Volume 20 Issue 10 October 2018 Chartered May …...The Used Truck Association Volume 20 • Issue...

The Used Truck Association

Volume 20 • Issue 10 • October 2018

1.877.GETS.UTA • WWW.UTA.ORG

WATCHChartered May 16, 1988

2 Board and Committees

2 Quips & Quotes

6 Face to Face with Laura Jones Carter

8 Welcome New Members

14 When Humans Drive Trucks

16 Doug’s Morning Coffee:The Single Most Deadly Sales Mistake You Can Make!

20 Industry Events Calendar

22 Women In Trucking: SiriusXM Show

24 Creating a Strategic Mindset

26 The Strategic Benefits of Reporting & Market Analysis

28 Industry News Briefs

32 JD Power Valuation Services Update

36 Brooks Tip of the Month

38 From Where We Sit

42 2018 Convention Sponsors

Contents

continued on page 34

UTA Members Helping in CrisisMike Whitlow has always believed in giving back to his community and helping

those in need. He and his wife volunteer with Operation BBQ Relief, and the couple, as of this writing, is preparing to deploy to North Carolina to help those devas-tated by Hurricane Florence. Founded in May of 2011 in response to the tornadoes that so tragically struck Joplin, MO, Operation BBQ Relief has delivered millions of meals to people caught in times of disaster of all types, from weather events to raging wild fires. The group, made up of competition BBQ teams, caterers, and chefs, travels wherever they must to support and feed displaced families and the emergency personnel on site.

Once disaster strikes, Operation BBQ Relief assesses the needs and logistics of the challenge and activates its volunteer base. Since 2011 the group, which now includes more than 6700 volunteers, has served nearly 2 million meals to those in need. Mike started working with Operation BBQ Relief in August 2016 with the Hammond, LA deployment. “Being near my hometown of Ponchatouala, it became very personal, since

many of my friends’ and neighbors’ homes were flooded,” Mike recalled. “Hammond became the largest deployment at that time in Operation BBQ Relief history reach-ing one million meals served since its incep-tion. This group is like a family working to give one meal at a time to people in their greatest time of need.”

SHARE YOUR NEWS with the UTA Industry Watch.Send submissions, ideas and comments to:UTA Industry Watch Editors Brad and Deb Scheppc/o Sentry Management 303 Corporate Center Drive, Suite 300 AStockbridge, GA 30281 Phone: 877-GETS-UTA (877-438-7882)Fax: [email protected]

Twitter: @usedtruckassocFacebook: Used Truck Association

Management: Misty Reis, [email protected]

Art Direction/Graphic Design: Laura Carter, [email protected]

Convention Committee Chair – Hal Dickson Co-Chair — Rick Clark

Dealer Group Chair – Bobby Williams Co-Chair – Anthony Gansle

Elections Committee Chair – Charles Cathey

Finance Committee Chair – Craig Kendall

Marketing & Website Committee Chair – Craig Kendall Co-Chair – Rick Clark

Membership Committee Chair – John Cosgrove Co-Chair – Mike Roney Co-Chair – Kelly Coldiron

Preferred Partners Committee Chair – Brock Frederick

Scholarship Committee Chair – Dean Jeske Co-Chair — Lewis Nerman

Training Committee Chair – Amy Shahan Co-Chair – Jody Johnson

Rick Clark PresidentBobby Williams Vice PresidentCraig Kendall Treasurer Marty Crawford President EmeritusCharles CatheyKelly ColdironJohn CosgroveMichael Cox Hal Dickson Brock FrederickAnthony Gansle Jody JohnsonMike RoneyAmy Shahan Terry Williams — Alternate

Executive Advisors Dean JeskeRonnie JordanRobert Yost

2018 USED TRUCK ASSOCIATIONBOARD OF DIRECTORS & COMMITTEESwww.uta.org/directory

“It’s not about having the right opportunities. It’s about handling the opportunities right.”

— Mark Hunter

2

WITH

Laura Jones Carter

6

UTA members scattered across North America, of course it makes sense that the newsletter is the most effective way to keep up to date with what’s happening in the industry, but it goes way beyond that. “Would you pick up a magazine if it was just straight words, no organizational layout, or way to stand out from other publications?” she asked. “I don’t think so. Having the newsletter designed in an engaging and visually communicative way is important to ensure and sustain our readers and membership.”

Among the changes Laura has seen to the newsletter in the last 12 years, its growth alone is astounding. The publication ran four to eight pages when she began the job. “Now they’re up to 30 plus pages, and have much better articles,” she enthused, “including those from sources outside the industry to help with leadership and keep up with new generations coming up in the industry.” (Editors’ Note: Here Laura said a great many lovely and gracious things about us, but modesty prevents us from repeat-ing them.) The newsletter, she notes is all part of branding the UTA. “Branding this association and its events is key to promoting, growing, and retaining its most important asset: our members,” she said. “This association is not here to make money, but to bring people together for the betterment of the used truck industry. Who knew I’d ever think twice about those annoyingly loud, scary, and ‘gihugic’ road sharks? But as the saying goes, ‘without trucks we’d be naked, hungry, and homeless.’”

Laura has a hand in nearly everything you read

presented by the Used Truck Association. The newsletter you’re reading now is but one example. If you’ve ever stopped to read a sign directing you to a meeting room, that was Laura. If you’ve ever sponsored an event, she was there, too. For the past 12 years the UTA has been lucky enough to have Laura Carter Design handle all the design and print materials that need to be handled. Here’s a chance to take a look at what Laura does and how that makes life work out for all the rest of us. (Editors’ Note: If it seems to you that we’re huge Laura fans, it’s because we are. Just so you know.)

“I’ve been a graphic designer for about 30 years,” Laura told us recently. “I’ve been freelancing (along-side corporate jobs) for a long time. In 2006 Terry Williams hired Laura to design a keynote speaker promotional mailer for the UTA Conven-tion, held in Galves-ton, TX. “From there I was hired to rede-sign and lay out the

newsletter each month,” she recalled. “That quickly grew into collateral materials for membership, Convention signs/posters, bro-chures and magazines, the KC Golf Outing, training brochures, etc.!”

We asked Laura why her job is so important to the association. We thought we knew before we asked, but she added a great deal of detail to the story. With all of the

Having been in the industry for more than a decade, Laura’s seen a lot of change there, too. “Membership has more than doubled since I started,” she said. “I’ve also noticed there is a great deal more member involvement from members submitting articles, including Women in Trucking. That’s huge and really cool!” Laura also loves working on the UTA special events. “The conventions have grown like wildfire,” she said since she first attended in 2007. “I’ve been to all but one of the Kansas City Golf Outings. It’s great to see these women and men have fun, but remain generously aware of the reason for that event, supporting the UTA Jerome Nerman Family Foundation scholarships.”

Although most freelancers work all the time, Laura does occasion-ally take time to spend away from the task. “I reconnected with my ‘First Kiss’ and got married six years ago,” she said. Laura first saw John in 1979 while still in junior high. “He was playing basketball, and I was a cheer-leader for the other team,” she recalled. “Our first kiss was my 15th birthday.” In her spare time, she enjoys working in polymer clay and sketching/doodling. “I’ve been working on some hand-lettered signs for Misty’s (Reis) son’s wedding. I’m a terrible housekeeper, and I have an addiction for weird shoes,” she added. n

We will reimburse you the $300 cost of one TA Petro certified used truck inspection at any time within the first 180 days after your contract date.

