UTA Training Class Review

1.877.gets.uta • www.uta.org
Used Truck Association
Chartered May 16, 1988
Published by the Used Truck Association
325 Country Club Drive, Suite A
Stockbridge, GA 30281
Table of Contents
Board News & Views............................2
Face to Face with Paul Mulderig..........4
New Members...................................5, 6
The Brooks Group
Sales Tip of the Month.......................6
Moving on Down the Road:
Catching Up With Jim Elliott..............6
Sleepers Remain at Record Levels;
Medium Duty Market
Not Yet Recovered..................... 12-13
Volume 14 • Issue 10 • October 2012
UTA Training Class Review
T
he Used Truck Association held its first training class in many years this past October 8th
and 9th at the Marriott Courtyard near the Kansas City International Airport. Since there
is a great deal of planning and preparation that goes into holding any type of training class the
UTA Training Committee has been focusing for months on making this class successful.
I am extremely happy to report to our UTA Membership that this Used Truck Manager
Training Class was a huge success not only in attendance with 18 used truck sales managers, but
with our reviews that were taken after the training class ended. I can say that our success was
due to having the “right man for the job,” George Papp. George is a sales training specialist in
our industry and has held hundreds of training classes over the past 14 years. George presented
the learning criteria directed to the sales manager to get the most out of two days as possible.
Some of the criteria were: recruiting, interviewing, successful sales training, how to hold
meaningful sales meetings, motivation, leadership and much more.
We had attendees from coast to coast and from border to border. Most came in Sunday ready for
George’s education and training. Below are the people who attended the UTA Manager Training Class.
Todd Anderson—Allstate Peterbilt of Eau Claire
Alex Petrusheski—Compass Truck Sales
Mario Magliano—Compass Truck Sales
Wayne McCombs—Hunter Truck Sales
Industry News Briefs..................... 16-17
Hanna Hoovestol—Lone Mountain Truck Leasing
Industry Events Calendar.................... 21
Josh Mironov—North Jersey Truck Center
From Where We Sit............................23
Aaron Carpenter—Opperman & Sons, Inc.
The UTA…
Members Supporting Members!
Zack Baurer—Opperman & Sons, Inc.
Mike Mears—River Value Capital Phil Olson—Scaffidi Motors, Inc.
Greg Nerman—Truck Center of America
Eric Krikke—Vander Haag, Inc.
Steve Bootsma—Vander Haag, Inc.
Bill Meyers—Central California Truck & Trailer
Kit Purdy—Cascadia International, LLC
Lino Munoz— Central California Truck & Trailer
SHARE YOUR news
with the UTA Industry Watch.
Send submissions, ideas and
comments to:
UTA Industry Watch Editors
Brad and Deb Schepp and Jay Burgess
c/o Grace Management
325 Country Club Drive, Suite A
Stockbridge, GA 30281
Phone: 877-GETS-UTA (877-438-7882)
Fax: 770-454-0029
editor@uta.org
Ken Kosic Jr.—Midwest Truck Sales
Camden Halverson—River States Truck & Trailer
At our closely approaching Convention, I will be presenting a schedule to the UTA Board of
Directors about similar training, as well as management training for 2013. The board has also
given the Training Committee the “go-ahead” for additional e-learning programs similar to the
ones we have now on the UTA website. If you have not viewed the current e-learning programs,
do yourself a favor and review them with your organization. I would like
extend invitations to every UTA member and encourage you to take
advantage of these exciting opportunities. Become a part of the Used Truck
Association training experience.
Thank you,
Ken Kosic
Chairman-Training Committee
2012
Board of Directors
UTA Industry Watch
Board News and Views
It’s Time for the UTA Convention Again!
I
t is hard to believe that this past year has gone by so quickly, and the next convention is
already here. New Orleans, a city founded in 1718, will provide a great setting and a lot of
fun for all the UTA members who attend.
Front, L to R: Kenny Doonan, Tim
Ormsby, Tim Ronan, George Barnett,
Marty Crawford, Mike Thurston
Back, L to R: Bryan Boyd, Bryan Haupt,
Sheri Aaberg, Tom Pfeiler, Rick Clark,
Lara Haag, John Cosgrove, Bobby
Williams, Ken Kosic, Jay Burgess alternate (not pictured)
President
Rick Clark
Vice President
Bobby Williams
Treasurer
Tom Pfeiler
Secretary
Sheri Aaberg
President Emeritus
Marty Crawford
Affiliates & Benefits Committee
Chairman
Bryan Boyd
Convention Committee Chairmen
Sheri Aaberg & Tim Ormsby
UTA Jerome Nerman Family
Foundation Scholarship Committee
Chairman
Tim Ronan
Elections Committee Chairman
George Barnett
Marketing Committee Chairmen
Jay Burgess & Rick Clark
Medium Duty Committee Chairman
Tom Pfeiler
Membership Committee Chairmen
John Cosgrove & Kenny Doonan
Having just joined the Board at the last convention, this past year has given me an eyeopening view of what Board members must do to ensure a successful convention happens.
