Facebook's Zuckerberg Visits Iowa 80

1.877.GETS.UTA • www.uta.org Volume 19 • Issue 8 • August 2017

Facebook’s Zuckerberg Visits Iowa 80 Used Truck Association Truck Stop visit was part of his 2017 road trip Chartered May 16, 1988 Published by the Used Truck Association acebook CEO Mark Zuckerberg is touring the 303 Corporate Center Drive, Suite 300A Fcountry this year to learn how the everyday people Stockbridge, GA 30281 who comprise this great country of ours live. He plans to visit every state by year’s end. “My trips this year will take Table of Contents different forms,” he recently posted. These include “stops in small towns and universities, visits to our offices across Board News and Views...... 2 the country, meetings with teachers and scientists, and Quips & Quotes ...... 2 trips to fun places you recommend along the way.” New Members ...... 4, 6 In June, Zuckerberg visited the world’s largest Truckstop—Iowa 80—which is why we’re telling you The Brooks Group about all this. Iowa 80, according to its website, has eight restaurants, a convenience store, gift Sales Tip of the Month ...... 6 shop, Super Truck Showroom, barber shop, chiropractor, dentist, movie theater, workout room, Face to Face with R.C. Euler ...... 8 laundry facilities, gas islands, diesel fuel center, truck service center, Arrow Truck Donates 2014 Volvo Truckomat truck wash, Dogomat VNL 670 to WIT Giveaway ...... 10 pet wash, CAT Scale, 24 private Industry Events Calendar ...... 12 showers, and a trucking museum. Moving on Down the Road: Catching Iowa 80 was built in 1964. It’s up With George Barnett...... 12 located on the eastern edge of the You Can’t Manage Emotions Without state adjacent to Walcott. It was an Knowing What They Really Are...... 14 appropriate stop, as the Facebook JD Power Valuation chieftain is (naturally) interested in Services Update ...... 18-19 globalization and technology, how Industry News Briefs ...... 20-22 it’s affecting us, and how it may affect 2016 Convention Photos ...... 24-25 us in the future. He was astute From Where We Sit ...... 30 enough to realize that despite the non-trucking media’s view of trucking as staid and old-school, perhaps, that changes are afoot. The UTA… For the most part Zuckerberg’s account focused on some of the people who make up our industry… Members Supporting Members! what their lives are like, and what their concerns are. (Spoiler Alert: A major concern of truckers is CARS.) Many of his observations will not be news to you, but given the audience for his posts (he has 93 million followers) and the media attention they receive, it’s worth knowing what he observed. Here’s his account of his stop at Iowa 80 as he posted it on Facebook.

In Iowa, I stopped by one of the major truck stops. It’s like a small city SHARE YOUR NEWS where truckers on long trips can take a break, get something to eat, get a haircut, do laundry, get their truck with the UTA Industry Watch. washed — or their dog washed! — and Send submissions, ideas and even go to the dentist. comments to: A few things stuck with me after UTA Industry Watch Editors spending time with some truckers: Brad and Deb Schepp Trucking is a unique lifestyle -- that often c/o Sentry Management involves your family. 303 Corporate Center Drive, Suite 300 A One trucker I met put eight kids through Stockbridge, GA 30281 college with the money he’s made on Phone: 877-GETS-UTA (877-438-7882) the road. He also had some strong views Fax: 770-454-0029 on the second amendment. [email protected] Twitter: @usedtruckassoc Zuckerberg Iowa 80 continued on page 10 UTA Industry Watch Board News and Views 2017 BOARD OF DIRECTORS Electronic Logging Devices http://www.uta.org/directory A few months ago I had an in-depth conversation with Bill and Stella Eelman who own Alexander Hay Greenhouses. They are growers and wholesalers who sell to florists, garden GOVERNING BOARD: centers, and other wholesalers. You can always see their gorgeous flowers at the right time of year in front of Rockefeller Center in New York City. They have two locations: in North President Craig Kendall Haledon, NJ and in Apopka, FL. Vice President Rick Clark I have known the Eelmans for over 30 years. At first our relationship pretty much centered just on Treasurer John Cosgrove trucks (buying, selling, leasing and consulting). But our relationship developed into a strong friendship very quickly. Secretary Amanda Kent Currently, they have trucks and President Emeritus Marty Crawford tractors that run interstate throughout the northeast and southeast. Their tractor-trailers COMMITTEE CHAIRPERSONS: run the northeast corridor usually on Interstate 95, where Convention Co-Chairs Rick Clark, the Apopka product is shipped Hal Dickson and Craig Kendall north to the New Jersey location. Dealer Group Bobby Williams The whole Eelman family is Co-Chairs Mike Roney involved in running this business. For Bill, the best part of the and Brandon Hess business is driving his tractor- Elections Charles Cathey trailer between their facilities. Our conversation at the time was Finance John Cosgrove about Electronic Logging Devices (ELDs). As you probably know Marketing Rick Clark these will be upon us this coming Co-Chair Amanda Kent December. The ELD is mainly tied Membership John Cosgrove into the Hours Of Service (HOS) Co-Chair Kelly Coldiron that the driver can legally perform in a given day. Traffic, weather Preferred Partners Brock Frederick conditions, or repairs play a large part in how many hours you can Scholarship Dean Jeske drive legally in a day. Training Amy Shahan Currently, the Eelmans do not Co-Chair Jody Johnson have an ELD in their tractor. Recently, they ran out of hours in Washington D.C. with four hours remaining to their Website Amanda Kent destination. If they had an ELD at the time they would have had to pull over, and take the Co-Chair Rick Clark required hours before starting again. How does this affect your dealership and the used truck industry? There have been a number of comments about drivers and owner operators just leaving their positions as professionals because of the restrictions imposed with the HOS. This has the potential to create an even larger driver shortage, as well as a decline in owner operators--which means fewer used trucks will be bought. As I understand it now, if an owner operator buys a pre-2000 truck they will not be required to have an ELD installed in the vehicle. We have all tried to keep up with the Hours Of Service and the Electronic Logging Device regulations, and how they will affect our industry. The best and most up-to-date source that I have found is the Owner-Operator Independent Drivers Association Outstanding people have (OOIDA), specifically their Land Line Magazine and their website, www.OOIDA.com. one thing in common: An I’ve included a photo of Stella Eelman. Her husband Bill is rather camera shy. absolute sense of mission. ~Zig Ziglar Rick Clark UTA Vice President [email protected]

2 August 2017 www.UTA.org

UTA Industry Watch

It’s always a treat to welcome new members to the Used Truck Association. Each month we profile our new (or just returning) members in this newsletter. New members have the New 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 enjoy about the work you do, why you joined the UTA, and what gets your gears going as a person. So please return your Members questionnaire so your fellow UTA members can get to know you!