For peace of mind out of the gate or down the road, get the advice of experts regarding your truck’s current and future maintenance needs. Simply pay for the service, submit the invoice to [email protected], and we will pay you up to $300.

In addition, we have pre-approved you for a repair loan up to $2,000 for any incidental repairs or tire replacement during the first ninety days after your contract date.

No down payment will be required, and we’ll structure your payments to keep them affordable – often less than $40 per month until the final date of your contract.

DRIVER SUPPORTRUSS DARROW LEASINGOFFERS TRUCK FINANCE AND

24HOUR

EMERGENCYRESPONSE TEAM

SUPPORT OUT OF THE GATE

Just submit the invoices to [email protected], and we’ll send you a check. (Cosmetic improvements do not qualify for any loan).

For peace of mind down the road.

Nathan Alexander Transport Enterprise Leasing 8218 Perfect View Drive Ooltewah, TN 37363(423) 463-3399 [email protected]

Willie Boyle TrüNorth Warranty Plans of North America [email protected]

Michael CastriconePremium2000 273 Oak Hill Drive Trophy Club, TX 76262 (972) 672-5456 [email protected]

Jack Coakley Taylor & Lloyd International Trucks 8 Railroad Avenue Bedford, MA 01730 taylorandlloyd.com(617) 429-3370 [email protected]

Jack’s career began in 1988, when he started working for Truck Center, Inc. Before that he worked on a loading dock for the United States Postal Service.

Jack’s joined the UTA to meet other used truck professionals from other markets to buy and sell trucks wholesale.

Asked what he liked most about his current job, Jack said he’s sold International trucks for most of his career. “We are located near Boston,” he said, “but still have a small country store feel with family ownership.”

Jack also rides motorcycles, and has for much of his life.

Other thoughts to share with other members? “I am an honest and ethical pro with a lot of experience, who would like to network with like-minded truck pros.”

Nicholas Coscia, VP, Asset Management People’s Capital and Leasing Corporation 850 Main Street BC03 Bridgeport Center Bridgeport, CT 06604 www.peoples.com (203) 338-6426 [email protected]

In 2017 Nicholas joined the truck business after working in construction equipment, including Aerial Work Platforms, cranes, material processing, and port equipment.

Let’s welcome Nicholas to the UTA as he seeks to gain a better understanding of the trucking market, and the factors that affect secondary market supply and demand.

Nicholas, like many others in our field, “enjoys coming to work every day,” and “learning about a new industry and a new collateral.”

When the work day is done you might find Nicholas playing golf. He also enjoys spending time with his niece and nephew.

Scott Cowger, Corporate Used Truck Manager Freightliner Northwest 277 Stewart Road SW Pacific, WA 98047(800) 523-8014 [email protected]

Rod Dickason Custom Truck and Equipment LLC 7701 Independence Ave Kansas City, MO 64125(260) 438-4848 [email protected]

Brian Drummy Lakeside International Trucks 11000 W Silver Spring Road Milwaukee, WI 53225 (414) 353-4800 [email protected]

Ryan Dykes, National Sales ExecutiveThe Larson Group 5900 Southport Road Portage, IN 46368 (219) 286-9455 [email protected]

Madelyn Eskridge Birkdale Commons Parkway Suite 208 Huntersville, NC 28078 (704) 237-4521 [email protected]

Brad Fenton, Used Truck ManagerKenworth of Indianapolis2929 S. Holt Road Indianapolis, IN 46241 (317) 247-8421 [email protected]

Eric Fruithandler, Business Development TruNorth Warranty Plans of North America 16740 Birkdale Commons Parkway, Suite 208Huntersville, NC 28078www.trunorthwarranty.com(972) [email protected]

Eric is a new member of the Commercial Trucking Industry, and he’s excited about being a part of what he sees as a dynamic industry. Now that he’s joined the UTA Eric’s looking forward to meeting lenders and equipment leasing companies “interested in protecting their assets and mitigating their risk with Limited Liability Warranty programs.”

Before joining the trucking industry Eric spent over 30 years working in the warranty industry providing warranty programs to auto dealers on vehicles to corporate enterprise clients.

8

Continued on page 10

Ryan Gaul Penske Truck Leasing 2675 Morgantown Rd Reading, PA 19607 (484) [email protected]

Mike Gaw, Fleet Equipment SalesAveritt Express 1415 Neal Street Cookeville, TN 38502 averittequipsyou.com(931) 520-5132 [email protected]

Mike’s been at Averitt for 34 years. He gained experience in equipment sales, trailers, and salvage, before moving to all equipment sales in 2016. Sales is his forte, and he enjoys it.

Mike’s been married for 29 years, and has two children, 26 and 16. His hobbies include golf and hunting.

Joe Graber, Commercial Truck Sales Manager Moser Motor Sales, Inc.218 West MainP.O. Box 69 Berne, IN 46711 moserford.com(260) 589-2171 (w) [email protected]

Joe started working in trucking part-time back in 1973, when he was only 14. That’s when he started at Moser’s. His uncle, who was part owner, hired him while he was still in school and he started fulltime in 1979, after college.

When he started at Moser’s, Joe briefly worked in new/used car prep. “After a couple of months, the truck repair shop foreman wanted me to work as a tech assistant. I did anything mechanically they would allow me to do,” he said.

Joe’s joined the UTA to broaden his sources for wholesale used truck purchasing. He also wants to learn all he can “from other experienced people in our industry,” and “become more integrated in the used truck industry.”

“Growing up on a farm, I’ve always liked being around, operating, and repairing machinery,” Joe began, when asked what he liked best about his work now. Adding, “I still enjoy being around any kind of machine. My opportunities came in the automotive field. I really enjoy working with people, both

customers and workmates, especially when it involves problem solving, and altering/fabricating/assembling truck packages. I also enjoy being involved with my co-workers success within all departments, sales/parts/service. Interaction with colleagues from other stores is also enjoyable.”

When he’s not at work you may find Joe in the kitchen where he’s also quite comfortable. He enjoys cooking, baking, and grill/BBQ. “I relate my kitchen to my small shop,” he explained. “To me, the only real difference between working in a kitchen, is you get to eat what you create.”

Joe also enjoys attending live performances and concerts, involving many genres.

He’s also involved with several organizations that provide services such as food sustenance for developing communities, disaster relief, worldwide food distribution, and youth/family/nature camps.

We’re hoping to see Joe in Orlando. Several colleagues have encouraged him to attend the UTA convention. Aside from the convention, Joe’s looking forward to “the possibilities and opportunities UTA has to offer.”

Greg HelmkampPalmer Trucks Kenworth of Cincinnati 6095 Ash Hill Court West Chester, OH 45069 (513) 699-1860 [email protected]

Mike Johnson, Director of Used TrucksBoyer Trucks 2500 Broadway Drive Lauderdale, MN 55113(612) 627-5512 [email protected]

Kerry Jones [email protected]

David KraftMHC Kenworth - Nashville 5427 Luge Court Murfreesboro, TN 37129 (615) 916-3590 [email protected]

Edward Lindsay, Used Equipment Sales Manager PACCAR Inc., PacLease 777 106th Ave NE Bellevue, WA 98004 PACCAR.com(425) 468-7824 [email protected]

Edward’s first job was repairing helicopters in the U.S. Marine Corps, where he worked for 15 years. After that, he spent seven years as a recruiter. In 2010 Edward began working in the trucking business.

