2019 New Hampshire BIA Enterprise

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ENTERPRISE 2019 The Annual Magazine of the Business & Industry Association — New Hampshire’s Statewide Chamber of Commerce

Removing the State R&D Tax Credit Cap

Protecting NH Businesses: Labor Laws, Taxes, Energy

eNTERPRISe Annual Magazine of the Business & Industry Association — New Hampshire’s Statewide Chamber of Commerce — 2019

Technology Everywhere How NH businesses are using technology to excel

TOP DOCTORS AND COUNTING We’re proud of the 112 doctors from across the Dartmouth-Hitchcock Health System featured on this year’s New Hampshire Magazine’s Top Doctors list. Thank you for your expert knowledge and compassionate care, and for helping us have more top doctors than any other health system or hospital in New Hampshire.

Alice Peck Day Memorial Hospital, Cheshire Medical Center, Dartmouth-Hitchcock Medical Center, Mt. Ascutney Hospital and Health Center, New London Hospital, Visiting Nurse and Hospice for Vermont and New Hampshire, Dartmouth-Hitchcock practice sites at more than 24 locations throughout the region. dartmouth-hitchcock.org

Denise Aaron MD Stacey Abbis MD William Abdu MD MS Daniel Albert MD Bruce Andrus MD MS Bradley Arrick MD PhD Emily Baker MD Perry Ball MD James Bartels MD Richard Barth Jr. MD Joan Crane Barthold MD Barbara Bates MD John Batsis MD David Bauer MD Valerie Bell MD John-Erik Bell MD Elizabeth Bengtson MD Paul Bettinger MD William Bihrle III MD Brian Binczewski MD William Black MD Annika Brown MD Jack Bueno MD Christopher Burns MD Mark Carney MD Samuel Casella MD Mary Chamberlin MD M. Shane Chapman MD Jeffrey Cohen MD Phillip Collins MD Richard Comi MD James DeVries MD Todd Dombrowski MD MS Konstantin Dragnev MD Richard I. Enelow MD Elisabeth Erekson MD MPH David Finley MD Timothy Fisher MD MS Evelyn Fleming MD Naomi Gauthier MD Marc Gautier MD Jennifer Glatz MD Patricia Glowa MD Philip Goodney MD MS Stuart Gordon MD E. Ann Gormley MD Benoit Gosselin MD James Gray MD MS Sherry Guardiano DO Matthew Hand DO Jeffrey Harnsberger MD Cherie Holmes MD MSC Paul Holtzheimer MD Joseph Hou MD Kathyryn Hourdequin MD

John Jayne MD Scott Jaynes MD Barbara Jobst MD J. Gilliam Johnston II MD Julie Kim MD PhD Alan Kono MD Stacey Kopp MD Kevin Kwaku MD PhD William Laycock MD Gregory Leather MD Lisa Leinau MD Stephen Liu MD MPH Keith Loud MD MS Harold Manning MD Heather Marks MD M.T. Charisse Marquez MD Keith McAvoy MD Jock McCullough MD Kenneth Meehan MD John Moeschler MD Patrick Morhun MD Srikrishna Nagri MD Catherine Pipas MD Emil Pollak JR. MD Richard Powell MD Anthony Presutti MD Brian Remillard MD William Rigby MD Steven Ringer MD PhD Lara Ronan MD Kari Rosenkranz MD Richard Rothstein MD Nina Sand-Loud MD Andrew Schuman MD Gary Schwartz MD Keisuke Shirai MD MSC Corey Siegel MD MS Mark Silbey MD Nathan Simmons MD Lijun Song MD PhD Andrew Spector MD David Stone MD Arief Suriawinata MD Vijay Thadani MD PhD Andrew Trembley MD Vijaya Upadrasta MD Dale Vidal MD Adam Weinstein MD Wendy Wells MD Loyd West MD Brent White MD Jill Winslow MD Jan Wollack MD PhD Alicia Zbehlik MD



WELCOME Message from the Chair The Business and Industry Association, New Hampshire’s statewide chamber of commerce, is pleased to welcome you to our fourth annual Enterprise magazine. Whether your company is a current or future BIA member, we hope you find this magazine thought-provoking and informative. In this issue you’ll read about how technology is embedded in every business. Today, all companies are technology companies. Also, you’ll hear about the many ways BIA has advocated for policies and regulations that protect and promote business growth and job creation in New Hampshire. Founded in 1913, BIA has been shaping public policy in the state for more than a century. Our dual mission is to improve the state’s climate for job creation and strengthen New Hampshire’s economy. Our members, along with BIA’s professional staff, continuously engage in guiding state legislation and regulations that impact New Hampshire businesses and their ability to thrive in the state, national and global marketplaces. As New Hampshire’s only statewide, broad-based business advocate, our public policy work on behalf of our members has resulted in remarkable success. See our Legislative Scorecard and Victories & Defeats for NH Businesses on BIA’s website,

www.BIAofNH.com. BIA members employ 93,000 Granite Staters, nearly one out of every seven private workforce jobs. Our members come in a variety of sizes, geographic locations, and product and service offerings. Not only do we represent many of New Hampshire’s largest employers in technology, manufacturing, financial services and healthcare, we also represent small and medium-sized businesses in computer hardware and software; biotechnology; medical technology; environmental and engineering consulting practices; legal and accounting firms; professional services firms and agencies; premier lodging and tourism establishments; and many other types of businesses and employers. While we’re proud of our large members, most people are surprised to learn that nearly 70% of our members have an annual payroll of less than $3 million. In addition to our public policy advocacy work, BIA serves its members and the broader business community by hosting many important conferences and events throughout the year on substantive topics of interest including labor regulations; taxes; talent recruitment; energy costs and reliability; environmental compliance matters; healthcare quality, access,

Ginamarie Alvino, VP & Director of Legal Reform, ​ RiverStone Claims Management

and cost; and much more. These events offer unique opportunities to learn and engage in relationship-building and networking with business and opinion leaders from throughout the state. Again, on behalf of the Business and Industry Association, please enjoy this issue of Enterprise. Thank you to our members for your ongoing support and dedication. (If you’re not a BIA member, you should be!) Sincerely,

Ginamarie Alvino Chair, BIA Board of Directors

BIA staff members Back row: Jim Roche, president; Kat Lehmann, director of public policy; Jane Tewksbury, senior vice-president of operations and finance; Julie Sawyer, executive assistant; David Juvet, senior vice-president of public policy. Front row: Sara Colson, director of Workforce Accelerator 2025; Kevin Flynn, director of communications and public policy; Lora McMahon, vice-president of events and communications. (Photo by Allegra Boverman)


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16 Enterprise is a publication of:

We’re all tech companies now . . 14 Technology everywhere. . . . . . . . 16 6 � ���� BIA networking 13 � �� BIA EVENTS 40 � �� BOARD OF DIRECTORS 42 � �� Become a MEMBER 43 � �� MEMBERSHIP LIST

BIA impacts NH’s business environment. . . . . . 34 R&D tax credit: the golden egg . . . 38

Tax, Valuations, Consulting and Financial Planning for businesses and their owners. Richard J. Maloney, CPA, ABV & Kevin C. Kennedy, CPA, CFE

www.maloneyandkennedy.com 4 | ENTERPRISE 2019

122 North Main Street, Concord, NH 03301 603-224-5388 • www.biaofnh.com Jim Roche President Kevin Flynn Director of Communications

Published under contract by:


150 Dow Street, Manchester, NH 03101 603-624-1442 • www.mcleancommunications.com Sharron McCarthy President & Publisher Kimberly Lencki Advertising Sales Director Ronnie Schlender Sales Executive Jodie Hall Production Manager & Designer Bill Burke Managing Editor, Custom Publishing Mista McDonnell Office Manager ©2019 Business and Industry Association of New Hampshire. All rights reserved. Reproduction in whole or in part without permission is prohibited. While every effort has been made to ensure the accuracy of the information obtained in this publication, BIA of NH will not be held responsible for any errors that occur.



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Governor Chris Sununu addresses attendees at BIA’s New Hampshire Energy Symposium as Jeff Mathis of BAE Systems listens. Claire Golden Lund and Ronald Brenton of GZA GeoEnvironmental, and Lynn Preston of Sheehan Phinney Bass & Green share a coffee at BIA’s New Hampshire Energy Symposium.


BIA President Jim Roche (right) and Past-Chair Linda Fanaras (center) congratulate Michael Power from the New Hampshire Department of Business and Economic Affairs on his Above and Beyond Award at BIA’s Annual Business Meeting.


David Worthen of Worthen Industries and Val Zanchuk of Graphicast chat at BIA’s Annual Business Meeting.



Revenue Commissioner Lindsey Stepp, Manchester-Boston Regional Airport Director Ted Kitchens and Labor Commissioner Kenneth Merrifield get together at BIA’s Meet the Commissioners and Executive Councilors event. Networking at BIA’s Meet the Commissioners and Executive Councilors event are Kat Lehmann from BIA, Richard Parsons from RYP Granite Strategies and David Cuzzi of Prospect Hill Strategies.


