Why You Won't Want to Miss the Convention

1.877.GETS.UTA • www.uta.org Volume 12 • Issue 10 • October 2010

Used Truck Association Why You Won’t Want Chartered May 16, 1988 to Miss the Convention Published by the Used Truck Association 325 Country Club Drive, Suite A n less than a month, from November 3-6, the 11th annual Stockbridge, GA 30281 IUTA convention will take place in Jacksonville, FL. Last year, we gathered for our 10th convention and made a family reunion out of it. This year, although our theme Table of Contents has changed, we are still coming together as a large family. Board News and Views ...... 2 As a family we will pay tribute to the fine folks who serve or have served in the military. Jacksonville is a city with Welcome New Members...... 4, 6 deep roots to military service, and is home to many Face to Face with fine military personnel. So we thought it would be fitting Richard (Dick) Vulgamore, Jr...... 8 to have this year’s convention pay tribute to the military. Flag with Case to be I am sure that most of you have family members who Raffled at Convention...... 10 serve or have served. Or, perhaps you yourself are one Membership Photos...... 10 of those we are paying tribute to this year. I know I Industry News Briefs...... 12-13 want to honor my father who fought on the islands of Guadalcanal and Tarawa in the South Pacific, during File Cabinet...... 14 World War II. He was a squad leader with the 2nd Remembering the Golden Age Marine Division. He returned home to drive a truck, become an owner-operator, and eventually of Trucking...... 16-17 own a trucking company of more than 100 power units. His is one of thousands of stories that Industry Events Calendar...... 19 connect the military to our own UTA. Last Notes...... 19 I hope that you have the opportunity to join us in Jacksonville. It looks as though this year’s turnout will be very strong. We are going to have a great time! We will have our Meet and Greet the evening The UTA… of Wednesday, November 3. Everyone will have a chance to race a “cooler scooter.” (Now just Members Supporting Members! how many times in your life do you think you will have to do that?) Thursday morning, Donald Broughton will present his views of the economic situation, and how it affects our industry. From there it’s off to your choice of several great activities: deep sea fishing, the St.Augustine historical tour, a cruise aboard the Lady St. Johns, or the annual John Gresley UTA golf outing. GOT NEWS? Thursday evening will again feature the ever-popular Vendor Expo, with lots of prizes. We will Have you expanded your business? also auction off those “cooler scooters,” with the proceeds going to the UTA Jerome Nerman Promoted staff? Won an award? Family Foundation Educational Fund. Opened a new location? We want to Friday will be a great day for gathering information. You won’t want to miss our keynote speaker, know. Share your news with the Mike Staver. You can then receive training from the Brooks Group on the importance of hiring the UTA Industry Watch. right people. Or, come to our two workshops and learn about how to look for potential problems Send submissions, ideas and with the newer EPA-compliant engines. After that you can learn first-hand about the new UTA comments, to: Dealer Group, and how you can be a part of it. We’ll top off the afternoon with Round Table UTA Industry Watch Editors discussions. Friday night we will have a special guest speaker, Command Master Chief David L. Brad and Deb Schepp, Anderson of the U.S. Navy. Dinner and awards will follow, with a little dancing to top the night off. Lara Haag c/o Grace Management This is “THE” event in the used truck industry, and it will be the place to meet 325 Country Club Drive the people you need to meet to grow in this industry. There are two things Suite A that we make sure the UTA convention provides: networking opportunities Stockbridge, GA 30281 and fun. What a great combination. Don’t miss it. There is still time to register. Phone: 877-GETS-UTA For more details, go to the UTA website. (www.UTA.org). I hope to see you (877-438-7882) there (in the rearview mirror of my cooler scooter). Fax: 770-454-0029 [email protected] Tim Ormsby, 2010 Convention Chairman [email protected]

Layout & Design by Laura A. Jones since Volume 8, Issue 1, January 2006 Sign up today to attend the 11th Annual Convention 913.706.7505 • [email protected] Boot Camp 2010 in Jacksonville, FL UTA Industry Watch 2010 Board News & Views Board of Directors Finding Your New Normal

