Industry Watch March 2016

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 and Views.......................2
Quips & Quotes.......................................2
New Members..................................... 3,5
Face to Face with Tim Ormsby............ 4
Industry Events Calendar.......................6
The Brooks Group
Sales Tip of the Month........................6
To do or not to do Facebook............. 7
NADA Update.................................. 8-9
Industry News Briefs.................... 10-11
2015 Convention Photos.............. 12-13
From Where We Sit........................... 14
The UTA…
Members Supporting Members!
Volume 18 • Issue 3 • March 2016
What is the Value of the
Women In Trucking Association?
by Ellen Voie
M
argaret Mead once said, “Never doubt
that a small group of thoughtful,
committed citizens can change the world;
indeed, it’s the only thing that ever has.” The Women In Trucking Association (WIT)
started with a small group of thoughtful,
committed citizens who were focused on
increasing the percentage of women employed
in the trucking industry. In the eight years since
its inception, the organization is successfully moving its mission forward.
For many women, the need for a dedicated organization to attract female drivers, mechanics,
safety directors, leaders, and more makes sense. Others scratch their heads and ask why we need
“special treatment” for women in the trucking industry.
All we’re asking for is a level playing field.
According to the Department of Labor, women comprise 44 percent of full-time workers in the
labor force. Women make up 52 percent of management in all occupations.
However, in the trucking industry, only six percent of the driver population is comprised of
women. Additionally, women make up only 21 percent of transportation, storage and distribution managers, and 18 percent of supervisors of transportation and material handling workers.
Recently, we released our WIT Index, which tracked both female board members and female
executives at the fifteen publicly traded trucking companies. Ten of these companies had NO
women executives and seven had no women serving on their boards of directors. Compare this
to the 19 percent of director positions held by women outside of the industry.
If you feel these numbers are unacceptable, then I urge you to join the Women In Trucking
Association and support our efforts to increase the percentage of female drivers, supervisors,
directors, and executives. SHARE YOUR NEWS
with the UTA Industry Watch.
Send submissions, ideas and
comments to:
UTA Industry Watch Editors
Brad and Deb Schepp
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
Twitter: @usedtruckassoc
How are we accomplishing this mission? The first step is to measure our current state of the
industry. The University of Memphis, under the direction of Dr. Stephanie Ivey, is completing a
survey of the top 100 for hire and private carriers and recording the percentage of female drivers
and managers. We’ll release this information later this year.
Our second goal is to address reasons why women aren’t fairly represented in these roles. We’ve
conducted extensive research on what women look for in a company as well as what they want in a
career. We’ve released our driver recruiting guide, which explains what women look for in an ad,
and what values attract women to a company, as well as where to find potential female drivers.
For drivers, we have made significant strides in truck cab design and ergonomics through the
efforts of Ryder and the truck manufacturers. From seats, to steps to the dash and the sleeper
berth, changes are being made to accommodate a greater range of body shapes and sizes.
Safety is an area of concern for all drivers, but more appreciably for women who might be more
vulnerable on the road. We’ve challenged manufacturers to include safety alarms in the cab to
alert a sleeping driver of an intruder. We also teach women (and men) techniques to stay safe in
a truck stop and on the road. We work with the truck stop industry to create a safer environment for all drivers. Our anti-harassment employment guide provides carriers with a resource
to address harassment between drivers in team or training situations.
Women in Trucking continued on page 7
UTA Industry Watch
2016 BOARD
OF DIRECTORS
http://www.uta.org/directory
GOVERNING BOARD:
President............ Mike McColgan
Vice President........ Bryan Haupt
Treasurer.............. John Cosgrove
Secretary.............. Amanda Kent
President Emeritus.......Rick Clark
COMMITTEE CHAIRPERSONS:
Affiliates ...................... Bryan Haupt
Convention.....................Hal Dickson
Co-Chair Craig Kendall
Elections....................Charles Cathey
Finance....................... John Cosgrove
Marketing & Website....... Rick Clark
Co-Chair Amanda Kent
UTA Development.........Mike Roney
Co-Chair Jody Johnson
Scholarship......................Dean Jeske
Training.............................. Ken Kosic
Co-Chair Amy Shahan
Board News and Views
Announcing Some Changes to the Annual
Kansas City Golf Outing
G
ood day, and thank you for reading the Used Truck Association’s (UTA) monthly
newsletter, Industry Watch. As you may know, each UTA board member takes a month
during the year to write an article on anything he or she wants.
This is my first Board News and
Views article, and I decided to
write about the upcoming UTA
Kansas City Golf Outing, which
supports the Jerome Nerman
Family’s scholarship program.
There are some changes to the
hotel and golf course venues that
you’ll want to know about.
Basically, we decided to move to
other locations this year because
of the many attendees who travel
far to get here. We also wanted
to upgrade all of the facilities!
The Outing will take place June 22-23.. You’ll notice the upgrades right away starting with the
reception, which will be held Wednesday, June 22 at Harrah’s North Kansas City*. We know
you’ll really enjoy this venue--you’ll find there are many things to do there during your free time.
On Thursday, June 23, our Golf Outing will be at Shoal Creek Golf Course, 8905 Shoal Creek
Parkway, Kansas City, MO. From Harrah’s it is about ten miles--a very quick trip! Before the
Golf Outing there will be a breakfast right at the golf course. After golf , if you need to get to the
airport, it’s less than 20 minutes away (right off Interstate 435). For those who can stay, we’ll
have a luncheon and present all of the golf awards.
At our January board business meeting the entire board voted to award (10) $2,500 scholarships
again this year, before our annual convention in November. With 10 scholarships being
awarded for 2016, we really are counting on our Sponsors to help us raise the money we’ll need
for this worthy cause!
On the UTA website, www.uta.org, you will be able to sign up for a wide variety of sponsorship
opportunities. These range from sponsoring a single golf hole to sponsoring lunch. Please visit
our website and make a commitment for our children’s educations. Note that all of the other
information everyone needs to know about the Outing is also on the website. You can register
for the hotel through their link, and register for the reception and golf.
Each year we always have a little amusement at Wednesday night’s reception. That’s when we
present the annual Marty Crawford “Chicken Leg” Award! We plan to continue this prestigious
award, and dedicate it again to some worthy UTA member. Al Hess and myself are the
Scholarship Committee chairmen and plan to be in on the vote, so if you have any photos please
send them to me!
Life is 10% what happens to
you and 90% how you react
to it.
