UTA Announces Its 2018 Officers and Board of Directors

Merry Christmas • Happy Hanukkah • Happy New Year!

1.877.GETS.UTA • www.uta.org Volume 19 • Issue 12 • December 2017

UTA Announces its 2018 Officers Used Truck Association and Board of Directors Chartered May 16, 1988

Published by the Used Truck Association he UTA recently announced its 2018 Officers and Board of Directors at the Las Vegas 303 Corporate Center Drive, Suite 300A Convention, held November 1-4. There are many familiar names here (welcome back to Stockbridge, GA 30281 T the President’s seat, Rick Clark), and a few new ones as well (for example, Anthony Gansle, of Peterbilt Motors Company and Michael Cox, of Selectrucks). Table of Contents Officers Board News and Views...... 2 Quips & Quotes ...... 2 New Members ...... 4, 6, 8 The Brooks Group Sales Tip of the Month ...... 8 Face to Face with Finn Murphy...... 10 Industry Events Calendar ...... 12 President Vice President Secretary Treasurer President Emeritus Rick Clark Bobby Williams Amanda Kent Craig Kendall Marty Crawford Women In Trucking: Sharing Best National Truck Southwest Masterack The Pete Store Volvo/Mack Trucks Practices Around the World...... 14 Protection International Trucks Atlanta, GA Knoxville, TN Ft Worth, TX Cranford, NJ Dallas, TX Happiness...... 16 JD Power Valuation Services Update ...... 22-23 Industry News Briefs ...... 28-30 Uptime and Warranties – How Your Claims Process Can Affect Uptime.... 32 From Where We Sit...... 37

Executive Advisor Executive Advisor Executive Advisor Executive Advisor The UTA… Al Hess Ronnie Jordan Dean Jeske Robert Yost Members Supporting Members! Wholesale Trucks of Jordan Truck Sales Arrow Truck Sales Gateway Industrial America, LLC Atlanta, GA Kansas City, MO Power, Inc. Kansas City, MO Collinsville, IL

Board of Directors

SHARE YOUR NEWS Charles Cathey Kelly Coldiron John Cosgrove Hal Dickson Brock Frederick with the UTA Industry Watch. Black Book Coldiron Companies CAG Truck Capital Mack/Volvo Navistar Send submissions, ideas and Atlanta, GA Edmond, OK Chadds Ford, PA Greensboro, NC Lisle, IL comments to: UTA Industry Watch Editors Brad and Deb Schepp c/o Sentry Management 303 Corporate Center Drive, Suite 300 A Stockbridge, GA 30281 Anthony Gansle Jody Johnson Mike Roney Amy Shahan Michael Cox, Phone: 877-GETS-UTA (877-438-7882) Peterbilt Motors Co Westrux Warner Truck Bayshore Ford Alternate Fax: 770-454-0029 Denton, TX Santa Fe Springs, CA Center New Castle, DE SelecTrucks of West Valley City, UT America [email protected] Omaha, NB Twitter: @usedtruckassoc We also want to thank outgoing Board members Brandon Hess and Dean Jeske for their outstanding service to the UTA! n UTA Industry Watch Board News and Views 2018 BOARD We Learn As We Teach OF DIRECTORS ast week my son, a Midshipman 1/C at the United States Naval Academy, found out through http://www.uta.org/directory L what they call “Service Select” that his dreams, goals, and hard work had paid off. He will commission as a 2LT in the Marine Corps next May. I sit here even now and wonder where all the GOVERNING BOARD: time went. I write about this because his journey has not been an easy one, nor will it get any easier when he commissions. Even then I’ll still constantly feed him practical, personal, and work advice as President Rick Clark he maneuvers through not only being an adult, but managing people (young adults like himself) in Vice President Bobby Williams a high stress environment. In fact, just two days before our 2017 UTA convention began, I got a phone call in the early morning Treasurer Craig Kendall hours. I learned that a friend of his, a fellow Midshipman at the academy, decided that he couldn’t Secretary Amanda Kent handle the stress any longer and took his own life. You might have seen those reports in the news. Talk about learning as you teach! My mentoring skills were definitely stretched for sure. See, I am not Advisor Marty Crawford only his mom, who cries with him because his heart is broken, and he doesn’t understand or blames himself for not noticing a problem. I am also the teacher who shows him how to cope with those emotions, finish the task, move forward, and be successful doing it. Do you have any idea how hard that is? And did you know I needed to hear those words I said to him because of the things I go through in my own life? We learn as we teach. In our association we do the same things. Al Hess told me not too long ago, “We didn’t know how to do everything when we started either. We just did it.” He was referring to the Used Truck Association when it was just getting started. He was telling me that they learned as they taught others. Those mentors are still learning as they teach us who are younger and getting more involved as we grow the association. We are close to another milestone in membership where we will soon outgrow our infrastructure, and are tasked with making the correct changes that will benefit the association and the membership. They are learning as they teach. So it is in our businesses, as well, where if we are smart we still learn as we teach. Our industry has changed so much since the invention of the internet. Then we had the catastrophe of the mid 2000’s when the market took a dive that changed the landscape of how we forecast and conduct business forever. We must now be willing to combine the tried and true things that got us where we are, the things from the past that are timeless, with respect for how our decisions will affect our customers, our members, or others in general, moving forward. There are a few things that I consider that get me through these times, and help me learn as I teach: The Facts • The Options • The Effects • The Decision The Facts What are the facts of the situation? If we are going to be able to mentor or teach we need to know the truth we are dealing with. We don’t need to know the rumors or what ifs. Just the facts. The Options After you have the facts, you can start talking through the options of what actions need to take place. I throw all things out there, and ask others what they think can fix or alleviate the problem. Asking leading questions always helps. Then you have to help narrow down what is best for everyone involved. The Effects Once you narrow down your best options for moving forward, you must consider the effects. Specifically, what are the effects that those options will have on your business, the association, your child, and so on. The Decision This is where the rubber hits the road, and where I learn the most. What action will I decide to take? When I make this decision, I have to be “all in” to stick with it. I also must be unwavering in what I am doing, or advising to do, to move forward. Mentoring in business, in your community, and with your children is not always easy. I think we can all attest to that. Rather, it is making ourselves available and open to helping others move forward in whatever they are facing. We might not have ever encountered a similar With the new day comes problem. But guess what? We have to teach through it anyway—and in most new strength and new cases we learn as we teach. May the Lord bless you all with the things you face in business, and in your thoughts. personal lives. I pray great success over you all. ~Eleanor Roosevelt And a special thanks to Al Hess who is always in my corner, and always gives me the best advice. You are a great friend and mentor. Amanda Kent UTA Secretary [email protected] 2 December 2017 www.UTA.org

UTA Industry Watch

It’s always a treat to welcome new members to the Used Truck Association. Each month we profile our new (or just returning) members in this newsletter. New members have the New opportunity to complete a bio and send a photo so our current members can learn more about you. We hope to learn not just how to reach you, but what you enjoy about the work you do, why you joined the UTA, and what gets your gears going as a person. So please return your Members questionnaire so your fellow UTA members can get to know you!

