Joe Theismann to Keynote This Year's Convention

1.877.GETS.UTA • www.uta.org Volume 16 • Issue 2 • February 2014

Used Truck Association Joe Theismann to Keynote this Chartered May 16, 1988 Year’s Convention Published by the Used Truck Association 325 Country Club Drive, Suite A reetings! I’ve got great news for all of you Stockbridge, GA 30281 Gplanning to or considering attending the 2014 UTA convention in Scottsdale, Arizona. Table of Contents Not only is our convention being held at the popular Talking Stick Resort & Casino but we Board News and Views...... 2 are pleased to let you know that our keynote Quips & Quotes...... 2 speaker this year is Joe Theismann, the New Members...... 3 legendary and former star quarterback of the Moving on Down the Road: Washington Redskins. Catching Up With Terry Williams...... 3 You may be thinking how did the UTA Board Medium Duty Corner...... 3 end up choosing Joe Theismann to be this year’s Face to Face with Mike Rumsey...... 4 keynote speaker? Well first of all, the UTA Looking Down the Road Board strives each year to select a speaker who at Driverless Trucks...... 5 has a message that’s interesting, valuable, and Polk Data Used Truck Sales...... 5 important to all attendees as we’re appreciative Peterbilt Motors Marks of your investment in our convention. But there Milestone in Denton...... 6-7 are many speakers to choose from each year, and NADA Update: ...... 8-11 selecting the right speaker is always a challenge. Tampa Next Venue for I recently attended my company’s “kick off” meeting in January, and to my pleasant surprise, “Selling for Success” ...... 11 Joe Theismann was the keynote speaker for our conference. I believe everyone who attended was The Brooks Group as impressed as I was with Joe’s message, attitude, and presence. I thought he would be a Sales Tip of the Month...... 11 tremendous speaker for the Used Truck Association’s annual convention. Joe just seems to fit in Industry News Briefs...... 12-15 to what the UTA is all about. The UTA Looks Back ...... 16 After Joe’s speech I was in the lobby and my colleague Mike McColgan came up to me and said Industry Events Calendar...... 17 “you have to get Joe Theismann for the UTA Convention,” and I had to agree. At the UTA board 2013 UTA Convention Photos...... 18-19 meeting on January 25th, I presented a number of prospective keynote speakers to the board, From Where We Sit...... 20 and the UTA Board of Directors chose Joe Theismann unanimously.

The UTA… We’ll have more information on Joe Theismann in the coming months, but for now make sure Members Supporting Members! you mark your calendar for November 5, 6 & 7, 2014 to be in Scottsdale, AZ. You won’t want to miss out on this convention! Oh, and by the way, I forgot to mention one important point, at SHARE YOUR NEWS least as far as Mike Thurston is concerned: Joe Theismann was also a winning quarterback for with the UTA Industry Watch. the University of Notre Dame! Send submissions, ideas and We’re looking forward to having another fabulous UTA convention, comments to: and the UTA board trusts you will join us for the best networking opportunity in the industry, and for a memorable and enjoyable UTA Industry Watch Editors Brad and Deb Schepp convention. c/o Grace Management 325 Country Club Drive, Suite A Hal Dickson Stockbridge, GA 30281 Convention Co-Chair Phone: 877-GETS-UTA (877-438-7882) [email protected] Fax: 770-454-0029 [email protected] UTA Industry Watch 2014 BOARD Board News and Views OF DIRECTORS Graphene – It Will Change Our Lives and Industry http://www.uta.org/directory ot very many people these days have heard of graphene. However, graphene will change GOVERNING BOARD: Nour lives as well as our industry. Graphene is sometimes described as a one-atom thick layer of graphite. But that’s hardly a complete technical description. Graphene that is of President...... Rick Clark “high-quality” is very light, extremely strong, and is almost transparent. It’s also an exceptional Vice President...... Ken Kosic conductor of electricity and heat. The use of graphene as a superconductor will mean computers will become even faster and Treasurer...... Tom Pfeiler lighter, with more memory storage. Graphene will eventually replace plastic, electric wires, and Secretary...... Sheri Aaberg the silicon chip. Some common items that graphene will enhance or replace are batteries, cell phones, touch screens, and televisions. And this list will only grow. President Emeritus Graphene is 200 times stronger than steel, and about one million times thinner than a human ...... Marty Crawford hair, according to researchers at the UK’s University of Manchester. And, of course, it’s also extremely light in weight. In the future, all of our vehicles will be made of this material, including trucks, trailers, automobiles, commercial jets—and you can extrapolate from there. COMMITTEE CHAIRPERSONS: Can you envision our industry when trucks, tractors, and trailers weigh a quarter of what they Affiliates & Benefits.... Bryan Boyd do now? Imagine the impact this would have on fuel consumption. Trucks would not only be remarkably lighter, with Convention...... Hal Dickson, graphene they would be Sheri Aaberg much more durable, therefore extending the truck’s useful Dealer Group...... Mike Thurston, life. Graphene would also Bobby Williams impact many of the technical systems found in today’s Elections...... George Barnett trucks. Whether it is the electrical system, cooling Finance...... Tom Pfeiler system, power-train, or just about any other system, they Marketing...... Rick Clark would all be enhanced. Medium Duty...... Amy Shahan I am sure that you’ll first see graphene in the smaller Membership...... John Cosgrove, consumables that we use Kenny Doonan every day, such as smart phones, tablets, and televi- Training...... Ken Kosic, sions. All of these items are Brock Frederick mass produced in huge Graphene is an atomic-scale honeycomb lattice made of UTA Jerome Nerman Family volumes. It may be some time carbon atoms (courtesy of Wikipedia). Foundation Scholarship before the material is ...... Jay Burgess, introduced to the automotive Brock Frederick industry, and then the new truck industry. I would guess that graphene will be introduced into the automotive market UTA.org Website...... Bobby Williams through the electrical system first, with its use then expanding into other parts of the vehicle. Everything has a price on it including technology and production. As you know, I’m on the Wreaths Across America Used Truck Association’s Board of Directors, and I chair the medium duty committee. Thanks ...... Bobby Williams to those positions, as well as my other full-time position, I’m always looking ahead for answers to questions that will ultimately come our way. I’ve recently become quite interested in graphene (as you can tell), and I recommend you investigate this product for yourselves. It’s something that is in all our futures.

