Volume 20 • Issue 10 • October 2018 Chartered May 16, 1988 The Used Truck Association WATCH UTA Members Helping in Crisis 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 2 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.