Industry Watch June 2013

Volume 15 • Issue 6 • June 2013
1.877.GETS.UTA • www.uta.org
Used Truck Association
Chartered May 16, 1988
Published by the Used Truck Association
325 Country Club Drive, Suite A
Stockbridge, GA 30281
Table of Contents
Board News and Views.........................2
Quips & Quotes.....................................2
New Members...................................3, 5
Face to Face with Charles Bowles........4
Medium Duty Corner.............................5
NADA: Retail Market Continues
to Set Records; Wholesale Market
Changes Course ............................ 6-9
The Brooks Group
Sales Tip of the Month.......................9
Moving on Down the Road:
Catching Up With Jay Burgess............. 9
Industry News Briefs..................... 10-12
Industry Events Calendar.................. 13
From Where We Sit............................ 15
The UTA…
Members Supporting Members!
“Selling for Success” Training Update
T
here’s exciting news from UTA’s training committee! The UTA regional training initiative
“Selling for Success” continues to be an overwhelmingly popular and substantive offering
for our members. Positive reviews from attendees just keep coming, and nearly every day
members tell me they’re interested in additional training events.
March’s training in Atlanta was
filled to capacity. April’s Dallas
training saw our largest
attendance ever, and the
training for Chicago in June is
now completely sold out! So by
popular demand, the UTA
Board has added two more
training events. Registration
will soon be open for Los
Angeles, September 16th and
17th , and again in Dallas,
October 14th and 15th. The addition of these seminars is exciting news. I firmly believe training
initiatives like the UTA has commissioned George Papp Training and Consulting to provide
will take your sales staff and dealership to the next level. Selling for Success will teach your associates how to:
■■ Prepare for the sales day
■■ Prospect for success
■■ Control sales opportunities
■■ And overcome objections
It’s easy to understand why the “Selling for Success” seminars are such a success. The two-day
seminars are all about sales, and how to sell trucks. They focus on implementing a sound daily
selling routine that meets your dealership’s demands. Our instructor, George Papp, has
designed Selling for Success as a high-energy learning experience. George has over 30 years of
successful selling and management experience within our industry, and has built his career
around implementing effective sales strategies.
Please take advantage of these two upcoming
seminars, and thank you for your support of
UTA’s training initiatives.
SHARE YOUR NEWS
with the UTA Industry Watch.
Send submissions, ideas and
comments to:
UTA Industry Watch Editors
Brad and Deb Schepp and Jay Burgess
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]
The Very Best of Success!
The price for these career-changing
seminars is only $595 for non-UTA
members and includes a 1 year UTA
Professional Membership.
Already a UTA member?
Then your cost is only $495.
Ken Kosic
UTA Training Committee
Member
[email protected]
Learn more about the UTA by going
to www.uta.org
If you have questions about training
or UTA membership contact:
Ken Kosic at 816.809.0497
George Papp at 913.538.5508
UTA Industry Watch
2013 BOARD
OF DIRECTORS
http://www.uta.org/directory
GOVERNING BOARD:
President...................... Rick Clark
Vice President..............Ken Kosic
Treasurer................... Tom Pfeiler
Secretary................Sheri Aaberg
President Emeritus
........................... Marty Crawford
COMMITTEE CHAIRPERSONS:
Affiliates & Benefits.... Bryan Boyd
Convention.................Sheri Aaberg
& Rick Clark
UTA Jerome Nerman Family
Foundation Scholarship
...................Tim Ronan, Jay Burgess
& Brock Frederick
Elections................ George Barnett
Marketing........................ Rick Clark
Medium Duty..............Amy Shahan
Membership........... John Cosgrove,
Kenny Doonan & Bryan Boyd
Training.............................Ken Kosic
& Brock Frederick
Dealer Group........... Mike Thurston
& Bobby Williams
UTA.org Website......Bobby Williams
Always bear in mind that
your own resolution to
succeed is more important
that any one thing.
~ Abraham Lincoln
2 June 2013
Board News and Views
I
t’s hard to believe that seven months have gone by since we all met in New Orleans, which
turned out to be a great convention. Many new vendors displayed their products for the first
time, and the UTA has many of those vendors already signed up for our next convention in
Orlando in November.
The Disney World setting guarantees something for everybody, as we all know the weather is so
great! Be sure to sign up now so you can get everyone on the tours of their choice, and enjoy golf
as it was meant to be. We are already registering for the convention through the UTA website
(www.uta.org), so don’t wait until the last minute to sign up. We have found that the earlier you
book airline tickets, the cheaper they will be.
You probably remember last year’s UTA
fundraisers in New Orleans. The generous
support generated enough money to give
away 10 $5000 ($50,000 total!) scholarships
to deserving students, selected by an
independent college in the Midwest. The
annual Jerome Nerman Kansas City Golf
Tournament, June 26-27, is the cornerstone
of our annual scholarship giving fund. We
already have many signed up for the
Kansas City midyear reception and golf
outing. Time is short, so if you have not
signed up already please check your
calendars and see if you can join all of us
for a great reception, fantastic golf, and a
fun time. Remember, all of this is in
support of your scholarship fund that helps
others.
Last month, John Cosgrove’s Board News
and Views article on CNG was fantastic
and spot on. If you missed it, it’s available
to UTA members on our website. The ISL 12G coming out this fall, which generates 400 HP and
1450 torque, will change many fleets’ buying habits as the stations become available along their
routes. We are getting ready to deliver our first new Peterbilts with the ISL 9G CNG engines in
beverage tractors. The bottom line is that the CNG train is coming, and all of us have the
opportunity to attend local CNG meetings to learn about CNG’s advantages. It won’t be long
before we see these trucks on the used truck side as well. I just quoted five new 12L CNG
tractors that will pay for the $40,000 upgrade in 15 months in fuel savings, and then make the
payment on the truck. Think about it!
Your UTA training committee chairman, Ken Kosic, has done a fantastic job setting up UTA
training events. The recent Selling for Success seminars in Atlanta and Dallas were sold out, and
the reviews were fantastic. As I write this, the newest training is scheduled for Chicago, June
10-11. This seminar is also sold out. With all three events sell outs you can be assured that the
training is on target. Be sure to see Ken Kosic’s Selling for Success update elsewhere in this
newsletter for the details on the two seminars just added in Dallas and Los Angeles. If you have
somebody who could use a little training, be sure to get them signed up!
Soon, your UTA Board will discuss the next area in which to provide training. We think
training new technicians is critical to the health of our industry! Many of our older techs are
retiring, and we need to attract younger folks with proper training to cover and expand our
service to our industry. Please email any of the board members and share your thoughts and
ideas to ensure we are on the right track.
