Volume 22 • Issue 11 • November 2020

Chartered May 16, 1988

The Used Association INDUSTRYWATCH

UTA’s 2020 Virtual Convention Contents 2 Board and Committees Was “Awesome” 2 Quips & Quotes 3 Board News & Views 5 2020 UTA Virtual Convention Sponsors onsidering how quickly the Board and others had to put 2020’s Virtual Convention together 6 Bobby Williams: 2020’s Marvin F. Cincluding getting sponsors and making the technology pieces work together, Misty Reis’s Gordon Lifetime Achievement Award assessment may not be an exaggeration. Winner 8 2020 Individual Member of the Year Held November 11, the Convention was certainly informative and well received. Nearly 150 UTA Awards Announced members attended, with many more expected to view the recorded version of the event. 10 YMC Meets at UTA’s 2020 Virtual President Craig Kendall opened the Convention by noting that in 2020 the UTA has had to do Convention everything virtually, without 12 UTA Announces its 2021 Officers and any networking events. Board of Directors We’re all looking forward to 14 Face to Face with Joe Feco continuing these events, 16 Welcome New Members which so many of us look 16 Brooks Tip of the Month forward to, next year. After a 17 Industry Events Calendar brief update on the UTA’s 17 UTA Events Calendar various Committees Craig noted that membership 18 Doug’s Morning Coffee: Twelve Surefire Ways to Avoid Selling a Truck levels and participation by all stakeholders is doing 20 UTA and Present a Webinar on Cummins’ 2021 Lineup very well and in great shape going into 2021. 22 Women In Trucking: For Sale By Owner 24 The Road Begins We then all took a moment 26 Book Excerpt: The Hocus Pocus of Focus to remember three legends 28 Ricardo Rodriguez-Long Opinion of our industry who we lost in the past year: Connie Clary, of National Truck Protection; Joe Column: Are You Taking Cryptocurren- Galowich, of Inland ; and Eddie Walker, a founder and cornerstone of the UTA. cies for Down Payments Yet? 30 J.D. Power Valuation Services Update 32 Industry News Briefs Continued on page 4 39 From Where We Sit

1.877.GETS.UTA • WWW.UTA.ORG 2021 USED TRUCK ASSOCIATION BOARD OF DIRECTORS & COMMITTEES www.uta.org/directory

Terry Williams President Convention Committee Michelle Ober Vice President Chair – Michelle Ober Mike Roney Secretary Co-Chair – Hal Dickson Brock Frederick Treasurer Dealer Group & Preferred Partners Willie Boyle Chair – Rocky Carden Chris Bridges Co-Chair – Chris Bridges Rocky Carden Amy Shahan Bobby Williams Hal Dickson Ethan Nadolson Elections Committee Tim Ronan Chair – Doug Shields Amy Shahan Co-Chair – Charles Cathey Doug Shields Finance Committee Rodney Stephens Chair – Brock Frederick Jim Zimmerman, Alternate Marty Crawford Craig Kendall Marketing & Website Committee Executive Advisors Chair – Hal Dickson Charles Cathey Membership Committee Marty Crawford Chair – Mike Roney Dean Jeske Co-Chair – Willie Boyle Scholarship Committee OEM Advisors Chair – Dean Jeske Jeremi Guditis Co-Chair – Tim Ronan Rocky Carden Bo Johnson Training Committee Chair – Jeremi Guditis Young Members Committee Chair – Victoria Lombardo

SHARE YOUR NEWS with the UTA Industry Watch. Send submissions, ideas and comments to: UTA Industry Watch Editors Brad and Deb Schepp c/o Sentry Management 303 Corporate Center Drive, Suite 300 A Stockbridge, GA 30281 Phone: 877-GETS-UTA (877-438-7882) Fax: 770-454-0029 [email protected] Twitter: @usedtruckassoc “Concentrate all your thoughts upon the work Facebook: Used Truck Association in hand. The sun’s rays do not burn until Management: brought to a focus.” Misty Reis, [email protected] - Alexander Graham Bell Art Direction/Graphic Design: Laura Carter, [email protected] www.lauracarterdesign.com

2 ach year, I look forward to the UTA Convention because it’s a great meet-and-greet oppor- Etunity. The Vendor Expo allows my company, TruckPaper, to get in front of hundreds of our customers.

This year’ Convention will be different, of course, as it’s being held virtually. Even so, network- ing and learning opportunities will also be a vibrant part of this Convention.

This past year has been special for me because I was elected to the UTA Board of Directors in 2019. It’s an honor to be a part of the UTA Board because members are selected by the entire UTA membership.

The UTA Board is a great group of people, who you get to know on a personal level. You work with them directly to find the right solutions for the many issues that come up. All this is made easier because the UTA feels like a family.

I’m looking forward to the insights I can bring to the Board and other UTA members based on my nearly 15 years in the industry, including my invaluable years with Truck Paper.

For now, I’d like to share some advice for dealers selling online today, something they’re doing more than ever. And that is the need to provide as much information as you can about the vehicle you’re selling, including engine, transmission type, mileage, and more. Putting a price on the vehicle is a must.

In closing, I’d like to thank the UTA membership for choosing me to serve on the Board of Directors. n

Michelle Ober [email protected]

3 UTA’s Virtual Convention continued from page 1

The Scholarship Committee announced that the Board approved the awarding of seven $6,000 scholarships this year. All the applicants were characterized as “strong deserving, candidates.” The winners, who we will profile in a future newsletter were Justin Boggs, Sabai Gardecki, Kennedy Kosic, Taylor Pearson, Cardon Riddle, Jolie Turner, and Brenden Williams.

The Used Truck Marketplace Looking at how 2020 has gone so far, it was gratifying to see all of the presentations by Steve Tam, Josh Giles, and Chris Visser (all industry experts) painting a picture of a much-improved sales environment. It some cases the numbers exceeded expectations (such as Chris Visser’s observa- tion that September saw 5.6 sold per dealership rooftop, the highest tally since March 2018). We are also rebounding from the depreciation in prices saw in March-June.

Economic Outlook Chris Kuehl, noted economist, gave a relatively positive outlook for 2020 and 2021 as the econo- my improves and truck sales rebound.

Marketing There were several informative and timely presentations on selling trucks virtually, as well as best practices for marketing them. Doug Shields, for example, explained that while there are challenges to selling virtually the technology that’s needed is already in place. Doug sees a lot of salespeople not using this technology, and instead using technology that we all used 20 years ago. Michelle Ober discussed the importance of leveraging video and how to do that. (For example, keeping videos under a minute, posting them to YouTube, and creating your own YouTube channel.) She also gave some best practices for advertising inventory through photos (pay attention to the background, stay in focus, use good lighting, and so on). After Michelle’s comments a video walkaround hosted by Justin Jordon and Tyler Schik was shown that provided valuable tips on communicating your inventory electronically to prospective buyers. Ian Sifuentes followed this up by discussing the importance of digital finance tools such as digital signatures when closing deals remotely. After the Marketing workshop, the LTA award and the 2021 UTA Board were introduced. Finally, the Convention wrapped up with the announcement of our 2021 convention location at the Opryland Hotel and Resort in Nashville, TN. This promises to be a lot of FUN! n

Editor’s Note: Elsewhere in this issue we profile Bobby Williams, 2020’s LTA Recipient and also discuss the Individual Member Awards. But we are going to save further discussion of the Con- vention for the next few issues of the newsletter—there was a lot crammed into those four hours!

