Industry Watch February 2014

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
Moving on Down the Road:
Catching Up With Terry Williams........ 3
Medium Duty Corner.............................. 3
Face to Face with Mike Rumsey...........4
Looking Down the Road
at Driverless Trucks.............................5
Polk Data Used Truck Sales...................5
Peterbilt Motors Marks
Milestone in Denton......................6-7
NADA Update: ............................... 8-11
Tampa Next Venue for
“Selling for Success” ...................... 11
The Brooks Group
Sales Tip of the Month..................... 11
Industry News Briefs..................... 12-15
The UTA Looks Back ......................... 16
Industry Events Calendar.................. 17
2013 UTA Convention Photos....... 18-19
From Where We Sit............................20
The UTA…
Members Supporting Members!
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
Volume 16 • Issue 2 • February 2014
Joe Theismann to Keynote this
Year’s Convention
G
reetings! I’ve got great news for all of you
planning to or considering attending the
2014 UTA convention in Scottsdale, Arizona.
Not only is our convention being held at the
popular Talking Stick Resort & Casino but we
are pleased to let you know that our keynote
speaker this year is Joe Theismann, the
legendary and former star quarterback of the
Washington Redskins.
You may be thinking how did the UTA Board
end up choosing Joe Theismann to be this year’s
keynote speaker? Well first of all, the UTA
Board strives each year to select a speaker who
has a message that’s interesting, valuable, and
important to all attendees as we’re appreciative
of your investment in our convention. But there
are many speakers to choose from each year, and
selecting the right speaker is always a challenge.
I recently attended my company’s “kick off” meeting in January, and to my pleasant surprise,
Joe Theismann was the keynote speaker for our conference. I believe everyone who attended was
as impressed as I was with Joe’s message, attitude, and presence. I thought he would be a
tremendous speaker for the Used Truck Association’s annual convention. Joe just seems to fit in
to what the UTA is all about.
After Joe’s speech I was in the lobby and my colleague Mike McColgan came up to me and said
“you have to get Joe Theismann for the UTA Convention,” and I had to agree. At the UTA board
meeting on January 25th, I presented a number of prospective keynote speakers to the board,
and the UTA Board of Directors chose Joe Theismann unanimously.
We’ll have more information on Joe Theismann in the coming months, but for now make sure
you mark your calendar for November 5, 6 & 7, 2014 to be in Scottsdale, AZ. You won’t want to
miss out on this convention! Oh, and by the way, I forgot to mention one important point, at
least as far as Mike Thurston is concerned: Joe Theismann was also a winning quarterback for
the University of Notre Dame!
We’re looking forward to having another fabulous UTA convention,
and the UTA board trusts you will join us for the best networking
opportunity in the industry, and for a memorable and enjoyable
convention.
Hal Dickson
Convention Co-Chair
hal@uta.org
UTA Industry Watch
2014 BOARD
OF DIRECTORS
Board News and Views
http://www.uta.org/directory
N
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
Good business leaders create a
vision, articulate the vision,
passionately own the vision, and
relentlessly drive it to completion.
Graphene­– It Will Change Our Lives and Industry
ot very many people these days have heard of graphene. However, graphene will change
our lives as well as our industry. Graphene is sometimes described as a one-atom thick
layer of graphite. But that’s hardly a complete technical description. Graphene that is of
“high-quality” is very light, extremely strong, and is almost transparent. It’s also an exceptional
conductor of electricity and heat.
The use of graphene as a superconductor will mean computers will become even faster and
lighter, with more memory storage. Graphene will eventually replace plastic, electric wires, and
the silicon chip. Some common items that graphene will enhance or replace are batteries, cell
phones, touch screens, and televisions. And this list will only grow.
Graphene is 200 times stronger than steel, and about one million times thinner than a human
hair, according to researchers at the UK’s University of Manchester. And, of course, it’s also
extremely light in weight. In the future, all of our vehicles will be made of this material,
including trucks, trailers, automobiles, commercial jets—and you can extrapolate from there.
Can you envision our industry when trucks, tractors, and trailers weigh a quarter of what they
do now? Imagine the impact this would have on fuel consumption. Trucks would not only be
remarkably lighter, with
graphene they would be
much more durable, therefore
extending the truck’s useful
life. Graphene would also
impact many of the technical
systems found in today’s
trucks. Whether it is the
electrical system, cooling
system, power-train, or just
about any other system, they
would all be enhanced.
I am sure that you’ll first see
graphene in the smaller
consumables that we use
every day, such as smart
phones, tablets, and televisions. All of these items are
mass produced in huge
Graphene is an atomic-scale honeycomb lattice made of
volumes. It may be some time
carbon atoms (courtesy of Wikipedia).
before the material is
introduced to the automotive
industry, and then the new
truck industry. I would guess that graphene will be introduced into the automotive market
through the electrical system first, with its use then expanding into other parts of the vehicle.
Everything has a price on it including technology and production. As you know, I’m on the
Used Truck Association’s Board of Directors, and I chair the medium duty committee. Thanks
to those positions, as well as my other full-time position, I’m always looking ahead for answers
to questions that will ultimately come our way. I’ve recently become quite interested in graphene
(as you can tell), and I recommend you investigate this product for
yourselves. It’s something that is in all our futures.
Thank you,
Amy Shahan,
amy@uta.org
~Jack Welch
2 February 2014
www.UTA.org
UTA Industry Watch
New Members
Moving on Down the Road:
Catching Up with Terry Williams
For Bruckner’s Terry Williams, his
“new” job’s biggest change was the
move to Amarillo, TX.
“ I have lived in a few cities in a few
states and will admit the people of
Amarillo are the friendliest,” he
recently told us. “However, the
locals say I must commit to the
Texas Panhandle and get moving
on the purchase of a pickup,
cowboy boots, and a gun.”
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.
Shannon Johnson, Service Technician
Curt’s Truck and Diesel Service, Inc.
370 24th Ave., NW
Owatonna, MN 55060
www.curtstruck.com
(507) 451-1326 (w)
(507) 213-2227 (c)
shannon@curtstruck.com
Dan Moyer, Asset and Research Manager
PACCAR Leasing
P.O. Box 1518
Bellevue, WA 98009
www.paclease.com
(425) 468-7074 (w)
dan.moyer@paccar.com
Dan’s been in the truck
business since 2006,
when he started
working for PACCAR
Leasing as a Marketing
Analyst. He’s joined the
UTA for the networking
opportunities, as well as
to broaden his
knowledge of the used
truck business. Dan
says networking is one
of the aspects of his job that he enjoys the most.
When you pry a little deeper, you learn some interesting things
about Dan. “I was offered a job by the CIA at age 22, but foolishly
turned it down,” he said. The CIA offer may have had something to
do with Dan’s other surprising news—he can speak Vietnamese.
Prior to joining Bruckner Truck
Sales, Terry was The Truck Blue
Book’s managing editor for 12
years. He came to Blue Book from
Volvo Trucks N.A., in 2000, then was assigned to Arrow Truck Sales
after the Volvo acquisition.
