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. “to share our desire to purchase used, unwanted, high mileage, trades and to As we write this the UTA’s 2017 convention Melissa Burks in Las Vegas is a mere six weeks away, and salvage heavy trucks throughout the 10015 Northloop East Marlin’s looking forward to it. It will be his contiguous U.S.” Houston, TX 77029 first UTA convention. As a corporate buyer Ryan especially enjoys [email protected] Like so many of us, Marlin is proud to be a that he can meet new people and generate member of the trucking industry. “I believe lasting and profitable business relationships we work in an industry that keeps America Dan Farah for both parties. moving and that has a huge effect on people 3026 N. Mulroy Rd. When the day’s work is done he enjoys and products. I am excited to be a member of Strafford, MO 65757 traveling the country, and learning about the UTA and to learn from the vast [email protected] different market areas. experience of the current members,” he said. He shared some closing thoughts: “I James Geosits, Buyer & Seller, purchase single units to entire fleets whether running or inoperable. Please shoot Brian Baldridge, Branch Manager & Sales Commercial Trucks me an email for a bid, and I would appreciate Wallwork Truck Center Bayshore the opportunity to work with you.” 900 35th St. N 79 Downing Drive Fargo, ND 58102 Wyomissing, PA 19610 (701) 774-6259 (w) www.bayshoretrucks.com [email protected] (302) 656-3160 (w) [email protected]

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Donald Larkins, Director of Equipment Dodd Rabon, Used Truck Manager Mark Tedesco Sales Shealy Truck Centers Minimizer CRETE Carrier Corporation 1340 Bluff Road 500 Minimizer Way 400 NW 56th St. Columbia, SC 29201 Blooming Prairie, MN 55917 Lincoln, NE 68528 www.shealytruck.com (800) 248-3855 (w) (630) 669-6247 (w) (803) 771-0176 (w) [email protected] [email protected] [email protected] Industry veteran Donald Anthony Walker, President/Owner Larkins is actually Dennis Shechan Premature Driveaway Inc. rejoining our association Beaver Truck Centre’, Inc. 830 3rd St. S Suite 104 having previously been a 33 Oakpoint Way Jacksonville Beach, FL 32250 member for many years. Winnepeg MB R2R-OT8 (813) 260-0091 (w) Before joining Crete he (204) 632-91400 (w) [email protected] was a long-time employee [email protected] If you’re wondering why Anthony’s company of both Navistar and is called Premature Driveaway that was by Rush, and held various design. Before forming his own company in management positions during his time at Rob Roberts 2014, Tony had racked up more than a those companies. Snider Fleet Solutions million miles himself driving for many 4420 North Graham Street Donald’s been in sales a long time, and had different driveaway companies. some personal thoughts to share about why Charlotte, NC 28206 One thing he noticed along the way was a he’s made sales his career. “I love talking to (704) 790-7977 (w) lack of accountability for on-time delivery. the customer,” he explained. “And [also] So when he started his own company the putting a deal together that’s a win/win for Tyler Schik name Premature Driveaway fit just right. His both parties.” He also had some advice for P.O. Box 82545 company’s tagline is “You’ll be glad we came those looking for a sales career within the Lincoln, NE 68521 early.” Prompt and reliable service is always trucking industry. “My recommendation to (402) 458-4557 (w) his goal. anyone looking for a career in sales—Look [email protected] hard and long at Navistar, Rush Enterprises, Tony feels another key to his company’s and CRETE. They are all great employers and success is that his drivers feel more they all reward hard work.” Markus Steinocher accountable to Premature than they might for another company. Why? He pays them Bruckner‘s Truck Sales more, he told us. He says he also picks his 14001 E. Admiral Place Josh Loso customers carefully, and doesn’t put his Tulsa, OK 74116 drivers in a position where they are “set to [email protected] (316) 207-0254 (w) fail.” He tailors his services to each client [email protected] individually. Barry Lowry Outside of work, Tony enjoys football, NextTruck Tom Swope, Buyer/Wholesale playing chess, traveling, and spending time P.O. Box 509 Jackson Group Peterbilt with his family. Crossville, TN 38555 1910 South 5500 West www.nexttruckonline.com Salt Lake City, UT 84104 (931) 459-4761 (w) www.jgpete.net Krisitna Weber [email protected] (801) 580-3403 (w) I 20 Truck Sales, LLC [email protected] 3489 US Hwy 78 Leeds, AL 35094 Adam Luhring Tom joined us in trucking (205) 640-7026 (w) Allstate Peterbilt Group in 1996, working in used [email protected] 7506 163rd Ave. NW truck sales at Great Basin Ramsey, MN 55303 Trucks. Prior to that he [email protected] spent 10 years as a manufacturer’s rep in the gift and souvenir industry. Paul Moritz The best part of his job, Transwest Truck Trailer RV Tom says, is “working at a 11625 W 62nd Place, Unit A full-service dealership Arvada, CO 80004 with a great team of experienced coworkers (303) 301-7409 (w) in the transportation industry.” [email protected] When he’s not at work Tom enjoys spending time with family, golfing, hunting, and fishing. Any parting words Tom? “Let’s do some business!” New Members continued on page 8

