Industry Watch April 2011

1.877.GETS.UTA • www.uta.org
Used Truck Association
Class Is In Session!
Chartered May 16, 1988
UTA Training for 2011
Published by the Used Truck Association
325 Country Club Drive, Suite A
Stockbridge, GA 30281
Table of Contents
Board News & Views........................... 2
New Members................................. 3, 5
Face to Face with Lee Chapin............... 4
Bryan’s Spotlight............................... 7-8
Used Truck Market Keeps
Accelerating................................... 8-9
The Brooks Group
Sales Tip of the Month....................... 9
Industry News Briefs....................... 10-13
From Where We Sit........................... 15
Industry Events Calendar.................... 15
The UTA…
Members Supporting Members!
Volume 13 • Issue 4 • April 2011
T
his year, UTA members can continue to take full advantage of quality, beneficial training
opportunities with a UTA focus. I’m excited to be part of this initiative.
Many years ago, as a new manager I attended a super power sales seminar. I remember hearing
Zig Ziglar say, “It is far better to have trained salespeople and have them leave you, than to have
never trained them and have them stay.” Zig’s words still loudly resonate with me today, just as
they did when I first heard them.
It has been over 20 years since that time, and training is still the hot topic in every major sales-oriented
organization today. Training is an on-going commitment—it always was and it always will be.
Yes, training programs can get expensive, specific, and proprietary putting them out of reach.
But the benefits of solid training efforts often pay off big time. The rewards of good solid training
are many. Think about the importance of:
■■ The value of a selling salesman versus a fly-by-the-seat-of-his-pants salesman ($$$$).
■■ A professional approach to meeting and greeting every one of your customers, and making
them feel welcomed at your place of business ($$$$).
■■ Product and spec knowledge of what you sell, and how you should present it to your
customers to maximize the opportunity for a sale ($$$$).
■■ Turnover reduction in your sales force (success breeds ongoing success, and trust me it is
contagious, show me the money is alive and well) ($$$$).
■■ Leadership and promotion possibilities, which can be recognized from your UTA-trained
successful sales force ($$$$).
Some of the benefits your sales force can attain from training include:
■■ Recognizing
■■ Generous
■■ A
the difference between a career and a job (self worth).
yearly pay raises from increased repeat and referral sales ($$$$).
sales path for success that will increase closing sales percentages ($$$$).
■■ Industry
knowledge that will be useful in putting the right product that will do the job, in
front of the right customer ($$$$).
■■ Recognized
professional UTA achievement levels.
The UTA training initiatives begin with online training
from the Brooks Group. The Brooks Group, a national
award-winning, recognized leader in the field of sales
training, has created a custom training program just for
UTA. This training is available online,
and consists of a self study systemized
sales approach called IMPACT. This
course will benefit everyone who wants
to become the best manager or selling
salesman ever.
SHARE YOUR NEWS
with the UTA Industry Watch.
Send submissions, ideas and
comments, to:
UTA Industry Watch Editors
Brad and Deb Schepp, Lara Haag
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]
Also, there’s training through the Truck Marketing Institute
(TMI), which for over 60 years has trained independent and
OEM’s with a home study course for truck classes five through
eight. The TMI course starts with terminology and specifications
that are essential for industry understanding and success. It
incorporates and builds a foundation of truck basics, all the
way through advanced specification knowledge.
(Continued on page 5)
2011
Board of Directors
UTA Industry Watch
Board News and Views
“Nothing is stronger
than the heart of a volunteer.”
~Lt. Col. James H. Doolittle, April 18, 1942
T
Front, L to R: Sheri Aaberg, Randy Pennington,
Marty Crawford, Tim Ronan, Mike Thurston.
Back, L to R: Tim Ormsby, Bryan Haupt, Ken Kosic,
Bobby Williams, Rick Clark, Tom Pfeiler,
Bryan Boyd, Lara Haag, John Cosgrove,
George Barnett.
President
Rick Clark
Vice President
Bobby Williams
Treasurer
Tom Pfeiler
Secretary
Sheri Aaberg
President Emeritus
Marty Crawford
Affiliates & Benefits Committee
Chairman
Bryan Boyd
Convention Committee Chairman
Sheri Aaberg & Tim Ormsby
UTA Jerome Nerman Family Foundation
Scholarship Committee Chairman
Tim Ronan
Elections Committee Chairman
George Barnett
Marketing Committee Chairman
Lara Haag
Medium-Duty Committee Chairman
Randy Pennington
Membership Committee Chairman
Randy Pennington & John Cosgrove
Training Committee Chairman
Ken Kosic
UTA Dealer Group Committee Chairman
Mike Thurston
he Japanese attack on Pearl Harbor was one
of the darkest points in U.S. history. America
was beat and it could have folded but it
didn’t. Many of us have heard this famous quote
from Lt. Col. James H. Doolittle because we have
seen the movie Pearl Harbor. At the time I saw the
movie the words were powerful, even moving.
Photograph courtesy U.S. Naval Historical Center
The dictionary says a volunteer is “a person who voluntarily offers himself or herself for a
service or undertaking.” Today Japan is hurt and the world watches and reacts. Volunteers are
rushing to its aid with manpower and dollars. Disaster is never good, but it does always seem to
have one upside: people who have no connection to the disaster blast into action to help.
Why does a volunteer help? Because someone needs help. To make the less fortunate feel better.
To make the volunteer feel better. I am sure many reasons could be listed. What do we do in
our everyday lives to volunteer? We see many inspiring examples of people helping people on
TV and in the newspaper, but what do we do? There are so many great organizations out there
we can join in our own communities: Boys and Girls Club, the YMCA, a local church, Boy
Scouts, Girl Scouts, hospital and disease organizations, food shelters, the list is endless. Our culture is fast paced today. We are all short on time. The family is running nonstop. The
kids have to be driven from practice to practice. Someone in the family is sick. I’ve been
traveling all week. How do we find time? I thought technology was supposed to give us more
time, but we all seem to have less.
So what’s my point? I don’t have a point, but I do want to issue a challenge. I issue this challenge
to myself and to all of you. The challenge is to make the time to volunteer. Coach your kid’s baseball
team, spend time at the soup kitchen, and deliver goods or food to the poor. Anything helps.
I would not be doing my job if I did not ask you to also consider your industry. The UTA is an
incredible organization. Surely the best aspect is the yearly meeting in November. We spend time
together eating, drinking, learning, golfing, fishing, and most of all networking. Then we go down
the road for 12 months, and many of us don’t think about UTA again until the next November.