James Amos, Owner the people within the industry.” Michael Giancanelli KC Truck and Equipment Sales When she’s off the clock she enjoys spending United Capital Group 104 W US 40 Hwy winters skiing in the Colorado mountains. 4882 Kona Dr. Bates City, MO 64011 Huntington Beach, CA 92649 www.kcequipmentsales.com (916) 335-6447 (w) (816) 916-1398 (w) Brad Conquest [email protected] [email protected] KLLM Equipment Solutions 134 Riverview Drive John tells us he’s formally been in the truck Richland, MS 39218 Maria Luisa Giron, CFO business since 2000. www.equipmentsolution.com Giron Freight Carrier & Wholesale Inc. John made it a point to mention that since (256) 990-0361 (w) 1223 E Anaheim Street he’s started, the UTA has always treated him [email protected] Wilmington, CA 90744 well. “We opened this dealership in June and www.gfcwsales.com Misty Reis has been more than helpful,” he www.facebook.com/GFCandWholesale said. Thanks John. We are always here to help! Burl Crosby (310) 872-3457 (w) East Texas Truck Center [email protected] 3009 NW Stalling Drive Although Maria’s official Dave Brackeen Nacogdoches, TX 75964 title is CFO she says she Whiteford Kenworth (936) 205-8536 (w) actually does a bit of 12650 Eckel Junction Rd. [email protected] Perrysburg, OH 43551 everything, as her business [email protected] is family owned and John Dimopoulos operated. She joined the Pilot Truck Sales business in November 2011, Shannon Carlson, New/Used Sales Manager 2109 Bernice Ave “but grew up in the Hall Truck Center Lansing, IL 60438 trucking industry.” Her 5721 HWY 31W (727) 481-4723 (w) father has been in the industry for over 35 Tyler, TX 75709 [email protected] years. www.hallvolvogmc.com Prior to working in trucking Maria worked in (903) 707-5067 (w) the health care industry for eight years. “I [email protected] Drew Duncan 111 Jackson Street did patient admission screenings for a Shannon began working in the truck Newnan, GA 30263 skilled nursing facility,” she explained. She industry in 1996. Prior to that he worked in (678) 603-3864 (w) then did compliance work for the facility the automobile business. [email protected] overseeing the social services department, along with the billing and activities department. Her main focus was to review Jessica Carr, Senior Industry Analyst Phillip Dumond patient care plans to ensure they complied Informa Freedom Truck Finance with their diagnosis and insurance 3550 Castle Peak Ave 12221 Merit Drive, Suite 1175 requirements. Boulder, CO 80027 Dallas, TX 75251 www.pricedigests.com Giron, Maria explains, is a drive-away (678) 630-5946 (w) (770) 618-0140 (w) contracting business. She started out [email protected] [email protected] managing operations and logistics for the company. Although she still handles those Jessica is a relative functions, her primary focus “is overseeing newcomer to our industry Bill Evans Palmer Trucks of Dayton both and making sure we are in compliance starting out only in 2012. and profitable.” Prior to that she was in the 7740 Center Point 70 Blvd insurance field. Jessica Dayton, OH 45424 Maria has definite hopes and expectations as joined the UTA “to meet palmertrucks.com a new UTA member. “I hope to meet more new people throughout (937) 235-2589 (w) people in the industry and learn as much as the used truck industry [email protected] I can from them,” she began. “I am also very in order to grow my interested in getting together with people who may have some ideas and input into ideas/goals knowledge of the market.” Zoltan Ferencz I have.” Maria believes that one of trucking’s Her first job in trucking was as a research Midway Trucks biggest needs is more education for owner/ analyst for Truck Blue Book. 7601 NE 38th Street operators. “They need help in learning how to Jessica’s favorite parts of her current job “are Kansas City, MO 64161 run their businesses and becoming more the challenges of learning about the trucks (816) 413-3000 (w) with new regulations, and getting to know [email protected] New Members continued on page 6 4 December 2017 www.UTA.org ARROWARROW TRUCKTRUCK SALES,SALES, INC.INC.

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profitable,” she said. “I would love to eventually Brad Hooley Linda Meaux work together with other dealers, lenders, and Foremost Transport RigDig even freight companies in putting together 64825 CR 31 1509 Orchard Lake Dr. workshops/webinars to help them get started Goshen, IN 46528 Charlotte, NC 28270 correctly. I believe that the more successful (574) 642-2000 (w) [email protected] they are the more successful we all are. [email protected] Many of them just lack knowledge to help them get ahead, and I would really enjoy Andy O’Hagan, Used Truck Sales being able to help them achieve success.” Adam Kabani Manager When asked what she liked the most about her Cali Truck Sales Kenworth of Fort Wayne current job Maria immediately mentioned 3242 Richert Ave. 3535 Coliseum Blvd West working with and for her family, so the growth Clovis, CA 93619 Fort Wayne, IN 46808 she sees is very rewarding. Maria also loves (559) 905-3420 (w) (260) 483-6367 (w) helping first-time buyers. “I grew up with a [email protected] [email protected] trucker dad so it’s a very personally Andy’s been in the rewarding feeling to be able to help others Jake Larman trucking business since start on their road to success,” she said. Machino Corporation the last century—1996 to In fact, Maria’s biggest passion is helping 20 South Clark Street, Suite 510 be exact. Before that he others. She’d like to work with others to create Chicago, IL 60603 worked in retail. When an educational program for new owner/ (612) 549-9627 (w) he joined the trucking operators, and those who could just use some [email protected] industry he began by guidance in running their businesses better. working in Service & She’d like to team up with lenders and other Parts for Kenworth of dealers, and offer a “I bought my truck now David Leventhal Dayton. Freedom Truck Finance, LLC what?” seminar or webinar, where they can Andy’s joined the UTA to meet new contacts 12221 Merit Drive, Suite 1175 learn about different tools and resources to and learn from his peers. better run their business. “I genuinely Dallas, TX 75251 The best part of his current job, Andy feels, believe that investing in people is the key to [email protected] is the interaction he enjoys with customers success whether it’s employees, clients or just and co-workers. people in general. I believe that knowledge Jim McCabe, Used Truck Manager When the day’s work is done Andy enjoys is power and, well like the bible says, ‘For MHC Kenworth Quad Cities spending time with his family and friends. unto whomsoever much is given, of him shall 3600 78th Ave West He also enjoys being involved in his much be required.’ Well I believe it’s my Rock Island, IL 61201 community. “I joined my local Volunteer Fire mission to use my talents and knowledge to mhc.com Department about 15 years ago,” Andy said. help others be successful, so in turn they (309) 787-6181 (w) “Being part of this brotherhood gives me can help others too.” [email protected] great satisfaction and pride serving my Her other interests outside of work include This is Jim’s first year in trucking. Previously neighbors and community.” psychology, which she studied in school. he worked mostly in the car business, “From When she worked in healthcare she learned my family-run used car lots to new car stores, that she likes doing administrative work I’ve done it all in that industry,” he said. Mae Philpott that helps other thrive. Quality Leasing Co., Inc. Now let’s welcome him to the UTA as he 9830 Baurer Drive Finally, Maria feels the UTA is a great platform seeks to gain knowledge of our industry and Indianapolis, IN 46280 “for people to get together and help improve “network with the best in the business.” the lives of so many in the trucking industry [email protected] and beyond.” Her hope is not only to meet “The ever-changing market and all the fun we get to have in this industry,” is what Jim others in the industry but to work with them Max Pinkston on projects to make things better for everyone. enjoys the most about his work. “I love learning new things that challenge me daily, Pacific Commercial Truck Solutions and this is a great example of that,!” he added. 4570 Pell Drive Maximilian Hanak Sacramento, CA 95838 Outside of work, Jim’s passions are woodworking www.pmhsi.com Compass Equipment Finance and working on old motorcycles. He’s now (408) 315-4844 (w) 115 W 55th Street, Suite 101 redoing a 1972 CB350 for his wife, and says [email protected] Clarendon Hills, IL 60514 he’s enjoyed every minute of the project. [email protected] We were in touch with Jim soon after the Las Vegas Convention. Jim said he found it Brian Harrington wonderful to meet everyone. In closing, Jim 3568 Losee said he’s “excited to learn from each and N. Las Vegas, NV 89030 every one of you. Happy selling!” (949) 542-2993(w) [email protected]

