1.877.gets.uta • www.uta.org Volume 17 • Issue 9 • September 2015

Used Truck Association Nearly 400 Industry Professionals Attend Chartered May 16, 1988 UTA’s ’ ISX Engine Webinar Published by the Used Truck Association 325 Country Club Drive, Suite A Latest installment in UTA’s popular webinar series Stockbridge, GA 30281 garners praise, ideas for further webinars

Table of Contents ruck buyers are eager to learn more about Cummins’ ISX engine as shown by the great Board News and Views...... 2 Tturnout at the UTA’s latest installment in its free webinar series. Nearly 400 truck Quips & Quotes...... 2 professionals participated in the webinar on Tuesday, July 28th, which armed truck profes- sionals with the selling benefits of the ISX engine for used truck buyers. Alberto Alcala of New Members...... 3-4 Cummins, Inc. presented the webinar. Face to Face with Gary Conleay...... 6 “The presentation exceeded our expectations by Industry Events Calendar...... 7 going beyond the hardware,” said Jim A Tribute for a Job Well Done!...... 8 Zimmerman of of Pennsylvania. “While doing a great job of highlighting the Polk Data...... 8 benefits of the ISX engine, they also brought The Brooks Group to light a number of web-based applications Sales Tip of the Month...... 8 to assist our associates while in the field.” Achieving Excellence in Dealer Mike Roney of Warner Truck Sales and the Distributor Performance: An UTA Board Member heading the Dealer Interview with Walt McDonald...... 9 Group also recognized and appreciated Moving on Down the Road: Cummins’ industry-leading, technology- Catching Up with based tools. “Having the ability to utilize a Steve “Bear” Nadolson...... 10 personal cell phone to identify fault codes, NADA Update...... 12-15 and corresponding details about the Cummins ISX in a used truck, as well as A Challenge to UTA Members!...... 16 warranty plans, are resources that will save us Industry News Briefs...... 18-20 time, and enable us to more quickly value From Where We Sit...... 22 trade-ins,” he said. The UTA… Though the value-added technology wrapped around the engines garnered much attention, the Members Supporting Members! webinar also provided an outstanding summary of the benefits of the Cummins ISX engine. Topics such as the evolution of the ISX engine through different EPA regulations, backwards compatibility for new durability innovations, and an improved dash interface are all selling points that will help UTA members find the right equipment for used truck customers. Mr. Alcala also briefly discussed Cummins Medium Duty engines, and provided some helpful SHARE YOUR news insights about Cummins Natural Gas engines. He suggested that Cummins is already looking ahead to providing other UTA webinars about its Medium Duty and natural gas engines. with the UTA Industry Watch. Thanks to all who participated and most importantly to Cummins for putting on this webinar. Send submissions, ideas and If you have any questions about the ISX webinar, please feel free to contact Alberto Alcala at comments to: [email protected]. UTA Industry Watch Editors Brad and Deb Schepp If you have general comments or ideas for upcoming webinars, please feel free to reach out to c/o Grace Management the below contacts. 325 Country Club Drive, Suite A Stockbridge, GA 30281 ■■ Ken Kosic, UTA Training Committee Chair, [email protected] Phone: 877-GETS-UTA (877-438-7882) ■■ Amanda Kent, UTA Training Committee Vice Chair, [email protected] Fax: 770-454-0029 ■■ Todd Coppaken, [email protected] [email protected] Twitter: @usedtruckassoc UTA Industry Watch 2015 Board Board News and Views

of Directors My Board News & Views this month is about the Used Truck Association’s 16th annual http://www.uta.org/directory convention coming up in November. The reason I’m excited, and it’s only September 14th, is that our convention team is traveling to the convention site—The Gaylord Texan and governing board: Convention Center in Grapevine, TX­—this week. Our team of Board Members and folks from Grace Management normally go down in September to finalize all of the meal and room President...... Rick Clark arrangements, and examine the hotel’s complete layout to ensure it will be a convention you will be proud of. Each year this job becomes more and more challenging, because each year we have Vice President...... Craig Kendall increased our registrations and sponsorships! :) Treasurer...... Brock Frederick On behalf of the UTA Board Members, I would like to thank all of the 2015 sponsors even Secretary...... Angelique Pierce before we get to the convention. Without all of you we wouldn’t have the outstanding networking and industry information opportunity that the convention will provide! I have been a President Emeritus Diamond sponsor now for a number of years, and it’s a great way to give back to the Used Truck ...... Marty Crawford Association, the members, the attendees, and the spouses. Thank you all!

Comt m it ee Chairpersons:

Affiliates & Benefits...Craig Kendall

Convention...... Hal Dickson Bryan Haupt

Dealer Group...... Mike Roney

Elections...... Mike McColgan

Finance...... Brock Frederick

Marketing...... Angelique Pierce Amanda Kent

Medium Duty...... Amy Shahan

Membership...... John Cosgrove

Training...... Ken Kosic Amanda Kent UTA Jerome Nerman Family Foundation Scholarship ...... Jay Burgess Craig Kendall We have an awful lot going on at the annual convention this year, which is full of networking and educational opportunities. On Thursday you will be consumed by all of educational items Website...... Angelique Pierce we have on the schedule. On Friday morning we will have our guest speaker followed by a great lineup of tours. Please go to the website at www.uta.org, and download the Convention Wreaths Across America...... Ken Kosic Brochure for the complete schedule and all of the details. Thank you all, and I look forward to seeing you in November! Young Member Group ...... Brandon Hess

John Cosgrove All things being equal, people Membership Chairman [email protected] will do business with, and refer business to, those people they know, like and trust. ~Bob Burg

2 September 2015 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 members in this newsletter. New members have the opportunity to complete a New 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 questionnaire so your Members fellow UTA members can get to know you!