Jenifer Beebe “The diversity,” Dan said when asked what Robert Hauser 220 16th Ave E, Apt. 203 he liked best about his job. He feels the Hauser Truck Seattle, WA 98112 Australian market is unique “as we have 16207 Roscoe Blvd jenifer.beebe@paccar.com extreme temperatures, long distances and North Hills, CA 91343 specific regulations including multi drivers (818) 892-2442 (w) covering the equivalent of Los Angeles to [email protected] Chris Bernstein New York with payloads between 7 to 80 tons.” LA Freightliner Outside of the job, Dan enjoys running and 949 Eastglen Drive kayaking and spending time with his family. Kristen Holtzendorff La Verne, CA 91750 Westrux International [email protected] 2200 E. Steel Road Beatriz Garcia Colton, CA 92324 TEC Equipment Used Trucks www.westrux.com Rebecca Burt, Business Manager 8099 S. Coliseum Way (909) 825-5121 (w) Truck Market News Oakland, CA 94621 101 S. Coit Road, Ste 36-322 www.tecequipment.com/fontana Richardson, TX 75080 www.facebook.com/tecequipment Joel Mendez www.truckmarketnews.com (909)728-9328 (w) Countrywide Commercial Recovery (972) 499-4972 (w) [email protected] 10910 Long Beach Blvd., 103-420 [email protected] Beatriz came from a Lynwood, CA 90262 background in warehousing, (714) 718-2223 (w) [email protected] Renea Dearing logistics, and agriculture before she joined trucking Norton Transport in 2007. Her first trucking 50A Fieldstone Village Drive Eduardo Meza job was in administration at Rock Spring, GA 30739 LA Freightliner Wabash National Center in (706) 924-2656 (w) 949 Eastglen Drive Fontana, CA. [email protected] La Verne, CA 91750 Let’s welcome Beatriz to the [email protected] UTA as she seeks to meet other members, Edward Emch build relationships within the industry, and Bridgestone Commercial “gain the right knowledge to build my Valerie Montenegro 535 Marriott Dr. expertise, to be able to guide all the day-in LA Freightliner Nashville, TN 37122 day-out customers.” 949 Eastglen Drive [email protected] Helping customers regardless of what their La Verne, CA 91750 business needs are, as well as learning from [email protected] Daniel Foley, Director–Remarketing them, is what she enjoys most about her job. Volvo Group Australia Aside from trucking, Beatriz is passionate Steve Pesce, CEO 1 Shaw Close about working out, and taking care of her Elizabeth Truck Center Inc. Brighton QL 4017 daughters, who give her the “courage to 878 North Ave. Volvotrucks.com.au wake up day after day and go to work to Elizabeth, NJ 07201 +61447665975 learn, sell, and better myself for them.” elizabethtruckcenter.com [email protected] Beatriz would also like to share that she’s www.facebook.com/ElizabethTruckCenter/ thankful and very excited to have joined Dan’s been working in (732) 620-1658 (w) the field of used truck sales, and that she trucking since 2003. He [email protected] looks forward to bettering herself overall as began with Manheim 1978 was the year that the first mobile a sales representative. Auctions (Cox Automotive). Previously, Dan phones were introduced, Space Invaders worked for 10 years as a Greens keeper started the computer video game craze, including the construction of two Greg Alex Gates aerosol cans were recognized as affecting Norman design Golf courses. Land Line Magazine the ozone layer, and “Grease” and “Close Being from Australia, a “tiny” trucking 1 NW OOIDA Drive Encounters of the Third Kind” played in market compared to the United States’, Dan’s Grain Valley, MO 65029 theaters. hoping that through his UTA membership he (800) 444-5791 (w) can learn from the biggest market in the [email protected] world and develop networks from overseas. New Members continued on page 6

4 August 2017 www.UTA.org ARROWARROW TRUCKTRUCK SALES,SALES, INC.INC.

Arrow ascribes to the UTA’s core values: Honesty, Integrity, Professionalism, Continuous Improvement, Keeping Promises and Complete Customer Satisfaction.

Retail & Wholesale Online Inventory Buy & Sell Locations Across US & Canada Single Unit or Fleet In Business for Over 65 Years All Makes & Models Founding Member of UTA Heavy Duty, Medium Duty, Trailers www.arrowtruckwholesale.com

Leading the Used Truck Industry For Over 65 Years!

www.arrowtruck.com 800-421-7654 UTA Industry Watch New Members continued from page 4

But Steve Pesce may remember 1978 as the CeCe Rafanan, Used Truck Sales Jose Sanchez year he started working in the trucking SelecTrucks of Los Angeles LA Freightliner business. He opened his own “shop” that 949 Eastglen Drive 949 Eastglen Drive year and it’s just continued to grow. La Verne, CA 91750 La Verne, CA 91750 We were flattered by Steve’s response to our www.SelecTrucksofLosAngeles.com [email protected] question about what he hoped to realize from (909) 510-5009 (w) his new UTA membership. “To be a part of a [email protected] Mike Schermoly great organization in the field of business CeCe began working in the OOIDA we’re in,” he responded. truck business in 2001, with 1 NW OOIDA Drive Arrow Truck Sales in His other interests include his family, animals, Grain Valley, MO 65029 Whittier, CA. Before that, boating, and life itself. “God has been good to (800) 444-5791 (w) CeCe spent 23 yrs in Data me and my family,” Steve said. “I have a sense [email protected] of giving back and I do that in various ways.” Center Management with Wells Fargo Bank, and five Steve’s always liked trucks and fixing them years as a Customer Service as well. He feels, like many of us, that trucks Alan Shetzer, President Manager. “are the backbone of this country,” and that BGAL Financial & Insurance Group without trucks and trucking, “this wonderful She has some clear ideas for what she hopes 14203 Caminito Vistana country could not be what it is.” to achieve from her UTA membership. San Diego, CA 92130 “Information on the everyday trucking bgalgroup.com business, and changes that are happening in (847) 826-9797 (w) Mr. Pozec today’s world,” she said. CeCe also feels it’s [email protected] VRS Leasing LLC important to have her name out there to Alan started in trucking in W. Sahara Ave. Suite 160 increase her business opportunities with 2009, but has also worked Las Vegas, NV 89117 companies and owner operators. in the finance and insurance (562) 249-7132 (w) It’s so gratifying to help people make more fields. He’s joined the UTA [email protected] informed buying decisions and therefore to network with dealers and improve their work lives. CeCe feels the same “provide products that will way. For CeCe “being able to educate my add to a dealer’s profitability.” clients who are first time buyers,” is what Alan says the fact that he can help companies she best likes about her work. She also likes solve their financial problems is what he sharing with customers information about likes best about his job. the responsibilities of being an O/O. “Being in this business is tough,” CeCe said. “But every day I say ‘thank you Lord for my Pete Sweeney blessings and my job.’” Adding: “With a Truck Master Warranty positive mind and attitude and knowing you 3433 Lithia Pinecrest Rd, Suite 310 can assist and guide new comers to this Valrico, FL 33596-6302 business…that is rewarding for me.” www.truckmasterplus.com (800) 326-5204 (w) [email protected]

Caminito Uistana San Diego, CA 92130 (858) 538-5577 (w)

Taylor VanHove [email protected]

Salespeople are looking for powerful role models. One of those role models should be their sales manager.

6 August 2017 www.UTA.org UTA Industry Watch

NO MATTER WHERE THE ROAD TAKES YOU, WE’RE WITH YOU ALL THE WAY. Leading The Way In Commercial Truck Protection Medium and Heavy Duty 3-8 Coverage

90 Day–48 Months • All Makes and Models Multi-Year Turbo & Aftertreatment Packages • Towing Beneﬁ t

www.TruNorthWarranty.com | 1-800-903-7489

Don’t let your customers hit the road without us. Download the TruNorth Mobile App Now! www.UTA.orgWarranty and Claim Services at your ﬁ ngertips. August 2017 7

TruNorth_app_F.indd 1 7/27/17 9:17 AM UTA Industry Watch

R.C. Euler

.C. is the General Sales Manager for Over the years, R.C. worked for Stoops Freight- award the top 10 salespeople in the country,” RWhiteford Kenworth in Toledo, OH. liner as a salesman and Allstate Peterbilt, he said. “That’s one of my happy memories.” He is also currently leading the UTA Young where he was a regional sales manager. He In advising younger people just starting out Members Group. That may seem a little curious also spent 15 years with Kenworth, rising to in the industry, R.C. recommends good since R.C. has been a UTA member for 18 years the position of corporate buyer. At one point, old- fashioned hard work. With all the now, but he still hangs on the cusp of being a R.C. ventured away from selling trucks and advances in technology, nothing seems to “young” member. Between his age and his switched to agricultural vehicles for a couple beat keeping your head down and working experience, he’s bringing a great deal of value of years when he became the general sales hard. He is now sharing some of his sales to his position within our association. “My manager for a dealership selling farming opportunities with his staff as he transitions first job was driving a ‘chase car’ and loading tractors, combines, and other agricultural into management. “It’s not that I don’t sell inventory into our computer,” R.C. recalled. vehicles. He switched back to trucking when anymore,” he explained. “But, I try to pass That was early in his career when he worked for he found opportunities to step up, replacing on my relationships with my customers to Bi-State Ford. “I had to put the whole inventory an aging workforce. Today his position as my staff. I’ve built a lot of trust with them into the new computer system!” At the time, general sales manager sees him responsible over the years by being there for them when his company was using a fax machine as the for all Ohio locations with Whiteford they need help, not just when they’re buying main way to transfer information. R.C. didn’t Kenworth. He is currently working on trucks. That’s hard.” R.C. notes that younger start selling trucks until he completed his opening a new location in Toledo, and is salespeople should keep in mind the value of college education. active in designing the location as well as making friends with their customers. “And managing the staff. remember, your competitors are making “My favorite part of the job is friends with them, too,” he added. still selling,” R.C. said. “It’s what In moving forward in the industry, R.C. sees I do best.” He attributes his challenges in selling used trucks as the success, in part, to the fact that industry continues struggling in attracting he’s been in the area his whole younger salespeople. “It’s one of my toughest life, and he has built relation- jobs to attract people to the industry,” he ship with customers who now said. “Our industry has a bit of a tainted send their children in to buy image.” He also notes the dangers of emission trucks from his dealership. tampering within the used truck markets. “I’ve lived in this area my “That tampering isn’t visible through inspection whole life,” he explained, of a truck, he said, but any company that “within just a few miles. sells one is subject to hefty fines.” R.C. has People know I’m here and been working toward getting someone from I’m not going anywhere. the EPA to attend a UTA conference to share People buy from people.” information about such tampering. R.C. also credits his success to the reputation he’s been In his spare time, R.C. enjoys spending time building since early in his with his wife, Chasitie, and their two career. Hard work and children Caleb, 10 and Lauren, 8. The couple, honesty go a long way married 14 years, enjoys attending their toward success in any sales children’s sporting events. “They play just position. “Treat your about every sport you can name,” said the customers as you want to proud father. He also enjoys working his be treated, and you’ll get farm where he cultivates corn and soybeans. customers,” he said. Among the proudest “Riding in the tractor or combine is relaxing memories of his career R.C. noted, was being to me,” he said, “and about three-quarters of awarded the 2006 Kenworth’s World’s Best my customers are also into farming.” n Award. “The used truck business had a really bad year in 2006, and Kenworth decided to