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Dan Prescher, Sales/Painter Kenny Proctor Ryan VanHaitsma, Sales V-Max Truck Sales Rush Truck Centers, Inc. V-Max Truck Sales, Inc. 3643 80th Ave. 9600 W. Roosevelt St. 80th Ave. Zeeland, MI 49464 Tolleson, AZ 85353 Zeeland, MI 49464 (616) 772-1643 (w) (602) 422-8130 (w) vmaxtrucksales.com [email protected] [email protected] (616) 772-1643 (w) Dan began in the [email protected] truck business in Dave Prohaska The start of the new millenium brought with 1988. His first job MHC Kenworth it lots of fanfare, but for Ryan it was also the was hauling gravel 1318 3rd Street time he first entered the truck business. The trains. Prior to Durant, IA 52747 move into trucking was understandable trucking he worked (319) 848-2577 (w) since trucking is the family business. Ryan’s in farming. [email protected] father started V-Max Transportation in 2000. Dan said “the man I Before working in trucking Ryan worked at a work for and the greenhouse. At 13, he washed trucks on Catherine Sotheran people I get to work weekends. Then after high school he joined TransWestern Truck with” are what he likes best about his job. the Marines, then worked in construction for 2523 Morris Crest SE Second to that he enjoys meeting his a while, before coming back to his family’s Calgary, AB T4A 2B8 customers’ needs. That might include selling business. (403) 805-3079 (w) them a good used truck, or dressing up their [email protected] His other interests center around sports: he’s current trucks with polish, paint, or new a big fan of college baseball and football. accessories. “It is awesome to be a part of every part of the industry,” he said. Justin Taylor Ryan said his company’s main goal in joining the UTA is to meet others in the industry, 23022 La Cadena Drive, Suite 206 Outside of work Dan and his wife counsel including other dealers, wholesalers, or those Laguna Hills, CA 92653 couples who are having difficulties in their in the warranty and financing end of the (949) 427-8541 (w) marriages. business. “We want to build long-lasting [email protected] Dan noted that while he’s only been to one business relationships as well as friendships,” UTA event so far, “the friendliness, he explained. kindliness, and helpfulness, of everyone Dave VanHaitsma Ask Ryan what he likes best about his current associated with the UTA was overwhelming.” V-Max Truck Sales, Inc. job and he’ll have no problem coming up He’s definitely already looking forward to the 80th Ave. with an answer. The people he works with next UTA event! Zeeland, MI 49464 every day and the variety of things they get vmaxtrucksales.com to do are what’s best about his job. Ryan [email protected] feels he has a great team consisting of people from sales, to the mechanics, all the way to the detailers. “Everyone has something to bring to the table,” Ryan feels. He also enjoys the variety that’s part of the job. “Aside from buying and selling trucks we do get some customers who want their truck customized in some way,” Ryan said. Finally, when we were in touch Ryan had just attended his first UTA Convention. He said that even though his company clearly had no idea of what they were doing he was surprised by how friendly everybody was, and how people went out of their way to get to know him, by asking about his business Effective sales managers never take and sharing details about their own. People credit for ideas that were originally were also interested in getting to know him on a personal level, he added. Now that he’s developed by members of their been to the Las Vegas convention, Ryan is sales team. already looking forward to the next UTA convention (to be held in Orlando).

Ryan White True Truck Sales, Inc. 6144 Riverbend Dr. Lisle, IL 60532 (616) 318-0960 (w) [email protected]

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Finn Murphy

very month we look forward to learning a little bit more about a UTA member than we Eknew before. Our conversations with those we write about help us better understand our association as a collection of individuals all brought together for common goals. We always step away from the process having learned something new. This month we’re really stepping into a new realm of study because this month’s Face to Face is about another author, who also happens to have been a long haul trucker for many years. Finn Murphy is such an entertaining and engaging writer that we thought we’d largely let him speak for himself. Most of what follows will be exactly as Finn shared with us. We may tinker here or there to clarify this or that, but that’s just the nature of writers. So, here we go with the interview questions we asked of Finn and the savvy answers he shared with us. Note: The author’s opinions are his own and don’t necessarily reflect the opinion of the UTA.

Please tell us about your book and why you heavy equipment, mining/petro, hazmat, and What do you wish you knew early in your wrote it. moving families. Everyone else is a commodity. career that you know now? I wrote The Long Haul mostly to inform the Now with ELD’s and reporting requirements, I wish I knew most of us would be making general American reader about how it really driving is an incidental skill second to hooking less real money in 2017 than in 1980. All you is to be a driver out on the road without the up with an honest company, paperwork, and read about are shortages of drivers. If that were encumbrance of myth or romanticism. accounting. true, then basic economics would dictate that wages would rise with higher demand. Finn’s first job related with the trucking You’ve said that the types of things you move Not so. Wages are way down in 1980 dollars. industry was with a moving company in Cos for people have changed over the years. Cob, CT. He took his first driving job with Please give us some examples of that. What have we missed? What are your North American Van Lines of Fort Wayne, IN. High value antiques have disappeared. So closing thoughts? He didn’t come to truck driving as a natural have books, a china set to seat twelve, dining I was fortunate to have been a driver during next step in life. “I was raised to be lawyer or rooms. Now we have IKEA stuff that falls a particular moment in time that is now gone. a banker,” Finn told us. “My evolution into apart and gun safes. The bedbuggers had a brotherhood out there manual labor took some time.” and we helped each other out. The long-haul How about the life of a truck driver? How driver had a certain kind of status and made a What did you learn from your first job in has that changed over the years? trucking? very nice living. Trucks were getting better all Well trucks are way more comfortable, that’s the time, truckstops were modernizing, women I was 18 years old and was fascinated by the for sure. Truckstops are cleaner and better trucks and particularly by the moving crews. were coming into the industry, drugs organized on the one hand, but many if not disappeared (mostly) and drivers became Watching those guys in their sweat stained most have eliminated the restaurant. On the shirts at the end of the day looked manly and more professional. Now it’s a race to the plus side, there are more women around and bottom to have driverless vehicles. watching their camaraderie looked attractive. that makes for a better overall environment. You like to work for yourself, which is for On the negative side, there’s a lot less Finally, please tell us a little about your many people a dream they may never attain. socialization. With more comfy trucks and no family, and other interests outside the Do you have any advice for would-be O/Os? restaurants, drivers keep to themselves more. industry. I’m divorced (like most long-haul drivers) In my opinion, most O/O’s are dinosaurs. The Where do you see the moving/trucking but have a close relationship with my seven concept of a guy buying a truck and going out industry headed 5-10 years from now? brothers and sisters and 23 nieces/nephews. into the wind, and getting loads willy-nilly, I see the elimination of long-haul drivers and succeeding have been gone a long time. In the winter months I teach skiing to people completely. There will still be plenty of trucks with disabilities outside of Boulder, CO. Being an O/O for a big freight-hauling outfit on the road but they won’t have human drivers. looks to me like a scheme to re-sell repossessed Thank you Finn! n trucks. The only future I see for O/O’s is in What advice would you give a young specialized hauling where the driver brings person starting in trucking today? in other value added skills. Some of these Learn a value-added skill like those listed skills might be specialized flatbed hauling, (there are others) or you’ll be on food stamps. 10 December 2017 www.UTA.org

UTA Industry Watch Industry Events Calendar

JANUARY 2018 29- Feb. 2 • COHMED Conference, Sponsored by Commercial Vehicle Safety Alliance Garden Grove, CA • www.cvsa.org

FEBRUARY 2- 3 • Mid-West Truck & Trailer Show Sponsored by Mid-West Truckers Association Peoria Civic Center • Peoria, IL http://www.midwesttruckshow.com/