he U.S. economy turned the corner in 2010, and we are on a long, slow climb back. U.S. Tbusinesses, however, are hesitating to make capital investments in staffing, plants, or equipment due to uncertainties in healthcare costs, the level of tax increases, and the uncom- fortable direction of social policies. The truck industry is mirroring the overall economy. Many dealerships and ancillary businesses are holding back on investments in additional staffing, as evidenced by slow turn times in truck service facilities of every kind, and the slow responses from dealership sales and support personnel. Their staffs are overwhelmed. Doing more with less has become the mantra of U.S. business managers regardless of their management level. Due to cutbacks, large and Stress Reduction Kit small organizations are now so lean that most employees have begun to feel they pass them- Front Row, L to R: Tom Pfeiler, Sheri Aaberg, Bryan Haupt, Lara Haag, Bryan Boyd. selves coming and going daily. Does this describe BANG Back Row, L to R: Bobby Williams, Jon Tepper, your organization? Has this Stress Reduction Tim Ronan, Marty Crawford, Eddie Walker, method become part of your daily routine? HEAD George Barnett, Tim Ormsby. Rick Clark not Don’t feel alone. Over the past 24 months we have available at time of photo. all witnessed a major economic adjustment. Now HERE we’re all left wondering what the “new normal” President will look and feel like. If you are like me, you are Marty Crawford hoping that we have not yet reached “normal.” Directions: Vice President I was privileged over the past few months to 1. Place kit on FIRM surface. Rick Clark attend a refresher course in time management. 2. Follow directions in circle of kit. I would like to share some of that course’s core 3. Repeat step 2 as necessary, Treasurer features—the ones that were the most valuable or until unconscious. Tom Pfeiler to me. My hope is that you too can feel refreshed, 4. If unconscious, cease stress Secretary uncluttered, and focused resulting in increased reduction activity. Bryan Haupt productivity, and reduced stress as you feel your way to your “new normal.” President Emeritus Clear your desk – The work area directly in front of you should be clear of all items that you Eddie Walker are not currently working on or with. This includes unnecessary personal clutter (family photos, Affiliates & Benefits Committee vacation ideas, hunting trips), only occasionally used business items, and general stuff. Put the Chairman items in a drawer, behind you, or another location where you can access them, but where they Bryan Boyd are not in your immediate field of vision. Convention Committee Chairman Work on one project at a time – Even if you only have 10 to 15 minutes of uninterrupted Tim Ormsby time, fully devote that time to focus on one single work item. Use your calendar and task ticklers – Use your electronic calendar and tasks system to their UTA Jerome Nerman Family Foundation Committee Chairman full potential. Schedule out your day, week, and month to reflect important meetings. Also, Tim Ronan schedule quality uninterrupted time every day (yes, that means letting a call go to voicemail) to work on tasks and projects. Set aside 10 to 15 minutes at the end of each day to update your Elections Committee Chairman calendar and tasks. Put all your follow-up tasks into the system, and allow the system to help George Barnett you remember – there’s no reason to lay in bed awake at night scheduling out your next day. Marketing Committee Chairman Ask for and give respect – Unexpected interruptions are a given part of business. Being Lara Haag respectful of your co-workers’ time, however, and asking for that same respect will help minimize unnecessary interruptions. A little planning, scheduling and process implementation can Medium-Duty Committee Chairman substantially reduce ongoing interruptions and fire drills. Randy Pennington Time management takes practice and can only perform magic if implemented. Membership Committee Chairman Even if you do nothing more than items one and four, I believe you will find Sheri Aaberg your focus will improve throughout your day, and the tension in your office will ease. Go ahead, be brave, and see if you can change your work habits for Training Committee Chairman n Jon Tepper the better, as you make your way to your “new normal.” Sheri Aaberg Website Committee Chairman Membership Committee Chairwoman Bobby Williams [email protected]

2 October 2010 www.UTA.org

UTA Industry Watch

It’s always a treat to welcome new members to the Used Truck Association. Each month we profile our new members in this newsletter. New members will have the opportunity to complete a bio and send a photo so our current members can learn more about you. We hope to learn not just how to reach you, but what you like/don’t like about the work you do, why you joined the Used New Truck Association, and what gets your gears going as a person. So new members please return your questionnaire so your fellow UTA members can get to know you! Also, if you’d like a copy of the new member brochure that we handed out at the convention in Members San Antonio, please contact David Grace at [email protected] or 770-389-6528 ext. 404.

Melissa Andreotti, Dennis Boswinkle, Tim Gordon, Sr. Account Representative Used Truck Wholesale/Buyer New Truck Sales Manager Adesa Atlanta Cooper Kenworth, Inc. Nacarato Volvo 5055 Oakley Industrial Blvd 5331 Davidson Hwy 1111 Polk Ave Fairburn, GA 30213 Concord, NC 28027 Nashville, TN 37210 www.adesarigs.com (704) 886-0258 (W) (615) 259-9500 (W) (770) 357-2178 (W) (704) 652-1861 (C) (615) 260-4298 (C) (205) 914-1255 (C) [email protected] [email protected] [email protected] www.coopertrucks.com www.nacaratotrucks.com www.adesarigs.com Melissa works for Cooper Kenworth, Inc., a In 1969, while the nation was caught up in Tim started out in the business in 1983, in medium and heavy duty truck dealership, Woodstock and the first manned landing on the Kenworth truck sales. leasing, service, and parts center. The company moon, Dennis Boswinkle was starting out in the Tim most enjoys the part of his job that allows was founded in 1973 in Durham, NC. Cooper Trucks trucking business as a mechanic. him to meet different people. As far as why he now has 10 locations throughout the state. The movie Easy Rider also came out in 1969, and joined the UTA, that’s simple. “It is the only like the characters in that seminal movie, Dennis professional used truck organization,” he said. enjoys riding his Harley. In fact, if Dennis wasn’t Tim’s looking forward to the business and the Ron Bates, Salesperson selling new trucks he’d love to be a Harley dealer. economy coming around. “A lot of good people Premium 2000 Dennis has rejoined the UTA after a five-year have had some tough times,” he noted. 321 N. Spring St. hiatus and is looking forward to relationship So far, so good, but there’s also another side to Winston Salem, NC 27127 building. He had some advice to share with Tim. “I love to cook,” Tim told us. In fact putting (800) 622-2164 (W) other UTA members: “Smile, it makes everyone trucks aside for a moment, Tim would love to [email protected] wonder what you are up to!” be in professional BBQ cooking!