~Charles R. Swindoll
Finally, I would like to personally thank you for all of your help
throughout the year in planning the scholarship program. Al and I are
looking forward to seeing you in Kansas City at the all-new exciting hotel,
reception, and Golf venue. We are also looking forward to the new
activities to enjoy during what’s always an exciting and wonderful UTA
outing.
Sincerely,
Dean Jeske
Scholarship Committee Chairman
*Harrah’s is located on One Riverboat Drive, in Kansas City, Missouri. It’s just about 20 minutes
off Interstate 29, from the Kansas City International Airport (MCI)
2 March 2016
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 (or just returning) 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!
John R. Bandstra, General Manager
Leigh Beasley, Vice President of
Marketing
Babine Truck & Equipment
9341 Rock Island Rd.
Prince George, BC V2N5T4 Canada
www.babinetruck.com
(250) 562-7422 (w)
john_bandstra@babinetruck.com
John, who comes from a heavy equipment
background, started in the truck business in
2013. He tells us he first drove for a few years.
Then he rejoined his family business to help
run the dealership.
There’s a lot of variety in John’s current job,
which he really likes. Also, the opportunity to
grow an organization is very appealing to him.
John’s hoping his new UTA membership will help
him build a network of individuals or companies
from which he can buy and sell used trucks.
His background in heavy equipment design is
something John would turn to again were he
to leave the truck business.
Tex Beal, Used Truck Sales Manager
Summit Truck Group
1825 Lakeway Drive, Suite 700
Louisville, TX 75057
www.summittruckgroup.com/locations/
summit-truck-group-idealease-of-oklahoma-city/
(405) 236-4225 (w)
tex.beal@summittruckgroup.com
Tex and trucks have a
long relationship—one
that stretches back all the
way to 1981. Tex started
with Mack Truck’s
financial arm, and
transferred to the
dealership side of the
business in about 1987.
Tex may be a veteran of
our industry but he recognizes the
importance of education and knowledge,
which is what drew him to the UTA.
We agree with Tex when he told us his favorite
part of his job: The people in the trucking
business. “They are just good people! Honest
and hard working,” he added.
Freedom Truck Finance
12221 Merit Drive, Suite 1175
Dallas, TX 75251
www.freedomtruckfinance.com
(972) 571-9494 (w)
lbeasley@freedomtruck.com
Leigh began in the truck
business in 2013 as the
first marketing
representative for Freedom
Truck Finance. Since then
she’s had the opportunity
to manage truck dealer
relationships in Georgia,
Texas, and Oklahoma. And in February, Leigh
began the in-house managing of her company’s
marketing team from its Dallas, TX office.
Joining the UTA was a natural move for Leigh,
given how the UTA’s “values and code of ethics
closely align with how we do business at Freedom
Truck Finance,” she said. Those shared values
include relationship building and the pursuit
of excellence, which Leigh notes are “terms
frequently floating around the halls at FTF!”
FTF is on a mission and that mission is what
really drives Leigh. “Freedom Truck Finance
wants to transform the industry with our
common-sense based approach to lending, and
that starts with our workforce,” she explained.
“As the Vice President of Marketing, I am able
to support and encourage our marketing team
as they travel across the country to serve our
dealership network. In addition, with new
programs and products rolling out at a constant
pace, I am able to interact with our dealers on
a personal level to help them sell more trucks
to more customers,” she noted.
For someone “born and raised a Texas girl” Leigh
feels her outside interests may be surprising
to some people. But she says she loves the
mountains and loves to ski. “I’m always dreaming
of the next ski slope to hit—especially during
our Texas summers,” Leigh said.
It looks like UTA and FTF will have a long
relationship. Last year’s UTA convention was
FTF’s first, and Leigh notes it “was a privilege
to be surrounded by like-minded people.”
Adding: “Thank you for being so welcoming
to us as newcomers.”
Manon Chretien
Rue NobelSte-Julie
QC J3E1Z4 Canada
(450) 649-6198 (w)
manonc@lussicam.com1041
Robert Dollar
TruckMax Miami
6000 NW 77th Court
Miami, FL 33166
www.truckmax.com
(305) 777-9077 (w)
bdollar@truckmax.com
James Hunt
Peterbilt of Louisville
Strafford, MO 65757
(812) 288-8007 (w)
jhunt@tlgtrucks.com
Troy Jeffers
Midwest Transport
400 Kansas Ave.
Kansas City, KS 66105
tjeffers@midwestts.com
Chad King, CFO
Frontier Trading Co.
P.O. Box 1887
Ada, OK 74821
www.frontier-trading.com.s207476 gridserver.com
(580) 456-7142 (w)
chad@frontier-trading.com
Chad Lucky, Used Truck Sales Manager
Summit Truck Group
1825 Lakeway Drive, Suite 700
Lewisville, TX 75057
www.summittruckgroup.com
(901) 493-9588 (w)
chad.lucky@summittruckgroup.com
Two new members in a row, both named Chad!
What are the odds?
Our second Chad of the month got his start in
the business in 2001, working as a truck
salesperson. Chad may be lucky, but like the
rest of us he needs to build relationships and
keep up to date on the industry. Those are
the main reasons he’s joined the UTA.
Chad enjoys the thrill of closing a deal, and
helping others do the same.
Other thoughts? “Always expect the
unexpected,” Chad said.
New Members continued on page 5
www.UTA.org
March 2016 3
UTA Industry Watch
Tim Ormsby
T
im, president of T & R Truck Sales, Inc.
of Fort Wayne, IN came into the trucking
business very early in life. He now stands at a
crossroads in his career, but before we get to
those details, we’d like to share some of his
long history in the industry and his devotion
to UTA. “I remember at a young age helping
my mother make up the bunk in my father’s
truck when he was getting ready to leave on
trips,” Tim said. “He was an owner-operator.”
In his teens years Tim would travel with his
dad during summer vacations. He recalled
“taking the left seat” at times when he was
just 16 years old! “By the time I was 18 I was
driving more than half the trip while he
retired to the sleeper,” he recalled.
Tim became an owner-operator in his own
right in 1979 when he started hauling auto
parts from Indiana, Ohio, and Michigan to
Laredo, TX. On his return trips he’d carry
watermelons, onions, and broom straw. “In
1981 I helped my father start Ormsby
Trucking, Inc. with five or six trucks,” Tim
said. “It still operates today with a fleet of
more than 60 power units.” Tim left the
company once he realized that he enjoyed the
equipment part of the industry more than the
trucking side.