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Getting the most out of BIA’s Forum on Workforce Housing are Jennifer Cully White, Lilybel Belen, Heather McCann and Natasha Dube of NH Housing Finance Authority. Rachel Eames of the NH Association of Realtors makes a point during BIA’s Forum on Workforce Housing. Other panelists include Sarah Currier from Dartmouth-Hitchcock Health System, Sarah Marchant from the City of Nashua, State Senator Bob Giuda and Joe Mendola of NAI Norwood Group. Networking at the Fourth Annual New Hampshire Leadership Summit are Shannon Reid of the Community College System of New Hampshire, State Senator John Reagan and Andrew Hosmer of Preti Strategies.

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Steve Ahnen and Paula Minnehan of the New Hampshire Hospital Association chat with State Senator Tom Sherman (center) at the Fourth Annual New Hampshire Leadership Summit. Employers gather to identify their biggest business challenges at BIA’s Greater Nashua Business Roundtable Discussion. Attendees at BIA’s Seacoast Area Business Roundtable Discussion inform BIA of the grassroots concerns they have in their own businesses.






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Aimee and Patrick Whittemore of New England Backflow and John Nyhan of the Hampton Area Chamber of Commerce enjoy the reception at BIA’s 105th Annual Dinner, Lifetime Achievement and New Hampshire Advantage Awards Celebration.


Michael Whitman, Eric Beauregard and Michael O’Reilly of Bangor Savings Bank get together at BIA’s 105th Annual Dinner, Lifetime Achievement and New Hampshire Advantage Awards Celebration.


Marty Sink accepts BIA’s New Hampshire Advantage Award on behalf of Court Appointed Special Advocates (CASA) of New Hampshire.


Former Southern New Hampshire University President Richard Gustafson addresses the crowd after receiving BIA’s Lifetime Achievement Award. Former Chief Justice Linda Dalianis and former Speaker of the House Doug Scamman were also honored with Lifetime Achievement Awards.


Completing their coursework for the inaugural BIA Emerging Leader Training Program are Lisa Jacobs, Pamela Ouellette, Jerry Bourassa and Susan Walsh.


Gloria Barretto and Nikki Lyons Lahey of Make-A-Wish NH pose with Russ Ouellette of Sojourn Partners upon their graduation from BIA’s Emerging Leader Training Program.

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US Senator Jeanne Shaheen shares a laugh with attendees at BIA’s Washington Briefing for NH Business Leaders.

US Senator Maggie Hassan greets Elizabeth Maldonado and Donna Gamache of Eversource at BIA’s Washington Briefing for NH Business Leaders.

Networking at BIA’s Small Business Day are Robert Best of Sulloway & Hollis, Dan Holdridge of Eagle Electric Engineering Enterprise and Tim Callahan from All Brite Cleaning & Restoration.

At Small Business Day, a panel of experts lead a discussion on financing options for small business owners. They include Gary Barr of TD Bank, John Hamilton of the Community Loan Fund and Hollis McGuire of the Impact NH Fund. Not pictured are Amy Sharp of TD Bank and James Key Wallace of the NH Business Finance Authority.

State Senator Melanie Levesque, Ross Gittell of the Community College System of New Hampshire and Peter McNamara of the New Hampshire Automobile Dealers Association get to know each other at BIA’s Meet the Legislators event.

Senate President Donna Soucy addresses attendees at BIA’s Meet the Legislators event in Concord.

BIA EVENTS 2019-2020 CALENDAR June 10

24th Annual BIA Golf Classic Concord Country Club, Concord

September 11

NH Hazardous Waste & Contaminated Sites Conference DoubleTree by Hilton Manchester Downtown Hotel

September 12

BIA Emerging Leader Training Program powered by Sojourn Partners (start of six month session) BIA Office, Concord

September BIA Forum on Workforce Housing DoubleTree by Hilton Manchester Downtown Hotel October 16 106th Annual Dinner, Lifetime Achievement and NH Advantage Awards Celebration DoubleTree by Hilton Manchester Downtown Hotel October 31

17th Annual Governor’s Advanced Manufacturing and High Technology Summit Grappone Conference Center, Concord

November 17 & 18 NH Leadership Summit Mountain View Grand Resort, Whitefield December 5

2019 NH Energy Symposium DoubleTree by Hilton Manchester Downtown Hotel

December 9

Meet the Commissioners and Executive Councilors Centennial Hotel, Concord


Welcome Back Legislators TBD, Concord


15th Annual Small Business Day TBD, Concord

March May

Croissants and Crossover TBD, Concord BIA Annual Business Meeting & Member Reception DoubleTree by Hilton Manchester Downtown Hotel

All events and dates are subject to change or cancellation. For questions, contact Lora McMahon at 603.224.5388 x101 or go to BIAofNH.com/events.

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t e c h n o l o g y e v e ry w h e r e

We’re all tech companie s More than 100 years ago, Webster’s defined technology as, “the practical application of science to commerce or industry.” When many of us put the words “science” and “industry” together, we may envision a business that fabricates the circuit boards that allow machines to do millions of computations in a millisecond. Or one that creates a medical breakthrough which improves our quality of life. Or one that invents something no one has ever thought of before, something that seems less like science and more like magic. But, if we heed the words of Webster, those examples are far too narrow in scope. Technology is about the practical, not sensational. When viewed through this lens, we come to a new conclusion: Today all companies are technology companies. A December 2018 article in the Wall Street Journal stated, “We’ve entered a period of upheaval, driven by connectivity, artificial intelligence, and automation. The changes affect the world of busi14 | ENTERPRISE 2019

ness so profoundly that every company is now a tech company.” Employees in the 21st century workforce need to be tech-literate and employers need to recognize the ways existing and emerging technologies will affect the way they – and their competitors – do business. In our modern world, it’s unlikely that any of us can run a business in any sector without harnessing appropriate technology. Technology has become so entrenched in the operation of businesses large and small, it’s hard to imagine a workday in which these tools would not be utilized. Businesses use technology in a variety of ways, but its use has always been in service of one purpose: to increase productivity. Necessity is the mother of invention, and from the cotton gin to the robotic assembly line, businesses have adopted new technologies to increase output, grow profitability and allow employees to work smarter. The use of robotics and Computer Numeric

Control (CNC) has created a new revolution in industry. Articulated industrial robots help employees lift materials, manipulate payloads, package products and move assembly lines with speed greater than hand assembly alone. Computers can guide workers to machine parts with an accuracy within a millionth of a centimeter. Financial institutions use proprietary technology to instantly perform millions of transactions, from complex commodities trading to helping homeowners make this month’s mortgage payment. Utilities are using the latest software to monitor electrical load or measure gas flow capacity. Other service-based industries have adapted technology to provide traditional offerings in easy and efficient ways for customers. Consumers use technology to book flights, buy goods, register hotel rooms – even make a dinner reservation at a local restaurant – leaving employees free to complete other tasks and improve productivity.

Emerging leader Enterprise third of a page.pdf 1 4/11/2019 11:19:07 AM

Medical providers are on the cutting edge of technology, health monitoring and treatment. From electronic health records and three-dimensional ultrasounds to keyhole surgery guided by robots, doctors and nurses use tools that improve patient outcomes in a variety of ways. An individual’s medical treatment is ineffective unless informed by knowledge. Providers are increasing their use of devices that monitor a patient’s condition outside of a clinical setting and can transmit real-time health data to a doctor before a patient even realizes there’s a problem. Business technology need not be so futuristic. Even for businesses that “push paper,” no one is actually pushing paper anymore. Virtually all communications, invoicing, payroll and benefits management begin and remain as digital documents or transactions. There’s no more “typing pool,” as every employee has their own keyboard and most PCs can even take dictation. Even a legal signature can be generated without paper, pen or hand. The future is now. To underscore the ubiquity of business technology – from processing e-commerce to unlocking doors with thumbprints – an entire workforce is required to support the system.





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e s now Today the interconnectivity of all of these systems and their effect on work product is so mission-critical that round-the-clock support is required. The truth is that not only do businesses utilize technology, but they are dependent upon it too. Imagine if your server crashed, your system was hacked or your internet went out for an entire business day. Operations at nearly any kind of business would grind to a halt. A technology company is no longer defined by the product it makes, but by the way that product is made or service is provided. The practical application of science to commerce or industry has come to all places of business. There’s no need to ask Webster to change its 1913 definition of technology. The modern business world has already redefined it. Today, all companies are technology companies. n

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t e c h n o l o g y i n NH

technology everywhere

From healthcare to manufacturing: all New Hampshire companies use technology to excel New Hampshire companies in virtually every sector of our economy are using technology to make better, less expensive products and provide stronger, more comprehensive customer service. Terms like disruptor, the Internet of Things, augmented reality and artificial intelligence have become commonplace on production floors 16 | ENTERPRISE 2019

and in board rooms throughout the state as technology becomes ubiquitous in every business. BIA Enterprise reached out to a variety of Granite State leaders to see how they are redefining what a technology company is, and how they are leading the way by embedding technology in every aspect of their enterprises. >>

