UTA Hosting Volvo I-Shift Transmission Webinar

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.....................................3-4
The UTA and LinkedIn:
A Great Match.................................. 5
The Brooks Group
Sales Tip of the Month........................5
Face to Face with
Anthony Gansle................................. 6
Industry Events Calendar.......................7
NADA Update.................................8-10
Ask An Expert................................... 11
Promoting All Women in
the Trucking Industry..................... 11
Industry News Briefs.................... 12-14
2014 Convention Photos.............. 14-15
From Where We Sit........................... 16
The UTA…
Members Supporting Members!
UTA Hosting Volvo I-Shift
Transmission Webinar
Thursday, June 18th, 2:00 p.m. EST
With Volvo’s I-Shift automated manual transmission making
inroads in the industry, there’s an ever-greater need for information
about it. What are its features and benefits? How should truckers
properly operate it? What sort of parts and service are available for
it? To help answer these questions, UTA is hosting a free webinar at
2:00 p.m. EST, Thursday, June 18th.
Chris Stadler, Manager of Product Marketing for Volvo Trucks will
lead the webinar, the second in the webinar series. The new webinar
will help salespeople, sales managers, and wholesalers sell trucks
with the Volvo I-Shift transmission more effectively.
Details:
UTA Volvo I-Shift Webinar
Date: Thursday, June 18, 2015
Time: 2:00 p.m. EST
Meeting Number: 1-866-551-3680 or 1-212-401-6760
Meeting Password: 56156271
To register or join the online
meeting, go to:
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
Volume 17 • Issue 6 • June 2015
http://event.onlineseminarsolutions.com/r.htm?e=1006758&s=1&
k=796691210E407BDA30A2F83C
C5BB3B5D
For more information contact: Ken Kosic ken.kosic@uta.org
Amanda Kent amanda.kent@uta.org
or Angelique Pierce angelique@uta.org
UTA Industry Watch
2015 BOARD
OF DIRECTORS
http://www.uta.org/directory
GOVERNING BOARD:
President...................... Rick Clark
Vice President....... Craig Kendall
Treasurer.............Brock Frederick
Secretary......... Angelique Pierce
President Emeritus
........................... Marty Crawford
COMMITTEE CHAIRPERSONS:
Affiliates & Benefits... Craig Kendall
Convention.....................Hal Dickson
Bryan Haupt
Dealer Group..................Mike Roney
Elections.................. Mike McColgan
Finance..................... Brock Frederick
Marketing.............. Angelique Pierce
Amanda Kent
Medium Duty............... Amy Shahan
Membership.............. John Cosgrove
Training...............................Ken Kosic
Amanda Kent
UTA Jerome Nerman Family
Foundation Scholarship
........................................ Jay Burgess
Craig Kendall
Website.................. Angelique Pierce
Wreaths Across America......Ken Kosic
Board News and Views
Sex in the City
N
ow that I have your attention, isn’t it amazing that
almost half of 2015 has gone by already? I want to
extend my best wishes to each of you for a great and prosperous
June and a truly wonderful summer, full of activities and an
enormous amount of fun, with some well-deserved relaxation.
By all accounts our industry prospered in the first half of 2015.
Some areas of the country, especially the Northeast, were hit
hard by the bitter cold and snow early in the year. Many who
were impacted now say that business activity in the second
quarter recovered favorably from the first quarter, with prosperity
returning. There is nothing on the immediate horizon that
should keep our industry from having anything other than a
prosperous 2015.
Mike Thurston
In case you have not heard, Mike Thurston resigned from the
board and from the executive position of Vice President of the
UTA. Mike’s decision was a result of a significant promotion,
with added responsibilities, with the Larson Truck Group. Mike
made significant contributions to our organization for which
we are all extremely grateful. We wish him the very best in his
new position, and hope to see him in Dallas at the UTA
Convention.
The board of the UTA elected Craig Kendall to the position of
Vice President to replace Mike. Craig is a true seasoned
professional within our industry, and has contributed year after
year to our great organization. We thank Craig for accepting
this very important role and the responsibilities of the position.
Craig Kendall
It’s now time to nominate candidates for Dealer Member of the
Year and Vendor Member of the Year. Nomination forms are on
the uta.org web site, under the hyperlinked News & Events
header. If you know of someone who has provided extraordinary value to our industry, and embraces the UTA code of
ethics and the UTA’s commitment of excellence in all that we
do, please submit your nomination.
Again, I wish all of you a terrific
summer!
See you soon,
Mike McColgan
mikem@uta.org
Determine never to be idle…It
is wonderful how much may be
done if we are always doing.
~Thomas Jefferson
2 June 2015
www.UTA.org
UTA Industry Watch
New
Members
It’s always a treat to welcome new members to the Used Truck Association. Each month we
profile our new members in this newsletter. New members have the opportunity to complete a
bio and send a photo so our current members can learn more about you. We hope to learn not
just how to reach you, but what you enjoy about the work you do, why you joined the UTA,
and what gets your gears going as a person. So please return your questionnaire so your
fellow UTA members can get to know you!
Rick Forehand, Vice President
Robin Griffith
Michael Smyth, Midwest Sales Director
Wipe New LLC
945 Seahawk Circle
Virginia Beach, VA 23452
www.WipeNew.com
www.WipeNewPro.com
(757) 463-6653 (w)
admin@wipenew.com
MHC
222 W. Hill St
Decatur, GA 30030
(678) 386-9010 (w)
Robin.Griffith@MHC.com
Premium 2000 Plus Warranty
190 Charlois Blvd, Suite B
Winston-Salem, NC 27103
www.premium2000.com
(502) 523-7174 (w)
mike@premium2000.com
This is Rick’s first year
in the truck business.
He says his job involves
“introducing to the
industry an
unprecedented new
technology product
that is a wipe-on clear
coat.” Read on and
you’ll see just how much Rick enjoys talking
about the product he sells. Remember though
“it’s even more fun to demonstrate,” he says.
Mike Jacques
Rick’s goal as a new UTA member is to
establish long-term business relationships
“by offering cost-saving means to make
every used truck look better than new in
about a third the time it takes to buff. “
The aspect of our business that Rick likes
best are the opportunities there are for
learning. As far as his own business goes,
Rick says they are always searching for new
products and applications for them. “We
truly have something amazing with Wipe
New. I look forward to showing the trucking
industry a product that is unlike any other
designed to improve the appearance of
trucks,” Rick said.
Undoubtedly, Rick is enthusiastic about the
business he is now in, but were he to leave
for some reason he says he’d enjoy being
part of any business offering a product or
service that is a win for everyone involved.
“I enjoy seeing smiles and hearing success
stories from satisfied customers,” Rick told us.
