Spring 2014 - National Ford Truck Club

Transcription

fordpros
The Official Magazine of the National FOrd Truck Club
Self-Improvement: Change for the Better
Issue 29
SPRING 2014
THE MOMENTUM OF CHANGE
AT THE 2014
WORK TRUCK SHOW
Letter from the President
THE MOMENTUM OF CHANGE
O
ver the course of the next 24
WHAT AM I DOING TO KEEP
months there will be radical
MYSELF SHARP?
changes in the products FordPros Here are a few things I can do to
are offering. Our success will de- make my dealership and my office
pend on how we choose to embrace open and inviting to commercial/
those coming changes.
fleet customers
I have to remind myself that mo- • Attending key trade shows to be
mentum in work, and life in general,
aware of the latest that’s comis similar to riding a bicycle: moving
ing in aftermarket to augment the
forward is best accomplished when
great Ford offerings!
I’m doing my part: pedaling and • Know how to use CTT backwards
steering. The willingness to pedal
and forwards. This tool is so flexis like the willingness to change, to
ible, so professional!
adapt. Once I am energized to em- • Look for new opportunities to
brace change, then I can control the
grow the business electronically.
direction I take. Without the willingBe open to the concept of having
ness to pedal (momentum, embracan online presentation and the
ing change), it doesn’t matter what
inventory collaboration that Work
I do with the handle bar element: I
Truck Solution will bring to your
won’t be going anywhere.
neighborhood soon – or be proFord is doing plenty of pedaling,
active and find out about it yourwith a growing line of state-of-the-art
self.
products that will give us a product • Tune in to the National Website
mix that continues to be unmatched
for updates from Ford, and from
by our competition. In the next 24
bodybuilders and aftermarket
months, the van business will be like
vendors with great concepts to
none the market has ever seen. In
convert your Fords from “comthe next 24 months, Ford’s presence
modity-based units” they can get
in the medium truck market will be
anywhere, to “job ready with adddominant.
ed value” available through you.
• Read Commercial Truck SucWHAT AM I DOING TO ADAPT
cess, internalize it and pass it on
TO THE NEW LANDSCAPE?
to management and your dealer
It seems that most of us in the fleet/
principle. It’s full of great ideas to
commercial realm of dealerships
maximize your return on investare silver haired. But unless we’re
ment…in time and in money!
ready to retire we have to make the
changes to be what our customers
ONE THING IS FOR SURE:
need:
IF I KEEP DOING WHAT I’VE
• Be current on all the products
ALWAYS BEEN DOING,
(at least on the source to needed
I’LL STILL BE GETTING WHAT
answers), including those that are
I’VE ALWAYS GOT.
coming this year and next.
• Planting seed for a new crop of Good Selling,
customers, using 2014 technology to the max.
• Meeting your clients on their turf
is critical. Your key dealer management must understand this.
• Collaborating with other dealers.
The broad mix of Transit options
will be optimized among small
groups of dealers who order and
share inventory freely.
2 SPRING 2014 FORDPROS
Special thanks for this issue to:
Telogis, Inc.
Westport LD
Adrian Steel
The Reading Group
The Knapheide Company
Omaha Standard PALFINGER
CASECO
CargoGlide
ROUSH
Transfer Flow
Nor-Cal Vans
VanAir
Work Truck Solution
Commercial Truck Success
Landi Renzo USA
In addition we would like to
acknowledge contributions from:
Joe Thompson,
President
ROUSH CleanTech
Greg Dziewit
VP, Commercial OEM Business
Telogis
David Jackson
Ford Motor Credit
Terry Minion, Commercial Truck Success
Taylor Steinberg,
Corporate Sales Trainer, Knapheide
Editor/Publisher:
Kathryn Schifferle
Managing Editor:
Ken Keller
Art Director:
Carla Aoyagi
For inquiries or articles or to be
added to the mailing list:
[email protected]
1-800-413-9030
NFTC/FordPros
2485 Notre Dame Blvd., #370-130
Chico, CA 95928
SELF-IMPROVEMENT
8
CONNECTING MOBILE POWER TO THE FORDPRO
TARGETING VOCATIONS WITH NEW FORD VANS
15
All -New Ford f650/f750
SELLING Intelligence
18
13
24
Adaptability on demand
TABLE OF CONTENTS
Letter From the President
Farewell
The NFTC
In The HighBeams
AltFuel: PROPANE
AltFuel: CNG
THE WORK TRUCK SHOW
CLASSIFIEDS
Self-Improvement
Bringing Work Trucks
Terry’s Blog
FordPro-File
Ford Truck Club News
Ford Credit
The Momentum of Change
Letter TO the President
At The Work Truck Show
Press Releases ROUSH
Landi Renzo, Westport
VIDEO & PRODUCT REVIEW
POST HERE FOR FREE
In the Trades
to Buyers
Improve Yourself Will Graves
News & Events Selling the Business Solution
2
4
5
6
10
11
16
21
22
25
26
27
28
30
FORDPROS SPRING 2014 3
LETTER TO THE PRESIDENT
F
rom the very early days of his service to Ford Motor, Alan Mulally
has shown a great many characteristics that I so admire. One is a terrific
sense of humor; another is his modesty, his down-to-earth nature. He
has consistently introduced himself
by first name only, had great eye contact: he is a modest leader, but he is
truly a great one. On the occasions I
have written to him, he has responded, signing his name “Alan” ... nothing
more. He has treated me as a friend.
So, this day when I read that his departure date has been set, I penned
the following note...
Alan,
I read the formal announcement of
your impending plans. I’m disappointed that we didn’t discuss this!
I (we) need you right there, doing
what you do in such a profound
and remarkable way, until I (we)
tell you otherwise!
Seriously, I can’t thank you
enough for your personal involvement, your deep commitment to
Ford and its people, your humbling yourself to treat people like
me (us) as equals, as partners, as
members on the same fine team.
On a personal basis, I am still
blown away, humbled, that a person of your esteem would embrace attending a meeting of me
and my peers with such enthusiasm and energy. Every one of
the sixty-plus people at that Truck
Club meeting (May of ‘09) join me
in the feelings expressed here.
Personally, I believe that you represent the very finest character on
this planet. Your email response
to a question of mine (a few years
ago) was “To live is to serve”; I
can think of no human (except our
Savior) I have ever read about,
much less had the honor of meeting, of knowing, who so aptly has
embodied those words.
I salute you, Sir. I thank you.
I look forward to following your
progress in your life of service.
