comedy comedy - Indy Traffic Club

February 2014
News | Events | Networking
COMEDY
I
I
NIGHT
OUR MISSION: To promote closer
relationships through networking,
building mutual understanding among
members and stimulating education in
transportation, warehousing, logistics,
and supply chain management.
www.indytrafficclub.org
This month’s Sponsor Spotlight,
DRIVING AMBITION, INC.
COMEDY
Join us
at
I
I
NIGHT
SATURDAY, MARCH 29
Showtime - 8:00pm
Morty’s Comedy Club (96th & Keystone Ave.)
3625 E 96TH ST, Indianapolis, IN 46240
Please arrive 30-45 minutes prior to showtime.
Join Us for a Night of Laughs
at Morty’s Comedy Joint
This is a great chance to kick back, relax, and laugh!
Bring your spouse, friends or colleagues.
Tickets are $20 each, plus a two item minimum at Morty’s.
$5 from each ticket purchase goes directly to the ITC Scholarship Fund.
Purchase tickets online at www.indytrafficclub.org
Comedian, Rich Voss
Rich was the breakout star of NBC’s Last Comic Standing seasons 1
and 3, was a regular guest on Tough Crowd with Colin Quinn and wrote
for Chris Rock when he hosted The Academy Awards in 2005. He also
played Lenny Bruce on NBC..s American Dreams and is a regular on
the Opie and Anthony radioshow.
2
ITC News
2014 OFFICERS & DIRECTORS
2014 EVENTS
Barbara Randall
ITC President
Driving Ambition
brandall@da-drivers.com
317-509-9232
Billy Harless
ITC Vice President
Al Warren Oil Company
bharless@alwarrenoil.com
317-480-3890
There are always a variety of events to network, keep in
touch with old friends, or invite colleagues.
Jan Peel (retired)
Secretary/Treasurer
jpeel83719@aol.com
317-357-5760
All events are tentative and may change. Dates are to be
announced so please check future newsletters for dates
and details.
Nancy Jarial
ITC Editor
TKO Graphix
njarial@tkographix.com 317-730-1636
March 29 | Comedy Night at Morty’s
April 24 | Spring Golf Outing
DIRECTORS
Kim (Cheverko) Pritchett 317-340-1649
Pilot Freight Services
kcheverko@pilotdelivers.com
James Dolan
Vincennes University
jdolan@vinu.edu
317-381-6028
Beth Gresehover
989-891-2518
Go-To Transport
bgresehover@gototransport.com
Steve Iskander
AIM NationaLease
siskander@aimntls.com
Take the opportunity to participate
in upcoming events!
317-727-5512
Fernando Lemelle
614-425-3783
Fed Ex
fernando.lemelle@fedex.com
Mark Carlson, Ex-Officio
317-771-0092
First Advantage
Mark.carlson@fadv.com
Norman R. Garvin
317-637-1777
Attorney
Scopelitis, Garvin, Light & Hanson
ngarvin@scopelitis.com
ITC News is the official publication of the
Indianapolis Transportation Club. Please
submit questions, comments and articles
for consideration to the editor:
Nancy Jarial,TKO Graphix
2751 Stafford Rd., Plainfield, IN 46168
phone: 317-730-1636 | njarial@tkographix.com
May 15 | ITC Track Day
August | Steak Fry
September 18 | Fall Golf Outing
November 6 | Annual Dinner
New Member
Dan Stevens
The Cisco Companies
WE NOW HAVE 346 IN OUR
LINKED IN GROUP!
Reach out to other group members and
invite them to join the ITC!
Connect with the Indianapolis
Traffic Club on Facebook!
Please ‘Like’ our page!
