UTA Members Helping in Crisis

Volume 20 • Issue 10 • October 2018

Chartered May 16, 1988

The Used Truck Association WATCH

ike Whitlow has always believed in giving back to his community and helping Mthose in need. He and his wife volunteer with Operation BBQ Relief, and the couple, as of this writing, is preparing to deploy to North Carolina to help those devas- tated by Hurricane Florence. Founded in May of 2011 in response to the tornadoes that so tragically struck Joplin, MO, Operation BBQ Relief has delivered millions of meals to people caught in times of disaster of all types, from weather events to raging wild fires. The group, made up of competition BBQ teams, caterers, and chefs, travels wherever they must to support and feed displaced families and the emergency personnel on site. Once disaster strikes, Operation BBQ Relief assesses the needs and logistics of the Contents challenge and activates its volunteer base. Since 2011 the group, which now includes 2 Board and Committees more than 6700 volunteers, has served nearly 2 million meals to those in need. Mike started working with Operation BBQ Relief in August 2016 with the Hammond, LA 2 Quips & Quotes deployment. “Being near my hometown of Ponchatouala, it became very personal, since 6 Face to Face with Laura Jones Carter many of my friends’ and 8 Welcome New Members neighbors’ homes were 14 When Humans Drive Trucks flooded,” Mike recalled. “Hammond became the 16 Doug’s Morning Coffee:The Single Most largest deployment at Deadly Sales Mistake You Can Make! that time in Operation 20 Industry Events Calendar BBQ Relief history reach- 22 Women In Trucking: SiriusXM Show ing one million meals 24 Creating a Strategic Mindset served since its incep- tion. This group is like a 26 The Strategic Benefits of Reporting & Market Analysis family working to give one meal at a time to 28 Industry News Briefs people in their greatest 32 JD Power Valuation Services Update time of need.” 36 Brooks Tip of the Month 38 From Where We Sit continued on page 34 42 2018 Convention Sponsors

1.877.GETS.UTA • WWW.UTA.ORG 2018 USED TRUCK ASSOCIATION BOARD OF DIRECTORS & COMMITTEES www.uta.org/directory

Rick Clark President Convention Committee Bobby Williams Vice President Chair – Hal Dickson Craig Kendall Treasurer Co-Chair — Rick Clark Marty Crawford President Emeritus Dealer Group Charles Cathey Chair – Bobby Williams Kelly Coldiron Co-Chair – Anthony Gansle John Cosgrove Elections Committee Michael Cox Chair – Charles Cathey Hal Dickson Finance Committee Brock Frederick Chair – Craig Kendall Anthony Gansle Marketing & Website Committee Jody Johnson Chair – Craig Kendall Mike Roney Co-Chair – Rick Clark Amy Shahan Membership Committee Terry Williams — Alternate Chair – John Cosgrove Executive Advisors Co-Chair – Mike Roney Co-Chair – Kelly Coldiron Dean Jeske Ronnie Jordan Preferred Partners Committee Robert Yost Chair – Brock Frederick Scholarship Committee Chair – Dean Jeske Co-Chair — Lewis Nerman Training Committee Chair – Amy Shahan Co-Chair – Jody Johnson

SHARE YOUR NEWS with the UTA Industry Watch. Send submissions, ideas and comments to: UTA Industry Watch Editors Brad and Deb Schepp c/o Sentry Management 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 “It’s not about having the right Facebook: Used Truck Association opportunities. It’s about handling Management: the opportunities right.” Misty Reis, [email protected] — Mark Hunter Art Direction/Graphic Design: Laura Carter, [email protected] www.lauracarterdesign.com

WITH Laura Jones Carter

aura has a hand in nearly UTA members scattered across Having been in the industry for L everything you read North America, of course it makes more than a decade, Laura’s seen presented by the Used Truck sense that the newsletter is the a lot of change there, too. Association. The newsletter you’re most effective way to keep up to “Membership has more than reading now is but one example. date with what’s happening in the doubled since I started,” she said. If you’ve ever stopped to read a industry, but it goes way beyond “I’ve also noticed there is a great sign directing you to a meeting that. “Would you pick up a deal more member involvement room, that was Laura. If you’ve magazine if it was just straight from members submitting articles, ever sponsored an event, she was words, no organizational layout, including Women in Trucking. there, too. For the past 12 years or way to stand out from other That’s huge and really cool!” the UTA has been lucky enough to publications?” she asked. “I don’t Laura also loves working on the have Laura Carter Design handle think so. Having the newsletter UTA special events. “The all the design and print materials designed in an engaging and conventions have grown like that need to be handled. Here’s a visually communicative way is wildfire,” she said since she first chance to take a look at what Laura important to ensure and sustain attended in 2007. “I’ve been to all does and how that makes life work our readers and membership.” but one of the Kansas City Golf out for all the rest of us. (Editors’ Outings. It’s great to see these Among the changes Laura has Note: If it seems to you that we’re women and men have fun, but seen to the newsletter in the last huge Laura fans, it’s because we remain generously aware of the 12 years, its growth alone is are. Just so you know.) reason for that event, supporting astounding. The publication ran the UTA Jerome Nerman Family “I’ve been a graphic four to eight pages when she Foundation scholarships.” designer for about 30 began the job. “Now they’re up to years,” Laura told us 30 plus pages, and have much Although most freelancers work recently. “I’ve been better articles,” she enthused, all the time, Laura does occasion- freelancing (along- “including those from sources ally take time to spend away from side corporate jobs) outside the industry to help with the task. “I reconnected with my for a long time. In leadership and keep up with new ‘First Kiss’ and got married six 2006 Terry Williams generations coming up in the years ago,” she said. Laura first hired Laura to design industry.” (Editors’ Note: Here saw John in 1979 while still in a keynote speaker Laura said a great many lovely junior high. “He was playing promotional mailer and gracious things about us, but basketball, and I was a cheer- for the UTA Conven- modesty prevents us from repeat- leader for the other team,” she tion, held in Galves- ing them.) The newsletter, she recalled. “Our first kiss was my ton, TX. “From there I notes is all part of branding the 15th birthday.” In her spare time, was hired to rede- UTA. “Branding this association she enjoys working in polymer sign and lay out the and its events is key to promoting, clay and sketching/doodling. “I’ve newsletter each month,” she growing, and retaining its most been working on some hand- recalled. “That quickly grew into important asset: our members,” lettered signs for Misty’s (Reis) collateral materials for membership, she said. “This association is not son’s wedding. I’m a terrible Convention signs/posters, bro- here to make money, but to bring housekeeper, and I have an chures and magazines, the KC Golf people together for the betterment addiction for weird shoes,” she Outing, training brochures, etc.!” of the used truck industry. Who added. n knew I’d ever think twice about We asked Laura why her job is so those annoyingly loud, scary, and important to the association. We ‘gihugic’ road sharks? But as the thought we knew before we asked, saying goes, ‘without trucks we’d but she added a great deal of be naked, hungry, and homeless.’” detail to the story. With all of the

6 SUPPORT OUT OF THE GATE We will reimburse you the $300 cost of one TA Petro certified used truck inspection at RUSS DARROW LEASING any time within the first 180 days after your OFFERS TRUCK FINANCE AND contract date. For peace of mind out of the gate or down the road, get the advice of experts regarding your truck’s current and future maintenance DRIVER SUPPORT needs. Simply pay for the service, submit the invoice to [email protected], 24 and we will pay you up to $300. In addition, we have pre-approved you for HOUR a repair loan up to $2,000 for any incidental repairs or tire replacement during the first ninety days after your contract date.