Jessica Berens, Area Manager Chad S. Fine, Ken Hoffman, VP Premium 2000 Branch Manager - Minneapolis MHC 406 Lois Lane Arrow Truck Sales 1524 N. Corrington Euless, TX 76040 1300 New Brighton Kansas City, MO 64120 (214) 679-0867 (W) Minneapolis, MN 55413 (816) 242-6210 (W) (214) 679-0867 (C) 877-681-5883 [email protected] [email protected] [email protected] www.mhctruck.com www.arrowtruck.com www.premium2000.com Murphy-Hoffman Company, where Ken serves “I love the people in Three years ago, Chad as a VP, prides itself on its satisfied customers. the industry,” said started out in our business Its slogan is: “Whatever It Takes.” Jessica Berens, Area as a Sales Representative. Manager for He’s found that used truck Premium 2000. “It’s sales “are such a diverse business.” He explained: great to be a part of “You can interact with owner operators with 30 Richard Jackson, Area Sales Manager an industry that will years experience one minute, and CEO’s of small Premium 2000 never go away. Sure fleets the next. There is rarely a dull moment…” 1219 E Barham Dr., #110 we all have our Chad joined the UTA because he recognized that San Marcos, CA 92078 down times but semi a membership would be the best way for him to (760) 505-0114 (W) trucks will always be keep on top of what’s going on in the industry. [email protected] www.premium2000.com a part of our history Chad believes that many people don’t know that and our future.” while he’s an American, he was born and raised Dick got his start in Jessica has been in the trucking business since in Germany. “Just this year I have lived in the the trucking 1999, when she ran her own marketing and US as long as I lived in Germany,” he said. business as an area sales manager for promotions company. She’s a fan of the UTA, If he wasn’t in the business he’s in now Chad would believing that “it’s a good organization and one Premium 2000 and love to be in sports management. “Getting paid is doing pretty much with a tremendous amount of knowledge and to play games! Who wouldn’t love that?” networking.” the same thing today. He can trace back to when his interest in truck So Jessica, if not for the trucking business what might you be doing? “I couldn’t imagine getting out of the trucking business,” she replied. Continued on page 6

4 October 2010 www.UTA.org UTA Industry Watch

www.UTA.org October 2010 5 UTA Industry Watch Continued from page 4 drivers needed an agent who focused on their sales began. “Some of you may remember Paul needs wherever they are in the country.” James Overstreet, President/CEO Spokas,” he said. “A couple of years ago Lynn It’s always good to speak with someone who really Vector Fleet Management Murphy, our owner, and I took Paul’s two-day enjoys his work, which many UTA members seem 9300 Harris Corners Pkwy, Ste 170 training course. I have been a big fan of the to do. “I enjoy making a difference everyday with Charlotte, NC 28269 sales side of the truck business ever since.” drivers and the companies we work with,” Vic said. (704) 921-0148 (W) Like so many UTA members Dick really enjoys “We help drivers become OOs along with working (704) 968-0479 (C) the people with whom he works. “My job allows with several trucking companies large and small [email protected] me to meet mostly with sales managers and that use CDL Freedom in consulting. We also have www.vectorfleet.com sales people,” Dick said. “I am always amazed several drivers and trucking companies who use our It was 1976, the year Americans celebrated the at how knowledgeable and professional these insurance company so we become a true resource.” “Bicentennial,” when Jim Overstreet first entered sales people have to be in order to put the right When Vic’s not working (which is rare) he enjoys the truck business. He started in parts sales for truck with an owner operator.” boating, golf, hiking, and camping. If he weren’t Fruehauf Trailers. The UTA fits in well with Premium 2000 and its in this business Vic may have gone into the What a difference a few years can make. Jim is goals as a company. “We believe that the UTA is construction business, which he’s always liked. now President and CEO of his own company, Vector a big part of what brings all of the pieces of the Fleet management. Now that he’s a member of the trucking industry together. The confidence UTA, Jim will be looking for new ways to build that the UTA designation gives to the truck business-to-business relationships. buyer is very helpful.” Kevin Miller, Remarketing Sales & Dealer Development Jim was being a bit modest when we asked him Dick is a people person, inside of work and out. about something that people may not know about And he’s in a business where loyalty really Volvo Commercial Finance 7025 Albert Pick Rd. him. “There’s not much people don’t know about counts for something, which is also a belief me, I’m an open book,” he said. that carries over into his personal life. “I have Greensboro, NC 27409 Well one thing you may not have known is that Jim a group of friends that I grew up with and we (336) 931-3896 (W) really enjoys restoring things. In fact, if he weren’t in get together ever year. This year we will be in [email protected] this business he’d like to be in professional restoration. Morro Bay, California. I have known these friends for 55 years. I mention this for two Randy Olson, reasons. First, they will see this article, and Used Truck Wholesale/Buyer second I want to make a point about loyalty. I Cooper Kenworth, Inc. Michael Reddaway, Wholesale Manager see this kind of loyalty in the truck business 5331 Davidson Hwy Ryder Truck Rental, Inc. unlike in a lot of other industries.” Concord, NC 28027 5865B Fulton Industrial Estate We were impressed to learn that Dick was once (704) 886-0258 (W) Atlanta, GA a professional baseball player. “I played from (816) 665-5603 (C) (404) 349-8964 (W) 1964 to 1971 in the Boston Red Sox organization, [email protected] (404) 313-2361 (C) in the minor leagues,” Dick said. “I was a catcher. www.coopertrucks.com [email protected] If you saw the movie “Bull Durham” you saw my Randy is the second of three new members this www.usedtrucks.ryder.com career, except I wasn’t as good a hitter as the month from Cooper Kenworth. character in the movie.” While he’s left the game, it hasn’t left him. After playing professional baseball, he worked in the Karl Rehwalt, Controller insurance industry, building a client base that Rex Ott, General Manager Jim’s Pacific Garages, Inc. included professional athletes. “I have enjoyed Centre State International Trucks 2708 N. Commercial Ave almost 40 years of business life. Sometimes when P O Box 546 Pasco, WA 99301 I talk with former athletes the discussion comes West Burlington, IA 52623 (509) 547-7770 (W) around to what it would be like to still be involved (319) 753-6539 (W) [email protected] in the sports business today.” [email protected] www.centrestate.com The “everyday challenges that Mark Rollison, Used Truck Sales Manager come with the job” are what Victor Lange, Cooper Kenworth, Inc. Rex Ott most enjoys about this Owner and Director of Marketing 5331 Davidson Hwy business. His first job was as a CDL Freedom Concord, NC 28027 “parts man” back in 1968, but P O Box 77 www.coopertrucks.com more than 40 years later his Northville, NY 12134 (704) 886-0258 (W) enthusiasm has not waned a bit. (518) 863-6600 (704) 771-9186 (C) (518) 848-6361 (W) His constant thirst for new ideas and knowledge [email protected] probably helps. “I joined the UTA because I’m hoping [email protected] Mark is the third Cooper Kenworth employee to to get new perspectives or new ideas about the truck www.cdlfreedom.com join the UTA this month. We look forward to business,” he said. www.cdlassociates.org meeting you all! In 1981, Vic got his start A lot of people may not know that Rex’s hobby is in the trucking business building and restoring airplanes. But it’s trucks as a mechanic. He’s in management now, as the that move him professionally. “After having been Owner/Marketing Director of CDL Freedom & in this business for over 40 years, I’ve come to CDL Associates Insurance agency. “Our realize the only constant is change. We have to companies are focused on the driver,” Vic said. adapt to these changes and move forward.” “We started the insurance business because That’s good advice for so many aspects of life.

