Industry Watch March 2014



Industry Watch March 2014
1.877.GETS.UTA •
Used Truck Association
Chartered May 16, 1988
Published by the Used Truck Association
325 Country Club Drive, Suite A
Stockbridge, GA 30281
Table of Contents
Board News and Views........................2
Quips & Quotes.....................................2
New Members....................................3,5
Face to Face with Amy Shahan............4
Does the Driver Shortage
Mean the Roads are Less Safe?........5
The Brooks Group
Sales Tip of the Month.......................5
Industry Events Calendar....................6
Eight Things Your Neighbor
May Not Know About
Professional Drivers .........................7
NADA Update: ............................... 8-11
Medium Duty Corner............................ 11
Industry News Briefs..................... 12-15
2013 UTA Convention Photos....... 16-17
From Where We Sit............................ 18
The UTA…
Members Supporting Members!
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
[email protected]
Volume 16 • Issue 3 • March 2014
I Feel a Little Springtime in the Air!
his year is really flying by! It’s hard to believe we are already talking about our annual
UTA Jerome Nerman Family Foundation Kansas City Golf Outing. This is my first year as
Chairman of our Scholarship Committee. This year we have requested Grace Management’s help
in this worthy cause. David Grace and Misty Rivers play such an important role in what goes on
behind the scenes at all of our UTA events. I’m not sure how we did it without them. I appreciate
everything they do; especially helping me with this huge and extremely important event.
This year again, we will hand out TEN $5,000 scholarships to worthy candidates at our annual
convention. And again, we have asked Johnson County Community College to choose our
scholarship recipients. Their representatives will be at our June Golf Outing. Please take time to
say “thank you” to them. Their task is not easy! I wouldn’t want that job! I’m sure glad they
accepted the challenge.
The UTA Jerome Nerman Scholarship Fund has awarded hundreds of thousands of dollars in
scholarships to dozens of deserving students. The fund’s financial strength continues to grow,
thanks to your continued generosity when asked to help. It is that time of year again. The
Scholarship Committee will contact everyone over the next couple of months. The Committee
will challenge us to rise to the occasion by sponsoring and participating in the Kansas City Golf
Outing, to be held on Wednesday and Thursday, June 25th and 26th.
By sponsoring and participating in the Golf Outing, UTA members can continue to make these
young peoples’ dreams come true well into the future. We will return to last year’s venue,
holding the Wednesday (25th) evening reception, 6:00 p.m. CST, at the Adams Pointe
Conference Center at the Courtyard Kansas City East/Blue Springs. There will be beverages and
light appetizers at 6:00 p.m., and a buffet dinner at 7:00 p.m. The Thursday (26th) morning golf
at the Adams Pointe Golf Club, located right behind the hotel, will start with breakfast in the
clubhouse at 7:00 a.m., with an 8:00 a.m. tee time.
Please mark your calendars and plan to join us at this fundraising event. There is a live link on
the UTA website ( to enable you to help sponsor, register to attend, and reserve
your hotel room at the Courtyard. If you have any questions or comments, or would like to
reserve a sponsorship, please e-mail Misty Rivers at [email protected] or myself, at
[email protected], and we will help set you up. This is a fantastic opportunity to network with your
fellow UTA members while helping a great cause.
Speaking of the Scholarship Fund, the 2014 application is also on the UTA website. If you know
of a deserving young person who would appreciate the help of a scholarship, now is the time to
reach out to them. It’s never too early to fill out and submit an application! Be sure to read the
qualification criteria and follow all directions as outlined in the application. We will notify the
winners in early October, and announce them to the membership at our annual convention in
Scottsdale this November.
We have helped so many kids take steps to fulfill their dreams by achieving their educational goals.
My goal as Committee Chairman is to build the financial strength of the scholarship fund for
long-term sustainability. By supporting this June’s Kansas City Golf Outing through your
sponsorship and participation, we can achieve these goals.
I look forward to seeing each of you in June! Let’s make this year’s event the
best one yet. Who knows, if we keep having such a great response, we may
grow to FIFTEEN or even TWENTY scholarships!
Jay Burgess
UTA Jerome Nerman Family Foundation Committee Chairman
[email protected] • 478-319-8574
UTA Industry Watch
2014 BOARD
President...................... Rick Clark
Vice President..............Ken Kosic
Treasurer................... Tom Pfeiler
Secretary................Sheri Aaberg
President Emeritus
........................... Marty Crawford
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 Website......Bobby Williams
Wreaths Across America
....................................Bobby Williams
Life is like riding a bicycle.
To keep your balance, you
must keep moving.
~Albert Einstein
2 March 2014
Board News and Views
t’s been a long, hard, and cold winter. Too many times in recent months we’ve experienced
sub-zero temperatures explained by unfamiliar terms like arctic blasts or polar vortexes.
And to add to the extreme cold, we’ve had much more snow than usual, at least here in the
Northeast. But now, finally, March is here. Yeah we may still get more cold days and snow, but
there will also be nice days mixed in. Spring training in baseball, Saint Patrick’s Day, and the
official start of spring all occur in this transitional month. In the trucking industry the big event
in March is the Mid-America Trucking Show in Louisville, KY.
But my favorite part of March is the NCAA
college basketball tournament, better known
as March Madness. It’s time to fill out your
brackets, root for your alma mater, and let the
chips fall where they may. One of the things
that makes the tournament so exciting is when
a big underdog knocks off a heavy favorite. It
happens every year but you never know when
lightning will strike. So how do teams with
inferior talent, size, and athletic ability pull off
these upsets? There are many reasons but most
of these upsets include a strong leader, strategic
game plan, good execution, and maybe most
importantly, the right atmosphere to allow
players to perform at their highest levels.
A coach that the team respects and believes in
is critical for any team. A good coach will
develop a specific game plan for the team they
are playing, and get his players to buy into his
strategy. Then it’s up to the players to execute
the game plan. In the tournament the players
may have a great deal of passion and grit, but
they also have to play smart to win. Finally, a good coach will create an atmosphere where
players are not afraid to lose and play to win. This is one advantage an underdog has--since they
are expected to lose they don’t have as much pressure on them. All of these things are usually
part of big upsets.
In the used truck industry it seems like most companies have been underdogs over the last few
years as everyone scrambles to get their hands on scarce inventory. Just like a college basketball
team, a successful company will have strong leaders who develop realistic strategic plans that
employees will buy into and execute.
But again, as in basketball, the most important element may be the company culture that its
leaders create. Does the company value its customers and employees? This seems obvious, but
you’d be surprised by how many companies try to sell their customers what they have instead of
finding what the customer actually needs and wants, and tailoring their product or service to
that. And with unemployment still very high many companies get away with treating their
employees poorly. This is counter-productive and creates a negative atmosphere that will
eventually hurt any organization. A company cannot exist without employees and customers.