His first job in our business was Used Equipment Asset Manager, for PACCAR Financial Company. He worked in that position for almost four years before moving to PACCAR Leasing Company. Edward says the best part of his current job is meeting and talking with wholesale dealers/buyers. “I have always enjoyed the personal interaction,” Edward said.

Like most new UTA members, Edward joined the UTA to build new relationships and stay atop developments in the used truck business. He’s also looking forward to introducing PacLease used trucks to wholesale buyers. “Many PacLease units have been under the PacLease Maintenance Program,” Edward said. “This program maintains the units through regular scheduled maintenance and service.” He wants UTA members to know that the PacLease truck is “a smart purchase,” and of greater value to customers.

Outside of work, Edward likes to work with glass. “I do a process called Glass Fusing,” he explained. “I have been doing it as a hobby for about 12 years now.” Edward also plays golf, but does not get out as much as he would like, playing just when the opportunity presents itself.

EJ Lloyd, PresidentTaylor & Lloyd International Trucks 8 Railroad Ave. Bedford, MA 07130(781) 275-9290 [email protected]

Michael McElroy, Business Development Officer Oakmont Capital Services 1398 Wilmington Pike, Suite 200 West Chester, PA 19382(877) 701-2391 [email protected]

New Members continued from page 10

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OR

ISX

& OTHERCOMPETITIVE

MAKES

FEATURINGFEATURING

www.internationalusedtrucks.com

15 USED TRUCK CENTERSTO SERVE YOU

PROUD MEMBER

MEDIUM DUTYMEDIUM DUTYTHE TIME IS RIGHT

FOR A TRUCKTHAT TAKES CARE OF BUSINESS

11

Brian Melson [email protected]

Fred Pope 198 Kost Road Carlisle, PA [email protected]

Kaitlyn Rogers [email protected]

Jim Schultz, Used Truck Sales ManagerValley Freightliner of Toledo & Great Lakes Western Star—Monroe, MI 6003 Benore Road Toledo, OH 43613www.valleytruckcenters.netFacebook Page: https://www.facebook.com/search/top/?q=freightliner%20of%20toledo(419) [email protected]

Jim started in trucking in 2016, after working in yacht and building materials sales. His first trucking job was in commercial truck sales with Valley Ford of Cleveland.

Jim enjoys the variety of challenges that come with his current job at Valley Freightliner. “Acquisition and reconditioning are unique to every truck and can be very challenging,” he said. Jim also enjoys helping his sales reps earn the best possible commissions.

Jim’s looking forward to attending the UTA convention in Orlando, as networking and gaining knowledge are his main reasons for joining the UTA. He’ll find that many other UTA members share his passion for his hobbies: Fishing, motorcycle riding, and shooting.

Finally, Jim wanted UTA members to know that he’s “looking forward to meeting and learning from each of you.” Adding: “I hope that I can contribute to our industry as I learn more and more.”

Michael Schwartz, Director Used Vehicle Sales11690 NW 105 Street Miami, FL 33178(305) 500-4921 [email protected]

Jerry Smith Palmer Trucks 1010 Outerbelt West Effingham, IL 62401 [email protected]

Henry Strickland, Re-Marketing Manager Premier Truck Group of Chattanooga 385 Kailors Cove Circle Ringgold, GA 30736 www.premiertruck.com(423) 356-1441 [email protected]

After 20 years in the automotive field handling functions including parts, service, and new and used sales, Henry joined trucking in 2012. That’s when he started working as Used Truck Manager for MHC-Chattanooga. The things he likes the most about his current job are the people he works with, as well as the company that he’s a part of. “It is truly a blessing to have the opportunity to work for such a great company and good people,” he said.

As a new UTA member he’s looking forward to networking with trucking professionals with the same interests and goals.

Trucks provide his livelihood, but Henry also loves the world of exotic cars: including Ferrari, Lamborghini, Austin Martin, McLaren.

Andrew Teal Big Rig Enterprises 595 Culver Road Falkville, AL 35622(256) 476-9006 [email protected]

Lillian Vilchez Duty Motors LLC 3800 South Ocean Drive #224 Hollywood, FL 33019 (202) 872-3737 [email protected]

Chris Wambles [email protected]

Aaron Ward 7744 NW 70th Way Parkland, FL [email protected]

New Members continued from page 10

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You hear it all the time: Trucking is the economy’s

backbone. Considering recent announcements from Uber, Tesla, Nikola, etc., it seems that the way trucks are driven could affect the future of many jobs.

Soon computers and robots could do most of the work that humans now do. Or, at least that is what some studies show.

For the last 25 years I have been hearing that we don’t have enough drivers in our industry. So these “new” truck manufacturers are telling us that they have a solution. “Each self-driving truck could do the work of two of today’s trucks because they can operate at all hours of day and night,” says Eric Berdini, Uber Freight’s top in command. But, he added, “the reality is that the transition to any kind of self-driving truck future is quite a ways away. But in terms of how we think about that future, we actually do see a future where jobs don’t get impacted in the way that people expect them to. We wouldn’t be doing Uber Freight, which is a human-driven product, if we didn’t think that there was a responsible way for the future to look with humans and self-driv-ing trucks.”

I agree that we are far away from having networks of driverless trucks operating in our streets and highways. Consider the record truck sales from the last few months. That “day” now seems even further away. Instead, optimization of current technolo-gies, better ergonomics and better (lower) fuel consumption, is what we will see in the next 10 years. In fact, we have the technology to get over the 10 MPG hurdle. Every couple of years the performance improvements are worth the higher upfront cost that the customer pays.

But what are we going to do with the older, less efficient trucks? What should we do about $25,000 overhauled jobs? Or $17,000 transmission repairs? With three years of strong sales now, we need to start thinking about the used truck market in 2020-21. And, also about the new emission regulations that will affect the ports then. Today, a low mile running truck is worth something, and a high miler is not. And Copart is having its day, with so many non-running trucks. I am getting calls from banks to double check truck pricing because they can’t make sense of it either. Business could be booming today, but if we look at the fundamentals in terms of truck volume and values, things are off. We are in a “human-driven” used-truck world. I don’t believe that a computer can come up with a solution to this. Do you? n

14

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16

Doug’s Morning Coffee:The Single Most Deadly Sales Mistake You Can Make!

I recently attended a marketing seminar and one of the key

points the presenter emphasized was taking the prospect out of a highly competitive space, and into one that you control completely.

That forced me to think a lot about our methods and actions in our day-to-day work with prospects.

It never ceases to amaze me how someone can walk into a store, ask for a salesperson, mention a specific type of truck, and the salesperson states the following:

“Let me search online and see what I can find.”

This is one of the worst things you could do to hurt your odds of selling this person a truck. Essentially, you’re teaching them to shop you against every other dealer in the world in the most highly competitive space imaginable: The Internet!

Before you get too offended, let me say this for the record:

We’ve all done this because it is how we’ve been programmed to solve problems.

Anything you and I have a question about, we Google it.

Do you need to learn how to program your sprinkler system? Just Google it!

Want to know the weather in Birmingham before you travel? Google it!

Need to light your pilot in your furnace? Google it!

I know what you’re thinking: “Doug that’s all well and good but I simply don’t have the truck this guy wants! What am I supposed to do here?”

There are no silver bullets that work 100 percent of the time. However, the following is a list of things you and I can do, starting today, to assert more control over our prospects and customers. By

doing these things we’ll also maximize our opportunities using our own inventory, instead of someone else’s.