MARCH 6-9 • NTEA, The Work Truck Show Indianapolis, IN • www.worktruckshow.com 22-24 • Mid-America Trucking Show Kentucky Exposition Center • Louisville, KY www.truckingshow.com 22-25 • ATD Show 2018 Wynn Hotel • Las Vegas, NV www.show.nada.org/2018/ATDshow 25-28 • Truckload Carriers Association Annual Convention Gaylord Palms • Kissimmee, FL • www.truckload.org

APRIL 8-11 • Truck Renting and Leasing Association Annual Meeting Scottsdale, AZ Proud Sponsor of the UTA http://www.trala.org/meetings 29-MAY 1 • National Private Truck Council For a better understanding of the market we offer: Annual Conference & Exhibition Used Truck Market Classes 3‐8 Report Cincinnati, OH • www.nptc.org 30-MAY 3 • Advanced Clean Transportation Expo ACT N.A. Commercial Vehicle OUTLOOK Long Beach, CA • www.actexpo.com Just two of our many reports and analyses. MAY ACT is the recognized leading publisher of commercial vehicle industry data, market analysis and forecasting 10-12 • Kenly 95 East Coast Jamboree & Truck services for the North American market. Show Kenly, NC • www.kenly95.com Free sample reports: actresearch.net OCTOBER 812‐379‐2085 3-5 • NTDA Annual Convention, Sponsored by National Trailer Dealers Association Colorado Springs, CO • www.ntda.org

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AVAILABLE IN Premium2000.com CANADA [email protected] UTA Industry Watch Sharing Best Practices Around the World

by Ellen Voie

s the trucking industry in North sector, including trucking, through fostering fact, motor scooters are the main mode of A America looks toward women to create an important partnership with a popular transportation for 95 percent of drivers in a more diverse workforce and to fill talent local youth organization.” the country and these drivers often have numerous passengers clinging to them as gaps, nations around the world look to Other initiatives setting examples of best they zip along the streets. America to lead the way. practices include the Philippines Women in Recently, I was asked to speak at a conference Maritime “She to Sea” mentoring forum to The World Health Organization estimated in Hue City, Vietnam to share best practices increase gender equality on maritime that sixty percent of all traffic fatalities the Women In Trucking occurred between scooter Association has found in our drivers and passengers. The efforts to increase the numbers government made it mandatory of women in transportation for all scooter drivers and careers. passengers to wear helmets. There was an issue with one The event was called the group of rural Vietnamese Women In Transportation women who belonged to an Initiative, which was launched ethnic community where in 2011 by the Asia-Pacific married women wore their hair Economic Cooperative (APEC) in a bun on top of their heads. to address the growing need to These buns did not allow the identify barriers and share best women to wear a traditional practices in four core areas. helmet, so the National Traffic These areas include education, Safety Committee created a access to jobs, retention and helmet with a “bump” on top leadership development. to accommodate the women’s The initial group had three hair. These women were now objectives; to obtain baseline able to ride scooters with the data on women’s participation required headgear in place! in all modes of transportation At the invitation of the APEC across the economies covered Women in Transportation, I by APEC, to identify best was asked to speak to the group practices used to increase the about the Women In Trucking numbers of women employed Association’s initiatives to in transportation careers, and increase gender diversity in to continue the dialogue at the transportation areas, focusing Ministerial levels. on leadership roles in supply Since 2011, events have been chain careers. I challenged the held in Washington DC, vessels. The government of Malaysia created women to become aware of stereotypes and Vietnam, Indonesia, Japan, and the the “Women Taxi” pilot program to promote other issues that inhibit the hiring and Philippines, the most recent being the the idea that driving a taxi is an opportunity promotion of women in nontraditional September event held in Hue City, Vietnam. a woman should consider when looking for a careers. This forum included presentations from flexible and economically productive career. The trip to Vietnam was truly memorable, government leaders, private sector innova- The Vietnam Women’s Union Model for not only in experiencing new cities and tors, and transportation trailblazers. Routine Road Maintenance program was different cultures, but in meeting the created to not only raise the awareness of the The Women In Transportation Task Force passionate women (and a few men) at the importance of rural road maintenance, but created the “APEC Women in event. The challenge in creating a more to train local citizens in three provinces in Transportation Data Framework and Best gender-diverse transportation workforce maintaining their rural roads. The project Practices Report.” The report outlines the isn’t limited to the United States but is a also promoted the use of unions in organizing five pillars of focus and then identifies topic that is being addressed around the the training for both men and women. eighteen priority outcomes. The pillars world. I was honored to participate and include education, entry into the sector, At the APEC Women In Transportation share our best practices. n retention, leadership, and access and use (of Conference, three groups were selected to transportation services.) share their successful projects and their Ellen Voie CAE, President/CEO Women In Trucking’s Girl Scout Trans- results in increasing women’s participation. Women In Trucking Association, Inc. portation patch is included in this report for One of the projects seemed so obvious but (920) 312-1350 its effectiveness in “providing critical exposure wasn’t that simple to resolve initially. The to young girls about the variety of employ- streets of Vietnam are filled with scooters. In ment opportunities in the transportation

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Where#easystreet Business Vehicles Come to Life. UTA Industry Watch Happiness

by Annie Mckee

Editor’s Note: This excerpt is from the book Happiness, part of HBR’s Emotional Intelligence Series. Here, in Part One, the author discusses why being happy at work matters, (although she contends many people don’t think that’s necessary.) Part two discusses how to be fully engaged and happy at work and will appear in January’s newsletter.

eople used to believe that you didn’t have to be happy at work to succeed. And you didn’t Pneed to like the people you worked with, or even share their values. “Work is not personal,” the thinking went. This is bunk. My research with dozens of companies and hundreds of people—along with the research conducted by neuroscientists like Richard Davidson and V.S. Ramachandran and scholars such as Shawn Achor—increasingly points to a simple fact: Happy people are better workers. Those who are engaged with their jobs and colleagues work harder—and smarter. And yet, an alarmingly high number of people aren’t engaged. According to a sobering 2013 Gallup report, only 30% of the U.S. workforce is engaged. This echoes what I’ve seen in my work. Not very many people are truly “emotionally and intellectually committed” to their organizations. Far too many couldn’t care less about what’s happening around them. For them, Wednesday is “hump day” and they’re just working to get to Friday. And then there’s the other end of the bell curve—the nearly one out of five employees who is actively disengaged, according to the same Gallup report. These people are sabotaging projects, backstabbing colleagues, and generally wreaking havoc in their workplaces. The Gallup report also notes that employee engagement has remained largely constant over the ANNIE MCKEE is a senior fellow at the years despite economic ups and downs. Scary: We’re not engaged with work, and we haven’t University of Pennsylvania, director of the been for a long time. PennCLO executive doctoral program, and Disengaged, unhappy people aren’t any fun to work with and don’t add much value; they impact the founder of the Teleos leadership organizations (and our economy) in profoundly negative ways. It’s even worse when leaders are Institute. She is a coauthor with Daniel disengaged because they infect others with their attitude. Their emotions and mindsets impact Goleman and Richard Boyatzis of Primal others’ moods and performance tremendously. After all, how we feel is linked to what and how Leadership, Resonant Leadership, and we think. In other words, thought influences emotion, and emotion influences thinking. Becoming a Resonant Leader. The ideas in this article are expanded in McKee’s latest book, It’s time to finally blow up the myth that feelings don’t matter at work. Science is on our side: How to Be Happy at Work, forthcoming There are clear neurological links between feelings, thoughts, and actions. When we are in the from Harvard Business Review Press. grip of strong negative emotions, it’s like having blinders on. We focus mostly—sometimes only—on the source of the pain. We don’t process information as well, think creatively, or make Reprinted by permission of Harvard good decisions. Frustration, anger, and stress cause an important part of us to shut down—the Business Review Press. Excerpted from part that’s thinking and engaged. Disengagement is a natural neurological and psychological Happiness (HBR Emotional Intelligence response to pervasive negative emotions. Series). Copyright 2017 Harvard Business Publishing Corporation. All rights reserved. But it’s not just negative emotions we need to watch out for. Extremely strong positive emotions can have the same effect. Some studies show that too much happiness can make you less creative and prone to engaging in riskier behaviors (think about how we act like fools when we fall in love). On the work front: I’ve seen groups of people worked up into a frenzy at sales conferences and corporate pep rallies. Little learning or innovation comes out of these meetings. Throw in a lot of alcohol, and you’ve got a whole host of problems. If we can agree that our emotional states at work matter, what can we do to increase engagement and improve performance? Over the past few years, my team at the Teleos Leadership Institute and I have studied dozens of organizations and interviewed thousands of people. The early findings about the links between people’s feelings and engagement are fascinating. There are clear similarities in what people say they want and need, no matter where they are from, whom they work for, or what field they’re in. We often assume that there are huge differences across industries and around the world, but the research challenges that assumption. n