Sheri Aaberg, as Convention Chairman, has done an outstanding job in harnessing this
sometimes rogue board and channeling it into a great, make-it-happen team. This board takes
no prisoners when it comes to getting things done. Eddie Walker, thank you for introducing
me to the UTA years ago when I first attended as the only new truck dealer who was a UTA
member.
This year, without a doubt, will be another great convention, with over 545 people now signed
up to join us in the Mardi Gras city. Please note that if you have not signed up that rooms are
getting in short supply.
At this year’s convention we have some captivating speakers. Joining us will be J.R. Martinez,
a former U.S. army soldier and actor. Mr. Martinez also serves on the board for the Phoenix
Society for Burn Survivors, and has spoken before large corporations, veterans groups,
schools, and national news outlets. Also joining us
is former two-term Kansas governor
and the current ATA president
Bill Graves. Mr. Graves, a
personal friend of mine, will be
joining us to elaborate and bring
insight into the trucking
industry’s current and future
state of affairs.
The breakout sessions will again
be top notch, and our exhibitor evening
will feature over 60 vendors with their new
products to display. We welcome some new vendors this year.
For example, FSX will display their industry-leading DPF cleaning
machine, and VIS will showcase their wheel polishing machine. I can
personally say just mount the wheel, push a button, walk away, and a
“junk” aluminum wheel is polished into a wheel with a mirror finish--all while the operator
has been working on other tasks.
All UTA members, especially this year, should be very proud of their donations to our college
scholarship program! Without our members we would not have been able to give over
$122,000 over the past six years to promote higher education. This year we will announce 10
scholarships of $5,000 each at the awards dinner. You will have the chance to learn about the
individual students who were picked by Johnson Community College. My hope is that your
generosity carries on this year so we can continue funding this very worthy cause.
Our activities will provide something for everyone to enjoy including golf, airboat swamp
adventures, a New Orleans City tour, and a cooking class (Bobby is teaching). And yes, Al,
there is a casino just one block away heading to the French Quarter.
My wife Sue and I hope you can join us for what I know will be a great convention.
Training Committee Chairman
Ken Kosic
UTA Dealer Group Committee
Chairmen
Mike Thurston & Bryan Haupt
Kenny Doonan
Co-Chair Membership Committee
kenny@uta.org
UTA.org Website Committee Chairman
Bobby Williams
2 October 2012
www.UTA.org
UTA Industry Watch
www.UTA.org
October 2012 3
UTA Industry Watch
A
t the age of 22, Paul had completed his
tour of duty with the U.S. Marines. He
made the decision then to follow his older
brother into truck sales. At the time, his
brother was the Used Truck Manager for
Great Basin Volvo/GMC. The elder Mulderig
arranged a job for his brother selling pickups.
Over time, Paul worked his way up to the
heavy side of truck sales, and today he is the
General Used Truck Sales Manager for
Jackson Group Peterbilt in an area that
covers Salt Lake City, UT and four cities in
Idaho. He’s been a member of UTA for just
around a decade, and he reports that he still
wakes up every day loving his job. “I wake
up each day with the attitude ‘I get to go to
work today’!” he told us.
Paul spends his days purchasing used trucks
and appraising trucks for all five locations. He
is also responsible for hiring and training new
sales staff and making sure they have all the
tools they need to do their jobs well. Because
the company is also a PAC lease dealer, Paul is
involved with helping the company move its
leased vehicles through the system as the leases
Paul Mulderig
mature. “I’m involved with determining residual
value on leased trucks,” he explained. “A good
part of each day is spent helping others make
decisions, solve problems, and put out fires.”
We asked Paul to recall for us some of his
proud moments, and he went straight to the
beginning of his career with Peterbilt of Utah.
“I started working for Peterbilt of Utah in
February of ‘99 as a salesman,” he said. “In
July of the same year I was asked to be the
Used Truck Manager and to take a department
that had never ever been in the black and turn
it around. I was asked if this was even possible.
I said it was, but based on how things had been
done in the past a lot of changes would need
to be made; changes that would cause a lot of
heartburn in other departments at least for a
little while.” His managers asked how long it
would take to be on the positive side of the
bottom line, and Paul was honest with them.
“I said up to a year and a half. Thirteen months
later, we were profitable and have stayed that
way ever since, not every month but more so
than not.”
Paul still loves the fast pace of his job and
his interactions with others within the
used truck industry. “You’re on the phone
with someone in Texas,” he explained.
“At the same time you’re sending an email
to a guy in Kansas City, and you have a
call on hold from someone in Arizona.
Most days you have to be on your
toes from bell to bell.” Within this
frenzy, Paul also finds helping his
sales staff structure and execute a
plan that works to be a lot of fun.
Even with all these years of success
under his belt, Paul also made it a
point to explain that he still loves
learning from his elders. “I love
listening to those who know more
than I do and trying to heed their
advice,” he said.