On behalf of the Board, I look forward to seeing you in Kansas City and
Orlando.
Kenny Doonan,
Co-Chair Membership Committee
[email protected]
www.UTA.org
UTA Industry Watch
New
Members
It’s always a treat to welcome new members to the Used Truck Association. Each month we
profile our new members in this newsletter. New members have the opportunity to complete a
bio and send a photo so our current members can learn more about you. We hope to learn not
just how to reach you, but what you enjoy about the work you do, why you joined the UTA,
and what gets your gears going as a person. So please return your questionnaire so your
fellow UTA members can get to know you!
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.
Nadene Evans, Director of Marketing
Marc Grimes, Used Truck Sales
Commercial Truck Trader
150 Granby Street
Norfolk, VA 23510
Commercial Truck Trader
www.CommercialTruckTrader.com
(757) 351-8702 (w)
[email protected]
Price International, Inc.
5033 Hwy. 271
Tyler, TX 75708
www.price-international.com
(800) 658-1100 (w)
(903) 312-4045 (c)
[email protected]
Nadene got her start
in the truck business
at Commercial Truck
Trader, in 2010. She
certainly seems to
like what she does
for a living. “I am
fortunate to be
working with both
truck dealers and also truck buyers,” she
said about her good fortune. “I feel it gives
me a nice, big picture of both sides of the
buying cycle.”
Marc’s job with Price
International is his
first job in truck sales.
He told us he comes
from a background in
finished lubricants;
selling engine oils,
gear oil, transmission
fluid, and greases to
the truck and
transportation
industry. “In addition
to the transportation
industry, we offered a
vast array of industrial
lubricants marketed to
manufacturing, metal
working, and oil field
production,” he said.
“So, I have not been
involved with selling
trucks until now, but
am very excited to
continue to be around trucks.”
She joined the UTA to gain a better
understanding of the relationships dealers
have with each other. “As Used Dealers, I
know that you all have challenges that the
OEM folks don’t face. Learning the ways in
which dealers co-exist to support and help
each other move units helps me tailor
Commercial Truck Trader products to better
meet those needs,” Nadene said.
The best part of her job? “When a Dealer
calls us with success stories because of their
relationship with us! When we find custom
solutions to help dealers move units, I get
warm fuzzies,” she said.
Maybe it was partly the summer warmth
beckoning, but Nadene said she would love
to have her own Ice Cream Store, if she
wasn’t in the truck business. “Sounds silly,
but where else would you find a bunch of
happy people every day?” she asked.
Few people may realize it but in addition to
her other interests Nadene loves to play the
flute. Finally, like so many of us, Nadene
said she’s looking forward to seeing
everyone in Orlando for the upcoming UTA
Convention. “And yes, we’ll be setting up
the slot car race track again,” she added.
www.UTA.org
He’s joined the UTA hoping to build lasting
relationships with other members, and gain
knowledge from other professionals in our
industry.
Marc may be new to the industry but he’s
already passionate about trucking and the
company he works for. For example, he says
the best part of his job are the people he
works with. “Around a third of our
employees have been with this company for
over 20 years,” Marc said. “Several have
been here over 30 years with a couple
approaching 40 years. To me that says a
great deal about the company you are
working for when so many people want to
stay for their entire working careers.”
Marc’s long been passionate about the
outdoors. “All my life I have had a love for
the outdoors,” he said. “The first ten years
of my working career I sold fishing tackle
and boats. More often than not, I would be
on the water as much as six days a week. It
was a great deal of fun, but a very seasonal
business and a hard way to make a living. If
I didn’t have to depend on that income, I
would like to be back in that business.”
Most recently Marc’s become involved with
competitive archery. “Primarily 3D archery,
which can be compared to golf with a bow I
guess,” he said. “It has become very
addictive!,” he added.
Randy Hackler, Sales
Wholesale Trucks of America
6501 E. Commerce Ave, Suite 140
Kansas City, MO 64120
www.wholesaletrucksofamerica.com
(816) 472-7775 (w)
Kyle Krug, Sales Executive
3901 Roswell Road, Ste. 120
Marietta, GA 30062
www.dekra-na.com
(770) 354-1468 (w)
[email protected]
Kyle comes to us from
the automotive
business where he got
his start in 1995. In
2013 he started in the
heavy truck industry.
He comes to UTA
seeking industry
knowledge and a
better understanding of the issues we face.
The best part of his job, Kyle says, is talking
with industry leaders and sharing with
them solutions that are challenging them.
Many trucks industry members are avid
golfers and so is Kyle. In fact, if he could do
just anything he says, “I would be a golf
course superintendent in Jupiter, Florida.
Why? Jupiter, Florida is why!”
New Members continued on page 5
June 2013 3
UTA Industry Watch
Charles Bowles
U
TA member Charles Bowles is the
general manager for Commercial Truck
Trader (www.commercialtrucktrader.com),
the industry leader in online truck sales. For
the past seven years, he has also been a member
of UTA. But, much of his career was spent
only on the periphery of truck dealerships,
as the newspaper’s advertising salesman
trying to get contracts for ad space for his
paper. Charles found that job to be quite
instructive. “I spent a great deal of time
learning how dealerships work just by sitting
and listening,” he said. “If you’ve ever sold
advertising you know, it’s a sit-and-wait job.
It seems Charles had a lot of time to wait for
the executives who made purchasing
decisions to be available to meet with a
salesman. “During those long waiting
periods, I would spend time talking to the
sales folks, the finance people and the parts
and service guys,” he explained. “I really
learned a lot that way.”
Charles spent 20 years working for newspapers before he switched into the world of
used trucks. During those decades he’d
learned a lot about the industry, and not just
from the insiders he chatted with. His work
showed him the great value a good dealership brings to the community. “You would
be surprised at how much impact a local
dealership can have on a community,” he
said. “The dealer was always a focal point of
the community, sponsoring teams and being
active in local charities. Besides employing
people, local truck dealers are a real driving
force in the areas that they serve.” This
realization struck a chord with Charles,
because he and his wife enjoy volunteering
within their community and helping others.
It seemed a perfect match.
The year 2013 has proven to be Commercial
Truck Trader’s best year yet, according to
Charles, and he attributes this success to the
time he has spent listening to and talking to
the dealers and visitors who populate his
site. “My job is twofold,” Charles explained.
The first part must be to drive a good
experience for site visitors who want to shop.