Terry then started with Bruckner’s in October 2012, coming on board as
Corporate Sales Lead Manager. His responsibilities are varied. “Today I
have the pleasure of selling trucks and trailers, managing our truck
trader advertising partners, and managing our call center that qualifies
and expedites the sales process for our sales professionals,” he said.
Terry had more or less been in our profession­—an editor—before his
move, and we wondered how his new job in sales was different. “At
Bruckner’s I have arrived on the front lines of the truck industry with
a supportive company, a family feeling and in touch leadership,” he
said. While at Truck Blue Book he was a vendor to the truck and
insurance industries, and government agencies, so he felt his focus
was split. His new job is different, but he’s still in the truck business—
and that’s a comfortable place for Terry. Yes, he’s still working with
new and used trucks and trailers and his friends in the industry.
“Every day continues to be a truck day,” he said.
Finally, as an industry vet, Terry’s been amazed at UTA’s growth since
he was on the Board about 2001. “It’s grown in every aspect,” he said. n
“Tips You Can Count On”
When you are looking at a DPF equipped truck,
one quick thing to check is the tailpipe for soot.
This quick check could save you thousands in
repair bills. Signed,
~ The Medium Duty Counselor
www.UTA.org
February 2014 3
UTA Industry Watch
Mike Rumsey
T
oday, Mike Rumsey is the Vice
help forward. His advice to younger people
President of Sales Operations for
just starting out in the industry is simple and
Mitsubishi Fuso Truck of America, Inc. He’s
direct. “Shut up and listen,” he said. “Learn
been with the company since 1998, working
from the leaders in your industry and
his way up from his original position as a
develop your own selling style.” Mike noted
district sales manager. Before joining
that truck sales can provide a very good
Mitsubishi, Mike worked at Fleet and
career to people who are willing to work
Bayshore Ford in retail sales. (His first job
hard and persevere. “It’s an industry that
was selling new and used trucks for Fleet
needs young talent,” he noted.
Truck Center in Philadelphia.) Along the
Looking forward, Mike foresees the
way, Mike has worked in New York, St.
Louis, and Atlanta before settling back in
the Philadelphia suburban area of Logan, NJ.
industry’s biggest challenges will be
determining how to deal with the valuation
and reconditioning costs of both the EPA
“I run the Sales Department for Mitsubishi
‘07, and the EPA ’10 trucks. “As the new
Fuso for both the US and Canada,” Mike
trucks become more and more complicated
explained. “We have over 220 dealers selling
and equipped with proprietary specs,” he
the Fuso product in North America.” He is
explained, “there will be a learning curve for
responsible for ordering vehicle production,
the used truck industry.” Mike is also
forecasting truck sales, and managing the
interested in seeing how these trucks will be
sales process. Mike credits the people who
received in the export market. He is curious
work together on his team for his success in
to see if the rest of the world will accept
the industry, and he appreciates the support
them, and how the market will be affected by
and mentoring he’s enjoyed throughout his
the changes.
career.
We asked Mike to tell us a little about his life
Mike’s first boss at Mitsubishi was the late
outside of work. He said that he’s remained
Micky Walka, who he considered both a
single as he’s moved around the country
mentor and a close friend. Micky gave Mike
building his career, settling back in the
both the support and the freedom he needed
Philadelphia area. “I enjoy playing golf and
to prove himself and grow with the company.
spending as much time as possible in the
“My success in this industry can be
summer in Avalon, NJ,” he said. Your editors
attributed to learning from those around me
at all levels of my career, and never being
satisfied with what has already been done,”
Mike said. He recognizes the talented people
both grew up just slightly north of that
beautiful beach community in another
wonderful resort destination, so we both
understand exactly what he means! n
who have helped him at Mitsubishi, in
particular. Now, Mike is working to pay that
4 February 2014
www.UTA.org
UTA Industry Watch
Looking Down the Road
at Driverless Trucks
A
mong the usual year-end wrap-up articles The Washington Post ran an interesting piece
entitled “8 Ways Robots Stole our Jobs in 2013.” It turns out research into so-called
“autonomous vehicle technology” is moving ahead quickly, and that has some serious implications for the nation’s 5.7 million long-haul truck drivers. While cars are today’s major research
focus in autonomous vehicles, the Post reported that long-haul trucking is on the table as well.
“Driving a truck, is a job that “might be more safely filled by a remote controlled robot that
never gets tired or lost,” the Post noted.
Polk Data
Used Truck Sales
Quarter 4, 2013
To learn more about driverless vehicles, we spoke with Rich Sherman, author of Supply Chain
Transformation: Practical Roadmap to Best Practice Results. Sherman is an internationally
recognized author, researcher, and speaker on supply chain management including trends and
marketing.
GVW
Used Trucks
UTA: How long has driverless vehicle research been going on?
5
Sherman: Driverless vehicle research, passenger and commercial, has been conducted for more
than 70 years dating back to the 1930’s. Of course, the defense department has also been conducting
research and has produced unmanned ground vehicles (UGV) for military purposes. California,
Nevada, and Florida have pilot programs underway with the most notable being the Google car.
6 12,555
3 46,526
4 13,204
7,865
7 11,386
8 57,634
UTA: What’s the state of the driverless vehicle industry?
Sherman: Nearly all major manufacturers of vehicles, however, are developing autonomous
vehicles both commercial and passenger. Vehicle telematics and control technologies are
becoming standard features as costs come down from increased volumes. With the legislatures
highly desiring to reduce traffic fatalities and improve safety on the roadways, there is likely to
be little legislative resistance as the technology matures and becomes more readily available.
Most research sources predict widespread use of autonomous vehicles within the next 25-30 years.
UTA: What are the issues as far as driverless commercial vehicles are concerned?
Sherman: In the transportation industry, driver shortages and driver quality have long been top
challenges. The promise of autonomous or remote controlled vehicles holds significant commercial value. We already see significant use of commercial vehicle telematics to improve driver
performance, fuel efficiency, and reduce security threats. Technology is also being used to
reduce security threats, improve routing, improve Hours Of Service compliance, and reduce
congestion. As departments of transportation implement “smart” roadway infrastructures to
increase communication directly with vehicles, there will be even less reliance on drivers.
We have also seen stories emerging about drone technology in the air; however, remotely
controlled ground vehicles can also become a reality with computer vision and telematics.
Driving a commercial vehicle from the home or a “control center” without the geographic or
physical requirements of having the driver present in the vehicle opens an entire new segment
of the population for driver recruitment. Roadway safety, security, efficiency and capacity
management will be the driving forces for adoption of autonomous vehicles sooner than later
— especially in the commercial
space.
