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Pay Equity Becomes Law inMassachusettsOn August 1, 2016, Massachusetts Governor Charlie Baker signed into law a comprehensive pay equity bill entitled The Act to Establish Pay Equity (the Act). The law establishes significant new employer obligations with respect to pay equity, employer policies,and hiring practices, and also creates serious consequences for violations. Read ts-pay-equity-becomes-law-inmassachusetts?click source sitepilot06!426!YmdhcmxpbmdAYW1nbGxjdXNhLmNvbQOCR Phase 2 HIPAA Audits Underway“Employers Offering Health Plans Subject to HIPPA .NEED TOREAD THIS” . You might be audited!The Office for Civil Rights (OCR) of the Department of Health and HumanServices (HHS) has begun Phase 2 of its HIPAA Audit Program. The scope of thisnational audit includes covered entities and business associates of various industriesand sizes, and all covered entities and business associates are eligible to be audited.Employers offering plans subject to HIPAA, along with employers acting as businessassociates for covered entities, should review current HIPAA compliance efforts tomake sure all requirements are addressed; watch for communications from OCR; andrespond to any inquiries from OCR within the required time frames.Read the full alert here: nceenforcement/audit/index.html#program Haylor, Freyer & CoonOSHA Increases Maximum Penalties by 78%According to an August 2nd, 2016, news release, "OSHA's maximum penalties, which were last adjusted in 1990, will increase by 78%. Going forward,the agency will continue to adjust its penalties for inflation each year basedon the Consumer Price Index. The new penalties will take effect after August1, 2016. Any citations issued by OSHA on or after this date will be subject tothe new penalties if the related violations occurred after November 2, 2015."The release also stated as background: "In November 2015, Congress enactedlegislation requiring federal agencies to adjust their civil penalties to account forinflation. The Department of Labor is adjusting penalties for its agencies, includingthe Occupational Safety and Health Administration (OSHA)." SC&RA -- To read thefact sheet see.----- https://www.osha.gov/Publications/OSHA3879.pdf.THE NEDA OFFICES WILL BE CLOSEDMONDAY, SEPTEMBER 5THIN OBSERVANCE OF LABOR DAY!4 ”Committed to Building the Best Business Environment for the Northeast Equipment Dealer”

Northeast Equipment DealersAssociation and FederatedInsurance are presenting a seminaryou won’t want to miss.- Risk Management Culture- Industry Loss Analysis- Hiring, Screen, and RetainingEmployees- Employment Practices and3rd Party Harassment- Distracted Driving –What is Important to You?- Claims Management- Cyber Risk Management- Owners- HR Managers- Designated Risk ManagersMonday, February 6, 2017Wednesday, February 8, 2017Friday, February 10, 2017More specific details to follow