8 August 2017 www.UTA.org Proud Sponsor of the UTA For a better understanding of the market we offer: Used Truck Market Classes 3‐8 Report ACT N.A. Commercial Vehicle OUTLOOK

Just two of our many reports and analyses. ACT is the recognized leading publisher of commercial vehicle industry data, market analysis and forecasting services for the North American market. Free sample reports: actresearch.net 812‐379‐2085

T:3.75” S:3.25” S:4.5” T:5”

Job Number: 10686674_TRP_UTA_QUARTER_PG Client/Brand: PACCAR/TRP Date: 7-26-2017 12:56 PM APPROVALS File Name: 10686674_TRP_UTA_Quarter page.indd QC: None Bleed: None Gutter: None Publications: None PA: V. Walsh PR: P. Owens Trim: 3.75” x 5” Folds: NoneNone Notes: None RET: B. Faetz PP: D. Hughes-Valles Safety: 3.25” x 4.5” Media/Color Sp: PROGRAM/4 AB: L. Laube TM: K. Riordan Scale: None Country: None Vendor: None Actual Size: None Language: None Output%: None GCD: M. Serra Colors: Cyan, Magenta, Yellow, Black AD: A. Stull Fonts: None CW: Sean Piper AE: A. Suleiman/L. Snider ALL CONTENT WITHIN THIS FILE IS FOR OUTPUT ONLY BY END PRINTER/VENDOR. CHANGES, SHARING AND/OR DISTRIBUTING CONTENT IN WHOLE OR IN PART ARE STRICTLY PROHIBITED. LICENSING RIGHTS AND APPROVALS MUST BE REQUESTED AND APPROVED TO/BY FCB CHICAGO. Images: TRP_AMLUS_T-Quarter_RET.psd (300 ppi; CMYK) UTA Industry Watch Arrow Truck Donates 2014 Volvo VNL 670 to WIT Giveaway Women in Trucking to Announce the Winner at 2018 MATS

rrow Truck Sales, Inc. and the Women in Trucking Association A(WIT) will soon give one very lucky trucker the chance of a lifetime. Arrow will donate a 2014 Volvo VNL 670 to WIT for its 2018 Truck Giveaway. WIT’s President, Ellen Voie, will give the keys to the fortunate winner on March 24, 2018, during the 9th annual “Salute to Women Behind the Wheel.” The event will occur at the Mid-America Trucking Show (MATS) at the Kentucky Exposition Center in Louisville, KY. “We are thrilled to be able to give a truck to one of our members at our annual “Salute to Women Behind the Wheel,” Voie said. Voie thanked Arrow Truck Sales for their “very generous donation.” Jim Stevenson, Arrow’s Director of National Accounts and a WIT Board Member, was glad Arrow was able to contribute to the program. “Arrow has long been supportive of equality and diversity efforts within the trucking industry,” Stevenson said. We look at this as an opportunity to help a WIT member by providing a 2014 Volvo VNL 670 to support his or her success as an owner-operator,” he added. Arrow Truck Sales is a Gold Partner supporter of the WIT Association. For more information about the Women In Trucking Truck Giveaway sponsored by Arrow Truck Sales, or to submit an application, visit www.womenintrucking.org. n

Zuckerberg Iowa 80 continued from page 1

I met another trucker who drives from Chicago to Reno with his wife and three dogs every week. They take 12 hour shifts driving and sleeping in the bed in the cabin. Another man I met spent 17 years in the military before becoming a trucker. His wife rides with him sometimes. She’s not a trucker, but she just wants to spend time together. I asked the truckers what’s changed over the last few decades. When the truckers I met started driving, you logged your driving hours on pieces of paper. Now it’s electronic and automatic, which makes it harder to drive more hours than you’re supposed to. Some people said they want to work longer, but they feel like regulations are getting in the way of their freedom and doing what mile to the store. And some truckers think we’ll end up with they want to do. It’s tough because those regulations try something like autopilot on planes — with trucks driving to keep people on the road safe. themselves with people in the cab. From all the research I’ve seen, I’m confident we’ll solve these problems. But it’s I asked a number of truckers what they think about interesting that people in the industry don’t believe this self-driving cars and trucks and what they think about the will happen soon. future. Everyone I met was skeptical self-driving trucks would replace jobs for different reasons. Some thought it Finally, I asked truckers what their biggest challenge was. would be impossible to pack all the sensors you need to Their answer: cars. So the next time you’re annoyed by a deal with things like weather into trucks. Others thought truck on the road, just know that they probably feel the computers could handle the interstate but not the last same way about you. n

10 August 2017 www.UTA.org RENOVATED.RECYCLED.SURPLUS. ALL MAKES. HEAVY & MEDIUM DUTY.

DEX HEAVY DUTY PARTS, LLC. WWW.DEXHEAVYDUTYPARTS.COM 888-631-3409 [email protected]

Welcome Home. russdarrowleasing.com PREFERRED USED TRUCK FINANCING

Used Truck Association YOU BET WE’LL BE THERE UTA 2017 CONVENTION LAS VEGAS PROGRAM CRITERIA – OWNER OPERATORS MEDIUM AND HEAVY DUTY TRUCKS

• 2+ CDL YEARS DRIVING EXPERIENCE REQUIRED • BASIC CREDIT SCORE OF 625+ • AVAILABLE CASH OR CREDIT CARD AVAILABILITY OF $5,000+ • MEANINGFUL INSTALLMENT PAYMENT HISTORY REQUIRED • DEALER TRANSACTIONS ONLY • MODEL YEARS 2006 AND NEWER • TERMS FROM 12-48 MONTHS • START UPS WELCOME • FOR MULTIPLE POWER UNIT CUSTOMERS, 2+ YEARS EXPERIENCE

For Program Questions & Dealer Beneﬁ t Information

HEAVY DUTY TRUCKS MEDIUM DUTY TRUCKS MICHAEL BRADY KELLY BRANDSTATTER PHONE 262.532.2017 PHONE 262.253.7524 CELL 414.303.7720 CELL 414.507.9022 [email protected] [email protected]