Finally, Rick had some thoughts to share
with other UTA members. “I’d like to say
hello. I look forward sharing with each of
you how our new product, Wipe New
Professional, will save you time and money
preparing your trucks for retail. With Wipe
New Professional every truck sold will shine
like it did when new. You will feel good
knowing you just sold a quality product
that will look good from across the lane for
years to come. “
www.UTA.org
Inland Kenworth
9730 Cherry Ave
Fontana, CA 92335
www.inland-group.com
mikejacques@inland-group.com
Brandon Leonard
Transit Pros
3215 NE Carnegie Drive
Suite 200
Lee’s Summit, MO 64064
(816) 220-7100 (w)
brandon@transitpros.com
Casey Lindgren
3401 38th St. S
Fargo, ND 58104
www.rdotruckcenter.com
(701) 809-5168 (w)
clindgren@rdotc.com
Michael Sanders
All Truck Sales of Colorado
2308 1st Avenue Court #1
Greeley, CO 80631
(970) 352- 5550 (w)
mike@heartlandtruck.com
In 1984, the year Mike
started in our business,
the longest game in
Major League Baseball
history took place. The
Chicago White Sox finally
defeated the Milwaukee
Brewers (7-6) after 25
innings lasting eight
hours, six minutes. It’s possible Mike may
have caught some of that game, but he was
probably busy working at his new job as a
Marketing Coordinator.
Now that he’s a UTA member, Mike’s looking
ahead to forming “long-lasting
relationships.” He sees UTA membership as
a great opportunity to meet new friends
and old friends.
Mike says he likes working with the people
in our business because they have a passion
for what they do.
He admits that if he wasn’t in the truck
business he would have liked to be a
professional golfer. “But why I can’t do that
is simple,” Mike said. “I am not very good!”
Mike’s also interested in the stock market
and marvels how it can react “so
emotionally” to both good and bad news.
On the personal side, Mike says he’s been
blessed to be married to the same woman,
Brenda, for almost 34 years. He told us he
has two great kids (Meghan, 26 and
Cameron, 24), of whom he’s very proud.
New Members continued on page 4
June 2015 3
UTA Industry Watch
New Members continued from page 3
Zach Spees, Used Truck Sales
Rick Stidger, Fleet Sales
M&K Truck Centers
1401 Harding Court
Indianapolis, IN 46217
(317) 420-1920 (w)
zach.spees@mktruck.com
Kordell Truck and Trailer
14868 West Ridge Lane, Suite 200
Dubuque, IA 52003
www.kordelltrucksales.com
(612) 730-2074 (w)
rick@kordelltrucksales.com
Zach began in used truck
sales straight out of college
in 2012.
“UTA seems like a
community dedicated to
improving everyone’s
knowledge within this
industry,” Zach said when
asked why he’s joined us. He’s looking forward
to learning from the different “perspectives”
he’ll encounter as a new member.
“Closing the sale and watching the new owner
drive off the lot,” is what Zach likes best
about his job. “I will always favor the close
over everything else because without that,
I would have no happy customers to follow
up with and that’s what I look forward to
most,” he said.
We ask all new members what other field they
might be in if not for trucking. In response,
Zach shared a true story. “I once thought it
would be a great idea to leave the industry
and go into medical sales. I did this for a
year and a half and landed a job selling
long-term cryogenic storage to IVF facilities
across the U.S. I was traveling the U.S. and
the entire time during my travels I was
reminded about the trucking industry, and
what I was missing out on while driving next
to rigs all day long. I was fortunate enough
to get back in at M&K where I should have
stayed. At this time no other industry
interests me like this industry.
“This industry needs more younger people,”
Zack said in closing. “I was lucky to
discover it myself.”
Rick began in our
business as an outside
sales rep for Team
Drive-Away in 2011.
As a new UTA member
he’s looking forward to
“meeting additional
contacts and friends in
the coming years.” Asked what he likes the
most about his current position, Rick said
“Kordell is a great company with great
leadership. I enjoy the change of pace
coming from my last job and the ability to
still work from home,” he added.
Jason Wheeler, General Manager
Truck Operations
Inland Kenworth
26770 Gloucester Way
Langley, BC V4W 3V6
Canada
Mark Zucker
Inland Kenworth
26770 Gloucester Way
Langley, BC V4W 3V6
Canada
Rick’s quite skilled at photography, and
holds a Masters and Craftsman degree in
the field.”Someday, when I am old, it would
be fun to re-open a photo studio,” he said.
Tucker Ward, New Truck Sales
Price International Inc.
P.O. Box 210
Tyler, TX 75710
www.price-international.com
(903) 262-5462 (w)
tward@price-international.com
Tucker’s current job is his
first in the industry,
which he joined just this
year. Joining the UTA was
also a smart move for
Tucker. Now that he’s a
member his hope is to
“connect with other
like-minded people and develop not only a
group of friends, but also some mentors
with more experience to be able to call on.”
Tucker’s found the people at Price to be very
willing to help him out in any way they can.
If he wasn’t selling trucks, Tucker says he
might be working in one instead--serving
Cajun food and seafood!
Tucker’s other passions include helping
other people out, and “adventure, whether
that’s going new places, or trying things
out of my comfort zone.”
In closing, Tucker said he’s happy to be a
part of the UTA and hopes to meet some
new people.
4 June 2015
www.UTA.org
UTA Industry Watch
The UTA and LinkedIn: A Great Matchup
B
y now, almost every business professional knows about the social networking site
LinkedIn. Unlike Facebook, for example, LinkedIn is strictly business focused. You use
LinkedIn to share your credentials, read up on business news, and make professional contacts.
There are also thousands of Groups on the site where people sharing common interests in a
given field, company, or university, for example, can “meet.” The UTA has its own LinkedIn
Group, which is administered by UTA Board of Directors member Bryan Haupt. As of May,
there were 1578 members of the Group.
Here, Bryan answers some questions about the UTA’s LinkedIn Group.
Industry Watch: How do members reach the UTA Group on LinkedIn?
Haupt: Simply search Groups with the keyword UTA and request to join.
Industry Watch: Who tends to join the Group? UTA members only?
Haupt: We have a wide variety of folks in the Group--both UTA members and non-members.
We have left membership open to expose non-members to the UTA and its benefits.
Industry Watch: What do most of the members use the Group for?
Haupt: Today most folks are looking for other members, as well as using it to list trucks for sale
or for purchase.
Industry Watch: What are the best ways for UTA members to use LinkedIn and the UTA Group?
Haupt: You can use LinkedIn in several ways. Many members post “want to buys” as well as
trucks for sale. Putting a face with a name is always a plus on LinkedIn­—you can refresh your
memory on any contact and keep up with changing positions or new jobs a member may have taken!
I​ ndustry Watch: Any plans for changing the UTA’s Group in any way? Are there topics you would
like to see discussed more, etc.?​
Haupt: The marketing department is committed to the growth of the LinkedIn Group. Look for
some exciting announcements soon! Please visit our page often to learn more about the benefits
of the UTA as well as for updates about what is going on with your organization.
