, lakesunapeecc.com 289 Country Club Lane, PO Box 2460, New London, NH 03257, 603-526-6040, 603-526-0220

12

70 120

300

120

75

75

Mountain Edge Resort & Spa at Sunapee, mountainedgeresort.com 1380 Route 103, Newbury, NH 03255, 603-763-4600, 603-763-6097

47

2

120

The New London Inn, thenewlondoninn.com 353 Main Street, PO Box 8, New London, NH 03257, 603-526-2791, 603-526-2749

23

1

45

Rosewood Country Inn, rosewoodcountryinn.com 67 Pleasant View Road, Bradford, NH 03221, 603-938-5253, (call first)

11

4

70

70

Sunapee Lake Lodge, sunapeelakelodge.com 1403 Route 103, Mt. Sunapee, NH 03255, 603-763-2010, 603-763-3314

55

1

100

80

60

1

500

500

500

185

2

200

150

150

160

Castle in the Clouds, castleintheclouds.org 455 Old Mountain Road, Route 171, PO Box 687, Moultonborough, NH 03254, 603-476-5900, 603-476-2512

1

200

200

200

200

Cody Outdoor Center, campcody.com 9 Cody Road, Freedom, NH 03836, 603-539-4997, 603-539-5840

2

150

225

150

LAKES REGION Bank of NH Pavillion, banknhpavilion.com 72 Meadowbrook Lane, PO Box 7296, Gilford, NH 03249, 603-293-4700 Belknap Mill, belknapmill.org 25 Beacon Street East, Laconia, NH 03246, 603-524-8813

0

The Common Man Inn & Spa, thecmaninn.com 231 Main Street, Plymouth, NH 03264, 603-536-2200, 603-536-7773

38

5

200

150

200

150

Coppertoppe Inn & Retreat Center, coppertoppe.com 8 Range Road, Hebron, NH 03241, 603-744-3636, 603-947-3264

4

2

25

25

25

25

1

50

Fratello’s Italian Grille, fratellos.com 799 Union Avenue, Laconia, NH 03246, 603-528-2022

92 BUSINESS SERVICES GUIDE 2017

50

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 Gunstock Mountain Resort, gunstock.com 719 Cherry Valley Road, Route 11A, PO Box 1307, Gilford, NH 03249, 603-737-4311, 603-293-4318

0

Hart’s Turkey Farm, hartsturkeyfarm.com 233 DW Hwy, Junction Routes 3 & 104, PO Box 664, Meredith, NH 03253, 603-279-6212, 603-279-7146

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

150

40

2

150

5

300

450

300

150

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

The Inn on Newfound Lake, newfoundlake.com 1030 Mayhew Turnpike, Bridgewater, NH 03222, 603-744-9111, 603-744-3894

28

2

185

Mill Falls at the Lake, millfalls.com 312 Daniel Webster Hwy., Meredith, NH 03253, 603-279-7006, 603-279-6797

172

21

300

300

240

160

Lake Opechee Inn, Spa and Conference Center, opecheeinn.com 62 Doris Ray Court, Laconia, NH 03246, 603-524-0111, 603-524-1114

34

9

500

500

500

200

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 Dr. PO Box T, Holderness, NH 03245, 603-968-3348, 603-968-2116

24

1

35

35

42

35

Misty Harbor & Barefoot Beach Resort, mistyharbor.com 118 Weirs Road, Gilford, NH 03249, 603-293-4500, 603-293-0493

93

1

50

50

Mojalaki Country Club, mojalaki.com 321 Prospect Street, Franklin, NH 03235, 603-934-3033, 603-934-6446

1

150

150

150

Mount Washington Cruises, cruisenh.com 211 Lakeside Avenue, PO Box 5367, Laconia, NH 03247, 603-366-5531, 603-366-2007

3

500

120

450

120

3

150

100

150

50

NASWA Resort, naswa.com 1086 Weirs Boulevard, Laconia, NH 03246, 603-366-4341, 603-366-5731

82

225

Plymouth State University Welcome Center & Ice Arena, plymouth.edu/arena 17 High Street, Plymouth, NH 03264, 603-535-2758, 603-535-3369

1

Squam Lakes Natural Science Center, nhnature.org 23 Science Ctr. Road, PO Box 173, Holderness, NH 03245, 603-968-7194, 603-968-2229