No down payment will be required, and EMERGENCY we’ll structure your payments to keep them affordable – often less than $40 per month RESPONSE TEAM until the final date of your contract. Just submit the invoices to [email protected], and we’ll send you a check. (Cosmetic improvements do not qualify for any loan). For peace of mind down the road. Nathan Alexander Nicholas Coscia, VP, Asset Ryan Dykes, National Sales Executive Transport Enterprise Leasing Management The Larson Group 8218 Perfect View Drive People’s Capital and Leasing Corporation 5900 Southport Road Ooltewah, TN 37363 850 Main Street Portage, IN 46368 (423) 463-3399 BC03 Bridgeport Center (219) 286-9455 [email protected] Bridgeport, CT 06604 [email protected] www.peoples.com Willie Boyle (203) 338-6426 Madelyn Eskridge [email protected] TrüNorth Warranty Plans of North America Birkdale Commons Parkway [email protected] In 2017 Nicholas Suite 208 joined the truck Huntersville, NC 28078 Michael Castricone business after working (704) 237-4521 in construction Premium2000 [email protected] equipment, including 273 Oak Hill Drive Aerial Work Platforms, Trophy Club, TX 76262 cranes, material Brad Fenton, Used Truck Manager (972) 672-5456 processing, and port Kenworth of Indianapolis [email protected] equipment. 2929 S. Holt Road Indianapolis, IN 46241 Let’s welcome (317) 247-8421 Jack Coakley Nicholas to the UTA as Taylor & Lloyd International Trucks he seeks to gain a better understanding of [email protected] 8 Railroad Avenue the trucking market, and the factors that Bedford, MA 01730 affect secondary market supply and demand. Eric Fruithandler, Business taylorandlloyd.com Nicholas, like many others in our field, Development (617) 429-3370 “enjoys coming to work every day,” and TruNorth Warranty Plans of North America [email protected] “learning about a new industry and a new 16740 Birkdale Commons Parkway, Suite 208 Jack’s career collateral.” Huntersville, NC 28078 www.trunorthwarranty.com began in 1988, When the work day is done you might find when he started Nicholas playing golf. He also enjoys (972) 951-9161 working for Truck spending time with his niece and nephew. [email protected] Center, Inc. Before Eric is a new member that he worked on of the Commercial a loading dock for Scott Cowger, Corporate Used Truck Manager Trucking Industry, and the United States he’s excited about Freightliner Northwest Postal Service. being a part of what 277 Stewart Road SW Jack’s joined the UTA to meet other used he sees as a dynamic Pacific, WA 98047 truck professionals from other markets to buy industry. Now that (800) 523-8014 and sell trucks wholesale. he’s joined the UTA [email protected] Eric’s looking forward Asked what he liked most about his current to meeting lenders job, Jack said he’s sold International trucks and equipment for most of his career. “We are located near Rod Dickason leasing companies “interested in protecting Boston,” he said, “but still have a small Custom Truck and Equipment LLC their assets and mitigating their risk with country store feel with family ownership.” 7701 Independence Ave Kansas City, MO 64125 Limited Liability Warranty programs.” Jack also rides motorcycles, and has for much (260) 438-4848 Before joining the trucking industry Eric of his life. [email protected] spent over 30 years working in the warranty Other thoughts to share with other members? industry providing warranty programs to “I am an honest and ethical pro with a lot of Brian Drummy auto dealers on vehicles to corporate experience, who would like to network with enterprise clients. like-minded truck pros.” Lakeside International Trucks 11000 W Silver Spring Road Milwaukee, WI 53225 (414) 353-4800 [email protected] Continued on page 10

New Members continued from page 10

Ryan Gaul customers and workmates, especially when it Edward Lindsay, Used Equipment Penske Truck Leasing involves problem solving, and altering/ Sales Manager 2675 Morgantown Rd fabricating/assembling truck packages. I also PACCAR Inc., PacLease Reading, PA 19607 enjoy being involved with my co-workers 777 106th Ave NE (484) 334-8092 success within all departments, sales/parts/ Bellevue, WA 98004 [email protected] service. Interaction with colleagues from PACCAR.com other stores is also enjoyable.” (425) 468-7824 Mike Gaw, Fleet Equipment Sales When he’s not at work you may find Joe in [email protected] the kitchen where he’s also quite comfortable. Averitt Express Edward’s first job was repairing helicopters He enjoys cooking, baking, and grill/BBQ. “I 1415 Neal Street in the U.S. Marine Corps, where he worked relate my kitchen to my small shop,” he Cookeville, TN 38502 for 15 years. After that, he spent seven years explained. “To me, the only real difference as a recruiter. In 2010 Edward began averittequipsyou.com between working in a kitchen, is you get to working in the trucking business. (931) 520-5132 eat what you create.” [email protected] His first job in our business was Used Joe also enjoys attending live performances Equipment Asset Manager, for PACCAR Mike’s been at Averitt for 34 years. He gained and concerts, involving many genres. experience in equipment sales, trailers, and Financial Company. He worked in that He’s also involved with several organizations salvage, before moving to all equipment sales position for almost four years before moving that provide services such as food sustenance in 2016. Sales is his forte, and he enjoys it. to PACCAR Leasing Company. Edward says for developing communities, disaster relief, the best part of his current job is meeting and Mike’s been married for 29 years, and has worldwide food distribution, and youth/ talking with wholesale dealers/buyers. “I two children, 26 and 16. His hobbies include family/nature camps. have always enjoyed the personal golf and hunting. We’re hoping to see Joe in Orlando. Several interaction,” Edward said. colleagues have encouraged him to attend the Like most new UTA members, Edward joined Joe Graber, Commercial Truck Sales UTA convention. Aside from the convention, the UTA to build new relationships and stay Manager Joe’s looking forward to “the possibilities and atop developments in the used truck Moser Motor Sales, Inc. opportunities UTA has to offer.” business. He’s also looking forward to 218 West Main introducing PacLease used trucks to P.O. Box 69 Greg Helmkamp wholesale buyers. “Many PacLease units Berne, IN 46711 Palmer Trucks Kenworth of Cincinnati have been under the PacLease Maintenance moserford.com 6095 Ash Hill Court Program,” Edward said. “This program maintains the units through regular (260) 589-2171 (w) West Chester, OH 45069 scheduled maintenance and service.” He [email protected] (513) 699-1860 wants UTA members to know that the Joe started working in [email protected] PacLease truck is “a smart purchase,” and of trucking part-time greater value to customers. back in 1973, when he Mike Johnson, Director of Used was only 14. That’s Outside of work, Edward likes to work with when he started at Trucks glass. “I do a process called Glass Fusing,” he Moser’s. His uncle, Boyer Trucks explained. “I have been doing it as a hobby who was part owner, 2500 Broadway Drive for about 12 years now.” Edward also plays hired him while he Lauderdale, MN 55113 golf, but does not get out as much as he was still in school and (612) 627-5512 would like, playing just when the opportunity he started fulltime in [email protected] presents itself. 1979, after college. When he started at Moser’s, Joe briefly Kerry Jones EJ Lloyd, President worked in new/used car prep. “After a [email protected] Taylor & Lloyd International Trucks couple of months, the truck repair shop 8 Railroad Ave. foreman wanted me to work as a tech David Kraft Bedford, MA 07130 assistant. I did anything mechanically they MHC Kenworth - Nashville (781) 275-9290 would allow me to do,” he said. 5427 Luge Court [email protected] Joe’s joined the UTA to broaden his sources for Murfreesboro, TN 37129 wholesale used truck purchasing. He also wants (615) 916-3590 Michael McElroy, Business to learn all he can “from other experienced [email protected] Development Officer people in our industry,” and “become more Oakmont Capital Services integrated in the used truck industry.” 1398 Wilmington Pike, Suite 200 “Growing up on a farm, I’ve always liked West Chester, PA 19382 being around, operating, and repairing (877) 701-2391 machinery,” Joe began, when asked what he [email protected] liked best about his work now. Adding, “I still enjoy being around any kind of machine. My opportunities came in the automotive field. I really enjoy working with people, both Continued on page 12

