1.877.gets.uta • www.uta.org Volume 13 • Issue 10 • October 2011 Arrow Opens Nominations for Used Truck Association Back On The Road™ 2012 Chartered May 16, 1988 Published by the Used Truck Association 325 Country Club Drive, Suite A or the fifth straight year, Arrow Truck Sales has launched its Back On The Road™ program, Stockbridge, GA 30281 Fwith the aim of providing a deserving trucker a truck and a job “to get them back in the road— and many more prizes designed to keep them on the road,” Arrow announced in a recent release. It’s hard to think of a time when such a program would be more welcome or appreciated, as the Table of Contents world’s economy remains stuck in low gear. , Inc. is this year’s presenting sponsor. Aaron Tippin, former trucker and country music star, is again supporting the program by Board News & Views...... 2 actively participating in the search for the winner, as well as his selection. New Members...... 5, 7-8 “Truckers are some of the hardest-working people in the country and they impact literally every Face to Face with Edward Barcena...... 6 community in the United States,” said Steve Clough, president and CEO of Arrow Truck Sales. “We feel it’s important to keep these drivers working and we’re proud to help a deserving trucker The Brooks Group get back on the road, making an income and fueling our economy.” Sales Tip of the Month...... 8 The selected trucker receives a one-year lease on a 2008 MACK® Pinnacle™ 70-inch High-Rise In Memoriam: Sleeper, courtesy of Mack Trucks, Inc., a one-year work agreement with Heartland Express, and Dick Chambliss, 1947-2011...... 8 other products and services. Current Convention Sponsors...... 9 Arrow is accepting nominations from U.S. truckers who are seeking a second chance “after facing Bryan’s Spotlight...... 10 loss or unfortunate circumstances beyond their control,” the company said. “Nominations for truckers August Surprise...... 12-13 who have selflessly advocated for the profession and the trucking industry in general are also valid.” Industry News Briefs...... 14-15 “As a husband and father, it’s always been important to me to provide for my family,” said David Acosta, Arrow’s 2011 Back on the Road winner. “Winning Back on the Road was not only about Industry Events Calendar...... 23 getting a truck and a steady income, it has allowed me to take care of my family. I hope that any From Where We Sit...... 23 hard-working driver who’s looking for a second chance considers applying this year.”

Aside from the truck and work agreement, the Back On The Road™ winner receives: The UTA… Members Supporting Members! ■■ X One® XDA Energy tires – Michelin ■■ TriPac auxiliary power unit – Thermo King ■■ Monthly $500 fuel cards – Travel Centers ■■ Business consulting tools – ATBS ■■ Insurance – Owner-Operator Independent Drivers Association (OOIDA) ■■ A 3-year / 300K-mile warranty – National Truck Protection, Inc. ■■ One year’s worth of filter products – Mack Genuine Parts ■■ Custom truck paint job – Dickinson Fleet Services ■■ Truck accessories and fenders – Minimizer Products ■■ Memory foam mattress – SleepDog Mattress ■■ Paint – DuPont ■■ Health assessment and check-ups – SHARE YOUR news Rolling Strong (Bob Perry, The Trucker Trainer™) with the UTA Industry Watch. Friends, family members, associates, or even the Send submissions, ideas and truckers themselves may submit nominations. The comments to: nomination should include a “compelling 250-word UTA Industry Watch Editors story explaining why the nominee deserves to win,” Brad and Deb Schepp, Lara Haag the company noted. Submit completed applica- c/o Grace Management tions on www.arrowtruck.com/backontheroad. 325 Country Club Drive, Suite A Arrow will accept nominations from Oct. 3 to Stockbridge, GA 30281 Dec. 4, 2011. Phone: 877-GETS-UTA (877-438-7882) The winner will be announced at the Mid-America Fax: 770-454-0029 Trucking Show (MATS) March 22-24, 2012 in Louisville, KY. To learn more [email protected] about the program or its past winners, visit www.arrowtruck.com/backontheroad. n 2011 Board News and Views Board of Directors What does CSA mean for you?

his article is a follow up to Tom Pfeiler’s January 2011 newsletter article. In that article, TTom gave us the “lowdown” on CSA 2010 (now known as CSA). It would have been easy to conclude after reading Tom’s article, “Bummer for the freight companies, but CSA does not really affect my business.” Oh, but it does. Ultimately CSA determines whether your clients remain in business. The FMCSA intended the CSA scoring system (SMS) to “quantify the on-road safety performance of carriers and drivers to identify candidates for interventions, determine the specific safety Front, L to R: Sheri Aaberg, Randy problems the carrier or driver exhibits, and to monitor whether safety problems are improving Pennington, Marty Crawford, or worsening.” Unlike the prior system where the public information was limited to whether a Tim Ronan, Mike Thurston. carrier was in overall compliance, the new CSA system is updated approximately every 30 days, Back, L to R: Tim Ormsby, Bryan Haupt, and carrier scores are public and very detailed. CSA’s big picture consequences are still being Ken Kosic, Bobby Williams, Rick Clark, comprehended, as drivers and carriers integrate the system into their behaviors. For now, there Tom Pfeiler, Bryan Boyd, Lara Haag, are misunderstandings about how violations may affect scores, and there are potentially John Cosgrove, George Barnett. unintended consequences of making CSA’s SMS scores public. To preserve their businesses, carriers who understand CSA’s effects are protecting their scores. President They are also avoiding relationships with or releasing drivers and independent operators whose Rick Clark CSA scores are deemed as over weighted in the carrier’s overall score. In other words, a driver’s Vice President CSA score can cost him his livelihood. While a driver would expect that a preventable accident Bobby Williams or speeding 10+ miles per hour over the speed limit would be scored highly against the driver, he may not understand that infractions such as failing to wear a seat belt have been scored in the Treasurer system as high, or higher than failures to obey traffic devices and speeding. Likewise, Tom Pfeiler violations are scored as high, if not higher, than driving violations. There is no safe haven: If a driver has a violation in any of the categories that makes up the BASICs they will be scored. Secretary Sheri Aaberg If a carrier has a CSA score or scores below any of the BASICs categories deemed above the preferred threshold for that category, then the carrier is flagged for increased inspections. The President Emeritus result is that drivers and independent contractors working for these more marginal carriers are Marty Crawford inspected more often. This can cause the driver’s customer service and income performance to Affiliates & Benefits Committee decrease, and his individual CSA score to increase, as most inspections will result in a scored Chairman deficiency. This frequently becomes a death spiral for the drivers of the marginal carrier. Bryan Boyd Ultimately, one would expect that over time the carrier will also not survive. As the trucking industry continues to adopt this scoring model, other ancillary businesses are Convention Committee Chairman now reviewing CSA scores and taking action. Shippers, for example, are monitoring carrier scores Sheri Aaberg & Tim Ormsby to help determine if the shipper will establish or terminate business relationships. Likewise, UTA Jerome Nerman Family finance companies are reviewing CSA scores to determine risks in either financing the carrier/fleet Foundation Scholarship Committee directly, or financing independent contractors hauling for the carrier. Insurance companies Chairman and other risk-based companies, if they are not already doing so, are expected to be reviewing Tim Ronan CSA scores in the near future. The big boys have CSA figured out, however, our smaller customers—fleets and owner operators Elections Committee Chairman alike—do not fully comprehend the effects of CSA scoring, and it will take our industry’s help George Barnett to educate our smaller clients. As an industry we must adopt the habit of talking about CSA Marketing Committee Chairman scoring in the course of our business to help our clients keep their livelihoods, and, in turn, Lara Haag allowing us to keep our client base. Help your clients understand the importance of a low CSA score, as it will affect their ability to either Membership Committee Chairman work with a carrier, or do business with a strong shipping partner. Encourage your clients to get John Cosgrove educated and work to keep from scoring themselves out of their livelihoods as CSA is here to stay. n Training Committee Chairman Ken Kosic For more information on CSA visit http://ai.fmcsa.dot.gov/sms/infocenter UTA Dealer Group Committee Chairman Mike Thurston