Doing What’s RightFalls Farm & Garden Equipmentprides itself on its large inventory,personal service and its commitmentto operating with integrity.Tim Havens started Falls Farm & Garden Equipment in 1982in Hudson Falls, N.Y., when he was just 20 years old and still in college.He was finishing up his degree at the local community college andwould close the store when he needed to leave for class.He began as an Allis Chalmers dealer, with 3 tractors, 13 snowblowers and several Jonsered chainsaws. A year later, he became aJohn Deere dealer. He’s been growing ever since — while still remaining a single-store dealership — and he does what it takes to serve hiscustomers.His wife, Jane, has been working with him since 1990, and theirsons, David (15 years old) and Tim Jr. (19 years old), are already handling sales and parts customer service. The dealership is celebrating34 years in business and is known as “The Power Center of theNorth Country.”Building UpIn addition to John Deere, Falls Farm & Garden also carries BillyGoat, Husqvarna, Land Pride, Little Wonder, Simplicity, Stihl and Toro.The dealership’s market is made up of about 50% homeowners andlarge property owners; 20% commercial customers; 20% municipalaccounts; and 10% ag customers.Havens says his varied and extensive wholegoods and partsinventory has been a key factor in his success. “Any accountant wouldcome in here and say we have way too much inventory, but no customer ever says we do. Matter of fact, they never think we haveenough.“I like investing in products for the customers to buy. I like investing in parts and taking care of them. I get the best feeling in the worldat the parts counter when someone says, ‘You always have what Ineed,’” Havens says.The dealership tries to be on the leading edge in terms of newproducts and the parts needed to support them. “Being up here in thispart of the world, we’re at Mother Nature’s ‘beck and call.’ When wehave snowstorms, we have to have what our customers need and takea proactive approach,” he says.That means stocking a good supply of commonly requested itemsas well as repairs for complete breakdowns. “Parts inventory is a greatinvestment. It’s insurance, even if you don’t turn it 3 or 4 times a year,”he says.Falls Farm & Garden Equipment, Hudson Falls, N.Y., isowned by the Havens family. The dealership recentlyreceived an Ethics in Business award from its localcommunity. From left, Jane and Tim Havens and theirsons, Tim Jr. and David.To support his Ag. customers, mainly dairy farmers who arefacing lower commodity prices, the dealership’s inventory includesused, good condition, higher horsepower tractors he brings in fromthe Midwest.Staying CompetitiveHavens says he faces plenty of competition from large retailers,but knows the strengths of his independent dealership. “You wantcheap stuff, go to the cheap store. You want good stuff, go to a placethat sells good stuff. We, as a dealership, don’t want to sell cheap stuff.We’ve been approached by some companies and we’ve sold some ofthose products. Now, we know that we don’t want to sell those kindsof products,” he says.“We have a choice of either trying to match the price of Big Boxstores — which is going to put us out of business because we don’thave a paint department or a fertilizer department to ‘cost average’this stuff out. Or, we can sell the value and virtue of a dealership —the service, the parts and the knowledge that we’re selling the rightproduct for their use,” Havens says. “And we demonstrate the product.We let them drive it. We take trade-ins. We arrange financing. We’rehere rendering friendly assistance over the telephone when somebodyforgets to disengage the power takeoff before they try to start thetractor.”Dealer Takeaways Set and monitor metrics that give you a sense of the financialstatus of your dealership. Know your comfort level when itcomes to taking on debt.Evaluate your current level of inventory. See whether it’s timeto expand the amount you carry or the brands you carry.Establish ongoing processes for re-investing back in yourbusiness, whether it’s for employees, the shop, facilities orother ways.continued on page 86 ”Committed to Building the Best Business Environment for the Northeast Equipment Dealer”

DON’T BE CAUGHTWITH OUTDATED EQUIPMENT- Make sure you are EMV card, chip and PIN ready- All merchants must be updated by October 1st- Complimentary equipment provided- Complimentary annual PCI Insurance assistancecredit & debit - processing - pos solutions - merchant funding - loyalty & giftcheck - mobile processing - wireless t Dealer SEPTEMBER 2016 7