Don DaVanzo, Used Truck Manager Tony Kapustka, Dealer Development Jordan Rugg, Used Truck Sales Lou Bachrodt Freightliner Manager FYDA Freightliner Center Port Circle Caterpillar Inc. Columbus, Inc. Pompano Beach, FL 33064 100 N.E. Adams Street 1250 Walcutt Rd. www.freightlinerfl.com Peoria, IL 61629-2490 Columbus, OH 43228 (954) 545-1021 (w) www.drivecat.com www.fydafreightliner.com [email protected] (309) 675-9654 (w) (614) 851-0002 ext.1217 (w) If you have a question about the industry, [email protected] [email protected] Don would be a good person to turn to. He’s In 1998, Tony began Jordan is a new been a part of the truck business since 1972, working as a Truck member of our when he got his start as a truck driver. Engine Marketing industry, now One thing he really likes about this business Representative, his working in his is the ability “to earn a strong paycheck.” first job in the truck first job in the Having recently been out of work for a while industry. Why did field. He may he can really appreciate that. Networking is Tony join the UTA? He be new, but he’s probably the best way to get a new job, and was quite specific in committed and networking and the chance to build his answer: “For definitely sees long-term relationships with other members networking with used trucking as his career. “I have a decade of is what he hopes for from his membership. truck industry experts and leveraging best sales experience, but heavy-duty trucking demonstrated practices to further enhance equipment has always excited me,” Jordan Asked about other interests, Don replied, customer satisfaction.” told us. “I’ve had a passion for it since I was “my grandchildren! To them I am a Rock a child.” Star! I love it!” Tony feels Cat can offer its customers something unique, which is what he likes His favorite aspects of his current job are best about his job there. “We have the the managers with whom he works and unique opportunity to offer customers “Big Trucks.” Heidi Henckel comprehensive solutions for a wide variety Jordan said that if he wasn’t in trucking P.O. Box 800 of industries and applications via the Cat he’d like to be a Purchasing Agent. Here’s Johnston, IA 50131 dealer network,” he noted. why. “I’ve had to deal with them for the last www.accesstrucks.com We heard something for the first time when 10 years and they never stop and are always (515) 270-2206 (w) we asked Tony about any special interests trying to squeeze me for every last penny [email protected] or passions others may not know about. “I they can,” Jordan said. “I would like to enjoy music; particularly playing the piano,” have that shoe on the other foot and dish it he responded. Perhaps we can all enjoy a out to some sales reps for a while as I would Bryan Howard sampling of Tony’s talents at the next enjoy it, and it would relieve some stress.” Daimler Trucks Remarketing Convention! Jordan’s also a “huge” Cleveland Browns 2477 Deerfield Drive fan. “I’m quiet about it for obvious reasons Fort Mill, SC 29715 because we have been so terrible for the (704) 968-2920 (w) last two decades. I simply don’t like the [email protected] Trich Mullane P.O. Box 800 constant giggles and heckling from people Johnston, IA 50131 once they find out what a die-hard Browns www.accesstruck.com fan I am.” (The picture shows Jordan with Eric Jenkins (515) 270-2206 (w) Vikings Running Back Adrian Peterson.) Kordell Truck & Trailers [email protected] Finally, Jordan had this message for his 14868 West Ridge Lane fellow UTA members. “I want this Industry Dubuque, IA 52003 to be my career. Please, anybody who wants (563) 584-9800 (w) to network with me, contact me and we [email protected] Mario Rodes Financial Corp could share information, sales ideas that 9620 S. 76th Avenue have worked, and even those that haven’t. Hickory Hills, IL 60457 (708) 430-9011 (w) (708) 430-9336 (c) [email protected] New Members continued on page 4 www.UTA.org September 2015 3 UTA Industry Watch New Members continued from page 3

Also we can brainstorm about ‘Outside the Brian Wetzel, Heavy Duty Truck Mgr. Beaux Yerger Box’ ideas and discuss successes and Adesa Atlanta 2604 Millhaven Road failures. But most importantly, I believe we 5055 Oakley Industrial Blvd Monroe, LA 71203 all can help each other out when it comes to Fairburn, GA 30213 www.joegearco.com selling more equipment if we network www.Adesa.com (318) 267-4358 (w) together and share ideas, and know where (770) 357-2175 (w) [email protected] each other can find specific inventory that (770) 357-2276 (c) a customer is looking for. I would love to [email protected] both offer to buy and sell inventory we Let’s all welcome Brian have wholesale for other inventory in to the truck business, return when I need it for a specific which he just joined customer or buyer!” this year. He’s off to a good start as a new UTA member because this is a great place to learn more about the industry and to make contacts. Brian’s favorite parts of his job are working for a “great company,” and the challenge of learning a new product. While a newcomer to the truck business, Brian’s a veteran of the auction industry. “It’s what I know and what I have always done,” he said. Outside of work you may well find Brian outdoors, especially hunting or fishing.

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4 September 2015 www.UTA.org UTA Industry Watch LOOKING TO SELL? LOOK FOR US!

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www.UTA.org September 2015 5 Copyright © 2015. Daimler Trucks North America LLC. 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. UTA Industry Watch

Gary Conleay

ary is the General Manager for the Director of Used Truck Sales for Peach GSelecTrucks of Atlanta and the State Freightliner,” he explained. “In that Director of Used Trucks for Peach State role, I have responsibility for the used truck Freightliner. With 37 years of experience in activities at the Peach State location and also the industry, you may just recognize him, at Birmingham Freightliner in Birmingham, especially because he’s been a UTA member AL. I am responsible for putting numbers on since the first or second year our association new truck trades for Peach State.” started. But Gary’s life selling vehicles As he looked back on his many years in started long before that. His father, Bill truck sales, Gary starts giving credit when Conleay, sold automobiles for 55 years. “I he mentions his first teacher, his dad. “My spent a lot of time following him around as I dad was a great role model and mentor,” he was growing up, and learned a lot about said. He also pointed to the great people he’s selling and dealing with people from him,” worked with over the years, and he advises Gary recalled. Still, even then, Gary knew he younger members of his profession to build didn’t want to spend his life in the car strong networks and friendships in the business. “I always loved trucks, and I found industry. “I wish I had a strong network of my passion in the truck business,” he said. friends back then, like I have now,” he said. Gary has had a broad range of experi- He went on to offer some sage advice for ences throughout his long career in the driving a young career. “If you are going to trucking industry. As a college student, be in used truck management, you can never he worked at a dealership. “I worked have too many friends. Your competitors part time for a dealer that aren’t your enemies. They should be your sold heavy duty Chevrolet trucks,” friends. You never know when you can help Gary told us. “I had a ‘Chauffeur’s them, or they can help you.” As if this License’ as it was known back then, weren’t incentive enough to be friends, Gary and I used to do dealer transfers on reminds us, “You never know when you medium and heavy Chevys.” Since might end up on the same team together.” then he’s worked for a variety of Since Gary has such a broad range of truck companies. “I have represented just experience, he’s also gained some clear about every brand of truck you can insights into what he likes. “I have spent a lot think of,” he said. Most recently, of time selling new trucks,” he said, “but I Gary spent 20 years representing found that I really enjoyed selling used Freightliner. He has been at ones.” It turns out Gary loves the whole SelecTrucks of Atlanta for seven. process. “I enjoy finding, buying, recondi- Before that, he spent 13 years with tioning, and selling a used truck,” he said. “I Freightliner of Knoxville. love seeing a used truck transformed from a His career as a salesman began in frog to a prince!” 1981 when he became the Sales When he’s not at work, Gary and his wife Manager for in enjoy traveling. They have five children and Shreveport, LA. “I was the 12 grandchildren, six boys and six girls. They youngest sales manager in the love visiting their children and traveling in entire Peterbilt Network at the general. “We have been on 11 cruises,” Gary time,” Gary recalled. “I have been told us. Even while home, they also enjoy supervising and mentoring salespeople ever boating, so transportation of all types seems since.” In his current position, Gary wears at to please Gary Conleay. n least two hats. “I am currently the General Manager of SelecTrucks of Atlanta and also