UTA.org Website Committee Sheri Aaberg Chairman Secretary Bobby Williams [email protected]

2 October 2011 www.UTA.org

It’s always a treat to welcome new members to New Members the Used Truck Association. Each month we profile our new members in this newsletter. New members have the opportunity to complete a Jim Elliot, General Manager Bill Goddard, Wholesale/Buyer bio and send a photo so our current members Manheim MHC can learn more about you. We hope to learn not 3110 South Post Road 1524 North Corrington just how to reach you, but what you like/don’t Indianapolis, IN 46239 Kansas City, MO 64120 like about the work you do, why you joined the (317) 862-8622 (W) (816) 841-1844 (W) UTA, and what gets your gears going as a person. (734) 790-5130 (C) [email protected] So please return your questionnaire so your Bill has been in the fellow UTA members can get to know you! used truck business since 1989, when he If you’d like a copy of the new member brochure Shawn Fenley, Used Truck Sales Manager started with a job that we handed out at the convention, please selling truck parts. He contact David Grace at [email protected] Frontier International Trucks is hoping his or 770-389-6528 ext. 404. 1023 Garnett Road membership in the Tulsa, OK 74116 UTA will allow him to (918) 438-2000 (W) meet a variety of (918) 378-7000 (C) people within his Shawn Allen, Sales Manager [email protected] industry. He loves Crows Truck Service, Inc. www.frontier-intl.com dealing with his customers on a daily basis, and 5278 Highway 78 Shawn’s first job he also enjoys the financial opportunities the Memphis, TN 38118 in the trucking industry affords him. Outside of work, Bill enjoys (901) 366-6611 ext. 216 (W) industry was as a golf. “I’m not very good, but I enjoy it,” he told us. (901) 233-1006 (C) “Lot Dog.” When [email protected] he started in the www.crowstruck.com industry in 1995 Jeff Hatfield, Sales Representative he worked directly under the Team Drive-Away rd used truck 23712 West 83 Terrace Aaron Baskin, Owner manager doing Shawnee, KS 66227 (913) 825-4776 (W) Baskin’s, Inc. whatever needed (913) 963-8210 (C) 118 Lorraine Street to be done, [email protected] Chicopee, MA 01020 including helping www.teamdriveaway.com (412) 594-4111 (W) to deliver the (412) 530-2763 (C) trucks. He Jeff is relatively new to the used truck industry, learned to replace [email protected] having started with Team Drive-Away as the many parts from headlights to clutches. www.baskininc.com safety and compliance director in 2008. He is He is looking forward to his UTA membership, eager to meet new contacts and build solid new because he wants to build new relationships in relationships through his membership in the UTA. the trucking industry. He loves buying trucks, He loves the fast pace of truck sales and dealing Michael Chester, Marketing Specialist but he also has a favorite part of his job. “I love with such a diverse group of clients. He believes Navistar, Inc. watching the transformation of a used truck in the long-term success of the trucking industry. 4201 Winfield Road from the time I own it to the time it is ready “Trucks are always going to move, and there will Warrenville, IL 60555 for a retail sale!” he told us. always be a need for transportation services,” (630) 753-7492 (W) Like so many other UTA members, Shawn has a he noted. He believes this brings a security to passion for sales. “If I weren’t buying and selling the industry that is lacking in many others. trucks, I would be making a living in the stock In his spare time, Jeff enjoys scuba diving and Benjee Elder, Corporate Director market,” he said. “I think I would fit right in! goes as often as he can. He is looking forward Knight Truck and Trailer Sales, LLC Buying and selling anything excites me!” to meeting the other members of the UTA and 5601 W. Buckeye Road When Shawn isn’t at work, he enjoys anything getting to know them. Phoenix, AZ 85043 to do with outdoor recreation. Specifically he (602) 606-6343 (W) loves fishing, hunting, hiking, and rafting. (404) 751-8080 (C) “It’s all a great time,” he said. Joseph Hix, CEO [email protected] Shawn also believes that a person’s word means USA Truck & Trailer Sales, Inc. www.knightrucksales.com everything. “I have been very fortunate to work 746 South Elmwood Ave. Benjee began his career in the trucking with a great group of people that have taught Le Sueur, MN 56058 industry as a dispatcher. He enjoys his job with me a lot,” he told us. “I like doing business (507) 665-6407 (W) with professionals who value their word and Knight Truck and Trailer Sales very much, (507) 560-0377 (C) treat people the way they want to be treated.” referring to the firm as a great company with [email protected] great people. He is looking forward to exploring www.usatrailersales.net all that UTA membership will bring to him.