4 Thanks to Our Sponsors

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5 Bobby Williams: 2020’s Marvin F. Gordon Lifetime Achievement Award Winner

orn into the truck world—his dad was a driver/mechanic—Bobby was surrounded from the Bstart with all-things truck! “My dad owned trucks and had his own repair shop in Joplin, MO,” Bobby said. His first job in trucking was as his father’s “Wash-Boy!” He washed trucks for his dad, his uncle, and even the customers. “The only part of washing trucks I liked was when I got to drive them in and out of the shop!” No wonder, he was eight years old!

Bobby Williams’ Remarks on Winning the 2020 Marvin F. Gordon Lifetime Achievement Award Thank you, Doug, for that generous introduc- tion. I’m honored and humbled for this award and recognition. When I first got the call that I was being nomi- nated for the UTA’s Lifetime Achievement Award, I thought, what? I’m grateful that I have colleagues that feel I’m worthy of such an award and thank those that nominated me. I was talking to a young member of the UTA just the other day. He was asking me what he could do to be more successful in this business. By 1991, Bobby was managing a family owned auto parts store when a friend called to see if he When I reflected back on the various roles would be interested in a job with MHC Kenworth, then Ozark Kenworth. Bobby passed that offer and situations I've been through, and the by after meeting with his potential manager. “I didn’t get the warm and fuzzy from that man- ager,” he explained. A few months later he got another call from MHC. There was a new manager people I've met and had the pleasure to work in place, and they wanted Bobby to reconsider the move. “I was hired to replace the body shop/ with, I thought: What made me successful? I parts salesman,” Bobby said. Just four days on the job, Bobby learned the man he was replacing came up with a 3-step success plan that I be- was not leaving after all! “I figured I was done,” Bobby recalled. Instead his manager asked him lieve helped me achieve who I am today, and to work the counter and gave him a raise! “All I could think was, Wow! I got a raise on my fourth I’d like to share it with everyone. day of work!” he added. First and foremost, be passionate. You cannot Bobby’s next stop up the career ladder came about a year later when he became the Used Truck be successful in anything unless you are pas- Mechanic for the Used Truck Manager. “This involved detailing trucks, painting, and light work sionate about something. (radios, brakes, and chrome goodies.)” At the same time, Bobby took a second job selling cars Second, care for others. You can never be suc- and pickups at a car lot belonging to friends of his family. “I would work 8:00 am to 5:00 pm at cessful by yourself. MHC, then 6 pm to 10 pm selling cars and pickups,” he recalled. Third, attitude. Be positive, don't look at the When Bobby’s boss learned of this extra work, he asked how many trucks Bobby sold in his “why not” or the “I can't” But always look at part-time position. “I told him I would average 40 to 45 units a month selling part time,” he how can I make it happen and find a way to recalled. That was when his manager asked him if he’d like a job selling trucks for MHC. “I took do it. that job and never looked back,” Bobby recalled. “I was promoted to Used Truck Manager a few years later.” So, bottom line...if you have the passion, and care for others with the right attitude, you can Today Bobby is well-known for his contributions to both the UTA and the trucking industry. Over be successful and enjoy many friends and the nearly 30 years that he has been a member of the group, Bobby has contributed in many family throughout life. ways. “I have served on the Used Truck Association’s Board of Directors from 2007 to 2018,” Bobby said. “I have held several committee chairmanships, as well as different offices, including In closing, I want to thank my wife and kids Vice President.” During this time Bobby focused on the Mack and Volvo products, and he was for supporting me along the way. I also want President of UTA’s Mack & Volvo Premium Dealer group for a term. to thank each and every one of you for your friendship, which you have given me through Bobby and his wife, Corrisa, married 27 years, have a grown daughter and a grown son who are business and as a UTA family. both simultaneously completing their educations and beginning their own careers. Shelby is currently working on the cardiology floor of Presbyterian Hospital while completing her nursing Love ya’ll God Bless, training. Kyle is working full-time while also pursuing his college degree. Please join the entire Bobby UTA membership in congratulating Bobby and his family for success both at work and at home! n

6 MORE THAN AUCTIONS At Ritchie Bros., we know your needs change. That’s why we offer you more ways to sell equipment and trucks when, where, and how you want, as well as a range of convenient services to make buying and selling even easier. From the world’s largest live auction company to a global network of online and onsite selling channels, today we’re more than auctions – much more

Contact us for more details by visiting RitchieBros.com/MoreThanAuctions or call 1.855.808.5800 2020 Individual Member of the Year Awards Announced

ach year the UTA’s Dealer Group has the pleasant task of selecting industry standouts for Ethe year and announcing the winners at that year’s Convention. Selecting the winners is no easy task as there are so many strong candidates. Here are 2020’s winners:

Jim Zimmerman Kenworth of Pennsylvania Individual Member of the Year OEM

Kirk Gordon Integrity Truck Sales, LLC Individual Member of the Year Non-OEM

Kelly Coldiron Coldiron Companies Individual Member of the Year Vendor

Jeremi Guditis Peterbilt Trucks Rookie of the Year

Congratulations!

8

YMC Meets at UTA’s 2020 Virtual Convention

he UTA Young Members group began TVeterans Day and the start of the Virtual UTA 2020 Convention with a short meeting, discussing what the day would bring.

A brief video from Victoria and the YMC Officers thanked all the members for their hard work and dedication to ensuring a quality experience with the virtual sessions. Victoria also spoke about who we are and who we are looking for to join our group.

In addition, Victoria provided a wonderful gift for the group, which we all opened at the start of the meeting. This consisted of a koozie with each individual member’s name and the UTA Young Members logo.

Craig Kendall spoke with us about how the Young Members Group goal is to continue the growth of the membership and he thanked everyone for ensuring that we continue the tradition of providing high quality information to our industry.

Of course, with all the new adventures we did run into some technology hiccups, which didn’t detour us from continuing the discussion. Ian Sifuentes spoke about holding an event, outside the UTA convention, to help fund the Jerome Nerman Family Educational Fund Scholarships given out by the UTA.

Then we got around to speaking about next year’s convention in Nashville, and the excitement in everyone’s voices was evident. The opportunity to hopefully gather and converse face-to-face with friends new and old may have contributed to that. The group has started laying the groundwork for activities and events for next year’s convention and we all look forward to the Jason Banner exciting challenges it will present to us. Thank you to all who attended, and we look forward to Mission Financial Services what the future holds. n

Un-Conventional, The Nashville Way Your UTA is already gearing up for 2021, preparing the best show yet. The Gaylord Opryland with its Southern charm, elegance and fun will be home for three days of networking, education and a grand ole time. The Nashville scene is more than music, more info to come.