5

75

80

60

75

Steele Hill Resorts, steelehillresorts.com 516 Steele Hill Road, Sanbornton, NH 03269, 603-524-0500, 603-581-2395

180

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

2

165

190

165

90

1,200

850

1,200

600

700

350

120

40

MERRIMACK VALLEY REGION Alpine Grove Banquet & BBQ Facility, alpinegrove.com 19 South Depot Road, Route 111A, Hollis, NH 03049, 603-882-9051

4

Ash Street Inn, ashstreetinn.com 118 Ash Street, Manchester, NH 03104, 603-668-9908, 603-629-9532

5

1

Atkinson Resort & Country Club, atkinsonresort.com 85 Country Club Drive, Atkinson, NH 03811, 603-362-8700, 603-362-5727

16

8

12

Aviation Museum of New Hampshire, aviationmuseumofnh.org 27 Navigator Road, Londonderry, NH 03053, 603-669-4820

3

175

100

The Barley House, thebarleyhouse.com 132 North Main Street, Concord, NH 03301, 603-228-6363, 603-228-6565

1

100

55

2

200

200

200

125

3

350

500

350

400

1

20

20

Bedford Village Inn, bedfordvillageinn.com 2 Olde Bedford Way, Bedford, NH 03110, 603-472-2001, 603-471-2569

64

Bektash Shriners Function Center, bektashshriners.org 189 Pembroke Road, PO Box 4086, Concord, NH 03302, 603-225-5372, 603-225-9430 Best Western Concord Inn & Suites, concordbestwestern.com 97 Hall Street, Concord, NH 03301, 603-228-4300, 603-228-4301

94 BUSINESS SERVICES GUIDE 2017

66

20

No. of No. of Rooms Meeting Rms

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

17

500

500

500

260

Brookstone Event Center, brookstone-park.com 14 Route 111, Derry, NH 03038, 603-328-9255, 603-328-9269

3

350

250

250

150

Candia Woods Golf Links, candiawoods.com 313 South Road, Candia, NH 03034, 603-483-2307, 603-483-0590

1

150

Canterbury Woods Country Club, canterburywoodscc.com 15 West Road, Canterbury, NH 03224, 603-783-9400, 603-783-8900

1

120

Capitol Center for the Arts, ccanh.com 44 South Main Street, Concord, NH 03301, 603-225-1111 ext. 114, 603-224-3408

5

422

1,304

250

Castleton Banquet and Conference Center, castletonbcc.com 58 Enterprise Drive, PO Box 957, Windham, NH 03087, 603-898-6300, 603-894-6503

8

500

500

500

500

5

70

85

70

50

Chateau Restaurant & Event Center, chateaunh.com 201 Hanover Street, Manchester, NH 03104, 603-627-2677, 603-623-3132

1

50

50

50

Chen Yang Li Restaurant, chenyangli.com 124 South River Road, Bedford, NH 03110, 603-228-8508, 603-228-8308

3

60

60 50

25

30

30

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

The Centennial Hotel, thecentennialhotel.com 96 Pleasant Street, Concord, NH 03301, 603-227-9000, 603-225-5031

134

32

Colby Hill Inn, colbyhillinn.com 33 The Oaks Street, PO Box 779, Henniker, NH 03242, 603-428-3281, 603-428-9218

14

1

20

Comfort Inn Concord, comfortinnconcord.com 71 Hall Street, Concord, NH 03301, 603-226-4100, 603-228-2106

100

2

60

50

for Company Meetings

The Pats Peak professional staff is eager to develop a unique experience for your company.

• • • •

Relaxed and Peaceful Atmosphere Numerous Food and Beverage Options Personalized Service Wireless Internet Access

A great location for corporate outings, retirement parties, and holiday parties.