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TN-0016 Mobile APP OCT ad_092517.indd 1 9/29/17 10:46 AM UTA Industry Watch Thoughts From a 5K Contestant by Dan Hill

f you believe as I do that physical movement stimulates clear needed their services. The route was secure and well marked. Everything Ithought then you’ll want to participate in the UTA’s second annual went off flawlessly. 5K Walk/Run, at this year’s Las Vegas Convention. Sure, the physical So, we’ll see you in Las Vegas this November! Come join us for the 5K exercise you’ll get will be great, and of course, you’ll help to raise as we follow the old historic railroad bed, high above Lake Mead. And money for a great cause—the UTA Jerome Nerman Family Foundation get in some physical and mental exercise. n Scholarship Fund. But by participating you’ll also perform at your mental best at the Convention itself. Physical exercise helps you remain alert and makes you more receptive to learning. So by getting your daily exercise while at the Convention you’ll reap all you can from the speakers, the workshops, and the Vendor Expo. No matter what your level of fitness you’re welcome to participate in the UTA’s annual 5K Walk/Run. So walk, run, or maybe do a bit of both but please join us! Building on Savannah’s Success Last year’s first annual 5K Walk/Run at our Convention in Savannah was a great success. The UTA raised $7,000.00 for the UTA Jerome Nerman Family Foundation Scholarship Fund, and we had 35 walk/ runners! Our eager participants geared up for the cool mid-morning start, near the sunny banks of the Savannah River. People at all levels participated: full-on runners, mid-speed steady joggers, and some good fast walkers. They all finished their assigned 5 Kilometers. Everyone had plenty of fun as we tried to set new personal bests. Yes, a Med Team Ambulance stood by, but we’re happy to say that no one

New Members continued from page 6

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UTA Industry Watch

Steve Pesce

teve is the CEO of Elizabeth Truck Beast. It won the Build-off at the Mid-America SCenter in Elizabeth, NJ. He’s been a Trucking Show (MATS) that year, and one member of the UTA for many years, having look at the story on Elizabeth Truck Center’s started his truck dealership in 1978. Steve website (www.elizabethtruckcenter.com) is started his working life with United Parcel all it takes to understand why! Service (UPS) where he was in the mainte- Steve wishes he’d learned earlier not to take nance and body repair division. When he everything in business to heart. “I took lost his job in a UPS layoff, Steve decided to everything to heart, even the things I strike out on his own and open his own couldn’t control,” he said. “I’ve mellowed business. Today, he’s involved with the daily and found I can handle three times the activities of running a full-service facility. things now.” Steven noted that this allows Elizabeth Truck Center offers truck sales, him to enjoy the business much more and service, collision, and parts departments and acknowledges that some of this might be now includes three locations. attributable to having a business that is so When dealers in the trucking industry first much more established. His advice for began to explore leasing, Steve jumped right younger people just starting out is to “love in. “I was at the forefront of the trucking what they do.” He noted that this is a great industry embracing leasing,” he said. That industry that requires hard work, but also along with meeting Roger Penske, who offers great rewards. He encourages purchased Hertz Truck Rental, helped Steve everyone in the industry who wants to build to achieve his current level of success. “We a successful future to stay ahead of the curve were his go-to people in the New York/New with technology and repairs. Jersey area,” he recalled. “A great 25-year Steve married his “childhood sweetheart” 46 run!” Steve still enjoys the day-to-day years ago. They have twin sons and a operation of his business. “I like dealing daughter who are partners in their dad’s with the people throughout the trucking business. He is the proud grandfather of 9 industry,” he said. “I am proud to be grandchildren, and in his spare time he associated with people who have a great enjoys golf. “God has blessed us,” Steve said work ethic and hard-core love of this in closing. n country. I love those truckers, and I try to help them every chance I get.” Steve calls the trucking industry “the backbone of our great nation.” In looking back today, he recalls an especially proud moment when he opened his first shop. “We had to flatten the tires to get it through the door,” he said of his first truck delivery. His young business quickly outgrew that first space and moved into a larger facility. He also likes to share his company’s experience of building, what they call, “The Beast.” In 2004 Steve and his staff worked to create a custom truck they call the

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UTA Ad Sept 2017.indd 1 9/8/2017 7:53:59 AM UTA Industry Watch Industry Events Calendar OCTOBER MARCH continued 22-24 • Equipment Leasing and Finance 22-25 • ATD Show 2018 Association Annual Convention Wynn Hotel • Las Vegas, NV Orlando, FL • www.elfaonline.org www.show.nada.org/2018/ATDshow 25-28 • Annual Convention Truckload Carriers NOVEMBER Association Gaylord Palms • Kissimmee, FL • www.truckload.org 1-4 • 18th Annual UTA Convention Paris Las Vegas • Las Vegas, NV • www.uta.org 6-8 • Work Truck eXchange APRIL Sponsored by Work Truck eXchange 29-MAY 1 • National Private Truck Council Pointe Hilton Tapatio Cliffs Resort Annual Conference & Exhibition Phoenix, AZ • www.worktruckex.com Cincinnati, OH • www.nptc.org 6-8 • Accelerate! Conference & Expo 30-MAY 3 • Advanced Clean Transportation Expo Sponsored by Women In Trucking Long Beach, CA • www.actexpo.com Kansas City, MO www.womenintrucking.org/accelerate-conference OCTOBER 16-18 • National Association of Small Trucking 3-5 • NTDA Annual Convention, Sponsored by Companies – NASTC Annual Conference National Trailer Dealers Association Nashville, TN • www.nastc.com Colorado Springs, CO • www.ntda.org JANUARY 2018 29- Feb. 2 • COHMED Conference, Sponsored by Commercial Vehicle Safety Alliance Garden Grove, CA • www.cvsa.org