We have so many great volunteers, but we need more. We need the next generation. Think
about being involved in UTA the entire year. Our golf fundraiser in June is coming up to raise
scholarship money. You need to be there! At the very least donate to this great cause. The
membership committee is putting on a full court press to expand membership. Let’s help them
out. We need more members out west and in Canada. We are proud of this organization; let’s
prove it all 12 months of the year. We still need regional committee members for the dealer
group. Call me and be a part of the team all year.
Nothing is stronger than the heart of a volunteer. I want all of us to prove
this 12 months a year. At the very least we should pray for those in Japan,
care for those in our community, and show the truck industry that the
UTA is here to create a better tomorrow by volunteering our time and
resources today. n
Mike Thurston
UTA Dealer Group Committee
[email protected]
UTA.org Website Committee Chairman
Bobby Williams
UTATrucks.org Website Committee
Chairman
Bryan Haupt
2 April 2011
www.UTA.org
UTA Industry Watch
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 will
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 like/don’t like 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!
New Members
George Glover, President
Glover Truck & Trailer Sales, Inc.
8608 Hwy 70 E
North Little Rock, AR 72117
www.glovertruckandtrailer.com
(501) 945-1550 (w)
(501) 920-0617 (c)
[email protected]
Navistar
8800 State Rd.
Philadelphia, PA 19136
(215) 335-2690 (w)
[email protected]
David Craig, Sales Manager
McBride Mack Sales
P.O. Box 2620
Paducah, KY 42002
(270) 442-7545 (w)
[email protected]
Milwaukee Truck Sales
4444 W. Bluemound Rd.
Milwaukee, WI 53208
www.krietegroup.com
(800) 761-6225 (w)
[email protected]
John’s gone from mechanic to director of
used truck operations during his 25 years in
the truck business. Like so many others he
finds working with customers to be the best
part of the job. In fact, even if John was no
longer in trucks he’d still be doing something
in customer service. “I enjoy meeting new
people,” John told us.
Also, if you’d like a copy of the new member
brochure that we handed out at the
convention in Jacksonville, please
contact David Grace at davidgrace@
charter.net or 770-389-6528 ext. 404.
Scott Barkus, UTC Manager
John Hommel, Director of Used Truck
Operations
John became a UTA member so he could
network with other used truck dealers. Let’s
all welcome him!
George is the president of his own company now
but his roots are as humble as anyone’s. He’s done
a bit of everything in the industry including
washing, detailing, driving, and finally selling.
He’s also decked trucks himself, driving them
from coast to coast and Canada.
George’s other passion is golf. Trucks aside, he’d
love to be a PGA golfer, “because it is the ultimate
test,” he said. “But, I can`t break 80.” George’s
son George Jr. is following in dad’s footsteps.
“My son, George, played college golf for four years
at the University of Arkansas,” he said. “He also
played in the U.S. Jr. Amateur and the U.S.
Amateur, finishing in 9th place at Jr. Amateur
(67 in the 2nd round). He also won the Arkansas
State Amateur in 2007. (I was the caddy.)”
Jason DeSanto, Owner/UTM
Note: Pictured are Roy, George, George (Beau), and
Charlie (baby)—four generations of truck salesmen.
Windycityjay Truck Sales
115183 Madison St.
Burr Ridge, IL 60527
www.windycityjaytrucksales.com
(630) 455-5960 (w)
(708) 745-2829 (c)
[email protected]
Steve Goldenberg, Purchasing & Asset
Manager
Miami Valley International Trucks, Inc.
7655 Poe Ave
Dayton, OH 45414
www.mvigroup.net
(937) 898-3660 (w)
(614) 778-8989 (c)
[email protected]
Robert Konneker, Used Equipment
Sales Manager
PACCAR Financial
9620 S. 76th Ave
Hickory Hills, IL 60457-2117
www.pacleasetrucksales.com
(708) 430-9182 (w)
(425) 691-9976 (c)
[email protected]
“Every day is different and presents new
challenges,” Bob said when asked what he likes
about working in our industry. He joined UTA
to network with colleagues and stay current on
the industry, and looks forward to being an
active member for many years.
In 1986, Bob got his start in the truck industry
as a finance sales rep. Since then, he’s been
happily trucking along and has some trouble
imagining being in another field. When pressed,
he let his mind drift to other ways he might earn
a living. “When the day comes that I don’t
enjoy my job and the truck business, I will go
sell boats in a warm climate. No snow.”
When Bob’s not at work you might find him
spending time with family and friends “relaxing
at the lake.” Can we come too?
Michael Kukoff, Managing Partner
2 Zero Emissions
200 Wright St.
Newark, NJ 07114
www.2zeroemissions.com
(866) 702-1076 (w)
(908) 764-2098 (c)
[email protected]
New Members continued on page 5.
www.UTA.org
April 2011 3
UTA Industry Watch
Lee Chapin
T
his month we spoke with Lee Chapin,
the sales manager for Truck Paper and
Truckpaper.com. It is a little out of the
ordinary to write a Face-to-Face story about
someone who doesn’t actually buy or sell
used trucks, but our interview proved to be
very enlightening. Since Truck Paper creates
a weekly publication listing used trucks for
sale, we knew right away we were talking with
someone who knows used trucks! Add to
that the fact that Lee is a charter member of
the UTA, and we are off to a running start.
Lee began his career with Truck Paper in 1985,
having decided to leave his family business in
real estate and home construction. With interest
rates at the time hovering near 15 percent, he
and his family agreed it was time to start a
new career. Fortunately, Lee brought with him
all the sales experience he had gained in the
family business, and today he still enjoys
managing and training the sales staff for
Truck Paper. As for the UTA, not surprisingly,
Lee spent five years on the board, serving as the
head of the Training and Education committee.
We talked to Lee about what makes his
publication so successful. “Our publication is
a weekly, and we’ve been blessed with lots of
customers,” Lee said. “It works well for most
truck dealers. It’s timely and filled with pictures
of the equipment for sale.” Lee noted that the
nature of his publication makes it easy for dealers
to list their inventory and easy for buyers to
search for good deals. “Truckers love trucks,”
he noted, “and they follow our publication.
I’d like to say it’s because of my sparkling
personality and my great wit, but the product
helps dealers sell trucks.” Just among us, we
also think success has come to Lee based on
his sparkling personality and great wit!