The safety and economic factors
resulting from driverless vehicles,
however, are so compelling that
the technology renders commercial drivers an endangered
occupation much like word
processing and information
technology eliminated many office
positions. n
Quarter 3, 2013
GVW
Used Trucks
3 50,357
4 16,569
5
8,823
6 14,611
7 14,377
8 57,659
Quarter 2, 2013
GVW
Used Trucks
3 50,853
4 17,593
5
8,887
6 15,076
7 12,589
8 58,771
Quarter 1, 2013
GVW
Used Trucks
3 46,967
4 13,878
5
8,052
6 13,486
7 12,647
8 61,722
www.UTA.org
February 2014 5
UTA Industry Watch
Peterbilt Motors Marks Milestone in Denton
By Jenna Duncan / Staff Writer
S
alty Rose was hired at Peterbilt
Motors Co. in Denton as a welder
on the production floor in 1987.
After work, he would leave his Peterbilt
name badge on his shirt when he went out
to dinner near his home in Gainesville so
everyone could see where he worked.
“I would wear it with pride,” he said.
Rose, now a production manager at the local
Peterbilt manufacturing plant, said
workers take just as
much pride today
in building Peterbilt
trucks, and that’s why
he and so many others
have stayed with the
company so long.
This week, Peterbilt
will celebrate its
75th anniversary on
Thursday and kick
off a yearlong series
of events. Thursday
has been proclaimed
“Peterbilt Motors
Company’s 75th
Anniversary Day,”
and Denton Mayor
Mark Burroughs
read a proclamation at a recent City
Council meeting
lauding the company’s
numerous charitable efforts and its
strong employment record.
It’s the largest private employer in
Denton, with more than 2,200 employees
between the manufacturing plant
and world headquarters, said Darrin
Siver, Peterbilt’s general manager.
“Seventy-five years is a milestone
achievement,” Siver said in an e-mailed
response to questions from the Denton
Record-Chronicle. “There is a great deal
of pride throughout our company. We
celebrate not just 75 years in business,
but 75 years as an industry leader.”
The company has transferred all manufacturing and the company headquarters to
Denton over the years, and has continued a
tradition of giving back to the community,
officials said. Most recently, the company
made a donation of nearly $400,000 to
6 February 2014
the United Way of Denton County, the
company’s largest in five years. The company
has helped coordinate drives to create
holiday stockings for soldiers and has
worked extensively with Carter BloodCare
and the University of North Texas.
“We are fortunate to have a workforce that
has a lot of civic pride and gives back to
the community through various charitable
acts,” Siver said in the e-mail. “As a company
the truck are way different than they were
12 years ago, but the people are the same.”
The facility now completes an average of 121
trucks per day.
While the plant has been up and running,
the company has re-engineered the
product three times in addition to
making numerous production changes,
said Landon Sproull, chief engineer.
A new truck cab
hangs in the air
while it is being
assembled at
the Peterbilt
plant in Denton.
and as individuals, there is a strong focus
on community service and charity.
Advancing over the years
When the Denton plant opened in
1980, it had just 92 employees in the
450,000-square-foot plant that still
houses the manufacturing operation.
Today, much has changed inside
with the processes and production.
Although the iconic trucks are still
largely built by hand, robots were added
to the assembly process in 1997.
“The product has changed a lot,” said Doug
VanZuiden, human resources manager.
“The technology is light years ahead from
where it was even 12 years ago simply
because of the electrical systems, the
computer systems. The things that are in
“The truck itself, if you look back to 25
years ago when I first started my career, the
investment was small, our production rates
were small and our company profits were
small,” he said. “Over these 25 years, we’ve
essentially been able to grow our business
to three times the size of where it was.”
The company, owned by PACCAR Inc. of
Bellevue, Wash., made modest gains in
Denton during the 1980s, when manufacturing was split between Denton and
Madison, Tenn. In 1990, the company
invested an additional $1 million to
expand a training facility in Denton,
adding 9,800 square feet, according
to Record-Chronicle archives.
Problems arose in 1992 with the Madison
plant when the workers union went on
strike, which resulted in the transfer of
www.UTA.org
UTA Industry Watch
Peterbilt Motors Co. donated $392,239
to the United Way of Denton County last
week. Pictured are, from left: Doug Gunter,
Peterbilt warranty and reliability manager;
Beth Cocchiarella, Peterbilt area human
resources manager; Doug VanZuiden,
Peterbilt human resources manager;
Darrin Siver, Peterbilt general manager;
Gary Henderson, president and CEO of
United Way; Dawn Cobb, Denton RecordChronicle managing editor and United
Way board chairwoman; Gregory J. Sawko,
partner, Sawko & Burroughs; Teresa Sato,
Peterbilt human resources director; Alex
Payne, owner/broker, Axis Realty Group;
and Lee Ramsey, CEO, Links Construction.
about 275 jobs to the Denton plant.
Looking ahead
In 1993, the company moved the division
headquarters and all engineering activities
to Denton from Newark, Calif. The move
brought 225 jobs to the area and added $6
million in payroll annually. By 1995, the
company had 1,500 local employees,
according to the archives.
The first robots were used in the
assembly process in 1997 to apply glue
to portions of the cab, Sproull said.
Employment levels have fluctuated over the
years with the market and demand, but even
during lean years, Peterbilt maintained its
integrity with its employees, VanZuiden said.
When he was hired 12 years ago, he was
warned that the market could change in the
next six months, but the company’s reputation
drew him in and he remains today.
“One thing I really appreciated from Peterbilt
was they were very upfront about it,” he said.
Now, robots completely assemble the cab of
the latest truck model and paint it, Rose said.
“The main assembly chain and everything
hasn’t changed, but just about everything
else around it has, from the product to
the way we deliver the materials to the
line, to doing things that make the plant
safer and quieter,” VanZuiden said.
Even with growth and production changes,
the culture and mindset of the company and
employees have stayed the same, Rose said.
“I think we’ve been able to grow but
been able to maintain the tight family
that we have,” he said, noting he has
A frame is flipped over on a hoist so the rest of a new
truck can be built on top of it, at the Peterbilt factory on
Airport Road in Denton.
www.UTA.org
seen his co-workers’ families grow up
and start families of their own.
“The general culture has stayed very much
the same,” Sproull said. “We are focused on
productivity improvement and providing
the best quality product for our customers.”
Quality remains at the forefront, VanZuiden said.
“One thing PACCAR is big on, we’re
always investing back into our business
to make it better and better,” he said.
“Better safety, better quality and a
better investment in the products.”
Editor’s note: This article originally appeared in the
January 11, 2014 edition of the Denton RecordChronicle, and is reprinted here with permission.
The cab for a new truck is lowered onto the frame and
chassis on the main assembly line at the Peterbilt factory on
Airport Road.
February 2014 7
UTA Industry Watch
NADA Update
Chris Visser, Senior Analyst and Product Manager, Commercial Trucks
Summary
A favorable supply/demand relationship keeps pricing for sleeper tractors
with under 600,000 miles historically high. Construction trucks firmed
up in the last two months of 2013, and are poised for a recovery. Medium
duty trucks continue to be limited by excess supply of average-to-highmileage units. Sales volume is unusually volatile due to economic,
political, and weather-related factors. This volatility is expected to relax
starting in the second quarter as many of these factors are alleviated.