10 THE TIME IS RIGHT MEDIUM DUTYDUTY FOR A TRUCK PROUD MEMBER THAT TAKES CARE OF BUSINESS FEATURINGFEATURING

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NASNASHVILLEASA HVIHVH LLEL PHIPHILADELPHIAHIILADLA ELPE HIAH SACSSACRAMENTOCRAMENTNTN O SHRSHREVEPORTREVEE PORPOO T TAMPATAMAMPAP 163161636 Inndusdduustritriall BlvB vd 8808 0 StatateeR Roadooaada 450055W W..C Capiapapitolt AvA enue e 790909 0 Greeeeenwonwnwowoodd Roaoaad 59090099A Adama ooD Drivve LaLa VerVVe gneggne, TNN3 37080 6 PhiPhiiladladelpel hiahiiaa, PA 19131 6 WesW sttS Sacraaccrameaam nton , CA 95695 91 ShrS eveporp rt,, LAA 7117 191 TTamTa pa,a FLL 333 619616 800808000 -4881-61- 97970970 800-8882-00883 888888-72727 6-766- 7333 800800 -3114-48108101 8000-27270-000- 527272 www.internationalusedtrucks.com

11 New Members continued from page 10

Brian Melson Jerry Smith [email protected] Palmer Trucks 1010 Outerbelt West Fred Pope Effingham, IL 62401 198 Kost Road [email protected] Carlisle, PA 17015 [email protected] Henry Strickland, Re-Marketing Manager Kaitlyn Rogers Premier Truck Group of Chattanooga [email protected] 385 Kailors Cove Circle Ringgold, GA 30736 www.premiertruck.com Jim Schultz, Used Truck Sales (423) 356-1441 Manager [email protected] Valley Freightliner of Toledo & Great Lakes Western Star—Monroe, MI After 20 years in the automotive field handling 6003 Benore Road functions including parts, service, and new and used sales, Henry joined trucking in 2012. Toledo, OH 43613 That’s when he started working as Used Truck www.valleytruckcenters.net Manager for MHC-Chattanooga. The things he Facebook Page: https://www.facebook.com/ likes the most about his current job are the search/top/?q=freightliner%20of%20toledo people he works with, as well as the company (419) 559-9726 that he’s a part of. “It is truly a blessing to [email protected] have the opportunity to work for such a great Jim started in trucking company and good people,” he said. in 2016, after working As a new UTA member he’s looking forward in yacht and building to networking with trucking professionals materials sales. His with the same interests and goals. first trucking job was Trucks provide his livelihood, but Henry also in commercial truck loves the world of exotic cars: including sales with Valley Ford Ferrari, Lamborghini, Austin Martin, McLaren. of Cleveland. Jim enjoys the variety of challenges that Andrew Teal come with his current Big Rig Enterprises job at Valley 595 Culver Road Freightliner. “Acquisition and reconditioning Falkville, AL 35622 are unique to every truck and can be very (256) 476-9006 challenging,” he said. Jim also enjoys helping [email protected] his sales reps earn the best possible commissions. Lillian Vilchez Jim’s looking forward to attending the UTA Duty Motors LLC convention in Orlando, as networking and 3800 South Ocean Drive #224 gaining knowledge are his main reasons for Hollywood, FL 33019 joining the UTA. He’ll find that many other (202) 872-3737 UTA members share his passion for his [email protected] hobbies: Fishing, motorcycle riding, and shooting. Chris Wambles Finally, Jim wanted UTA members to know [email protected] that he’s “looking forward to meeting and learning from each of you.” Adding: “I hope that I can contribute to our industry as I learn Aaron Ward more and more.” 7744 NW 70th Way Parkland, FL 33067 Michael Schwartz, Director Used award@ryder.com Vehicle Sales 11690 NW 105 Street Miami, FL 33178 (305) 500-4921 [email protected]

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ou hear it all the time: YTrucking is the economy’s backbone. Considering recent announcements from Uber, Tesla, Nikola, etc., it seems that the way trucks are driven could affect the future of many jobs.

Soon computers and robots could do most of the work that humans now do. Or, at least that is what some studies show.

For the last 25 years I have been hearing that we don’t have enough drivers in our industry. So But what are we going to do with these “new” truck manufacturers the older, less efficient trucks? are telling us that they have a What should we do about $25,000 solution. “Each self-driving truck overhauled jobs? Or $17,000 could do the work of two of transmission repairs? With three today’s trucks because they can years of strong sales now, we operate at all hours of day and need to start thinking about the night,” says Eric Berdini, Uber used truck market in 2020-21. Freight’s top in command. But, he And, also about the new emission added, “the reality is that the regulations that will affect the transition to any kind of self- ports then. Today, a low mile driving truck future is quite a running truck is worth something, ways away. But in terms of how and a high miler is not. And we think about that future, we Copart is having its day, with so actually do see a future where many non-running trucks. I am jobs don’t get impacted in the way getting calls from banks to double that people expect them to. We check truck pricing because they wouldn’t be doing Uber Freight, can’t make sense of it either. which is a human-driven product, Business could be booming today, if we didn’t think that there was a but if we look at the fundamentals responsible way for the future to in terms of truck volume and look with humans and self-driv- values, things are off. We are in a ing trucks.” “human-driven” used-truck world. I don’t believe that a I agree that we are far away from computer can come up with a having networks of driverless solution to this. Do you? n trucks operating in our streets and highways. Consider the record truck sales from the last few months. That “day” now seems even further away. Instead, optimization of current technologies, better ergonomics and better (lower) fuel consumption, is what we will see in the next 10 years. In fact, we have the technology to get over the 10 MPG hurdle. Every couple of years the performance Ricardo R. Long improvements are worth the Re-marketing and Asset higher upfront cost that the Management customer pays. Lookout Valley Equipment Sales, TN

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www.rigdigbi.com Doug’s Morning Coffee: The Single Most Deadly Sales Mistake You Can Make!

recently attended a marketing doing these things we’ll also “miracle unicorn” only to find Iseminar and one of the key maximize our opportunities using out later that they ended up points the presenter emphasized our own inventory, instead of buying something entirely was taking the prospect out of a someone else’s. different from what they de- highly competitive space, and into scribed to you? Prospects are 1. TREAT YOUR INVENTORY one that you control completely. shoppers until they “fall in love.” LIKE IT IS THE ONLY IN- That forced me to think a lot about Once they see what they love, VENTORY ON THE PLANET. they will buy it, even if it is our methods and actions in our What would you do differently significantly more money than day-to-day work with prospects. if your dealership was the only they wanted to pay. Your job is to one in your company? Would It never ceases to amaze me how give the prospect at least three you race to Google to find trucks someone can walk into a store, opportunities to “fall in love” that match the prospect’s ask for a salesperson, mention a with inventory that you control! specific type of truck, and the salesperson states the following:

“Let me search online and see what I can find.”