Thank you, Good business leaders create a Amy Shahan, vision, articulate the vision, [email protected] passionately own the vision, and relentlessly drive it to completion. ~Jack Welch

2 February 2014 www.UTA.org UTA Industry Watch Moving on Down the Road: New Members Catching Up with Terry Williams For Bruckner’s Terry Williams, his It’s always a treat to welcome new members to the Used Truck “new” job’s biggest change was the Association. Each month we profile our new members in this move to Amarillo, TX. newsletter. New members have the opportunity to complete a bio “ I have lived in a few cities in a few and send a photo so our current members can learn more about states and will admit the people of you. We hope to learn not just how to reach you, but what you Amarillo are the friendliest,” he enjoy about the work you do, why you joined the UTA, and what recently told us. “However, the gets your gears going as a person. So please return your question- locals say I must commit to the Texas Panhandle and get moving naire so your fellow UTA members can get to know you! on the purchase of a pickup, If you’d like a copy of the new member brochure handed out at cowboy boots, and a gun.” the convention, please contact David Grace at Prior to joining Bruckner Truck [email protected], or 770-389-6528 ext. 404. Sales, Terry was The Truck Blue Book’s managing editor for 12 years. He came to Blue Book from Shannon Johnson, Service Technician Volvo Trucks N.A., in 2000, then was assigned to Arrow Truck Sales Curt’s Truck and Diesel Service, Inc. after the Volvo acquisition. 370 24th Ave., NW Owatonna, MN 55060 Terry then started with Bruckner’s in October 2012, coming on board as www.curtstruck.com Corporate Sales Lead Manager. His responsibilities are varied. “Today I (507) 451-1326 (w) have the pleasure of selling trucks and trailers, managing our truck (507) 213-2227 (c) trader advertising partners, and managing our call center that qualifies [email protected] and expedites the sales process for our sales professionals,” he said. Terry had more or less been in our profession—an editor—before his move, and we wondered how his new job in sales was different. “At Dan Moyer, Asset and Research Manager Bruckner’s I have arrived on the front lines of the truck industry with PACCAR Leasing a supportive company, a family feeling and in touch leadership,” he P.O. Box 1518 said. While at Truck Blue Book he was a vendor to the truck and Bellevue, WA 98009 insurance industries, and government agencies, so he felt his focus www.paclease.com was split. His new job is different, but he’s still in the truck business— (425) 468-7074 (w) and that’s a comfortable place for Terry. Yes, he’s still working with [email protected] new and used trucks and trailers and his friends in the industry. “Every day continues to be a truck day,” he said. Dan’s been in the truck business since 2006, Finally, as an industry vet, Terry’s been amazed at UTA’s growth since when he started he was on the Board about 2001. “It’s grown in every aspect,” he said. n working for PACCAR Leasing as a Marketing Analyst. He’s joined the UTA for the networking opportunities, as well as to broaden his knowledge of the used truck business. Dan says networking is one of the aspects of his job that he enjoys the most. “Tips You Can Count On” When you pry a little deeper, you learn some interesting things about Dan. “I was offered a job by the CIA at age 22, but foolishly When you are looking at a DPF equipped truck, turned it down,” he said. The CIA offer may have had something to one quick thing to check is the tailpipe for soot. do with Dan’s other surprising news—he can speak Vietnamese. This quick check could save you thousands in repair bills.

Signed, ~ The Medium Duty Counselor

www.UTA.org February 2014 3 UTA Industry Watch

Mike Rumsey

oday, Mike Rumsey is the Vice help forward. His advice to younger people TPresident of Sales Operations for just starting out in the industry is simple and Mitsubishi Fuso Truck of America, Inc. He’s direct. “Shut up and listen,” he said. “Learn been with the company since 1998, working from the leaders in your industry and his way up from his original position as a develop your own selling style.” Mike noted district sales manager. Before joining that truck sales can provide a very good Mitsubishi, Mike worked at Fleet and career to people who are willing to work Bayshore Ford in retail sales. (His first job hard and persevere. “It’s an industry that was selling new and used trucks for Fleet needs young talent,” he noted.

Truck Center in Philadelphia.) Along the Looking forward, Mike foresees the way, Mike has worked in New York, St. industry’s biggest challenges will be Louis, and Atlanta before settling back in determining how to deal with the valuation the Philadelphia suburban area of Logan, NJ. and reconditioning costs of both the EPA “I run the Sales Department for Mitsubishi ‘07, and the EPA ’10 trucks. “As the new Fuso for both the US and Canada,” Mike trucks become more and more complicated explained. “We have over 220 dealers selling and equipped with proprietary specs,” he the Fuso product in North America.” He is explained, “there will be a learning curve for responsible for ordering vehicle production, the used truck industry.” Mike is also forecasting truck sales, and managing the interested in seeing how these trucks will be sales process. Mike credits the people who received in the export market. He is curious work together on his team for his success in to see if the rest of the world will accept the industry, and he appreciates the support them, and how the market will be affected by and mentoring he’s enjoyed throughout his the changes.

career. We asked Mike to tell us a little about his life Mike’s first boss at Mitsubishi was the late outside of work. He said that he’s remained Micky Walka, who he considered both a single as he’s moved around the country mentor and a close friend. Micky gave Mike building his career, settling back in the both the support and the freedom he needed Philadelphia area. “I enjoy playing golf and to prove himself and grow with the company. spending as much time as possible in the

“My success in this industry can be summer in Avalon, NJ,” he said. Your editors attributed to learning from those around me both grew up just slightly north of that at all levels of my career, and never being beautiful beach community in another satisfied with what has already been done,” wonderful resort destination, so we both n Mike said. He recognizes the talented people understand exactly what he means! who have helped him at Mitsubishi, in particular. Now, Mike is working to pay that

4 February 2014 www.UTA.org UTA Industry Watch Looking Down the Road at Driverless Trucks

mong the usual year-end wrap-up articles The Washington Post ran an interesting piece Aentitled “8 Ways Robots Stole our Jobs in 2013.” It turns out research into so-called Polk Data “autonomous vehicle technology” is moving ahead quickly, and that has some serious implica- tions for the nation’s 5.7 million long-haul truck drivers. While cars are today’s major research Used Truck Sales focus in autonomous vehicles, the Post reported that long-haul trucking is on the table as well. “Driving a truck, is a job that “might be more safely filled by a remote controlled robot that never gets tired or lost,” the Post noted. Quarter 4, 2013 To learn more about driverless vehicles, we spoke with Rich Sherman, author of Supply Chain GVW Used Trucks Transformation: Practical Roadmap to Best Practice Results. Sherman is an internationally 3 46,526 recognized author, researcher, and speaker on supply chain management including trends and marketing. 4 13,204 UTA: How long has driverless vehicle research been going on? 5 7,865 Sherman: Driverless vehicle research, passenger and commercial, has been conducted for more 6 12,555 than 70 years dating back to the 1930’s. Of course, the defense department has also been conducting 7 11,386 research and has produced unmanned ground vehicles (UGV) for military purposes. California, Nevada, and Florida have pilot programs underway with the most notable being the Google car. 8 57,634 UTA: What’s the state of the driverless vehicle industry? Sherman: Nearly all major manufacturers of vehicles, however, are developing autonomous Quarter 3, 2013 vehicles both commercial and passenger. Vehicle telematics and control technologies are GVW Used Trucks becoming standard features as costs come down from increased volumes. With the legislatures highly desiring to reduce traffic fatalities and improve safety on the roadways, there is likely to 3 50,357 be little legislative resistance as the technology matures and becomes more readily available. 4 16,569 Most research sources predict widespread use of autonomous vehicles within the next 25-30 years. 5 8,823 UTA: What are the issues as far as driverless commercial vehicles are concerned? 6 14,611 Sherman: In the transportation industry, driver shortages and driver quality have long been top challenges. The promise of autonomous or remote controlled vehicles holds significant commer- 7 14,377 cial value. We already see significant use of commercial vehicle telematics to improve driver 8 57,659 performance, fuel efficiency, and reduce security threats. Technology is also being used to reduce security threats, improve routing, improve Hours Of Service compliance, and reduce congestion. As departments of transportation implement “smart” roadway infrastructures to Quarter 2, 2013 increase communication directly with vehicles, there will be even less reliance on drivers. GVW Used Trucks We have also seen stories emerging about drone technology in the air; however, remotely controlled ground vehicles can also become a reality with computer vision and telematics. 3 50,853 Driving a commercial vehicle from the home or a “control center” without the geographic or 4 17,593 physical requirements of having the driver present in the vehicle opens an entire new segment of the population for driver recruitment. Roadway safety, security, efficiency and capacity 5 8,887 management will be the driving forces for adoption of autonomous vehicles sooner than later 6 15,076 — especially in the commercial space. 7 12,589 The safety and economic factors 8 58,771 resulting from driverless vehicles,