Still, his long and successful career
leaves him in a good position to
help his staff and advise them
about making their careers successful, too. He
4 October 2012
offers advice that is a little different from what
so many others share with us. “Go to work for a
company that has a great reputation of taking
care of their customers, as well as their employees,”
Paul said. “Give them 110 percent and stick
with them through the good times and bad.
The grass is rarely greener someplace else.
Longevity with the same company usually has
huge long-term benefits and opportunities.”
Paul went on to add a new thought to the
question of challenges facing the used truck
industry, too. “I think staying ahead of the
curve in regard to how our customers’ needs
are changing is a big challenge,” he explained.
“I can’t say that our situation is the same for
everyone, but for years, at least on the used side
of the business, our meat and potatoes have
been the one- to three- truck owner/operator.
That has changed dramatically. From around
2008 and on we are seeing our customer base
turn into small-to-medium sized fleets. Their
needs, demands, and buying habits are completely
different from most of the customers we have
dealt with in the past.” Knowing that Paul
started his long career in the trucking industry
even before his military service when, as a high
school student, he washed trucks for Roadway
Express a couple of days a week, we would do
well to consider his observations. Clearly they
are based on years of learning what makes a
successful career.
In his spare time, Paul is devoted to his wife
of 14 years Brenda. They have three children.
Their oldest, son Brody, and his wife Kristen
are now expecting the couple’s first grandchild!
They recently moved to Michigan where Brody
is pursuing his MBA at the University of
Michigan. Their daughter Karissa will graduate
this December with her nursing degree from
Idaho State. Finally, their youngest, son Jason,
has just begun his freshman year at Utah State.
In addition to “hanging out” with their
wonderful family and friends, Paul enjoys
anything outdoors, from boating on Lake
Powell to back-country bow hunts for deer or
elk, to cycling and snow skiing. It looks a bit
like Paul enjoys being as busy in his free time
as he does at work! n
www.UTA.org
UTA Industry Watch
New
Members
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 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 enjoy about the work you do, why you joined the UTA,
and what gets your gears going as a person. So please return your questionnaire so your
fellow UTA members can get to know you!
If you’d like a copy of the new member brochure handed out at the convention, please
contact David Grace at davidgrace@charter.net or 770-389-6528 ext. 404.
Art Alvarez, Wholesale Buyer
Michel Menard, President
William Reed, Vice President
Central California Truck & Trailer Sales
4244 S. Bagley Ave.
Fresno, CA 93725
(559) 264-3200 (w)
(559) 232-9424 (c)
beezertransport@yahoo.com
M. Menard Enterprises
154 Maclaren Ouest
Gatineau, Quebec J8L1J1 (CANADA)
(613) 769-6265 (w)
menard.56@videotron.ca
Jim Reed’s Truck Sales, Inc.
5742 Albany Post Rd.
Cortlandt Manor, NY 10567
www.jimreedtruck.com
(914) 737-3990 x16 (w)
(914) 960-8099 (c)
h3879@aol.com
Art got his start in the business as a driver
back in 1999. He’s looking forward to
making some great new contacts now that
he’s joined the UTA.
Art really enjoys the chance to travel that
his job offers him, as well as the chance to
meet new people. In fact, when we spoke to
Art he was enthusiastically looking forward
to UTA’s 2012 Conference in New Orleans.
Why not? It’s perfect for someone who loves
the truck business, traveling, and meeting
new people!
Todd Anderson, Used Truck Sales
Manager
Allstate Peterbilt
6500 Texaco Drive
Eau Claire, WI 54703
www.allstatepeterbilt.com
(715) 847-4747 (w)
(715) 305-8124 (c)
tanderson@allstatepeterbilt.com
In 1976, while the
U.S. was celebrating
its Bicentennial,
and the first of the
Rocky movies was
in theatres, Michel
was just getting his
start in the truck
business as a
mechanic.
As the guy in
charge now, Michel says the best part of his
job is meeting people and talking with
them about so many different things.
When you’re happy in your work why make
a change? That’s pretty much how Michel
feels since he said he couldn’t even imagine
himself doing anything but being in the
truck industry, “because I like what I do.”
Michel also enjoys fishing, golf, and travel.
Bob Petersen, Used Truck Manager
Pacific Truck Centers
600 S. 56th Place
Ridgefield, WA 98642
www.pac-truck.com
(360) 887-7400 (w) (360) 831-1509 (c)
bpetersen@pac-truck.com
Scott Spangler, Used Truck Manager
Peterbilt of Louisville
4415 Hamburg Pike
Jeffersonville, IN 47130
www.larsongroup.net
(812) 288-8007 (w)
(701) 408-9120 (c)
sspangler@larsongroup.net
Scott started in the truck industry in 1988
as a technician. He’s joined UTA hoping to
“make lots of business contacts and
hopefully some friends, and build lifelong
business and personal relationships.”
He says the best things about his job are
that each day is different, he can work with
people, and those people have varying
personalities.
If he wasn’t in our business Scott says he’d
be a guide or outfitter because he loves to
hunt (bow hunting is his favorite), and he
loves the outdoors.
