Change is Good! - Used Truck Association

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 Brandon Hess..........4
Moving on Down the Road:
Catching Up with Mary Sweebe......5
Industry Events Calendar....................6
UTA Training Update ..........................7
The Brooks Group
Sales Tip of the Month.......................7
NADA Update ................................ 8-11
Medium Duty Corner............................ 11
Industry News Briefs..................... 12-14
From Where We Sit............................ 15
2013 UTA Convention Photos....... 16-17
The UTA…
Members Supporting Members!
Volume 16 • Issue 4 • April 2014
Change is Good!
Making the Choice for
Newer Emissions Technology
Angelique Pierce, Daimler Trucks Remarketing/
SelecTrucks
W
hat is the number one thing people typically
agree is good for them, but often prefer not to
go through? Change! One of life’s greatest truths is that
everything will change. Many of us fear that change will
have both an immediate and negative impact on our
lives. But, in the most positive sense of the word, change
is a process that promotes learning, creativity, and
growth. More importantly, it can result in new opportunities that help ensure you don’t stagnate or become
irrelevant.
These factors also ring true for trucking companies; especially regarding changes that the
Environmental Protection Agency (EPA) has implemented that affect the industry. The shift to
EPA10 technology has been accepted in some circles but met with great resistance in others.
This is mainly because the new technology being used to reduce emissions and improve
efficiency is being introduced at a fast pace, and it comes at a higher cost. And the cost of this
technology results in higher truck prices. Why would your customers want to pay more? That is
the very question today’s used truck dealers must be able to answer, and answer well.
You and your sales team must be equipped to help customers make the mental shift to adopting
EPA10 technology, and investing in trucks equipped with it. The best way to do that is to clearly
paint the picture of the market, and how their business can benefit from the change.
The Reality
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
Let’s first take a step back to look forward. Class 8 truck production in a normal year ranges
from 230,000 to 250,000 trucks. The combined production in 2008 and 2009 (EPA07) was
nowhere near that amount. With such low production volumes, these trucks exist in today’s
market but in small numbers. Also, there are some drivers and trucking companies who still
chase after MY07 trucks that meet EPA04 emission standards. But the harsh reality is these
trucks are becoming a rare find at best. It is true these older model year trucks have the benefit
of a lower price tag. The greater truth, however, is that choosing to continue operating these
trucks can result in missed business opportunities. There are states, like California, in which
you cannot operate your vehicle unless it is equipped with the newer emissions technology. As
the saying goes, “you can’t drive forward while looking in the rearview mirror.” Therefore, being
willing to let go of the trucks of the past helps ensure a good future for any trucking business.
The Silver Lining
Trucks with newer emissions technology help improve air quality, and positively impact the
health of our families. That’s a great reward for being good stewards of the environment. There
are many ways to achieve this, including newer strategies like the use of cleaner fuels (e.g.,
ultra-low sulfur diesel and compressed natural gas), and more common approaches such as
Continued on page 7
UTA Industry Watch
2014 BOARD
OF DIRECTORS
http://www.uta.org/directory
GOVERNING BOARD:
President...................... Rick Clark
Vice President..............Ken Kosic
Treasurer................... Tom Pfeiler
Secretary................Sheri Aaberg
President Emeritus
........................... Marty Crawford
COMMITTEE CHAIRPERSONS:
Affiliates & Benefits.... Bryan Boyd
Convention..................Hal Dickson,
Sheri Aaberg
Dealer Group.......... Mike Thurston,
Bobby Williams
Elections................ George Barnett
Finance.......................... Tom Pfeiler
Marketing........................ Rick Clark
Medium Duty..............Amy Shahan
Membership........... John Cosgrove,
Kenny Doonan
Training............................Ken Kosic,
Brock Frederick
UTA Jerome Nerman Family
Foundation Scholarship
..................................... Jay Burgess,
Brock Frederick
UTA.org Website......Bobby Williams
Wreaths Across America
....................................Bobby Williams
Real success is finding your
lifework in the work that
you love.
~David McCullough
2 April 2014
Board News and Views
A
pril is my month to present my views for the UTA Newsletter, and I just missed my first
deadline, which I do apologize for. (Fortunately, as you can see, I was able to get the article
finished in time for publication.) I was held up a bit because Sue and I are in Scottsdale “researching
and studying activity options including wine” for the upcoming November convention. We
realized that the 80-degree days and sunshine we are enjoying make it a lot easier to do research
and write this column here, than being in the 12" snows in Kansas. Besides I get to play cards
with my 91-year old dad who lives here, and YES he still beats me. I know that the eight months
until our convention here at Talking Stick will
pass VERY fast, and ALL of the UTA board
members look forward to getting together
again in this beautiful setting.
There is a lot of concern about how the new
Hours of Service regulations will affect the
driver shortage already here, and how much
harder it will be to find drivers as the economy
continues to improve. The Heavy Duty
Manufacturers Association sees that vehicle
electronics, cameras, and upgraded navigation
systems will be the game changers for the next
generation of trucks. The White House is soon
expected to mandate electronic logs in future
trucks, and like most mandates, I am sure it
will be a short time until they have established
the time line for implementation. Many of the
carriers are also looking at their shippers and
even dropping them over unfavorable
scheduling, delivery times, and dock management issues.
If our sales numbers are a benchmark, our
used truck sales were up 22 percent in 2013 over 2012. Based on two months of data from this
year they will be up slightly again when annualized. We are seeing new truck production times
go from three weeks to six weeks, which is good news for the manufacturers and should create
more used trucks. We have seen a real shortage of good, saleable used trucks on the market, and
we have had a hard time buying them, getting them through the repair process, and onto the lot
while still trying to make a few bucks. The prices and availability on good, used day cabs are
getting higher. At a recent Ritchie sale here in Phoenix, I watched a 2013 Peterbilt bring
$142,000 with 100,000 miles on it while I was sitting with a customer that I just delivered 2015s
to for $140,000. I elbowed him to pay attention to the price just paid.
Last year, I mentioned CNG trucks coming onboard. We had sold four beer delivery units in July,
and I was told not to bother them for their proposed 12-month “test” of these units. In January
they had three units running from 6.5-7.2 MPG (same as diesel), and one at 4 MPG. Not one of
the trucks had been in the shop in the eight months since delivery. I proposed a driver swap, and
some exceptions set for the driver. Guess what? His mileage went up dramatically and they just
took delivery of two more new CNG trucks this month. We are getting ready to deliver two new
roll-off trucks equipped with the 12 L CNG Cummins engine after doing a demo to prove the fuel
savings. Forty percent of new trucks on order for the garbage industry today are equipped with
CNG engines. With gas supplies good for 125 years under our feet, and now the engines to burn
it, I see CNG becoming a major part of our sales as the infrastructure grows to support them.
All of us on the UTA board hope you are having a good year and look
forward to seeing you in November. And, remember to use the UTA logo
in your advertising as it separates and promotes ALL of us.