Doing What’s Rightcontinued from page 6 See if there are ways to be more personalized in how youwork with customers.The dealership was approached to assemble and do warrantywork for John Deere tractors sold at Home Depot. Havens was considering it, but Jane raised objections about using their trained technicians so Home Depot could sell to the same customers they were trying to reach. The response from his manufacturer’s representative wasthat maybe some of those customers weren’t coming to the dealershipanyway.“I said, ‘Maybe they’re not. But if I set up those tractors and I giveaway my service to them, I’ve made it that much easier,’’’ Havens says.We have to market better than them. We have to service better thanthem,” he says.Practicing Good BusinessOne of the best practices followed by the staff at Falls Farm &Garden Equipment is to always carry an extensive inventory of partsand wholegoods. They are committed to having the parts that customers need, not just the parts that sell fast.One financial metric he closely watches is his absorption rate,which runs about 90%. Havens says he helps keep his parts and service team operating at peak performance through a management process he calls MBWA — “Management by Wandering Around.”Investing back in the business and his employees keeps his dealershipstrong, too. “As we’ve made money, we have invested in training andbenefits. Our people have become familiar faces to our customers,”he says.Some of Havens’ other business philosophies: Be generous to your community. Do what you say you’re going to do, when you say you’regoing to do it.MAKING FORMS& SUPPLIESAVAILABLE& AFFORDABLEYour Association offers you.Business Forms, Stationery, EnvelopesComputer Invoices, Statements, ChecksSales TicketsWork, Repair and Purchase OrdersFederal and State Labor Law PostersWe’re here for your form and Supply needs,PLEASE CALL TODAY!NEDA128 Metropolitan Park Drive, Liverpool, NYPhone: 800-932-0607 Fax: 315-451-3548 Answer the telephone in-person and return calls before theend of the day. Keep your delivery appointments. Never miss a cash discount with a vendor.These philosophies have earned him respect. The dealershiprecently received an Ethics in Business award from its local community.Expanding BusinessHavens see an expansion opportunity with mobile service forlawn and garden customers and others. The dealership has two mobileservice trucks now and one is busy throughout the year.They promote the benefit of regular maintenance during thosemobile visits, especially when they’re making seasonal visits.“We’re not looking for something to be wrong, but want to makesure everything is right. We can forestall repairs by watching thingsclosely,” he says.The service team also cautions customers about overuse andresulting damage. For instance, they encourage customers to follow aschedule for checking or sharpening mower blades — Memorial Day,July 4th, Labor Day and Columbus Day. They also advise sharpeningchain saw blades after 45 minutes of use and warn customers aboutpossible engine issues related to ethanol in fuel.“This is a very personal business and we give very personalizedadvice, catered to their needs. It may not be the most efficient, but wehave our customers’ best interest in mind,” Havens says.The dealership is also expanding through a new business venture,a gun shop called “Calamity Jane’s Firearms and Fine Shoes.” The“fine shoes” is a nod to Jane’s love of shoes. The business idea cametogether because a local gun shop owner was retiring and they alreadyowned a building across from the dealership. They had previously usedthe building for displaying equipment, but it was difficult to monitorthat building and the main one.At the store, they’ll display firearms as well as related equipmentfor outdoors enthusiasts, such as John Deere gun safes, Gator utilityvehicles and Honda generators.Jane and the couple’s sons will manage the business initially andthey plan to hire employees who have firearms knowledge. The shopis opening this summer with an inventory of 150-200 long guns and50-100 pistols. Their brands will include Winchester, Remington, Smith& Wesson, Benelli, Beretta, Henry, Ruger, Sig Sauer and other lines offirearms.Staying IndependentHavens knows there’s pressure among dealerships to acquire,merge or expand locations.“If somebody wants to come in here and buy this business forwhat it’s worth, maybe one day I would sell the dealership. But rightnow, it’s not on the market. I don’t want to merge. I have two sons thatare growing up in the business, that love the business and maybe oneday they’ll want to buy the business. But we have to remain independent, so that we can stay focused on our customers,” he says.“For the customers that choose to do business with us, we’re ‘all in’for them, providing exceptional service, backing up everything we sellwith an extraordinary parts department, well-trained service peopleand our personal guarantee of satisfaction,” he says.See full article at: #sthash.EjJKEhYM.IZayRmc4.dpuf8 ”Committed to Building the Best Business Environment for the Northeast Equipment Dealer”

SAFE, EFFICIENT, COST EFFECTIVELIQUID TIRE BALLASTTRACTOR OWNERSBe sure to ask your dealer for the #1 tire ballast liquid – CITRASTARTRACTOR DEALERSWe provide a Product that is . . . Easy to Install and Remove for Tire Service Will NOT Freeze or Separate Backed by Quality Service and Delivery Non-Toxic and Non-Flammable Low Corrosion(All of this comes packaged with all the equipment you need to load tires)Call Us TodayToll Free 888-678-2707 Office 518-945-1167HOW WOULD YOU LIKE TO HAVE EXPOSURELIKE THIS?YOUR ADHERE!IMAGINE THIS STADIUM FULL OF 20,000 QUALIFIED BUYERSSome are season ticket holders; some attend a couple of games a year.Fastline delivers a sold-out crowd for all 17 editions with a combination of season and single ticket holders.For every edition of Fastline, a fan base of 20,000 qualified farmers fills the Fastline stadium it’s just a little different mix of people every time.ROTATINGSUBSCRIBERLARGE ACRESuper fans – not only are they gettingthe Fastline catalog 17 times a year,they’ve got the premium box seats.Game day 17 times a year!They’re rabid fans who come backtime and time again.Every team needs its loyal groupof fans who look forward to seeingas many games as possible.Make sure you're running in consecutive editions by callingyour local sales and marketing representative today at 800-626-6409EQUIPMENT. FOUND. FAST.800-626-6409For an in-depth look at Fastline's catalog distribution list visitFastline.com/DistributionNortheast Dealer SEPTEMBER 2016 9