Sleeper Tractors – Retail
The market maintains its strong appetite for trucks with under
600,000 miles, with the average used truck selling in December for
$54,196 – an $867 (or 1.6 percent) decrease vs. November, but a $5007
(or 8.1 percent) increase vs. December, 2012. Average mileage was
528,048 – 442 (or 0.1 percent) higher than November, and 10,469 (or
1.9 percent) lower than December, 2012. This average truck was 77
months old, which is 1 month older than November and identical to
last December. See “Average Retail Price and Mileage” graph for detail.
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 Price Mileage $35,000 Source: ATD/NADA 420000 No
v Ju
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400000 $30,000 440000 Monthly Retail Sales Volume by Model Year: Sleeper Tractors Under 1M Miles 400 2 per. Mov. Avg.(2006) 350 2 per. Mov. Avg.(2007) 2 per. Mov. Avg.(2008) 300 2 per. Mov. Avg.(2009) 250 2 per. Mov. Avg.(2010) 2 per. Mov. Avg.(2011) 200 150 100 50 Source: ATD/NADA 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 0 8 February 2014
As for older model years, anything with under 600,000 miles should
remain essentially unchanged. Trucks with mileage at that level or
higher are more frequently wholesaled.
Sleeper Tractors – Wholesale
December’s results were in line with recent months, with the average
sleeper tractor selling for $30,778 – a $784 (or 2.5 percent) increase
over November, and an $8479 (or 27.5 percent) increase over
December, 2012. Mileage was 643,625 – 3845 (or 0.6 percent) more
than November, and 27,781 (or 4.1 percent) less than last December.
This average truck was 83 months old, which is three months younger
than November, and a notable 10 months younger than last December.
See “Average Wholesale Price and Mileage” graph for detail.
Average Wholesale Price and Mileage: All Sleeper Tractors Under 1M Miles 750000 $45,000 $40,000 700000 $35,000 650000 $30,000 $25,000 600000 $20,000 550000 $15,000 500000 $10,000 $5,000 2 per. Mov. Avg.(Price) Source: NADA and Auc/onNet 2 per. Mov. Avg.(Mileage) $0 450000 400000 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 2011’s overtook 2010’s in December to become the highest-volume model
year represented in our retail database (see “Monthly Retail Sales Volume”
graph for detail). As we’ve stated, trucks of this model year are now in
their fourth year of service, putting them near the meaty part of their
trade-in curve. Interestingly, 2011’s actually ticked up in average price
this month, which is not surprising given the demand for low-mileage
iron. Despite ongoing trade-ins of 2011’s, we do not foresee much
depreciation for this model year, since the vast majority of these trucks
will remain under 600,000 miles through the end of 2014.
2012’s are also an interesting case. This model year was built in the
highest numbers since 2007, and users on three-year trade-in cycles are
beginning to rotate these trucks out of their pool. As such, we expect
mild downward pressure on pricing for this model year, although with
the vast majority of trucks featuring under 400,000 miles, any
depreciation should be limited to the uppermost layer of ultra-high-priced
iron. There should be limited “spillover” impact to 2011’s, since the
roughly $12,500 spread in selling price between 2011’s and 2012’s
represents adequate headroom.
The 2006-2010 model years continue to represent the bulk of the
under-1,000,000-mile wholesale sleeper market, with the 2007 model
year still the highest volume. 2011’s should filter into wholesale
channels in mildly greater numbers as 2014 progresses, as the
highest-mileage examples of that cohort hit 600,000 miles. However,
as a low-build model-year, impact to pricing should be minimal.
If the general rule in the retail channel is that a truck will enjoy solid
demand up to 600,000 miles, the wholesale equivalent is probably
700,000. See “Average Wholesale Price and Number of Trucks Sold”
graph for detail.
Class 8 Construction Trucks
The construction market finished 2013 on the uptick after a relatively
weak September and October. The final two months of the year came
back strong, resulting in essentially no depreciation for the full year
for 5-7 year-old trucks on average.
Specifically, the average of this cohort in December was $76,917
– $3548 (or 4.6 percent) higher than November, and $11,033 (or 14.3
percent) higher than an unusually-low December, 2012. Mileage came
in at 279,830 – 37,872 (or 13.5 percent) higher than November, and a
www.UTA.org
UTA Industry Watch
Average Wholesale Price and Number of Trucks Sold by Mileage Range Sleeper Tractors, CY2013 $90,000 Price $80,000 Count $70,000 500 450 400 350 $60,000 300 $50,000 250 $40,000 Sources: ATD/NADA and Auc2onNet $30,000 200 150 $20,000 100 $10,000 50 $0 9K
99
0-­‐
9K
90
89
9K
79
0-­‐
80
0-­‐
9K
70
69
0-­‐
9K
60
59
9K
0-­‐
50
49
0-­‐
39
9K
40
0-­‐
9K
30
29
0-­‐
20
10
0-­‐
19
9K
0 notable 74,494 (or 26.6 percent) higher than last December. See
“Average Retail + Wholesale Price of Construction Trucks” for detail.
As you can see from the extremely simplistic linear trendline in the
graph, depreciation throughout this two-year period has been very mild.
Using this measure as a guide, we arrive at a monthly depreciation of
roughly $313 per month. Looking at 2013 vs. 2012 separately, 2013
performed better, with trucks losing roughly $425 per month as
compared to $1000 per month over 2012.
There were also more trucks in this age range reported sold in 2013 than
2012 –304 vs. 242, respectively. Stable pricing combined with higher
volume typically points to a strengthening market. Construction sectors
of the economy have been mixed to mildly upward, and there should
be more upside pressure than downside in 2014.
With 2010’s now five model years old, we expect to see mildly decreased
retail volume through 2014, as increased numbers of these trucks hit
600,000+ miles and are channeled into the wholesale sector. Next month,
when we have our full January data available, we will start to look at
the 2011 model year.
Medium Duty – Class 3-4 Cabovers
4-7 year-old Class 3-4 cabovers ticked up in December, coming in at
$11,542 – an $1464 (or 12.7 percent) increase over November. Year-overyear, this cohort was up $1256 (or 10.9 percent). Mileage was down vs.
last month, at 113,957, for an 18,675 (or 14.1 percent) decrease. Year-overyear, this measure was up 5665 (or 5.0 percent). See Class 3-4 Cabovers
graph for detail.
Model vs. Model Competitive Comparison
Most MY2010 sleepers dipped a bit in December, with the exception of the
Mack CX and Volvo VN 730/780. As these two models are lower-volume,
they typically see higher month-over-month volatility, so it is safe to say
that 2010’s on average brought less money in December than November.
