1.877.getS.uta • www.uta.org Volume 15 • Issue 9 • September 2013 Used Truck Association Chartered May 16, 1988 UTA’s Mentoring Program Launches Published by the used truck association 325 Country Club Drive, Suite a at Convention Stockbridge, GA 30281 Special Invitation extended to Younger UTA Table of Contents Members Board News and Views .......................2 Quips & Quotes ....................................2 he Used Truck Association Dealer Group has a special invitation for UTA dealer members Face to Face with Roy Vaughan ..........4 Tbetween the ages of 25 to 35. You’re invited to attend the UTA Dealer Group Luncheon/ Meeting being held at this November’s convention at Orlando’s Walt Disney World Swan and New Members ..................................6, 8 Dolphin Resort. The Truck Driver Shortage: The event will take place from 1 – 3 pm Can Women Help Fill the Gap? ..... 12 on Wednesday, November 6 Medium Duty Corner ..........................12 just a few hours before the “Meet & Greet” reception The Brooks Group Sales Tip of the Month .................... 12 Attendees can look forward to the following: NADA Update: Class 8 Volume ■ Mentoring from more experienced used truck professionals Rebounds in July ..................... 14-16 ■ A forum for getting questions answered about selling trucks, how to handle difficult customers, and so on Industry News Briefs ..............20-21, 23 ■ Great networking opportunities Industry Events Calendar .................22 ■ The chance to tap into the expertise and knowledge of other younger members about things From Where We Sit ...........................25 such as marketing to younger people, communications, and using Twitter and Internet sites This UTA Dealer Group Meeting will be the first step in establishing the UTA Mentoring The UTA… Members Supporting Members! Program. The Dealer Group is launching this program to actively mentor, and reach out to younger members. We’re hoping that these members will then have more experienced members to contact about issues or concerns they have. If you’re a veteran UTA member we urge you to get younger members more involved in the Used Truck Association. These folks are the future of our Association! Everyone —veteran and younger members alike—may contact one of our volunteers for more information: Mike Mounsey Mike Thurston MHC Kenworth Nashville Larson Group [email protected] [email protected] SHARE YOUR NEWS (615) 438-7080 (417) 827-9853 Jim Zimmerman Craig Kendall with the UTA Industry Watch. Kenworth of Pennsylvania The Peterbilt Store Send submissions, ideas and [email protected] [email protected] comments to: (717) 691-2212 (214) 789-7501 UTA Industry Watch Editors Brad and Deb Schepp and Jay Burgess We look forward to seeing you at the Convention, and working with you as the Dealer Group c/o grace Management helps grow the UTA. 325 Country Club Drive, Suite a If you are not able to attend the 2013 UTA Convention, and would like to be involved in this Stockbridge, GA 30281 program—as either a younger or more experienced member —please contact one the people listed Phone: 877-GETS-UTA (877-438-7882) above. Fax: 770-454-0029 Thank you! [email protected] Mike Thurston & Craig Kendall UTA Industry Watch 2013 BOARD Board News and Views OF DIREctORS Navistar MaxxForce 13 Powered International http://www.uta.org/directory ProStars and TranStar Tractors GOVERNING BOARD: avistar sold over 60,000 vehicles powered by MaxxForce 13 engines, primarily long haul Ntractors, in 2010, 2011, and early 2012. During this time, MxF 13 was the only engine available, President ..................... Rick Clark and International’s heavy duty diesel market share approached 20 percent (as the graph below shows.) This engine is also a major factor in the growth of 13L heavy duty diesels. Vice President..............Ken Kosic With MaxxForce 13 powered tractors showing up on the used truck market, information is Treasurer .................. Tom Pfeiler needed in several areas: ■ What drove the popularity and market acceptance of new MaxxForce 13 powered tractors? Secretary ...............Sheri Aaberg ■ Did first owners encounter field issues? If so, what has been done and what is the outcome? President Emeritus ■ What should second owners know about MaxxForce 13 powered International ProStar and ........................... Marty Crawford TranStar tractors? What drove the popularity and market acceptance of COmmIttEE CHAIRPERSONS: new MaxxForce 13 powered Affiliates & Benefits ... Bryan Boyd tractors? New truck buyers quickly adopted Convention ................Sheri Aaberg MaxxForce 13 due to four key & Rick Clark characteristics: Excellent fuel economy with no DEF, strong power UTA Jerome Nerman Family characteristics, high strength with Foundation Scholarship low weight, and extremely smooth ...................Tim Ronan, Jay Burgess and quiet operation. & Brock Frederick As they tested 2010 engines, major fleets quickly found they could get Elections ............... George Barnett the