The second part is to generate good results
for the dealers who have listed trucks for
sale. “Sometimes that can be likened to
walking a tightrope,” Charles said, “because
there are times when those interests may be
perceived to be competing. But, when we
step back for a minute and look at the
challenge, it always comes down to this:
building a site that is good for the user will
be a great site for the dealers, because it is a
genuine marketplace.”
Charles attributes much of this year’s growth
and success to a few enhancements they’ve
made to the site. The company has recently
added transactional functionality to the site,
allowing customers and dealers the security
of using Commercial Truck Trader’s trusted
brand and safety features. “In addition to the
new transactional products, we have added a
very sophisticated and efficient auction
product that enables dealers to easily and
4 June 2013
cheaply send vehicles to huge online auctions,”
Charles explained.
When we asked Charles what he might tell a
younger person just starting out in the
industry, his answer didn’t surprise us. “A
young person thinking of starting out in our
business has to understand that truck sales is
a sophisticated business,” he said. “That
requires people to be real students of the
industry. We’re not simply selling trucks;
rather, we are selling specific solutions and
developing long-lasting relationships.” From
the very beginning of his career, as he sat at
dealerships listening and learning, Charles
knew it was all about people and
relationships.
In his spare time, he enjoys spending time
with his wife of 31 years, Anne Glenn
Tinsley. Charles explained to us that he
understands completely why his wife chose
to keep her maiden name all those years ago.
“Who would want to have Bowles as your
last name?” he asked rhetorically. “It’s
embarrassing when the hostess at a restaurant says in a loud voice, heard by everyone,
‘Bowels, party of two, Bowels.’ I then have to
pipe up, ‘It’s Bowles, not Bowels.’” But aside
from such minor inconveniences life seems
good for Charles. Charles and his dog Bailey
get up early for a 4-mile run each morning
and return home to make Glenn her
breakfast. The couple have two grown
children, Emma and Charles IV, a social
worker and a cop, respectively.
That both of the children selected helping
professions isn’t surprising, perhaps. Charles
and Glenn spend much of their free time
helping out at local charities and support
work to help their local homeless community. “It’s very rewarding,” Charles says,
“Glenn’s drive to help others is what
motivates me.” Charles also enjoys hiking
and camping. He and a friend have hiked
many parts of the Appalachian Trail. “We
often go off for days at a time,” he said. “It’s
always a blast!” n
www.UTA.org
UTA Industry Watch
New Members continued from page 3
Mike McDonald, Used Truck Director
Kevin Robinson, Finance Manager
Lorri Strong, CFO
Nutmeg International Trucks, Inc.
NUTM-C2827
P.O. Box 370
Medfield, MA 02052
www.nutmegtrucks.com
(860) 308-6599 (w)
[email protected]
Jordan Truck Sales
1460 Bankhead Hwy.
Carrollton, GA 30116
www.jordantrucksales.com
(770) 836-1700 ext. 105 (w)
[email protected]
Strong Industries, Inc.
13617 Ralph Culver
Houston, TX 77086
(281) 847-9304 (w)
[email protected]
Kevin’s been
around a while,
first working as a
sales and
operations
manager for
Barnes Van Lines.
Then for 10 years
he was in
household goods
moving and storage. That brought him to
the job he started this year with Jordan
Truck Sales.
For Kevin, UTA seemed like a good
organization to join as he’s hoping to make
“connections with industry leaders to gain
knowledge of best practices and industry
trends.” But Kevin’s interested in teaching
too, and might well choose that field if he
ever left trucks. “Teaching is a profession I
would enjoy from the aspect of working with
young people to help them discover their
gifts and to get them thinking about how
they can use those talents in a career.”
SouthwestRE, Inc.
2400 Louisiana Blvd., AFC-4
Albuquerque, NM 87110
www.southwestre.com
(505) 348-5613 (w)
(505) 304-3277 (c)
[email protected]
Back in 1996 Mike got
his start in trucking
working for a company
called CH Robinson,
which was a third-party
freight broker. His job
was to coordinate
pickup and delivery of
produce in California,
and deliver it back to
Massachusetts. “I spoke with companies
and truck drivers all day long,” he said.
Mike says the best part of his job are “the
relationships I have made over the last 18
years.” He’s joined the UTA hoping to make
solid contacts with other members with
whom he can buy and sell trucks.
If not for trucks Mike says he might be
buying and selling real estate, which he’s done
before. He enjoys developing properties.
Mike plays Ice Hockey once a week “with a
great group of guys,” something he’s done for
years. He also enjoys his 1993 Harley Davidson.
Shervin Rashti, COO
Maxim Commercial Capital, LLC
11620 Wilshire Blvd., Suite 540
Los Angeles, CA 90025
www.maximcc.com
(213) 480-4840 ext. (w)
[email protected]
A family man too, Kevin says he loves
spending time with his daughter and son.
He’s “trying to take advantage of every
opportunity as one is about to graduate and
leave for college and the other is about to
be a freshman in high school,” he said.
When not at work or with his family he also
enjoys golf and fishing.
Kevin had some thoughts to share with other
UTA members. “Find a reason every day to
be thankful because this life is journey. Our
attitude determines our altitude and while
we can’t always control the things going on
around us we can control how we respond.”
Dean Taylor, Sales Manager
Volunteer International, Inc.
626 Airways Blvd.
Jackson, TN 38301
www.volunteerinternationalinc.com
(731) 422-3411 (w)
(731) 695-2181 (c)
[email protected]
Carmen Torres, Vice-President,
Marketing & Sales
Daniel Vreeland, President
Big Rig Trucks & Trailers
3060 Hwy. 101 S.
Greer, SC 29651
www.bigrigtt.com
(864) 848-7000 (w)
[email protected]
Ana Wall, Remarketing Coordinator,
Dealer Sales
Volvo Trucks North America
7900 National Service Road
Greensboro, NC 27409
(336) 393-2071
[email protected]
“Tips You Can Count On”
Spring was late in many parts of the country.
Still have that Medium duty truck with a box on it?
There is time to change it to a landscape body or
flatbed. Customers are looking for that equipment!
Signed,
~ The Medium Duty Counselor
www.UTA.org
June 2013 5
UTA Industry Watch
Retail Market Continues to Set Records; Wholesale Market
Chris Visser, Senior Analyst and Product Manager, Commercial Trucks
Monthly Retail Sales Volume by Model Year: Sleeper Tractors Under 1M Miles Summary
The overall value of the retail sleeper tractor market set a new record
high for a second month in a row. An increasing number of newer
model year tractors entering the market combined with continued
strong demand for sub-600,000 mile trucks are the main factors
behind recent gains.
