UTA Joins Wreaths Across America to Honor Our Nation`s Military

Transcription

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
Face to Face with Jack Griffis........... 4-5
New Members..................................6-12
Medium Duty Corner...........................12
“Selling for Success” Seminar
Draws High Praise.......................... 14
Moving on Down the Road:
Catching up with Tim Ronan......... 16
Tampering Not New,
But Dirties Exhaust and Can
Damage Engines, Reps Say ........... 18
NADA Update: Retail Pricing
Continues to Break Records.... 20-22
Industry News Briefs.....................24-26
The Brooks Group
Sales Tip of the Month..................... 26
Industry Events Calendar..................28
From Where We Sit............................28
The UTA…
Members Supporting Members!
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]
Volume 15 • Issue 10 • October 2013
UTA Joins Wreaths Across America
to Honor Our Nation’s Military
T
he Used Truck Association is proud to announce its
support of our nation’s military by honoring our
fallen heroes as part of Wreaths Across America’s (WAA)
efforts. UTA has partnered with NASCAR Camping
World Truck Series driver Jennifer Jo Cobb, and Fans 4
Truckers LLC, a motorsports marketing company
dedicated to truckers and the trucking industry in honor
of the American soldier.
UTA will promote the “Driven2Honor” fundraiser
campaign in support of Wreaths Across America.org
(WAA). The Wreaths Across America Day parade,
typically the second Saturday of December, is the
country’s largest such parade. It starts at Columbia Falls, Maine and ends at Arlington, Virginia.
The parade spans five miles long, and takes six days to complete. The mission: to deliver
remembrance wreaths to cemeteries and fallen soldiers’ gravesites. Jennifer Jo Cobb will help
promote the campaign with her #10 Camping World Truck Series “Driven2Honor” race truck,
which will appear at scheduled race events this year. This campaign also includes promotional
random drawings, and UTA “Driven 2 Honor” racing-related apparel will be available. For more
information visit UTA.org.
Since 1992, Wreaths Across America.org, the trucking industry’s chosen charity, has raised
funds to place real Maine Balsam “remembrance” wreaths with a red bow on fallen soldiers’
gravesites. The gravesites are at Arlington National Cemetery, as well as in cemeteries in all fifty
states, and on foreign soil.
The year-long fundraising effort culminates on Wreaths Across America Day. Truckers and
trucking companies voluntarily deliver the wreaths to over 800 locations throughout the country.
The wreaths are then placed by over 250,000 patriotic volunteers in their communities. In 2012,
Wreaths Across America placed over 422,000 such wreaths including 110,662 at Arlington.
There are, however, approximately 229,000 such gravesites at Arlington. UTA’s goal is to
remember them all this December 14th on Wreaths Across America Day. UTA encourages all
members, NASCAR fans, and visitors to UTA.org to join the fundraising efforts. They can do
this by sponsoring one or more remembrance wreaths targeting Arlington National Cemetery.
“On behalf of the UTA Board and our members, we’re proud and excited to be part of such a
worthy charity in Wreaths Across America,” said Ken Kosic, UTA Vice President and also a
Vietnam Veteran. “When I first learned of Wreaths Across America, I was overwhelmed at what
they do in remembering our fallen soldiers, and the support of truckers and the trucking
industry to make it all happen. This certainly is a worthy cause that the UTA is honored to
support. We hope to make a positive
difference this year and for years to
come with Wreaths Across
America,” Ken added. n
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
Every strike brings
me closer to the next
home run.
~Babe Ruth
2 October 2013
Board News and Views
T
he 2013 Used Truck Association Convention is just around the
corner with Walt Disney World’s award-winning Swan and
Dolphin Resort as your getaway for this year’s meeting. Imagine the
Possibilities! Come and experience the best of what Walt Disney and the
Used Truck Association have to offer!
Meet and Greet
The 2013 opening reception will be pool side Wednesday evening featuring
the local band Coco Loco. The setting is open and relaxing with a tropical feel, thus the perfect
place to reconnect with friends and make new connections.
Keynote Speakers
Thursday morning, a truck industry favorite, Dan Baker, will bring us his light-hearted, funny
and exciting south Texas perspective on the truck industry. Dan has a way of combining wit and
wisdom in his thought-provoking messages and he is a “must-see” feature.
Donald Broughton, another must-see will be featured after lunch on Friday. Donald is Avondale’s
Chief Market Strategist for the transportation sector and he is a frequent guest on CNBC, CNN,
Fox and other financial news. Donald will help bring perspective on recent economic activity
and its impact our industry.
Dealer Group
The Dealer Group’s Thursday morning session will be focusing on Training and the importance
of integrating Training into the fabric of an organization to create a learning and performance
driven environment.
Vendor Fair
With the 2012 Vendor Fair receiving such high reviews, the 2013 Vendor Fair should produce
MAGIC! This year, the floor space is even larger and the booths are a sellout. Vendors from
most every faction of our industry will be present, along with fabulous food and libations that
make the Vendor Fair a mainstay of the UTA convention.
Workshops
Finance & Leasing, Medium Duty Friendly and Warranties are the topics for the Friday
morning workshops. There will be comprehensive presentations and panel discussions along
with informative question and answer sessions. So let your inquisitive-side run wild as you
catch up and freshen up your knowledge with these informative sessions.
Used Truck Laboratory
Friday afternoon is your time to discuss the pressing issues of our industry with your peers. The
Used Truck Laboratory has been a long-standing tradition, and is very well attended each and every
year as attendees continue to find value in sharing thoughts and ideas. We hope to see you there!
Live & Silent Auctions
To help raise funds for the Used Truck Association’s Jerome Nerman Educational Fund, UTA will
offer attendees an exciting lineup of items up for auction. There will be two celebrity autographed
guitars – the Country Legends guitar will be raffled, and the Eagles guitar will be auctioned live
during Friday’s Awards Dinner. Silent auction items feature sports memorabilia and electronics,
along with valuable goods and services from Sponsor Vendors. All proceeds from the auctions
go to support the scholarships awards, so bid often and bid high!
Tours
Experience the MAGIC of the Walt Disney World area! Golf will be hosted at Disney’s Magnolia
Golf Course which is certified by Audubon International as a Wildlife Sanctuary. Other
experiences include Cooking at Wolfang Puck’s Café, an Airboat Adventure & Wildlife Park,
Winter Park Tour: “The Rodeo Drive of the South”, and the “On Your Own” Tour. Awards Dinner
The pinnacle event for the Convention is the Friday night Awards Dinner. Join your peers and
friends for a delicious meal and camaraderie. The Awards Dinner agenda includes the Dealer
Group Awards, Scholarship Awards, and the Life Time Achievement Award along with a Used
Truck Association update from the President of your Board of Directors, Rick Clark.
So come join us for a Disney World vacation you will always remember and a
UTA Convention that you will never forget!
I look forward to seeing you all there…
Sheri Aaberg
Convention Committee Chair
[email protected]
www.UTA.org
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UTA Industry Watch
Jack Griffis
J
ack Griffis, Director of Sales Training
and Professional Development for Arrow
Truck Sales in Kansas City, MO came to his
successful sales career with some deeply
rooted advantages. “I have been fortunate
to have grown up in a family with generations of sales professionals and entrepreneurs,” Jack told us. Even as a child, he
understood the thrill of courting the
customer and making a sale. In his current
job, he’s applied that enthusiasm and the
passion he has for his work and translated
it into a successful program helping his
sales staff to excel. “I have had the opportunity to work with all of our branches
throughout North America to recruit,
train, and develop a new generation of sales
talent required to meet the difficult
demands of Arrow and our customers.”
Jack remembers the early days of his own
career when just making it through his first
month in sales was a big step. That was
back in 1999 when he signed on to his first
job in truck sales as a sales associate with
Metro Truck Sales in Dallas, TX. Newly
married, and just starting out, no wonder
Jack looks back on those days as a time when
success had a lot to do with just surviving.
But, this early achievement started Jack on
a career in which he’s grown and advanced
while always staying focused on trucks.
“Nearly all my professional contacts,
wholesale, retail, and finance as well as
many vendor relationships have all
continued to maintain consistent contact
with the truck industry,” he said.
Now, of course, he’s in a position to help
today’s young salespeople set out on their
own successful careers, and his position
with Arrow Trucks allows him to do that
routinely. “The greatest satisfaction in this
role is seeing new hires achieving the level
of success required to make it in sales; to
see the satisfaction they find both professionally and personally having chosen a
career in our industry,” Jack told us. All the
while, he trains his staff with his single
word for success: Passion!
Jack believes that the passion to work hard,
take responsibility for customer satisfaction,
and never over-promise but under-deliver,
are the three key elements that lead to a
successful career in sales. These are the
values that stand out in everything he
teaches his sales staff. At the same time,
Jack keeps his eye on the challenges these
young professionals will face as they build
their careers. “Think Bigger!” he exclaimed.
Most sales professionals think on a 30-day
cycle, Jack explained. He, instead, is taking
a much longer view of the challenges that
are ahead for our industry. First among
these is the changing nature of used-truck
inventory. “The fact they are not making
4 October 2013
any more ’06, ’07, ’08 trucks,” was his quick
answer when we asked about challenges
that lay ahead. A slowly recovering economy
has meant reasonably stable inventories.
“As we go into 2014, with production levels
of ’10, ’11, and ’12 at record lows, and with a
new post-emission price point, we will have
several hurdles to overcome.”
First, sales staff will have to learn how to work
with customers who have held on to their
older pre-emission units. They’re ready to
come back into the market. “We must be
prepared to sell the value of these newer
units and to educate our customers,” Jack
said. According to Jack, there are three
main points to help customers adjust to the
newer price points in the used truck market;
Government regulation, the long-term value
of fuel economy, and the potential resale
value of newer low-mileage inventories.