Kenny Doonan
Co-Chair Membership Committee
kenny@uta.org
www.UTA.org
UTA Industry Watch
New
Members
Matthew Gantner, Used Truck
Account Manager
Mack of Nashville
161 Charter Place
LaVergne, TN 37086
www.macknashville.com
615-557-6663 (w)
mgantner@macknashville.com
Matthew’s only been
in the truck business
since 2012, when he
started as New Truck
Account Manager for
Mack of Nashville. He
says that the training
opportunities, as well
as the chance to gain
expertise and participate in networking
events, are some of the reasons he’s now
joined the UTA.
Matthew’s job gives him the chance to build
lasting relationships with customers and
learn about different trucks and truck manufacturers, which he enjoys. Even if he were
to leave the truck business for some reason
Matthew said he’d probably stay in sales.
Matthew is a big baseball fan and he comes
by his interest in the sport naturally. His
father, Jim Gantner, played for the Milwaukee
Brewers for 17 years. For his part, Matthew
played college baseball for five years.
Luis Guzman, Specialty Coordinator
Manheim
278 N. Marks Ave
Fresno, CA 93706
559-351-9610 (w)
luis.guzman@manheim.com
While still in high school,
Luis got his start in
trucking working for a local
transportation company to
earn money for college. He
serviced and repaired
trucks and hopper trailers. His current job takes him
on the road and learning
about local businesses, which he enjoys. “I
feel like time flies when I’m out getting
new business,” Luis said. The chance to
www.UTA.org
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.
network with other UTA members and learn
more about our industry is what brought
him to the UTA.
Were he to leave trucking for some reason
you’d probably still find Luis outdoors. Luis
was a firefighter for the Forest Service
during the summers while attending the
University of California. “I’ve been to fires
all over Oregon, California, and Arizona,” he
said. “I’d probably go back to firefighting. I
enjoyed being out in the woods and the
adrenaline rush of fighting a fire that
sounds like a freight train.”
Luis’ other interests include fishing and
playing golf.
John Kovary, Owner/President
Betten Trucks, LLC
1790 Highway A1A, Suite 204
Satellite Beach, FL 32937
www.bettentrucks.com
800-247-3999 (w)
john@bettentruck.com
John’s actually been a
member since October
2013. We’re including
him again this month
since we recently
caught up with him
and learned a bit more
about his background.
John started out in the business in 1993
with the same company he’s with now—
Betten Trucks. He’s worked his way up from
his first job as Parts and Transportation
Manager to the Owner and President.
He finds the best part of his job is just
being a business owner. “I can control my
destiny,” he said. “At least most of the
time.” He also enjoys developing
relationships with customers and venders.
If he wasn’t in this business though he can
envision himself in architecture, as he
enjoys designing and creating things.
Lonnie Martin, Used Truck Sales
Manager
Piedmont Truck Center, Inc.
P.O. Box 18109
Greensboro, NC 27419
piedmonttruckcenter.com
336-668-2401 (w)
lmartin@piedmonttruckcenter.com
Way back in 1979 McDonald’s
introduced its “Happy Meal,”
and it just so happened that
was the year Lonnie Martin
started out in the truck
business. His first job was
selling new and used trucks
for Mack Trucks in
Springfield, MO. Lonnie’s been a UTA
member before, when he was with Peterbilt,
and this time around he’s looking forward
to “meeting nice people,” and attending
helpful seminars.
His job brings him into contact with a lot of
people and that’s what he likes best about
it. “I get to know a lot of different people,”
he said. “It’s always nice to talk to new people.”
Although Lonnie’s background is in computers
and economics, he keeps coming back to
trucks. “Everything I’ve done integrates
into the trucking business,” he said. “I get
to travel and every day get to go in
different directions.”
Tyler Pontier
World Wide Export & Equipment Sales, Inc.
103 E. 3rd St.
Bevington, IA 50033
515-462-9900 (w)
tyler@worldwideexport.net
Wendell Strubhar
Dale’s Truck Sales
2475 W. State Rd 84
Ft. Lauderdale, FL 33312
www.dalestrucksales.net
(954) 522-2136 (w)
(954) 321-6890 (c)
wendell.dts@att.net
Finally, John wanted everyone to know he’s
“happy to be a member of the UTA
fraternity, and that he’s looking forward to
networking and developing friendships.”
New Members continued on page 5
April 2014 3
UTA Industry Watch
Brandon Hess
B
randon Hess has been around trucks
most of his life. “My grandfather
owned a towing and wrecker company in
Binghamton, NY, and my first non-paying
job was riding along with him as a little kid
when he went on a tow job,” he recently told
us. Today, Brandon is a wholesale buyer and
seller for Wholesale Trucks of America, but
for him work is still a family affair. His current
boss is his father, Al Hess, 2009 Marvin F.
Gordon Lifetime Achievement award winner
and a long-time industry veteran. Brandon
has been a UTA member for about four years,
and is devoted to seeing other younger sales
people become active in the organization,
recognizing the current Board for its efforts
to draw in younger members.
When he first joined the industry, Brandon
worked in retail sales for MHC Kenworth in
Kansas City, MO. He also
worked for Arrow Truck
Sales before joining his
father’s team. In his current
position he helps dealerships
find trucks, and he helps
them with trade valuations.
He also helps dealers move
equipment they may not
want to keep for retail
sales. The best part of his
job is still talking to his
customers, he told us.
“Establishing relationships is great when your
phone calls are about
stuff outside the office in
addition to the business
at hand,” he said. This
gift of gab is so important in sales, that
Brandon used its flip-side to explain his
greatest advice to people just starting out in
truck sales.
“Listen, listen, listen,” he advised. “A lot of
people get into sales, because they like to talk,
and they are hired because they can talk.
4 April 2014
But, listening while you learn the trade and
being open to coaching and being open to
suggestions is how success is built.” Brandon
considers himself very fortunate to have
been managed and mentored by some great
leaders. “John Porter was my Branch
Manager at MHC in Kansas City,” he said,
“and guys like Ken Kosic, George Papp, and
Lee Wallace were influences at Arrow, and
I’ve always been able to turn to my brother,
Marc, and my father Al, and Denny
Christensen for help along the way.”
Brandon credits his brother with giving him
some of the best advice he’s ever received.
“I think the biggest thing I’ve learned is to try
looking at things in the big scheme rather
than just the view from my window,” he
explained. “A lot of my early frustrations in
sales stemmed from a manger not approving
a deal or taking a different offer.” Brandon
said it was his brother Marc who told him to
have “horse blinders” on and just worry about
your work, staying focused on what lies ahead.
This formula seems to have brought Brandon
to a successful career, and he is very much
looking forward to leadership roles in UTA
as he continues to advance that career.
“Eventually the torch will be passed onto the
next generation, and like any position,
whether it’s on the Board or at a dealership,
proper training and experience is vital.