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Biotech/Medtech One of the most exciting growth sectors in New Hampshire is biotech. Establishment of the Advanced Regenerative Manufacturing Institute (ARMI) in Manchester seeks to foster businesses in the vanguard of human tissue manufacturing. The possible applications for this technology (which once seemed more like science fiction than cutting-edge science) seem endless. Some companies on the edge of biotechnology have been here for years. Novo Nordisk’s US Bio Production facility in West Lebanon employs roughly 200 people. The main focus for the biopharmaceutical manufacturing company’s New Hampshire facility is products that treat the rare bleeding disorder hemophilia, which affects 1 out of every 10,000 people. The company’s latest medicine is an important breakthrough in hemostasis management, helping patients with different types of hemophilia. Longtime BIA member Medtronic is the world’s biggest medical technology company. Its Transformative Solutions division is continually looking to break new ground in global health care. Medtronic’s PlasmaBlade is made

in New Hampshire. The high-end precision surgical tool is used to achieve better outcomes during mastectomies. But biotech and medtech need not be as aspirational as growing new human organs. It may also mean solving problems within production facilities. For instance: how might you contain waste and vapors to improve air quality in a lab setting? The solution: Foxx Life Sciences’ EZWaste – an affordable, safe, next-generation solvent waste system. Foxx Life Sciences is a Salem-based manufacturer of biopharmaceutical and medical device assemblies for processes like filtration, single-use bioprocess, borosil glassware, and lab safety and fluid management – which is where EZWaste excels. “Solvent waste management is a huge issue in the laboratory space,” Foxx Life Sciences OEM Bioprocess Manager Dylan Lincoln says. “The majority of labs – almost all of them – have high-performance liquid chromatography (HPLC) machines, which run various solvents through the machines to analyze samples. All of these machines generate waste and with the waste come volatile organic compounds (VOCs). Containing the VOCs and

The goal: to improve air quality in a lab setting by containing waste and vapors. The solution: Foxx Life Sciences’ EZWaste – an affordable, safe, next-generation solvent waste system. – Foxx Life Sciences President and CEO Thomas Taylor. (Photo by Jodie Andruskevich)

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safely disposing of waste is extremely important in any laboratory setting.” According to the Environmental Protection Agency, VOCs include a variety of chemicals, some of which may have short- and long-term adverse health effects ranging from eye, nose and throat irritation and nausea to headaches, dizziness and memory impairment. This is what EZWaste – a closed system for HPLC solvent waste – can help prevent. Prior to advances like EZWaste, lab workers would simply use glass bottles covered with tinfoil or parafilm – an approach considered the norm for the past 20 years. “I’ve seen some labs not even take this precaution and leave the waste bottle completely open,” Lincoln says. “EZWaste is a huge improvement to waste containment.” During the design process, the safety and ease of use for lab technicians was a high priority. The closed-loop design prevents inhalation of volatile organic compounds. It’s an affordable solution for containing liquid chromatography waste. Additionally, EZWaste utilizes containers certified for safe transit by the US Department of Transportation. The result for Foxx Life

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“Artificial intelligence and predictive analytics are becoming a very big thing. The whole entity of a factory is becoming a living organism with feedback – it can give you a sixth sense.” – Val Zanchuk, president and owner of Graphicast, Inc.

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Sciences: worldwide adoption. “We’ve gotten amazing feedback from customers and laboratory managers,” Lincoln says. “It’s easy to use, safe and there are no more headaches in the lab.” Not only does the solution help customers and companies meet OSHA air quality standards, it contains secondary containment abilities to add an extra layer of safety. “It’s a huge improvement over previous solutions,” Lincoln says. “We have gone from open glass bottles on the floor to EZWaste, which is a fully closed-loop system that can connect to any HPLC machine. And it’s available in containers certified by DOT for safe transit. Plus plastic on the floor is much safer than glass.”

“The big question is: what do people mean by ‘technology?’” says Val Zanchuk, president and owner of Graphicast, Inc. “Most people seem to think computers. Computers are often a means to the end; not the end.” The manufacturing sector underwent substantial change during the third industrial revolution when programmable controllers and computers were able to direct machines to repetitively produce things and make rapid changes when necessary. Enterprise-wide software ran accounting and inventory and kept track of productivity on the manufacturing floor, providing nearly real-time data. “More recently, with the advent of sensors and the Internet of Things, we’re getting to the point where manufacturers can measure things like temperature and vibrations, which allows that data to be used for predictive maintenance,” Zanchuk says. “So it’s not only real-time. Information can predict when something may fail, giving you options to do preventative maintenance.” On an industrial scale, the Internet of Things – a network of devices that allows connection, interaction and the exchange of data – is revolutionizing things yet again. For example: should a unique motor fail, portions of a factory could be down for 12 weeks while a replacement is shipped, Zanchuk says. “For a larger manufacturer, it’s very important because downtime could mean millions of dollars,” he says. “If they can reduce that kind of interruption, to sense when things need to be fixed or to know when a process is not as efficient, it allows you to make things run smoother or faster or better.” Knowing when a part could fail could reduce that downtime to 12 days or even 12 hours. “It’s huge in terms of productivity,” he says. “Not only in a factory where you need fewer people because machines are running on programmed processes, but also how efficiently machines are being utilized. Artificial intelligence and predictive analytics are becoming a very big thing. The whole entity of a factory is becoming a living organism with feedback – it can give you a sixth sense.” Zanchuk cites two primary uses of technology that were transformative for the Jaffrey-based manufacturer – and both required computers and software to provide the speed to make calculations that would be impossible or prohibitively time-consuming any other way. One was the automation of part measurements for quality purposes.

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“When we went to our automated measuring equipment 10 years ago, we took a day and a half of manual measurements and turned them into a 15 minute automated inspection program,” Zanchuk says. “This allowed us to enter markets we wouldn’t have been able to enter without this speed and accuracy.” The second technological advancement that contributed to a major change in how the company did business was in factory scheduling. “We have been on a continuing quest to improve the speed by which jobs can move

make operations better and to be competitive in the marketplace.” Sturm, Ruger and Co. Senior Vice President of Operations Thomas P. Sullivan says the company, which has facilities in Newport, has embraced new technology for some time, allowing it to make advances more quickly – benefitting both customers and the company. “One of the things we’ve been doing is with additive manufacturing — things like 3D printing,” Sullivan says. “We use that a lot to develop prototypes to bring products to market more quickly. ”

Sturm, Ruger and Co. used additive technology, and 3D printing in particular, in both the prototype phase and in production of its Pistol Caliber Carbine, which uses interchangeable magazine wells.


– Sturm, Ruger and Co. Senior Vice President of Operations Thomas P. Sullivan

through the plant,” he says. “This has nothing to do with the number of machines on the floor or how fast the machine spindle turns. It has to do with figuring out how best to schedule jobs to get the most out in the least amount of time. It’s a way of creating capacity through time and sequence management, not buying capital equipment. “There’s a tremendous amount of effort globally to make factories smart,” Zanchuk says. “In our case, one of our products is metal castings. We collect data on the operation of the business and optimize the flow of material through, which allows us to get more product out with the same equipment and the same amount of people. We’re always looking for ways of using the information we have to 22 | ENTERPRISE 2019

2018, uses interchangeable magazine wells, shipping with 9mm magazines designed to accept Ruger SR and Security 9 magazines and an adapter so that it accepts Glock magazines, and is CNC-machined from 7075-T6 aluminum billet. The firearm manufacturer also utilizes a suite of collaboration software and video conferencing solutions, creating a virtual obeya (large room), where engineering teams located at multiple sites can work together on the same project. “Our teams can see the team at the other site and interact as if they’re in the same room,” Sullivan says. “They can share CAD models using the technology. It allows us to leverage our engineering resources across the whole company.” The result: new approaches to old challenges have helped the company in a number of ways. Earlier this year, the Ruger PC Carbine was named the 2019 Rifle of the Year by NRA’s Shooting Illustrated. “These tools improve the time to market, they improve the designs and they improve the quality while lowering cost,” Sullivan says. “It results in all of these things.”

Additive technology, and 3D printing in particular, allows material joined or solidified under computer control to create a three-dimensional product, with material being added layer by layer. Ruger uses such processes for fixtures and molds in the factory, Sullivan says, often beating competitors in the time it takes to get a product to market. Competitors may take 2-3 years bringing a product from prototype to market, while Ruger averages 12-18 months, Sullivan says. “It’s one of the tools we use,” Sullivan says. “It’s something we use in our process a lot.” Sullivan cites the success of Ruger’s Pistol Caliber Carbine, which used the technology in both its prototype phase and in production. The Pistol Caliber Carbine, introduced in

That sense of competition, and technology acting as an industry disruptor, has prompted some in the finance sector to review how they do business. “From a regulatory and efficiency standpoint – and also most specifically marketplace lenders – technology has changed banking from a global standpoint,” says Chris Logan, executive vice president, chief administrative officer at Bank of New Hampshire. Marketplace lenders are essentially tech companies, Logan says, run by venture capital groups and offering unsecured consumer and small business loans. Marketplace lenders use online platforms to connect businesses or consumers with investors willing to buy or invest in the loan, and in the process offering an almost instant decision. The speed of the transaction, and its efficiency, has prompted the banking industry to reevaluate its processes. The process is data-driven, he says, using smaller inputs to decide whether or not the loan will be made. “The banking industry has learned from marketplace lenders,” Logan says of the sector, in general. “Strong technology companies have shown banking some of its weaknesses.” Bank of New Hampshire, specifically, has

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used technology ambitiously in recent years, increasing efficiencies for both the bank and its customers. According to Logan, the bank has more than 36,000 users of its online mobile banking – both retail and business users – with more than 400,000 log-ins per month. Slightly more than half of those log in through the bank’s mobile app. “The app is gaining more and more adoption,” Logan says. Through its BeMobile Deposit – a mobile deposit capture technology allowing customers to take a photo of a check and deposit it into an account – the bank captured nearly 48,000 deposits in 2018. Remote Deposit Capture, the bank’s merchant capture technology, is a business-focused service that captures

“And that’s all technology-driven, because the reality is without that technology, we couldn’t do that. It allows them to get into our core to see our transactions and to be able to answer questions for clients.” The bank is continuing to investigate ways in which technology can benefit its customers, including advanced biometrics for online log-in use, voice recognition, tellerless offices, conferencing ATMs, artificial intelligence and other tools that would bring value to community banking. “These are some client-specific, different ways our customers can enter the bank – different modes of delivery for banking services,” Logan says. “We’re looking at the future of banking.”

and its integration into customers’ daily lives increases exponentially, the company needed to do more than keep up, McGlennon says. It needed to develop products and services that addressed needs that its customers didn’t even know they had yet. “Developing a successful digital transformation strategy was essential for us,” McGlennon says. “As a result, we’ve changed the way we work at Liberty Mutual to drive innovation through agile development. This means using available emerging technologies and new tools to remain competitive. It also means accelerating our speed to market to stay ahead of emerging companies that are trying to disrupt our industry, and it means getting products and services in the hands of customers faster.”