The other big challenge ahead in usedtruck sales will be in financing the sale.
“The outstanding question, and one of the
most important factors in making sales
going forward, is the ability of customers to
get financing with terms that can accommodate the new price point and still enable
our customers to generate the monthly
cash flow required to run a sustainable
business,” Jack told us. But, in spite of these
challenges the industry will face, and like
any good teacher, Jack remains optimistic.
“Like other business cycles we have seen in
the past, while there may be a short-term
learning curve, we always find a way to
make the necessary adjustments to keep
getting the wheels over the curb,” he said.
Jack enjoys many aspects of his daily life at
work, but he especially enjoys working to
create tools that will improve the daily lives
www.UTA.org
UTA Industry Watch
of sales professionals in the field. This allows him to bring his
experience in sales, marketing, and training together to give
others better tools to build successful careers. He is working on
a special project with Arrow IT professionals on proprietary
software that Jack said will be “the first true sales tool for sales
professionals by sales professionals in our industry.” Among
other achievements that bring him pride as he looks back on his
career, is the opportunity Jack had to work with an OEM to
share sales techniques and to train the dealer body’s sales staff.
Jack also found great satisfaction in being part of the management team at Volvo that created Volvo and Mack Truck
Academies. But, he is happy to report that pride is just as central
to his present life as it is to his career history. “I am most proud
that the culmination of all these experiences and opportunities
make my choice of being in this business through all the ups and
downs worth every bit of what it takes to get it done,” he said.
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Today that once newlywed just starting out is enjoying his
family life with then-bride Melanie, and their three beautiful
young daughters. Brenna is nine, Abby is eight, and little
Katelyn is three. Jack told us that a good deal of his success was
based on his marrying his wonderful wife. She was central in
supporting him “with extreme patience and understanding” as
he built his career through late nights, lots of travel, and lots of
time committed to his work. With a supportive and happy
family life, and the generations of sales experience he was born
into, and his passion for his work, it was almost impossible for
Jack to fail. He looks back on the early days he spent traveling
with his dad, Jim Griffis, to trade shows and industry events as
the start of the successful life he and Melanie now enjoy.
Early on, Jack’s father shared some words of wisdom that he has
never forgotten. “The customer’s satisfaction is paramount in all
we do,” Jack said. “Customers feed us, clothe us, and put a roof
over our heads. In sincerely taking care of them, by understanding and meeting their needs, we will build our reputation,
our business, and our future.” Today Jack’s father; mother,
Bronzie; and brother, Mike, still operate the family business and
live by this tradition of hard work and great customer satisfaction. Jack is doing the same within his own successful career. n
www.UTA.org
October 2013 5
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.
Patrick Anderes, Operations Manager
Diego Bermudez, Owner
Tim Bullock, Wholesale Manager
Asset Appraisal Services
344 N. 115th St.
Omaha, NE 68154
(402) 390-0505 (w)
Jax Truck Sales
718 Lane Ave. North
Jacksonville, FL 32254
www.jaxtrucksales.com
(904) 783-8187 (w)
(904) 251-4011 (c)
[email protected]
International Used Truck Centers
14714 Valley Blvd.
Fontana, CA 92335
www.internationalusedtrucks.com
(909) 356-4403 (w)
[email protected]
[email protected]
Starting out with Iron
Planet in 2011,
Patrick’s first job in
our business was as a
Logistic Analyst.
The chance to build
relationships within
the industry, and also
learn more about it is
what drew Patrick to the UTA. He’s also
hoping to “find opportunities for my company
and other UTA members to mutually benefit
from a long-term business relationship.”
It’s the people he gets “the privilege of
working with everyday” that he finds the
best part of his job. Like most of us he’s
proud of where he works (Asset Appraisal
Services), and its approach to the work at
hand. “Our company has “an amazing
culture and atmosphere,” he said. “Our
team truly cares for one another and more
importantly our customers. We are focused
on being the industry’s best inspection and
remarketing solutions provider. We feel our
emphasis on building and fostering
customer relationships built on trust and
integrity will allow us to succeed,” he added.
Patrick enjoys working in the truck business,
but can also envision working in the oil and
gas business should he ever leave trucks.
“The size of the oil and gas industry, and
the power it has in influencing the vast
majority of global economic and political
decisions intrigues me,” he said.
When he’s not at work you might find
Patrick on the slopes. “I am an avid skier,”
he told us. “I grew up in central California
and spent all of my free time during the
winter skiing with family and friends. Some
of my greatest memories involve clear skies
and fresh snow.”
Lisa Bierman, Vice President
Brian Cary, Center Manager - Chicago
Used Truck Center
Truck & Trailer Access
5515 NW 88th Street
Johnston, IA 50131
www.accesstruck.com
(515) 270-2206 (w)
[email protected]
Navistar
2050 N. Mannheim Rd.
Melrose Park, IL 60156
www.internationalusedtrucks.com
(630) 390-4146 (w)
[email protected]
Kirk Booth, Service Manager
Brian began his
trucking career as a
sales analyst in 2006.
Truck-N-Trailer, Inc.
3401 S. Service Road
Moore, OK 73160
www.truck-n-trailer.com
(405) 912-5800 (w)
(405) 912-5800 (c)
[email protected]
Junior Bostwick, Heavy Duty Truck &
Equipment Manager
Adesa Atlanta
5055 Oakley Industrial Blvd.
Fairburn, GA 30213
www.adesa.com
(404) 732-6083 (w)
[email protected]
Like a lot of
salespeople, Brian finds
“closing the sale,” to be
the part of his job that
he likes best.
Brian comes from a
business operations background. He’d
gravitate toward that line of work should
he ever leave the world of trucks, based on
his “confidence level and ability to be
successful doing it.”
He’s looking forward to meeting others in
our industry as a new UTA member.
An industry vet with 27 years in the business,
Junior got his start in parts delivery. He’s
looking to make more contacts as a new UTA
member, and also re-connect with old ones.
This is a business built on relationships and
Junior said that it’s those relationships
“with customers and friends” that are the
best part of his job.
You may have found Junior driving for a
NASCAR team if he wasn’t in the trucking
business. “I love to drive fast,” he said
enthusiastically. Junior is also into
off-shore fishing.
New Members continued on page 8
6 October 2013
www.UTA.org
UTA Industry Watch
New Members continued from page 6
Adam Clarey, Sales/Finance Manager
Michael Castricone, Used Truck
District Manager
Daimler Trucks Remarketing
273 Oak Hill Drive
Trophy Club, TX 76262
(972) 672-5456 (w)
(972) 672-5456 (c)
[email protected]
Mike started out
with Federal Mogul
as their District
Manager, Heavy Duty
Products Group, back
in 1986. Based in
Chicago, he covered
Northern Illinois and
Wisconsin calling on
distributors, dealers,
and fleets. “This is where I really learned
the components of a truck and how fleets,
dealers, and distributors operate,” Mike said.
The ability to meet and work with people and
companies integral to the truck marketplace,
drew Mike to the UTA. He feels the chance to
meet other people in our business is invaluable,
as it helps everyone better understand the
market.
Ask him what he likes best about his job, and
Mike will have no trouble coming up with an
answer. “The fun part of my job is getting to
meet and deal with dealers, fleets, and vendors,”
he said. “It’s given me the chance to see and
do things I would never have gotten to do. It’s
also given me the ability to make lifelong
friends. It’s really the people I’ve met along
the way that make this a great part of my job.”
Mike’s also interested in the aerospace field,
and can envision working in that industry if
he wasn’t in the truck business. He worked
his way through school as a machinist,
working on aircraft components. That led to
his first job with a machine tool builder,
calling on and working with most of the
aircraft producers around the country. “It
gave me the opportunity to see planes go
from the drawing board to being built,” he
shared. “I had the opportunity to see things
that no one else would see for many years to
come—that was a great experience.”
Mike’s also into remodeling. He’s bought,
remodeled, and resold many homes. Now
he’s remodeling his own home. “All it takes
is time and money, a lot of time and
money,” Mike said.
We asked Mike if he had any thoughts to
share with fellow UTA members. “This is a
great business and pretty much a secret in
our economy. Let’s keep it that way,” he said.
8 October 2013
I-State Truck Center - Sioux City
4801 Harbor Drive
Sioux City, IA 51111
(712) 202-5707 (w)
(712) 253-6952 (c)
[email protected]
Adam Cohen, President
Commercial Vehicle Roadside Assistance, LLC
6230 Colleyville Blvd.
Colleyville, TX 76034
www.MyCVRA.com
(972) 499-0300 (w)
[email protected]
Ryan Daigle, Sales
Daigle & Houghton, Inc.
571 Coldbrook Road
Hermon, ME 04401
www.daigleandhoughton.com
(207) 941-9600 (w)
(207) 316-3378 (c)
[email protected]
Jerry Dennis, Sales Representative
TruckGuard
3294 West Broad St.
Columbus, OH 43204
(614) 949-5667 (w)
(614) 949-5667 (c)
[email protected]
Mark Denny, Operations Manager
SelecTrucks Daimler Trucks North America
2477 Deerfield Drive
Fort Mill, SC 29715
www.daimler-trucksnorthamerica.com/
brands/selectrucks.aspx
(803) 578-3586 (w)
(503) 780-4084 (c)
[email protected]
Courtney Dowell, Account Manager
TruckMovers.com, Inc. 2310 S. Redwood Ave.