New Members continued on page 7. www.UTA.org October 2011 5 Edward Barcena

dward has been in truck sales since 1983. After all these years, Edward still enjoys the EToday he is the owner and president of thrill of the deal. Whether he’s the one to Champion Truck & Trailer, Inc. in Odessa, TX. make it happen or he sees a member of his Throughout his career, he also spent more than staff make the deal, he still enjoys it. “One of nine years working for a dealership, my favorite sayings is, ‘I love it when a deal selling both new and used trucks. He has comes together!’” he told us. “I love seeing been a UTA member for the past eight years. repeat customers or selling to someone who was referred to us.” Of course, just like most Over the years, Edward has turned to his strong of us, Edward doesn’t like the problems that faith as a guide to his life, both business and come along with the job. “But,” he admits, “it personal. He attributes most of his success to is a good feeling when I am able to solve them.” the Man Upstairs, following his belief that He has a path charted out for each of us. “I just As you might already have guessed, Edward wake up every day and use the brain He gave takes a lot of pride in his work. “I was told me to make good decisions and work hard,” that only 50 percent of companies make it Edward told us. He also finds wisdom in the through their first year. Of the ones that do, lives of the people around him. “I’ve worked for 50 percent don’t make it to year five. We just several successful people, and I watched and started our 13th year, and I’m very proud of learned from them,” he explains. “I took all their that,” he said. Edward also shared his pride good attributes and strengths and combined and happiness in telling us that his oldest them into my process and personality.” son, 27 year-old Tyler, has joined him in his Edward was happy to share with us a story business. “He wanted to be a dentist, but that struck him long ago and has proven to changed his mind and came to work for me. be a steadfast part of his business life. “I was He loves this industry,” Edward said with told when I started that I should never lie to pride. He and Kim also have another son a customer, because once you start lying you 25-year-old Ryan. Ryan is a recent graduate have to write everything you say down. of the Texas Tech Rawls School of Business. When you always tell the truth, you He is pursuing a career as a wealth manage- just have to talk from the heart.” In ment specialist. “Both of them played high true Texas style, Edward also finds school football and golf, and both earned wisdom in football and the Dallas scholarships for golf and academics,” said Cowboys. “Tom Landry, the great their proud pop! coach of the Dallas Cowboys, always Now Edward and Kim have started to enjoy surrounded himself with excellent their opportunities to travel. Since Kim loves assistant coaches. I have always the beach and Edward loves golf, they enjoy tried to surround myself with great any destination that offers the couple both. people,” he said. They also enjoy nearly all sports. “We attend Of course, greatest of those people several football games every year, high school, is his wife, Kim. The two have college, and pro,” he said. “We also love to been married for 29 years, and spend time with friends, siblings, and extended Edward points to her devotion as family. We enjoy going to church and our a huge asset in his life. “She small group bible study.” Overall, life seems supports everything I do,” he said, mighty good for our fellow UTA member “but she keeps me straight. She Edward and his family. What could be better is the best sounding board a than a successful career coupled with a n person could ask for. She understands happy family and the time to enjoy both? the ups and downs of this business and the hours it takes to be successful.” 6 October 2011 www.UTA.org New Members continued from page 5.

David Jewell, Owner Alan McDonald, Claims Director Marjorie Rohde, Heavy Truck and Stiman’s Used Trucks & Equipment Sales, Inc. Premium 2000+ Warranty Equipment Manager 48 Verti Drive 321 North Spring Street Manheim Phoenix Winslow, ME 04901 Winston Salem, NC 27101 201 North 83rd Avenue (207) 660-6660 (W) (336) 759-3352 (W) Tolleson, AZ 85335 (207) 557-5214 (C) [email protected] (602) 228-3758 (W) [email protected] www.premium2000.com [email protected] www.stimansales.com www.manheimheavytruckauctions.com David came to the used truck industry in 2008 Marjorie has been in the truck business since with a job in shipping and receiving in the parts Tim Milan, Used Truck Sales Manager 2001. Her first job was as department. He enjoys placing his customers in Rush Truck Center Phoenix manager of heavy trucks quality used trucks and providing them with the 2600 W. McDowell Rd. and equipment. She is quality trailers and equipment that best suit Phoenix, AZ 85009 looking forward to her their needs. He is looking forward to uncovering (602) 272-7611 (W) membership in the UTA useful resources and building solid contacts [email protected] because she is hoping to through his UTA membership. In his spare time network, and she is looking David enjoys the outdoors. for learning opportunities. Rick Miller, President/CEO “Although I have been in the auto industry for 10 years, I am new to the Tired Iron Auctions Cherise Langley, Sales heavy truck division of Manheim,” she told us. 417 West 7th Street, Suite 102 “I look forward to meeting new people and Team Drive-Away Tulsa, OK 74119 learning more about the industry.” 23712 West 83rd Terrace (918) 313-8039 (W) Marjorie is passionate about her three children. Shawnee, KS 66227 [email protected] (913) 601-3020 (W) If she weren’t in the truck sales industry she’d www.tiredironauctions.com be a bartender, because that’s fun! (816) 560-1155 (C) Rick has been [email protected] auctioning www.teamdriveaway.com trucking equipment for Josh Schwartz, UTM the past six MHC Kenworth Frank Mangione, Owner years. He has 7007 Sandown Rd. FJM Truck & Trailer Center joined the UTA Denver, CO 80216 1535 Industrial Avenue in hope of www.mhctruck.com San Jose, CA 95112 building new (720) 941-0833 (W) (408) 298-5110 (W) friendships and (303) 885-3192 (C) gaining new (408) 315-3763 (C) [email protected] industry relationships and business. He loves [email protected] helping his clients liquidate assets and www.fjmtruckcenter.com connecting buyers with equipment. His company has been built on three Rs: Rick Sheehan, Used Truck Manager Relationships, Reputation, and Reliability. General Truck Sales & Service Wayne McCombs, Used Truck Manager Rick loves the auction industry! He managed the 1973 East Brooks Road Hunter Truck Sales Arrow Trucking bankruptcy liquidation in 2010. Memphis, TN 38017 519 Pittsburgh Road He has created www.tiredironauctions.com as an (901) 474-3109 (W) Butler, PA 16002 online global auction exchange for surplus and (901) 826-7921 (C) (724) 586-7744 (W) salvage commercial equipment. Rick loves his work [email protected] (724) 316-3401 (C) so much that holds auction events for nonprofit www.generaltruck.com [email protected] organizations to support their fund-raising Rick has been in the used truck business ever www.huntertrucksales.com efforts. He estimates he hosts about 40 live since he came to the industry in 1990. He has auction events each year for various causes. spent the last 15 years at General Truck Sales. He enjoys the amount of energy this business creates. “Something is always going on— James Pack, Co-Owner buying, selling, trading, and meeting customers and other dealers,” he said. Heartland Truck and Equipment, LLC 7600 North Church Road, Suite 106 A man can succeed at Kansas City, MO 66061 (816) 407-7711 (W) almost anything for which he (813) 678-9215 (C) has unlimited enthusiasm. [email protected]

~ Charles Schwab New Members continued on page 8. www.UTA.org October 2011 7 New Members continued from page 7.