We couldn’t help but reminisce about how
technology has changed the way Truck Paper
is published. When Lee started in 1985, of
course everything was paper based. “When I
first started, I would sit back and be amazed
that someone could take a picture and
overnight it to us,” Lee recalled. “We’d get it
developed, and then if we got that by
Friday, we had it in the following Friday’s
publication.” Lee recalled that he and his
staff spent many lunch hours at the mall
waiting for film to be developed. “Onehour developing was the best thing that
happened, because everyone sells trucks
with pictures,” he said. Of course, now
everything happens electronically, drastically cutting the lead time for any
publication. With the website, Truckpaper.com, listing trucks and searching for
good buys can happen any time, day or
night.
We asked Lee to look back across his
career and share with us some of the
best lessons that he still uses today as
he trains new salespeople. “The main
thing I try to teach them is that sales is a
numbers game,” he said. “When you
get up in the morning and contact a
lot of people, something good is going
4 April 2011
to happen.” This advice also comes with a bit of
a warning. “Nobody likes rejection, but you
have to get used to it,” Lee said. “You’ll hear a
lot of ‘no’s’ but before the day is over,
something good will happen.” Lee further
remarked that this lesson is especially hard
for the younger sales staff. “It takes time to
build a customer base,” he said. “There is no
fast-forward in sales or life.”
Lee enjoys the annual UTA conference, and
credits the establishment of this annual event
with helping the UTA membership grow and
thrive. Over the years he’s watched the UTA
evolve, Lee’s found there’s a powerful sense of
camaraderie within the industry. “If you treat
people well in this business, it’s a great business,”
he observed. “Used truck people need each other,
and they work well together. But, you do one of
them wrong, and you’ll be on the outs. Even
competitors work well together.” It’s not only
the membership who recognizes the warmth
and friendliness of this group. “We’ve had
meetings where we bring groups of people in,”
Lee explained. “Nine times out of ten, the hotel
staff remarks how nice and friendly the
membership is.”
We asked Lee to look into the future with us a
little and share his thoughts about the challenges
that are ahead in the used truck industry. Like
so many others we’ve spoken with, Lee noted
the low inventory of used trucks over the next
three years and higher prices on everything—
parts, service, and equipment. “We’re going to
have to get used to it and figure out how to work
with it,” he said. Perhaps it’s the trainer and
educator in him but Lee further noted the lack
of younger people entering the used truck
industry. “We always have a challenge in
bringing youth into the industry,” he said.
“Obviously college graduates don’t place used
truck sales at the top of their radar screens.”
We suppose that’s true. But Grandma always
said, “You can’t put an old head on young
shoulders.” From what we’ve seen, these young
and recent college graduates are missing a
chance to build a great life for themselves and
their families. n
www.UTA.org
UTA Industry Watch
Training (Continued from page 1)
New Members continued from page 3.
Carmenda Laymon, Regional Sales
Manager
Bricktown Media-Big Rig Network
210 Park Ave., Ste 1300
Oklahoma City, OK 73102
www.transportationandtrucking.com
(316) 208-8866 (w)
[email protected]
Are you interested
in transportation
and trucking? Sure
you are that’s why
you’re reading this
newsletter! Given
that, you may want
to check out the
website from
Carmenda’s
company, www.
transportationandtrucking.com. From coupons
to news, to jobs, and promotions there’s a ton of
information about transportation and trucking.
Carmenda’s been in the business since 2005 and
has been with the same company, Bricktown
Media, the whole time. She loves her job since
it involves lots of travel and meeting with
customers face to face.
Carmenda feels the UTA is a great asset for
everyone in the used truck industry. She plans
to be in the industry a long time, since she
finds it “challenging and addicting.”
Here’s something Carmenda feels a lot of people
don’t know about her: she owns her own website
www.360PalmCoast.com, which is modeled after
www.transportationandtrucking.com and another
Bricktown Media website www.agdirectories.
com, “because they’re that good.” Gotta love
that enthusiasm! 
Johnnie McBride, GM
McBride Mack Sales
155 McBride Ln.
Paducah, KY 42001
(270) 442-7545
[email protected]
Joe Monteleone, VP of Assets
NFI Industries
71 W Park Ave
Vineland, NJ 08360
(856) 794-4791 (w)
[email protected]
Kyle Murray, Vice President
KBK Insurance Group, Inc.
1425 Sams Ave.
Harahan, LA 70123
www.kbkinsgroup.com
(504) 736-0690 (w)
[email protected]
Insurance and
trucking fit together
well, Kyle feels,
since they’re both
relationshiporiented businesses.
Meeting new people
is something he
really enjoys.
Kyle’s company, KBK
Insurance Group,
has been insuring
used car dealers
since 1997. But it only recently expanded its
program to include used truck dealers, which is
one reason Kyle joined UTA.
We‘re also working on informative UTA
training videos (how to do a proper used
truck appraisal will be first). We all know
the value of getting what we expected and
paid for. The video will be produced from
UTA committee member input and the
UTA appraisal form. It will consist of a
classroom explanation of the appraisal
process and an actual live appraisal (looking
for a movie star, any volunteers out there?).
Future training videos planned include:
■■ The
value in doing a Walk a Round
every time
■■ The
customer Meet and Greet
■■ The
Probe and dreaded Close
■■ Asking
the right questions and
listening to your customer
■■ The
evolution of change EPA - EGR
- SCR
“KBK is looking forward to working with the
used truck industry,” Kyle said. “Hopefully, we
can be of benefit to the members.”
Hopefully, I have sparked your interest in
UTA’s 2011 Training Initiatives and beyond,
as the scope for training needs and topics
are endless. I am proud of our committee of
dedicated industry professionals, and thank
them for their input and focus in working
toward a solid UTA program.
Bob Weaver, Owner
The members are:
Trucks n Trailers of Northwest Arkansas, LLC
1589 Electric Ave
Springdale, AR 72701
www.tntnwa.com
(479) 750-7700 (w)
(479) 236-7966 (c)
[email protected]
Bob’s a newcomer to the industry, starting out
with JB Hunt Transport, Inc. only in 2009. But
he works fast. Today he’s the owner of Trucks n
Trailers of northwest Arkansas, where they
“put the big in rig.”
For Bob, the interaction with customers and
suppliers is the best part of the job. He’s joined
us at UTA for the learning and networking
opportunities that come with membership.