This is one of the worst things you could do to hurt your odds of selling this person a truck. Essentially, you’re teaching them to shop you against every other dealer in the world in the most highly competitive space imaginable: The Internet!

Before you get too offended, let me say this for the record:

We’ve all done this because it is how we’ve been programmed to solve problems.

Anything you and I have a question about, we Google it. description or would you, Do you need to learn how to 4. GET THEM OUT ON THE instead, do your best to sell the program your sprinkler system? GRAVEL. Once you’ve suffi- trucks you own and control? Just Google it! ciently qualified your prospect, 2. STOP TRYING TO CHASE and you know he or she can Want to know the weather in buy a truck, get them outside LOW PERCENTAGE PLAYS. Birmingham before you travel? looking at your trucks. It doesn’t Stop defaulting to the internet or Google it! matter that they just told you other location inventory as your they want a pre-emissions 379 Need to light your pilot in your “go to solution.” I’m not saying Legacy edition with a 6NZ furnace? Google it! you can’t leverage other store engine, and you haven’t seen inventory. Instead, you should I know what you’re thinking: one in five years. Your job is to thoroughly exhaust every “Doug that’s all well and good but show them as many suitable opportunity in the space you I simply don’t have the truck this alternatives as possible. That’s control first before you go guy wants! What am I supposed why they came to your dealer- looking for that “miracle uni- to do here?” ship! Here’s a line that I love to corn” five states away from you. use: “I don’t have that but There are no silver bullets that here’s what I do have. Let me work 100 percent of the time. 3. DON’T BELIEVE EVERY- show you…” However, the following is a list of THING THE PROSPECT Doug Shields TELLS YOU. How many times Director Used Truck Operations things you and I can do, starting have you burned up hours of Rush Enterprises, Inc. today, to assert more control over [email protected] our prospects and customers. By precious time looking for their Continued on page 36

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Industry Events Calendar

OCTOBER NOVEMBER MARCH 20 -21 • California Trucking Show 1-3 • NASTC Annual Conference 5-8 • The Work Truck Show Sponsored by California Trucking National Association of Small Trucking Sponsored by NTEA Association Companies Indianapolis, IN Ontario Convention Center Nashville, TN http://www.worktruckshow.com/WTS/ Ontario, CA http://www.nastc.com/ About/WTS/AbouttheWorkTruckShow. https://californiatruckingshow.com/ aspx?hkey=1fe48a97-9d74-4b00-8c7d- 7-10 • 19th Annual UTA Convention fcd2d0fc6f82 24 -26 • Work Truck Exchange Loews Sapphire Falls Resort at Universal Scottsdale Resort at McCormick Ranch Orlando, FL 28 • 30 Mid-America Trucking Show Scottsdale, AZ http://uta.org/2017/01/06/uta-2018- Sponsored by Mid-America Trucking Show https://www.worktruckex.com/ convention-in-orlando/ Kentucky Exposition Center Louisville, KY 12-14 • Accelerate! Conference and Expo https://www.truckingshow.com/ 27 -30 • American Trucking Women In Trucking Association – Management Dallas, TX Conference & Exhibition http://www.womenintrucking.org/accelerate- APRIL Austin, TX conference 23 • 26 Advanced Clean http://www.trucking.org/Events.aspx Transportation Expo 2019 • FEBRUARY ACT Expo 20-22 • Recruitment and Retention Long Beach Convention Center Conference Long Beach, CA Sponsored by Conversion Interactive Agency https://www.actexpo.com/about Nashville, TN http://www.conversionia.com/rr-conference

Women In Trucking’s SiriusXM Show We’re on Road Dog Channel 146

efore satellite radio in 1990, Bprofessional drivers and others travelling the country had to either listen to their cassettes (or eight tracks!), or keep changing channels as they moved across the nation. Then satellite radio came along, and listeners could maintain one channel for hours—without losing a signal.

Sirius Satellite radio originated in Washington DC. It launched in 2001, just after XM radio’s debut earlier that year. At first, subscrib- ers had to choose between Sirius and XM. Most seemed to prefer XM’s trucking-related content, featuring hosts from America’s Trucking radio network. They included Bill Mack, Dave Nemo, and the Truckin’ Bozo (Dale Sommers).

In January 2009, Sirius and XM merged. Today, all content heard on Road Dog Trucking Channel Meredith Ochs, Ellen Voie, Chris T at the Mid-America Trucking Show. 146 is a SiriusXM-exclusive product. That same year, Free- wheelin’s Meredith Ochs and on Sunday), you can listen to Ellen who wrote “Shift Happens” a Chris T invited Women In Truck- interview people with diverse book about her driving experi- ing’s Ellen Voie to join them. They views on trucking-related topics. ences in the 1970s. We had her offered a one-hour segment back to finish telling her story. We’ve had the chance to inter- devoted to the organization. Ellen view such guests as Debbie We’re always looking for enter- and Marge Bailey, WIT’s original Gardner with the Survive Insti- taining guests, so if you would board members, were on the last tute, Valerie Alexander, author of like to be on the Women In Truck- Wednesday of each month for the “How to Succeed In the Workplace ing show on a Saturday morning, next nine years. Despite Having Female Brains,” please let us know. If you’re This year, SiriusXM invited and Elba Pareja-Gallagher, found- listening, please call in and share Women In Trucking to host its er of ShowMe50.org. We’ve also your story or ask a question. The own call-in show. It was sched- interviewed Representative Mike number is always the same, uled to begin Saturday, January Gallagher, who shared his in- 888-876-2336 or 888-8ROADDOG. 20th at 10 am central, and would sights after riding along with a The guests might surprise you, last for two hours. The first guest female professional driver. There’s and the insights should enlighten was Keera Brooks of Sawgrass even been a show about drones and entertain you. Watch our Logistics, who had completed the with Sharron Rossmark, of the e-newsletter for upcoming show WIT “Best Practices Study” about organization Women and Drones. information, or visit our website carriers with higher than average More recent shows were about and click on “WIT Show.” If you percentages of female drivers. attracting and retaining drivers, don’t subscribe to SiriusXM, you Both men and women called in fun information about your favor- can find information on obtaining Ellen Voie CAE President/CEO from across the continent. ite trade shows, and even how to a 30-day free trial. That way you increase your fuel economy. A Women In Trucking Every Saturday on SiriusXM Road Association, Inc. favorite guest was Margot Genger, Dog Channel 146 (with the replay (920) 312-1350 Continued on page 36

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800.282.3549 2217 N DuPont Hwy l New Castle, DE 19720 www.jjdriveaway.com 302-656-3160 l BayshoreTrucks.com Creating a Strategic Mindset by Elsbeth Johnson

Editor’s Note: This is Part One of a two-part series excerpted from the book HBR Guide to Thinking Strategically. In Part One the author laid out the strategic questions on which leaders should be focusing. Here she describes how to come up with the best possible answers to these questions.