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WWW.TRUCKHUNTERS.COM (404) 918-1658 UTA Announces its 2021 Officers and Board of Directors

he UTA recently announced its 2021 Officers and Board of Directors at November’s Virtual Convention. TYou will notice many familiar names and friends, and perhaps some future friends too. Incoming Board Members are Chris Bridges, Brock Frederick, Ethan Nadolson, and Jim Zimmerman. Outgoing Board Members, to whom we all express our gratitude, are Joe Feco, Jody Johnson, Ronnie Jordan, Craig Kendall, Ian Sifuentes, and Robert Yost. 2021 UTA Officers

President Vice President Treasurer Secretary President Emeritus Terry Williams Michelle Ober Brock Frederick Mike Roney Craig Kendall Commercial Truck Trader Truck Paper Navistar, Inc. Premier Truck Group, The Pete Store Norfolk, VA Lincoln, NE Lisle, IL West Valley City, UT Knoxville, TN

Board of Directors

Willie Boyle Chris Bridges Rocky Carden Hal Dickson Ethan Nadolson

Tim Ronan Amy Shahan Doug Shields Rodney Stephens Jim Zimmerman Board Alternate 12

WITH Joe Feco

oe is the co-owner of Legacy Throughout his career, Joe has Looking back at his own growth, JTruck Sales, LLC of Dallas, TX. found success in both his own Joe admits that he could have He has been a UTA member for personal traits and in his good learned to slow down and listen more than 12 years now, and this fortune to have met some wonder- more. He has also learned that it’s is what he says about his current ful people along the way. He helpful to ask more direct fact- position. “I wear many hats,” he reported that he has an insatiable finding questions and clarify the explained, “from purchasing/ hunger to grow and learn, a clear answers until you’re sure you selling equipment, bookkeeping to advantage as traits go. Coupling understand. His advice to those that with the opportunities he has just starting out in their careers had to work with some of the top reflects his gathered wisdom. “Be people in the industry has led him patient, focus on building long- to his current success. “I was very term relationships, be honest, take fortunate to work alongside some pride, and have integrity,” he said. great people in our industry,” Joe “I believe these ingredients are recalled. “I was fortunate enough key to long-term success.” to be able to listen, watch, and Outside of work, Joe also consid- absorb their knowledge.” Joe said ers himself a “lucky man.” “I am that these are the people who care married to my beautiful wife, Tori, about our industry and its future, and together we have started a who recognize the future leaders family!” he said. “We have our and are willing to take the time to son, Maverick (RadMav) who is help mold and develop them. turning three and runs full-throt- Now, Joe can consider himself to tle.” The family also shares their be one of those people in the home with two dogs and a cat. industry! When asked about his Joe and his family enjoy traveling, favorite part of the job, his quick and he claims to like “riding response was, “The Buy and Sell! anything with two wheels! I am a Meeting with customers and privateer motorcycle road racer closing the deal!” But when asked living a dream!” n what has brought him the greatest pride in his work, he turned in a different direction. “When I was able to help someone grow, achieve more in their business and have a positive impact on that person’s life,” he replied. Those sound like the words of a mentor for sure. taking the trash out and cleaning the office!” Of course, Joe acquired his varied skills and responsibili- ties through years of hard work. He started in the trucking industry as a Used Truck Salesperson for MHC Kenworth, and he worked for a time for Doggett Freightliner of South Texas and Arkansas.

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Trucks moved with care David Harwell & Chase Slocumb, Robert May, Primary Owner/CEO/Sales Kevin McLaughlan, Senior Vice Salespeople Trinity Drive-Away LLC President, Asset Management Advantage Fleet Sales 207 Big Valley Drive, Bristol, TN 37620 Sumitomo Mitsui Finance, Co. 1105 Co Rd 1194, Vinemont, AL 35179 [email protected] (646) 499-0149 https://www.advantagefleetsales.com/ (423) 429-7562 [email protected] (256) 385-5725 [email protected] Before joining [email protected] Robert has been in Sumitomo Mitsui David and Chase bring some part or another of Finance, Co., Kevin was along a collective 30 the trucking industry the Director of Credit years of experience in since 2000. His career and Operations for the trucking industry as began when he joined Navistar Financial. “I they join the UTA. Over 84 Lumber as a yard started at Navistar 21 the years they’ve manager/load builder. years ago, the first worked for companies During his career, he company I worked for including R.E. Garrison has also worked in after college,” he Trucking, Inc. and CADD Engineering. recalled. His first job Pasco Fleet Sales as “Owning a business in was processing retail finance contracts in the both Maintenance David Harwell the industry that I absolutely love,” is what financial service center. In his new position, Directors and Sales- Robert enjoys most about his current job. He Kevin enjoys the opportunity to drive new people. They come to comes to the UTA hoping to participate more processes and improve efficiencies. “I am the UTA hoping to build in the trucking industry and make some new responsible for the collections process through strong relationships contacts and friends along the way. In his repo and all remarketing activities,” he with a great group of spare time, Robert enjoys fabrication, explained. “I enjoy the collaboration and men and women. The mechanics, hunting, and fishing. Plus, interactions that I have with all parts of the things these two like “playing with my three-year old!” organization. I am also involved in maintain- best about their work is ing and building relationships with our 3rd meeting new people party vendors with SMFL. Having just started who share their passion his job with Sumitomo in July, Kevin is looking forward to meeting his team in person! for the trucking Chase Slocumb industry. In closing, When he’s not at work, Kevin enjoys spending they shared these thoughts: “We would like to time with his family. Kevin and his wife, thank R.E. Garrison for supporting our Kristen, have three daughters Caitlyn (15), business and thank the UTA for allowing us to Madeline (12), and Alexa (9). They also share enter an outstanding group of people.” their home with a two-year-old goldendoodle, Josie. The family enjoys traveling together and sharing new experiences. “When I can sneak away, I enjoy playing golf and hanging with my friends as much as I can,” he confessed. Kevin comes to the UTA hoping to be an active part of the organization. “Thanks for allowing me to be part of this group,” he added.

Show people what they NEED most in a way they WANT to see it, and they will move heaven and earth to get it! 16 Industry Events Calendar UTA Events

MARCH 2021 The UTA is looking forward to its 25-27 • Mid-America Trucking Show 2021 Networking Events. Kentucky Expo Center • Louisville, KY Keep checking uta.org or the Industry Watch newsletter to note when events are added. MAY 2021 3-6 • ACT Expo NOVEMBER 2021 Sponsored by Advanced Clean Transportation Long Beach Convention Center • Long Beach, CA 10-13 • 22nd Annual UTA Convention Gaylord Opryland Resort OCTOBER 2021 Nashville, TN 16-17 • California Trucking Show California Trucking Association Ontario Convention Center • Ontario, California

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Our services and values added to our customer’s bottom line, rise above the rest. With 20 dispatchers nationwide, we are ready to service you as we have for the past 30 years. To learn more, visit ColdironCompanies.com.

17 Doug’s Morning Coffee: Twelve Surefire Ways to Avoid Selling a Truck

ere’s a sarcastic look at how Hto avoid selling a truck, or anything else for that matter.

Most of you will chuckle when you read this. Some of your less effective salespeople won’t like it one darned bit.

1. Never ask for a buying com- mitment. After all, you don’t want to appear pushy, do you? Besides, the pain of possible rejection is so much worse than the pain of poverty, isn’t it?

2. Never prospect for new business. It’s so much easier to just wait at your desk for the next walk-in or phone pop, isn’t it?