Best,
National Truck Club at The WOrk Truck Show
R
egional Ford Truck Clubs were
represented at the National Breakfast in Indianapolis during the NTEA
Convention in early March. Representatives from Southern California, the
Northwest, Philadelphia, Houston and
Atlanta were there, in addition to others interested in starting or re-starting
Truck Clubs.
Clubs serve FordPros in areas that
are excited about the rebounding
economy, and the need for dealers to
collaborate in having finished trucks
available for “instant” delivery. Work
Truck Solution, a new and upcoming
source for such vehicle availability, was
there to listen and learn and to talk to
club representatives about this growing program. Great strides have taken
place in placing bodied-up cab/chassis
showing in dealer Commercial Truck
web pages, demonstrating to customers that their local dealership has
people available, and products “within
range” to meet their Commercial Truck
Buyer’s needs on short notice.
Randy White (Georgia Truck Club)
talked about the 10th Annual Lake
Lanier Commercial Truck Symposium
that is a spring-time (June 11-12) event
for the BPN dealers in Georgia, the
Carolinas and Alabama.
Ed Miller
(Houston Club) talked about an upcoming Golf Event that is a new venture for the Club.
Mike Ladner (Southern Cal) talked
about the challenges of getting people
together who are not separated by
miles, but by the time it takes to travel
in their area. Joe Hughes (Northwest)
told of their club’s plan to have a meeting in Portland, traveling 160+ miles by
chartered bus to see a new body-builder operation. Rick Damush (Philadelphia) talked about the advantages that
the Truck Clubs give FordPros who
meet as peers and not as rivals.
The overall mood of the group was relief that the economy is indeed on the
rebound, and that we all have much to
look forward to in the year ahead.
PROPANE AUTOGAS
R O U S H C l e a nTe c h designs, engineers and manufactures propane autogas fuel systems for a variety of
light- and medium-duty Ford commercial vehicles. Reduce fuel costs while operating with a clean, affordable,
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ROUSHcleantech.com
HIGHBEAMS
In The
KNAPHEIDE
EXXPANDS THE VAN
NFTC 8TH ANNIVERSARY
T
TRANSITS PRODUCTION
BEGINS IN KANSAS CITY
F
ord has begun producing the
2015 Transit at its Kansas City
assembly plant. The first Transit vans
will arrive in June, available in 62
configurations, including three roof
heights, two wheelbases in van and
wagon, and three body lengths. Transit has been in Europe since 1965
and has been the best-selling commercial van in the UK for 49 years.
Three engines are offered with the
Transit: the standard 3.7L V-6, the
3.5L EcoBoost V-6 with the F-150,
and a 3.2L inline five Power Stroke
diesel engine. The engines are paired
with a six-speed automatic transmission and rear-wheel drive.
Transit eventually will replace the
E-Series van. The E-Series vans
and wagons still will be available and
sold side-by-side with Transit into the
2014 calendar year. The E-Series
cutaway and stripped chassis will
continue to be built. Transit delivers
a maximum towing capacity of 7,600
pounds with as much as 75 percent
more cargo volume than the largest
E-Series.
6 SPRING 20i4 FORDPROS
he National Ford Truck Club
(NFTC) celebrated its Eight Year
Anniversary in March! Established
at the 2006 Work Truck Show in Atlanta, Georgia, the first meeting had
representatives from 12 out of 18
Regional Truck Clubs. It was agreed
that a national club could bring Fleet
and Commercial Sales Managers,
the ‘Ford Professionals’ (FordPros),
together to discuss common challenges relating to their unique role in
the vehicle sales business.
Because four out of five dealerships
are located too far away from a regional club for club meeting attendance, the NFTC decided to make
benefits of a club available to all
FordPros at any Ford dealership in
the country. And so the NFTC vowed
to publish and distribute information
and education, and build Internetbased tools and resources so the
NFTC could offer practical benefits to
all FordPros.
And thus FordPros magazine was
launched, and has been consistently published and mailed to all Ford
dealerships on a quarterly schedule
since then. In 2009 the NFTC website (www.nationalfordtruckclub.com)
was launched, followed by the webinars, e-newsletters and video posts
that each year take FordPros on a
tour of the booths at the Work Truck
Show. Make sure that you sign up on
the NFTC website to receive notices
for all the educational offerings.
Please take the time to send us
feedback, as well as any requests for
what you would like to see, either in
the magazine or online - just send us
an email at [email protected], and
help us keep on improving!
S
ortimo by Knapheide is a partnership between Sortimo International and The Knapheide Manufacturing Company to bring the next
generation of van storage solutions
to today’s mobile contractors. This
partnership is focused on storage
systems especially for commercial
vans. The product went on sale to
distributors May 1 and will be shipping to distributors around May 15.
The new storage solution product
is called EXXPAND. The EXXPAND
product line includes:
Shelf Staxx, a lightweight, durable
van shelving system with a modular
design. Their modern appearance
compliments both the current and
newest generation of commercial
vans.
Boxxes organizes work equipment
in the most efficient way possible.
Axxessories have a vocational focus
and each one has a specific function
making storage solutions easy.
Protexx Partitions divide your work
van into two separate zones: The
passenger area which doubles as a
mobile office and the cargo area for
storing parts and tools.
Roof Raxx securely store you ladder, conduit, and other long materials
on the roof of your van.
For more information, please
visit sortimo.knapheide.com
In The
HIGHBEAMS
ADRIAN STEEL EQUIPS
NEW TRANSIT CONNECT
A
PALFINGER’S
MARK WOODY TO SERVE AS
50TH NTEA PRESIDENT
M
ark Woody, President of Palfinger North America, was installed
as the 50th president of NTEA – The
Association for the Work Truck Industry. Woody accepted this responsibility from immediate past president
Shawn Jacobs, president and CEO
of STS Trailer & Truck Equipment
(Syracuse, NY) in Indianapolis, IN, at
the President’s Breakfast and Annual
Meeting held in conjunction with The
Work Truck Show® 2014.
“I look forward to filling this role and
am driven to work hard to lead the
NTEA during its 50th year of serving
the work truck industry,” said Woody.
Woody has served the work truck
industry for 20 years. He began his
industry career at Palfinger North
America, where he served as Director of Sales and Marketing from
1993-2001. He was then promoted
to his current position as president.
drian Steel is ahead of the curve
with new van products designed
specifically for the 2014 Transit Connect.