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ach year, UTA’s Dealer Group presents Individual Member Awards Eto acknowledge members who stand out in the industry. These members exemplify our association’s Code of Ethics. These are Honesty, Integrity, Professionalism, Value, Excellence, Keeping Promises, Complete Satisfaction, and Relationships. The most recent awards were announced at the UTA’s recent convention, held in Las Vegas, NV. THE WINNERS TERRY HEBRON, HTAEW Vendor ALAN STRICKLER, Harrison Truck Center OEM Dealer AL HESS, Wholesale Truck of America Independent Truck Dealer, Non-OEM

“Congratulations to them all!,” said UTA Vice President Bobby Williams and Dealer Group Chair. “It’s always a pleasure to recognize the industry leaders who exemplify the UTA’s Code of Ethics so well.” The UTA’s Dealer Group consists of members representing OEM and non-OEM companies that come together to discuss trucking industry issues. The information is then shared with other UTA members through newsletters, email blasts, and webinars. Contact Bobby Williams at [email protected] for more information. n

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Go to rbauction.com/trucks for more information. UTA Industry Watch J.D. Power Valuation Services Update Chris Visser, Senior Analyst and Product Manager, Commercial Vehicles

2017 Closes out Positive The average wholesale selling price of 3- to 5-year-old sleepers was essentially identical to September. Monthly swings in the averages of each Auction volume was back up in November after a slow October, with model year have recently been impacted by large groups of identical pricing stable to slightly upwards for yet another month. The retail make and model trucks, so pay more attention to multi-month trends. market is firming up. Medium duty results were mixed. Average wholesale pricing for the 3- to 5-year-old cohort was $39,953; Sleeper Tractors – Auction/Wholesale or $206 (0.5%) higher than September. Volume of the most common sleeper tractors auctioned in November Average pricing by age was as follows: increased after a slow October. Pricing was very similar month-over- ■■ 3-year-old trucks: $54,463; $7,940 (12.7%) lower than September month, with the newest units showing some volatility due to low volume. ■■ 4-year-old trucks: $32,662; $6,748 (20.5%) higher than September ■■ 5-year-old trucks: $25,733; $1,809 (7.6%) higher than September November auction performance of our benchmark model was as follows: ■■ MY2013: $31,000 average; $2,880 (10.2%) higher than October See the “Average Sleeper Tractor Pricing by Model Year (All Wholesale)” ■■ MY2012: $25,600 average; $400 (1.5%) lower than October graph for detail. ■ ■ MY2011: $23,045 average; $955 (4.0%) lower than October Average Wholesale Selling Price: All Sleeper Tractors by Model Year Adjusted for Mileage In the first 11 months of the year, trucks of model year 2011 averaged $90,000 2 per. Mov. Avg. (2007) $80,000 2 per. Mov. Avg. (2008) $70,000 0.6% depreciation per month, trucks of model year 2012 depreciated 2 per. Mov. Avg. (2009) $60,000 2 per. Mov. Avg. (2010) 0.2% per month, and trucks of model year 2013 depreciated 0.4% per $50,000 2 per. Mov. Avg. (2011) $40,000 month. Year-over-year, trucks four to six years of age are running 2 per. Mov. Avg. (2012) $30,000 2 per. Mov. Avg. (2013) 6.9% behind their counterparts a year ago, but this comparison is $20,000 2 per. Mov. Avg. (2014) $10,000 turning more positive based on the recent stable pricing. 2 per. Mov. Avg. (2015) $0 See the “Volume of all Aerodynamic Sleeper Tractors Sold…” and “Average Selling Price: Benchmark Sleeper Tractor” graphs for detail. Sleeper Tractors – Retail Volume of the Three Most Common Sleeper Tractors Sold through the Two Largest Nationwide No-Reserve Auctions (Model Years 2011-2013) October was another positive month for the retail channel, with volume 800 700 up incrementally over a relatively strong September, and pricing 600 essentially unchanged. 500 400 The average sleeper tractor retailed in October was 78 months old, had 300 200 462,171 miles, and brought $47,876. Compared to September, the average 100 0 sleeper was 6 months older, had 4,073 (0.9%) fewer miles, and brought $829 17 16 15 Jul Jul - - Jun Jun - Oct Oct Oct Apr Apr Feb Feb Sep Sep Sep Dec Dec Aug Aug Nov Nov Nov Mar Mar (1.8%) more money. Compared to October 2016, this average sleeper was May May Jan Jan Aug 1 month newer, had 1,207 (0.3%) fewer miles, and brought $1,785 (3.6%) Source: J.D. Power Valuation Services less money. The retail sleeper market overall averaged 7.8% lower pricing Average Selling Price: Benchmark Sleeper Tractor Sold through the Two Largest Nationwide in the first 10 months of 2017 compared to the same period of 2016. No-Reserve Auction Companies MY2011 Looking at trucks three to five years of age, retail selling prices have $70,000 MY2012 $60,000 dropped an average of 1.6% per month so far in 2017. This figure is MY2013 appreciably better than the 2.1% seen over the same period of 2016. $50,000 MY2014 $40,000 Average pricing by age was as follows: $30,000 ■■ 3-year-old trucks: $69,921; $634 (0.9%) lower than September $20,000 ■■ 4-year-old trucks: $55,000; $1,462 (6.9%) higher than September $10,000 ■■ 5-year-old trucks: $41,389; $1,197 (2.8%) lower than September $0 15 16 17 Jul Jul - - - Jun Jun Oct Oct Oct Apr Apr Feb Feb Sep Sep Sep Dec Dec Aug Aug Nov Nov Nov Mar Mar May May On a year-over-year basis, late-model trucks sold in the first 10 months of Jan Jan Aug Source: J.D. Power Valuation Services 2017 averaged 5.1% lower than in the same period of 2016. Thanks to the minimal depreciation since the third quarter, our year-over-year compari- In the larger overall wholesale environment (auction, dealer-to-dealer, sons are looking more and more favorable. Demand is increasingly and dealer-to-wholesaler combined), late-model trucks performed very balancing out supply. similarly to last month. Average pricing in the first 10 months of 2017 is See the “Average Retail Selling Price: 3- to 5-Year-Old Sleeper Tractors” running 1.3% lower than the same period of 2016. Thanks to milder graph for detail. depreciation in the second half of 2017, year-over-year comparisons Average Retail Selling Price: 3-5 Year-Old Sleeper Tractors Adjusted for Mileage have swung positive. $100,000 $90,000 The average sleeper tractor sold wholesale in October was 66 months old, $80,000 $70,000 had 542,959 miles, and brought $31,740 (November data was not yet $60,000 $50,000 available at the time of this writing). Compared to September, trucks $40,000 sold in October were 2 months newer, had 41,212 (3.6%) fewer miles, $30,000 4YO $20,000 5YO and brought $1,862 (5.5%) less money. Compared to October 2016, the $10,000 3-5YO Avg. $0 15 16 17 average sleeper sold this month was 14 months newer, had 20,390 (3.6%) Jul Jul Jul - - - Jun Jun Jun Oct Oct Oct Apr Apr Apr Feb Feb Feb Sep Sep Sep Dec Dec Aug Aug Aug Nov Nov Mar Mar Mar May May May fewer miles, and brought $877 (2.8%) more money. Jan Jan Jan