Aaron Smith, General Manager Pat Summers, UTC Manager Sales Tip of the Month Dave Syverson Truck Center 7 Co Rd. SE 2187 Chesnee Highway 65 percent of Rochester, MN 55904 Spartanburg, SC 29303 all salespeople never (507) 289-3357 ext.9507 (W) (846) 582-3660 (W) ask for the sale. The (507) 254-6199 (C) (846) 706-2458 (C) most effective way [email protected] [email protected] to ask for a sale is www.syversontruck.com www.paccarfinancialusedtruckcenter.com to assume (based From the very upon effectively beginning of his career working with the Aaron has sold used Erich Timkar, Owner trucks. He comes to the prospect) the sale. Horde Software UTA with hopes of 2957 Whitmore Drive networking with his Lawrence, KS 66046 Examples: colleagues in the (785) 550-5250 (W) “Is there anything that will keep industry. Even after all [email protected] us from completing this deal?” these years, Aaron or “Let’s go ahead and get the loves the variety of paperwork started.” new opportunities that await him every day. Les Yoder, Heavy Duty Sales Manager He must love a fast-paced life, because if he Jenkins Diesel Power didn’t work in this industry he’d like to be an 1845 East Blaine Street auctioneer. “It seems like they are busy all the Springfield, MO 65803 time, and it is fast paced and always (417) 862-7021 (W) In Memoriam: changing,” he explained. (417) 860-4689 (C) [email protected] Dick Chambliss, n Rick Stidger, Outside National Rep 1947-2011 Team Drive-Away 23712 West 83rd Terrace Richard (Dick) Shawnee, KS 66227 Chambliss of Tipton, (913) 601-3007 (W) Iowa passed away on (913) 730-2074 (C) September 13, 2011 [email protected] surrounded by his www.teamdriveaway.com loving family. He was 64, and had been battling cancer for some time. Dick was the owner and operator of Chambliss Motor Company in Tipton and C & G Truck Sales in Davenport, Iowa. He also worked in both sales and sales management with Twin Bridges Mack Sell. Manage. and Quad City Peterbilt in Davenport. Dick was born in Muscatine, Iowa in 1947 Make Money. and studied commercial art at Muscatine Community College. He married his high We Offer: It’s easy with EPG! school sweetheart Brenda, and the couple Physical Damage www.epginsurance.com enjoyed 43 years of marriage before Brenda Non-Trucking Liability passed away in October 2010. The couple GAP Coverage raised three children who are left to Total Loss Protection PLUS: mourn them. Kimberly, Mark, and Brent, 30 Day PDI Keep Your Rental among them, presented Dick and Brenda Fleet Rolling With Loss Damage Waiver with seven wonderful grandchildren who Track brought great joy to the couple. Dick is also Dealer Corporate Package Cert survived by his mother, his mother-in-law, We promise innovative two brothers, and two sisters. products, exemplary service Know for certain and competitive rates. that the Certificate of Donations in his memory may be made to Insurance your You won’t find a partner the Dick and Kay Chambliss Memorial Fund. customer provided more dedicated to the you is worth the paper “He was definitely a friend of most everyone trucking industry. it’s printed on. in the industry,” Eddie Walker told us. A friend who left us too soon, indeed. n www.epginsurance.com [email protected] • phone 901-685-3100 • fax 901-374-9793 • 800 Ridge Lake Blvd., Suite 301, Memphis, TN 38120 8 October 2011 www.UTA.org THAnks to our Generous sponsors

DiAmOnd Arrow Truck Sales CAG Truck Capital/FairvilleTrucks.com Manheim PLATINUm goLD ADESA Corp. Bennett DriveAway Black Book Daimler Trucks Remarketing Corporation Caterpillar, Inc. Coldiron Companies National Truck Protection Commercial Truck Trader Navistar EPG Insurance TruckMovers.com, Inc. Idealease, Inc. & Mack Trucks J & J Drive-Away Jordan Truck Sales Michelin North America SILVER NADA 50000 Trucks.com NextTruck ACT Research Co., LLC Premium 2000 Team Drive-Away Dealer Solutions The Truck Blue Book & DEKRA-TRS LLC Inspection Services The Commercial Trailer Blue Book EDA Equilease Financial Services, Inc. BRoNZE Meadowbrook Insurance Agency My Little Salesman American Truck Protection Passco Systems Ameritruck R. L. Polk & Company Asset Appraisal Services Crook Motor Co, Inc. Roadranger – Eaton & Dana Hino Trucks Rock and Dirt Hunter Truck Sales Russ Darrow Leasing Co Mitsubishi Fuso SOARR/Interstate Online Software My Little Salesman Transport Topics Parish Truck Sales Truck & Trailer Access Peterbilt of Atlanta, LLC The Truck Finance Company, llc The Peterbilt Store Truck Paper Rush Enterprises The Truckers Choice Vanguard Truck Center Wholesale Industrial Network Wholesale Trucks of America www.UTA.org October 2011 9 UTA Affiliates

4 State Trucks Inc. Chrome Shop Mafia HALO Branded Solutions HTAEW.com Manheim Heavy Duty Truck and Equipment Auctions My Little Salesman National Truck Protection NextTruck Premium 2000+ Medium and Heavy Duty Warranty ­—Home of the Chrome Shop Mafia! Programs R.L. POLK Based out of Joplin, Missouri, 4 State Trucks, Inc. has provided new and used parts for the heavy-duty truck industry since 1979. For years, this Ramsey MediaWorks LLC family-owned business had built an outstanding reputation for servicing Revolution Payment Systems the four state area with quality salvage, parts, and truck repair. Then, the SOARR.com (Interstate Online Software) company ventured into new parts and chrome accessories and truck customization. They printed their first catalog in 1998, and 4 State Trucks The Truck Blue Book was soon off and running! The catalog introduced 4 State Trucks to a Truck Marketing Institute national audience, and very soon they saw great success from coast to Trucker to Trucker coast thanks to strong customer support! Vehicle Inspection Pros The new millennium brought many changes, including the addition of a 40,000 square foot distribution center, and a customer service call center to support growing internet and catalog orders, and rapid growth at the retail store. 4 State Trucks, home of the Chrome Shop Mafia, is committed to being In 2003, the Chrome Shop the leader in parts and accessories for the heavy-duty truck industry, Mafia was introduced as a by providing the largest ‘in stock’ inventory, quick delivery or shipping, ‘truckers club’ for 4 State the most competitive pricing, and offering top quality products from Trucks customers. The the nation’s leading manufacturers. Since 1979, 4 State Trucks has been “tommy gun” logo laid helping America’s hard-working truckers keep their rigs looking good! the foundation for a full line of apparel and logo merchandise—a nice You can visit 4 State Trucks, Inc. in Joplin, Missouri. We’re conveniently complement to the existing product lines of chrome, parts, installation, located at the junction of I-44 and 43 Highway south (Exit #4). Or, visit salvage parts, and fabrication. One thing led to another and in January us 24/7 at www.4statetrucks.com, or www.chromeshopmafia.com. 2006, a new TV series, “Trick My Truck,” aired on Country Music Your friendship, business, and support is always appreciated here at 4 Television. The series featured several members of the Chrome Shop State Trucks! l Mafia crew doing what they do best—customizing big rigs!