Endless versatility for the
Transit Connect with Adrian Steel
Cargo Management Solutions partitions designed to allow adjustability
of the front seats while maximizing
the cargo area floor space. These
solutions take advantage of the vehicle’s height by organizing cargo on
ADseries shelving units. Customize
the van’s interior with drawers, hooks
and door kits right where needed.
Carry ladders securely on the roof
with a Grip-Lock ladder rack. All
products are designed to optimize
the fuel economy and cargo capacity
of the new Transit Connect.
Adrian Steel offers a wealth of expert advice and knowledge to fleet
managers and service professionals
who want to design the most effective cargo management system to fit
their 2014 Transit Connects.
View the 2014 Transit Connect
Catalog at:
www.adriansteel.com/documents/
transit-connect-catalog.pdf
WESTPORT WiNG™
RECEIVES EPA /
CARB CERTIFICATIONS
W
estport has received certification from the California Air Resources Board (CARB) for its 2014
model year Westport WiNG™ Ford
F-150 3.7 L pickup truck with the
dedicated compressed natural gas
(CNG) system. Westport is the only
natural gas system provider that currently offers a CARB certified Ford
F-150 truck in the market. The Ford
F-150 pickup truck, which is also certified by the EPA, runs on CNG and
is available with a 17 gasoline gallon
equivalent (GGE) or 23 GGE tank.
Westport has also received certification from the EPA for its 2015 model year Ford F-250 and F-350, 6.2 L
super duty trucks with the Westport
WiNG™ bi-fuel CNG system. EPA
certified vehicles meet the EPA’s
emission standards.
The existing Ford warranty remains
intact, and is matched by the Westport warranty for all like components.
All trucks with the Westport WiNG
Power System undergo the same
safety testing required for all Ford
OEM products.
Visit Westport’s website for more information about our bi-fuel and dedicated CNG Ford vehicles at:http://
www.westport.com/products/automotive/
Follow us on Twitter
@WestportDotCom
SELF-IMPROVEMENT
CONNECTING MOBILE POWER TO FORDPROS
V
anair Manufacturing, Inc., the
leader in the vehicle-mounted
air compressors, multi-drive systems
and generators business is now offering Ford Dealers the ability to package a select group of equipment and
systems for installation by Ford Authorized Body and Equipment Pool
Companies. The program is called
VanairConnect, and it unites Vanair’s
products with the dealership, body
company, and end user in one comprehensive plan. Vanair’s products are
commonly used on general construction, tire and mechanic service trucks,
lube trucks and utility and municipality vehicles for power applications required on the job site.
Easy to use order forms are available for use by Ford Commercial
Truck Salespersons. PDFs of products, specifications and drawings with
dimensions are available for quick
download from the Vanair website.
Here’s how the program works A Step-by-Step Example
1. The customer, “Joe’s Concrete” in
this example, visits a local Ford
Commercial Truck Dealership to
buy a Ford truck equipped with a
service body and a corner mounted
crane. The customer would also
like to have the unit fitted with a
compressor with a generator.
2. The salesperson determines the
customer’s truck chassis requirements. The salesperson is able
to locate a chassis from a Ford
Authorized Pool Account. For example, one of the pool companies
has an F-550 4x4 Diesel with an
84” CA Regular Cab in inventory.
The salesperson checks the truck
specifications and asks the pool
company to reassign the vehicle to
the dealership.
3. The salesperson also requests a
quote for a service body and a corner mounted crane.
4. The salesperson asks a few questions regarding additional equipment, e.g., power tools – a jack-
hammer, drill or electric tools. The
customer responds that the crew
operates a jackhammer and the
truck will need a generator (that the
customer anticipated getting from
another supplier, separate from
purchasing a truck).
5. The Salesperson makes the customer aware that he can have a
Vanair Genair system installed on
the truck when the body and crane
are installed. The salesperson determines compressor cubic feet
per minute (CFM) and pounds per
square inch (PSI) needed to power
a jackhammer, plus the generator
kW and voltage required to power
lights and electric tools. (The customer will usually know the power
requirements for the additional
equipment.) For the purpose of this
example, a 125 CFM @ 100 PSI
compressor and a 7kW generator
are desired.
6. The salesperson checks off the appropriate boxes on a Vanair Easy
to Use Order Form (Vanair will provide Ford Commercial Truck Dealers with on-line order forms for
each Vanair product).
7. The salesperson then places a dealership purchase order with the pool
for the truck body, crane and Vanair
equipment.
8. The pool receives the purchase order and forwards the Vanair portion to Vanair, which has dedicated
stock to support Ford Commercial
Dealer requests. Vanair immediately ships a kit with the components to the pool for installation on
the chassis.
9. The pool company then ships the
completed truck to the Ford Dealer
for delivery to the customer.
10. As an added benefit, the Ford
Dealer can provide financing for
the entire package with one low
monthly payment through Ford
Credit.
Vanair began in 1972 as Sullair PTO,
innovating the use of Power-Take-Off
(PTO) technology to drive rotary screw
air compressors by using a vehicle’s
engine as the power source. The PTO
system eliminated the need for separate tow-behind portable or crossmount type air compressors. This
resulted in the development of Underdeck PTO air compressors.
In 2009 Vanair acquired Air N Arc,
Inc., a manufacturer of equipment,
to provide compressed air, electrical
power and welding in a single “Allin-One” package and accompanies
the other Abovedeck units Vanair has
to offer for complete mobile power
solutions for a variety of end users in
various industries. Vanair will eventually be offereing it’s full-line of products
with this program.
Vanair has been fortunate enough
to be able to participate in a number
of Ford events over the past year. In
2013, Vanair had its first press conference in Ford’s ICUEE booth launching
the introduction of the Thru-Drive™
Technology package. Specifically designed for four wheel drive (4x4) Ford
Super Duty vehicles, these systems offer up to an industry leading 200 cfm of
serious and reliable PTO shaft driven
air power. This new system utilizes a
modified transfer case (Thru-Drive™)
which allows the compressor auxiliary
driveshaft to directly pass through the
transfer case connecting it right to the
PTO!
“With this new system ground clearance issues become a thing of the past
on Ford Super Duty’s and truck mobility is not detracted from in any way”,
states James Perschke, VP, Global
Sales, “In addition, all the benefits of a
Vanair Underdeck air compressor are
fully realized: air compressor reliability
as dependable as the truck itself, lifetime warranty on the compressor air
end, low engine speeds reducing fuel
consumption, noise, and engine wear,
freed up bed space and tow hitch, lower maintenance costs, reduced vehicle
weight, and more”, adds Perschke.