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Where#easystreet Business Vehicles Come to Life. UTA Industry Watch Honesty, Please

by Ellen Voie

f every 100 professional drivers hired today, 33 of them will Oquit within three months, and another 22 percent will leave within six months, according to a recent report from driver engagement platform Stay Metrics. These numbers should tell us something. It’s not only difficult to attract and retain drivers, it’s expensive. The American Trucking Associations reported a slight increase in recent turnover rates at large fleets, despite remaining at what they called, “historically low levels.” The turnover rate, or the percentage of drivers who leave a fleet within a calendar year, is 74 percent. What if 74 percent of your recruiters left every year? What if 74 percent of your human resources department left every year? Why do we accept this level of “resignations” from our drivers? When I want insights from professional drivers, I turn to the nearly 11,000 members on our Facebook page. Recently I asked them to offer a piece of advice for recruiters. The response was overwhelming, and most of the comments were about honesty. In fact, nearly every posting was about being misled by a recruiter. “They set the stage for [the] driver’s experience,” wrote “Kim.” “If it starts out with lies, the driver will always have a bit of resentment the whole time they’re [with the carrier].” Many of the comments were about understanding what a driver is looking for at a carrier. “Please do not try to just let me fill a seat,” said “Pam.” “Instead, find out if the company and myself would be a good fit.” The drivers felt the recruiters weren’t looking out for their best interests, but spent more time selling the company than listening. “Don’t tell me what you think I want to hear,” wrote “Cheyenne.” Many of the remarks suggested honesty about a company’s negatives as well as its positives, because the driver will find out about the policy later, and could leave as a result of the misinformation. Omitting information is as bad as lying about something. “Deb” wrote, “Don’t waste everyone’s time and money by not stating the job properly and [not revealing] all the company’s policies from accepting loads to home time. Another theme from the drivers was about the relationship after the driver is hired. “Don’t let the kindness stop at recruiting,” said “Dan.” Recruiters should continue to stay in touch to ensure the driver is not becoming unhappy with the carrier. One driver said his recruiter called him before orientation, the night after his first class, and several times during his hiring and training experience. The driver said he appreciated the contact. In a follow up to the request for advice for recruiters, I posted a poll to ask for the top miscon- ception they were told by their last recruiter. The number one response was “not enough miles.” Forty percent of the respondents said they were misled about the number of miles they were running once they were hired. A close second for drivers was that their home time was not as promised. Stay Metrics found that men are more likely to leave a company because they want more home time. Women reportedly leave due to equipment issues. This research included 12,502 driver’s responses at 78 carriers. Perhaps women ask more probing questions to better understand the time away from home expectations. Although a pet policy wasn’t high on the list of recruiter’s misconceptions, drivers mentioned it a number of times. From the number of pets to the size and even the breed type, recruiters gave the wrong information to drivers with pets. “Called a company and they said all the pets would be no problem,” wrote Kari, “[then I] show up for orientation and the policy is one pet,” she added. Since drivers have pets both for security reasons and for companionship, a pet policy is an important one to understand up front. Stop lying, be honest, don’t lie, offer the truth and similar remarks were the top suggestions the group offered. The recruiting industry has an image problem and it is proven by the high turnover numbers at the carriers. The solution seems simple enough as stated by Angela…”honesty, please.”n Ellen Voie CAE, President/CEO Women In Trucking Association, Inc.

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©2016 Cummins Inc., Box 3005, Columbus, IN 47202-3005 U.S.A. UTA Industry Watch You May Hate Planning, but You Should Do It Anyway

by Elizabeth Grace Saunders

ome of the smartest people that I have ever met struggle with convincing themselves to do Sone thing: plan their work. They’re off the charts in terms of analyzing all sorts of things, from manufacturing processes to stocks to nuclear particles. But when it comes to their own time management or laying out a plan to get a big project done, they balk. Something about scheduling makes their brains shut down, and they can go from brilliant to blank in an instant. One of the reasons these individuals struggle is because they can get away with not planning for much longer than most people. If you have some charisma and a strong ability to cram, you may have been able to pull off decent work at the last minute—or at least find ways to get an extension. If you can continue in this way without any major issues, there’s no need to change. But as time demands increase—you get a new job, you’re short-staffed, you get married or have kids, or your health changes—a life without planning or routines can make you tired at best and miserable at worst. At some point, you need to decide that it’s worth the time and effort to create plans and routines. Based on my experience with time management clients, here are some tough truths about planning that every individual needs to accept before moving forward. Once you accept them and make planning a habit, you can harness its power to create a happier, healthier, and more productive life. (Due to space considerations, only one consideration is presented here.) Planning Will Trigger Pain—at Least Initially If you have very weak planning patterns in your brain, you will literally feel pain when you begin to plan. It’s like when you start a new exercise routine and work out muscles that you didn’t even know you had. But as you develop the habit of planning, the pain associated with it usually decreases. And the more positive reinforcement you get, the more you do it. For example, Camille Fournier, former CTO of Rent the Runway, described the pain and reward of planning (in an Ask the CTO column on O’Reilly.com). She faced stress and frustration when she first began planning her projects, explaining how her boss would dissect her plans—wherever there was uncertainty or risk—and ask her to go back and reconsider it. “It was absolutely dreadful,” she said, “and I found myself deeply frustrated and impatient throughout the process.” And yet, at the end of it all, we broke this big project down into deliverable chunks, and I went on to success- fully lead a significant architectural change that ran close to the schedule, despite its complexity. The memory of the frustration of planning is burned into my brain, but so is the memory of the huge Proud Sponsor of the UTA accomplishment that came out of that planning.” In some cases, planning works best when you don’t have to go it For a better understanding of the market we offer: alone. Consider planning a major project as a team or at least with Used Truck Market Classes 3‐8 Report one other person. Depending on the size of the team and the overlap of the work, breaking down monthly goals into a weekly ACT N.A. Commercial Vehicle OUTLOOK plan together can make the process easier. n Just two of our many reports and analyses. Reprinted by permission of Harvard Business Review Press. ACT is the recognized leading publisher of commercial Excerpted from HBR Guide to Being More Productive. Copyright vehicle industry data, market analysis and forecasting 2017 Harvard Business School Publishing Corporation. All rights services for the North American market. reserved. Free sample reports: actresearch.net 812‐379‐2085