In 1987, he started T & R Truck Sales, Inc.
“With a small floor plan I would travel to west
Texas and buy equipment for companies
needing to liquidate due to the oil bust at that
time,” he explained. “I would buy until I ran
out of funds, bring it back to Indiana, and sell
it to dealers or at auction.” He would then do
the same thing all over again. “I grew the
business to the point where I bought a nice
shop and a retail lot,” he recalled. He sold
mostly medium duty trucks through this
retail business for several years, and he also
continued with his wholesale business. “I
discontinued the retail side of the business
several years ago,” Tim said, “and continued
to wholesale until just recently, closing the
dealership and leasing the property.” This
brings us to that crossroads. “I do hope to
continue in the industry in some manner for
a while longer,” he said. For now, he’s
enjoying the free time to travel, and spend
time with his family and friends.
When we asked Tim to explain some of the
reasons behind his successful career, his
response was simple to state, but more
challenging to achieve. “I think it was mostly
just plain hard work, making connections,
always doing what I said I would do, and
showing every person I did business with
the respect they deserved,” he said. It also
didn’t hurt that Tim loves the chasing and
deal making that comes with this job.
“Whether purchasing a small fleet, a single
truck, or buying at auction, I enjoyed the
deal,” he said. He also admitted that if the
deal “required” him to travel by flying his
small plane that made it even sweeter! “I
love to fly,” he said.
In looking back over his long career, Tim
said the most rewarding part of it has
been his 16 years as a UTA member. He
is especially proud of the five years he
spent as a board member and the time
he spent on the Convention
Committee, helping to plan a few of
UTA’s wonderful conventions.
4 March 2016
“Working with people involved in that has
resulted in lifelong friendships and great
memories,” he said. “I am so proud of this
organization and what it has become from
the first convention I attended at Howie in
the Hills, FL to what is planned for this
November in Savannah, GA. I know with
the great leadership in place now, the future
of UTA will continue to improve and grow.”
Tim turned to this same thought when we
asked about the challenges he sees coming
down the road for the UTA. “I think the
high cost of repairs to used equipment will
continue to be a challenge,” he said. “This is
a challenging industry and always will be. I
do know that, although not an answer to all
of the challenges, being a member and using
the benefits the UTA offers, does help.”
When we asked what he wished he’d learned
earlier in his career, he said, “Not everyone is
as honest as you would think, and some are
really good at hiding it.” His advice for the
younger members of the organization
started with, “See answer to the previous
question!” He went on to quickly add, “But
don’t let that spoil your faith. Most people in
this industry are wonderful people.”
Tim and his wife, Becky, will celebrate their
40th wedding anniversary in October. They
have one daughter, Liz, who followed her
mother’s career path and became a teacher.
She and her husband live in Muncie, IN with
Tim’s two grandsons Logan (8) and A.J. (5).
“I enjoy golf, traveling to warm weather spots
in the winter, and my favorite pastime,
flying,” Tim told us. “I am a member of the
Civil Air Patrol EAA Young Eagles, both of
which allow me to introduce flying to young
people, which I enjoy very much.” n
www.UTA.org
UTA Industry Watch
New Members continued from page 3
Kevin Mantz, Truck Sales Representative
Wichita Kenworth
5115 N. Broadway
Wichita, KS 67219
www.wichitakenworth.com
(316) 247-1685 (w)
kevinm@wichitakenworth.com
The year 1990 may not seem
that long ago to many of us
old timers, but it’s now more
than 25 years in the past!
And 1990 also happens to
be the year Kevin started
in the truck industry. His
first job was as a truck
sales representative at Wichita Kenworth.
Kevin’s joined the UTA hoping to build “a great
network of reliable resellers.”
For someone to stay in the same job for a
quarter century is unusual these days, and it
certainly indicates he must like the work. As
Kevin explains it, “his job is different every
day.” Also, it enables him to “guide customers
to be successful by pairing them with the
proper equipment for their vocation.”
We ask all new members where they might
envision themselves if they were to leave
trucking, but Kevin was adamant about never
wanting to leave the industry. That’s “not for
me, this is what I know,” he said.
Kevin also mentioned that he is now restoring
a 1980 W900A, that he previously owned and
drove in the 1980s. “It is the most fun truck I
have ever driven,” he explained.
In closing, this industry veteran said that
educating his company’s customer base is the
only avenue for future sales growth; a lack of
information leads to very bad decisions.
“Each decision that is made is compounded to
create the destiny of our customers, and our
industry as a whole,” he added.
Laura A. Marrocco, Heavy Duty
Equipment Specialist
Trans Advantage
One Premier Drive
Fenton, MO 63026
www.transadvantage.com
(636) 349-8205 (w)
laura_marrocco@transadvantage.com
Laura’s been around trucking
since 1997, when she began
as a “Documentation and
Customer Service
Coordinator,” preparing
contracts and title work for
customers buying or
financing tractors, trailers,
or straight trucks from Trans Advantage.
She’s been in her present job only since
September 2015. Her responsibilities include
“purchasing and reconditioning of used tractors,
www.UTA.org
determining the best way to dispose of
repossessions or trade-ins, and assigning fair
market values on all equipment in Trans
Advantage’s portfolio.” She especially likes
working with her company’s vendors in
purchasing equipment for inventory, and also
dealing with wholesale buyers when she’s selling off older equipment.
She’s hoping the UTA can help her become
more educated and knowledgeable about
perfecting her sales skills.
Laura had a lot to say when asked about why
she’s joined the UTA. “To network and meet
more people in the used truck industry. I’m
hoping to gain more connections for buying
used tractors and wholesaling used equipment.
I’m also looking for training sessions to help
me learn and grow in my present position at
Trans Advantage,” she explained.
Oksana loves her work so much she says it’s
hard for her to picture doing anything else at
this point!
If she wasn’t in the truck business Laura says
she’d probably own “an upscale consignment
shop for furniture and home decor, because I
love the variety that you find in consignment
shops and I love home décor, and setting up
the displays would be fun.”
Laura’s been involved in the Cardigan Welsh
Corgi Club of America (CWCCA) for 12 years. “I
started out in Corgi rescue,” she said. “Then I
started showing Cardigans in conformation,
rally, and obedience. My 11-year old Cardigan,
Cooper, is a certified therapy dog and for four
years we volunteered for a hospice
organization and visited hospice patients.”
