Get Linked with the UTA with LinkedIn

1.877.gets.uta • www.uta.org
Used Truck Association
Chartered May 16, 1988
Published by the Used Truck Association
909 Eagles Landing Pkwy, Suite 140-216
Stockbridge, GA 30281
Table of Contents
Board News and Views ....................... 2
Welcome New Members...................... 3
Face to Face with Ken Kosic, Sr........... 4
Pipeline.............................................. 5
UTA Affiliates................................... 6-7
Industry News Briefs........................... 8
File Cabinet........................................ 9
People............................................. 11
Last Notes....................................... 11
The UTA…
Members Supporting Members!
got news?
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Opened a new location? We want
to know. Share your news with
the UTA Industry Watch.
Send submissions,
as well as ideas and
comments, to:
UTA Industry Watch
Editors
Angela K. Durden,
Lara Haag
1740 Hudson Bridge
Rd, Suite 1209
Stockbridge, GA 30281
Phone: 877-GETS-UTA
(877-438-7882)
Fax: 770-454-0029
[email protected]
Layout & Design by Laura A. Jones
since Volume 8, Issue 1, January 2006
Jane and Jane Design • 913.706.7505
[email protected]
Volume 12 • Issue 1 • January 2010
Get Linked with the UTA with LinkedIn
With any organization, communication is the key to success.
by Bryan Haupt, UTA Secretary
I
n today’s world versus 10 to 20 years ago, the methods of communication have drastically
changed. Where we used to rely on our office and/or a pay phone, our communication is
now done through our cell. When email arrived we had to haul our computers around to make
sure we stayed in touch with our employees and customers.
Nowadays the technology has advanced to a level that allows us to get anything we need with
the use of our hand held devices. The latest craze is to use these devices and/or our home
computers to log on to social networks such as Facebook, Twitter, and LinkedIn.
I am a believer in change as most of the time it’s a good thing. Either we embrace it or sit back
and fight it until we have no choice but to accept it. The interesting thing about these social
networks is that this is the preferred choice of
communication by the Generations X and Y
which we learned about at the 2009 UTA
convention from Mr. Dan Baker!
LinkedIn Facts
With this is mind and our email inboxes
jammed already, the UTA has created a group
on the professional network LinkedIn! The
bottom line is we feel we need to attract some
of these generations to ensure the growth of
our organization.
There are many features that will allow you to
further establish stronger relationships with
other UTA members by creating a full profile
of yourself with your business and personal
interests. We chose LinkedIn based on its
focus being more professional in nature versus
the other networks available. We can also
improve positive two-way communications
with our members as to what you would like to
see in your organization.
When you read this, take a few minutes to log
on to www.linkedin.com or click the link on
www.UTA.org and get signed up. When you
do, go to the group tab and search Used Truck
Association and you will find the group. Sign
in to start harvesting
relationships. Oh, by the
way, LinkedIn membership is free! n
Bryan Haupt
VP of Used Trucks
MHC Kenworth
UTA Secretary
[email protected]
■■ LinkedIn
has over 53 millions
members in 200 countries and
territories around the world.
■■ Executives
from all Fortune 500
companies are LinkedIn members.
■■ A
new member joins LinkedIn
approximately every second.
Why You Should Join
the UTA LinkedIn Group
■■ Allows
you to show who you trust and
who trusts you.
■■ Allows
you to manage your public
professional profile.
■■ Helps
you find and/or get introduced
to potential clients, service providers,
and subject experts who come
recommended.
■■ Opens
you a wider array of business
opportunities.
■■ Helps
you find potential partners.
■■ Lets
you post and distribute job
listings to find the best talent for ■
your company.
■■ And
even more.
How will you use your new member benefit?
Connect with us and start networking today
with other industry-specific dealers and
vendors. Any questions? Email Bobby Williams
at [email protected].
UTA Industry Watch
2010
Board of Directors
Board News and Views
T
he last time I was allowed to write my views for the newsletter I bemoaned the fact that
our government was on the verge of passing a pork-laden $787 billion stimulus spending
program that none of our elected officials had read. My view was that term limits was one way to
get fresh leadership in Washington that was looking out for our best interests.
How many readers of this newsletter would have a job if they didn’t do what they were hired to
do or were consistently pushing the envelope for self-aggrandizement? I didn’t intend to write
another politically tinged article but recent events demand comment.