16 October 2017 www.UTA.org

UTA Industry Watch Book Review The Long Haul: A Trucker’s Tales of Life on the Road

f you pick up a copy of the new book The Long Haul, A Trucker’s Tales of Life on the Road, Iyou may need to readjust your thinking of the trucker’s life. At least that of the author, Finn Murphy, who’s been driving a semi for more than 30 years. The media at large would have you believe that as a veteran truck driver Murphy’s probably overweight, underpaid, and stuck driving a truck because he “couldn’t get a better job.” But you’d be wrong. Murphy makes up to $250,000 per year as a long-haul mover specializing in high-end executive moves. He packs, transports, and unpacks the belongings of top executives for a living. Murphy may be paid a lot of money now, but his work is incredibly demanding. He doesn’t move along the interstates. Instead he navigates mountains, narrow and tree-laden suburban cul-de-sacs, and does much of the work himself. That work includes dealing with testy, pontificating execs who somehow think of truckers--all truckers--as way beneath them on the evolutionary scale. They should all read a copy of Murphy’s book before assuming that. So why does Murphy persist at the age of 58, with 30 years on the job? Well, as we mentioned, the money these days is quite good. And, he was gripped early on by the promise that “from now on I’ll be the captain of my ship and the master of my soul.” (That ship would ride some rocky waves over the next 30 years, and his soul didn’t always seem to be in his own hands as he would have liked, but that’s youth for you.) Murphy spent 30 years recording his observations on a cassette recorder he kept in his shirt pocket while driving. When he finally transcribed his notes he had hundreds of pages of “manuscript.” The pages weren’t publishable as they were but they did help him recall events. Murphy’s no Jerry Seinfeld but he’s a pretty keen observer of life. For example, in the past 30 years he’s noticed significant changes in the things people move. Some of his observations follow.

When did the man cave show up? When did the family room become the electronics room? What happened to all the bookshelves? Dining room are still there but covered in dust. A nice house with a one-car garage is considered a pathetic throwback. Now it’s three-car garages and a finished basement. Houses are much bigger now, the furniture gets exchanged a lot more, and it’s easy to see the evolution of toys. When I was a kid if we were lucky we’d have a Sting-Ray with a banana seat. Now it’s Razor scooters, a trampoline, and soccer goals. There’s nothing a mover dislikes more than disassembling one of those backyard trampolines, unless it’s a hot tub. It takes forever and it never goes back together the same way.

For a look into the world of these high-end movers and truckers “The Long Haul” is worth your time. It’s especially worth your time if you’re planning a move anytime soon. Reading this book will give you a much better understanding of how movers (and not just the high-end ones) do their jobs. And that can save you money and time and perhaps give you even more respect for people who haul your stuff from one state to the next.n

The Long Haul: A Trucker’s Tales of Life on the Road, by Finn Murphy, is published by W.W. Norton and company, and is available through Amazon and other retailers.

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Job Number: 10686674_TRP_UTA_QUARTER_PG Client/Brand: PACCAR/TRP Date: 7-26-2017 12:56 PM APPROVALS File Name: 10686674_TRP_UTA_Quarter page.indd QC: None Bleed: None Gutter: None Publications: None PA: V. Walsh PR: P. Owens Trim: 3.75” x 5” Folds: NoneNone Notes: None RET: B. Faetz PP: D. Hughes-Valles Safety: 3.25” x 4.5” Media/Color Sp: PROGRAM/4 AB: L. Laube TM: K. Riordan Scale: None Country: None Vendor: None Actual Size: None Language: None Output%: None GCD: M. Serra Colors: Cyan, Magenta, Yellow, Black AD: A. Stull Fonts: None CW: Sean Piper AE: A. Suleiman/L. Snider ALL CONTENT WITHIN THIS FILE IS FOR OUTPUT ONLY BY END PRINTER/VENDOR. CHANGES, SHARING AND/OR DISTRIBUTING CONTENT IN WHOLE OR IN PART ARE STRICTLY PROHIBITED. LICENSING RIGHTS AND APPROVALS MUST BE REQUESTED AND APPROVED TO/BY FCB CHICAGO. Images: TRP_AMLUS_T-Quarter_RET.psd (300 ppi; CMYK) More ways to sell your trucks Thousands count on Ritchie Bros.’ multiple solutions to sell used commercial trucks, tractors and trailers. Whether you’re selling one truck or , , Ritchie Bros. partners with companies of all sizes, from large national fl eets like Swift, Penske and Walmart to regional transportation providers. We now off er an unprecedented choice of platforms to meet your selling needs, including:

TruckPlanet Featuring our fl exible daily marketplaces to sell your trucks at a fi xed price, negotiate off ers, or set a reserve (minimum) price. TruckPlanet.com

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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