Laura is also the newsletter editor for the
CWCCA.
With her demanding job and outside interests
you wouldn’t think Laura would have time for
much else, but you’d be wrong! In her free
time she enjoys fishing and RV camping with
her husband, and spending time with her
family and six grandchildren!
Joe McCord
Warner Truck Centers
2240 S. 5370 W.
West Valley City, UT 84120
http://www.warnertc.com/
joe.mccord@warnertc.com
James Pack, President
Heartland Truck and Equipment
8001 N. E. 38th St
Kansas City, Mo 64161
www.heartlandtruck.com
(816) 407-7711 (w)
About her job, Oksana says she loves expanding
her horizons and constantly learning and
building relationships with customers. “It’s in
my best interests to keep them well taken
care of,” she added.
Michael Sanders
1st Ave Ct.
Greeley, CO 80631
(970) 352-5550 (w)
mike@heartlandtruck.com
Paul Stephens
Arrow Truck Sales
3200 Manchester Trafficway
Kansas City, MO 64129
pstephens@arrow.com
Phillip Stewart, Owner
Stewart Motors
103 W. Jackson Blvd
Erwin, NC 28339
(910) 892-0557 (w)
phillip@stewarttrucks.com
According to his company’s website, Phillip has
been in the trucking business since 1998, and has
operated his own trucking business since 2006.
Lee Stobaugh, Truck Sales
Tulsa Truck Depot
15727 E. Admiral Place
Tulsa, OK 74116
www.tulsatruckdepot.com
(918) 640-0637 (w)
lee@tulsatruckdepot.com
Mike Swartz
Wichita Kenworth, Inc.
P.O. Box 4226
115 North Broadway
Wichita, KS 67204
(620) 487-7710 (w)
mikes@emporiakenworth.com
Bryan Wimble
Oksana Pavenko, Truck
Sales Representative
Pacific Truck Centers
600 S 56th Pl.
Ridgefield, WA 98642
www.pac-truck.com
(503) 954-6304 (w)
pavenko@pac-truck.com
Hunter Truck Sales
519 Pittsburgh Rd
Butler, PA 16002
www.huntertrucksales.com/butler-pa
1 (800) 999-7744 (w)
bwimble@huntertrucksales.com
Oksana began working in
our industry in 2010.
March 2016 5
UTA Industry Watch
Industry Events Calendar
MARCH
JUNE
29-31 • ACT Research, North America
Commercial Vehicle & Transportation Industries
Review & Outlook: 2016-2020
5-7 • Transportation Marketing & Sales
Association Logistics Marketing & Sales
Leadership Conference
31-April 2 • Mid-America Trucking Show
22-23 • 11th Annual Jerome Nerman Family
Foundation Kansas City Golf Open
Columbus, IN
http://www.actresearch.net/services/conference
Kentucky Expo Center • Louisville, KY
http://www.truckingshow.com/
31-April 3 • ATD NADA Convention & Expo
Las Vegas Convention Center • Las Vegas, NV
www.atdconvention.org
APRIL
6-9 • Truck Trailer Manufacturers Association
Annual Convention
La Quinta, CA
http://www.ttmanet.org/
14-16 • Truck World
Toronto International Centre • Mississauga CAN
http://www.truckworld.ca
18-20 • UTA Sponsored Training Seminar:
Selling for Success
Courtyard Philadelphia Airport • Philadelphia, PA
www.uta.org
19-22 • NAFA Fleet Management Association
2016 Institute and Expo • Austin, TX
http://www.nafainstitute.org/
22-24 • 75 Chrome Shop Truck Show 2016
419 E State Road 44 • Wildwood, FL
http://www.75chromeshop.com
MAY
1-3 • American Trucking Associations
Leadership Meeting
Marriott Marquis • Washington, DC
http://www.trucking.org/event.aspx?uid=66d99610-3e814dc4-ac42-a3482136d020
The Ritz Carlton • Fort Lauderdale, FL
http://www.tmsatoday.org/conference
Reception: Harrah’s North Kansas City
Course: Shoal Creek Golf Course • Kansas City, MO
www.uta.org
24-26 • Texas Trucking Show
George R. Brown Convention Center • Houston, TX
http://texastruckingshow.com/
JULY
18-20 • UTA Sponsored Training Seminar:
Selling for Success
Courtyard Indianapolis Airport • Indianapolis, IN
www.uta.org
AUGUST
9-13 • American Trucking Association’s National
Truck Driving Championships and National Step
Van Driving Championships
Indianapolis, IN
http://www.trucking.org/
SEPTEMBER
19-21 • UTA Sponsored Training Seminar:
Selling for Success
Courtyard Charlotte Airport North • Charlotte, NC
www.uta.org
OCTOBER
1-4 • American Trucking Associations
Management Conference & Exhibition
Mandalay Bay Resort & Casino • Las Vegas, NV
http://www.trucking.org/
24-26 • UTA Sponsored Training Seminar:
Selling for Success
Courtyard Dallas DFW Airport North/Irving • Dallas, TX
www.uta.org
A salesperson who receives no
feedback is like a directionless
ship. It has no idea where it has
been, where it is going, or how
to get there.
6 March 2016
NOVEMBER
9-12 • 17th Annual UTA Convention
Westin Savannah Harbor • Savannah, GA
http://uta.org/2016/01/19/uta-2016-convention-in-savannah/
www.UTA.org
UTA Industry Watch
To do or not to do Facebook?
by Carmenda Laymon
T
he answer is YES! Why not? It’s free…wrong. Wait, did I just
contradict myself? Now I’m as confused as you. As we get older,
we realize nothing is ever free. It takes time just like everything else
out there. Time is money and are you prepared to pay an employee to
play (I mean work) on Facebook or hire a marketing company (that
usually knows nothing about TRUCKING) to maintain it?
Facebook is time consuming and even if you think it’s easy to post
pictures, Like a page, and make comments to friends, just wait until
you’re doing it for your business. Timing can be everything. They used
to say to spend at least an hour a day on your business page to make
sure you are used it properly. Now, a business has to be on it 24/7,
because you just never know when that “hot lead” is going to come in.
The point of Facebook is brand recognition, but the main goal is to sell
your products and services. If you don’t post what you have, how will
people know what you sell?
How do I keep my Facebook separate from my personal one? EASY!
Business pages are not linked to you. They have their own separate
identity, which you manage. Nothing you post on your page will go
onto your business page unless you “share” it.
