COWFORD 1791 O - UTA · 2017-05-18 · Lonestar Truck Group 1902 St. Michael Rd. Texarkana, TX...

GOT NEWS?Have you expanded your business? Promoted staff? Won an award? Opened a new location? We want

to know. Share your news with the UTA Industry Watch. Send submissions, as well as ideas and comments, to: UTA Industry Watch Editors Brad and Deb Schepp, Lara Haag1740 Hudson Bridge Rd, Suite 1209

Stockbridge, GA 30281 Phone: 877-GETS-UTA (877-438-7882)Fax: [email protected]

Volume 12 • Issue 6 • June 20101.877.GETS.UTA • www.uta.org

Table of ContentsBoard News and Views ...................... 2

Welcome New Members ..................... 3

Face to Face with Ronnie Jordan ......... 4

Industry News Briefs ....................... 6-8

File Cabinet .................................... 8-9

Get Ready for Advanced Impact Selling Webinars .................. 9

2010 UTA Board of Directors Nominations ................................. 10

Moving On Down The Road: Checking in with Jenny Sundy .......... 12

Last Notes ...................................... 12

The UTA… Members Supporting Members!

Layout & Design by Laura A. Jones since Volume 8, Issue 1, January 2006 Jane and Jane Design • 913.706.7505 [email protected]

Used Truck AssociationChartered May 16, 1988

Published by the Used Truck Association909 Eagles Landing Pkwy, Suite 140-216

Stockbridge, GA 30281

COWFORD 1791

Our 2010 Used Truck Association convention is quickly approaching. As you may know by now it’s being held November 3-6 in Jacksonville, FL, or should I say Cowford, FL?

If our convention were being held in 1791 (I know, there were no trucks then, but bear with me for a moment) we’d be going to Cowford. Jacksonville was founded as Cowford in 1791, so named because of its location at a narrow point in the St. Augustine River where cattle once crossed. In 1822, a year after the United States acquired the colony of Florida from Spain, the city of Cowford was renamed for Andrew Jackson. Jackson happened to be the first military governor of the Florida Territory, and of course became the 7th President of the United States (1829-1837).

Here are some interesting facts about Cowford/Jacksonville: The Timucua Indians built the first settlement in the area over 6000 years ago. It was in the vicinity of modern day downtown Jacksonville. European explorers arrived in 1562, when French Huguenot explorer Jean Ribault chartered the St. Johns River right in front of where our convention will be at the Hyatt Regency Riverfront. Rene Goulaine de Laudon-niere established the first European settlement at Fort Caroline two years later. Within three years, a Spanish force based from the nearby Spanish settlement of St. Augustine attacked Fort Caroline, and killed nearly all the French soldiers there. The Spanish renamed it Fort San Mateo and drove the French out of the area. This solidified the position of the Spanish who now controlled Fort San Mateo and St. Augustine.

If you want to get a good feel for the area’s history, be sure to visit St. Augustine while you’re attending the convention. You could easily make a whole day of it. One of St. Augustine’s most important attractions is the Spanish fort Castillo de San Marcos, which is still intact. Castillo de San Marcos is a national park operated by the U.S. National Park Service, and is the oldest of our national monuments.

If you’d like, you can take the St. Augustine Histori-cal Tour we’ve arranged for our members. This is a tour of the city that will include such sites as the Mission of the Nombre de Dios, birthplace of Christianity on this continent. The tour continues to Castillo de San Marcos where you’ll have some time to walk around and explore the fort. Next up is the heart of the city, with its magnificent Spanish Renaissance architecture. You’ll also visit the mausoleum behind Flager college, named for the oil and hotel baron that turned St. Augustine from a sleepy town into a resort. Next…shopping! St. George street is a shopping “Mecca” well-known as a pedestrian walking street with over 240 gift shops, ice

cream parlors, and restaurants.

The UTA board chose Jacksonville for this year’s convention with you in mind. There are so many things to do there you may want to arrive early and depart late on Sunday just to take in as much sun, entertainment, and history as you possibly can. So block out November 3-6 on your calendars. You’ll be able to register for the convention through the UTA.org website later this month. n

Tim Ormsby Convention Chairman [email protected]

Old etching of Fort Caroline, from the Florida State Archives.

Castillo de San Marcos

2

UTA Industry Watch

June 2010 www.UTA.org

Board News and ViewsThe Changing Used Truck Industry

I know that we have heard a lot about change over the past year and a half or so. In this month’s newsletter, however, I thought I would share with you some concrete changes that are

coming down the pipeline from the new truck side of the business. These are changes we will soon be facing in our used truck world.

n On 2008 model trucks and newer, the average cost to replace DPFs is in the $5,000 range. To clean one costs around $1,000. How will you know if DPFs are clean or broken when you trade for trucks? Does your trade term agreement reflect DPFs?

n The new truck surcharge for emissions is $8,500 to $10,000. n Disc brakes will begin to show up in your inventories soon, and they are slated to be required on all new trucks by 2012.

n Fuel tank capacities are being reduced to 90 or 100 gallons. This is to make room for emissions equipment, and other items to be bolted to frames.

n Paccar will release the MX engine late summer. n On-board data systems will be required on all new trucks. n California will require all trucks entering the state to be aerodynamic, with full fairings and fuel-efficient tires.

n The U.S. Department of Transportation’s Comprehensive Safety Analysis (CSA) 2010 program is being rolled out to all trucking companies. This will result in each company and driver having a safety rating, among other items.