BA N Q U E T C E N T E R Henniker, NH • patspeak.com • 1.888.PATS PEAK BUSINESS SERVICES GUIDE 2017 95

MEETINGS & CONFERENCE FACILITIES No. of No. of Rooms Meeting Rms Comfort Inn Airport, comfortinn.com/hotel-manchester-new_hampshire-NH002 298 Queen City Avenue, Manchester, NH 03102, 603-668-2600, 603-625-2081

95

Group Size

1

Theatre Capacity

Banquet Capacity

40

Classroom Capacity 24

Common Man Concord, thecman.com 25 Water Street, 1 Gulf Street (for GPS directions), Concord, NH 03301, 603-228-3463, 603-224-5722

3

64

64

Copper Door Restaurant, copperdoorrestaurant.com 5 Leavy Drive, Bedford, NH 03110, 603-488-2677

2

40

40

Country Tavern Restaurant & Pub, countrytavern.org 452 Amherst Street, Nashua, NH 03063, 603-889-5871

3

50

75

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

100

100

64

60

Crowne Plaza Nashua, cpnashua.com 2 Somerset Parkway, Nashua, NH 03063, 603-886-1200, 603-594-9033

230

12

600

600

400

275

Currier Museum of Art, currier.org 150 Ash Street, Manchester, NH 03104, 603-669-6144 x110, 603-669-7194

5

200

180

150

60

Dell-Lea Weddings & Events, dell-lea.com 81 Pleasant Street, Chichester, NH 03258, 603-435-8479, 603-435-5045

1

220

The Derryfield, www.thederryfield.com 625 Mammoth Road, Manchester, NH 03104, 603-623-2880, 603-623-6850

1

200

EastPoint Executive Center, officespace.com 99 Pine Hill Road, Nashua, NH 03063, 603-880-3223

2

12

239

12

380

0

8

The Event Center at Courtyard by Marriott Nashua, eventcenternashua.com 2200 Southwood Drive, Nashua, NH 03063, 603-880-9100, 603-886-9489 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 Firefly American Bistro & Bar, fireflynh.com 22 Concord Street, Manchester, NH 03101, 603-935-9740

25

1

15

Fratello’s Events in the Millyard, eventsinthemillyard.com 155 Dow Street, Manchester, NH 03101, 603-641-6776, 603-629-9465

3

200

Fratello’s Italian Grille, fratellos.com 194 Main Street, Nashua, NH 03060, 603-889-2022

1

30

100

200

200

160 12

500

380

275

25-5,000 25-5,000 25-4,500 25-1,700

1

Fireside Inn & Suites, firesideinnnashua.com 10 St. Laurent Street, Nashua, NH 03064, 603-883-7700

220

200

200

200

30

Hampton Inn by Hilton Concord/Bow, concordbow.hamptoninn.com 515 South Street, Bow, NH 03304, 603-224-5322, 603-224-4282

145

3

50

60

40

25

Hampton Inn - Nashua, nashua.hamptoninn.com 407 Amherst Street, Nashua, NH 03063, 603-883-5333, 603-883-5334

102

1

50

50

40

20

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

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

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

Holiday Inn Manchester Airport, holidayinn.com/manchesternh 2280 Brown Avenue, Manchester, NH 03103, 603-641-6466, 603-641-5655

96

2

50

50

40

35

Holiday Inn Salem, salemhi.com 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

96 BUSINESS SERVICES GUIDE 2017

No. of No. of Rooms Meeting Rms

Group Size

Kimball-Jenkins Estate, kimballjenkins.com 266 North Main Street, Concord, NH 03301, 603-225-3932, 603-225-9288

7

LaBelle Winery, labellewinerynh.com 345 Route 101, Amherst, NH 03031, 603-672-9898, 603-554-1853

2

230

2

200

League of NH Craftsmen Headquarters, nhcrafts.org 49 South Main St., Suite 100, Concord, NH 03301, 603-224-3375, 603-225-8452

3

122

Londonderry Country Club, londonderrycountryclub.com 56 Kimball Road, Londonderry, NH 03053, 603-432-9789

2

175

Lui Lui of Nashua, luilui.com 259 Daniel Webster Highway, Nashua, NH 03060, 603-888-2588, 603-888-7297

1

45

Manchester Community College, mccnh.edu 1066 Front Street, Manchester, NH 03102, 603-206-8161, 603-624-1576

55

Manchester Country Club, manchestercountryclub.com 180 South River Road, Bedford, NH 03110, 603-624-4096

Lake Shore Farm Inn, lakeshorefarminn.com 275 Jenness Pond Road, Northwood, NH 03261, 603-560-0997