1. TREAT YOUR INVENTORY LIKE IT IS THE ONLY IN-VENTORY ON THE PLANET. What would you do differently if your dealership was the only one in your company? Would you race to Google to find trucks that match the prospect’s

description or would you, instead, do your best to sell the trucks you own and control?

2. STOP TRYING TO CHASE LOW PERCENTAGE PLAYS. Stop defaulting to the internet or other location inventory as your “go to solution.” I’m not saying you can’t leverage other store inventory. Instead, you should thoroughly exhaust every opportunity in the space you control first before you go looking for that “miracle uni-corn” five states away from you.

3. DON’T BELIEVE EVERY-THING THE PROSPECT TELLS YOU. How many times have you burned up hours of precious time looking for their

“miracle unicorn” only to find out later that they ended up buying something entirely different from what they de-scribed to you? Prospects are shoppers until they “fall in love.” Once they see what they love, they will buy it, even if it is significantly more money than they wanted to pay. Your job is to give the prospect at least three opportunities to “fall in love” with inventory that you control!

4. GET THEM OUT ON THE GRAVEL. Once you’ve suffi-ciently qualified your prospect, and you know he or she can buy a truck, get them outside looking at your trucks. It doesn’t matter that they just told you they want a pre-emissions 379 Legacy edition with a 6NZ engine, and you haven’t seen one in five years. Your job is to show them as many suitable alternatives as possible. That’s why they came to your dealer-ship! Here’s a line that I love to use: “I don’t have that but here’s what I do have. Let me show you…”

Doug Shields Director Used Truck Operations

Rush Enterprises, Inc. [email protected]

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Industry Events Calendar

OCTOBER 20 -21 • California Trucking ShowSponsored by California Trucking AssociationOntario Convention CenterOntario, CAhttps://californiatruckingshow.com/

24 -26 • Work Truck ExchangeScottsdale Resort at McCormick RanchScottsdale, AZhttps://www.worktruckex.com/

27 -30 • American Trucking Association – Management Conference & ExhibitionAustin, TXhttp://www.trucking.org/Events.aspx

NOVEMBER1-3 • NASTC Annual ConferenceNational Association of Small Trucking CompaniesNashville, TNhttp://www.nastc.com/

7-10 • 19th Annual UTA ConventionLoews Sapphire Falls Resort at UniversalOrlando, FLhttp://uta.org/2017/01/06/uta-2018-convention-in-orlando/

12-14 • Accelerate! Conference and ExpoWomen In TruckingDallas, TXhttp://www.womenintrucking.org/accelerate-conference

2019 • FEBRUARY20-22 • Recruitment and Retention ConferenceSponsored by Conversion Interactive AgencyNashville, TNhttp://www.conversionia.com/rr-conference

MARCH5-8 • The Work Truck Show Sponsored by NTEAIndianapolis, INhttp://www.worktruckshow.com/WTS/About/WTS/AbouttheWorkTruckShow.aspx?hkey=1fe48a97-9d74-4b00-8c7d-fcd2d0fc6f82

28 • 30 Mid-America Trucking Show Sponsored by Mid-America Trucking ShowKentucky Exposition CenterLouisville, KYhttps://www.truckingshow.com/

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Women In Trucking’s SiriusXM Show We’re on Road Dog Channel 146

Before satellite radio in 1990, professional drivers and

others travelling the country had to either listen to their cassettes (or eight tracks!), or keep chang-ing channels as they moved across the nation. Then satellite radio came along, and listeners could maintain one channel for hours—without losing a signal.

Sirius Satellite radio originated in Washington DC. It launched in 2001, just after XM radio’s debut earlier that year. At first, subscrib-ers had to choose between Sirius and XM. Most seemed to prefer XM’s trucking-related content, featuring hosts from America’s Trucking radio network. They included Bill Mack, Dave Nemo, and the Truckin’ Bozo (Dale Sommers).

In January 2009, Sirius and XM merged. Today, all content heard on Road Dog Trucking Channel 146 is a SiriusXM-exclusive product. That same year, Free-wheelin’s Meredith Ochs and Chris T invited Women In Truck-ing’s Ellen Voie to join them. They offered a one-hour segment devoted to the organization. Ellen and Marge Bailey, WIT’s original board members, were on the last Wednesday of each month for the next nine years.

This year, SiriusXM invited Women In Trucking to host its own call-in show. It was sched-uled to begin Saturday, January 20th at 10 am central, and would last for two hours. The first guest was Keera Brooks of Sawgrass Logistics, who had completed the WIT “Best Practices Study” about carriers with higher than average percentages of female drivers.

Both men and women called in from across the continent.

Every Saturday on SiriusXM Road Dog Channel 146 (with the replay

on Sunday), you can listen to Ellen interview people with diverse views on trucking-related topics.

We’ve had the chance to inter-view such guests as Debbie Gardner with the Survive Insti-tute, Valerie Alexander, author of “How to Succeed In the Workplace Despite Having Female Brains,” and Elba Pareja-Gallagher, found-er of ShowMe50.org. We’ve also interviewed Representative Mike Gallagher, who shared his in-sights after riding along with a female professional driver. There’s even been a show about drones with Sharron Rossmark, of the organization Women and Drones.

More recent shows were about attracting and retaining drivers, fun information about your favor-ite trade shows, and even how to increase your fuel economy. A favorite guest was Margot Genger,

who wrote “Shift Happens” a book about her driving experi-ences in the 1970s. We had her back to finish telling her story.

We’re always looking for enter-taining guests, so if you would like to be on the Women In Truck-ing show on a Saturday morning, please let us know. If you’re listening, please call in and share your story or ask a question. The number is always the same, 888-876-2336 or 888-8ROADDOG.

The guests might surprise you, and the insights should enlighten and entertain you. Watch our e-newsletter for upcoming show information, or visit our website and click on “WIT Show.” If you don’t subscribe to SiriusXM, you can find information on obtaining a 30-day free trial. That way you

Meredith Ochs, Ellen Voie, Chris T at the Mid-America Trucking Show.


22

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UTAMembers!Welcome2018

Reprinted by permission of Harvard Business Review Press. Excerpted from the

HBR Guide to Thinking Strategically.

Copyright 2018.

Creating a Strategic Mindsetby Elsbeth Johnson

Editor’s Note: This is Part One of a two-part series excerpted from the book HBR Guide to Thinking Strategically. In Part One the author laid out the strategic questions on which leaders should be focusing. Here she describes how to come up with the best possible answers to these questions.

Once you’ve set aside time on a regular basis to wrestle

with these questions, how can you come up with the best possible answers—and refine those an-swers? Here are some tips from those I’ve seen do it well:

» Make choices in the negative. For everything you decide you want (a particular market position-ing, an invest-ment in a new product, a new capability or function), articu-late what that means you can’t do. This forces you to think through the consequences of choosing these options by think-ing about what the trade-offs are for each choice you are making.

» Pretend you have no money. When organiza-tions are strapped for cash, they have to make

hard choices about what to spend money on because they don’t have enough. It’s often during such times that leaders describe themselves as at their most strategic. It’s easy to diet if someone’s padlocked the fridge—but what happens when you get the key back? All too frequently, when the cash starts to flow again, leaders start “choosing everything” again, and it’s this oxymoron that sows

the seeds of the next run of underperformance. Having too many priorities means you don’t really have any, which puts your organization’s implemen-tation capability under strain. It also compromises your own leadership bandwidth, reducing your ability to macromanage. So pretend you’re cash-strapped—it will act as the ultimate constraint on your desire to choose everything.