Almost a year after our economy was “stimulated” by the $787 billion slush fund to create
“shovel ready” jobs, our president signed a $1.1 trillion spending bill that, in addition to having
5000 pork barrel earmarks of $3.9 billion, has $155- to $174-billion for “Job Creation.” $41 billion
of that number is to extend unemployment. How does that create jobs?
Front Row, L to R: Tom Pfeiler, Sheri Aaberg,
Bryan Haupt, Lara Haag, Bryan Boyd.
Back Row, L to R: Bobby Williams, Jon Tepper,
Tim Ronan, Marty Crawford, Eddie Walker,
George Barnett, Tim Ormsby. Rick Clark not
available at time of photo.
President
Marty Crawford
Vice President
Rick Clark
Treasurer
Tom Pfeiler
Secretary
Bryan Haupt
President Emeritus
Eddie Walker
Affiliates & Benefits Committee
Chairman
Bryan Boyd
Convention Committee Chairman
Tim Ormsby
Education and Fundraising
Committee Chairman
Tim Ronan
Elections Committee Chairman
George Barnett
Marketing Committee Chairman
Lara Haag
Medium-Duty Committee Chairman
Tom Pfeiler
Membership Committee Chairman
Sheri Aaberg
Apparently the $787 billion stimulus was a massive failure. Ten percent-plus unemployment is a
real number – the government’s statements of jobs saved are not discernable.
In between those stimuli, we had a $400 billion omnibus spending bill and Congress just passed
a bill to raise our debt limit $390 billion so the government won’t shut down December 31st. This
bill is a result of the out-of-control budget deficit, which was $1.4 trillion at the end of December,
and our current debt ceiling of $12.1 trillion which will be reached by the end of the year.
We should not be asking for more credit. We should be developing a plan to pay down the deficit.
Are your eyes glazed over yet?
In addition to all that, our fearless leaders are about to pass a $2.5 trillion, 2,074-page, healthcare
bill that no one can or will read before it’s too late. Our State Department just pledged $100 billion
to an international slush fund to help emerging nations combat global warming. In the first case,
they are touting a 10-year deficit neutral bill by cutting $500 billion of Medicare waste (they should
do that first and you know they can’t) and by voodoo accounting in taxing us for 4 years before
the benefits kick in. In the second case, you know
$100 billion will just go to corrupt governments
who probably care more about their own plight
than global warming.
I know of no manufacturer, dealership, used
truck sales lot, family, or individual that has not
had to curtail, revise, or quit spending during
this economic downturn. Our government grew
and spent 13% more this year.
Where the hell is all this money coming from?
Where the hell is all that money going?
Why the hell is this not immoral to force this
debt on our children?
A man asks a woman if she will go to bed with
him for $5,000. She says yes. He asks “Would you
go to bed with me for $1.39? She says “What do
you think I am?” He says: “We’ve already
established what you are; now we are just
negotiating the price!” The same thing happened today as I was putting a period on this piece.
The Senate passed the health care reform bill at 1 AM, December 21st. Some of the opponents decided
to vote yes after some negotiation. For instance, Nebraska got $100 million for Medicaid payments,
Louisiana got $300 million, Massachusetts $500 million, Vermont $600
million, and the list of seedy dealings went on. Their votes were bought
with our tax money. I guess some states are just more equal than others;
but at least we have established just what our elected officials really are!
Training Committee Chairman
Jon Tepper
Website Committee Chairman
Bobby Williams
2 January 2010
RE-ELECT NO ONE!
Tom Pfeiler
[email protected]
www.UTA.org
UTA Industry Watch
New Members
Jerry Davis, CEO
Davis Truck & Equipment Sales
141 Johnson Ct.
Inman, South Carolina 29349
864-706-3868 o
864-449-5383 c
[email protected]
Shelby Elliott, President
Shelby Elliott’s Used Trucks, Inc.
475 Western Drive
Sikeston, Missouri 63801
573-471-2100 o
www.shelbyelliott.com
[email protected]
Shelby started in the truck business in 1972
as a salesman. How does he keep customers
loyal? “Two words: customer service,” he
said. “It was important to us to join the UTA
since it keeps us abreast of changes that
impact our company
and helps us see what
the future holds for
this dynamic industry.
Getting insight from
experts associated
with UTA
is invaluable.”
“We made our mark in
the industry selling
exotic trucks with big
horsepower and two-stick transmissions.
We have made our mark more recently with
quality used big bunks. I am still looking
for old Needlenose and 359 Petes, A-Model
Kenworths, and big bunk trucks. Give me
a call if you come across any such equipment.”