The steep drop in wholesale pricing that started in December of last
year turned around a bit in April, thanks to a slightly newer, lowermileage mix of trucks sold. We continue to view the auction channel
generally as a market for trucks with over 600,000 miles.
A competitive pricing comparison reveals the relative value the
marketplace assigns specific makes and models.
400 2 per. Mov. Avg.(2006) 2 per. Mov. Avg.(2007) 2 per. Mov. Avg.(2008) 2 per. Mov. Avg.(2009) 2 per. Mov. Avg.(2010) 2 per. Mov. Avg.(2011) 350 300 250 200 150 100 50 Sleeper Tractors – Retail
Retail sales data submitted by dealers and OEM’s to NADA shows that
the average price paid for a sleeper tractor in April was $51,391. This is
the second month in a row to set a 5+ year record high. This result is
$599 (or 1.2 percent) higher than March’s, and $1694 (or 3.3 percent)
higher than last April (see “Average Retail Price and Mileage” graph).
12
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Retail sales volume has not changed appreciably, while wholesale
volume continues to trend notably upwards.
Source: ATD/NADA Average Retail Price by Model Year -­‐ All Sleeper Tractors Under 1M Miles Adjusted for Mileage $100,000 2006 2007 2008 2009 2010 2011 $90,000 $80,000 $70,000 $60,000 $50,000 $40,000 $10,000 540000 $0 520000 $45,000 500000 480000 $40,000 460000 440000 $35,000 420000 400000 Mar Jul Sep Mar May Nov Jan-­‐12 Jul Sep Mar May Nov Jan-­‐11 Jul Sep Mar May Jan-­‐10 Nov Source: ATD/NADA $30,000 Jan-­‐13 Price Mileage Mileage was slightly higher than last month, at 529,183. This figure is
4483 (or 0.8 percent) higher than March’s, but 18,091 (or 3.3 percent)
lower than last April. After a high point of 557,364 in July of 2012,
average mileage has been trending downwards.
Sleeper Tractors – Wholesale
April’s wholesale data depicted a break from the relentless trend of
cheaper, older, higher-mileage trucks seen in recent months. Specifically,
the average sleeper tractor in the wholesale market in April sold for
$29,389, had mileage of 686,308, and was 86 months old. Compared to
last month, April’s results were $5658 (or 19.3 percent) higher on price,
56,977 (or 7.7 percent) lower on mileage, and 7 months (or 7.5 percent)
younger. Year-over-year, April 2013’s results were $1202 (or 3.9 percent)
lower on price, 45,328 (or 6.6 percent) higher on mileage, and 5 months
(or 5.8 percent) older. See “Average Wholesale Price” graph for detail.
Average Wholesale Price and Mileage: All Sleeper Tractors Under 1M Miles As for age, April’s average was 78. This figure is right in line with
recent months – 1 month older than March, and 4 months older than
last April. Age was therefore not a factor in April’s record pricing.
$45,000 The last two months in particular have seen a notable decrease in
mileage mix, mainly due to an increasing number of 2009 and 2010
model year trucks entering the marketplace. These trucks are now 4 to
5 years old, the age at which fleets typically trade them in. This factor
likely explains their increased availability. Pricing has remained
strong for these model years, indicating that demand continues to
outweigh supply. See the “Retail Sales Volume by Model Year” and
“Retail Selling Price by Model Year” graphs for detail.
$30,000 6 June 2013
Source: ATD/NADA 12
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$50,000 $30,000 580000 Ja
$55,000 750000 $40,000 700000 $35,000 650000 $25,000 600000 $20,000 550000 $15,000 500000 $10,000 $5,000 $0 2 per. Mov. Avg.(Price) Source: ATD/NADA 2 per. Mov. Avg.(Mileage) 450000 400000 Jan-­‐10 Mar May Jul Sep Nov Jan-­‐11 Mar May Jul Sep Nov Jan-­‐12 Mar May Jul Sep Nov Jan-­‐13 Mar Average Retail Price and Mileage -­‐ All Sleeper Tractors Under 1M Miles www.UTA.org
UTA Industry Watch
Changes Course
Adjusted for Mileage $80,000 $70,000 $60,000 $50,000 $40,000 $30,000 3 per. Mov. Avg.(Cascadia) $20,000 3 per. Mov. Avg.(ProStar) 3 per. Mov. Avg.(386) $10,000 3 per. Mov. Avg.(VNL 730/780) Source: ATD/NADA Apr Feb Mar Dec Nov Oct Sep Aug Jul Jun May Apr Jan-­‐13 100% Feb $0 Mar Percentage of Sleeper Tractors Sold with Over 600,000 Miles: Retail vs. Wholesale Average Retail Selling Price of Selected Models Jan-­‐12 Despite this reversal, average wholesale mileage is still substantially
higher than at any time in the past five years. More than 75 percent of
trucks sold through this channel show over 600,000 miles. Keep in mind,
though, that macro averages can paint a misleading picture. Sales data
shows that selling prices for trucks in specific mileage ranges have not
changed appreciably in over a year. So the lower value of the market as
a whole is driven by additional higher-mileage trucks contributing to
the overall average, not a devaluation of individual trucks. In other
words, even though there are more higher-mileage trucks sold at
auction than a year ago, an individual truck is still worth about the
same. See the “Percentage of Sleeper Tractors Sold” and “Average
Wholesale Selling Price by Mileage Range” graphs for detail.
90% Average Retail Selling Price of Selected Models 80% Adjusted for Mileage 70% $80,000 60% 50% 2 per. Mov. Avg.(Retail) $70,000 40% 2 per. Mov. Avg.(Wholesale) $60,000 30% $50,000 20% $40,000 10% 3 per. Mov. Avg.(T660/600) $30,000 Source: ATD/NADA 0% 3 per. Mov. Avg.(VNL 630/670) Ja
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r $20,000 3 per. Mov. Avg.(387) $10,000 3 per. Mov. Avg.(T2000) Source: ATD/NADA Apr Feb Mar Jan-­‐13 Dec Nov Oct Sep Aug Jul Jun May Apr Mar Average Wholesale Selling Price by Mileage Range (Sleeper Tractors) $50,000 Feb Jan-­‐12 $0 $45,000 Avg. Retail Selling Price of Selected Models $40,000 Adjusted for Mileage $35,000 $80,000 $30,000 $70,000 $25,000 $60,000 $20,000 $50,000 $30,000 NADA regularly publishes updates on the macro value of the retail
market. That data just scratches the surface of what we maintain behind
the scenes. In this issue, we provide a look at some of the more
granular data that we use to set the values published in our products.
