Volume 22 • Issue 5 • May 2020

Chartered May 16, 1988

The Used Truck Association INDUSTRYWATCH

Mark Eaton, Former NBA All-Star: The Keynote Speaker for Contents 2 Board and Committees UTA’s 2020 Convention 2 Quips & Quotes 3 Board News & Views et ready for UTA’s annual convention to be held 4 Face to Face with Ian Sifuentes Gthis year at the Hyatt Regency in Atlanta, GA, 5 Election Committee Update from November 4-7! One theme the UTA is highlight- 5 Dealer Group Update ing for 2020 is “standing tall and facing challenges with optimism.” Mark Eaton, a former auto mechanic 6 Doug’s Morning Coffee: turned NBA standout, knows a thing or two about How to Avoid Price Resistence setting goals, staying optimistic, and always keeping 7 Industry Events Calendar your eye on the ball. 7 UTA Events Calendar At 7 feet, 4 inches, Mark stands out in any field. He 8 Welcome New Members spent 12 years as a top defensive player for the 9 Women In Trucking: Jazz leading the NBA in blocked shots four of those Women In Trucking Facebook Group seasons. He was named to the NBA All-Defensive Celebrates 10 Years! Team five times, named NBA Defensive Player of the Year two times, and still holds two NBA records—most 10 Ricardo Rodriguez-Long Opinion blocks in a single season (456) and career average Column: Mental Juggling Works blocked shots per game (3.5). Against You 11 Book Excerpt: Mark went from the NBA to the restaurant business The Leader You Want to Be, Part 2 becoming a managing partner in two award-winning restaurants. But beyond even his post- 12 UTA’s Twitter Account is Alive and Well! days as a success in business, he is also the 13 How to Build Your Dealer Brand with author of the best- selling book, The Four Commitments Video of a Winning Team. His career as a motivational speaker 14 J.D. Power Valuation Services Update has earned him the CSP (Certified Speaking Profes- sional) designation, the speaking profession’s highest 16 Industry News Briefs international measure of professional competence. 18 Brooks Tip of the Month 19 From Where We Sit Continued on page 3 Ain’t No Stopping Us Now 20 Photos from the 2019 Convention

1.877.GETS.UTA • WWW.UTA.ORG 2020 USED TRUCK ASSOCIATION BOARD OF DIRECTORS & COMMITTEES www.uta.org/directory

Craig Kendall President Convention Committee Amy Shahan Vice President Chair – Terry Williams Terry Williams Secretary Co-Chair – Hal Dickson Brandon Hess Treasurer Brock Frederick Willie Boyle Dealer Group & Preferred Partners Jay Burgess Chair – Jay Burgess Hal Dickson Co-Chair – Willie Boyle Co-Chair – Rocky Carden Joe Feco Amy Shahan Michelle Ober Bobby Williams Tim Ronan Mike Roney Elections Committee Chair – Doug Shields Doug Shields Co-Chair – Charles Cathey Jody Johnson Rocky Carden — Alternate Finance Committee Chair – Brandon Hess Executive Advisors Marty Crawford Charles Cathey Ronnie Jordan Marty Crawford Craig Kendall Dean Jeske Marketing & Website Committee Ronnie Jordan Chair – Craig Kendall Robert Yost Co-Chair – Terry Williams Hal Dickson OEM Advisors Doug Shields Brock Frederick Membership Committee Jeremi Guditis Chair – Mike Roney Bo Johnson Co-Chair – Michelle Ober Joe Feco Scholarship Committee Chair – Dean Jeske Co-Chair – Tim Ronan Rocky Carden Training Committee Chair – Amy Shahan Co-Chair – Jody Johnson SHARE YOUR NEWS Young Members Committee with the UTA Industry Watch. Chair – Victoria Lombardo Send submissions, ideas and comments to: UTA Industry Watch Editors Brad and Deb Schepp c/o Sentry Management 303 Corporate Drive, Suite 300 A Stockbridge, GA 30281 Phone: 877-GETS-UTA (877-438-7882) Fax: 770-454-0029 [email protected] Twitter: @usedtruckassoc “I'm a great believer in luck, and I find Facebook: Used Truck Association the harder I work the more I have of it.” Management: Misty Reis, [email protected] - Thomas Jefferson Art Direction/Graphic Design: Laura Carter, [email protected] www.lauracarterdesign.com

2 Be A Leader

have been in the trucking industry for 15 years, selling used trucks for 10 of those years. One I thing I have found is that people in the trucking industry stick together no matter what. Truckers are among the most strongly dedicated people in our country. (As are the other people in our industry.) Sure, there are highs and lows to this business, as there are with most businesses. But the trucking industry has changed my view of how the world works and how I operate in it.

Have you ever noticed that great companies and organiza- tions are represented by leaders that act in similar ways? What WHAT? is unusual, however, is that other leaders are not adopting the practices of these leaders— many take other paths. If all leaders and their teams would consider three simple things WHY? about the purpose of their work, more companies would be successful. HOW? Those three things are: What, Why, and How? Those are the only questions you need to ask. Most people in a business know what they do, and most are likely to know how they do it—otherwise, they likely would not have the job. But, if you really examine the question of Why, you will find it is likely the biggest key to success.

The Why is not about making money. Profit is just the result of What and How things are done. The real Why is the purpose, the cause, or the reason for the business’ existence. It sounds cliché, but the Why is the reason to get out of bed in the morning. It reflects how we feel about our business, which is an important consideration. When you believe in what you are doing, you are more passionate about it, and go at things from a personal level. These “Why” feelings also affect everyone else. It’s the “Why” we do it.

Great leaders turn their thoughts into actions, which inspire those around them. True leaders recognize that holding a position of authority is useless if team members are not also examining the Why of the business— the inside-out from the top. When the Leader of your business/ organization takes action and is involved in helping and guiding you, everyone will strive. They will believe in what they are doing and know why they are doing it. Once a leader creates a team where everyone is focused on the same things and moving in the same direction the Rocky Carden business speaks for itself. The team will know why they are there, the difference they make, [email protected] and will continually want to do better. I think people don’t want to buy “WHAT” we do; they want to buy “WHY” we do it. n

Mark Eaton, Keynote 2020 continued from page 1

Mark attributes his own remarkable success, Entertainment, T-Mobile, and LG. He has also Register early for this year's Convention to rising from auto mechanic to leading NBA worked with government agencies and reserve your spot and take advantage of early defensive All-Star, to the teamwork principles universities. Get ready for some serious bird registration pricing. For more information he learned through the game. He now teaches motivation, as Mark gets rave reviews for his visit https://uta.org/convention-register/ n organizations how to use the type of team- presentations. He shares his proven strategies work unique to professional sports teams and actionable ideas you can use immediately, within their own businesses. Mark has to coach your work team to play at the top of spoken before many world-class organizations their game. including IBM, FedEx, Phillips 66, Caesars