Galen Lidgett, Sales
Truck Central
5514 Pinewidle
Houston, Texas 77066
281-731-9560 o
[email protected]
William (Bill) McConnell,
Used Truck Manager
Stadium International Trucks
P O Box 2848
Syracuse, New York 13220
315-475-2205 o
315-552-4008 c
[email protected]
www.UTA.org
Michael Palmieri, Operations Mgr.
Truck Remarketing Services
640 Federal Road
Brookfield, Connecticut 06804
203-775-0011 o
www.truckremark.com
[email protected]
Jason Pierce, CEO
My Little Salesman
2895 Chad Drive
Eugene, Oregon 97408
541-341-4650 o
www.piercefamilyofcompanies.com
[email protected]
Brett Reynolds, General Manager
Corley-Wetsel Freightliner
998 East Hwy 80
Abilene, Texas 79601
325-677-8187 o
325-338-1430 c
www.lonestartrcukgroup.com
[email protected]
Polk Data
Used Truck Sales
Quarter 4, 2008
GVW
Used Trucks
3
33,213
4
8,016
5
4,443
6
9,014
7
8,398
8
40,118
Quarter 1, 2009
GVW
Used Trucks
3
33,029
4
10,154
5
5,921
Performance Truck Sales
17222 Morgan Rd.
Monroeville, Indiana 46773
260-623-6123 o
260-402-6463 c
www.performancetrucksales.com
[email protected]
6
11,895
7
11,941
8
45,237
John Surrey, General Manager
GVW
Used Trucks
3
44,888
4
17,336
5
8,345
6
16,886
7
14,402
8
55,031
Alex Shane, Sales
Freeway Truck Sales
25425 Hwy 59N
Porter, Texas 77365
281-354-7777 o
www.freewaytrucks.com
[email protected]
Tony Waller, Vice-President
PTL
300 Seaboard Lane
Franklin, Tennessee 37067
615-435-8600 o
[email protected]
Mark Wirt, CFO
Truck Central Atlanta, LLC
4210 S Moreland Avenue
Conley, Georgia 30288
404-446-1406 o
678-571-5838 c
www.truckcentralatlanta.com
[email protected]
Quarter 2, 2009
Quarter 3, 2009
GVW
Used Trucks
3
33,661
4
12,510
5
5,925
6
11,823
7
12,749
8
58,806
January 2010 3
UTA Industry Watch
Ken Kosic, Sr.
History in the Business: I actually began my career in the restaurant business as a store
manager. A gentleman by the name of Ron Corley used to visit the restaurant on a regular basis
and, over time, we developed a friendship. At the time, Ron was the General Manager of Eden’s
GMC in Columbia, SC. Ron used to tell me I had natural sales skills and encouraged me to
consider getting into used truck sales. Ron was always on the hunt for developing talent.
Year started in the business: 1971
What is the very first job you ever had? In high school I worked for a veterinarian in Rahway, NJ.
Started in the truck business as a: I began my sales career for a company called Eden’s GMC
in Columbia, SC. Then, in 1989, I joined Arrow Truck Sales as the Kansas City Branch Manager.
Current Company: Arrow Truck Sales
Current Position: Western Regional Manager — responsible for sales at nine Arrow branches
from California east to the Mississippi River.
Are you a dealer principal? No
How many trucks do you estimate you have sold in your
lifetime? Thousands, both new and used
Did you ever sell new trucks? Yes, Dodge-GMC-Brockway and
Kenworth.
What make, model, and year was the first truck you ever sold
and who sold it to? As I recall, the first truck I ever sold was a
1968 Dodge (class 8) day cab to a company called Motley Brothers
Logging in Lexington, SC.
How many employees are at your locations? If you include
our corporate office and our nation-wide branches, we have over
200 employees.
What is the best part of selling used trucks? I think the best
part about selling trucks is getting a chance to meet and work
with customers and establishing long-term relationships. It also
gives you a sense of accomplishment.
What is the worst part of selling used trucks? Catastrophic
failure of a truck once sold to a customer. In this business, it just
happens — and you can’t really plan for that.
What do you see is the biggest obstacle to your business
within the next year? Often, it’s our inability to finance
customers due to damaged credit.
What are you repeatedly hearing customers say? Usually it’s “good job” or “well done.”
We pride ourselves on our relationship with customers.
How do you attract customers? Through our aggressive marketing efforts (print, broadcast,
internet, direct mail, etc.) and personal relationships (word-of-mouth marketing).
How do you keep customers loyal to you? We do what we say we’re going to do and cultivate
relationships. This sales approach, in turn, translates into lifetime customers.