10 October 2011 www.UTA.org COMBAT RISING FUEL COSTS WITH THE MOST FUEL-EFFICIENT DRIVE TIRE IN NORTH AMERICA1. Selling a “New” Used Truck? Protect your customer’s investment with a Copyright ©2011 Michelin North America, Inc. All Rights Reserved. The Michelin Man is a registered trademark of Michelin North America, Inc. America, of Michelin North Michelin Man is a registered trademark The All Rights Reserved. Inc. America, Copyright ©2011 Michelin North

The MICHELIN® X One® XDA® Energy tire. A 3,000-mile, real-world road test compared the MICHELIN® X One® XDA® Energy tire, together with the MICHELIN® XZA3® tire and the MICHELIN® X One® XTA® tire, to the Bridgestone® R287, M720 and R195F tires and the Goodyear ® G395™ LHS™ Fuel Max™, G305™ LHD™ Fuel Max™ and G316™ LHT™ Fuel Max™ tires. The results? The MICHELIN ® X One® XDA® Energy tire can help save 7%2 on fuel versus the most fuel-ef cient tires Bridgestone and Goodyear have to offer. Fuel savings the leading competitors can’t match. Providing the used ™ It’s just one more way The Right Tire Changes Everything . truck industry with 1 Estimates based on comparative rolling resistance data commissioned by an independent third party on drive tires from the SmartWaySM – veri ed technologies list. Actual on-road savings may vary. warranty coverage 2 Actual results may vary.

11MTT4079 since 1983 The largest independent warranty company in North America

3076_11MTT4079_ XOneEnergy_UTA.indd 1 7/28/11 9:08 AM “o f f i c i a l ” g u n n y m e s s ag e : The most extensive coverage in the used truck industry Official Cover items such as failures due to wear-out, oil consumption, injectors, turbochargers, internally Used Heavy Duty lubricated parts and much more Truck and Trailer Guide Extensive hands-on experience in heavy-duty diesel engine repair No $$ “Repair Cap” when a failure occurs Selling a Quality Truck? Then Sell a Quality Warranty.

Visit with Charles Cathey and Kevin Giddens when you stop by the Black Book® booth on Thursday, November 3rd in Scottsdale. 1-800-950-3377 www.NTPWarranty.com 1-800-554-1026 | www.BlackB ookUSa .com August Surprise

by Chris Visser, Senior Analyst and Product Manager, Commercial Trucks

fter a period of relatively flat selling prices, the used (1) Asleeper market came back with a vengeance in July and August. Latest data shows the overall market at just Average Retail Selling Price: Sleeper Tractors under a three-year-high. The four year old sleeper segment $50,000 jumped up almost $4000 as it continues to bounce around 2008 2009 2010 2011 Includes all data from all at its elevated price level. And dealers had their second-best $48,000 retail sources for trucks month this year in terms of sales volume. See the graphs $46,000 under 1,000,000 miles. for detail. $44,000 As of August, the average sleeper tractor sold off a dealer’s $42,000 lot was just under six years old, had 523,399 miles, and sold $40,000 for $48,348. As mentioned above, this price is on par with the best month of pre-recession 2008. But here’s the $38,000 important part – that average truck sold in August of this $36,000 year had 65,000 more miles than its 2008 equivalent! $34,000 If we perform the same exercise with four-year-old sleeper $32,000 tractors, we find that the average 2008 model year truck sold Source: NADA $30,000 in August had 456,798 miles and sold for $65,485. Compare this to its equivalent sold in the last good month of 2008 – Jul Jan Feb Mar Apr May Jun Aug Sep Oct Nov Dec February – and we’re ahead by $642. But again, the real story is that the trucks currently on the market have much higher mileage – in this case, just under 60,000 more. (2) The wholesale market has fared drastically better in 2011 than any time in the past three years. Selling prices for the Average Retail Selling Price: 4 Year Old Sleeper Tractors $75,000 average sleeper tractor today are averaging about 38% 2008 2009 2010 2011 higher than the first eight months of 2008. What’s Includes sales data from $70,000 all retail sources, adjusted interesting is mileage hasn’t increased here as it has on the $65,000 for mileage. retail side – the average has fluctuated roughly between 600-650K throughout that entire period. $60,000 Note also that as of early 2011, mileage and price have $55,000 returned to their traditional inverse relationship in the $50,000 wholesale market. As we’ve mentioned in previous $45,000 GuideLines as well as in our Commercial Vehicle Blog, $40,000 there is likely a price cap in the low to mid-$30s as a truck hits the mid-650K mileage point. Price moves downward $35,000 Source: NADA fairly consistently as mileage heads upward toward that $30,000 level. The math supports this observation - since January Jul 2011 there has been a -0.81 correlation between mileage Jan Feb Mar Apr May Jun Aug Sep Oct Nov Dec and price. This is a statistically strong negative relationship. So the question is, “Can these numbers hold up?” There are many concrete factors pointing to “Yes.” First, there were comparatively few 2008 and very few 2009-2011 model year trucks built. As such, the supply of late-model used trucks is guaranteed to be limited for at least the next three years or so. Second, domestic industry has weathered the global financial crisis quite well, all things considered. There are constant challenges to the world’s stock markets based on real and existential factors, but the nuts and bolts of the US economy as measured by Industrial Production continue to soldier onward more or less steadily in the face of this turmoil. The takeaway? With August’s used truck sales numbers up more than we expected, plus an uptick in August and September new truck orders, the truck industry is proving the economic naysayers wrong. n www.nada.com/b2b

Reprinted with permission from the ATD/NADA Official Commercial Truck Guide® 12 October 2011 www.UTA.org Why did the chickens cross August Surprise UNDER the road? by Chris Visser, Senior Analyst and Product Manager, Commercial Trucks

(3) Because J&J Driveaway Average Wholesale Price and Mileage of All Sleeper Tractors Reported Sold 2-­‐Month Moving Average of Trucks Under 1M Miles is on top of it!! 750,000 $40,000 2 per. Mov. Avg.(Mileage) 700,000 2 per. Mov. Avg.(Price) $35,000 650,000 $30,000 600,000 550,000 $25,000

