A guide to help you grow your operation with the right
Transcription
A guide to help you grow your operation with the right
Spec smart A guide to help you grow your operation with the right new or used truck Brought to you by the editors of Truck News, Truck West and Motortruck Fleet Executive LIGHTWEIGHT ENGINEERING DESIGNED TO BULK UP PROFITS. INTRODUCING THE NEW MACK® PINNACLE ™. TAKE A TOUR AT WWW.MACKTR UCKS.COM ©2006 Mack Trucks, Inc. All rights reserved. 2 spec smart ALL SCIENCE. NO FICTION. Introduction s Contents Welcome to SPEC SMART, our guide to spec’ing new and used trucks. Click here for a quick video tour of what you can find inside. 4 F inding the Right Spec’s We go cross country to find out what you consider most important when buying new iron 8 riving Demands D Looking for a truck that maintains value and retains employees? Consider what the drivers want. 11 Equipment Tests 12 Recommended References The manuals used to maintain trucks could help to refine the spec’ing process 16 Shopping for Used Trucks A step-by-step guide 20 0 steps towards a better full service lease deal 1 Getting the most flexible deal for your money means going into the lease armed with a few good pointers 24-30 New Product Introductions s This play symbol indicates a click-through link to video coverage This arrow symbol indicates click-through links to additional information spec smart 3 Finding the We go cross country to find out what you consider most important when buying new iron By Harry Rudolfs 4 spec smart right spec’s W hat do multiple truck and smaller fleet owners want when they’re spec’ing a Class 8 truck? I decided to ask them by conducting a brief survey across the country, including long- and heavy-haul, dumps and reefers, regional rigs and city tractors. Fuel mileage, horsepower, overall cost, looks, versatility, driver comfort and resale value all figured into the equation. So much depends upon the application, but saving money at the fuel pumps was high on the list. “Fuel mileage is the name of the game these days,” says Rick Albert who owns four trucks in Oshawa, Ont. “I’d get as slippery a truck as possible, extended fairings, whatever aerodynamic package you can get. ” Albert’s trucks run general freight around Ontario, from Windsor to Ottawa and Montreal, so he’s not looking for a lot of power. “I’d go with the DD15 Detroit, probably 475 horse, but I could probably make do with 430. You don’t need more than that hauling 40,000 lbs. I’d probably want a 3.90 rear end, but I have one truck running around the city with 4.11s.” Joe Tavares has eight trucks on with MacKinnon Transport of Guelph, Ont. Every one of his trucks is “slippery.” Most of them run dry vans and cover a large triangle: Ontario to western Canada, dropping down into the States, then back to Ontario. “Fuel mileage is one of the biggest things for me,” he says. “As a broker, I can’t control the price of diesel or the freight rate. But to stay competitive you have to do everything you can to keep money in your pocket. If you’re not getting 6.2 to 6.3 miles per gallon it’s hard to make a dollar with general freight.” Tavares has done his own research and owned every make of North American truck. “I’ll probably get a Freightliner next because I’ve got one of everything else.” His spec’s are interesting because he’s buying the next truck for his long-distance drivers who run out west. “I’ll probably go with the 435 horse DD15 and 3.53 rears. This combination should give the best fuel economy across the flats, and pull decent enough up and down the mountains without over-revving the engine,” says Tavares. So far he’s had good results from the Eaton Fuller automatic 13-speed in his Volvo, so he’ll go with that transmission again. Tavares also claims greater fuel savings (10% or more) after installing super-single Michelin X-Ones and will have them installed on the new truck. Driver comfort is important to his drivers so Tavares wants a 78-inch bunk. “My drivers spend a lot of time on the road so I usually upgrade the interior package: fridges, spec smart 5 going wide Why more fleets, and even owner/operators, are looking at wide-base tires s a work station table and a heavy duty inverter so they can run their toasters or whatever.” But for Simeon Brubacher, who runs his trucks a little heavier down the road than Albert and Tavares, fuel price isn’t the only consideration. His company, Marwall Transport of Elmira, Ont., pulls concrete and lumber on flat decks and B-trains, often with maxed-out loads. “I go more for looks and power than fuel mileage, even though I know that’s not the way you’re supposed to be,” he says. “I’m more old school; I like the look of the Pete 389.” Like many Cat fans, he’s disappointed that the manufacturer no longer makes a big engine. “I suppose I’ll go with a Cummins, something around 500 horsepower.” For a transmission Brubacher likes an 18-speed Eaton although he admits he almost went automatic with his last truck. “I want double lock-up rear axles because we go into a lot of construction sites,” he says. For driver comfort he’s happy with a 63-inch walkin bunk equipped with a Webasto bunk heater. He also wants power windows and power doors and tells me the Paccar GPS system has come in handy from time to time. 6 spec smart When it comes to tires, Brubacher puts Michelin XZA2s on the steering axle and Bridgestone EL 736s on the drives. He doesn’t go for much extra chrome or running lights, “but we put rear lights up on the headache rack so you can see the tractor lights when you’re empty.” Developing a Class 8 spec’ for your business can take some experimenting to get the right fit. B. Reynolds Trucking of Port La Tour, Nova Scotia, specializes in moving frozen seafood around the Maritimes and New England. Richard Reynolds tells me they prefer a longer 260-inch wheelbase because of the closeness of the reefer unit on the front of the trailer. The front ends of the tractors are also spec’d out a little heavier: 13,200 front axle accompanied by 40,000 rears. Looking for a heavy hauler, I came across Mariel Vachon and his son Mario, who own and run the Husky Road House restaurant in Cochrane - but they are also truck owners. At one time they used to have more than a dozen trucks hauling logs and wood chips. But these days they’ve only got a couple on the road. “Just to keep my permits active,” says Mariel. But when Vachon goes looking for a new trac- tor he’s looking for something big, “550 to 600 horsepower and an 18-speed transmission,” he says. “They make the passing lanes up some of the hills, but for today’s trucks, even fully-loaded, there are no more hills. Many of them can go 105 km/h up or down the hill.” Spec’d out for the highway and the bush, he’d take a 16,200 front and 46,000 rear ends. “Still light enough for the road, but able to handle bigger loads off road, too,” he says. Vachon thinks a double frame would be a good idea. “It makes the truck more versatile, you could also use it to pull a float trailer.” And moose catchers are essential if you’re running anywhere north of New Liskeard. “A collision with a moose can cost you $25-30,000,” he says. I wanted to include a vocational Class 8 customer in the mix, and I found Keith Watters in Winnipeg, Man., who owns KRW Enterprises