however, are so compelling that the technology renders commer- Quarter 1, 2013 cial drivers an endangered GVW Used Trucks occupation much like word processing and information 3 46,967 technology eliminated many office 4 13,878 positions. n 5 8,052 6 13,486 7 12,647 8 61,722 www.UTA.org February 2014 5 UTA Industry Watch Peterbilt Motors Marks Milestone in Denton

By Jenna Duncan / Staff Writer

alty Rose was hired at Peterbilt the United Way of Denton County, the the truck are way different than they were SMotors Co. in Denton as a welder company’s largest in five years. The company 12 years ago, but the people are the same.” on the production floor in 1987. has helped coordinate drives to create The facility now completes an average of 121 After work, he would leave his Peterbilt holiday stockings for soldiers and has trucks per day. name badge on his shirt when he went out worked extensively with Carter BloodCare and the University of North Texas. While the plant has been up and running, to dinner near his home in Gainesville so the company has re-engineered the everyone could see where he worked. “We are fortunate to have a workforce that product three times in addition to “I would wear it with pride,” he said. has a lot of civic pride and gives back to making numerous production changes, the community through various charitable said Landon Sproull, chief engineer. Rose, now a production manager at the local acts,” Siver said in the e-mail. “As a company Peterbilt manufacturing plant, said A new truck cab workers take just as hangs in the air much pride today while it is being in building Peterbilt assembled at trucks, and that’s why the Peterbilt he and so many others plant in Denton. have stayed with the company so long. This week, Peterbilt will celebrate its 75th anniversary on Thursday and kick off a yearlong series of events. Thursday has been proclaimed “Peterbilt Motors Company’s 75th Anniversary Day,” and Denton Mayor Mark Burroughs read a proclama- tion at a recent City Council meeting lauding the company’s numerous charitable efforts and its strong employment record. and as individuals, there is a strong focus “The truck itself, if you look back to 25 on community service and charity. years ago when I first started my career, the It’s the largest private employer in investment was small, our production rates Denton, with more than 2,200 employees Advancing over the years were small and our company profits were between the manufacturing plant small,” he said. “Over these 25 years, we’ve and world headquarters, said Darrin When the Denton plant opened in essentially been able to grow our business Siver, Peterbilt’s general manager. 1980, it had just 92 employees in the 450,000-square-foot plant that still to three times the size of where it was.” “Seventy-five years is a milestone houses the manufacturing operation. The company, owned by PACCAR Inc. of achievement,” Siver said in an e-mailed Bellevue, Wash., made modest gains in response to questions from the Denton Today, much has changed inside Denton during the 1980s, when manu- Record-Chronicle. “There is a great deal with the processes and production. facturing was split between Denton and of pride throughout our company. We Although the iconic trucks are still Madison, Tenn. In 1990, the company celebrate not just 75 years in business, largely built by hand, robots were added invested an additional $1 million to but 75 years as an industry leader.” to the assembly process in 1997. expand a training facility in Denton, “The product has changed a lot,” said Doug The company has transferred all manufac- adding 9,800 square feet, according VanZuiden, human resources manager. turing and the company headquarters to to Record-Chronicle archives. Denton over the years, and has continued a “The technology is light years ahead from Problems arose in 1992 with the Madison tradition of giving back to the community, where it was even 12 years ago simply plant when the workers union went on officials said. Most recently, the company because of the electrical systems, the strike, which resulted in the transfer of made a donation of nearly $400,000 to computer systems. The things that are in

6 February 2014 www.UTA.org UTA Industry Watch

Peterbilt Motors Co. donated $392,239 to the United Way of Denton County last week. Pictured are, from left: Doug Gunter, Peterbilt warranty and reliability manager; Beth Cocchiarella, Peterbilt area human resources manager; Doug VanZuiden, Peterbilt human resources manager; Darrin Siver, Peterbilt general manager; Gary Henderson, president and CEO of United Way; Dawn Cobb, Denton Record- Chronicle managing editor and United Way board chairwoman; Gregory J. Sawko, partner, Sawko & Burroughs; Teresa Sato, Peterbilt human resources director; Alex Payne, owner/broker, Axis Realty Group; and Lee Ramsey, CEO, Links Construction. about 275 jobs to the Denton plant. Looking ahead seen his co-workers’ families grow up In 1993, the company moved the division The first robots were used in the and start families of their own. headquarters and all engineering activities assembly process in 1997 to apply glue “The general culture has stayed very much to Denton from Newark, Calif. The move to portions of the cab, Sproull said. the same,” Sproull said. “We are focused on brought 225 jobs to the area and added $6 Now, robots completely assemble the cab of productivity improvement and providing million in payroll annually. By 1995, the the latest truck model and paint it, Rose said. the best quality product for our customers.” company had 1,500 local employees, Quality remains at the fore- according to the archives. “The main assembly chain and everything hasn’t changed, but just about everything front, VanZuiden said. Employment levels have fluctuated over the else around it has, from the product to “One thing PACCAR is big on, we’re years with the market and demand, but even the way we deliver the materials to the always investing back into our business during lean years, Peterbilt maintained its line, to doing things that make the plant to make it better and better,” he said. integrity with its employees, VanZuiden said. safer and quieter,” VanZuiden said. “Better safety, better quality and a When he was hired 12 years ago, he was Even with growth and production changes, better investment in the products.” warned that the market could change in the the culture and mindset of the company and next six months, but the company’s reputation employees have stayed the same, Rose said. drew him in and he remains today. Editor’s note: This article originally appeared in the “I think we’ve been able to grow but January 11, 2014 edition of the Denton Record- “One thing I really appreciated from Peterbilt been able to maintain the tight family Chronicle, and is reprinted here with permission. was they were very upfront about it,” he said. that we have,” he said, noting he has