What if I don’t want a personal Facebook page, but do for the business?
There are ways around this. The easiest way is to make a personal
account for business only and build a business page through it.
How often do you post? Daily? Monthly? Once every six months or longer?
Honestly, every business is different. My suggestion is a minimum of 20
posts per month. If you have a lot of inventory, post a lot more and for
those of you with trucks service and parts departments, don’t forget
about them. You would be amazed at how much people don’t know
about your business.
Why is your Facebook page not getting Likes or being seen? I could go
into the technical side of this, but I don’t want to give you a headache.
Facebook has made this the hardest thing to do today. It used to be we
could post a truck for sale, get a million likes, get some phone calls and
be happy. Not anymore. They’ve gotten greedy, but there are always
ways around that greed. The secret is to throw a little money at them.
“Boost” a post, create an offer, promote your website, and your phone
number. And now you can even promote your post to Instagram
(that’s another article). Monthly budgets for Facebook advertisements
are usually around $50, although I do know of some companies that
spend over $300 per month.º
Why do you want to give them money and pay an employee or marketing
person? Just look at these results from SelecTrucks of Atlanta. They
have close to 12,000 likes for their page, but as you can see here, the
post on the left wasn’t paid for and only 479 people out of 12,000 saw
it? Doesn’t seem right, but you can spend a WHOLE $10 on a post and
just look at those results: 16,000 reached, over 1,200 likes, 53 shares
and 17 comments and just a tad bit more info: they had 216 photo
clicks, 146 link clicks to website and 18 NEW pages likes. I don’t know
about you, but if I can spend $10 and receive 146 LINK clicks to my
website, I’m buying it, especially when it targets TRUCKING!
Now, you have to remember that not all ads are as good as this one.
Sometimes they do bomb, but wouldn’t you rather spend $10 for an ad
to bomb or let’s say $2000 for an ad campaign?
What’s up with #’s? These are hashtags. Click on #Peterbilt #Freightliner
www.UTA.org
#truckers #semitrailers and you’ll see posts from all over Facebook on
those topics. You can see what other people are saying about these
products, possibly find a lead or even find content to post on your page.
Not all #’s are good though and a lot of people are still learning how to
use them correctly. On Twitter they’re the “what to do” and Facebook
it’s the “OMG what am I doing.”
The last question is WHY FACEBOOK? Not so boring stats: 50 percent
of users log in almost every day; more than 4 billion minutes are spent
on it every day, and your number of potential customers is in the millions!
Must have Apps for Android and iPhone: Facebook; Facebook Pages
Manager; and Facebook Ads Manager.
I always appreciate questions about any of the social media platforms
(Facebook, Twitter, Linkedin, Google+, Instagram, Pinterest and others
I don’t even know about).
Here’s my gmail account: Carmenda.laymon@gmail.com. n
Women In Trucking continued from page 1
To attract women into leadership roles, we arm companies with facts
and data regarding hiring, promoting, and retaining women in
management. Becoming aware of unconscious bias in hiring and
promoting women, which occurs in male-dominated environments by
both men and women. For example, studies have shown that women
are often promoted based on their accomplishments and men are often
promoted for their potential. Education is the tool to address these
concerns and the Women In Trucking Association’s goal is to be the
resource to increase diversity and attract more women.
Our biggest challenge is the image the industry has of being too
masculine for women. We’re breaking that stereotype with our Girl
Scout (Guide) Transportation patch, children’s activity book, and
school appropriate literature.
Women In Trucking is not an association for women, it’s a group of
men and women who care about more diversity in transportation.
If you are a member, we thank you for your support. If you haven’t
joined yet, we invite you to visit www.womenintrucking.org and join
us, this small group of thoughtful, committed citizens who are
changing the world! n
Ellen Voie CAE, is the President/CEO of the Women In Trucking
Association, Inc.
March 2016 7
UTA Industry Watch
NADA Update: Volume and Pricing Less Volatile in First Quarter
Chris Visser, Senior Analyst and Product Manager, Commercial Trucks • Twitter: @NADAUsedCarGde
s of this writing in early March, preliminary February retail
sales data points to stable to downward pricing and volume.
February auction volume was on par with the second half of 2015, and
pricing was steady. Looking ahead to March data, retail results should
be similar to slightly higher in volume, with pricing mildly lower.
Auction results should be similar to February in volume and pricing.
Sleeper Tractors – Auction/Wholesale
We will continue to focus heavily on the auction channel, since that’s
where market activity has been since mid-2015. Our ongoing volume
comparisons are based on a benchmark group of the three highestvolume sleeper tractors sold at the nation’s two largest nationwide
no-reserve auction companies. Model years included are 2011-2013.
Our pricing comparisons are based on one of those three models that
has a good reputation for reliability and until recently was bringing
strong pricing.
The winter of 2015-2016 was extremely volatile for auction volume.
December 2015 saw the highest month of the year for number of our
benchmark trucks sold, at 514. January plummeted to a mere 25, and
then February was back up to a more typical 253. Volume was lopsided
in February, with one of the two auction houses responsible for all but
26 of our benchmark trucks sold.
See “Volume of the Three Most Common Sleeper Tractors…” graph for detail.
VolumeoftheThreeMostCommonSleeperTractorsSoldthroughtheTwo
LargestNationwideNo-ReserveAuctions
800
700
600
Looking at the larger wholesale market overall (all sleeper tractors
with dealer-to-dealer sales included), the environment was more
negative. Pricing for all trucks of model years 2011-2013 dropped 11
percent from December to January, but we predict February’s results
will show little movement. If this prediction holds true, the first two
months of 2016 are running about 9 percent behind the fourth quarter
of 2015 – on par with our prediction of roughly 4 percent depreciation
per month. See “Average Sleeper Tractor Pricing by Model Year (All
Wholesale)” graph for detail.
AverageSleeper TractorPricing byModelYear (All Wholesale)
$90,000
2per.Mov. Avg.(2007)
$80,000
2per.Mov. Avg.(2008)
$70,000
2per.Mov. Avg.(2009)
$60,000
2per.Mov. Avg.(2010)
$50,000
2per.Mov. Avg.(2011)
$40,000
2per.Mov. Avg.(2012)
$30,000
2per.Mov. Avg.(2013)
$20,000
$10,000
$0
Jan-14
Feb
Mar
Apr
May
Jun
Jul
Aug
Sep
Oct
Nov
Dec
Jan-15
Feb
Mar
Apr
May
Jun
Jul
Aug
Sep
Oct
Nov
Dec
16-Jan
Feb(est.)