and three Macks. Manitoba has some of the most restrictive weight regulations for tandem dumps, limiting them to 24,300 kg gross. Watters could go with a smaller Class 8 truck but he prefers his full-size Macks. “I don’t think those smaller trucks last as long; I want to keep my trucks as long as I can.” Watters specifies 16,000 fronts and 40,000 rears. He’s also a fan of the Mack 350-hp engine with a 13-speed transmission. He would consider going to the automatic Allison six-speed transmission with his next truck if it was to only work on hard packed surfaces, but he still needs a clutch at times when drawing sand and gravel. Watters also mentioned that he’d equip his next truck with dual steering boxes to make steering easier for a female driver. Peter Tensen’s tractor business in Edmonton is mainly focused on city work. Sonic Transport is solely a tractor service that provides truck and driver for local duties, whether it’s P&D, delivering containers or contract work. As such, Tensen’s requirements are different from regional or highway carriers. “You don’t read a lot in the trucking magazines about city trucks, most of the talk is usually about highway trucks, but for city work we have different requirements,” he says. “For one thing, when you’re running a tractor service, you keep them longer; when choosing a truck you’re basically looking for the best cost.” Tensen says you don’t need a lot of extra features to pull trailers or tridems around the city. But he wants enough power for the heavy loads on the short haul. “I go with a large motor, 475- to 490-horsepower, and the standard 12,000 front and 40,000 rear axles. Most of my fleet is day cabs,” says Tensen. “When you’re running around the city there’s no reason for a bunk, but I did take four trucks with sleeper with the last order mostly just to keep a few drivers happy.” A few years ago, Jensen made a fairly radical change when he closed his in-house repair shop and went to a full-service lease. “You can lease anything you want but cost really determines it. Leasing companies are in a better buying position with certain manufacturers. They can leverage that buying power to get a better deal.” Tensen also thinks that lessors can be better maintenance providers, since they’re used to dealing with the OEMs, and can get parts and warranty issues resolved quicker. But spec’ing a new Class 8 truck is serious work, Tensen adds, as they are the life blood of any trucking business. “You have to research the truck manufacturer and the quality of the engines,” he says. “Some years some engines have SS lot of problems, other years they don’t.” Get Better Work Trucks By Writing Better Specifications spec’ing the right tires By Robert Johnson Tire spec’ing has evolved in long-haul applications. How to properly spec’ vocational trucks. By Carroll McCormick spec smart 7 Driving demands Looking for a truck that maintains value and retains employees? Consider what the drivers want. By John G. Smith 8 spec smart F leets need to consider a long list of factors when spec’ing a truck. The choice of engines, transmissions and even tires can play a role in fuel efficiency; the weight of individual components can influence the size of payloads; and, the expected lifespan of each component will affect ongoing maintenance costs. The human factor deserves some attention of its own. Decisions made in the name of the driver will play a key role in everything from employee retention to the residual value of a truck, speakers stressed during the Technology and Maintenance Council’s (TMC) annual general meeting. “And sometimes what they want is different than what they need,” noted Frank Bio, product manager for Volvo Trucks North America. The needs and wants will vary depending on the demographics of the drivers that a fleet hopes to reach. Manufacturer surveys show that aging drivers – who dominate much of today’s available pool of employees – tend to dream about the look of a classic truck, complete with all the added chrome and gauges that can fit into the dash. In contrast, younger drivers appear to be looking for more car-like amenities, along with multi-function displays that offer everything from GPS-generated maps to mileage, idle time and tire pressure. At the very least, the decisions made about the interior of a truck will affect the vehicle’s value as a rolling office and living space, said Dr. Josef Loczi, manager of human factors for Daimler Trucks North America. “These are the things you have to consider when you design your truck and where you buy it.” The size of the truck will certainly make a difference in driver comfort. Trucks that measure 120 inches from bumper to back of cab will tend to offer more belly room behind the steering wheel, stressed HJM Fleet Management’s Herman Miller, who began his own career behind the wheel. “Some of the (dimension) is for hood length, but some of it allows the cab to be bigger, too.” “When you spec’ a truck, look at all the adjustability you can get because one driver does not fit all,” Loczi added, referring to the importance of factors such as wider seat pans and adjustable steering columns. Indeed, there can be a big difference between obese male drivers and their smaller female counterparts. The comfort is not limited to the space alone. Drivers will appreciate seats with multi-channel lumbar supports, inflatable bolsters, and swivelling designs that offer easy access to the sleeper. A built-in massager can make a difference as well. “They’re sitting there in that position all day long,” Miller reminded the maintenance managers. Drivers will also want to see tools that improve visibility, he added. Heated and remotecontrolled mirrors help eliminate the blind spots that might exist with traditional fixed mirrors, as will mirrors mounted on the fender and hood. The room behind the driver’s seat will be particularly important to those who need to use it as a living area. “The flat-top sleeper is just about history,” Miller observed. “In resale, nobody wants it.” The driving veteran also stressed the importance of a high-quality mattress in the bunk. “We certainly spend a lot on mattresses in our home. It’s funny we only spend $100 for mattresses in a truck,” he said. Several speakers stressed the importance of available storage, whether it is to hold personal items, cell phones or travel cups filled with coffee. “You can never put enough storage in a truck,” Loczi insisted. “If there’s an option for additional storage, buy it.” His advice extended to the addition of an upper bunk even if a truck has a single driver: “They will use it for storage.” When it comes to the drivetrain, Miller spec smart 9 s O/O of the year What does it take to be a successful owner/operator? Hear it from someone who knows, the 2010 Truck News Owner/Operator of the Year. appears to believe that bigger is always better, listing preferred spec’s such as a 15-litre engine, engine retarders, a minimum of 1,650 lb.