The “Retail Selling Price of 3-6YO Sleeper Tractors” graphs show the
moving 3-month average selling price for sleeper tractors by model,
adjusted for mileage. Specs have been pruned to include only those
trucks with large-bore vendor or larger OEM engines (this means no
ISM’s, ISX 11.9’s, C13’s, D11’s, or MP7’s). Results have been split into 3
graphs for ease of reading.
3 per. Mov. Avg.(Century) 3 per. Mov. Avg.(Columbia) Apr Feb Dec Nov Oct Sep Aug Jul Jun Apr Mar Feb Mar Source: ATD/NADA $0 Jan-­‐13 $10,000 May Special Study: Model vs. Model Retail Pricing
3 per. Mov. Avg.(CX) $20,000 Jan-­‐12 Apr Mar Feb Dec Oct Nov Source: ATD/NADA Sep Jul $40,000 Aug Jun May Jan-­‐12 $0 Apr $5,000 Feb $10,000 Mar 2 per. Mov. Avg.(500-­‐599K) 2 per. Mov. Avg.(600-­‐699K) 2 per. Mov. Avg.(700-­‐799K) 2 per. Mov. Avg.(800-­‐899K) Jan-­‐13 $15,000 From the first two graphs, you can see that the “top tier” of pricing is
represented by the Freightliner Cascadia, Volvo VNL 730/780, and
Peterbilt 386. The Kenworth T660 made a comeback of sorts in late
2012 to join that group as well. These models are generally considered
to feature good fuel economy, current technology, and freedom from
engine-related issues. The 730/780 is not necessarily a leader in fuel
economy, but its typically high level of content and large sleeper area
are positives for buyers in a specific segment of the market.
NADA continued on page 8
www.UTA.org
June 2013 7
UTA Industry Watch
NADA continued from page 7
The “second tier” is roughly represented by trucks averaging around
the $50,000 mark, including the Kenworth T2000, Peterbilt 387, and
Volvo VNL 630/670. These trucks are generally considered reliable and
proven. The T2000 and 387 have been out of production for multiple
model years, which can potentially negatively impact selling prices. In
addition, their wide cabs are excellent for driver comfort, but do not
necessarily provide market-leading fuel economy.
The Freightliner Century Class and Columbia and Mack CX returned
the lowest selling prices on average, although they have come back in the
past two quarters to bring their average closer to the rest of the group.
Mack has traditionally been known as much for vocational, construction,
and local delivery daycabs as for sleepers, so the CX’s performance is
impressive for this segment. As for the Freightliners, the main factor
here is the inclusion of the Mercedes MBE4000 engine in the mix.
Trucks equipped with available Cummins or Detroit engines typically
bring more money than those equipped with the Mercedes, so eliminating that variable would positively impact the averages. Keep in
mind that values published in ATD/NADA products provide adds and
deducts for these engines, so our “base” values position the Century
and Columbia more competitively than what is shown in the graph.
As for Cabovers, aside from a high outlier in September of last year
followed by a low outlier in November, pricing has not changed
notably since January, 2012. Volume has been relatively steady since
the 3rd quarter of last year, when the number of trucks sold decreased
from previous months. Steady pricing on lower volume suggests that
segment is not yet in recovery. See “Average Wholesale Selling Price:
4-7 Year Old Cabovers” graph for detail.
Average Wholesale Selling Price: 4-­‐7 Year-­‐Old Class 3-­‐4 Cabovers Adjusted for Mileage 20000 18000 16000 14000 12000 10000 8000 6000 4000 2000 Sources: ATD/NADA and Auc2onNet 0 40909 41275 Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Feb Mar Apr The wild card in this analysis is the International ProStar. Selling
prices for MaxxForce-equipped trucks are literally all over the map,
and this factor seems to have somewhat illogically spilled over to
pricing for ISX-equipped models as well. There are a select few dealers
who appear to be selling ProStars at competitive prices. However,
there are also many dealers who are not. It appears the market is still
establishing a comfort level with this model, and we will continue to
investigate other potential causes of this dealer vs. dealer disparity. In
the meantime, the averages shown reflect data we have received.
With all these vehicles exposed to (and participating in) a wide variety
of economic segments, it is difficult to explain monthly changes in
price. However, one possible explanation for April’s lower pricing for
Conventionals is that dealers and end users focused on purchasing
trucks in the first quarter, in advance of the Spring building and
contracting season. As for volume, cyclical fleet trades could be one
reason for the recent uptick.
Medium Duty Cabovers and Conventionals
Sales Volume
After a promising first quarter, April’s wholesale results show a mild
decrease in wholesale pricing for our sample population of Class 4 to 6
Conventionals. Volume was down as well. See “Average Wholesale
Selling Price – 4 to7 Year Old Conventionals” graph for detail.
April’s retail sales per dealership were identical to March’s, at 6.3 trucks
per rooftop. This result is down 0.3 (or 4.5 percent) from last April.
2012’s 12-month average was 6.0 trucks per rooftop, and 2013 to date
is 6.2. See “Average Number of Used Trucks Sold” graph for detail.
Average Wholesale Selling Price: 4-­‐7 Year-­‐Old Conven:onals by GVW Class Adjusted for Mileage $25,000 Average Number of Used Trucks Sold per Roo8op (NADA Repor;ng Dealers) 8 Source: ATD/NADA 7 $20,000 6 $15,000 5 All classes were down substantially in volume vs. March. The biggest hit
was in Class 6, with a 54.6 percent decrease month-over-month. However,
this figure is compared to an unusually strong March. Tough monthover-month comparisons were true for Classes 4 and 5 as well. If March
is excluded, April’s volume was comparable to other recent months.
8 June 2013
Mar Nov Jan-­‐13 Jul Sep Mar May Nov Jan-­‐12 Jul Sep Mar May Nov Jan-­‐11 Jul Sep Mar May Nov 0 Jan-­‐10 2 Fe
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Specifically, compared to March, Class 4 was down $538 (or 3.8 percent),
Class 5 was down $978 (or 5.4 percent), and Class 6 was down $924 (or
5.7 percent). Compared to last April, Class 4 was down $909 (or 6.2 percent),
Class 5 was down $853 (or 4.7 percent), and Class 6 was down a notable
$4433 (or 22.4 percent).