32

Theatre Capacity

Banquet Capacity

Classroom Capacity

90

80

50

300

230

230 200

56

56

130

175

450

450

200

125

4

300

260

300

200

McAuliffe-Shepard Discovery Center, starhop.com 2 Institute Drive, Concord, NH 03301, 603-271-7827, 603-271-7832

4

600

103

300

120

Millyard Museum, manchesterhistoric.org 200 Bedford Street, Manchester, NH 03101, 603-622-7531

2

190

100

80

40

New England College, nec.edu 98 Bridge Street, Henniker, NH 03242, 603-428-2479

15

150

100

125

80

New England Executive Center, nhofficespace.com 264 South River Road, Bedford, NH 03110, 603-644-4554, 603-628-2227

5

20

12

Discover The Possibilities

Host your event at 603.645.9612 conferences@snhu.edu www.snhuconferences.com

We offer a FULL SERVICE BOX OFFICE, two venues in DOWNTOWN PORTSMOUTH, and THREE CHIC BARS. For groups of 10 to 1,000 people.

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Contact your personal event team today! atucker@themusichall.org (603) 766-2202 BUSINESS SERVICES GUIDE 2017 97

MEETINGS & CONFERENCE FACILITIES No. of No. of Rooms Meeting Rms

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

New Hampshire Audubon’s McLane Center, nhaudubon.org 84 Silk Farm Road, Concord, NH 03301, 603-224-9909, 603-226-0902

3

150

100

100

75

Pats Peak Banquet Center, patspeak.com 686 Flanders Road, PO Box 2448, Henniker, NH 03242, 603-428-3245, 603-428-7821

3

200

200

200

200

Promises To Keep, promisesnh.com 199 Rockingham Road, Derry, NH 03038, 603-432-1559, 603-432-4997

2

225

215

100

Puritan Conference Ctr. & Function Facility, puritanbackroom.com 245 Hooksett Road, Manchester, NH 03104, 603-666-9893, 603-669-3199

6

200

250

200

150

65

50

35

Quality Inn Manchester Airport, choicehotels.com/nh054 55 John E. Devine Drive, Manchester, NH 03103, 603-668-6110, 603-668-6116

117

3

Radisson Hotel Manchester Downtown, radisson.com/manchesternh 700 Elm Street, Manchester, NH 03101, 603-625-1000, 603-206-4000

248

16

2,600

2,600

1,600

1,400

Radisson Hotel Nashua, radisson.com 11 Tara Boulevard, Nashua, NH 03062, 603-888-9970, 603-888-4112

336

13

1,000

1,000

500

500

0

3

156

156

2

10

129

2

60

35

60

25

1,521

8

1,650

575

450

167

Searles Castle at Windham, searlescastlewindham.com 21 Searles Road, Windham, NH 03087, 603-898-6597, 603-893-4608

2

50

70

50

50

SERESC Conference Center, seresc.net 29 Commerce Drive, Bedford, NH 03110, 603-206-6800, 603-206-2589

10

220

330

220

225

Sky Meadow Country Club, skymeadow.com 6 Mountain Laurels Drive, Nashua, NH 03062, 603-888-9000, 603-888-2166

2

300

250

Society for the Protection of New Hampshire Forests, forestsociety.org 54 Portsmouth Street, Concord, NH 03301, 603-224-9945, 603-228-0423

4

Southern New Hampshire University, snhuconferences.com/ 2500 North River Road, Manchester, NH 03106, 603-645-9612, 603-645-9712

25

Stonebridge Country Club, golfstonebridgecc.com 161 Gorham Pond Road, Goffstown, NH 03045, 603-497-8633, 603-497-4612

2

Verizon Wireless Arena/SMG, verizonwirelessarena.com 555 Elm Street, Manchester, NH 03101, 603-644-5000, 603-644-1575

5

Walnut Hill, walnuthillnh.com 81 Chester Road, NH Route 102, Raymond, NH 03077, 603-895-2437, 603-895-1326

2

50

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 Residences at Daniel Webster, 246 Daniel Webster Highway, Merrimack, NH 03054, 603-424-8100, 603-913-2929 Saint Anselm College, anselm.edu 100 Saint Anselm Drive, Manchester, NH 03102, 603-641-7000, 603-641-7340