​Industry Watch: Is there anything else you’d like to say about the UTA’s LinkedIn Group?​
Haupt: Social media is a great venue for communication; without a doubt it is one of the
primary means of communication for our younger generations. For those of us who came from
other generations we must embrace all means of social media. LinkedIn is a simple and effective
way with which to communicate, learn important information, and begin to develop relationships with business associates. n
Successful sales managers want their
salespeople to look good at every
possible opportunity!
www.UTA.org
June 2015 5
UTA Industry Watch
Anthony Gansle
T
his month introduces us to Anthony
Gansle, whose job as Marketing
Manager—On Highway with Peterbilt Motors
keeps him enthusiastic about both the product
he represents and the used truck industry
that has been his home since he started his
career. His first position in the industry was
with Sanden International, a supplier of HVAC
compressors to car and truck OEMs. He started
with the firm in 1993 and joined Peterbilt in
1998. “For the last 17 years I’ve worked at
Peterbilt in a number of different roles
including engineering, program management, and, now, marketing,” Anthony told
us. Anthony has been an enthusiastic
member of UTA for the past two years, and
credits the association for providing him
with partners, mentors, and friends. “One
of the successes with the UTA is the
family environment that is felt when
working with the many great members
who welcomed me quickly,” he said.
Anthony finds his current role in
marketing very rewarding. He’s a
passionate spokesperson for his
company and especially enjoys sharing
his enthusiasm for Peterbilt products
and the benefits they offer his
customers. He also enjoys interacting
with others in the industry to gain
insights about the challenges they face
and how products from Peterbilt
might help them meet those challenges. “I also get to hear a lot about
what is a ‘perfect’ truck for our truck
owners and drivers,” Anthony
explained. “I get to work within our
organization to make them a reality.”
We asked Anthony to tell us about some proud
moments he’s enjoyed in his career, and again
he turned to the people and the work. “It’s
always great when you’re promoted, obtain
greater responsibilities, and so forth,” he told
us. “For me, it’s when you’re recognized by your
peers. I’ve made some great friends while at
Peterbilt and since I joined UTA. A pat on the
back from one of these friends means a lot.”
Anthony has also had some special proud
6 June 2015
moments since he’s joined UTA, and not just
in networking with friends. He has enjoyed
sharing his passion for Peterbilt through tours
of engine and truck plants. “Most recently I led
a webinar about our MX-13 engine,” Anthony
explained. “Over 400 members attended after
which I received a lot of questions and requests
for additional information. I was really
impressed with such a great turnout,” he said.
In looking back, Anthony credits his success
with some basics shared by so many others in
the industry. “I attribute my success to hard
work, being genuine when working with others,
and putting myself in others’ shoes to try
and understand what our customers’ needs
are,” he said. This last point is one Anthony
wished he’d learned earlier in his career.
“Learning how to work with others and
communicate better sooner in my career
certainly would have helped throughout.”
Fortunately, Anthony has also overcome the
other challenge he wished he dealt with
sooner. He explained that when he was just
starting out, the industry did not depend on
technology as it does today. “We didn’t have
cell phones, or iPads, or even the Internet,”
Anthony recalled. “Technology plays a big
role today, and sometimes I wish I had been
more interested sooner.” In advising others
just starting out, Anthony points to some
good old-fashioned advice. “Good old-fashioned hard work and values go a long way to
build trust and relationships, which really
help in business,” he said. “Get a good
education. Surround yourself with people
who are smarter than you.”
Anthony and his family enjoy life in Denton,
TX. He and his wife, Dianna, love spending
time with their two boys, Joshua (14) and
Jacob (11). “I enjoy sports, especially football.
During football season, you’ll have a hard time
prying me away from my TV,” he warned.
That’s especially true, according to Anthony,
if the Texas A&M Aggies or the Dallas
Cowboys are on the field. “Through all of
our ups and downs, I remain loyal to them
both,” Anthony says. n
www.UTA.org
UTA Industry Watch
Industry Events Calendar
JUNE
SEPTEMBER continued
22-23 • UTA Managment Seminar - Kansas City
15-17 • FTR Transportation Conference
Courtyard Kansas City East/Blue Springs
1500 North East Coronado Drive • Blue Springs, MO
www.uta.org
Union Station • Indianapolis, IN
www.FTRConference.com
23-24 • UTA Jerome Nerman Family Foundation
Kansas City Golf Outing
Courtyard Kansas City East/Blue Springs • 1500 North East
Coronado Drive • Blue Springs, MO
www.uta.org
26-28 • Great Lakes Truck Show
Cabela’s • 110 Cabela Blvd E • Dundee, MI USA
www.greatlakestruckshow.org
JULY
9-11 • Walcott Trucker’s Jamboree
755 W Iowa 80 Rd, I-80, Exit 284 • Walcott, IA
www.truckersjamboree.com
20-21 • Selling for Success, UTA Sponsored Training
SpringHill Suites Chicago O’Hare • Chicago, IL
www.uta.org
24-25 • Expedite Expo 2015
Roberts Convention Center • Wilmington, OH
www.expediteexpo.com
AUGUST
23-25 • National Trailer Dealers Association
(NTDA) Convention
Diplomat Resort & Spa Hollywood • Hollywood, FL
www.ntda.org
25-26 • Guilty By Association Truck Show
4 State Trucks • I-44, Exit 4 • Joplin, MO
www.chromeshopmafia.com/guilty-by-association-truck-show/
OCTOBER
5-6 • Selling for Success, UTA Sponsored Training
Courtyard Denver Airport • Denver, CO
www.uta.org
17-20 • ATA Annual Management Conference &
Exhibition 2015
1201 Market Street • Philadelphia, PA
www.trucking.org
NOVEMBER
4-7 • 16th Annual UTA Convention
Gaylord Texan Resort & Convention Center
Grapevine, TX
http://uta.org/2015/03/01/2015-uta-convention-dallas/
14-16 • Eau Claire Big Rig Truck Show
CVTC Parking Lot • Eau Claire, WI
www.eauclairebigrigtruckshow.com
24-26 • Fleet Technology Expo 2015
Long Beach Convention Center
300 East Ocean Boulevard • Long Beach , CA
www.fleettechnologyexpo.com
26-27 • Commercial Vehicle Outlook Conference
Dallas Convention Center
555 South Lamar • Dallas, TX
www.cvoconline.com
27-29 • The Great American Trucking Show (GATS)
Dallas Convention Center • Dallas, TX
www.gatsonline.com
SEPTEMBER
11-12 • Big Iron Classic
26487 600th Street
Mantorville, MN
http://www.bigironclassic.com
www.UTA.org
June 2015 7
UTA Industry Watch
NADA Update
Chris Visser, Senior Analyst and Product Manager, Commercial Trucks
Twitter: @NADAUsedCarGde
Price $65,000 $140,000 Average Retail Price $120,000 $100,000 2007 $80,000 2008 $60,000 2009 2010 $40,000 2011 2012 $20,000 2013 $0 Oc
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r 400,000 The continually increasing supply of 3 and 4 year-old sleeper tractors
is the main factor behind their depreciation in 2015. Five year-old trucks
perform better than their year-ago counterparts because essentially all
2011’s are equipped with SCR emissions technology, unlike 2010’s.