Yes that’s a lot of change, and there are many things I didn’t list. But, hopefully you are experiencing at least a slightly better business environment today. Credit has loosened somewhat, and customers are looking to purchase some used trucks. Freight has rebounded a bit, and the marketplace’s mood is better than it was.

Our next challenge, however, will be finding equipment with good miles to fill our customers’ needs. If you look back at recent new truck build history you can see how inventory levels got to where they are today. In 2006, we sold approximately 360,000 trucks; in 2007 we sold 230,000; in 2008 we sold 200,000; and in 2009 we only sold about 95,000. Because of this dramatic decline in new truck production, I predict there won’t be any low-mileage used trucks in the market.

We have pushed trade cycles out by as much as 60 months on a lot of fleets. If you take an average of 120,000 miles per year, and multiply that by five years, that’s an average of 600,000 miles per truck. We will now have to explain to customers that the days of 300,000 to 400,000 mile trucks are over for now, and we will have to build value in the equipment we have to sell it.

The last major change I see in the marketplace is the absence of what has been our bread and butter truck…“The Long and Tall.” These trucks have always accounted for a large portion of our sales, because having one is the dream of every owner-operator on the road. Where did they go? Remember back when fuel hit record highs? Remember what happened to the hood market? Yeah, you guessed it, it stopped and manufacturers didn’t produce any. Now with the changing times, and requirements for greener, more fuel-efficient trucks maybe we are coming to the end of an era. I hope I am wrong, but the days of the big dog Long and Talls may be coming to an end, to make way for our new green environment.

We have some roundtable discussion slated for our convention in Jacksonville this year. Maybe some of the topics I have covered are things you would like to discuss in more detail. If so, send the UTA an email and we will see if we can fit them in.

Best regards,

Bryan Haupt VP of Used Trucks MHC Kenworth UTA Secretary [email protected]

President Marty Crawford

Vice President Rick Clark

Treasurer Tom Pfeiler

Secretary Bryan Haupt

President Emeritus Eddie Walker

Affiliates & Benefits Committee Chairman

Bryan Boyd

Convention Committee ChairmanTim Ormsby

Education and Fundraising Committee Chairman

Tim Ronan

Elections Committee Chairman George Barnett

Marketing Committee ChairmanLara Haag

Medium-Duty Committee Chairman Tom Pfeiler

Membership Committee Chairman Sheri Aaberg

Training Committee Chairman Jon Tepper

Website Committee Chairman Bobby Williams

2010 Board of Directors

Front Row, L to R: Tom Pfeiler, Sheri Aaberg, Bryan Haupt, Lara Haag, Bryan Boyd. Back Row, L to R: Bobby Williams, Jon Tepper, Tim Ronan, Marty Crawford, Eddie Walker, George Barnett, Tim Ormsby. Rick Clark not available at time of photo.

UTA Industry Watch

3June 2010www.UTA.org

New Members

It’s always a treat to welcome new members to our organization. We profile our new members in each newsletter. New members will have the opportunity to complete a bio and send a photo so our current members can learn more about you. We hope to learn not just how to reach you, but what you like/don’t like about the work you do, why you joined the Used Truck Association, and what gets your gears going as a person. So please return your questionnaire so your fellow UTA members can get to know you!

If you’d like a copy of the new member brochure that we handed out at the convention in San Antonio, please contact David Grace at [email protected] or 770-389-6528 ext. 404.

J. R. Atkinson, OwnerAtkinson Truck Sales11541 US Highway 29Chatham, VA 24531(434) 432-9770atsoffice@atkinsontrucksales.comwww.atkinsontrucksales.com

Atkinson’s interesting inventory includes dump trucks, water trucks, heavy equipment, tractors and trailers. Looking for used dump truck bodies? Give J.R. Atkinson a call and he’ll probably be able to hook you up.

Debbie Berger, Director Sales and MarketingTrans Advantage, Inc.1 Premier DriveFenton, MO 63026(636) [email protected]/tai

TransAdvantage specializes in trucks and other items for movers. Not only can movers buy the trucks and equipment they may need, but also the promotional items and uniforms.

Jamie Carter, Used Truck ManagerLonestar Truck Group1902 St. Michael Rd.Texarkana, TX 75503(903) [email protected] www.lonestartruckgroup.com

Jamie, who’s been in our business since 2002, finds that working in sales gives him the chance to meet new people, which he enjoys. He’s hoping that his membership in the UTA will allow him to “network among dealers and stay on top of current trends.” Asked to choose another business he might be in if not for trucks, Jamie said the “Outdoors Guide” business.

Mike DePew, President CMD Trailer Sales & Leasing, Inc. 6650 Barth Rd. Jacksonville, FL 32219-1719(904) [email protected]

As President of CMD Trailer Sales & Leasing, Mike’s been around the business for awhile: since 1991. He may hold the title of President now, but for Jim the best part of the business is still meeting new people and taking care of their truck and trailer needs. Mike joined the UTA to “gain a better understanding of the changes in the transportation industry.”

Something that we found interesting about Mike is that his undergraduate degree is in Psychology with a minor in Criminology. In fact, if not for the path he took in the truck business Mike says he’d be a psychologist because he enjoys helping people. He lives his life according to the belief that “we are on this planet but just a few years.” His admirable goal is to leave the planet better than he found it.

John Fehr, PresidentTrucks Unlimited Inc.495 Hwy 12 N. Steinbach MB, R5G 1V1 Canada(204) [email protected]

John started in the automotive industry in 1973, and then progressed to the medium-duty truck industry at the same dealership a few years later. Ten years later he moved to medium/heavy truck sales in another dealership.