Independence, MO 64057
www.truckmovers.com
(816) 861-5444 (w)
(816) 861-5488 (c)
[email protected]
Michael Everhart, Used & Abused
Truck Guy
Trinity Truck Sales, LLC
416 Farabee Homestead Road
Lexington, NC 27295
www.centralcarolinatrucks.com
(336) 362-1578 (w)
(336) 362-1578 (c)
[email protected]
Coline Filippi-Moran, Customer
Outreach Analyst
Iron Planet
3880 Hulen Street, Suite 200
Fort Worth, TX 76107
(817) 869-8933 (w)
[email protected]
Patrick Gibson, President
Triple G DriveAway Inc.
9901 Cottonwood Drive
Newalla, OK 74857
www.triplegdriveaway.com
(405) 386-5493 (w)
(405) 203-3123 (c)
[email protected]
Patrick’s got a great sense of humor. When
we asked him for a picture to go along with
his profile he joked that he’d send one but
he’d be mistaken for Mel Gibson!
Patrick started his truck career as a driver in
2005. He’s joined us here at the UTA hoping
to form relationships with other folks in the
used truck sales industry.
“The daily challenges of moving trucks,” is
what’s especially appealing about the job he
has now. He also enjoys “the freedom this job
provides, and getting to know the people in
this business.”
Patrick said that if he wasn’t in the truck
transportation business, he’d probably be in
racing somewhere in the National Hot Rod
Association (NHRA).
In closing, Patrick mentioned that his company
not only moves trucks, but “we like what we
do and I enjoy the opportunity to travel. I
personally think we have the best people to
do this specific line of work.”
Galen Esslinger, Corporate Sales Mgr
Wichita Kenworth Inc.
5115 North Broadway
Wichita, KS 67204
www.wichitakenworth.com
(316) 247-7218 (w)
(316) 655-5291 (c)
[email protected]
www.UTA.org
UTA Industry Watch
Dave Gilady, Director
Heath Hamil, Sales
American Commercial Equipment Leasing, LLC
520 York St.
Elizabeth, NJ 07201
Managing Member
www.acetrucksales.com
(908) 820-4343 (w)
(908) 612-8983 (c)
[email protected]
ATC Freightliner Group
1804 NE Loop 820
Fort Worth, TX 76106
www.atcfreightliner.com
(817) 626-7090 (w)
[email protected]
Football fans may remember 1996 as the year
Miami Dolphin coach Don Shula announced
his retirement, but for Dave that was the
year he started in the truck business.
CIT Group, Inc.
2120 Liebler Rd.
Troy, IL 62294
www.cittrucks.com
(618) 931-4300 (w)
(314) 985-4309 (c)
[email protected]
He began in equipment export, furnishing
trucks and parts to the Middle East, Africa,
and South America. His responsibilities
included refurbishing and remarketing
Class 8 tractors.
Steve Gilmore, Manager-Pricing/
Market Analysis Daimler Trucks North America
Fort Mill, SC 29715
(803) 578-3189 (w)
[email protected]
Steve began his career
in our industry in
2006, when he was
hired on as Controller
(OEM) Commercial
Tires for Continental
Tires. He joins us now
to “offer and gain
insight into the used
truck market and establish long-term
relationships with people from all walks of
the industry.”
Steve likes that things change quickly in
the truck industry. “There is never a dull
moment and critical decision making is a
part of daily life. Being prepared with the
proper research is paramount to making
good business decisions,” Steve said.
He’s a golfer like many of us, and would be
a professional golf caddy if not for the truck
business. “I like walking on nicely mowed
grass that I did not have to cut,” he said.
Economics and politics are some of Steve’s
other passions. “I study daily on local,
regional, national and international issues.
This has helped me in many areas that
coincide with my current job. It is very nice
when your job is also a hobby,” Steve added.
Michael Hardin, Used Truck Sales Mgr
Eric Hellberg, Owner
Get Recovery, Inc.
1779 Moore Road
Beaumont, TX 77713
(915) 525-0927 (w)
[email protected]
Eric, who operates
Get Recovery, Inc.
with his with
Roxanne, started
out in the truck
business in 2001 as
a repossessor.
“Dynamic, longterm relationships
with vendors we can work closely with,” are
some of his goals as a new UTA member. In
his current job, he finds “dealing with
people in hardship,” very rewarding.
“We have been afforded great flexibility
through grace and hard work,” Eric said,
when asked about his career choices. “As
such, we are heavily involved in real estate
alongside our repossession business. But
whatever field he worked in Eric said he’d
have to be helping other people, “providing
solutions, while still being able to maintain
our balance in life.” Adding: “You must
prioritize and constantly look to be more
efficient.”
Eric’s other interests include helping others be
healthy and fit, and mentoring. Looking ahead
to the Convention, Eric looks forward to meeting
everyone and “having the opportunity to share
life experiences, learn, and grow.”
Patrick Hilliard, Used Sales Manager
Hunter Truck Sales
101 East Main Street
Eau Claire, PA 16030
(724) 791-2525 (w)
[email protected]
Jimmie Jackson, Auctioneer &
Auction Manager
Pyle Equipment Auctions
RR 2 Box 835
Shinnston, WV 26431
www.pyleauctions.com
(304) 871-7953 (w)
(770) 280-7632 (c)
[email protected]
Jason Jennings, Business
Development & Marketing
Smoky Jennings Chevrolet
152 North Main Street
Palmyra, IL 62674
www.smokyjenningstrucks.com
www.smokyjennings.com
(217) 414-5083 (w)
(217) 414-5083 (c)
[email protected]
Amanda Kent, President/CEO
Apex Remarketing Group
5036 South 136th St.
Omaha, NE 68137
www.arginc.com
(402) 697-8777 (w)
(770) 833-7720 (c)
[email protected]
Amanda tells us she
began in the auction
industry in 1995,
with Manheim
Auctions. She then
moved on to
Southern States Auto
Auction in 2000,
which Manheim had
purchased and then sold to Adesa.
But Amanda started her career on the truck
side in 2004, while working at Adesa
Atlanta. From there she moved to
Manheim’s Specialty department in 2008,
where she stayed until 2012 when that
department was eliminated. “I have since
joined together with a few other industry
professionals to create Apex Remarketing
Group, Inc.,” Amada told us. “Apex will service
the online auction industry, and grow into a
full remarketing firm,” she added.
The aspect Amanda likes best about her
current job is the flexibility that her job/
remarketing group brings her “to meet the
needs of customers in the used truck industry.”
The UTA’s networking opportunities are what
brought her to our association, “as well as
having a vision of using the UTA as a collaborative body for the used truck industry as a
www.UTA.org
October 2013 9
UTA Industry Watch
whole.” She’s interested in retail, wholesale,
auction, and the education and governance
of each of those sub-industries.
Asked about other career interests, Amanda
said, “I have a subservient heart so I would
suspect that I would be in some sort of service
industry, most likely dealing with children.
When I was fresh out of college I taught tap
and ballet to children for a few years and
would probably enjoy doing that again.”
Amanda recently joined Pilot International,
an organization that promotes safety, and
prevention of brain-related injuries in young
children. “In our local chapter, we do all sorts
of fundraising for brain injury patients, offer
service at local nursing homes, and provide
gifts for under-privileged children,” she
explained.
If you’re going to November’s convention
you’ll see Amanda there. She’s looking
forward to catching up with friends in the
industry, as well as meeting new people and
forming new relationships.
John Kovary, Owner/President
Betten Trucks, LLC
1790 Highway A1A, Suite 204
Satellite Beach, FL 32937
www.bettentrucks.com
(321) 777-7711 (w)
[email protected]
Catherine Langdon, Used Truck Sales
Manager
Harper Truck Centres, Inc.
7035 Pacific Circle
Mississauga, Ontario (CANADA) L5T 2A8
www.harpertruckcentres.com
(416) 859-3268 (w)
[email protected]
Former college
instructor Cathy
Langdon got her start
in the truck business
in 2004, and it was all
because someone got
sick. “I started as a
temporary employee
helping to cover for an employee who was
ill,” she told us. “After two short-term
placements I was hired full-time in the A/P
department.”
Cathy says the best part of her job are the
people she meets. “We have such a varied
customer base here in Southern Ontario,”
she said.
professionals in the field. She’s also hoping
to further her education and knowledge
about industry-specific topics to advance in
her career.
If her world no longer included trucks, Cathy
would likely migrate back to her former
profession. “I would likely be back in the
education field,” she said when asked about
other careers she might pursue. “I was a
college instructor in my former life. There is
such job satisfaction when you see the
results of your teaching!”
Cathy is passionate about helping other
people both in and out of work. “Since
moving into the sales side of this business I
have fed my passion for helping others by
donating a portion of my salary to three
distinct charities,” she said. “I feel this ‘pay
it forward’ gesture is the least I can do given
the opportunities the change in jobs
afforded me.”
Finally, Cathy wanted to express her appreciation for the challenges of the truck industry.
“I love the challenge this industry provides
to me daily. The interaction among colleagues,
wholesalers, retail buyers, and so on is
always exciting and different,” she said.
Brad LaPalomento, Wholesale Manager
Navistar Inc., Shreveport Used Truck Center
7900 Greenwood Road
Shreveport, LA 71119
www.shreveportutc.com
214-718-7527 (w)
[email protected]
Brad’s new to our
business, having joined
it in June 2012.
Like many new members,
Brad’s looking forward
to the networking
opportunities that come
with UTA membership,
but he’s also looking
forward to increasing
his product knowledge.
Visiting with customers and building
relationships, are the best parts of his job
he said. Brad’s looking forward to working
with other UTA members and invited
everyone to “swing by our location in
Shreveport, LA and say hi sometime.”