6 October 2010 www.UTA.org UTA Industry Watch

Robert Seyerlein, VP Triple Cities Mack 319 Greenridge St. Scranton, PA 18509 (570) 342-0208 (W) [email protected]

Mary Sweebe, Marketing Specialist Navistar, Inc. 4201 Winfield Rd. Warrenville, IL 60555 (630) 753-2594 (W) [email protected] “I was born into the trucking industry and couldn’t imagine doing anything else,” Mary shared. She recently joined Navistar and We’ve owned them then made joining the UTA one of her first from day one. priorities. While she’s a Navistar newcomer she has already concluded that there’s never a dull day at the company. We’ve maintained them When we ask people to tell us something that others may not from day one. know about them, we usually learn about their hobbies, kids, grandkids, previous jobs, and the like. In Mary’s case we learned that she’s allergic to bananas! So there will be no banana cream Robert Sims Justin Orenic pie for Mary at the Convention. n VP Used Equipment Sales Director Used Equipment Sales 720.670.9905 847.304.3184 [email protected] [email protected]

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Richard (Dick) Vulgamore, Jr.

Dick Vulgamore retired a little more than a industry. “I was one of the top 10 managers in that’s not the first thing that came to Dick’s year ago after devoting 35 years to the truck Ohio, and it was a secure job,” Dick explained. mind. “My wife of 45 years has been a support industry. When we spoke, he described his life “But, I was bored with data processing, and it through a lot of travel and ups and downs in today as one that is centered around his family was a wonderful experience in North Carolina.” my career. She’s been a source of encourage- and the weekly golf he enjoys. But, it wasn’t Dick used this fresh start to build the rest of his ment to me over the years. I look at the too long into our conversation when Dick career. He learned quickly and gained more reflection of my life through my kids and began to share with us, not only his many expertise and a strong reputation within the grandkids,” he said. He has especially fine reminiscences about his long career, but also industry. He joined PACCAR Financial Services memories of his time in North Carolina. “I enthusiasm for the consulting work he (PFC) in 1990, and by 1995 he was the national really enjoyed it, because it was establishing continues to do into his retirement. Of used equipment sales manager for the company. a customer network where I didn’t know course, retirement, although we all hope for He became nationally and internationally known anyone. I started from ground zero and built a happy one someday, comes at the end of a for his ability to evaluate and market used truck that network bit by bit. long and busy career, so perhaps we should equipment. He has fulfilled this role and shared Of course, we didn’t want to miss a chance to turn back more toward the beginning to see his expertise in court proceedings and consulting ask Dick what advice he would offer younger exactly how Dick got to be where he is now. opportunities in Australia, the United Kingdom, people trying to build their careers today. He Dick graduated from Ohio University in Mexico, and Canada, as well as all over the United offered some very specific observations. States. In 2004, Dick received the Marvin F. 1973, with a degree in Computer Science. “I Know your product as completely as possible, Gordon Lifetime Achievement Award at the was raised in Appalachia,” he told us. “My because the better you know what you’re UTA convention in Scottsdale, AZ. parents told me to go get something that was selling the better you are. in demand so I went for data processing.” He We asked Dick to help us understand the Build personal relationships with your soon signed on with Kenworth at the secrets to this type of success. “I always took customer base. Chillicothe, OH plant. He was part of the first it a day at a time and tried to work as hard 6-person team hired by the company to set up and smart as I could for that day,” he said. “I Follow up. If there’s an issue, good or bad, the computer system and programs to build kept an 8½-inch by 11-inch notebook as a make sure you look for a resolution. trucks. After a few years in computer diary of everything I did every day. At least Repeat business is the key to success. So many programming, Dick realized the work simply once a month, I reviewed those journals. I wasn’t for him. “I found I really enjoyed the people today just look at the shorter window also kept a ‘wish list’ journal.” This journal of selling one truck after another. If you don’t people side of it,” Dick said about the trucking included lists of people with whom Dick industry. He found an opening at a Cooper have a good solid customer base, you won’t would like to connect and listings for what be successful. Kenworth dealership in North Carolina, and he knew people were looking for. “The more moved his young family to Durham, NC information you’ve got and can process, the And trust us when we tell you, Dick knows where he began to learn the retail side of the more you can get back to the customer or the what a successful work life looks like. Today, source of the truck,” he explained. his life revolves around his wife, his three Now, this may be a paper-based kids, and his nine grandkids. Six of his system, but it certainly sounds a grandchildren live within an hour of his lot like something a person home, so that means lots of opportunities to trained in data management attend soccer games and school plays. He would find useful! still does some litigation work. “I’ve established some good relationships, and it’s When we talked to Dick about hard to find an expert witness on heavy his greatest achievements over equipment,” he explained. He plans to attend the years, of course he pointed to the UTA convention in November with his his Lifetime Achievement award. son who is also in the trucking industry. But He noted that to be a support mostly, Dick is simply enjoying his life. “I do person to his peers and chosen whatever I want in retirement,” he told us, to be honored by his peers was a “and that means lots of time with our family. fine moment. But, honestly, That’s what it’s all about.” n