3 WITH Ian Sifuentes

an, Chief Financial Officer/Vice before returning to the company trucking industry change rapidly,” I President of East Coast Opera- that he still calls home. “I took a Ian noted. “Holding stringently to tions for Mission Financial Ser- full-time position with Mission your guiding principles will vices, began his career before he Financial Services as a Financial ensure that you don’t lose your graduated high school. He found a Analyst, concentrating on acquisi- way.” home with Mission Financial tions of other financial firms and Ian joined the UTA in 2011, and while still in high school learning the accounting functions since then he has participated in when he served as an of the company,” Ian explained. several UTA conventions as a intern. “I learned “In February 2006 I moved to panel expert for financial options the ropes of the Atlanta, GA to open our fourth available to UTA members. He has industry by sitting office as the active SE Regional also co-hosted a workshop for in each department Vice President.” In 2018, Ian was auction companies. He and his of the company,” promoted to his current position. wife, Jennifer, celebrated their Ian recalled. “I In his current job, he is respon- 20th anniversary this year. The performed in sible for finances and financial couple has two children, a daugh- collections, insur- reporting. “Additionally, I oversee ter in college who is studying at ance, administra- and assess the financial risks and Savannah College of Arts and tion, funding, and opportunities for the company in Design and a son in elementary underwriting.” Ian connection with other managers,” school. The family enjoys escap- remembered Ian explained. “As the Vice Presi- ing to the beach whenever pos- coming from high dent of Operations, I oversee all sible. Ian has served on the board school and chang- aspects of the division including of his Neighborhood Civic Associa- ing in the parking hiring/firing, underwriting, tion. He also teaches a yearly lot to a shirt and tie funding, collections, legal, busi- class with the Dekalb County to work in the ness development, marketing and Science Olympiad Competitions in container storage more. Everything I do is to ensure connection with the Fernbank facility. His job then the overall profitability of the Science Century. Ian and his son involved pulling section and the company.” are studying Tae Kwan Do togeth- old customer files er. “After three years of training, I for the new presi- Looking back at his career so far, will be eligible to test and receive dent who was conducting studies Ian credits his success to the my certified 1st Degree black belt of past performance. That was a mentors who helped him along in April 2021,” Ian said. The great boost to his education. the way. He was quite clear about family also joins together to “During this time, I would spend the role these people played. [I volunteer through their church, St. hours asking questions of the had] “Solid mentors in the Presi- Thomas Moore in Decatur, with president about all aspects of the dent and Chairman of the Board of the Jerusalem House, helping business,” he said. “Luckily, he Mission Financial,” he said. those in need. n showed great patience with me “Collectively with their leadership, and answered all the questions I they have successfully navigated asked.” the business through every major downturn or boom years of the With the internship behind him, economy since the early 1950s. he joined the company as a You cannot ask for better individu- part-time worker and continued als, counselors, advisors, or with that job during his time at teachers.” His journey to his Fullerton Junior College. He took a current position has led him to leave of absence from the firm offer advice to those coming up between 2001 and 2003 to finish behind him. “Things in the his BA in Business Economics, 4 ELECTION Update: The 2020 Board of Directors COMMITTEE and LTA Nominations t’s UTA elections time again and your Used Truck Association Elections Committee has been I busy receiving and logging nominations for both the Board of Directors and the prestigious UPDATE Marvin F. Gordon Lifetime Achievement Award.

The nominations deadline for the UTA Board of Directors and Marvin F. Gordon Lifetime Achieve- ment Award recipients was June 12th so if you missed it, there’s always next year.

But here’s a look inside the “ballot box” so you can see how we prepare for the elections.

Joe Feco and I are actively engaging with each of the nominees to ensure they are open to being nominated and willing and able to fulfill their duties if elected. Our next step, prior to July 10th, is to get bios and pictures of all of the nominees to our editors.

Then the official ballots for the Board of Directors nominees will be sent to all of the Corporate UTA Members on 8/3/2020.

The winners of both the Marvin F. Gordon Lifetime Achievement Award and those who have won a seat on next year’s Board of Directors will be announced at the annual convention in Atlanta.

Joe and I thank those who have nominated their desired UTA Board of Directors candidate and those who submitted a special someone for the Marvin F. Gordon Lifetime Achievement Award.

Doug Shields We are humbled and honored to be a part of this process and look forward with great anticipa- Elections Committee Chair tion as we progress into 2021! n [email protected]

DEALER Dealer Group Awards to be Presented GROUP in Atlanta he UTA’s Dealer Group will present the following Individual Member Awards at the 21st UPDATE TAnnual Convention (held this year November 4-7 at the Hyatt Regency in Atlanta, GA). » OEM Individual Dealer of the Year (OEM) Original Equipment Manufacturer » NON-OEM Individual Dealer of the Year (NON-OEM) Independent Truck Dealer » Vendor Individual Dealer of the Year (Vendor) Vendor/Supplier » Rookie of the Year. First awarded in 2019, this award honors industry newcomers who have quickly and impressively impacted the trucking industry.

UTA’s Dealer Group presents these awards each year to recognize UTA members who stand out in the industry and exemplify the UTA’s Code of Ethics: Honesty, Integrity, Professionalism, Value, Excellence, Continuous Improvements, Keeping Promises, Complete Satisfaction and Relationships

The winners will be announced at the General Session on Thursday morning, November 5th.

Any UTA Member may nominate a member for each category. All current Corporate or Professional Members may be nominated, except for current UTA board members, those who have won the award within the past five years, those who have been a UTA member for less than two years, or those who do not attend the UTA convention.

The UTA Dealer Group Chair and Sentry Management will review all nominees for qualification. Once all the nominees have been contacted and biographies and photos obtained, an email blast will be sent including a link to a page where UTA members can read all the bios and cast their votes.

The nomination forms are on the UTA website under the Development Group tab at www.UTA.org. To learn more and register for the UTA’s 21st Annual Convention, visit https://uta.org/conven- tion-register/ Register soon to take advantage of early bird pricing! n

5 Doug’s Morning Coffee: How to Avoid Price Resistance

he most important factor in If so, it’s a dead giveaway that you to really dig into the buyers hopes Tsuccessfully selling anybody aren’t building enough rapport and dreams and connect with is understanding them. Price is with your prospects before you them on a deeply emotional level. almost always less important to pitch a truck to them. How can How do you do that? the prospect after a clear under- you adequately demonstrate standing and good rapport have likeability and trustworthiness if You ask questions designed to been established. you have no idea where your get them thinking and talking. prospect is coming from? Here, I’ll prove it to you: You listen, intently, and ask What are his motivations? follow-up questions designed to Do you experience price resis- keep them thinking and talking. tance when selling to a referral What are his challenges? from a good customer? You demonstrate genuine Is his perception of the world dark interest in them by maintaining Seldom if ever, right? and gloomy or is it filled with eye contact, nodding, smiling, and magic and opportunity? Why is that? adding follow-up questions and Does he fear loss more than he statements like “and then what The fact that a trusted third party desires gain? *Pitching in a happened?” Or, “that must have has told him that it is safe to do manner that positions your product been awful!” Or, “how did that business with you makes every- to avoid loss is three to nine times make you feel?” or “tell me more thing less frightening, and as a more effective in closing the sale about that.” result they feel more secure in according to studies done by trusting you. It is almost as if And then you pitch. Harvard professor and world- they’re buying from a friend renowned negotiation expert, “Mike, based on everything you instead of someone they never Robert H. Mnookin. told me, I can recommend that you met before. consider…” What challenges has your pros- What’s happening here? You are pect overcome to get to where he If you master this world class skill, effectively “piggy backing” off his is today? Have you asked him to you’ll be able to close just about relationship with your good tell you his story? Everybody has anybody who’s closeable and customer and using it to make the one and they love to tell it. Here’s you’ll see a lot less price resis- sale far easier and more profitable a great lead in to get prospects to tance. I think you’ll find too, as I than it would have been tell you their story: have, that this skill increases the otherwise. depth and meaning of all your “Mike, I’m a bit of student of the Can you see why it’s always a relationships, not just the ones at transportation business and great idea to ask your customers the office. obviously you are quite success- for referrals? ful. So, tell me, what’s your story? Good selling! n Are you starting to understand why How did you do it?” you should keep certain relation- Then sit back and relax. Listen. ships going well after the sale? Take notes. Drink in his story and About relationships: enjoy it. He’ll love you for it.