500,000 $20,000 450,000 $15,000 400,000 $10,000 350,000 Source: NADA 300,000 $5,000 Jul-­‐11 Jul-­‐10 Jul-­‐09 Jul-­‐08 Jan-­‐11 Jan-­‐10 Jan-­‐08 Jan-­‐09 Oct-­‐10 Oct-­‐10 Oct-­‐09 Oct-­‐09 Oct-­‐08 Oct-­‐08 Apr-­‐11 Apr-­‐11 Apr-­‐10 Apr-­‐10 Apr-­‐09 Apr-­‐09 Apr-­‐08 Apr-­‐08

www.jjdriveaway.com 800.282.3549 (4)

Average Number of Sales Per Repor4ng Dealership (Trend) Design and copy courtesy of Turning Heads Media

Retail Wholesale

UTA 2011 Chicken and Roa... Tuesday, August 23, 2011 13:51 Source: NADA page 1 MagentaYellowBlackCyan

Jan-­‐09 Apr-­‐09 Jul-­‐09 Oct-­‐09 Jan-­‐10 Apr-­‐10 Jul-­‐10 Oct-­‐10 Jan-­‐11 Apr-­‐11 Jul-­‐11

Go Mobile! Access ATD/NADA Official Commercial Truck Guide values on your smartphone, everywhere you go! • Fully integrated barcode scanner for VIN decode • Automatic VIN lookups with mileage and accessory adjustments • 11 years of commercial truck and trailer retail, wholesale and loan values • GVW, GCW, MSRP and ENRP (Estimated New Retail Price) data NADA is a proud 12-year member of the UTA. www.nada.com/mobile 800-976-NADA (6232)

www.UTA.org October 2011 13 Industry News Briefs

American Jobs Act Proposes Major Infrastructure Investments Although there’s a long road ahead before passage, President Obama recently detailed his vision for the “American Jobs Act,” the idea of which is to put more people back to work and put more money in the pockets of working Americans. An important part of the proposed legislation are “immediate investments in infrastructure,” projected to cost $50 billion. Of that amount, $27 billion would be targeted to the nation’s highways. A White House release noted that the American Society of Civil Engineers (ASCE) gave the U.S. a ‘D’ for the condition of its infrastructure. Part of Obama’s strategy is to modernize the nation’s roads (as well as railways, airports and schools), and in the process put “hundreds of One of the many groups to come out in support of the Act is the Teamsters. thousands of workers back on the job.” As part of the Act “innovative Teamsters General President Jim Hoffa praised President Obama for reforms” would ensure that the “best projects receive financing.” “presenting a jobs program with specific goals and a realistic means of Obama implored Congress to pass the Act immediately. The White achieving them.” Hoffa was especially pleased that one of Obama’s goals House release added: “These investments in infrastructure would not for the Act is to improve the nation’s infrastructure. only put people to work now, but also yield lasting benefits for the He added: “Congress must pass President Obama’s plan now. The jobs economy, increasing growth in the long run.” crisis is an American problem. It isn’t President Obama’s problem and A few days later, in the midst of a downturn in the stock market, it isn’t a Republican or Democratic problem. All Americans need to come Obama spoke to NBC News and made a timely pitch for the Act. together to create good jobs for the good of our economy and the good “When you look at what independent economists are saying about the of our country.” American Jobs Act—my jobs plan—uniformly what they are saying is Furthermore, Hoffa noted “This plan will immediately increase economic this buys us insurance against a double-dip recession and it almost activity and generate more tax revenue. That’s how you fix the deficit. certainly helps the economy grow and will put people back to work.” Good jobs are good for the economy.” n

Heavy-Duty Truck Engine Quality/Satisfaction Up from 2010: J.D. Power and Associates Reports International Ranks Highest in Heavy-Duty Truck Engine Satisfaction Heavy-duty truck engine quality has improved from 2010, after technology changes related to emissions standards revisions caused a spike in engine- related problems during recent years, according to the J.D. Power and “It’s encouraging to see that the number and frequency of problems is Associates’ 2011 U.S. Heavy-Duty Truck Engine and Transmission StudySM.. improving,” said Brent Gruber, senior manager of the commercial The study measures satisfaction among primary maintainers with vehicle practice at J.D. Power and Associates. “With the new technol- engines and transmissions in heavy-duty (Class 8) trucks that are one ogy required to meet emissions standards, today’s engines simply are model-year old. Satisfaction is measured based on eight key factors: more problematic than the previous generation. So, while it’s possible engine reliability and dependability; engine warranty; acceleration that manufacturers can continue to improve engine quality, it’s unlikely when fully loaded; electronic control module; accessibility to compo- that they’ll quickly get back to the pre-2004 levels.” nents for service or maintenance; vibration at idle; maintaining speeds Navistar’s International MaxxForce engines ranked highest in customer on grades; and average fuel economy. satisfaction with a score of 760. The study found they perform particu- The study also found that 42 percent of owners of heavy-duty truck larly well in four of eight factors: engine reliability and dependability, engines that are one model-year old said they had some type of engine warranty, vibration at idle, and average fuel economy. engine-related problem, down from 46 percent in 2010. However, this Overall satisfaction with heavy-duty truck transmissions averages 820 in is still well above the historically low average set in 2004, when 26 2011, up two points from 2010. Although transmissions are typically not percent of truck engine owners that were two model-years old reported problematic during the first year of ownership, satisfaction among owners having a problem. This low level of reported problems occurred before who have at least one transmission-related problem averages 123 index two rounds of emissions standards revisions were implemented. points lower than among owners who did not have problems (829 vs. 706). The most-commonly reported engine problems are issues with the While they represent less than one-third of all transmissions, satisfaction exhaust gas recirculation (EGR) valve (cited by 23 percent of owners), with fully automatic transmissions is higher, on average, than satisfaction and electronic control module calibration (21 percent). with more prevalent manual transmissions (824 vs. 819). The 2011 study also found engine problems have decreased to an average The 2011 U.S. Heavy-Duty Truck Engine and Transmission Study is based of 66 problems per 100 vehicles (PP100), from 72 PP100 in 2010. on the responses of 1,651 primary maintainers of Class 8 heavy-duty Satisfaction with engines has increased by 22 points to an average of trucks that are one model-year-old. The study was fielded between 739 (on a 1,000-point scale). February and May 2011. For more information visit JDPower.com. n 14 October 2011 www.UTA.org August Preliminary Net Class 8 Orders Up 11%: Rand McNally FTR Associates Offers Lifetime FTR Associates’ preliminary data Map Updates for showed August Class 8 truck total its GPS Products net orders for all major North Rand McNally has announced that all American OEM’s at 20,513, an 11 IntelliRoute® TND™ GPS purchasers are eligible to participate in a percent boost over July. Despite “Lifetime Map Program.” For a one-time fee of $89.99, participating the modest improvement the IntelliRoute® TND™ customers will have access to the latest Rand numbers were still considered McNally map updates as long as they own the device. disappointing, and at levels not seen since October 2010. But the As a matter of course, Rand McNally provides a variety of free pace of orders earlier this year was so strong that annualized Class 8 updates and upgrades to IntelliRoute® TND™ devices via the TND™ orders for the six-month period (including August) stands at 299,600 Dock. The TND™ Dock is a software program that automatically loads units--a significant improvement from a year ago. when a Rand McNally GPS device is connected to a personal com- puter, and information is transferred through the Internet. These “Although August numbers weren’t spectacular, the fact that they updates include road construction, feature updates, and road changes reversed the downward trend we had seen over the past three months derived from the “Tell Rand” feature provided by other TND™ users. gave us an indication that fleet buyers are still in the market for new vehicles,” said Eric Starks, FTR President. “We were worried that orders With the Lifetime Map program, full mapping updates from Rand might fall given the uncertainty in the economy. The current level of McNally will also be made available to participants. Notice that updates activity makes me breathe a bit easier and suggests that fleets were not are available will automatically be sent to all participants, “making access spooked into delaying orders. Going forward, orders will primarily be to the most up-to-date routing easily accessible,” the company said. for 2012 build, since the manufacturer order boards are basically full Purchasers of the new TripMaker® RVND™ GPS product, built for RV for the remainder of this year. Builders will not be taking any heroic adventures, will also be eligible for the program. measures to increase current production rates given the high level of Rand McNally’s IntelliRoute® TND™ was first introduced in 2009, with uncertainty in the economy. Despite current weakness we are cautiously the launch of the IntelliRoute® TND™ 500. Features include Rand optimistic that these build rates will be supportable into 2012. However, McNally truck navigation by vehicle size and hazmat in the U.S. and if the economy turns sour in a big way, that certainly could change the Canada, Trucker Business Tools to dynamic and we are watching that closely.” save time and money, and features Contact FTR Associates at [email protected] or 1-888-988-1699 ext. 1 designed to make the in-cab for more details, and information regarding final data for August, available experience easier and safer than as part of FTR’s North American Commercial Truck & Trailer car GPS units. Outlook service. n For more information, visit www. RandMcNally.com n

