1.877.GETS.UTA • www.uta.org Volume 19 • Issue 10 • October 2017 Used Truck Association Hundreds Attend UTA/Peterbilt MX Chartered May 16, 1988 Published by the Used Truck Association Engine Webinar 303 Corporate Center Drive, Suite 300A Stockbridge, GA 30281 n September, the Used Truck Association (UTA) offered its members another free, quality Table of Contents I webinar, courtesy of Peterbilt Motors. During the presentation, Anthony Gansle, Director of Sales and Marketing Administration for Peterbilt Motors, presented a brief history of the Board News and Views ............................ 2 PACCAR MX engine, and then updated attendees on the innovations and improvements made Quips & Quotes .........................................2 to PACCAR MX engines since UTA’s first Peterbilt MX engine webinar in 2015. New Members .................................. 4, 6, 8 “The UTA Training Committee Thoughts From a 5k Contestant .......... 8 wondered if it was too soon to Face to Face with Steve Pesce .................10 present a follow-up presentation Industry Events Calendar .......................12 on the PACCAR MX engine,” The Brooks Group said committee member Todd Sales Tip of the Month ........................12 Coppaken. His concerns turned Honesty, Please .....................................14 out to be unfounded. Nearly 250 people You May Hate Planning, but You attended the presentation, clearly indicating Should Do It Anyway ..........................16 that the UTA membership was eager to hear Book Review about the latest developments. The Long Haul: A Trucker’s Tales of “The strong attendance at this webinar was Life on the Road ..................................18 driven by the fact that more and more Peterbilt JD Power Valuation trucks come equipped with the PACCAR MX Services Update .............................20-21 engine,” Anthony explained. “This has allowed Industry News Briefs .........................28-29 the PACCAR MX engine to gain more market From Where We Sit ................................ 34 acceptance, but for the UTA, it has fostered a Convention Sponsor List ........................ 35 stronger sense of urgency to better understand how to sell the PACCAR MX engine in used trucks.” The UTA… Members Supporting Members! It’s no surprise that the webinar was a success. Webinars are a tremendously popular way to update people on the latest developments in their fields. Previously, nearly 350 people attended a webinar UTA presented in coordination with Daimler Truck Marketing. (The Detroit DT12 Automated Manual Transmission and ground-breaking Detroit Intelligent Powertrain Management System were the topics.) Volvo’s I-Shift automated manual transmission was the subject of another popular webinar. SHARE YOUR NEWS The webinar format supports UTA’s mission to provide its members with the most current with the UTA Industry Watch. information available on the hottest topics of the day. Our members’ customers need that Send submissions, ideas and information to make intelligent choices when purchasing trucks. It’s all about helping customers comments to: make informed decisions. Considering how quickly information moves there are few better options for educating members than webinars. UTA Industry Watch Editors Brad and Deb Schepp Please contact Amy Shahan or Todd Coppaken if you are interested in hosting a training c/o Sentry Management webinar, or if you have any ideas or thoughts on future webinars. n 303 Corporate Center Drive, Suite 300 A Stockbridge, GA 30281 Phone: 877-GETS-UTA (877-438-7882) Fax: 770-454-0029 [email protected] Twitter: @usedtruckassoc UTA Industry Watch Board News and Views 2017 BOARD OF DIRECTORS UTA Scholarship Committee – Moving Forward http://www.uta.org/directory As I finish out my term as a UTA Board Member I want to reflect on the UTA Scholarship GOVERNING BOARD: Committee and the progress we’ve made. President Craig Kendall Each year, the Jerome Nerman Scholarship Fund awards $2,500 scholarships to 10 deserving Vice President Rick Clark young people to help them continue their Treasurer John Cosgrove educations. As education costs rise, $2,500 can really help students and their families. Secretary Amanda Kent This year we had 100 Jerome Nerman Scholarship applications! This is awesome! Normally, we receive about 40 scholarship applications. The great response this year was due to the hard work President Emeritus Marty Crawford of the Scholarship Committee, which I’ve been privileged to head. Other members include: ■ Al Hess COMMITTEE CHAIRPERSONS: ■ Brandon Hess ■ Ken Kosic Convention Co-Chairs Rick Clark, Announcing earlier and more often that the UTA Scholarships were