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nexttruckonline.com 866.783.5137 UTA Industry Watch Flag with Case to Be Raffled at the Convention Flag has flown over the Capitol Building

he convention is coming up quickly, and as in previous years this Tone promises to be filled with great moments, interesting opportunities, and lots of fun. Each year, the UTA Board and Convention Committee work very hard to create a special and exciting event that will be fun for convention visitors and that will also produce revenue for our scholarship fund. This year, in keeping with our patriotic theme for the convention, we believe it would be fitting to raffle off a United States Flag. To make the prize even more special I contacted a U.S. Senator, Kent Conrad (D, ND), a personal friend, and he helped me to acquire a flag that has flown over the Capitol Building. Next, I contacted my long-time friend, and past member of the UTA, Charlie Langley. Charlie is now retired and living in the hill country in southwest Texas. But I knew I could get him into his wood shop, where he built a flag case using Texas mesquite wood that is over 100 years old! These two prized possessions will also be accompanied by a personalized signed photo of our former president, George W. Bush and a letter of appreciation to the UTA for our dedication to the education of the youth within our organization. Buy your raffle tickets as early as possible. Tickets can be purchased in advance or during the convention from any UTA Board Member or Grace Management. The tickets are $5 each and all proceeds will go to the UTA Jerome Nerman Family Foundation Scholarship Fund. Just like last year, you do not need to be present to win. But, remember, one thing is for sure: You can’t WIN if you don’t BUY IN! n Eddie Walker UTA President Emeritus [email protected] Used Truck Association Membership Photos

e are expecting a great turnout this year at the 2010 Jacksonville UTA Convention. Now, Wevery year new members join the UTA and attend the convention, and I meet a number of these new members. When I get back to my office on the following Monday I have a pile of business cards, and I try to remember the faces that go with the names. Therefore, because of my poor memory, this year we are going to take a large step forward. Earlier this year the Used Truck Association Board of Directors decided to have our membership directory posted online, as well as continuing the printed directory each member receives. To enhance our online directory, this year we’d like to add photos of each member who chooses to provide one. Although this won’t improve anyone’s memory it does give you and me a sort of cheat-sheet. On Wednesday, November 3rd from 1:00 to 6:00 pm we will have a professional photographer, Patrick Williams, stationed at the registration desk. Patrick has been taking photos at our conventions for a number of years now, and they are always superlative. There will be signage at the convention registration area. Our volunteer staff will also be there to guide you, give you the necessary information, and direct you to Patrick to have your photo taken. I look forward to seeing you in Jacksonville, and please come prepared to have your photo taken on Wednesday. If you aren’t going to be in Jacksonville, you can still have your photo published in the new online directory. Please email a photo (headshot preferred) to [email protected], along with your name and phone number. n Thank you, Bobby Williams [email protected] 10 October 2010 www.UTA.org UTA Industry Watch