There was little change in competitive positioning, although the Peterbilt
386 and Volvo 730/780 plateaued in mid-2013, and are now resting
slightly below the Freightliner Cascadia, which held steady during the
same period. There is no clear reason for the differing performance of
these models – specs and volume have remained relatively consistent
– so we will continue to monitor performance and look for relevant
factors. See “Average Retail Selling Price of 4-Year-Old Sleeper Tractors”
graph for detail.
NADA continued on page 10
www.UTA.org
February 2014 9
UTA Industry Watch
NADA continued from page 9
The light cabover market remains flat. There are simply more than
enough trucks with over 100,000 miles available in the marketplace to
meet demand. December’s uptick was due mainly to the notable
decrease in mileage. We do adjust our figures for mileage, but our
adjustment may not be adequate to account for a spread of this size.
We do not expect much change over the next few quarters, given the
predicted ongoing supply of off-lease 100,000+ mile trucks into the
marketplace.
Medium Duty – Class 4 Conventionals
4-7 year-old Class 4 conventionals ticked back down in December,
coming in at $12,734 - $2050 (or 13.9 percent) lower than November,
and $1393 (or 10.9 percent) higher than last December. Mileage came
in at 101,620 – 5864 (or 5.5 percent) lower than November, and 7723
(or 7.1 percent) lower than December, 2012. See Class 4 Conventionals
graph for detail.
is kept in check through an adequate number of trade-ins. At the same
time, two months of increased pricing for trucks with relatively high
mileage is mildly encouraging. We will continue to closely monitor
this segment to see if steadily improving economic conditions are
enough to overcome supply going forward.
Sales Volume
As predicted, retail sales per rooftop bounced back up in December
after dropping November. Month-over-month, December was up 1.2
trucks (or 19 percent). Year-over-year, December, 2013 was up 0.5
trucks (or 7.9 percent). On an annual basis, 2013’s average was 5.9
trucks per month, 0.1 lower than 2012. See “Average Number of Used
Trucks Retailed per Rooftop” for detail.
Like the light cabover segment, there is no shortage of trucks with
around 100,000 miles available to the marketplace. Even trucks in the
90,000 range have not moved upwards appreciably. This segment
touches a number of different economic sectors – delivery, residential
services, landscaping, and light construction, to name a few – so the
steady general improvement in economic conditions should be placing
upward pressure on demand. However, supply is an ongoing issue.
Perhaps more importantly, the medium duty market is missing one
critical ingredient that has kept the used truck market hot on the Class
8 side: High new truck prices. New medium duty trucks have simply
not increased in price as much as their Class 8 counterparts, and the
difference between new and used is much smaller. As such, end users
more confident in their job or business outlook are shopping in the
new market.
Medium Duty – Class 6 Conventionals
4-7 year-old Class 6 conventionals have fared a bit better than their
lighter counterparts in the past two months. December’s average was
$17,871 - $953 (or 5.3 percent) higher than a relatively strong November,
and $5298 (or 29.6 percent) higher than December, 2012. Mileage was
162,037, which was a mere 200 (or 0.1 percent) higher than November,
and 9477 (or 5.5 percent) lower than December, 2012. See Class 6
Conventionals graph for detail.
Pricing has firmed in the past two months, but volume was lower. This
cohort has seen a steady increase in average mileage of trucks sold since
early 2012, suggesting that users are cycling out iron that had been kept
in service longer than typical during the recession. Like Class 4’s, pricing
10 February 2014
Volume in the second half of 2013 saw unusual volatility. Likely
factors behind these monthly movements were Federal budgetary
dysfunction, severe weather, sticker shock, and uncertainty regarding
Section 179 tax benefits. Political uncertainty and tax questions are no
longer the wild cards they were in mid-to-late 2013, so we expect
increased stability in volume once we exit the winter months.
Wholesale sales volume (auction plus dealer-to-dealer) dropped in
December after maintaining relatively healthy numbers in the first
three quarters of 2013 (see “Total Wholesale Sales Reported to NADA”
for detail). The same factors impacting sales per dealership were likely
in play at auctions. Nonetheless, 2013 still ended up higher than the
previous two years, although not as high as the first full recovery year
(2010). We expect auction activity to firm back up starting in the
second quarter.
www.UTA.org
UTA Industry Watch
Tampa Next Venue for
“Selling for Success”
A
fter reading a sales article today about what it takes to be a top
performer, I was reminded that there are some factors that limit
our performance. The biggest one we must deal with is that there are
only so many hours in the day. And that means “Selling time” and
“Family time” require a balanced approach.
If you are like me, you try to work them all in, but then come those
interruptions that rob us of our time and throw us off plan. Trying to
stay on task goes out the window and soon the “time factor” from that
sales article about top selling performance is lost.
Conclusion
Look for continued volatility in volume for the remainder of the
winter, due mainly to extreme weather conditions keeping buyers
home. Historically high pricing for sleeper tractors with under
600,000 miles should remain in place in upcoming months, despite a
moderately increased number of MY2012 tractors entering the
secondary market. Construction trucks should firm up mildly, in step
with steadily improving economic conditions. Medium duty trucks
with average mileage should remain flat, due to more than adequate
returning supply.
What to do? Get answers on how to invest your time in the upcoming
UTA sales training initiative “Selling for Success.” This seminar will
be held in Tampa, FL and is scheduled for March 24th/25th.
Keep up with our Commercial Vehicle Blog at www.nada.com/b2b for
real-time updates on our market data. n
Reprinted with permission from the ATD/
NADA Official Commercial Truck Guide®
www.nada.com/b2b
“Selling for Success” will reinforce just how important time management is. It will also help you focus on the daily disciplines of making
money and customer satisfaction and retention, while still promoting
a healthy balance of family time. It’s a Win/Win!
Register today for “Selling for Success” at
www.uta.org. I promise no disappointments.
The Very Best of Success To You
Ken Kosic Sr.
UTA Vice President
and Training Committee Chair
ken@uta.org
Hire salespeople with
caution, launch them
with clarity, and
eliminate poor ones
with great dispatch.
www.UTA.org
February 2014 11
UTA Industry Watch
Industry News Briefs
Class 8 Orders Jump 50
Percent in December: ACT
Carriers See Growth Ahead; Need to Replace
Older Vehicles: TCP
The fourth-quarter Transport Capital Partners survey found that a “large
majority of carriers” expect to grow capacity, with many moving to
replace older vehicles.
New Hours-of-Service rules have meant that equipment is now used for
fewer hours a day. As a result, “carriers are being pushed to increase
capacity and raise driver pay,” TCP said. The number of carriers saying
they are not going to add capacity has been declining. It’s now at the
lowest level yet recorded by the company’s survey (27 percent).
Thirty percent of carriers say they expect to add between 6 to 10 percent
capacity. These results are in keeping with the effects of the new HOS
rules, effectively shortening the working day. TCP said 78 percent of the
carriers surveyed in the last quarter of 2013 said they had lost productivity
due to Hours-of-Service changes.
Larger carriers expect to add more equipment than do smaller carriers.