Adding: “All are welcome!”
Ronald Long, Director, Used Truck
Acquisitions & Operations
Daimler Trucks Remarketing Corporation
Fort Mill, SC 29715
(803) 578-3467 (w)
[email protected]
Ron’s been in the truck
business since 1997,
when he started
working in used truck
sales at SelecTrucks of
Denver/Transwest
Freightliner. He’s hoping UTA
membership will help
him be more “plugged
in” to the used truck community. Ron also
sees UTA membership as providing access to
information and resources, and offering a
way to help develop relationships “with
participants and stakeholders in the used
truck marketplace.”
About his current position, Ron said “we have
a tremendous team in the Daimler Trucks
Remarketing group that works hard together
every day. My job allows me to work with
and focus on our customer, which has been
a key driver for me since entering the truck
business.”
An avid football fan, Ron can see himself
working in that field if he were not in trucks.
“If I were not in the truck business I’d like
to work the front office of a NFL franchise,”
he said. “Not only do I really enjoy football as
a fan, but I would welcome the challenge of
putting the pieces of a winning team together
under the constraints of the salary cap.”
Ron also told us he’s been a private pilot
since he was 17.
Victoria Nitti, Dealer Manager
Penske Truck Leasing
2675 Morgantown Road
Reading, PA 19607
www.penskeusedtrucks.com
(866) 952-8783 (w)
(610) 207-4424 (c)
[email protected]
As a new UTA member, Cathy’s hoping to gain
networking opportunities with other sales
10 October 2013
www.UTA.org
UTA Industry Watch
Sell. Manage.
Make Money.
Raymond Ott, Sales
Centre State International Trucks, Inc.
P.O. Box 546
West Burlington, IA 52655
(319) 753-6539 (w)
(319) 371-9998 (c)
[email protected]
Ray may have officially joined our industry only
last year, but he’s certainly not a newcomer to
it. His father’s been involved in the truck
business for over 40 years, so Ray’s been around
trucks his whole life. In high school, he worked
part-time in the parts room, which would seem
a great place to learn about the business.
Ray says “the hunt” is the best part of his job.
“Taking a deal from nothing but notes on a
paper, to finding the perfect truck that suits
the customer’s goals for their daily business,”
really gets his gears going.
The chance to learn more about the trucking
industry, and network with existing UTA
members to help gain new business, is what
attracted Ray to the UTA.
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Outside of work, Ray enjoys being an active
part of his family. “When I’m not working, my
time is devoted to them. There’s always a
practice or game to be at!,” he said.
Asked if he had any other thoughts to share
with UTA members Ray quoted legendary UCLA
coach John Wooden. “Be more concerned with
your character than your reputation, because
your character is what you really are, while your
reputation is merely what others think you are.” David Pack, VP/Marketing & PR
Fans 4 Truckers, LLC
1661 St. Rt. 522
Wheelersburg, OH 45694
www.truckerfan.com
(740) 652-2066 (w)
[email protected]
The year 2012 is well
represented in this month’s
new member’s section—that’s
the year David, also, started
in the truck business. His
first job was as a Sales
Representative for Glockner
Truck & Trailer Sales.
David’s a big picture person. He says, “Building
bridges with companies and making a difference
on a national level,” is the best part of his job.
If not for the truck business, David said he’d
be a “radio personality and writer.” Adding: “I
like to discuss politics and my concern for our
moral fiber and future of our country. I’m deeply
concerned and feel drastic changes need to be
www.UTA.org
October 2013 11
UTA Industry Watch
made with our leadership.”
Randy Roberts, Area Manager
Robert Smith, Used Truck Manager
His other interests include “classic cars and
trucks, golf, writing poetry, charitable giving,
and helping others in need.”
G&A Partners
2700 Earl Rudder Frwy. South, Ste. 2200
College Station, TX 77845
www.gnapartners.com
www.milliondollaremployee.com
(979) 329-6951 (w)
(979) 219-3149 (c)
[email protected]
Oklahoma City Freightliner
5101 I-40 West
Oklahoma City, OK 73128
www.atcfreightliner.com
(405) 203-5081 (w)
[email protected]
David spoke passionately about a cause close
to his heart when asked for other thoughts
to share.
“As a Gulf-War Veteran from September 13,
1990 to March 7, 1991, I feel a tremendous
obligation to make a difference and inspire the
people of America. We need it more so than
anything I can think of to make us strong
as a people. We’re working with Wreaths
Across America.org and the Worcester family
in honoring our veterans who sacrificed
their lives so that we can enjoy the freedoms
we hold so dear. Wreaths Across America is
more than a charity, it’s an event supported
by our federal government, our military,
and the trucking industry including the
ATA and TCA. Bringing the UTA on board is
exciting to me and the folks at WAA. When
I was at Arlington on ‘Wreaths Across America
Day,’ last December 14, I helped 30,000
people place 110,662 wreaths on soldiers’
gravesites with honor! But I felt disappointed
for the 120,000 gravesites that did not
receive a wreath, and were not remembered
due to lack of funding. I’m committed to this
and willing to work. I ask that each member
of the UTA join our group and ‘Driven2Honor’
campaign so that the UTA as a whole can be
the largest single supporting group.”
Stephen Phelps, Director of Used
Truck Sales
As a CPA, Randy brings a
different perspective
perhaps to the UTA. He’s
joined our association to
better understand the
business as well as the
employment needs of
truck dealerships. He reports the best part
of his job is “being able
to work with business owners to help them
focus on their core business, increase revenue,
and improve employee performance.” He also
enjoys helping businesses improve their
working environments with “a better employee
benefits package to the workforce.”
Randy’s other interests include the
YoungLife ministry as well as following
college sports.
In signing off, Randy said “I look forward
to the opportunity of getting to know the
members on a personal level.”
Nicolas Rupnarine, Business
Development Manager
Daimler Trucks Remarketing
Fort Mill, SC 29715
www.daimler-trucksnorthamerica.com
(803) 578-3614 (w)
[email protected]
Worldwide Equipment, Inc.
6614 Wilbanks Road
Knoxville, TN 37919
www.thetruckpeople.com
(865) 637-4333 (w)
(865) 304-5518 (c)
[email protected]
Bobby’s been a member
of the truck industry
since 1997; his first job
was as an accountant.
When asked what he
hoped to derive from
his UTA membership
Bobby’s answer was
succinct: Contacts,
inventory and sales leads.
“The diversity of the day-to-day activities
and dealing with a wide range of people
and personalities,” are the best parts of his
job, he said.
Should he ever leave the truck business you
might find Bobby farming and ranching,
which he enjoys because of the
independence. He also likes hunting.
He wanted other members to know he’s
excited about the opportunity to expand
his truck knowledge on the sales side of the
business. “Truck sales are what drive our
business and I want to be a player,” he said.
Daniel Staples, Regional Account
Manager
Commercial Truck Trader
15 King Street
Wallingford, CT 06492
(203) 488-3432 (w)
[email protected]
Chris Vanatta, Used Truck Manager
Kenworth of South Florida
2909 S. Andrews Ave.
Ft. Lauderdale, FL 33316
www.kenworthsf.com
(772) 409-1800 x3410 (w)
(484) 855-0869 (c)
[email protected]
“Tips You Can Count On”
A reasonable monthly payment might be just the thing to keep
your prospective medium duty customer’s interest in the replacement or addition of a truck for their business. Always include
both a finance and a lease payment quote in your presentation.
Signed,
Scott Zahn, Heavy Truck Manager
Manheim Central Florida
9800 Bachman Road
Orlando, FL 32824
http://manheim-imperial.com
(863) 398-1137 (w)
(863) 398-1137 (c)
[email protected]
~ The Medium Duty Counselor
12 October 2013
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UTA Industry Watch
“Selling for Success” Seminar Draws High Praise
Recent Attendee Summarizes Key Takeaways
T
here’s no doubt that the UTA’s “Selling for Success” training is hugely popular. But just how
informative is it? Apparently, very informative. The great reviews from attendees keep
coming. And here, Jason Reed of Pacific Truck Centers, shares his thoughts about the session he
recently attended in Los Angeles. Jason emailed his summary to his boss, and generously allowed
us to reprint an abridged version here. Thanks Jason!
Guys,
First, thank you for sending me to the UTA training. I found it very beneficial. The class was a mix
of new and experienced folks from new trucks, used trucks, auctions and leasing. It was great to
hear all of the different perspectives and on top of that, I have now some new contacts with which
to work either sourcing or selling inventory. Nice way to add to my network. (As they say, there’s
no used truck factory.)
I’ve known from day one that networking on the operational and customer level are key components
to success in this business so I value getting to know these folks.
The following are the key points of value, in a few categories, of what I learned, observed and
took away. My own experience and thoughts are mixed in too. I believe there’s something to be
gained for our entire team as we should all be working to get better every day. Hopefully, I can
help you foster that process with this information.
Top 5 Best practices during a (used) truck sales effort:
Top 5 Best Practices during a visit to a customer site:
1. Identify Want, Need, and Ability to buy a truck. Get this
information early to direct the sales effort appropriately and
efficiently.
1. Do your homework and be prepared.
2. Asking for the sale at the end of the process should be easy and
expected. (Not a big deal.)
a. Multiple, and big objections at the end signal something
missed earlier in the process. (My own two cents here: I refer
to this as the ABC principal, which is Always Be Closing.
When something is brought up, get agreement on it, ask if that
is acceptable, then move on.)
b. If there are objections still at the end, identify them and deal
with them one by one.
3. Ask open-probe questions early, when getting the customer to
speak freely is desired.
a. These questions start with What, Why, How, Tell me…(What
is it you would like to accomplish today? How would a new
truck benefit you?)