156

50

50

50 400

275

32

60

200

65

10,000 50

MONADNOCK REGION Best Western PLUS Sovereign Hotel, bestwesternpluskeene.com 401 Winchester Street, Keene, NH 03431, 603-357-3038, 603-357-4776

128

4

300

Chesterfield Inn, chesterfieldinn.com 20 Cross Road, PO Box 155, West Chesterfield, NH 03466, 603-256-3211, 603-256-6131

15

1

12

65

1

500

500

40

2

15

1,000

20

600

1

180

Crotched Mountain Ski & Ride Area, crotchedmountain.com 615 Francestown Road, Bennington, NH 03442, 603-588-3668, 603-588-3667 The Fairfield Inn & Suites Keene Downtown, fairfieldinnkeene.com 30 Main Street, Keene, NH 03431, 603-357-7070, 603-357-7075 Franklin Pierce University, franklinpierce.edu 40 University Drive, Rindge, NH 03461, 603-899-4243 The Gibson Room at Crotched Mountain Golf Club, crotchedmountaingolfclub.com 740 2nd N.H. Turnpike North, Francestown, NH 03043, 603-588-2923

98 BUSINESS SERVICES GUIDE 2017

350

15

250

220

15

15

300

100

No. of No. of Rooms Meeting Rms Hidden Hills/Four Star Catering, fourstarcatering.com Route 202, PO Box 369, Rindge, NH 03461, 603-899-5001, 603-899-2037

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

3

400

400

400

300

30

The Inn at Crotched Mountain, innatcrotchedmt.com 534 Mountain Road, Francestown, NH 03043, 603-588-6840

13

2

The Inn at East Hill Farm, east-hill-farm.com 460 Monadnock Street, Troy, NH 03465, 603-242-6495, 603-242-7709

70

3

150

Keene Country Club, keenecc.com 755 West HIll Road, Keene, NH 03431, 603-352-0135, 603-355-6681

7

300

300

350

150

Monadnock Country Club, monadnockcc.com 49 High Street, PO Box 97, Peterborough, NH 03458, 603-924-7769

1

175

175

175

175

Papagallos Restaurant, papagallos.com 9 Monadnock Highway, Keene, NH 03431, 603-352-9400, 603-352-1447

1

100

120

100

40

3

150

Anchorage Inns & Suites, anchorageinns.com 417 Woodbury Avenue, Portsmouth, NH 03801, 603-431-8111, 603-431-4443

92

2

20

Ashworth by the Sea Hotel, ashworthhotel.com 295 Ocean Boulevard, Hampton Beach, NH 03842, 603-926-6762, 603-926-2002

107

4

400

4

200

Woodbound Inn, woodbound.com 247 Woodbound Road, Rindge, NH 03461, 603-532-8341, 603-532-4029 SEACOAST REGION

The Atlantic Grill, theatlanticgrill.com 5 Pioneer Road, Rye, NH, PO Box 4780, Porstmouth, NH 03802, 603-433-3000

20 350

300

140

200

200

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BUSINESS SERVICES GUIDE 2017 99

MEETINGS & CONFERENCE FACILITIES No. of No. of Rooms Meeting Rms

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

BEST WESTERN PLUS Wynwood Hotel & Suites, wynwoodportsmouth.com 580 US Highway 1 Bypass North, Portsmouth, NH 03801, 603-436-7600, 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

315

184

178

CR’s The Restaurant, crstherestaurant.com 287 Exeter Road, Hampton, NH 03842, 603-929-7972, 603-929-0122

1

50

Coastal Video Conference Center, coastaledc.org 4 Merrill Industrial Drive, Suite 201, Hampton, NH 03842, 603-929-9244, 603-929-3502

1

12

40 12

Dover Days Inn, dover-durham-daysinn.com 481 Central Avenue, Dover, NH 03820, 603-742-0400, 603-742-7790

50

2

25

The Exeter Inn, theexeterinn.com 90 Front Street, Exeter, NH 03833, 603-772-5901, 603-778-8757

46

7

100

Flag Hill Winery & Distillery / Flag Hill Catering & Events, flaghill.com 297 North River Road, Lee, NH 03861, 603-659-2949, 603-659-5107

100

1

250

250

The Governor’s Inn, governorsinn.com 78 Wakefield Street, Rochester, NH 03867, 603-332-0107, 603-335-1984