» Talk to the unusual suspects. These individuals could be inside or outside your organiza-tion, but whoever they are, choose them because they are likely to disagree with you, challenge you, or tell you something you don’t know. To ensure you have a ready supply of such people, you may need to look again at your strategic network—it may have gotten too stale to offer you such connections.

» If that’s the case, weed out the deadwood and actively recruit people from different sectors, skill sets, and backgrounds who can help you test the quality of your macro answers. Questions to ask them include: “Why will this not work?” and “What do I have to believe for this not to turn out that way?” Being challenged and having new information may well change your answers; even if it does not, it will make your answers more robust.

» Exist at the macro and micro levels simultaneously. One of the CEOs I most admire can do this—she goes from 10,000 feet to ground level in 30 seconds, linking her answers to the

macro questions (this purpose, this brand positioning, this customer offer) to the micro operational implications for the business. But what she does really well is come back up. Because it is all too tempting, once you have gone micro, to stay there. But the main point of going micro is to test the validity of the macromanage-ment views you are forming.

The reward for middle managers here is huge—once leaders are sufficiently clear and prescriptive about these macro questions, middle managers can get on with implementing them. But the prize for leaders is arguably greater still: They might no longer be needed for the daily grind of managing the business and can instead use their time and effort for the true work of leadership.

That is, they can think about the strategic rather than the tactical, focus on the future rather than the present. After all, isn’t that why they wanted to become leaders in the first place? n

Elsbeth Johnson, PhD, is an adjunct professor of Organisa-tional Behaviour at London Busi-ness School and a visiting fellow at the London School of Economics

24

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The Strategic Benefits of Reporting & Market Analysis

Ethan Smith Specialty Content Writer

Commercial Truck Trader

It seems that every day there are new breakthroughs in technol-

ogy, or that new marketing strategies are introduced. It’s this way even in the commercial truck dealership business. But while new trends are great, we should never get so distracted by them that we’re failing to effectively place our inventory in front of high-quality buyers. In other words, we need to master the fundamental tools that are already available to us, which include reporting and market analysis.

Uploading photos, completing listing information, and ensuring website usability are great for gaining initial traffic, connections, and leads. But maintaining con-sistently successful campaigns that achieve market penetration, and lead to sales, takes a bit more work. Ongoing advertising should take into account insightful metrics and dynamic reporting, including competitive and market analysis. Whether listing inventory on your own website, or advertising via third-party online markets, this data is key to strategic decision-making. Let’s take a deeper dive into what you need to know about important reporting and market analysis tools.

DEALER PERFORMANCE METRICS: It’s essential for dealers to keep up with basic metrics that measure listing performance. Some of these important metrics include impres-sions (how often a product is seen), full listing page-views, and connections (how many consumers demonstrate purchase potential). You’ll also want to be able to access a leads summary that breaks down the type of connec-tions you are generating, from phone calls and emails to direc-tions-to-the-dealership, and website referrals from outside sources. Finally, a dealer should

be able to quickly view how many listings are complete—with photos and essential details—or incomplete.

Tracking metrics, such as those we’ve just mentioned, keep dealers up-to-date on how their online inventory is performing. Connections summaries are especially important, as they can help dealers begin to identify consumer search patterns (more on this soon) and develop realistic expectations for overall consumer engagement. Finally, basic metrics can remind dealers to add listing information they may have missed or forgotten, and keep those listings accurate and updated!

EXPOSURE & ACTIVITY REPORTING: Beyond perfor-mance metrics, dealers should also develop or gain access to reporting that provides more in-depth understanding of listing exposure and activity. This type of internal report breaks down

performance data by listings, so that dealers can see which spe-cific units receive the most im-pressions, page-views, and connections. Exposure and activ-ity reports should also allow for comparative evaluation, in which dealers can contrast the perfor-mance of listings that include photos and essential data (like pricing details) with listings that lack such information.

By accessing this information, dealers gain a deeper perspective on their inventory, showing how consumers find and connect with their dealership. With an acute understanding of inventory performance provided by com-parative internal reporting, dealers can identify the factors contributing to increased expo-sure and activity for their listings. They can then adapt their market-ing and communication strategies accordingly.


26

Cummins Displays the Future of Diesel with Low NOx and Low CO2 Emissions Technology

2018: Trucking’s Best Year Ever? This year is definitely one for the record books in the trucking industry. For the sixth time in eight months Class 8 NA net orders topped the 40,000 mark. August’s unit orders totaled 50,069, marking another record-setting month, according to ACT Research.

Dealers and national accounts placing large orders earlier than usual has a lot to do with this. “Robust orders in June and July were largely attrib-uted to dealers booking orders for their non-national account customers, as well as for stock units in the first half of next year,” said Kenny Vieth, ACT’s president.“Early indications are that large national account orders began to flow earlier than usual in August. With the backlog stretched to 10 months, fleets are racing to get into the queue in what is arguably the best-ever period in history for carrier profitability. Coupling record orders with the industry’s bumpy production ramp, the Class 8 backlog rose to record heights in August, climbing to 280,710 units, and given the current order frenzy, a 300k-plus backlog seems achievable.”

The Medium Duty market is “trendy” ACT reported, and not especially noteworthy one way or another. “The Classes 5-7 market remains ‘trendy,’ not hot or cold, with August’s orders rebounding to 23,685 units,” Vieth said. “Medium duty backlogs slipped a bit in August, dropping 1,000 units from July, but lower build [rates] conspired to boost the market’s BL/BU ratio to 3.3 months. n

FTR on August’s Record-setting Pace Market Research firm FTR also noted that North American Class 8 order records were being broken left and right this year, with August setting yet another new high at 52,400 units, besting July’s tally by 300 units. The US market, in particular, is exceptionally strong, FTR noted.

FTR also reported the following statistics about this market:

» Orders were even month/month, but up 153% year/year.

» North American Class 8 orders over the last 12 months have now totaled 477,000 units.

» Freight growth has perhaps never been better, and carriers are scram-bling to meet the demand for trucks.

“The good news is, it appears the supplier shortage issues that signifi-cantly slowed production earlier this year, have been largely abated for now,” said Don Ake, FTR Vice President. “However, the supply chain remains tight, and fleets and dealers continue to place large orders to lock down build slots in 2019.”

Ake added that “Fleets are ordering early and often and orders this plenti-ful indicate fleets are highly confident the flourishing freight market will persist for a while. Current economic and manufacturing data point to a strong start to 2019. FTR does expect some easing to occur in the second half of next year.” n

Hanover’s huge 2018 IAA Commer-cial Vehicles show this September was busy, with many OEMs using the opportunity to share some big news. Cummins announced that it has figured out a way to reduce the carbon footprint even lower, through what it’s termed a “con-cept emissions control system capable of minimizing emissions to previously unfeasible levels.” By combining this technology with the latest in smart digital technolo-gies, Cummins added, the next forward leap in digital engine evolution is within our sights.

“This innovative system allows further reduction in NOx and PM emissions, while simultaneously improving fuel efficiency,” said Tim Proctor, Cummins Executive Direc-tor of Product Management & Market Innovation. Cummins added that other innovative technologies it’s developing to reduce friction and parasitic losses will also continue to make the diesel engine even more produc-tive and energy efficient. Addition-ally, “the use of enhanced design tools and advanced materials such as composites will

bring opportunities to reduce component weight while retaining strength, further enhancing vehicle productivity.”