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Navistar Reports Higher Revenues, But Lowers Guidance The Recession Ended June 2009 WARRENVILLE, Ill. (Sept. 8) – Citing It may be news to the millions of people still out of work, unable to pay advances in its core business, strong military their mortgages, or having a lot of trouble financing their kids’ college sales and “improvements in its cost structure,” Navistar reported improved results for the third quarter ended July 31, 2010. educations, but the Recession officially ended in June 2009. This pronounce- ment was made on September 20 by the organization that tracks such “Third-quarter results showed a continuation of the company’s ability to be things, the National Bureau of Economic Research. The recession profitable in difficult economic conditions. Beyond strong military sales, officially began in December of 2007, according to the NBER, making its we saw improved performance from our core businesses in truck, engine 18-month run the longest recession since World War II. and particularly service parts,” said Daniel C. Ustian, Navistar chairman, president and chief executive officer. The NBER said that “a trough in business activity occurred in the U.S. economy in June 2009. The trough marks the end of the recession that began Navistar was especially pleased to be able to report higher revenues, as “the in December 2007 and the beginning of an expansion.” Now expansion industry continues at a nearly 50-year low.” Its third quarter net income totaled is a term that needs to be defined in this case. An expansion is “the end $137 million; revenues totaled $3.2 billion. This compares to a $12 million of the declining phase and the start of the rising phase of the business net loss for the same period last year. cycle. Economic activity is typically below normal in the early stages of “All of our businesses continue to perform well,” said Ustian. “We are an expansion, and it sometimes remains so well into the expansion.” encouraged by the results of the third quarter and expect to deliver full year results toward the upper end of our earnings guidance. In addition, Oh, and if things should deteriorate, that would mean we’re in a new we are experiencing several successful product launches and are actively recession. “The committee decided that any future downturn of the economy delivering 2010-compliant products to our customers.” would be a new recession and not a continuation of the recession that began in December 2007. The basis for this decision was the length and strength The news wasn’t all good though, as reported by the Wall Street Journal. of the recovery to date.” The company actually lowered its overall guidance for the year, “in a range of $12.2 billion to $12.5 billion, compared with its previous guidance of Let’s all hope we truly are in the early stages of an expansion, that will $13.2 billion to $13.7 billion,” according to the newspaper. It attributed the n grow with time! company’s lowered guidance to the timing of some military orders. n

Inventories Rise, Spurring Hopes Cummins Chooses VanDyne SuperTurbo for More Economic Growth for Advanced Waste Heat Recovery System for DOE Super Truck Program The U.S. Department of Commerce announced that business inventories were up 1 percent in VanDyne SuperTurbo, Inc. announced it has July, the biggest percentage increase since July signed a contract with Cummins Inc. to develop more fuel-efficient Class 2008. The tally surpassed Wall Street’s 8 trucks using VanDyne SuperTurbochargers. The agreement is part of the forecasts, which were for a 0.5 percent rise. Super Truck program, a cost-sharing initiative between the Department of Energy (DOE) and the private sector. While we’re getting a lot of positive economic news these days Under the agreement, Cummins and VanDyne together will work to develop (although unemployment remains high, and housing starts and sales a VanDyne SuperTurbocharger for a Cummins engine. The technology remain low) this was especially welcome news from the Commerce captures waste heat in the exhaust and adds it back on top of the engine’s department. “Inventories are a crucial component of changes in the power. It thereby increases both fuel efficiency and horsepower in gross domestic product over the business cycle,” the New York Times internal combustion engines. reported. “Investments in inventories were a chief factor to growth during the early part of the recovery from the worst downturn since Cummins was awarded $39 million under the SuperTruck program to the Great Depression,” the paper added. n specifically develop more fuel efficient Heavy Duty Class 8 trucks. The goal is to improve vehicle freight efficiency by 50 percent through advanced and highly efficient engine systems and vehicle technologies that meet prevailing emissions and safety requirements. Every facet of energy Premium 2000+™ Broadens Coverage Options consumption of a Class 8 tractor and trailer will be addressed through the development and integration of advanced technologies. Premium 2000+™ Warranty Programs, an aftermarket warranty provider to the commercial truck marketplace, will now offer coverage for “By investing Recovery dollars in next generation fuel efficient trucks Emissions Gas Recirculation (EGR’s) Valves and Diesel Particulate here at home, we’re not only creating new job opportunities now, but helping lay a new foundation to keep American auto manufacturers Filters (DPF’s). competitive in the 21st century global marketplace,” said Vice President The company reports that many of its participating dealers requested Joe Biden. “Through strategic public-private investments like these, these new coverage options. Premium 2000+™’ new Emissions the Recovery Act is helping lay the groundwork for an expansion of Package for these components is part of its mechanical breakdown our clean energy economy.” coverage options. The Super Truck program is part of the American Recovery and More information is available at www.premium2000.com n Reinvestment Act, designed to ensure innovation and technology development in America at both small and large companies. n 12 October 2010 www.UTA.org UTA Industry Watch

MRAP Trucks Saving Troops’ Lives: USA Today Back in March we wrote about Navistar’s new $752 million contract to provide 1,050 enhanced International® MaxxPro® Dash Mine Resistant Ambush Protected (MRAP) vehicles. The contract was awarded from the U.S. Marine Corps Systems wholesale loan retail Command. We’re happy to report that USA Every value. Today has found that the MRAP vehicles are protecting Everywhere you need them. troops from roadside bombs. In a marketplace full of numbers, how do you know which ones to trust when valuing “Nearly 80 percent of roadside a vehicle? Look to NADA. Our analysts take the industry’s most comprehensive data bomb attacks on Humvees and turn it into reliable values that are relevant to your business. Wholesale. Loan. from January 2009 through Retail. Whether you need them for buying or selling. Leasing or lending. Insurance July 2010 killed the Humvee’s or assurance that you’re making the right decision about any used commercial truck. It’s all the information you need. All the time. All from one source. NADA. occupants,” the paper reported recently. “The figure dropped to Experience the full power of NADA’s vehicle information. 15 percent for attacks on the Visit www.nada.com/b2b to learn more. new MRAP vehicles.” n