PACCAR Earns #1 Technology Ranking in InformationWeek Magazine PACCAR’s application of information technology has earned the company the most prestigious business technology rankings in American the number one technology position in InformationWeek magazine’s industry. It showcases the country’s most innovative adopters of 2011 Top 500 list of companies. PACCAR earned the recognition as a applied technology. The ranking is unique in that it specifically result of its TruckerLink application, which builds upon the PACCAR highlights the power of innovation in information technology. Connected Truck program. The TruckerLink product, developed with PACCAR notes ComputerWorld and PCWeek magazines have also Signalset, delivers “leading-edge carrier-switching technology that honored its technology focus. enables a truck’s telematics system to operate seamlessly nationwide “The TruckerLink application is a leading-edge truck tracking solution with uninterrupted coverage on multiple wireless networks,” the that provides advanced fleet management and vehicle monitoring company said in a release. capabilities,” added Kyle Quinn, PACCAR chief information officer. PACCAR’s Technology “The solution is integrated with PACCAR’s in-dash telematics, truck Control Center navigation, and driver support systems. Specific mobile networks are The InformationWeek chosen automatically, based on the on-board computers’ business logic magazine, www.informa- that considers signal strength, bandwidth and cost metrics.” tionweek.com, Top500 For more information visit www.paccar.com. n review is regarded as one of

www.UTA.org October 2011 15 Ask me about complimentary 3-year Extended Service Coverage.

“ I’m here to keep your truck on the road.” Turn to the expert. Your Cat ® Dealer service technician is specially trained to help you avoid unexpected repairs and costly downtime. Add unmatched parts availability, warranty support and 24/7 online parts ordering, and you’ll be up and running— and earning—fast.

And now, when you invest in your Cat truck engine, we’ll invest in you. Buy Overhaul Protection for Trucks, a Cat Reman Engine or a Precious Metals Overhaul Kit and we’ll give you three years of Extended Service Coverage at no extra cost. Ask your Cat Dealer about this and other special offers designed to ensure your engine is here to work today and for generations to come. cat.com/on-highway-truck

©2011 Caterpillar Inc. All rights reserved. CAT, CATERPILLAR, their respective logos, “Caterpillar Yellow” and the “Power Edge” trade dress, as well as corporate and product identity used herein, are trademarks of Caterpillar and may not be used without permission.

Challenger_Mag_Cat_Ad_June.indd 1 8/10/11 3:54 PM

SHow Your Commitment to THe UTA November 2-5 Talking Stick Resort & Casino Scottsdale, Arizona TO OUTRUN THE COMPETITION

505 HORSES ADVANTAGE #91 THE POWERFUL 505 HORSEPOWER MP8 ENGINE GIVES YOU THE MUSCLE TO HANDLE HEAVY LOADS. SCAN THIS QR CODE TO TO LEARN MORE VISIT MACKPINNACLE.COM OR SEE ALL THE ADVANTAGES AT MACKADVANTAGES.COM EXPERIENCE MACK POWER ©2011 Mack Trucks, Inc. All rights reserved. Nationwide Exposure Twice Monthly Established in 1986, Bennett DriveAway has provided movement services for assembled vehicles for more than 20 years. With more Targets Fleet Executives, Dealers than 1200 D.O.T. certified contractors, Bennett DriveAway can move any type of rolling stock including: & Owner-Operators

• Tractors • Cab & chassis Distributed at Over 1,000 Truck Stops • City transit buses • And much more

Bennett DriveAway has a solid reputation in the industry for quality, service and dependibiity illustrated by the 45,000 vehicles moved annually. Our experience and expertise is unparalleled.

800.866.5500 Call Today for Special UTA RATES! We put the “Drive” in DriveAway www.bennettdriveawayservices.com NextTruckOnline.com • 866.783.5137 • 1001 Industrial Parkway, McDonough, GA 30253

“One Team, Many Efficient Solutions”

Online Quote Available or Call 800-636-6669 Rest Easy. When Every TM Part Is Genuine.

Leave it to the experts when it comes to critical parts for your engine and enjoy peace of mind. Avoid potential early failure and unscheduled downtime caused by using “will fit” parts. For parts and service information, contact your local Cummins distributor or OEM dealer, call our 1-800-DIESELS™ Customer Assistance Center or visit quickserve.cummins.com.