Also, 2011’s sold retail still average less than 500,000 miles, and are at
a somewhat more attainable price point than newer trucks.
In April, 3 to 5 year-old units comprised 60 percent of our total sleeper
database, up from 58 percent in March and 52 percent last April. The
acceleration in new truck deliveries that started in the 2nd quarter of
2014 is the main factor behind the increased supply. See “Percentage of
Sleeper Market Comprised of 3-5 Year-Old Trucks” graph for detail.
Percentage of Retail Sleeper Market Comprised of 3-­‐5 Year-­‐Old Trucks Overlaid With New Truck Sales 25,000 70% 20,000 60% 50% 15,000 40% 30% 2 per. Mov. Avg.(Wholesale) 20% 2 per. Mov. Avg.(Retail) 2 per. Mov. Avg.(Sales) 5,000 Source: ATD/NADA 8 June 2015
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0 0% 10,000 New Truck Sales Percentage of Retail Sleeper Market 80% 10% Period You may have noticed that we have de-emphasized the importance of
these universal averages. Through the first quarter of 2014, the age mix
of trucks entering the secondary market was relatively stable, making
the universal average a useful benchmark for gauging the relative value of
individual trucks over time. Starting around that time, the age of trucks
entering the used market changed notably due to the influx of late-model
trades, and age was no longer an apples-to-apples comparison. As such,
the universal average remains useful for gauging the relative value of
the market overall, but for a quick “rule of thumb” check on the value of
individual trucks, we recommend our average price by model year data.
Sleeper Tractors – Wholesale
Period Source: ATD/NADA 550,000 $55,000 Source: ATD/NADA Average Retail Price by Model Year -­‐ Sleeper Tractors Mileage $60,000 Mileage Through the first four months of 2015, 3 and 4 year-old sleeper tractors
are performing mildly worse than same-period last year, while 5 year-old
sleepers are performing notably better. Specifically:
■■ 2013’s averaged $85,062 through April 2015 – a $2,797 (or 3.2 percent)
decrease over 2012’s this time last year.
■■ 2012’s averaged $73,667 through April 2015 – a $2,179 (or 2.9 percent)
decrease vs. 2011’s this time last year.
■■ 2011’s averaged $64,851 through April 2015 – a $4,902 (or 8.2 percent)
increase over 2010’s this time last year.
See “Average Retail Price by Model Year” graph for detail.
Average Retail Price and Mileage: All Sleeper Tractors Under 1M Miles n-­‐
Sleeper Tractors – Retail
Ja
The retail market is mildly outperforming expectations, with only
minor depreciation despite increased volume. The wholesale channel
looks a bit less strong, perhaps predicting mild weakness going into
the summer. A competitive comparison tracks model vs. model
pricing performance. Medium duty trucks continue to improve across
the board, although volume was down this month.
Looking at the market overall, the average used sleeper tractor retailed
in April was 72 months old, had 481,164 miles, and brought $63,325.
Month-over-month, this truck was 2 months newer, had 3,170 (or 0.7
percent) more miles, and brought $2,611 (or 4.3 percent) more money.
Year-over-year, this average sleeper was 1 month newer, had 25,835 (or
5.1 percent) fewer miles, and brought $3,345 (or 5.6 percent) more
money. See “Average Retail Price and Mileage” graph for detail.
Price Market Summary
The wholesale channel performed less strongly than the retail channel
in April, with volume down and pricing generally flat to down. The age mix
of trucks sold increased considerably in April, with 3-5 year-old trucks
comprising only 41 percent of our total wholesale database. However,
2015 is still running way ahead of 2014, averaging 50 percent vs. 37
percent through the first 4 months of each year. Decreased volume is
typical for the spring, but consistently lower pricing could predict
mild weakness in the retail channel in upcoming months.
Through the first four months of 2015, 3 year-old sleeper tractors are
performing similarly to same-period last year, 4 year-old trucks are
performing mildly worse, and 5 year-old trucks are performing notably
worse. Specifically:
■■ 2013’s averaged $69,760 through April 2015 – a $650 (or 0.9 percent)
increase over 2012’s this time last year.
■■ 2012’s averaged $57,957 through April 2015 – a $1,672 (or 2.8 percent)
decrease vs. 2011’s this time last year.
■■ 2011’s averaged $34,684 through March 2015 – a $13,344 (or 27.8 percent)
decrease vs. 2010’s this time last year.
See “Average Wholesale Price by Model Year” graph for detail.
2013’s are now relatively common in the wholesale channel, outselling
all but 2011’s in the last two months. We can expect to see volume of
these late-model trucks ramp up more notably going forward as fleets
continue to take delivery of new iron.
www.UTA.org
UTA Industry Watch
Average Wholesale Price by Model Year -­‐ Sleeper Tractors 2 per. Mov. Avg.(2007) 2 per. Mov. Avg.(2008) 2 per. Mov. Avg.(2009) 2 per. Mov. Avg.(2010) 2 per. Mov. Avg.(2011) 2 per. Mov. Avg.(2012) Competitive Comparison: 3-5 Year-Old Sleeper Tractors
(Retail)
$90,000 Average Wholesale Price $80,000 3-5 year –old trucks continue to dominate the retail landscape, making
up 57 percent of our total retail database so far in 2015 (compared to 45
percent for same-period 2014). Volatility by model in the 1st quarter has
given way to a bit more stability as volume steadily increases. Increased
volume has led to mild depreciation, with the first 4 months of 2015
running $1,255 (or 1.7 percent) behind same-period 2014 on average.
$70,000 $60,000 $50,000 $40,000 $30,000 $20,000 $10,000 $0 Jan-­‐14 Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan-­‐15 Feb Mar Apr Period Source: ATD/NADA The 2011 model year remains disproportionately represented by the
International ProStar, with that model representing 45 percent of all
2011’s reported sold in April. This is the main factor behind the year-overyear decline in average 2011 pricing. However, supply was more balanced
for the 2012 and 2013 model years, contributing to less ProStar-related
impact overall. See “Impact of ProStar on 3-5 Year-Old Sleeper Market
(Wholesale)” graph for detail.
Impact of ProStar on 3-­‐5 Year-­‐Old Sleeper Market (Wholesale) $70,000 Source: ATD/NADA 60% $60,000 50% Average Price 40% $40,000 30% $30,000 20% ProStar % of Market $20,000 ProStar % of Market $50,000 Market Avg. Price 10% Market Avg. Price Ex. ProStar $10,000 ProStar Avg. Price Period Source: ATD/NADA The Freightliner Cascadia also performs strongly, running about 5
percent behind the 730/780. Like Volvo, Freightliner’s proprietary Detroit
DD13 and DD15 engines perform on par with the Cummins ISX.