Where#easystreet Business Vehicles Come to Life. UTA Industry Watch Moving on Down the Road: Catching up With George Barnett Industry Events Calendar am extremely happy to be back in the used truck industry with the ICommercial Vehicle Inspection Group (CVIG). CVIG is a truck, trailer, and equipment inspection company. We recently celebrated SEPTEMBER our second anniversary. CVIG diesel technicians provide thorough 12-14 • FTR Transportation Conference and accurate inspections, and we believe that they are the best Indianapolis, IN inspectors in the trucking industry! http://www.ftrconference.com/wp/ In 1997, I started Truck 17-19 • UTA Sponsored Training: Selling for Remarketing Services (TRS). Success 2017, Chicago TRS grew into one of the Courtyard Chicago O’Hare premier inspection companies uta.org/2017/01/09/selling-success-2017 in trucking before Dekra bought the company in 2010. 25-29 • North American Commercial Vehicle CVIG There were many ups and Show downs during these years but Georgia World Congress Center • Atlanta, GA they were some of the best times of my business life. I am very grateful http://nacvshow.com/ to my co-workers and customers who made TRS such a special place to work. After TRS was bought, I enjoyed years working for Dekra, and also learned a great deal from that experience. During my days at TRS and Dekra I developed many strong friendships and had a wild OCTOBER and rewarding ride! 11-13 • National Trailer Dealers Association The Used Truck Association (UTA) has also been a big part of my work Annual Convention life. I am proud to have served as the Election Chairman on the UTA TPC Sawgrass Marriott • Ponte Vedra Beach, FL Board of Directors for five years. It was an exciting time to be on the http://ntda.org/ Board as membership rose dramatically. Also, many new procedures 14-15 • California Trucking Show were put into place that allowed the UTA to expand without too many California Trucking Association growing pains. Ontario Convention Center • Ontario, CA When I first joined the UTA and went to the conventions it was to https://californiatruckingshow.com/ make connections to grow our business. Over time though, I made many friends in the UTA, and these friendships became even more important than the business connections. My personal UTA highlight was when I was tasked with presenting the Lifetime Achievement NOVEMBER Award at the UTA convention. It was a great honor for me to be a small 1-4 • 18th Annual UTA part of the ceremony that honored two great men who were so deserving Convention of this award, Mike McColgan and Ronnie Jordan. I will never forget Paris Las Vegas • Las Vegas, NV those experiences. http://uta.org/uta-annual- Before starting CVIG I had to sit out for a year, and I didn’t think I convention/ would get back into the used truck industry. It was tough being on the 6-8 • Accelerate! sidelines, and one of the worst parts was that I had to resign from the Conference & Expo UTA Board. When an opportunity arose to start CVIG, I jumped at Sponsored by Women In Trucking the chance. It is great to be working again with many former Kansas City, MO colleagues and customers. It is also great to be a UTA member again. http://www.womenintrucking.org/accelerate-conference But the best part is to have reunited with so many old friends! All the best, George Barnett MARCH 2018 Commercial Vehicle Inspection Group, Inc. [email protected] 6-9 • NTEA, The Work Truck Show W: (203) 628-4325 C: (203) 830-9584 Indianapolis, IN http://www.worktruckshow.com/ 22-24 • Mid-America Trucking Show Kentucky Exposition Center • Louisville, KY https://www.truckingshow.com/ 22-25 • ATD Show 2018 Wynn Hotel • Las Vegas, NV http://show.nada.org/2018/ATDshow/

12 August 2017 www.UTA.org Extended Coverage

The NEW Cummins Encore Xtra Extended Coverage is added protection against unexpected repair bills. It covers ISX15 and ISX12 EPA 2010 and 2013 engines between 18 and 72 months since date in service (DIS) or that have run between 200,000 and 650,000 miles. Encore Xtra provides added financial security and peace of mind and is now available for first and second owners of Cummins ISX- powered trucks. Right now, a special reduced price incentive is being offered when you upfit these engines with the latest technology and purchase Encore Xtra. There are multiple Encore Xtra plan options, based on the desired length, horsepower and the level of component coverage. The Encore Xtra Plan 1 even covers these critical components: Exhaust Gas Recirculation (EGR) cooler, valve and mixer, Fuel injectors (excluding aftertreatment injector), Turbo, Water pump, Fuel Pump and Air compressor.

Every™ Question. Answered. To find out more about Encore Xtra coverage please see your local Cummins dealer or distributor, or contact Cummins directly by phone at 1-800-DIESELS (1-800-343-7357), or email through our website at cumminsengines.com

NEED CASH FAST? First-Time Owner Operators, Limited Driving Experience and Less than Perfect Credit Apply Today! FREE GIFT* *Free gift available at closing

TRUCK AND TRAILER PURCHASES n REPAIR LOAN FINANCING LEASE PURCHASE BUY OUTS n COMMERCIAL TITLE LOANS

CORPORATE • 623-434-2500 34225 N. 27th Dr. Bldg. 1, Phoenix, AZ 85085

CALIFORNIA • 714-974-9700 4222 Green River Rd., Corona, CA 92878 FINANCIAL SERVICES GROUP CORPORATION GEORGIA • 404-975-4800 6604 Tara Blvd., Jonesboro, GA 30236 www.MissionFinancialServices.net OFFICE LOCATIONS OFFICE UTA Industry Watch You Can’t Manage Emotions Without Knowing What They Really Are by Art Markman

t this point, everybody knows emotional where you will end up? Conversely, paying too A intelligence matters in the workplace. much attention to your feelings is also bad. Yet there are two aspects of emotions that make That’s like staring at your road atlas without it hard for people to exercise their emotional ever turning on the car: You can’t get anywhere intelligence. First, most people are still not that way. completely clear about what emotions actually When you have negative feelings, slow down are. Second, even when we understand and pay some attention to what you are feeling emotions conceptually, it can still be hard to and why you are feeling the way you are. deal with our own emotional states. When you find yourself stressed, anxious, or To tackle the first problem: While in everyday angry, take five or 10 minutes for yourself speech, emotion and feeling are often used during the day. Sit alone and breathe deeply. interchangeably, psychologists distinguish The deep breaths help to take some of the between them. Emotions are interpretations energy or arousal out of the feelings you are of feelings. having. That can help you to think more clearly. The feelings you have (what psychologists call Then start to think about some of the events of affect) emerge from your motivational system. your day. Pay attention to how those thoughts You generally feel good when you’re succeeding influence what you are feeling. Are there at your goals and bad when you’re not. The more particular events that increase or decrease deeply your motivational system is engaged the intensity of those feelings? with a situation, the stronger your feelings. You may not completely understand the source The motivational system, however, is not that of your feelings the first time you do this. Over well connected to the brain regions that help time, you will become more adept at paying you to tell stories about the world. In order to attention to when and where you start to feel bad. make sense of what you’re feeling, you use information about what’s going on around Of course, once you have figured out what’s you to help you translate those feelings into bothering you, it’s time to plan a course of emotions—emotions help to guide your action. If you keep thinking about things that actions by giving you explicit feedback on bother you, you run the risk of solving nothing while getting yourself more upset. Instead, how well you are currently achieving the Reprinted by permission of Harvard use your knowledge about the source of the goals the motivational system has engaged. Business Review Press. Excerpted from HBR bad feeling to figure out how to deal with it. Often, that interpretation is easy. If you are Guide to Emotional Intelligence. Copyright crossing the street and suddenly have to leap Finally, if you’re really upset about something, 2017 Harvard Business School Publishing out of the way of an oncoming car, it is clear hold off on actually executing your plan until Corporation. All rights reserved. that the strong negative feeling you are having you have given yourself a chance to calm down. is fear from nearly getting hit by the car. If a Responses that seemed like a good idea in the colleague compliments you on a job well done, moment may seem less ideal to a cooler head. it is obvious that the positive feeling you are Being willing to understand your feelings will having is pride. have two benefits in the long term. First, it will But things are not always so clear. You might help you to discover some of the aspects of have a bad interaction with a family member your life that trigger negative feelings. That is before getting to work. As the day wears on, useful, because you don’t want to misinterpret you may interpret your negative feelings as your negative feelings and attribute them to frustration with the project you’re working something else. For example, you would like on rather than lingering negative affect from to be able to recognize when events in your the events of the morning. personal life are spilling over into work and are causing you to feel badly about the work Many people try to power through their you do. Second, by understanding the sources negative feelings rather than attempting to of your own emotions, you will become more understand them. But this is a lost opportu- expert in understanding the people around you nity. Emotions provide valuable information as well. We often ignore our own feelings— about the state of your motivational system. and then also ignore those of our colleagues. Ignoring them is like driving around lost, not only refusing to ask for directions but Once you can better understand what refusing to consult the map or the GPS—or emotions are and where your own emotions even to look through the windshield. You come from, you’ll have a much better ability will still be moving forward, but who knows to practice emotional intelligence. n 14 August 2017 www.UTA.org BIG RIGS. BIGGER OPTIONS.

ADESA monthly heavy-duty truck auctions: • Atlanta • Little Rock Open to the public • Mercer • Boston Open to the public • Brasher’s • Northwest Proud Member • Jacksonville • Salt Lake Open to the public Used Truck • San Antonio Association Reserves set by seller.

Finance your View all truck inventory history reports with AFC!* in an instant.

*Subject to credit approval. The afc logo is a trademark of Automotive Finance Corporation, an Indiana corporation, licensed to its affiliate, AFC Cal, LLC, a California limited liability company. “AFC” refers to Automotive Finance Corporation and AFC Cal, LLC in their respective jurisdictions. All California transactions are through AFC Cal, LLC. California loans will be made pursuant to Department of Business Oversight California Finance Lenders License.

Visit ADESA.com/specialty for a full list of sale dates and locations.