4. Ask closed-probe questions later in the process when short
answers are desired.
a. These questions start with Do, Does, Is, Are, Would…(Are
you prepared to buy today? Would you prefer financing or a
cash purchase?)
b. Follow these up with clarification questions to make sure every
issue or item is fully understood.
5. Go 3-Deep with questions.
a. Do you get the level of performance you want from your
current truck? What do you like most about your current
truck? What would you change about your current truck?
14 October 2013
a. Have a plan for what you want to accomplish.
b. Research the customer and understand what they currently
have, how they buy, the size of their fleet, etc.
c. Have business cards and a presentation folder with materials.
2. Focus on the fit, not the sale.
a. Go in with the intent to fully understand what the customer needs.
3. Establish the direction for the meeting early.
a. Thank them for their time and outline what you understand
to be the plan for the meeting. (Shows respect for their time.)
b. Ask them for anything they also want to add. Repeat back
what they asked for, and let them know which concerns can
be addressed at the time, and any that may require research.
4. Tell them you will be taking notes and briefly explain why.
a. “Todd, Kevin, if it’s alright with you, I’d like to take notes
while we talk, because I don’t want to miss anything.”
b. (My two cents: I have always made a little joke out of it like “If
I rely on my memory, we’re both in trouble!” Or, “I don’t know
about you, but I have to write things down, is that ok?”)
5. Recap at the end of the meeting what will happen next.
a. Then follow it up with an e-mail summary. Also, this is a good
time to thank them for their time. (I call this an LOU: Letter of
Understanding. It’s a good practice in life, not just truck sales.)
b. If there are action items that have a date associated with them,
DELIVER ON TIME. Even if you need to ask for more time to
get something accomplished, get back to them with that
request when you said you would.
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UTA Industry Watch
INTERNATIONAL CENTERS
NATIONWIDE TO HELP YOU
FIND THE RIGHT TRUCK
R E G IS T E
WIn
R TO
A MObIl
E TA
COM p u T b l* ET
ER!
Stop
by ouR booth
at the
uSed tRuck a
SSociation c
onvention
nov. 6-9 in oR
lando, FloRid
a
ATLANTA, GA
bALTImORE, mD
CHARLOTTE, NC
CHICAGO, IL
COLUmbUS, OH
DENVER, CO
DETROIT, mI
FONTANA, CA
INDIANAPOLIS, IN
KANSAS CITY, mO
NASHVILLE, TN
PHILADELPHIA, PA
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TAmPA, FL
Get Used to International Used Truck Centers
VALUE, SELECTION AND EXPERTISE.
Call 1-888-491-0784 or visit www.internationalusedtrucks.com
*Mobile tablet
Giv
association co eaway only open to regist
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given away an the convention to enter. onorlando, Florida. Must be truck
18
d odds of win
ning depend one mobile tablet computer or over
to be
the number of
entries receiv
ed.
Moving on Down the Road: Catching Up with Tim Ronan
After spending the last 13 years in the Heavy
Truck and Equipment auction industry, UTA
Board member Tim Ronan is moving back
to the retail side of the used truck business.
Earlier this month he set out on a new
venture--as the Used Truck Manager at
Mack of Nashville (part of the McMahon
Truck Centers Group). Tim will work
closely with Ryan Donald, GM of Nashville
and Bill Greer, President and New Truck
Sales Manager. He’s relocating for his new
job from Fort Wayne, IN to Nashville, TN.
Tim’s in charge of setting up a dedicated used
truck department for his new employer. He’ll
work to increase Mack’s presence in the
retail market “by offering a complete line of
quality Class 6, 7, and 8 used trucks, as well
as continuing to build a strong wholesale
network with my UTA brethren,” he said.
The move from auction-style remarketing to
retail remarketing represents a significant
change. “I will now be directly responsible for
the dealership investment in the asset, as well
16 October 2013
as maximizing the profitability when selling
the unit,” Tim noted. “In the auction world
there are set days for when the assets will be
offered for sale, in the retail world every day
is sale day. You have to know your inventory
much more intimately because you own it,
and must be prepared to answer more
in-depth questions about why a particular
truck is the best fit for a specific customer.”
Tim’s looking forward to continuing to do
business with all the people he’s dealt with in
the past. His cell phone number will remain
(260) 402-6631; his new e-mail address will
be [email protected]. “I hope
when you’re in the Nashville area, you’ll stop
by and say ‘Hi!,’” Tim added.
Finally, Tim extended a very special
‘THANK YOU’ to everyone who has helped
him have “a long and enjoyable auction
career,” adding: “I hope to talk to you or see
you all soon!”
Same here Tim! The best of luck to you in
your new position. n
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UTA Industry Watch
Tampering Not New, But Dirties Exhaust and Can
Damage Engines, Reps Say
By Tom Berg. Courtesy of Heavy Duty Trucking Magazine
H
ow much tampering with exhaust emissions equipment goes
on out there? No one knows for sure, but panelists at a session
of the Technology & Maintenance Council’s fall meeting in Pittsburgh
last week said they had seen some flagrant cases.
Tampering is anything that takes a vehicle out of its original governmentcertified state. It’s been going on with truck diesels since there were government
emissions standards. Simple sneakiness has included leaving the elements
out of air filter canisters and turning up mechanical fuel pumps.
But the attempts have become more desperate and damaging since diesels
became highly complex starting in 2002, when exhaust-gas recirculation
equipment first appeared on diesels, and 2007, when particulate filters
were required, said people on the panel. Some examples:
Blocking or restricting EGR plumbing; removing catalysts from
chambers in the exhaust system; and doing electronic modifications
to make a sensor think diesel exhaust fluid is present when it’s not.
Often such mods will damage pistons, rings, cylinder walls, injectors,
and other internal parts because they introduce too much fuel and heat.
But “today’s sensors can pick up most of these,” said Bill Puchniarz,
manager, engine support and improvement, at Navistar International.
Drilling holes in substrates of diesel particulate filters to make exhaust
gases flow more freely through the honeycomb structures. This defeats
the purpose of the DPF, which is to remove soot from the exhaust, and
affects reliability of the devices, noted Kevin Otto, service director for
Cummins Emissions Solutions. And it probably voids the warranty on
an engine and its aftertreatment systems, because warranties expressly
forbid “unauthorized modifications.”
Moreover, “there are frequently short- and long-term unintended
consequences,” he said. Changing one or more components can upset
a careful balance between performance and emissions reduction. He
has seen DPF substrates that were cracked and even melting because
of changes upstream. The melting point of the ceramic material is 1,400
degrees C (about 2,500 F), compared to 600 degrees C (about 1,100 F)
when exhaust leaves the engine.
Disconnecting the exhaust pipe from the DPF to completely avoid
it. In one case found by the federal Environmental Protection Agency,
someone had cut into the pipe ahead of the DPF, and gases were exiting
the system under the cab, said Anne Wick, diesel engine consent decree
coordinator for the agency. The driver breathed in carbon monoxide
and fell ill, and had to go to a hospital; doctors found CO in his blood.
Wick listed ailments attributed to diesel exhaust, especially its particulate
matter, ranging from irritated eyes to asthma and other internal
damage to lungs and passages in the nose and throat. These are the
reasons engines face limits on exhaust emissions, she said.
Facing the Consequences
How prevalent is tampering? No one can know for sure, but the Environmental
Protection Agency does a lot of equipment evaluations to find evidence
of tampering “to keep a level playing field for the industry,” said Bob Klepp,
chief of air quality enforcement. “We have found that some fleets have
50% of their vehicles tampered with, and we follow up with enforcement.”
them to reset to less stringent “defeat” settings during highway running.
The penalty totaled $83 million among the builders, and they had to begin
installing EGR gear in October 2002, 15 months before the original deadline
for the equipment.
Lesser-known and more recent examples include:
A $500,000 payment by Edge Products for selling devices that lessened
the performance of DPFs on diesel pickups.
■■ Suzuki Motors paid a $885,000 fine for using a dual mapping system
on its cars for highway and city.
■■ Casper’s Electronics, a small aftermarket firm, sold “oxygen sensor
simulators” that degraded exhaust quality, and EPA fined it a modest
$80,000 “because there was a demonstrated inability to pay more,”
Klepp said.
■■
This doesn’t mean that aftermarket devices are necessarily illegal, he said.
Use of a non-original-equipment engine part is not tampering if it can be
demonstrated that it doesn’t adversely affect emissions. A non-original
engine change is also allowed if there are no adverse effects to emissions.
These so-called safe harbors go back to 1974 and EPA’s Memo 1A, which
set the policy.
Enforcement by various states, most notably California and certain others
in the Northeast which use California standards, is done during roadside
inspections or periodic equipment checks, said the EPA’s Wick. Four
states allow self-verification by fleet owners.
Watch Out for Tampering in Your Fleet
The TMC session was primarily aimed at “service providers,” meaning
commercial repair shops, which sometimes run into instances of tampering.
Fleet-run shops might also encounter changes made by drivers to engine
systems to try to extract higher performance. Kevin Otto of Cummins
Emissions Solutions offered advice on how they should deal with such
situations:
■■ Develop policies on tampering and how to handle it, and tell employees
what the policies are.
■■ Get legal advice to be sure the policies are on sound ground.
■■ Clarify handling of leased vehicles and other complications.
■■ Work with truck and engine builders to track down the computer that
changed parameters in truck and engine control modules. Electronic
control modules are serial-numbered and can be password protected, so
check an ECM’s numbers to see that they match those that are supposed to
be on a truck’s engine, and determine who accessed the ECM to change it.