You’ve no doubt heard that people Are you actively listening instead prefer to buy from people with of waiting for your prospect to just whom they feel familiar; people shut up so you can talk? If you’re they’ve come to like and trust. So willing to listen and demonstrate honestly, on a scale of one to ten, genuine interest and empathy, a how trustworthy and likeable are qualified prospect will almost you? Are you so consumed with always tell you exactly how to making a deal happen that you close him. sometimes fail to make a strong However, if all you’re doing is connection? Do you find yourself taking a list of desired specs and in a hurry to just “cut to the chase” matching trucks to buyers then and move on to the next deal? Doug Shields you’re missing a lot of sales. A cut National Director of Do many of your sales wind up and dried transactional approach Used Truck Operations with razor thin margins because to selling in a market glutted with Rush Enterprises, Inc. of buyer resistance? “me too” merchandise fails miser- [email protected] ably as opposed to taking the time

6 Industry Events Calendar UTA Events Calendar

Note: Be sure to check the websites listed below for the latest JUNE information on these events. CANCELED • 24-25 • 15th Annual Kansas City Reception and Golf Outing to benefit the UTA Jerome JULY Nerman Family Foundation 9-11 • Walcott Truckers Jamboree Iowa 80 Truckstop SEPTEMBER Walcott, IA 29-30 • UTA's 2nd Annual Fishing Trip Lake Texoma AUGUST Alberta Creek Resort, Kingston, OK 14-15 • Waupun Truck-N-Show Contacts: [email protected] Sponsored by Ripon Press [email protected] Waupun, WI 19-22 • National Truck Driving Championships NOVEMBER Sponsored by American Trucking Associations 4-7 • 21st Annual UTA Convention Indianapolis, IN Hyatt Regency CANCELED • 27-29 • Great American Trucking Show Atlanta, GA (GATS) Dallas, TX

SEPTEMBER 23-25 • Accelerate! Conference & Expo Women In Trucking Sheraton Dallas Hotel Dallas, TX CANCELED • 24-30 • IAA Commercial Vehicles Show Ain’t No Stopping Us Now Hanover, Germany

OCTOBER 2020 TRAINING 10-11 • California Trucking Show California Trucking Association SELLING FOR SUCCESS Ontario, CA TO BE RESCHEDULED: Houston, TX 24-28 • ATA Management Conference & Exhibition Courtyard Houston Intercontinental Airport Sponsored by American Trucking Associations 15838 John F Kennedy Blvd Denver, CO Houston, Texas 77032 TO BE RESCHEDULED: Fontana, CA NOVEMBER Courtyard by Marriott Rancho Cucamonga 4-6 • NTDA Annual Convention 11525 Mission Vista Drive Indian Wells, CA Rancho Cucamonga, CA 91730 4-7 • 21st Annual UTA Convention TO BE RESCHEDULED: Chicago, IL – July 20 and 21 Hyatt Regency Courtyard Chicago O’Hare Atlanta, GA 2950 S. River Road Des Plaines, IL 60018

MANAGING FOR SUCCESS TO BE RESCHEDULED: Kansas City – June 24 This training will be held in conjunction with UTA’s annual Kansas City Golf Outing and Reception.

7 Tony Ryan, Used Truck Manager Mike Willey, Assistant General Manager Daigle & Houghton PacLease 571 Coldbrook Road P.O. Box 1518 Hermon, ME 04401 Bellevue, WA 98009 (207) 941-9600 PacLease.com [email protected] www.facebook.com/pacleasetrucks Tony joined the trucking business in 1995. (940) 206-0868 Before that he was a self-employed logger, [email protected] something he fell into after a stint in the Mike joined the trucking military. industry in 1996, after Asked about his favorite part of his job and serving in the US Marines. Tony said, “The challenge of moving “non- His first trucking job was favorable” inventory (!) as a rental manager with Rollins Truck Leasing. When not working, Tony enjoys spending time with his grandkids, camping, and drag Mike has some specific racing with his pickup. goals in mind now that he’s joined the UTA. “As we grow our inventory, he said, “I want to better understand the ebb and flows of the used market. Understand better ways to penetrate market and build a network.” Working for PACCAR brings Mike a lot of satisfaction. He enjoys “the full spectrum of PACCAR’s reach from manufacturing, finance, rental, lease, parts, and technology from a global scale.” Outside of work Mike enjoys spending time with his family, traveling, and outdoor activities.

Early Bird Registration is Now Open!

It’s time to take advantage of early bird pricing for UTA’s November Convention in Atlanta. Save $150 off regular registration fees! Act quickly as early bird registration ends August 15. For more information, and to register, click anywhere Ain’t No Stopping Us Now on this blue box. Atlanta, GA • November 4-7

8 Women In Trucking: Women In Trucking Facebook Group Celebrates 10 Years!

en years ago, Facebook was Temerging as one of the top social media websites and Women In Trucking member, Sandy Long, recognized its potential. She reached out and asked if she could start a WIT group on Facebook. She wanted a place for female photos, asking for money, or driver population as a whole. Also, drivers to be able to ask ques- trying to recruit drivers or sell as expected, 76 percent of the tions, network, and find new products. The rules ensure the members in the WIT Facebook friends. She saw the value in group is a welcoming, helpful, and group are women. connecting drivers through educational site. Profanity and technology. A comment can result in over a name calling are not tolerated, thousand reactions (e.g., thumbs which makes this group family up!), thousands of views (expo- friendly. sures), and hundreds of com- These WIT members work hard to ments. The site is busy throughout ensure the group remains sup- the week with Saturday being the portive and helpful. They also busiest day. post scenarios and ask for feed- While the admins try hard to back on the situation. They query monitor posts as they are entered, members on safety rules and often that can be difficult. There are provide resources when someone many night owls (or those in other has a question about regulations countries) who are on the site that affect the industry. throughout the night. However, These women and men are a the posts peak in the early eve- great resource when we want to ning with the most posts being get feedback about various topics. made between four and eight Some of our corporate members o’clock p.m. have used the information to WIT Board member and owner Although Sandy passed away a make changes in their policies, operator Deb LaBree leads the few years ago, her legacy remains equipment, or merchandise. We moderators, who include Lori in the WIT Facebook group, which met with one truck manufacturer’s Blackburn, Cindy Kaps, Kim now includes nearly 11,000 engineers and marketing team to McGinnis, Tracy Gaudette, Marga- people in the trucking industry. talk about what changes drivers ret Levesque, April Hackett Crysel, Both men and women visit the would like to see in their cab. A and Marie Stoneberg. group to discuss things that affect truck stop chain asked for feed- their lives as professional drivers. back on paid parking and how This blog honors the legacy of While most group members are they could improve the shower Sandy Long who had the vision to truck drivers, others use the site to experience. We are thrilled to create a group to bring drivers learn or to network. have such a wonderful resource. together in a positive environ- ment. In honor of the tenth anni- You may be surprised to learn that In 10 years, the group has grown versary of the Women In Trucking professional drivers moderate the to include members in 55 coun- Facebook group, a heartfelt thank page. They watch the site for tries! There are nearly 100 you goes out to the admins who compliance. In fact, while WIT different cities shown as mem- keep everyone in line, and to the staff check in on the site, the bers’ locations. The most popular nearly 11,000 members who are admins vigilantly ensure posters location members hail from is part of this amazing group. n follow the rules, which they must Atlanta, GA, while New York City agree to before they can join this Ellen Voie CAE PDC and Chicago come in second and President/CEO closed group. third. Women In Trucking Members are muted or removed They range in age from 13 to Association, Inc. from the site for violating the “over” 65. The largest group is (920) 312-1350 profanity roles, posting accident aged 45-54, which reflects the