See you in Las Vegas Road Choice truck parts, at the UTA Convention a dependable part of your success Casino Maxim Visit us in Booth 126 Prizes for Everyone!

Try your hand at Blackjack and Meet our 1-Armed Bandit!

Your Subprime Lender • $10,000 - $55,000 net funding with minimum 25% down • 2009 or newer Class 8 Trucks • 2011 or newer Reefer Trailers No minimum FICO Stop by the Road Choice booth to learn about our 40+ product lines of heavy duty truck parts.

www.maximcc.com ♦ 1-877-776-2946 RoadChoice.com THE MICHELIN® ADVANTAGE PROGRAM

of New Hampshire, LLC

For Wholesale Inquiries Contact Bruce Barnaby 603-234-0226 SIGN UP [email protected] FOR FREE TODAY OR John LaRochelle 603-665-2013 [email protected] Copyright ©2017 Michelin North America, Inc. All Rights Reserved. The Michelin Man is a registered trademark owned by Michelin North America, Inc. Inc. America, Michelin Man is a registered trademark owned by North The All Rights Reserved. Inc. America, Copyright ©2017 Michelin North 17MTT11499

YOU DON’T HAVE TO BE A BIG FLEET TO GET ON THE ROAD TO SAVINGS.

The MICHELIN® Advantage Program is your key to being more competitive on the road, and members of the Used Truck Association (UTA) can sign up for free. Join today and receive:

• Special pricing on new MICHELIN® and BFGoodrich® truck tires, MRT Retreads and services at home or on the road—consistent pricing nationwide.

• Access to MICHELIN® ONCall 2.0 Emergency Road Service program—now more than tires

• Waived dispatch fee for members who purchase MICHELIN tires during a service call ($25.00 value)

• MICHELIN Advantage Program online business tools, promotions and training opportunities

Visit www.UTA.org to learn more and sign up for the program. SPECIALTY TRUCK &EQUIPMENT

TAKE THE HIGHWAY TO PROFITS

NATIONWIDE LOCATIONS VALUE-ADDED SERVICES IN-LANE // SIMULCAST OVE.COM

CALL 866-MANHEIM OR VISIT MANHEIMSPECIALTYAUCTIONS.COM UTA Industry Watch J.D. Power Valuation Services Update Chris Visser, Senior Analyst and Product Manager, Commercial Vehicles Solid July for Most Segments The average wholesale selling price of 3-5 year-old sleepers dipped in July’s class 8 auction results showed higher pricing and lower volume June, due primarily to a smaller than usual volume of 2015 model-year compared to June. Retail selling prices remain stable, with minimal trucks. Average wholesale pricing for the 3-5 year-old cohort was depreciation. The medium duty market generally firmed up, with $41,378 - $1,368 (3.2%) lower than May. lighter-GVW segments performing well. Average pricing by age was as follows: ■■ 3 year-old trucks: $65,108 - $6,993 (9.7%) lower than May Sleeper Tractors – Auction/Wholesale ■■ 4 year-old trucks: $28,551 – $1,016 (3.7%) higher than May Volume of the most common sleeper tractors sold at auction in July ■■ 5 year-old trucks: $30,474 - $1,871 (6.5%) higher than May was back down after increasing dramatically in June. Pricing of our benchmark model increased 8.1% compared to last month, a solid On a year-over-year basis, late model trucks sold in the first half of result that supports our position that pricing is stabilizing. 2017 are averaging 3.1% lower than the same period of 2016. July auction performance of our benchmark model was as follows: See the “Average Sleeper Tractor Pricing by Model Year (All Wholesale)” ■■ MY2013: $29,075 average; $1,075 (3.8%) higher than June graph for detail. Average Sleeper Tractor Pricing by Model Year (all Wholesale) ■■ MY2012: $23,250 average; $1,518 (6.5%) higher than June $90,000 ■ 2 per. Mov. Avg. (2007) ■ MY2011: $20,250 average; $3,225 (15.9%) higher than June $80,000 2 per. Mov. Avg. (2008) $70,000 2 per. Mov. Avg. (2009) In the first half of the year, trucks of model year 2011 averaged 2.7% $60,000 depreciation per month, trucks of model year 2012 depreciated 1.3% per $50,000 2 per. Mov. Avg. (2010) $40,000 2 per. Mov. Avg. (2011) month, and trucks of model year 2013 have essentially lost no value. $30,000 2 per. Mov. Avg. (2012) $20,000 2 per. Mov. Avg. (2013) Trucks four years of age are running through auction lanes in incremen- $10,000 2 per. Mov. Avg. (2014) tally higher numbers, but at a volume significantly lower than last year. $0 Fleets and other owners of late-model trucks have adjusted their business models to compensate for lower pricing, and as a result are likely Source: J.D. Power Valuation Services holding on to their trucks longer than usual. Sleeper Tractors – Retail See the “Volume of all Aerodynamic Sleeper Tractors Sold…” and The average sleeper tractor retailed in June was 74 months old, had “Average Selling Price: Benchmark Sleeper Tractor” graphs for detail. 443,714 miles, and brought $47,728. Compared to May, the average Volume of the Three Most Common Sleeper Tractors Sold through the Two Largest sleeper was 2 months older, had 5,245 (1.2%) fewer miles, and brought Nationwide No-Reserve Auctions (Model Years 2011-2013) 800 $1,222 (2.5%) less money. Compared to June 2016, this average sleeper 700 was 3 months older, had 31,123 (6.6%) fewer miles, and brought $2,763 600 500 (5.5%) less money. The retail sleeper market overall averaged 9.1% lower 400 pricing in the first half of 2017 compared to the same period of 2016. 300 200 Looking at trucks three to five years of age, retail selling prices have 100 0 dropped an average of 1.7% per month so far in 2017. This figure compares favorably to the 2.4% per month average in the first six months of 2016. Source: J.D. Power Valuation Services Average pricing by age was as follows: Average Selling Price: Benchmark Sleeper Tractor Sold through the Two Largest Nationwide ■■ 3 year-old trucks: $72,444 - $9,284 (11.4%) lower than May No-Reserve Auction Companies ■■ 4 year-old trucks: $57,659 – $3,016 (5.0%) lower than May $70,000 MY2011 ■ $60,000 ■ 5 year-old trucks: $45,240 - $3,285 (7.8%) higher than May MY2012 $50,000 MY2013 On a year-over-year basis, late-model trucks sold in the first six months $40,000 of 2017 are averaging 5.8% lower than in the same period of 2016. $30,000

$20,000 Multi-month trending shows the retail market leveling out, with

$10,000 depreciation minimal. $0 See the “Average Retail Selling Price: 3-5 Year-Old Sleeper Tractors” graph for detail. Source: J.D. Power Valuation Services Average Retail Selling Price: 3-5 Year-Old Sleeper Tractors The larger overall wholesale environment in June (auction, dealer-to- Adjusted for Mileage $100,000 dealer, and dealer-to-wholesaler combined) was essentially unchanged $90,000 from May. Average pricing in the first half of 2017 is running 9.0% $80,000 $70,000 lower than the same period of 2016. $60,000 $50,000 The average sleeper tractor sold wholesale in June was 63 months old, $40,000 $30,000 4YO had 512,804 miles, and brought $28,164. Compared to May, trucks $20,000 5YO sold in June were 3 months newer, had 1,055 (0.2%) fewer miles, and $10,000 3-5YO Avg. $0 15 16 17 Jul Jul - - - brought $278 (1.0%) less money. Compared to June 2016, the average Jun Jun Jun Oct Oct Apr Apr Apr Feb Feb Feb Sep Sep Dec Dec Aug Aug Nov Nov Mar Mar Mar May May May Jan Jan Jan

sleeper sold this month was 12 months newer, had 71,450 (12.2%) Jul (Est.) Source: J.D. Power Valuation Services fewer miles, and brought $6,418 (18.6%) less money. 18 August 2017 www.UTA.org UTA Industry Watch