Like many born salespeople, John really enjoys meeting new people. But there’s more to it than that. “I enjoy meeting the needs of people,” he said. ”In many cases, people are unsure what they need and I enjoy pointing them in the right direction, to make sure they get the right truck for their application. I see our role in marketing more as being facilitators, and when we fulfill that role, our needs are met as well.”

John may be a new member, but you may have seen him around. He’s attended a few conventions where he says “it is always a joy to connect with people who have the same interests that I have.” John also likes the fact that through UTA you can learn about a lot of excellent resources.

Here’s something John says few people know about him: “Outside of our area, not too many people know that I have been married to my wife, Mathilda for 38 years this fall. (Goodness, I don’t feel old enough to be able to say that.) She is my partner in the business and is a tremendous asset to me in running the company. We have two daughters who are married and only one granddaughter who is already a teenager! One of our son-in-laws has worked with us in the business for about 12 years.”

John tells us he might have gone into the restaurant business if he had not gotten into the trucking industry. That’s because he enjoys meeting people. It may also have something to do with the fact that his wife “is an awesome cook.”

But John’s interests extend far beyond himself and his family. He’s involved as an elder in his home church and has seen it grow from 150 members in 1996 to about 3500 currently. “I am also involved in a ministry to Uganda called Tupendane AfriCana,” John tells us. “It includes an orphanage with about 225 children and a school of about 1600. I had dinner with the vice president of Uganda, Gilbert Bukenya, on my visit there a few years ago. I believe I have a responsibility to make a difference in my community and our world beyond business.”

Kevin Grimsley, PartnerQuality Truck Co.4724 E. Roadrunner Place Paradise Valley, AZ 85253(480) [email protected]

Dean Grivas, Truck WholesaleCAG Truck Capital/Fairville Trucks4 Hillman Dr., Ste 102-108Chadds Ford, PA 19317(610) [email protected]

Fairville’s inventory includes dump trucks, bucket trucks, tractors, trailers, refuse trucks, specialty trucks, and straight trucks.

(continued on page 5)

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UTA Industry Watch


Today Ronnie Jordan, President Jordan Truck Sales, Inc., thinks of his business as a total family affair. It’s easy to understand why since his wife Debra and their three sons are all part of the business. But it isn’t just the blood relatives who make Ronnie feel so connected to his staff. Ronnie considers all 38 of his employees to be family. “Our success is definitely due to our employees,” Ronnie told us. When the Recession began, Ronnie said, “Some of them volunteered for a pay cut before even being asked. They worked overtime without pay and found ways to work smarter and harder than ever.”

When we asked Ronnie to explain his success, he laughed, “Surrounding myself with people who are smarter than me!” he replied. “Seriously,” he continued, “I have great employees and most of them are smarter than me!” It seems to us that Ronnie is being a little too modest. After all great employees don’t happen just by accident, and Ronnie has certainly worked hard on his way to a successful life. He began his career as a truck mechanic. Then he moved to working on industrial engines. His next step was a job as a corporate purchasing manager. In 1987 he left his corporate job of 16 years and launched his own business, which he began from his own home with two trucks. In 1993 he opened a 28-acre

facility near Carrollton, GA. Jordan Truck Sales was named the Truck Blue Book Independent Used Truck Dealer of the Year in 2005.

Aside from surrounding himself with smart people, Ronnie says that putting his family first has always led to success. “Having family support is a key,” he said. “Our employees are loyal and supportive.” Surrounding himself with family and employees who feel like family is what

makes Ronnie the happiest in his day-to-day work life. Watching his wife, their sons, and their employees grow in their careers is very rewarding, Ronnie told us. That day-to-day work life includes many long hours. Most days find Ronnie arriving at work about

Ronnie Jordan6:30 am. The shop opens at 7:30 am and stays open until sometime between 6:00 and 6:30 pm. That’s just Monday through Friday. Ronnie also makes sure to be open on Saturday mornings, and sometimes on Sundays, too, when it is necessary.

In offering advice to younger sales people just starting out, Ronnie recommended that they “Stay with it!” It’s a tough business he said, but so are most businesses today. Ronnie considers the used truck business to be more rewarding than many, because through the sale of used trucks you are actually able to help other people build their own businesses. Your success in selling used trucks leads truckers to be able to support their families and build their own dreams. “You get to meet very interesting people and assist them in building their businesses,” Ronnie told us. “That is very satisfying, not to mention it pays well!”

In addressing the issues that face the used truck industry, Ronnie noted the importance of bringing young blood into the industry. “We need to be recruiting young men and women into the industry and the UTA,” he said. “After all, some of us older guys aren’t going to be around forever!” Ronnie knows firsthand what a good life is possible for a used truck dealer and his family, and he’d like to make sure other people just starting out their careers see that this is true also.

The other big concern that Ronnie told us about is the pending distance between the demand for good used trucks and the supply. Since so few trucks were produced in 2008, 2009, and so far in 2010, inventory for used trucks will be down for some time. Ronnie predicts it will be interesting to see how the general public will react to the inevitable price increases that will result from the lack of good quality equipment available in the numbers needed through the usual used truck channels.