Source: J.D. Power Valuation Services Nov (est.) 22 December 2017 www.UTA.org UTA Industry Watch

The most common aerodynamic sleeper tractors showed little relative October’s average pricing was $13,528, which was $969 (7.7%) higher movement in September. Most models depreciated on par with the than September, and $142 (1.1%) higher than October 2016. market overall. The Peterbilt 579 continues to lead the market. The Trucks sold in the second half of the year have generally been slightly Freightliner Cascadia continues to post solid numbers despite its older and higher-mileage than those sold in the first half. This shift substantial volume in the auction lanes. See the “Average Retail Selling has pushed our 4-7 year-old average lower. However, individual trucks Price of Selected 3- to 5-Year-Old Sleeper Tractors” graph for detail. are holding their value, with the lowest-mileage units performing well. Average Retail Selling Price of Selected 3-5 Year-Old Sleeper Tractors Adjusted for Mileage See the “Average Wholesale Selling Price: 4- to 7-Year-Old Class 3-4 $100,000 386 Cabovers” graph for detail. $90,000 387/587 $80,000 579 Average Wholesale Selling Price: 4-7 Year-Old Class 3-4 Cabovers Adjusted for Mileage $70,000 Cascadia $60,000 CX $25,000 ProStar (ISX+MF) $50,000 $20,000 $40,000 T660 $15,000 $30,000 T680 $20,000 VNL 630/670 $10,000 $10,000 VNL 730/780 $5,000 $0 Market Average $0 15 16 17 Jul Jul Jul - - - Jun Jun Jun Oct Oct Oct Apr Apr Apr Feb Feb Feb Sep Sep Sep Dec Dec Aug Aug Aug Nov Nov Mar Mar Mar May May May Jan Jan Jan

Source: J.D. Power Valuation Services Nov (est.) Looking forward over the long term, we see a relaxation of depreciation into 2020, at which point trucks should regain some of the value they The conventional market in October was somewhat similar to September, lost from 2015-2019. Then, values should again head downwards as the with our Class 4 average nearly identical, and our Class 6 average moving returning supply of used trucks increases. Forecast changes are based lower due to a higher-mileage mix of trucks sold. Volume was up primarily on expected returning supply combined with predicted moderately for Class 4, and down notably for Class 6. economic conditions. Specifically, Class 4’s averaged $18,554 in October. This figure is $270 See the “Retail Value Forecast” graph for detail. This is a new graph (1.5%) higher than September, and $804 (4.2%) lower than October resulting from our research and analysis on residual values for clients. 2016. Class 6’s looked unimpressive in October, averaging $14,361. This figure is $2,706 (15.9%) lower than September, and $4,290 (or 23.0%) Retail Value Forecast lower than October 2016. Percent Change Year-over-Year 15% In the first 10 months of 2017, Class 4 trucks lost 1.6% of their value 10% each month. While strong, this figure is behind the same period of 5% 2016, in which trucks were essentially flat. Year-over-year pricing for 0% -5% our benchmark age group of Class 4 trucks is nearly identical to 2016. -10% 3YO Truck In Class 6, monthly depreciation in 2017 has increased to 2.7%, which is -15% 4YO Truck moderately worse than last year’s 2.3%. Class 6 trucks in our benchmark -20% 5YO Truck -25% age group are running 11.9% behind 2016. A higher-mileage mix of 2015 2016 2017 2018(f) 2019(f) 2020(f) 2021(f) 2022(f) trucks sold is partially responsible for the lower average pricing. Source: J.D. Power Valuation Services See the “Average Wholesale Selling Price: 4- to 7-Year-Old Conventionals Class 8 sales per dealership rooftop were similar to last month, with by GVW Class” graph for detail. October’s average coming in at 5.6 trucks. This figure is 0.1 trucks Average Wholesale Selling Price: 4-7 Year-Old Conventionals by GVW Class higher than September, and 0.8 trucks higher than October 2016. This Adjusted for Mileage figure is respectable in the current market environment. 2017 is $30,000 $25,000 running about 13% higher than 2016 in terms of volume. $20,000 See “Number of Trucks Retailed per Dealership Rooftop” graph for detail. $15,000 $10,000 2 per. Mov. Avg. (Class 4 Price) Number of Trucks Retailed per Dealership Rooftop $5,000 2 per. Mov. Avg. (Class 6 Price) 7 $0 6

5 Source: J.D. Power Valuation Services 4 3 Forecast 2

1 We expect little change in market dynamics as 2017 closes out. 2018 will 0 open on a somewhat positive note, with increased demand partially 15 16 17 Jul Jul Jul - - - Jun Jun Jun Oct Oct Oct Apr Apr Apr Feb Feb Feb Sep Sep Sep Dec Dec Aug Aug Aug Nov Nov Mar Mar Mar May May May

Jan Jan Jan counteracting a higher supply. The volume of used sleeper tractors will Nov (est.) Source: J.D. Power Valuation Services increase in upcoming quarters, keeping downward pressure on pricing. However, we see depreciation remaining under 2% per month in the Medium Duty Trucks first half of 2018.n Starting with Class 3-4 cabovers, October’s average pricing moved back upwards, canceling out much of September’s dip. Our benchmark group showed similar age and mileage, with moderately higher volume. www.UTA.org December 2017 23 American Guardian Warranty Services, LLC 4450 Weaver Pkwy Warrenville, IL 60555 (800) 579-2233 www.agwsinc.com

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Used Sales March Forward October’s New Trailer (Again): ACT Orders Strong: FTR Once again, used Class 8 sales are up again FTR also reported strong trailer numbers for for the month, reports ACT Research. October citing renewed activity in certain Comparisons among the same dealers from last October to this areas such as the housing and energy October showed sales up 37 percent. Compared to this September’s markets. sales, October’s rose 12 percent. These numbers were good enough to Specifically, FTR reported preliminary October US net new trailer make October the best month for used Class 8 sales so far this year. orders reached 33,600 units. This is up 40 percent from September, “Compared to the first ten months of last year, the year-to-date volume and up 65 percent year-to-year. gap widened to 21 percent,” said ACT Vice President Steve Tam. “A “There is good news on the vocational side, said Don Ake, FTR Vice look at the individual market segments reveals strong growth in the President. “Flatbed demand continues to be sturdy as the housing and auction and wholesale segments, while the retail market held steady.” energy markets continue to prosper. Renewed energy activity is also Dealers report that sales are better than expected, but there’s still an helping tankers and lowbeds.” oversupply of trucks. Ake continued: “Demand may be off some from the great levels of the “Used vocational trucks, such as dump trucks and heavy haul tractors, last few years, but sales should remain at high volumes. Orders are continue to bring a good profit,” noted Tam. “These trucks were in expected to be healthy for the next two months as fleets complete short supply before the hurricanes hit, and are now needed for both placing orders for 2018 requirements. The trailer market next year the additional cleanup work and as replacements for the trucks continues to look very positive.” n damaged during the storms,” he added. n