Drilling down to individual models, the Peterbilt 579, Kenworth T680, The conventional market also moved back upwards in June. Both the Volvo VNL 730/780, and Freightliner Cascadia continue to outper- heavier and lighter GVW segments increased, with particular strength form the market average. The 579 returned closer to the trend this in the lighter-GVW segment. month due to a more balanced mix of model years in the average. The Specifically, Class 4’s averaged $22,116 in June. This figure is $3,476 T660 was bolstered by an increased volume of model-year 2015 trucks. (18.6%) higher than May, and $2,722 (14.0%) higher than June 2016. See the “Average Retail Selling Price of Selected 3-5 Year-Old Sleeper Class 6’s continue to underperform Class 4’s, averaging $17,421 in Tractors” graph for detail. June. This figure is $2,220 (14.5%) higher than May, but $714 (or 3.9%) lower than June 2016. Average Retail Selling Price of Selected 3-5 Year-Old Sleeper Tractors Adjusted for Mileage In the first half of 2017, Class 4 trucks lost only 1.1% of their value each $100,000 386 $90,000 month. While strong, this figure is slightly behind the same period of 387/587 $80,000 579 2016, in which trucks were essentially flat over this period. Class 4 $70,000 Cascadia trucks in our benchmark age group averaged 3.9% higher pricing in $60,000 CX $50,000 ProStar (ISX+MF) the first half of this year. $40,000 T660 $30,000 T680 Class 6’s lost a substantial 4.6% of their value each month this year, $20,000 VNL 630/670 which is very similar to last year’s 4.7% over the same period. Class 6 $10,000 VNL 730/780 trucks in our benchmark age group are running 9.3% behind 2016. $0 Market Average Volume for Class 4 was similar to last month, while volume for Class 6 was moderately higher than an unimpressive May. Demand should Sales volume at individual dealership rooftops was down from a continue to incrementally improve in upcoming months for trucks of strong May. June’s average of 5.0 trucks per rooftop is 0.8 lower than all GVW classes, based on general macroeconomic trends. May, but 0.6 higher than June 2016. The first half of 2017 is running 0.7 truck ahead of same-period 2016. Dealers should be feeling some See the “Average Wholesale Selling Price: 4-7 Year Old Conventionals by improvement over last year. GVW Class” graph for detail. See “Number of Trucks Retailed per Dealership Rooftop” graph for detail. Average Wholesale Selling Price: 4-7 Year-Old Conventionals by GVW Class Adjusted for Mileage Number of Trucks Retailed per Dealership Rooftop $30,000

7 $25,000 6 5 $20,000 4 $15,000 3 2 per. Mov. Avg. 2 $10,000 (Class 4 Price) 1 $5,000 2 per. Mov. Avg. 0 (Class 6 Price) 15 17 16 Jul Jul - - - Jun Jun Jun Oct Oct Apr Apr Apr Feb Feb Feb Sep Sep Dec Dec Aug Aug Nov Nov Mar Mar Mar

May May May $0 Jan Jan Jan Jul (Est.) Source: J.D. Power Valuation Services Source: J.D. Power Valuation Services Medium Duty Trucks Forecast Starting with Class 3-4 cabovers, pricing of our benchmark cohort bumped back up in June, negating May’s dip. June’s average pricing Class 8 auction pricing continues to look solid, with a strong month at was $17,639, which was $744 (4.4%) higher than May, and $2,535 the auctions and minimal depreciation through retail channels. (16.8%) higher than June 2016. Trucks three and four years of age are still scarce at auction compared to this time last year. Conditions have largely stabilized. n In the first half of 2017, monthly fluctuations in our averages have been attributable primarily to a changing age and mileage mix of trucks sold. Pricing for newer, lower-mileage trucks remains stable, and there are enough of them available to keep buyers from having to settle for older equipment. See the “Average Wholesale Selling Price: 4-7 Year-Old Class 3-4 Cabovers” graph for detail. Average Wholesale Selling Price: 4-7 Year-Old Class 3-4 Cabovers Adjusted for Mileage $25,000

$20,000

$15,000

$10,000

$5,000

$0 15 16 17 Jul Jul - - - Jun Jun Jun Oct Oct Apr Apr Apr Feb Feb Feb Sep Sep Dec Dec Aug Aug Nov Nov Mar Mar Mar May May May Jan Jan Jan Jul (Est.) Source: J.D. Power Valuation Services www.UTA.org August 2017 19 UTA Industry Watch Industry News Briefs

Classes 5-8 Qtr. 2 Numbers Drop from 1st: ACT But June’s Class 8 Orders Beat May’s First quarter sales for medium duty and heavy duty trucks were New ATA Report Sees Truck Growth unexpectedly strong, but second-quarter sales didn’t keep pace. The Continuing news gets better when you compare the figures from this year’s second quarter to last year’s. This year’s orders for the period jumped 28 Overall, it’s been a pretty good year for trucking so far, and, according to percent over the comparable quarter in 2016. the American Trucking Associations’ newest forecast, trucking strength Moving on to June’s Class 8 orders, ACT found they rebounded to will continue over the next decade. ATA sees freight transportation 18,100 units, up 1,200 over May’s tally. “While orders are weak relative continuing to grow overall, with trucking, in particular, growing right to YTD activity, June’s orders were up 39 percent compared to last along with it. year,” said Kenny Vieth, ACT’s President. “Because of a deep seasonal ATA attributes its sunny forecast to the country’s continuing population trend that runs through Class 8 orders, seasonal adjustment provides a growth and the economic growth that will accompany it. A growing significant boost to June’s orders. When adjusted, the June volume economy translates to gains for freight transportation. rises to 20,200 units.” n Specifically, ATA forecasts freight volumes will grow 2.8 percent this year. From there, annual growth will average 3.4 percent through 2023. After that, ATA projects a more modest growth rate of 2.3 percent. The forecast was first published in the report “ATA Freight Transportation Used Class 8 Truck Sales Fall in June: ACT Forecast 2017.” ACT Research reported that sales of used Class 8 trucks fell in June. The ATA’s report foresees capacity shortfalls developing over the forecast drop was modest: three percent m/m, with volumes dropping slightly. period. “We are starting to see some selected tightness in freight ACT was not surprised by the drop. “Channel analysis shows that both handling capacity, enough to suggest that capacity expansion will be the auction and retail market segments saw declines, while the required if the modes are going to be able to handle anticipated wholesale market improved,” said Steve Tam, ACT’s Vice President. growth,” ATA noted. “The decline was not totally unexpected, given the stronger than “While overall truck volumes will continue to rise, and trucking will anticipated sales in May,” he added. remain the dominant freight mode—its share of freight tonnage will Some dealers reported that used truck sales actually improved. Even dip to 67.2 percent by 2028, with pipelines picking up most of the so, all agree they could be better. “The industry continues to struggle additional market share, and, to a lesser extent, rail intermodal,” said with more used late model aerodynamic sleeper trucks available than ATA’s Chief Economist Bob Costello. buyers,” Tam said. “As a result of the excess inventory pressure, prices You can order the full report at http://trck.ng/Forecast or by calling are still falling for these vehicles,” he concluded. n 866-821-3468. n

FTR Sees Class 8 June Rebound FTR noted that June’s Class 8 orders topped those for May. The market research company found that June’s numbers came in at 17,600 improving seven percent over May’s tally, and jumping 38 percent over June 2016’s showing. “The June orders confirm that the market just took a brief respite in May after several stronger than expected months,” said FTR Vice President Don Ake. “The orders are right where we expect them to be and on track with our forecast. The fact that orders are up 38 percent over last year, proves the market is much improved this year.” Ake added that “Fleets are ordering to fill out their remaining require- ments for the second half of the year. However, it is still good news that orders rose and did not drop significantly from May. This shows the market is steady, stable, and primed for a strong year in 2018.” n