ITC News
ITC MAJOR SPONSORS
Platinum
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Gold
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Silver
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GET READY FOR THIS MAY EVENT - TICKETS ARE LIMITED
JOIN US FOR ITC TRACK DAY
IN THE TOWER TERRACE SUITES
There’s Still Time to Save, Buy Tickets
Before March 31st and Save $25
​ arly Bird Rate:
E
​Register by March 31st - $100 per person
​ fter March 31, 2014:
A
$125 per person
Register at www.indytrafficclub.org
What You Get:
• Admission to Indianapolis Motor Speedway
• Ticket to Tower Terrace Suite
• Air conditioned suite featuring big screen TV’s,
private bathrooms and luxury seating
• 80 stadium seats for incredible view of pit row,
​ and entire front stretch from turn 4 to turn 1
• Lunch, beer, wine, soda, water and snacks
• Access to Garage Passes and Tours
• Access to Pit Passes and Tours
• Preferred parking pass included with purchase
of 4 tickets (​ while supplies last)
3
4
ITC News
Lack of Data Undermines CSA Program, GAO Says
Feb. 4, 2014, Avery Vise
Reprinted from fleetowner.com
The Federal Motor Carrier Safety
Administration’s Safety Measurement
System doesn’t capture enough safetyrelated data on carriers to establish a
link between carriers’ SMS scores and
their crash risk or to reliably compare
carriers to one another, the Government
Accountability Office concluded in
a report released Feb. 3. In its longawaited review of the Compliance,
Safety, Accountability program, GAO said
that even as an internal agency tool for
targeting SMS, the program lacked the
precision to be as effective as it should
be, and it questioned both the way
FMCSA presents SMS data to the public
and FMCSA’s plan to use SMS scores to
determine carriers’ fitness.
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in the
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& ASSOCIATES, INC.
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Web: www.mjai.com
“Most carriers operate few vehicles and
are inspected infrequently, providing
insufficient information to produce
reliable SMS scores,” GAO found in the
report, which was ordered by Congress
in a recent appropriations act. “FMCSA
acknowledges that violation rates
are less precise for carriers with little
information, but its methods do not fully
address this limitation.”
Even though FMCSA requires a
minimum level of information to generate
an SMS score, that minimum still
doesn’t generate enough information
Since
a reliable SMS score, GAO
1to
97produce
1 “FMCSA identified many carriers
said.
as high risk that were not later involved
in a crash, potentially causing FMCSA
Si to
nc emiss opportunities to intervene with
carriers
that were involved in crashes.”
1971
For SMS to be a more effective
enforcement tool, GAO said FMCSA
should score only carriers with more
information than those scored today,
allowing it to better identify high-risk
carriers likely to be involved in crashes.
To test the impact of this idea,
instead of the few inspections
now required to qualify for SMS
scoring, GAO considered an
alternative that eliminated the
use of safety event groups and
set at least 20 inspections or 20
vehicles, depending on the CSA
BASIC, as the minimum threshold
for a CSA score.
Using this approach, GAO said
that 67.1% of high-risk carriers
would have had a crash during
the period it reviewed as opposed
to 39% under FMCSA’s current
approach. “This illustrative approach
involves trade-offs; it would assign SMS
scores to fewer carriers, but these scores
would generally be more reliable and
thus more useful in targeting FMCSA’s
scarce resources.”
Carrier fitness and public awareness
If SMS isn’t precise enough to be used
as an effective internal tool, GAO raised
further questions about using them for
safety fitness determinations as FMCSA
currently plans. It said that “basing a
carrier’s safety fitness determination
on limited performance data may
misrepresent the safety status of carriers,
particularly those without sufficient
data from which to reliably draw such a
conclusion.”
GAO also questioned how FMCSA
presented SMS data on individual
carriers, although it stopped short of
suggesting that the agency pull the
data altogether. The watchdog agency
noted a contradiction between FMCSA’s
official disclaimer about SMS scores
being intended for agency and law
enforcement purposes and the agency’s
own statement that SMS provides
stakeholders with valuable information to
make safety-based business decisions.
FMCSA itself has released a mobile
phone application – SaferBus – to
provide safety information, including
SMS scores, to consumers selecting a
bus company, GAO noted. Meanwhile,
the Dept. of Defense has written SMS
scores into its minimum safety criteria
for selecting carriers of hazardous
munitions, and multiple stakeholders
have reported that entities such as
insurers, freight shippers and brokers,
and others use SMS scores. “Given such
uses, it is important that any information
about SMS scores make clear to users,
including FMCSA, the purpose of the
scores, their precision, and the context
around how they are calculated.”
Industry reaction
Given that criticism of CSA and SMS
has grown over the past three years, it’s
not surprising that the trucking industry
welcomed the GAO report.