Organizations that take care of their customers and employees will have a much better chance
of succeeding in these tough times.
The Used Truck Association offers management training, networking opportunities, the Dealer
Group, the Annual Convention and much more to our members. As
always, please let any Board Member know if there’s anything else we
could do to help the membership. Spring is almost here, summer is just
around the corner, and after this winter the warm weather can’t come
soon enough. And let’s hope we don’t hear about any more arctic blasts or
polar vortexes for a long, long time.
George Barnett
Chair Election Committee
[email protected]
UTA Industry Watch
Nath­­­an Becker
MHC Truck
2003 Industrial Parkway
McDonough, GA 30253
(678) 432-3460 (w)
[email protected]
Scott Brady, Sales Manager Strategic
13100 East Michigan Ave
Galesburg, MI 49053
(269) 746-6338 (w)
(269) 720-1381 (c)
[email protected]
Scott’s been a
member of our
industry since
1988. He began his
career working for
division rebuilding
transmissions. “In
the beginning, I
wondered what in the world did I get myself
into,” he told us. “But it all worked out and
it was the beginning of a successful career.”
Scott worked his way through several
positions in the plant, and then moved on
to Eaton’s headquarters in 1990.
Scott has some clear objectives as a new
UTA member. Short term, he’s focused on
“bringing awareness to Eaton’s products,
specifically improving the image of our
automated products.” He feels “significant
progress” has been made with proven
reliability, extended warranty programs for
used trucks, and benefits “that will help
the second or third owner.” Scott’s goal is
selling trucks and he wants to provide the
tools necessary to help with that process.
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 [email protected], or 770-389-6528 ext. 404.
to help individuals meet their goals and
objectives,” he said. “In my 25 years with
the company, I have met many wonderful
people, and have long-lasting relationships
because of the trucking industry. I’ve been
blessed to have had many wonderful jobs
with Eaton, and look forward to this new
opportunity with the Used Truck Association.”
Richard Keller
If he wasn’t in the truck business Scott would
still be involved with vehicles—in this case
motorcycles. “I grew up riding on trails,
racing motocross, and spending many
weekends camping with my family,” Scott
said. “My passion involves the motorcycle
industry. My son now races, and we travel
great distances to compete in the amateur
nationals. It’s a sport that builds strong
work ethics and dedication. If I was to
change paths today, I would definitely get
involved in the OEM side of that business.”
Mike Landwehr, Used Truck Sales
Scott’s a handy guy around the house, and
keeps busy fixing things when not traveling.
He says he also likes to help others by
volunteering his time and support to the
Make-A-Wish foundation to help fulfill the
dreams of needy children.
James Golmon
Delta Fuel Company
27797 Hwy. 15
P.O. Box 1810
Ferriday, LA 71334
(318) 757-7610 (w)
[email protected]
Edward Hockenberry, Used Truck
311 Shallowford Drive
Boiling Springs, SC 29316
(864) 582-3660 (w)
[email protected]
Hunter Truck Sales
100 Hunter’s Way
Smithfield, PA 15478
(724) 564-4292 (w)
[email protected]
VoMac Truck Sales & Service, Inc.
12242 Declaration Dr.
New Haven, IN 46774
(800) 824-9354 (w)
[email protected]
Back in 1987, Mike
got his start in the
truck business
washing trucks
while attending
college. He’s joined
UTA hoping to
build new
relationships, and
further his
knowledge of the industry.
Mike’s favorite part of his job are the people
and the variety it offers. “It’s exciting to
work with our sales staff and customers,”
he said. “It’s never dull. I look forward to
coming to work and the variety of what we
deal with in our industry.”
Mike loves the outdoors and that’s probably
where you’d find him if he wasn’t in the truck
business. “I like to go to new places, hike,
bike, and spend lots of time outdoors,” he
told us. Mike’s passion for sports is something
he shares with his family. “My daughter runs
cross country, and we have started running
5k races together,” he said. “It has been a
great way to spend time with her and
compete together,” he added.
Nowadays, many people don’t stay with the
same company for more than a few years.
As a 25-year Eaton vet, however, Scott has
some strong feelings about his work and the
company. “I love meeting new people,
building relationships, and providing tools
New Members continued on page 5
March 2014 3
UTA Industry Watch
Amy Shahan
my has been in the trucking industry
for 10 years. She started working for
Bayshore Ford Truck Sales, Inc. doing clerical
work, specifically doing the titles for others’
sales. Although she was quick to say that
there are plenty of women who work in the
trucking industry, for example in the finance
end of the business, she started her life selling
trucks as something of a standout. For her
first few UTA conventions, others greeted
her by asking her husband where he worked!
Since then, she’s made her presence known
by heading the UTA’s Medium Duty
Committee while serving on the Board.
Today, Amy is the Buyer/Seller of commercial
trucks at Bayshore, a dealership in New
Castle, DE. She wholesales
used trucks to other
dealers. She’s done so well
in the industry that her
husband and best friend,
Will, is the stay-at-home
parent, caring for the
couple’s four children. So,
how did Amy go from an
office job to a successful
salesperson? “I’m not
one to make myself fail,”
she said. She admits
that starting in sales
was a little intimidating, but she knew
she had her employer’s
backing. If sales didn’t
work out for her, there
would still be a job for
her at Bayshore. She
credits her success to
her own determination and the support
of both her employer
and her fellow
“The guys make it easy,” she said. She’ll
admit at that first some males in the sales
4 March 2014
part of the industry were willing to just blow
her off and not take her too seriously. “You
have to know about trucks,” she said. But she
worked hard and learned quickly while
showing an attitude and personality that
helped her succeed. “It’s all about how you
present yourself,” she said. “Smile a lot. It
makes you feel good and others as well.” This
attitude folds right into her advice for
younger people just starting out. “Be
positive,” she advises. “Truck sales has its
ups and down. Stay positive and work hard.
It will come together.”
Amy still remembers with pride her first
truck sale. “The adrenalin was pumping!”
she recalled. “I sold three trucks to a dealer,
and it just grew from there.” She knows how
to talk to people. “It’s not all about selling
trucks,” she explained. “I feel I have a bond
with those I deal with.” Although she never
quite imagined herself selling used trucks,
Amy wasn’t surprised by her ability to make
a sale. Even at yard sales, she’s always the one
with the most money at the end of the day.
Once again, attitude and personality make
the difference.
When she’s not at work, Amy and Will spend
most of their time with their family. “It’s
very busy,” she said. The family includes
Allysa 19, Alexis and Felicia 14, and Will 9.
All of the kids play sports, so the family goes
from one game to the other, almost always
having something in season. “From softball,
baseball, soccer, basketball, and volleyball,”
Amy said. She is also a huge football fan,
“Go Eagles!” and the whole family loves
NASCAR. When we asked if any of her kids
are planning to follow her into used truck
sales, she said no. Her older daughter is
studying nursing, and her son is planning to
be a professional baseball player.