When he’s not at work, Brandon enjoys his
life at home with his girlfriend Jamie and
their two dogs, Baxter their French bulldog,
and Tazer their Doberman Pinscher. “On the
weekends I enjoy cooking and BBQ and
smoking meats,” he said. He and Jamie also
enjoy going to the gym, and Brandon is a huge
sports fan. “I enjoy local teams such as the
Kansas City Chiefs, the Major League Soccer
Champion Sporting KC Soccer Team, and the
Kansas Jayhawks. Paying tribute to his New
York roots, Brandon also follows the Yankees
and the Syracuse Orange basketball team. n
www.UTA.org
UTA Industry Watch
New Members continued from page 3
Bill Weddington
Best Used Trucks
9401 North Freeway
Fort Worth, TX 76177
www.bestusedtrucks.com
888-808-2700 (w)
bill.weddington@bestusedtrucks.com
Terrence (“Terry”) Williams,
Corporate Sales Lead Manager
Bruckner Truck Center
3611 Irving Blvd.
Dallas, TX 75247
www.brucknertruck.com
806-376-6273 (w)
TWilliams@brucknertruck.com
Terry Williams needs no
introduction to many
UTA members­—he
served on the board for
several years. If you
knew Terry you may
remember he’s a bit of a
card. When we asked
what he’s hoping to get
from his UTA
membership this time around he said:
“Dates!” To be fair, he also mentioned more
industry networking and learning
opportunities.
Moving on Down the Road:
Catching Up with Mary Sweebe
Since autumn of 2012 Mary Sweebe has been the Business Manager for her family’s business,
Diamond Companies, handling all the financing for the company’s Memphis, TN location,
and the five locations the company holds in Arkansas. We checked in to see how the job
change has been working out for her.
In spite of the fact that her father has been in truck sales since before she was born, and Mary
grew up in the industry, she didn’t start her career under her dad’s wing. During her college
years she took a summer internship working in the corporate office of Cummins, Inc. in
Columbus, IN, and enjoyed it very much. With her degree in hand, she joined a management
training program with Navistar Financial Corporation. She then spent the next three years in
Chicago working for Navistar. Her last assignment was a two-year stint in the company’s used
truck division. “As a Pricing Specialist, this was my first real job assignment with specific
duties, and I really enjoyed this experience,” she said.
Now Mary enjoys working with her organization and their customers, no matter what size
dealership those customers may represent. “I help the salesperson sell the truck by finding
suitable finance sources and help the customer buy the truck by doing the same thing,” Mary
explained. “Most of what I do is traditional debt financing but I also do TRAC leases, FMV
leases, and equity leases. I work with a variety of lenders from local banks to large finance
companies like Wells Fargo, Hitachi, and Navistar Capital, which is a division of General
Electric.” Recently, Diamond Companies and Roberts Truck Centers merged, and now Mary
helps her sales staff at 29 locations in seven states. “I am very excited about this merger,” she
said, “and I can’t wait to see what the future holds for Summit!”
We asked Mary to compare life at a large corporation versus life working for the family business.
“Corporate world is night and day to working in the dealership,” she said. “Because I am in a
family owned organization and part of that ownership, it makes me enjoy my job even more.
Summit Truck Group truly cares about its employees and customers. I will cherish the time I
spent in Chicago, but I am glad to be home, especially after the winter they just had!”
Having also spent that winter in colder climes, we hear you, Mary, we hear you! n
When we asked him what other industry he
could see himself in besides trucks, his
answer made us hungry (it could have been
that it was getting close to dinner time
too). I’d “love to be a chef because of the
creativity and the event of a good meal
with good friends,” he said. Aside from
this, Terry said backpacking has always
been a way for him to disappear and
recharge as he wonders at nature.
www.UTA.org
April 2014 5
UTA Industry Watch
Industry Events Calendar
MAY
AUGUST
8-10 • East Coast Truckers Jamboree
15-17 • Eau Claire Big Rig Truck Show
Kenly 95 Truckstop • Kenly, NC
http://kenly95.com/east-coast-truckers-jamboree/
Chippewa Valley Technical College • Eau Claire, WI
www.eauclairebigrigtruckshow.com
19-20 • UTA Sponsored Training Seminar
Selling for Success
20-21 • Commercial Vehicle Outlook Conference
Courtyard by Marriott, Downtown • Baltimore, MD
www.uta.org
(continued)
Dallas Convention Center • Dallas, TX
www.cvoconline.com
21-23 • The Great American Trucking Show 2014
29-31 • ATHS National Show & Convention
Ozark Empire Fairgrounds • Springfield, MO
www.aths.org/convention
JUNE
20-22 • Great Lakes Truck Show
Cabela’s • Dundee, MI
http://greatlakestruckshow.org
Dallas Convention Center • Dallas, TX
http://www.gatsonline.com
SEPTEMBER
5-6 • Big Iron Classic
Mantorville, MN
www.bigironclassic.com
25-26 • 9th Annual UTA Kansas City Golf Outing
22-23 • UTA Sponsored Training Seminar
Selling for Success
Adams Pointe Golf Club • Blue Springs, MO
www.UTA.org
Phoenix, AZ
www.uta.org
28 • East Coast Large Cars Truck Show 2014
Augusta , NJ
www.eclcannualtruckshow.com
OCTOBER
1-3 • 24th Annual NTDA Convention 2014
JULY
LaQuinta Resort & Club and PGA West • La Quinta, CA
http://www.ntda.org
10-12 • Walcott Trucker’s Jamboree
4-7 • ATA Management Conference & Exhibition
Iowa 80 Truckstop • Walcott, IA
http://iowa80truckstop.com/trucker-jamboree/
San Diego Convention Center & Marriott Hotel
San Diego, CA
http://www.truckline.com
21-22 • UTA Sponsored Training Seminar
Selling for Success
Dallas, TX
www.uta.org
AUGUST
1-3 • Carlisle Truck Nationals
Carlisle Expo Center, Carlisle Fairgrounds • Carlisle, PA
www.carlisleevents.com/carlisle-events/carlisle-truck-nationals/
29-30 • Green Fleet Conference & Expo
Renaissance Schaumburg Convention Center
Schaumburg, IL
http://www.greenfleetconference.com/
NOVEMBER
5-7 • 15th Annual UTA Convention
Talking Stick Resort & Casino • Scottsdale, AZ
http://www.uta.org/
8-9 • Waupun Truck-N-Show
Waupun Community Center • Waupun, WI
http://waupuntrucknshow.com
6 April 2014
www.UTA.org
UTA Industry Watch
UTA Training Update
U
TA’s recent Selling for Success training, held in Tampa, was a great success. An enthusiastic class enjoyed and benefitted from solid, practical training from George Papp.