20

10

175

175

Hampshire Inn, hampshireinn.com 20 Spur Road, Off Rte. 107, Seabrook, NH 03874, 1-800-932-8520, 603-474-2886

35

3

175

175

100

100

Hampton Inn & Suites Exeter, exetersuites.hamptoninn.com 59 Portsmouth Avenue, Exeter, NH 03833, 603-658-5555, 603-658-5556

145

1

65

65

42

30

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 Durham/UNH, hiexdurham.com 2 Main Street, Durham, NH 03824, 603-868-1234, 603-590-1315

68

1

15

Holiday Inn Express Rochester & Suites, hiexpress.com 77 Farmington Road, Route 11, Rochester, NH 03867, 603-994-1175, 603-994-1176

77

1

50

20

30

20

Holiday Inn Portsmouth, hiportsmouth.com 300 Woodbury Avenue, Portsmouth, NH 03801, 603-431-8000, 603-431-2065

130

2

175

175

100

110

Homewood Suites by Hilton Portsmouth, homewoodsuites1.hilton.com 100 Portsmouth Boulevard, Portsmouth, NH 03801, 603-427-5400, 603-427-5410

116

1

40

40

32

24

The Hotel Portsmouth, thehotelportsmouth.com 40 Court Street, Portsmouth, NH 03801, 603-433-1200

32

4

33

33

IOS Business Centers, iosnh.com One New Hampshire Avenue, #125/155 Fleet Street, Portsmouth, NH 03801, 603-766-1900, 603-766-1901

6

75

30

Isles of Shoals Steamship Co., islesofshoals.com 315 Market Street, Portsmouth, NH 03801, 603-431-5500, 603-433-1280

1

250

120

Kingston 1686 House, thekingston1686house.com 127 Main Street, Kingston, NH 03848, 603-642-3637

6

85

100

4

100

The Library Restaurant, libraryrestaurant.com 401 State Street, Portsmouth, NH 03801, 603-431-5202, 603-431-4678

2

25

Martel Roberge Function Center, mrfunctioncenter.com 551 Foundry St., Rollinsford, NH 03869, 603-742-7814

3

350

600

350

2

895

895

150

Newick’s Seafood Restaurant, newicks.com 431 Dover Point Road, Dover, NH 03820, 603-742-3205

1

200

One Liberty Lane, onelibertylane.com One Liberty Lane East, Hampton, NH 03842, 603-474-1776, 603-758-1084

6

Paul’s Carriage House Restaurant Inc., carriagehouserye.com 2263 Ocean Boulevard, Rye, NH 03870, 603-964-8251, 603-964-1666

1

Lamie’s Inn & Old Salt Restaurant, lamiesinn.com 490 Lafayette Road, Hampton, NH 03842, 603-926-0330, 603-929-0019

The Music Hall, themusichall.org 28 Chestnut St., Portsmouth, NH 03801, 603-766-2202, 603-766-1753

100 BUSINESS SERVICES GUIDE 2017

32

0

130

75

100

110

50

85

30

125 100

42

50

42

895

No. of No. of Rooms Meeting Rms

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity 50

Pease Golf Course, peasegolf.com 200 Grafton Drive, Portsmouth, NH 03801, 603-433-1331, 603-427-0433

2

150

75

150

Portsmouth Country Club, portsmouthcc.net 80 Country Club Lane, Greenland, NH 03840, 603-436-9791, 603-433-3236

1

170

180

170

2

100

100

80

Portsmouth Gas Light Co., portsmouthgaslight.com 64 Market Street, Portsmouth, NH 03801, 603-430-9122, 603-431-1988

1

250

Portsmouth Harbor Events and Conference Center, portsmouthharborevents.com 22 Portwalk Place 22 Portwalk Place, Portsmouth, NH 03801, 603-422-9300

6

300

Portsmouth Courtyard by Marriott, marriot.com 1000 Market Street, Portsmouth, NH 03801, 603-436-2121, 603-430-7666

Quality Inn Portsmouth, qualityinnportsmouth.com 1190 Lafayette Road (Route One), Portsmouth, NH 03801, 603-433-3338, 603-431-1639