Something others may not know about Bob is
that he’s “shy by nature.” So let’s all reach out
and welcome him to the UTA!
■■ Tom
Pfeiler
■■ Michael
■■ George
■■ Eddie
■■ Jon
Mounsey
Papp
Walker
Tepper
■■ Don
Mueller
■■ Ken
Kosic
Finally, members, we need your support to
encourage and promote this UTA initiative
within our organization—no matter how
large or small your business is. We are open
to any and all suggestions for training needs
that you would like to have addressed. At
any given time, there are gaps and timing
issues in anyone’s training program. Your
UTA wants to step up and be counted on to
assist with your
training needs.
Thank you and the
very best of success!
Ken Kosic
Training Committee
[email protected]
www.UTA.org
April 2011 5
UTA Industry Watch
by Bryan Boyd, Affiliates and Benefits Committee • [email protected]
Premium 2000+™ Medium and Heavy Duty Warranty
Programs
Premium 2000+™ entered the commercial truck marketplace over a
decade ago, because it saw the need for a warranty product that would
help franchise and independent dealers sell more trucks and increase
their bottom lines. By simplifying the qualification and inspection
processes, and significantly lowering warranty acquisition costs, Premium
2000+™ feels it has forever changed the aftermarket warranty landscape.
that their customer deemed acceptable as is. We reserve better than
anyone else and are prepared to handle claims – spending some money
after the sale for necessary repairs seemed much more appropriate
than spending money before the sale, especially when buyers are often
limited as to what lenders will advance due to credit issues.”
With more than 10,000 trucks under warranty at any time, Premium 2000+™
has become what it says is the most popular warranty option for dealers,
fleets, lenders, and service facilities in today’s marketplace. “And we’ve
only scratched the surface,” says Larry Palkins, Director of Sales. “We
listen to the needs of this diverse marketplace and develop whatever is
necessary to assist dealers so that they can provide affordable options
for their customers.”
Remarketers such as Enterprise Rent-A-Truck, Hino, and Idealease
came to Premium 2000+™ for custom programs. Rush, Lonestar, FYDA,
Hunter, Larson, The Velocity Group (Los Angeles Freightliner),
Navistar and others, about 1,400 in all, have enrolled with Premium
2000+™, and are successfully using the programs, Murphy says. Nearly
every UTA dealer takes advantage of the $100.00 UTA and $150.00
Co-op Ad discounts that are available, Murphy says. Additional
discounts are available for monthly volume and loss ratio targets.
When assessing the used truck warranty product years ago, the
company saw the difficulty dealers were having. Providing the
necessary peace of mind when their customers were contemplating the
purchase of a used vehicle, especially one that had run out of factory
warranty, seemed like a strong opportunity for us, says Lynn Murphy,
President and CEO. “The elimination of unnecessary dyno-testing and
complicated and expensive pre-approval inspections won over a lot of
dealer’s right from the start,” he notes. Murphy continues: “Dealers
don’t want to deliver bad trucks—they depend, in large part, on repeat
and referred business. We wanted to reward good dealers who sold good
trucks, not punish them with added costs for reconditioning a vehicle
The UTA has been a strong supporter of Premium 2000+™ and vice
versa. “When we first began certain Board members were skeptical.
In fact Steve Nadolson, Paul Spokas and others approached us because
we were so different than any of our predecessors. They were curious
as to how we had come up with our programs and philosophies for
marketing,” Murphy reflects. “Soon Paul Spokas and Bear (Steve
Nadolson) became sales representatives – I guess they saw our vision
and concluded that they wanted to participate,” says Murphy. “Paul
and Bear and so many others have assisted our efforts and we always
listen to the marketplace, it will tell us the direction we need to take,”
Murphy concluded.
“We haven’t been around the longest but there is a difference between
longevity and popularity and we are the most popular option for
warranties on commercial trucks,” says Palkins, the Sales Director.
“We will be coming out with some new products that will help sell
trucks and create lifetime loyalty between dealers and customers,” he
added. Stay tuned.
The company says many dealers find its monthly e-mail newsletter
useful. “Our website (www.premium2000.com) has all of our up to
date programs and information and is the source for on-line warranty
submittals,” Palkins added. l
6 April 2011
www.UTA.org
UTA Industry Watch
UTA A f f i li at e s
4 State Trucks Inc
Chrome Shop Mafia
HALO Branded Solutions
HTAEW.com
Manheim Heavy Duty Truck and Equipment
Auctions
HALO Branded Solutions
My Little Salesman
Founded over five decades ago in the small Midwestern town of Tampico,
IL, HALO Branded Solutions has grown into a global leader of promotional
solutions by helping over 40,000 satisfied customers make their mark,
according to Julie Genovese, Brand Specialist for HALO.
National Truck Protection
HALO Branded Solutions, a fully integrated marketing firm, specializes
in the use of branded merchandise to support its clients’ ongoing marketing
efforts. Today, some of the world’s leading corporations look to HALO for
advice in building their brand and their business. “We respond with solutions
that achieve results, exceed expectations, and create success,” says Julie.
While HALO embraces its small town beginnings, it is driven by continuous
improvements in marketing, technology, and operational tools. The
company has invested millions of dollars in the most sophisticated
technology, efficient processes, people, and equipment to offer what it
claims is “unmatched reliability, creativity, and results on every order.”
“Passion starts in the heart,” says Genovese. The heart of HALO Branded
Solutions is complete customer care. The company “combines its
small-town Midwestern ethos with world class technology to provide
an exceptional buying experience.” Passionate, caring service on every
order defines the HALO Branded Solutions difference, Julie says.
HALO Branded Solutions feels it has made its mark in a crowded
market by developing award-winning exclusive products, available
only to its clients. Its “Exclusive” line of calendars and dated products
offers dynamic designs at everyday low prices. The “Lasting Impressions” product catalog provides hundreds of top-selling products
Premium 2000+ Medium and
Heavy Duty Warranty Programs
R.L. POLK
Ramsey MediaWorks LLC
Revolution Payment Systems
SOARR.com (Interstate Online Software)
The Truck Blue Book
Trucker to Trucker
Vehicle Inspection Pros
priced to meet any budget. HALO also works with clients to create
private label apparel and custom employee incentive programs that
“immediately add value to their brands.” The company invites UTA
members to create their own exclusive products.