Fleet Sentiment’s Sunnier October New Orders Surge, Raising If your sense is that the demand for truck freight has been improving Backlogs: ACT at a pretty good pace it’s not just your imagination. FTR recently ACT Research reports that orders for new Class 8 vehicles surged in reported that its Trucking Conditions Index for September reached October to a 35-month high of 36,033 units. “Following a high-side 3.5, an increase of more than two points from the previous month. breakout in September, Class 8 orders exploded in October as large fleets FTR also expects a surge in the index, which will be primary related to returned to the U.S. market, and the Canadian market remained red-hot,” Hurricane recovery efforts. said Kenny Vieth, ACT Research’s President and Senior Analyst. It’s interesting that this recovery in economic growth, according to Last month’s strong orders helped boost backlogs by nearly 11,000 FTR, has been the weakest on record. Yet trucking has grown at a units to 105,200. better than a three percent clip, which would be more consistent with better economies. “Coupled with a modestly slower October build rate, the Class 8 backlog-build ratio jumped to 91 days,” Vieth said. He continued, “On “The trucking market is showing multiple signs of strengthening,” a monthly basis, the backlog grew 60 bps to 4.3 months. Despite the said Jonathan Starks, FTR’s Chief Operating Officer. “From surging improvement, October’s backlog remained low by historical standards.” order activity for new Class 8 trucks to spot market freight rates that hit 30 percent increases versus last year, trucking companies are Production moderated in October from September’s rate, perhaps due displaying signs of improving conditions.” to the decline in the backlog/build ratio. “Looking forward, build plans indicate production will slow into year-end, averaging just 1,114 Sparks then addressed recent weaknesses in the TCI. Recent TCI units per day in Q4 compared to 1,172 per day in Q3,” he added. n weakness “stems from two conditions that are not expected to last,” he explained. “First was the surge in diesel pricing that accompanied the Hurricanes. While diesel prices have not come back down, they have slowed their upward trajectory—stable fuel prices are a long-term benefit to trucking, and surges upward are difficult to deal with since truckers don’t get paid for that higher priced fuel until the next load or the next contract. Second, and more importantly, contract pricing has finally started to show signs of awakening following nearly six months of strong spot price increases and the weather-fueled surges of recent months. While we have seen a moderation in the spot market environment over the last month, rates continue to be up over 20 percent and capacity continues to remain tight.” n

28 December 2017 www.UTA.org UTA Industry Watch

Women in Trucking Conference Considers Gender Diversity

Recently, the Women In Trucking Association, Inc. (WIT) held its third The survey found that 83 percent of annual Accelerate! conference and expo. More than 500 women and women enter the trucking industry men attended the event in Kansas City, setting a record for attendance because they were referred by a friend or family at this event. member. Men, however, are far more likely to recommend trucking as a career path than women in the industry. “It is truly exciting to see so many women and men engaged in the issue of gender diversity,” said Ellen Voie, WIT president and CEO. “The Top women leaders in the transportation industry today are passionate positive energy and supportive atmosphere at the conference established about the industry and love what they do. They are committed to creating the perfect environment for talking frankly about common challenges, a corporate culture marked by integrity, communication, and respect. sharing best practices, expressing our pride in the industry, and Over the course of the conference, attendees had the chance to attend empowering us all to be our best.” dozens of educational sessions and learn from leading authorities such as Kim Isenhower, president of Nationwide Transportation & Logistics Services; Courtney George, corporate recruiter for Saia; Steve Kane, CEO of Rolling Strong; Erin Luke, fleet sales manager for Peterbilt Motor Company; and Annette Sandberg, principal of TransSafe Consulting and former administrator of the U.S. Department of Transportation. “This conference really showcases the vibrant community of Women In Trucking members and corporate partners,” said Voie. “We’re looking forward to continue growing the conference and raising awareness for women’s issues in the transportation industry. When we work together, our potential is limitless!” n

WIT noted these key themes emerged from the event: Workforce productivity can be significantly improved and costs lowered through workplace satisfaction, clear communication, and managed expectations, according to keynote speaker Valerie Alexander. Offering women internal support programs that encourage internal succession and progress can help companies be more productive and innovative. A Peterbilt leadership group discussed how they’re success- fully bridging the gap for women in the trucking industry through its Women’s Initiative Network, which it started about two years ago. Yes, progress is being made. But the trucking industry continues to lag behind other industries in gender diversity, according to Keera Brooks of Sawgrass Logistics. The company conducted a survey for WIT on best practices for recruiting and retaining more women in the industry.

Walmart’s Gary Plant Named Driver of the Year This is usually a great time of the year for Walmart and other retailers was recently named the national Driver of the Year by the American as holiday shoppers swarm in for bargains. But this year there’s more Trucking Associations Safety Management Council. good news for the retail giant. Walmart Transportation driver Gary Plant ATA reports that Plant has been driving as a trucker for over 40 years and has amassed 4.4 million safe miles throughout his career. Not only has he not been involved in an accident “either preventable or non-preventable,” he’s never been cited for a moving or traffic violation. That’s a pretty admirable record for any driver—commercial or otherwise. Plant has been driving for Walmart for 27 years. On average, he drives 125,000 miles a year. Along the way he’s also earned 11 state truck driving titles, and has six top-10 finishes at the National Truck Driving championships, including two second place trophies. “Safety is a reward in and of itself, but at ATA we also believe in recognizing the people and organizations who pursue excellence in

News continued on page 30 www.UTA.org December 2017 29 UTA Industry Watch News continued from page 29 BIG RIGS. their approaches to safety,” said ATA President & CEO Chris Spear. BIGGER “Safety is what defines our industry, and one must look no further than a four million mile accident-free driver or a company that dedicates OPTIONS. substantial resources to safety investments, to see that safety is what guides trucking’s dedicated professionals every day.” Each year, ATA’s National Driver of the Year Award recognizes one ADESA monthly outstanding driver for “significant and career-long professional achieve- ments, holding a stellar safety record, and maintaining dedication to heavy-duty truck auctions: keeping the roads safe.” ATA selects the driver from a pool of exceptional • Atlanta • Little Rock Open to the public state Drivers of the Year, which ATA’s affiliated state trucking associations • Mercer submit. First, a group of industry safety professional judges review • Boston Open to the public candidates’ qualifications. These judges then narrow the field of Proud Member nominees to finalists, judged by an impartial panel of Commercial Vehicle • Brasher’s • Northwest Safety Alliance members and law enforcement representatives, who • Jacksonville • Salt Lake select the award winner. n Open to the public Used Truck • San Antonio Association Reserves set by seller. Will Tesla’s New Semi “Disrupt” Trucking Finance your View all truck It’s not often that an item about the trucking industry ranks as the inventory history reports second most popular search trending on Google, but that’s exactly what with AFC!* in an instant. happened in mid-November. The news tidbit? The announcement of *Subject to credit approval. The afc logo is a trademark of Automotive Finance Corporation, an Indiana corporation, licensed to its affiliate, AFC Cal, LLC, a California limited liability electric car builder Tesla’s new Class 8 Tesla Semi truck. company. “AFC” refers to Automotive Finance Corporation and AFC Cal, LLC in their respective jurisdictions. All California transactions are through AFC Cal, LLC. California loans will be made pursuant to Department of Business Oversight California Finance Lenders License.