available also helped drive Hal Dickson and Craig Kendall the year’s great showing. UTA members spread the word to people in their companies and to their friends. Thank you to the UTA Marketing Committee, Misty Reis, and Laura Carter for Dealer Group Bobby Williams helping spread the word about these Scholarships. Co-Chairs Mike Roney and Brandon Hess We had a great Kansas City Reception and Golf Tournament in June to raise money for the Scholarship Fund. We had 22 foursomes competing, and we also had a good turnout for the Elections Charles Cathey reception the night before the tournament. Last year was the first time we featured the UTA 5K Finance John Cosgrove Walk/Run as a Convention tour option to help raise money for the Scholarship Fund. This year we will Marketing Rick Clark have the second UTA 5K Walk/Run--near the Co-Chair Amanda Kent historic Hoover Dam at the Convention. There are Membership John Cosgrove 31 people signed up for the event. Co-Chair Kelly Coldiron On a sad note, we lost Jerry Nerman in early 2017. Jerry was one of the main driving forces behind the Preferred Partners Brock Frederick formation of the Used Truck Association, and, of Scholarship Dean Jeske course, the Scholarship Fund bearing his name. Jerry’s son Lewis is very proud of his father’s accomplish- Training Amy Shahan ments and that includes the UTA Scholarship Fund. Co-Chair Jody Johnson I can feel Jerry smiling down on us from heaven about the UTA Scholarship Fund, and the many Website Amanda Kent people the Scholarship Fund has helped. Co-Chair Rick Clark I have truly enjoyed my time serving on the Used Truck Association Board of Directors. I have especially enjoyed helping 10 deserving young people each year continue their educations through the efforts of the Jerome Nerman Scholarship Fund. Thank you for your support of the UTA, your generosity with of the UTA Scholarship Fund, and your help to me. My wife Lisa and I look forward to seeing you at the Convention in Las Vegas. GO UTA and GO UTA Scholarship Fund! The harder the conflict, the more glorious the triumph. ~Thomas Paine Dean Jeske UTA Scholarship Committee Chair [email protected] 2 October 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! Marlin Antrim, Truck Sales Coordinator Jim Beaty, Corporate Used Truck Manager Eric Holt Kenworth Sales Company Lonestar Truck Group Roy’s Trucks and Equipment Inc. 4100 S. Transport St 1460 Yund Drive 5031 Gordon Smith Drive Boise, ID 83705 Del Norte, CO 81132 Rowlett, TX 75088 www.kenworthsalesco.com (405) 306-0073 (w) www.roystrucks.com www.facebook.com/kwsco [email protected] (214) 328-5161 (w) (208) 333-2790 (w) Jim was a UTA member from about 2003 to [email protected] [email protected] 2014, and after a brief lapse, is rejoining our A newcomer to our association in search of the latest informa- Chris Konkel industry, Marlin joined tion on the used truck market. (We missed [email protected] us in 2014. Prior to that you Jim—glad you’re back with us.) he worked as a sales Jim got started in trucking in 2003, working manager at his brother’s as a manager for ATC Freightliner. He enjoys Ryan Labat, Corporate Buyer Allstate insurance agency the ever-changing nature of his current job Vander Haag’s Inc. from April 2011 until and looks forward to going to work each day. 3809 4th Ave W. June 2014. In December Outside of work he enjoys hiking, hunting, Spencer, IA 51301 2014 he started his job at and snowmobiling. www.vanderhaags.com Kenworth Sales Company. www.facebook.com/VanderHaagsInc As a new member of the UTA Marlin’s looking (605) 336-6737 x7332 (w) forward to making connections and further Jodan Bohonek [email protected] Dave Syverson Auto Center educating himself about all aspects of the Ryan joined our industry P.O. Box 182 trucking industry. in 2004. Prior to that he 2310 East Main St. His job at Kenworth, he says, provides him held positions in sales Albert Lea, MN 56007 with all the tools he needs to be successful, and nursing. His first [email protected] and the opportunity to grow and meet his trucking job was in career goals. maintenance and When he’s off the clock Marlin enjoys Mike Bradley grounds with his current coaching his children’s sports teams. He’s Countywide Commercial Recovery employer Vander Haag’s, coached his son in football, baseball, and 10910 Long Beach Blvd. 103-420 Inc. soccer. He’s also coached his daughter in Lynwood, CA 17730 Ryan shared some specific goals he has for baseball and soccer. “I have a passion to (714) 718-2223 (w) his UTA membership. These include taking teach kids the sports I love and grew up [email protected] advantage of networking opportunities, and playing,” Marlin explained.