Boston-based Liberty Mutual, the fourth largest property and casualty insurer in the US with 3,000 employees working in New Hampshire, is using technology to redefine its day-to-day business. “Technology is disrupting every industry and the insurance industry isn’t exempt from these trends,” Liberty Mutual Executive Vice President and Chief Information Officer James McGlennon says. “To keep up with customer and employee expectations and to stay relevant, we needed to become faster, more agile and increasingly open to smart risk-taking, innovation and new ways of working.” As the pace of technology innovation

Through this new way of working, Liberty Mutual can test and learn quickly. It can see what customers like or don’t like, and scale something quickly when they do like something. Technologies like artificial intelligence and chatbots, the Internet of Things, the Connected Home, cloud computing, Blockchain, drones and more are impacting every business and influencing customer and employee expectations. Digitization impacts every facet of the business. “As a result, we’ve changed the way we work at Liberty Mutual,” McGlennon says. “We’ve shifted to an agile model, we’re embracing new opportunities for product development using emerging technologies to keep

Bank of New Hampshire is continuing to investigate ways in which technology can benefit its customers, including advanced biometrics for online log-in use, voice recognition, tellerless offices, conferencing ATMs, artificial intelligence and other tools.

check scans at businesses, and took in 40,000 deposits last year alone. Bank of New Hampshire’s debit cards are also Europay, Mastercard and Visa (EMV) capable, and it recently purchased a software package called FraudWatch Plus, which reduced debit card losses by 94 percent, year over year. Most recently, Bank of New Hampshire partnered with a company to provide 24/7 customer service via phone or online chat. “It’s available before our typical hours, so now that we’ve partnered with another company during those off hours, we can provide that same service to our clients,” Logan says. 24 | ENTERPRISE 2019

“We’re embracing new opportunities for product development using emerging technologies to keep up with customer and employee expectation.” – Liberty Mutual Executive Vice President and Chief Information Officer James McGlennon

up with customer and employee expectation to remain ahead in a competitive landscape.” Recently, Liberty Mutual has seen an explosion of technologies and innovative thinking, leading to various ways for it to not only remain competitive, but get ahead in several areas: • In late 2017, the company introduced a new customer experience for buying motorcycle insurance online. It went from inception to launch in just 28 days.

• Last fall, it launched a startup, Workgrid Software, as a new business model and revenue stream to bring technology innovations – like Liberty Mutual’s Digital Assistant – to market in a way that wasn’t competitive to Liberty’s core insurance offerings. The Digital Assistant is a software platform that integrates across the common systems and tools found within a company to enable enterprises to deliver personalized

and contextual information – like messages, news, notifications and approvals – to each employee in single view. • And in 2015, Liberty Mutual started an in-house incubator, Solaria Labs to help foster new ideas, solve unmet consumer needs and create a more experimental culture across Liberty Mutual. The labs explore trend areas like vehicle autonomy, the sharing economy, and connected living to surface opportunities for increasing people’s day to day safety, protection, and convenience. Technologies like artificial intelligence and machine learning are helping the company sharpen its risk assessment capabilities, which in turn helps it more accurately price coverage. “For example, we can use telematics to collect information from customers’ cars about how people drive, and to get a better perspective on risk and get a better sense on pricing rather than relying on proxies,” he says. “With the Internet of Things, we can monitor automobile operation, weather and other conditions, enabling us to produce more accurate risk scores.” In addition to building out its artificial intelligence and machine learning capabilities, Liberty Mutual also created a chatbot for customers in the middle of the claims process.

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ENTERPRISE 2019 | 25

The lifelike training manikins in Elliot Hospital’s state-of-the-art Simulation Lab are designed to help caregivers prepare for unexpected situations in real-life settings. – Clinical Nurse Specialist Shirley Jackson, Perinatal Safety Nurse Paula Wellde, Clinical Nurse Educator, Pediatric Services Patti Laliberte, and Elliot Hospital’s manikin, “Sven.” (Photo by Jodie Andruskevich)

Health Care When it came time for Victoria to give birth to Tory, clinical staff and nurses at the Elliot Hospital were on-hand to monitor their progress. There were complications. 26 | ENTERPRISE 2019

Luckily, the birth, in this case, was taking place at the Elliot’s state-of-the-art Simulation Lab, and Victoria is one of three of Elliot Health Systems’ manikins – lifelike training simulation tools designed to help caregivers prepare for unexpected situations in real-life settings. “Tory is very lifelike,” says Paula Wellde, a perinatal safety nurse at the Elliot. “It moves like a newborn to the point where it startles people who are in sessions with the baby. Victoria is the obstetrics model. She blinks, talks and interacts quite a bit. It really is quite lifelike.” The manikins, which cost in the range of $135,000, help advance clinical training at Elliot Health System, improving outcomes for both mothers and newborns – particularly those who experience complications during birth. The technology allows for differing complexities and obstacles to be introduced into training scenarios so that when difficult situations arise in the delivery room, clinical workers are better prepared to respond. “Based on what the participants are doing, we can alter their functions to improve or get

worse,” says Clinical Nurse Specialist Shirley Jackson. “They can then interact with the simulator in that manner.” Meaghan Smith, director of Women’s and Children’s Services at Elliot Health System, says the use of simulation in obstetrics and high-risk labor and delivery scenarios allows caregivers to prepare for unplanned and emergency situations that arise – scenarios that can range from postpartum hemorrhage, preeclampsia and heart problems to maternal cardiac arrest, infections and amniotic fluid embolism. Training administrators use a tablet to interface with the manikin, allowing them to coordinate functions to desired scenarios, tracking vital signs and introducing features they’d like to see addressed or treated. Wellde says a feedback debriefing is usually provided at the end of a simulation, allowing for training to take place “right in the moment.” “Simulation training facilitates teamwork and deepens critical thinking in learners of all levels and is comprehensively designed to help improve patient safety in women’s health through

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education and training,” she says. Clinical Nurse Educator, Pediatric Services, Patti Laliberte says using such technology is extremely valuable to the entire health care team, and ensures preparation that will hopefully lead to better outcomes. “There’s a tremendous amount of value in the debriefing sessions,” Laliberte says. “When students talk about what they learn, it’s huge, because they can identify opportunities in their own department and they can apply that to future outcomes. We want them to identify these things on the manikin before they do on an actual human patient. They get to practice all these skills in a lab where it’s a safe environment before they go out into a real patient environment.” The team at the Elliot also has access to training technology allowing them to engage in clinical simulations ranging from practicing running intravenous lines to catheters. “It allows us to practice a specific procedure,” Jackson says. “Especially in situations where we don’t need a full manikin.” Introducing new technologies into the health care sector, such as virtual medicine, predictive analysis and remote surgeries, among a host of other advances, is helping to

transform care in emergency situations and at the bedside. Geneia, a health care analytic solutions and services company with offices in Manchester, has used technology toward that end, creating a remote patient monitoring solution that benefits both patients – potentially saving them from life-threatening experiences – and providers, by easing the staffing and financial burden on health care providers. The Geneia @Home Remote Monitoring program transmits biometric information of at-risk patients to doctors and clinicians via wearable devices that act as multiple data sources. It can alert health care providers to worsening conditions or emerging situations before they become emergencies. “It’s a big advancement to be able to intervene before a patient needs treatment in a hospital,” Geneia President Heather Lavoie says. “In contrast to 10 or 20 years ago, clinicians now have access to near real-time biometric information about patients such as changes in weight, blood pressure and blood oxygen saturation. That means clinicians can immediately act on this information even when the patient has not realized his or her condition has deteriorated.”