If you missed this class consider going to the next session! These informative, UTA-sponsored
classes are sorely needed in today’s fast-changing world of truck sales. I truly believe that with a
solid approach and plan, selling trucks is a career that pays dividends.
The next training class is scheduled for May 19th and 20th in Baltimore, MD. This class is
starting to fill up, so please register as I expect the class to become filled completely.
Here’s the hotel information:
Courtyard by Marriott
Baltimore Downtown/ Inner Harbor
1000 Aliceanna Street
Baltimore, MD 21202
888-236-2427
Ken Kosic,
Vice President/Training Committee,
ken@uta.org
Change is Good!
continued from page 1
reducing engine idle time. Another way
(which is this article’s focus), is to embrace
the additional benefits that your customers
can reap from change. In this case that
means replacing their older trucks with
equipment that meets the new emission
goals. Everyone wants to avoid paying
higher prices for their trucks, but the key is
to help your customers understand they will
get a return on their investment.
Make sure your customers realize that
buying a used truck meeting the current
emissions standards inherently means they
are operating a vehicle with an engine that
runs more efficiently. This improved fuel
economy positively impacts driver performance, while reducing operating costs.
Who doesn’t want a lower cost of ownership? But the benefits don’t stop there.
When your customers choose to drive a
truck that meets the newer emissions
standards, they are creating new profit
opportunities for themselves. That’s because
they are then able to drive into California
(CARB compliant), and into city/state ports
governed by stricter emissions regulations.
As a used truck dealer, there is also a benefit
to you. When you act as a used truck sales
consultant to your customers and help them
understand the long-term benefit of buying
newer trucks, your dealership benefits from
selling trucks with higher price tags. This
typically results in more profit.
For most people, it’s hard to see that change
is good when it is happening. This is your
opportunity to affect that process for your
customers, and that will ultimately have a
positive impact on your dealership’s bottom
line. The most successful companies find
ways to make change work to their
advantage. Make certain you and your
customers can be counted among them! n
Successful people envision
themselves being even more
successful. Unsuccessful ones
envision the opposite.
www.UTA.org
April 2014 7
UTA Industry Watch
NADA Update
Chris Visser, Senior Analyst and Product Manager, Commercial Trucks
Average Retail Price by Model Year -­‐ All Sleeper Tractors Under 1M Miles Adjusted for Mileage Average Retail Price and Mileage -­‐ All Sleeper Tractors Under 1M Miles $60,000 580000 560000 $55,000 540000 $50,000 520000 500000 $45,000 480000 $40,000 460000 440000 Source: ATD/NADA Price Mileage 420000 400000 Jan-­‐12 Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan-­‐13 Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan-­‐14 Feb $30,000 $70,000 $60,000 $50,000 2007 $40,000 2008 $30,000 2009 2010 $20,000 2011 $10,000 2011 model year trucks continue to push our average to record levels
as they enter the market in greater numbers. In December 2013, this
vintage overtook 2010 as the most-common model year sold in the
retail market, although this month was an exception, with 2009s
edging out 2011s. Despite their continued increase in volume, 2011s
have actually gained value during this period. This performance is
evidence of inadequate supply of late-model, low-mileage trucks. See
“Monthly Retail Sales Volume by Model Year” and “Average Retail
Price by Model Year” graphs for detail.
2012 Ju
l Se
p No
v
Ja n-­‐
14
Ju
l Se
p No
v
Ja n-­‐
13
M
ar
M
ay
n-­‐
12
ay
Source: ATD/NADA $0 Ja
This past winter’s severe weather impacted the volume of trucks sold,
but retail pricing remained unaffected. Demand remained strong
enough through the roughest months to keep pricing at or near record
levels. February’s pricing was off January’s record by just $262 (or 0.5
percent). Mileage was up 8024 (or 1.5 percent), and age was 1 month
older. Year-over-year, February’s pricing was $6720 (or 12.0 percent)
higher, mileage was 11,251 (or 2.1 percent) lower, and age was
identical. See “Average Retail Price and Mileage” graph for detail.
$35,000 $80,000 M
Sleeper Tractors – Retail
$90,000 ar
Retail and wholesale volume both returned to trend in February, after
an anomalous January. Retail sleeper tractor pricing remains at record
highs. Wholesale pricing is back to average levels, with age and
mileage figures returning to typical positions. The market for medium
duty trucks recovered to an extent, with mild strength in the Class 4
conventional segment and notable changes in the Class 6 segment.
Class 8 pricing is highly dependent on engine and transmission spec,
as a special study explores.
$100,000 M
Summary
2009s outsold all other model years for the first time in four months.
2009s averaged 554,063 miles this month, putting them at a relatively
attractive point in their price/useful life cycle. This model year did see
a mild downward price movement of $851 (or 1.6 percent) monthover-month, but based on recent performance, we consider this model
year stable.
Depreciation for the under-1,000,000-mile cohort as a whole was
negligible for the first two months of the year, with 2008 and newer
trucks stable at a high level and 2007 and older trucks down moderately.
However, these older trucks have fluctuated up and down mildly in
recent months, and we do not expect notable downward movement
going forward.
As for 2012s, trucks of that vintage continue to enter the market in
gradually higher numbers, but there has not yet been any downward
pressure on pricing. It is entirely possible that market appetite for
low-mileage sleepers will remain strong enough to absorb increased
numbers of this higher-production model year with no adverse impact
on price in upcoming quarters.
Sleeper Tractors – Wholesale
Last month, severe weather kept buyers focused on only the youngest,
lowest-mileage trucks available. In February, it appears that buyers
went back to auctions and picked up a more typical mix of trucks. The
average sleeper tractor sold at auction or dealer-to-dealer this month
brought $31,691, had 723,465 miles, and was 89 months old. See
“Average Wholesale Price and Mileage” graph for detail.
Average Wholesale Price and Mileage: All Sleeper Tractors Under 1M Miles Monthly Retail Sales Volume by Model Year: Sleeper Tractors Under 1M Miles 400 $45,000 750000 $40,000 700000 350 2 per. Mov. Avg.(2008) $35,000 300 2 per. Mov. Avg.(2009) $30,000 250 2 per. Mov. Avg.(2010) $25,000 600000 200 2 per. Mov. Avg.(2011) $20,000 550000 150 2 per. Mov. Avg.(2012) $15,000 100 500000 $10,000 50 Source: ATD/NADA 0 $5,000 2 per. Mov. Avg.(Price) Sources: ATD/NADA and Auc2onNet M
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$0 8 April 2014
450000 2 per. Mov. Avg.(Mileage) 400000 Feb Jan-­‐14 Dec Nov Oct Sep Aug Jul Jun May Apr Mar Feb Jan-­‐13 Dec Nov Oct Sep Aug Jul Jun May Apr Mar Feb Jan-­‐12 Ja
650000 www.UTA.org
UTA Industry Watch
Average Wholesale Price and Number of Trucks Sold by Mileage Range Sleeper Tractors, YTD2014 $80,000 70 $60,000 60 $50,000 50 $40,000 40 $30,000 30 $20,000 20 $10,000 10 Price Count 9K
9K
99
0-­‐
90
9K
89
0-­‐
80
9K
79
0-­‐
70
9K
69
0-­‐
60
9K
59
0-­‐
50
9K
49
0-­‐
40
9K
39
0-­‐
30
29
9K
19
0-­‐
20
0-­‐
10
0 $0 Currently, it looks like the wholesale market is somewhat split, with
interest concentrated in the under-500K and over-700K segments. We
expect this trend to smooth out a bit in upcoming months, but it is
logical that demand will remain strong for low-mileage trucks. By the
same token, there will always be some degree of a market for
low-priced, high-mileage trucks.