-ft. of torque, an automated or automatic transmission, automatic traction controls and locking differentials. “(Drivers) love having all the gears, but they only want one gear to pull up the hill,” Bio added. Options such as engine brakes, aluminum wheels, exterior sun visors or varied colours may seem like an added cost, but Bio referred to the way they can increase resale values. The 500-hp engines and manual transmission are in high demand, unlike the vehicles with single drive axles or single bunks. “You really never know what the equipment costs you until residual costs are considered,” noted Jerry Warmkessel of Mack Trucks. The panel also seemed to agree that, while many fleets prefer white trucks, drivers will also tend to be drawn to distinctive paint jobs and finishing touches. “Drivers like a good looking truck,” stressed Miller. To him, the enhanced look of bright 10 s p e c s m a r t bumpers, mirrors, brackets, exhaust pipes and guards should not be forgotten. As valuable as any of these additions seem to be, Thomas Newby reminded the crowd that every decision needs to consider the fleet’s operating model. Depending on schedules, it may actually make more financial sense to house drivers in a hotel rather than build a dream sleeper, said the director of field maintenance for Old Dominion Freight Lines. And while AGM batteries might answer the call for increasing hotel loads, their cost also have to be considered alongside specialized maintenance equipment. Even the choice of a tandem drive can add two to three cents per mile to the cost of running a truck with a single drive axle. “If I do have to over spec’, how will I pay for it?” he asked, referring to one important question. And there is another factor that will always affect the resale value of a truck, no matter what has been added in the way of options. “A million-mile truck is a million-mile truck,” he SS said, “no matter what you hang off it.” Equipment Tests Click on the images below for a full report mDrive Truck: Mack Pinnacle Day Cab Engine: Mack MP7* Transmission: Mack mDrive UltraShift PLUS Truck: Mack Pinnacle CXU 613 Engine: Mack MP8* T700 Truck: Kenworth T700 Engine: Paccar MX 13L* and Cummins ISX 13L* Transmission: Eaton UltraShift Plus Cascadia Truck: Freightliner Cascadia Engine: Detroit Diesel DD15 Transmission: Eaton UltraShift Plus Transmission: Eaton UltraShift VN780 ProStar+ Truck: Volvo VN780 Engine: Volvo D13* Transmission: Volvo I-Shift By James Menzies Truck: International ProStar+ Engine: International MaxxForce 13 (0.5 g NOx)* Transmission: Eaton Fuller 13-speed By Harry Rudolfs * Denotes EPA2010-compliant engine spec smart 11 NANAIMO MACK Nanaimo, BC 250-758-0185 www.nanaimomack.com NORTRUX INC. Calgary, AB 403-279-3000 www.nortrux.com REDHEAD EQUIPMENT Saskatoon, SK 306-221-4996 www.redheadequipment.ca MACK MANITOBA Brandon, MB 204-727-2549 www.mackmanitoba.com PACIFIC COAST HEAVY TRUCK GROUP New Westminster, BC 604-888-5577 www.pchtg.ca NORTRUX INC. Edmonton, AB 780-452-6225 www.nortrux.com REDHEAD EQUIPMENT Swift Current, SK 306-773-2951 www.redheadequipment.ca ALL NORTH TRUCK CENTRE Lively (Sudbury), ON 705-692-4746 www.allnorth.ca NORTRUX INC. Grande Prairie, AB 780-532-1290 www.nortrux.com REDHEAD EQUIPMENT Lloydminster, SK 306-825-3434 www.redheadequipment.ca ALL NORTH TRUCK CENTRE North Bay, ON 800-201-5425 www.allnorth.ca NORTRUX INC. Red Deer, AB 403-342-2187 www.nortrux.com REDHEAD EQUIPMENT Estevan, SK 306-634-4788 www.redheadequipment.ca ALL NORTH TRUCK CENTRE Sault Ste. Marie, ON 519-421-0550 www.allnorth.ca REDHEAD EQUIPMENT Regina, SK 306-536-0098 www.redheadequipment.ca MACK MANITOBA Winnipeg, MB 204-772-0316 www.mackmanitoba.com MID-ONTARIO TRUCK CENTRE Barrie, ON 705-722-1122 www.macktrucks.com/ MidOntarioTruckCentre PACIFIC COAST HEAVY TRUCK GROUP Kamloops, BC 250-374-3883 www.pchtg.ca BABINE TRUCK & EQUIPMENT Smithers, BC 250-847-3981 www.babinetruck.com BABINE TRUCK & EQUIPMENT Prince George, BC 250-562-7422 www.babinetruck.com 12 s p e c s m a r t ® Visit a Mack Dealer Today! MID-ONTARIO TRUCK CENTRE Maple, ON 905-889-9822 www.macktrucks.com/ MidOntarioTruckCentre 401 TRUCKSOURCE Maidstone (Windsor), ON 519-737-6956 www.macktrucks.com/ 401trucksource LONDON MACK London, ON 519-649-1771 www.mack.on.ca CAMBRIDGE MACK Cambridge, ON 519-653-7161 www.mack.on.ca STONEY CREEK MACK Stoney Creek, ON 905-561-4565 www.mack.on.ca PERFORMANCE EQUIPMENT Mississauga, ON 905-564-8333 www.mack.on.ca CAMIONS LOURDS de MONTREAL Dorval (Montreal), QC 514-735-5111 www.camionsmontreal.com LOUNSBURY TRUCK CENTRE Hanwell, NB 506-459-1204 www.lounsburys.com DURHAM TRUCK & EQUIPMENT Ajax, ON 905-426-6225 www.durhamtruck.com CAMIONS LOURDS de MONTREAL Anjou, QC 514-353-6225 www.camionsmontreal.com LOUNSBURY TRUCK CENTRE Moncton, NB 506-857-4345 www.lounsburys.com SURGENOR TRUCK GROUP Ottawa, ON 613-745-0024 www.surgenortruck.com CENTRE du CAMIONS STE.MARIE Saint-Hyacinthe, QC 450-796-4004 www.camionstemarie.com MACKAY’S TRUCK CENTER Truro, NS 902-895-0511 www.mackaystruckcenter.ca SURGENOR TRUCK GROUP Kingston, ON 613-548-1100 www.surgenortruck.com CENTRE du CAMIONS STE.MARIE Drummondville, QC 819-472-3317 www.camionstemarie.com MACKAY’S TRUCK CENTER Dartmouth, NS 902-481-9040 www.mackaystruckcenter.ca CENTRE du CAMION THIBAULT Rouyn-Noranda, QC 819-762-1751 www.thibaultchev.com MACK STE.FOY Ste. Foy (Quebec), QC 418-651-9847 www.mackstefoy.com HICKMAN MOTORS St. John’s, NL 709-726-2750 www.hickmanmotors.ca spec smart 13 Recommended references The manuals used to maintain trucks could help to refine the spec’ing process By John G. Smith T he Recommended Practices that have been developed by the Technology and Maintenance Council (TMC) are widely considered to be the final word in many service bays. Known more by the abbreviated “RP,” these documents detail the practices that should be followed when repairing just about any component or system on a truck or trailer. They have even made a mark on US regulations, now that new emission-controlling rules reference an RP for diagnostic tools. Still, many fleets are overlooking one other use for the massive tomes. The same information used to repair a truck could also support the spec’ing process. Recommended Engineering Practices (with blue covers) help designers and engineers build more maintenance-friendly trucks, and the Recommended Maintenance Practices (the red books) improve the maintenance of trucks that are already on the ground. Those who are ordering equipment can simply reference RPs which address their specific needs. “It makes your specifications for your vehicle very precise,” says Jerry Thrift, senior manager of new product development at Ryder System. “If you include the (RPs) you want to use in your specifications, it gives you a better specification for your vehicle, and there is a lot more detail in doing so.” His comment about “detail” could be an understatement. By referencing the code for a specific standard, buyers can establish the standards for everything from pneumatic brake balance to the selection of torque rods and the ability to replace a blower motor in less than 30 minutes, says Ron Szapacs, Air Products and Chemicals’ maintenance specialist – power vehicles. “If you list the six letters and three numbers (to identify an RP), you can eliminate the next three pages 14 s p e c s m a r t in your spec’,” he adds. “You eliminate so much paperwork, yet you don’t lose any detail.” The added advantage is that the RPs are developed with feedback from all related manufacturers, engineers and users. Many are created through joint committees including