Armed with information, the patient’s doctor can prescribe a new medication or change the dosage to avoid a preventable emergency department visit or hospitalization. A decade or two ago, the clinician would likely not know the patient’s health had declined until after the patient arrived at the hospital for treatment. “Just as importantly, biometric information transmitted through the @Home remote patient monitoring program is objective and does not depend on the patient’s ability to accurately recall and describe symptoms to the nurse or doctor, as was the situation 10 or 20 years ago,” Lavoie says. The advances have led to real, measurable improvements. The program has saved $8,375 per heart failure patient annually, and reduced acute hospital admissions by 45 percent. “At a time when healthcare costs continue to climb, a savings of $8,375 per monitored patient is very important, as is a 45 percent reduction in acute hospital admissions,” Lavoie says. “For a typical one-million-member health plan, it could translate into about $1.1 million saved each year. At the same time there are significant cost savings, patients are happier, too, as are their loved ones. We’ve found patients and their caregivers prefer home care to the hospital.”

Geneia’s @Home Remote Monitoring program transmits biometric information of at-risk patients to health care providers, alerting them to worsening conditions or situations before they become emergencies.

28 | ENTERPRISE 2019


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Smart Switch technology, which is monitored at Eversource’s Systems Operation Center, has reduced outage numbers, frequency and repair time dramatically. Energy In some cases, the future has already arrived. Eversource, the state’s largest utility, recently announced a substantial investment in a number of technologies that are designed to maintain a reliable grid – something that has repercussions that go far beyond being able to turn on the lights following a storm. “It’s critical — electricity feeds the economy,” says Joe Purington, vice president of Electric Operations for Eversource in New Hampshire. “When we have a major outage, things just shut down. I look at our responsibility as stewards of the system, and we need to build a more robust, a more resilient and a smarter system.” 30 | ENTERPRISE 2019

As recently as six years ago, when something was damaged or needed to be replaced, it was a like-for-like replacement, Purington says. Now, everything that goes into the system is stronger and smarter. And it all comes down to utilizing new technology. The company has targeted a $300 million investment to help build the smart grid of the future that will incorporate new sources of clean energy to power economic development in the Granite State. The company has replaced hundreds of miles of non-covered wires with insulated wires more resistant to severe weather and tree contact. It has also installed automation technology that isolates power outages and enables system operators to remotely reroute power to customers and pinpoint trouble spots. The technology – Smart Switches – has reduced outage numbers, frequency and repair time dramatically. “Smart Switches give us the ability to turn something on and off remotely,” Purington says. “They allow us to communicate with devices across the state and either open or close those devices and get current and voltage readings so we can isolate where the fault is in the system.” In the past, it could take 15-20 minutes for operators to learn of a system fault. Now, with Smart Switches, that time has been reduced to

less than five minutes. “With Smart Switch technology, we know exactly what device to send, we can look at where crews are situated and we know who to send based on who is closest to the fault,” Purington says. “We can send first-responders right to the device so they can start their patrol. It’s a game-changer.” In 2014, Eversource had 235 Smart Switches on its system. By the end of 2019 it will have in excess of 1,400. “We’ve been very aggressive,” Purington says. “Information is a powerful tool, and the more information we have on what’s happening on our system for situational awareness, the more intelligent decisions we can make with our resources and our restoration efforts.” The upgrades have already benefited customers. In the October 2017 wind storm, 217,000 customers were left without power for a time. By utilizing remote switching, system operators were able to restore power to approximately 60,000 customers within 10 minutes. More recently, a car accident involving a utility pole knocked power out to 5,200 customers. System operators isolated the trouble spot and rerouted power to 5,000 of those customers quickly and then dispatched crews to make repairs to restore the remaining 200 customers.

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New Hampshire Electric Cooperative’s installation of digital smart meters has “been our biggest technology initiative and it’s really paying off for us now.” – NHEC Communications Administrator Seth Wheeler

Eversource is communicating with its customers via text, email or a phone call. They’ve also made significant investments designed to harden the electric system and improve reliability. This includes opening a Systems Operation Center in Manchester, which put all aspects of the electric systems operations and outage response under one roof, and creating system redundancy. Now, at the Systems Operation Center, if there is an outage affecting more than 250 customers, the appropriate line crew is dispatched, the area supervisor is alerted, the manager in that region is alerted, and Purington is alerted. “We’ll know within minutes of it happening,” he says of the newly deployed technology. “There’s nothing on the system occurring that’s isolated or in pockets that we don’t know about.” Similarly, the New Hampshire Electric Cooperative (NHEC) has used newer technology to increase its efficiency – benefitting both the company and its customers. The NHEC replaced 84,000 analog electric meters with digital smart meters, allowing its members new levels of access as well as bringing additional savings to the business. The program accomplished two objectives: it created a Communications Systems Infrastructure and an Advanced Metering Infrastructure. The two work together to report readings, receive signals from NHEC and provide usage data that can be used to control costs and manage energy usage. 32 | ENTERPRISE 2019

“Traditionally, electric consumers pay one rate for electricity, no matter what time of day they use it,” says NHEC Communications Administrator Seth Wheeler. “In reality, power costs vary daily based on demand throughout the day. Because our smart meters can receive information as well as transmit it, we are able to offer programs that charge members a higher rate during on-peak hours (usually noon to 8 p.m. on weekdays) and a lower off-peak rate (all other hours). A pilot program we ran for two years from 2013-15 involving about 400 members showed that members who were able to reduce their usage during on-peak hours were able to save money on their monthly bills. This is also good news for the Co-op, as we pay increased capacity and transmission charges to have electricity delivered during high-demand periods.” Future rates are determined by NHEC members’ total demand for power during that one hour per year when demand is at its absolute highest. The idea is to reduce usage during peak demands and save on future rates. Here’s how the smart meters work: each meter is equipped with a small ¼ watt radio transmitter that sends and receives usage data periodically through the day. Each 1 ½ second transmission travels through a mesh network of meters, bundling and routing the data to nearby ‘gatekeepers.’ The readings are recorded, bundled and transmitted to one of a number of towers throughout the state, until it arrives at an

NHEC tower at the top of Tenney Mountain in Plymouth. There are several benefits. Among the benefits for NHEC members: • Remote meter reading. Contractors who once traveled house-to-house are no longer needed, eliminating property visits. • Access to usage information. Members can go online to view current, hourly and historical usage data. “While there are a lot of efficiencies for us, it can be a real boon for our members,”Wheeler says. “Members can now see their usage by going through a private portal online – they can see daily, monthly, even hourly increments. We’ve found it to be a pretty powerful efficiency tool.” • Seasonal savings. Nearly 30 percent of NHEC members are seasonal. The smart meters and the monitoring abilities allow those members to watch and alter usage. “People may find a well, a pump, a tool in the home or another appliance is consuming power that they weren’t aware of,”Wheeler says. “They can then take care of that. It’s better than discovering it six months later and find a big bill they didn’t expect.” Benefits for NHEC: • NHEC saves nearly $1 million annually on meter reading. • Smart meters have the ability to be queried and read remotely, allowing less of a need to send personnel to perform member-requested transfers or re-reads. • Improving outage management.

The smart meters allow NHEC to know, down to the individual meter, where outages are occurring at the moment the member loses power – allowing the company to respond more efficiently. “It’s been our biggest technology initiative and it’s really paying off for us now,”Wheeler says.

Tech Sector The drive by businesses to use the latest technology is also putting upward pressure on tech service and product providers. RedBlack Software’s world headquarters is in Bedford. They’re among the leading providers of FinTech (financial technology), creating the software that helps investment managers rebalance accounts and conduct complex trades. CEO Dan C. Potter says they need to be client driven. That means recognizing customers expect their technology will evolve with better features and not stay stagnant. “People are creative. And I think the creation of new software is what’s going to keep us nimble and active in what we have to build for enhancements.” Building the features won’t be enough for businesses if software providers don’t

anticipate the next big thing. “The way we can use tools now to generate a better quality of life is what’s key,” Potter says. “I can’t see an end to building enhancements and value for our clients.” For IT providers, the challenge is not only to stay abreast of the features and enhancements their business clients expect, it’s to mitigate the threats they don’t realize they’re at-risk from. In an era when bad actors can ransom data, syphon cash, and ruin reputations, cybersecurity is an ever-evolving necessity. Mainstay Technologies Chief Service Officer Ryan Robinson says businesses now need to understand the critical distinction between IT and Information Security. “IT works on the systems, Information Security works on the organization. By way of analogy, IT makes sure the pipes are working effectively, but the Information Security team focuses on what’s flowing in and out of those pipes,” says Robinson. He says most business’s internal IT team does not have the necessary skillset or organizational focus to be able to effectively manage Information Security. “IT is responsible, to be sure, for some technical security layers, such as

antivirus, management of the firewall, et cetera, but not the host of responsibilities outside their purview, such as organizational policies, Information Security Program development, security awareness training, data workflows, compliance auditing and much more,” says Robinson.