In 2013 and currently in 2014, Vanair
has participated with Ford in numerous
tradeshows including ICUEE, Word of
Concrete and ConExpo as well as at
a number of Ford Grass Root events
and Regional Expos to introduce the
program, Vanair’s equipment, and the
benefits of how this unique program
can be packaged into one easy payment for the end customer. With it’s
years of engineering experience and
dedicated employees, Vanair (www.
vanair.com) is committed to providing
custom mobile power solutions for it’s
customers.
For additional information, or to place an
order, contact Jim Perschke, Vice President of Global Sales at 847-220-0189,
or at [email protected].
Alt FUEL
S
omeone once said to me, “People grow old. Companies don’t
have to.”
As we individuals grow older, we
tend to become more studied. Our
experiences define a wise posture
that we carry around, and our companies benefit. That perspective allows us to make decisions that keep
our sales approach fresh, relevant,
profitable and more interesting.
However, in order to do our part,
we cannot ignore trends or fail to
balance it with those experiences.
This leads to decisions. And good
decisions are what quality leadership is built upon.
But growing older doesn’t have to
mean slowing down. It can mean
revving up and developing new and
innovative ways to sell alternative
fuel technology.
Here in America, we love to talk
about cleaner air and domestic energy security. We are constantly
looking for ways to improve our value within the alternative fuels industry year after year.
Domestic alternative fuels make
our nation stronger as a whole by
creating new jobs, stimulating our
economy and keeping American fuel
at home. We increase value to our
nation’s citizens by creating jobs,
satisfying the need to save money
— and keeping that money within
the United States.
GROW YOUR KNOWLEDGE
OF ALTERNATIVE FUELS
The decisions we make today become tomorrow’s reality. Our choices can become part of the solution
to air pollution and dependence on
foreign oil — and leave the world a
better place. It’s not difficult. In fact,
you’d be surprised how easy it is.
Providing a cleaner, greener approach to transportation, domestic
alternative fuels reduce greenhouse
gases and carbon monoxide emissions. And since they’re domestically produced, they empower American energy security while supporting
thousands of green jobs.
As an example, the nation has an
abundant supply of propane — so
much that it started exporting the
energy source in 2011. Last year,
the U.S. exported 4.7 billion gallons,
up from 2.5 billion gallons in 2012.
So far in 2014, the United States has
exported an average of 356,000 barrels of propane each month.
As Americans, we consider ourselves to be at the forefront of innovation compared to the rest of the
world. Yet when it comes to alternative fuels, many countries are way
ahead of us. Did you know that there
are more than 23 million vehicles
powered by propane autogas in the
world today? But only about 150,000
of those operate in the United States.
To become an alt fuel leader, increase your knowledge about Ford’s
alt fuel vehicle program and the
types of fuels used. This is an opportunity to increase your sales of
vehicles fueled by clean domestic
energy sources.
Author’s Bio:
Joe Thompson, President of
ROUSH CleanTech and a member
of the Roush Enterprise Steering Committee, has overseen the
deployment of more than 20,000
products. Passionate about
energy, he resides on two energy
boards, and can be reached at
[email protected].
COMMERCIAL TRUCK
Building or Rebuilding an Effective, Successful, and Profitable
Commercial Truck Operation within a Retail Auto Dealership
By Terry R. Minion
“. . whether you want to add $100,000 or $1,000,000 to your
bottom line, you will benefit from this ‘how to’ on commercial trucks.”
-- Greg Martin
Buy the book @ www.ctsdealer.net/products/ctsthebook.html
Now Available on Amazon.com!
Alt FUEL
WESTPORT UNIFIES BRANDS
UNDER WESTPORT WING™
POWER SYSTEM
LANDI RENZO’S FORD
BI-FUEL SYSTEM CERTIFIED
L
andi Renzo USA announced earlier this year that they have received EPA certification to produce
bi-fuel compressed natural gas (CNG)
versions of Ford’s F-250 and F-350
pickup trucks for fleet buyers.
The 2015 model-year vehicles will
be converted to run on CNG as well
as gasoline. The Super Duty trucks
come from the factory with a 6.2L V-8
engine. Landi Renzo, a Ford Qualified
Vehicle Modifer (QVM) modifier, converts the truck’s engine and fueling
system to run on CNG.
The certification allows the vehicle
modifier to convert the F-250 and
F-350 Super Duty with multiple cab
configurations and with rear-wheel or
four-wheel drive.
This latest platform adds to Landi
Renzo’s existing line of CARB and
EPA certified products that include
the Ford F-450/550/650 Super Duty
trucks, Econoline vans and the F-59.
Landi Renzo alternative fuel systems
are available through Ford ship-thru
channels, as well as their qualified
QVM installation network.
For more info go to:
www.landiusa.com/ford
WESTPORT’S NEW REGIONAL
SALES MANAGERS
Gordon Lilley recently joined
Westport’s Ford business as Western
Regional Sales Manager. Gordon has
held similar positions with Ford Commercial Truck Division and others for
over the past 25 years, with emphasis on alternative fuel applications for
light, medium and heavy-duty trucks
and the fleet customers that operate these vehicles. Gordon can be
reached at [email protected] or
760.407.5984.
Jeff Collins is the new East
Coast Regional manager for Westport’s Ford business. Jeff comes to
Westport from Nissan USA where he
was the Southeast Regional Manager
for Fixed Operations. Prior to Nissan
Jeff worked for Ford Motor Company
as a Commercial Truck Manager for
several years. Jeff comes to Westport with over 20 years of automotive experience, 16 of those specializing in commercial truck. Jeff can be
reached at [email protected] or
859.490.0862.
Other Sales persons continuing to
support the Ford business:
Tom Pfingst –
Regional Sales Manager for Central
Region. [email protected] or
469.585.3345.
Randy Russell –
O&G.
[email protected]
or
903.292.8744.
Paul Osbourn –
National Sales Manager. posbourn@
westport.com or 214.317.1220.
MARKET OPPORTUNITY
According to NGV America, in 2013, approximately 19,250 “new” NGVs
were sold, comprised of approximately 6,400 retrofits/repowers and
about 12,850 OEM vehicles. Of that 2013 total, about 10,425 were lightduty vehicles, 1,450 were medium-duty and 7,375 were heavy duty.
Westport announced in early March
that it has united its bi-fuel and dedicated natural gas fuel system products and body configurations for Ford
vehicles under the Westport WiNG™
Power System product brand.