Used Truck Market Not Notably Impacted by in August were 5 months newer, had 13,807 (2.6 percent) fewer miles, Hurricanes and brought $1,765 (6.3 percent) less money. Compared to August 2016, the average sleeper sold this month was 7 months newer, had 26,849 Despite regional slowdowns due to the remaining effects of Hurricanes (4.9 percent) fewer miles, and brought $4,808 (15.4 percent) less money. Harvey and Irma, auction volume nationwide was up moderately in September, with solid pricing. Retail selling prices dipped in August, The average wholesale selling price of 3-5 year-old sleepers dropped in but depreciation remains milder than last year. The medium duty August, with a group of low-priced 2015 model-year trucks responsible market was mixed and very similar to last month. for the bulk of the decline. Average wholesale pricing for the 3-5 year-old cohort was $34,842 - $7,928 (18.5 percent) lower than July. Sleeper Tractors – Auction/Wholesale Average pricing by age was as follows: Volume of the most common sleeper tractors auctioned this month ■■ 3 year-old trucks: $43,069 - $14,065 (24.6 percent) lower than July was up moderately from August. Of the major nationwide auctions we ■■ 4 year-old trucks: $32,402 – $7,345 (18.5 percent) lower than July track, only one was postponed due to Hurricane Harvey or Irma. ■■ 5 year-old trucks: $28,965 - $1,871 (7.6 percent) lower than July Pricing was relatively strong, with model-year 2011-2013 trucks See the “Average Wholesale Selling Price: All Sleeper Tractors by Model gaining 2.6 percent of their value on average month-over-month. Year. Adjusted for Mileage” graph for detail. September auction performance of our benchmark model was as follows: Average Wholesale Selling Price: All Sleeper Tractors by Model Year ■■ MY2013: $27,800 average; $802 (2.8 percent) lower than August Adjusted for Mileage ■■ MY2012: $26,500 average; $1,361 (5.4 percent) higher than August $90,000 2 per. Mov. Avg. (2007) $80,000 2 per. Mov. Avg. (2008) ■■ MY2011: $24,000 average; $1,390 (6.1 percent) higher than August $70,000 2 per. Mov. Avg. (2009) $60,000 2 per. Mov. Avg. (2010) In the first 9 months of the year, trucks of model year 2011 averaged 1.2 $50,000 2 per. Mov. Avg. (2011) percent depreciation per month, trucks of model year 2012 depreciated $40,000 2 per. Mov. Avg. (2012) $30,000 0.4 percent per month, and trucks of model year 2013 depreciated 0.9 2 per. Mov. Avg. (2013) $20,000 percent per month. $10,000 2 per. Mov. Avg. (2014) $0 2 per. Mov. Avg. (2015) We remain focused on model years 2011-2013 because volume is still concentrated on those years. Three- and four-year-old trucks are still scarce in the auction lanes, particularly compared to last year. Sleeper Tractors – Retail See the “Volume of the Three Most Common Sleeper Tractors Sold…” and Late-model trucks sold retail in August generally brought moderately “Average Selling Price: Benchmark Sleeper Tractor” graphs for detail. less money than in July. There were no notable differences in the makeup

Volume of the Three Most Common Sleeper Tractors Sold through the Two Largest of models or mileage month-over-month, so pricing differences in our Nationwide No-Reserve Auctions (Model Years 2011-2013) averages appear to be a natural market movement. Hurricane Harvey 800 undoubtedly impacted demand in the Eastern Texas and Louisiana 700 600 markets late in the month, but the net effect on our nationwide averages 500 was to basically remove this region from the equation. The market 400 overall was essentially unchanged. 300 200 The average sleeper tractor retailed in August was 73 months old, had 100 447,013 miles, and brought $47,863. Compared to July, the average 0 sleeper was 2 months newer, had 6,968 (1.5 percent) fewer miles, and brought $309 (0.6 percent) more money. Compared to August 2016, Source: J.D. Power Valuation Services this average sleeper was 1 month older, had 22,196 (4.7 percent) fewer Average Selling Price: Benchmark Sleeper Tractor Sold through the Two Largest Nationwide miles, and brought $3,390 (6.6 percent) less money. The retail sleeper No-Reserve Auction Companies MY2011 market overall averaged 8.5 percent lower pricing in the first 8 months $70,000 MY2012 MY2013 of 2017 compared to the same period of 2016. $60,000 MY2014 $50,000 Looking at trucks three to five years of age, retail selling prices have $40,000 dropped an average of 1.6 percent per month so far in 2017. This figure $30,000 remains milder than the 1.9 percent per month average in the first 8 $20,000

$10,000 months of 2016. $0 Average pricing by age was as follows: ■■ 3 year-old trucks: $70,196 - $4,580 (6.1 percent) lower than July Source: J.D. Power Valuation Services ■■ 4 year-old trucks: $52,936 – $1,153 (2.1 percent) lower than July ■■ 5 year-old trucks: $42,692 - $1,932 (4.3 percent) lower than July In the larger overall wholesale environment (auction, dealer-to-dealer, and dealer-to-wholesaler combined), late-model trucks dipped notably On a year-over-year basis, late-model trucks sold in the first 8 months of in August. Average pricing in the first 8 months of 2017 is running 3.0 2017 are averaging 5.9 percent lower than in the same period of 2016. percent lower than the same period of 2016. Despite August’s dip, the trend continues to point to milder depreciation. The average sleeper tractor sold wholesale in August was 70 months old, See the “Average Retail Selling Price: 3-5 Year-Old Sleeper Tractors” had 519,211 miles, and brought $26,447. Compared to July, trucks sold graph for detail.