In terms of age, model-year 2007 was again the top seller, regaining
this position after giving it up for one month to 2011s. Although 2007s
generally come with high mileage – averaging 867,710 year-to-date
– their low price ($17,827 on average) and lack of DPF’s keeps them a
popular target. As for 2011s, trucks of that vintage will continue to
make a larger impact as they return off trade. As in the retail channel, we do not expect notable downward
movement in any age or mileage cohort in upcoming months.
Special Study - Effect of Engine and Transmission
Specs on Price
This month, instead of looking at performance of four-year-old trucks
over time, we’re going to examine the impact of engine and transmission
spec on retail pricing of popular aerodynamic models. For this study,
we’ve averaged results for 3-5 year-old trucks split up by engine and
transmission combinations. Models included are those that were
available in the 2009-2011 model years, for which we have a statistically
valid sample size. The time period is calendar year 2013. Results show
not only the relative value of individual models, but the impact of spec
on price.
As you can see from the “Average Retail Price – 3-5 Year-Old” graph,
the Volvo 780 takes top honors, with ISX/manual and D13/manual
combinations essentially equal in price. The market appears to prefer a
manual in this truck, given the roughly $5000 premium over 780s
equipped with an automated transmission. This result is not surprising,
given that owner-operators – a group that appreciates manual
www.UTA.org
Source: ATD/NADA $70,000 $60,000 $50,000 $40,000 $30,000 $20,000 $10,000 M
78
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$0 transmissions – are a target market for this truck. Interestingly, the
670 returns the opposite results, suggesting stronger demand for an
automated in this more fleet-oriented model.
80 Sources: ATD/NADA and Auc2onNet $70,000 $80,000 78
Interest in high-mileage trucks was considerably higher this month.
The percentage of sleepers sold with over 600,000 miles returned to a
more typical 69 percent, which happens to match the CY2013 average
exactly. Compare this result to January’s 47 percent. Not only that, but
trucks in our highest mileage band (900-999K) were the top sellers
this month. See “Average Wholesale Price and Number of Trucks
Sold” graph for detail.
Average Retail Price -­‐ 3-­‐5 Year-­‐Old Sleeper Tractors by Spec Adjusted for Mileage 78
Month-over-month, February’s pricing was $6858 (or 17.8 percent)
lower than January’s. Mileage was 99,621 (or 13.8 percent) higher, and
age was 17 months older. Again, January was an outlier.
Looking at engines, Peterbilt 386 buyers valued the ISX substantially
higher than the C15, with a $7474 (or 11.1 percent) difference between
the two. There was also a much greater number of 386s sold with ISXs
in this period, at 142 vs. 25. International ProStar buyers also preferred
the ISX, paying an average of $11,012 (or 19.6 percent) more for trucks
so equipped over MaxxForce counterparts. Volume for the ProStar/
ISX combination was much higher than for the ProStar/MaxxForce, at
308 vs. 74, respectively. The ISX/manual was also valued more highly
in the Volvo 670 than the D13/manual, commanding an average of
$1346 (or 2.1 percent) more. As with the other two models, the ISX
accounted for the majority of 670s sold, at 404 vs. 106. Again, though,
the price relationship reverses when the D13 is backed by an iShift.
Earlier this month, we published results for 3-year-old and 5-year-old
trucks separately in our Commercial Vehicle Blog. Focusing specifically
on 3-year-old trucks, we know that PACCAR’s MX engine performs well
in the marketplace, coming in higher spec-for-spec vs. the ISX in both
the 386 and T700. The T660 brought slightly higher money with the ISX,
but only by just under $700. Freightliner’s proprietary engine – the DD15
– also brought slightly more money than the ISX, with DD15 Cascadias
commanding about a $700 premium. Volvo’s D13 was the exception,
with the ISX outperforming the proprietary engine by almost $8000
in the 780 and about $1600 in the 670 when equipped with a manual.
For 3-year-old trucks, automated transmissions represented a premium
for all models save for the 780. When behind a proprietary engine, an
automated transmission appears to be a value-add on a late-model
sleeper tractor. Given the driver shortage, it is logical that small fleets
and other buyers of late-model used iron would purchase trucks that
are easy for novices to drive.
Medium Duty – Class 3-4 Cabovers
The medium duty cabover segment returned to trend in February after
an essentially moribund January. Auction sales collected by NADA show
our benchmark 4-7 year-old, Class 3-4 cabover with under 200,000 miles
selling for an average of $13,668. Average mileage for that cohort was
112,307 miles. Volume was up notably, although still off the average.
Month-over-month, February’s pricing was $5218 (or 38.2 percent)
higher than January’s, while mileage was 48,159 (or 30.0 percent)
lower. As we stated last month, January’s results are not really valid for
comparison, since the unusually low number of trucks sold resulted in
skewed figures. NADA continued on page 10
April 2014 9
UTA Industry Watch
NADA continued from page 9
Year-over-year, February 2014’s pricing was $1556 (or 11.4 percent) higher
than last February, while mileage was 1459 (or 1.3 percent) lower. See the
associated graph for detail.
Medium Duty – Class 6 Conventionals
Last month, we stated that January’s results for our 4-7 year-old
benchmark average were an anomaly due to extremely low volume
driven by extreme weather. We now know that February’s volume was
also unusually low (the lowest in at least five years), so we’re now
looking at additional factors. One factor is our revised definition of “4-7 year-old.” As of January
2014, our definition includes the 2008-2011 model years in place of the
2007-2010 model years. Since 2008-2011 were low-build model years
due to the recession, it is logical that there will be a lower number of
trucks included if 2007 is removed. This factor would explain why
there was a major volume drop in 2014 but not in previous years.
Pricing since mid-2013 has been unimpressive. The supply of trucks
with over 100,000 miles appears to be more than enough to meet
demand. At the same time, 2010 and newer trucks are performing
better than the average, thanks to their much lower supply. Still, the
comparatively low pricing of new Class 3-4 cabovers keeps a cap on
pricing of used equipment.