Specifically, TCP found 39 percent of larger carriers expect to add between
5 to 15 percent more, compared with 27 percent of smaller carriers.
Independent contractors are the favored method of adding capacity, as
TCP found the percentage of carriers planning growth through their
use jumped 63 percent (from 16 percent to 26 percent). The most-cited
way of adding capacity is through company equipment that’s either
financed or bought on a TRAC Lease—35 percent, up from last quarter’s
26 percent. Interestingly, carriers who said they plan to add capacity
by buying other carriers increased from 0 percent three quarters ago,
to six percent.
Aging Tractors Being Traded Out
Carriers boosting capacity are more likely to replace older vehicles.
“Almost 40 percent expect to replace 11 to 25 percent of their fleet this
year,” TCP noted. Also, there’s a big difference between smaller and
larger carriers. A full 77 percent of smaller carriers plan to replace less
than 10 percent of their fleet. “Conversely, about three times as many
larger carriers expect to add 11 to 25 percent (50 percent vs. 15 percent),”
the market research firm noted.
December brought more than Santa
Claus this year for those selling Class 8
trucks. It also brought big sale increases. Preliminary numbers from
ACT Research showed Class 8 net orders at 31,800 units. Class 5 to 7
net orders were at 14,200 units.
“This is the time of the year when the large fleets and leasing companies
are in the market and large Class 8 order volumes are most likely. As
such, an above trend number was expected,” said ACT President Kenny
Vieth. “December Class 8 orders were up 50 percent month-over-month
and year-over-year. December’s Class 5 to 7 orders pulled back, following
several strong order months. However, Q4 Classes 5 to 7 orders of
51,800 represent the best quarterly intake since Q1’08,” he added.
For more information, visit http://www.actresearch.net. n
Women In Trucking Redesigns its Website The Women In Trucking Association (WIT) recently launched a
re-designed website, with an eye toward adding member features.
Visitors can now readily learn more about the benefits of joining the
association, and learn about the nonprofit’s mission and goals. WIT
noted in a release about the new site that a “Member of the Month” is
featured, as is Redefining the Road magazine. A “Secrets to Success”
section provides member insights on things like health and wellness,
safety and harassment, relationships, and “life on the road.”
WIT added that the site also has new features that members specifically requested. These include a mentoring center where members can
go for advice and counseling. WIT has made employment a focus
recently, and the site reflects that as well with the WIT Careers job
board. WIT plans to add a “mall” where members can buy products
that “display their membership with logo enhanced apparel and
items.” You can see the website at womenintrucking.org. n
“We suspect that all the 2007 pre-buy tractors are being traded out. If
smaller carriers are not able to replace older, less fuel-efficient
equipment (and their higher maintenance costs), those carriers will
not be well positioned to benefit from looming good times,” added
TCP Partner Richard Mikes. n
12 February 2014
www.UTA.org
UTA Industry Watch
FTR Agrees: December’s
Class 8 Orders Way Up
FTR’s preliminary data for December
showed Class 8 truck net orders surging to
31,506 units, a 50 percent increase from
November’s tally. Not only that, FTR noted it was the first month
orders were above 30,000 since April 2011. December 2013’s total was
the highest in eight years. The month’s great numbers boosted the
“annualized rate” for the past six-month period to 269,000 units. These
preliminary order numbers represent all major North American OEMs.
FTR had this to say overall: “Orders were exceptionally strong in
December. Order activity was well balanced across sectors and
manufacturers. The strong showing puts OEMs on track to meet first
quarter targets and provides momentum headed into the second
quarter. Fleets and dealers are showing more optimism. This is a very
welcome sign and good news for the industry.” For further information, contact FTR at sales@ftrintel.com, or call
(888) 988-1699 ext. 1. n
Peterbilt Showcasing its 567 Vocational Trucks
Peterbilt recently exhibited its Model 567 vocational truck at the
World of Concrete show in Las Vegas, and said customers are reacting
“positively” to the new truck. “Customer reception of the all-new
Model 567, which went into full production a few weeks ago, has been
overwhelmingly positive. This lightweight, highly versatile vocational
vehicle is an ideal fit for the concrete markets and we’re excited to
showcase it at World of Concrete,” said Robert Woodall, Peterbilt
Director of Sales and Marketing. “This rugged truck and tractor meets
a concrete contractor’s every vehicle requirement, from mixing plant
to jobsite,” he added.
The Model 567 comes standard with Paccar’s MX-13 engine, the company
said. It can be ordered as a day cab or with Peterbilt’s complete line-up
of detachable sleepers. At the show, Peterbilt also exhibited its low-cab
forward Model 320, equipped with a concrete pumper, and its Model
357 with a mixer body and a PACCAR PX-9 Engine. n
Buyers Can Custom
Design Navistar
Trucks with New
Configurator
Tool lets buyers customize features and specs
Navistar announced redesigned online truck “configurators” for
International® ProStar®, DuraStar®, and TerraStar® models. Customers
can virtually design, build, and customize features such as their
International Truck’s cab, exterior, interior, and powertrain with the
configurators, according to the company.
“We know that an increasing number of
customers in the commercial truck
industry are researching their product
wants, needs and desires online before
visiting a dealership,” said Michael
Cerilli, Navistar vice president. “It’s all
about empowering the user to spec’ their
desired truck with the click of a mouse.
The more we can provide useful tools to
aid in their purchase process, the more
likely we are to earn their business.”
The configurators are enhanced versions of previous versions of the
tool, and now have high-resolution, 3-D images, more spec’ing
options, and “an improved user experience and interface.” Buyers
start by selecting their cab type and bumper-to-back-of-cab (BBC)
length, then options for bumpers, mirrors, aerodynamic package and
other exterior features. Next, they select a preferred powertrain
configuration, including engine, transmission, and axle options.
Finally, they select an interior trim and “creature comforts” of choice.
After that, buyers can request a price quote, schedule a test drive with
a dealer, share their spec’d truck with their dealer, or check out new
and used trucks meeting their specifications.
“We’ve seen great engagement
for the configurators in beta
testing,” said Bryan Sorensen,
director, digital marketing,
Navistar. “Traffic to
InternationalTrucks.com has
increased nearly 20 percent,
and users who engage with the
tools are spending twice as
long on the site compared to
those who don’t use the
configurator.”
Navistar plans to offer
configurators for more models
in International’s lineup of Class 4-8 commercial trucks, including the
International WorkStar® and International LoneStar®.
Customers can spec their International ProStar, DuraStar and
TerraStar models by visiting www.internationaltrucks.com/buildmyprostar, www.internationaltrucks.com/buildmydurastar, and www.
internationaltrucks.com/buildmyterrastar, respectively. n
Industry News Briefs continued on page 14
www.UTA.org
February 2014 13
UTA Industry Watch
Industry News Briefs continued from page 13
Jennifer Jo Cobb Racing
Ready for 2014
DAYTONA
KANSAS CITY, KS
(February 11, 2014)
- Jennifer Jo Cobb Racing
(JJCR) is pleased to
announce its sponsorship line-up for the NASCAR Camping World
Truck Series NextERA Energy Resources 250 on Friday, February 21,
2014 at Daytona International Speedway. Cobb is proud to be
participating with the Used Truck Association (UTA), Wreaths Across
America and Fans4Truckers to honor Arlington Cemetery’s 150th
Anniversary with a “Remember Them All” kickoff. “I’ve never been
more grateful or more motivated for a new season,” said Cobb. “To be
able to race in the big leagues of NASCAR and represent such
wonderful organizations is a dream come true.”