20 August 2017 www.UTA.org UTA Industry Watch

Volvo Unveils New VNL Series Volvo has released its new VNL series long Safety Enhancements haul tractor, which it says is packed with the Volvo Active Driver Assist by Bendix, is now latest in technology, including the newest standard on all Volvo VNL models, This is a camera and radar-based productivity, uptime, safety and efficiency system combining forward collision mitigation warnings and active features. Several configurations are available, braking, including for stationary vehicles. It features a heads up including a new 70-inch sleeper. windshield display noting if a driver approaches an object that’s in “The new Volvo VNL builds on our long-standing commitment to front of them too closely. “If no driver action is taken, the system can deliver the safest, most comfortable and most efficient long-haul truck automatically apply the brakes to help mitigate a collision,” Volvo noted. on the market,” said Volvo Trucks North America president Göran There’s also an enhanced electronic stability control system, which comes Nyberg. “Infused with new innovations and technologies, we’re proud standard on VNL models. to expand upon that commitment to our current and future customers Connectivity Boosts with this new design.” Volvo’s Remote Diagnostics also come standard with VNL models. The In a media release, Volvo enumerated some of the VNL Series’ highlights. factory-installed telematics hardware provides connectivity for “proactive diagnostics and monitoring of critical engine, transmission, and after Exterior Design treatment trouble codes.” Volvo added that the same hardware also Volvo VNL designers combined elements of Volvo’s “design language” allows customers to perform powertrain software and parameter with what it says are dynamic new features. These include swept back updates over the air with Remote Programming. headlights with Volvo daytime running lights For more information, visit www.volvogroup.com or n and frame a “bold new” www.volvogroup.mobi if using your mobile phone. Volvo grille and hood. The company says that redesigned and repositioned engine air intakes allow for less turbulent intake air delivery. Volvo’s also optimized airflow up and around the cab with new chassis and roof fairings. Enhancements for Driver Comfort/Convenience Volvo feels how comfortable a driver is directly impacts productivity. The VNL includes a new dashboard, which Volvo says puts often-used controls within the driver’s reach. The gauge cluster includes a configurable, five-inch color driver information display that provides trip and diagnostic data. An optional infotainment system is available, featuring seven-inch color touch-screen navigation and an exterior back-up camera. Efficiency Enhancements The VNL series comes with Volvo’s 13-liter D13 engine. Daycab and VNL 400 models can spec the 11-liter Volvo D11 as an option. The 15-liter Cummins X15 is also available in the VNL series. The Volvo D11 and D13 engines feature wave pistons, which Volvo says is a unique design that helps burn fuel more efficiently. Fuel is delivered by a proven common rail fuel system with proprietary features that improve fuel delivery precision, cut weight and reduce noise. Volvo Trucks North America has introduced its VNL series, a The Volvo VNL is also available with the Volvo D13 Turbo Compound new tractor that the company says meets the needs of its (D13 TC) engine that utilizes a mechanical waste heat recovery system long-haul trucking customers and professional drivers through to capture wasted energy from the engine’s exhaust. The result is an cutting-edge innovations in efficiency, safety and uptime. additional 50 horsepower fed back to the crankshaft and an improve- The VNL series comes in several configurations and includes ment in fuel efficiency of up to 6.5 percent. completely redesigned driver and living environments to boost driver comfort and productivity.

News Briefs continued on page 26 www.UTA.org August 2017 21 UTA Industry Watch News Briefs continued from page 25 30% of Trucks Now Use Clean Diesel Central Valley Thanks to cleaner engines and newer emissions control systems, 30 percent of the nation’s trucking fleets now use “clean diesel.” This has Truck Center Now reduced their emissions and fuel use significantly, according to new research commissioned by the Diesel Technology Forum. Affinity Truck Center Almost three million heavy-duty diesel commercial vehicles Central Valley Truck Center, owned by the Howard introduced in the U.S. from 2011 and Pollack families since 1980, is now solely owned through 2016 use the latest clean by the Pollack family. This change separates the diesel engines. These trucks have Freightliner/Western Star brands from the Mack/Volvo delivered benefits in the form of brands. To reflect the change, the dealership has cleaner air, fewer carbon dioxide been renamed Affinity Truck Center. emissions, and dramatic fuel savings. “Over a five-year period, “The Pollacks have been great partners over the years the newest generation commer- and have done an outstanding job representing the cial vehicles have saved 4.2 brands,” says former owner Doug Howard. “It is billion gallons of diesel fuel, and reduced 43 million tons of carbon exciting to see the new direction they are taking. We dioxide (CO2), 21 million tons of oxides of nitrogen (NOx) and 1.2 wish them nothing but the best.” million tons of particulate matter,” said Allen Schaeffer, Executive “The name Central Valley Truck Center was based on Director of the Diesel Technology Forum. geography and didn’t truly capture who we are as a “Because diesel overwhelmingly dominates the heavy-duty truck sector company today,” says Kim Mesfin, co-owner of and is also the number one power source for medium-duty vehicles, Affinity Truck Center. “Our new name – Affinity the transition to newer generations of clean diesel technology (2011 Truck Center – reflects our values of putting and later MY) is significant. The 30 percent national average is up customers and employees first. Their success drives from just 25.7 percent last year. The research also estimated that U.S. our success.” communities would realize significant further benefits if more of these Located in the heart of California’s Central Valley, newer generation clean diesel trucks enter into service. Affinity Truck Center is a truck sales and service “California, which ranks 46th nationally with only about 25 percent of dealer, selling Mack, Volvo, and Autocar trucks. commercial trucks there equipped with the latest generation clean Affinity Truck Center has a full line of new and used diesel technology could see substantial benefits for accelerated adoption trucks, with access to more than 4,000 active trucks of newer clean diesel technology trucks. If California were to achieve at all times through its dealer network. The company the same new technology penetration as Indiana (51 percent), it can also offers leasing and rental services and flexible eliminate another 200,000 tons of NOx and 11,000 tons of fine particles. financing options. This would bring cleaner air faster to all California communities than The new name is effective immediately. Affinity any other strategy,” said Schaeffer. Truck Center will continue to operate in its current “The U.S. trucking fleet is moving to newer clean diesel technology, locations in Fresno, Bakersfield, Paso Robles, and which means immediate fuel savings, lower greenhouse gas emissions. Salinas, and its phone numbers will remain the same. and cleaner air. This newest generation of clean diesel trucks have The company’s new website address is www. NOx emissions that are 99 percent lower than previous generations affinitytruck.com, where you can view new and used along with 98 percent fewer emissions of particulate matter, resulting trucks available for sale. Its used Sales Manager, Bill in significant clean air benefits throughout the U.S. Beginning in Kostner can now be reached at bkostner@ 2011, all heavy-duty diesel trucks sold had to meet NOx emissions of affinitytruck.com. no more than 0.20 grams per brake horse-power hour (g/BHP-hr.). James Pollack has been vice president of Central This is in addition to particulate emissions levels of no more than 0.01 Valley Truck Center for the past 30 years, specializing grams per brake horse-power hour (g/HP-hr.) established in 2007. in management, truck specifications, and sales. Kent “Achieving these substantial emissions reductions and efficiency advance- and Amy Pollack have been working in the lease/ ments was in part the result of collaboration of the nation’s leading truck rental and financing arm of the business for 25 years, and engine manufacturers working with the Department of Energy and and Kim (Pollack) Mesfin has been in operations 21st Century Truck Partnership’s “Super Truck” program, said Schaeffer. management for the past 14 years. n “While the intent of this valuable program is to push the margins of research engineering efficiency, it is clear that demand is leading many of these strategies to be integrated into the commercial truck fleet and contributing to real-world emissions reductions and fuel savings.” The Diesel Technology Forum is a non-profit organization dedicated to raising awareness about the importance of diesel engines, fuel and technology. Forum members are leaders in clean diesel technology and represent the key elements of the modern clean-diesel system: advanced engines, vehicles and equipment, and cleaner diesel fuel and emissions- control systems. For more information visit www.dieselforum.org. n 22 August 2017 www.UTA.org MEDIUMMEDIUM DUTDUTYY BUILT TO DELIVER EXCEPTIONALEXCEPTIONALIONAL FUELFUEL ECONOMYEECONOMY,CONOMY, RESPONSIVENESSRESPONSIVENESS & STRENGTHSTRENGTH FEATURINGFEATURING

OR ISX

& OTHER COMPETITIVE MAKES

15 USED TRUCK CENTERS TOTO SERVESERVE YYOUOU

ATLANTAATLA ANTANA A BALBALTIMORETIMIMORE CCHARLOTTEHARLOTTE CHICHICAGOCAGO COLCOLUMBUSLUMBUS 33533555M Moreoorelanaand Avennuee 440340 0 North Point Road 3323 5 Rotary Drive 1040 000 W. North AveA nuee I-7II7-7700& & SRSR31010 ConCoonnleyeyey,,G GA 30282888 Baltimt ororer , MD 21222 ChaCh rlorl ttett , NC 282669 MelMe rosro e Parkrk,,I IL 6016010 0 EtnE a,a OH 43043 188 8000 -24-22 5-75 61919 80080 -79-7- 8-28 844444 800808 -55553-8-878989 800-5227-8859659 8008000-343 5-15-5-1859595