24 October 2017 www.UTA.org UTA Industry Watch

Average Retail Selling Price: 3-5 Year-Old Sleeper Tractors Average Wholesale Selling Price: 4-7 Year-Old Class 3-4 Cabovers Adjusted for Mileage Adjusted for Mileage $100,000 $90,000 $25,000 $80,000 $20,000 $70,000 $60,000 $15,000 $50,000 $40,000 $10,000 $30,000 4YO $5,000 $20,000 5YO $10,000 3-5YO Avg. $0 $0 15 16 17 Jul Jul Jul - - - Jun Jun Jun Oct Oct Apr Apr Apr Feb Feb Feb Sep Sep Dec Dec Aug Aug Aug Nov Nov Mar Mar Mar May May May 15 16 17 Jul Jul Jul - - - Jun Jun Jun Oct Oct Apr Apr Apr Feb Feb Feb Sep Sep Dec Dec Aug Aug Aug Nov Nov Mar Mar Mar May May May Jan Jan Jan Jan Jan Jan Source: J.D. Power Valuation Services Sep (est.) Sep (est.) Source: J.D. Power Valuation Services The conventional market in August looked very similar to July, with The most common aerodynamic sleeper tractors showed some movement the exception of Class 6 volume, which returned closer to the average relative to each other in August. The Peterbilt 579 once again appeared after an unusually high July. to greatly outperform other models, but this is due mainly to the lack of any model-year 2013 579’s in our data this month, which artificially Specifically, Class 4’s averaged $19,101 in August. This figure is $739 inflated the average. The same factor applied to the Kenworth T680. The (3.7 percent) lower than July, and $382 (2.0 percent) higher than August Freightliner Cascadia continues to perform well despite its volume in 2016. Class 6’s continue to underperform Class 4’s, averaging $17,218 the used market. Other models performed similarly to the recent trend. in August. This figure is $421 (2.4 percent) lower than July, and $8,248 (or 32.4 percent) lower than an unusually high August 2016. See the “Average Retail Selling Price of Selected 3-5 Year-Old Sleeper Tractors” graph for detail. In the first 7 months of 2017, Class 4 trucks lost 1.3 percent of their value each month. While strong, this figure is slightly behind the same period Average Retail Selling Price of Selected 3-5 Year-Old Sleeper Tractors Adjusted for Mileage of 2016, in which trucks were essentially flat over this period. Nonetheless, $100,000 pricing for our benchmark group of Class 4 trucks is running 3.0 percent 386 $90,000 387/587 ahead of 2016. $80,000 579 $70,000 Cascadia In Class 6, another month of stable pricing reduced our average monthly $60,000 CX depreciation figure to 3.1 percent, which is roughly in line with historical $50,000 ProStar (ISX+MF) $40,000 T660 trend but behind to last year’s 1.4 percent over the same period. Class 6 $30,000 T680 trucks in our benchmark age group are running 25.9 percent behind 2016. $20,000 VNL 630/670 $10,000 VNL 730/780 Volume for Class 4 was down moderately versus last month, while volume $0 Market Average for Class 6 was moderately higher than the year-to-date average. Demand should continue to incrementally improve in upcoming months for Sales volume at individual dealership rooftops was down only 0.2 truck trucks of all GVW classes, based on general macroeconomic trends. from last month, not a bad result given the hurricane-related impact to See the “Average Wholesale Selling Price: 4-7 Year Old Conventionals by sales in the last week of the month. August’s average of 4.7 trucks per GVW Class” graph for detail. rooftop is 0.5 truck lower than an unusually-high August 2016. The first Average Wholesale Selling Price: 4-7 Year-Old Conventionals by GVW Class 8 months of 2017 are running 0.5 truck ahead of same-period 2016. Adjusted for Mileage The incremental improvement continues. $30,000 $25,000

See “Number of Trucks Retailed per Dealership Rooftop” graph for detail. $20,000

Number of Trucks Retailed per Dealership Rooftop $15,000 7 $10,000 2 per. Mov. Avg. (Class 4 Price) 6 $5,000 2 per. Mov. Avg. (Class 6 Price) 5 $0 4

3

2 Source: J.D. Power Valuation Services 1 Forecast 0 15 16 17 Jul Jul Jul - - - Jun Jun Jun Oct Oct Apr Apr Apr Feb Feb Feb Sep Sep Dec Dec Aug Aug Aug Nov Nov Mar Mar Mar May May May

Jan Jan Jan Auction and retail pricing could show mild regional strength in the short Source: J.D. Power Valuation Services Sep (est.) term due to replacement demand in the areas most heavily affected by Medium Duty Trucks storms. There are more than enough sleeper tractors to meet this demand, but daycabs and construction trucks could benefit somewhat more Starting with Class 3-4 cabovers, August’s results looked very similar to notably. No hard figures are yet available on Class 8 losses, but feedback July’s. Age and mileage of our benchmark group was similar month-over- suggests most in-service trucks were kept away from the hardest-hit month, while volume was down moderately. August’s average pricing areas. As such, most damaged trucks were likely in dealer inventory. was $14,076, which was $135 (1.0 percent) higher than July, and $365 (2.7 percent) higher than August 2016. Outside of hurricane impact, the macro economy continues to incrementally improve. Tax policy is the next major factor in play. n The cabover market continues to feature an ample supply of 4-7 year-old trucks with average mileage. Pricing improves notably for newer trucks with lower mileage. See the “Average Wholesale Selling Price: 4-7 Year-Old …” graph for detail. www.UTA.org October 2017 25 I Don’t Always Get My Trucks On Time

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August Same Dealer Used International Enhances Lonestar® Class 8 Sales Up 22 Percent: International recently announced enhancements to its LoneStar model. ACT International is focusing more and more on driver’s needs, fuel After two months of declines, August’s sales efficiency, and uptime performance. of used Class 8 trucks were up 22 percent over last August’s tally, International says it re-designed the LoneStar with the goal of best-in-class according to ACT Research. “Channel analysis indicates that August uptime. New features improve reliability and serviceability, as well as was the second best sales month this year,” said Steve Tam, ACT’s Vice functionality. President. “The retail and wholesale market segments fared well, posting gains of 11 percent and 19 percent month over month, For example: respectively,” he added. ■■ The new single-canister Prices though are heading slightly downward. ACT noted that average after-treatment system is prices for used Class 8 trucks fell three percent in August, wiping out 60 percent smaller and 40 July’s two percent gain. “After several months of fluctuation within a percent lighter, and very narrow band, the average price has moved to a slight downward simplified for quicker trend,” Tam said. “At $38,600 in August, it was the lowest point since servicing. early 2011,” he concluded. n ■■ The cab wiring includes all-new harnessing, and an in-cab power August’s Class 8 Orders Jump 14 Percent: FTR distribution module that is inside the truck, away August’s Class 8 net orders continued the upward momentum from the elements. established earlier this year, topping July’s tally by 14 percent, and those of August 2016 ■■ All key service points by 50 percent. Furthermore, FTR noted that under the hood, inside the cab, and around the vehicle are ergonom- this showing is the best for an August since ically designed for easy access and servicing. Many components 2014. Over the last 12 months, North have been engineered so there are longer intervals between required American Class 8 orders now stand at maintenance. 231,000 units. ■■ The new HVAC system delivers greater comfort and visibility, “August orders continue the positive trend in the Class 8 market. International says. It is “not only more robust and reliable,” drivers Orders were up for the third straight month, and it looks like May’s will appreciate the quick defrost functionality. During testing at a 16,500 orders will be the low point for the year,” said Don Ake, Vice frigid 0°F, LoneStar’s MAX defrost cleared 100 percent of the President of Commercial Vehicles at FTR. “Orders are expected to windshield in under 30 minutes from start-up. increase in September, leading into robust order activity in Q4.” The LoneStar is available in a variety of specifications: Day Cab, 56” Ake added that “Freight continues to show some impressive growth. Low Roof Sleeper, 56” Hi-Rise Sleeper, 73” Hi-Rise Sleeper, and 73” This has created capacity tightness in some regions, which is expected Sky-Rise Sleeper. The company is now taking orders and will begin to spread to more areas as economic growth expands. The capacity making the trucks available in December 2017. For more information n crunch will be exacerbated by the ELD mandate, spurring demand for visit https://www.internationaltrucks.com/LoneStar. trucks and trailers in 2018.” n