We asked Ronnie to share with us some of his proudest moments throughout his career. He quickly pointed to his three sons. “They are all in the truck business and all very successful,” he told us. “They enjoy the business, have a great following of customers, and are very well respected in the industry and our community,” he added. Plus, he was very happy to share with us the joy he and Debra take in the three beautiful granddaughters their sons have brought into their lives. “We are the best grandparents around, and no those girls are NOT spoiled!” he laughed. n

UTA Industry Watch


Don Krom, Sales ManagerMack Truck Sales of Charlotte3609 Trailer Drive Charlotte, NC 28269(704) [email protected]

Don’s tenure in the business stretches all the way back to 1969. Back then, he got his start as an account manager for Ryder Truck Rental in New York City. “Trucks are in my blood,” Don says. “I am a third-generation transportation guy. My grandfather owned Krom’s Express in 1922 and drove a Mack Truck delivering textiles in Northern New Jersey. After 41 years in the industry, I still love the challenges every day brings.”

Don may be new to UTA but he’s always supported the professional associations for the businesses he’s been in. He served as a board member for the Truck Rental and Leasing Association on a national level, and as the Chairman of the Ohio Truck Rental and Leasing Association.

Besides trucks, Don has a special fondness for working with kids. He’s a Scout committee man, and enjoys the Scouting program with his grandson Mike. Mike has a teaching degree and has taught children’s Sunday school classes. So if not for trucks, “working with young people would be my choice,” he says. “They keep you young and the investment in lives is very rewarding.”

Don Lee, Used Truck ManagerKemptville Truck Centre93 Russell St.Georgetown, ON L7G 5Z1 Canada (416) [email protected]

Since 1973, Kemptville Truck Centre Limited has sold and serviced the complete International line. Inventory includes small delivery trucks, through tandem dump trucks, to 50-ton highway rigs.

Denis McGee, Used Truck ManagerArkel Motors Inc.70 Windsor HighwayNew Windsor, NY 12553(845) [email protected]

It was the year of the bicentennial that Denis got his start in the trucks business, when he started an expedited trucking service. What Denis likes most about his job today is that it enables him to use his sales skills to help people make the correct transportation and truck equipment decisions. He enjoys working with the variety of people he encounters in the different departments at Arkel Motors.

A little-known fact about Denis is that he runs marathons. Were he not in the truck business, he imagines he’d still be in sales but probably in the physical fitness industry, or selling boats or campers. “I would hope that I could influence people to keep themselves in good physical condition, not be overweight, and have an exercise program,” he told us. This would mean that “in their later years they can have a healthy life.” In the case of boats and campers, Denis feels it would be fun to sell something that makes people happy and that they can enjoy.

Eric Mulcahy, Used Truck ManagerNorth Jersey Truck Center220 Route 46 EastElmwood Park, NJ(973) [email protected]

Eric started out selling trucks and trailers for a nationwide liquidation company back in 1982. His dealership, the North Jersey Truck Center, has been in operation since 1937, and is family owned and operated.

Matthew Paul, Director of Remarketing, Truck DivisionPHH Arval350 E Las Olas Blvd, Ste 1400Ft. Lauderdale, FL [email protected]

It was back in 1999 that Matthew got his start in this business as a used truck salesman. He really enjoys the people he works with all around the country. “We have some of the best people in the world working in our industry,” he said.

It only seems natural that he’d wind up as a member of the UTA. “All of my friends and customers are members,” he said. “I want to be part of a fine organization.”

Something not many people know about Matthew: He’s never driven a class 8 tractor! Also, the skies call to him. In fact, had things worked out differently he may have been a pilot as a way to see the world.

Looking ahead, Matthew sees sunny skies, and feels “this year is going to be fantastic compared to last.”

Jim Urness, Used Truck ManagerBoyer Trucks, Inc2500 Broadway DriveLauderdale, MN 55113(651) [email protected]

Jim got his start in the used truck business in 1993. But by then, his current employer Boyer Trucks, had already been in business for 66 years! Founded in 1927, Boyer now has eight locations in the Midwest. Boyer Trucks may be old-timers but they have no trouble embracing new technology. For example, the company has its own Facebook page.

Ted Yahl, Asset ManagerTrans Advantage, Inc.1 Premier DriveFenton, MO 63026(636) [email protected]/tai/

Like another new member this month, Debbie Berger, Ted works for Trans Advantage. This is a company specializing in moving equipment, as well as providing financing for owner-operators. n

Welcome New Members (continued from page 3)

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UTA Industry Watch


Maryland’s Jack Saum Named National Truck Dealer of the YearRobert Nuss of Minnesota named runner-up for annual award

Orlando, Fla. – Commercial truck dealer John “Jack” Saum of Maryland was named as the winner of the American Truck Dealers/Heavy Duty Trucking Truck Dealer of the Year. The announcement was made at the 47th annual ATD Convention and Expo in Orlando, Fla., in late April.

“It’s very exciting and unexpected,” said Saum, chairman of the board of Beltway International, LLC, in Baltimore, MD. “This recogni-tion is really a tribute to my dealership, family and employees. Without the employees we have, we would not have been even considered for this award.”

When asked how it feels to win the award, Saum said, “I’m going to Disney World. Really, I’m taking three of my grandkids there tomorrow.”

Saum has been active in several community and civic organizations. Navistar awarded him International Truck Dealer of the Year in 2004. His dealership is a 15-time winner of Navistar’s Circle of Excellence award for dealership performance; 10-time winner of Navistar Financial Corps President’s Award for financing excellence; nine-time winner of Navistar’s Diamond Certified

dealer for operations excellence; and 11-time winner of the Idealease, an award for lease and rental operating excellence.

Robert Nuss, president of Nuss Truck & Equipment in Rochester, MN, was named runner-up. Nuss has earned many industry awards, including several from Mack Trucks for sales leadership and exemplary business practices. In 1997, Mack Trucks named him Mack Trucks Dealer of the Year. He’s actively involved in charitable and civic organizations. Following the tragic events of Sept. 11, 2001, Nuss helped deliver a fully-equipped fire truck to the New York Fire Department.