Any last stories/opinions/thoughts? I was born to sell used trucks! It’s something I truly
enjoy. And I tell anyone who will listen that this can definitely be a rewarding career opportunity for someone who’s dedicated to the industry and willing to put forth the necessary effort to
become successful. n
4 January 2010
www.UTA.org
UTA Industry Watch
by Ricardo Rodriquez-Long
F
Fact: There are over 300,000 Hispanic truckers.
Fact: Over 42% have very good credit if you understand what you see.
rom everything we learned at the past
UTA convention and from what we are
hearing through the industry grapevine,
business will be better next year. But that is
no reason to leave profit on the table. Yet that
is what many dealerships across the nation
are doing, most specifically in the sunshine
states of California, Arizona, New Mexico,
Texas, and all the way to Florida.
Each day Hispanics come into dealerships
ready to purchase and are turned down. I
myself was involved in a sale that went very
well, but when the home office found out the
payment was in cash, they wouldn’t take it,
insisting on a cashier’s check. Why? That
person had never dealt with a cash deal
before and was basically scared of handling
that much money. Sending a piece of paper
in payment was easier for her, but what was
she going to do with that pile of dough? The
deal was done — finally — but not after
insulting and almost running off a customer.
Each day you are seeing a growing number
of Hispanic truckers at your dealership. Do
you know anything about the culture so that
you know what motivates them and why
cash itself is so important to them? Let me
give you a little insight into this. I can do it
because I, too, am Hispanic.
The Hispanic Male
Hispanics are not just Mexicans but come
from Spanish speaking countries including
Mexico, and those in both Central America
and South America. Hispanic males are
drawn to trucking as it offers independence
and a chance for better earnings than they
can get just about anywhere else.
We grew up listening to our parents talk about
the impact corrupt governments have on
earning potential and other areas of our lives.
Our concern in guarding our capital runs
deep through our culture and we carry that
concern with us no matter the country we are
in. We are proud of saving our hard-earned
cash. Every week, every month, we want to
see our own pile of cash growing. I am not
speaking here about a larger and larger bank
balance on a monthly paper statement received
in the mail. I mean hard currency — green
cash — that we can get their hands on and
no one else knows what we have.
www.UTA.org
Paying cash for everything is the right way
— the only way — in the Hispanic culture and
this principle is especially strong in the males.
Yet the U.S. is not a cash-based society. Cash
is not used so often and large sums of cash are
suspect. The younger generations have hardly
seen one-hundred dollars at one time; they pull
out the plastic and swipe, their purchase is done.
Make change for a ten spot without the cash
register telling them what to give back? Huh?
But cash is legal tender, it still spends, and
banks still accept it. So the next key factor to
understand about the Hispanic male is what
good credit means to us. Remember, we pay
cash. For our car. For our homes. And even
for that first truck that will form the basis for
even better lives for our wives and children.
We want to be a proud and productive
member of society.
Here He Comes Through Your Door
So now you have a potential customer that
owns his home and car, but credit reports do
not support it because there never were any
loans generated and no payment history. He
has some cash and would like to purchase a
truck, but he may need a loan to cover the
full purchase price. I suggest you help him
go a little further to identify where he may
get the rest of those needed funds. It is quite
possible there is more cash under the
proverbial family or community mattress.
Many companies (especially Hispanic-owned)
will help with either down-payment money
or will act as the guarantor. Is he driving for
a Hispanic-owned company? Families are very
close. Is there a cousin or uncle with real
estate who is willing to co-sign?
Most Hispanic truckers understand that
money is made with the truck so having a
tricked-out truck or other luxuries on them
may not be so important. What is the right
truck for the Hispanic? It don’t mean a thing
if its got all that bling. But the right monthly
payment for the truck that will do the job he
needs doing? Now that will get his attention.
with those they trust. Give them a reason to
trust you by helping them understand every
aspect of the purchase.
Another common trait of good credit is
whether or not they are well known within
their circle. Referral from another Hispanic
trucker is very important. That should be
part of the credit profile on your Hispanic
customer. If you know the people he works
for or with, you will know what type of risk
you should take.
Many salespeople have completely disregarded
a Hispanic customer on appearance alone thus
throwing out one profitable deal after another;
surely a waste of opportunity in any market,
especially a down market. Make sure to go
beyond the traditional credit report.
Don’t be surprised by a paper bag containing
cash. This money has been well and truly
earned and proudly saved. To a Hispanic male,
that heavy paper sack is equal to, if not
better than, an Equifax credit report rating
of 800 or more.