6 September 2015 www.UTA.org UTA Industry Watch Industry Events Calendar

SEPTEMBER NOVEMber

20-22 • Women In Trucking Association 4-7 • 16th Annual UTA Convention Accelerate! Conference & Expo Gaylord Texan Resort & Convention Center Hilton Anatole • Dallas, TX Grapevine, TX http://womenintrucking.org/conference-schedule/ http://uta.org/2015/03/01/2015-uta-convention-dallas/

22 • 2015 Wreaths Across America Gala Grand Hyatt Washington • Washington, DC http://tca.truckload.org/scripts/4Disapi.dll/events/2014- wreaths-across-america-gala/275/

23-25 • National Trailer Dealers Association (NTDA) Convention Diplomat Resort & Spa Hollywood • Hollywood, FL www.ntda.org

25-26 • Guilty By Association Truck Show 4 State Trucks • I-44, Exit 4 • Joplin, MO www.chromeshopmafia.com/guilty-by-association-truck-show/

28-30 • ACT Research 53rd Commercial Vehicle And Transportation Seminar Clarion Hotel & Conference Center • Columbus, IN www.actresearch.net/services/conferences/

ot c ober MARCH 2016 5-6 • Selling for Success, UTA Sponsored Training 2-4 • The Work Truck Show Courtyard Denver Airport • Denver, CO Indiana Convention Center • Indianapolis, IN www.uta.org www.ntea.com/worktruckshow/index.aspx?id=938 6-9 • Truckload Carriers Association 2016 17-20 • ATA Annual Management Conference & Annual Convention Exhibition 2015 Wynn Las Vegas • Las Vegas, NV 1201 Market Street • Philadelphia, PA www.tca.truckload.org/scripts/4Disapi.dll/events/2015- www.trucking.org annual-convention/269/ 31-April 3 • ATD Convention & Expo 29-31 • World of Transportation Expo Las Vegas Convention Center • Las Vegas, NV Greater Columbus Convention Center • Columbus, OH www.atdconvention.org www.worldoftransportationexpo.com

APRIL

14-16 • Truck World Toronto International Centre • Mississauga CAN www.truckworld.ca 22-24 • 75 Chrome Shop Truck Show 2016 419 E State Road 44 • Wildwood, FL www.75chromeshop.com www.UTA.org September 2015 7 UTA Industry Watch A Tribute for a Job Well Done! by Gary Conleay

t the end of August, Bob Hogan retired SelecTrucks of Atlanta, and has been here A from a 39-year career in truck selling. ever since. He hung it up and is planning to spend more During Bob’s time here, he has become a time with his bride, Veronica. I have known decorated veteran of the SelecTrucks Bob for over 20 of those years, and have been network, having earned places in both the working with him for the last eight. Our Century Club and President’s Club on careers have taken similar paths. several occasions. Among Bob’s peers, he is He started selling trucks in 1976. I started in known to be a true friend to many, and one 1978. We both started selling , of the few real Gentlemen in this business. moved to Volvo, and then eventually landed To his customers, he is known to be a with the Freightliner organization. During straight shooter, and a man of genuine that time, I have worked with a lot of integrity. people—some good, and some not so good. Bob has shared his life with his wife Most of those I have worked with have been Veronica for over 40 years. They have three hardworking and honest people. In such a children and four grandchildren. In long career, though, I have encountered only retirement, Bob plans to spend a lot more a few people that I truly admired. Bob time with them. We have tried to talk Bob B ob Hogan Hogan is one of them. out of it, but he insists that all of his coupon Bob started his truck-selling career in clipping has paid off, and he is well prepared Binghamton, NY after he got out of the for retirement. God bless you and your family in the future. You have blessed all of us with your presence Army. There he was working for a guy Bob is a modest man, and made us take a named Al Hess, whom some of you may and your example. You have served your pledge not to make a big deal out of his customers very well down through the years. know. When Al decided to move to Atlanta leaving. So accordingly, we are going to do to take a job with General GMC-Kenworth, our best to honor his wishes. However, it is Go enjoy your retirement and come back to Bob made the move with him, and the two hard to let such a great guy ride off into the see us when you can! n worked together for many years. After Al left sunset without some kind of recognition. So Gary Conleay is the General Manager of General, Bob moved over to the local Volvo Bob, here’s to you, my friend! May your SelecTrucks of Atlanta and the subject of this dealer, and stayed there for a few years. In retirement be all that you hope for, and may month’s Face to Face profile. 2001, Bob joined the sales team at

Polk Data

The following table summarizes the year-over-year percent change for used vehicle transactions by GVW for the second quarter of the 2015 calendar year compared to the same quarter in the 2014 calendar year, plus each GVWs share of used transactions in the quarter for both calendar years.

Used Commercial Vehicle Registrations by GVW

2015 2nd QTR 2015 2nd QTR Share (%) 2014 CY Share (%) Sales managers % Chg. vs. 2014 who are most GVW 3 6.1 32.5 30.8 GVW 4 -5.9 9.9 9.9 effective are GVW 5 2.1 5.5 5.2 not afraid to GVW 6 1.0 8.7 8.3 show their humanity GVW 7 -13.3 7.1 7.8 and kindness. GVW 8 -14.4 36.3 38.0 Total -5.4 100.0 100.0

Source: IHS Automotive, Polk 2014-2015 registration data

8 September 2015 www.UTA.org UTA Industry Watch Achieving Excellence in Dealer Distributor Performance: An Interview with Walt McDonald

f you’ve been in this industry for any length of time, you may have come across Walter IMcDonald, CMC. He’s the founder of the McDonald Group, Inc., a private consulting firm focusing on distributor operations improvement, marketing and business strategies, and executive education and development. Walt is a highly respected construction, material handling, mining, heavy-duty truck, fire apparatus, and industrial equipment management seminar leader. Since 1975, he has conducted over 2,650 management seminars and workshops throughout the world. We caught up with him recently to discuss his new book, Achieving Excellence in Dealer/ Distributor Performance: How to Increase Profitability, Cash Flow, Market Share, which is available through Amazon. In part one of our two-part interview, Walt discusses why he wrote his book, some of the most significant problems dealers now face, and how certain tools and techniques can help them. Look for part two of our interview in next month’s Industry Watch.