3. Never follow up with a sold customer. They have lots of friends and business contacts and you really don’t want to risk 8. Never check a truck to make 11. Never read or learn anything having to sell even more trucks to sure it starts before a prospec- that would help you develop more people, do you? tive buyer comes in to look at it. stronger skills resulting in more You might accidentally identify sales. After all, those folks that 4. Never familiarize yourself with potential issues ahead of time and write best-selling, highly acclaimed your inventory. Isn’t it easier to address them before the prospect books on sales, marketing, and simply wait for the prospect to arrives. Besides, you might get influence are nothing but posers mention the truck they called in some dirt on your nice pants. anyway, right? about instead of recommending a variety of other, possibly better, 9. Never suggest alternative 12. And finally, never ever admit options? trucks when someone calls in that it’s your fault you aren’t about one that has since sold. selling enough trucks. If you did, 5. Never collaborate with the Just tell them it sold and hang up. you’d have to do something about parts and service departments. You’ve got better things to do, it, wouldn’t you? They usually know before anybody don’t you? n else if a truck is going to be taken Good selling! out of service, so why risk selling 10. Never ask anybody for help. additional trucks by making calls You’re admitting defeat when you and networking regularly with get your Sales Manager, or a more their salespeople, right? experienced salesperson involved in your deal. Pride tastes so much 6. Never use your computer to better when it’s paired with send out marketing emails. poverty, wouldn’t you agree? Emailing your sold customers and prospects in CRM is a surefire way to create a lot of extra work for yourself. Besides, it’s so much more fun to just check the sports scores and the news, isn’t it?

7. Never plan your days or weeks ahead of time. Just take it as it comes. After all, you’re so Doug Shields much better when you’re having Director Used Truck Operations to react instead of proactively Rush Enterprises, Inc. planning your schedule, right? [email protected]

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ealers and drivers of heavy-duty trucks are quite familiar with Cummins Dengines. After all, they are available for all Class 8 truck brands in North America. But Cummins is constantly improving its engine lineup, so dealers must ensure they stay updated on the company’s products.

To that end, the UTA and Cummins recently teamed up to present a webinar on Cummins’ 2021 engine lineup, describing how they deliver the industry’s best-in-class fuel economy and perfor- mance. The webinar was held on Thursday, October 22nd.

When introduced, Cummins’ X15 engine series was revolutionary. Since then, Cummins has consistently modified, upgraded, and improved virtually every critical component. Kristopher Ptasznik, Cummins’ Heavy-Duty On-Highway Product Manager, discussed Cummins’ 2021 lineup of heavy-duty engines, zeroing in on what dealers need to know.

Although a technical glitch prevented some people from attending, “those who were able to attend found the webinar interesting and informative,” said Amy Shahan, Chair of UTA’s Training Committee.

If you missed the webinar, you’ll soon be able to “attend” it on the UTA’s website. In fact, there are other recent webinars available there as well. The Cummins webinar will also be sent via an email blast to all UTA members. n

20

Women In Trucking: For Sale By Owner

ave you ever questioned Hhow some terms or phrases are either outdated or don’t even make any sense? For example, when was the last time you actually “dialed” the phone? Except for your great aunt Edna, rotary dial phones are no longer in existence. We don’t dial any- thing; we just tap it or touch it. It’s because of the four wheelers four-wheeler speeding along so who wanted to drive under your they get a ticket. A mama bear is a trailers. In 1953, the National female police officer and a bear in Highway Transportation Safety the air is a cop in a helicopter or Administration required trailer airplane that is monitoring your manufacturers to retrofit a bumper speed. to stop cars from driving under the trailer in an underride accident. Yes, If you’ve been a truck driver for the trucking industry had to add a more than a decade, you know bumper because cars kept driving these terms. If not, maybe they under their trailers. Go figure. aren’t relevant anymore. Ask an older driver. What about all the animals we hear professional drivers mention. What are some names that you How about a doghouse? What shouldn’t use any more? How about an alligator or a Bulldog? A about fireman, mailman, steward- doghouse is the space between ess, or policeman? In these days the seats in a cabover truck that of gender neutrality, it’s fire covers the engine. Seriously, if fighter, mail carrier, flight atten- you’ve ever driven a cabover, you dant and police officer. will know that this great expanse is a wonderful spot to drop your For those of us old enough to What about taping a video? We head and take a quick nap. remember some words that don’t use tape anymore. We’re not weren’t offensive in the past, how using VCRs to record anything, we An alligator is the strip of tire on do you feel about the words gay, record with bytes, not footage. the side of the road resulting from dope, girl, or even whoopee? It Footage implies the film is mea- a blown tire. A Bulldog is just the only makes me wonder what sured in feet, but there aren’t any name of a Mack Truck. While I’m terms we use today that may length measurements when it on the subject, don’t you just get become offensive in the future. comes to recording a video. wild when you hear someone talk A friend of mine goes crazy when about getting sick or a sleepless Think about the words we use he sees a sign on a motorcycle or night and they claim they were daily that are no longer relevant. a car that states, “FOR SALE BY “hit by a Mack truck?” Sheesh, And, by the way, please don’t use OWNER.” Seriously? Who else can we just say it was a train? a sign stating, “For Sale By would be selling it? A neighbor? A Owner,” unless you’re selling a house, sure, but for anything else Have you seen a chicken coop or a house. n you can assume that the owner is bear? A chicken coop is just a selling it, right? weigh station, or scale, or as we call them in Wisconsin, a SWES What if I listed a number of terms (Size and Weight Enforcement that you should know if you are in Station.) the trucking industry? Do you know what an ICC bumper is? ICC Speaking of bears there are a lot stands for Interstate Commerce of variations such as feeding the Ellen Voie CAE PDC Commission, which was created bears, bear bait, mama bear, or President/CEO in 1887 to regulate railroads. bear in the air. A bear is a police Women In Trucking Wait, what does that have to do officer, perhaps a variation of Association, Inc. with the piece of metal on the Smokey Bear. Feeding the bears is (920) 312-1350 back of your trailer? paying a ticket, Bear Bait is just a

22 Send your credit app, truck specs and buyer’s order to: E-Mail: [email protected] • Fax: 610-558-1949 Call: 1.800.932.CASH www.cagtruckcapital.com The Road Begins

hrough this column I want to have things we could learn from For me, the trucking industry will Treach out and connect with each other, as we bring different be a long-term career path I plan beginning-level salespeople, both perspectives that can help us all to stay dedicated to. This is an women and men in the trucking grow in the roles we are now industry with the freedom to industry. Not only am I a green- moving toward. create your own destiny, and horn, myself, but I am one of the what you get out of it depends on I look forward to my future columns few women in the truck sales role. what you put into it. Trucking has as I share my views on truck sales I only see that growing in the been the backbone of America, and the industry. Starting as the coming years. and we all got to witness that first female in preowned truck firsthand this past year during the Covid-19 pandemic. The history of trucking and its future is an amazing thing to be a part of. Until our next column, take a moment to reflect on where you started and where you are now. We have all made it this far and together I feel we can achieve so much more! n

I have been in the trucking sales with Bruckner’s has been a industry for eight years now, and challenging and exciting transi- in the Preowned Truck Sales role tion from my previous roles. for three years. During my time in Trucking is a truly diverse indus- the industry I have gone from the try, and it can become very receptionist role to taking on addicting. The trucking market accounting tasks. From there I can be a whirlwind of storms and took a promotion to sales coordi- sunshine. Only the prepared will nator. I held that role for two years come out on the other side. If you before moving to selling pr- are one of the many who enjoy eowned equipment. the rush from trucking it hooks you, and I believe stays with you I have had the pleasure to meet long term. The people who I have and be mentored by some of watched leave the industry almost whom I consider to be the best in always find their way back. the industry. In just three short years I feel like I have experi- Robyn Penland enced and gained tons of industry Used Equipment Sales knowledge, but the truth is I am Bruckner Truck Sales still just at the beginning curve. [email protected] There is so much to learn. We all