TMC and representatives of the Engine Manufacturers Association, Truck Trailer Manufacturers Association, and Society of Automotive Engineers. In each case, any disagreements have to be addressed before a document is published. “If you could hire somebody to write an RP for an electrical system, who could you better pick?” Szapacs asks. Carl Tapp, vice-president of maintenance for PAM Transport, cites the example of the RP that governs battery cables and how it can be used to prevent many future challenges such as voltage drop. While a battery box can be mounted on both sides of the cab, under the sleeper or between the frame rails, the related wiring will need to account for specific distances to the starter. “Ohm’s Law doesn’t change when you move the battery,” he says. It’s why he asks his suppliers to deliver new trucks with a printout that proves the standards of that RP are met. “If something comes up down the road and you find out they didn’t do it, you can at least have some kind of resolution discussion on your behalf,” Tapp added. Larger fleets undeniably have more influence when making requests like these, but Thrift stresses that fleets of every size should be referring to the documents. “If all users started using these RPs and using them to spec’, guess what? You’ll get what you’re looking for,” he told a crowd of maintenance managers. “The OEMs want to build a better truck. Sometimes they SS need a little help.” humberview TRUCKS 3 NEW ISUZU N-SERIES is North America’s 4 Isuzu n Best selling Low Cab Forward 4Humberview is the Largest n Volume Isuzu Dealer in Canada 4Fuel Efficient Gas or n 60 units with or without 4 Over n Bodies available Diesel Engines for Dump Body, Van Body, 4 Good n Rolloff, Flatdeck etc. 4 Payloads up to 10,000 lbs. n 4From $33,999* n se G Licen *Price based on New 2012 Isuzu NPR 109” W.B., Gas Engine, Automatic 416-734-4100 • 1-888-806-6021 58 Fieldway Road, Etobicoke Ontario M8Z 3L2 humberviewtrucks.com spec smart 15 Shopping for used tru A step-by-step guide B uying a truck is a very complicated process. You need to make sure you have the right tool for the job. That’s hard enough when you start with a clean sheet, but when you’re in the market for a used truck it gets even more difficult. It can be a real gamble with disastrous consequences if you get it wrong, on the other hand, you can be a big winner if you get it right. It doesn’t matter if you’re a first-time owner/operator, an existing owner/operator or a small fleet owner – the fundamentals are the same. You need to get the right piece of equipment for the job you need it to do. This is where a lot of mistakes are made. Emotion takes control – it’s only natural – and lots of people buy far too much truck. 16 s p e c s m a r t rucks Set a budget First of all, you need to identify your budget and then you need to work out exactly what you need to do the job. If you’re running light loads across the Prairies, you don’t need 625 hp and an 18-speed. Likewise, if you’re running Super-Bs in the mountains, 450 hp and a nine-speed are going to be no good. So first of all, you need to find the correct basic spec’s, namely: power rating; transmission; and rear ends. Once you’ve done that you can then fine tune it a little. For example, if you’re running flatbed, can you get away with a flat top or mid-roof? The condo may well offer extra living space, but it will affect fuel mileage when pulling a deck and fuel mileage can make or break you. On the flip side, the condo will be better aerodynamically when pulling van or reefer trailers, so if everything else stays the same, it will earn you more money. Choosing a brand Now the easy part is done - you’ve identified the basic truck that your operation requires - and the difficult parts come next. The first may not be difficult at all, but it needs to be given a lot of attention. Exactly which brand do you buy? This may be easy. You may currently By Mark Lee run a small fleet of trucks from one manufacturer, you may just favour one make over all others or it may even be that you’ve always dreamed of owning a particular truck. Whatever the case, don’t let your heart rule your head. Remember, this is a business decision first and foremost. Other things may take priority over your personal preferences, for example, the fleet you lease to may have good labour rates at its shop but they’re standardized on one particular brand. Or, maybe you can get access to some good discounts through them. During the lifetime of the truck you will be spending money maintaining it, so things like this need to be taken into consideration. Finding the right truck Now, you have to find the truck that’s right for you. You’ve identified what you need, brand, model, power rating, transmission and rear ends - so it should be easy, right? You just go to the closest dealership and write a cheque? No, that’s still a long way off yet. There are a number of things that now have to be decided: do you buy a nearly new truck, one that’s halfway through its life or one that is almost worn out? For some of you, the first one or two options may not be possible, but assuming you have the money for a nearly new spec smart 17 truck we’ll start there and work our way down through the options. Nearly new The option of a nearly new truck can seem very attractive. The trucks available may still have some manufacturer’s warranty left on them, they will have lower mileage and will be in pretty good shape and they’ll have that all-important curb appeal. But they’re not always without their problems. The warranty may cover parts and labour in some cases, but it doesn’t pay downtime and trucks have become increasingly complicated in recent years, mainly due to tightening emission regulations. The trucks that conform to the EPA07 regulations are statistically more likely to suffer breakdowns than pre-emission trucks. As with most new technology, it sometimes takes a little while to iron out the kinks. Middle-aged trucks Next on the list are the trucks older than three years, but not yet at the end of their working life. Built after 2003, they will also have some emission controls, so they too can be troublesome, but less so than the newer models. While thorough research can help you find a truck that doesn’t suffer from EGR- or DPF-related issues, you can’t eliminate the risks entirely. But if you use due diligence you can reduce that risk considerably. There are several important steps you need to follow to make sure you don’t end up with a lemon. First thing is to get a full ECM report. Check out everything on it, look for idle time, average speed driven, average shift speed and fuel mileage. A quick look at these items can tell you a lot. If the truck has been thrashed, walk away. If it has a really high idle percentage, walk away. If the fuel mileage is low, walk away. Check out any maintenance history. If the truck has been in the shop with repeated problems, walk away. More useful information can be gleaned from taking oil samples from the engine, transmission and rear ends. Ideally, the truck will not have been serviced recently so the engine oil has a few miles on it when you take the sample. Get a sample tested by a lab. The engine manufacturers all offer this service and the results can tell you