Other nominees were Jay Ellison, president of French-Ellison Truck Center, Ltd. in San Antonio, Texas; Mark Gillam, president of Floyd’s Sales & Service, Inc., in Scottsbluff, Neb.; Blake Jackson, president of The Jackson Group, a consortium of Peterbilt dealerships in Utah, Idaho and Colorado; Greg Lesher, president of Lesher Mack Sales & Service, Inc., in Lebanon, Pa.; and Ron Meyering, president of M & K Quality Truck Sales in Byron Center, Mich.

The award recognizes excellence in dealership performance, industry leadership, civic contributions and community service. The winners were chosen by a panel of professors from Indiana University’s Kelley School of Business. n

President Obama Directs Administration to Create First-Ever National Efficiency and Emissions Standards for Medium- and Heavy-Duty TrucksCalls for increased support for electric vehicles, extension of national policy for cars and light-trucks

WASHINGTON, DC (May 21) — President Obama signed a Presiden-tial Memorandum today, directing the U.S. Environmental Protection Agency (EPA) and the U.S. Department of Transportation (DOT) to create a first-ever National Policy to increase fuel efficiency and decrease greenhouse gas pollution from medium- and heavy-duty trucks for Model Years 2014-2018. Currently trucks consume more than two million barrels of oil every day, and average 6.1 miles per gallon. They also emit 20% of greenhouse gas pollution related to transportation. Preliminary estimates indicate great potential for significant fuel efficiency gains and greenhouse gas emissions reductions for large tractor trailers, which represent half of all GHG emissions from this sector.

The President also called for an extension of the National Program for cars and light-duty trucks to Model Year 2017 and beyond.

Additionally, President Obama directed the Department of Energy to provide increased support for deployment of advanced vehicles, including electric vehicles, and directed EPA to reduce non-greenhouse-gas pollutants from motor vehicles. n

Arrow Names Steve Clough President and CEOKansas City, MO (May, 2010) — There’s a new sheriff in town at Arrow. Arrow Truck Sales, Inc. has named Steve Clough President and CEO. Clough succeeds Carl Heikel, who is now leading interna-tional operations for Mack Trucks, Inc.

Clough began his career with White Motor Company in 1980 and later transferred to the Volvo White Truck Corporation. After holding a variety of management positions with the Volvo Group, he has served as Arrow’s chief financial officer since the company was acquired by Volvo.

“I am very proud to now be heading up Arrow, with its lengthy and dominant position within the used truck industry,” Clough said.

Clough takes over the helm at an exciting time for the company as it celebrates its 60th anniversary this year. As most UTA members know, Arrow was founded in April, 1950 by business partners Jerry Nerman and the late Melvin Spitcaufsky. It started as a small used truck lot in Kansas City, MO and now encompasses 19 retail stores located in the US and Canada – in-cluding the recent opening of two new retail stores in Denver and Minneapolis. Visit www.arrowtruck.com to learn more about Arrow. n

Industry News Briefs

UTA Industry Watch


Navistar Unveils eStar, Its First Purpose-Built All-Electric Commercial TruckZero Tail Pipe Emissions, 100-Mile Range Make eStar Ideal for Environmentally Responsible Customers

Elkhart County, IN (May 13, 2010) — Navistar, Inc. announced today during a web conference with the U.S. Department of Energy and FedEx, that it will soon deliver to FedEx the first full-production eStar™—an all-electric commercial truck. Navistar is now taking orders for the eStar and plans to deliver 400 units by the end of 2010.

The eStar all-electric truck is the first medium-duty commercial vehicle to receive U.S. Environmental Protection Agency (EPA) certification as a clean fuel fleet vehicle, as well as California Air Resources Board (CARB) certification as a zero emissions vehicle.

This Class 2c-3 electric truck—the first in its category—has a range of 100 miles per charge, making it especially suitable for urban applica-tions. Its battery can be fully recharged within 6-8 hours.

“For businesses, municipalities, and other organizations that demon-strate their environmental commitment, the eStar provides them with a smart option,” said Shane Terblanche, general manager, electric vehicles, Navistar. “We have brought the eStar to market to meet the needs of responsible customers who strive to have a positive impact on the environment through energy efficiency.”

FedEx showcased a prototype of the eStar electric truck during last month’s “Charge up Route 66” tour, that began in Chicago and ended in Los Angeles, as part of the Fortune Brainstorm Green Conference. FedEx will evaluate the performance of the eStar vehicle in its fleet as it operates in the Los Angeles area.

“FedEx is continually looking to connect the world more responsibly,” said Mitch Jackson, Vice President of Environmental Affairs and Sustainability at FedEx. “Navistar’s purpose-built electric truck has the potential to assist in making our business more environmentally sustainable and reduce dependence on foreign oil, while ensuring FedEx the reliability necessary to meet our commitment to superior customer service.”

While other electric trucks are reconfigured models of fossil-fuel trucks, the eStar truck has been “purpose-built” for electric power. This means it has the advantage of having a low center of gravity (the battery is between the frame rails, not mounted on top) and a 36-foot turning radius. Navistar says eStar is engineered with superior aerodynamics, plus a walk-through cab and a quick-change cassette-type battery that can be swapped out in 20 minutes, enabling around –the- clock operation. It can carry payloads up to two tons.