As background, the Class 6 segment is highly exposed to the state and
municipal fleet sector. These entities were generally under budget
austerity during the recession, which means they kept their fleets in
service longer than normal. In some cases, they skipped the 2008-2011
model years entirely. This is one factor behind the low number of 2008
and newer trucks cycling through the market. Medium Duty – Class 4 Conventionals
4-7 year-old Class 4 conventionals returned a relatively strong
performance for another month. Class 4s are more heavily exposed to
the consumer/end-user market than their heavier GVW counterparts,
and it is likely that demand for this group continues to improve.
Pricing was moderately lower than last month, at $15,192 vs. $15,845
respectively. However, this result came with higher mileage, at 115,244
vs. 102,391. Pricing is similar to this time last year, although mileage is
higher. Specifically, February’s result was $782 (or 4.9 percent) lower
than February 2013, but with mileage higher by 19,350 (or 16.8 percent).
See the associated graph for detail.
Looking at price and mileage, Class 6s returned $21,988 in February
- $1485 (or 6.3 percent) lower than January, and $4999 (or 22.7 percent)
higher than February 2013. February’s mileage was 180,982 – 57,960
(or 32.0 percent) higher than January, and 4472 (or 2.5 percent) higher
than last February. As we mentioned, due to the extremely low volume
of data, we expect to see higher than normal monthly fluctuations in
these measures. See the associated graph for detail.
Average Number of Used Trucks Retailed per Roo9op 8.0 7.0 6.0 5.0 4.0 3.0 2.0 1.0 Source: ATD/NADA 0.0 Jan-­‐12 Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan-­‐13 Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan-­‐14 Feb Higher pricing despite higher mileage indicates a strengthening market.
As we mentioned last month, due to the wide variety of applications for
a Class 4 conventional, it is likely that future performance of this segment
will reflect the slow but steady growth of the economy overall.
10 April 2014
www.UTA.org
UTA Industry Watch
Sales Volume
The number of used trucks retailed per rooftop in February headed back
up to a solid 6.1, continuing the unusual see-saw pattern we’ve seen since
mid-2013. With most of the factors causing uncertainty through late
2013 no longer in place – and winter storms behind us – we expect
monthly fluctuations in volume to moderate in upcoming months. See
the “Average Number of Used Truck Retailed” graph for detail.
In the wholesale channel, February recovered to a level almost
identical to the 2013 average. Combined auction and dealer-to-dealer
volume this month was 3261, up 476 (or 14.6 percent) from a weatherimpacted January. Year-over-year, February 2014 was up 174 (or 5.3
percent) over February 2013. We expect wholesale volume in 2014 to
look similar to mildly higher than 2013. See the “Total Wholesale
Sales Reported to NADA” graph for detail.
Total Wholesale Sales Reported to NADA 2011 Total: 29,282 2012 Total: 34,275 Spec’ing Medium Duty Trucks
for Maximum Resale
Here are some key things to note:
Engine
Is it Gas or Diesel?
Spec diesel over gas whenever possible.
Horsepower/Torque
6000 2010 Total: 42,320 “Tips You Can Count On”
2013 Total: 39,179 230hp or more is prime, but keep it in perspective. The key is to find the sweet spot so a truck
offers sufficient power for how it will be used
initially, while also considering future resale.
5000 4000 3000 Transmission
2000 Is it manual or automatic?
1000 Sources: ATD/NADA and Auc2onNet 0 Jan-­‐14 Sep Nov Jul May Jan-­‐13 Mar Sep Nov Jul May Jan-­‐12 Mar Sep Nov Jul May Jan-­‐11 Mar Sep Nov Jul May Jan-­‐10 Mar Conclusion
Upcoming months should return consistent results in most segments.
Sleeper tractors with less than 600,000 miles should continue to bring
record pricing despite a mildly increased number of 3-4 year-old
trucks entering the market. Interest in older, lower-priced models may
be picking up, and we will continue to monitor that cohort to see if
new trends develop. In the medium duty sector, Class 4 conventionals
look the most promising, with mild upward movement predicted
going forward. In general, economic conditions continue to improve,
and most of the factors causing uncertainty in previous quarters are
no longer in play. n
The savings will be substantial upfront with
manuals, however that savings will likely be
wiped out at resale. Also, when spec’ing autos
remember PTO’s.
Color
White is most common, but you may have to
factor in paint or decal removal.
Remember, while resale is a very important part
of the life cycle, what’s most important is building
the right truck for the intended job function!
~ The Medium Duty Counselor
Reprinted with permission from the ATD/
NADA Official Commercial Truck Guide®
www.nada.com/b2b
www.UTA.org
April 2014 11
UTA Industry Watch
Industry News Briefs
DOT Proposes “Electronic
Logbooks” to Boost Efficiency
and Safety
The U.S. Department of Transportation
(DOT) is continuing its campaign to keep
truck drivers undistracted and alert, citing
statistics showing that impaired driving, including
fatigue, is a factor in more than 12 percent of the 129,120 total crashes
involving large trucks or buses in 2012.
Most recently, DOT’s Federal Motor Carrier Safety Administration
(FMCSA) announced a proposal requiring interstate commercial truck
and bus companies to use Electronic Logging Devices (ELDs) to improve
compliance with Hours of Service rules. In addition to improving
logbook data, the proposal would also greatly reduce the paperwork
associated with hours-of-service recordkeeping, which is the second
largest such effort in the federal government (following tax-related filings).
The proposal “will improve safety while helping businesses by cutting
unnecessary paperwork,” said Transportation Secretary Anthony Foxx.
“By leveraging innovative technology with Electronic Logging Devices,
we have the opportunity to save lives and boost efficiency for both
motor carriers and safety inspectors.”
DOT says the proposed rule would reduce hours-of-service violations
by making it harder for drivers “to misrepresent their time on logbooks
and avoid detection by FMCSA and law enforcement personnel.” DOT’s
analysis shows it will also help reduce crashes by fatigued drivers,
preventing roughly 20 fatalities and 434 injuries each year for an annual
safety benefit of $394.8 million.
“By implementing Electronic Logging Devices, we will advance our
mission to increase safety and prevent fatigued drivers from getting
behind the wheel,” said Federal Motor Carrier Safety Administrator
Anne S. Ferro. “With broad support from safety advocates, carriers
and members of Congress, we are committed to achieving this
important step in the commercial bus and truck industries.” n
ACT: February’s Orders Up
30 Percent Y/Y
Sales are rolling along nicely so far in
2014, according to ACT Research’s latest
data. The market research firm sees February’s Class 5 to 7 net orders
coming in at 19,600 units, with Class 8 net orders expected at 29,200
units. These figures are preliminary but expected to be within five
percent of the final figures when those are released.
“Following two months of below trend order placements, Classes 5-7
net orders rose to their highest level cycle-to-date at 19,600 units,” said
ACT’s president and senior analyst Kenny Vieth. “That volume represents
an improvement of 14 percent from January and 22 percent compared
to last February,” he added. “Medium Duty orders over the past year
can be characterized as ‘slow and steady wins the race.’ Since October,
orders have been booked at a 211k SAAR, while going back to the
beginning of Q3’13 produces a net order SAAR of 210k units. Over the
12 months ending February, 206k net orders were booked,” Vieth said.