a lot about the health of the components. Mechanical inspection If all that comes back good and you’re still interested in a particular truck, get a mechanic to give it a good going over. Check that it has been greased and that suspension bushings are in good shape. Healthy, greased components indicate that the truck has been looked after. If it hasn’t, walk away. So it passes all the tests so far and you’re still interested. Next thing is to hook up to a dynamometer and check for blow-by. This will give you an idea of the health of the internal components. The actual values will differ depending on the engine and the mileage, so listen to the technician. If it’s worse than it should be, walk away. Next, check power to the ground. A healthy engine should be putting at least 80% of its rated power through the rear tires. If it isn’t, then something isn’t right and it’s time to walk away again. If it passes all of those tests, then you’ve found your new truck - once you’ve negotiated a good price, of course. But we’ll come to that later. Well-used trucks First we have to deal with the well-used truck. As these will be almost worn out, it isn’t worth Choosing the Right Used Truck By Harry Rudolfs What to consider when shoppping for a used truck. 18 s p e c s m a r t option well worth considering, especially if there are no vehicle age limits placed on your operation. If you do go for this option you don’t want to go too old. Engine manufacturers were at the top of their game just before emission controls diverted all their attention away from efficiency, so a turn-of-the-century truck is probably the best way to go. going through all the time and trouble – not to mention the expense – of making all of the aforementioned checks. For these older trucks, I would recommend a check over by a mechanic and maybe an oil sample, just to make sure that it isn’t about to suffer a major component failure. Other than that, there’s not much more you can do, although the fact that it has survived so far is encouraging. If it was a lemon, it would have found its way to the junk yard a long time ago. Glider kits If the newer technology worries you and you don’t want to run around in an older truck waiting for it to gasp its last breath, there is another option. You can do a glider kit of sorts. This way you can really tailor the truck to suit your needs. You need to find a donor truck and then you have the starting point. It doesn’t even need to be a runner as you can refurbish almost every part, but the more you have to do, the more money you’ll spend. You can build an engine to your spec’s, have the transmission and rear ends you want and do a little custom work along the way, making upgrades to various components to both lower maintenance costs and improve efficiency. It’s an A personal decision Having taken all the above into consideration, you should now have selected a truck that’s a good fit for your application with technology that makes you feel comfortable. For my own operation, which is van/reefer work throughout Western Canada and the 48 states, I’d purchase something along the lines of this: I’m a big fan of the classic, so I would get a pre-emissions (EPA07) Pete 379 with either a 6NZ Cat or 60 Series Detroit. I’d run 2:79 gears with a single-over 18-speed, so I could cruise at an economical 100 km/h in 17th (direct) and have 18th (overdrive) available if I needed it. It would get decent economy and my maintenance costs would be at the lower end of the scale. But remember, everyone’s preferences and work situation is different, so choose a truck with which you feel comfortable. Talking price Whichever route you decide to go, you’ll come to a point where you have to hand over your hardearned money. This is where the art of negotiation comes in. If you’re buying from a dealership, don’t just concentrate on getting the lowest price. What you want is the best value for your money. You may be able to knock a grand or two off the sticker price, but paying the sticker price and getting new rubber all around or having the truck painted in your colours may save you even more in the long run. You have to look at each case differently, but in all cases if you don’t ask, you won’t get. Remember, you can always increase your offer. Truck dealers do this day in and day out. Make them work hard for their money; turn things around so that they sell you a truck, rather than you buying the truck from them, and don’t ever be afraid to walk away. Buying the wrong truck could cost you a lot more SS than you think. spec smart 19 10 steps towards a better full service lease deal Full-service leasing companies offer a wide array of competitive services but getting the most flexible deal for your money means going into the lease armed with a few good pointers By Lou Smyrlis 20 s p e c s m a r t 1) Nail the lease versus own decision Full-service leasing allows companies to be able to concentrate on their core competencies outside of running the fleet. Leasing can provide fixed, predictable payments rather than variable rate financing as occurs on some purchasing. Under a lease, the statement can show operating lease payments as a monthly expense rather than longterm debt on the balance sheet, freeing up capital within the company to reinvest elsewhere. Essentially, full-service leasing is an unbundling of the transportation function. But not all leases are created equally, so fleet managers should be able to see the cold hard facts in a numbers analysis. Leasing companies have software that helps crunch the numbers in the lease vs. own decision as well as compare different types of leases. For example, when weighing owning vs. leasing, the software will divide truck ownership into different components: financial, depreciation value, and administration costs. The program will also go over management costs, fuel costs and preventive maintenance and regular maintenance. If you have your own numbers, that’s even better. You can plug those in too. Full service truck leases, unlike most other purchases or straight finance leases have many variables which is why a lease vs. own analysis is so critical. 2) Know your own costs When weighing your lease vs. own options, it’s important to first take a thorough inventory of your costs. Leasing experts will tell you that many fleet managers do not know their true transportation costs. This is particularly so if the leasing decision is driven by the CFO, who may be more in touch with cash flow than operational costs. Maintenance is one area where costs don’t tend to be captured as well as they should. For example, tires may not be included in the cost of maintenance and so when the cost calculations are done, they may not include tire costs of say 1.5 cents per mile, which can be significant. So focus on the extra costs that may not be as transparent. If you are not sure how all your costs will be factored in, don’t be afraid to ask questions. And be wary if the lessor doesn’t do the same. 3) Be clear about maintenance It’s a given that fleet maintenance will automatically eat up both time and money but how much can vary. Full service lease programs can have standardized repair costs across North America built in to the agreement so that if repairs have to be done in another province or