A
Source:ATD/NADAOfficialCommercialTruckGuide
Sleeper Tractors – Retail
Trucks sold retail continue to perform stronger than those sold wholesale,
although there was a dip in January. Sleeper tractors of model years
2011-2013 lost 5 percent of their retail value from December to January.
Preliminary February data points to another 4 percent loss
month-over-month.
Year-over-year comparisons are negative, but not severely so. Three to
five year-old sleepers retailed for 8 percent less money in January 2016
compared to January 2015. February’s year-over-year comparison
should look similar.
500
400
300
200
100
0
Aug-15
Sep
Oct
Nov
Dec
Jan-16
Feb
Source: ATD/NADAOfficialCommercialTruckGuide
Pricing was stable in February through these two auction houses, with
our benchmark truck actually ticking upwards 10 percent for model
year 2012 and 4 percent for model year 2013. Trucks of model year
2011 dipped 12 percent. These movements average out to less than 1
percent change from January to February for the three model years.
Since February was a higher-volume month, the price stability is
encouraging.
See “Average Selling Price: Benchmark Sleeper Tractor…” graph for detail.
2011
$60,000
See “Average Retail Selling Price of Selected 3-5 Year-Old Sleeper
Tractors” graph for detail.
AverageRetailSellingPriceofSelected3-5Year-OldSleeperTractors
AdjustedforMileage
$100,000
386
$90,000
387/587
$80,000
Cascadia
$70,000
ProStar(ISX+MF)
$60,000
AverageSellingPrice:BenchmarkSleeperTractorSoldthroughtheTwo
LargestNationwideNo-ReserveAuctionCompanies
$70,000
On a model-by-model basis, the Kenworth T660 started out 2016 in the
lead, followed closely by the Volvo VNL 730/780. These models, along
with the Peterbilt 386, have generally been at the top of the aerodynamic
sleeper market in terms of pricing. It is no coincidence that these are
generally the lowest-volume sleepers sold in a given month.
2012
2013
$50,000
T660
$40,000
T700
$30,000
VNL630/670
$20,000
VNL730/780
$10,000
MarketAverage
Jan-14
Feb
Mar
Apr
May
Jun
Jul
Aug
Sep
Oct
Nov
Dec
Jan-15
Feb
Mar
Apr
May
Jun
Jul
Aug
Sep
Oct
Nov
Dec
Jan-16
Feb(est.)
$0
$50,000
$40,000
Source:ATD/NADAOfficialCommercialTruckGuide
$30,000
$20,000
$10,000
$0
Aug-15
Sep
Oct
Source: ATD/NADAOfficialCommercialTruckGuide
8 March 2016
Nov
Dec
Jan-16
Feb
We must also award honorable mention to the International ProStar,
which is seeing strong pricing for ISX-equipped 2014 models. Pricing
for this year and configuration of ProStar appears to be on par with
competing models, and was enough to substantially improve the
ProStar’s 3-5 year-old average. Other model years and configurations
of the ProStar continue to perform similarly to previous months.
www.UTA.org
UTA Industry Watch
In terms of retail sales volume, February should come in at approximately 4.6 trucks sold per rooftop, identical to January. This result
would be 0.3 truck higher than last February, but 0.6 truck off the 2015
average. Low trade-in values are keeping many buyers out of the
market, and dealers are reluctant to chop pricing too hard to get these
buyers off the fence. The market remains in a transition period, with
buyers and sellers adjusting to new price levels.
See “Number of Trucks Retailed per Dealership Rooftop” graph for detail.
in the number of trucks sold in January 2016 suggests the healthier
pricing may be due to increased demand.
See “Average Wholesale Selling Price: 4-7 Year-Old Class 3-4 Cabovers”
graph for detail.
Average WholesaleSellingPrice:4-7Year-OldClass3-4Cabovers
Adjusted forMileage
$25,000
$20,000
NumberofTrucksRetailedperDealershipRooftop
$15,000
7
$10,000
6
4
$0
3
2
1
Jan-14
Feb
Mar
Apr
May
Jun
Jul
Aug
Sep
Oct
Nov
Dec
Jan-15
Feb
Mar
Apr
May
Jun
Jul
Aug
Sep
Oct
Nov
Dec
Jan-16
$5,000
5
Source:ATD/NADAOfficialCommercialTruckGuide
Feb(est.)
Dec
16-Jan
Oct
Nov
Sep
Jul
Aug
Jun
Apr
May
Feb
Mar
Dec
Jan-15
Oct
Nov
Sep
Jul
Aug
Jun
Apr
May
Feb
Mar
Jan-14
0
Source:ATD/NADAOfficialCommercialTruckGuide
Medium Duty Trucks
Class 4 conventionals began 2016 just under 6 percent lower than where
they began 2015. On a mileage-adjusted basis, the average 4-7 year-old
Class 4 conventional brought a wholesale price of $18,861 in January,
compared to $20,012 a year prior. Sales volume was higher, with our
definition of “4-7 Year-Old” now including only one recession model
year (2010).
Class 6 conventionals fared better, with the average wholesale price of
a 4-7 year-old Class 6 conventional at $25,881 - 3 percent lower than
January 2015. Sales volume was higher for this GVW class as well.
See “Average Wholesale Selling Price: 4-7 Year-Old Conventionals…”
graph for detail.
Average WholesaleSellingPrice:4-7Year-OldConventionalsbyGVWClass
Adjusted forMileage
Forecast
February’s pricing was moderately encouraging. The flat month-overmonth auction pricing was at least partially due to mild pent-up
demand following a completely dead January, but buyers appeared
comfortable with the price levels established in December. It is likely
that the heaviest auction depreciation is behind us, although there is
still more downward pressure than upward. The retail channel still
has some pent-up depreciation to cycle through, and we’re sticking
with our estimate of roughly 4 percent depreciation per month into
the second quarter.
Fundamental economic measures are mixed, with the manufacturing
sector pausing but most other segments stable to mildly upwards.