■■ Monitor the performance of vehicles that seem significantly outside the
norm (for road and engine speeds, fuel economy numbers, etc.), and
“consider active management” when encountering evidence of tampering.
Anyone aware of tampering and wanting to report it should know that
EPA has an anonymous on-line tip site at www.epa.gov.tips, Wick said.
It covers all sorts of violations, from water to diesel exhaust, so a response
from an EPA representative might take a while. n
Penalties under federal law are $37,500 per violation for a dealer or
manufacturer and $3,750 for an individual. A court can order that the
offending engine be set back to where it is. EPA does a lot of calculating
to arrive at a penalty that’s reasonable, Klepp said.
Examples include the landmark 1998 case where most American heavy
truck and engine builders signed a consent decree with EPA admitting
that they set electronic controls to pass emissions tests, then programmed
18 October 2013
Tampering attempts have become more desperate and damaging
since 2002, when exhaust-gas recirculation equipment first appeared
on diesels, and 2007, when particulate filters were required.
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UTA Industry Watch
Retail Pricing Continues to Break Records
Chris Visser, Senior Analyst and Product Manager, Commercial Trucks
Summary
Sleeper Tractors – Wholesale
Retail sleeper tractor pricing came back with a roar in August, setting
yet another record – and this time by a large margin. Wholesale sleeper
pricing was also up, with the strongest result in eleven months. The
construction segment may finally be showing signs of recovery, with the
newest used trucks showing two months of upward movement. In the
medium-duty sector, cabovers and conventionals are still a buyer’s market.
A special study of 2010 model year sleeper tractors shows impressive
value retention overall, and interesting movements by select models.
Average wholesale pricing was also up in August, although the price and
mileage trends are moving in opposite directions from the retail market.
Specifically, the average sleeper tractor sold at auction or dealer-to-dealer
in August brought $30,888, had 654,511 miles, and was 81 months old.
This pricing was a substantial $5293 (or 17.1 percent) higher than July,
but $9244 (or 23.0 percent) lower than an unusually strong August 2012.
Mileage was down 33,476 (or 4.9 percent) vs. July, and up 85,005 (or 13.0
percent) vs. last August’s unusually low result. In terms of age, trucks
wholesaled in August were five months newer than those sold in July,
and one month older than those sold last August. See the “Average
Wholesale Price and Mileage” graph for detail.
750000 $40,000 700000 $35,000 650000 $30,000 $25,000 600000 $20,000 550000 $15,000 500000 $10,000 2 per. Mov. Avg.(Price) Jul Mar May Nov Jan-‐13 Jul Mar May Nov Jan-‐12 Jul Sep Mar $35,000 $30,000 $25,000 $20,000 Aug Jul Jun Source: ATD/NADA and Auc1onNet May Jan-‐1
2 Feb 2 per. Mov. Avg.(500-‐599K) 2 per. Mov. Avg.(600-‐699K) 2 per. Mov. Avg.(700-‐799K) 2 per. Mov. Avg.(800-‐899K) Apr $0 350 May $40,000 $5,000 400 Nov $45,000 $10,000 450 Jan-‐11 Average Wholesale Selling Price by Mileage Range (Sleeper Tractors) $50,000 $15,000 Monthly Retail Sales Volume by Model Year: Sleeper Tractors Under 1M Miles 500 There will continue to be ample supply of trucks with over 600,000
miles, so we do not expect any strengthening of that cohort.
Mar Mileage has generally been trending downwards since the fourth quarter
of 2012, due to the concurrent increasing supply of newer trucks to the
marketplace. As the “Monthly Retail Sales Volume by Model Year”
graph illustrates, the 2009 and 2010 model years continue to comprise
an increasing proportion of our retail sales database. The oldest of these
trucks is nearing six years in service, so we should be in the thick part of
the trade-in cycle of this cohort. As we stated last month, market appetite
for trucks with under 600,000 miles should be more than enough to
absorb increased supply, so we expect solid pricing going forward.
Dec Jul Mar May Nov Jan-‐13 Jul Sep Mar May Nov Jan-‐12 Jul Sep Mar May Nov Jan-‐11 Jul Sep Mar May Jan-‐10 400000 Jan-‐1
3 Feb 420000 Source: ATD/NADA $30,000 Nov 440000 Oct $35,000 460000 Sep Price Mileage Aug 480000 $40,000 Jul 500000 $45,000 Mileage in the wholesale channel has decreased notably from its recent
peak in the first quarter of this year, but the year-to-date 2013 average of
698,618 remains higher than same-period 2012 by 64,689 (or 9.3 percent).
There is still a strong correlation between price and mileage, which
means that pricing for trucks at a given mileage level has not changed
appreciably in this period. As the “Average Wholesale Selling Price by
Mileage Range” graph illustrates, only the 600-699k cohort showed
downward movement in 2013. However, as we predicted last month, that
movement turned around as supply returned closer to the trend in August.
Jun 520000 $50,000 400000 May 540000 Apr 560000 $55,000 Jul Jan-‐10 580000 $60,000 Sep $0 Average Retail Price and Mileage -‐ All Sleeper Tractors Under 1M Miles 450000 2 per. Mov. Avg.(Mileage) Source: ATD/NADA Sep $5,000 Mar In terms of mileage, August was essentially identical to July, at 537,580
– an 811 (or 0.2 percent) increase. The year-over-year difference is a bit
more notable, with August 2013 coming in 17,613 (or 3.2 percent)
lower. See the “Average Retail Price and Mileage” graph for detail.
Average Wholesale Price and Mileage: All Sleeper Tractors Under 1M Miles $45,000 Mar As mentioned above, August’s retail sleeper market average was the
highest we’ve ever seen. This makes August the fifth month of 2013 to
establish a new record. Specifically, the average retail price of a sleeper
tractor sold in August was $54,090, beating the previous record set in
June by $1266 (or 2.3 percent). Month-over-month, August’s result
was $1478 (or 2.7 percent) higher than July’s. Year-over-year, August
2013 was $4463 (or 8.3 percent) higher than August 2012.
May Sleeper Tractors – Retail
2 per. Mov. Avg.(2006) 300 2 per. Mov. Avg.(2007) 250 2 per. Mov. Avg.(2008) 200 2 per. Mov. Avg.(2009) 150 2 per. Mov. Avg.(2010) 100 2 per. Mov. Avg.(2011) 50 Jul May Jan-‐1
3 Mar Sep Nov Jul May Nov 20 October 2013
Jan-‐1
2 Mar Jul Sep May Jan-‐1
1 Mar 0 Source: ATD/NADA Class 8 Construction Trucks
The “Average Retail + Wholesale Price of Construction Trucks” graph
shows average retail and wholesale selling price by model year for
construction models. Prices have been adjusted for mileage. We’ve
combined retail and wholesale sales data since we’re more interested
in directional movement than absolute pricing.
www.UTA.org
UTA Industry Watch
Average Retail + Wholesale Price of Construc7on Trucks by Model Year Adjusted for Mileage $120,000 As you can see, the 2010 model year on average has not depreciated at
all in 2013 to date. This is excellent news for owners of these trucks, as
every payment made this year has built equity. This should also
indicate to finance entities that 2010s are generally a good risk.
$100,000 $80,000 $60,000 $40,000 3 per. Mov. Avg.(2006) 3 per. Mov. Avg.(2007) $20,000 3 per. Mov. Avg.(2008) Sources: ATD/NADA and Auc2onNet 3 per. Mov. Avg.(2009) Ja
n-‐
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g $0 This month’s notable observation concerns 2009 model-year trucks,
which saw their second straight month of upward movement. This
model year is the newest for which we have a meaningful volume of
data, so positive results here could mean that 2009s are enjoying some
of the stronger pricing that their even newer counterparts are seeing.
The few 2010 and newer datapoints we do have continue to suggest
extremely strong pricing for these trucks.
Older models are not showing similar movement. However, we expect
that group to gradually strengthen in the coming months, starting
with the lowest-mileage trucks.
Model vs. Model Competitive Comparison
Last month we looked at individual model performance of 2008 model
year trucks. Then, in a recent blog, we posted results for 2009 model year
trucks. To continue that trend, the “Retail Selling Price of 2010 Model
Year” graphs show results for individual 2010 model year trucks. Note
that data volume constraints for this model year required us to limit the
number of models included, as well as limit the time period to 2013 only.
Only two models show recent downward movement, with the rest up
either mildly or substantially. The Peterbilt 386, in particular, has shown
impressive upward movement in the most recent quarter to surpass the
Volvo 730/780 for the top position. At the other end of the spectrum, the
International ProStar appears to have recovered since its nadir in the
second quarter, but this movement appears due largely to a higher
proportion of ISX-equipped trucks reported sold in that period. There
is still a substantial price gap between MaxxForce and ISX trucks in
the marketplace, but it is becoming apparent that this model in
general has seen the worst of its depreciation, regardless of engine.
In general, mileage is the reason for the strong performance of this
model year. With a year-to-date average of 458,986, 2010s are well
under the critical 600,000 delineator, and should remain so well into
2014. Strong demand for low-mileage trucks completely overshadows
any apprehension about SCR technology in a used truck.
Medium Duty Cabovers and Conventionals
Looking first at conventionals, Class 4s and Class 6s were both down
in August – 4s down $1068 (or 7.7 percent) month-over-month, and 6s
down $1179 (or 7.7 percent) month-over-month. Compared to last
year, things look a bit better, with 4s down $636 (or 4.7 percent) and 6s
down only $77 (or 0.5 percent). See the “Average Wholesale Selling
Price – 4-7 Year Old Conventionals” graph for detail.