A frame is flipped over on a hoist so the rest of a new The cab for a new truck is lowered onto the frame and truck can be built on top of it, at the Peterbilt factory on chassis on the main assembly line at the Peterbilt factory on Airport Road in Denton. Airport Road. www.UTA.org February 2014 7 UTA Industry Watch NADA Update Chris Visser, Senior Analyst and Product Manager, Commercial Trucks Summary 2012’s are also an interesting case. This model year was built in the A favorable supply/demand relationship keeps pricing for sleeper tractors highest numbers since 2007, and users on three-year trade-in cycles are with under 600,000 miles historically high. Construction trucks firmed beginning to rotate these trucks out of their pool. As such, we expect up in the last two months of 2013, and are poised for a recovery. Medium mild downward pressure on pricing for this model year, although with duty trucks continue to be limited by excess supply of average-to-high- the vast majority of trucks featuring under 400,000 miles, any mileage units. Sales volume is unusually volatile due to economic, depreciation should be limited to the uppermost layer of ultra-high-priced political, and weather-related factors. This volatility is expected to relax iron. There should be limited “spillover” impact to 2011’s, since the starting in the second quarter as many of these factors are alleviated. roughly $12,500 spread in selling price between 2011’s and 2012’s represents adequate headroom. Sleeper Tractors – Retail As for older model years, anything with under 600,000 miles should The market maintains its strong appetite for trucks with under remain essentially unchanged. Trucks with mileage at that level or 600,000 miles, with the average used truck selling in December for higher are more frequently wholesaled. $54,196 – an $867 (or 1.6 percent) decrease vs. November, but a $5007 (or 8.1 percent) increase vs. December, 2012. Average mileage was Sleeper Tractors – Wholesale 528,048 – 442 (or 0.1 percent) higher than November, and 10,469 (or December’s results were in line with recent months, with the average 1.9 percent) lower than December, 2012. This average truck was 77 sleeper tractor selling for $30,778 – a $784 (or 2.5 percent) increase months old, which is 1 month older than November and identical to over November, and an $8479 (or 27.5 percent) increase over last December. See “Average Retail Price and Mileage” graph for detail. December, 2012. Mileage was 643,625 – 3845 (or 0.6 percent) more than November, and 27,781 (or 4.1 percent) less than last December. Average Retail Price and Mileage -‐ All Sleeper Tractors Under 1M Miles This average truck was 83 months old, which is three months younger $60,000 580000 than November, and a notable 10 months younger than last December. 560000 $55,000 See “Average Wholesale Price and Mileage” graph for detail. 540000 $50,000 520000 Average Wholesale Price and Mileage: All Sleeper Tractors Under 1M Miles 500000 $45,000 $45,000 750000 480000 $40,000 $40,000 460000 700000 $35,000 Price 440000 650000 $35,000 $30,000 Source: ATD/NADA Mileage 420000 600000 $30,000 400000 $25,000 $20,000 550000 Jul Jul Mar May Sep Nov Mar May Sep Nov Jan-‐12 Jan-‐13 $15,000 500000 $10,000 2 per. Mov. Avg.(Price) 2011’s overtook 2010’s in December to become the highest-volume model 450000 $5,000 2 per. Mov. Avg.(Mileage) year represented in our retail database (see “Monthly Retail Sales Volume” Source: NADA and Auc/onNet $0 400000 Feb Mar May Jun Aug Oct Nov Dec Feb Mar May Jun Aug Oct Nov Dec Jul Jul Jul Jan-‐12 Jan-‐13 Sep Sep graph for detail). As we’ve stated, trucks of this model year are now in Apr Apr their fourth year of service, putting them near the meaty part of their trade-in curve. Interestingly, 2011’s actually ticked up in average price this month, which is not surprising given the demand for low-mileage The 2006-2010 model years continue to represent the bulk of the iron. Despite ongoing trade-ins of 2011’s, we do not foresee much under-1,000,000-mile wholesale sleeper market, with the 2007 model depreciation for this model year, since the vast majority of these trucks year still the highest volume. 2011’s should filter into wholesale will remain under 600,000 miles through the end of 2014. channels in mildly greater numbers as 2014 progresses, as the highest-mileage examples of that cohort hit 600,000 miles. However, Monthly Retail Sales Volume by Model Year: Sleeper Tractors Under 1M Miles as a low-build model-year, impact to pricing should be minimal. 400 2 per. Mov. Avg.(2006) If the general rule in the retail channel is that a truck will enjoy solid 350 2 per. Mov. Avg.(2007) demand up to 600,000 miles, the wholesale equivalent is probably 2 per. Mov. Avg.(2008) 700,000. See “Average Wholesale Price and Number of Trucks Sold” 300 2 per. Mov. Avg.(2009) graph for detail. 250 2 per. Mov. Avg.(2010) Class 8 Construction Trucks 2 per. Mov. Avg.(2011) 200 The construction market finished 2013 on the uptick after a relatively 150 weak September and October. The final two months of the year came back strong, resulting in essentially no depreciation for the full year 100 for 5-7 year-old trucks on average. 50 Specifically, the average of this cohort in December was $76,917 Source: ATD/NADA 0 – $3548 (or 4.6 percent) higher than November, and $11,033 (or 14.3 percent) higher than an unusually-low December, 2012. Mileage came Jul Jul Jun Jun Oct Oct Apr Apr Feb Feb Feb Sep Sep Sep Aug Aug Dec Dec Dec Mar Mar Nov Nov Nov May May May in at 279,830 – 37,872 (or 13.5 percent) higher than November, and a Jan-‐12 Jan-‐13

8 February 2014 www.UTA.org UTA Industry Watch NADA Update Chris Visser, Senior Analyst and Product Manager, Commercial Trucks Average Wholesale Price and Number of Trucks Sold by Mileage Range Sleeper Tractors, CY2013 $90,000 500 Price $80,000 450 Count $70,000 400 350 $60,000 300 $50,000 250 $40,000 Sources: ATD/NADA and Auc2onNet 200 $30,000 150 $20,000 100 $10,000 50 $0 0