The Kenworth T660 and Peterbilt 386 are bringing essentially equal money,
running about 2 percent behind the Cascadia. ISX-powered T660’s
and 386’s perform mildly better than PACCAR MX-powered units.
International’s ProStar is running about 24 percent behind the market
average in this cohort. The MaxxForce engine was the sole available power
plant (for all intents and purposes) for the 2012 and 2013 model years,
impacting this model’s value. International has made major investments
to address the issues with this engine and its emissions systems on a
national scale, and the majority of the ProStars in service have now
had these upgrades performed. As such, it is likely that the marketplace
is still working through a learning curve on the improved reliability of
this model, and pricing is perhaps lagging where it should be.
See the “Average Retail Price of Selected 3-5 Year-Old Sleeper Tractors”
graph for detail.
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$0 Volvo’s VNL 730/780 continues to lead the market, continuing a trend
that started about 3 quarters ago. Unlike some other makes, Volvo’s
proprietary D13 powertrain performs similarly to Cummins’ ISX in
the used market, with Volvo’s iShift automated transmission the most
well-accepted in the market.
As for the market overall, a much older mix of trucks were sold in April.
The average used sleeper tractor wholesaled this month was a whopping
90 months old – a 19-month increase over March, and a 15-month
increase over April 2014. Fewer new trucks sold – not more old trucks
– were the factor here. The ProStar, Volvo VNL64T 730, and Kenworth
T660 were the highest-volume late-model trucks represented last month.
These models were present in notably fewer numbers in April.
In terms of price and mileage, the average sleeper tractor sold in April
brought $35,651 and had 632,377 miles. Month-over-month, this truck
brought $9,187 (or 20.5 percent) less money and had 117,452 (or 22.8
percent) more miles. Year-over-year, this average truck brought $6,484
(or 15.4 percent) less money and had 33,142 (or 5.5 percent) more miles.
Despite the drastic month-over-month change, 2015 is not running notably
behind 2014 on average. See “Average Wholesale Price and Mileage”
graph for detail.
Average Wholesale Price and Mileage: All Sleeper Tractors Under 1M Miles $45,000 Price $40,000 $35,000 $30,000 $25,000 2 per. Mov. Avg.(Price) $20,000 2 per. Mov. Avg.(Mileage) Source: ATD/NADA www.UTA.org
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$15,000 Mileage 760,000 730,000 700,000 670,000 640,000 610,000 580,000 550,000 520,000 490,000 460,000 430,000 400,000 $50,000 Medium Duty – Class 4 and 6 Conventionals
Class 4 volume remained healthy in April, but Class 6 volume was
notably down. Pricing was up for both segments, with a lower-mileage
mix of Class 6’s responsible for upward movement in that class.
Starting with Class 4’s, the average 4-7 year-old unit wholesaled in April
had 106,182 miles and brought $21,110. Month-over-month, this truck
had 572 (or 0.5 percent) more miles and brought $1,604 (or 8.2 percent)
more money. Year-over-year, this average truck had 10,390 (or 8.9 percent)
fewer miles and brought $4,892 (or 30.2 percent) more money.
NADA continued on page 10
June 2015 9
UTA Industry Watch
NADA continued from page 9
The average 4-7 year-old Class 6 conventional wholesaled in April had
127,346 miles and brought $28,302. Month-over-month, this truck
had 36,101 (or 18.7 percent) fewer miles and brought $4,587 (or 24.0
percent) more money. Year-over-year, this average truck had 1,540 (or
1.2 percent) more miles and brought $1,452 (or 5.4 percent) more
money. See “Average Wholesale Selling Price: 4-7 Year-Old
Conventionals” graph for detail.
Sales Volume
Retail volume continues to lag 2014 mildly, with April’s retail sales per
rooftop coming in at 5.4. This result is 0.4 truck lower than March,
and 0.8 behind April 2014. Judging by pricing, demand for used trucks
has not let up to any notable degree, so at this point there does not
appear to be any clear factor behind the mildly lower volume. See
“Average Number of Used Trucks Sold per Rooftop” graph for detail.
Average Number of Used Trucks Sold per Roo:op (NADA Repor=ng Dealers) Average Wholesale Selling Price: 4-­‐7 Year-­‐Old Conven:onals by GVW Class Adjusted for Mileage Average Number of Used Trucks Sold Average Wholesale Selling Price $30,000 $25,000 $20,000 $15,000 $10,000 2 per. Mov. Avg.(Class 4 Price) $5,000 Retail 2 per. Mov. Avg.(Class 6 Price) 6 5 4 3 2 1 0 $0 Jan-­‐14 Feb Mar Apr May Jun Jul Aug Sep Jan-­‐14 Feb Mar Apr May Jun Oct Nov Dec Jan-­‐15 Feb Mar Apr Volume was down for cabovers in April, although pricing continues to
improve. A lower-mileage mix of trucks is largely responsible for the
higher average pricing.
In April, the average 4-7 year-old cabover sold wholesale for $18,716 and
had 84,975 miles. Pricing was up by $1,390 (or 8.0 percent) month-overmonth, and an impressive $5,404 (or 40.6 percent) year-over-year.
Mileage was 28,585 (or 25.2 percent) lower month-over-month, and
21,415 (or 20.1 percent) lower year-over-year. See “Average Wholesale
Selling Price – 4-7 Year-Old Cabovers” graph for detail.
Total Wholesale Sales Reported to NADA 6,000 2010 Total: 42,320 5,000 $25,000 2011 Total: 29,282 2012 Total: 34,275 2013 Total: 39,179 2014 Total: 40,273 4,000 3,000 2,000 1,000 0 Source: ATD/NADA and Auc@onNet Average Wholesale Selling Price: 4-­‐7 Year-­‐Old Class 3-­‐4 Cabovers Adjusted for Mileage Oct Nov Dec Jan-­‐15 Feb Mar Apr Jan-­‐10 Mar May Jul Sep Nov Jan-­‐11 Mar May Jul Sep Nov Jan-­‐12 Mar May Jul Sep Nov Jan-­‐13 Mar May Jul Sep Nov Jan-­‐14 Mar May Jul Sep Nov Jan-­‐15 Mar Medium Duty – Class 3 and 4 Cabovers
Aug Sep Wholesale volume contracted in April, which is typical for the spring.
2015 continues to just edge out 2014, averaging 77 more trucks
through the first 4 months of the year. See “Total Wholesale Sales”
graph for detail.
Total Wholesale Sales Comparisons over time look favorable except in the category of volume,
particularly for Class 6’s. However, the 4-7 year-old age bracket does
not include the higher-build 2008 model year, which was included in
2014’s cohort. We continue to consider the conventional market in
gradual improvement, despite April’s weak volume.