Understanding that viewpoint will help
bring more profit to your dealership. Good
selling and hasta la vista! n
Ricardo Rodriquez-Long
[UTA member Ricardo Rodriquez-Long is
Sales Manager at Freightliner Used Trucks
Center in Los Angeles, California- area. You
may send comments on this article to
[email protected] and [email protected].
www.freightlinerusedtruckscenter.com]
You may have to educate him a bit on this
point, though. Show him how depreciation
and lower miles can be worth a few thousand
dollars more upfront. Hispanic men don’t talk
much but they will definitely do business
Ricardo Rodriquez-Long
January 2010 5
UTA Industry Watch
Member Benefit:
UTA Affiliates
T
he UTA is proud to present the following affiliates/members. Each one of them put
together special offerings that are available to UTA members only. Get the most out of
your membership today by contacting and working with these dedicated UTA Affiliates. Get
up-to-date contact info by visiting www.UTA.org. Look it over and reacquaint yourself with
these savings opportunities.
Air Brake Security CGM Security Solutions
10% discount off purchases of 1-49 air brake locks; for purchases of 50 or more air brake locks,
purchase price will be $199.00. www.airbrakesecurity.com
Equipment Ready
No membership or registration fees. Buy and Sell with no transaction fees. Free photo ads,
company logo listings, unlimited listings (for commercial dealers and individual sellers). Free
listings on other sites; inventory listings automatically appear on classified aggregator websites
such as Oodle, Goasasa, Vast, and Google. Search engine/Google optimization from our team of
experts is dedicated to consistently driving our site and its contents into the top ten Google
listings. (Affiliated with SOARR.com.) SOARR subscribers’ inventory is automatically posted on
Equipment Ready’s website. www.equipmentready.com
Equipment Search Turn Key Web Solutions
50% off our real-time dealership website management and editor system. Designed with simplicity
of use while providing real-time ability to update and modify website and all of its contents. Secure
wholesale log-ins for wholesalers, retail offering for others. Built in credit applications and so much more.
Save $1200.00 as a UTA member immediately upon verification of your membership. Times are
changing; take action with your website and all that it offers.
15% off Simply Warranty, real time warranty claim processing and adjudication software. Tracks
parts and labor codes and associates immediately for claim processing. Titling / NVIS registration.
Feature packed warranty system with warranty claim recall notification. www.equipmentsearch.com
Gevity
10% off of payroll services and off of initial order and fees. Find out how to get health insurance
for all of your employees. Please contact Paul Youngkin at [email protected] or
(352) 237-3622 ext. 1 for more information. www.gevity.com
Heavy Duty Marketing Associates
Discounts up to $100 on UTA training seminars and 10% off regularly priced in-house training
programs. www.hdmainc.com
Hertz
10% Discount plus a one car class upgrade on Hertz standard daily, weekend, weekly, and
monthly rates in all car classes. Discounts apply in the United States and Canada.
(CDP Number Required) www.hertz.com
HTAEW.com
10% discount on monthly membership fee.
Manheim Heavy Duty Auctions
$25 refund on posted buy and/or sale fees for corporate UTA members and additional savings
during UTA membership drives. www.truck-auction.com
6 January 2010
www.UTA.org
UTA Industry Watch
Metro Merchant Services
Free cost savings analysis to make sure your business is processing as efficiently as possible; and free online
reporting. Automatically save up to 60% for every commercial, business, purchasing and government
card. Guaranteed saving plan saves your company on some or all of your processing rates and fees
or we’ll send $100 to the UTA-Jerome Nerman Family Educational Endowment in your name.
Save 10% on check guarantee services and get attention from your personal account manager.
www.metromerchantservices.com
My Little Salesman
Full Page $1,375.00 per month. Half page $775.00 per month. Quarter page $575.00 per month.
These rates include online services. www.mylittlesalesman.com
National Seminars
25% discount on all seminars. To receive the discount, contact Debi Brennan at (800) 344-4613, x3051
www.nationalseminarstraining.com
National Truck Protection
For eligible corporate members, receive up to $100 per month rebate when using the NTP and
UTA logos in your approved advertisement in American Trucker or Truck Paper.
www.ntpwarranty.com
Powter Insurance Agency
Special UTA dealer rated insurance policy for garage liability and dealer open lot coverage
across 48 states. Contact John McSpadden at 800-473-8697 for quotes and pricing.
www.powterinsurance.com
PREMIUM 2000 Plus Warranties
Engine only $50 discount. Engine/Trans $75 discount. Engine/Trans/Rears $100 discount.
www.premium2000trucks.com
R.L. POLK
$100 Discount off the first order of any service purchased.
www.polk.com
SOARR.com (Interstate Online Software)
Up to $500 in free options at time of sale on SOARR software. Additional discounts on other
products and services provided.