A wholly owned Navistar affiliate is selling the eStar all-electric vehicle. The eStar truck is produced through the Navistar-Modec EV Alliance, LLC, the joint venture between Navistar, Inc. and Modec Limited of the United Kingdom,

Additional information is available at http://www.Navistar.com/newsroom. n

‘Entrepreneurial Spirit’ Leads Nation’s Truck Dealers through Crisis, ATD Chairman SaysOrlando, Fla. —We don’t have to tell you that the nation's new heavy- and medium-duty truck dealers were hit hard by the recession. But the dealers’ ‘incredible entrepreneurial spirit” led them through the worst, ATD Chairman Kyle Treadway, president of Kenworth Sales Co. in Salt Lake City, Utah, recently said.

"We're here today because each of us learned over the past three years to assess the situation, inventory our resources, prioritize the needs, and plan accordingly," Treadway said late April in remarks to attendees at the 47th annual ATD Convention & Expo in Orlando, Fl.

"That entrepreneurial spirit is challenged by a host of serious issues: none more important than the devalued used truck market," Treadway said. "Commercial lenders have been reluctant to put marginal customers out of business for fear of being saddled with more repossessed used trucks."

As we reported here last month, Treadway also feels the lack of available credit looms large, with dealers having fewer lenders to choose from since lenders are also fighting for survival. "We face critical needs for not only operational

and flooring lines, but retail credit for our customers," he said.

Dealers are also faced with the issue of how to better manage customer expectations when it comes to delivering real-time information, Treadway said.

"Our customers are on the vanguard, and expect us to keep up the pace: the commercial aspects of social media continue to unfold," Treadway said. "Twitter and Facebook pages are being used by major fleets to network and recruit drivers."

Though sales of heavy- and medium-duty trucks have declined more than 50 percent since 2006, only 123 dealerships or about four percent of the national network had to close last year, said Treadway.

And despite the many hardships still facing the industry – with more than 4,000 fleets in bankruptcy and 160,000 trucks sidelined – truck dealers have emerged stronger and better positioned to succeed, he said. "The crisis also afforded dealers a rare opportunity to shed light on the important role they play in their communities, states and the nation as a whole," he said.

"Dealers spoke up and made themselves heard on a national scale," said Treadway. "Not only did our elected leaders in Washington experience some backlash, but the media and the public learned how significant we dealers are to the national and local economies."

To help businesses thrive and survive, Treadway urged his fellow dealers to enroll in the new NADA-ATD University, which provides online courses, convention workshops and other seminars.

"The launch of NADA University is just the beginning," he said. "It will continually grow with more courses, more online resources, and more of what [dealers] need to build a winning dealership team."

For more information, visit www.atd.org. n

(continued on page 8)

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UTA Industry Watch


Sources: GM Considering Re-Entering Medium Duty Truck BizA number of news sources are reporting that GM is studying whether or not to re-enter the medium-duty truck business. It’s been less than a year since GM announced it was leaving the business. “GM has a rich heritage in medium-duty trucks,” Mark Reuss, president of GM North America, recently told some of GM’s largest fleet dealers and key commercial customers, according to PickupTrucks.com. “We didn’t do well [with the last trucks] but never say never. I’d love to play in the space, but we’d have to do it differently with better use of engineering and other resources if we did it. We’re looking at the business now.” For further details follow this link: http://news.pickuptrucks.com/2010/05/gm-studying-reentry-into-mediumduty-segment.html n

(Industry News Briefs continued)

FMCSA Unveils Pre-Employment Screening ProgramEmployers now have a new tool at their disposal to ensure the drivers they’re hiring are safe drivers. The Federal Motor Carrier Safety Administration’s (FMCSA) Pre-Employment Screening Program (PSP) is a screening tool that allows motor carriers and individual drivers to purchase driving records from Motor Carrier Management Information System (MCMIS). Records are available for 24 hours a day via Web request.

Driver Information Resource records purchased through PSP contain the most recent five years of crash data, and three years of roadside inspection data from the FMCSA MCMIS system.

FMCSA believes that making this driver data available to potential employers and operator-applicants will improve the quality of safety data and help employers make more informed decisions when hiring commercial drivers. The PSP provides more rapid access to commercial driver safety performance information than was previously available under Freedom of Information Act (FOIA) or Privacy Act requests.

A carrier will pay $10 for each requested driver history. An annual subscription fee of $100 also applies. Carriers with fewer than 100 power units qualify for a discounted annual fee of $25 per year.

Individuals can request a personal driving history for a fee of $10. No subscription is necessary for individual drivers. In addition, operator-applicants can get a copy of their MCMIS inspection and crash data through PSP for the prescribed fee.

For more information, visit the PSP website at http://www.psp.fmcsa.dot.gov/Pages/default.aspx. n

What Computers Can’t DeliverIn this age of “real-time” information availability via the Internet how important are trips to the dealership when your buyers are weighing which truck to buy? The answer is we don’t know for sure. But research covering buyers of cars, minivans and light trucks may shed some light on the question.

Each year, Foresight Research, a Rochester, Michigan based market research firm interviews a large cross section of automotive buyers for insights into how customers make buying decisions. Last year, the company interviewed nearly 8,500 recent (retail) buyers. What they found shouldn’t surprise you. The fact is, despite having access to instant information right at their fingertips, trips to the dealerships are very important.

In fact, over 50% of all new car buyers surveyed said the “dealership experience” was “highly influential in the purchase process.” This places dealership experience higher than any other element in the car buying process for positively influencing sales—including the Internet.

“At a time when the dealership network is under increased pressure across the industry, this data clearly supports that no single aspect of the automotive sales and marketing spectrum is more influential than what happens inside the dealership,” said Steve Bruyn, President of Foresight Research.