“This shift offers customers more
products to choose from that meet
Westport’s QVM process, quality and
standards,” said Mark Aubry, Vice
President Sales and Marketing, Americas for Westport. “We listened to our
customers, and this offers them a continued OEM integration experience,
with an increasingly user-friendly order and delivery process.”
In June 2013 Westport acquired BAF
Technologies, Inc. and its subsidiary
ServoTech Engineering, Inc., securing
its position as Ford’s largest partner
under the QVM program with approximately 150 Ford authorized dealerships. The migration of BAF products
to the Westport WiNG brand continues
to offer customers the advantages of
key-READY™ quality OEM integrated
solutions and the flexibility of customization with Built-To-Spec products.
In January 2014 Westport consolidated its North American Ford assembly facilities into one location in Dallas,
Texas. The combination of production
teams and facilities will streamline
Westport’s supply chain, and will allow
reduced costs and better efficiency for
customers.
Westport WiNG bi-fuel current
model year offerings include:
•Ford F-250/350 Pickup Trucks
•Ford F-250/350 Bed-Delete
•Ford F-350 Chassis Cab
Westport dedicated CNG fuel
current model year offerings include:
•Ford F-150/250/350 Pickup Trucks
•Ford F-350/450/550/650 Chassis Cab
•Ford E-250/350 Van
•Ford E-350HD/E-450 Cutaway
•Ford F-59 Strip Chassis
Westport expects to announce additional CNG products currently being
evaluated.
SELF-IMPROVEMENT
TARGETING VOCATIONS WITH THE NEW FORD VANS
A
drian Steel was happy to meet with
Joe Hughes, the NFTC president,
at NTEA to talk about the new line of
cargo management solutions from Adrian Steel, designed specifically for both
the Ford Transit Connect and the Ford
Transit.
2014 TRANSIT CONNECT
Service professionals and fleet managers are very interested in the 2014
Transit Connect, and for good reason.
The new Transit Connect offers access
to the cargo area through both the rear
doors and the side doors, features that
prove very useful to a variety of different vocations. Adrian Steel offers storage solutions to meet the needs of
many service professionals:
GENERAL CONTRACTOR
General contractors need a vehicle
that can be as flexible as they are. With
each project bringing new challenges,
efficiency is vital and can sometimes be
hard to manage. The Transit Connect
is a great option for general contractors
who are looking for a versatile, efficient
work van. Because of its more compact
size, the Transit Connect is easier to
maneuver than its competitors, making it simple for general contractors to
travel to and from a job. And that is not
even mentioning the fuel savings the
Transit Connect offers compared to a
pickup truck.
Adrian Steel’s General Service Package for the Transit Connect optimizes
the space for general contractors. Adjustable shelving gives contractors
plenty of space to store larger tools
while locking shelves and drawers secure tools and keep smaller tools and
other items organized.
LOCKSMITH
Locksmiths understand the importance of safety and security, and keeping their tools safe in their vehicle is a
top priority. The Locksmith Package for
the Transit Connect includes a steel
partition to safeguard the cab area
against shifting cargo during transportation. The steel header and full perimeter wings provide optimal security. The
partition is also built for comfort; drivers
still have room in the cab area, and can
move their seats all the way back. Additionally, the locksmith package features plenty of drawers for small parts
storage and a 42” workbench to allow
locksmiths to effectively work from their
van at any job site.
PLUMBER
Plumbers require plenty of storage to
secure all of their small parts and tools
and the Plumbing Package for the Transit Connect offers a variety of solutions
to meet plumbers’ needs. The sliding
side door on the new Transit Connect
is greatly enhanced with Adrian Steel
shelving units, which allow plumbers to
access their equipment without climbing into the van. The shelving can be
positioned out the side door, so that
workers can simply walk up to the side
of the van, open the door, and access
their cargo. These shelving units utilize
the features of the Transit Connect, so
professionals can maximize the vehicle’s space and increase efficiency.
TRANSIT VAN
At NTEA, Adrian Steel featured an
upfitted, low-roof, LWB Transit Van.
Packages Products are not yet available for the Transit Van, but will be released this summer when the Transit
is released.
At NTEA, Adrian Steel walked Joe
through the concept interior for the
Transit Van [see the video featured on
the National Ford Truck Club website].
The concept products included an allnew partition, designed specifically for
the Transit. Shelving maximizes the
height of the Transit, with options for
low-roof shelving and taller shelving
for the medium and high-roof Transits.
Lots of storage bins are available, so
that professionals can find their tools
and parts quickly and easily. Stow-All
steel floor drawer locks to keep things
safe and secure, and are available in
different widths. There is a sub-floor in
this vehicle, so professionals can stow
ladders, easily access the ladder, and
still have storage space.
About Adrian Steel
We are the industry leader in providing cargo management solutions for
commercial vehicles. Our goal is to
optimize the value of your commercial
vehicle by understanding the role of the
vehicle in your business.
Adrian Steel provides solutions for a
range of vehicles from crossovers to
cargo vans. Our customers have one
vehicle in their fleet to 50,000 vehicles
in their fleet. We have upfitted over 1
million vehicles in our 60 plus years in
business and have leveraged our expertise in engineering our innovative
product line.
Adrian Steel’s installation network provides options to get a vehicle upfitted
regardless of where an individual needs
to get that done: at the factory, out of
dealer stock, at the place of business,
or through a bailment pool.
Adrian Steel’s strong reputation in
cargo management solutions is only
matched by their resolve to offer the
industry’s best lead times and highest
quality.
Learn more at www.AdrianSteel.com.
SELF-IMPROVEMENT
ALL-NEW FORD F-650/F-750
T
he Ford F-650/F-750 anchors
Ford’s Commercial Truck lineup
– America’s best-selling line of commercial trucks for 29 years – giving vocational customers an unmatched onestop shop to meet their needs, from a
Class 1 Ford Transit Connect cargo
van to a Class 7 Ford F-750 tractor rig.
The Ford F-650/F-750, which will be
2016 model year trucks, will be available spring 2015. They will be offered
in three cab styles – Regular Cab,
SuperCab and Crew Cab – and three
models – straight frame, dock height
and an all-new dedicated tractor model
for heavy towing.
Several upgrades to the F-650 and
F-750 were announced at the 2014
Work Truck Show. Newly available is
the second-generation Ford-built and
proven 6.7-liter Power Stroke® V8
turbo diesel. The engine is paired with
a commercial-grade six-speed 6R140
automatic transmission with available
power takeoff provision to run accessories in the field, a dump body, crane
and other vocational equipment.