state, there are no nasty surprises. Also, make sure you are well-informed about service schedules. Look for a maintenance program that covers your operation completely and includes inspections that keep breakdown costs down. You should be notified when the equipment is due in for servicing. A full-service lease should also respond to your maintenance concerns for both preventive and reactive maintenance. When you do need emergency road service, look for 365 days a year availability, 24 hours a day. The average response time for service (across the choice of vendors), outside of the remotest lanes and the worst weather conditions, should be at or under two hours. Look for a leasing company that has set up a computerized network of vendors that can respond to your service needs, and make sure that the leasing company will vouch for that vendor. Your lessor should have a road service track record that can be documented in print, not just verbally. A superior full service lease supplier should provide documentable evidence which proves that the average downtime for spec smart 21 To Lease or Not to Lease By Julia Kuzeljevich Weighing the pros and cons of fullservice leasing in light of costly new emissions requirements. Lenders Say They’re Open for Business By Ingrid Phaneuf Have finance companies finally loosened their lending criteria for new equipment purchases? Four Takeaways from Tax Season By Scott Taylor Lessons learned from Canada Revenue Agency. Meal Deduction Rates Make 2011 a Year to Incorporate By Scott Taylor Why owner/operators may want to take a hard look at incorporating their business. 22 s p e c s m a r t a truck requiring emergency road service is under two hours. Another issue is substitute vehicles. Make sure your leasing company will arrange substitutes for you as quickly as possible. And consider the proximity of the leasing company’s maintenance facility to your location. If you have to travel a long way to your leasing company, that will cut into your savings. 4) Build flexibility into the payment structure Have a plan about what kinds of flexibility you may want built into your lease in future, and bring up these needs at the initial discussion with the lessor. A leasing company should be willing to build flexibility into your payment structure, and to work with you on any specific needs. For example, if your business is seasonal, can your payment schedule work around this? Locking into a longer lease on equipment you may need to change can be another risk. So look for some flexibility on upgrading or swapping within the lease. Payment plans are normally within 1216 months. Some are stretched over seven or eight years. But it’s not often you’re going to have lease arrangement beyond five years, because things change and need to be upgraded. 5) Shop for extras and value-adds If you are deciding between different leasing companies as a first time lessee, or looking to move from one company to another, what sorts of value-added services does your business need to enhance the deal? Value-adds can include things such as an unlimited truck washing program. Standardization of service is another potentially important value-add. In the end, it’s all about taking the headaches away from the lessee. 6) Insist on assurances for quality A typical lease is a long-term relationship and a major financial transaction. A typical lease term lasts about five years, and a good percentage of leases get renewed, so you’re looking at a good fifteen years of building a solid business relationship with your lessor. Receiving good customer service is of paramount importance. Signs of good customer service include a willingness to assign an account manager to you so you always have one person they can talk to. Beyond personal relationships, consider what kind of guarantees you are provided on paper. Ask what kind of quality assurance the lessor provides. Does the company have a customer audit and customer service program? Does it have a requirement to see you every month to ensure there are no concerns? Does the company have a customer orientation meeting? Does your lessor or prospective lessor provide satisfactory feedback on issues such as data reporting and fuel efficiency? Lastly, does the leasing company have a measurement system in place? The leasing company should be able and willing to measure every aspect of its performance to the fleet and provide a fully documentable "report card" showing how it is performing. the life of the lease and beyond. Watch out for underspec’ing. When there are four or five leasing companies competing against each other, some of the companies may bring the price down by underspec’ing. A good leasing company will show an interest in spec’ing right to cover its costs. The right leasing company won’t want you to run the wrong type of equipment just to get your business because maintenance would prove very costly. 9) Be aware of market conditions and deals The slowdown in freight volumes started before the recession and carriers hung on to their vehicles because they didn’t want to renew their fleets during uncertain times. As a result, there are now a lot of carriers with older vehicles they want to move out of their fleet but may have difficulties doing so because of the low trade-in value for those trucks. With leasing, you don’t have to worry about residual value - the lessor does. Although the glut of trucks on the market isn’t the greatest situation for a leasing company, it can work out well for a savvy customer. When leasing companies have a lot of used trucks, they can put together special deals to move them. 7) Understand how outsourcing will impact your employees 10) Get your administrative nightmares looked after Be prepared to deal with employee issues if you are outsourcing maintenance to a third party but keep in mind that when companies go with a leased fleet, the opportunity to run with newer spec’s can be a benefit on the driver retention side. In fact, leasing companies say they’ve found in the past they’ve been able to help fleets retain drivers, and boost driver morale by putting the drivers in the right vehicle. If paperwork on permits and licensing is tying up your valuable time, will your leasing company take on this onerous task for you? A full service lease supplier should offer you relief from administrative burdens associated with transportation services, such as permitting and legalization services, and licensing. Some of the items a fleet manager should insist on from its full service lease provider include state (or provincial) and federal licensing and registrations, vehicle safety inspections, local tax payments, heavy vehicle use payments, fuel tax permitting, fuel tax reporting, emergency permitting, service records compliant (with DOT and Canadian equivalents), hazardous waste issues, and SS audit simulations. 