Finally, like so many of us, he’s looking
forward to November’s Convention in New
Orleans where he hopes to get to know
many UTA members.
New Members continued on page 6
Kent Marschke, Used Truck Manager
Wallwork Truck Center
900 35th St., NW
P.O. Box 44
Fargo, ND 58102
www.wallworktrucks.com
(701) 476-7010 (w)
(701) 371-8643 (c)
kent.marschke@wallworktrucks.com
www.UTA.org
I guess we all like to be recognized not for one piece
of fireworks, but for the ledger of our daily work.
~ Neil Armstrong
October 2012 5
UTA Industry Watch
New Members continued from page 5
Todd Tracy, Truck Sales Manager
Pacific Truck Centers
600 S. 56th Place
Ridgefield, WA 98642
www.pac-truck.com
(360) 887-7549 (w)
(503) 757-1239 (c)
ttracy@pac-truck.com
When someone challenges your
price, it doesn’t necessarily mean
you have done something wrong.
You could be dealing with a
“smart buyer” who will always
challenge a salesperson’s price.
Todd began as a
sales coordinator for
a Freightliner
dealership. He’s
hoping his UTA
membership gives
him the chance to
network with staff
at other truck
dealerships, “and
form lasting
relationships with
other Truck Sales Managers--new and used.”
The best part of his job, Todd says, is the
chance to meet new people every day. The
inherent challenges that come with the
truck industry are something he also really
likes about his work.
Todd enjoys the truck industry so much he
can’t even imagine himself in another line
of work. “I can’t see myself doing anything
else, because I enjoy my career and look
forward to the challenges of the trucking
business,” he shared with us.
When not at work you may find Todd
coaching football to 3rd and 4th graders.
Todd also wanted us to share some facts
about his employer, Pacific Truck Centers.
“We are a service-oriented company with
the commitment of meeting or exceeding
our customers’ expectations. We have 10
locations to service you. Please visit us
online and our parent company, Pacific
Power Products.”
Larry Woodman, Used Truck Manager
Peach State Freightliner
6535 Crescent Drive
Norcross, GA 30091
www.peachstatefreightliner.com
(770) 449-5300 (w)
(404) 680-6444 (c)
lwoodman@peachstatetrucks.com
6 October 2012
Moving On Down the Road:
Checking in with Jim Elliott
F
or industry veteran Jim Elliott his return to Peach State Freightliner has been
“almost a family reunion of sorts.”
Jim started with Peach State in 2000, where he worked as Center Manager for its
SelecTrucks franchise. Jim then left for a few years to work for a Peterbilt dealer, but
returned to Peach State about two years ago as General Manager of their Jefferson, GA
location. As General Manager Jim oversees sales for both new and used trucks. He also
has parts, service, and the body shop reporting to him.
Jim’s timing was fantastic, as his return
to Peach State coincided with the
market turnaround. “The job’s going
really well,” Jim told us. “Peach State is
family owned, and a wonderful place to
work.” At his previous job Jim had been
doing a lot of traveling, spending about
150 nights a year in hotels. He likes his
new job much better since there’s only
minimal travel. This is a boon both to
Jim and his family, which is glad to have
him around more.
Jim’s proud to be affiliated with Peach
State, and is also glad to be back in the
Atlanta area. Although he’s not from
Atlanta originally he’s spent enough
time there so it seems like home.
Sometimes it takes time spent elsewhere
to make you really appreciate what truly
feels like home. n
www.UTA.org
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Ask your authorized Cat dealer about the 2012 Cat engine parts programs
or visit www.cat.com/2012partsprogram.
© 2012 Caterpillar All Rights Reserved
CAT, CATERPILLAR, their respective logos, “Caterpillar Yellow” and the “Power Edge”
trade dress, as well as corporate and product identity herein, are trademarks
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Off-Lease Trucks,
Tractors & Trailers
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Robert Sims
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(720) 670-9905
robertsims@idealease.com
Justin Orenic
Director, Used Equipment Sales
(847) 304-3184
justinorenic@idealease.com
UTA Industry Watch
Sleepers Remain at Record Levels; Medium Duty Market
By Chris Visser, Senior Analyst and Product Manager, Commercial Trucks
T
he retail market continues to support historically high pricing
for sleeper tractors, with nearly all recent model years up over
last month. The wholesale sleeper market remains stable, with average
pricing tied tightly to average mileage. Medium duty conventionals
continue to depreciate despite signs of life in the housing sector.
Retail Class 8 Market
The sleeper market overall built on July’s unexpectedly high average price
to nearly match the historic high set in October of last year. Specifically,
the average price of a sleeper tractor sold in August was $50,767, with
average mileage of 537,540 and average age of 75 months. August’s result
is $700 higher than July, with mileage 19,824 or 3.6 percent lower. Age was
unchanged. Compared to last August, pricing was $2414 or 4.8 percent
higher, mileage was 13,613 or 2.5 percent higher, and age was 5 months
older. See “Average Retail Price and Mileage” graph for details.