133

121

Redhook Ale Brewery, redhook.com 1 Redhook Way, Portsmouth, NH 03801, 603-501-3237, 603-430-6011

1

60

150 300

300

50

300 25

2

180

250

180

150

1

40

50

40

24

The River House Restaurant, riverhouse53bow.com 53 Bow Street, Portsmouth, NH 03801, 603-431-2600

1

42

Rochester Country Club, rochestercc.com 94 Church Street, Rochester, NH 03839, 603-332-0985

2

120

Rudi’s Portsmouth, rudisportsmouth.com 20 High Street, Portsmouth, NH 038801, 603-430-7834

2

100

Residence Inn Portsmouth Downtown Waterfront, marriott.com 100 Deer Street, Portsmouth, NH 03801, 603-422-9200, 603-422-9201

128

36 180 35

50

35

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(603) 225-1111 ccanh.com/venuesandrentals BUSINESS SERVICES GUIDE 2017 101

MEETINGS & CONFERENCE FACILITIES No. of No. of Rooms Meeting Rms

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

Sawyer’s Banquet Facility, sawyersbanquetfacility.com 180 Plaistow Road, Route 125, Plaistow, NH 03865, 603-382-4840

1

300

300

300

Seacoast Science Center, seacoastsciencecenter.org Route 1A, Odiorne Point State Park, 570 Ocean Blvd., Rye, NH 03870, 603-436-8043, 603-433-2235

2

75

225

75

Seashell Oceanfront Pavilion at Hampton Beach State Park, nhstateparks.org 160 Ocean Boulevard, Hampton, NH 03842, 603-227-8717, 603-926-6073

2

160

160

101

Sheraton Portsmouth Harborside Hotel, sheratonportsmouth.com 250 Market Street, Portsmouth, NH 03801, 603-431-2300, 603-431-7805

180

15

250

350

300

150

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

20

200

150

150

350

250

150

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, www.thevictoriainn.com 430 High Street, Hampton, NH 03842, 603-929-1437 Wentworth By The Sea Country Club, wentworthbytheseacc.com 60 Wentworth Road, Rye, NH 03870, 603-433-3050, 603-431-4788 Wentworth by the Sea Hotel & Spa - Marriott Hotel & Spa, wentworth.com 588 Wentworth Road, New Castle, NH 03854, 603-422-7322, 603-422-7329

4 161

Whittemore Center Arena, whittcenter.com 128 Main Street, Durham, NH 03824, 603-862-1379, 603-862-1977

9

300

376

280

204

2

6,500

6,500

1,000

150

400

300

WHITE MOUNTAIN REGION 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

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

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

Best Western White Mountain Inn, bestwesternnh.com 87 Wallace Hill Road, Franconia, NH 03580, 603-823-7422, 603-823-5638

60

2

60

300

225

198

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

76

1

300

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

4,560

100

85

60

Days Inn, daysinnnh.com 557 U.S. Route 3, Lincoln, NH 03251, 603-745-8118, 603-238-2410

73

2

500

Days Inn Campton, daysinncampton.com 1513 US Route 3, Campton, NH 03223, 603-536-3520, 603-536-8114

100

1

175

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

4

150

250

150

150

Eastern Slope Inn Resort, easternslopeinn.com 2760 White Mtn. Highway, Box 359, North Conway, NH 03860, 603-356-6321, 603-356-8732

250

1

30

30

25

30

Four Seasons Motor Inn, 4seasonsmotorinn.com Route 3 Box 432, Twin Mountain, NH 03595, 603-846-5708

23

1

50

Green Granite Inn & Conference Center, greengranite.com 1515 White Mountain Highway, PO Box 3127, No. Conway, NH 03860, 603-356-6901, 603-356-6980

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

50

50

102 BUSINESS SERVICES GUIDE 2017

80

100

No. of No. of Rooms Meeting Rms

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

200

160

100

120

60

60

Indian Head Resort, indianheadresort.com 664 US Route 3, Lincoln, NH 03251, 603-745-8000, 603-745-8414

98

2

200

The Inn at Thorn Hill & Spa, innatthornhill.com 40 Thorn Hill Road, Jackson, NH 03846, 603-383-4242, 603-383-8062

25

1

50

InnSeason Resorts Pollard Brook, innseason.com 33 Brookline Road, Lincoln, NH 03251, 603-745-9900, 603-745-8233