DENDDENVERENVERER DETDEDETROITE ROIROR T FONFONTANATANA KANKANSASSASASS CICITYTYY INDINDIANAPOLISNDN IANIA APOLISL 751755 00B Brigri htohthtoonnR Roadoaadd 3773737 500 NoNorNo thlhllinee Roadad 14747144 Vala leyeey BoB uleevarvav d 147474 55N N. Corringngtonon Avvenue e 1424 9 Hardrddingng Coourtu ComCoo mermem cee CitC ty,y COC 8000002222 RomRo ulululus,s MIM 48174 Fonntana a,a CAA 9233535 Kansassaas CiC ty,tyy MOMO 64641200 Indndianananapopop lislilis, INN4 46216622 7 80000-79798-98 8131 8000000-24-2 5-0282 9099 -353 6-46 4030 8008 -2776-66-66216161 88888-242440-500- 965655

NASNASHVILLEASA HVIHVH LLEL PHIPHILADELPHIAHIILADLA ELPE HIAH SACSSACRAMENTOCRAMENTNTN O SHRSHREVEPORTREVEE PORPOO T TAMTAMPAAMPAP 163161636 Inndusdduustritriall BlvB vd 8808 0 StatateeR Roadooaada 450055W W..C Capiapapitolt AvA enue e 790909 0 Greeeeenwonwnwowoodd Roaoaad 59090099A Adama ooD Drivve LaLa VerVVe gneggne, TNN3 37080 6 PhiPhiiladladelpel hiahiiaa, PA 19131 6 WesW sttS Sacraaccrameaam nton , CA 95695 91 ShrS eveporp rt,, LAA 7117 191 TTamTa pa,a FLL 333 619616 800808000 -4881-61- 97970970 800-8882-00883 888888-72727 6-766- 7333 800800 -3114-48108101 8000-27270-000- 527272 www.InternationalUsedTrucks.comwww.InternationalUsedTrucks.com 17th Annual Convention

24 August 2017 www.UTA.org www.UTA.org August 2017 25 THE MICHELIN® ADVANTAGE PROGRAM

SIGN UP FOR FREE TODAY Copyright ©2017 Michelin North America, Inc. All Rights Reserved. The Michelin Man is a registered trademark owned by Michelin North America, Inc. Inc. America, Michelin Man is a registered trademark owned by North The All Rights Reserved. Inc. America, Copyright ©2017 Michelin North 17MTT11499

YOU DON’T HAVE TO BE A BIG FLEET TO GET ON THE ROAD TO SAVINGS.

The MICHELIN® Advantage Program is your key to being more competitive on the road, and members of the Used Truck Association (UTA) can sign up for free. Join today and receive:

• Special pricing on new MICHELIN® and BFGoodrich® truck tires, MRT Retreads and services at home or on the road—consistent pricing nationwide.

• Access to MICHELIN® ONCall 2.0 Emergency Road Service program—now more than tires

• Waived dispatch fee for members who purchase MICHELIN tires during a service call ($25.00 value)

• MICHELIN Advantage Program online business tools, promotions and training opportunities ◆ Decks ◆ Singles ◆ Boom Visit www.UTA.org to learn more and sign up for the program. ◆ Box Trucks ◆ Specialty ◆ Trailers Your Satisfaction Delivered.

866-515-TEAM ◆ www.teamdriveaway.com DREAM BIGGER WITH THE TEAM PASSIONATE ABOUT YOUR SUCCESS

There are thousands of dealerships offering countless used trucks, but there’s only one SelecTrucks. Part of Daimler Trucks North America, the company that manufactures Freightliner Trucks, 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.

“Everything SelecTrucks has done is so that I could be successful.” Eddie Aguirre, Owner-Operator

LEARN MORE AT SELECTRUCKS.COM

10468-1 DTNAX_REM_BrandAd_8.5x11_FINAL.indd 1 8/24/17 3:55 PM Instant, Accurate, and Independent

Every month Black Book’s Official Medium and Heavy Duty Truck and Trailer Guide carries the load on valuation.

The valuable resource covers approximately 4,000 class 4 through class 8 trucks, tractors, Networking trailers, straight trucks, and commercial trailers used in the trucking and transportation Fun and Exciting Tours industry.

Informative Speakers Call 800-554-1026 or go to www.blackbook.com to and, well… subscribe or learn more. It’s VEGAS, Baby!

NATIONAL TRUCK PROTECTION

We help used truck dealers sell more trucks faster, at higher prices and with greater customer satisfaction than dealers who offer no warranty coverage at all. NTP’s entire business is focused solely on developing, selling and supporting the best warranty products available to the commercial truck industry. Truck warranties are our only business and have been for over 32 years.

Quality Coverage ● A+ rating from the Better Business Bureau For a Better Road Ahead ● 24 / 7 / 365 Customer Service For a Better Road Ahead ● Most comprehensive and desirable coverage ● No repair caps and low deductibles ● Use only OEM parts ● No one has brought more truck warranties to term than National Truck Protection

Call Today to Register as a Qualified NTP 800-950-3377 Dealer, Receive Product Training and Start a Customized Sales and Marketing Program.

UTA Industry Watch From Where We Sit

As we sit down to write this little article We were going to ruin our educations. that ends the August newsletter, we feel (Why would we want to destroy our overwhelmed with possible subjects to financial future by ruining our educa- discuss. First of all, we are at the tions?) We were too young to know what beginning of week 12 of a massive true love meant; (maybe, but then again, renovation in our house. Yes, you read maybe not.) You can imagine the that correctly, “WEEK 12!” You may gnashing of teeth that went along with recall the massive flooding that wiped the idea that two 18-year-olds were wise out a chunk of our old house last enough to know what was in their hearts. summer, but if not, no worries. Trust Anyway, we stubbornly won the day and us, it did. We were planning to renovate on a beautiful summer afternoon at the that part of the house at some point, but beach we took the plunge into marriage. this act of nature pushed us to the With this impending anniversary starting gate. As you know, we try to coming along, amid a house full of chaos look at the bright side when we can, and and dismantlement, we’re looking this time the bright side was the forward to a quiet celebration of our amazing contractor our insurance company sent our way. We’d been family and the eclipse of the sun. We are blessed to have some wise looking for the right company to do the work, but who would have writings from one grandfather who was a scholar, a deeply devout thought that right company would actually fall from the sky and right man, and our family’s font of wisdom. He wrote a speech in prepara- through our roof. So, for the past 12 weeks we’ve been living in a tion for his “surprise” 50th wedding anniversary party. (Yeah, we construction zone. wondered how much of a surprise it actually was even then!) In it he noted that people often say your wedding day is the happiest day of your life, but he didn’t agree. He noted that his wedding day was a mix of joy and tears. The tears were for the uncertainty of the future. Would the marriage be happy? Would there be children? Would he have the ability to provide a good life for his family? He actually thought his 50th wedding anniversary was the happiest day of his life, because at the beautiful “surprise” party in their honor, Grandma and Grandpa could look out at the gathering of children, grandchildren, siblings, loved ones, and friends. To him, this was the celebration of a marriage that was a success. Now, we’re not celebrating our 50th anniversary yet! We’ve got some time to go before that happens. But, we are celebrating the life two 18-year-old kids set out to build. The children we’ve raised are good, kind, people who make us proud every day. The grandchildren, of course, are perfection. The home we’ve built (okay the home we continue to renovate) has always been filled with peace and love, even If you’ve ever done major renovations in your house, you’ll understand during these past 12 weeks (mostly). We’ve learned how to navigate that as happy as we are with the work in progress, we miss a few our little ship through rough seas and calm ones, without too much things. For example we miss the idea that we live here with just our denting or bruising of the hull. We’ve stayed true to the values those family. Mostly everything we own is someplace where we would not two kids brought to our union, and we’ve done our best to make our keep it normally. Although not always totally spotless, our house isn’t little part of the world a little kinder than it would be without us. If the usually covered in a constant fine layer of construction dust. Like so universe wants to send us a total eclipse of the sun to mark this many other things in life; the lead-up to a wedding, the impending anniversary, we will simply say, “thank you.” arrival of a new baby, it’s all good, but the stress it brings into your life Gratitude for every day, whether dusty, can be a test of anyone’s nerves, as well as the strength of their marriage! raining, humid, or darkened by eclipse, is the That’s the part we want to look at. August will not only mark the best lesson those two kids have learned on this completion of the “renovation that just won’t end,” but also another journey. At least, that’s the way it looks from wedding anniversary to celebrate, and to add sauce to the dish, our where we sit. anniversary will include a once-in-a-lifetime total eclipse of the sun! We’ve been together since we were teenagers, so once upon a time the elders in both of our families questioned the strength of this union as strongly as primitive man once questioned the total eclipse of the sun! We were informed of every single stumbling block that might befall us Deb and Brad Schepp should we continue with the folly of pledging to stay together for life. [email protected]

30 August 2017 www.UTA.org