Jul Period Source: ATD/NADA Period Source: ATD/NADA Average Wholesale Selling Price Wholesale 7 Period Outlook
2013’s are making an ever-greater impact on the used truck landscape,
and there are still plenty of 2010’s returning to the market. These model
years, along with 2011’s and 2012’s, will continue to dominate the market
and contribute to the mild depreciation we forecast going forward.
April’s wholesale results were of mild concern, and May’s results will
help to shape our pricing expectations for upcoming months. n
$20,000 $15,000 $10,000 $5,000 Source: ATD/NADA Oc
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$0 Period Despite April’s low volume, there were more than 2.5 times the
number of 4-7 year-old class 3 and 4 cabovers reported sold in the first
quarter of 2015 compared the same period of 2014. This segment
continues to recover.
Reprinted with permission from the ATD/
NADA Official Commercial Truck Guide®
www.nada.com/b2b
10 June 2015
www.UTA.org
UTA Industry Watch
Ask An Expert
What Should You Look for When Evaluating Glider Kits on Trade?
by Bryan Haupt
At my dealership we are just beginning to see an influx of glider kits for
trade in. What do you look for when evaluating a glider kit on a trade that
may be different from taking a standard truck on trade?
The first thing we must look for in a glider is what makes up the componentry. Some companies are completely rebuilding engines, transmissions,
and rear ends prior to assembling the glider kit. In some cases these
trucks are being sold for close to the price of new equipment to satisfy
the needs of those not wanting to purchase post-emission trucks. When
the trucks are rebuilt like these units, we believe the value is significantly
higher based on what their value represents to the secondary customer
and lender.
In the case of glider kits without rebuilt componentry, our policy has
been to evaluate those units on a case-by-case basis. If we can’t
determine the history of the components we wholesale those units.
Typically, our guideline has always been that, in these cases, they are
worth half of what the unit would be worth if it were not a glider.
Are there policies you have adopted to protect the dealership when
taking a glider in trade?
We do not have a written policy other than to ensure we do our due
diligence first! Paperwork verifying where and how the glider was
assembled is key!
Alternatively, have dealers decided not to take them in trade or to only
take them if they have a buy bid for the equipment?
It depends on your operation, several large dealership groups will not
buy them at all. n
Editor’s Note: Bryan Haupt, is VP MHC Truck Source, and a member of
the UTA’s Board of Directors. If you’re a younger UTA member you can
surely profit from the advice of a more experienced member, so we’re
hoping this series of “Ask An Expert” articles will prove useful to you.
Should you have any questions (or answers!) please contact Ana Wall at
ana.wall@volvo.com.
Promoting All Women in the Trucking Industry
By Ellen Voie CAE, President/CEO, Women In Trucking, Inc.
T
he Women In Trucking Association represents all women employed
in the trucking industry. We represent the women who design the
trucks, build the trucks, buy the trucks, fix the trucks and drive the
trucks. If you are one of the five percent of female drivers or one of the
14 percent of female managers in the trucking industry, we are here for you.
by testosterone) and estrogen encourages bonding and connection and
discourages conflict and risk taking. Women activate the amygdale
(the brain’s fear center) more easily than men and testosterone encourages
a focus on winning and demonstrating power. Women who were given
testosterone were less able to collaborate.
The overall purpose of the organization is to increase the percentage of
women working in the trucking industry to utilize unrealized potential.
As former US DOT Secretary Ray LaHood said, “After all – regardless
of gender – everyone uses our transportation systems, and those systems
will serve us more effectively when they are planned, designed,
engineered and built by the professionals who represent all of us.”
What does this mean in regard to career progression? Taking risks is
associated with working outside your comfort zone and pushing beyond
your normal duties. As Halla Tomasdottir, an Icelandic Fund Manager
stated, “White male values are about risk-taking, short-term gain and a
focus on the individual, female values tend toward risk–awareness, the
long term and team goals.” That is what makes women more valuable in
the boardroom but less valued by their male peers who view assertiveness and boldness as leadership traits more often exhibited by men.
So, why are women under-represented within the management group
of a typical trucking company? Remember the days of Smith (or Jones
or Miller) and Sons Trucking? Many fathers brought their sons into
the family business to carry on the tradition. Today, you can find many
daughters who have taken over their parents’ companies, but there are
still not enough women in the executive suite.
Although women comprise nearly half of the labor force and earn more
degrees than their male peers, women who are among the top ranks in
the transportation industry are in the minority. Why should YOU want
this to change?
Pepperdine University found a correlation between high-level female
executives and business success. Harvard Business Review reported
that firms with the best records for promoting women outperform
industry medians with overall profits 34 percent higher. Catalyst Research
found that companies with the highest representation of women
leaders financially outperform, on average, companies with the lowest.
It makes good, financial sense to have more women in leadership roles
within your organization. What are some of the reasons this hasn’t been
accomplished so far? There are many things we can cite to understand
WHY women aren’t more visible in top-level roles.
First, there are biological reasons! According to research conducted by
Kay & Shipman in The Atlantic, women are driven by estrogen (men
www.UTA.org
Yale Psychologist, Victoria Brescoll found that male executives who spoke
more often than their peers were rated ten percent higher in competence.
However, when female executives spoke more than their peers, both men
and women gave them a fourteen percent lower rating in competence.
Apparently we find assertiveness to be more acceptable for men and less
positive for women. In fact, an article entitled, Gender, Job Authority,
and Depression, in the December 2014 Journal of Health and Social
Behavior stated that women with job authority have more education,
higher incomes, more prestigious occupations and higher levels of job
satisfaction… and worse mental health than lower status women.
When women display assertiveness and confidence they are judged
negatively for being unfeminine. This contributes to chronic stress.
To secure a place for women in leadership roles within the trucking
industry, we need to better understand the values women bring to the
boardroom. More importantly, we need to view those values as being
important for company growth and stability.
After all, shouldn’t we follow Former Secretary LaHood’s advice and
make sure the trucking industry management team represents those
who rely on this industry to ensure their consumer needs are met? n
June 2015 11
UTA Industry Watch
Industry News Briefs
April’s Class 5-8 Orders
Drop 6% Y/Y:ACT
Commercial Truck Market Looks
Strong: NADA
We dislike starting the news section on a
down note but overall the news really isn’t
bad when you consider the optimism that abounds for the rest of the
year. Before we get to April’s numbers take another moment to consider
what Mike McColgan said in this month’s Board News and Views:
“There is nothing on the immediate horizon that should keep our
industry from having anything other than a prosperous 2015.”
We told you good news was coming. In the May
edition of its Commercial Truck Guidelines report,
ATD/NADA noted that retail pricing held up in April, despite increased
sales volume.
But ACT’s preliminary numbers showed that in April, 39,700 Classes
5-8 vehicle orders were booked, down 6 percent from April 2014.