1 Jul 2 per. Mov. Avg.(Class 6) Sep Sources: ATD/NADA and Auc2onNet $0 Wholesale 2 Mar 2 per. Mov. Avg.(Class 5) Retail 3 May 2 per. Mov. Avg.(Class 4) $5,000 4 Jan-­‐09 $10,000 On the wholesale side, 2013 is seeing notable increases in number of
trucks sold (see “Total Wholesale Sales” graph). April built on March’s
healthy increase to come in at 3879 – a 620 (or 16.0 percent) increase.
Year-over-year, April was 652 (or 16.8 percent) higher. April’s result
pushed the year-to-date monthly average to 3248, compared to 2012’s
average of 2856. We attribute the increase to the aforementioned shift
of Class 8 trucks with over 600,000 miles into the wholesale channels,
as well as higher numbers of medium duty trucks and vans sold.
www.UTA.org
UTA Industry Watch
Total Wholesale Sales Reported to NADA 6000 5000 Moving on Down the
Road: Catching Up With
Jay Burgess
4000 3000 2000 1000 Source: ATD/NADA Jan-­‐10 Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan-­‐11 Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan-­‐12 Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan-­‐13 Feb Mar Apr 0 Conclusion
Going forward, we expect Class 8 retail pricing to remain strong.
Increased numbers of 2009 and 2010 model year trucks coming off
lease should provide the market with some of the lower-mileage iron it
demands, although not in the numbers necessary to push pricing
downward notably. The auction channel seems to be absorbing the
influx of higher-mileage trucks without a negative micro impact on
pricing, and we will monitor this channel closely for any change. New
truck orders are in their 3rd quarter of relative strength, still not
reflecting expansion, but notably higher than same-period 2012.
In general, economic fundamentals remain strong enough to support
mild positive movement in most measures. The housing market and
consumer spending are two critical factors that have come on-line in
recent months. The economy continues to shrug off the political dysfunction that has resulted in budgetary uncertainty. Sequestration has so
far turned out to be less of a factor at a macro level than feared, and we
do not forecast a major shift in fundamentals based on that variable. n
Reprinted with permission from the ATD/
NADA Official Commercial Truck Guide®
www.nada.com/b2b
UTA’s own Jay Burgess
recently made a move
himself and naturally we
wanted to give you all the
details. In April, after four
years with Insurance Auto
Auction’s (IAA) sister
company, Adesa Auctions,
Jay moved on to a position
with IAA. He’s now working
as National Accounts
Manager for IAA’s Specialty
Division. While he’s still
learning he says he’s having
a great time doing so.
Jay filled us in a bit on his
new job. “My job will be to
find trucks and equipment
for our auction, “ he said.
“Although IAAI’s main focus has always been selling salvaged and
damaged trucks and equipment, I will be focusing on building a ‘clean
title’ sale. We will offer good running trucks, trailers, and equipment
on-line from all over the country to a buyer base all over the world.
Our vision is to have each of these trucks inspected by a third-party
inspection company so all of our buyers will be comfortable with their
purchase.”
Jay’s new job shares some similarities with his most recent position.
“We’re still an auction,” he said. “But we do everything on-line vs. live
and in person.” One thing new that Jay will be doing is working
catastrophes or “CATS,” as he says they’re called in the business.
“When something terrible happens in the U.S. such as a hurricane,
tornado, or flood, insurance companies move very quickly,” he said.
“The insurance companies rely on companies such as IAAI to take
care of their customers. We will go in and remove their cars, trucks,
or any equipment the customer has insured, and sell it all over the
world to get the very best money for the insurance company.”
Jay extended an invitation to his fellow UTA members to “explore the
profit opportunities provided by IAAI.” (You can check out their
website at www.iaai.com.) He added that he will be contacting UTA
members very soon “with a way to buy ‘clean title’ good-running
inspected trucks the IAAI way!”
How you are perceived
by your clients is essential
to your sales career. Are
you seen as the product
pusher, business expert
or trusted advisor?
www.UTA.org
Finally Jay asked that UTA members continue to support Adesa
Auctions. “They are a great company and I want to thank them for all
of the opportunities they provided for me.” n
June 2013 9
UTA Industry Watch
Industry News Briefs
FTR’s TCI Measure Tops
13 Percent for March
FTR’s Trucking Conditions Index came in at 13.12 for
March, which is quite good since anything over 10 is
considered favorable. Such readings suggest “volumes,
prices, and margins are likely to be in a solidly
favorable range for trucking companies,” according to
FTR. (The TCI summarizes “a full collection of industry metrics,”
FTR says.)
FTR sounded a note of caution stating that conditions for truckers are
now only “mildly favorable.” But because the TCI is not just a snapshot,
but also a measure of what FTR figures indicate is ahead, the index
keeps rising. FTR feels that continuing modest volume growth,
coupled with the effects of new trucking regulations, including the
Hours of Service revision scheduled to begin July 1st, “will cause
trucking rates to firm up substantially in the coming months,
improving carrier profitability.”
Speaking to the effects of the revised Hours of Service Regulations,
barring an injunction, FTR estimates that overall productivity will
drop about three percent due to the changes. But FTR said this
number will vary widely “depending on the characteristics of each
carrier and shipper. Removal of three percent of trucking capacity
should be enough to start rates on a solid upward trajectory. If
regulators continue to roll out the additional regulatory changes
already in the pipeline and freight continues to grow at even a
moderate pace, tight conditions could continue for several years.” n
FTR Sees Rebound in April’s Class
8 Orders
FTR Associates was even more positive about recent
order trends. Their figures showed April’s Class 8
truck net orders at 23,026, or six percent above
March’s numbers. FTR also noted that Class 8 truck
orders have been above 20,000 for five straight
months “with April orders 37 percent improved from a year ago.”
While FTR found that there was a dip in March orders, “the last three
months annualize to 270,400 units,” the research firm said. Their
preliminary numbers cover all major North American OEMs.
“Orders continue to remain at a healthy level, coming in at the high
end of our expectations. This bodes well for a continuation of the
modest growth in equipment sales during 2013,” said Jonathan Starks,
FTR’s director, transportation analysis. However, FTR once again,
added a note of caution. “Despite this, our optimism is tempered by
the weakness seen in much of the economic data over the last month
and by our discussions with fleets. There is no desire to add equipment
in the near-term and merely replacing equipment doesn’t create
additional equipment demand beyond our current expectations,”
Starks added. n
Peterbilt Names Nashville Dealer 2012 Medium Duty Dealer of the Year
Peterbilt Motors Company named Rush Peterbilt Truck Center
– Nashville its 2012 Medium Duty Dealer of the Year during its
annual Dealer Meeting.