Because the company is “fluent on the latest product trends, decoration techniques, and global product sourcing,” Julie says HALO can
offer UTA members “perfect products,” providing the greatest impact
at the lowest prices. For UTA members with messages that they wish
to deliver to specific target audiences, whether for a new product/
service introduction, commemorating a special occasion, or building
traffic at a trade show booth, HALO can create and implement
promotional programs to add impact to those messages.
As a new member and affiliate of the Used Truck Association, HALO
is giving back five percent of all member purchases to go toward the
UTA scholarship fund. Plus, you can order items with your own
company logo, and HALO will add the UTA logo for free. If you have
any questions, please contact Julie Genovese. You can find her contact
information on the UTA website under the “Promotional Items” tab. l
www.UTA.org
April 2011 7
UTA Industry Watch
Used Truck Market Keeps Accelerating
by Chris Visser, Senior Analyst and Product Manager, Commercial Trucks
T
he average mileage, age, and selling price of sleeper
tractors retailed and wholesaled in February
continued to climb upwards in unison. Dealers retailed a
slightly higher number of used trucks in this period, with
wholesale sales decreasing by a comparable amount.
In January, average mileage and age of all sleeper tractors
under 1M miles hit their highest levels in at least three
years, with mileage at 519K and age at 61 months.
February’s figures were only slightly lower, with mileage at
508K and age at 60 months (see graph). These measures
should remain at high levels as trucks that were held in
extended trade cycles continue to filter in to the secondary
market.
Despite ever-higher mileage and age, the average selling
price of this group hit its highest point since September of
2008, at $44,581 (see graph). The market is now off its May,
2008 peak by less than 8%. With average mileage approximately 50,000 miles higher now than in that period, these
market gains are even more dramatic than they appear at
first glance.
Focusing strictly on the four-year old sleeper market,
January’s average simply blew away the preceding three
years, coming in at $69,519 (see graph). February was off
January by about 10%. Keep in mind that “four year old”
now means the 2008 model year, of which a relatively
small volume has filtered through the secondary market.
Due to this limited sample size, multiple-unit package
deals can skew averages each month. It is therefore
advisable to look at this segment in terms of the 2-3 month
trend rather than focusing on monthly swings up or down.
On the wholesale side (auction plus dealer wholesale sales),
average selling price appears at first glance to have
increased dramatically from January (see graph). However, the sale of a large package of 2009 model year trucks
had an outsized impact on this period’s data. As such,
February’s data point is not necessarily representative of
the true market trajectory. Nonetheless, even if we remove
this package deal from the calculations, there was still an
increase from January. Thus, it is still legitimate to say that
the wholesale market continued to trend upwards.
As of this writing, the Japanese disaster is impacting
domestic manufacturing (and presumably freight,
although post-disaster figures are not yet available). It is
fairly certain that slowdowns will continue through the
late second quarter and possibly beyond. While the timing
is fairly predictable, the severity is not. What we do know
is that factories will have to meet pent-up demand after
Japanese production returns to normal. As such, it is probable that used truck buyers will see the disaster as
temporary, and the fundamental supply/demand relationship will continue to favor upward movements in price,
mileage, and age. n
Reprinted with permission from the
ATD/NADA Official Commercial Truck Guide®
8 April 2011
Average Retail Age and Mileage
all Sleeper Tractors Under 1M Miles
540000
520000
62
Mileage
Age in Months
60
500000
58
480000
56
460000
54
440000
52
420000
08
nJa
r
Ap
l
Ju
t
Oc
09
nJa
r
Ap
l
Ju
t
Oc
10
nJa
r
Ap
l
Ju
t
Oc
50
11
nJa
Average Retail Selling Price
all Sleeper Tractors Under 1M Miles
520000
$50,000
510000
$48,000
500000
$46,000
490000
$44,000
480000
$42,000
470000
$40,000
460000
$38,000
450000
$36,000
440000
$34,000
Mileage
Price
430000
$32,000
420000
08
nJa
$30,000
ay
M
p
Se
09
nJa
ay
M
p
Se
10
nJa
ay
M
p
Se
11
nJa
Average Retail Selling Price
4YO Sleeper Tractors, Adjusted for Mileage
$75,000
2009
2008
2010
2011
$70,000
$65,000
$60,000
$55,000
$50,000
$45,000
$40,000
$35,000
$30,000
Jan
Feb
Mar
Apr
May
Jun
Jul
Aug
Sep
Oct
Nov
www.UTA.org
Dec
UTA Industry Watch
Sales Tip of the Month
Average Wholesale Selling Price and Mileage
all Sleeper Tractors Under 1M Miles
750000
$35,000
700000
$30,000
650000
$25,000
600000
$20,000
550000
$15,000
500000
Mileage
Price
450000
400000
$5,000
-08
Jan
y
Ma
p
Se
-09
Jan
y
Ma
p
Se
-10
Jan
y
Ma
p
Se
-11
Jan
Average Number of Sales Per Reporting Dealership (Trend)
r
Ap
Three-deep is following
a question with another
question. The deeper you go,
the more you understand what
the prospect is looking for.
Here is an example:
1. “Do you get the level of service you want
from your current supplier?”
2. “What do you like most about their
service?”
3. “If you could change anything about your
current supplier, what would it be?”
Retail
Wholesale
-09
Jan
$10,000
Questioning Skills –
GO THREE DEEP!
Jul
t
Oc
-10
Jan
r
Ap
Jul
t
Oc
www.nada.com/b2b
-11
Jan
Don’t Forget to Sign
Up for Sponsorship
AND to PLAY!
June 17 & 18th, 2010
June 15 & 16, 2011
http://uta.org/kc_golf_tournament/
www.UTA.org
April 2011 9
UTA Industry Watch
Industry News Briefs
UCLA Real-time Study: Slow Growth Ahead
The flow of goods and services to factories, retailers, and consumers dropped
by 1.5 percent in February, according to the Ceridian-UCLA Pulse of
Commerce Index™ (PCI), a real-time measure. This drop comes on the heels
of January’s drop of 0.3 percent. The combined downturn of 1.8 percent
for the two months wiped out December’s gain of 1.8 percent.
That’s the disappointing news. The good news is that February was the
fifteenth straight month of year-to-year growth. The study’s authors conclude
from this activity that the recovery remains underway, although “fragile.”
“The PCI performance in the first two months of this year suggests
weakness in some parts of the economy,” states Ed Leamer, chief PCI
economist and director of the UCLA Anderson Forecast. “Nevertheless,
our outlook for 2011 is for continued economic recovery – we expect
GDP to grow at the historically “normal” rate of 3 percent, accompanied by a persistent level of high unemployment.”