24 OUR MARKET SPECIALTY: • Start up or Established Owner Operator EQUIPMENT – Single Truck Purchase 2013 and Newer, Class 8, Under 600k Miles No Vocational, Specialty, Overhauls or Glider Units • First Time Finance Customer • Minimum CDL Requirement: 1 Year CONTRACT FEATURES • No Bank Statements or Tax Returns Security Deposit Stretch for Easy Payment Deferrals, Pre-Approved Repair Credit Line with Every Contract, • App Only Process Driver Support Program with Every Contract, First Pay Delay (up to 60 Days – varies by contract), 36 or 42 • Credit History of 3+ Years Month Terms, Finance Contracts • Own 3 or Less Units/Hiring Drivers? Need 3+ yrs hiring experience Michael Brady • A - C Credit 414-303-7720 • Challenged Credit Considered if… [email protected] $3k revolving available and 3+ years with trade line history www.russdarrowleasing.com The Hocus Pocus of Focus

Editor’s Note: Editor’s Note: This month’s book excerpt is from Think for Yourself: Restoring Common Sense in an Age of Experts and Artificial Intelligence, by Vikram Mansharamani. In this book the author calls for a return to common sense thinking—to overcome our love affair with technology, stop being blinded by technology, and “keep experts on tap, not on top.” Experts and artificial intelligence plus all the data we have to deal with can cause confusion and slow decision. This month, the author discusses “inattentional blindness,” and how that can lead to missing relevant information by overfocusing.

By focusing, we filter, and thus ignore. In focusing mindlessly, we blind ourselves to risks and opportunities. To restore self-reliance in the twenty-first century, we need to be mindful of our focus. Focus is a variable that needs to be managed intentionally, just like time and money. And we must always remember that focusing means ignoring, because with limited attention, an overallocation in one domain means insuffi- cient attention in others. Researchers have confirmed that the more intensely we focus on something, the more likely we are to ignore anything that’s not immediately relevant to that focus.

n perhaps the most famous of the research experiments, psychologists IChristopher Chabris and Daniel Simons created a video of two groups of people walking around in a busy scene and passing basketballs to each other. One team wore white shirts, the other wore black. The test asked participants to count the number of times a basketball is passed between players wearing white shirts in the midst of several players wearing black shirts. Most of the study participants were pretty accurate, meaning they got within one or two of the correct number of passes, but that wasn’t the point of the experiment. The psychologists weren’t actually interested in the ability of people to count passes; rather, the passes were events to draw the partici- pants’ attention. And most participants took the bait. They focused on the ball.

The real topic of the study was to investigate whether people are blinded by focus. In this case, about half of the participants were. You see, about half- way through the video, a student dressed as a gorilla walks into the scene. She stops in the middle of the players, faces the camera, thumps her chest, and then proceeds to leave the scene. The gorilla is in the scene for slightly less than ten seconds.

After the video, researchers ask the participant how many passes they observed and whether they noticed anything unusual about the scene. They even ask if there were any other players. Eventually, the participant is asked if there was a gorilla in the middle of the ball-passing players. About half of the people that get asked this question respond with shock and amazement. That’s right, about 50 percent of people don’t see the gorilla. (When I first saw the video, I didn’t notice the gorilla either.)

What the heck is happening? Half of the people don’t see a gorilla that enters the scene, stops, looks at them, thumps its chest, and then walks off? Really?

Yup, really.

Next month’s excerpt will focus more on inattentional blindness and its consequences.

Reprinted by permission of Harvard Business Review Press. Excerpted from THINK FOR YOURSELF: Restoring Common Sense in an Age of Experts and Artificial Intelligence by Vikram Mansharamani. Copyright 2020 Vikram Mansharamani. All rights reserved.

26

OPINION COLUMN Are You Taking Cryptocurrencies for Down Payments Yet?

echnology is about to change Tthe money game. A banking system that was designed to lend money in excess of its intake of deposits is coming under scrutiny. And moving the “paper money” to digital currency may be the only solution to keep the game going. Paperless money has been with us for quite a long time. The banks move money back and forth on their ledgers without ever seeing a real dollar bill. The genius minds that created the Federal Reserve, which can create money without any assets backing it, never imagined that a computer Today’s money is immaterial. It Cryptocurrencies are now ten could track the movement of each exists as bits and bytes of data on years old and growing. The banks penny in real time. a computer. The banks act and cannot stop it, so how they adopt Blockchain technology was charge as middlemen for services it and adapt it remains to be seen. outlined by Stuart Haber and Scott involving the transfer of valueless Money moves the world but Stornetta in 1991-1992 as con- data. One of the industries to inflation and asset devaluations necting the dots with timestamps benefit from this blockchain from additional money supplies in a peer-to-peer transaction. technology is the banking indus- can bust any economy in a year or Digital information is stored in a try. The best example is Bitcoin two. (Unless there is some ma- “block”. This contains the date, which was the first cryptocur- nipulation like making all pay- time, and value. Another “block” rency (meaning electronic cash) to ments of government agencies by stores the information about who appear in the world that is 100 an electronic transfer, paying all is participating in a transaction. percent peer to peer without third the bills with credit cards, and Note that each person has a party involvement. In 2009, and making sure that citizens can no digital signature, and the transac- with the use of this cryptocur- longer demand paper currency tions are done without ever rency, blockchain became a from their own deposits.) As an revealing the user’s identity. The real-world application. exercise go to your bank to pick up $50,000. I bet you leave empty “blocks” store information that And here is the dilemma for the handed. I can’t see the future, but makes them unique from any traditional banks. Printed cur- I would check on how to open other “block”. These “blocks” store rency is regulated and verified by your dealer crypto “wallet”–you a special code called a “hash” and an entity such as a government or may need to do so sooner than they are cryptographic codes the Federal Reserve. And, as I you think. created by special algorithms. The mentioned, a government can core concept of blockchain is that print more money without any- Suggested reading: all the facts of ownership and thing of value to back it up. And transfer of ownership can be then this money is “given” to Blockchain Basics by Daniel verified instantly and without any people and companies in the form Drescher 2020 outside interference. Users do not of a loan to be repaid with real Chapter 25 - The Creature from have access to identifying infor- money. You end up with $250,000 Jekyll Island by G. E. Griffin 1994 mation about the people making trucks and million dollars homes. transactions. Digital information People are realizing that the can be recorded and distributed, computers can do math, but the but not edited in any way. banks cannot. Ricardo Rodriguez-Long Asset Management and Wholesale The technology behind this, at US 395 Motors least for me, is mindboggling.