USEDTRUCKINVENTORY.COM

Visit our site to see how we can simplify your used truck search: • Inventory browsing and purchasing 24 hours a day, seven days a week. • Our equipment is sourced from the industry’s largest commercial fleets, OEMs, dealers and lenders. • Diverse selection of truck makes and models. • All of our trucks undergo a thorough inspection, with a detailed inspection report including up to 20 photos. • Easy registration process – simply go to usedtruckinventory.com.

Your Online Source for Used Trucks CRUZIN’ FOR INVENTORY Join us at ADESA Phoenix for a BBQ and Cruzin’ Cooler race prior to our heavy-duty truck and equipment sale. Race winner will receive a Cruzin’ Cooler.

ADESA Phoenix Tuesday, November 1 at 2 p.m.

Didn’t win the race? Visit us at booth #33 during the UTA conference and enter the Cruzin’ Cooler drawing. Or visit us on Wednesday at our cabana. © 2011 ADESA, INC. © 2011 If you feel lost in the desert when it comes to moving your trucks, let Team Drive-Away, Inc. be your oasis.

“We’re With You For The Long Haul” Se Habla Espanol Visit our website for our current inventory of quality trucks. Team Drive-Away is a U.S. Customs Bonded Carrier. Quench your thirst for excellence in truck transportation. (800) 326-1701 Discover us at the Vendor Expo in Scottsdale! Team Drive-Away Gives You: Call 866-515-TEAM CAPACITY–Team is the largest decking company in or find us on the web @ North America and can handle any size order YOU have. www.teamdriveaway.com EXPERIENCE–Team has over 40 years of drive-away experience to serve YOU. RELIABILITY–YOU will have access to the best drivers in the industry with honest delivery dates. OPTIONS–Team can move your singles, booms, 2-ways, 3-ways, 4-ways, specialty, port and Canadian loads.

Team Drive-Away, Inc. has been named to the 2011 Inc. 500/5000 list of fasting growing companies Your Satisfaction www.jordantrucksales.com in America! Delivered.

Member Find your truck or trailer value.

Instantly.Use our Single-Vehicle Lookup, powered by Truck Blue Book, to find detailed values for your medium and heavy-duty trucks.

Off-Lease Trucks, Tractors & Trailers Medium-Duty Heavy-Duty - Includes retail and finance values available for sale - Standard-based models - Quick VIN Search - Buy only the truck value you need - Avoid overpaying or underselling - Fast, easy and accurate Know before you buy and SAVE! Robert Sims Justin Orenic VP, Used Equipment Sales Director, Used Equipment Sales SAVE THE DATE! Truck Blue Book Conference 2012 will be held at the (720) 670-9905 (847) 304-3184 PGA National Resort, Florida, May 15-16, 2012 [email protected] [email protected] www.truckbluebook.com/conference Boot Camp 2010 The 11th Annual UTA Convention

KeyNote Spea Michael StaverKer S poNSored by

See You in Sunny Scottsdale! From Where We Sit

We’ve been writing together for a good many years. Without giving away too many personal details, let’s just say it’s more than 15, but fewer november than 1,500. In this time, we’ve completed 19 books (writing that is, 2-5 • 12th Annual UTA Convention, not reading), and we’re currently Scottsdale, AZ working on number 20. This one is a Talking Stick Resort revision of our recent title, How to www.uta.org Find a Job on LinkedIn, Facebook, Twitter, MySpace and Other Social Networks. All of our books focus on helping people who may not feel that comfortable with technology use the newest things to come along. So, we’ve written about building businesses on eBay and Amazon.com. We’ve written about solar energy and telecommuting, and we’ve written about keeping kids safe on the Internet. This february 2012 latest work, helping people to find jobs through social networking, has been especially rewarding. 3-6 • ATD/NADA Convention & Expo Las Vegas, NV Since the first edition came out nearly two years ago, we’ve heard from countless people Las Vegas Convention Center who have written to tell us that our work has helped them as they struggle to find jobs http://www.nadaconventionandexpo.org/ in this difficult economy. Sometimes our readers actually feel as though they’ve become friends. That is so important, because, honestly, writing is a very lonely profession. nada2012/public/enter.aspx Sure, we have each other, which is a wonderful help, but much of what we do has to happen during countless hours spent in solitary study and page production. It’s easy to forget to make time to network, but that’s exactly why we write about this subject today. It is honestly astounding how powerful social networking can be. In the time we’ve spent living life online, we’ve found countless schoolmates, former coworkers, friends 20-23 • 12th TMC Annual who drifted away, and new friends we’ve made online. On Facebook alone, we’ve found Conference & Transportation family members we didn’t know we had, reconnected with other “kids” from the old Technology Exhibition neighborhoods, and found college dorm-mates and classmates we would never have Tampa, FL been able to locate otherwise. On LinkedIn, we’ve made hundreds of professional Tampa Convention Center contacts, stayed in touch with old bosses, and joined groups of like-minded people who www.truckinginfo.com/industry-events/ are pursuing the same types of work and ideas that fascinate us. event_detail.asp?ID=1745 Still, in the midst of all this computer-based living, we can’t overestimate the value of networking face-to-face. How many times have you bumped into a colleague and had a stray conversation that then led to a great business idea or a deal that fit just right? It MARCH 2012 used to be thought of as the water-cooler effect, but networking can happen any time 5-8 • The Work Truck Show and any place. It can be through an actual organized networking event, or it could be a random encounter in the supermarket. Humans have been wired to need the company Indianapolis, IN of other humans. Social networking should enhance that company, not replace it. In all Indiana Convention Center the writing we’ve done about living life online, we’ve always encouraged our readers to http://www.ntea.com/ take some time, step away from the computer, and go find humans who will look you in worktruckshow/ the eye and shake your hand. This idea is foremost in our minds as we watch the UTA membership get ready to gather in Scottsdale next month for the annual convention. There is no better place for MAY 2012 people in this industry to network, building new relationships and strengthening old ones. We’d love to have joined you this year, but our book deadline is staring us in the 15-16 • The Truck Blue Book face like an 800-pound gorilla with a nasty attitude. We’ll be Conference thinking of you all and wishing you easy travel and great Palm Beach Gardens, FL experiences. We’ll set our sights on next year’s convention and PGA National Resort and Spa not bemoan our fate too much as we miss the fun this year. See, http://www.truckbluebook.com/ didn’t we tell you writing is a lonely business? At least, that’s conference how it looks from where we sit.

Deb and Brad Schepp [email protected] www.UTA.org October 2011 23