“The GAO’s review of FMCSA’s
Compliance, Safety, Accountability
program was comprehensive, thoughtful
and balanced,” said Bill Graves,
president of the American Trucking
Assns. “While ATA has long supported
ITC News
CSA’s objectives, we can’t help but agree
with GAO’s findings that the scores
produced by the program don’t present
an accurate or precise assessment of the
safety of many carriers.”
“Given GAO’s findings, FMCSA should
remove all carriers’ scores from public
view,” said Dave Osiecki, ATA executive
vice president and chief of national
advocacy. “Since scores are so often
unreliable, third parties are prone to
making erroneous judgments based
on inaccurate data, an inequity that
can only be solved in the near term by
removing the scores from public view.”
Osiecki also said that that “it would clearly
be improper” for FMCSA to proceed
with the rulemaking on carrier fitness
determinations based on the data until
FMCSA corrects problems that GAO
identified.
The Alliance for Safe, Efficient, and
Competitive Truck Transportation
(ASECTT) – a group that has challenged
FMCSA in court over CSA and SMS –
said that “the GAO’s own words are a
powerful endorsement of many of the
arguments [we have] been making for
years.” Several years ago, ASECTT’s
legal challenges resulted in changes
in how FMCSA presents SMS data on
its website, and the coalition is still in
litigation with FMCSA over SMS and
CSA. GAO confirmed SMS’s bias against
5
smaller carriers, ASECTT said.
ASECTT said it agrees with GAO’s
recommendation against using SMS as
it is today for determining carrier fitness,
but the group “continues to also believe
that until the system has been fully
validated for individual carriers, SMS data
should not be presented to the shipping
public. The FMCSA should live up to its
federal duty to determine which carriers
are safe to operate on the highways and
shut down the unsafe operators.”
Meanwhile, FMCSA tried to put GAO’s
findings in perspective, saying that it
uses a “strategic, data-driven approach”
to identifying and prioritizing high-risk
carriers.
“While we are always looking for ways to
improve our safety oversight methods,
and will carefully consider the GAO’s
latest recommendations, research shows
that CSA is already more effective at
identifying motor carriers with a greater
risk of crashing than the system we
replaced in 2010,” FMCSA said. The
agency added that under the Obama
Administration it has tripled the number
of unsafe bus and truck companies taken
off the road.
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6
ITC News
SPONSOR SPOTLIGHT
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ITC News
7
3 Great Books on the Art of Selling
BY ILAN MOCHARI
reprinted from inc.com
Sales and leadership guru Daniel Pink
recently recommended six of his all-time
favorite books on the art of selling. Here’s a
brief look at his top three picks:
1. Made to Stick: Why Some Ideas
Survive and Others Die (2007) by Chip
Heath and Dan Heath. For an idea to
survive, argue the brothers Heath, it must
elicit a “yes” answer to each of the following
six questions:
Is it simple? Is it unexpected? Is it concrete
(tangible, of this world, and not abstract)?
Is it (or is its inventor) credible? Does it tap
emotions? And is there a story you can tell
around it?
An example of an idea that fulfilled all six
criteria was President John F. Kennedy’s
1961 call to put a man on the moon.
Kennedy articulated it smoothly too. The
goal was to “put a man on the moon and
return him safely by the end of the decade.”
Note how basic this description is. It’s one
sentence, with a who, what, where, and
when. There was no need, in 1961, for a
why.
Had JFK been a CEO, joke the Heath
brothers, he would’ve explained it like this:
“Our mission is to become the international
leader in the space industry through
maximum team-centered innovation and
strategically targeted aerospace initiatives.”
2. How To Win Friends And Influence
People (1936) by Dale Carnegie. Don’t let
the prewar date fool you. Carnegie’s advice
remains especially relevant for our day
and age. Social networks make it easier
to “follow” friends and stay in touch, but
getting through to someone’s heart is still
what matters.
And in many ways, Carnegie was ahead
of his time. For example, he preached the
importance of customer empathy, long
before it became fashionable. He tells
the story of a Philadelphia fuel salesman
named C.M. Knaphle who hated the
advent of chain stores. Why did Knaphle
hate chain stores? Mainly because a chain
in Philadelphia bought its fuel from out-oftown dealers, instead of him.