Fans can visit www.uta.org/driven2honor and join Cobb in a
fundraiser group open to the public and sponsor a remembrance
wreath for a fallen soldier at Arlington on “Wreaths Across America
Day” this December 13th 2014.
Further exciting news regarding
UTA and Wreaths Across America
will be announced in the coming
weeks. Cobb will hold a personal
appearance in Portsmouth, Ohio at
The Glockner GM Superstore and
The American Legion James
Dickey Post 23 for a community
fundraiser on Wednesday,
February 26. Glockner’s, a member
of The UTA, is the first Chevrolet
dealership in the state of Ohio. The
campaign goal is to fund enough
remembrance wreaths to be placed
on all of the over 240,000 fallen
veterans buried at Arlington.
JJCR will also have co-primary sponsorship from Tyler, Texas-based
Grimes Irrigation & Construction, Inc. With a surge of new sponsorship and returning support from Koma Unwind, Arrow Truck Sales,
Horejsi Graphics and Waldo’s Paint Supply Co., the team is slated to
compete in all 22 race events on the schedule. Crew Chief, Steve
Kuykendall will lead the team.
“We are pleased to be transitioning to Chevrolet as the truck series
introduces an updated body,” said Kuykendall. “And with increased
horsepower from a new engine, I am confident you will see performance improvements from our organization. Momentum is just with
us right now.” Cobb added, “My Crew Chief has worked so hard this
winter that I am certain his hard work and dedication will show up on
the track.”
Cobb currently holds the record for the highest finish by a female in
NASCAR at Daytona, with her 6th place finish in 2011, which was also
led by Kuykendall.
Race Updates can be found on Twitter:
@jenjocobb and Facebook.com/JJC Racing”
JJCR PR Contact: Tracey Passantino tracey@Race4Girls.com
14 February 2014
Fans4Truckers Contact:
Dave Pack
packmcdermott@aol.com
The Used Truck Association and Michelin®
have partnered to provide UTA members in the
U.S. with a national tire program through the
MICHELIN® Advantage Program. This tailored
for UTA program includes:
• Consistent national pricing on premium
MICHELIN® truck tires, including MICHELIN®
X One® tires and BFGoodrich® truck tires at
participating Michelin® dealers
• Point-of-sale materials including MICHELIN®
brand data books and tire reference guides,
MICHELIN® X One® product information,
MICHELIN® X One® Secondary Market
Satisfaction Guarantee, and BFGoodrich
MICHELIN® X One® brand data books and
tire reference guides
• Access to Michelin® Customer Service, a
program website, a Michelin® dealer locator
and a Michelin® Field Sales Representative
To enroll in this UTA / Michelin® program,
please visit the UTA website. After completing
the enrollment, each member will receive a
Michelin® account number for use at participating Michelin® dealers (purchases to be paid
via credit card).
Michelin® has a full line-up of X One tires &
retreads, which feature our exclusive wide base
single technology aimed directly at saving fuel.
In fact, in the 14 years since their introduction,
they’ve saved 150 million gallons of fuel &
provided millions of tons of added freight.
Michelin® is so confident in
these savings that Michelin®
offers Total Satisfaction. If
after the first 60 days and
before 150 days, the fleet
owner is not satisfied,
Michelin® will provide a credit
up to $1000 for Michelin® dual
tire and wheel exchanges.*
*Certain conditions apply. See the
Michelin® X One® Secondary Market Total Satisfaction
Guarantee
www.UTA.org
UTA Industry Watch
East Texas Mack Receives 2013 North American
Distributor of the Year Honors
GREENSBORO, NC (February 12, 2014) – Mack Trucks today announced that East Texas
Mack Sales, LLC, Longview, Texas is its 2013 North American Distributor of the Year.
The annual award recognizes the top-performing distributors within Mack’s North American
dealer network based on sales, facilities, service, general management, customer satisfaction,
parts, personnel and community service.
A Mack distributor since 1976, East Texas Mack demonstrated a tremendous commitment to
satisfying its customers, as reflected by its 100 percent customer satisfaction score. To better
address their customers’ expanding needs, East Texas Mack added four new heavy-duty parts
delivery vehicles in 2013 and began construction on new shop bays dedicated to servicing
natural gas-powered vehicles. East Texas Mack has received numerous accolades, most recently
as the Southwest Regional Distributor of the Year in 2011 and the North American Distributor
of the Year in 2008. The company was also the U.S. Distributor of the Year in 2000.
Mack also named 2013 winners for each of its U.S. regional sales divisions:
■■ Northeast Region: Beam Mack Sales & Service, Inc., Rochester, NY
■■ Southeast Region: Mack Truck Sales of Charlotte, Charlotte, NC
■■ Central Region: Quincy Mack Sales & Service, Inc., Quincy, IL
■■ Southwest Region: East Texas Mack Sales, LLC, Longview, TX
■■ Western Region: Vanguard Truck Center of Phoenix, Phoenix, AZ
■■ Canada Region: MacKay’s Truck Center, Truro, Nova Scotia, Canada
The North American Used Truck Distributor of the
Year award was given to Vanguard Truck Center of
Houston, Texas. M&K Truck Leasing, LLC, based in
Byron Center, Michigan, received the Mack Leasing
System North American Distributor of the Year award.
“I’m very proud of all our award winners for their
excellent work representing Mack Trucks,” said
Stephen Roy, president, Mack Trucks North American
Sales & Marketing. “They bring a great understanding
of this dynamic and diverse industry and are
dedicated to helping customers achieve success.”
Dedicated to quality, reliability, and total customer
satisfaction, Mack Trucks, Inc. has provided its
Pictured from left to right are Drew Bankston, East Texas Mack finance manager, David Carroum,
customers with innovative transportation solutions
East Texas Mack sales manager, Mike Maddox, Mack Trucks southwest region vice president,
for more than a century. Today, Mack is one of North
Bill Bankston, East Texas Mack president, Stephen Roy, Mack Trucks president of North American
America’s largest producers of heavy-duty trucks and
Sales & Marketing and Joseph Kennedy, East Texas Mack vice president and chief financial officer.
MACK® trucks are sold and serviced through an
extensive distribution network in more than 45
countries. Mack trucks and diesel engines sold in North America are assembled in the United
States. Mack manufacturing locations are certified to the internationally recognized ISO 9001
standard for quality and ISO 14001 standard for environmental management systems. Mack is
also a proud sponsor of Share the Road, an American Trucking Associations’ public information campaign aimed at enhancing the safety of our nation’s roadways.