“Trucks that are 3‒6 years of age are responsible for the majority of the
pricing strength in the used market,” said Chris Visser, senior analyst at
ATD/NADA Official Commercial Truck Guide. ProStar tractor trailers
were disproportionately represented in the marketplace, according to
Visser.
ACT’s take: “While the order volume represents a fairly sharp deceleration from the 50,000 units-plus order months experienced from
October to February, the pullback is a reflection of already large
backlogs as well as a paucity of build slots remaining in 2015,” said
Kenny Vieth, ACT’s President and Senior Analyst. “This month’s net
orders were not a surprise, considering that the calendar is moving
away from peak order season.”
The report includes a special study entitled, Where Does the Natural Gas
Market Stand? The study explores the adoption of compressed natural
gas versus liquefied natural. It also analyzes the types of commercial
trucks that use the gas, suppliers, and volume.
Class 8 orders, ACT said, came in 22,400 units, the lowest monthly net
order volume since November 2013. They were down 10 percent year
over year. But “rather than simply a harbinger of weakness, the slower
order intake should be taken in a broader context,” said Vieth. “In
addition to few build slots remaining open, there was some pulling
forward of orders by truckers from October through February to ensure
product and build timing availability.”
Chris Visser’s complete NADA update appears elsewhere in this
newsletter. n
N.A. Medium Duty orders fell to 17,300 units, down 21 percent
year-over-year “against a particularly tough comparison,” ACT
reported. “This was the lowest order intake since last July, but not out of
line with several other months in the interim,” said Vieth. n
FTR Reports Class 8 Orders
Down 10% Y/Y
Stay with us. Remember what Mike said. We
promise better news is coming. But FTR’s
preliminary April data pegged Class 8 truck
net orders at 22,076 units, 10 percent lower than a year ago, and an 11
percent month-over-month decline.
FTR said April’s order drop off reflected “market stabilization returning
to traditional seasonal trends.” Class 8 orders now total 373,000 units
over the last 12 months. FTR expects that order rates will continue to
fall throughout the summer months. Yet orders met the market researcher’s expectations and were in line
with order and production forecasts. “The Class 8 market is now back
to an equilibrium state,” FTR said, “albeit at a strong level.” This
continues the trend from March with nothing expected in the short
term to impact overall 2015 business activity.
FTR’s Don Ake, weighed in on the results. “We expect the order numbers
and backlog level to continue to fall throughout the summer. However,
backlogs are so high that production rates are supported all the way
into Q3. May’s orders could even dip below 20,000, but that is not a
problem for 2015 as long as near-term production slots fill up. The April
numbers were predictable, and it would appear that the market
volatility has ended for this cycle.” n
12 June 2015
The full 2015 May Guidelines report from ATD/NADA Official
Commercial Truck Guide can be downloaded for free on the NADA
Used Car Guide website at www.nada.com/b2b.
Rush Acquires Eight GA Dealerships
The older we get the more it seems to be
true. You have to spend money to make
money. In that spirit Rush Enterprises,
Inc. acquired “certain assets” of Yancey
Truck Centers, in Georgia.
Rush said the acquisition includes
International Truck dealerships in eight locations in central Georgia
and an Idealease truck rental and leasing operation in Albany, Georgia.
The dealerships will operate as part of the company’s Navistar division.
The acquisition also means that the company now operates 120 Rush
Truck Centers in 20 states.
Rush bought the assets, goodwill and real estate for approximately $30
million.
“This acquisition significantly expands our Navistar presence in the
Southern United States,” said W. M. “Rusty” Rush, Chairman, CEO and
President of Rush Enterprises, Inc. “More importantly, the strength of
our network allows us to keep our customers up and running, while
offering convenience and best-in-class technology and service, now in
eight new locations,” he added.
As you probably
knew, Rush
operates the largest
network of
commercial vehicle
dealerships in
North America. n
www.UTA.org
UTA Industry Watch
Freightliner Inspiration Truck Premiers on Hoover Dam
World’s first autonomous truck now licensed to drive on public roads
In a month where some media outlets characterized trucking as behind
the times in its use of technology (The Wall Street Journal said “trucking
has remained stubbornly low-tech”) Daimler introduced the world’s
first autonomous truck! The pictures and
stories that resulted were incredible, and
trucking was suddenly ahead of the
technology curve.
While a driver will ride in the passenger seat
for now to take over when in congested
areas, on interstates the truck will drive itself.
And Daimler’s hope is that eventually no
humans will need to be on board. (Note:
Daimler is Freightliner’s parent company.)
Choosing the Hoover Dam for the truck’s
debut was a calculated move. “The Hoover
Dam provides the ideal setting for a debut as
significant to the trucking industry as this.
Not only was it built primarily using trucks, but it signifies inspiration
like few other structures in the world. To show the significance and
opportunities of autonomous driving functions for the global trucking
industry we were willing to go ways that people did not dare to think
about before,” said Daimler’s Dr. Wolfgang Bernhard.
Daimler said the
“Freightliner Inspiration
Truck” is the first licensed
autonomous commercial truck to
operate on an open
public highway in the US.
“Developed by engineers at DTNA, it promises to
unlock autonomous vehicle advancements that
reduce accidents, improve fuel consumption, cut
highway congestion, and safeguard the environment.”
In a ceremony at Las Vegas Motor Speedway, Nevada
Governor Brian Sandoval officially awarded the first
license for an autonomous commercial truck to
operate on an open public highway in the US to
Daimler Trucks North America (DTNA). Nevada,
with its many hundreds of miles of wide open roads,
is a good test case for the vehicle.
It will be a while before Daimler is ready to actually
take orders for the truck. There are still many things to be worked out
including how the truck will handle changing lanes and deciphering
speed limit signs. But trucking does not have to take a back seat to any
industry’s use of technology with this announcement.
More information is available at http://www.freightlinerinspiration.com/ n
Trucking Revenue Tops $700 Billion
for the First Time
American Trucking Associations (ATA) reported that in
2014 the trucking industry generated $700.4 billion, as noted
in the latest edition of American Trucking Trends. This made
2014 the first year in history the industry topped $700 billion in total
revenue.
“Last year, we saw freight volumes grow significantly,” said ATA Chief
Economist Bob Costello. “Increases in freight, combined with
continued tight capacity, helped drive revenues and coupled with lower
fuel prices, we saw motor carriers go on a buying spree for new trucks
as they replaced older equipment.”
Now while that $700 billion number is impressive, it represents just a
2.6 percent boost over last year. The year before that saw a revenue rise
of 6.2 percent according to The Wall Street Journal. While an improved
economy led to a boost in demand the driver shortage as we all know is
impacting many fleets.
The Journal, quoting ATA’s Bob Costello, noted many fleets are unable
to find all the drivers they want to hire. Part of the issue is demographic, Costello said. For whatever reasons, younger workers aren’t
signing up to become truck drivers. The average age of a truck driver is
49, compared with 42 for workers overall. Overall, there is a nationwide
shortfall of 40,000 truck drivers.