Average Wholesale Selling Price: 4-‐7 Year-‐Old Conven:onals by GVW Class Adjusted for Mileage $25,000 $20,000 $15,000 $10,000 $5,000 2 per. Mov. Avg.(Class 4) Sources: ATD/NADA and Auc2onNet 2 per. Mov. Avg.(Class 6) Ja
n-‐
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g $0 While the conventional market is not particularly strong in general,
mileage partially explains August’s lackluster results. Class 4s sold in
August had 120,580 miles – 19,237 (or 16.0 percent) higher mileage
than last month, and 30,750 (or 25.5 percent) higher than last August.
Class 6 mileage of 197,986 was 8450 (or 4.3 percent) higher than last
month, and 16,562 (or 8.4 percent) higher than last August. In both
cases, the negative correlation between price and mileage is relatively
strong, meaning that monthly swings in pricing are due mainly to
swings in average mileage of trucks sold that month, not shifts in the
market. Essentially, a truck at a given mileage level has not moved
notably since the beginning of the year, indicating an ample supply of
4-7 year-old trucks.
NADA continued on page 22
www.UTA.org
October 2013 21
UTA Industry Watch
NADA continued from page 21
Higher average mileage also explains the decrease in cabover pricing.
August’s mileage of 146,294 was 32,604 (or 22.3 percent) higher than
July’s, and 41,709 (or 28.5 percent) higher than last August. The negative
correlation between price and mileage is even stronger than in the
conventional segment, indicating that pricing for trucks of a given
mileage is stable (or flat, depending on your point of view). With no
shortage of available trucks with over 100,000 miles, we do not expect
notable upward movement in the near-term. See the “Average Wholesale
Selling Price – 4-6 Year Old Class 3-4 Cabovers” graph for detail.
CEL
E B R AT
ING
80 YE
ARS
Average Wholesale Selling Price: 4-‐6 Year-‐Old Class 3-‐4 Cabovers Adjusted for Mileage 11 GUIDEBOOKS
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Jul Aug June Apr May Mar Dec Jan-‐1
3 Feb Oct Nov Sep Jul Aug Jun Apr Mar Jan-‐1
2 Feb $0 May Sources: ATD/NADA and Auc2onNet Make better decisions with NADA Online.
Sales Volume
Reporting dealers averaged 6.1 trucks retailed per rooftop in August,
matching the year-to-date average exactly. This result is also equal to
same-period 2012. We do not expect notable movement in this
measure in the near-term. See the “Average Number of Used Trucks
Sold per Rooftop” graph for detail.
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Average Number of Used Trucks Sold per Roo8op (NADA Repor;ng Dealers) 8 7 6 5 4 Retail 3 Wholesale 2 1 Source: ATD/NADA 0 Jul May Jan-‐13 Mar Sep Nov Jul May Jan-‐12 Mar Sep Nov Jul May Jan-‐11 Mar Sep Nov Jul May Jan-‐10 Mar Sep Nov Jul May Jan-‐09 Mar Conclusion
Record-breaking pricing of trucks with under 600,000 miles indicates
buyers are extremely interested in trucks that can substitute for expensive
new iron. A positive side-effect of this demand is that any apprehension
about SCR is pushed aside.
Recent upward movement for newer construction trucks in encouraging.
We expect this trend to continue at a gradual pace, thanks to relatively
small numbers of these trucks built new during the recession.
We are most likely on the cusp of a mild recovery in sectors other than just
low-mileage sleepers. Assuming our Legislative and Executive branches don’t
succeed in completely derailing the economic recovery, we expect to see
this scenario pan out in upcoming months, particularly early 2014. n
Reprinted with permission from the ATD/
NADA Official Commercial Truck Guide®
www.nada.com/b2b
22 October 2013
www.UTA.org
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USEDTRUckINVENTORY.cOm
UTA Industry Watch
Industry News Briefs
Used Commercial
Vehicle Transactions
up 9.1% for 2013: Polk
Used commercial vehicle registrations during the first half 2013 rose
more than nine percent over last year’s figures, according to Polk.
The market data firm recorded nearly 357,100 used commercial
registrations from January to June 2013. Second quarter numbers were
especially impressive, Polk noted. They were the highest since the
second quarter of the 2011, “reflecting continued demand for clean
used equipment.” New commercial vehicle registrations, however,
only increased by one half percent over the same period in 2012, the
company added.
“The strength of used commercial vehicle transactions during the first
half of the calendar year reflects a competitive market for clean used
equipment as it becomes available,” according to Gary Meteer, a Polk
executive. “Our analysis indicates that the majority of these transactions
represent the replacement of older equipment in the commercial vehicle
population versus adding to the total vehicle population,” he said. With new transactions flat, and used equipment demand strong, used
transactions comprised 56.7 percent of all commercial vehicle
transactions during the period. “To put this in perspective,” Polk said
in a release, “prior to the 2009 calendar year, used transactions
accounted for between 41 and 48 percent of total registrations during
the 2004 through 2008 calendar years, so while the 56.7 percent level
is down from 70 percent in the first quarter of the 2011 calendar year,
used transactions as a percent of total commercial transactions
remain significantly above historical levels.” n
Class 8 Orders Rise
in August: FTR
At 19,178 units, August’s Class 8 truck net
orders jumped 11 percent over July’s and were
21 percent higher than August 2012’s tally,
according to FTR Associates. August, however, was also the third
straight month where Class 8 orders were below 20,000 units. This
resulted in “annualized orders for the six-month period including
August dropping to 244,400 units,” FTR noted.
The numbers were generally in line with FTR’s forecast. “While the
numbers are significantly better than what we saw at this time last
year, they are still noticeably below the build levels posted in July,”
said Eric Starks, FTR’s president. “The build numbers for July were
22,105 units. With orders only reaching 19,200 units, it’s highly likely
that we will see production levels ease back over the next few months
to be more in line with incoming order rates that only averaged 18,300
units over the last three months. September’s order number will be the
one to watch. It will tell us if we can expect to see a pickup later in the
fourth quarter. If the numbers stay near current levels then we will
likely see a flat fourth quarter with regards to production,” he added. n
24 October 2013
August’s Class 8
Orders Up 20%: ACT
ACT was even more positive about August,
finding preliminary Class 8 orders rising to
19,500 units, a 20 percent year-to-year jump. If you adjust the
numbers for the “seasonal factor”, August’s Class 8 order total rises to
22,000 units, ACT said.
The story was even better for Classes 5 to 7, thanks to solid Class 5
numbers and the best order month in over five years for Classes 6-7.
Preliminary figures for August rose to 18,000 units. But ACT also
pointed out that August is typically a strong month for medium-duty
vehicle orders. If you consider seasonal adjustment, the order numbers
fall to 17,500 units.” This was still “the third best SA order total since
early 2008,” said Kenny Vieth, ACT Research’s president.
For more information go to http://www.actresearch.net. n
Rush Enterprises
Ranked 27 on Fortune’s
Fastest-Growing
Company List
Among all the tech and pharmaceutical companies there was Rush
Enterprises on Fortune Magazine’s annual list of the fastest growing
companies. Thanks to a very strong three-year run, Rush joined such
companies as Jazz Pharmaceuticals (#1) and refiner HolyyFrontier (#2)
on the list. Here are three-year averages for Rush, as reported by Fortune:
Revenue Growth: 45%
Profit Growth: 107%
Total Return: 23%
Interestingly, as of the time of this writing, Rush’s response to the
news was modest: no trumpeting press releases or fanfare on its site,
just a lone Twitter tweet. Humbleness, apparently, can still be found in
these days of unabashed promotion via social media sites and
company websites.
To qualify for the list, a company—domestic or foreign—must be
trading on a major U.S. stock exchange; report data in U.S. dollars; file
quarterly reports with the SEC; and have a minimum market
capitalization of $250 million, according to Fortune. n
www.UTA.org
UTA Industry Watch
Freightliner
Announces Top
Salespeople
Proud sponsor of the UTA Freightliner Trucks announced
the sales professionals earning “Elite”
status through its annual Leland James Sales
Achievement program. The award program recognizes top performers
from U.S. and Canadian dealerships, and is named for company
founder Leland James. Freightliner selected the winners for both
on-highway and vocational sales success. It will honor the top 26 sales
professionals at an
awards ceremony later
this year.
Freightliner noted that it
evaluates salespeople on not just sales records, but also on total number
of customers, type of trucks sold, and training certification.
The top award winners are shown below.
Silver Elite Winners Bob Arrington
Tampa Truck Center
Mark Burton
Freightliner of Utah
David Klockow
Hill Truck Sales
Dennis Legrand
Truck Country of Iowa
Blake Macpherson Team Truck Centres Rohit Madan
Harper Truck Centres
Tampa, FL
Salt Lake City, UT
South Bend, IN
Dubuque, IA
Maidstone, ON
Mississauga, ON
Elite Winners - Top 20
Anthony Amadio Campbell Freightliner Bob Bennett
Houston Freightliner
Jesse Boyd
Fort Worth Freightliner Gary Caetano
Fresno Truck Center
Kevin Coen
Nebraska Truck Center
Bryan Crawford
Los Angeles Freightliner
Ron Donze
Truck Centers, Inc.
Erick Fairchild
Tulsa Freightliner Doug Fischer
Kansas City Freightliner Sales
Kenton Good
Freightliner of Lancaster
Paul Hajos
Truck Country of Wisconsin
Lee Howard
Fresno Truck Center
Truman Ingram
Freightliner of Montgomery
Stan Lowrey
Fresno Truck Center
Jay Miles
Freightliner of Toledo
Michael Munoz
Bakersfield Truck Center
Donald Neeb
Westman Freightliner
Tim Simon
Fort Worth Freightliner Joe Switzer
Truck Centers, Inc.