nce you’ve set aside time on the seeds of the next run of macro questions (this purpose, Oa regular basis to wrestle underperformance. Having too this brand positioning, this with these questions, how can you many priorities means you don’t customer offer) to the micro come up with the best possible really have any, which puts operational implications for the answers—and refine those an- your organization’s implemen- business. But what she does swers? Here are some tips from tation capability under strain. It really well is come back up. those I’ve seen do it well: also compromises your own Because it is all too tempting, leadership bandwidth, reducing once you have gone micro, to Make choices »» your ability to macromanage. stay there. But the main point of in the negative. So pretend you’re cash- going micro is to test the For everything strapped—it will act as the validity of the macromanage- you decide you ultimate constraint on your ment views you are forming. want (a particular desire to choose everything. market position- The reward for middle managers ing, an invest- »»Talk to the unusual suspects. here is huge—once leaders are ment in a new These individuals could be sufficiently clear and prescriptive product, a new inside or outside your organiza- about these macro questions, capability or tion, but whoever they are, middle managers can get on with function), articu- choose them because they are implementing them. But the prize late what that likely to disagree with you, for leaders is arguably greater means you can’t challenge you, or tell you still: They might no longer be do. This forces something you don’t know. To needed for the daily grind of you to think ensure you have a ready supply managing the business and can through the of such people, you may need to instead use their time and effort consequences of look again at your strategic for the true work of leadership. choosing these network—it may have gotten too That is, they can think about the options by think- stale to offer you such strategic rather than the tactical, ing about what connections. focus on the future rather than the the trade-offs are If that’s the case, weed out the present. After all, isn’t that why for each choice »» deadwood and actively recruit they wanted to become leaders in you are making. people from different sectors, the first place? n »»Pretend you skill sets, and backgrounds have no money. who can help you test the Elsbeth Johnson, PhD, is an When organiza- quality of your macro answers. adjunct professor of Organisa- tions are strapped Questions to ask them include: tional Behaviour at London Busi- for cash, they “Why will this not work?” and ness School and a visiting fellow have to make “What do I have to believe for at the London School of Economics hard choices about what to this not to turn out that way?” spend money on because they Being challenged and having don’t have enough. It’s often new information may well during such times that leaders change your answers; even if it describe themselves as at their does not, it will make your most strategic. It’s easy to diet if answers more robust. someone’s padlocked the Exist at the macro and micro Reprinted by permission of fridge—but what happens when »» levels simultaneously. One of Harvard Business Review you get the key back? All too the CEOs I most admire can do Press. Excerpted from the frequently, when the cash starts HBR Guide to Thinking this—she goes from 10,000 feet to flow again, leaders start Strategically. to ground level in 30 seconds, “choosing everything” again, Copyright 2018. linking her answers to the and it’s this oxymoron that sows

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t seems that every day there are Inew breakthroughs in technology, or that new marketing strategies are introduced. It’s this way even in the commercial truck dealership business. But while new trends are great, we should never get so distracted by them that we’re failing to effectively place our inventory in front of high-quality buyers. In other words, we need to master the fundamental tools that are already available to us, which include reporting and market analysis.

Uploading photos, completing listing information, and ensuring website usability are great for gaining initial traffic, connections, and leads. But maintaining con- sistently successful campaigns that achieve market penetration, and lead to sales, takes a bit more work. Ongoing advertising should take into account insightful metrics and dynamic reporting, including be able to quickly view how many performance data by listings, so competitive and market analysis. listings are complete—with photos that dealers can see which spe- Whether listing inventory on your and essential details—or cific units receive the most im- own website, or advertising via incomplete. pressions, page-views, and connections. Exposure and activ- third-party online markets, this Tracking metrics, such as those ity reports should also allow for data is key to strategic decision- we’ve just mentioned, keep comparative evaluation, in which making. Let’s take a deeper dive dealers up-to-date on how their dealers can contrast the perfor- into what you need to know about online inventory is performing. mance of listings that include important reporting and market Connections summaries are photos and essential data (like analysis tools. especially important, as they can pricing details) with listings that help dealers begin to identify DEALER PERFORMANCE lack such information. METRICS: It’s essential for consumer search patterns (more dealers to keep up with basic on this soon) and develop realistic By accessing this information, metrics that measure listing expectations for overall consumer dealers gain a deeper perspective performance. Some of these engagement. Finally, basic metrics on their inventory, showing how important metrics include impres- can remind dealers to add listing consumers find and connect with sions (how often a product is seen), information they may have missed their dealership. With an acute full listing page-views, and or forgotten, and keep those understanding of inventory connections (how many consumers listings accurate and updated! performance provided by com- demonstrate purchase potential). parative internal reporting, EXPOSURE & ACTIVITY dealers can identify the factors You’ll also want to be able to REPORTING: Beyond perfor- access a leads summary that contributing to increased expo- mance metrics, dealers should sure and activity for their listings. breaks down the type of connec- also develop or gain access to tions you are generating, from They can then adapt their market- reporting that provides more ing and communication strategies Ethan Smith phone calls and emails to direc- in-depth understanding of listing Specialty Content Writer accordingly. tions-to-the-dealership, and exposure and activity. This type of Commercial Truck Trader website referrals from outside internal report breaks down sources. Finally, a dealer should Continued on page 36

2018: Trucking’s Best Year Ever? Cummins Displays the Future of Diesel with This year is definitely one for the record Low NOx and Low CO2 Emissions Technology books in the trucking industry. For the sixth Hanover’s huge 2018 IAA Commer- time in eight months Class 8 NA net orders cial Vehicles show this September topped the 40,000 mark. August’s unit was busy, with many OEMs using orders totaled 50,069, marking another the opportunity to share some big record-setting month, according to ACT Research. news. Cummins announced that it Dealers and national accounts placing large orders earlier than usual has has figured out a way to reduce the a lot to do with this. “Robust orders in June and July were largely attrib- carbon footprint even lower, uted to dealers booking orders for their non-national account customers, through what it’s termed a “con- as well as for stock units in the first half of next year,” said Kenny Vieth, cept emissions control system ACT’s president.“Early indications are that large national account orders capable of minimizing emissions to began to flow earlier than usual in August. With the backlog stretched to previously unfeasible levels.” By 10 months, fleets are racing to get into the queue in what is arguably the combining this technology with best-ever period in history for carrier profitability. Coupling record orders the latest in smart digital technolo- bring opportunities to reduce with the industry’s bumpy production ramp, the Class 8 backlog rose to gies, Cummins added, the next component weight while retaining record heights in August, climbing to 280,710 units, and given the current forward leap in digital engine strength, further enhancing vehicle order frenzy, a 300k-plus backlog seems achievable.” evolution is within our sights. productivity.” The Medium Duty market is “trendy” ACT reported, and not especially “This innovative system allows “While Cummins has a vigorous noteworthy one way or another. “The Classes 5-7 market remains ‘trendy,’ further reduction in NOx and PM electrification program underway, not hot or cold, with August’s orders rebounding to 23,685 units,” Vieth emissions, while simultaneously our other key message at IAA is said. “Medium duty backlogs slipped a bit in August, dropping 1,000 units improving fuel efficiency,” said Tim that the diesel engine is not stand- from July, but lower build [rates] conspired to boost the market’s BL/BU Proctor, Cummins Executive Direc- ing still,” added Proctor. “With our ratio to 3.3 months. n tor of Product Management & Market Innovation. Cummins added technical advancements, we see that other innovative technologies diesel remaining as the primary it’s developing to reduce friction source of power in the commercial vehicle sector for the foreseeable FTR on August’s Record-setting Pace and parasitic losses will also continue to make future. Cummins is Market Research firm FTR also noted that the diesel engine committed to North American Class 8 order records were even more produc- ensuring the power being broken left and right this year, with tive and energy of choice is avail- August setting yet another new high at efficient. Addition- able for our cus- 52,400 units, besting July’s tally by 300 ally, “the use of tomer’s many units. The US market, in particular, is exceptionally strong, FTR noted. enhanced design different vehicle tools and advanced types, duty cycles FTR also reported the following statistics about this market: materials such as and business »»Orders were even month/month, but up 153% year/year. composites will requirements.” n »»North American Class 8 orders over the last 12 months have now totaled 477,000 units. »»Freight growth has perhaps never been better, and carriers are scram- bling to meet the demand for trucks.