Ford remains the only automaker to
offer a gasoline engine for medium-duty trucks. The 6.8-liter V10 is available
for both F-650 and F-750 models with
the 6R140 six-speed automatic transmission. This engine can be factoryprepped for converting to compressed
natural gas or liquid propane gas as
cost-effective alternatives to unleaded
gasoline.
WORK READY
The 2016 F-650 and F-750 make
prepping for medium-duty jobs easier
than ever. Auxiliary components such
as the diesel exhaust fluid tank and
standard fuel tank are now located under the cab instead of behind it on the
frame. This cleaner, cab-to-axle design
satisfies more truck body applications,
and makes customizing easier, which
helps reduce the customer’s final costs
and time to delivery. The area behind
the cab was redesigned to more easily accommodate custom work bodies,
such as tow truck, dump truck and ambulance bodies. Aluminum fuel tanks
with the Power Stroke diesel are lighter
to help efficiency.
FORD IS THE ONLY
MEDIUM-DUTY TRUCK
MANUFACTURER THAT
DESIGNS AND BUILDS ITS OWN
DIESEL ENGINE AND
TRANSMISSION COMBINATION.
TOUGH POWERTRAINS
Newly available for F-650/F-750 is the
Ford-built and proven 6.7-liter Power
Stroke V8 diesel paired with a commercial-grade six-speed 6R140 automatic
transmission with available power takeoff provision to run accessories in the
field, a dump body, crane or other vocational equipment.
Building upon the success of the Power Stroke in the F-Series Super Duty
lineup, the F-650/F-750 6.7-liter Power
Stroke and TorqShift have been developed and tested for medium-duty applications, with three horsepower and
torque levels and a five-year/250,000
mile limited warranty.
Key innovations on the 6.7-liter Power Stroke V8 turbo diesel are its compacted graphite iron engine block and
reverse-flow layout. The advanced
design places the exhaust inside the
engine’s V-shape while the air intake
is positioned on the outside of the V.
Power Stroke drivability is enhanced
with tow/haul mode that includes a
switchable integrated engine brake.
The driver can regenerate the diesel
particulate filter on-demand to clear out
trapped soot from the exhaust system
to help maximize performance.
During testing, the 6.7-liter Power
Stroke V8 endured the equivalent of
500,000+ miles on an engine dynamometer, replicating the duty cycle of
the harshest-use customer.
The fuel-efficient transmission features a low first gear ratio for optimized
takeoffs under load and optimized gear
ratio span across all gears for optimized fuel economy.
EVERY TRUCK AND VAN IN THE
FORD COMMERCIAL TRUCK
LINEUP WILL BE ALL-NEW OR
SIGNIFICANTLY REFRESHED IN
THE NEXT 18 MONTHS.
NTEA’s 2014 WORK TRUCK
F
or those who could not attend the
March Work Truck Show in Indianapolis, the National Ford Truck Club
(NFTC) captured the excitement of the
2014 NTEA Work Truck Show for you
in video format. Joe Hughes, National
Ford Truck Club President, walked many
miles inside of the Indiana Convention
Center conducting video interviews with
the show’s most innovative participants.
See these informative videos on our
website at: www.nationalfordtruckclub.
com/videos.php.
MidBox Innovation
Eddie Stoncius, National Account
Manager for CASECO, shows how their
MidBox product will maintain the factory
appearance of your pick up while providing convenient and secure storage for
your customers.
Introducing the Knapheide Team
Mandar Dighe, VP of Marketing for Knapheide, introduces the new expanded
Knapheide Team.
Sortimo Upfitted
Transit Walk-A-Round
Haily Meyer, Product Manager at Knapheide gives a walk-around of the Sortimo storage system on a new Transit.
Weatherguard Van Solutions
Pete Edwards, Director of Sales for
Weatherguard, displays the many
Weatherguard solutions for vans.
Here is just a snip of
what you will see:
Adrian Steel’s Transit Connect
Cargo Management
Todd Goldmeyer, Marketing Manager at
Adrian Steel, shows their cargo management solutions for the Transit and
Transit Connect.
Transfer Flow’s
Full Service Refueling Tanks
Ben Winter, Project Manager at Transfer
Flow, shows their re-fueling system,
which is certified for almost all types of
fuel, and talks about the benefits this
offers to your customers in the field.
Reading Body = Fuel Savings
Craig Bonham, VP of Sales at Reading
Body shows how Reading’s aluminum
utility bodies equals maximum fuel savings for your customers.
Weatherguard’s
Online Van Configurator
Stacy Gardella, Director of Interactive
Marketing for Weatherguard shows how
their online Van Configurator helps to
make customizations easy.
Palfinger’s Transit
Cut-A-Way Platform
Jim Brown, VP Commercial Products,
Palfinger, shows the many options available for Transit Cut away and Palfinger’s
new service body.
Propane Advances
Todd Mouw, VP of Sales, ROUSH,
discusses advances in the propane
alternative fuel solution.
Knapheide Mechanic’s Body
Lifts Work Loads
Paul Buckel, NW Regional Sales Manager at Knapheide discusses the KMT2
package utilizing the Knapheide Crane
Body.
KUV Ready for new Transit
Tony Marshal, Product Manager for
Knapheide, shows how Knapheide is
ready for the new Transit roll out with
their KUV body.
CargoGlide: Fit for Ford
David McInturf, President of CargoGlide, demonstrates the options available for their innovative cargo access
product, and how it can solve problems
for your customers.
Weatherguard Durability
+ Vast Product Selection
Mark Peters, Weatherguard’s Director
of Marketing, describes the benefits of
Weatherguard’s many products and applications for your customers.
Cost Value of Crew Chief
Kevin Moore, VP OEM Automotive
Sales, Telogis, gives a walk-through
of cost value for your customers of the
Crew Chief by Telogis.
BOLT Lock & OEM Integration
Erika Garcia, National Sales Manager
for BOLT lock explains how they have
integrated BOLT locks into utility bodies,
and what it means for your customers.
SHOW PRODUCT REVIEW
T
he Work Truck Show is the best place
for FordPros to learn more about
products that serve their customers. This
year the NFTC was impressed with the
depth and variety:
PALFINGER
PALFINGER exhibited a broad range of
equipment in their booth, including its
Next Generation Badger Body with a PC
3800 Compact Crane mounted to a Ford
Transit Chassis Cab. Also displayed was
a Ford F550 completely upfitted with
PALFINGER equipment.