“While Cummins has a vigorous electrification program underway, our other key message at IAA is that the diesel engine is not stand-ing still,” added Proctor. “With our technical advancements, we see diesel remaining as the primary source of power in the commercial vehicle sector for the foreseeable

future. Cummins is committed to ensuring the power of choice is avail-able for our cus-tomer’s many different vehicle types, duty cycles and business requirements.” n

28

Convoy Raises Another $185 Million, Led by Alphabet’s CapitalGNot long ago we published an article about Convoy, the trucking tech company that continues getting loads of attention because of the huge sums of money it’s raising thanks in part to investors such as Bill Gates, former US senator Bill Bradley, and Amazon’s Jeff Bezos. Now you can add Google to the investor mix.

In the latest development, Convoy announced it had had raised $185 million dollars led by CapitalG, the growth Equity investment fund of Google parent company Alphabet. This investment earns CapitalG a seat at Convoy’s board of directors table for CapitalG’s David Lawlee. So far, Convoy has raised more than $265 million dollars.

Convoy was founded by former Amazon general manager Dan Lewis. The company describes itself as a technology-enabled Trucking Network, offering guaran-teed capacity and industry-leading reliability for transporting freight. Some in the media have called it the Uber for trucks.

This year, Convoy said, it’s ex-panded its operations nationwide,

and evolved its business beyond just freight matching. The company said it’s expanding its partnerships with shippers and carriers, accel-erating technology-driven

innovation, and using data to discover and solve more of the core problems facing shippers and carriers alike. n

TuSimple Building “Safest Self-Driving Truck” As if autonomous trucks weren’t enough of an innovation, the technology seems to be evolving faster and faster.

TuSimple, which calls itself a “global autonomous truck technology leader,” publicly demonstrated its Level 4 fully autonomous driving solution. The company says it’s the first of its kind “to see and interpret objects up to 1,000 meters.” TuSimple says it’s has achieved a new industry perception system range benchmark for the safe deployment and commercialization of autonomous trucks with its advanced camera-based solution. Using this system, TuSimple’s self-driving Peterbilt semi-trucks are now hauling commercial cargo for revenue on a daily basis along the I-10 corridor.

Founded in 2015, “TuSimple is developing commercial-ready Level 4 (SAE) autonomous driving solutions for the logistics industry. In 2016, TuSimple broke 10 world records in autonomous driving and ranked No. 1 in KITTI and Cityscapes, the most influential public leaderboard in autonomous driving globally. In 2017, the company began working with Amazon Web Services and entered into collaborations with NVIDIA and Peterbilt.” For more information, visit https://www.prnewswire.com/news/TuSimple. n

Women In Trucking Member Featured on TODAY ShowAs Part of Truck Appreciation Week

Women In Trucking (WIT) Association Image Team member Deb LaBree was a recent guest on the Megyn Kelly Today Show.

Kelly’s video crew followed Deb and rode with her during filming in Tulsa, OK. They even inter-viewed her hus-band and co-driver, Del (LaBree) and her good friend, Pam Kays. Del choked up when he talked about Deb as his best friend. Pam shared her experiences with Deb as a mentor and friend.

They started the segment with the videos the crew had filmed in Oklahoma. The Women In Trucking Facebook page was mentioned, as Deb is active as an admin on the page, and is recognized for her hard work. They showed Deb checking the truck and interviewed her in and out of the cab. Deb had not seen the final cut and was holding back the tears as she listened to the kind words from her husband and her friend.

Deb’s passion for the industry was evident, WIT reported, and came through during the program. Megyn Kelly asked Deb how she ended up in the trucking industry. Then, Megyn made an announcement that shocked us all, WIT said. Shell Rotella is a sponsor on the show and had reached out to WIT to provide a female professional driver for the segment. She and her husband use Shell Rotella, and they were recognized for their loyalty. n

29

News continued on page 30

Volvo Trucks View of Future Transport Solutions at IAA 2018Well we said IIA was packed with significant announcements. Also at the show, Volvo unveiled Vera, which it described as an autono-mous, electric vehicle that can operate with significantly less ex-haust emissions and low noise levels. Controlled and monitored via a control center, Volvo says Vera “has the potential to make trans-portation safer, cleaner and more efficient.”

The company spared no expense in introducing Vera, including many press releases, videos, and, of course, its IIA display. “The Vera is nothing similar to what you have seen from us before,” said Mikael Karlsson, Volvo’s VP for Autonomous Vehicles. “In fact it’s impossible to drive,” he said.

So how will Vera affect the transport industry? “In places like ports and mega-logistics centres,” Karlsson said, “I think we will see much higher delivery precision, as well as improved flexibility and productivity. Today’s operations are often designed according to standard daytime work hours, but a solution like Vera opens up the possibility of continuous round-the-clock operation and a more optimal flow. This in turn can minimize stock piles and increase overall productivity.”

For further details, including helpful videos, visit https://www.volvotrucks.com/en-en/about-us/automation/vera.html. n

CERTIFIED TRUCKS

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News continued from page 29

30

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J.D. Power Valuation Services UpdateChanging New Truck Conditions Create More Used Trucks to Sell

An increase in the number of new trucks delivered should be creating a higher volume of late-model used trucks to sell. Medium duty trucks

were generally down, with lighter-GVW units once again leading the market.

Sleeper Tractors – AuctionThe auction market performed closer to expectations in September, with a notable increase in the number of sleeper tractors of most model years represented. Pricing for our benchmark model was mostly lower, particu-larly for model-year 2015 trucks, which were impacted by higher volume and higher average mileage. See below for detail. » Model year 2015: $38,000 average; $17,750 (31.8 percent) lower than August » Model year 2014: $34,750 average; $1,750 (4.8 percent) lower than August » Model year 2013: $27,750 average; $2,250 (7.5 percent) lower than August » Model year 2012: $26,750 average; $2,000 (8.1 percent) higher than August » Model year 2011: $21,750 average; $1,250 (6.1 percent) higher than August

The severe drop in our pricing average for 2015’s is a bit misleading. This month’s figure was unusually low and is being compared to an unusually strong previous month. There was simply a much higher volume of trucks with high average mileage sold in September compared to August. Newer trucks are indeed seeing more notable depreciation now that more volume is entering the market, but the 31.8 percent result is not representative of what to expect in the real world.

Despite the value drop in the newest model years, the year-over-year average for trucks four to six years old is still very positive. Trucks in this age range sold in the first nine months of 2018 brought 20 percent more money than the same period in 2017. On average, this group has lost essentially no value in the first nine months of 2018, averaging 0.2 percent per month depreciation. This figure compares favorably to an also-very-low 0.8 percent in the same period of 2017.

The number of trade-ins becoming available does appear to be ramping up, now that production constraints have been mostly alleviated and fleets are taking delivery of more new trucks. There may be more downward pressure on newer trucks than in previous months.

See the “Volume of all Aerodynamic Sleeper Tractors Sold…” and “Average Selling Price: Benchmark Sleeper Tractor…” graphs for detail.

Sleeper Tractors – RetailPredictably, August’s retail used truck market looked very similar to July’s. Dealers sold incrementally more trucks, while pricing was basically unchanged. Incoming September data suggests a mild pullback in pricing commensurate with a higher volume of trucks sold.