Amy still stands out these days, but that’s
because she’s so successful, and well known
for all she does for the UTA. Thanks Amy! n
UTA Industry Watch
Does the Driver Shortage Mean
Roads Are Less Safe?
e all know that the industry is facing a serious shortage of truck drivers. One unique
option for reducing that shortage is driverless trucks. But that technology will not be
mainstream for quite a while. And despite more and more training programs for truck drivers,
we’re still left with a serious driver shortage.
What are the consequences of this shortage? There are the obvious ones (delays in shipments),
but also some that are not so obvious. To learn more we spoke with Chandler Magann,
President of Next Exit Logistics, a logistics and freight management company. Magann had
some interesting perspectives to share.
First off, “the trucking industry is in good shape at the moment,” Magann said. “The industry is
growing. Intermodal transportation is expected to increase over five percent each year through
2022. Therefore, we can expect a lot more shipments and business.” But this good news can
potentially also be a cause of concern in Magann’s view.
While business is on the rise, trucking companies are desperately trying to find new drivers for
their fleets Magann said. “Some companies are hiring trainees before they are certified,” he said.
“I believe this can be both good news and bad news. Now keep in mind that the trucking
industry has done well to keep the amount of accidents down consistently throughout the past
20 years. The possible bad news is that with all the new, inexperienced drivers who are being put
to work, there may be more accidents. We need to make sure we continue this trend [of working
to keep accidents down] and keep the roads as safe as possible.”
Fortunately, Magann didn’t just raise potential areas of concern, he offered some possible
solutions. “One of the most common ways truckers get into accidents is when the weather
conditions become less than desirable,” he said. “Just last month there was a big ice storm that
came through Dallas and driving in those conditions was very dangerous. We never want to put
our drivers in those kinds of situations, so whenever schools are closed due to bad weather, we
tell our drivers to take the day off as well.”
Magann also had some perhaps controversial thoughts on the use of speed limiters. “On the subject
of safety, speed limiters are also an area of concern,” he noted. “Often times you’ll find truckers
holding up a line of traffic on two-lane highways as they struggle to pass one another. Meanwhile,
drivers are getting frustrated because there is no opportunity to pass. In order to combat this
problem, I think speed limiters should be able to be overridden for 10 minutes every hour. This
gives truckers the opportunity to pass slower truckers and alleviate the potential traffic jams.
Not only that, but sometimes you find yourself in a dangerous situation where the best option is
to speed up a little. Unfortunately, trucks with speed limiters do not have this option.”
We can expect these issues to remain on the front burner as the industry continues to grapple
with driver shortages. n
New Members continued on from page 3
Kim Misenar, Highway Truck Sales
Carolina Tractor & Equipment Company
9000 Statesville Road
Charlotte, NC 28269
(704) 596-6700 (w)
[email protected]
We spoke with industry vet (40 years!) Kim
Meisner on a very welcome warm February
day, coming after what seemingly was an
endless series of snowstorms in our parts!
Kim spent a good part of his career with
Kenworth. At Carolina Tractor, he especially
enjoys “helping people, doing a quality job,
and working for a company that’s respected
in the area.”
Outside of work Kim enjoys many outdoor
activities including mountain climbing,
fishing, skiing, and kayaking. If that wasn’t
enough to keep him busy, he also has three
sons. He’s been married for 35 years now.
Mike Reeves, Director of Originations
Freedom Truck Finance
2911 Turtle Creek Blvd, Ste. 1280
Dallas, TX 75218
(214) 263-1954 (w)
[email protected]
Roberto Rosas
Rotex Group
11802 Sara Road
Laredo, TX 78045
(956) 722-1250 (w)
[email protected]
Successful people envision
themselves being even more
successful. Unsuccessful ones
envision the opposite.
March 2014 5
UTA Industry Watch
Industry Events Calendar
JUNE continued
27-29 • Mid-America Trucking Show 2014
Kentucky Fair & Exposition Center
28 • East Coast Large Cars Truck
Show 2014
Louisville, KY
37 Plains Road
Augusta , NJ
24-25 • UTA Sponsored Training Seminar
Selling for Success
Tampa Marriott Westshore
Tampa, FL
10-12 • Walcott Trucker’s
Iowa 80 Truckstop
Walcott, IA
8-11 • NAFA Institute & Expo
Minneapolis Convention Center
21-22 • UTA Sponsored Training Seminar
Selling for Success
Dallas, TX
Minneapolis, MN
10-12 • Truck World 2014
International Centre
Toronto, Canada
1-3 • Carlisle Truck Nationals
Carlisle Expo Center
Carlisle Fairgrounds
8-10 • East Coast Truckers Jamboree
Kenly 95 Truckstop • Kenly, NC
19-20 • UTA Sponsored Training Seminar
Selling for Success
Courtyard by Marriott, Downtown
Baltimore, MD
29-31 • ATHS National Show & Convention
Ozark Empire Fairgrounds
Carlisle, PA
8-9 • Waupun Truck-N-Show
Waupun Community Center
Spring Street, Waupun, WI
15-17 • Eau Claire Big Rig Truck Show
Chippewa Valley Technical College
Eau Claire, WI
3001 N Grant Avenue, Springfield, MO
20-21 • Commercial Vehicle
Outlook Conference
Dallas Convention Center
Dallas, TX
20-22 • Great Lakes Truck Show
Cabela’s • Dundee, MI
5-6 • Big Iron Classic
Mantorville, MN
25-26 • 9th Annual UTA Kansas City
Golf Outing
Adams Pointe Golf Club
Blue Springs, MO 64014
22-23 • UTA Sponsored Training Seminar
Selling for Success
Phoenix, AZ
June 17 & 18th, 2010
6 March 2014
UTA Industry Watch
Eight Things Your Neighbor May Not Know About
Professional Drivers
By Ellen Voie CAE, President/CEO, Women In Trucking, Inc.
he public perception of professional drivers has often been based on misunderstandings due
to the media and movie industry’s portrayal of these hard-working men and women. Although
there are numerous image campaigns in the trucking industry, most of them focus on the importance of the industry itself instead of trying to change the image of the person behind the wheel.
Your neighbor might not understand what your life is like as a professional driver and more
importantly, how your job affects their lifestyle. Here are eight things your
neighbor probably doesn’t know about you, but should. This list isn’t comprehensive and I’m sure you can think of many more things you’d like your friends to
know about your career, but this is a start.