Industry Watch: Please tell us about your book and why you wrote it. McDonald: In many ways, this book is a written reflection of the live dealer management seminars I have given more than 2,000 times. If you are familiar with my work for Kenworth, Volvo, MACK, Freightliner, Peterbilt, and ThermoKing in this industry, you know I focus on the real value-generating activities of the business. I am there in the trenches with Branch and General Managers, New and Used Truck Managers, Parts and Service Managers, and Professional Truck and Aftermarket Sales Representatives. These are the people who create real value and make it happen every hour of every day in the dealership. This dealer handbook is all about how to increase dealer market share, profitability, cash flow, customer retention and employee job satisfaction of your entire dealer team. The book is also written for those young, bright, enthusiastic, creative, insightful, technologi- cally astute, highly motivated generations of managers of tomorrow.

Industry Watch: What are the most pressing problems facing truck dealers now, and what advice do you have for them? McDonald: Incredible pressure on new truck margins, escalating costs, global used truck competition, obsolete/unfriendly management information systems, continued weakness in revenue center management training, and unenlightened sales management. The list goes on and on. This is a very challenging and difficult business. The winners are making the investments in organizational training and development, proper management information tools, and closer working relationships with OEMs, lenders, and customers.

Industry Watch: What are some of the new tools and techniques winning dealerships now use to boost performance? McDonald: With continuing pressure on new truck margins, HD truck dealers are focusing on absorption rate, making certain that operating expenses are covered by aftermarket parts and service. Accordingly, HD dealers have made a science out of improving shop labor productivity. Supporting shop labor performance metrics is essential for success today. The best source of high margin parts sales is shop labor. So, the #1 sales tool for higher margin parts sales is to sell more labor. Why? Direct parts sales has become a very competitive price-driven business and unless a dealer has a stomach for high volume-low margin churning of assets, other options are available such as a large mega-store retail operation. The internet has changed the dynamics of the used truck business somewhat, but the seven Axioms for Used Truck Business Success are still correct: They begin with, “You must buy it right to sell it right.” The rest are covered in my book. n www.UTA.org September 2015 9 UTA Industry Watch Moving on Down the Road: Catching Up with Steve “Bear” Nadolson

teve “Bear” Nadolson has been named the Heavy Duty Truck Program Manager for SAmerican Guardian Warranty Services, Inc. (AGWS). AGWS administrates the Compass Heavy Duty Truck Protection Plan, a “fully insured protection plan for Medium and Heavy Duty Trucks and Buses.” Steve, a former UTA president, has over 38 years of experience in truck sales, management, financing, training, and used truck protection plan sales. Starting as a salesman at International’s Used Truck Center in Columbus, Ohio, he has since managed several large used truck operations, consulted for many truck dealers and related companies, and trained people in the United States, Central America, Mexico, Brazil, and Canada. “I have a couple of goals in this new position,” Steve said. “First, I want to unify the sales agents across the country into a team of professionals, and second, I want to help AGWS become recognized as a world-class provider of used truck protection plans.” As Heavy Duty Truck Program Manager, “Bear” as he is known in the used truck arena, is charged with increasing sales, helping define new areas of coverage, and forming a trained, professional sales team. “We do not need to brow beat dealers into offering our programs,” Steve noted. Our comprehensive coverage, versatility, and built-in benefits to the buyer sell themselves. We need to show our dealers how to use the programs to benefit their buyers.” “Bear” can be reached at [email protected], or by phone at (740) 507-0717. n

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190 Charlois Blvd., Suite 200B Winston-Salem, NC 27103 UTA Industry Watch NADA Update Chris Visser, Senior Analyst and Product Manager, Commercial Trucks Twitter: @NADAUsedCarGde Average Retail Price by Model Year -­‐ Sleeper Tractors

Market Summary $140,000 2007 Retail sales volume recovered from an unusually low June, and $120,000 2008 wholesale volume remains strong. Pricing in both channels was little 2009 $100,000 changed month-over-month on average, with selected individual 2010 $80,000 2011 models showing movement. Medium duty conventionals had a better 2012 $60,000 month, while cabovers remain stable. This month, we look at the 2013

market for 6x2’s and dive deeper into factors driving retail and Price Retail Average $40,000 2014

wholesale volume. $20,000 Sleeper Tractors – Retail $0 Jul Jul Feb Mar Apr May Jun Aug Sep Oct Nov Dec Feb Mar Apr May Jun Sleeper tractors retailed in July averaged mildly lower mileage than in Jan-­‐14 Jan-­‐15 recent months, pushing the month’s average pricing to the highest Source: ATD/NADA Official Commercial Truck Guide® Period level since February. See “Average Retail Price by Model Year” graph for detail. Looking at the market overall, the average used sleeper tractor retailed in July for $60,945, had 483,221 miles, and was 74 months old. Compared Sleeper Tractors – Wholesale to June, this truck brought $1,288 (or 2.2 percent) more money, had The number of trucks sold through auction and dealer-to-dealer 23,081 (or 4.6 percent) fewer miles, and was 2 months newer. Compared channels through July is running 6.6 percent ahead of the same period to July 2014, this average truck brought $178 (or 0.3 percent) more of 2014. Dealer-to-dealer sales were unusually strong in July, at 3.3 money, had 20,663 (or 4.1 percent) fewer miles, and was identical in age. trucks per rooftop, which is the highest result since December of 2010. See “Average Retail Price and Mileage” graph for detail. This increased volume has not yet impacted pricing to any great extent. Three- and four-year old sleeper tractors command pricing Average Retail Price and Mileage: All Sleeper Tractors Under 1M Miles similar to last year. Five-year-old sleepers are running substantially behind, but this is mainly due to the outsized impact of the 2011 $65,000 550,000 International ProStar on the averages. Specific figures are as follows: $60,000 520,000 $55,000 ■■ Trucks of model year 2013 averaged $67,999 through July of 2015 – a Mileage $50,000 490,000 $1,415 (or 2.1 percent) increase over trucks of model year 2012 this Price Price $45,000 460,000 time last year. $40,000 Price 430,000 ■■ $35,000 Mileage Trucks of model year 2012 averaged $56,257 through July of 2015 – a $30,000 400,000 $1,599 (or 2.8 percent) decrease versus trucks of model year 2011 this

Jul Jul time last year. Feb Mar Apr May Jun Aug Sep Oct Nov Dec Feb Mar Apr May Jun Jan-­‐14 Jan-­‐15 ■■ Source: ATD/NADA Official Commercial Truck Guide® Period Trucks of model year 2011 averaged $35,619 through July of 2015 – a $12,229 (or 25.6 percent) decrease versus trucks of model year 2010 this time last year. Performance of three- to five-year-old trucks tells a more accurate story, though, with three-year-old models bringing lower pricing year-over- Again, the steep decline in pricing of the five-year-old group is year despite lower volume. At the same time, trucks of that age have attributable to the ProStar. Excluding the ProStar, this cohort actually stabilized in recent months after depreciating earlier in the year. appreciated $1,827 (or 3.8 percent). Specifically, the three- to five-year-old cohort depreciated 1.3 percent See “Average Wholesale Price by Model Year” graph for detail. month-over-month and 1.5 percent year-over-year. Three-year-old Average Wholesale Price by Model Year -­‐ Sleeper Tractors trucks have stabilized in the high-$70,000 range for the past two months, after depreciating moderately in the first five months of the 2 per. Mov. Avg.(2007) 2 per. Mov. Avg.(2008) 2 per. Mov. Avg.(2009) 2 per. Mov. Avg.(2010) 2 per. Mov. Avg.(2011) 2 per. Mov. Avg.(2012) year. There were notably fewer three-year-old trucks reported sold in $90,000 the first seven months of 2015 than 2014 – 54.3 percent fewer, in fact. $80,000 Also, the make/model supply is well-mixed, with no single model $70,000 overly impacting averages. As such, the lower pricing is likely $60,000 demand-driven. Specific figures are as follows: $50,000 $40,000 ■■ Trucks of model year 2013 averaged $81,952 through July of 2015 – a $30,000