EQUIPMENT INDUSTRYNewsPolaris Announces Addition of Charter Software'sASPEN to Approved DMS SystemsLast week Polaris announced the addition ofCharter Software's ASPEN product to their list ofapproved DMS systems. Charter was approvedbased on their proven track record and powersports industry experience, software functionality,service capability, and pricing/subscription model.The approval comes more than six months aheadof the minimum dealer standards policy compliancedeadline of December 31, 2016.The latest version of ASPEN, which already supports parts ordering transactions, now also supportsparts locator transactions and automated validation for each Polaris dealer."We are very excited to be on Polaris' approvedDMS list. Our approval is timely as it allows ourASPEN customers to maintain appropriate statuswith Polaris." Charter Software CEO Anne Salemosaid. "We have a large number of dealerships whocarry Ag, Construction and powersports equipmentlines so this is a great fit for us and builds uponour strong relationships with OEMs. Working withPolaris as an approved DMS allows us to continueto build tools that connect dealers using ASPEN toPolaris thereby minimizing duplication of effort onthe part of the dealer as well as the OEM. It is a winwin all around!"About ASPEN: ASPEN was developed usingMicrosoft .NET and SQL Server to offer dealersstrong security, a reliable, manageable IT infrastructure, and easy integration with Microsoft applications.About Charter Software Inc.: Charter Software,Inc. is headquartered in Littleton, Colorado and wasfounded in 1978. Charter Software provides affordable, Windows-based business management software designed to improve efficiency and increasethe profitability of equipment dealerships. CharterSoftware works closely with the equipment industry’s leading suppliers to create streamlined EPC/ecommerce integration with their software.FMCSA Issues Final Rule Amending SafetyRegulations on Parts and AccessoriesOn July 22 the Federal Motor Carrier SafetyAdministration issued a final rule amending theFederal Motor Carrier Safety Regulations "Partsand Accessories Necessary for Safe Operation,"and portions of FMCSR 396 "Inspection, Repair andMaintenance." The amendments include: Deleting the requirement for trucks to havea rear license plate light when state lawdoesn't require the vehicle to have one; Clarifying a regulation regarding when violations or defects noted on a roadsideinspection report need to be corrected; Under "Periodic Inspection", removes language relating to roadside inspectionsbecause roadside and periodic/annualinspections should be separate and notconsidered equal. Violation-free roadsideinspections will no longer be a substitute foran annual inspection; Prohibiting the use of speed-restricted tireson tractors regulated by FMCSRs unlessspecifically designated by the motor carrier.Speed-restricted tires shouldn't be used inexcess of 55 miles per hour for extendedperiods of time; Adding a definition of major tread groove;and Updating the Minimum Periodic InspectionStandards to include a requirement toinspect anti-lock brake systems and automatic brake adjusters. The Dispatch10 ”Committed to Building the Best Business Environment for the Northeast Equipment Dealer”

Northeast Equipment Dealers AssociationServing Farm, Industrial & Outdoor Power Equipment Dealers Since 1901***September Special***WL15F15-watt LED Flood Work Light1200 Lumens10-30 v operationDurable Aluminum HousingStud Mount & Surface Mounthardware included4.5” x 4.5” squareRegular Price:Special Price:Retail Price:Order FormDealership Name:Shipping Address:City, State, and Zip:Terms: NET 30 DAYS TO APPROVED MEMBERSFreight: PREPAID FREIGHT ON CASE QUANTITIESItem #WL15FQty. Cost Ea. 16.80 18.67 16.80 31.12Total20 PER CASESUB TOTAL(If not for resale) TAXSHIPPINGTOTALPayment Method (Prepayment is required)Check Enclosed (Payable to NEDA)Credit Card (VISA or MC) Acct # Exp. Date:(Circle One)Cardholder Name: Signature:128 Metropolitan Park Drive, Liverpool, New York 13088 PO Box 3470, Syracuse, New York 13220800-932-0607 / 315-457-0314Fax:

JOHN e. KOMArisKY,2nd Vice President / Immediate Past President 2015, 2012 Main & Pinckney Equip Inc. / Auburn, NY 315-253-6269 - FAX 315-253-5110 New Holland, Simplicity, Brillion, Bush Hog john@mainandpinckney.com BriAN cArPeNTerChairman of the Board for EDA, , St.Louis, MO Champlain Valley Equipment / Middlebury, VT 802-388-4967 Fax: 802 .