9 OPINION COLUMN Mental Juggling Works Against You

efore the coronavirus struck Bthe world, the average adult spent almost four hours a day on non-working related computer tasks and using mobile devices, according to Nielsen Research Group. Twenty-five percent of that time was spent on social media. While social media certainly has its upside, it can also have a downside, reinforcing our precon- ceptions and even amplifying our anger. Slowly, texting and other applications are replacing voice- to-voice conversations. Time spent on smartphones cost U.S. doubt, try just thinking of nothing companies well over $10 billion/ for 120 seconds. The new devices week in lost productivity, accord- with their noises, vibrations, ing to a Bloomberg news report. alarms, and flashes, can’t help but Mobile devices keep getting distract us from the task of the The overloading of our mental better, smarter, faster, and more moment. Additionally, our always capacity is also limiting our connected. But at the same time, searching minds have now grown memory banks since we are not they sometimes make us feel accustomed to limitless and quick focusing enough time to properly dumb, distracted, from what is answers to our questions. Social retain things in our heads. You going on around us, and even media, games, news, everything may be great at mobile multitask- divided. In his book, The Distract- that stimulates our brains is right ing, but the facts are that the more ed Mind, Adam Gazzaley presents there for us to be entertained or you do two, or three, or four a theory many neuroscientists informed and distracted. I have things at the same time on your also suggest: That there is a gap found myself sidetracked after a mobile phone, the more prone you between all we want to know and posting from a friend on Facebook are to make mistakes. n our limited capacity for sustained led me to a website, and then to a attention. full academic report on something that, while good to know, would Over a lifetime our brains can not make any difference in my store about one billion bits of data. life. That sounds pretty impressive until you compare that to the Interruption has always been the roughly 74 terabytes of informa- obstacle to achieving a particular tion in the Library of Congress. goal. You may be giving 100 But the way our brains have percent, and then the phone rings, developed through history and or an email arrives, or a report adaptation hasn’t prepared us for needs to take priority. And for the data onslaught of the last 25 each interruption that takes our years. Our brains evolved to focus attention from one task to another on one thing at a time. Today’s there is a high cost. A report from overwhelming amount of data, UCLA indicates that on average it available at our fingertips, is takes 15 minutes to resume work pushing us to do what is humanly on a project or task that requires impossible. concentration (for example, a multipage report, an accountant’s Ricardo Rodriguez-Long It is amazing that we can still report, and so on). So, interrup- Re-marketing and Asset create and follow through with a tions affect our ability to do our Management plan of action, yet our ability to work. This mental juggling also Lookout Valley stay focused on one thing only is creates mental fatigue and Equipment Sales, TN now more difficult than ever. If in frustration.

10 The Leader You Want to Be: Part 2

Editor’s Note: The following excerpt is from the book The Leader You Want to Be: Five Essential Principles for Bringing Out Your Best Self—Every Day by Amy Jen Su. In Part 1 (published in May’s newsletter), Su de- fined in some detail what the ripple effect is, and how best to manage it to create the impression and work- place environment wanted. Here, in Part 2, Su, discusses this ripple effect outside of the office as you hone your leadership skills. She contends that when practiced well leadership can be a kind of art form, that carries with it the potential to profoundly affect others.

You’ll notice that Su mentions two types of Leaders, which were defined earlier in her book. Leader A works hard, is energized by his accomplishments, and above all is effective. Leader B while also energized by his or her accomplishments, is also sometimes easily frustrated by distractions, is always checking his cell- phone, and spends a lot of time spinning his wheels. Su contends that Leader A and Leader B are represen- tative of all of us. We’ve all had our A or B days.

he ripple effect isn’t confined things, and had played a signifi- you. “Am I choosing to be . . . a Tto the workplace, of course— cant role in the success of some role model for others today? An leaders take their jobs home with important initiatives. I then inspiration for others? An agent of them, and it’s worth remembering imagined how positively that change who has improved the your team members do as well. affected her as a spouse and a lives of others? A calm presence This puts even more responsibility parent. My conclusion: Manage- in the midst of the fray? A vision- on leaders to be mindful of their ment is the most noble of profes- ary who keeps the whole team on ripple effect and to take measures sions if it’s practiced well. No course?” There are as many to continuously feed other occupation offers as many answers as there are leaders—and and support Leader A. ways to help others learn and over the course of our careers, we Professor Clayton grow, take responsibility, be will be called on to wear many Christensen beautifully recognized for achievement, and hats. Part of the responsibility of captured this dynamic contribute to the success of a leadership practiced well is in his classic article, team.4 having the self-awareness to “How Will You Measure know the best way to pay it Practiced well, leadership is an Your Life?”: forward for any given situation art form that carries with it the and in any context. n In my mind’s eye I saw potential to profoundly affect one of my managers others—it is indeed a high calling. leave for work one One senior leader I know who morning with a rela- works in a federal agency chooses tively strong level of to look at her ripple effect and her self-esteem. Then, I overall purpose and effective- pictured her driving ness through the lens of her home to her family 10 legacy. She shared that as she hours later, feeling thought about the legacy she unappreciated, frus- hopes to create for her organiza- trated, underutilized, tion and for her family, she has and demeaned. I imag- made a practice of asking herself ined how profoundly each day upon awaking, “Am I her lowered self-esteem choosing to be a blessing for affected the way she others today?” This practice has interacted with her helped set each day in the right children. The vision in my mind direction, and it helps her make then fast-forwarded to another individual decisions. This is the day, when she drove home with way she feeds Leader A. greater self-esteem—feeling that Consider for a moment how you she had learned a lot, had been can make that question work for recognized for achieving valuable Reprinted by permission of Harvard Business Review Press. Excerpted from The Leader You Want to Be: Five Essential Principles for Bring- ing Out Your Best Self—Every Day Notes by Amy Jen Su. 4 Clayton M. Christensen, “How Will You Measure Your Life?” Harvard Business Review, July–August 2010, 46–51. Reprinted by Copyright 2019 Amy Jen Su. permission of Harvard Business Review Press. Excerpted from The Leader You Want to Be: Five Essential Principles for Bringing All rights reserved. Out Your Best Self—Every Day by Amy Jen Su. Copyright 2019 Amy Jen Su. All rights reserved.