Navistar’s Clarke Represents Trucking to Senate Committee Navistar International Corporation’s Chairman, Troy Clarke, recently Clarke also discussed the importance of the driver’s role in the future, represented the trucking industry at a Senate Commerce, Science and stating that drivers will be more highly skilled and trained to manage Transportation Committee hearing. multiple vehicle assets for optimized safety and efficiency. The hearing, “Transportation Innovation: Automated Trucks and our “As we develop technologies that could lead to completely autonomous Nation’s Highways,” centered on the safety benefits of incorporating vehicles, we will make many of them available to provide today’s automated technology in trucks, buses, and other heavy-duty vehicles, drivers with greater ease of use, comfort, safety, productivity and and the effect they will have on the economy and jobs. efficiency — factors that, we believe, will attract more people to this important and noble profession,” Clarke said. Clarke urged the committee to include commercial vehicles in legislation calling for the National Highway Traffic Safety Administration (NHTSA) “The commercial vehicle industry has proven that regulations and to create federal regulatory standards for autonomous vehicles. technology have worked together to advance the interests of all stakeholders,” Clarke added. “As federal regulations are being drafted “Autonomous technology is an extension of the safety technology already and implemented, we want to ensure that passenger and commercial in place today, and we believe greater levels of self-driving technology will vehicles are following similar safety and design standards for optimal help reduce human error, which today accounts for 94 percent of all motor compatibility.” n vehicle accidents,” Clarke said. “This technology can help support the driver to create a better driving experience and make our roads safer.”

28 October 2017 www.UTA.org UTA Industry Watch

Mack Rolls Out the All-New Mack Anthem™ with purpose,” said Jonathan Class 8 Line Touted as New Highway Hero Randall, senior vice president, sales, If Mack’s new Anthem model doesn’t do well in the marketplace it won’t Mack Trucks North America. “We surveyed be because the venerable company’s PR push lacked muscle. Mack thousands of drivers and incorporated their feedback to deliver a piqued interest in the new model for months through a variety of functional, strong, efficient highway truck with an authentic design promotional methods including dynamic social media campaigns unlike anything on the road today.” especially on YouTube. While Mack says the new line is notable for its “chiseled good looks,” Mack sees the new line as representing what trucks of the future will there’s a lot of engineering behind it. For example, “Aerodynamic be like. The Anthem model “is a re-engineered, redesigned and enhancements” have boosted fuel efficiency by up to three percent. reimagined interpretation of what today’s highway truck should be Mack redesigned the roof and chassis fairings, mirror covers, and – aerodynamic, comfortable and connected, all with a distinctively front bumper and air dam “to more easily cut through the wind.” bold Mack look,” the company said in a media release. “Looking at the new Anthem for the first time, most people are struck “As one of the most significant new trucks in Mack’s 117-year history, by its strong, distinctively Mack design,” said John Walsh, Mack vice the Anthem combines our latest innovations with more than a century president of global marketing and brand management. “But it’s also of truck-building know-how,” said Dennis Slagle, president, Mack Trucks. incredibly aerodynamic. Using advanced computer modeling together “The incredible result is a truck that’s been built for our customers’ with coast-down testing at Kennedy Space Center, our designers and business and designed for drivers, all while delivering the power and engineers developed an extremely efficient design that cuts drag and presence that only a Mack truck can deliver.” saves fuel, helping boost customers’ bottom lines.” The Anthem comes in several configurations, including a Day Cab, an Mack cited these other enhancements: all-new 48-inch Flat Top Sleeper, and an all-new 70-inch Stand-Up Sleeper, the company said. “Every detail on the Anthem was designed A redesigned hood and bumper to improve aerodynamics, and help cut service time. Both have three-piece construction for improved serviceability should damage occur. A new hood latch and release system also saves drivers’ time during pre-trip inspections. A central latch release below the grille eliminates the need for drivers to walk from side to side to tilt the hood. The hood also requires 50 percent less effort to raise than before. A shift to exterior LED lighting exclusively, meaning brighter, longer-lasting lights that draw less energy. The headlights really highlight the move to LED, as they’re 66 percent brighter than today’s bulb. They improve nighttime safety by casting a wider beam down the road and producing a whiter light to better illuminate objects. The Anthem line features many enhancements to make life easier, The Mack Anthem™, is a re-engineered, redesigned, and reimagined safer, and more enjoyable for drivers, Mack feels. These range from a interpretation of what today’s highway truck should be, the company new flat-bottom steering wheel “a trucking industry first,” which says. It has new driving and living environments, which incorporate translates to better dash visibility, and easier ingress and egress to an the input from thousands of drivers. The Mack Anthem comes in update of Mack’s Co-Pilot display. Co-Pilot sports a new 5-inch, several configurations, including Day Cab, 48-inch Flat Top sleeper, full-color screen for better visibility and more intuitive navigation. n and a new 70-inch Stand-Up sleeper option.