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Road Choice truck parts, a dependable part of your success There’s a lot to be excited about here if Tesla’s rock-star CEO Elon Musk can pull it off. First, the new truck goes from, 0-60 in five seconds (a third the time of a comparable diesel). Speaking of diesel, since Tesla’s truck is powered by electricity, the company estimates owners will save $200,000 or more over a million miles based on fuel costs. Announced after the initial announcement, the “expected base price” will be $150,000, for a model with a 300-mile range. The price for the 500-mile version is expected to be $180,000. On a per-mile basis a $150,000 price-tag for the Semi is 20 percent lower than that of a diesel. Production is slated to begin in 2019 and the Semi can be reserved right now for $20,000. Walmart and J.B. Hunt Transport Services are among the companies already placing (modest) reservations. Successful Dealer noted that Tesla, as of late November, has not provided information on these points: vehicle weight, horsepower, and torque. But Tesla says “overall, the Semi is more responsive, covers more miles than a diesel truck in the same amount of time, and more safely integrates with passenger car traffic.” Musk is a showman in the mold of say a Steve Jobs, but that’s not meant to denigrate his efforts. Apple, after all, has sold more than 320 million iPads since they were introduced in 2010. But the iPad was also unique. Musk will face competition for his Semi from established OEMs such Stop by the Road Choice booth to learn about our as Daimler, Volvo, Paccar, and Cummins among others. It will be 40+ product lines of heavy duty truck parts. interesting to see how this all plays out in the years to come. n 30 December 2017 RoadChoice.comwww.UTA.org MEDIUMMEDIUM DUTDUTYY BUILT TO DELIVER EXCEPTIONALEXCEPTIONALIONAL FUELFUEL ECONOMYEECONOMY,CONOMY, RESPONSIVENESSRESPONSIVENESS & STRENGTHSTRENGTH FEATURINGFEATURING

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ptime has been the focus of the transportation industry for the past few years. UAccording to a FleetOwner blog post by Sean Kilcarr, “the rule of thumb among most customers is that it costs $1,000 a day to have a truck down in the shop and thus not running on the road.” Everything from tire selection to mileage are considered important aspects of uptime. And recently, truck warranty companies are realizing they’re in the uptime business, too. Warranty companies that specialize in used trucks are beginning to focus on convenience for all parties involved, from the dealerships selling the warranties to the repair shops handling the Quick and easy access to warranty work for a claim. Providing the Often, the longest aspect of any truck down situation is waiting for the warranty claim to be coverage and claim information processed, and for repairs to be approved. To help shortenfeatures the time to repair, you TrüNorth® and hasyour when and where you need it most. launched what it says is the industry’s first mobile app for heavy duty trucks. The app allows Featuring pre-populated coverage real-time claims tracking and updates, and houses the customerscoverage plan details relyof the warranty. on. and claim data and real-time status Using a mobile app makes it easier for customers to see exactly where they are in the warranty updates, TruNorth® is determined to process, and provides them with real-time updates throughoutKEY FEATURES the claim. Recognizing that someone’s livelihood is potentially on the line when their truck is down, an app can help meet a keep you and your customers moving goal of responding to all claims inquiries within an hour.View Technology-based Warranty Coverage solutions, like forward with the convenience of mobile apps, are helping to reduce the time that it takesStart to get a warranty Repair Claimrepairs completed, which improves uptime and productivity by getting operators back to warranty protection at hand, 24/7. work more quickly. Track Claim Details Although warranty companiesReal-Time have not traditionally Status 24/7 been viewed as contributors to uptime, some have begun to recognize the role they play in a company’s overall success. By investing in technology solutions, used truck warranty companies are providing innovative tools designed to help operators and fleets keep more trucks on the road. n Lindsey Strohschein is the Executive DirectorNo matter of Customer where the road takes you, we’re with you all the way. & Retailer Services for TrüNorth®

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10468-1 DTNAX_REM_BrandAd_8.5x11_FINAL.indd 1 8/24/17 3:55 PM UTA Industry Watch From Where We Sit

Here we are on the Saturday after Within each of us we have the memories of Thanksgiving, and it’s time to write our homes and holidays that long predate the chatty little column that ends the news- ones we know today. For us, those traditions letter. November has been a month filled and events are still alive in memory and with thoughts of friends, family, home, and filled with experiences that run the whole memories. The month started when we all range of human emotion from joy through reconvened with our UTA family for our tragedy, because that is the real nature of annual convention, this year held in Las life and memory. We can conjure events in Vegas, of course. Coming back to the the past that included 30 guests and a week’s convention this year brought with it a sense worth of shopping, cooking, and planning of reunion for us. Since last year’s event in before Mom was ready to serve her feast. Savannah, GA was our first visit to the They also include turkey dinners grabbed gathering, this year marked our first return. at diners or restaurants, because our family We discovered exactly why UTA members was having a hard time, even when the rest look forward to the three-day event with of the world was joyously celebrating. such happy expectation. Fortunately, the happier ones far outnumber those sad ones and seem to be where memory most often takes us. Coming back this year, we had the advantage of anticipating the camaraderie we’d experienced last year first hand. Everyone has This year, in honor of all the blessings we can name, we’ve decided to always spoken of the close connections among UTA members, and we make the holidays nothing but happy. Our kids have in-laws who also certainly believed it, but to experience it for ourselves was quite a live close by or just far enough away to require a bit of driving, and we’ve treat. People we had met for the first time just a year ago seemed to decided not to create the memory of fighting over who eats where or how welcome us like old friends. People we met for the first time this year any one celebration will unfold. So, we had Thanksgiving breakfast. We made it clear that we were happily welcomed. The UTA gathering lived gathered together to enjoy some breakfast food, good coffee, and a bit up to every bit of the warmth, friendliness, companionship, and of the famous Macy’s parade. The three generations of our family cohesion that we’ve come to expect. In many ways, our trip really did gathered in the living room that was filled with the joyful laughter of feel like a visit “home.” our three little grandsons. When nap time approached the two young families loaded into their cars to drive for Thanksgiving dinner with the two other families who also love them. We cleaned up from the happy mayhem and filled the rest of our day with a well-earned and delicious post-celebration nap. Yes, our image of home and holiday may be different today from what we store in our memories, but it was no less sweet. We’ve decided to pay honor to the blessing of having our family this close by—and this strongly connected— by never fighting over who eats a particular meal, at a particular time, in a particular place. We also honor the memory of those other long-ago holiday gatherings by not demanding they stay the same as our family matures. We want all of our children and grand- children to enjoy the love and devotion of both parts of their families, and if that means we eat breakfast instead of dinner together, what of it? Coming home may not always look exactly the same. It certainly will not always include the same cast of characters as the years pass, and the details of celebrating are bound to be different. But, as we look forward to Christmas, New Year’s Day, and all the holidays that are just We’ve been thinking of home a lot this past year, perhaps, because we’ve waiting for us in 2018, we encourage each other to find the blessing, had our own home so torn up with construction. You’ve all endured savor the sweet, and avoid arguing over the details that, ultimately, our tales of the project, so no more are forthcoming, but home isn’t today don’t enrich the memories anyway. If we can all gather together with what it has been for the last 20 years we’ve enjoyed it. Our daughter, gratitude, love, and understanding, we can’t help but take happy taking yet another look at a newly remodeled room mentioned that the memories away from the holidays as they are house seems so different now that she hardly can remember living here. right now. We and our family, wish all UTA That’s okay, we reassured her. We still see her in every room, even the members and their families the most joyous of ones that look entirely different now. That’s the blessing and, sometimes holidays and the happiest of memories to the curse, of memory. It all resides within each of us, no matter how we savor as the years go by. Being grateful for process it. For her, the home she remembers is so strong in her memory each of them, come what may, seems the way that this “newness” seems odd. It won’t be long before this is so deeply to go. At least that’s the way it looks from embedded in her memory that the old one fades a bit. But, that old where we sit. image in her head will never disappear entirely, and that’s where the blessing and the curse of memory can take its place. We know, from Deb and Brad Schepp having gathered a lot more memories than our daughter has. [email protected] www.UTA.org December 2017 37 UTA Industry Watch

38 December 2017 www.UTA.org UTA Industry Watch