11 UTA’s Twitter Account is Alive and Well!

t’s not just Heads of State and celebrities who use Twitter. More than 330 million people Iworldwide actively use the social media site, sending 500 million tweets a day. Many companies use Twitter for branding purposes, providing customer service and information sharing, announce- ments, and the like.

Did you know that the UTA has an active Twitter account? Started in 2015, the UTA has over 700 followers and has sent out over 4500 tweets. Most of those tweets are about trucking news. But we also send out tweets about UTA training, webinars, the LTA and other awards, and the Convention. When each month’s newsletter is posted we also tweet about that. Twitter Analytics provides details on which tweets are reaching the widest audience. For example, for the first 20 days of May our most popular tweet was: Los Angeles and Long Beach port drivers protest for safer working conditions amid coronavirus dailybreeze. com/2020/05/07/los…it earned more than 680 impressions.

All of the UTA’s activity on Twitter is “organic.” The mentions, likes, comments and everything else we get in the way of feedback is genuine. We never pay to promote our brand or individual tweets. Many associations, individual and espe- cially companies do promotion to boost their numbers and reach. We go organic.

We’re asking for the help of UTA members to make the UTA’s Twitter Page reach more people. The more followers we have, the more impressions our tweets receive, and the more our tweets are liked (loved on Twitter) and shared, and the more the UTA will be mentioned on Twitter. For example, on every user’s Twitter page, there’s a you might like section where individuals, companies, etc., that are similar to those a company or person already follows are listed. The UTA will appear more frequently on such lists as we gain followers, and as “engagement” with our tweets (views, loves, shares) increases.

So please follow your association on Twitter at twitter.com/@usedtruckassoc And feel free to engage with our tweets by loving or sharing them. Our association’s standing will benefit, and therefore so will yours! n

12 How to Build Your Dealer Brand with Video By Bill Grabarek June 9, 2020. UPDATED: June 11, 2020

s truck buyers increasingly use the Internet A to research equipment before making a purchase, dealers are using videos to help sell trucks and build their brand.

Granted, “walkaround” videos of new or used Class 6-8 trucks might not get as many hits as Taylor Swift’s latest music video or piano playing cat, but some dealers are embracing the medium in an effort to keep their dealerships top of mind with customers and educate them about their inventory.

Over the past six years, TruckMarket has made nearly 1,000 videos of its truck inventory, which are posted on the dealers website, YouTube and Facebook. About three years ago, Marketing Director Doug Phelan says the videos became more of a branding tool for the dealer by sprucing up the truck walkaround videos by adding the dealer logo, providing a more thorough walkaround and improving the videos’ production quality.

The videos enable “you to see and hear the truck running. It’s a trust builder, for sure. It shows the truck and helps us build our brand, which is low-mileage, clean trucks. We try to show that throughout our videos,” Phelan says.

Incidentally, I would be remiss if I didn’t out that the folks at TruckMarket hail themselves as the “Low Mileage Freaks.”

Phelan adds the company makes sure viewers can see the dealership’s sizeable inventory in the background. “We’re not going to have to find a truck and bring it to you; we have everything.”

Craig Kendall, specialty markets manager, The Pete Store, says the dealer began posting videos to YouTube approximately five months ago and recently it has stepped up its efforts. The videos featuring various equipment are more thorough in displaying features and capabilities; a device is used so the videos, which are shot on a smartphone, don’t appear shaky; and the dealer has hired an outside company to add polish to the videos. TruckMarket has made nearly 1,000 videos of its truck inventory, which are posted on the dealers website, YouTube and Facebook.

Craig Kendall, specialty markets manager, The Pete Store, says video and detailed descriptions are more important to dealers and buyers amid the coronavirus crisis.

“People are wanting more access remotely just to know if they’re even interested in a truck. I think video is a positive thing. It gives us a chance to tell a story,” Kendall says. “A few years ago, if you had a picture or two, you were really doing something. Then we saw people putting more pictures out and [adding] a short video of the truck.”

Video, photos and detailed descriptions are more important to dealers and buyers amid the coronavirus crisis.

Continued on page 18

13 J.D. Power Valuation Services Update Dealers Retailed More Sleepers in May

lass 8 auction volume was down month-over-month, making Sleeper Tractors – Retail analysis difficult. Class 8 retail pricing dipped slightly, but depre- C Retail pricing remains stronger year-over-year than auction, suggesting ciation is within a historically-typical range. Medium Duty trucks had a dealers are managing inventory by sending the less-desirable trucks to generally positive month. auction and holding somewhat firm on pricing for the cleaner, lower- Sleeper Tractors – Auction mileage iron. Volume was down considerably in May, which made analysis difficult The average sleeper tractor retailed in May was 67 months old, had and resulted in averages that are not necessarily representative of 462,238 miles, and brought $40,206. Compared to April, this average market conditions. A more complete analysis suggests depreciation has sleeper was 6 months older, had 4,328 (0.9 percent) more miles, and relaxed, and the market appears to be firming. See below for average brought $2,103 (5.0 percent) less money. Compared to May 2019, this pricing detail for our benchmark truck. average sleeper was 2 months newer, had 6,111 (1.3 percent) more » Model year 2017: $37,180 average; $2,180 (6.2 percent) higher than April miles, and brought $17,367 (30.2 percent) less money. » Model year 2016: $25,545 average; $545 (2.2 percent) higher than April Looking at trucks two to five years of age, May’s average pricing was as » Model year 2015: $22,345 average; $5,348 (24.2 percent) higher than follows: April » Model year 2019: $98,536; $8,214 (7.7 percent) lower than April Model year 2014: $15,940 average; $215 (1.4 percent) higher than April » » Model year 2018: $85,027; $1,058 (1.3 percent) higher than April Model year 2013: $12,097 average; $1,653 (12.0 percent) higher than » Model year 2017: $51,675; $6,076 (10.5 percent) lower than April April » » Model year 2016: $39,099; $5,496 (12.3 percent) lower than April Month-over-month, our benchmark group of 4-6-year-old trucks brought Month-over-month, late-model trucks brought 5.6 percent less money. In 9.1 percent more money. In the first 5 months of 2020, pricing averaged the first five months of 2020, pricing averaged 13.7 percent lower than 26.4 percent lower than the same period of 2019. Depreciation in 2020 the same period of 2019. Depreciation in 2020 is averaging 2.5 percent is now averaging 0.9 percent per month, which is more of a mathemati- per month, within the historically typical range. The larger month-over- cal anomaly due to low volume than a representation of actual market month declines in the averages above are due mainly to an increased conditions. However, as stated earlier we do feel the market is firming, number of high-mileage trucks sold this month rather than a shift in the and dynamics should continue to move positive as the country continues market. Our subscription services provide much more detail on this topic. to gradually re-open. See the “Average Retail Selling Price: 3-5-Year-Old Sleeper Tractors” See the “Average Selling Price: Benchmark Sleeper Tractor…” and graph for detail. “Volume of the Three Most Common Sleeper Tractors…” graphs for detail. Average Retail Selling Price: 3-5 Year-Old Sleeper Tractors Adjusted for Mileage Average Selling Price: Benchmark Sleeper Tractor Sold through the Two Largest Nationwide $100,000 No-Reserve Auction Companies $50,000 $90,000