Driving a truck for a living is not an easy job. You can’t just hop into a
tractor-trailer and take it out on the highway without extensive training. It’s
not an unskilled job that just anyone can do. It takes time and effort to learn how
to shift, how to turn corners, and how to back into a dock. It’s not easy! 2
Being a professional driver isn’t just a job, it’s a lifestyle. When your neighbor
goes to work each morning and returns home at night, his or her kids might
not even know if their mom or dad changes jobs or careers because it doesn’t
affect them in the same way it will affect the child of a professional driver.
Just because you are away from home a lot doesn’t mean you are unfaithful
or that your marriage is in trouble. Your neighbor will judge your family
situation based on their own. So, if they think you stay away because you’re
unhappy, it’s their perception. Many folks still assume that you’re unfaithful
because you travel often and have the opportunity to cheat on your spouse.
Remind them that cheating relates to values, not time apart.
You can’t just make plans for a week from Thursday because you don’t know
if you’ll be home or not. This was always one of the most difficult aspects of
the trucking lifestyle to explain. No, I cannot RSVP to your daughter’s wedding
set for next June, so it’s easier to decline the invitation. People just don’t understand how unpredictable your job can be when you’re delivering loads around the country.
Remember who is the professional! If I had the choice of driving alongside a family in an
SUV in a snowstorm, or running alongside an eighteen-wheeler, I would choose the big rig.
I just don’t trust non-commercial drivers as much as I do those professionals who are well
trained and more observant. When people complain about big trucks sharing the highway, I
remind them that the professional is the one who is more capable and trustworthy on the road
than those drivers with less training.
Yes, trucks do own the road! Without trucks paying for the taxes that fund road projects,
the highways wouldn’t be the same. From fuel taxes to IRS taxes, to tolls to mileage taxes,
the trucking industry pays for the roads and their upkeep. Those four wheelers just don’t realize
how little they pay, and don’t even think about how little they are paying for our roads. 7
If your neighbor only understood that your job keeps his kitchen stocked, his car’s tank
filled, and his children clothed. He doesn’t always understand the supply chain and how
you and your truck allows him to enjoy the products he uses every day. Maybe he needs a lesson
in the importance of the trucking industry and its effect on the economy.
You’re not driving a truck until you find something better. For some, being a professional
driver is the job of last resort, but for most of you, it’s your career. Sure, there are people
who are always looking for something that pays better and allows you to have a different
lifestyle, but not all drivers are seeking a way out.
Feel free to show this article to your neighbor the next time you feel misunderstood. You just
might change his or her opinion of you, one neighbor at a time. n
March 2014 7
UTA Industry Watch
NADA Update
Chris Visser, Senior Analyst and Product Manager, Commercial Trucks
Increased numbers of newer trucks continue to enter the retail and
wholesale channels, providing buyers with better access to the low-mileage
iron they demand. Severe weather likely kept many buyers away from
the auctions in January, resulting in anomalous results in medium duty
and sleeper segments. Used truck pricing could be impacted by upcoming
rounds of fuel economy mandates, as a special study explores. Continued
volatility in sales volume is expected to subside in the second quarter
as winter draws to a close.
Sleeper Tractors – Retail
Month-over-month, January was $2292 (or 4.1 percent) higher on price
and 7284 (or 1.4 percent) lower on mileage. Year-over-year, January 2014
was $7770 (or 13.8 percent) higher than January 2013 on price, and
21,840 (or 4.0 percent) lower on mileage. See the “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 Source: ATD/NADA Price Mileage 440000 420000 Ju
l Se
p No
Ja n-­‐
l Se
p No
Ja n-­‐
400000 $30,000 Ja
$100,000 2007 $90,000 2008 $80,000 2009 $70,000 2010 $60,000 2011 $50,000 2012 $40,000 $30,000 $20,000 $10,000 $0 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 Jan-­‐14 January’s universal average set yet another record, coming in at $56,488.
This is the highest figure we’ve recorded since our current data analysis
processes were introduced in mid-2007. Low mileage was a factor – at
520,764 – but this figure was less than 1 percent lower than other recent
low months. Age was identical to December, at 77 months.
$35,000 Average Retail Price by Model Year -­‐ All Sleeper Tractors Under 1M Miles Adjusted for Mileage to pricing. The bottom line is dealers can be confident in the value of
their late-model inventory in the upcoming months.
Sleeper Tractors – Wholesale
Auctions appear to have been impacted by January’s severe weather,
with buyers snapping up mainly the most desirable iron and leaving
the rest in the cold. Trucks sold through wholesale channels in January
were much younger and lower-mileage than in earlier months.
Specifically, the average sleeper tractor sold in January was 72 months
old, had 623,844 miles, and brought $38,549. This average truck was a
notable 11 months younger than its December counterpart, and a
whopping 28 months younger than January 2013. In terms of mileage,
January’s average was 19,781 (or 3.1 percent) lower than December,
and a substantial 91,502 (or 12.8 percent) lower than January 2013.
This much newer and lower-mileage mix caused January’s pricing to
come in $7771 (or 20.2 percent) higher than December’s, and $14,751
(or 38.3 percent) higher than January 2013. See “Average Wholesale
Price and Mileage” graph for detail.
Average Wholesale Price and Mileage: All Sleeper Tractors Under 1M Miles $45,000 750000 $40,000 We see little change in these trends over the next two quarters. 2012s
could place very mild downward pricing pressure on late-model trucks
as they enter the market in greater numbers, but it is also possible
demand will remain strong enough to absorb this supply with no impact
8 March 2014
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 450000 2 per. Mov. Avg.(Mileage) 400000 $0 Jan-­‐14 Dec Nov Oct Sep Aug Jul Jun May Apr Mar Feb Jan-­‐13 Dec Nov Oct Sep Aug Jul Jun May Apr Mar Feb Jan-­‐12 The bulk of the retail sleeper market is represented by model years
2007-2011. 2007s remain popular as the last of the pre-DPF trucks, and
units with attractive mileage will continue to hold their value for as
long as they remain available. The first of the DPF trucks – 2008s
– have depreciated the most of recent model years, but even their
roughly $415 or 1 percent/month depreciation is low by historical
standards. 2009s have seen essentially no depreciation over the past
year. 2010s—the first trucks to feature SCR—hit a low point in May of
2013, then started to appreciate, and are currently selling for the same
prices they were last summer. 2011s are the major factor in the retail
market at present, outselling other model years for the second month
in a row. With average mileage for 2011s just below 400,000, demand
remains strong, and supply is still inadequate despite the increased
volume. As for the newest trucks, 2012s continue to enter the market
in greater numbers, and are selling for more than their 2011 counterparts did this time last year. 2013s are still too rare to be a notable factor
at present. See “Average Retail Price by Model Year” graph for detail.