100-‐199K 200-‐299K 300-‐399K 400-‐499K 500-‐599K 600-‐699K 700-‐799K 800-‐899K 900-‐999K

With 2010’s now five model years old, we expect to see mildly decreased notable 74,494 (or 26.6 percent) higher than last December. See retail volume through 2014, as increased numbers of these trucks hit “Average Retail + Wholesale Price of Construction Trucks” for detail. 600,000+ miles and are channeled into the wholesale sector. Next month, As you can see from the extremely simplistic linear trendline in the when we have our full January data available, we will start to look at graph, depreciation throughout this two-year period has been very mild. the 2011 model year. Using this measure as a guide, we arrive at a monthly depreciation of roughly $313 per month. Looking at 2013 vs. 2012 separately, 2013 Medium Duty – Class 3-4 Cabovers performed better, with trucks losing roughly $425 per month as 4-7 year-old Class 3-4 cabovers ticked up in December, coming in at compared to $1000 per month over 2012. $11,542 – an $1464 (or 12.7 percent) increase over November. Year-over- There were also more trucks in this age range reported sold in 2013 than year, this cohort was up $1256 (or 10.9 percent). Mileage was down vs. 2012 –304 vs. 242, respectively. Stable pricing combined with higher last month, at 113,957, for an 18,675 (or 14.1 percent) decrease. Year-over- volume typically points to a strengthening market. Construction sectors year, this measure was up 5665 (or 5.0 percent). See Class 3-4 Cabovers of the economy have been mixed to mildly upward, and there should graph for detail. be more upside pressure than downside in 2014. Model vs. Model Competitive Comparison Most MY2010 sleepers dipped a bit in December, with the exception of the Mack CX and Volvo VN 730/780. As these two models are lower-volume, they typically see higher month-over-month volatility, so it is safe to say that 2010’s on average brought less money in December than November. There was little change in competitive positioning, although the Peterbilt 386 and Volvo 730/780 plateaued in mid-2013, and are now resting slightly below the Freightliner Cascadia, which held steady during the same period. There is no clear reason for the differing performance of these models – specs and volume have remained relatively consistent – so we will continue to monitor performance and look for relevant factors. See “Average Retail Selling Price of 4-Year-Old Sleeper Tractors” graph for detail.

NADA continued on page 10 www.UTA.org February 2014 9 UTA Industry Watch NADA continued from page 9

The light cabover market remains flat. There are simply more than enough trucks with over 100,000 miles available in the marketplace to meet demand. December’s uptick was due mainly to the notable decrease in mileage. We do adjust our figures for mileage, but our adjustment may not be adequate to account for a spread of this size. We do not expect much change over the next few quarters, given the predicted ongoing supply of off-lease 100,000+ mile trucks into the marketplace. Medium Duty – Class 4 Conventionals 4-7 year-old Class 4 conventionals ticked back down in December, coming in at $12,734 - $2050 (or 13.9 percent) lower than November, and $1393 (or 10.9 percent) higher than last December. Mileage came in at 101,620 – 5864 (or 5.5 percent) lower than November, and 7723 (or 7.1 percent) lower than December, 2012. See Class 4 Conventionals is kept in check through an adequate number of trade-ins. At the same graph for detail. time, two months of increased pricing for trucks with relatively high mileage is mildly encouraging. We will continue to closely monitor this segment to see if steadily improving economic conditions are enough to overcome supply going forward. Sales Volume As predicted, retail sales per rooftop bounced back up in December after dropping November. Month-over-month, December was up 1.2 trucks (or 19 percent). Year-over-year, December, 2013 was up 0.5 trucks (or 7.9 percent). On an annual basis, 2013’s average was 5.9 trucks per month, 0.1 lower than 2012. See “Average Number of Used Trucks Retailed per Rooftop” for detail.

Like the light cabover segment, there is no shortage of trucks with around 100,000 miles available to the marketplace. Even trucks in the 90,000 range have not moved upwards appreciably. This segment touches a number of different economic sectors – delivery, residential services, landscaping, and light construction, to name a few – so the steady general improvement in economic conditions should be placing upward pressure on demand. However, supply is an ongoing issue. Perhaps more importantly, the medium duty market is missing one critical ingredient that has kept the used truck market hot on the Class 8 side: High new truck prices. New medium duty trucks have simply not increased in price as much as their Class 8 counterparts, and the difference between new and used is much smaller. As such, end users more confident in their job or business outlook are shopping in the new market. Volume in the second half of 2013 saw unusual volatility. Likely factors behind these monthly movements were Federal budgetary Medium Duty – Class 6 Conventionals dysfunction, severe weather, sticker shock, and uncertainty regarding 4-7 year-old Class 6 conventionals have fared a bit better than their Section 179 tax benefits. Political uncertainty and tax questions are no lighter counterparts in the past two months. December’s average was longer the wild cards they were in mid-to-late 2013, so we expect $17,871 - $953 (or 5.3 percent) higher than a relatively strong November, increased stability in volume once we exit the winter months. and $5298 (or 29.6 percent) higher than December, 2012. Mileage was Wholesale sales volume (auction plus dealer-to-dealer) dropped in 162,037, which was a mere 200 (or 0.1 percent) higher than November, December after maintaining relatively healthy numbers in the first and 9477 (or 5.5 percent) lower than December, 2012. See Class 6 three quarters of 2013 (see “Total Wholesale Sales Reported to NADA” Conventionals graph for detail. for detail). The same factors impacting sales per dealership were likely Pricing has firmed in the past two months, but volume was lower. This in play at auctions. Nonetheless, 2013 still ended up higher than the cohort has seen a steady increase in average mileage of trucks sold since previous two years, although not as high as the first full recovery year early 2012, suggesting that users are cycling out iron that had been kept (2010). We expect auction activity to firm back up starting in the in service longer than typical during the recession. Like Class 4’s, pricing second quarter.

10 February 2014 www.UTA.org UTA Industry Watch Tampa Next Venue for “Selling for Success”

fter reading a sales article today about what it takes to be a top Aperformer, I was reminded that there are some factors that limit our performance. The biggest one we must deal with is that there are only so many hours in the day. And that means “Selling time” and “Family time” require a balanced approach. If you are like me, you try to work them all in, but then come those interruptions that rob us of our time and throw us off plan. Trying to stay on task goes out the window and soon the “time factor” from that sales article about top selling performance is lost. What to do? Get answers on how to invest your time in the upcoming UTA sales training initiative “Selling for Success.” This seminar will Conclusion be held in Tampa, FL and is scheduled for March 24th/25th. Look for continued volatility in volume for the remainder of the winter, due mainly to extreme weather conditions keeping buyers home. Historically high pricing for sleeper tractors with under 600,000 miles should remain in place in upcoming months, despite a moderately increased number of MY2012 tractors entering the secondary market. Construction trucks should firm up mildly, in step with steadily improving economic conditions. Medium duty trucks with average mileage should remain flat, due to more than adequate returning supply. Keep up with our Commercial Vehicle Blog at www.nada.com/b2b for real-time updates on our market data. n

“Selling for Success” will reinforce just how important time manage- Reprinted with permission from the ATD/ ment is. It will also help you focus on the daily disciplines of making NADA Official Commercial Truck Guide® money and customer satisfaction and retention, while still promoting www.nada.com/b2b a healthy balance of family time. It’s a Win/Win!