Mack Trucks Updates Pinnacle™ and Granite® Models Mack is doing more than introducing new models. It’s also making improve- ments to existing ones. It recently introduced new interiors for its Mack Granite and Mack Pinnacle models, and in doing so Mack says it’s supporting customers by enabling them to attract and retain drivers, and also improving the productivity and profitability of their operations in general. Along with the interior changes, Mack introduced LED headlights and a new grille for its Pinnacle model that echoes the design of the new Mack Anthem™. “The new interiors for the Mack Pinnacle and Granite speak to the design team’s focus on driver comfort,” said Jonathan Randall, senior vice president of sales for Mack Trucks North America. “Everything from the dash to the racecar-like feel of the steering wheel was carefully designed to make things Mack Trucks introduced all-new interiors for its Mack® Granite® better for drivers and owner-operators, and consequently, for fleets looking to and Mack Pinnacle™ models to improve ergonomics, while retain them.” n maintaining functionality. Along with interior changes, the Mack Pinnacle also features all-new LED headlights and a new grille. www.UTA.org October 2017 29 HEAVY DUTY TRUCK AUCTION AUCTIONS EVERY OTHER WEDNESDAY Fort Wayne, Indiana

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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

Each month as we sit down to write this column would sleep out there on hot summer nights. we generally look back through our files to make This bathroom was added attached to the two sure we’re not repeating an idea from a year in other bathrooms in the house, and that made the past. We’re not egotistical enough to believe the project huge and costly. That explains the our dear readers hang so heavily on our every two-year unsuccessful search for a reliable word that you would notice if we did. But, we contractor average people could afford. To would know, and that’s just not the kind of make life even more complicated, the previous writers we’ve ever wanted to be. Yet, there seem owners were do-it-yourselfers who shouldn’t to be no new stories to tell about living as human have been. One example can prove this point. beings, only new ways to tell age-old stories that They fed the water lines for this bathroom out reflect the lives of other writers. Still, this story of the basement wall to reach the new room will be something of a bookend for a story we they were building two stories up. They shared with you last summer. Trust us; it’s a concealed this gem of an idea behind drywall, good one, filled with a few profound human but we discovered it the first January we lived truths others have shared throughout time. First a brief recap. here when we woke up to frozen pipes. We’re willing to bet no plumbing inspector approved the job! Last summer we wrote about a flood that wiped out one of our home offices and our living room. That was flood Number One. Flood Number Still, here’s the life lesson we’ve taken Two followed about a month later and wiped out most of the back of our from this crazy tale. In that moment of beloved old house. That was when we discovered that the roofer we’d lamentation looking skyward in dismay, hired several years earlier to replace that part of the roof seemed to know we forgot that the end of the story may as much about roofing as we did about hiring roofers. When I went into actually be a blessing. It turns out that the master bathroom where the worst part of the flooding occurred, I this contractor is amazing, and discovered the ceiling was lying on the floor in a puddle of water. Coming everyone on their staff is, too. We are on the heels of flood Number One, I looked skyward and asked the now in month five of our project, and age-old question, “Do you hate us this much?” Shame on me, but that’s we’re getting very close to the end. We honestly what I thought. still think the world of our contractor, and we speak nicely to each other on Now I have to admit shame, because most days. We love the design they we’d been taught better. Wise parents worked out, and we’ve even begun to told us years ago that if you have a use our newly gorgeous space. So, problem money can solve, you don’t where’s the bookend part of this story really have a problem. You have a we offered in the beginning? It’s hard challenge. Yes, it may be hard and to believe, but two days after we started discouraging, but any situation that using our new shower, Brad discovered can be remedied with money is a a bubble in the paint on the wall challenge. It may mean you have to directly behind it. Bubble in the paint, work harder or do without what could that be? Yep, you’re right. Our new and perfect shower was something else, but if money can fix leaking, and the drywall behind it was ruined! Did we look skyward in it, there’s no reason for lamentation. lamentation? Not this time. The only real problems in life are those that no amount of money can Our contractors (nearly, family by now) were putting some final touches solve. They’re the ones that knock us on the space and got to the problem immediately. Within 30 minutes the to our knees and shatter us. plumber was back and before the afternoon was over we had the drywall Material problems don’t deserve the cut out, the heated fan running to dry everything, and the pipe repaired. same type of emotional response. From the floods last summer to this little flood this summer we’re both But, no amount of wise parental advice made that moment in our older and wiser. The disaster was the beginning of the story, not the devastated bathroom seem any shinier, and I can shine just about anything. ending. We found the best contractor we could hope for who brought the project in within budget, and our newly renovated space is more beautiful We called the insurance company again, and they quickly sent out than we’d hoped. Was that flood last summer good news or bad news? It’s another adjuster. As it turns out, the part of our house that was decimated pretty hard to tell, but isn’t that the way having some faith is supposed to by rainwater was one we’d earmarked for renovation about 20 minutes work? Good questions all, we’ll leave it to our wise readers to decide. But after having moved into this house 20 years ago. We were trying to find for us, the next time we’re faced with one of life’s the right contractor for the job and had been for nearly two years when it “challenges” not one of life’s “problems” we’re started to rain. Now we were faced with “fixing” a nasty old room that going to remind ourselves to have a little bit of we’d intended to renovate anyway. We happened to mention this detail to faith as we move from the beginning of the story the adjuster who announced that his company actually did reconstruc- to the end. At least that’s the way it looks from tion and also renovation. That’s when our adventure began for real! We where we sit. started to meet with their design staff, and in early May our huge renovation began. “Huge renovation?” you may ask. How can a master bathroom be a huge renovation? Well here’s how. In this old house the master bathroom was put in on the “sleeping porch.” Deb and Brad Schepp [email protected] That’s what people more than 100 years ago called the covered porch on the north side of the house. In the days before air-conditioning they

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