January was the first month since February 2012 in which less than
half of trucks sold had over 600,000 miles. The wholesale market
typically has an appetite for trucks with up to around 700,000 miles,
but January was an exception. The main factor behind this shift was
an unusually high proportion of trucks with 400-500,000 miles,
largely of the 2011 model year (see “Average Wholesale Price and
Number of Trucks Sold” graph for detail). Along with this low mileage
was the aforementioned average age, which was actually 5 months
younger than trucks sold retail – an inversion the market hasn’t seen
since February 2012. See the “Average Age (Months) of Sleeper Tractors
Sold” graph for detail.
UTA Industry Watch
Average Wholesale Price and Number of Trucks Sold by Mileage Range Sleeper Tractors, YTD2014 $80,000 50 Sources: ATD/NADA and Auc2onNet $70,000 $60,000 $50,000 45 Price 40 Count 35 30 $40,000 25 $30,000 20 15 $20,000 10 9K
0 9K
5 $0 9K
$10,000 Average Age (Months) of Sleeper Tractors Sold Wholesale vs. Retail 120 100 80 60 40 20 Sources: ATD/NADA and Auc2onNet Retail Wholesale Jan-­‐12 Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan-­‐13 Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan-­‐14 0 We view the auction channel as a good indicator of what dealers forecast
the retail channel demanding in upcoming months. To this end, January’s
results – while extreme – reinforced the trend towards decreased
marketplace tolerance for trucks with over 600,000 miles. At the same
time, once severe winter weather subsides, we expect averages to return
closer to the recent trend.
Model vs. Model Competitive Comparison
The January time period is traditionally when we switch to the next-newer
model year to represent four-year-old trucks. As such, we now consider
model-year 2011 trucks four years old. The big story, then, is how much
more money four-year-old trucks are bringing now than they did at this
time in 2013 and 2012 (as well as earlier years not included in the graph).
A very favorable supply/demand relationship for low-mileage trucks is
the primary factor at work here. See the “Average Retail Price by Model
Year” graph for detail.
In terms of competitive positioning, there was essentially no change
– all models brought solid pricing in January. The T2000 will no longer
be included in future updates because the 2010 model year should have
been the last for that model. We say “should have been” because Kenworth
did not build any SCR-equipped T2000s, but we nonetheless received
a small number of T2000 sales labeled as 2011s. As these sales did not
include VINs with which to verify model year, we believe they were
actually 2010s. Next month, we will include the T700.
Medium Duty – Class 3-4 Cabovers
As mentioned, severe weather likely put a damper on auction activity
in January. This factor manifested itself in an unusually low number of
Class 3-4 cabovers reported sold. The few that sold had much higher
than average mileage, resulting in lower average pricing. We consider
this month an outlier, and will refrain from assigning much meaning
to its results.
Nonetheless, here are the stats for January: Average wholesale price
came in at $8450, $3092 (or 26.8 percent) lower than December, and
$6767 (or 44.5 percent) lower than January 2013. Mileage, at 160,466,
was 46,509 (or 29.0 percent) higher than December, and 59,641 (or
37.2 percent) higher than January 2013. See associated graph for detail.
We expect a return to more typical figures as we exit the 1st quarter.
Sources: ATD/NADA and Auc2onNet Sources: ATD/NADA and Auc2onNet NADA continued on page 10
March 2014 9
UTA Industry Watch
NADA continued from page 9
Medium Duty – Class 4 Conventionals
Unlike cabovers and heavier GVW conventionals, lighter GVW
conventionals sold in normal numbers in January. Class 4s are more
heavily exposed to the consumer/end-user market than their heavier
GVW counterparts, so it is possible that the superior performance of
this segment indicates stronger demand. Supporting this observation
was a nice month-over-month uptick in pricing.
Specifically, the average wholesale selling price of a 4-7 year-old Class
4 conventional in January was $15,618 - $2884 (or 18.5 percent) higher
than December, and $114 (or 0.7 percent) higher than January 2013.
Average mileage, at 102,391, was 771 (or 0.8 percent) higher than
December, and 10,726 (or 10.5 percent) higher than January 2013. See
associated graph for detail.
Average Wholesale Price and Mileage: 4-­‐7 Year-­‐Old Class 4 Conven:onals Again, January’s results were not indicative of a shifting market. Previous
months suggest mildly higher demand for trucks with mileage in the
low to mid 100s, and we will stick with that observation for now.
Sales Volume
Unusual month-over-month swings in volume of trucks retailed
continued in January, heading back down after December’s increase.
Dealers sold 5.3 trucks per rooftop in January, down 1.0 trucks (or 15.9
percent) from December, and also down 1.0 trucks from January 2013
(see “Average Number of Used Trucks Retailed” graph for detail).
Two of the major factors likely contributing to volatility in late 2013
– political budgetary dysfunction and uncertainty regarding tax
Average Number of Used Trucks Retailed per Roo9op 8.0 7.0 6.0 5.0 4.0 3.0 2.0 1.0 There is still no shortage of supply of trucks with over 100,000 miles in
this segment. In addition, end users confident in their job or business
outlook are largely shopping for new trucks. At the same time, used trucks
with mileage in the low-6 figures still have plenty of remaining life, and
are at an attractive price point. It is likely that future performance of this
segment will reflect the slow but steady growth of the economy overall.
Medium Duty – Class 6 Conventionals
Like cabovers, heavier-GVW conventionals saw a steep decline in volume
in January. Unlike cabovers, trucks that did sell had lower-than-average
mileage. This performance is logical, as only the most desirable trucks
would be expected to sell in a low-volume month.
As with cabovers, we consider January’s result an anomaly, so we do
not read too much into the results. With this in mind, the average 4-6
year-old Class 6 conventional sold wholesale in January brought
$23,473, which is $5602 (or 23.9 percent) higher than December, and
$8591 (36.6 percent) higher than January 2013. Mileage, at 123,022,
was 39,015 (or 24.1 percent) lower than December, and 61,170 (or 33.2
percent) lower than January 2013. See associated graph for detail.
0.0 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 Jan-­‐14 Sources: ATD/NADA and Auc2onNet benefits – are no longer primary factors. However, severe weather is
every bit the factor it has been in recent months, and will continue to
be into the 2nd quarter. As such, we expect monthly swings in volume
to continue into spring.
In the wholesale channel, January’s volume was moderately better
than December’s, but still well off the calendar-year 2013 average (see
“Total Wholesale Sales Reported to NADA” graph for detail). As in the
retail channel, we place primary blame on the weather, with similar
improvements forecast as we exit the 1st quarter.
Total Wholesale Sales Reported to NADA 6000 2010 Total: 42,320 2011 Total: 29,282 2012 Total: 34,275 2013 Total: 39,179 5000 4000 3000 2000 1000 Sources: ATD/NADA and Auc2onNet 0 Jan-­‐14 Nov Jul Sep May Mar Jan-­‐13 Nov Jul Sep May Mar Jan-­‐12 Nov Jul Sep May Mar Jan-­‐11 Nov Jul Sep May Mar Jan-­‐10 Average Wholesale Price and Mileage: 4-­‐7 Year-­‐Old Class 6 Conven;onals Special Study: How will Upcoming Emissions Mandates Impact the Used Truck Market?