8) Watch out for under-specing When it comes to spec’ing, fleet managers should come to the table with as much knowledge as possible. But a lessor should be able to offer a properly spec’d vehicle for the purpose, and for spec smart 23 New Product Cat unveils much anticipated vocational truck C aterpillar has taken the wraps off a stunning new vocational truck that will be suitable for a full range of vocations. The set-back axle (SBA) Caterpillar CT660 was unveiled to industry journalists prior to Conexpo-Con/Agg and surprisingly, it was painted viper red, a departure from Caterpillar's trademark yellow and black. The new truck was also significantly different in appearance than the International PayStar it was based on, or as Caterpillar officials referred to it as, the "donor truck." "To say everything above the frame rail is new is a fair statement," said Gary Blood, product manager, vocational trucks. "There is very little carryover inside the interior. We even did things like, we didn't like how the window lift worked so there are 24 s p e c s m a r t now two window lifts per door." Attention to detail was the theme during the CT660's design process, which included heavy consultation with customers. Cat wasn't afraid to deviate from industry norms with its debut model. The tired wood grain paneling so often found on truck dashes has been replaced with brushed aluminum, giving the interior a modern look. Cat also integrated the speedometer and the tach into a single gauge to better utilize dash space. The glove box has been replaced with a removable storage bin. And drivers of all sizes will find a comfortable place to rest their left elbow: a folding armrest, the door handle or for taller drivers, the window sill. The CT660's exterior is equally unique. It has a threepiece stainless steel bumper that's easy to repair. The end pieces will bend back 180-degrees before causing damage to the centre section. Composite plastic fender sections are damage-resistant and easy to replace. The honeycomb grille is framed by a stylish three-piece stainless grille surround. The cab is aluminum, saving about 250 lbs compared to steel, Blood noted, and the sloped hood affords excellent visibility. Visibility is further enhanced with optional convex mirrors over the doors, which were favoured over a Fresnel lens inside the door since they can fill with water or become obstructed by items inside the cab. Cat officials also said the CT660 offers a best in class turning radius. "We have touched every panel on this cab. It is not the same cab the parent donor started introductions out with," Blood said. Cat even changed how the mirrors were mounted onto the A-pillars and improved accessibility to the doghouse panel as it Caterpillarized the CT660. Improved door seals and a standard enhanced insulation package make the cab super quiet, Cat officials insisted, although the truck hasn't yet been made available for road tests. Under the hood is a yellowpainted International MaxxForce 11 or 13, rebadged the Cat CT11 and CT13 with a CT15 to come later. Subtle enhancements have been made to make the engines a true Caterpillar, but Blood admitted the engine is not much of a departure from the International base engine. The engines will use advanced EGR and will come in power ratings ranging from 330 to 550 hp (once the CT15 is brought on-line) and torque ratings from 1,450 to 1,850 lb.-ft. The truck will be available with a wide range of manual and automated transmissions, but Cat's own CX31 will be a notable option. The fully automatic transmission has six forward speeds and one reverse gear. Caterpillar will begin taking orders for the CT660 in April and commence production in May with initial deliveries to begin in July. The CT15 will be available in the first quarter of 2012, and Cat has already announced a set-forward axle CT680 will be the next member of the family, available in the first quarter of 2013. Pricing for the CT660 is not yet available and will depend largely on the specifications - but it will be priced like a premium product. A full report on the Cat CT660 will be available in the May issues of Truck News and Truck West. The truck will also be featured in an upcoming episode of our weekly WebTV show, Transportation Matters on trucknews.com. Click here to see video of the unveiling. Click here to see George Taylor discuss why he feels the new Cat truck will be a hit. SS s Bullish bulldog A look at how Mack’s new automated transmission mDrive performs on a serious grade. s p e c s m a r t 25 Get the Castrol Hypuron 15W40 CJ4 Synthetic Blend Advantage! At the core of any high performance diesel engine oil is the base stock. Castrol Hypuron starts with premium semi–synthetic base oils to provide natural advantages over traditional mineral base oils. Hypuron far exceeds the demands of current diesel engine oil specifications API CJ–4 and CI–4 Plus as well as those of Caterpillar, Cummins, Detroit Diesel, MACK, MBE, Volvo and others. Formulated to exceed the latest industry specifications and your expectations: Improved deposit control Better soot management Improved wear protection Better low temperature performance Improved volatility Reduced piston deposits Decreased oil consumption Advanced oxidation control Reduced valve train wear 26 s p e c s m a r t New Product introductions New aerodynamic fairing and enhancements add significant boost to fuel efficiency for Mack’s Pinnacle M ack Trucks, Inc. has unveiled an assortment of product enhancements, including new, optimized roof and chassis fairings for the MACK Pinnacle models, additional fuel-efficient Econodyne ratings for its Mack MP engines and interior enhancements to improve driver comfort and productivity. Mack rolled out redesigned roof fairings for its Pinnacle 70-inch high-rise, 70-inch midrise and 60-inch mid-rise sleepers. The company also debuted stronger, lighter, longer chassis fairings, covering up to a 140 gallon fuel tank - yet costing considerably less than the previous option. Customers ordering Mack Pinnacle model sleepers with improved aerodynamics can expect up to a six percent fuel efficiency improvement, according to Jerry Warmkessel, marketing manager, highway products said. "The new roof fairings are optimized for the lowest possible coefficient of drag and a much smoother transfer of air from the truck to the trailer," Warmkessel said. "The design of the new chassis fairings is simpler, and more aerodynamic. The fuel efficiency improvements achievable with these optimized aero aids and the proven performance of our MP engines with ClearTech SCR positions the Mack Pinnacle among the best in highway fuel efficiency." Warmkessel placed the fuel savings possible by this combination of features at 12.5% and said he believes such savings at a time when fleets are so concerned about rising diesel prices will lead to greater interest in the Mack brand. "We will be in double digit figures in market share in the very near future. I absolutely guarantee it," he said. Building on the fuel saving performance of its EPA 2010 certified MP engines, Mack also announced the addition of four new Econodyne ratings MP7-405E, MP8-415E, MP8445E, MP8-505E -optimized for fuel efficiency without sacrificing power. Through an enhanced fuel mapping strategy, Mack's EconoBoost intelligent torque management system offers an extra 200 lb-ft. of torque seamlessly through the system command. "We found that drivers can significantly increase fuel ef- ficiency by remaining in the top gear as much as possible," said David McKenna, Mack director of powertrain sales and marketing. "EconoBoost initiates at 1300 RPM, providing additional power that allows drivers to remain