There’s been a lot of speculation about how the dramatic rise in oil prices over
the past few months is affecting, and will continue to affect, the recovery.
The study addressed that concern. “February’s spike in diesel fuel prices to
well over $3 a gallon likely did not drive the weakness in the PCI this month,”
explained Craig Manson, senior vice president and index expert for Ceridian.
“However, if the trend persists, higher prices will likely have an impact in the
coming months as consumers are robbed of spending power. As a leading
indicator for the goods producing segment of the economy, the PCI is
sensitive to this dynamic and should provide early indications of direction
and magnitude as higher fuel prices impact the broader economy.”
If you’re interested in the complete report, which includes regional data and
analysis, visit www.ceridianindex.com or contact [email protected].
Video commentary is also available through the website, and you can
register to receive data updates via email and RSS feeds. n
MHC Kenworth Colorado Named Kenworth’s 2010
Dealer of Year
MHC Kenworth Colorado was named 2010 Kenworth Dealer of the
Year for the U.S. and Canada at Kenworth’s annual dealer meeting,
held recently at the PACCAR engine plant in Columbus, MS.
“It’s a great honor for MHC Kenworth Colorado to receive the
prestigious Kenworth Dealer of the Year award,” said Tim Murphy,
president of MHC Kenworth, which operates 41 Kenworth dealerships
in 10 states. “Our many dedicated employees strive every day to
provide the world’s best customer support. It’s certainly gratifying to
be recognized for our efforts from among the many outstanding
Kenworth dealers.” The award encompasses MHC Kenworth Colorado
locations in Colorado Springs, Denver, Grand Junction, Greeley and
Pueblo, Colo., and Cheyenne, Wyo.
Kenworth notes that MHC Kenworth Colorado was chosen as Dealer
of the Year from among five 2010 Gold Award winners. The other Gold
Award winners are Custom Truck Sales (Regina, Sask.), Edmonton
Kenworth (Edmonton, Alb.); Kenworth of Buffalo (Buffalo, NY), and
Kenworth of South Louisiana (Gray, LA).
“MHC Kenworth Colorado had an outstanding performance during
2010,” said Bill Kozek, Kenworth general manager and PACCAR vice
president. “Our Dealer of the Year offers the entire Kenworth heavy
and medium duty product line – including the Kenworth T700 and
PACCAR MX engine, operates excellent facilities, invests in the
business, and has employees who are relentless in their pursuit of
providing exceptional customer support. MHC Kenworth Colorado
exemplifies the world’s best.” n
Used Commercial Registrations at Record Levels for 2010—Polk
The anecdotal evidence and monthto-month data have suggested the
trucking industry is emerging from
the recent deep Recession, and now
full-year numbers confirm things turned around in 2010 in a big way.
That’s especially true for dealers of larger rigs.
Market number cruncher Polk reported recently that U.S registrations
for used commercial vehicles (GVW 3-8) in the U.S. reached record levels
during the year, with about 672,000 units registered. This was an increase
of 21.7 percent over 2009. Used commercial vehicle registrations accounted
for about 65 percent of total commercial vehicle sales. Polk also noted that
2010 was the first year that registrations of used commercial vehicles
exceeded 600,000 units.
10 April 2011
“The significant increase in used vehicle registrations during the 2010
calendar year is indicative of a strengthening in the demand for
commercial vehicles overall,” said Gary Meteer, director, sales and
client services, at Polk. “Large fleet owners and operators are upgrading to new vehicles, and therefore the smaller fleet companies and
independent owner operators have the opportunity to find available
clean used equipment; however, the pattern of used vehicle transactions indicates a softer supply of clean used equipment during the last
quarter of the calendar year.”
The best news of all may be that used GVW 8 vehicles were in the most
demand, accounting for more than 47 percent of all used commercial
vehicle transactions in 2010. n
www.UTA.org
UTA Industry Watch
Con-Way Helps Nab Would-Be Terrorist
In late February a Saudi engineering student, Khalid Ali-M Aldawsari,
was arrested for plotting to bomb several targets, one of which was
former president George W. Bush’s Texas home. The formal charge
was attempted use of a weapon of mass destruction. According to
authorities, the student was caught attempting to buy chemicals and
other items needed to manufacture explosive devices.
We bring this up because Con-Way Freight, a $5 billion freight
transportation and logistics services company, was directly involved
in unearthing this plot. The company issued the following statement
regarding its involvement.
Con-way Freight has been working closely with local police and
the FBI on this case from the beginning. The case stemmed from
a shipment we determined to be of a suspicious nature, received
at our Lubbock, Texas service center on February 1, 2011.
Based on training and experience, Con-way’s local management
immediately flagged the shipment as suspicious and notified
Con-way’s corporate security department. The shipment matched
profiles outlined in Con-way’s security protocols for identifying
shipments of a suspicious nature, and which appeared for use not
consistent with known commercial application of the product.
These concerns triggered the company’s Homeland Security
escalation plan. Con-way’s corporate security department then
notified law enforcement authorities, who then visited our
facility and examined the shipment. The FBI subsequently
reviewed the shipment information as part of its ongoing
investigation, which resulted in Aldawsari’s arrest.
For more information about the company, visit
www.con-way.com/en/freight. n
Hino Unveils First U.S. Diesel-Electric Hybrid Truck
Diesel-electric hybrids are for the first time a “viable option” in the
U.S., Hino Trucks announced at the recent NTEA Work Truck Show
in Indianapolis. The company announced a “revolutionary” addition
to its product line—four models of its newly designed Class 4 and
Class 5 cab over engine (COE) trucks.
In the class 4 market, Hino will
offer the 155 diesel model
and the first ever U.S. class 4
diesel-electric hybrid
model, the 155h.
The 155 and 155h
models will carry
a 14,500 lb. GVW
rating. In the
class 5 market,
Hino will offer
the 195 diesel
model and the
first ever U.S.
class 5 dieselelectric hybrid model, the 195h. The 195 and 195h models will carry a
19,500 lb. GVW rating.
“The new cab over line-up is an exciting addition to the Hino Trucks
brand as we strive to provide our customers with a comprehensive
offering for their trucking needs,” said Sumio Fukaya, President and
CEO of Hino Trucks. “With the introduction of this new truck, Hino
Trucks is making the diesel-electric hybrid a viable option in the U.S.
commercial truck industry for the first time.”