$3,740 (or 4.4 percent) decrease versus trucks of model year 2012 this Price Wholesale Average $20,000 time last year. $10,000 $0 ■■ Trucks of model year 2012 averaged $72,413 through July of 2015 – a Jul Jul Feb Mar Apr May Jun Aug Sep Oct Nov Dec Feb Mar Apr May Jun $2,191 (or 2.9 percent) decrease versus trucks of model year 2011 this Jan-­‐14 Jan-­‐15 time last year. Source: ATD/NADA Official Commercial Truck Guide® Period

■■ Trucks of model year 2011 averaged $63,601 through July of 2015 – a $4,476 (or 7.6 percent) increase over trucks of model year 2010 this time last year. 12 September 2015 www.UTA.org UTA Industry Watch

As for the market overall, the average used sleeper tractor wholesaled in July for $35,625, had 611,879 miles, and was 83 months old. Compared to June, this truck brought $5,943 (or 14.4 percent) less money, had 50,569 (or 9.0 percent) more miles, and was seven months older. Compared to July 2014, this average truck brought $5,482 (or 13.3 percent) less money, had 40,837 (or 7.2 percent) fewer miles, and was nine months older. Through the first seven months of the year, though, average pricing is nearly identical to last year. See “Average Wholesale Price and Mileage” graph for detail.

Average Wholesale Price and Mileage: All Sleeper Tractors Under 1M Miles $50,000 760,000 730,000 $45,000 700,000 670,000 $40,000 640,000

Mileage Special Study – Is there a Market for 6x2’s? $35,000 610,000 580,000

Price Price Recently, manufacturers have been promoting the fuel economy $30,000 550,000 520,000 benefits of the 6x2 drive solution. As you probably know, a 6x2 tandem $25,000 490,000 2 per. Mov. Avg.(Price) has only one axle driven (as opposed to both in a 6x4), with a “dead” $20,000 460,000 2 per. Mov. Avg.(Mileage) 430,000 or non-driven 2nd axle. This design eliminates the weight and friction $15,000 400,000 losses of a second driveshaft, set of universal joints, and differential, Jul Jul Feb Mar Apr May Jun Aug Sep Oct Nov Dec Feb Mar Apr May Jun Jan-­‐14 Jan-­‐15 contributing to fuel economy and load capacity. Source: ATD/NADA Official Commercial Truck Guide® Period The 6x2 configuration has been available for years, but until recently the take rate had been extremely low. Concern about traction in slick Demand remains strong for late-model sleeper tractors. We should see environments was the main factor limiting demand. Newer offerings increased dealer-to-dealer activity as trade packages continue to attempt to address this concern by working with the truck’s air return, but we don’t foresee depreciation accelerating beyond our 1-2 suspension to automatically place more weight on the driven axle percent per month forecast through the end of the year on average. when the ABS and/or traction control system senses slippage. Competitive Comparison: 3-5 Year-Old Sleeper Some of the more progressive fleets have taken a closer look at this Tractors (Retail) strategy in recent years, and the take rate has incrementally increased. The three- to five-year-old sleeper market dipped mildly in July, As such, the used truck market has started to absorb more 6x2 coming in 1.4 percent lower than June on average. Year-to-date, 2015 trade-ins. With this in mind, where do we stand on market data for is running 1.0 percent behind 2014. Trucks of model year 2012 are used 6x2’s? responsible for the lower year-over-year result, with this four-year-old Unfortunately, the volume of these trucks in our 2015 retail and group running 6.1 percent behind 2014. Increased supply is the main wholesale databases is still essentially nonexistent. There have been a factor behind lower pricing. total of eight 6x2 trucks reported sold so far in 2015. Further, these Looking at individual models, the Volvo VNL 730/780 is back at the trucks were models that are not typically high-volume even in 6x4 top of the aerodynamic sleeper pack this month, just edging out a configuration. However, there were enough sales to draw an initial, resurgent Kenworth T660. The Volvos have been consistently high in rough comparison. all three model years represented in this graph, while the Kenworth’s In the first case, we have three 2015 model-year trucks of identical strength was mainly in the 2013 model year. The T660’s monthly year, make, model and spec. Two are 6x2’s, and one is a 6x4. Adjusting volatility is attributable to its much lower volume. for mileage, the 6x2’s sold for about $14,450 less than the 6x4. Last month’s leader, the Freightliner Cacasdia, saw lower selling prices In the second case, we have ten 2013 model year trucks, again of for 2012 and 2013 model year units, due to high volume. The Cascadia identical year, make, and model, but with slightly different specs. One remains the highest-volume truck in the three-to- five year-old is a 6x2, and the rest are 6x4’s. Adjusting for spec and mileage, the 6x2 segment, underscoring its performance. sold for about $11,500 less than the 6x4’s. The Peterbilt 387/587 took a notable downward dip this month, mainly Since the volume in both cases is so low, plus the trucks sold at due to weak performance of 2011 387’s. different times and from different dealerships, we do not necessarily The three- to five-year-old cohort continues to dominate the used consider the figures accurate representations of the market. At the truck market. Minimal depreciation year-over-year indicates same time, the results are not too far off from casual word-of-mouth continued strong demand for late-model iron. estimates from dealers. See the “Average Retail Price of Selected 3-5 Year-Old Sleeper Tractors” The true value of the 6x2 configuration will unfold over upcoming graph for detail. quarters, as more of these trucks are traded in and resold. As with most new technology, dealers currently buying and selling these trucks are likely placing conservative numbers on them, due to