For further information visit http://www.actresearch.net. n
Trucking Conditions Index
Very Positive: FTR
FTR agrees that so far 2014 is shaping up as
a good one for the industry. Its Trucking
Conditions Index (TCI) reading of 8.82 for
January “reflects a very positive environment for truckers in early
2014,” FTR concluded. The market analysis firm expects the index to
remain high “as regulatory drag keeps capacity tight.” The index
increased 2.8 points from December to January, which FTR said
reflects ongoing improvements in truckload rates that started last
summer with the Hours of Service changes. “While freight certainly took a hit to start 2014 numerous other indicators
are positive for the industry and line up with our expectations for the
remainder of the year,” said FTR’s Jonathan Starks. “Namely, the
capacity situation for trucking was highlighted when the severe
weather hit and capacity shortages started occurring. These shortages
illustrate that the industry has been operating with much less surge
capacity available than in the past, and spot market pricing responded
and has stayed elevated through much of February,” Starks added. n
MHC Kenworth – Kansas Named 2013
PACCAR Engine Dealer of the Year
MHC Kenworth–
Kansas City
received the 2013
PACCAR Engine
Dealer of the
Year award for
the United States
and Canada, at
Kenworth’s
annual Dealer
Meeting.
The award has
been given out
for three years and MHC has earned it twice. The award encompasses
MHC Kenworth – Kansas City locations in Columbia, Kansas City,
and St. Joseph, MO, and Olathe and Topeka, KS. MHC Kenworth–
Kansas City was also selected from among Kenworth’s five Gold
Award winners for 2013.
“MHC has had great success with the PACCAR MX-13 engine due to
its outstanding performance in fuel economy and drivability,” CEO
Tim Murphy said. “We are honored to receive Kenworth’s PACCAR
Engine Dealer of the Year award. This award is a testament to our
commitment to our customers to help them realize the value of the
MX, provide them with world-class service, and do Whatever It Takes®
to support them every day.” “It is a great honor once again for our company to receive this award,”
Regional Vice President Steve Mayhew said. “With the number of
PACCAR MX engines running in the Midwest, we continue to provide
superior customer service, convenient locations, and extended hours
to meet our customers’ expectations.”
For more information visit mhctruck.com. n
12 April 2014
www.UTA.org
UTA Industry Watch
Isuzu Debuts New 2014 and 2015 N-Series
Models
Isuzu Commercial Truck of America, Inc., recently unveiled its lineup
of 2014 and 2015 N-Series diesel models. The company also
announced that it would extend its 24 months/60,000 miles covered
maintenance program to all the diesel models sold through June 30,
2014. Isuzu announced the news as part of its 30th anniversary
celebration of Isuzu trucks entering the U.S. market.
2014 NPR ECO-MAX
Isuzu’s increased the allowable frontal area of its 12,000-lb. GVWR
NPR ECO-MAX for the 2014 model year, from 6.92 square meters to
7.4 square meters. This means non-air-deflector equipped models can
handle bodies with inside heights of up to 85 inches (a boost of six
inches), without application approval from Isuzu. (Models equipped
with the air deflector can accommodate bodies with inside heights of
up to 91 inches with Isuzu application approval.)
Also, the 151-inch wheelbase ECO-MAX model will now offer a dual
fuel tank option. Isuzu said the second tank is side mounted and
carries 33 gallons of fuel. While pricing isn’t yet available, the
company said it will be equivalent to the dual fuel tank option already
available on Isuzu NPR-HD, NQR, and NRR models.
“These changes make the NPR ECO-MAX more capable, versatile,
flexible and convenient than ever, meeting the needs of a wider variety of
owner-operators, drivers and vocations,” a company spokesperson said.
2015 NPR-HD, NQR and NRR
Isuzu also announced that all 2015 NPR-HD, NQR and NRR models
offer new 19.5-inch Bridgestone M895 low-rolling resistance tires,
which the company says will improve fuel efficiency without sacrificing strength or durability. The tires incorporate “stone ejector
design” to help protect against stone drilling for enhanced casing
durability, closed shoulder design for increased wear life, dual sidewall
protector that resists cuts and scrapes, and reinforced steel casing for
long life and “retreadability.”
Isuzu added that for the new 2015 model year, the 4J 3.0-liter 4
cylinder turbo-diesel engine will adopt the Denso air conditioning
compressor already found on the Isuzu 4H 5.2-liter 4 cylinder
turbo-diesel engine.
“The upgrades to our 2015 NPR-HD, NQR, and NRR trucks will add
to their reputation for efficiency, ruggedness, driver comfort, and
environmental friendliness,” according to Isuzu’s spokesperson.
Michelin Launches
Nationwide Truck
Care Network
Michelin Americas Truck Tires recently
announced “Michelin Truck Care,” a national
network of mechanical service providers for trucks. Launched in
March, the network will feature dedicated fleet maintenance
managers and technicians, plus “standardized services” that Michelin
will audit. Mobile maintenance visits, “consistent nationwide pricing,”
integrated fleet maintenance systems, and “the assurance of high
quality parts,” will also be included the company said. The service will give fleet managers the tools to “expertly manage
their maintenance, control costs, and be assured the job will be done
properly,” Michelin said in a release. Adding: “It allows managers to
spend less time gathering data and more time making decisions.”
Michelin said there will be more than 100 service locations by the end
of this year. Michelintruck.com/truckcare lists participating service
locations, which now includes Colony Tire, Raben Tire, Snider Fleet
Solutions, and Service Tire Truck Centers among others.
In addition to the network of service centers, mobile maintenance is
offered. The following services are available through either option:
■■ Preventative maintenance (PM) for tractors and trailers to include
oil, lube, and filter service
■■ DOT annual inspections
■■ Electrical repair, including lights, charging, and starting
■■ Brake adjustments, repair, and replacement
■■ Wheel-end work to include seals and bearings
■■ Suspension repair and replacement
■■ Mud flaps
■■ Minor body repair to trailers and other service repairs
■■ Reefer PM services
Michelin audits the procedures and services “to ensure standardized
quality throughout the network and consistent parts and labor
pricing.” It uses standard repair times and vehicle maintenance
reporting standards coding. Further information is available at www.MichelinTruck.com. n
For more information, call (866) 441-9638 or visit www.isuzucv.com. n
Industry News Briefs continued on page 14
www.UTA.org
April 2014 13
UTA Industry Watch
Industry News Briefs continued from page 13
Used Commercial
Vehicle Registrations
Up for 2013: Polk
If you thought that 2013 was a good
year for the industry you were right.