Wholesale Class 8 Market
As has been the case all year, wholesale pricing for sleeper tractors
remains predictable, tied tightly to mileage. A large influx of late-model,
low-mileage sleepers pushed August’s averages to a six-month high.
The average sleeper tractor wholesaled in August cost $40,132, had
569,506 miles, and was 80 months old (see graph). August’s pricing
was $10,118 or 25.2 percent higher than July, with mileage 110,535 or
16.3 percent lower. Age was seven months newer. Compared to last
August, pricing was $5940 or 14.8 percent higher, mileage was 31,555
or 5.2 percent lower, and age was five months older.
Late-model trucks reversed their recent depreciation trend and headed
back up in August. As we reported last month, the newest model years
present in the secondary market (2009 to 2011) had been depreciating
from May to July. This month, our benchmark four-year-old sleeper
increased $1098 or 1.6 percent vs. July to $67,046. Average mileage was
434,956, which was 10,877 or 2.4 percent lower than July. Compared to
last August, this month’s pricing was $1422 or 2.1 percent lower, with
mileage 21,843 or 4.8 percent lower. See “4 Year Old” graph for details.
As is evident in the “Average Wholesale Selling Price by Mileage Range”
graph, higher selling prices for lower-mileage iron have counteracted
moderate weakness in the average- to higher-mileage ranges in recent
months. On average, wholesale pricing has remained essentially flat
since January, 2011 once mileage is factored out. Demand remains
strong for trucks with under 600,000 miles.
Lower average mileage partly explains the increase in both the late-model
and overall averages. However, for nearly a year, average mileage has
remained in the 535,000 to 555,000 range, so that measure is not the main
factor. As is evident in the “Average Retail Price by Mileage Range” graph,
average price has been trending generally upwards for trucks with lower,
average, and higher mileage. The fact that the market is paying more for
trucks in each mileage range points to a supply/demand relationship
favoring high pricing.
12 October 2012
www.UTA.org
UTA Industry Watch
Not Yet Recovered
Medium Duty Conventional Market
This month, we take a look at Class 4, 5, and 6 conventionals. These
segments are highly exposed to the housing and consumer markets,
and it is time to see if the recent improvements in those sectors have
impacted pricing. We combined 4 to 7 year old trucks to reflect the
meat of the market. As you can see from the “Average Wholesale
Selling Price by GVW Class” graph, each segment was fairly stable
throughout 2011, with increased volatility starting late in the year.
Starting with the Class 4 market – a favorite of landscapers and
contractors – pricing remained essentially flat throughout 2011, and
started to depreciate at the beginning of this year. Sales volume
decreased substantially from April to May, which does not appear to
have had a direct impact on average pricing. It is possible that higher
pricing in late 2011 was due to optimism about economic trends. This
optimism tapered off in early 2012. Pricing regained some ground in
July, where it has remained into August.
Sales Volume
August’s retail sales volume was similar to the previous two months, at
5.7 trucks per rooftop (see graph). This flat result likely still reflects the
relative shortage of low- to average-mileage sleeper tractors available at any
given time. Recent mixed results in the manufacturing sector combined
with the extremely cautious investment environment are probably
impacting demand to some extent, but pricing trends for low- to
average-mileage iron indicate that supply is the more critical factor.
Conclusion
The Class 8 market remains stable. Continued high pricing in the
retail market combined with steady and predictable pricing in the
wholesale market indicate that buyers and sellers have established
comfort levels with pricing at given mileage points. On the medium
duty side, supply is probably more than adequate to meet demand.
Economic factors will need to improve more dramatically to see
pricing increase notably. n
Class 5 – also a segment exposed to the landscaping and contracting
markets, with increased towing/hauling exposure – saw less depreciation in 2012. Interestingly, sales volume increased each month from
February to July, while mileage remained stable. Flat pricing in the
face of higher volume and consistent mileage points to a market in
relative equilibrium. The market has likely established a comfort level
in terms of pricing, and supply is probably not exceeding demand by a
great margin.
The Class 6 segment, driven heavily by the daily rental and delivery
market, was flat throughout 2011. The segment enjoyed an uptick in
early 2012 which crested in May, beginning a decline that has lasted to
the present. The main factor behind the decline appears to be volume.
From May to July, the number of trucks reported sold more than doubled.
This increased volume is likely the result of rental company trade-in
activity. Average mileage has also increased steadily since the beginning
of the year. With more trucks with higher mileage hitting the auctions,
the market is likely still establishing a price basis for this segment.
Overall, the housing recovery is probably too recent and incremental
to have had a notable impact on medium duty segments to date.