“Rush Peterbilt Truck Center – Nashville led the sale and
support of the full lineup of Peterbilt medium-duty vehicles
with record-breaking results,” said Bill Kozek, Peterbilt General
Manager and PACCAR Vice President. “They embraced the
versatility and superior performance of our medium-duty
trucks and tractors by focusing on a wide range of market
segments and customers.”
Peterbilt presented the award to Dealer Principals Marvin and
Rusty Rush during the event held at the PACCAR MX Engine
manufacturing facility in Columbus, MS.
“We strive to exceed customer expectations and Peterbilt’s
medium-duty lineup is an integral component of our goal to be
a complete solutions provider across all commercial vehicle
applications,” said Rusty Rush. “This award is the result of the
hard work and unwavering discipline of our medium duty sales
team, as well as the dedication and expertise of all employees
who deliver unparalleled customer satisfaction,” Rush added. n
Photo Caption: (L-R) Robert Woodall, Peterbilt Director of Sales and
Marketing; Rusty Rush, Rush Enterprise, Inc.; Marvin Rush, Rush Enterprise,
Inc.; and Bill Kozek, Peterbilt General Manager and PACCAR Vice President.
10 June 2013
www.UTA.org
UTA Industry Watch
April’s Orders Once Again
on Track: ACT
The stability in the marketplace that
we’ve all been waiting for seems to have
finally arrived. According to ACT
Research, April was the third month in a row where year-to-year
comparisons showed growth in Class 8 orders. Classes 5 to 7 also
continued their upward trend.
Class 8 preliminary net orders came in at 23,300 continuing the order
trend that began last October. Over the intervening seven months, ACT
reports, orders came in at between 20,100 units and April’s expected
23,300 units. Similarly, Classes 5-7’s 15,800 preliminary net orders were
also in keeping with the recent trend in orders. While final numbers
were not available at the time of this writing, preliminary net order
numbers are typically accurate to within five percent of the final tallies.
“April’s Class 8 preliminary net orders were up sequentially and year over
year,” said Kenny Vieth, president and senior analyst, ACT Research.
“April was the third consecutive month of positive y/y comparisons.
While April’s Classes 5-7 volume was down from year-ago levels, the
3-month order average is running slightly ahead of the year-ago
comparison,” he added. n
Navistar Starts
Shipping MaxxForce
13-Liter With SCR
Ahead of schedule, Navistar, Inc. began
shipping its first International® ProStar® units
powered by its SCR-based MaxxForce 13 engine. The first units
started shipping April 26, from manufacturing plants in Escobedo,
Mexico and Springfield, OH. Earlier in April, the U.S. Environmental
Protection Agency (EPA) and California Air Resources Board (CARB)
awarded Navistar certification for the SCR-based 13-liter engine.
“Delivering our 13-liter engine ahead of schedule is another important
milestone for Navistar and completes our transition to SCR-based
heavy-duty engine offerings,” said Troy Clarke, Navistar president and
chief executive officer. “We continue to receive great customer feedback
on the refined 13-liter engines we’re delivering today. And, customers
will continue to see outstanding levels of quality, reliability, and uptime
with our 13-liter engine combined with the proven Cummins SCR
aftertreatment system.”
Navistar introduced its first SCR-based commercial trucks for the U.S. and
Canadian markets in December 2012 when it launched its
International® ProStar® with the Cummins ISX 15-liter engine. The
company said its remaining International heavy-duty truck models will
move to SCR-based clean engine technology “in a phased launch in the
coming months based on volume and customer demand.” n
Peterbilt Names Quebec Dealer Tops in Parts and Service
It must have been a busy but rewarding meeting for some attendees
of Peterbilt’s recent Dealer Meeting. Highlighting its achievement
in exceeding goals and customer satisfaction excellence, Peterbilt
named Camions Excellence Peterbilt – Laval best in aftermarket
performance in 2012. The Quebec-based dealership earned Peterbilt’s
North American Parts and Service Dealer of the Year Award.
Nicole and Dany Lussier, Dealer Principals accepted the award.
“We are committed to providing every customer with the best
possible service and support throughout the life of their vehicles,”
said Nicole Lussier. “We invest in the technologies, tools and
personnel that set us apart and allow us to help customers maximize
their uptime and minimize their costs.”
Peterbilt said the dealership achieved top scores in each of its
Standards of Excellence categories. “They had the highest parts
and service financial score and achieved an excellent absorption
rate,” Peterbilt stated in its release about the award.
“The service area of Camions Excellence Peterbilt – Laval is always
full and they are well known as the best shop in the area,” Peterbilt
GM Bill Kozek said. “They embrace all available training, the full
parts catalogs of TRP and PACCAR Parts, and the MX-13 engine.
They have a fiercely loyal customer base who knows that they will
be treated professionally, fairly and quickly.”
“The team at Camions Excellence Peterbilt – Laval is known for
superior support of Peterbilt trucks and the PACCAR MX-13 engine,”
said Darrin Siver, PACCAR Vice President and PACCAR Parts
general manager. “They maintain an outstanding parts inventory
and are dedicated to excellent customer service.” n
www.UTA.org
Darrin Siver, PACCAR Parts General Manager and PACCAR Vice President;
Nicole Lussier, Camions Excellence Peterbilt – Laval; Dany Lussier, Camions
Excellence Peterbilt – Laval; Bill Kozek, Peterbilt General Manager and
PACCAR Vice President; and Tony McQuary, PACCAR Parts General Sales
Manager.
Industry News Briefs continued on page 12
June 2013 11
UTA Industry Watch
Industry News Briefs continued from page 11
Private Fleets More Willing to Boost Capacity
Private fleets are now adding capacity with additional units faster than
for-hire fleets, according to the “Q2 2013 Fleet Sentiment Survey”
from CK Commercial Vehicle Research (www.ckcvr.com). Half of the
private fleets said they were adding capacity with the power units they
expected to purchase (over the
next quarter). They designated an
average of over 40 percent of those
orders for that purpose. During
the same quarter last year, a third
of for-hire fleets said they were
adding capacity averaging just six
percent of power units directed to
growing their vehicle population, CKCVR noted.
Chris Kemmer, Principal at CKCVR, noted the correlation between
responses to the added capacity inquiry and one asking about driver
shortage. “Based on what our survey participants are telling us
for-hire fleets have a much, much larger problem with a shortage of
drivers so adding capacity is hard; the private fleets in our advisory
group generally don’t have that issue. They have an incentive to add
capacity to be sure their products get shipped and the ability to do so
because they can fill the trucks with drivers. We expect the looming
Hours of Service regulation implementation adds to the urgency to
solidify hauling capacity.”