$45,000 $80,000 $70,000 $40,000 $60,000 $35,000 $50,000 $30,000 $40,000

$25,000 $30,000

$20,000 MY2011 $20,000 4YO MY2012 5YO $15,000 $10,000 MY2013 3-5YO Avg. $10,000 MY2014 $0 Jul Jul Jul Jul MY2015 Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May $5,000 Jan-16 Jan-17 Jan-18 Jan-19 Jan-20 MY2016 $0 Source: J.D. Power Valuation Services

Jul Jul Jul Jul Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Jan-16 Jan-17 Jan-18 Jan-19 Jan-20

Source: J.D. Power Valuation Services Dealers retailed an average of 3.9 trucks per rooftop in May, 0.5 truck higher than April, and identical to last May. This increase is encourag- ing, and perhaps indicates slightly more demand commensurate with the Volume of the Three Most Common Sleeper Tractors (3-7 Year-Old) Sold through the Two Largest Nationwide No-Reserve Auctions economic re-opening. 900

800 See the “Number of Trucks Retailed per Dealership Rooftop” graph for detail.

700 Number of Trucks Retailed per Dealership Rooftop 600 7

500 6

400 5

300 4

200 3 2 100 1 0 0 Jul Jul Jul Jul Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Jan-16 Jan-17 Jan-18 Jan-19 Jan-20 Jul Jul Jul Jul Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Jan-16 Jan-17 18-Jan 19-Jan 20-Jan Source: J.D. Power Valuation Services Source: J.D. Power Valuation Services 14 Looking forward, we were somewhat surprised to see such low auction We remain somewhat encouraged by pricing data, despite monthly volume in May. But we were encouraged by pricing results, low-volume fluctuations caused by lower volume. There are still notably fewer anomalies aside. We still see used truck pricing recovering roughly in medium duty conventionals reported sold this year than last. Stable step with the gradual re-opening of the economy. We have not changed pricing combined with low volume suggests a market operating at some our residual value forecasts for mid-2021 and later. degree of equilibrium, neither expanding nor contracting. There will be more positive than negative pressures in the marketplace as long as the See the “Retail Value Forecast” graph for a look at how we see used economic re-opening continues. truck pricing unfolding over the next four years. See the “Average Wholesale Selling Price: 4-7-Year-Old Conventionals by Retail Value Forecast Percent Change Year-over-Year GVW Class” graph for detail. 20% Average Wholesale Selling Price: 4-7 Year-Old Conventionals by GVW Class 15% Adjusted for Mileage 10% $35,000

5% $30,000 0% $25,000 -5% $20,000 -10% $15,000 -15% 3YO Tr uck 4YO Tr uck $10,000 -20% 5YO Tr uck 2 per. Mov. Avg. (Class 4 Price) $5,000 -25% 2 per. Mov. Avg. (Class 6 Price) 2015 2016 2017 2018 2019 2020(f) 2021(f) 2022(f) $0

Source: J.D. Power Valuation Services Jul Jul Jul Jul Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Jan-16 Jan-17 Jan-18 Jan-19 Jan-20 Source: J.D. Power Valuation Services Medium Duty Trucks Forecast Starting with Class 3 – 4 cabovers, we saw a newer, lower-mileage mix of trucks sold for a second month in a row. Volume was lower than late 2019, Our industry continues to perform better than most. Dry van and reefer but higher than the first half. These factors have pushed our pricing averages freight metrics are now back to pre-pandemic levels. Other segments are higher in the most recent two months. May’s average for our benchmark steadily trending upward. Used truck supply is decreasing, albeit from a group was $13,908, $1,236 (8.2 percent) lower than April, and $4,030 (22.5 high level, and not at a rate that will impact pricing in the short term. percent) lower than May 2019. Despite the recent increase in our average However, keep in mind when used truck market dynamics change, they price data, the first 5 months of 2020 are still averaging 22.9 percent lower usually change drastically and over a short period of time, not slightly and than the same period of 2019. However, due to strength in April and May, over a period of months. So, it is entirely possible at some point in an pricing in 2020 has increased by an average of 3.6 percent per month. upcoming month used truck demand will reach critical mass just as supply is looking more attractive, and presto, we’re suddenly in a stronger market. See the “Average Wholesale Selling Price: 4-7-Year-Old Class 3-4 Cabovers” graph for detail. Economic conditions should improve as the re-opening continues. As this is written, most states have allowed most businesses to open to some Average Wholesale Selling Price: 4-7 Year-Old Class 3-4 Cabovers degree, and consumers are taking advantage of opportunities to eat and Adjusted for Mileage drink out and return to resort areas. The economy faces fundamental $25,000 challenges going forward due to an accelerated shift to online purchas- $20,000 ing, cancelled business trips and vacations, very slow re-opening of entertainment-oriented venues, a widespread, permanent move to $15,000 work-from-home, and other major changes. Businesses will face addi-

$10,000 tional challenges later in the year as government stimulus ends and the effects of the changes in consumer behavior take hold. This all means $5,000 the days of 4 percent unemployment are not returning anytime soon.

$0 COVID-19 will remain the 600-pound gorilla until consumers gain more Jul Jul Jul Jul Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Sep Nov Mar May Jan-16 Jan-17 18-Jan 19-Jan 20-Jan confidence in returning to their old behavior. This will require a viable Source: J.D. Power Valuation Services vaccine and/or “herd immunity” to push the infection rate and number of Looking at Class 4 conventionals, average pricing for our benchmark new cases and deaths down to negligible levels. This outcome looks group was $17,107, $3,156 (15.6 percent) lower than April, and $6,389 more likely in 2021 than 2020. The nationwide infection rate in fact (27.2 percent) lower than May 2019. The first 5 months of 2020 are looks to be increasing somewhat as the public heads back out. It is averaging 3.9 percent lower than the same period of 2019. This month’s possible that any second wave of infections later this year will look more lackluster average pushed monthly depreciation up to 5.1 percent so far like a swell from the existing level. That said, public and private senti- this year. Our month-over-month averages are fluctuating more than ment is solidly against any return to widespread shutdowns, and we do usual due to lower volume, so we don’t assign much importance to this not expect a return to those measures unless infections explode and figure. We expect a better result next month. conditions become unmanageable. This scenario is unlikely.