Sources: ATD/NADA and Auc2onNet 10 March 2014
By now you’re well aware of President Obama’s announcement that he
will direct the EPA and DOT to set the next (post-2018) round of
medium and heavy truck fuel economy and emissions standards. The
first round of standards was finalized in September 2011, and trucks
meeting those standards are just now going into production. This study
examines the impact of 2002-2014 standards on selling price, and
provides a look at how the used truck market could perform post 2014.
UTA Industry Watch
If you keep up with market updates and/or used truck values, you
know that used Class 8 pricing is currently at historically high levels.
A major reason for this market dynamic is the high price of new
trucks. In 2002, truck buyers learned the phrase, “emissions escalator.”
An emissions escalator is simply a surcharge buyers pay for engines
that meet current standards. According to a recent NADA/ATD
Report (available free at, the
cumulative effect of the 2004-2010 emissions mandates on the price of
a new truck was over $20,000. In other words, a new truck sold in 2012
cost over $20,000 more than it did before the requirements were in
place (in real dollars). And pricing has increased further since the
report was published.
These price increases have pushed many buyers to late-model,
low-mileage used trucks as a substitute for new. At roughly $56,000,
the average sleeper tractor with mileage in the low-500,000s is about
one-third the MSRP of a new truck. Granted, most buyers pay
substantially less than MSRP. But even at half the price of new, the
difference is compelling.
On the supply side, thanks to the Great Recession and the 2007
pre-buy, a historically low number of new trucks were built for model
years 2008-2011. This dynamic resulted in a tight supply of iron
entering the secondary market as trade-ins. With buyers looking for
late-model trucks to substitute for expensive new iron, pricing for
low- to average-mileage trucks surpassed pre-recession levels in
mid-2011, and has continued accelerating through the present time.
The current average retail price of roughly $56,000 is 14 percent higher
than the pre-recession peak in mid-2008. And this average truck now
has mileage in the low-500,000s, as opposed to the mid-400,000s of
2008. So buyers are paying more for trucks with higher mileage.
Marketplace acceptance of new technologies will determine whether
these conditions continue. Historically, each new generation of
emissions control technology has been met with trepidation. The new
truck pre-buy in 2002 advance of the introduction of Exhaust Gas
Recirculation (EGR) technology was a major market development, as
was the pre-buy of 2006 in advance of the introduction of Diesel
Particulate Filters (DPF). On the other hand, pre-buy activity was
mild to nonexistent in advance of the most recent Selective Catalytic
Reduction (SCR) technology, due mainly to sluggish market conditions, increased comfort level with this technology, and promised fuel
mileage improvements.
Pre-buys didn’t just artificially and temporarily increase demand for
new trucks – they also increased demand for late-model used trucks to
use as a “bridge” until each new technology had been on the market
long enough to work out any bugs. Fortunately, reliability concerns
seem to have been largely alleviated with the SCR generation. Also,
thanks to much better advance notice of upcoming standards,
truckmakers will have more time to develop and test new technologies. These factors, combined with the increased fuel economy of each
upcoming step, suggest a pre-buy on the level of 2002 or 2006 is
unlikely going forward.
On the supply side, thanks to the more typical build rate of 2012-2014
model year trucks – along with a return to 3-5 year trade cycles - we
expect a moderately increased number of late-model trucks entering
the secondary market in upcoming years. However, this increased
supply should be balanced by the likely ongoing increases in new
truck pricing, which will keep many buyers in the used market. For
fleets and successful operators who can afford it, a new truck will
provide real fuel economy benefits. For other buyers, late-model used
trucks will remain a popular substitute, helping to absorb any
increased supply.
Expect continued volatility in volume along with anomalous results in
pricing for the remainder of the winter, due mainly to extreme
weather conditions keeping buyers home. The exception will be for
sleeper tractors with under 600,000 miles, which remain a sure bet
regardless of external factors. n
Reprinted with permission from the ATD/
NADA Official Commercial Truck Guide®
“Tips You Can Count On”
Be careful when looking at a unit that you know has had a lot of
idle time. Although the unit’s mileage may be low, one hour of
idling time is equal to 25 to 30 miles of driving.
~ The Medium Duty Counselor
March 2014 11
UTA Industry Watch
Industry News Briefs
It’s not often that the trucking industry makes the front page of newspapers
and online news feeds, but that’s exactly what happened in mid February.
That’s when president Obama announced a second phase of fuel standards
for medium- and heavy-duty trucks.
Obama directed the EPA and the DOE’s National Highway Traffic Safety
Administration (NHTSA) to develop and issue this next set of standards for
fuel efficiency and greenhouse gas by March 2016. The goal of the new
standards is to bolster energy security, cut carbon pollution, and spur
manufacturing innovation, according to a White House factsheet.
Back in August 2011, Obama announced the first round of standards for
medium- and heavy-duty trucks, which covered model years 2014 through
2018. The White House explained then that in 2010, heavy-duty vehicles accounted for four
percent of registered vehicles, but almost 25 percent of on-road fuel use and greenhouse gas
emissions. Those standards became effective January 1st of this year, and are projected to save
530 million barrels of oil and reduce greenhouse gas by about 270 million metric tons, reducing
fuel costs by $50 billion over the lifetimes of the vehicles. Average miles per gallon achieved rose
from about 6.5 miles per gallon to about 9.75 miles per gallon.
Stephen Crowley/New York Times
Obama Announces New Fuel Standards
DOE is working with Cummins, Volvo, Navistar, and Daimler Truck North America to achieve
the fuel savings and greenhouse gas reductions. DOE and EPA will assess technologies such as:
■■ Engine and powertrain efficiency improvements nAerodynamics
■■ Weight reduction n Improved tire rolling resistance
■■ Hybridization n Automatic engine shutdown
■■ Accessory improvements (water pumps, fans, auxiliary power units, air conditioning, etc.)
After the announcement, manufacturers issued releases of their own vowing to support the new
initiative. Volvo Group North America., for example, said it remain committed to “producing
products that reduce our carbon footprint and offer increased fuel efficiency benefits to our
customers.” Adding: “The Volvo Group wants to ensure that Phase II of the national program
establishes a complete vehicle standard to optimize fuel efficiency in a cost-effective manner that
offers the most benefit to customers and the environment.” n
Happy New Year!
ACT Reports New Orders
Up 51 Percent
January’s Class 8 net orders jumped nine
percent over Decembers figures, and 51 percent over January 2013’s
tally. Classes 5-7 also started the new year on a high note with orders
up 14 percent over December, and 33 percent over the same month
last year.