Dan Walters
San Diego Freightliner
Edison, NJ
Houston, TX
Fort Worth, TX
Fresno, CA
Grand Island, NE
Fontana, CA
Troy, IL
Tulsa, OK
Kansas City, MO
Lancaster, PA
Kaukauna, WI
Fresno, CA
Montgomery, AL
Fresno, CA
Toledo, OH
Bakersfield, CA
Mankato, MN
Fort Worth, TX
Troy, IL
San Diego, CA
Imagine the Possibilities… of a better understanding of the market. Used Truck Market Classes 3‐8 Report ACT N.A. Commercial Vehicle OUTLOOK Just 2 of our many reports and analyses. ACT is the recognized leading publisher of commercial vehicle industry data, market analysis and forecasting services for the North American market. See samples at www.actresearch.net Or call us at 812‐379‐2085
Industry News Briefs continued on page 26
www.UTA.org
October 2013 25
UTA Industry Watch
Industry News Briefs continued from page 25
Truck Drivers Going Green, “Liking” Social Media
Findings from Atlas Van Lines’ “King of the Road” Survey
Think you have a good feel for today’s truck drivers’ likes and preferences?
Atlas Van Lines’ latest King of the Road Survey may still hold some surprises.
Most are quite environment conscious and use Facebook and Twitter every
day. And they’re more likely to eat fresh fruit than jerky, and drink water
rather than soda.
The annual survey provides insights from the moving company’s drivers on
their preferred brands, technology usage, and eco-friendly habits while
navigating our highways. Here are some other highlights:
More than half of Atlas’ drivers (53 percent) recycle aluminum, plastic, and
glass trash items when they can.
More drivers now use smart phones and the number’s rising. Sixty-six
percent of drivers surveyed use the devices.
Like everyone else they’re using the Internet and checking email more than
ever. More than three-fourths of drivers check email daily; 84 percent access
the Internet daily. And 56 percent of drivers check social networking sites
like Facebook or Twitter every day.
Favorite brands and other highway essentials include:
Favorite fast food: Subway
Best coffee: Dunkin’ Donuts
Favorite hotel chain: Super 8
Best truck stop chains: Flying J and Pilot
Favorite on-the-road snack: Fresh fruit
States with the best rest stops: Florida and Ohio
Most effective antacid: Tums
Favorite on-the-road music genre: Country
Best tires: Michelin
Favorite motor oil: Shell Rotella
Best tractor: Freightliner
For complete survey results, visit www.atlasvanlines.com/KingoftheRoad. n
Keep your focus on
how you can help
your prospects
and clients be
successful. Your
success is based on
their success.
26 October 2013
www.UTA.org
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• Repossessions
• Pre-funding
• Private Sales
• Asset Verifications / Lot Checks
Remarketing Services
• Customized Websites
• Inventory Management Software
• Hosted Online Auctions
Appraisals
• Desktop Valuations
• Full Appraisal Reports
For more information, please visit
www.AssetAppraisalServices.com
or call 402-390-0505.
UTA Industry Watch
Industry Events Calendar
OCTOBER
19 – 20 • Golden State Trucking Expo
Sponsored by CAP Companies, LLC
Pomona, CA Fairplex
www.goldenstatetruckingexpo.com
19 – 22 • 2013 ATA Management Conference
& Exhibition
Orlando, FL Orlando World Center
www.trucking.org
novemBER
6 – 9 • 14th Annual UTA Convention
Orlando, FL at The Walt Disney World
Swan and Dolphin Resort
www.UTA.org
DECemBER
4-6 • 2013 ATA Executive Summit
Irving, TX
Four Seasons Resort & Club Dallas at Las Colinas
http://www.trucking.org/Events.aspx
From Where We Sit
No doubt that as you read this
you’re already eagerly looking
forward to the convention in
Orlando! It’s bound to be
another great meeting as UTA
members come together to
network, learn, and celebrate
our industry. As always, there
will be visits among old friends
and chances to meet new ones.
The annual gathering of our
group always brings energy and
excitement that lasts long after everyone has returned to their own
daily lives. Ironically, as our membership looks forward to the
meeting, we are preparing for and enjoying reunions of our own.
This year marks some big anniversaries and events. Coming up next
will be high school reunions. Now, not to divulge too many secrets,
this year marks an anniversary since graduation that is somewhat
greater than 20 years but not yet 110. Math never was our best subject!
Anyway, let’s just say that it’s been a long, long time since we’ve seen
many of the people we look forward to seeing at these reunions. Just
recently, I had the chance to visit with an old college friend I hadn’t
seen in many years, so I had a taste of what’s to come. We’d only kept
in touch through a mutual friend who arranged for us all to get
together. Still, when we shook Mike’s hand and looked into his eyes,
we could see that the friend we used to see nearly every day was still in
there. Sure, lots of time had passed. We had the pleasure of visiting his
wife and one of their two beautiful (and grown-up) daughters, and
there alone was the proof of time gone by. But, without doubt, there
was that long-ago college friend still in there. Anyone who knew him
then would surely recognize him now.
Now that our reunions are just ahead, we wonder what other moments
we’ll experience like this one. Where else will we find that spark that
shows us that connections, once made, can never really disappear?
Most adults go to reunions with preconceived ideas of who they hope
to see and what they hope the evening will be like. To be honest, we’ve
gone to reunions like that in the past, too. It was once very important
that these people from our past see how happy and wonderful life is
for us now, so we understand the motivation to make a good showing.
Just Imagine
• Listing for free, paying for results
• No contracts or long-term commitments
• Complimentary tracking to monitor results
Call or email today for more details!
www.nexttruckonline.com
28 October 2013
866.783.5137 • [email protected]
Maybe it’s the wisdom or maturity that comes from having gone more
than 20 but fewer than 110 years beyond high school. Or, maybe it was
having had the recent pleasure of seeing an old friend for the first time
in decades, but we’ve decided that this time, we’ll just go to the parties
and see what happens. Who knows where that spark of happy
recognition can happen when people come together to meet and catch
up? And, isn’t it funny that sometimes we can find that same recognition in a new friend we’ve just met? We hope the spark happens to you
as you gather together in Disneyworld with
your colleagues and friends, old and new.
We’ll be on the lookout for it in our upcoming
adventures, too. That seems the best way to
stay open to the magic that can happen, both
within the Magic Kingdom and anyplace else
we may visit. At least that’s the way it seems
from where we sit.
Deb and Brad Schepp
[email protected]
www.UTA.org
MICHELIN® X ONE® TIRES
GUARANTEE TO DELIVER
We are so confident that MICHELIN®
X One® tires will deliver on their promise
of fuel savings and weight savings that
we’ll guarantee total satisfaction.
800.282.3549
www.jjdriveaway.com
We make the
impossible…
Possible!
We’ll extend a 60-day to 150-day
guarantee towards your total satisfaction
of ownership when you purchase a truck
or trailer with used MICHELIN® X One®
tires on it.
See our 2012 Guarantees
at michelintruck.com for
complete details.
MICHELIN
®
®
TIRE
Total Satisfaction Guarantee
We are so confident that our new MICHELIN® X One® tires will deliver on their promise
of fuel savings and weight savings that we’ll guarantee your total satisfaction on the
two most important aspects of ownership:
Total Driver Satisfaction.
If your drivers are not totally satisfied with the traction and handling of the
MICHELIN® X One® tires after the first 60 days and before 150 days of usage, we will
issue a full refund (credit memo) for the original value of the tire and the wheel upon
their return + $30 per assembly to cover the dealer service work required.
Total Owner Satisfaction.
If you are not totally satisfied with the bottom line performance of the MICHELIN®
X One® tire in terms of mileage, retreadability, weight savings and/or fuel savings
after the original tread life of the tire, we will buy back the casing for $110 and the
wheel for 75% of its original value.
Program guidelines and exclusions:
• ThisprogramiseffectivebeginningJanuary1,2012untilDecember31,2012.
• OfferappliestotirespurchasedbetweenJanuary1,2012andDecember31,2012andmanufactured
(DOTdate)beforeDecember31,2012.
• Offerappliestoamaximumof10setsofMICHELIN® X One® tires.
• WarrantymustbesignedbyaMICHELIN representative prior to purchase.
• Dateofdeliveryorproofofpurchaseisrequired.
• Allreimbursementspursuanttothetermsoftheprogrammayonlybeprocessedthroughan
authorized MICHELIN dealer or directly through a MICHELINNorthAmericanFleetAccount.
Michelin will pay $30 per MICHELIN® X One® tire assembly returned towards change-over mounting
servicesasoutlinedabove,viacreditmemotoanAuthorizedMICHELINDealeronly.
• Allclaimsunderthetermsofthisprogrammustbemadebytheoriginalpurchaser/owner
of the tires.
• Reimbursementoforiginaltireandwheelorre-purchaseofcasingandwheelwillbedone
via credit memo.
• Tiresrenderedunserviceableduetoabuse,misuseorroadhazardsareexcluded.
• AllMICHELIN® Limited Warranty exclusions still apply. See warranty for details.
• Michelinreservestherighttomodifyordiscontinuethisprogramatanytime
for any reason without prior notice.
Transforming
the way
tractors, trucks
and trailers
are sold
You have vehicles and we have over two million
registered buyers who want to buy them – now. We can
convert your surplus vehicles into revenue through our
live and online auctions. Let us help you turn your
trucks and trailers into cash. Call 888-832-7525 or
email [email protected].
www.sellyoursurplus.net

UTA Joins Wreaths Across America to Honor Our Nation`s Military

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