28

J.D. Power Valuation Services Update Class 8 Market Took a Breather in October

lass 8 pricing was generally stable in October while volume pulled Volume of the Three Most Common Sleeper Tractors (3-7 Year-Old) Sold through the Two back. Medium duty trucks were mixed. Largest Nationwide No-Reserve Auctions C 1200

Sleeper Tractors – Auction 1000

Fewer auctions on the calendar in October meant volume looked more 800 like August than September. The sales that did occur did not give us 600 much to go on in terms of market analysis, particularly for the newest model years. Looking beyond the figures below, pricing appeared stable 400

following September’s healthy increase. Don’t be concerned about the 200 model-year 2017 result–it’s based on a very small sample of high-mile- 0

Jul Jul Jul Jul Jul age trucks, and not necessarily representative of actual conditions. Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Sep Jan-16 Jan-17 Jan-18 Jan-19 Jan-20 Otherwise, here’s the average pricing detail for our benchmark truck. Source: J.D. Power Valuation Services » Model year 2017: $36,500 average; $15,042 (29.2 percent) lower than September Sleeper Tractors–Retail Model year 2016: $33,500 average; $1,272 (3.9 percent) higher than » The volume of lower-spec trucks selling in the retail channel continues September to creep up, impacting our averages. Despite this factor, monthly depre- Model year 2015: $25,000 average; $775 (3.0 percent) lower than » ciation remains in the historically typical range. September » Model year 2014: $21,850 average; $1,850 (9.3 percent) higher than The average sleeper tractor retailed in October was 68 months old, had September 451,925 miles, and brought $43,854. Compared to September, this » Model year 2013: $14,050 average; $2,671 (18.2 percent) lower than average sleeper was one month newer, had 17,933 (3.80 percent) fewer September miles, and brought $1,788 (4.3 percent) more money. Compared to October 2019, this average sleeper was 4 months newer, had 12,747 (2.8 Month-over-month, our benchmark group of 4-6-year-old trucks brought percent) more miles, and brought $6,727 (13.3 percent) less money. 13.3 percent less money. In the first 10 months of 2020, pricing averaged 9.9 percent lower than the same period of 2019. Despite this decline, Looking at trucks two to five years of age, September’s average pricing pricing in the 2nd half of 2020 is still running well ahead of 2019. Thanks was as follows: to this year’s recovery, our benchmark truck now shows an average » Model year 2019: $93,179; $1,118 (1.2 percent) higher than September monthly price gain of 2.8 percent per month in 2020. » Model year 2018: $71,246; $932 (2.7 percent) lower than September Model year 2017: $51,254; $121 (0.2 percent) higher than September Again, we’re not drawing any conclusions about market conditions » based on the relatively small sample size of sales this month. That said, » Model year 2016: $37,409; $1,602 (4.1 percent) lower than September we have been predicting a 4th quarter plateau, so we’ll continue to Month-over-month, late-model trucks brought 1.5 percent less money. In watch sales results and listen to your feedback to track how pricing the first 10 months of 2020, pricing averaged 15.1 percent lower than unfolds through the end of the year. the same period of 2019. Depreciation in 2020 is now averaging 2.4 percent per month, an 0.4 percent improvement from last month, and in See the “Average Selling Price: Benchmark Sleeper Tractor…” and the historically typical range. “Volume of the Three Most Common Sleeper Tractors…” graphs for detail. October’s retail averages were held back a bit by a larger volume of Average Selling Price: Benchmark Sleeper Tractor Sold through the Two Largest Nationwide No-Reserve Auction Companies lower-spec trucks in the data, particularly for model-year 2016. Certain $50,000 makes and models may start to see a more notable volume-related $45,000 impact on pricing if this trend continues. $40,000 $35,000 See the “Average Retail Selling Price: 3-5 Year-Old Sleeper Tractors” $30,000 graph for detail. $25,000 MY2011 $20,000 Average Retail Selling Price: 3-5 Year-Old Sleeper Tractors MY2012 Adjusted for Mileage $15,000 MY2013 $100,000 $10,000 MY2014 MY2015 $90,000 $5,000 MY2016 $80,000 $0 Jul Jul Jul Jul Jul $70,000 Sep Sep Sep Sep Sep Nov Nov Nov Nov Mar Mar Mar Mar Mar May May May May May Jan-20 Jan-19 Jan-18 Jan-17 Jan-16 $60,000

Source: J.D. Power Valuation Services $50,000

$40,000

$30,000 4YO $20,000 5YO $10,000 3-5YO Avg. $0

Jul Jul Jul Jul Jul Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Sep Jan-16 Jan-17 Jan-18 Jan-19 Jan-20

Source: J.D. Power Valuation Services

30 Dealers retailed an average of 4.7 trucks per rooftop in October, a sub- Average Wholesale Selling Price: 4-7 Year-Old Class 3-4 Cabovers Adjusted for Mileage stantial 0.9 truck drop from September, but 0.9 truck higher than last $25,000 October. The 4th quarter is not typically strong for retail traffic, but we rd were hoping 3 quarter strength would continue. Still, 4.7 trucks per $20,000 rooftop is better than any month since last August. $15,000 See the “Number of Trucks Retailed per Dealership Rooftop” graph for detail. $10,000

Number of Trucks Retailed per Dealership Rooftop $5,000 7

6 $0

Jul Jul Jul Jul Jul Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Sep Jan-16 Jan-17 18-Jan 19-Jan 20-Jan 5 Source: J.D. Power Valuation Services 4 Looking at Class 4 conventionals, average pricing for our benchmark 3 group was $21,675, $1,123 (4.9 percent) lower than September, and 2 $2,995 (16.0 percent) higher than October 2019. Volume was up sub- 1 stantially. Pricing in the first 10 months of 2020 is averaging 2.5 percent

0 lower than the same period of 2019. Average monthly depreciation

Jul Jul Jul Jul Jul Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Sep remains at 0 for the year. Jan-16 Jan-17 18-Jan 19-Jan 20-Jan Source: J.D. Power Valuation Services Class 6 conventional pricing averaged $20,737 in October, $2,365 (10.2 percent) lower than September, and $797 (3.7 percent) lower than Our Retail Value Forecast for the remainder of 2020 and first half of 2021 October 2019. Volume was down moderately. Pricing in the first 10 shouldn’t change notably unless there is some major disruption to the months of 2020 is averaging 5.5 percent lower than the same period of economy. 2019. Despite October’s decrease, average monthly depreciation is still See the “Retail Value Forecast” graph for a look at how we see used well under 1 percent for the year. truck pricing unfolding over the next four years. See the “Average Wholesale Selling Price: 4-7-Year-Old Conventionals by Retail Value Forecast GVW Class” graph for detail. Percent Change Year-over-Year 20% Average Wholesale Selling Price: 4-7 Year-Old Conventionals by GVW Class Adjusted for Mileage 15% $35,000 10% $30,000 5% $25,000 0% $20,000 -5% $15,000 -10% 3YO Tr uck $10,000 -15% 2 per. Mov. Avg. (Class 4 Price) 4YO Tr uck $5,000 2 per. Mov. Avg. (Class 6 Price) -20% 5YO Tr uck $0 -25% Jul Jul Jul Jul Jul Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Sep 2015 2016 2017 2018 2019 2020(f) 2021(f) 2022(f) Jan-16 Jan-17 Jan-18 Jan-19 Jan-20

Source: J.D. Power Valuation Services Source: J.D. Power Valuation Services

Forecast Medium Duty Trucks Hear any interesting news lately? We don’t yet know if consumer spending Lighter-GVW trucks fared better than their heavier counterparts in October. has been affected by the drawn-out Presidential election/transition, but as of this writing, the economy appears to be shrugging off that mess. As long Starting with Class 3–4 cabovers, October’s average for our benchmark as the Federal Reserve keeps rates near zero and development of a COVID group was $11,981, $394 (3.2 percent) lower than September, and $240 vaccine continues to progress, Wall Street sees business as usual. Two items (2.0 percent) higher than October 2019. Volume was up moderately of concern are the spiking COVID caseload in many states (which will month-over-month. Pricing in the first 10 months of 2020 is averaging continue to get worse as winter sets in), and the cessation of the CARES Act, 20.9 percent lower than the same period of 2019. However, the 2nd half has been remarkably stable, and average monthly depreciation year-to- Paycheck Protection Plan, and other stimulus. The net result of these factors n date is negligible. could be negative to the employment picture. Keep watching that metric.