Conclusion In New Hampshire – and around the world – companies are becoming more efficient, more productive and more profitable through the use of broad-based and sector-specific hardware and software applications. It’s not a one-size-fits-all proposition. Management must assess not only what’s new, but what works. This requires second-level skills, so that decision makers trained in medicine or banking or product assembly must also develop a feel for how these technologies affect their vocation. Guessing wrong on technology is just as bad as guessing wrong on a new product line or company expansion. In an era when all companies are technology companies, management cannot wait for the next big thing to come to them. They must be on the leading edge to stay ahead. n

ENTERPRISE 2019 | 33

BIA Impacts NH’s Business Environment

Like any good garden, one of the most important conditions for growth is the environment. Too hot, too cold, too humid, too dry and even the healthiest plants wither and die. The same is true for a state’s climate for job creation. That’s why BIA, New Hampshire’s statewide chamber of commerce and leading business advocate, is laser-focused on what happens at the State House in Concord. It does little good to complain about laws after they’ve been passed. It’s far better to strate-

34 | ENTERPRISE 2019

gically stay engaged on the many issues that can either create or impede an environment conducive for economic growth. The issues are many, and BIA covers the waterfront. Some issues directly impact, either positive or negative, companies large and small. Things like taxation. For example, BIA led the way for modest tax reductions in New Hampshire’s two business taxes, the Business Profits Tax (BPT) and the Business Enterprise Tax (BET). For many smaller companies, the Business Enterprise Tax,

which is unique and based in large part on compensation, is especially critical. It must be paid regardless of profitability. So maintaining as low a rate as possible is especially important for start-up, technology-centered companies. BIA was a leader advocating for modest, phased-in cuts to the BET from the 2015 high rate of 0.75% to the current 0.6%, with an additional reduction to 0.5% set to kick in in 2021. BIA was just as committed to reducing the onerous rate of New Hampshire’s Business

BIA believes it’s important our institutions of higher learning have the fiscal resources they need to not only meet their mission, but to provide training certificates and degrees at affordable tuitions.

Profits Tax, New Hampshire’s corporate income tax. Once at 8.5%, one of the highest corporate tax rates in the country, BIA successfully lobbied for phased-in reductions that have lowered this tax to 7.7% with an additional reduction to 7.5% scheduled for 2021. What this means for all companies, especially start-up firms, is more money to invest in the growth of your company and your employees. Unfortunately, BIA has been pressed into fighting efforts in both the House and Senate that seek to freeze business tax reductions at the 2018 rate, and repeal the 2019 and 2021 scheduled reductions. While raising state business taxes is a serious concern, it’s not the only issue we’re focused on this session. Other legislation, such as bills to mandate that employers pay employees for unused vacation time, legislation preventing employers from inquiring about the salary history of a prospective employee, legislation preventing employers from being able to conduct credit checks of prospective employees, legislation expanding workers’ compensation benefits that will

drive up the cost of workers’ comp insurance premiums are, unfortunately, advancing at the State House. In addition to our work on business taxes and labor regulations, BIA is front and center advocating for critical funding requests by our state’s university and community college systems. The fact is these institutions of higher learning are the primary providers of next-generation talent for New Hampshire employers. The workforce issue – both the quality and “work-readiness” of individuals coming out of our high schools, community colleges and universities, as well as insufficient numbers of workers to meet the demands of a red-hot economy – is one we hear about from companies of all shapes and sizes, in all sectors of the state, all the time. BIA believes it’s important our institutions of higher learning have the fiscal resources they need to not only meet their mission, but to provide training certificates and degrees at affordable tuition. Another high priority bill for BIA is funding for an important state job training program. The New Hampshire Job Training program,

ENTERPRISE 2019 | 35

administered by the state Department of Business and Economic Affairs, provides grants to New Hampshire employers of all sizes to help mitigate costs associated with training employees in new technology skills. The program is popular, and over the years hundreds of companies have taken advantage of it to ensure their employees stay on the cutting edge of new technology developments. A key challenge is that because the program is so popular, funding is often exhausted well before demand for it has been met. A bill this session seeks to change that by providing additional funding for the program, as well as providing more resources for other workforce development programs like “Work Ready New Hampshire” which teaches unemployed individuals basic skills they need to find employment. Perhaps the most significant employer issue being discussed this session relates to establishing some form of a paid family leave benefit. This is intended to provide some level of compensation for employees who are away from work for an extended period of time due to the birth of a child, personal illness or the illness of a child, spouse or parent that requires their attention and care. The House and Senate have separate (but almost identical) bills mandating that all employers in the state, regardless of size, provide a paid family leave benefit of up to 12 weeks of time off in a 12-month period of time. Employers will be assessed a tax equal to 0.5% of employee compensation. They can choose to absorb this cost on behalf of their employees, or recoup the money via payroll deduction from their employees. Either way employers or employees have no option but to participate in the program, even if they feel they will not personally benefit from it. Governor Sununu has proposed a voluntary paid family leave bill. He would use state employees as a base of sufficient size for private sector insurance companies to write a product, which would then become a state employee benefit as part of the collective bargaining process. Private sector employers

36 | ENTERPRISE 2019

would have the ability to voluntarily opt into this program if they so choose. From BIA’s perspective, it has one critical thing going for it: employers have the opportunity to decide for themselves if this benefit is in the best interest of their employees and the business. This is just a sample of the many public policy issues impacting employers this session, and the kind of work BIA engages in on behalf of our members in nearly all economic sectors, of sizes and all regions of the state. Frankly, it’s easy for employers to sit back, keep their fingers crossed and hope for the best. But sophisticated employers know they are better off staying engaged, providing important feedback on legislative proposals and having a say in crafting state laws they will have to operate under. Sophisticated employers are members of the Business and Industry Association of New Hampshire. n

BIA is laserfocused on what happens at the State House in Concord and stays engaged on the many issues that can either create or impede an environment conducive for economic growth.

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Research & Development:

The “Golden Egg” that grows into the “Golden Goose” Although it doesn’t get the recognition bestowed on travel and tourism, the reality is that manufacturing and technology are the leading economic sectors of our state. They account for more high-paying careers and bring more wealth into New Hampshire than any other sector. So it makes sense to do what we can to protect the manufacturing and technology jobs we have here and think creatively about how we can incentivize those companies to expand their operations, and lure like companies from other states and countries to starting up operations or relocating to the Granite State. One of the most important ways to do that is to offer a state tax credit to businesses engaged in research and development work. Research and development is the first critical step in the manufacturing process. It results in innovation, new product development and more efficient processes. If we can encourage more research and development in New Hampshire, it’s far more likely that any manufacturing that 38 | ENTERPRISE 2019

results will also take place in the Granite State. This is also true at the national level, which is why the US tax code has long offered a federal R&D tax credit. Congress recognizes the importance of promoting products, services and technological advances through research. Although a state R&D tax credit is a common incentive around the country, it is a fairly new economic development tool here in New Hampshire. In fact, our current R&D tax credit, which can be used towards either of New Hampshire’s two business taxes, the business profits tax (BPT) or the business enterprise tax (BET) came into being through BIA’s efforts at the State House in 2008. The program relies on the federal tax code to define what qualifies as research and development. Companies use the amount they claim on their federal tax returns as the starting point for requesting a state credit. New Hampshire’s tax credit is calculated on 10% of the overall New Hampshire-sourced compensation relat-

ing to allowable research and development and is capped at $50,000 per company, per year. There is a quirk with the New Hampshire program, however. Early in the discussion to institute a credit to reward research and development performed here in New Hampshire, some public policy makers were concerned about the unknown fiscal impact. To protect the state, the credit was limited to $1 million in total appropriations. Meaning, if you requested an R&D tax credit, the commissioner of the Department of Revenue Administration would collect your request and all others that came in during the fiscal year, total them up, and then (if the total amount requested from all companies was higher than $1 million) distribute the credits on a pro-rata basis. BIA has successfully lobbied since then to increase the cap to $7 million per year. And even though companies are receiving a higher percentage of the credit they are eligible for, it is still a clumsy, clunky process. The R&D tax credit program, by almost

any measure, has been a complete success. According to New Hampshire’s Department of Revenue Administration, in 2008, the first year of the tax credit program, 71 companies reporting over $112 million in qualified wages applied for the tax credit. Not bad for the first year. However, in the eleven years the program has been in place, there has been extraordinary growth in the number of companies conducting research and development, as well as the number of jobs in New Hampshire that qualify toward the R&D tax credit. In 2018, for example, over 210 companies applied for the credit and collectively they reported over $450 million in New Hampshire qualified wages. In fact, there was growth in R&D activity every year the tax credit has been in place, even during the darkest periods of the “Great Recession.” You would think that such great news would be welcomed by public policy makers, but in fact, that is not the case. There have been efforts this legislative session to roll back the tax

credit program by scaling the state investment back to the original appropriation of $1 million per year. Using 2018 figures that would mean any company applying for the credit could only expect to receive about 10 cents on the dollar, not exactly the robust incentive they have come to expect. It’s obvious to BIA that going backwards in this fashion will cripple a proven economic development program for the most important sector of our economy, manufacturing and technology. BIA will continue to lead the fight against efforts to repeal or cripple New Hampshire’s research and development tax credit program. It’s too important a tool for manufacturing and technology companies who choose to do R&D in New Hampshire. n

Our current R&D tax credit, which can be used towards either of New Hampshire’s two business taxes, the business profits tax (BPT) or the business enterprise tax (BET) came into being through BIA’s efforts at the State House in 2008.