All models are powered by the Hino J05E Series engine. The 5-liter
engine is rated at 210 hp and 440 lb. ft. of torque. Utilizing Aisin’s
A465, 6-speed automatic transmission, the Hino hybrid is the first to
be packaged with an automatic transmission.
Hino notes that both models feature an ergonomically friendly wide
cab with a North American standard 33-inch frame rail width, a
56,900 PSI frame, and a standard center mounted rear fuel tank. The
cab’s styling emphasizes aerodynamics and visibility with an angled
windshield, narrow pillars, and rounded-radius curves. Inside, the new
cab uses its increased width to provide room for drivers up to 6 ft. 6 in.
tall, seating for three, and a mobile workspace with a variety of
organizational storage options. A crew cab version will also be available.
For more information visit www.hino.com. n
Industry News Briefs continued on page 12.
www.UTA.org
April 2011 11
UTA Industry Watch
Industry News Briefs continued from page 11.
Power Shot Device Reduces Diesel Consumption
Peterbilt Names Dealers of the Year
The recent tragedy in Japan underscores, once again, the need to
develop “alternative” energy sources that are safe and renewable.
While solar energy has come a long way
since photovoltaic cells were first used
in the space program in the 1950s,
it can still be pricey. But
conserving diminishing
non-renewable energy
sources, like diesel, is
something we can do
right now.
Peterbilt recently announced its Dealer of the Year awards, at its annual
dealer meeting.
And that brings us to the Power Shot LPG. With this device, fleet owners
can reduce their consumption of diesel considerably, according to Richard
Garfinkel, UTA member and managing partner of 2 Zero Emissions,
which distributes the device. “The Power Shot LPG for diesels offers a
cost effective way to not only reduce a fleet’s carbon footprint but also
to reduce the fleet’s running costs,” Garfinkel says.
Peterbilt Manitoba Ltd. in Winnipeg, Canada won the 2010 Peterbilt North
American Dealer of the Year award. Doug Danylchuk, dealer principal,
accepted the award at Peterbilt’s annual dealer meeting, which was held
this year at its new engine plant in Columbus, MS. Peterbilt highlighted
the company’s dedication to customer service in presenting the award.
Western Peterbilt (Seattle, WA) was named the 2010 Peterbilt Medium
Duty Dealer of the Year. Frank Anglin, dealer principal, accepted the award.
It announcing the award, Peterbilt cited the dealer’s product line
diversity, and “high level of dedication and professionalism.” n
The Power Shot system sends liquid propane gas (LPG) into the combustion
process of the diesel engine, which improves diesel combustion from 75
percent to around 95 percent, he continued. “The improved combustion can
reduce your diesel consumption by as much as 20%. The other benefit is a
reduction in black smoke (particulate matter) and a 50% reduction in NOx.”
Garfinkel notes the Power Shot LPG for diesel systems is totally mechanical, it uses the boost pressure of the turbo to meter the flow of LPG into
the air stream, and it’s easy to install. His company can train service
staff to maintain, adjust, and tune the system.
“Our typical customers are heavy duty truck dealers that have service
facilities and the ability to scale installations for fleets,” Garfinkel said.
His company has installed the device on vehicles including a 1983
2233 Mercedes Benz truck. “That truck has about 600,000 miles, and
has not been adjusted since its final tuning eight years ago, and it
continues to be productive.”
Bill Jackson, Peterbilt general manager; Doug Danylchuk,
Peterbilt Manitoba Ltd. dealer principal; Arlen Savitt, Peterbilt
assistant general manager, sales & marketing
For more information, visit www.dieselperformanceproducts.com, or
contact Richard at [email protected]. n
New Cat Insurance for On-Highway Engine Investments
Component Plus Extended Service Coverage (ESC) from Cat Insurance covers Cat® on-highway engine parts and, the company feels,
provides peace of mind and an effective means of avoiding unexpected
costs. Coverage is available for up to four years. Component Plus ESC
is available to anyone who purchases qualified parts at authorized Cat
dealers—even if the parts are not installed by the dealer.
Currently, 15 on-highway engine parts are eligible for Component
Plus ESC. The covered parts include most internal engine components,
the complete short block, cylinder heads, fuel injectors,
turbocharger(s), water pump, and electronic control module.
Component Plus ESC parts and servicing may be financed through
the Cat AccessAccount, a charge account that enables customers to
pay for parts, service, and rentals at any Cat dealer or Cat Rental Store
in the United States. n
12 April 2011
Bill Jackson, Peterbilt general manager; Frank Anglin, Western
Peterbilt dealer principal; Arlen Savitt, Peterbilt assistant
general manager, sales & marketing.
www.UTA.org
UTA Industry Watch
Mitsubishi Fuso Truck and Bus Corporation
to Resume Truck Production
Mitsubishi Fuso Truck and Bus Corporation
(MFTBC) announced it would start limited
vehicle assembly on Tuesday, March 29, 2011, at
its main Kawasaki, Japan plant, in a move
“intended to support the company’s customers
around the world.” Mitsubishi Fuso began
limited parts production last week.
For the time being, vehicle production will continue on a limited and
selected basis and will depend on parts availability and logistics, the power
situation in Japan and related factors, the company noted in a release.
The company also thanked its customers and business partners for
“their understanding and cooperation during this time.”
For more information, visit http://www.mitfuso.com. n
Dorsey Debuts LiteGuard 5000,
10-Year Trailer Warranty
Dorsey Trailer (www.dorseytrailer.net)
recently introduced the LiteGuard 5000, a
wear-resistant refrigerated (reefer) trailer
which it says is the “toughest, lightest and
most energy efficient reefer the company has
ever produced.” Dorsey said it is introducing this reefer as part of its
strategic plan to recapture, reemphasize and retarget product
durability as its primary focus.
Isuzu Resumes Truck Production in Japan
Isuzu Commercial Truck of America, Inc. resumed production at its
Fujisawa plant in Japan on April 5. The factory had been idled since the
devastating earthquake and tsunami that struck the country on March 11.
The Fujisawa plant manufactures N-Series trucks, diesel engines and
components for the North American market, as well as commercial
vehicles and parts for markets worldwide. The facility opened in
January 1962.
All operations were halted at the factory until March 28, when testing
of production equipment began, using vehicles already in the production
process. According to Ryozo Tsukioka, executive vice president and
director of Isuzu Motors Limited, “We confirmed that the equipment was
normal and that we could proceed with trial production as planned.”