The average sleeper tractor retailed in Augustwas 71 months old, had 455,782 miles, and brought $53,480. Compared to July, the average sleeper was 3 months older, had 6,109(1.3 percent) fewer miles, and brought $184(0.3 percent) more money. Compared to August2017, this average sleeper was 4 months newer, had 9,311 (2.1 percent) more miles, and brought $5,662(11.8 percent) more money.

Looking at trucks three to five years of age, August’s average pricing was as follows:

» Model year 2016: $82,884; $5,557 (7.2 percent) higher than July

» Model year 2015: $62,299; $1,436 (2.3 percent) lower than July

» Model year 2014: $50,333; $426(0.9 percent) higher than July

On a year-over-year basis, late-model trucks sold in the first 8months of 2018 brought 7.5 percent more money than in the same period of 2017. Depreciation is running0.4 percent per month in 2018, compared to 1.8 percent last year.

See the “Average Retail Selling Price: 3-5Year-Old Sleeper Tractors” and “Average Retail Selling Price of Selected 3- 5Year-Old Sleeper Tractors” graphs for detail.

Class 8 sales per dealership finally blipped up in August, coming in at 5.2 trucks per rooftop. Incoming September data points to a similar result. Dealers should be seeing incrementally more trade-ins to sell.

See “Number of Trucks Retailed per Dealership Rooftop” graph for detail.

$0

$10,000

$20,000

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$50,000

$60,000

$70,000

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$100,000

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Sep(est.)

AverageRetailSellingPrice:3-5Year-OldSleeperTractorsAdjustedforMileage

4YO

5YO

3-5YOAvg.

Source: J.D.PowerValuationServices

$0

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AverageRetailSellingPriceofSelected3-5Year-OldSleeperTractorsAdjustedforMileage

386

387/587

579

Cascadia

CX

ProStar(ISX+MF)

T660

T680

VNL630/670

VNL730/780

MarketAverage


$0$5,000$10,000$15,000$20,000$25,000$30,000$35,000$40,000$45,000$50,000

Jan-16

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AverageSellingPrice:BenchmarkSleeperTractorSoldthroughtheTwoLargestNationwideNo-ReserveAuctionCompanies

MY2011MY2012MY2013MY2014


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0

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VolumeoftheThreeMostCommonSleeperTractors(4-6Year-Old)SoldthroughtheTwoLargestNationwideNo-ReserveAuctions


J.D. Power Valuation Services UpdateChanging New Truck Conditions Create More Used Trucks to Sell

Chris Visser, Senior Analyst and Product Manager Commercial Vehicles

Looking forward over the long term, the new truck order/delivery ratio has pulled back considerably from July’s wide disparity. August’s deliv-eries were 39 percent higher than July’s, while September’s orders were 19 percent lower than August’s. We assume September’s deliveries will be moderately higher than August’s. This shift suggests fleets are scaling back their build slot reservations as the actual build rate gets closer to real-world need.

At the last recent peak in mid-2015, new truck deliveries numbered just over 25,000, responding to an order peak of just over 46,000 units a few months prior. Using this ratio, September’s orders suggest a peak delivery month of just over 28,000 units, which we already surpassed in August. However, economic and regulatory factors require anywhere from 25-50 percent more trucks now than in 2015, which results in a peak delivery month of 35,000-42,000 trucks. As such, we still see deliveries increasing through the end of the year.

See the “Retail Value Forecast” graph for a look at how we see used truck pricing unfolding over the next four years.

Medium Duty TrucksSeptember was a somewhat disappointing month for medium duty trucks. All segments brought lower average pricing month-over-month.

Starting with Class 3 – 4 cabovers, September’saverage pricing came in at $11,089. This figure is $2,422 (17.9 percent) lower than August, and $1,470 (11.7 percent) lower than September2017. The average mileage of the trucks we track was notably higher than in recent months, which accounts for some of the pricing difference. Still, September was the second month in a row with lower pricing, and August’s average mileage was similar to previous months. Monthly depreciation in the first 9 months of 2018 is now higher than the same period of 2017, at 3.4 percent vs. 3.0 percent, respectively.

See the “Average Wholesale Selling Price: 4-7Year-Old Class 3-4 Cabovers” graph for detail.

Looking at conventionals, Class 4’s averaged $20,069 in September. This figure is $1,206 (5.7 percent) lower than August, and $1,785(9.8 percent) higher than September2017.September’s average pricing represents a mild pullback from the two-month rally in July and August. Class 4’s brought more money than heavier GVW units throughout the third quarter. Monthly depreciation in the first 9 months of 2018 is averaging a very mild 0.6 percent, compared to 1.6 percent in the same period of 2017.

Class 6’s averaged $17,828 in September. This figure is $2,100(10.5 percent) lower than August, and $758(4.5 percent) higher than September 2017.This month represented a break from the relative stability of previous months. There were no clear factors explaining the difference, other than a mildly higher average mileage mix.Depreciation for this group is running at 1.7 percent per month so far in 2018, compared to 2.6 percent per month in the same period of last year.

See the “Average Wholesale Selling Price: 4-7Year-Old Conventionals by GVW Class” graph for detail.

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$0

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2per.Mov.Avg.(Class4Price)

2per.Mov.Avg.(Class6Price)

AverageWholesaleSellingPrice:4-7Year-OldConventionalsbyGVWClassAdjusted forMileage


ForecastWe may be near the peak of the new truck order cycle, which means deliveries should increase for a few more months. This means the volume of trade-ins will increase into the first quarter. Wall Street appears to be adjusting to a more traditional interest rate environment, which generally points to a cooler rate of economic expansion. However, the economy is still expanding, and most measures remain positive. After the midterm elections and winter weather season, we’ll have a clearer picture of how things stand. n

33

Helping in Crisis continued from page 1

34

As they prepared to step in once more, Mike was hoping to spread the word to get some support from UTA members. “My wife and I are deploy-ing to Charlotte, NC to meet up with Operation BBQ Relief. We need two 16 to 20 van trucks to use to pick up supplies when we get to our cook site,” he said. “We are prepared to serve 25,000 meals from day one. We will need a lot of local volunteers.”

Now, publication deadlines being what they are, we all hope that those affected by the storm are well on their way to recovery, and the imme-diacy of the crisis has passed. But, it’s another great charitable organiza-tion being supported by another open-hearted UTA member, and we can all keep in mind the good work Mike and Operation BBQ Relief do the next time disaster comes to call. n

Doug’s Morning Coffee continued from page 16

Strategic Benefits continued from page 26 Women In Trucking continued from page 26

Salespeople need to be compensated for things over which they have control (sales)...not on things over which they

have no control (net profit).

COMPETITIVE MARKET ANALYSIS: Conducting competitive marketplace analysis is one area of reporting where dealers could likely use some help. Luckily, third-party advertisers can often provide information that helps dealers identify their place in the industry. Market insight tools provide unique snapshots of industry supply-and-demand needs by ranking top-performing units in local and national markets, highlighting the most popular model years, and indicating how many of those models are currently for-sale. With market insight tools, dealers can access information providing a unique competitive advantage. These tools can help them craft their listings so they dynamically engage with consumers, and position their business more competitively in the marketplace.

All this may sound a bit technical. But dealers should not be intimidated. Third-party vendors and services that can help. And for dealers who want to run their own numbers, there are many free resources available for learning programs like Microsoft Excel. Today’s commercial buyers increasingly conduct their research online—and come as close as possible to making a decision—before they ever reach out to a dealer. Fundamental tools, including dynamic reporting and market-place analysis, can give dealers what they need to stay just as informed and active as their consumers. They can then strategically adapt their advertising, to stay competitive in our rapidly changing industry. n

can see if you’d like to continue the service on your radio, or via the app on your com-puter, tablet, or smartphone.