NADA continued on page 14 www.UTA.org September 2015 13 UTA Industry Watch NADA continued from page 13

uncertainty and limited demand. The ultimate value will depend on end user buy-in to the fuel economy and weight savings benefits of a 6x2, as well as increased confidence in the traction technology. We look forward to receiving more of this data in upcoming months and ultimately arriving at a valuation judgment. Medium Duty – Class 4 and 6 Conventionals Class 4 conventionals continue to steadily outperform last year, while Class 6 models recovered from a weak June to turn in a strong month. Through the first seven months of the year, our benchmark four- to seven-year-old Class 4 group returned pricing 24.5 percent higher than 2014, while our Class 6 group is essentially identical to last year, running 0.8 percent behind. Volume remains lower in 2015, with the Class 4 cohort running 33.3 percent behind, and the Class 6 cohort Sales Volume running 14.3 percent behind. Following June’s drastic drop in retail sales per dealership, July In terms of specific numbers, the average four- to seven-year-old Class rebounded a bit to come in at 5.0. This figure is 0.5 truck higher than 4 conventional wholesaled in July for $21,468 and had 110,343 miles. June, but a whopping 1.5 trucks lower than a strong July 2014. Pricing was $469 (or 2.2 percent) lower, and mileage was 1,247 (or 1.1 See the “Average Number of Retail Sales per Rooftop” graph for detail. percent) higher month-over-month. Year-over-year, pricing was $5,212 (or 32.1 percent) higher, and mileage was 5,604 (or 5.4 percent) higher. Our Class 6 cohort averaged $23,175 and 190,126 miles in July. Pricing was $5,267 (or 21.9 percent) higher month-over-month, and mileage was 22,016 (or 17.4 percent) higher. Year-over-year, pricing was $8,829 (or 61.5 percent) higher, and mileage was 53,165 (or 21.9 percent) lower. Class 4 models are clearly recovering nicely. Class 6 models are struggling to stabilize. The second half of the year is typically weaker for heavier medium duty models, so the upcoming months should tell us whether the Class 6 recovery has legs. See the “Average Wholesale Selling Price – 4-7 Year-Old Conventionals” graph for detail.

July was a strong month in 2014 and 2013, while June was relatively weak in both years. 2015 is therefore following this short-term trend, albeit at a lower level. In the first seven months of this year, dealers sold an average of 35.8 trucks per rooftop. This figure is down 6.3 trucks from same-period 2014, and 6.7 trucks from 2013. There is no clear reason for decline. General economic measures have trended upward since 2010, and 2015 was incrementally healthier than the previous two years in most respects. Judging by pricing, demand for late-model iron has not let up. There has been some minor depreciation for newer model years, but this price erosion is driven mainly by supply. Medium Duty – Class 3 and 4 Cabovers In general, summer months are poor indicators of the relative health July’s pricing rebounded from the depressed conditions of the previous of the used truck market. End users are typically focused on moving two months, coming in at $17,059 – a $2,245 (or 15.2 percent) increase freight rather than acquiring iron. We will continue to monitor trends over June, and a $1,407 (or 9.0 percent) increase over July 2014. Average and identify changes if they occur. mileage was 119,035 – 13,572 (or 10.2 percent) lower than June, and On the wholesale side, dealer-to-dealer sales steeply increased in July, 3,323 (or 2.7 percent) lower than July 2014. from 1.6 to 3.3 trucks per rooftop. In addition, auction activity is 6.0 July’s recovery helped to extend 2015’s lead over 2014 through the first percent higher in 2015 to date than last year. What are the factors seven months of the year, with this year running 12.2 percent ahead. behind this increased wholesale activity? There were no economic or market factors to explain the pricing dip in Fundamentally, the continued increase in new truck deliveries results May and June, so we consider those months anomalies, and the in a commensurate increase in trades. These trades are typically cycled market for Class 3-4 cabovers stable. through auctions, which largely explains the higher activity in that See the “Average Wholesale Selling Price – 4-7 Year-Old Cabovers” channel. graph for detail.

14 September 2015 www.UTA.org UTA Industry Watch

Dealer-to-dealer wholesale trading generally happens for three reasons. First, a dealer might purchase specific trucks from a different dealer to meet a retail customer’s need. Second, a dealer may receive a package of trades too large to absorb and sell retail, so he sells some or all of these trucks to other dealers to avoid holding the trucks. Third, a dealer may accept wholesale pricing for aged inventory in order to remove that iron from his books. The increase in trades this year suggests the second scenario is most likely responsible for July’s higher volume. Generally, increased dealer-to-dealer sales suggest a regional realign- ment of inventory, which can be an early indicator of a maturing market. Supply is increasing, and these trucks are distributed to where 10 GUIDEBOOKS UNLIMITED DESKTOP & IN ONE USERS MOBILE demand is greatest. WEB ACCESS See the “Total Reported Wholesale Volume” graph for detail. Better business decisions made easier » Wholesale, Loan and Retail values for commercial trucks and trailers » GVW, GCW, MSRP and ENRP » VIN Scanner app free with subscription

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O utlook Our outlook is unchanged from last month. August orders were down substantially from July, but 2015 is still the healthiest new truck 15-NA-0867_ad_Ad Update - NADA Online Quarter Pg for UTA Convention.indd 1 8/18/15 2:39 PM market since the pre-buy year of 2007 if deliveries are included. Used truck pricing remains stable, wholesale volume is positive, and general National Inspection economic trends continue to move upward. We expect continued mild supply-driven depreciation for newer used trucks in upcoming Services months. n A Nationwide Commercial Vehicle Inspection Company Specializing in Reprinted with permission from the ATD/ Fast and Affordable Inspections NADA Official Commercial Truck Guide® www.nada.com/b2b Trucks Trailers Rolling Stock Industrial Equipment Containers Motorcycles Cars ATVs

We have over 250 inspectors nationwide. Over 25 Years Industry Experience www.UTA.org 816-795-3380September 2015 15 UTA Industry Watch A Challenge to UTA Members!

“WE’VE BEEN CHALLENGED!” Each year, tombstones at Arlington National Cemetery, the trucking industry teams with patriotic and over 2,500 other cemeteries across the Americans across the country during the country. Second, through the voluntary holiday season to remember our fallen veterans. delivery of these handmade wreaths, the During “Wreaths Across America Day,” the trucking industry makes a huge difference in second Saturday of December, the industry the lives of the families who have lost a loved shows its patriotism and heart in a big way. one who has served in the armed forces. The backbone of Wreaths Across America.org For 2015, The UTA has been challenged by is, and has always been, the trucking industry! NASCAR’s Jennifer Jo’s fans and the Women competition via email splashes, and the UTA Our industry supports this important cause In Trucking organization. There will be three Industry Watch newsletter. You can also visit in two ways. First, the industry sells remem- teams. A red team, white team, and blue team. us on the Used Truck Association Facebook brance wreaths to be placed on veterans’ The UTA is the “Blue Team.” From September and LinkedIn pages, or on Twitter @ 7th through October 31st, the team that sponsors usedtruckassoc. the most wreaths for Arlington National Cemetery will be the winner, and their logo We encourage our individual members and will be the honorary “primary” sponsor on companies to sponsor one or more remem- the hood of Jennifer Jo’s #10 race truck for brance wreaths by visiting www.uta.org/ her Miami NASCAR race on November driven2honor. Each wreath is just $15. Share 20th. The Challenge kicks off on Labor Day, the link with your company management, September 7th at Noon EST, and will end co-workers, family, and friends and let ‘em Saturday October 31st at Midnight EST. know The UTA is “IN IT TO WIN IT,” and it’s all for a great cause. The “Captain” himself, Ken Kosic, will also be the Blue Team Captain, and will keep Sincerely, members updated each week throughout the UTA Board Members