Most economists see 2016 unfolding similarly to 2015, with a possible
minor decrease in the rate of recovery when all is said and done. The
US remains the healthiest economy in the world in most respects,
which means sectors geared towards domestic consumption should
look healthy, while sectors geared toward export should remain flat to
mildly upward. n
$30,000
$25,000
$20,000
$15,000
$10,000
2per.Mov.Avg.(Class 4Price)
$5,000
Jan-16
Dec
Nov
Oct
Sep
Aug
Jul
Jun
May
Apr
Mar
Feb
Jan-15
Dec
Oct
Nov
Sep
Aug
Jul
Jun
Apr
Feb
Mar
Jan-14
May
2per.Mov.Avg.(Class 6Price)
$0
Source:ATD/NADAOfficialCommercialTruckGuide
The most healthy segment of medium duty truck looks to be cabovers.
Our benchmark group of 4-7 year-old Class 3 and 4 cabovers brought
an average of $18,698 in January 2016, compared to $17,087 in January
of 2015. This 9 percent increase in pricing is largely due to a substantial 34 percent difference in average mileage. We do adjust our price
averages for mileage, but a difference this large may not be fully
accounted for in our adjustments. At the same time, a notable increase
www.UTA.org
Reprinted with permission from the ATD/
NADA Official Commercial Truck Guide®
www.nada.com/b2b
March 2016 9
UTA Industry Watch
Industry News Briefs
Lackluster January
for Class 8 Sales: ACT
Medium Duty Fares Somewhat Better
TCP Survey Finds
Carriers “Positive”
for 2016
Sales for Class 8 vehicles got off to a slow start this year, with January’s
orders at an estimated 18,200 units, according to ACT Research.
Compared to the same month last year sales were down 48 percent.
And compared to December’s tally orders were down 35 percent.
Expectations have been tempered some, but a recent survey by
Transport Capital Partners (TCP) finds “carriers remaining positive,
despite tempered expectations, and looking toward stable growth in
2016.” The survey was based on data from 2015’s fourth quarter.
Medium-duty orders fared better at 19,200 units, representing a three
percent rise over January 2015, although down 19 percent against
December’s unexpectedly good numbers.
“Expectations are lower than in recent years but are still positive for
2016. The indication is for a stable business environment and little fear
of a recession,” said TCP Partner Steven Dutro.
“Economic reports over the course of January were broadly disappointing, with industrial-related data points particularly soft,” said
Kenny Vieth, ACT’s President and Senior Analyst. “Ongoing weakness
in the freight intensive manufacturing sector continued to weigh on
capacity utilization following a year in which Class 8 tractor retail
sales fell just short of an all-time record. As a result of the soft
supply-demand environment, the lackluster Class 8 order trend that
started in late 2015 continued into 2016.”
TCP’s survey also found a sharp drop in expectations for rate
increases from the previous year. “At the beginning of 2015, 79 percent
of the participants in our survey were looking forward to rate
increases over the year ahead,” TCP noted in a release. “Turning the
page into 2016, that number had dwindled to 41 percent--the lowest
percentage we have recorded since 2009.”
For more information contact trucks@actresearch.net. n
FTR’s Take on January’s Lower
Class 8 Sales
TCP found that carriers are also less in agreement about trends moving
forward than they’ve recently been. “In this survey, and in carrier
discussions with TCP, we are seeing more variation in the opinions of
individual carriers than in prior years. Any further tightening, caused
by a small increase in demand or driver shortages, will have a proportionally greater upward impact on spot and contract rates,” said TCP
Partner Richard Mikes. n
Suggests this May Suggest a Relatively Weak 2016
FTR’s preliminary data found January’s NA
Class 8 truck net orders “slipping back” to 18,062
units. The market research firm noted that “net Class 8 orders for five
of the last eight months were below 20,000 with a monthly average for
the period of 21,200 units.” Order activity has been “unusually
volatile” since September, FTR said, with monthly changes at more
than 6,500 units. The January tally “annualizes” to 217,000 units.
“Orders in 2014 equaled a strong 376,000, 2015 was down from that to
just 284,000 orders, and now 2016 is starting off even weaker,” noted
FTR’s COO Jonathan Starks. “It is not looking to be a strong year.
However, the fundamentals for freight and demand for truck services
should hold up well enough to keep the market at replacement levels.
In order to see that occur we would expect to see orders improve as we
get into the spring months and fleets finalize their plans for 2016
expenditures,” Starks added.
Contact FTR via email at sales@ftrintel.com or call (888) 988-1699 ext. 1
for more information. n
Volvo Debuts Battery-Powered Parking
Cooler Option
Volvo Trucks North America
introduced a battery-powered
parking cooler as a factory-installed
option for its VNM 630, VNL 630,
VNL 670, VNL 730, and VNL 780
sleeper models. The battery-powered
parking cooler lets drivers keep
the cab and sleeper comfortable
without idling the engine,
“providing the most
environmentally friendly
and efficient solution for
maintaining comfort while parked.”
The company feels the battery-powered parking cooler is a win-win
for the driver, according to Jason Spence, a Volvo Trucks product
marketing manager. “With regulations varying from state to state
– and even city to city – the parking cooler eliminates the guessing
game when it comes to anti-idling rules while maximizing driver
comfort, lowering fuel costs, and reducing emissions.”
Volvo said power comes from the combined energy of the truck
starting batteries and four AGM deep cycle batteries based in the
in-frame battery box. “The Volvo parking cooler is TMC approved and
rated to keep the sleeper comfortable at 74 degrees Fahrenheit for up
to 10 hours, even during the heat of the day,” Volvo said in a media
release. “The system is ideal for long haul drivers who run their trucks
at least six hours, then park for their required break. Smart energy
management software is also included, and protects the engine’s
starting batteries from being run down.” n
10 March 2016
www.UTA.org
UTA Industry Watch
Peterbilt Names the Larson Group NA Dealer
of the Year
Citing its sales growth in medium duty and heavy duty trucks, a boost
in its parts and service business, and the opening of three new locations,
Peterbilt named the Larson Group its North American Dealer of the
Year. The Larson Group operates 16 locations in seven states.
Peterbilt recently announced the award at its Dealer Meeting in San Diego.
The meeting also included overviews of the new PACCAR MX-11
engine and SmartLINQ connected truck technology. Accepting the
award were Glenn Larson and Vice Presidents Kevin Larson, Kory
Larson, and Kyle Larson.
International
Launches New Class
8 Vocational Trucks:
HX™ Series
International Truck recently launched the International® HX™ Series, a
line of Class 8 premium vocational trucks for the severe service industry.
International said this is the first all-new vehicle it has introduced
since 2010. The new series debuted at
the World of Concrete trade show. It
will replace the International® PayStar®
model.