The Truck Blue Book
$20 discount on annual subscription to the electronic Commercial Blue Book.
$10 discount on annual subscription to the print version Commercial Blue Book.
UTA members will receive a $50 discount on the Truck Blue Book, Used Truck Seminar.
www.truckbluebook.com
Trucker to Trucker
TruckertoTrucker.com is offering a discount of $100.00 per month from their normal $350.00 fee.
This gives UTA members unlimited equipment listings. UTA members also get a homepage
banner. For this exclusive offer, call Jim McCormack, toll free @ 1-866-430-7474.
www.UTA.org
January 2010 7
UTA Industry Watch
Industry News Briefs
Kenworth Now Offers Cummins Westport ISL G Engine,
EPA 2010 Compliance without SCR or DPF
Kenworth Truck Company is expanding its industry-leading product line with the introduction
of the Cummins Westport ISL G natural gas engine for the Kenworth T800 short hood and
W900S models. Now available for order, Kenworth’s natural gas models are focused on
vocational, municipal, and pickup and delivery applications.
The ISL G engine operates on either compressed natural gas
(CNG) or liquefied natural gas (LNG), both of which are cost
effective, low carbon, and low emissions fuels. Rated at 320
hp and 1,000 lb-ft of torque, the ISL G is 2010 compliant with
a maintenance-free, three-way catalyst and does not require
the use of selective catalytic reduction (SCR) or a diesel
particulate filter (DPF). CNG and LNG fuel tanks can be
configured to suit customer applications and range requirements.
Kenworth T800 short hood and W900S natural gas trucks,
which use Allison transmissions, may qualify for a U.S. federal
tax credit of up to $32,000 and for state and federal grant funding.
“The ISL G Kenworth T800 short hood and W900S models provide an excellent, low-emission
solution combined with outstanding efficiency, horsepower and torque,” said Gary Moore,
Kenworth assistant general manager for marketing and sales. “Kenworth’s green product
offering, which also includes T800 liquefied natural gas vehicles with the Westport GX engine,
medium duty diesel-electric hybrids and
aerodynamic trucks, continues to lead the
trucking industry in North America.” In 2009,
Kenworth became the first truck manufacturer
to receive the Environmental Protection Agency’s
Clean Air Excellence award in recognition of
its environmentally friendly products.
For more information on Kenworth CNG or
LNG trucks, contact your Kenworth dealer. For
more information about the Cummins Westport
ISL G engine, visit cumminswestport.com. n
PACCAR Names Kyle Quinn Vice
President and Chief Information Officer
PACCAR has announced that Mr. Kyle Quinn
has been promoted to vice president and chief
information officer with responsibility for
PACCAR’s global information technology
division. “PACCAR is pleased that Mr. Quinn
is leading our information technology team,”
said Mark Pigott, chairman and chief executive officer. “Kyle is a seasoned technology
executive with over 25 years of experience in
information technology and engineering.”
Kyle Quinn has been with PACCAR since
2005. Prior to joining PACCAR, Kyle directed
Boeing Commercial Aviation’s enterprise
application center. He earned a B.S. in
Mechanical Engineering from Washington
State University and an M.B.A. from Seattle
University. www.paccar.com n
World’s Largest Test Rig
To ensure a truck’s axles are rugged enough
to withstand the toughest situations without
having to over-dimension them, Volvo Trucks
is using an entirely new test rig for wheel axles
in its product development. It is the largest of
its kind in the world and can handle full-scale
tests of axle assemblies up to 32-ton bogies,
making it unique in the truck world.
In just a few weeks, it can simulate the stresses
and strains that truck is subjected to throughout its entire lifetime. Equivalent tests took
four times longer in the previous test rig.
“The tests that we can now perform in six to ten
weeks with the new rig used to take six to eight
months, and involved testing the vehicles out on
the track. The new rig also gives us better-quality
test results,” says Göran Johansson, manager
of test operations at Volvo.
Quality assurance is a crucial and time-consuming part of Volvo Trucks’ development and
quality work. The entire product development
8 January 2010
phase has been shortened
since important test
operations can be
conducted in just weeks
instead of months. In the
new test rig, it is also
possible to carry out more
advanced tests early in
the product development
cycle. The tests are one
stage of product development for next-generation
axle assemblies designed
to optimise the vehicle’s
all-round construction.