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At Carnegie’s behest, Knaphle agreed
to debate other students in Carnegie’s
courses about whether chain stores were
good or bad. The catch? Knaphle had to
defend the chain stores. To prepare for the
debate, Knaphle went back to the store
that wasn’t buying his fuel. He asked the
buyer for advice that could help him make
the case that chain stores were a good
thing. “I must confess that he opened my
eyes to things I had never even dreamed
of,” wrote Knaphle.
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The buyer grew to like Knaphle personally-and ultimately became a customer.
3. Influence: Science and Practice
(1984) by Robert Cialdini. “Anybody writing
about persuasion and influence today
stands on Cialdini’s shoulders,” gushes
Pink. “If you’ve got time for only one book,
this is it.” High praise, and here’s one
reason why: Cialdini mixes academic rigor
with real-world experiments.
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For nearly three years, he writes, he
enhanced his academic research by
“systematically” immersing himself in
the world of “compliance professionals-salespeople, fundraisers, advertisers,
others.” In other words, Cialdini studied
how sales pros of all stripes practice
persuasion.
His “most instructive” takeaway was that
persuasion tactics typically fall into one of
six categories, each of which is “governed
by a fundamental psychological principle
that directs human behavior and, in so
doing, gives the tactics their power.”
Those six principles are reciprocation,
consistency, social proof, liking, authority,
and scarcity.
On the heels of Facebook’s tenth birthday,
it’s worth noting the presence of “social
proof” and “liking” on Cialdini’s list, all those
years before The Social Network was born.
Cialdini’s book will remind you that, long
before social media came to epitomize
all forms of viral marketing, there was
Tupperware. The principles that underlie
today’s leading technology companies are
not new and trendy, but as timeless as
human nature itself.
Industry Knowledge
Helping transportation businesses
to operate smoothly and
to grow through our experience
in claims, business agreements,
intellectual property
and legal disputes.
Contact: Steve Groth
317-684-5115
sgroth@boselaw.com
8
ITC News
In Remembrance
JOHN F. NORRIS passed away on January 13, 2014. John was a member of Holy Name Catholic Church in
Beech Grove. He was a veteran of World War II serving as a nose gunner on a B24 in the European Theater.
John was a life member of The Indianapolis Traffic Club.
Our sympathies go out to his wife Betty Norris; his children, Phillip Norris, Clare Welden, and Nancy Moore.
Club Callouts
GET UP AND DO SOMETHING IN 2014!
We are looking for members that want to serve on the following ITC committees:
Membership: Do you like to talk? We need you and your gift of gab to spread the word about the ITC.
Scholarship: Help gear up our scholarship program. We would like to attract more students and give away
even more money. Looking for someone with a passion for supporting these young individuals that may be the
future of our industry.
Sponsorship: The ITC depends on funds from our sponsors and advertisers. We are looking for ideas on how
to grow our future support from other corporate sponsors.
Please contact Barb Randall at 317-509-9232 or brandall@da-drivers.com to discuss these opportunities.
ITC Career Connections Job Postings
Sales Representitive - Truck Leasing
​Aim NationaLease
Position open in ​​Indianapolis, IN & Elkhart, IN
​​​​
Aim
NationaLease is the industry leader in full service truck
leasing, and is looking for an industry-leading Lease Sales
Professional like you to join our team! We are large enough
to present great opportunities to our employees, but small
enough to provide an atmosphere that feels like home.
Our Lease Sales Representatives:
•Grow market share through sales of customized asset
management solutions to prospective and current customers.
•​ Have the ability to maintain B2B Customer Service/Sales
with daily objectives in Cold Calling and Area Canvassing.
•​ Manage the entire sales process; including applying sales
and marketing strategies to identify and develop leads, make
sales calls, write proposals, secure contracts, and manage
accounts.
•​ Develop and present sales proposals to prospects and
customers for all contractual product lines including full
service truck leasing, dedicated logistics, and commercial
truck maintenance and truck rental.
Our dedication to providing unparalleled service and quality
means that you will work to establish strategic solutions
for your clients. Aim combines innovation, technology and
flexibility for today and the future.
Our great benefit package.
For more information, go to Careerbuilder.com or ​​contact
Steve Iskander, siskander@aimntls.com, 317-727-5512
www.aimntls.com
For more information on these jobs, please go to
www.indytrafficclub.org and click on the Career
Connection Logo.