Landi Renzo
Landi Renzo USA featured a 2014MY
Ford F-550 Super Duty bi-fuel 6.8L V-10
on display within the Ford Commercial
Truck booth.
Highlights for this F-550 bi-fuel truck
include a Knapheide Service Body
(6132D54J) modified with a transverse
compartment to house the CNG cylinder and components. Both the CNG
and body installation were performed by
Knapheide.
ROUSH
ROUSH CleanTech unveiled the first
propane autogas fueled Ford F-59 to
serve FedEx Ground’s high mileage
route in Buffalo, N.Y. This new delivery
truck has a 65-usable gallon fuel tank
and will lower carbon dioxide emissions
by about 105,000 pounds over the lifetime of its operation compared to gasoline-powered counterparts.
Shown in photo left to right:
Todd Mouw, Vice President of Sales and
Marketing, ROUSH CleanTech
Jon Chase, President of Chase Delivery
and a FedEx Ground contractor
Phillip Peterson, Project Manager for
Sustainability, FedEx Ground
Steve Whaley, Business Development
Director, ROUSH CleanTech
In addition to the FedEx Ground truck
in ROUSH CleanTech’s booth (right),
Asplundh’s Ford F-650 crane truck fueled by propane autogas was displayed
in the Propane Education & Research
Council booth (left) demonstrating the
versatility of vehicles available. “The
show provided us a great opportunity to
meet some new customers and network
with our Ford partners,” said Todd Mouw,
vice president of sales and marketing for
ROUSH CleanTech.
Knapheide
Knapheide featured Ford products including the all-new 2015 Ford Transit
350 cutaway chassis upfit with a Knapheide KUV (enclosed utility body) and
a Ford F-750 with a Knapheide KMT2-11
Mechanics Truck package.
The Ford Transit cutaway chassis with
the KUV attracted a lot of attention from
show attendees. The F-750 with the Knapheide Mechanics Truck package has
become an increasingly popular stocking
product for medium duty Ford commercial dealerships and speaks well to construction, agriculture, and mining equipment dealers that perform mobile service
and repair on the heavy equipment they
sell.
Reading Truck Body
Reading Truck Body introduced the
re-engineered Landscaper SL―a specialized truck body built to meet the demands of the landscape, nursery and
lawn care industry at The Work Truck
Show. The design offers ample storage
space for pallets of sod, bagged material, plant stock, B & B trees and tools. It
is available in 10’ or 12’ configurations.
Options include roll-up tarp system, underbody cargo boxes, receiver hitch,
access ladders and/or steps that easily
stow under-body when not in use.
Weatherguard Van Solutions
WEATHER GUARD® Van Starter Pack
was launched at the NTEA WTS. The
WEATHER GUARD® Van Starter Pack
includes shelving and drawers that are
easy to assemble, install, and customize.
The WEATHER GUARD® Van Starter
Pack provides a streamlined organization system, while providing floor clearance for even more material storage.
WEATHER GUARD® roof racks, REDZONE accessories, tank racks, PACK
RAT® drawer units, and parts boxes
combine with the Van Starter Packs for a
complete customized upfit.
Transfer Flow
Transfer Flow displayed its rugged and
innovative full service refueling tanks,
the first to have received DOT approval
for the transport of gasoline and diesel,
as well as other combustible and flammable fuels. Their superior tank design
and manufacturing process allow for the
pump, hose, and nozzle, all to remain attached while in transit.
CargoGlide
With a CargoGlide bed slide you can
make getting your items from the front of
your truck bed or van easy and convenient. No more crawling on your knees.
Just glide them to you on your CargoGlide bed slide. CargoGlide makes it
even more accessible with your choice
of 70% or 100% extension slides and
offers you load capacities to meet your
needs.
Adrian Steel
Adrian Steel showed their cargo management solutions for the Transit and
Transit Connect. Take advantage of the
vehicle’s height by organizing cargo on
ADseries shelving units. Customize your
van’s interior with drawers, hooks and
door kits right where you need them.
Carry ladders securely on the roof with
a ladder rack. All products are designed
to optimize fuel economy and cargo capacity.
CASECO’s MidBox
CASECO’s exclusive MidBox product
will maintain the factory appearance of
Ford F-150s while providing convenient
and secure storage. Easily configure the
interior with drawer packages, slide-out
trays or even CNG tanks for conversions.
SELF-IMPROVEMENT
ADAPTABILITY ON DEMAND
T
he all-new 2014 Ford Transit Connect is a versatile, economical vehicle with the ability to handle a broad
range of needs from family adventures
to businesses large and small. NorCal Vans (NCV) now offers the Transit Connect ‘Adaptive Van’, an ADAcompliant multipurpose vehicle that is
ideal for both private and commercial
users, such as assisted living homes,
school districts, hotels, and taxi services.
ADAPTABILITY ON DEMAND
The NCV Transit Connect Adaptive Van features an ADA compliant
lowered floor and an innovative new
rear-entry Stow-Away Ramp. The vehicle seats up to five adults and one
wheelchair user and has the ability to
quickly adapt to accommodate multiple combinations of people and cargo.
When the vehicle is not being used for
the transportation of a wheelchair passenger, the Stow-Away Ramp conveniently stores flat, creating a 43 by 47
inch trunk-like floor for easy loading of
luggage or cargo.
PERFORMANCE
The 2014 Ford Transit Connect’s
standard 2.5L Duratec engine produces 25% more horsepower and
over 33% more torque than the 2013
Model Year Transit Connect. The 2014
Transit Connect has a new six-speed
automatic transmission with overdrive
geared for around-town cruising responsiveness and low-rpm highway
cruising.
This engine/transmission
combination delivers an MPG rating
of 20 mpg city/28 mpg highway, making the Transit Connect with the NCV
Adaptive Van conversion a high-value
package with low operating costs.
EXTERIOR
The Transit Connect’s fully redesigned exterior sets it apart from anything on the road. Its efficient, compact size makes it an agile vehicle,
able to move in and out of tight spaces.
The striking new exterior of the Transit
Connect Adaptive Van features convenient dual sliding doors and a rear
cargo liftgate for easy access.