Continued improvement, especially at an increased rate, will positively
impact the lighter segments of the conventional market. The heavier
segments will continue to be impacted by rental company cycles, with
increases in consumer spending helping to support pricing.
www.nada.com/b2b
Reprinted with permission from the
ATD/NADA Official Commercial Truck Guide®
www.UTA.org
October 2012 13
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UTA Industry Watch
Industry News Briefs
Volvo’s Proven Tour is Underway
ACT: August Recovery for Class 8 Orders
But Class 5 to 7 Orders Down
ACT Research reports that August’s North America Class 8 commercial vehicle preliminary net orders recovered from July, however Class
5 to 7 net orders reached lows not seen since January. ACT said the
final numbers will approach 16,200 units for heavy-duty Class 8
trucks; 13,900 for the medium-duty vehicles. (Preliminary net order
numbers are usually within 5 percent of the final tally.)
“Class 8 orders were still caught between the economic soft patch and
seasonality,” said Kenny Vieth, president and senior analyst, ACT
Research. “When seasonally adjusted, orders were the best since
February at 18,400 units,” he added.
“Seasonal adjustment provides no cushion for Classes 5-7, however.
Seasonally adjusted, medium duty orders dropped to 13,100 units,
another seven-month low. RVs, and to a lesser extent, buses, offset
stronger truck orders during the month,” said Vieth.
For more information on ACT, go to http://www.actresearch.net. n
Carriers’ Expectations for
Volumes Dip with Economy:
TCP Survey
Transport Capital Partners’ (TCP) Third
Quarter 2012 Business Expectations Survey
found carrier optimism in the first quarter
has dropped in the face of an economy that’s perceived to remain
“questionable” over the year ahead. TCP noted the percentage of
carriers expecting volumes to rise has steadily decreased from February
2011’s 92 percent to 50 percent in this quarter.
Furthermore, the percent of carriers expecting volumes to drop
reached levels not seen since August 2009, with twice as many smaller
carriers as larger carriers (11 percent vs. 5 percent) expecting volumes
to drop. The percentage of carriers expecting business volumes to remain
where they are over the next 12 months, rose from last quarter’s 26
percent to 43 percent this quarter.
“Half the carriers see the glass as half-full amidst tepid consumer
expectations, flattening load growth, and more caution in general as
the election rhetoric rises,” said TCP Partner and survey leader
Richard Mikes.
Views about rates mirror carriers’ expectations about volumes, as
fleets remain static. TCP reports that over the last six quarters,
carriers’ expectations about rate increases dropped from 91 percent in
February of 2011 to 64 percent this quarter. For further information
go to www.transportcap.com. n
16 October 2012
Volvo Trucks has begun its 2012 Proven Tour-—an “interactive
customer and dealer road tour” designed to demonstrate what the
company feels is its leadership in fuel efficiency, driver productivity,
safety and vehicle uptime.
By the time it’s finished
the Tour will have
stopped at 27 Volvo
Trucks dealers in the
U.S. and Canada.
Dealers and customers
can check out the
53-foot expandable
Proven trailer, which
the company says
provides a mobile
experience and
educational facility. The trailer includes interactive workstations
visitors can use to learn about Volvo’s technologies, including XE
powertrain packages, I-Shift automated manual transmission, steel
cab, Volvo Remote Diagnostics and its ASIST service communication
tool. Product presentations and demonstrations will also be held in
the trailer’s training room.
The 2012 Tour concludes in late December after stops throughout the
west, midwest, and Canada. In 2013, the Tour will continue making
stops for dealer sales trainings, product demonstrations, customer
events, and tradeshows. For more information contact Brandon
Borgna, Volvo Trucks North America, at (336) 393-2143, or at
brandon.borgna@volvo.com. n
MHC’s CNG Tour
Underway as Well
MHC’s tour featuring a 2013
CNG-powered Kenworth
T660 began in September and
by the time it ends in mid
November it will have
appeared at eight MHC
locations across the U.S.
(CNG is an acronym for Compressed Natural Gas.)
MHC says it began the tour to give its customers a look at the latest
natural gas phenomenon. “CNG is a new product that is starting to
expand to the Midwest and MHC wants to be on the frontline,” says
Jeff Blake, MHC Kenworth – Kansas City new truck sales manager. “A
lot of our customers want to know more about natural gas right now.
They are ready to get involved and this tour provides that opportunity.”
For details, visit mhctruck.com or call (888) MHC-TRUCK. n
www.UTA.org
UTA Industry Watch
Mitsubishi Issues Recall
Volvo Names
Nyberg President of
VTNA Sales & Marketing
Mitsubishi Fuso Truck of America (MFTA) is
recalling several model year 2012 trucks. That’s
because the low pressure fuel return hose and filter
may have been improperly routed at the hose clamp.
In its announcement of the recall, the U.S. Department of Transportation (DOT) noted that the fuel hose in these cases
could slip off of the filter, causing a fuel leak. Leaking fuel near an
ignition source may increase the risk of a fire.
Volvo Trucks has named Göran Nyberg president
of North American Sales & Marketing. Nyberg will
oversee all of the Volvo brand’s commercial truck
activities in the U.S., Canada, and Mexico.
To correct the potential problem DOT reported that MFTA will notify
owners, “and dealers will correct the hose and filter routing and add a
clip to the fuel return hose, free of charge.” The safety recall was to
begin on October 19, 2012.