Mack Trucks, Inc. is part of the Volvo Group, one of the world’s leading manufacturers of
trucks, buses, construction equipment and marine and industrial engines. The Group also
provides complete solutions for financing and service. The Volvo Group, which employs about
115,000 people, has production facilities in 19 countries and sells its products in more than 190
markets. In 2012, the Volvo Group’s sales amounted to $45 billion. The Volvo Group is a
publicly-held company headquartered in Gothenburg, Sweden. Volvo shares are listed on OMX
Nordic Exchange Stockholm and are traded OTC in the U.S.
For information, contact: Kimberly Pupillo, Director – Media Relations, Mack Trucks, Inc.
336-393-2640, kimberly.pupillo@macktrucks.com
For more information about Mack, visit our Web site at www.macktrucks.com
www.UTA.org
February 2014 15
UTA Industry Watch
The UTA Looks Back
The Inaugural Convention —
Howey-in-the-Hills, Florida, 2000
16 February 2014
www.UTA.org
UTA Industry Watch
Industry Events Calendar
MARCH
JUNE
5-7 • The Work Truck Show 2014
Indiana Convention Center
28 • East Coast Large Cars
Truck Show 2014
Indianapolis, IN
www.ntea.com/worktruckshow/
37 Plains Road
Augusta , NJ
eclcannualtruckshow.com/
27-29 • Mid-America Trucking Show 2014
Kentucky Fair & Exposition Center
Louisville, KY
www.truckingshow.com/
JULY
10-12 • Walcott Trucker’s
Jamboree
Iowa 80 Truckstop
APRIL
8-11 • NAFA Institute & Expo
Minneapolis Convention
Center
Minneapolis, MN
www.nafainstitute.org
10-12 • Truck World 2014
International Centre
Walcott, IA
http://iowa80truckstop.com/trucker-jamboree/
AUGUST
8-9 • Waupun Truck-N-Show
Waupun Community Center
Spring Street, Waupun, WI
http://waupuntrucknshow.com
Toronto, Canada
www.truckworld.ca/
15-17 • Eau Claire Big Rig Truck Show
Chippewa Valley Technical College
MAY
8-10 • East Coast Truckers Jamboree
Kenly 95 Truckstop
I-95 Exit 106
Kenly, NC
http://kenly95.com/east-coast-truckers-jamboree/
29-31 • ATHS National Show & Convention
Ozark Empire Fairgrounds
3001 N Grant Avenue, Springfield, MO
www.aths.org/convention
617 West Clairemont Ave
Eau Claire, WI
www.eauclairebigrigtruckshow.com
20-21 • Commercial Vehicle Outlook Conference
Dallas Convention Center
555 South Lamar
Dallas, TX
www.cvoconline.com
SEPTEMBER
5-6 • Big Iron Classic
26487 600th Street
Mantorville, MN
www.bigironclassic.com
www.UTA.org
February 2014 17
UTA Industry Watch
18 February 2014
www.UTA.org
UTA Industry Watch
The Vendor Expo
gets bigger and
better every year!
www.UTA.org
February 2014 19
UTA Industry Watch
From Where We Sit
Ahhh, February…the month of groundhogs,
love, and presidents! It is cold here, dark, and
just far enough into winter that the charm
has begun to wear off. We’ve shoveled snow,
chipped away at ice, and scraped our windshields quite enough for now, thank you very
much. So, in looking at the list above, we’ve
decided to focus not on weather-predicting
rodents, or the men who have held the highest
office in the land, but instead on love. We’re
something of a couple of experts on the
subject, having watched love go right, love go
wrong, and love just simply go throughout the
years we’ve been together. We have grandparents who were married for more than 65
years when death did them part. We’ve had
siblings who’ve stayed married against all odds, and even a few family
members who waited way too long to make the divorce happen. Yep,
we’re pretty much experts on the subject of love. So, it was with real
happiness that our
neighbor, who was
born nearly 70 years
ago in the house he
still lives in across
the street, sent us a
copy of the wedding
announcement for
the newlyweds who
built our wonderful
old house.
Now, if you’ve been
reading along with
us here, you know
that we live in a
cool old house on
the main street of
a small farming
community nestled
in a valley in the
foothills of the Blue Ridge Mountains. They are mountains to
those of us who have lived all our lives here in the East, but if
you’re reading this west of the Mississippi, you’d consider them
to be speed bumps. Still the valley has some of the most fertile
and beautiful farm land you’ll find anywhere, and the couple
who built our house came from two very old and prosperous
farming families whose descendents still live in the valley.
Walter and Naomi (Doub) Remsberg were married just before
Christmas in 1913. They eloped, which seems really quite romantic,
but who knows? That could have been because they knew two
prominent old families would create way more drama than either
one of them wanted to endure just for the sake of getting married.
The announcement said the couple would be keeping house and
welcoming friends in the “beautiful new home Mr. Remsberg built
on the East End of town.” Now, no one considers this the East End
anymore, and town extends a good deal beyond our house to the
east, but it’s fun to think about the day when this was considered
20 February 2014
the “outskirts.” The house, of course, is still beautiful, but the
windows leak cold February air, the mirrors could stand to be
re-silvered, and the plaster is cracked in more than a few places.
(You either love old houses and don’t care about those details, or
you don’t!) We were touched and thrilled to imagine the newlyweds settling into a happy life with a showplace of a new home.
Then we talked to the other neighbor who lives across the street. He
is one of the few people who still remembers Naomi. He moved into
his house in the late 1960s, just before Naomi sold her home. She and
Walter had lived here until his death in 1963. It was always just the
two of them, with no children to help her manage the big house. (That
also explains the good condition of the woodwork!) Anyway, our
neighbor told us that Naomi made it clear to Walter that she would
only marry him once he built her a beautiful house that they’d live
in. What? We had all these sweet and nostalgic fantasies, and now
we’ve resorted to crass materialism? Oh, where had all the love gone?
Then we remembered who was telling us this story. Our neighbor
across the street is the biggest gossip known to humanity! He and his
wife both always have a discouraging word for every human they’ve
ever had contact with! That’s why in the more than 15 years we’ve
been neighbors, we’ve never said more than “Hello” or “How are
you?”or “Lovely weather, isn’t it?” Oh, they’re nice enough people, but
Mama told us years ago, he who brings tales also carries them away.
So, we’re going to stay nestled in the warmth of Naomi and Walter’s
beautiful once-new home. We’re still going to imagine them happily
sharing the day-to-day details of their life together, and we’re still
going to believe the newlyweds enjoyed more wedded bliss than
angst. Yes, it’s February. It’s cold. It’s dark. The thrill of winter
has worn thin, but the glow of a long
and happy marriage can keep even the
crankiest couple warm and dry. At least,
that’s the way it looks from where we sit.
Deb and Brad Schepp
editor@uta.org
www.UTA.org