PACCAR Launches Engine Website for Dealers BELLEVUE, WA (September 7, 2010) – PACCAR has launched a website all about PACCAR engines. The website, www.paccarengines.com, is designed to provide information about the PACCAR engines installed in DAF, Kenworth, and Peterbilt trucks. Through the website dealers and other PACCAR customers can access news about developments in PACCAR engine technology, specifications, features and benefits. The site also includes extensive engine history information, and design and manufacturing quality details. Visitors can view video testimonials from customers, and take virtual tours of PACCAR’s engine development and test facilities. There’s also information about 2010 emissions control systems. It’s an excellent tool for our customers and dealers, providing a single location for the full range of PACCAR engine-related news and information.” The company noted that the site also provides links to DAF, Kenworth, and Peterbilt websites “to enable a better understanding of the integration of the engine, powertrain and vehicle chassis.” n

$1.5 Million Found in Stopped Truck Some very valuable cargo has been found in the back of a tractor trailer. The Main State police found $1.5 million in cash in the back of a truck on the Maine Turnpike, according to an Associated Press report. This may be a case of bulk cash smuggling, a phenomenon that’s on the rise according to U.S. Immigration and Customs Enforcement (ICE). An ICE official interviewed by the Foster’s Daily Democrat said smuggling is increasing as “everyone from drug dealers to human traffickers look to move proceeds in a manner that avoids getting financial institutions involved.” The vehicle was registered in Texas, and the greenbacks were found in buckets. They were discovered when the vehicle was pulled over for a “routine inspection.” It was the largest seizure of its kind in the state’s history. n www.UTA.org October 2010 13 UTA Industry Watch

COMBAT RISING FUEL COSTS WITH THE MOST FUEL-EFFICIENT DRIVE TIRE IN NORTH AMERICA1. Prices Continue Northward, Equipment Orders to Follow: ACT Truckload carriers are seeing prices rise for the seventh consecutive month, “laying the foundation for increased heavy-duty equipment replacement in coming quarters,” ACT Research Co. (ACT) recently reported. Its latest North American Commercial Vehicle Outlook projects production of heavy-duty (Class 8) vehicles will rise 26 percent this year, compared to 2009. What’s more, this sales trend will continue into 2011. For commercial trailer production the news is also good. ACT expects production to increase by 47 percent in 2010, and also to rise sharply in 2011. Its forecast for medium-duty vehicle production is less rosy, as production relies heavily on the housing sector’s health. Copyright ©2010 Michelin North America, Inc. All Rights Reserved. The Michelin Man is a registered trademark of Michelin North America, Inc. America, of Michelin North Michelin Man is a registered trademark The All Rights Reserved. Inc. America, Copyright ©2010 Michelin North There production is expected to grow 12 percent in 2010, and grow modestly after that. ACT also lowered its forecast for real GDP growth to 2.6 percent in Introducing the new MICHELIN® X One® XDA® Energy tire. 2010, and 2.7 percent in 2011. This adjustment didn’t impact projected Once, rising fuel costs meant falling pro ts. Not anymore, thanks to the MICHELIN® X One® XDA® Energy tire. A 3,000-mile, real-world road test compared the MICHELIN® X One® XDA® Energy tire, together with the MICHELIN® XZA® 3 tire and the Class 8 demand since the heavy-duty production forecast remains MICHELIN® X One ® XTA® tire, to the Bridgestone ® R287, M720 and R195F tires and the Goodyear ® G395 ™ LHS™ Fuel Max™, G305™ LHD™ Fuel Max™ and G316™ LHT ™ Fuel Max™ tires. The results? The MICHELIN® X One® XDA® Energy tire can help save 7% 2 on fuel versus the most fuel-ef cient tires Bridgestone and Goodyear have to offer. Fuel savings the leading competitors below economic modeling “due to expected constraints in ramping can’t match. It’s just one more way the right tire changes everything.

up component supplies in the manufacturing supply chain.” To learn more about the MICHELIN® X One® XDA® Energy tire, and to see the results of the 3000-mile fuel test and how it can 10MTT2387 help you save more money and fuel, visit www.gowidesavegreen.com.

1 Estimates based on comparative rolling resistance data collected by an independent third party on drive tires from the SmartWay™ – Furthermore, ACT reports its ACT-Echo Global Truckload Survey veri ed technologies list. Actual on-road savings may vary. 2 Actual results may vary. “shows carriers are continuing to make progress raising freight rates as business volumes have improved,” said John Burton, vice president transportation sector with ACT Research. “Carrier profitability was very strong in the second quarter and our survey results would indicate further improve- ment in the second half. This should lead to increasing orders of equipment to replace an aging fleet later this year and into the early part of 2011,” added Burton. n Sell. Manage.

August is the Top Month for Big Make Money. Trucks So much for the We Offer: It’s easy with EPG! dog days of Physical Damage www.epginsurance.com summer. Non-Trucking Liability WardsAuto.com reported that medium and GAP Coverage heavy-duty trucks sales climbed 22.7% in August Total Loss Protection as compared to the same month in 2009. August PLUS: 30 Day PDI Keep Your Rental marks 2010’s best month for truck sales so far. Fleet Rolling With The details from WardsAuto.com: Loss Damage Waiver Track Class 6 gains were the highest—57.3%—over Dealer Corporate Package Cert 2009’s figures. We promise innovative Know for certain Class 5 and 8 increases were also large, while products, exemplary service and competitive rates. that the Certificate of Class 7’s sales rise was more modest. Only Class 4 Insurance your saw a decrease for the month: down 52.7%. You won’t find a partner customer provided more dedicated to the you is worth the paper Through August, U.S. sales of medium- and trucking industry. it’s printed on. heavy-duty trucks were up 11.5% from the n www.epginsurance.com same period in 2009, reaching 139,996 units. [email protected] • phone 901-685-3100 • fax 901-374-9793 • 800 Ridge Lake Blvd., Suite 301, Memphis, TN 38120