“The good news is, it appears the supplier shortage issues that significantly slowed production earlier this year, have been largely abated for now,” said Don Ake, FTR Vice President. “However, the supply chain remains tight, and fleets and dealers continue to place large orders to lock down build slots in 2019.”

Ake added that “Fleets are ordering early and often and orders this plenti- ful indicate fleets are highly confident the flourishing freight market will persist for a while. Current economic and manufacturing data point to a strong start to 2019. FTR does expect some easing to occur in the second half of next year.” n

28 Convoy Raises Another $185 Million, Led by Alphabet’s CapitalG

Not long ago we published an In the latest development, Convoy and evolved its business beyond innovation, and using data to article about Convoy, the trucking announced it had had raised $185 just freight matching. The company discover and solve more of the core tech company that continues getting million dollars led by CapitalG, the said it’s expanding its partnerships problems facing shippers and loads of attention because of the growth Equity investment fund of with shippers and carriers, accel- carriers alike. n huge sums of money it’s raising Google parent company Alphabet. erating technology-driven thanks in part to investors such as This investment earns CapitalG a Bill Gates, former US senator Bill seat at Convoy’s board of directors Bradley, and Amazon’s Jeff Bezos. table for CapitalG’s David Lawlee. Now you can add Google to the So far, Convoy has raised more investor mix. than $265 million dollars.

Convoy was founded by former Amazon general manager Dan Lewis. The company describes itself as a technology-enabled Trucking Network, offering guaranteed capacity and industry-leading reliability for transporting freight. Some in the media have called it the Uber for trucks.

This year, Convoy said, it’s ex- panded its operations nationwide,

TuSimple Building “Safest Self-Driving Truck” Women In Trucking Member Featured on As if autonomous trucks weren’t enough of an innovation, the technology TODAY Show seems to be evolving faster and faster. As Part of Truck Appreciation Week

TuSimple, which calls itself a “global autonomous truck technology leader,” Women In Trucking (WIT) Association Image Team member Deb LaBree publicly demonstrated its Level 4 fully autonomous driving solution. The was a recent guest on the Megyn Kelly Today Show. company says it’s the first of its kind “to see and interpret objects up to 1,000 meters.” TuSimple says it’s has achieved a new industry perception Kelly’s video crew system range benchmark for the safe deployment and commercialization followed Deb and of autonomous trucks with its advanced camera-based solution. Using this rode with her during system, TuSimple’s self-driving Peterbilt semi-trucks are now hauling filming in Tulsa, OK. commercial cargo for revenue on a daily basis along the I-10 corridor. They even interviewed her hus- Founded in 2015, “TuSimple is developing commercial-ready Level 4 (SAE) band and co-driver, autonomous driving solutions for the logistics industry. In 2016, TuSimple Del (LaBree) and broke 10 world records in autonomous driving and ranked No. 1 in KITTI her good friend, and Cityscapes, the most influential public leaderboard in autonomous Pam Kays. Del driving globally. In 2017, the company began working with Amazon Web choked up when he talked about Deb as his best friend. Pam shared her Services and entered into collaborations with NVIDIA and Peterbilt.” For experiences with Deb as a mentor and friend. more information, visit https://www.prnewswire.com/news/TuSimple. n They started the segment with the videos the crew had filmed in Oklahoma. The Women In Trucking Facebook page was mentioned, as Deb is active as an admin on the page, and is recognized for her hard work. They showed Deb checking the truck and interviewed her in and out of the cab. Deb had not seen the final cut and was holding back the tears as she listened to the kind words from her husband and her friend.

Deb’s passion for the industry was evident, WIT reported, and came through during the program. Megyn Kelly asked Deb how she ended up in the trucking industry. Then, Megyn made an announcement that shocked us all, WIT said. Shell Rotella is a sponsor on the show and had reached out to WIT to provide a female professional driver for the segment. She and her husband use Shell Rotella, and they were recognized for their loyalty. n

News continued on page 30 29 News continued from page 29 CERTIFIED TRUCKS

Volvo Trucks View of Future Transport Solutions at IAA 2018 Well we said IIA was packed with significant announcements. Also at the show, Volvo unveiled Vera, which it described as an autonomous, electric vehicle that can operate with significantly less exhaust emissions and low noise levels. Controlled and monitored via a control center, Volvo says Vera “has the potential to make transportation safer, cleaner and more efficient.”

The company spared no expense in introducing Vera, including many press releases, videos, and, of course, its IIA display. “The Vera is nothing similar to what you have seen from us before,” said Mikael Karlsson, Volvo’s VP for Autonomous Vehicles. “In fact it’s impossible to drive,” he said.

So how will Vera affect the transport industry? “In places like ports and mega-logistics centres,” Karlsson said, “I think we will see much higher delivery precision, as well as improved flexibility and productivity. Today’s operations are often designed according to standard daytime work hours, but a solution like Vera opens up the possibility of continuous round-the-clock operation and a more optimal flow. This in turn can minimize stock piles and increase overall productivity.”

For further details, including helpful videos, visit https://www. volvotrucks.com/en-en/about-us/automation/vera.html. n VOLVO CERTIFIED TRUCKS

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Learn more about offering TruckGuard in your franchise or independent dealership, or how to become a TruckGuard product representative today! Visit Us at Booth #307 ClientServices @ SouthwestRe.com 877.881.2244 | SouthwestRe.com J.D. Power Valuation Services Update Changing New Truck Conditions Create More Used Trucks to Sell