16 September 2015 www.UTA.org

UTA Industry Watch Industry News Briefs

TCI Reaches Highest Level this Year ACT is Also Surprised by The trucking industry has regained its footing according to FTR’s July’s Numbers latest Trucking Conditions Index (TCI). June’s TCI jumped 56 percent By ACT’s accounting, 24,600 Class 8 vehicles from May’s level, to 7.66—the highest reading this year. While freight were booked in July. For Classes 5-7, 15,900 growth slowed during Q2, FTR reported, “rates continue to show growth net orders were posted. and margins are still good.” FTR added that it expects “regulatory conditions and a continued economic recovery to fuel an accelerating “At the midway point of Q3, the economy and freight markets are index during 2016.” being buffeted by cross-currents, generating mixed signals,” said Kenny Vieth, ACT’s President and Senior Analyst. He added, “In July, In a release, FTR provided “key takeaways” from its latest report. Class 8 orders broke to the high side of expectations for the first time ■■ Freight growth has slowed but is on track for the 6th straight year of since February, producing seasonally adjusted net orders to 29,600.” annual gains. According to Vieth, “Helping drive the high-side outcome in July was a large press-release worthy 9,000 unit, multi-year order, but even if ■■ Drops in fuel costs continue to be a positive for everyone involved-- truckers, shippers, and consumers. this is excluded July’s orders were well ahead of expectations.” Concerning medium duty, Vieth said, “On balance, the Classes 5-7 ■■ But labor costs have shown substantial increases, which is keeping up the pressure for rising rates. market saw orders improve from June to July, with broad-based strength in Classes 6-7 orders (up 7 percent y/y) offsetting weakness in ■■ If fuel prices jump during 2016, just as capacity is tightening, it Class 5 orders, which were down 12 percent y/y.” He added, “The could cause a significant acceleration in rates. improvement in Classes 6-7 orders would have been stronger but for a “It was a positive sign for trucking that the index rebounded in June,” sharp drop in step van orders versus a one-off order last July.”n said Jonathan Starks, FTR’s Director of Transportation Analysis. “May was the lowest level in three years, but June was the best month so far in 2015. Continued declines in fuel prices during July and August should help to keep the index elevated as the industry prepares for the Fuel Economy/GHG Rules Should be fall shipping season. The fall peak may not be as strong this year but Affordable, Not Compromise Performance: the economy continues to chug along, and contract rates are still ATD growing versus last year. The spot market has certainly slowed in 2015, relative to a very robust year in 2014. For the last week of July, the “Phase 2 truck and engine Market Demand Index (MDI) from Truckstop.com was down over 50 efficiency standards must be percent from 2014. Spot rates are also down, but not nearly as affordable and not compromise dramatically, and half of the decline stems solely from lower fuel performance, the standards must prices. The truck market is quite stable at the moment and seems likely be uniform nationwide and doing to maintain that pace until we get into 2016.” n the rule right is more important than doing it quickly,” Eric Jorgensen, chairman of the American Truck Dealers (ATD) recently said. Jorgensen was speaking at a government hearing on the administration’s Phase 2 rule-making July’s Class 8 Orders Near proposal to increase fuel economy and greenhouse gas (GHG) 24,000: FTR standards for medium- and heavy-duty vehicles, engines, and light-duty work trucks, and to establish new truck trailer mandates. FTR had some other good news to share “Cleaner/greener new equipment will do nothing for the environment recently. Net Class 8 orders rose in July for or for energy security until it is bought and placed into service, more the first time this year. Preliminary numbers often than not replacing older, less efficient equipment,” added show net orders of 23,920 units--up 21 percent month-over month, but Jorgensen, president of JX Enterprises, Inc., a multi-state medium- down 19 percent over last July, according to FTR. and heavy-duty truck dealership. “Consequently, your goal should be Although the latest TCI reading would seem to indicate a jump in net to hit a regulatory sweet spot by setting performance standards that orders was coming, FTR said the numbers were “much higher than result in new products purchasers are willing and able to buy.” n expectations.” It attributed the rise in part to a few big fleets placing large 2016 orders early. However, “orders were down year-over-year due to a similar, but heftier, spike last July.” The market researcher said the market “remains robust with Class 8 orders totaling 356,000 units over the last 12 months.” “This is a strong order number for July,” said Don Ake, FTR’s Vice President of Commercial Vehicles. “Even though most of the market was subdued, the fact that some big fleets have the confidence to place huge orders right now is a great sign for the Class 8 market going forward. Fleets are positive because freight markets continue to grow. We may see more of this early ordering trend the next two months before the peak order season starts in October.” n

18 September 2015 www.UTA.org UTA Industry Watch

Volvo Introduces Prepaid Maintenance Plans The company says its goal is to help customers manage costs North America now offers prepaid preventive maintenance plans “as part of the company’s ongoing effort to reduce customers’ operating costs.” Volvo says the plans cover all model year 2011 and newer Volvo models powered by Volvo D11, D13 or D16 engines, and align with the new service intervals announced earlier this year. The company explained that the new plans are “prepaid contracts that offer numerous levels of coverage, locking in current parts and labor rates and increasing customer control of maintenance expenses.” There are three plans ranging from basic oil changes and 74-point inspections to more in-depth maintenance. In addition, Volvo said its customers “can create custom plans of varying scope and duration to fit their specific needs.” The company added that the plans also offer the option to include service of the after-treatment system, transmis- sion, and chassis. Customers buying the plans can schedule maintenance at Volvo dealerships in the U.S. and Canada through “Volvo Action Service,” which Volvo says provides seasoned up-time experts who offer 24/7 support. Customers can buy the plans through Volvo dealers. Volvo added that the new program is its latest effort to help customers control maintenance costs. Earlier this year, the company announced The new Volvo Premium Maintenance Plans are pre-paid contracts new recommended maintenance intervals that added 10,000 miles to that allow customers to select and customize coverage levels and lock the previous life of an oil change for model year 2011 and newer Volvo in current parts and labor rates. Customers can schedule service trucks equipped with Volvo engines. n through Volvo Action Service at any dealership in the U.S. or Canada.

Mack Also Offers Prepaid Maintenance Plans Plans are similar to Volvo’s Like Volvo, now also now offers customers the option to buy prepaid preventive maintenance plans. The maintenance plans, Mack says, are available for all model year 2011 and newer Mack® models powered by Mack MP7®, MP8®or MP10® engines.