“Optimisation is all about
ensuring that customers
can depend on the truck’s various systems
always functioning correctly, while simultaneously ensuring that the systems do not
weigh or cost too much due to over-dimensioning,” explains Johansson.
The test rig itself weighs 220 ton and stands
on a concrete block (seismic base) weighing
almost 1,000 tons. This block in turn rests on
air cushions that absorb the test rig’s
reaction forces so as to shield the building in
which the tests are performed. n
www.UTA.org
UTA Industry Watch
Study Shows Majority of U.S. Employers Not in Compliance with ERISA
Spread The News to Your Female
Customers/Drivers
U.S. Census Bureau reports show that
there are about 110,000 employers that
employ 100 or more people. However,
according to public records, some 60,000
of these employers have not filed a Form
5500 for a Welfare Benefit Plan — a 55%
rate of noncompliance.
ERISA is a federal law that regulates
employer-sponsored benefit plans, such as
401(k), group life, medical, dental, and
disability insurance plans. It imposes
strict requirements on employers sponsoring these plans to report certain financial
information to the Department of Labor
annually on Form 5500, and to disclose
benefit-related information to their Plan
participants in a Summary Plan Description (SPD).
ERISA is enforced by the U.S. Department
of Labor (DOL), which can penalize an
employer up to $1,100 per day that its
Form 5500 is filed late. This penalty is
cumulative, applies separately to each
benefit Plan, is not subject to a statute of
limitations, and is not tax deductible to
the employer.
Beginning in 2010, employers must file all
Plan Year 2009 and later Form 5500s
electronically which will make it easier for
the DOL to monitor compliance and
enforce penalties. Rather than relying on
random audits or participant complaints
to initiate an investigation of an employer’s compliance with ERISA, the DOL will
be instantly alerted if numbers on a Form
5500 are inconsistent or if the form is
incomplete or not prepared and filed at all.
The DOL will also be able to perform
additional checks on the Form 5500, such
as the reasonableness and accuracy of
information provided.
The DOL does have a Late Filer Voluntary
Compliance Program that offers a
reduced penalty, but this program cannot
be used once the DOL finds the employer’s
error through an audit or investigation.
The DOL is slated to hire 1,000 new
employees, of which about 670 will be
investigators. Employers should take steps
now to get in compliance before the DOL
knocks on their door. n
www.UTA.org
Anne Ferro
Anne Ferro will be the
featured speaker at the
Women In Trucking
Association’s Salute to
the Women Behind
the Wheel, to be held
March 27, 2010, at the
Mid-America
Trucking Show in
Louisville, Kentucky.
Ferro is the newly confirmed Administrator
of the Federal Motor Carrier Safety
Administration and the first woman to hold
this position. “I am pleased to join Women
In Trucking to celebrate the outstanding
accomplishments of professional female truck
drivers. As more women pursue careers behind
the wheel, they continue to break barriers
and reinforce the fundamental standards of
motor carrier safety – professionalism, safe
driving skills, and work-life balance,” said Ferro.
“This important event shines a well-deserved
spotlight on the vital contributions that
women in trucking make everyday to our
communities and our nation.”
Any female professional driver is welcome to
attend. They will receive a free t-shirt to wear
for a photo that will be taken in an effort to
achieve a world record for the largest
gathering of female drivers. These women
and their families will receive complimentary items from the event’s sponsors, which
include Daimler Trucks North America
(www.freightlinertrucks.com), Frito-Lay
(www.Frito-Lay.com), and Walmart (www.
walmart.com).
Pre-registration is required and can be
completed online at www.Salute2women.com.
For more information visit
www.WomenInTrucking.org.
www.truckingshow.com n
MoonPie Over Mobile
Blue moons are rare, but a 600-pound
MoonPie® is even more so. The City of
Mobile, Alabama, brought the two
together when the blue moon lunar
occurrence happened during the city’s
“MoonPie Over Mobile”
New Year’s Eve
celebration on
December 31st in
Cooper
Riverside Park.
A blue moon is
defined as the
second full
moon in a
calendar month
and is a comparatively rare event.
Revelers in Mobile,
Alabama, buy more than 4 million
MoonPies® annually. This is part of the
reason the Southern city tag-teamed with
Chattanooga Bakery Inc., the maker of
the iconic MoonPie-brand marshmallow
sandwich, to create the largest electronic
MoonPie® in the world as the featured
attraction for its New Year’s Eve celebration.