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

Chris Visser, Senior Analyst and Product Manager Commercial Vehicles

31 Used Class 8 Sales Rise Volvo Trucks awarded $21.7M from U.S. EPA, Slightly in September: ACT South Coast AQMD YTD Sales Up; Average Price, Miles and It will be some time yet before electric trucks overtake diesel trucks on Age All Lower the roads, but there’s certainly a lot of interest in electric trucks right September was another good month for the Class 8 used truck industry, now. Volvo Trucks recently announced that it’s received almost $22 according to ACT Research. Same dealer sales were up one percent, million in grants from the U.S. EPA and the South Coast AQMD to deploy however, compared to September 2019 volumes were up 51 percent. And 70 Class 8 VNR Electric zero-emission trucks.* when measured against the first nine months of 2019 sales were up 21 Volvo plans to deliver the trucks to southern California fleet operators percent. beginning next year through the third quarter of 2022. The rationale is Also, average prices rose two percent, average miles rose one percent, that this will allow for at least a full year of operations by the end of with average age unchanged compared to August’s numbers. Year-to- 2023, which is the end of the project. date, average price, miles, and age were all lower, down 14 percent, The announcement comes almost simultaneously with the company’s three percent, and eight percent respectively, compared to the first nine news that it’s nearing the official commercial launch of its VNR Electric months of 2019. truck model. “Though expectations were tainted by COVID-19, the used truck market Volvo plans to use what it’s learned from its Volvo LIGHTS (Low Impact was in decline before that,” said Steve Tam, ACT’s Vice President. “Inter- Green Heavy Transport Solutions) project, which it’s been working on estingly, it is how the economy is recovering from COVID-19 that seems with the South Coast AQMD and other organizations to help ensure the to be driving the surprise gains in the used truck market,” Tam added. introduction of the new trucks would be successful. “Consumers have pivoted from spending on many services to spending “This grant provides Volvo Trucks with an excellent opportunity to more on goods, and that has led to a strong freight market and tighten- further expedite the success of the ecosystem designed through the ing capacity. Ultimately, this leads to solidification of used truck pricing Volvo LIGHTS project to support the wide-scale deployment of battery- and although not as good as it was last year, it leads us to say, ‘better electric heavy-duty trucks,” said Peter Voorhoeve, president of Volvo n than expected’ in the used truck market, too,” Tam added. Trucks North America. “We applaud the EPA and South Coast AQMD for addressing the key issues in advancing electromobility and incentivizing technology investments in the region, and are proud they continue to trust in Volvo Trucks North America to lead the acceleration of Class 8 Commercial Vehicle Demand for 2021 Not on the zero-emission vehicles.” n “Worry” List”: ACT *The U.S. Environmental Protection Agency’s (EPA) Targeted Air Shed Grant The year 2020 will be remembered for the unforeseen events that may Program focuses on regions with the highest ozone and particulate affect life for many months to come. But ACT Research believes that matter (PM) pollution, including California’s South Coast Air Basin. South demand for North American commercial vehicles shouldn’t be on any- Coast AQMD is the agency responsible for attaining state and federal air body’s list of things to worry about. quality standards for this region—including the counties of Los Angeles, Orange, San Bernardino, Riverside, and the Coachella Valley. “Freight markets and by extension, commercial vehicle demand have landed in the upper half of the ‘K-shaped’ economic recovery, thanks to social-distanced changes in spending,” said Kenny Vieth, ACT Re- search’s President. “Consumer and business expenditures have shifted away from experience-based spending on services toward trucking- reliant spending on goods. Coupling surging freight volumes with the large driver capacity take-out in April, freight rates have been at record levels for weeks,” Vieth added. “The rebound in carriers’ fortunes is reflected in September’s Class 8 statistics, with orders and backlogs jumping, build rates rising, and an uptick in retail sales volumes that pushed inventories lower,” Vieth added. “Except for lower inventories, September’s medium-duty statisti- cal roundup is a fair approximation of heavy-duty activity, with orders and backlogs jumping, build rates on the rise, and strong sales.” n

A Volvo VNR Electric recently led a clean-energy truck parade of Southern California fleet operators to commemorate the opening of the new Port of Long Beach bridge.

32 Class 8 Net Orders Surge in Women In Trucking Names 2020’s Top Companies September: FTR for Women In Transportation Redefining the Road magazine, the Women In Trucking Association’s (WIT)’s If you look just at the sales of new trucks the official publication, recently named 2020’s top companies for women to recovery appears to be well underway. September’s net orders were work for in the transportation industry. Women In Trucking created the higher than they’ve been at any time since October 2018 at 32,000 award in 2018 to help support its mission to promote companies focused units, market research firm FTR reported. FTR added that order activity on employing women in the trucking industry and describe what was up 55 percent over August and 160 percent year-to-year. Over the they’ve accomplished. last 12 months there were 197, 000 orders for Class 8 trucks. Key features distinguishing companies on the list include “corporate “The Class 8 truck market continues to recover faster and better than cultures that foster gender diversity; competitive compensation and benefits; expected, said Don Ake, FTR’s Vice President. “This strong order volume flexible hours and work requirements; professional development oppor- suggests fleets believe there will be steady freight growth going for- tunities; and career advancement opportunities,” said Brian Everett, ward. Rates have improved, so carriers have the cash, and now they also publisher of Redefining the Road. have the confidence. When you combine those two factors, orders tend to surge. “This is the third year for this award, which is largely driven by the market- place,” Everett added. “The sheer number of individuals in the industry who Ake added that “there was considerable pent-up demand in the market, participated in the process underscores the importance practitioners in as orders sank in the March to May time period. So, trucks that would the industry place on this award.” More than 13,000 votes were cast to have normally been ordered then, are being ordered now, since much of identify the companies named to the list. the risk has passed. The order volume is very close to August’s trailer orders; therefore, it appears that the fleets took care of their trailer needs The list consists of a diverse range of businesses including motor carriers, first, and then caught up to the truck side in September. Ordering for third-party logistics companies, and original equipment manufacturers. 2021 deliveries will begin in earnest this month, so the industry has The companies were recently recognized at the WIT Accelerate! Confer- solid momentum going into the fall ordering season.” ence & Expo. “This is still a risk-filled environment, with some of that uncertainty Here’s the list of companies WIT cited: having intensified recently, Ake cautioned. “But many fleets are focused AGT Global Logistics FedEx Freight Peterbilt Motors Company on future business prospects and are willing to assume the short-term American Central Fifth Wheel Freight PGT Trucking, Inc. n risks for long-term gains.” Transport Frito-Lay Prime Inc. Aria Logistics LLC Garner Trucking ReedTMS Logistics, Inc. Artur Express Inc. Volvo Group Named One of 2020’s World’s Best Gulf Relay LLC Rihm Family Companies Auction Transport Services Herc Rentals, Inc. Riverside Transport, Inc. ® Workplaces™ by Great Place to Work and Fortune J.B. Hunt Transport Fortune magazine and Great Places to Work recently chose the top places B.R. Williams Trucking, Inc. Services, Inc. RPM to work throughout the world. It turns out that aside from creating trucks Bennett International JF Moran System, Inc. Group, LLC and cars that are among the world’s best, the Volvo Group is also an JR Kays Trucking Inc. Schneider exceptional place to work. Big M Transportation JX Enterprises Sunrise Transport Inc. Booster Fuel Out of over 10,000 organizations participating in the process 25 were Kenco Sunset Transportation Inc. Boyle Transportation selected as among the world’s best workplaces, “standing out for creat- Kenworth Total Transportation of ing globally exceptional employee experiences.” Volvo Group debuted at Brenny Transportation, Inc. Knichel Logistics Mississippi number 20 on that list. The survey process, according to Volvo, repre- CalArk International, Inc. , Inc. Trailer Transit sented the voices of 10.2 million employees in 92 countries. Carbon Express Inc. Matheson Trucking Transfix ”Every day and across all of our 12 great brands, our employees are Cargo Transporters, Inc. May Trucking Company Transplace engaged in developing sustainable future solutions that are essential for Carter Express, Inc. McLeod Software Transport America any society to prosper,” said Martin Weissburg, president of Mack Trucks Carvana Michelin North America Transport Services, Inc. and Chairman of Volvo Group in North America. “Connections and Centerline Drivers NAPA Transportation, Inc. Trimac Transportation Inc. meaningful work inspire people to work harder for their colleagues and Certified Express Inc. National Carriers, Inc. Trimble MAPS their customers. It’s what motivates our team to go that extra mile.” n CFI - Contract Freighters, Navajo Express Tri-National, Inc. Inc. NFI Industries Trinity Logistics, Inc. Clean Harbors Odyssey Logistics & Truckstop.com Cumberland International Technology Trucks Inc. U.S. Xpress Old Dominion Freight Line Day & Ross US AutoLogistics Omnitracs, LLC Dedicated Systems, Inc. Volvo Group North OTR Capital, LLC America Dot Transportation, Inc. PACCAR Wal-Mart Transportation Dupre Logistics PACCAR Parts Waste Management Dynacraft, A PACCAR Company Palmer Trucks Epes Transport System, LLC Peach State Truck Centers YRC Worldwide Companies EROAD Penske Transportation Solutions 94 percent of Volvo Penta employees, based in Chesepeake, VA, say it’s a great place to work compared to 59 percent of employees at a typical U.S.-based company.