Class 6 conventional pricing averaged $24,714 in May, $2,916 (13.4 percent) higher than April, and $3,812 (18.2 percent) higher than May J. D. Power continued on page 18 2019. The first 5 months of 2020 are averaging 3.9 percent lower than the same period of 2019. There has been essentially no monthly depre- ciation this year. 15 April Data Shows FTR: April Orders Plunge to COVID-19’s Impact on the Modern Era’s Lowest Level Trucking Deepening: ACT At 4,000 units FTR also reported prelimi- April’s Class 8 orders dropped precipi- nary North American Class 8 orders had tously to 4,100 units, down 46% from March, and 72% lower than the plunged for the second straight month to “an unprecedented level.” year-ago comparison, according to ACT Research’s latest data. The full FTR said April’s orders were the lowest in the modern era (1996), 44 effect of COVID-19’s negative impact on trucking is now coming into focus. percent below March, and 73 percent less than a year ago. Class 8 “April represents the first full month of COVID-19 impacts on the trucking orders for the last twelve months now total just 160,000 units. industry, and given broadly halted economic output leading to a sharp FTR has found that fleets are delaying truck orders until the economic drop in freight volumes and rates, as well as more empty miles from uncertainty over the COVID-19 crisis subsides. Fleets canceled a signifi- fragmented supply chains further impacting carriers’ profitability, a cant number of orders, scheduled for near-term delivery. FTR expects negative order number was within the realm of possibilities,” said Kenny May’s orders to rise to around 10,000 units. Beyond that, Class 8 order Vieth, ACT’s President and Senior Analyst. He continued, “We suspect activity depends highly “on the speed and strength of the economic that, as was the case in March, instead of cancelling, order holders are recovery.” content to move orders from close-in to later build dates, as they analyze “Despite all the economic calamity and a significant number of cancella- the ongoing COVID impact.” Vieth also mentioned, “From a seasonal tions, Class 8 orders managed to generate a gain in April,” said Don Ake, perspective, April is a relative neutral Class 8 order month, and as such, vice president commercial vehicles. "OEM production was shut down for seasonal adjustments add little to actual data. On that basis, April was most of April, yet order activity endured. There still are a few fleets that the weakest Class 8 order month since September of 1995, which need new trucks. We expect retail sales to be somewhat higher than actually produced a negative net order number.” expected in April.” While anything bust rosy the medium-duty numbers were not quite as “The industry received a shock right along with the economy due to the bleak as those for Class 8 vehicles. “Compared to April’s Class 8 inactiv- virus response. Fleets will remain extremely cautious going forward, but ity, the medium-duty picture was relatively restrained,” Vieth noted. we expect orders to modestly increase as the freight markets recover. We “That said, orders for Classes 5-7 were still down significantly, and the have already seen some signs of life in refrigerated freight and expect weakness was broad-based, with truck and RV orders falling to levels improvement in dry van freight soon. The industry recovery will begin in not seen since the Great Recession.” May, but it will be gradual, just like the overall economy.” n ACT has created a website where market indicators are tracked: https:// pages.actresearch.net/covid-19. You don’t need to be an ACT subscriber to access it. n Peterbilt Launches Website for the Next Genera- tion of Technicians Used Truck Numbers Fall in April: ACT Truck drivers aren’t the only employees in great demand in the trucking Surprising no one, used truck metrics all headed south in April. Volumes, industry–service technicians are also in great demand. Accordingly, prices, and mileage fell over March’s figures, while age was up. But Peterbilt Motors Company recently announced its launch of Peterbilt.tech, compared to the economy at large trucking actually held up pretty well. a website it says it created with the sole purpose of helping individuals who are interested in a career as a Peterbilt service technician in one of ACT Research’s figures showed April’s used Class 8 same dealer sales the over 400 Peterbilt dealer locations. volumes dropped 15% month-over-month. Longer-term sales fell 7% year-over-year compared to April 2019 but maintained an 8% year-to- Peterbilt said that aspiring technicians can use the site to learn about date gain. Other findings from ACT: Used Class 8 average price and miles technological enhancements in today’s Peterbilt trucks. They can also fell from March’s levels, down 4% and 2%, respectively, with average age apply to the Peterbilt Technician Institute to fine-tune their educations 2% higher over March’s figures. Over the long haul, ACT noted, average and receive the most advanced training available in the industry. price, miles and age all contracted year-over-year, as well as year-to-date, Previous graduates and other technicians that qualify can also use the down respectively from 2019’s first four months by 17%, 1%, and 5%. site to search and apply for open positions throughout Peterbilt’s “Most dealers are reporting used truck sales have slowed and inventory Network. levels are building, particularly for late model aerodynamic sleepers,” said “Having a great service department is critical to driving uptime for our Steve Tam, ACT’s Vice President. “Despite slowing sales, dealers are still customers,” Peterbilt noted in a media release. Demand for qualified selling trucks and doing okay, with sales of used vocational trucks strong,” heavy-duty truck and engine service technicians is not only high now, Tam added. “The problem dealers have is finding used dump or trash Peterbilt expects this high demand to continue well into the future. trucks that are ‘on the money’ and in decent condition. Another challenge with these trucks is differing state weight laws, meaning a dump truck “Being a Peterbilt technician is a great career opportunity and our new that works well in one state may not work in another state.” n Peterbilt Technician website and the Peterbilt Technician Institute were created to help guide people that are interested in pursuing that career path,” said Peyton Harrell, director of dealer development. n

16 ATRI and OOIDA Team-Up on COVID Impact Assessment The American Transportation Research Institute (ATRI) and the Owner-Operator Indepen- dent Driver Association (OOIDA) Foundation recently released research showing the impact the COVID-19 pandemic is having on all aspects of trucking opera- tions, including deliveries, travel times, detention and truck parking. The research provides recommendations and guidance on future strategies should another national disaster strike. “The trucking industry has weathered national disasters in the past and Walcott Jamboree Moves Online for 2020 is doing so again through the current COVID crisis,” said ATRI President Walcott recently announced that its show will be a virtual one this year, and COO Rebecca Brewster. “However, this latest data quantifies the and will not be the usual massive, in-person event this year. “Walcott challenges motor carriers and drivers are facing during this pandemic to said that while it regrets not being able to have everyone meet in person keep essential goods moving.” this year, that “per Governor Reynolds order,” the show must move Key findings include: online for 2020. » Long-haul trips are down considerably as container imports at ports “The good news is we will most definitely continue with our long-stand- dried up. At the same time, local trips under 100 miles increased by ing tradition of Celebrating America’s Truckers,” Walcott posted on its more than 100 percent. website. » While certain segments of the industry, such as medical devices, perishable foods and paper products, saw solid COVID-related in- “We want drivers to know how much we appreciate the hard work they creases in truck traffic--nearly 50 percent of respondents described do. This certainly isn’t the way we thought our 41st Jamboree would freight levels as “somewhat” to “much” lower due to COVID. play out, but we care about drivers and their families and we still want » Nearly 70 percent of specialized and tank truck operations were to celebrate them,” said Delia Moon Meier, Senior Vice President. “We negatively impacted. In nearly every case, smaller fleets reported truly hope everyone understands and we hope that you will join us in greater negative impacts than larger fleets. spirit and online July 9-10 in celebration of trucking. We look forward to » More than 40 percent of respondents said that truck parking was not seeing everyone in person in 2021. any worse due to the COVID pandemic, but by fleet size, the larger In addition to the Jamboree itself, Walcott also features an Antique Truck fleets did describe truck parking as more difficult to find during the Show; Super Truck Beauty Contest; Trucker’s Best Friend Pet Contest and pandemic. free meals for drivers. » The research confirmed that driver detention generally did not change due to COVID; however, owner-operators and small fleets experienced For further information, visit https://iowa80truckstop.com/trucker-jam- much worse detention delays relative to larger fleets. boree/. n » In terms of disaster planning, almost 80 percent of owner-operators and small fleets do not have any plan in place for managing opera- tions during natural disasters. » The trucking industry generally has a favorable attitude towards state and federal responses, policies and programs set up to address the pandemic, with the federal response viewed as more favorable than the state responses. » The trucking industry’s perceptions about the country’s economic situation over the next several months leans slightly pessimistic – both in terms of freight movement and consumer spending. “This research puts solid numbers to what we otherwise only suspected,” said Andrew King, Research Analyst for the OOIDA Foundation. “While we may be turning the corner on the COVID pandemic, we’re not out of the economic woods yet.” You can download the full report by clicking here. n