“Mack Premium Maintenance Plans are prepaid contracts that take the worry and hassle out of maintenance by offering a variety of coverage,” the company said in a media release. “Three different plans are available, offering a range of service from basic oil changes and 74-point inspections to more in-depth maintenance, including service for the exhaust aftertreatment system, transmission and chassis. By purchasing a pre-paid maintenance plan, customers can lock in today’s parts and labor rates. They can also choose the duration of their maintenance plan.” Mack added that customers buying a Mack Premium Maintenance Plan can quickly and easily schedule maintenance by contacting Mack OneCall™, Mack’s 24/7 service and support network. Customer maintenance can be scheduled and performed at any of its dealerships in the U.S. and Canada. n Mack Trucks has introduced three prepaid preventive maintenance plans, which it says enable customers to reduce their cost of ownership. Depending on the level of coverage selected, Mack Premium Maintenance Plans cover everything from basic oil changes and 74-point inspections to more in-depth maintenance, including service on the aftertreatment system, transmission and chassis.

NEWS continued on page 20 www.UTA.org September 2015 19 UTA Industry Watch NEWS continued from page 19

International Truck Seals 9,000 Truck Order Deal No doubt about it, Navistar is on a roll, which partly explains July’s Class 8 surprising numbers. First off, International announced an order for 1,500 Class 8 tractors in mid-July. It soon followed that up by announcing it had finalized ® TM the remaining 7,950 orders from the same customer, Quality MACK PREMIUM CERTIFIED Companies, Inc., a wholly owned subsidiary of Celadon Group, Inc. USED TRUCKS Navistar said the 9,000 vehicle commitment consists primarily of International® ProStar® and LoneStar ® vehicles powered by Cummins® ISX-15 engines, and will be spread across the next three years.

“Our significant growth over the last 18 months has been driven by Mack is the American truck you can count on. our loyal customers. This order demonstrates our commitment to growth, and positions us to support our customers for the next several Has been for over 100 years. No other truck years,” said Danny Williams, chief operating officer, Quality brand works harder, lasts longer or performs Companies, LLC. “We strive to better. And when a used Mack earns its Premium supply the most fuel efficient and Certified status, you get peace of mind knowing reliable equipment in the industry. We’ve seen superior performance your Mack is ready to work for you. from both International ProStar and LoneStar models in our lease fleet. With this agreement, we have taken a big step toward our goal of Inspected, Reconditioned and Ready to Work. fuel efficiency and reliability.” n

Visit macktrucks.com/usedtrucks to find 20 September 2015 Premium Certified Used Trucks www.UTA.orgnear you.

UTA Industry Watch From Where We Sit

It is our great joy to announce a new arrival! brutality, but because of how deeply this little Well, “new” isn’t exactly the right word for her dog had been loved. As luck would have it, since she’s seven, but she’s new to us. Our family the staff person who signed our new friend now includes a little beagle pup who, well into out to us was the same one who’d signed middle age, lost her family through no fault of Mojo in from her former owner. This is JoJo’s her own. Our daughter, Stephanie, works for a sad story. large local county funded animal shelter in a Her owner brought her in with absolutely nearby affluent county. Like many counties here, everything she owned, from her bowl to her the population includes families who have been bed to her harness and leash. He just kept here for centuries on the land their ancestors saying that there was trouble in his family farmed and newly transplanted executives who and none of it had anything to do with his have moved their families into enormous dog. He recognized that he couldn’t give her a generic mansions when they came here for the good home anymore, and, in a selfless act of jobs. We do have lots of jobs here. So, as you pure love, brought her to people who would help her get a good home. would guess, shelter staff members see a wide variety of animals come He asked for promises that they would be sure to get a home for her, into the shelter. She and her coworkers work tirelessly to find good and they did their best to make only promises that they knew they homes for every one of them, no matter who comes through the door. could keep. They promised to do everything possible to make that Because they are government funded, they are there to help every happen. As he signed her over, he burst into tears, right there in the animal who comes in, from parrots to pigs and hamsters to horses. Of shelter lobby. His grief moved everyone who saw it. When she handed course, some of the animals who come in touch the staff in special ways. us our completed paper work, this kind woman said she was going to call the former owner and let him know about his beloved dog’s good new life. “At least I can lift that bit of sorrow from his heart,” she said. So, now JoJo is home and settling in quite comfortably. As you might guess she was confused and sad the first few days. She missed everything in the only life she’d ever known. She could see we were nice people, but we weren’t her people. Almost two weeks in, and lots of that has changed. She’s clearly settling in. As in any new relationship, there are some challenges. Her former family evidently enjoyed treating her to snacks, lots of them. She has to lose at least 20 percent of her body weight. Her little beagle body looked like a big bullet with a head on one end and a tail on the other! So, her new life has come with lots of exercise and a delicious, even if it is carefully controlled, diet to help her middle-aged body improve its health. In gratitude for a comfy home, two squares a day, and all the belly rubs a pup could want, she’s begun to teach us a world of lessons. Even in these early days of our relationship, our new friend has already begun to teach us wisdoms far beyond the expected abilities of a beagle. Next month we’ll be prepared to share some of those, but for now, here’s our first lesson. When something really bad happens in life—and those of us who live long enough will all see it happen—seek out good people who know how to help you, and ask them for help. We can’t explain it, but Knowing that we’d like to get a dog, Stephanie called us one afternoon sometimes the big things in life, like adding a family member, happen in July and told us that she’d found our dog, and we had to come get just when and how they’re supposed to. That poor man and his poor her. Sadly, work schedules and a sudden illness kept us away for a little dog both ended up with broken hearts, but a new life has started whole week! In shelter time, that usually means a missed opportunity, for the helpless one in this story, and the powerful one lived the rest of since the great dogs get scooped up pretty easily. On that first day we his days knowing he’d done the right thing to honor the love entrusted were fit to go, we made sure to be at the shelter just as it opened. Well, to him the day he brought that eight-week-old we’re delighted to report that, once again, our daughter was absolutely puppy home. He proved his moral center and 100 percent right! We fell in love with “Mojo” almost on sight, and that’s a fit ending to any good story. JoJo got a right then we decided to take our “JoJo” home with us. Everyone was home, and we got a humbling look at what so happy that Steph’s parents were the ones who’d give this little dog a love and devotion really mean. At least that’s home. That was a guarantee that life would be very good for JoJo from the way it looks from where we sit. here on out. Some of the animals who come through the doors have stories of neglect and abuse that could break your heart 100 times before Deb and Brad Schepp breakfast. In JoJo’s case, her story is heart-breaking, not because of its [email protected]

22 September 2015 www.UTA.org tm vOLVO pREMIUM cERTIFIED USED TRUCKS

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