n increase in the number of new trucks delivered should be creating a Sleeper Tractors – Retail higher volume of late-model used trucks to sell. Medium duty trucks A Predictably, August’s retail used truck market looked very similar to July’s. were generally down, with lighter-GVW units once again leading the market. Dealers sold incrementally more trucks, while pricing was basically Sleeper Tractors – Auction unchanged. Incoming September data suggests a mild pullback in pricing commensurate with a higher volume of trucks sold. The auction market performed closer to expectations in September, with a notable increase in the number of sleeper tractors of most model years The average sleeper tractor retailed in Augustwas 71 months old, had represented. Pricing for our benchmark model was mostly lower, particu- 455,782 miles, and brought $53,480. Compared to July, the average larly for model-year 2015 trucks, which were impacted by higher volume sleeper was 3 months older, had 6,109(1.3 percent) fewer miles, and and higher average mileage. See below for detail. brought $184(0.3 percent) more money. Compared to August2017, this »»Model year 2015: $38,000 average; $17,750 (31.8 percent) lower than August average sleeper was 4 months newer, had 9,311 (2.1 percent) more »»Model year 2014: $34,750 average; $1,750 (4.8 percent) lower than August miles, and brought $5,662(11.8 percent) more money. »»Model year 2013: $27,750 average; $2,250 (7.5 percent) lower than August »»Model year 2012: $26,750 average; $2,000 (8.1 percent) higher than August Looking at trucks three to five years of age, August’s average pricing was »»Model year 2011: $21,750 average; $1,250 (6.1 percent) higher than August as follows: Model year 2016: $82,884; $5,557 (7.2 percent) higher than July The severe drop in our pricing average for 2015’s is a bit misleading. This »» Model year 2015: $62,299; $1,436 (2.3 percent) lower than July month’s figure was unusually low and is being compared to an unusually »» Model year 2014: $50,333; $426(0.9 percent) higher than July strong previous month. There was simply a much higher volume of trucks »» with high average mileage sold in September compared to August. Newer On a year-over-year basis, late-model trucks sold in the first 8months of trucks are indeed seeing more notable depreciation now that more volume 2018 brought 7.5 percent more money than in the same period of 2017. is entering the market, but the 31.8 percent result is not representative of Depreciation is running0.4 percent per month in 2018, compared to 1.8 what to expect in the real world. percent last year. Despite the value drop in the newest model years, the year-over-year See the “Average Retail Selling Price: 3-5Year-Old Sleeper Tractors” and average for trucks four to six years old is still very positive. Trucks in this “Average Retail Selling Price of Selected 3- 5Year-Old Sleeper Tractors” age range sold in the first nine months of 2018 brought 20 percent more graphs for detail. money than the same period in 2017. On average, this group has lost Average Retail Selling Price: 3-5 Year-Old Sleeper Tractors essentially no value in the first nine months of 2018, averaging 0.2 percent Adjusted for Mileage per month depreciation. This figure compares favorably to an also-very-low $100,000 $90,000 0.8 percent in the same period of 2017. $80,000 $70,000 The number of trade-ins becoming available does appear to be ramping $60,000 up, now that production constraints have been mostly alleviated and fleets $50,000 $40,000 are taking delivery of more new trucks. There may be more downward $30,000 4YO pressure on newer trucks than in previous months. $20,000 5YO $10,000 3-5YO Avg. $0 See the “Volume of all Aerodynamic Sleeper Tractors Sold…” and “Average 16 17 18 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 Selling Price: Benchmark Sleeper Tractor…” graphs for detail. Jan

Source: J.D. Power Valuation Services Sep (est.) Volume of the Three Most Common Sleeper Tractors (4-6 Year-Old) Sold through the Two Largest Nationwide No-Reserve Auctions 600 Average Retail Selling Price of Selected 3-5 Year-Old Sleeper Tractors 500 Adjusted for Mileage $90,000 400 386 $80,000 387/587 300 $70,000 579 Cascadia 200 $60,000 CX 100 $50,000 ProStar (ISX+MF) 0 $40,000 T660 17 16 18 Jul Jul Jul - - - Jun Jun Jun Oct Oct Apr Apr Apr Feb Feb Feb Sep Sep Sep Dec Dec Aug Aug Aug Nov Nov Mar Mar Mar May May May $30,000 T680 Jan Jan Jan VNL 630/670 Source: J.D. Power Valuation Services $20,000 $10,000 VNL 730/780 Market Average Average Selling Price: Benchmark Sleeper Tractor Sold through the Two Largest Nationwide $0

16 18 17 No-Reserve Auction Companies 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

$50,000 Jan Jan Jan Sep (est.) $45,000 Source: J.D. Power Valuation Services $40,000 $35,000 $30,000 $25,000 Class 8 sales per dealership finally blipped up in August, coming in at $20,000 MY2011 5.2 trucks per rooftop. Incoming September data points to a similar $15,000 MY2012 $10,000 MY2013 result. Dealers should be seeing incrementally more trade-ins to sell. $5,000 MY2014 $0 See “Number of Trucks Retailed per Dealership Rooftop” graph for detail. 16 17 18 Jul Jul Jul - - - Jun Jun Jun Oct Oct Apr Apr Apr Feb Feb Feb Sep Sep Sep Dec Dec Aug Aug Aug Nov Nov Mar Mar Mar May May May Jan Jan Jan Source: J.D. Power Valuation Services 32 J.D. Power Valuation Services Update Changing New Truck Conditions Create More Used Trucks to Sell Average Wholesale Selling Price: 4-7 Year-Old Class 3-4 Cabovers Adjusted for Mileage $25,000

$20,000

$15,000

$10,000

$5,000

$0 17 16 Jul Jul Jul Jan - - Jun Jun Jun Oct Oct Apr Apr Apr Feb Feb Feb Sep Sep Sep Dec Dec Aug Aug Aug Nov Nov - Mar Mar Mar May May May Jan Jan 18 Source: J.D. Power Valuation Services

Looking forward over the long term, the new truck order/delivery ratio has pulled back considerably from July’s wide disparity. August’s deliv- Looking at conventionals, Class 4’s averaged $20,069 in September. This eries were 39 percent higher than July’s, while September’s orders were figure is $1,206 (5.7 percent) lower than August, and $1,785(9.8 percent) 19 percent lower than August’s. We assume September’s deliveries will higher than September2017.September’s average pricing represents a mild be moderately higher than August’s. This shift suggests fleets are scaling pullback from the two-month rally in July and August. Class 4’s brought back their build slot reservations as the actual build rate gets closer to more money than heavier GVW units throughout the third quarter. real-world need. Monthly depreciation in the first 9 months of 2018 is averaging a very mild 0.6 percent, compared to 1.6 percent in the same period of 2017. At the last recent peak in mid-2015, new truck deliveries numbered just over 25,000, responding to an order peak of just over 46,000 units a few Class 6’s averaged $17,828 in September. This figure is $2,100(10.5 percent) months prior. Using this ratio, September’s orders suggest a peak delivery lower than August, and $758(4.5 percent) higher than September 2017. month of just over 28,000 units, which we already surpassed in August. This month represented a break from the relative stability of previous However, economic and regulatory factors require anywhere from 25-50 months. There were no clear factors explaining the difference, other than percent more trucks now than in 2015, which results in a peak delivery a mildly higher average mileage mix.Depreciation for this group is running month of 35,000-42,000 trucks. As such, we still see deliveries increasing at 1.7 percent per month so far in 2018, compared to 2.6 percent per month through the end of the year. in the same period of last year. See the “Retail Value Forecast” graph for a look at how we see used See the “Average Wholesale Selling Price: 4-7Year-Old Conventionals by truck pricing unfolding over the next four years. GVW Class” graph for detail.

Average Wholesale Selling Price: 4-7 Year-Old Conventionals by GVW Class Adjusted for Mileage $30,000

$25,000

$20,000

$15,000

$10,000 2 per. Mov. Avg. (Class 4 Price) $5,000 2 per. Mov. Avg. (Class 6 Price)

Source: J.D. Power Valuation Services

Forecast Medium Duty Trucks We may be near the peak of the new truck order cycle, which means September was a somewhat disappointing month for medium duty deliveries should increase for a few more months. This means the volume trucks. All segments brought lower average pricing month-over-month. of trade-ins will increase into the first quarter. Wall Street appears to be adjusting to a more traditional interest rate environment, which generally Starting with Class 3 – 4 cabovers, September’saverage pricing came in points to a cooler rate of economic expansion. However, the economy is at $11,089. This figure is $2,422 (17.9 percent) lower than August, and still expanding, and most measures remain positive. After the midterm $1,470 (11.7 percent) lower than September2017. The average mileage of elections and winter weather season, we’ll have a clearer picture of how the trucks we track was notably higher than in recent months, which things stand. n accounts for some of the pricing difference. Still, September was the second month in a row with lower pricing, and August’s average mileage was similar to previous months. Monthly depreciation in the first 9 months of 2018 is now higher than the same period of 2017, at 3.4 percent vs. 3.0 percent, respectively. See the “Average Wholesale Selling Price: 4-7Year-Old Class 3-4 Cabovers” graph for detail. Chris Visser, Senior Analyst and Product Manager Commercial Vehicles

33 Helping in Crisis continued from page 1

As they prepared to step in once more, Mike was hoping to spread the word to get some support from UTA members. “My wife and I are deploy- ing to Charlotte, NC to meet up with Operation BBQ Relief. We need two 16 to 20 van trucks to use to pick up supplies when we get to our cook site,” he said. “We are prepared to serve 25,000 meals from day one. We will need a lot of local volunteers.”