In its announcement, Volvo noted that Nyberg
has over 20 years of related experience and has
been with the company since 2003. He’s held
senior management, distribution and sales
positions, and most recently was the managing
director for Volvo Group UK Limited, the Volvo
Trucks sales & marketing division in the United Kingdom. Nyberg will
work from Volvo’s North American headquarters in Greensboro, N.C.
Further information is available from MFTA at (856) 467-4500, the
National Highway Traffic Safety Administration’s Vehicle Safety
hotline at (888) 327-4236, or by going to www.safercar.gov. n
Nyberg will report to Dennis Slagle, executive vice president for
Trucks Sales & Marketing Americas. He succeeds Ron Huibers,
recently named president of Volvo Penta Americas. n
Affected models include model year 2012 FGB72 and model year
2012-2013 FEC52, FEC72, and FEC92 trucks.
Kenworth/Paccar
Warranty Program
Available Through
December
®
The Kenworth and PACCAR Financial Extended Warranty Program will
be available through December 31, 2012, for U.S. customers who buy new
Kenworth Class 8 factory trucks that meet eligibility requirements.
Kenworth customers may receive a 3-year / 300,000-mile basic vehicle
extended warranty if they choose PACCAR Financial to finance purchases
of new Kenworth Class 8 trucks with standard highway warranties.
“Qualifying Class 8 customers receive an additional two years and
200,000 miles of warranty coverage valued at $3,100 per eligible truck
under this joint Kenworth and PACCAR Financial program,” said Preston
Feight, Kenworth assistant general manager for sales and marketing.
The offer is available on Kenworth
trucks ordered between January 1 and
December 31, 2012, and financed
through PACCAR Financial no later
than March 31, 2013. There is a
maximum quantity of 20 units per
customer. n
Navistar to Strengthen MRAPs Defensive
Capabilities
Navistar announced that it received a
delivery order for up to $282 million to
provide more than 2,300 survivability
upgrade retrofit kits for its International® MaxxPro® Dash Mine
Resistant Ambush Protected (MRAP)
vehicles. The U.S. Army TACOM Life
Cycle Management Command’s order will upgrade MaxxPro Dash
vehicles in theater with added protection, in response to growing
threats in Afghanistan. The order also includes parts and service.
“Anticipating the needs of our Armed Forces continues to be a top
priority for Navistar and we are proud to offer the vehicle of choice to help
them complete their missions safely,” said Archie Massicotte, president,
Navistar Defense. “Threats continue to change and it is our responsibility
to stay out ahead of those threats with the best technology available.”
The MaxxPro family of vehicles was originally designed to accommodate
rapid vehicle enhancements as threats evolved in theater. Since 2007, the
company has provided enhancements to both survivability and
mobility through its work on its rolling chassis body swap, DXM™
independent suspension retrofit kits, armor kits, and more.
“We also understand the balance of keeping our service men and women
well equipped at a reasonable cost to taxpayers,” said Massicotte. “We
will keep offering integrated solutions as well as alternatives to buying
new vehicles so that we can keep our Armed Forces modern and ready
for future operations.”
Navistar has delivered nearly 9,000 MaxxPro units in nine major variants
to the United States and its allies. This order follows the company’s
MaxxPro rolling chassis body swap, which upgrades more than 2,700
MaxxPro vehicles with a DXM™ independent suspension, MaxxForce®
9.3 engine, 570 amp alternator, and driveline.
Work for the survivability upgrade will take place in Afghanistan starting
December 2012. The order is scheduled to complete by July 2013. n
www.UTA.org
October 2012 17
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Please be sure to thank them when
you see them or as you’re walking
the vendor fair and expo.
diamond
Arrow Truck Sales
CAG Truck Capital / FairvilleTrucks.com
Commercial Truck Trader
TruckMovers.com, Inc.
platinum
A.E.S./Jack Cooper Specialized
Transport, Inc.
Daimler Trucks Remarketing Corp.
Mack Trucks & Volvo Trucks
Manheim
National Truck Protection
gold
ADESA Corp
Asset Appraisal Services
Bennett DriveAway
Black Book
Caterpillar, Inc.
Coldiron Companies
Cummins
EPG Insurance
FSX
Idealease, Inc.
International Used Truck Centers
Iron Planet
J & J Drive-Away
Michelin North America
NADA
NextTruck
Passco Systems
Premium 2000
Rig Dig
Team Drive-Away
The Truck Blue Book &
The Commercial Trailer Blue Book
Vehicle Inspection Services
Silver
50000 Trucks.com
ACT Research Co., LLC
Balboa Capital Corporation
Commercial Roadside Assistance
Dealer Impact
Dealer Solutions
DEKRA-TRS LLC Inspection Services
Doonan Truck & Equipment of Wichita
Eaton Corporation / Roadranger Marketing
Equilease Financial Services, Inc.
Equipment Facts
First Generation
Level6Marketing
Mark Keegans
Mascus
R. L. Polk & Company
RoadRunner Driveaway
Rock and Dirt
Russ Darrow Leasing Co.