Following the electronic MoonPie® rising,
officials from the Chattanooga Bakery
served up an edible 50-pound blue
MoonPie®, dubbed among the largest in
the country, to those attending the city’s
first New Year’s Eve MoonPie Ball.
It was only fitting that Mobile would
showcase the MoonPie® because it is a
traditional throw from the floats featured
in the city’s annual Mardi Gras parades.
At the stroke of midnight on New Year’s
Eve, the MoonPie® lit up the Mobile
skyline. n
Don’t forget to
get LinkedIn
to the UTA!
Visit
www.UTA.org
January 2010 9
From San Antonio...
to Jacksonville, Florida
UTA Industry Watch
Last Notes
According to the naysayers and the doom-and-gloomers, there won’t be any business opportunities in 2010. But we UTA members, yes we know better. Especially those of us who were
fortunate enough to attend the convention in San Antonio and hear Donald Broughton’s clear
explanation of what is happening in the economy. Where are you seeing opportunity in 2010?
Drop me a line and let me know.
Do you Tweet?
If yes, email [email protected]
and tell us why.
A large welcome goes out to the new members who have joined our fine organization. Just like
long-time members, these new ones recognize the importance of staying in touch and keeping
well informed. If you missed them, see page 3.
Speaking of staying in touch, if you didn’t read it thoroughly, go back and read the article on page 1
about the new UTA LinkedIn group. This is another opportunity for getting information,
sharing ideas, and making new and deeper connections within the industry. Don’t miss out on it.
The picture window in front of my desk affords me a nice view of the tree line surrounding me.
It is nice to see the trees swaying to the winds. When the storms come through the trees are
sawing back and forth, their tops dipping and twisting. This view reminds me of the economy.
The winds are the challenges and the trees are the business men and women. Sometimes the
winds are gentle and we stand straight and tall. But when the winds are rough, then we find
out how flexible and strong we are.
It seems to me this organization’s members are flexible and strong and we
are making it through. Hang tough. The winds of our economic war are
fading somewhat and we, being the flexible folks that we are, will be there
to take advantage of the quiet time to get to doing what we do best.
Stay in touch.
Angela K. Durden
[email protected]
404.358.0951
PEOPLE
The Coldiron Companies
Announce Four New
Employees
Bill Westcott, formerly with Hino,
Detroit Diesel, and Freightliner, has been
named Regional Sales Manager. “Bill
brings 35 years of experience to our
team with plenty of knowledge of the
industry and lots of depth,” said Phil
Coldiron, CEO. “That’s hard to do, too,
since he’s only 40! We are more than
elated to have Bill working with our team.
His professionalism and dedication are
second to none.”
Calvin Thompson, formerly with Madison
Capital, Key Bank, and CIT, has been
name Regional Sales Manager. “Calvin
brings the finance and trucking industries
together on one desk. He lived through
the trucking industry while living at home
as a young child. His father has been a
freight hauler for many years and this
experience combined with his finance
degrees and knowledge gives him a
unique understanding of the industries,”
Phil Coldiron said.
Playing Through! These folks attended the UTA convention in San Antonio and were part of the
second place golf team in the tournament held at the beautiful Quarry Golf Club. Not everyone on
the team could make it to Thursday evening’s golf awards presentation. So Don sent us a picture of
the whole team. Left to right are: Dwayne Pitre (All Truck Parts and Equipment); Don and Dawn
Hawkinson (Wallwork Financial Corp.); and Scott Culotta (All Truck Parts and Equipment).
Quintessential Quote
Outside show is a poor substitute for inner worth.
Aesop, The Fox and the Mask
www.UTA.org
Nicole Dalton, formerly with the
California DMV, has been named Account
Executive. CEO Phil Coldiron said, “Nicky
brings dedication and tenacity to our
sales team in the west. She is focused
on lots of travel this next year to see our
driveaway transport customers. Be looking
for her to come visit you face to face and
bring a smile to your day.”
Conda Jones, formerly with Truck Transit,
has been named Charlotte Operations
Manager. “Conda is a savvy dispatcher,
seasoned logistics manager, and a very
accomplished transport provider. Conda
and her office team are well known in the
east,” Coldiron said. “We are more than
proud to have her working so hard with our
national network for transport.” n
January 2010 11
11th Annual
2010 UTA Convention
November 3 - 6th, 2010
Jacksonville, Florida at the Hyatt Regency Riverfront
More information to follow…
Watch This Page!