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UTA Young Members Group Is on the Move! 1.877.GETS.UTA • www.uta.org Volume 16 • Issue 5 • May 2014 Used Truck Association Chartered May 16, 1988 Published by the Used Truck Association UTA Young Members Group is on 325 Country Club Drive, Suite A Stockbridge, GA 30281 the Move! Angelique Pierce, Daimler Trucks Remarketing Table of Contents Board News and Views .......................2 he UTA Dealer Group officially launched the Young Members Group at the 2013 UTA Quips & Quotes ....................................2 TConvention in Orlando, FL. At the heart of this initiative was the desire to create opportu- nities for younger UTA members to be mentored by more seasoned members. With the New Members ..................................3, 5 recognition that younger members represent the future of the UTA, veteran members such as Face to Face with Henry Coberth ....... 4 Craig Kendall (The Peterbilt Store), Hal Dickson (Mack Trucks), Jim Zimmerman (Kenworth of 2014 UTA Board of Director’s Pennsylvania), John Cosgrove (CAG Capital), Mike Mounsey (MHC Kenworth Nashville), Mike Nominations ....................................5 Thurston (Larson Group), and others have invested their time to get the group up and running. Industry Events Calendar ...................6 Since then, veteran members and young members have met monthly to formalize the goals and Moving on Down the Road: structure of the UTA Young Members Group. Our mission is to serve as a catalyst for the Catching Up with Adam Davy.........7 advancement of the used truck industry through the effective professional development of the younger members of the Used Truck Association. We are an enthusiastic group that is The Brooks Group becoming more involved in UTA activities and taking on leadership roles within the association. Sales Tip of the Month ......................7 As a younger member of the UTA, you may wonder why you should be involved in this group. In Memoriam ....................................8-9 By actively participating, you will be able to: Attendees Praise Tampa’s “Selling for ■ Rub elbows with more experienced used truck professionals and get involved Success” Class ................................10 ■ Build your industry knowledge, broaden your network, and enhance your leadership skills Subtle Fix for Big Rigs ....................... 11 ■ Help guide the UTA’s direction by promoting the interests of younger UTA professionals NADA Update ............................. 12-15 ■ Get your questions answered about selling trucks, handling difficult customers, and more Medium Duty Corner............................ 15 The Young Members Group also provides a Industry News Briefs ....................16-17 way for veteran members to help ensure the 2013 UTA Convention Photos ......18-19 success and longevity of the UTA by directly From Where We Sit ...........................20 influencing the next generation of leaders. Our mission is to serve Brandon Hess (Wholesale Trucks of as a catalyst for the The UTA… America) has been elected the Young Members Supporting Members! Member Representative to the UTA Board of advancement of the Directors. Hess stated, “Everyone that gets involved in the Younger Members Group used truck industry can reap the benefits of building career- SHARE YOUR NEWS advancing professional relationships and through the effective with the UTA Industry Watch. great friendships that can last a lifetime.” professional Send submissions, ideas and Younger members…this is your call to comments to: action. You are invited to get involved with development of the the UTA Young Members Group to invest in UTA Industry Watch Editors yourself and our industry. younger members of Brad and Deb Schepp Ready to get involved or have questions? c/o Grace Management the Used Truck Then contact Brandon Hess via phone at 325 Country Club Drive, Suite A 800-705-4008, or via email at brandon@ Association. Stockbridge, GA 30281 wtatrucks.com. Phone: 877-GETS-UTA (877-438-7882) Fax: 770-454-0029 [email protected] UTA Industry Watch 2014 BOARD Board News and Views OF DIRECTORS This is about a question that will make you think. http://www.uta.org/directory was reading an article by Jacques Werth, the president of High Probability Selling entitled GOVERNING BOARD: I Are Top Salespeople Born or Made? This question has become for me like a song that gets stuck in your head. So, to get some relief, I decided to pose this question to you all, and maybe President ..................... Rick Clark later provide some feedback on your thoughts. Vice President..............Ken Kosic All of us in sales have thought about this age-old question, because it begs an answer if we consider used truck sales our career. I personally believe selling is a skill, and skill sets can be Treasurer .................. Tom Pfeiler developed. Jacques Werth believes this skill is comparable to accounting or engineering: Secretary ...............Sheri Aaberg Specific actions properly applied in a proscribed order produce the best results. Given enough motivation, almost any skill can be learned without formal training. President Emeritus To make his point, Werth cites the example of two General Motors top engineers who never took ........................... Marty Crawford an engineering course. And of Michael Dell who didn’t major in computers, and dropped out of college. Werth goes on to say that similar aptitude patterns are seen in highly successful salespeople, trial lawyers, and teachers. Salespeople who lack the right aptitudes and attitudes can substan- COMMITTEE CHAIRPERSONS: tially improve their sales skills, if they are willing to change their behaviors. The changes they need to make are simple; yet it requires a lot of self discipline to make those changes. Affiliates & Benefits ... Bryan Boyd I also believe that salespeople, especially used truck salespeople, are born with the rare resilience Convention .................Hal Dickson, gene that gives them the vision to see the glass as half full. They have the right frame of mind to Sheri Aaberg make it a good day--always. They know uncertainty, but also possess the confidence to know that if there is opportunity they will reap its rewards. Dealer Group .........Mike Thurston, So, Are Top Salespeople Born or Made? Bobby Williams I am going with the combo deal. I believe salespeople are born into this world with an innate Elections ............... George Barnett ability to persevere, and make the very best of opportunity. They can be “self made” by learning what works best for them, but the top 20 percent have been coached by industry mentors, and Finance ......................... Tom Pfeiler through specific in-house and professional sales training like what is offered through the UTA Selling Initiatives. Marketing ....................... Rick Clark One thing is for sure, the top 20 percent of sales professionals are doing something radically Medium Duty .............Amy Shahan different from the other 80 percent. If you find that you would like to take your career to the next level I would encourage you to Membership .......... John Cosgrove, reach out to a Mentor, or enroll in career classes. You’ll learn to capitalize on what you do every Kenny Doonan day with the right mindset for customer perspectives and approach. You have the opportunity Training ...........................Ken Kosic, to choose and make a difference. Discipline, Attitude, and Vision make you the Used Truck Brock Frederick Ambassador who makes that difference. Your UTA also has partners such as the Brooks Group and TMI (Truck Marketing Institute) UTA Jerome Nerman Family that can help you attain success. By success I mean elevate your career, challenge your mindset, Foundation Scholarship and validate the choice you made to sell used trucks for a living. UTA’s own training initiatives ..................................... Jay Burgess, set the standard as offering the best approach to reaching the top 20 percent of sales profes- Brock Frederick sionals in our industry by mapping The Right Frame of Mind. UTA.org Website .....Bobby Williams If anyone would like to discuss used trucks as a career choice or training, I stand ready to help! I can be reached 24/7, if needed. I would enjoy reading your thoughts on the question: Wreaths Across America “Born or Made,” as there are many varying opinions on this. Send your thoughts and ideas to ....................................Bobby Williams [email protected]. Oh, and by the way, you could say that “The Answers My Friend Are Blowing in the Wind.” The Very Best of Success to You. If you’re not solving a problem then you’re unlikely to have a Ken Kosic business. Vice President/Training Committee [email protected] ~Jonathan Baer, Threshold Ventures 2 May 2014 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 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, New and what gets your gears going as a person. So please return your questionnaire so your fellow UTA members can get to know you! Members If you’d like a copy of the new member brochure handed out at the convention, please contact David Grace at [email protected], or 770-389-6528 ext. 404. Andrew Baker, Used Truck Sales When we asked Will what he likes best about Mark McElmurry, Sales Manager Idaho Falls Peterbilt his job he had no trouble coming up with a Maudlin International Trucks, Inc. 4460 West Andeo Drive response. “I am fortunate to work with a 4900 N Orange Blossom Trail Idaho Falls, ID group of such skilled and hardworking Orlando, FL 32810 www.jgpete.com colleagues,” he said. “There is a real sense of www.maudlininternational.com (208) 227-5029 (w) camaraderie and pride with the teams I’ve (904) 515-8571 (w) [email protected] been a part of—both with IronPlanet and [email protected] Asset Appraisal Services.
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