ENTERPRISE 2019 | 39



– As of May 1, 2019 –

The strongest board of any group in New Hampshire Officers:

Executive Board:

Chair, Ginamarie Alvino RiverStone Claims Management

Donald Baldini ​Liberty Mutual

Bryan Granger ​C&S Wholesale Grocers

Brien Murphy ​Boyce Highlands

Chair-Elect, Andrew Curland ​Vitex Extrusion

Todd Black ​Unitil

Carrie Cullen Hitt ​NextEra Energy Transmission

Joseph Murray Fidelity Investments

Past-Chair, Tom Sullivan ​Sturm Ruger ​

Patrick Closson ​McLane Middleton

John Kacavas ​Dartmouth-Hitchcock Health System

William Quinlan ​​Eversource Energy

Treasurer, Karl Heafield ​Baker Newman Noyes

Cheryl Coletti-Lawson ​The Lawson Group

Stephen Lawlor ​Nathan Wechsler

Steven Shawver ​Sig Sauer

Secretary, Scott Ellison ​Cook Little Rosenblatt & Manson

Daniel Cronin CGI Business Solutions

Todd Leach ​University System of New Hampshire

Kenneth Sheldon ​Bank of America

President, Jim Roche Business and Industry Association of New Hampshire

Linda Fanaras ​Millennium Agency

Peter Marsh ​Comcast Business Services

Jeremy Tondreault BAE Systems

Katherine Garfield ​Robert R. Keller & Associates

Michael Mastergeorge ​Brazonics

Val Zanchuk ​Graphicast

John Gilbert ​Synchrony Advisers

Jeffrey McIver ​The Mountain Club on Loon

*Executive Board members are also members of the Board of Directors.

DIRECTORS: Dick Anagnost Anagnost Investments

Dirk Foreman ​Velcro Companies

John Morison Hitchiner Manufacturing

Curtis Simard Bar Harbor Bank & Trust

Joseph Bogosian ​Safran Optics 1

John Friberg ​Elliot Health System

John Murphy ​GZA GeoEnvironmental

William Brewster, MD Harvard Pilgrim Health Care

Peter Giorno ​People’s United Bank

Marian Noronha ​Turbocam International

Timothy Sink ​​Greater Concord Chamber of Commerce

Peter Burger Orr & Reno

Ross Gittell ​Community College System of NH

Michael O’Laughlin Lydall Performance Materials

Kevin Callahan Exeter Health Resources

David Greer ​Wire Belt Company of America

Russ Ouellette ​Sojourn Partners

Steven Camerino NH Electric Cooperative

Lisa Guertin Anthem Blue Cross/Blue Shield

Roger Page Globe Manufacturing

Joseph Carelli Citizens Bank

Robert Hines ​Admix

Joseph Pepe, MD ​​Catholic Medical Center

Dean Christon NH Housing Finance Authority

Tom Jokerst ​Anheuser-Busch

Alex Phelps ​Pike Industries

Michael Costa Fiduciary Trust Company of New England

Michael Karsonovich ​ElectroCraft

Steven Poggi ​Waste Management

Leonel Klassen ​Elektrisola

James Reidy ​Sheehan Phinney Bass & Green

Anne Lapointe ​The Provident Bank

Denis Robinson ​Pierce Atwood

Brian Law Law Logistics

Charles Santich Pilgrim Foods

Joel Maiola ​Granite Edge Consulting

Bobby Segal ​Automotive Supply Associates

Sharron McCarthy ​McLean Communications

Joe Shean ​R.P. Abrasives & Machines

Mark McCue ​Hinckley Allen

Mike Shultz ​Consolidated Communications

Eric Crainich Design Standards Corporation Bill Cummings ​Foss Performance Materials Christopher Diego ​Mountain View Grand Resort & Spa Paul Falvey ​​Bank of New Hampshire Gerardine Ferlins ​Cirtronics Corporation

40 | ENTERPRISE 2019

Evan Smith ​Hypertherm Owen Smith ​AT&T Jon Sparkman ​Devine Millimet Venu Sunkara Watts Water Wayne Symonds Methuen Construction Thomas Taylor ​Foxx Life Sciences Justin Vartanian Planet Fitness World Headquarters Gerri Vaughan Tufts Health Freedom Plan Richard Verney ​Monadnock Paper Mills Brandon Wagner GE Aviation Thomas White ​New England Wire Technologies Michael Wiles ​Index Packaging Stephen Wood ​Work Opportunities Unlimited

We take PRIDE in the SUCCESSES of our clients

Proactive Solutions to Help


Our record of achievement is built on resources, knowledge, experience and a dedication not found anywhere else. Business Organization & Formation

Litigation & Stakeholder Disputes

Business Succession Planning

Mediation & Arbitration

Construction Law

Municipal Law

Corporate & Business Law


Government Relations & Lobbying

Real Estate & Land Use


Regulatory Matters & Licensing

Labor & Employment Law

Workers’ Compensation


CONCORD (603) 819-4231

DOVER (603) 871-4144

NASHUA (603) 546-0004

PORTLAND (207) 222-7261


GOOD FOR BUSINESS Become a BIA member today! If you or your colleagues want to impact state laws and regulations that affect your business, join the BIA! The Business and Industry Association is New Hampshire’s statewide chamber of commerce and the only broad-based business advocate representing leading employers in every corner of the state. For over a century, we’ve been shaping public policy that’s good for business. Our members also take advantage of programming we produce throughout the year on important issues like taxes, energy cost and reliability, workforce development, environmental and labor regulations, healthcare cost and quality, workforce housing and dozens of other challenges facing employers, large and small. Finally, if you’re interested in

42 | ENTERPRISE 2019

developing a stronger network of business contacts and forging new relationships with other business and opinion leaders, we create numerous opportunities to do just that. Becoming a BIA member is easy. President Jim Roche is happy to help you at (603) 224-5388 x111. Or feel free to log on to our website, www.BIAofNH.com, and go to MEM-

BERSHIP. From there, click JOIN BIA and fill out your info. You can also fill out the application on paper and mail it in to us: BIA, 122 North Main Street, Concord, NH 03301. Take an active role in helping advance our mission: promoting a healthy climate for job creation and a strong New Hampshire economy. Join BIA today! n

BIA MEMBERS *As of April 1, 2019 1-800-BunkBed, LLC 3Scrambles, LLC 3M AAA Northern New England AARP NH AECOM Absolute Resource Associates Acadia Insurance Company Accuworx USA Admix Airmar Technology Alene Candles, LLC Algonquin Power & Utilities Corp. Allobar Strategies Alpha Pension Group, Inc. Alysam, LLC American Cancer Society American Chemistry Council Anagnost Investments, Inc. Anheuser Busch, Inc. Anthem Blue Cross and Blue Shield ArgenTech Solutions, Inc. Aries Engineering, Inc. AT&T Services, Inc. ATC Group Services, LLC Auto & Truck Recyclers Association of NH Automotive Supply Associates, Inc. Axsess Energy Group, LLC BAE Systems Baker Newman Noyes Bangor Savings Bank Bank of America Bank of NH Bar Harbor Bank & Trust The Barley House BCM Environmental & Land Law, PLLC Bedford Cost Segregation, LLC Bernstein Shur Berry Dunn Bi-State Primary Care Association Bigelow & Company, CPA, PLLC Binnie Media Bittware, Inc. Bob Nash, Consultant Boyce Highlands Brady Sullivan Properties Brazonics Breathe NH Build-It Construction C&S Wholesale Grocers, Inc. Career Management Associates Catholic Medical Center

CCA Global Partners CGI Business Solutions Central NH Chamber of Commerce Central Paper Products Chamber Collaborative of Greater Portsmouth Chase Charter Communications Ciborowski Realty Trust Cirtech Cirtronics Corporation Citizens Bank City of Concord City of Portsmouth Civix Strategy Group Cleveland, Waters and Bass, P.A. CMH Wealth Management, LLC Cobham Advanced Electronic Solutions Colby-Sawyer College Colliers International Colonial Benefits Comcast Community College System of NH Community Support Network Competitive Energy Services CompTIA Greater Concord Chamber of Commerce Consolidated Communications Consulate General of Canada Consumer Technology Association ContiTech Thermopol, LLC Cook Little Rosenblatt and Manson, PLLC CoreCivic Corflex, Inc. Creare Crawford Software Consulting, Inc. Crotched Mountain Ski and Ride Dartmouth College Dartmouth-Hitchcock Health Dartmouth Regional Technology Center DECCO, Inc. Dennehy & Bouley Greater Derry Londonderry Chamber of Commerce Design Standards Corporation Devine Millimet Devine Strategies Diamond Casting & Machine Company Direct Energy Business DoubleTree by Hilton Manchester Downtown Hotel Greater Dover Chamber of Commerce Downs Rachlin Martin, PLLC Drummond Woodsum & MacMahon ENTERPRISE 2019 | 43

BIA MEMBERS DS Osgood Planning & Management, LLC The Dupont Group Eagle Electric Engineering Enterprise Easterseals NH, Inc. Eastern Analytical, Inc. Eastern Bank Educational STEM Solutions, LLC ElectroCraft, Inc. Elektrisola, Inc. Elliot Health System Enbridge Endowment for Health ESMI of NH Eversource Energy Exeter Area Chamber of Commerce Exeter Health Resources, Inc. Exxon Mobil Corporation F.G. Briggs, Jr. CPA Felton, Inc. Fidelity Investments Fiduciary Trust Company of New England FirstLight Fiber Formax Foss Performance Materials Foxx Life Sciences, LLC