News continued on page 18

17 News continued from page 17

DTNA Announces Excelerator: Its Revamped Online Parts Ordering Platform E-commerce is hotter than ever these days and Daimler’s announcement of its next-gen- A strong, positive self-concept is the eration e-commerce platform for parts order- ing, Excelerator, seems especially timely. most valuable personal attribute any Excelerator is designed to streamline the ordering process. It succeeds Pinnacle Truck salesperson can have. Parts as DTNA’s one-stop parts ordering platform. DTNA said that Excelerator is the next step in its “digital transformation to deliver maximum uptime for its customers.” “As we continue our journey of digital transformation, it is critical that J.D. Power continued from page 15 we provide cutting edge solutions across all aspects of the customer The other monkey wrench in the recovery is of course the upcom- experience that will take our business, and our dealers’ businesses ing Presidential election. Even in less contentious cycles, a Presi- into the future,” said Stefan Kurschner, senior vice president, Aftermar- dential election results in some degree of pullback in the months ket at DTNA. “Excelerator connects our customers to our distribution leading up to the election. network in a revolutionary way that better enables them to get the right part, at the right place and time, which is key to achieving our So we still have a lot to work through before economic conditions purpose of 24-hour or will look anything close to normal. The trucking industry in general will less turnaround for continue to perform better than most, and we still see more positive than vehicle repairs. The negative pressure on used truck values. n significance of our purpose has never been clearer than in our current environ- ment. Our customers keep the world Chris Visser, Senior Analyst and Product Manager Commercial Vehicles moving, and our digital tools must enable their mission.”

With more and more How to Build continued from page 13 people ordering parts online DTNA noted that its system “A lot of people are hesitant to have sales reps in their place of “establishes the business or come into a dealership setting,” he says. “Dealerships infrastructure for have been seeing less walk-in business for a while now.” future large-scale Not all of The Pete Store’s videos are of trucks. One video includes e-commerce growth.” employees from the dealer’s eight locations thanking its custom- DTNA estimates that ers. Other videos highlight The Pete Store’s philanthropic efforts Excelerator will account for 25 percent of its total parts sales. The and how the dealer’s culture focuses on its customers and platform uses a B2B structure to “leverage the existing parts supply employees. chain for scalability.” The company said it also “preserves the relation- ship between the end customer and their local dealer.” Its platform is Kendall says some of the videos are to promote The Pete Store’s intuitively designed to address what DTNA says are the four stages of brand and to solidify its market position — to have a presence with the online ordering process: search, find, buy and delivery. potential customers looking to buy trucks now and those who will be in the market for a truck in the future. DTNA’s introduced Pinnacle Truck Parts, its current online parts order- ing platform, in 2014. The platform has grown about 40 percent each “With COVID-19, the face-to-face interaction has gone down, so year since it launched. DTNA said Excelerator is now in a phased how do we keep the interaction we had and enhance it? Videos, rollout to DTNA’s 579 dealerships and is expected to replace Pinnacle photos, tweets, email blasts, etc., are ways to do that. Instead of Truck Parts by the end of the year. being afraid of technology, let’s embrace it and use it,” he says.

DTNA said that anyone can browse ExceleratorParts.com. Registered “We don’t want to be the people that just sell people trucks. users of Pinnacle Truck Parts will be auto-enrolled and migrated to the There’s a place for information, teaching and counseling. We’re Excelerator platform by fall of 2020. trying to present choices for the customer. We want to be their For further information, visit Exceleratorparts.com. n go-to for their trucks, parts, service, financing — we want to capture absolutely as much of that as we can,” Kendall says. n

Reprinted by permission of Trucks, Parts, Service and Bill Grabarek.

18 o be perfectly honest, as we sit to write ridiculous) arguments that can Tthis column, we are sitting in exactly the cause further suffering and lots of same place we’ve occupied for the last 11 hard feelings. If we’re all willing to be honest, weeks when the Governor of our state de- no one is communicating or performing at clared an emergency and ordered a manda- their best right now, and we mean no one. So, tory stay-at-home order. Now, like every other as things start to get overheated, we’ve come part of the country, we are beginning to up with a plan. Either party claims the right to reopen, and, of course, that’s the only subject proclaim, “Quarantine!!!” preferably with an on the minds of anyone we know or can even outstretched hand! That immediately ends the imagine knowing! We are certainly experi- current conflict under these specific terms. encing an unexpected and devastating time 1. Neither one of us is operating at our best. for our country and the world. As far as we can tell, such terrible adversity brings us far 2. Let’s not take this moment to figure out more growth and learning opportunities than these details. bright, sunny days of ease. Learning seems 3. Whatever has you so upset, I’m sorry. the only benefit one can take from difficult 4. Okay, I accept your apology. times. The media is overflowing with stories of how people are coping and writers every- 5. We’ll revisit this later if we find it necessary. where, both professional and amateur, are Now, we’re not claiming this is a technique filling our very existence with their observa- easily adopted or applied to every situation. To tions and suggestions. The good news is be honest, in the last 11 weeks, we’ve gone we’re not here to add to that collection. We’re from proclaiming Quarantine! to Quarantine? here to talk specifically about living day-to- and finally just Q! Who has the energy at this day with one person for 77 days in a row. point for the whole word? But, even abbrevi- We feel much more confident in exploring that ated, it’s still a message that says we can stop subject since we’ve been at it for so many this current hardship where it is, and neither years, both professionally and personally. We party has to harbor further resentment. Now, started out working together as college kids, that’s the part that makes the technique such and we’ve continued working together con- a challenge. It takes practice to actually let the sistently ever since then. Whether we’re flare-up truly fade, but it does work. And talking about writing, family, household here’s where the other part of our technique, chores, or finances, we’ve been a twosome the laughter comes in. Once both parties have through it all. What’s the secret to sustaining agreed, each is required to make a really silly this for more than 30 years, but still fewer face. Come on, most couples have their own than 100? Laughter, compassion, forgiveness, little jokes that mean something only to each understanding, and a whole file of adaptive other. Dig in deep. Find the funny. Move on techniques developed along the way. with a giggle till this has passed. At least that looks like good advice from where we sit. n This pandemic has taxed some of our resourc- es, we’ll admit, but it also caused us to insti- tute a coping technique we’ve never used before. It’s called Quarantine! The capital letter matters and so does the exclamation mark. Here is how it works. When things start going bad, because nerves are frayed, stress Deb and Brad Schepp is high, and life seems hard, we all sometimes [email protected] grow snappish and irritable. These moments can easily escalate into huge (and admittedly

19 Photos from the

20 See You in Atlanta in November 21