Other highlights from the Q2 2013 Fleet Sentiment Report:
■■ The FSR Buying Index fell to 97.5 from the last quarter’s 103.8
reading. The Buying Index measures the percent of fleets planning to
buy medium/heavy duty trucks and trailers along with the expected
volume of those orders, for the
three months following the
inquiry. The decline in Q2 was
primarily impacted by softer
order plans for trucks.
■■ Most of the fleets responding
have sufficient freight demand to
meet their fleet capacity. An
increasing percentage say they need more equipment.
■■ 42 percent of respondents are now fleet testing a product or technology.
■■ Overall, the environment at the surveyed fleets is “good.”
Fifty-one fleets participated in the Q2 2013 Fleet Sentiment Survey.
They operate in excess of 35,000 Class 8 trucks and 95,000 trailers.
More information about the Fleet Sentiment Report and how to
subscribe can be found at http://www.ckcvr.com/FSR.html n
The industry’s biggest
and best event
Valuable Information
Face-to-Face Networking
Fantastic Tours,
Golf and Shopping
Dynamic Speakers
and MORE!
November 6-9, 2013
Orlando, Florida
Walt Disney World
Swan and Dolphin Resort
www.swandolphin.com
12 June 2013
www.UTA.org
UTA Industry Watch
Industry Events Calendar 2013
JUNE
SEPTEMBER
26 – 27 • 8th Annual UTA
Kansas City Golf Outing
to benefit the UTA Jerome
Nerman Family Foundation
27 – 28 • Guilty By Association Truck Show
Sponsored by
Chrome Shop Mafia
Joplin, MO
Adams Pointe Conference Center
& Golf Club
4 State Trucks I-44, Exit 4
http://chromeshopmafia.com/
events/gbats/
Blue Springs, MO 64014
Marriott Courtyard KC East
www.UTA.org
Continued
June 17 & 18th, 2010
JULY
11 – 13 • Walcott Truckers Jamboree
Sponsored by Iowa 80 Truckstop
Walcott, IA
I-80 Exit 284
www.iowa80truckstop.com/
trucker-jamboree/
AUGUST
22 – 24 • Great American Trucking Show
Sponsored by Randall-Reilly
Dallas, TX
Dallas Convention Center
http://www.gatsonline.com/
OCTOBER
14 – 15 • UTA Sponsored Seminar Training:
Selling for Success
Dallas, TX
www.UTA.org
19 – 20 • Golden State Trucking Expo
Sponsored by
CAP Companies, LLC
Pomona, CA
Fairplex
http://www.goldenstatetruckingexpo.com/directory.html
19 – 22 • 2013 ATA
Management Conference
& Exhibition
Orlando, FL Orlando World Center
http://www.trucking.org/mce/Pages/default.aspx
SEPTEMBER
10 – 22 • Review & Outlook 2013-2017
Columbus, IN
Sponsored by ACT Research
www.actresearch.net
16 – 17 • UTA Sponsored Seminar Training:
Selling for Success
Los Angeles, CA
NOVEMBER
6 – 9 • 14th Annual UTA Convention
Orlando, FL at The Walt Disney World
Swan and Dolphin Resort
www.UTA.org
www.UTA.org
18 - 19 • 2013 Great Lakes Truck Expo
Cleveland, OH
Cleveland Medical Mart &
Convention Center (CMMCC)
http://greatlakestruckexpo.com/
www.UTA.org
June 2013 13
UTA Industry Watch
14 June 2013
www.UTA.org
NeXt stop ORLANDO...Imagine the Possibilities
UTA Industry Watch
From Where We Sit
Here we are in the happy season of Brides,
Dads, and Grads! Nature has burst open to
reveal all the beautiful things she’s been
working on all winter, and the damp cold
spring is finally behind us. It’s time to get out
the shorts, start up the grills, and spend this
season embracing the happiness of the brides,
the achievements of the grads, and the
dedication of those dads. Once again, life
seems good, rich, and vibrant, except of
course for those among us who don’t see it
that way.
As we head into the frenzied happiness of a
long summer stretching out just there beyond
Memorial Day weekend, we know deep in
our hearts, that some among us don’t look
to this gentle season with happiness and
enthusiasm. Just today we are struggling
with devastating tornadoes in the
Oklahoma, and media reports keep making
real life look worse. It was only a few weeks
ago that the bombing in Boston marred our
happy spring. And even beyond these huge
tragedies, who among us has not looked
ahead at a season known for joy and
struggled with the illnesses of loved ones or
with their passing?
Why do we always seem to need a reason to
embrace life’s happiness? Yes, we rejoice for
the happy bride, but any bride will tell you
that those last few months leading up to the
“big day” can be indescribably stressful and
even dreadful. Why not rejoice for the
couple as they make their plans, help them
celebrate the process of getting married,
and not just the event? And what about
those Grads? We’ve known some who asked
relatives not to get too excited until final
grades came through. That’s stress! And
what about the fractures in families, that
can make such milestones so complex? As
for Dad? Well, the great ones deserve to be
honored every day in ways big and small. Sure, grill him a burger and
hand him a beer on Father’s Day, but honor him and treat him as he
deserves on ordinary days in October, too, or even February.
Sometimes it seems that these big events, happy as they should be,
bring to light strong responses of stress, trepidation, and anxiety.
Lately it seems that demystifying them, and instead finding the beauty
and mystery of every day makes life richer and more rewarding. So,
catching a glimpse of a hawk hunting over an open field while you wait
in line at the bank drive-in, becomes a memory. Noticing that the sky,
as you drive home, is such a crystal blue with the perfect ratio of white
clouds floating along, can make a moment in a hectic day seem like it
stepped from a child’s storybook. Coming home to rejoice with your
family, all of whom are well, happy, and ready to eat a good meal
together makes even a long Wednesday look better. Even if the house
is a mess, the trash didn’t get out, and everyone forgot to stop for milk,
www.UTA.org
this moment can be as joyful and full of achievement as any of the
special days we cherish so. By all means, celebrate in great joy with the
Bride and Groom, hoist up that stellar Grad, and never fail to show
your love and devotion to Dad, but at the same time, just think of the
world we could have if we did this more than
just occasionally. It would be beautiful. At
least that’s the way it looks from where we sit.
Deb and Brad Schepp
[email protected]
June 2013 15