The company said production at Fujisawa will build gradually to normal
levels as the supply and availability of parts remains inconsistent. Isuzu
will announce a timetable for a return to full production at a later date.
“We are grateful that Isuzu Motors Limited has taken such care to
ensure that production of vehicles will resume safely,” said Shaun C.
Skinner, executive vice president and general manager of Isuzu
Commercial Truck of America. “We know our dealers and our
customers understand that it will take some time before normal
vehicle distribution schedules resume, and we appreciate their
patience as production resumes.” n
“Dorsey’s goal is to continue to build the most durable trailers on the
market,” said company spokesperson Jeff Pitts. “We’re using the highest
quality materials, the most advanced engineering techniques and a
tradition of craftsmanship that has literally been passed down, from
generation to generation, on the same factory floor, over the last
century. With the introduction of the LiteGuard 5000, I’m excited to
announce that the 10-year trailer warranty has officially arrived.”
Dorsey has been focused on building longer-lasting trailers from the
start, Pitts said. Previously, that often meant “over engineering” the
product by using better, thicker steel and other more robust materials
in the manufacturing process, he added. Pitts said that with the design
of the LiteGuard 5000, the company has met its objective of engineering in superior quality materials, while engineering out weight and
components that could promote corrosion.
“We’re still over engineering our trailers,” Trey Gary, vice president and
chief operating officer for Dorsey Trailer, said. “We’re just doing it in a
more sophisticated way—a way that brings even greater value to the
end user by lowering trailer operating costs and raising resale values.”
Gary explained that many of the features that come standard on the
LiteGuard (http://dorseytrailer.net/pages/Reefers.html) trailer are not
even available as custom orders from most major manufacturers. He
cited the trailer’s “heavy-duty floor construction, its impact resistant,
heavy-duty stainless steel rear frame, its tough, stainless steel upper
coupler and its highly engineered rear doors with proprietary
fuel-saving seal design,” among other examples. n
www.UTA.org
“ Quips & Quotes”
It takes time to build a customer base.
There is no fast-forward in life
~Lee Chapin
April 2011 13
BOOT CAMP 2010
The 11th Annual UTA Convention
See You in Warm, Sunny SCOTTSDALE!
UTA Industry Watch
From Where We Sit
Distracted Driving
Although we live in a very small town—so
small in fact that they turn the three
traffic lights off at 11:00 p.m. and on
again at 7:00 a.m.—Main Street was once
the only road linking the east coast to the west.
During the day, more than 10,000 vehicles pass
by our front porch. They include every
form and variety you can imagine; from
farmers transporting huge loads of hay via
tractors, to the shiny new cars parents have bought for their newly minted
drivers heading up to the high school, to 18-wheel semis loaded with
goods. Sit on the front porch on any given sunny day, and you will soon see
that somehow, driving has gone from a primary task to just another thing
people happen to be doing. We’ve seen a little bit of everything. Driving
while eating, talking on the phone, reading the paper, or even putting
make up on, are all things we’ve seen time and again.
Now, we grant you that we’re old enough to remember learning to drive with
the admonition, “NO RADIO!” Parents in our younger days considered
rock-and-roll too distracting for a young driver. With the world we’ve
created today, we’d be thankful if it were only music occupying the mind
space of drivers! Yet, it would be wrong for anyone to target just young
people for this behavior. We’ve spotted a man eating a huge hamburger
with both hands, leaving no way for him to steer the vehicle! The child who
was struck in the cross walk at the corner on his way to elementary school
had the nerve to step off the curb with the right of way in front of a
woman taking a cell phone call. Thankfully, he was not seriously hurt,
but that was just a matter of good fortune.
Local and state ordinances and laws have popped up all over the country
banning cell phone use, texting, and other forms of distracted driving,
but to very little avail. It’s impossible to drive more than a few miles
without coming across the person on the phone or otherwise occupied.
It’s not the government who will fix this problem for us. It has to come
from each individual who slides in behind the wheel of a car. We all consider
ourselves to be good drivers. When was the last time you heard someone
admit to poor driving skills? Nah, we’ve never heard it either. But whether
in fact a driver is good or bad, driving while otherwise occupied is simply
dangerous, no exceptions, no excuses.
The Department of Transportation has recently posted a series of videos
on its website, www.distraction.gov, to bring this point home in a deeply
personal and meaningful way. The videos include interviews with surviving
family members and friends of victims who lost their lives to distracted
drivers. They hammer home the impact of this practice better than hundreds
of hours of lecturing and pleading. If you have a young person just getting
ready to drive, please make some time to sit down with that new driver and
review a few of these videos. If you don’t, please take a few minutes to do
it yourself. Let’s be honest, in this case, we’re all guilty at one time or another.
As the spring weather warms and brings us out of hibernation, let’s all
commit to driving with intention and compassion.
Every single person in every other vehicle is
someone else’s loved one. Let’s give to them the
devotion we’d like to receive for ourselves and our
own loved ones. Let’s not lose anyone to an accident
that is 100-percent preventable, and let’s not let any
of us bear the lifelong burden of living with such a
consequence from our very own carelessness.
Deb and Brad Schepp
[email protected]
www.UTA.org
APRIL 2011
15-18 • ATD Convention & Expo
Phoenix, AZ
Phoenix Convention Center
http://tinyurl.com/2fkeorj
MAY 2011
17-18 • The Truck Blue Book Conference
New Orleans, LA
Hilton New Orleans Riverside
http://truckbluebook.com/conference/
JUNE 2011
9-11 • The Great West Truck
Show 2011
Las Vegas, NV
Las Vegas Convention Center
http://www.greatwesttruckshow.com/2011-great-westtruck-show-information/
15-16 • UTA Kansas City Golf Open
Kansas City, MO
Country Club of Blue Springs
http://uta.org/kc_golf_tournament/
June 17 & 18th, 2010
AUGUST
9-13 • National Truck Driving Championships
Orlando, FL
Orange County Convention Center
http://www.truckline.com/Federation/Councils/slpmc/
NTDC/Pages/Default.aspx
25-27 • Great American Trucking Show
Dallas, TX
Dallas Convention Center
www.gatsonline.com
OCTOBER
5-7 • National Trailer Dealers Association
Palm Beach, FL
The Breakers
www.ntda.org
April 2011 15