33 News continued on page 34 News continued from page 33 Hino and Jointly Develop Class 8 Fuel Cell Kenworth Announces its First Electric Class 8 Truck Electric Truck Kenworth is throwing its hat into the ring for Class 8 Battery-Electric Hino Trucks and Toyota have joined forces to develop their own heavy- trucks. The company recently announced the launching of the Kenworth duty electric truck. The companies announced they will work together to T680E, Kenworth’s first Class 8 battery-electric model. Kenworth says develop a Class 8 electric truck powered by fuel cells. the new zero emission vehicle can now be ordered in the and Canada. Production is slated to start in 2021. The companies plan is to use the new Hino XL Series chassis with Toyota’s fuel cell technology. The goal is “to deliver exceptional capability with- “The Kenworth T680E launch is an exciting, pioneering moment that builds out harmful admissions.” upon Kenworth’s excellent heritage of providing fleets and truck operators with outstanding and productive trucks driven by quality, innovation and “A fuel-cell powered version of the Hino XL Series is a win-win for both technology,” said Kevin Baney, general manager and PACCAR vice president. customers and the community. It will be quiet, smooth and powerful while emitting nothing but water,” said Tak Yokoo, Senior Executive “Kenworth is leading the way in green initiatives and the T680E definitely Engineer, Toyota Research and Development. “Toyota’s 20 plus years of will be game-changer in the trucking industry. The new Kenworth T680E fuel cell technology combined with Hino’s heavy-duty truck experience provides our customers with a true, zero-emissions solution that will help to will create an innovative and capable product.” achieve their own green program objectives, while leveraging the excellent performance, reliability and cab comfort of our current T680 on-highway “Expanding upon our proud heritage of the Hino powertrain, Toyota Fuel Cell flagship model,” Baney added. Technology offers our customers a commercially viable, extended range, zero emissions vehicle in the near term,” said Glenn Ellis, Hino’s Senior Vice The T680E is designed for pickup and delivery applications and has an President—Customer Experience. “Hino shares a common focus with Toyota operating range of 150 miles. It’s available as a day cab as either a tractor when it comes to durability, reliability, and innovation with the customer at or straight truck in a 6x4 axle configuration. n the center of design, which makes this collaboration a game changer.” n

Hino Trucks and Toyota jointly develop Class 8 fuel cell electric truck for North America. The Hydrogen-powered truck will offer heavy-duty capability and clean emissions.

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www.nortontransport.com 706-924-2656 his month we would like to share with In our personal lives, adaptability proves vital Tyou some of our thoughts on what is to a peaceful happy lifestyle that can be probably the most significant key to human sustained. Has there ever been another year survival, adaptability! One of the reasons our that has made this lesson so obvious? We species has thrived is that we’ve learned how can’t think of any. So, good for us that we to change, and personally, change is the only embraced the idea long ago! Now, we know constant we have ever found in life. That that with the right adaptations in place we applies to every business as well as every can keep on going until life comes to feel human. To thrive and move forward normal again. We were very small when it we must all take care of today became the law that all cars required seat- while still looking toward belts. At first, that seemed like such an impo- what we may need to sition. The years of sleeping prone on the deal with next. It seems backseat with a sibling sleeping head to feet especially important in next to you became a thing of the past. Many this year of disruption people fought the idea, but the car manufac- we call 2020. turers had their marching orders, and today most of us don’t even think about putting on a When we first started seatbelt when getting into a car. It is just writing about business and second nature, and, of course, adaptability. showing people the possibilities of building a business online, adaptability The longer we live, the more adaptations came as one of our very first concerns. we’ve seen. Remember when a dime in a We had just begun to research the field public phone booth would get you a three- when we saw that even those who set out to minute phone call? Now we’re hard pressed to build a small part-time operation had to look even find a public payphone, and we haven’t toward scalability and processes for when seen an actual booth in ages. Those little that small business grew. That way, when devices we carry in our pockets have taken their businesses did take off, they would their place. And even that little device has have a plan in place for serving existing adapted and grown from a tool to simply make customers effectively while also bringing expensive calls when away from home-base, new ones into the fold. If business owners to a powerful little computer device that can failed to consider these systems for their do nearly everything for us, but the laundry. scalability, owners would likely find their And November has also shown the adaptability customer service falling short, which would of the UTA. Our organization moved swiftly then damage their online reputations enough and effectively to switch our annual Confer- to start showing up in earnings. ence from its original location to the virtual But adaptability was part of our professional world. Sure, we are all disappointed not to be lives even before that. The first thing we had able to meet and greet each other in person. to adapt to when we began writing profes- No, the experience will not be exactly like the sionally was the challenge to unlearn much of ones we so fondly remember, and nothing what we’d learned about writing in school. replaces that in-person experience of spending Yes, of course, the nuts and bolts were vital to several days, eating, learning, chatting, and a successful writing career, but at the same networking together. But we will still learn and time, the academic type of writing that brought chat, and we’ll take the value of the meeting success in college was not the same as the without lamenting too much about what we writing we would go on to do for people in the are missing. Since humanity seems to have a business world. Those readers had different built in a sense of adaptability, we’ll use that needs, demands, and time constraints so we sense to meet our current needs while taking Deb and Brad Schepp had to learn to stick pretty close to the details yet another step into the future. At least, that’s [email protected] and eliminate the “fluff” that often impressed the way it looks from where we sit. n our professors.

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