SOARR/Interstate Online Software
The Truck Finance Company, LLC
The Truckers Choice
Tired Iron
Transport Topics
Truck & Trailer Access
Truck Paper
Vehicle Inspection Pros
bronze
American Truck Protection
Best Used Trucks
Hino Trucks
Mitsubishi Fuso
My Little Salesman
Parish Truck Sales Inc
Peterbilt of Atlanta, LLC
Rush Enterprises
Wholesale Trucks Of America
UTA Industry Watch
Industry Events Calendar
OCTOBER
5 - 6 • Charlotte Diesel Super Show
Concord, NC
Charlotte Motor Speedway
The zMax Dragway
www.dieselsupershow.com
7 - 10 • ATA Management Conference & Exhibition
Las Vegas, NV
http://truckinginfo.com/industry-events/event_detail.
asp?ID=1823 13 - 14 • Golden State
Trucking Expo
Pomona, CA
Fairplex in Pomona
http://www.
goldenstatetruckingexpo.com/
january 2013
21 - 24 • Heavy Duty Aftermarket Week
Las Vegas, NV
The Mirage
Sponsored by Heavy Duty
Aftermarket Week (HDAW)
www.hdaw.org
february 2013
9 - 11 • ATD/NADA
Convention & Expo
Orlando, FL
Orange County Convention
Center
http://www.nadaconventionandexpo.org/
MARCH 2013
NOVEMBER
18 - 20 • ACT’s Commercial Vehicle Industry
Review & Forecast Seminar
Columbus, IN
Location TBD
www.actresearch.net
21 - 23 • Mid-America
Trucking Show
Sponsored by Mid-America
Trucking Show (MATS)
Kentucky Exposition Center,
Louisville, KY
www.truckingshow.com
APRIL
23 - 26 • NAFA 2013 Institute & Expo
Atlantic City, NJ
Atlantic City Convention Center
Sponsored by NAFA Fleet Management Association
www.nafa.org
www.UTA.org
October 2012 21
UTA Industry Watch
22 October 2012
www.UTA.org
UTA Industry Watch
From Where We Sit
We are eagerly looking forward to tomorrow’s
celebration of Heritage Day here in our little
town. We live in a valley nestled deeply in Civil
War history. The battle of Antietam (also
known as the battle of Sharpsburg) was fought
not more than seven miles from our front
door. Heritage Day annually marks the
anniversary of the ransoming of our town
from the Confederate General Jubal Early.
When he came to town, he threatened to burn
Once a year we get to eat anything we want sold by
people who set up their booths where 10,000 cars
pass daily throughout the rest of the year. The
Lions Club will sell you the most enormous bowl
of ice cream for a mere $2.00. The kettle corn
people come every year and fill the valley with the
most delicious smell, that quite honestly, we don’t
even try to resist. Then there is the bar-b-q, the
funnel cakes, the sausages, and all manner of
decadent baked goods offered for sale by every
local charitable organization within a ten-mile
radius. Country music blares all day long, sprinkled with a bit of rock
and roll, and the same old trolley operated by the same man in a
stove-pipe hat follows its usual route throughout the town. We
wouldn’t have it any other way.
It won’t be long now before the hills surrounding our valley blaze with
the fire of autumn. We’ll watch them burst into color vibrant enough
to make eyes dance. Then, they’ll burnish, fall, and leave the mountains just slightly purple throughout the winter. Yes, we always accept
that with Heritage Day, the summer has faded
and the autumn is upon us. How wonderful we
get to celebrate the changing season with a
tradition so close to our hearts. At least that’s
the way it looks from where we sit.
it to the ground unless the citizens paid him not to. Local farmers and
business owners banded together to raise the necessary funds, and our
little town was saved. It was good thing too, since after the battle every
church and many homes here in the valley became hospitals for the
wounded. With the 150th anniversary of the Bloodiest Day in American
history falling just this month, Heritage Day should prove to be
spectacular this year.
Heritage Day blocks all traffic from Main Street. The entire town is
detoured from morning through dusk. The day traditionally begins
with the parade down Main Street for which we have a
front row seat. Everyone from the high school
homecoming “court,” to the brass band that has played
together since 1894, to the beagle hunting club, and
every politician currently hoping to be elected will
participate. Speaking honestly, many who line the
parade route are most excited about the candies and
goodies that get thrown to the crowd from the floats
and antique cars that pass by. It is a slice of American
life than many people in larger population areas
believe has faded into the past. They may pine for it
We Offer:
nostalgically, but we can say that every year we get to
Physical Damage
enjoy it again.
Once the parade is over, everyone gathers in the
square in front of the big white church that sheltered
the wounded for a re-enactment of the ransoming. The
players in the ransoming are proud to don their period
clothes and act their parts. It’s considered an honor.
Confederate and Union re-enactors set up camps and
give both children and adults a peek at what life
looked like for those who fought here so long ago.
Then it’s on to the food!
www.UTA.org
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