The Very Best of Success To You Ken Kosic Sr. UTA Vice President and Training Committee Chair [email protected] Hire salespeople with caution, launch them with clarity, and eliminate poor ones with great dispatch.

www.UTA.org February 2014 11 UTA Industry Watch Industry News Briefs

Class 8 Orders Jump 50 Percent in December: ACT December brought more than Santa Claus this year for those selling Class 8 trucks. It also brought big sale increases. Preliminary numbers from Carriers See Growth Ahead; Need to Replace ACT Research showed Class 8 net orders at 31,800 units. Class 5 to 7 Older Vehicles: TCP net orders were at 14,200 units. “This is the time of the year when the large fleets and leasing companies The fourth-quarter Transport Capital Partners survey found that a “large are in the market and large Class 8 order volumes are most likely. As majority of carriers” expect to grow capacity, with many moving to such, an above trend number was expected,” said ACT President Kenny replace older vehicles. Vieth. “December Class 8 orders were up 50 percent month-over-month New Hours-of-Service rules have meant that equipment is now used for and year-over-year. December’s Class 5 to 7 orders pulled back, following fewer hours a day. As a result, “carriers are being pushed to increase several strong order months. However, Q4 Classes 5 to 7 orders of capacity and raise driver pay,” TCP said. The number of carriers saying 51,800 represent the best quarterly intake since Q1’08,” he added. they are not going to add capacity has been declining. It’s now at the For more information, visit http://www.actresearch.net. n lowest level yet recorded by the company’s survey (27 percent). Thirty percent of carriers say they expect to add between 6 to 10 percent capacity. These results are in keeping with the effects of the new HOS rules, effectively shortening the working day. TCP said 78 percent of the Women In Trucking Redesigns its Website carriers surveyed in the last quarter of 2013 said they had lost productivity due to Hours-of-Service changes. The Women In Trucking Association (WIT) recently launched a re-designed website, with an eye toward adding member features. Larger carriers expect to add more equipment than do smaller carriers. Visitors can now readily learn more about the benefits of joining the Specifically, TCP found 39 percent of larger carriers expect to add between association, and learn about the nonprofit’s mission and goals. WIT 5 to 15 percent more, compared with 27 percent of smaller carriers. noted in a release about the new site that a “Member of the Month” is Independent contractors are the favored method of adding capacity, as featured, as is Redefining the Road magazine. A “Secrets to Success” TCP found the percentage of carriers planning growth through their section provides member insights on things like health and wellness, use jumped 63 percent (from 16 percent to 26 percent). The most-cited safety and harassment, relationships, and “life on the road.” way of adding capacity is through company equipment that’s either WIT added that the site also has new features that members specifi- financed or bought on a TRAC Lease—35 percent, up from last quarter’s cally requested. These include a mentoring center where members can 26 percent. Interestingly, carriers who said they plan to add capacity go for advice and counseling. WIT has made employment a focus by buying other carriers increased from 0 percent three quarters ago, recently, and the site reflects that as well with the WIT Careers job to six percent. board. WIT plans to add a “mall” where members can buy products Aging Tractors Being Traded Out that “display their membership with logo enhanced apparel and Carriers boosting capacity are more likely to replace older vehicles. items.” You can see the website at womenintrucking.org. n “Almost 40 percent expect to replace 11 to 25 percent of their fleet this year,” TCP noted. Also, there’s a big difference between smaller and larger carriers. A full 77 percent of smaller carriers plan to replace less than 10 percent of their fleet. “Conversely, about three times as many larger carriers expect to add 11 to 25 percent (50 percent vs. 15 percent),” the market research firm noted. “We suspect that all the 2007 pre-buy tractors are being traded out. If smaller carriers are not able to replace older, less fuel-efficient equipment (and their higher maintenance costs), those carriers will not be well positioned to benefit from looming good times,” added TCP Partner Richard Mikes. n

12 February 2014 www.UTA.org UTA Industry Watch

FTR Agrees: December’s Buyers Can Custom Class 8 Orders Way Up Design Navistar FTR’s preliminary data for December Trucks with New showed Class 8 truck net orders surging to Configurator 31,506 units, a 50 percent increase from Tool lets buyers customize features and specs November’s tally. Not only that, FTR noted it was the first month Navistar announced redesigned online truck “configurators” for orders were above 30,000 since April 2011. December 2013’s total was International® ProStar®, DuraStar®, and TerraStar® models. Customers the highest in eight years. The month’s great numbers boosted the can virtually design, build, and customize features such as their “annualized rate” for the past six-month period to 269,000 units. These International Truck’s cab, exterior, interior, and powertrain with the preliminary order numbers represent all major North American OEMs. configurators, according to the company. FTR had this to say overall: “Orders were exceptionally strong in “We know that an increasing number of December. Order activity was well balanced across sectors and customers in the commercial truck manufacturers. The strong showing puts OEMs on track to meet first industry are researching their product quarter targets and provides momentum headed into the second wants, needs and desires online before quarter. Fleets and dealers are showing more optimism. This is a very visiting a dealership,” said Michael welcome sign and good news for the industry.” Cerilli, Navistar vice president. “It’s all For further information, contact FTR at [email protected], or call about empowering the user to spec’ their (888) 988-1699 ext. 1. n desired truck with the click of a mouse. The more we can provide useful tools to aid in their purchase process, the more likely we are to earn their business.” Peterbilt Showcasing its 567 Vocational Trucks The configurators are enhanced versions of previous versions of the tool, and now have high-resolution, 3-D images, more spec’ing Peterbilt recently exhibited its Model 567 vocational truck at the options, and “an improved user experience and interface.” Buyers World of Concrete show in Las Vegas, and said customers are reacting start by selecting their cab type and bumper-to-back-of-cab (BBC) “positively” to the new truck. “Customer reception of the all-new length, then options for bumpers, mirrors, aerodynamic package and Model 567, which went into full production a few weeks ago, has been other exterior features. Next, they select a preferred powertrain overwhelmingly positive. This lightweight, highly versatile vocational configuration, including engine, transmission, and axle options. vehicle is an ideal fit for the concrete markets and we’re excited to Finally, they select an interior trim and “creature comforts” of choice. showcase it at World of Concrete,” said Robert Woodall, Peterbilt After that, buyers can request a price quote, schedule a test drive with Director of Sales and Marketing. “This rugged truck and tractor meets a dealer, share their spec’d truck with their dealer, or check out new a concrete contractor’s every vehicle requirement, from mixing plant and used trucks meeting their specifications. to jobsite,” he added. “We’ve seen great engagement The Model 567 comes standard with Paccar’s MX-13 engine, the company for the configurators in beta said. It can be ordered as a day cab or with Peterbilt’s complete line-up testing,” said Bryan Sorensen, of detachable sleepers. At the show, Peterbilt also exhibited its low-cab director, digital marketing, forward Model 320, equipped with a concrete pumper, and its Model Navistar. “Traffic to 357 with a mixer body and a PACCAR PX-9 Engine. n InternationalTrucks.com has increased nearly 20 percent, and users who engage with the tools are spending twice as long on the site compared to those who don’t use the configurator.” Navistar plans to offer configurators for more models in International’s lineup of Class 4-8 commercial trucks, including the International WorkStar® and International LoneStar®. Customers can spec their International ProStar, DuraStar and TerraStar models by visiting www.internationaltrucks.com/buildmy- prostar, www.internationaltrucks.com/buildmydurastar, and www. internationaltrucks.com/buildmyterrastar, respectively. n