For 2013, U.S. combined new and used commercial vehicle (GVWs
3-8) registrations came in at 1.25 million units, an increase of 4.3
percent over 2012’s tally, Polk’s analysis found.
New registrations climbed 3.8 percent; used transactions were up 4.7
percent over 2012 volumes. Polk added although combined commercial vehicle registrations were up over 2012’s numbers, registrations
“have been virtually flat over the past three years at an average of
1.245 million units each year.”
But used registrations have outpaced new ones for five years running.
Polk said used transactions accounted for 54.3 percent of total
commercial vehicle registrations in 2013, up slightly from 2012’s 54.1
percent figure.
Used Commercial Vehicle Registrations
for 2013 Calendar Year
VIN-Defined
Gross Vehicle
Weight
2013 Used
Commercial
Vehicle
Transactions
(000’s)
Percentage
Change
from 2012
2013 Share
of Used
Commercial
Vehicles
GVW 3
GVW 4
GVW 5
GVW 6
GVW 7
GVW 8
TOTAL
206
63
36
59
54
261
679
7.1
6.3
9.3
8.3
5.4
1.1
4.7
30.4
9.5
5.2
8.6
7.9
38.4
100.0
Source: IHS Automotive, based on Polk new commercial vehicle registration data.
2013’s used commercial vehicle registrations reached 679,000, a boost
of 4.7 percent over 2012, and the second highest recorded number of
annual transactions since Polk began tracking these in 2004. (Used
transactions peaked in 2011 at 791,300 units.)
“Strong demand continues for clean used equipment to replace older
equipment as exhibited by year-over-year increases in each of the
GVWs for 2013,” Polk said in a release. “The continued strength of
used commercial vehicle transactions during the 2013 calendar year
reflects a competitive market for clean used equipment as it becomes
available,” Polk’s Gary Meteer added. “We see high demand for clean
used equipment for the replacement of significantly older (pre-2000
Model Year) equipment, and our team continues to monitor the age of
the vehicle population within each GVW,” he continued. “Our
analysis indicates that over the past five calendar years more than 1.5
million pre-2000 model year commercial vehicles have been phased
out, replaced by newer used equipment.”
The tally for 2013’s used GVW 8 transactions reflected “performance
lower than historical levels as a result of the continued shortage of clean
used equipment,” Polk found. This is mostly based on the low numbers
of new GVW 8 registrations during the 2008-2010 calendar years. n
14 April 2014
June 17 & 18th, 2010
The 9th Annual
UTA Jerome Nerman
Family Foundation
Golf Open Fundraiser
Wednesday, June 25
6:00 – 9:00 p.m.
Welcome Reception
at the Adams Pointe Conference Center,
Marriott Courtyard KC East
1400 NE Coronado Dr.
Blue Springs, MO 64014
Thursday, June 26
Golf Outing
at the Adams Pointe Golf Club
816-220-3673 • 1601 R.D. Mize Road
http://www.adamspointegolfclub.com
Breakfast will be served
at the course from 7:00 – 7:30 a.m.
Tee Time is at 8:00 a.m.
Show Your Support and
Sponsor this Charitable Event!
WWW.UTA.ORG
www.UTA.org
UTA Industry Watch
From Where We Sit
By the time you read this spring will have
certainly sprung. You’re probably busy
mowing the grass, putting in the garden, and
decorating the porch. Just so you know, we’re
writing this while awaiting yet another Winter
Storm Advisory! Here we are still trapped in
the winter that just won’t end, with upward of
five inches of snow predicted overnight. We’ve
kept our cool and our sense of perspective
pretty well throughout the onslaught of this
seemingly endless winter. Any day we get to
wake up on this side of the lawn is still a good
day, in our opinion, but many of our friends,
neighbors, and loved ones have had more than
enough. We keep telling them that Old Man
Winter will succumb to the calendar just the
same way all the rest of us do. Judging by the rolling eyes and pursed
lips that greet us with this statement, we do recognize that this is cold
comfort—and, yes, that pun was intended.
So what’s our secret for staying cheerful? Okay, we’ll share it. Naps.
That’s right, you read it right, naps. On any day that we possibly can,
we sneak off for an hour or two in
dreamland just like babies and
toddlers do. Actually, it seems all
humans might be happier catching
a few winks after lunch. And, just
like those little ones, we tend to
wake up happier and able to
handle the remainder of the day in
much better spirits. This morning’s Washington Post had a
fascinating article about how
Americans have become so much
busier in the 21st century than
we’ve ever been before, and that’s
actually sad. The headline for the
article was “You’re Probably Too
Busy to Read This,” and it focused
on studies that prove we’ve made
life much harder than it’s ever
been before. The writer reported interviewing people who claim to be
so busy that they’ve decided not to have children, because they can’t
add that to their to-do list.
Now you might think, well, yeah, sure you’re reading the Washington
Post and Washington, DC, like so many other big coastal cities, is
where life is hardest and busiest. But the bulk of the research quoted in
the article comes from Professor Ann Burnett at North Dakota State
University in Fargo, ND. “Life is stressful in Fargo,” she was quoted as
saying. “People are going nuts.” Other researchers have found the
same thing to be true, no matter where their subjects come from.
According to the article, one study in 2012 found that 38 million
Americans shop on their smart-phones while sitting on the toilet! Too
much information? Absolutely, but we have no one to blame except
ourselves.
What has made us all so frenetic that we can’t even bother to get
around to having children? Most likely the answers lie with those very
same devices that help us to shop while in the bathroom. Because we
can be connected anytime and from anyplace, it seems an obligation
to stay connected. We want information and communications
available at all times. We want to be able to answer all questions and
solve all problems the instant they
occur. Life is bound to carry you
away if you approach it with that
attitude.
Now, maybe we’re giving ourselves
away, but we both remember a time
when sitting on the stoop after
dinner or having the neighbors over
for dinner was just part of the daily
and weekly flow of life. Our parents
worked hard, but they also made
time to spend with us. Road trips
included roadside picnics, which not
only saved money, but also gave the
kids a chance to run around and the
driver a chance to rest a while. There
was no fast food that could do the
same, and so what if we got to our
destination an hour or two later? Well, speaking just for the two of us,
we’re not buying into the story we’re being fed in 2014. We not only
made time to have the children, but we also made time to eat dinners
with them, and today we make time to enjoy them and their families
as often as we can. We’re pretty sure as we await that final and eternal
nap, we won’t look back and wish we’d worked harder. Sure, we meet
our deadlines and keep the lights on, just like everyone else does. But
we also know that when that day comes we’ll look back and savor the
memories of those wonderful times we spent with the people we love
and those glorious naps that helped us turn never-ending winter into
the first burst of blessed spring. At least that’s the way it looks from
where we sit.
Deb and Brad Schepp
editor@uta.org
www.UTA.org
April 2014 15
UTA Industry Watch
16 April 2014
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UTA Industry Watch
www.UTA.org
April 2014 17