same or better fuel economy with MaxxForce as with SCR engines, but Marketing ....................... Rick Clark MaxxForce needs no DEF. They also found MaxxForce’s high torque (up to 1,700 lbs. ft.) at low engine speeds provides excellent lugging power. MaxxForce was, and remains today, the lightest Medium Duty .............Amy Shahan weight 13L engine available. But it is extremely tough and durable because the block is made from an advanced iron formulation (compacted graphite iron). This is much stronger and stiffer Membership .......... John Cosgrove, than the standard gray iron from which older engine blocks are made. Kenny Doonan & Bryan Boyd MaxxForce 13 weighs only 2,400 pounds, while other 13 liter engines are in the 2,600 pound range, Training ............................Ken Kosic and 15 liter engines weigh about 3,000 pounds. Add another 400 pounds savings because of no & Brock Frederick SCR, and MaxxForce is about 1,000 pounds lighter than a 15 liter engine with the same power, and it’s likely to be more durable. MaxxForce remains the quietest heavy duty diesel available, Dealer Group ..........Mike Thurston which is obvious at the first start up. & Bobby Williams Did 1st owners encounter field issues? If so, what has been done, and UTA.org Website .....Bobby Williams what is the outcome? The fuel economy, power, weight, and sound of 2010 MaxxForce 13 engines impressed both owners and drivers. Combined with the excellent ride, aerodynamics, and styling of the ProStar, or the maneuverability of the TranStar, MaxxForce 13 is playing a big part in establishing 13L engines as a major and growing segment of the long-haul truck market. However, within a year some issues with the EGR system began to crop up. These issues have been addressed and update improvements are already installed in Navistar Used Truck Center vehicles. The engine Air Control Valve determines turbocharger boost, and its electric power supply was Forget about the business originally hardwired to the valve housing. The connection could short circuit with engine outlook, be on the outlook vibration. This sometimes caused fractional second interruptions in turbo boost, resulting in for business. increased soot within the EGR system. Soot build-up could result in EGR valve plate shaft breakage. ~Paul J. Meyer Board News and Views continued on page 8 2 September 2013 www.UTA.org UTA Industry Watch Roy Vaughan oy Vaughan, Sales Manager for Allstate and working on trucks I found that I liked down the drain when the first customer, RPeterbilt Group in Youngstown, OH, people just as much, if not more than, trucks.” employee, or vender stops by the office. The began his career in retail truck sales in 1984 And, that’s when Roy made the switch and new list starts then and goes into the next when he started selling International and Ford put his people skills to good use in truck sales. day!” Despite the hectic pace Roy still enjoys heavy trucks. He can’t quite remember when Now, 29 years later, Roy still enjoys the “people” the excitement of the sale and the realization he joined UTA, but he’s been here long enough parts of his job. “As the sales manager, the most that a used truck is going to make a profit. for the group to include what he calls, “lifetime important part of my job is to assist the sales In looking toward the future, Roy has some friends and business associates.” Both Roy and staff in any way possible to complete a sale,” he concerns about the challenges the industry his wife Linda enjoy the devotion of the friends explained. “The aspect that I most enjoy about will face. “One of the biggest challenges will they’ve made through UTA. Roy tells us his wife my current position is the relationships with all be to find and maintain a customer base as has found friends she swaps recipes and the people who come by the office and/or the the size of the larger fleets is getting bigger grandchildren photos with! The couple feels dealership, and the challenge to make them and the owner/operators are getting smaller,” especially blessed to have had the comfort smile and enjoy life a bit more. I like to make a he explained. Roy then went on to discuss and support of their UTA friends during difference, plant the seed and watch it grow.” how younger people just starting out in the times when both suffered serious illnesses. Over the years, Roy has judged his success by the industry will need to keep up with their Roy told us of the comfort and prayers that reputation he has among his peers. He knows educations. “The market today holds many came from UTA members. “The difference they have a good opinion of the manner in which new secrets and changes as technology and between any organization and UTA,” he he has conducted his business over the course regulations change,” he said. “My advice explained, is “organizations care about the of the last 29 years, and a lot of respect for the would be to get well educated and keep number of members they have and the UTA companies he deals with.