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OH_poster_newletterVFINAL.indd 1 8/18/09 9:35:01 AM UTA Industry Watch Remembering the Golden Age of Trucking

f you had the money to build a museum dedicated to something you Iloved, so others could also appreciate your passion, would you? For Richard J. Guerrera the answer was a definite yes! Guerrera owned a liquid transportation trucking company based in Connecticut. When he started the company in 1969 he had but one truck, but expanded his business to a fleet of over 120 trucks in just a few years. Once his trucking business became successful, Guerrera had the time and money to devote to his true passion: collecting and restoring antique trucks. But Guerrera was always one to share. He regularly took his vehicles to local and national truck shows, and even loaned 1954 Kenworth them out for parades. In 1998, Guerrera founded the Golden Age of Trucking Museum (http://www.goldenagetruckmuseum.com/) as a way to further share his love for antique trucks. Its Middlebury, Connecticut showroom displayed antique trucks from the early 1900’s to the late 1970’s. Mack, GMC, Diamond T, Autocar, Brockway, White, International, Pierce Arrow, Republic, Jeep, Dodge, Sterling were all represented in the display, according to the Museum’s website. Unfortunately, the Museum’s doors closed in July, as the owners were unable to raise the funds needed keep it open. Some photos of the grand vehicles on display there appear here. 1965 Mack C600

1916 Mack Paddy Wagon 1955 International Harvester DFC 405

Antique License Plates 1974 Autocar DC93 16 October 2010 www.UTA.org UTA Industry Watch    

International Harvester                                1954 Dodge Power Wagon B1 Fire Pumper by Zabek Motors

1928 Pierce Arrow RG5, 7 Ton Dump Truck

1952 Diamond T 950 RS

www.UTA.org October 2010 17 The Road From San Antonio...

Leads to Jacksonville, Florida 2010 UTA Industry Watch OCTOBER Last Notes 8-9 • Charlotte Diesel Super Show Concord, NC • www.dieselsupershow.com Every now and again we must look at disturbing news in order to 16-19 • 2010 ATA Management Conference & Exhibition see what, if anything, we can do to change the facts before us. In Phoenix, AZ • www.truckline.com early September, the Department of Transportation (DOT) reported on efforts within the trucking industry to help change the NOVEMBER grim statistics that represent the average life expectancy for a 3-6 • 11th Annual UTA Convention long-haul trucker. That figure, according to the Centers for Disease Jacksonville, FL • http://uta.org/index.php/convention/ Control and Prevention, is 61 years for a man, a full 15 years shorter than the average life expectancy for the typical North FEBRUARY 2011 American male. Actually, this statistic puts long-haul truckers in 5-7 • NADA Convention & Expo the same category of men from Yemen or Senegal. For the people http://www.nada.org/TrainingEvents/Convention/ we depend upon to move so many of the products we use every day, surely there must be something we could do to encourage efforts to MARCH 2011 improve these odds. 7-8 • The Green Truck Summit First, let’s look at some of the reasons behind these grim numbers. www.ntea.com/worktruckshow/ First, of course, is the tight scheduling that requires drivers to 8-10 • The Work Truck Show spend so much time sitting in a truck cab. Add to that the nature of www.ntea.com/worktruckshow/ food that is readily available and convenient to people spending so much time on the road, and you have a formula for disaster. We’ve APRIL 2011 long known that a sedentary lifestyle coupled with a diet high in fat 15-18 • ATD Convention & Expo will lead to heart disease and other serious health issues. All of this Phoenix Convention Center • Phoenix, AZ is true and undeniable, and we haven’t even discussed the issue of highway safety and trucking accidents. Do you know of an event that should be added to this list? Please send the details to [email protected]. Now, before you turn away from this newsletter and go crawl back into bed, we’re happy to be able to tell you that the DOT also reported some significant new efforts from long-haul truckers Quintessential Quote themselves to try and change the numbers. At the 2010 Great Men are born to succeed, not fail. American Trucking Show held in Dallas, TX at the end of August, the Trucking Solutions Group Driver Health Council and the Henry David Thoreau Healthy Trucking Association of America organized the 61+ Health Awareness Walk. The Dallas walk was a 1.5 mile trek held indoors, because of the hot Texas summer sun. The Dallas event followed two others held earlier this year, one at the Mid-America We Want You! Truck Show in Louisville, KY last March and one at the Great West Sign up today to attend the Truck Show in Las Vegas, NV last June. 11th Annual Convention Of course, taking a brisk walk every three months won’t solve the Boot Camp 2010 problem, but the walks are intended to raise awareness among in Jacksonville, FL truckers for the need to consider what lifestyle changes are possible within the confines of the job requirements. This is a grass-roots effort directed from one driver to another. The Trucking Solutions Group, a group on Facebook, is also trying to address this issue. Some drivers have gone so far as to express the desire for exercise equipment that could be used within their truck cabs. With all the demands on a long-haul trucker, it is not going to be easy to change exercise and diet choices. But, as vital as these workers are to all Americans, it would be helpful for us all to keep their needs in mind. The very least we can do is share the road courteously with them. We may not be able to change their lifestyle realities, but we can make sure we’re not making their lives even more dangerous!

Deb and Brad Schepp [email protected] www.UTA.org October 2010 19