Industry News Briefs continued on page 14 www.UTA.org February 2014 13 UTA Industry Watch Industry News Briefs continued from page 13 Jennifer Jo Cobb Racing Ready for 2014 DAYTONA KANSAS CITY, KS (February 11, 2014) - Jennifer Jo Cobb Racing The Used Truck Association and Michelin® (JJCR) is pleased to have partnered to provide UTA members in the announce its sponsorship line-up for the NASCAR Camping World Truck Series NextERA Energy Resources 250 on Friday, February 21, U.S. with a national tire program through the 2014 at Daytona International Speedway. Cobb is proud to be MICHELIN® Advantage Program. This tailored participating with the Used Truck Association (UTA), Wreaths Across for UTA program includes: America and Fans4Truckers to honor Arlington Cemetery’s 150th Anniversary with a “Remember Them All” kickoff. “I’ve never been • Consistent national pricing on premium more grateful or more motivated for a new season,” said Cobb. “To be MICHELIN® truck tires, including MICHELIN® able to race in the big leagues of NASCAR and represent such X One® tires and BFGoodrich® truck tires at wonderful organizations is a dream come true.” participating Michelin® dealers Fans can visit www.uta.org/driven2honor and join Cobb in a • Point-of-sale materials including MICHELIN® fundraiser group open to the public and sponsor a remembrance wreath for a fallen soldier at Arlington on “Wreaths Across America brand data books and tire reference guides, Day” this December 13th 2014. MICHELIN® X One® product information, Further exciting news regarding MICHELIN® X One® Secondary Market UTA and Wreaths Across America Satisfaction Guarantee, and BFGoodrich will be announced in the coming MICHELIN® X One® brand data books and weeks. Cobb will hold a personal tire reference guides appearance in Portsmouth, Ohio at The Glockner GM Superstore and • Access to Michelin® Customer Service, a The American Legion James program website, a Michelin® dealer locator Dickey Post 23 for a community and a Michelin® Field Sales Representative fundraiser on Wednesday, February 26. Glockner’s, a member of The UTA, is the first Chevrolet To enroll in this UTA / Michelin® program, dealership in the state of Ohio. The please visit the UTA website. After completing campaign goal is to fund enough the enrollment, each member will receive a remembrance wreaths to be placed Michelin® account number for use at partici- on all of the over 240,000 fallen pating Michelin® dealers (purchases to be paid veterans buried at Arlington. via credit card). JJCR will also have co-primary sponsorship from Tyler, Texas-based Grimes Irrigation & Construction, Inc. With a surge of new sponsor- Michelin® has a full line-up of X One tires & ship and returning support from Koma Unwind, Arrow Truck Sales, retreads, which feature our exclusive wide base Horejsi Graphics and Waldo’s Paint Supply Co., the team is slated to single technology aimed directly at saving fuel. compete in all 22 race events on the schedule. Crew Chief, Steve In fact, in the 14 years since their introduction, Kuykendall will lead the team. they’ve saved 150 million gallons of fuel & “We are pleased to be transitioning to Chevrolet as the truck series provided millions of tons of added freight. introduces an updated body,” said Kuykendall. “And with increased Michelin® is so confident in horsepower from a new engine, I am confident you will see performance improvements from our organization. Momentum is just with these savings that Michelin® us right now.” Cobb added, “My Crew Chief has worked so hard this offers Total Satisfaction. If winter that I am certain his hard work and dedication will show up on after the first 60 days and the track.” before 150 days, the fleet Cobb currently holds the record for the highest finish by a female in owner is not satisfied, NASCAR at Daytona, with her 6th place finish in 2011, which was also Michelin® will provide a credit led by Kuykendall. up to $1000 for Michelin® dual Race Updates can be found on Twitter: tire and wheel exchanges.* @jenjocobb and Facebook.com/JJC Racing” *Certain conditions apply. See the JJCR PR Contact: Fans4Truckers Contact: Michelin® X One® Secondary Market Total Satisfaction Tracey Passantino Dave Pack Guarantee [email protected] [email protected]

14 February 2014 www.UTA.org UTA Industry Watch East Texas Mack Receives 2013 North American Distributor of the Year Honors

GREENSBORO, NC (February 12, 2014) – Mack Trucks today announced that East Texas Mack Sales, LLC, Longview, Texas is its 2013 North American Distributor of the Year. The annual award recognizes the top-performing distributors within Mack’s North American dealer network based on sales, facilities, service, general management, customer satisfaction, parts, personnel and community service. A Mack distributor since 1976, East Texas Mack demonstrated a tremendous commitment to satisfying its customers, as reflected by its 100 percent customer satisfaction score. To better address their customers’ expanding needs, East Texas Mack added four new heavy-duty parts delivery vehicles in 2013 and began construction on new shop bays dedicated to servicing natural gas-powered vehicles. East Texas Mack has received numerous accolades, most recently as the Southwest Regional Distributor of the Year in 2011 and the North American Distributor of the Year in 2008. The company was also the U.S. Distributor of the Year in 2000.

Mack also named 2013 winners for each of its U.S. regional sales divisions:

■■ Northeast Region: Beam Mack Sales & Service, Inc., Rochester, NY

■■ Southeast Region: Mack Truck Sales of Charlotte, Charlotte, NC

■■ Central Region: Quincy Mack Sales & Service, Inc., Quincy, IL

■■ Southwest Region: East Texas Mack Sales, LLC, Longview, TX

■■ Western Region: Vanguard Truck Center of Phoenix, Phoenix, AZ

■■ Canada Region: MacKay’s Truck Center, Truro, Nova Scotia, Canada

The North American Used Truck Distributor of the Year award was given to Vanguard Truck Center of Houston, Texas. M&K Truck Leasing, LLC, based in Byron Center, Michigan, received the Mack Leasing System North American Distributor of the Year award. “I’m very proud of all our award winners for their excellent work representing Mack Trucks,” said Stephen Roy, president, Mack Trucks North American Sales & Marketing. “They bring a great understanding of this dynamic and diverse industry and are dedicated to helping customers achieve success.”