longer in the top two gears. The engine torque reverts back to the lower profile when the engine senses situations with zero torque input, such as cresting a hill." Further enhancements to the Mack Pinnacle series include an optional one-piece windshield, and an updated Grand Touring trim package with button-tuck vinyl and ultraleather seats that provides drivers comfort and a welcoming environment, at no extra charge over the previous trim offering. Mack also introduced a new twin-steer package for its Granite model heavy duty Class 8 conventional straight truck. Available in axle-forward or axle-back packages, the twinsteer now offers vertical backof-cab aftertreatment - DPF and SCR. Mack's vocational trucks now also feature Body Link III. Designed with extensive input from body builders, the new Body Link III provides a conveniently located under-cab 29 pin connector, cab pass-through boot for a quick and reliable body hookup, and assignable in-cab switches. SS s p e c s m a r t 27 New Product introductions Freightliner introduces new vocational models F reightliner has expanded its vocational presence with the introduction of two new severe-duty models. The 108SD is a 108-inch BBC offering with a 42-inch set-back axle position with axle ratings of 10,000- to 20,000 lbs on the front and up to 46,000 lbs on the rear. It comes with Cummins ISB or ISC power under the hood, with ratings of 200 to 350 hp and 520 to 1,000 lb.-ft. of torque. The larger 114SD is available in either setforward or set-back axle configurations with front axle ratings of up to 23,000 lbs and rear axle ratings of up to 69,000 lbs in tridem configurations. The 114SD comes with Detroit Diesel's DD13 engine as standard, along with its BlueTec Selective Catalytic Reduction (SCR) exhaust aftertreatment system. Power ratings for the 114SD range from 260 to 380 hp and 660 to 1,300 lb.-ft. of torque. During a recent ride-and-drive event, T.J. Reed, director of product marketing told trucknews.com that the SCR system and other components have been tucked up underneath the cab to provide a clear back of cab for easier body upfitting. "We have packed as much equipment up underneath the cab as we can: the aftertreatment system, the fuel tanks, the DEF tanks and the batteries," he explained. The new trucks boast a stationary grille, which allows the hood to be opened without being impeded by front-mounted equipment such as snow plows. 28 s p e c s m a r t Both new vocational trucks have a lightweight aluminum cab, which Reed said is durable enough to often outlive the bodies that will be attached to the trucks. Dump, crane, roll-off and mixer applications are among those well suited for the new Freightliner vocational offerings. Also new to the family is a SmartPlex electrical system that allows for simplified chassis-to-body electrical integration for truck equipment manufacturers. The trucks are ideal for crane attachments with capacities from eight to 50 tonnes, the company announced. "Whether lifting or hauling, uptime is absolutely essential in the boom truck market, and our new line of Severe-Duty chassis will keep our customers on the job earning profit, by providing the most efficient, smart business solution to handle any boom truck application," announced David Hames, general manager, marketing and strategy with Daimler Trucks North America. Freightliner also introduced a new tag line for its vocational products: Work Smart, a spin-off of the company's Run Smart slogan for its highway products. The new 114SD SFA will begin production in the second quarter of 2011 while the 108SD and 114SD SBA to go on line by the end of 2011, Freightliner announced. The May issues of Truck News and Truck West SS will review the new SD family. DEPENDABLE www.dependable.ca Truck & Tank LimiTED BrAmPToN, oNTArio mANufAcTurErs of ALumiNum AND sTEEL TANks NEw NEW 2011 WS NEW 2011 IH c/w 5500 USWG propane complete. c/w 3499 USWG Propane complete. ALL uNiTs oN our LoT Now! 2000 LTS 8000 c/w 19,000 L, 4 comp’t, alum. tank, dual pump/meter, Midcom, DOT cert. and safety, CSA-B620 cert. Stock #592 2002 IH 2002 STERLING c/w 20,000 L, 5 comp’t tank, dual pump, Midcom, B/L, CSA-B620, DOT. Stock #623 c/w 20,000 L, 4 comp’t alum. tank, dual pump/meter, B/L, V/R, DOT cert., CSA-B620. Stock #T644 ALL uNiTs sAfETiED AND cErTifiED 2004 IH 20,000 L, 4 comp’t alum. tank, single pump/meter, B/L, CSA-B620, DOT. Stock #615 1999 STERLING LT 9513 20,000 L. 4 comp’t alum. tank, dual pump/ meter, B/L, Midcom, CSA-B620 cert. DOT cert. Stock #T646 Call our Watts line from anywhere in Canada 2000 STERLING L8000 13,000 L, 4 comp’t alum. tank, dual pump/ meter, Midcom, DOT Cert. and Safetied, CSA-B620 Cert. Stock #633 Ask for Mike Trotter 1-800-268-0871 905-453-6724 New Product introductions Navistar showcases improvements to WorkStar N avistar unveiled improvements to its International WorkStar severe-service trucks at the Conexpo-Con/Agg construction industry trade show. New to the WorkStar is a high-visibility sloped hood option and a completely new interior with improved ergonomics and driver comfort enhancements, the company announced. "With the new sloped hood, WorkStar is now available in a comprehensive range of specifications to meet the diverse needs of our vocational truck customers," said Jim Hebe, Navistar's senior vice-president, North American sales operations. "Together with the improved visibility and interior enhancements, the WorkStar provides an added level of comfort and convenience that allows these vocational truck drivers to do their jobs safely and effectively." International also borrowed a strong vocational "mega-bracket" from its PayStar 5900 Set-Back Axle (SBA) offering and applied it to the WorkStar, to provide more radiator and front-end support. Key features for the International WorkStar 7600 with sloped hood are: 113-inch BBC for excellent maneuverability; best-in-class visibility; 150,000-lb tow hooks; availability in 4x2 and 6x4 axle configurations; and availability for REPTO and transmission-mounted PTO applications. New interior features include: easy-to-read ivory gauges or chrome bezel black gauges on the instrument panel; rosewood trim on the dash; an ergonomic center panel for easy access to switches; hands-on steering wheel controls; easy to clean floor mats; and a new back wall pocket for additional storage. "From our no-hassle MaxxForce Advanced EGR emissions technology and new products like the TerraStar and TerraStar 4x4 to the integration of Continental Mixers, we continue to focus on meeting the needs of construction customers," Hebe said. "We are committed to delivering innovative, best-in-class products that move the SS construction market forward." #MATS: MaxxForce 15 makes Mid-America debut #MATS: Peterbilt takes bold step in making disc brakes standard #MATS: Volvo fighting high diesel pricing with 8% fuel efficiency improvement #MATS: Volvo offers new cab interior #MATS: Daimler launches mobile parts and service app #MATS: Freightliner offers new aerodynamic enhancements for Cascadia #MATS: Western Star introduces enhanced interior for all truck models #MATS: New Western Star sleeper combines feel of daycab with more headroom, storage #MATS: Kenworth offers new seats, regional T660 and 6x6 T370 30 s p e c s m a r t