To 67 percent of respondents, inviting, modern, and well-organized showrooms are key to influencing the sale. Brochure availability, financing options, accessorized vehicles and signage were also frequently mentioned as important to influencing the customer to “buy here”.

Of all buyers who were highly and positively influenced by the dealership experience, 90 percent suggested that their salesperson was professional; 84 percent noted the salesperson was knowledge-able and 66 percent noted the salesperson as trustworthy.

Now we know that this research pertains to car buyers and not buyers of trucks. But do any of us feel the dealership experience is any less important for truck buyers than it is for car buyers? While Foresight Research has not included truck buyers in their sample yet, Ron Hein, Foresight’s executive vice president told us “I am certain that trips to the dealerships are very important to your used truck buyers.”

As we all embrace the web, Facebook, LinkedIn, Twitter, and everything else computers provide now, it pays to remember that personal relationships, which you still can’t get through computers, remain extremely important to buyers. n

UTA Industry Watch


Get Ready for Advanced Impact Selling Webinars (The First One’s Free!)

UTA members know all about the networking benefits that come with membership, especially those who have been to our conventions and golf outings. But access to training tailored to your needs is another fantastic benefit.

Now we have some exciting news to share. In partnership with the Brooks Group, UTA will be sponsoring a series of advanced IMPACT selling webinars. The first webinar, scheduled for July 15, is completely UTA-sponsored and therefore FREE to all members.

The great thing about webinars, of course, if that you don’t have to travel anywhere to attend them. Class begins right at your computer.

Here are some details about this first webinar, Winning the Sale in the First 30 Seconds.

When: July 15, 2:00-3:00 pm EST

Duration: Approximately 1 hour

Registration Link: https://www1.gotomeeting.com/register/624121257 (each participant will need to register)

Description: Sales are won on trust and credibility. Research suggests that the critical timeframe for a salesperson to begin developing credibility and trust is in the first 19 to 34 seconds of a sales call. Are you effectively engaging your prospects? Do you spend too much time in unsolicited small talk? This webinar will share tips and tactics on how to effectively open a sales call and have meaningful sales conversations.

Learning Objectives:

n How to effectively engage your prospects by understanding and using their behavioral and communication style to develop your approach to the sales call

n How to avoid small talk and focus on conversations that will help you build trust and rapport

n Learn the benefits and techniques of the Statement of Intention and the Primary Bonding Statement

Session Includes:

n Downloadable workbook to use throughout the presentation to capture insights and suggestions

n Relevant tools or exercises that reinforce the lessons and that can be immediately used in the field

n Q&A Forum with Steve Hackett at the end of the session to ask questions and share ideas

We hope everyone takes advantage of this special offer to attend the first webinar and see for yourself how valuable the training is. Since it’s free, what have you got to lose? Click the link above to reserve your seat now. By the way, the cost for these webinars going forward will be $99 per dealership, and the webinar can be accessed for up to one year by everyone at the dealership. n

Trucking and Commercial Vehicle Sectors Continue ReboundThe good news keeps coming folks. In mid-May ACT Research Co. (ACT) announced its research indicated the strengthening North American economy and rapidly tightening capacity in the truckload sector will lead to significant demand for new equipment in 2011.

In the latest release of their North American Commercial Vehicle Outlook, ACT increased its forecast for heavy-duty (Class 8) vehicle production by 6,000 units, boosting year-over-year growth in 2010 to 19 percent. It increased its forecast for 2011 by 3,000 units, projecting year-over-year growth of 67 percent. The forecast for medium-duty vehicle (Classes 5-7) production, which is largely tied to the health of housing and construction, was unchanged, with growth of 19 percent in 2010 and 32 percent in 2011 projected.

“The deck remains tilted against a strong ramp up of Class 8 production in 2010 as the projected growth is still well below replacement level demand,” said John Burton, vice president transportation sector with ACT Research. “However, fleet age has truckers increasingly making comments about upgrading the fleet and anecdotal evidence suggests reserve capacity is in poor shape, having been idled and cannibalized during the downturn,” added Burton.

ACT is a leading publisher of new and used commercial vehicle (CV) industry data, market analysis and forecasting services for the North American market, as well as the China CV market. For more information on ACT, visit its website at http://www.actresearch.net. n

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UTA Industry Watch


2010 UTA Board of Directors Nominations

Nominations Due Date: June 18, 2010

The Elections Committee needs you to nominate UTA members to serve on the UTA Board of Directors. The UTA Board of Directors plans and runs the annual convention,

provides training programs, helps members obtain discounts on affiliate products and services, maintains the UTA website, and publishes an industry newsletter. In addition, the UTA Board has rapidly grown the UTA Scholarship Fund, which has helped many deserving students pay for their tuition and books.

Please consider UTA members who could help the UTA continue its growth, and improve the services it provides to the used trucking industry. Also, please remember you may nominate yourself if you would like to run for the Board.

We also need nominations for the 11th Marvin F. Gordon Lifetime Achievement Award. We seek individuals who have dedicated themselves to the used truck industry. The previous 10 Lifetime Achievement Award winners all contributed greatly to our industry, and were well-deserving of this prestigious award. Many award winners still contribute to the industry today.

If you know of someone who deserves this award because of their impact on the industry, please nominate them!

All nominees for the Board of Directors or the Marvin Gordon Lifetime Achievement must meet the following criteria:

n Have experience in the used truck industry n Demonstrate a history of ethical and professional business practices n Be willing to advance the UTA’s goals and objectives

If you know of someone who meets these criteria, please nominate them!