ACT’s analysis of the numbers found that while orders were surprisingly strong, “one has to read between the lines to appreciate Class 8
retail sales for the month.” ACT noted that year-end tax and sales
incentives led to big drop in Class 8 retail sales from December,
although that’s what happens every year. “However, applying seasonal
adjustment gives a better picture: Adjusted Class 8 sales rose nine
percent m/m to a 22-month high. Strong orders pushed backlogs to a
22-month high and the backlog/build ratio jumped to 4.9 months,”
said ACT’s Kenny Vieth, the market watcher’s president and senior
FTR Also Upbeat on
January’s Numbers
FTR’s preliminary data pegged January’s
Class 8 truck net orders at 34,403, the
second straight month orders were above
30,000. In addition, this was the first time
back-to-back months exceeded the 30,000 mark since 2006. FTR said
combined order activity for December-January should allow OEM’s to
hit Q1 targets with possible increases in production in Q2.
“Orders were way beyond expectations,” said FTR’s Don Ake. He
characterized January as another great order month to kick-start 2014.
FTR found order strength was broad-based across manufactures and
countries, which it called a very positive signal for the industry. “The
strong orders are consistent with the tightening of capacity in the
marketplace. Fleets and dealers continue to display confidence in the
freight market,” Ake added. n
“For medium duty, all of January’s sequential order strength and most
of the y/y improvement came from the heavier end of the market,
Classes 6-7. Broken down by vehicle type, these trucks accounted for
virtually all of the sequential order increase,” Vieth added. n
12 March 2014
UTA Industry Watch
FTR “Mildly Optimistic” for 2014 Overall
Gross Domestic Product (GDP) growth and stronger freight pricing
should make 2014 a “good year for trucking,” forecast firm FTR said in
a recent webinar. “But the growth in freight volume is not likely to
match what the industry saw in 2013,” FTR cautioned. And should the
economy beat forecasts, the industry’s capacity to handle freight
demand would be strained.
“We are mildly optimistic about 2014,” said FTR’s Noel Perry. “We are
less optimistic about 2015 and 2016.” FTR’s concerns include a history
of slowing growth during recoveries and what it characterized as
softer economies in China and elsewhere in Asia, and lingering threats
from sovereign debt in Europe. “I think this is a 2015-2016 exposure,”
Perry added. “I don’t think it’s a big deal for 2014.”
When times are good, truck and intermodal growth typically outpaces
GDP growth, FTR noted. The firm sees this growth at just under three
percent for 2014, compared to 2013’s tally of under two percent. FTR
said this “freight multiplier” has been declining, and its 2014 forecast
for truck freight volume is about three percent compared to about five
percent for 2013. While FTR is forecasting a slower multiplier this
year, it added that “there is an upside opportunity if indeed truck and
intermodal resume their typical multipliers on GDP.”
ATD Names its
Trucks of the Year
American Truck Dealers (ATD)
named the winners of its 2014 Commercial
Truck of the Year, which recognizes the top trucks
in the heavy- and medium-duty categories. It announced the winners
at its Convention & Expo in New Orleans.
International won both categories. Its ProStar with Cummins ISX15
received the heavy-duty (Class 8) award; its TerraStar 4x4 won the
medium-duty (Classes 3-7) award.
Other nominees for the heavy-duty category were the Kenworth T880
Vocational Truck with PACCAR MX-13 engine, and Peterbilt Model
579. Nominees for the medium-duty award were the Hino 195h-DC,
Kenworth Class 6 K370 Cabover, and Peterbilt Model 220.
A panel of journalists selected the winners. Judging categories
included innovation, design, safety and driver satisfaction. n
Freight rates also have an upside potential according to FTR. It’s
forecasting a modest truck freight pricing increase of about four
percent although “the gains could be double that if trucking’s capacity
crunch is worse than forecast,” Perry said. He added that 2014’s driver
shortage compares to 2004’s shortage, and that “regulatory drag on
capacity is becoming the big long-term issue.” The question, he said, is
whether the Federal Motor Carrier Safety Administration “does
everything it says it plans to do regarding regulations that tighten the
supply of drivers.” n
Hino Trucks Delivers 10,000th Truck to Penske Truck Leasing
Hino Trucks recently commemorated delivery of the
10,000th Hino truck to Penske Truck Leasing (PTL). To
mark the occasion it held a ceremony at Hino’s plant in
Williamstown, WV.
Hino said Truck number 10,000 was a 2015 model 268A,
which is one of Hino’s line-up of conventional trucks. The
company said that its Class 6 and 7 truck line up is “specifically well suited for the lease and rental market segment,”
and that it’s captured 10 percent of that market. The 10,000th
truck will be part of PTL’s commercial rental fleet.
“This major milestone began in 2004 when PTL received its
first Hino 268 truck. We are proud of our longstanding
partnership with PTL and the delivery of our 10,000th Hino
truck, a significant accomplishment for both companies.
We are excited to mark this achievement and look forward
to continuing to provide PTL with best in class trucks,”
said Yoshinori Noguchi, Hino’s president & CEO.
More information is available at n
Members of Hino Trucks, including President and CEO Yoshinori Noguchi
were on hand as former Hino Motors Ltd chairman Mr. Jagawa presents
the key to the 10,000th truck to Roger Penske. Brian Hard, Art Vallely,
Jim Molinaro and Paul Rosa also attended from Penske Truck Leasing
Industry News Briefs continued on page 14
March 2014 13
UTA Industry Watch
Industry News Briefs continued from page 13
Treadway Named ATD’s Truck Dealer of the
Late winter and spring are the awards season for the movies, and
apparently for the truck industry as well.
In late January, American Truck Dealers (ATD) named R. Kyle Treadway,
ATD’s former chairman, its 2014 Truck Dealer of the Year. ATD made
the announcement at its annual convention, held in New Orleans.
Treadway, president, dealer principal, and legal counsel of Kenworth
Sales Company in West Valley, UT, was among six dealers nominated
from across the U.S.
“I am stunned,” Treadway said, before quoting English physicist and
mathematician Sir Isaac Newton. “If I have seen a little further, it is by
standing on the shoulders of giants.”
ATD Chairman Dick Witcher said Treadway was an ideal candidate
for Dealer of the Year because of his dealership’s performance and his
civic and industry contributions. Since 2005, Treadway has served in
various leadership positions for both ATD and NADA.
In accepting the award, Treadway noted the achievements of the other
nominees, including runner-up William K. Reilley, Sr., CEO of
Lakeside International Trucks, in Milwaukee, WI.
Other contenders for the Truck Dealer of the Year were:
■■ Timothy J. Fyda, president and CEO, Fyda Freightliner in Ohio and
■■ William Don Larson, CEO and owner, Allstate Peterbilt Group,
Wayzata, MN
■■ Michael P. McMahon, CEO, McMahon Truck Center, Charlotte, NC
■■ Donald L. Sherwood, dealer principal of Sherwood Freightliner,
Sterling and Western Star, in Dunmore, PA.