The show is geared toward both women and men, and most of our listeners are profes-sional drivers, who call between their loads, breaks, or on downtime. They ask questions, offer advice, and sometimes just share a story.

Our SiriusXM show is another way for us to share our story about the Women In Trucking Association. Our goal is to help educate, enlighten, and empower you. The show is also another way we communicate with members, and get our message out to future members. We’re genuinely thrilled to be part of the SiriusXM radio “Road Dog” family. n

36

5. PUFF THE ENVELOPE. Make sure that you puff up the envelope they give you in the form of their ideal truck. If they say they want a $50,000 truck, test it for validity. “So if I have exactly the right truck for you and it’s five thousand dollars more do you want me to share it with you or just my other buyers?” This is a proven method to get the prospect to bump himself on budget. The same thing works with brand, engine, horsepower, transmission, and so on. Virtually anything prospects tell you can be tested for validity, and stretched to fit a larger envelope. This envelope is one you and I control, and can fit one of our own inventory pieces into with a high success rate.

6. STOP SELLING THE DRILL. SELL THE HOLE. What makes this truck so all fired important to them anyway? That is the key to selling the prospect. Find out their pain and you’ll quickly figure out what and how to sell them. Stop selling specs and start selling solutions! Specs are boring. Selling solutions to problems, and matching those solutions to your prospect’s most heartfelt dreams and aspirations, now that is true selling!

7. LET THE TRUCK DO THE WORK. A test drive is probably the most underrated selling tool in the history of truck dealer-ships. Once your prospect has landed on a truck that he likes, do everything you can to get him to test drive the truck. It is his opportunity to fall in love with the truck you’re pitching. Think of it as a first date. Selling the test drive to a qualified buyer, using equipment you own and control, is the highest and best use of your time and energy in a sales situation, period! Don’t let a qualified prospect leave without a test drive if you can help it.

If you apply the seven points listed above, and avoid the “newb” mistakes that even veteran salespeople make, you’ll sell more trucks.

I guarantee it! n

GOOD COMPANYTENACIOUS SUPPORT COMES WITH EVERY TRUCK

There are hundreds of places that offer you a large inventory of used trucks, but there’s only one SelecTrucks. Part of Daimler Trucks North America, the parent company of Freightliner, customers come back to us again and again for exceptional solutions and unwavering support. That means reliable and road-ready vehicles, the best warranty coverage in the used truck industry, and people who understand your business and are determined to give it every advantage possible.

Copyright 2018 © Daimler Trucks North America LLC Privacy Statement, Legal Notices and Terms. All rights reserved. SelecTrucks is a brand of Daimler Trucks North America LLC. Daimler Trucks Remarketing Corporation is a subsidiary of Daimler Trucks North America LLC, a Daimler company.

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We’ve just passed the Autumnal Equinox, and now we are officially

able to claim the passing of one season into the next. For us, living in a place where the seasons change has always brought us comfort, nostalgia, and, sometimes, wistful

thoughts about the meaning of life. Oh, sure spring comes bouncing in

with all the enthusiasm of puppy! It’s easy. Who doesn’t look forward to longer and warmer days after a dreary winter? But, the greatest treasure we see in the autumn is that it reminds us that there is a time to grow, a time to harvest, and a time for rest. In other words, fall, to us, means a chance to consider the impermanence of life.

Deep in the pleasure of summer, it’s easy for time to slip by without too much consider-ation. The days are long, vacations abound, and the warm weather makes life seem a little easier to manage. That’s great! You get no argument from us. But, few of life’s phi-losophies come from easy, breezy days. With the autumn, and inevitably hurricane season, it’s time to pull the reins in and get back to the details of life outside of carefree days. We’re ready for it. As this particular autumn arrives we’re still concerned about our neighbors not too far to the south in North Carolina. They are now waiting for the river flooding that has been guaranteed by the enormous amounts of rainfall Florence brought along with her. We’ve seen the footage of peoples’ homes submerged in water up to the rooflines. We’ve heard the stories of people who have lost everything. We’ve seen with our own eyes, this reminder of the impermanence of life. Homes, once solid and secure, may now never be inhabit-able again.

But, even without a horrific storm, autumn is a reminder of the impermanence of life. The hanging baskets that graced the porch still bloom, but the blossoms have a clear touch of being on their way out. The offerings at the farm market have grown sparse; with peaches, tomatoes, and corn now replaced by apples

and pumpkins. Autumn is a reminder that the year is coming to a close, and we’ve all come close to taking another turn around the calendar on this big, blue ball we call home. These thoughts don’t sadden us. Instead they inspire us. Oh, and that’s not just for the pumpkin-spice lattes now popping up everywhere we look. Honestly, neither one of us quite gets that.

But, what treasures there are to be found in the remembrance that life moves on, and we’re still here to participate, learn, and enjoy. If all days were like summer vacation, we’d all end up like the grasshopper in the old fable about the ant who works and the grasshopper who plays. It may sound fun for a while, but there’s something to be said for a considered and thoughtful look at life. Those considerations tend to make us kinder to our families and our neighbors. They help us to be more tolerant of the needs of others, because ultimately we are all “others” to someone. As the days grow short, and the darkness comes earlier, it’s the perfect excuse to consider our places here and what we would still like to contribute while we spin around the year.

Each season brings to some the inevitable “before and after” moments in life. Most adults know just what we mean. Every lifetime has those moments that can be looked back upon as the time when life took an unexpected turn, and forever became different from what it once was. Those are moments that can bring us to our knees, but while we’re down, we know, our only alter-native is to find a way to get back up. That’s what autumn brings to mind for us. Yes, the harvest is over, but we know there will come a spring planting that will be every bit as joyful as the ones we’ve had before. So, we rejoice when Mother Nature puts on her autumn sweater. It’s her way of saying, “Look what I can do before I go!” That is a clear invitation for us to stop and ponder what fabulous things we want to show the world as the seasons change. If she can make life beautiful, so can the rest of us! At least that’s the way it looks from where we sit. n

Deb and Brad [email protected]

38

More ways to sell your trucksThousands count on Ritchie Bros.’ multiple solutions to sell used commercial trucks, tractors and trailers.Whether you’re selling one truck or 1,000, Ritchie Bros. partners with companies of all sizes, from large national fleets like Swift, Penske and Walmart to regional transportation providers. We provide an end-to-end solution for selling transportation assets: benefit from our appraisal services, financing, and Ritchie Bros. unprecedented choice of platforms to meet your selling needs.

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TruckPlanetFeaturing our flexible daily marketplaces to sell your trucks at a fixed price, negotiate offers, or set a reserve (minimum) price. TruckPlanet.com

FleetLocator Trusted destination for fl eet buyers looking to buy in bulk and need access to a broad multi-unit buying format. TruckPlanet.com/fleetlocator

Weekly Online AuctionsIronPlanet’s weekly auctions attract competing bidders from around the world, giving sellers peace of mind they’ve reached their target audience. IronPlanet.com

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Volume 20 Issue 10 October 2018 Chartered May …...The Used Truck Association Volume 20 • Issue...

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Transcript of Volume 20 Issue 10 October 2018 Chartered May …...The Used Truck Association Volume 20 • Issue...