John Mercier, EVP Chief Lending Officer 603-715-3908 jmercier@barharbor.bank

Freedom Energy Logistics, LLC Fulcrum Associates Gallagher, Callahan & Gartrell Gallagher, Flynn & Company, LLP Garnet Hill, Inc. GDS Associates, Inc. GE Aviation Geneia General Electric Company GeoInsight, Inc. Geokon, Inc. Geosyntec Consultants, Inc. Global-threat Research, LLC Globe Manufacturing Company, LLC Golder Associates, Inc. Granite Edge Consulting, LLC Granite State College Granite State Hydropower Association Granite State Independent Living Graphicast, Inc. Grappone Conference Center Greenerd Press & Machine GZA GeoEnvironmental, Inc. The H.L. Turner Group, Inc. Hampton Area Chamber of Commerce

James Pratt, SVP Commercial Banking 603-865-6116 jwpratt@barharbor.bank

Hampshire Fire Protection Co, LLC Hanover Area Chamber of Commerce Hanover Inn The Hanover Insurance Group Harvard Pilgrim Health Care Hellenic American University Helms & Company, Inc. High Liner Foods, Inc. Greater Hillsborough Chamber of Commerce Hinckley Allen Hitchiner Manufacturing Company, Inc. Home Care, Hospice & Palliative Care Alliance of NH HQ Energy Services HR ROI, LLC HR State Council of NH Greater Hudson Chamber of Commerce Hudson Group Investments Huff Industrial Marketing, Inc. Hypertherm, Inc. Index Packaging, Inc. Imagine Knowing, LLC Impact Leadership Strategy, LLC INTEGRIM Corporation

Michael Hawkes, VP Commercial Banking 603-865-6170 mhawkes@barharbor.bank

Emily Ricard Treasury Services 603-715-3901 ericard@barharbor.bank

Need financing for your business, ways to optimize working capital, or a better checking relationship? Look to us for stronger lending resources for you and your business coupled with local decision making and responsive service from our team of experienced professionals. We’ve been helping the people of New Hampshire achieve their financial goals for 130 years. Give us a call today. www.barharbor.bank • 888-853-7100

44 | ENTERPRISE 2019

J Grimbilas Strategic Solutions, LLC Jackson & Lewis P.C. Jarvis Cutting Tools, Inc. Johnson & Johnson Greater Keene Chamber of Commerce Keene State College Keeney Manufacturing Company, The Kimball Physics, Inc. Kinex Cappers Lakes Region Chamber of Commerce Lakes Region Community Services Law Logistics The Lawson Group LDI Corporation Lebanon Area Chamber of Commerce Leddy Group LG Strategies Liberty Mutual Group Liberty Mutual Insurance Company Liberty Utilities Lincoln Financial Group Lindt & Sprüngli, Inc. Littleton Area Chamber of Commerce Littleton Coin Company Lydall Performance Materials

Mainstay Technologies Make-A-Wish NH Mallory Parkington Photography, LLC Maloney & Kennedy, PLLC Manchester Area Human Resources Association Manchester-Boston Regional Airport Greater Manchester Chamber of Commerce Marc H. Vatter, Ph.D Marmon Utility Mason + Rich CPAs Mather Associates, LLC McLane Middleton McLean Communications MCPHS University Medtronic Advanced Energy MEMIC Methuen Construction Co, Inc. Milestone Engineering & Construction, Inc. Millennium Agency Monadnock Paper Mills, Inc. Montagne Communications, LLC Mount Sunapee Resort Mount Washington Valley

Chamber of Commerce The Mountain Club on Loon Mountain View Grand Resort & Spa NAI Norwood Group, Inc. Greater Nashua Chamber of Commerce Nathan Wechsler & Company, PA NBT Bank Neighborhood Energy of New England, LLC NeighborWorks Southern NH New Castle Investment Advisors, LLC New England Backflow, Inc. New England Business Media, LLC New England Employee Benefits Company, Inc. New England Petroleum Council New England Ratepayers Association New England Wire Technologies Corp. New Futures NG Advantage, LLC The NHEAF Network Organizations NH Association of Realtors, Inc. NH Automobile Dealers Association NH Ball Bearings, Inc. NH Business Sales

Environmental Consulting ● Research ● Innovative Technology


www.normandeau.com ENTERPRISE 2019 | 45

BIA MEMBERS NH Brown Law NH Catholic Charities NH Center for Nonprofits NH Charitable Foundation NH Clean Tech Council NH Coalition Against Domestic & Sexual Violence NH College and University Council NH Community Development Finance Authority NH Community Loan Fund NH Dept. of Business & Economic Affairs NH Dept. of Health & Human Services NH Electric Cooperative, Inc. NH Fiscal Policy Institute NH Fisher Cats NH Healthy Families NH Hospital Association NH Housing Finance Authority NH Humanities The NH Institute of Politics & Political Library at Saint Anselm College NH Lodging & Restaurant Association NH Manufacturing Extension Partnership NH Medical Society NH Motor Speedway

NH Optical Systems, Inc. NH Print & Mail Service NH PBS NH Public Utilities Commission NH Society of Certified Public Accountants NH Transmission New York Life Insurance Company Newport Area Chamber of Commerce NewVo Interiors, LLC NextEra Energy Seabrook Station Nobis Engineering, Inc. Normandeau Associates, Inc. North Country Chamber of Commerce Northeast Clean Energy Council Northeast Delta Dental Northeast Resource Recovery Association Northwestern Mutual Financial Network Novo Nordisk US Bio Production, Inc. Onvio, LLC Optima Bank & Trust Orr & Reno, PA Palace Theatre Pastori | Krans, PLLC PC Construction Company Pease Development Authority Peerless Insurance Company

The DoubleTree by Hilton Manchester Downtown is synonymous with outstanding levels of service and comfort delivered with style.

People’s United Bank PepsiCo Pierce Atwood LLP Pike Industries, Inc. Pilgrim Foods Pine Tree Castings Planet Fitness World Headquarters Plymouth State University Portland Natural Gas Transmission System Poultry Products Northeast Preti Flaherty Primmer Piper Eggleston & Cramer PC Profile Strategy Group, LLC Prospect Hill Strategies The Provident Bank R.P. Abrasives & Machine, Inc. Radius Manufacturing & Fabrication, Inc. Rasky Partners Rath Young and Pignatelli, PA Reaching Higher NH RedBlack Software ReEnergy Recycling Operations, LLC Regional Economic Development Center of Southern NH Rise Private Wealth Management RiverStone Resources, LLC


The hotel of choice in Southern NH featuring: New ultra-modern, Four Rivers Ballroom Hilton Honors Lounge 248 Newly Renovated Guest Rooms and Suites Full-service salon and spa

46 | ENTERPRISE 2019

Your Partner from Idea Generation through Commercialization Whether you need a custom aluminum extrusion, manufactured components or an integrated supply chain solution, Vitex delivers. Contact us about your next project and see for yourself why we are a valued NH contract manufacturing partner.

vitexextrusions.com 603.934.5275

Building New Hampshire’s Workforce

ENTERPRISE 2019 | 47

BIA MEMBERS Robert R. Keller & Associates, Inc. Robin Hill Farm, Inc. Greater Rochester Chamber of Commerce Rochester Economic Development Commission The Rowley Agency, Inc. Saint-Gobain Performance Plastics Safran Optics 1 Greater Salem Chamber of Commerce Sanborn, Head & Associates, Inc. Sandler Training Sealite USA, LLC Serlin Haley LLP Sheehan Phinney Bass & Green Sheehan Phinney Capitol Group Sig Sauer, Inc. Sight Line Public Affairs, LLC Signature Flight Support - MHT Ski NH Sojourn Partners Souhegan Valley Chamber of Commerce Southern NH University The Spradling Group Sprague Operating Resources, LLC St. Germain Collins

Ad_Apr 2019_FRotl.indd 1 48 | DRM_4c_7x4.875_Enterpr ENTERPRISE 2019

Standard Power of America Organization Standish Executive Search, LLC Stearns Septic Service, Inc. StoreyManseau, LLC Sturm, Ruger & Company, Inc. Sulloway & Hollis, PLLC Synchrony Advisors, LLC TD Bank Textiles Coated International Theatre Owners of New England Town & Country Inn and Resort TriTown Chamber of Commerce TRC Trinity Consultants Tufts Health Freedom Plan Turbocam International Tylergraphics, Inc. Unitil University of NH University System of NH UPS USI Insurance Services USource Velcro Companies Vergent Power Solutions

VHB Vigilant Capital Management Vitex Extrusion, LLC Waste Management of NH, Inc. Watts Water Technologies, Inc. Waypoint WBS, a HUB International Company Web-Kare, LLP WellCare Health Plans Well Sense Health Plan The Wentworth Hotel Western White Mountains Chamber of Commerce Whelen Engineering Company, Inc. White Mountain Connors Footwear White Mountains Attractions Association White Mountains Insurance Group, Ltd. Wilcox & Barton, Inc. William & Reeves Wipfli, LLC Wire Belt Company of America Wolfeboro Area Chamber of Commerce Work Opportunities Unlimited, Inc. Worthen Industries, Inc. XDD, LLC

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 ON YOUR 2019/2020 

Host an event to remember at Mountain View Grand Resort & Spa. With more than 20,000 square feet of indoor and outdoor event space, intimate venues for both dining and breakouts, all the amenities of a full-service resort, over 150 years of history and truly breathtaking mountain views, your guests will be treated to an unforgettable experience. Call or email us today.




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