Mack Selects its Top Dealers
Mack Trucks named East Texas Mack Sales, LLC, Longview, TX its
2013 North American Distributor of the Year.
The award recognizes top-performing Mack dealers based on sales,
facilities, service, general management, customer satisfaction, parts,
personnel and community service. In announcing the award, Mack
said East Texas Mack “demonstrated a tremendous commitment to
satisfying its customers, as reflected by its 100 percent customer
satisfaction score.” Also, East Texas Mack added four new heavy-duty
parts delivery vehicles in 2013, and began building new shop bays for
servicing natural gas-powered vehicles.
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, 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, AZ
■■ Canada Region: MacKay’s Truck Center, Truro, Nova Scotia, Canada
Mack also named Vanguard Truck Center of Houston the North
American Used Truck Distributor of the Year. And it awarded M&K
Truck Leasing, LLC, of Byron Center, MI, its Mack Leasing System
North American Distributor of the Year. n
State, metro, and national association leaders selected nominees for
the award. They were evaluated on dealership performance, industry
leadership, and civic contributions. Professors from Indiana University’s
Kelley School of Business chose the winner and runner-up. n
Mack Trucks named East Texas Mack Sales, LLC, Longview,
TX, its 2013 North American Distributor of the Year. Pictured
from left to right are Drew Bankston, East Texas Mack
finance manager, David Carroum, East Texas Mack sales
manager, Mike Maddox, Mack Trucks southwest region vice
president, Bill Bankston, East Texas Mack president, Stephen
Roy, Mack Trucks president of North American Sales &
Marketing and Joseph Kennedy, East Texas Mack vice
president and chief financial officer.
14 March 2014
UTA Industry Watch
Volvo Trucks Selects its North American
Dealer of the Year
And last but not least, Nacarato Volvo of Nashville, TN won Volvo
Trucks’ 2013 North American Dealer of the Year award. The award
recognizes Nacarato Volvo’s “organization and employees for overall
accomplishment and performance,” Volvo said. Award criteria
included outstanding performance in new truck sales, market share,
parts sales and parts sales growth, customer satisfaction, dealer
operating standards, and investment in facilities.
Founded in 1976 by Mike Nacarato, Sr., the family-owned business is
managed today by Mike Nacarato, president of Nacarato Volvo, and
Joe Nacarato, vice president. In 2012, Nacarato Volvo opened a new
full-service dealership outside of Nashville. The 80,000 square-foot
facility houses 28 service bays, and features a dedicated body shop
with 18 bays and a two-bay paint booth that provides same-day
turnaround. Designed with energy conservation in mind, Nacarato
Volvo uses a heating system that runs on waste oil. The dealership also
uses solar energy for the service and body shops. n
June 17 & 18th, 2010
The 9th Annual
UTA Jerome Nerman
Family Foundation
Golf Open Fundraiser
Wednesday, June 25
6 – 9 p.m.
Welcome Reception
at the Adams Pointe Conference Center,
Marriott Courtyard KC East
1400 NE Coronado Dr.
Blue Springs, MO 64014
Nacarato Volvo vice president Joe Nacarato (center) receives
the 2013 Volvo Trucks North American Dealer of the Year
Award. From (left) Terry Billings, Volvo Trucks vice president
– business development and (right) Göran Nyberg, president,
Volvo Trucks North American Sales & Marketing.
Thursday, June 26
Golf Outing
at the Adams Pointe Golf Club
816-220-3673 • 1601 R.D. Mize Road
Breakfast will be served
at the course from 7–7:30am.
Tee Time is at 8:00am.
Show Your Support and
Sponsor this Charitable Event!
March 2014 15
UTA Industry Watch
16 March 2014
UTA Industry Watch
March 2014 17
UTA Industry Watch
From Where We Sit
In case you’ve spend most of this winter in a
cave like the grizzlies do, I’m here to tell you
this winter has been a relentless one here in
the Mid-Atlantic. Although today is sunny
and the thermometer has bumped up just
above freezing, the last few months have
brought us the “pleasure” of multiple storms
nearly every week. It’s been nothing but snow,
ice, freezing rain, downed trees, and power
outages. Old Man Winter you win! We give up.
Our relatives in Florida are thrilled, anticipating increased property values as anyone in
their right mind, who doesn’t have to live like
this, heads south to the tropics. Well, we’re not
moving, but we’re also not amused anymore.
It seems like every day when driving is possible we’ve headed up the
street to the local Safeway. The only thing worse than getting snowed
in is to be trapped without supplies. Just a few days ago, I (Deb) darted
into the store for a quick few things. Among them was a big stuffed
bulldog that was just the perfect Valentine’s present for a friend. Essential?
No, not really, but humans can’t live by food and toilet paper alone,
and this dog just screamed out my friend’s name. There’s nothing
wrong with spreading some cheer amid the dismal dark winter. I had
just a few things in my cart so I hopped right into the express
checkout. I really was pressed for time that day, and I was within my
rights to be where I was.
As I waited for the folks ahead of me, I saw the line growing behind
me. I turned around, and there was a very old man standing with his
cart. He was hunched with age. His face was lined, no doubt from
years of farm work. His hands were bent and scarred from having
worked with them all his life. He could easily have been in his 90s. I
really did need to get going, but good manners and respect for my
elders kicked in, and I asked the man if he’d like to go ahead of me. He
just shook his head without a word. Then I felt him nudge me with his
shopping cart a couple of times, and when I turned around, he smiled.
“I thought stuffed dogs were only for little girls,” he flirted. I told him
they can also be for big girls who never really quite grew up. It was a
pleasant little exchange.
As I left the store, thinking about this encounter, I remembered a story
about my own elderly father. Daddy came from the bank one day
hopping mad. “Those girls at the bank said I was cute,” he announced.
I chuckled and said, “Well, you are, Daddy. You’re actually adorable.”
His sky blue eyes flashed as he replied, “Sweetheart, 40 years ago not a
woman on Earth would have used the word ‘cute’ to describe me. I
fear they think the tiger has lost his teeth.” Sure, Daddy, well into his
80s was mostly kidding, but not entirely. It must have still surprised
him that the world looked at him and saw an old man. I’m old enough
now to know that in our hearts we never see that change. Did I insult
the old man in the food store? I don’t know, but I’m glad he still had it
in him to flirt a little bit with a younger
woman. I’ll still ask older people behind me if
they’d like to go first, but I will drop the “sir’
or “ma’am” that might sting in ways I never
intended. At least that how it seems from
Where We Sit.
Deb and Brad Schepp
[email protected]
18 March 2014

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