To submit your nomination, please go to our website at www.UTA.org. Then go to the heading entitled “News & Events.” A drop-down menu will appear, and you’ll see the Board of Directors Nomination Form in the list. Click on that, and on the right-hand side of the page you’ll see an application form that you can download and print. On the form you’ll see the name and address to send the application to via mail, fax, or email.

Thank you for your consideration concerning this important issue.

George Barnett Elections Committee Chairman [email protected]

http://uta.org/downloads/docs/UTA-Board_Nomination_Form.pdf

The Road From San Antonio...

Leads to Jacksonville, Florida 2010

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UTA Industry Watch


One of the most constant things we’ve noticed about UTA members is that they are a complex and interesting group

of people. Another thing we’ve noticed is that selling used trucks gives people the opportunity to enjoy hobbies and pursue their devotion to non-work related pursuits. Just by looking back at the people featured in this one issue, it’s plain to see there’s a whole lot more to this group than first meets the eye!

Many of you are like Jenny Sundy, and you’ve shared with us your love of travel. As a matter of fact, it can sometimes be difficult to reach UTA members, because they are out and about. Others pursue long-established hobbies, volunteer in their communities, and some even do international relief work. Without exception, the members we speak to talk about the desire to leave the world a better place, whether that is through matching the right piece of equipment to the right customer or helping to educate children in disadvantaged communities.

In our new member list alone we have two men dedicated to helping others. John Fehr works tirelessly to help the children of Uganda, providing a home for more than 200 kids and an educa-tion for more than 1,500. Don Krum is devoted to the Boy Scouts. We also enjoyed meeting Denis McGee who is a dedicated marathon runner. He told us of his devotion to helping others see what a good life is possible through proper diet and exercise as we all get older.

Of course, there are lots of other ways UTA members enjoy the good life they work so hard to achieve. We have yet to attend one of your conventions, but we’ve seen the pictures! Beautiful golf courses, interesting excursions, lots of shopping, and tons of good food seem to make the gathering a treat. No wonder so many UTA members look forward to the annual event!

Finally, let’s take a look at Ronnie Jordan. Not only has his life’s work allowed him and his whole family to enjoy a prosperous and happy life, but he’s deep into the hobby of spoiling beautiful little

grandchildren. We may never sell a used truck, but someday we do look forward to this particular activity.

If you have a passion for a hobby, a charity, or any other pursuit that makes all your hard work and long hours worth it, please email us. We’d love to share your stories with your UTA friends.

Deb and Brad Schepp [email protected]

Last Notes

Quintessential Quote

Attitude is A little thing thAt mAkes A big difference.

Winston churchill

Moving on Down the Road: Checking in with Jenny SundyFrom time to time we plan to feature news about former members of the UTA. After all, once a UTA member, always a member and it’s fun to keep in touch with friends we’ve made and acquaintances with whom we’ve shared so many happy memories. It is so appropriate for us to start this endeavor by checking in with Jenny Sundy. June marks the one year anniversary of the passing of Jenny’s husband and founding member of the UTA, Jim Sundy. Sadly, we didn’t have the chance to know Jim, but UTA records and publications portray him as a dedicated member, a joyful companion, a brilliant businessman, and a treasure among his peers.

In the year since Jim’s death, Jenny has had quite a mixture of travel, companionship, and challenge. When we spoke, she was recover-ing from her second back surgery within just a few months. The first operation repaired a herniated disc, and the second repaired a nick the surgeons left in the membrane surrounding her spinal column. Although still in quite a good deal of pain, Jenny was very gracious in sharing with us both her memories and her plans for the future.

Jenny recalled that during its first year the UTA had only 20 members, but she also noted that this number increased with each subsequent year. She and Jim last attended a UTA event in 2008, but she’s kept in close contact with many of their friends from the association. She also told us that she and Jim attended the Blue Book meetings for 32 years!

Since last June, Jenny has travelled a lot. She visited with Ron & Madeline Corley at their home in South Carolina. She also went to see Bruce & Margaret Jordiski at their home in Tennessee. Debra Jordan and Marietta Crawford joined Jenny for a day at the spa in April and they plan to meet again in June. Coincidentally, the day we spoke was just one day past Jim’s birthday, and Jenny was deeply touched that Eddie Walker had called her to say he was thinking of Jim on his birthday. Jenny also told us how deeply she appreciated all the cards and letters UTA members sent to her after Jim died, and she was thrilled that they keep her informed about UTA happenings. “I hope the organization soars from where it is now and continues to do well,” she told us.

In addition to her friends, Jenny also surrounds herself with her sisters. In this past year, she spent lots of time visiting both of them, and the three women plan to take a cruise once her recovery is complete. Her sister is also planning to move in with Jenny once she sells her house in Florida.”I don’t like to stay home by myself,” Jenny said. Once her back is healed Jenny also plans to catch up with lots of yard work she says is waiting for her! But, that won’t keep her from her travel schedule. She plans to continue visiting family and UTA friends, and she will be attending the UTA convention this year in Jackson-ville! That will give all of her friends a chance to catch up in person, but until then, we all wish Jenny a very speedy recovery. n

2010Nomination Forms for the

Lifetime Achievement Award can be found by clicking here. Deadline for entries is July 23, 2010!

http://uta.org/downloads/docs/UTA-Board_Nomination_Form.pdf

http://uta.org/downloads/docs/2010_LTA_Nomination_Form_1.pdf

COWFORD 1791 O - UTA · 2017-05-18 · Lonestar Truck Group 1902 St. Michael Rd. Texarkana, TX...

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