In its annual compendium of data on the trucking business ATA also noted:
■■ In 2014, trucks moved 9.96 billion tons, or 68.8 percent of all
domestic freight.
■■ The $700.4 billion in revenue accounted for 80.3 percent of all freight
transportation spending.
■■ Trucking employed more than 7 million people, including 3.4 million
drivers.
■■ Combination trucks logged 168.4 billion miles, or an average of
69,000 miles per truck.
■■ Since deregulation, the number of registered motor carriers has
grown by 68 times to more than 1.3 million carriers.
■■ Commercial trucks paid $16.5 billion in federal highway user fees in 2013.
You can buy ATA’s full American Trucking Trends report at www.atabusinesssolutions.com or by calling 866-821-3468. n
NADA continued on page 16
www.UTA.org
June 2015 13
UTA Industry Watch
NADA continued from page 15
PACCAR and Premium 2000+™ Join Forces to
Offer Extended MX Warranty
PACCAR and Premium 2000+ are partnering to provide “the most
comprehensive aftermarket extended warranty product ever offered
in the used truck market,” according to Premium 2000’s President/
CEO Lynn Murphy.
The PACCAR MX Engine that is entering the secondary market
represents an ever-increasing percentage of the Peterbilt and
Kenworth power plant. Murphy said the PACCAR MX engine is so
highly praised for its efficiency that “PACCAR and Premium 2000+
feel confident in offering up to an additional 60 months/625,000 miles
of warranty after the factory coverage expires.”
The Basic PACCAR-Premium 2000+ MX coverage includes the engine
and after-treatment for one year, plus optional transmission, rear axle
assemblies, turbocharger, fuel injectors, water pump, fuel pump,
ECM/ECU, and auxiliary power unit (APU). The full complement of
options can be added ala carte, or “bundled” for value, for up to
another 48 months/500,000 miles to give your customers up to five
years/625,000 miles of warranty.
The PACCAR MX warranty and after-treatment by Premium 2000+, is
now available to any dealer who sells a PACCAR MX product.
PACCAR, Murphy added, wanted this unique and exclusive product
to be offered to all customers who buy an MX engine. Check your
inventory, or buy an MX with confidence for your customers, he
recommended.
For further information, call Premium 2000+ at 888-261-7581, and a
Premium 2000+ Territory Manager will explain the MX Program in
greater detail. n
14 June 2015
www.UTA.org
UTA Industry Watch
It’s Time to Start Planning
www.UTA.org
June 2015 15
UTA Industry Watch
From Where We Sit
Well, traffic is moving out of the valley
and away from town as people in our
parts head to the mountains to the west
or the beach to the east. It’s Friday of
Memorial Day weekend, the official
launch of the beloved season, summer.
Every person we meet is either thinking
of the upcoming weekend or out the
door and on their way. Of course, living
as close as we do to Washington, DC, we
also see tourists and visitors passing
through on their way to a weekend in
the city. We also know that some people
headed toward the city are actually
headed toward Arlington, VA, more
specifically, to Arlington National
Cemetery.
That’s another destination everyone should see. As children, we visited
Arlington with our father who was still serving in the Coast Guard
after more than 30 years. Dad instilled in us early that life can be filled
with causes that are worth fighting for no matter what the cost. It was
a little scary to grow up knowing that Daddy could be called into
harm’s way at any time, but it was just how our family lived. It never
seemed that big a deal to a kid who hadn’t already seen it happen. My
older brothers probably feel differently about it, since we still had their
ration books from World War II 20 years after the War was over. They
remembered a lot more than we did. Anyway, to make sure that his
children all understood what that cost of fighting the necessary fight
was, he took us to Arlington. We watched the changing of the guard at
the Tomb of the Unknown Soldier. I couldn’t help but think this could
be one of my older brothers if things went bad again. We stopped by to
see President Kennedy’s grave and remembered all the sadness that
came with those times. Dad’s lesson sunk in early.
When I was growing up, we lived in a beach community that came alive
on Memorial Day weekend. To many of the adults that meant they had
about 12 weeks to make as much money from the tourists as possible.
To all the kids it meant that school was almost over and our dear, dear
summer was almost here. Times were good on this particular weekend
of the year. By Monday afternoon we were ready for the Memorial Day
parade, and that was the best part of all! We’d go uptown early and
line the curbs to get the best view possible. Moms sat behind us in
lawn chairs. I had a special reason to get the best view I could. Daddy,
then assigned to manage the Coast Guard post in Atlantic City,
marched at the front of his men in the parade. Dressed in his dress
whites, he was the handsomest thing a little girl could imagine. Every
year I tried to get him to glance my way, just a glance. But, as indulgent
as he was to his baby girl, he never broke a step or a showed a twitch.
I never minded losing this particular game Daddy and I played,
because I knew it was also a part of the lesson he taught. Dad and his
three brothers all fought in the War, so they knew in deeply personal
ways the heartbreaking loss that comes with war. Yes, life can present
times we must fight no matter what the cost, and that means we must
never forget our fellow countrymen and women who actually paid
that cost on our behalf. So, as Daddy and his men marched past, we all
stood, in our shorts with the dripped ice cream stains, and saluted as
proudly as we could manage. We saw firsthand what respectful
memory looked like. Then, of course, being kids, we probably went
back to our first water-balloon fight once the parade was over.
16 June 2015
This morning we witnessed a most
unnerving example of what can result
when others forget that Memorial Day
is more than a reason to grill burgers
and have fun. As we sat in a small
waiting room for an appointment, a
young adult man came in for his
appointment, too. He was that kind of
young adult we’ve all seen or known.
He was just a little too old to be clearly
living at home with Mom and Dad so
he could still dress like a twelve year
old and do what he wanted. From
where he sat, he called to the receptionist to schedule an appointment for
Monday. She told him the office was
closed on Monday, and he asked why.
When she reminded him of Memorial
Day weekend, he replied, “Well, that just ruins everything!” Fortunately
we got called into our appointment in the nick of time! One of your
editors would have had his hands full trying to contain the other.
This Memorial Day weekend, we’re not headed out to the mountains
or the beach. We’re staying close to home. Our hope is to cook plenty
for everyone and hang out with the family over the next few days.
Dad, his brothers, and most of the generation of Americans who
served with them, are gone now. We have fewer and fewer each day.
They take with them the faces and names of the Americans who gave
their all to save the world for us. The least we can do is pause for a
while and remember the ones who made all this possible. There will
always be Americans called to protect us, and there will always be
Americans who give their lives in doing it. We refuse to allow
ourselves to view Monday as just a day we get to sleep in and then
can’t do our banking or get any mail. We will continue to honor the
real reason we have Memorial Day the way
Daddy taught us about so many years ago. It’s
the point of view he would want us to have
from where we sit. Deb and Brad Schepp
editor@uta.org
www.UTA.org