133

3

60

Jack O’Lantern Resort, jackolanternresort.com US Rte. 3, PO Box A, Woodstock, NH 03293, 603-745-8121, 603-745-8197

93

2

95

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

120

10

Merrill Farm Resort, merrillfarminn.com 428 White Mountain Hwy., North Conway, NH 03860, 603-447-3866

66

3

60

60

60

60

Mountain Club on Loon Resort & Spa, mtnclub.com 90 Loon Mountain Road, Lincoln, NH 03251, 603-745-2244, 603-745-2317

234

6

190

190

175

175

Mountain View Grand Resort & Spa, mountainviewgrand.com 101 Mountain View Road, Whitefield, NH 03598, 603-837-0024, 603-837-8884

144

11

100

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

78

7

300

300

250

Low on Cash?

For most Granite Staters this means a trip to the ATM, but for thousands it means no food on the table.

That’s where the NH Food Bank steps in.

As the only Food Bank in the state, we work with more than 400 partner agencies to bring food and resources to the 1 in 9 men, women and children in NH who do not know when or where their next meal will come from.

You can help with a generous donation – we can provide two meals for just $1.00.

Please visit www.nhfoodbank.org.

BUSINESS SERVICES GUIDE 2017 103

MEETINGS & CONFERENCE FACILITIES No. of No. of Rooms Meeting Rms

Group Size

Theatre Capacity

Banquet Capacity

Classroom Capacity

30

30

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

Royalty Inn, royaltyinn.com 130 Main Street, Gorham, NH 03581, 603-466-3312

88

2

45

45

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

Storybook Inn & Suites, storybookinnandsuites.com Glen Junction, Rtes. 16 & US 302, Glen, NH 03838, 603-383-6800, 603-383-4678

76

1

50

50

50

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

The Valley Inn, valleyinn.com 17 Tecumseh Road, PO Box 1, Waterville Valley, NH 03215, 603-236-8425, 603-236-8429

49

5

90

90

75

45

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

440

250

The Wentworth Inn, thewentworth.com 1 Carter Notch Road, PO Box M, Jackson, NH 03846, 603-383-9700, 603-383-4265

61

2

200

50

200

80

The White Mountain Hotel & Resort, whitemountainhotel.com 2560 West Side Road, PO Box 1828, North Conway, NH 03860, 603-356-7100, 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

Meet.

Eat.

Whether it’s planning and hosting an event on our beautiful campus in Durham, or taking our operation on the road throughout the Seacoast, University of New Hampshire Conferences and Catering knows exactly what it takes to make business and social events successful. World-class chefs and a professional event staff set the tone for our catering operation, while our variety of facilities can handle meetings and conferences of large capacities, on a year-round basis. Then, with detail-oriented event planners leading the way, we can make your conference, special event - or whatever the occasion - one to remember.

Let’s talk about what we can do for you. Contact us today!

UCC_1511_NHBR_Rresource_Direct_7wX4.875h_Meet.Eat.Conf.indd 1

104 BUSINESS SERVICES GUIDE 2017

Celebrate!

(603) 862-1900 conferences@unh.edu unh.edu/conferences-catering

6/1/15 11:53 AM

With over 14,000 square feet of technology-rich

Whether you’re looking for a location for your next

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Courtyard by Marriott, The Event Center,

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Event Center features over 7,000 square feet

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of fresh function space to help you plan and execute

Toast a lavish occasion in our 5,000 square foot

the kind of event that accomplishes all your goals –

Helvetica Ballroom or choose one of our

in style.

intimate meeting spaces for executive meetings and brainstorming sessions. Fully equipped with the latest cutting-edge technology advancements and a talented culinary team, our professional staff will oversee the myriad

Our event planners, talented team of chefs, and experienced wait staff take every possible measure to realize the vision of your perfect event. From beginning to end, we will work with you, your company, or

of details that make your event special and

your event planner to ensure that all aspects of your

successful. Contact us today at 603.579.6055!

occasion are expertly executed.

2200 Southwood Dr., Nashua, NH 03063 EventCenterNashua.com 603.579.6055

21 Front Street, Manchester, NH 03102 TheFallsCenterNH.com 603.413.7550