Dedicated to quality, reliability, and total customer satisfaction, Mack Trucks, Inc. has provided its customers with innovative transportation solutions Pictured from left to right are Drew Bankston, East Texas Mack finance manager, David Carroum, for more than a century. Today, Mack is one of North East Texas Mack sales manager, Mike Maddox, Mack Trucks southwest region vice president, Bill Bankston, East Texas Mack president, Stephen Roy, Mack Trucks president of North American America’s largest producers of heavy-duty trucks and Sales & Marketing and Joseph Kennedy, East Texas Mack vice president and chief financial officer. MACK® trucks are sold and serviced through an extensive distribution network in more than 45 countries. Mack trucks and diesel engines sold in North America are assembled in the United States. Mack manufacturing locations are certified to the internationally recognized ISO 9001 standard for quality and ISO 14001 standard for environmental management systems. Mack is also a proud sponsor of Share the Road, an American Trucking Associations’ public information campaign aimed at enhancing the safety of our nation’s roadways. Mack Trucks, Inc. is part of the Volvo Group, one of the world’s leading manufacturers of trucks, buses, construction equipment and marine and industrial engines. The Group also provides complete solutions for financing and service. The Volvo Group, which employs about 115,000 people, has production facilities in 19 countries and sells its products in more than 190 markets. In 2012, the Volvo Group’s sales amounted to $45 billion. The Volvo Group is a publicly-held company headquartered in Gothenburg, Sweden. Volvo shares are listed on OMX Nordic Exchange Stockholm and are traded OTC in the U.S. For information, contact: Kimberly Pupillo, Director – Media Relations, Mack Trucks, Inc. 336-393-2640, [email protected] For more information about Mack, visit our Web site at www.macktrucks.com www.UTA.org February 2014 15 UTA Industry Watch The UTA Looks Back The Inaugural Convention — Howey-in-the-Hills, Florida, 2000

16 February 2014 www.UTA.org UTA Industry Watch Industry Events Calendar

MARCH JUNE

5-7 • The Work Truck Show 2014 28 • East Coast Large Cars Indiana Convention Center Truck Show 2014 Indianapolis, IN 37 Plains Road www.ntea.com/worktruckshow/ Augusta , NJ eclcannualtruckshow.com/

27-29 • Mid-America Trucking Show 2014 Kentucky Fair & Exposition Center Louisville, KY JULY www.truckingshow.com/ 10-12 • Walcott Trucker’s Jamboree Iowa 80 Truckstop APRIL Walcott, IA http://iowa80truckstop.com/trucker-jamboree/

8-11 • NAFA Institute & Expo Minneapolis Convention Center AUGUST Minneapolis, MN www.nafainstitute.org 8-9 • Waupun Truck-N-Show Waupun Community Center Spring Street, Waupun, WI 10-12 • Truck World 2014 http://waupuntrucknshow.com International Centre Toronto, Canada www.truckworld.ca/ 15-17 • Eau Claire Big Rig Truck Show Chippewa Valley Technical College 617 West Clairemont Ave Eau Claire, WI MAY www.eauclairebigrigtruckshow.com

8-10 • East Coast Truckers Jamboree Kenly 95 Truckstop 20-21 • Commercial Vehicle Outlook Conference I-95 Exit 106 Dallas Convention Center Kenly, NC 555 South Lamar http://kenly95.com/east-coast-truckers-jamboree/ Dallas, TX www.cvoconline.com

29-31 • ATHS National Show & Convention Ozark Empire Fairgrounds 3001 N Grant Avenue, Springfield, MO SEPTEMBER www.aths.org/convention 5-6 • Big Iron Classic 26487 600th Street Mantorville, MN www.bigironclassic.com

www.UTA.org February 2014 17 UTA Industry Watch

18 February 2014 www.UTA.org UTA Industry Watch

The Vendor Expo gets bigger and better every year!

www.UTA.org February 2014 19 UTA Industry Watch From Where We Sit

Ahhh, February…the month of groundhogs, love, and presidents! It is cold here, dark, and just far enough into winter that the charm has begun to wear off. We’ve shoveled snow, chipped away at ice, and scraped our wind- shields quite enough for now, thank you very much. So, in looking at the list above, we’ve decided to focus not on weather-predicting rodents, or the men who have held the highest office in the land, but instead on love. We’re something of a couple of experts on the subject, having watched love go right, love go wrong, and love just simply go throughout the years we’ve been together. We have grand- parents who were married for more than 65 years when death did them part. We’ve had siblings who’ve stayed married against all odds, and even a few family the “outskirts.” The house, of course, is still beautiful, but the members who waited way too long to make the divorce happen. Yep, windows leak cold February air, the mirrors could stand to be we’re pretty much experts on the subject of love. So, it was with real re-silvered, and the plaster is cracked in more than a few places. happiness that our (You either love old houses and don’t care about those details, or neighbor, who was you don’t!) We were touched and thrilled to imagine the newly- born nearly 70 years weds settling into a happy life with a showplace of a new home. ago in the house he Then we talked to the other neighbor who lives across the street. He still lives in across is one of the few people who still remembers Naomi. He moved into the street, sent us a his house in the late 1960s, just before Naomi sold her home. She and copy of the wedding Walter had lived here until his death in 1963. It was always just the announcement for two of them, with no children to help her manage the big house. (That the newlyweds who also explains the good condition of the woodwork!) Anyway, our built our wonderful neighbor told us that Naomi made it clear to Walter that she would old house. only marry him once he built her a beautiful house that they’d live Now, if you’ve been in. What? We had all these sweet and nostalgic fantasies, and now reading along with we’ve resorted to crass materialism? Oh, where had all the love gone? us here, you know Then we remembered who was telling us this story. Our neighbor that we live in a across the street is the biggest gossip known to humanity! He and his cool old house on wife both always have a discouraging word for every human they’ve the main street of ever had contact with! That’s why in the more than 15 years we’ve a small farming been neighbors, we’ve never said more than “Hello” or “How are community nestled you?”or “Lovely weather, isn’t it?” Oh, they’re nice enough people, but in a valley in the Mama told us years ago, he who brings tales also carries them away. foothills of the Blue Ridge Mountains. They are mountains to So, we’re going to stay nestled in the warmth of Naomi and Walter’s those of us who have lived all our lives here in the East, but if beautiful once-new home. We’re still going to imagine them happily you’re reading this west of the Mississippi, you’d consider them sharing the day-to-day details of their life together, and we’re still to be speed bumps. Still the valley has some of the most fertile going to believe the newlyweds enjoyed more wedded bliss than and beautiful farm land you’ll find anywhere, and the couple angst. Yes, it’s February. It’s cold. It’s dark. The thrill of winter who built our house came from two very old and prosperous has worn thin, but the glow of a long farming families whose descendents still live in the valley. and happy marriage can keep even the Walter and Naomi (Doub) Remsberg were married just before crankiest couple warm and dry. At least, Christmas in 1913. They eloped, which seems really quite romantic, that’s the way it looks from where we sit. but who knows? That could have been because they knew two prominent old families would create way more drama than either one of them wanted to endure just for the sake of getting married. The announcement said the couple would be keeping house and welcoming friends in the “beautiful new home Mr. Remsberg built Deb and Brad Schepp on the East End of town.” Now, no one considers this the East End [email protected] anymore, and town extends a good deal beyond our house to the east, but it’s fun to think about the day when this was considered

20 February 2014 www.UTA.org