International is now taking orders for
the new vehicles. The company expects
to start delivery this spring.
International says the HX series
addresses a “full range of applications,”
and released the following details.
The company will offer four HX Series models, with “both set-forward
and set-back front axle models in either short or long hood, depending
on the application.” It unveiled three of the models at the World of
Concrete trade show.
■■
■■
“The Larson Group Peterbilt is consistently one of our top performing
dealers and we are pleased to recognize them as our 2015 North
American Dealer of the Year,” said Darrin Siver, Peterbilt General
Manager and PACCAR Vice President. “Not only did they add three
new dealerships, they added the first dedicated TRP parts store, and
were among the first dealerships to embrace Peterbilt’s Rapid Check
expedited diagnostics program, and the SmartLINQ onboard
diagnostic telematics technology.”
Peterbilt also designated some of its best-performing dealer groups as
“Best in Class.” The company bases these Best in Class Awards on
“Standard of Excellence” scores, financial performance, parts and
service performance, and use of PACCAR training and programs.
The following dealer groups received Best in Class Awards:
■■ Allstate Peterbilt (Don Larson and Jeff Vanthournout)
■■ Cervus Equipment Peterbilt (Cal Johnson)
■■ Hunter Peterbilt (Jeffrey Hunter, Bill Hunter, David Hunter, and
Nancy Mycka)
■■ Jackson Group Peterbilt (Blake Jackson)
■■ Performance Peterbilt of Bristol (Ryan Church and Nathan Ried)
■■ Peterbilt Manitoba (Doug Danylchuk)
■■ Peterbilt of Wyoming (Bill Devore and Fred Devore)
■■ Rush Peterbilt Truck Centers (Rusty Rush, Corey Lowe, Jim Thor,
and Mike McRoberts)
■■ Stahl Peterbilt (Eddy Stahl)
■■ The Peterbilt Store (John Arscott, Jeff Arscott, and Greg Arscott)
■■ Transdiff Peterbilt (Pierre Pouliot, Guillaume Pouliot, and
Jean-Phillipe Pouliot)
www.UTA.org
■■
The HX515 is a 115” BBC Set-forward Axle Straight Truck with
primary vocations including concrete mixer, construction dump,
refuse/roll-off, and crane.
The HX615 is a 115” BBC Set-back Axle Truck or Tractor with
primary vocations including construction dump, concrete mixer,
platform stake/crane, and refuse/roll-off.
The HX620 is a 120” BBC Set-back Axle Truck or Tractor with
primary vocations including heavy haul tractor, construction dump,
and platform stake/crane.
International added that the fourth model, the HX520, is a “120” BBC
Set-forward Axle Truck or Tractor with primary vocations including
heavy haul tractor, construction dump, and platform stake/crane. It
will introduce that model at
Truck World in Toronto this
April.
Navistar® N13 engines power
the HX515 and the HX615
models, International said.
The Cummins® ISX15 engine
powers the HX520 and
HX620 models.
“Each model in the HX Series
delivers on four key principles
of design: maximum strength and durability, driver productivity, bold
styling, and superior uptime,” the company noted. For more information on the HX Series visit InternationalTrucks.com/HXSeries. n
March 2016 11
UTA Industry Watch
Keynote Ron Jaworski
12 March 2016
www.UTA.org
UTA Industry Watch
www.UTA.org
March 2016 13
UTA Industry Watch
From Where We Sit
Today, we envy you. You’re living in the
month of March when the weather has
warmed, and the promise of spring is in the
air. We, however, are still in February where
the wind chill is below zero and the weather
folks are all calling for yet another nasty
storm. With such realities to deal with, we’ve
decided to focus instead on Valentine’s Day.
Yep, it’s Valentine’s Day today here in our
little part of the world, and that has us
cocooning and thinking about love. As you
already know, we’re not much for these little
consumer holidays. We’re so lucky to have
enough meaningful days in our calendar
year to celebrate and commemorate, that we
tend not to make much of big deal about the consumer-driven ones.
Still, love is always a good thing to celebrate, and it’s certainly better to
think about than chipping ice off the sidewalks and driveway!
We’ve each taken turns introducing
ourselves, and now, lucky you, we’d like to
share a bit about us together. We have been
together since we were 18 year-oldfreshmen in college. Actually, we met the
second day of freshmen orientation. We
got engaged at 20 and married by the time
we were 22. Since the day we met, neither
one of us ever dated anyone else. We
decided within months of meeting, just
between us, that we would always stay
together. When we tell other people about
this, we always hear the same response,
“You are so lucky!” Yes, we have to admit,
we are lucky. It’s rare to find your partner
so young and be able to stay together so long.
But luck is only the place where this story begins. Although it wasn’t
exactly long, long, ago, in a galaxy far, far away, it has been, by far, the
greatest part of our lives that we’ve shared. Anyone who has a long and
still thriving marriage will admit, if they want to be honest, that luck
may have been the start, but hard work is what makes the marriage.
Only the fakers and liars will tell you that they’ve been married for
decades without any struggle. If they’re telling you that story, you’re
only getting a portion of the truth. But, the longer we are together the
more we’ve come to realize that staying that way comes down to
believing in the relationship even when it’s hard to believe in. Actually,
that was our advice to each of our children when their own wedding
days approached. We told them, “Your love is still young. You haven’t
yet had the opportunity to disappoint each other deeply. But, that
opportunity will come as the years go on. When it does, you have to
decide the disappointment isn’t bigger than the devotion you share to
each other.”
So, why are we telling you about this? Because over the years we’ve
been writing for UTA, we’ve interviewed scores of UTA members.
We’ve heard time and time again that the secret to their success was
their willingness to work hard and keep on going when discouragement seemed to be the only thing they were getting for their efforts.
Sure, they’ve noted the good luck they’ve had in meeting mentors and
working for great companies, but overall, very little replaces good-oldfashioned hard work. So are we lucky? Sure. So are our children who
bonded with their spouses while still in their teens. We take that as a
personal tribute to the relationship they grew up witnessing every day.
Did we ever once repeat the dire warnings we heard about how they
were too young to take such a big step? Not a single time. After all,
who were we to make that judgment when we knew all too well how it
felt to be so judged? So, with gratitude for
good luck combined with the willingness to
keep working, we look forward to the future.
At least that’s the way it seems from we sit.
Deb and Brad Schepp
editor@uta.org
14 March 2016
www.UTA.org