Now, publication deadlines being what they are, we all hope that those affected by the storm are well on their way to recovery, and the imme- diacy of the crisis has passed. But, it’s another great charitable organization being supported by another open-hearted UTA member, and we can all keep in mind the good work Mike and Operation BBQ Relief do the next time disaster comes to call. n

Doug’s Morning Coffee continued from page 16

5. PUFF THE ENVELOPE. Make sure that you puff up the envelope they give you in the form of their ideal truck. If they say they want a $50,000 truck, test it for validity. “So if I have exactly the right truck for you and it’s five thousand dollars more Salespeople need to be compensated do you want me to share it with you or just my other buyers?” This is a proven method for things over which they have control to get the prospect to bump himself on (sales)...not on things over which they budget. The same thing works with brand, engine, horsepower, transmission, and so have no control (net profit). on. Virtually anything prospects tell you can be tested for validity, and stretched to fit a larger envelope. This envelope is one you and I control, and can fit one of our own inventory pieces into with a high success rate. Strategic Benefits continued from page 26 Women In Trucking continued from page 26 6. STOP SELLING THE DRILL. SELL THE HOLE. What makes this truck so all fired COMPETITIVE MARKET ANALYSIS: can see if you’d like to continue the service important to them anyway? That is the key Conducting competitive marketplace analysis on your radio, or via the app on your com- to selling the prospect. Find out their pain is one area of reporting where dealers could puter, tablet, or smartphone. likely use some help. Luckily, third-party and you’ll quickly figure out what and how The show is geared toward both women and advertisers can often provide information to sell them. Stop selling specs and start men, and most of our listeners are profes- that helps dealers identify their place in the selling solutions! Specs are boring. Selling sional drivers, who call between their loads, industry. Market insight tools provide unique solutions to problems, and matching those breaks, or on downtime. They ask questions, snapshots of industry supply-and-demand solutions to your prospect’s most heartfelt offer advice, and sometimes just share a story. dreams and aspirations, now that is true needs by ranking top-performing units in selling! local and national markets, highlighting the Our SiriusXM show is another way for us to most popular model years, and indicating share our story about the Women In Trucking 7. LET THE TRUCK DO THE WORK. A test how many of those models are currently Association. Our goal is to help educate, drive is probably the most underrated for-sale. With market insight tools, dealers enlighten, and empower you. The show is selling tool in the history of truck dealer- can access information providing a unique also another way we communicate with ships. Once your prospect has landed on a competitive advantage. These tools can help members, and get our message out to future truck that he likes, do everything you can them craft their listings so they dynamically members. We’re genuinely thrilled to be part to get him to test drive the truck. It is his engage with consumers, and position their of the SiriusXM radio “Road Dog” family. n opportunity to fall in love with the truck business more competitively in the you’re pitching. Think of it as a first date. marketplace. Selling the test drive to a qualified buyer, using equipment you own and control, is All this may sound a bit technical. But dealers the highest and best use of your time and should not be intimidated. Third-party energy in a sales situation, period! Don’t vendors and services that can help. And for let a qualified prospect leave without a test dealers who want to run their own numbers, drive if you can help it. there are many free resources available for learning programs like Microsoft Excel. Today’s If you apply the seven points listed above, and commercial buyers increasingly conduct their avoid the “newb” mistakes that even veteran research online—and come as close as salespeople make, you’ll sell more trucks. possible to making a decision—before they I guarantee it! n ever reach out to a dealer. Fundamental tools, including dynamic reporting and marketplace analysis, can give dealers what they need to stay just as informed and active as their consumers. They can then strategically adapt their advertising, to stay competitive in our rapidly changing industry. n

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12376-1 DTNAX_REM_UTA Convention_8.5x11_VAR5.indd 1 7/13/18 5:09 PM e’ve just passed the Autumnal and pumpkins. Autumn WEquinox, and now we are officially is a reminder that the year is able to claim the passing of one season into coming to a close, and we’ve all come close the next. For us, living in a place where the to taking another turn around the calendar seasons change has always brought us on this big, blue ball we call home. These comfort, nostalgia, and, sometimes, wistful thoughts don’t sadden us. Instead they thoughts about the meaning of life. Oh, inspire us. Oh, and that’s not just for the sure spring comes bouncing in pumpkin-spice lattes now popping up with all the enthusiasm of everywhere we look. Honestly, neither one of puppy! It’s easy. Who doesn’t us quite gets that. look forward to longer and But, what treasures there are to be found in warmer days after a dreary the remembrance that life moves on, and winter? But, the greatest we’re still here to participate, learn, and treasure we see in the autumn enjoy. If all days were like summer vacation, is that it reminds us that there we’d all end up like the grasshopper in the is a time to grow, a time to old fable about the ant who works and the harvest, and a time for rest. In grasshopper who plays. It may sound fun for other words, fall, to us, means a while, but there’s something to be said for a a chance to consider the considered and thoughtful look at life. Those impermanence of life. considerations tend to make us kinder to our Deep in the pleasure of summer, it’s easy for families and our neighbors. They help us to time to slip by without too much consider- be more tolerant of the needs of others, ation. The days are long, vacations abound, because ultimately we are all “others” to and the warm weather makes life seem a someone. As the days grow short, and the little easier to manage. That’s great! You get darkness comes earlier, it’s the perfect no argument from us. But, few of life’s phi- excuse to consider our places here and what losophies come from easy, breezy days. With we would still like to contribute while we the autumn, and inevitably hurricane season, spin around the year. it’s time to pull the reins in and get back to Each season brings to some the inevitable the details of life outside of carefree days. “before and after” moments in life. Most We’re ready for it. As this particular autumn adults know just what we mean. Every arrives we’re still concerned about our lifetime has those moments that can be neighbors not too far to the south in North looked back upon as the time when life took Carolina. They are now waiting for the river an unexpected turn, and forever became flooding that has been guaranteed by the different from what it once was. Those are enormous amounts of rainfall Florence moments that can bring us to our knees, but brought along with her. We’ve seen the while we’re down, we know, our only alter- footage of peoples’ homes submerged in native is to find a way to get back up. That’s water up to the rooflines. We’ve heard the what autumn brings to mind for us. Yes, the stories of people who have lost everything. harvest is over, but we know there will come We’ve seen with our own eyes, this reminder a spring planting that will be every bit as of the impermanence of life. Homes, once joyful as the ones we’ve had before. So, we solid and secure, may now never be inhabit- rejoice when Mother Nature puts on her able again. autumn sweater. It’s her way of saying, “Look But, even without a horrific storm, autumn is what I can do before I go!” That is a clear a reminder of the impermanence of life. The invitation for us to stop and ponder what hanging baskets that graced the porch still fabulous things we want to show the world bloom, but the blossoms have a clear touch of as the seasons change. If she can make life Deb and Brad Schepp being on their way out. The offerings at the beautiful, so can the rest of us! At least that’s [email protected] farm market have grown sparse; with peaches, the way it looks from where we sit. n tomatoes, and corn now replaced by apples

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