SAFETY
When it comes to safety, the Transit Connect earned a five-star Overall
Vehicle Score from the National Highway Traffic Safety Administration, the
government’s highest possible overall
rating. This is due in part to its body
structure, which is built with light ultrahigh strength Boron steel. The Nor-Cal
Vans’ Transit Connect Adaptive Van
conversion is engineered and certified
to meet Federal Motor Vehicle Safety
Standards and ADA requirements. It is
truly “Built Ford Tough.”
SMART TECHNOLOGY
Driver-assist features and smart
technologies contribute to the functionality and drivability of the Transit
Connect. The electric power-assisted steering replaces the traditional
hydraulic-assist power-steering pump
with an electric motor. This helps save
fuel because the motor operates only
when assistance is required, unlike hydraulic systems that run continuously.
To further increase ease of drivability, the Transit Connect’s redesigned
instrument panel and cluster feature
many high-level components including
an optional rear view camera display
with guideline and zoom capabilities.
TAX INCENTIVES
AND REBATES
Since the Nor-Cal Vans Transit Connect Adaptive Van conversion meets
ADA standards, businesses could
save thousands of dollars through
Federal tax incentive programs which
encourage compliance with the American Disabilities Act. In addition, Ford’s
Mobility Motoring program offers up
to $1,000 reimbursement towards the
cost of the Nor-Cal Vans Transit Connect Adaptive Van conversion.
For more information on this new
Adaptive Van, contact Nor-Cal Vans
at [email protected], call 866892-0150, and go to www.norcalvans.
com to see more details.
Nor-Cal Vans is located in Chico, CA.
They specialize in accessible van conversions of Ford products. They are a Ford
Pool Account as well as Ford Quality Vehicle Modifier (QVM). Their products are
available through Ford dealers and approved Mobility Dealers nationwide.
SELF-IMPROVEMENT
ALL ABOUT NORCAL VANS
NCV
is a Ford Quality Vehicle
Modifier (QVM) that upfits
vehicles to aid disabled individuals in
their transportation needs. NCV’s Bailment Pool Account status has allowed
the company to establish working relationships with Ford Dealers nationwide,
many of them Ford Business Network
Preferred (BPN) Dealers.
The flagship of the NCV product line
built on Ford’s E-Series van, the NCV
9” MAX lowered floor conversion, was
targeted to the big and/or tall wheel-
chair user and is the only one of its kind
in the U.S. With the introduction of the
Transit Connect, NCV developed an
ADA ramp system also usable for commercial transportation of products such
as copiers. All of NCV’s innovative designs have been compliance tested for
Federal Motor Vehicle Safety Standards
(FMVSS) and California Air Resource
Board (CARB) Emission Standards.
Nor-Cal Vans website, www.nor-calvans.com, shows current vehicle inventory to both the retail buyer and dealers,
however the Dealer Section of the website allows access to pricing, marketing
materials, support, and communication
that is not available to the consumer.
The American made 2015 Ford Transit will enter the US Public and Private
Transportation Marketplace this year,
and NCV will have an ADA accessible
version of the Ford Transit Van as its
next product line.
NCV OPPORTUNITY
NCV is currently looking for synergistic partnerships in the development and
marketing of new Ford van ADA products. If your company is seeking expertise, west coast manufacturing, acquisition or partnerships of any kind, contact
Ken Karasinski at 530-518-0668, or
[email protected].
CLASSIFIEDS
[PLACE YOUR FREE CLASSIFIEDS HERE]
Wanted:
Experienced Commercial Sales Professional
If you have over five
years of experience in
Commercial Sales, love
a challenge, and are
reasonably comfortable
with technology, this job
is perfect for you! You can
live wherever you like, and
be part of building a new
company that is dedicated
to serving the industry.
This position is salaried
and commissioned.
Send your resume to the
general address below
and please reference BOX
1022 in your cover letter.
Wanted:
Body Manufacturer
Representative
Do you have experience
working in Commercial
Sales for a dealership,
working for a Body Manufacturer or working for a
distributor? Can you learn
new software and are you
comfortable with today’s
internet devices? If so,
this position could be a
great opportunity for you!
This opportunity offers
an ambitious person a
chance to use their experience and skills to develop
a implement a marketing
and sales plan for a suite
of online tools for the body
side of the industry.
address below and please
reference BOX 1023 in
your cover letter.
Wanted:
Automotive Internet
Co-ordinator
If technology, the internet,
and trucks are ‘your thing’,
this job is for you. This position does NOT require a
lot of experience in the industry, just good work ethics, a desire to learn, and
a commitment to quality.
Although this company is
west-coast based, their
company model allows
their team to be based
virtually anywhere.
your cover letter.
Wanted:
Commercial Account
Manager
Northern California BPN
dealership is looking to
expand their
Commercial team.
your cover letter.
Submit free, blind
classified postings and
respond confidentially
to any of the above
classifieds at:
National Ford Truck
Club (NFTC)
2485 Notre Dame Blvd,
#370-130
Chico, CA 959298
SELF-IMPROVEMENT in the TRADES
By Taylor Steinberg,
Corporate Sales Trainer,
Knapheide
T
he Construction Expo / Construction Aggregate 2014 exhibition was
held in Las Vegas March 4 through 8,
2014. The expo rotates among three
countries, France in 2015, Germany
in 2016 and returns to Las Vegas in
2017. With attendance in excess of
100,000, the number of qualified Ford
Commercial customers was outstanding, both from the United States and
all of the other continents of the world.
One of the most unique customers
wanted to replace his fleet operating
in Antarctica. At the Ford commercial
truck booth we visited with customers
from China, Korea, Australia, Mexico,
Chile, Argentina, Uruguay, Turkey,
Nigeria, Israel, Algeria, a number of
European customers and numerous
customers from the United States.
Ford Truck opportunities developed
at this show followed the full range of
Ford trucks with the majority including
commercial upfits. Knapheide displayed five different industrial products
that are popular and utilized in major
quantities by the customers attending this expo. Included in Knapheide
displays were mechanics trucks, water trucks and fuel and lube upfits on
class 6, 7 and 8 chassis. The F750 in
the Ford commercial truck booth was
a Knapheide KMT2, a 60,000 ft lb capacity Mechanics truck that utilized a
55,000 ft lb hydraulic crane capable of
lifting 10,000 lbs, hydraulic driven air
compressor for operating air tools on
the job site. The F750 was powered by
a 300 HP Cummins engine with an Allison 3500 Series automatic transmission and equipped with air brakes.
The feature that created the most
interest on this F750 was the TDS
Drive:EZTrac ™ 4 X 4 All-Wheel Drive
option installed by Knapheide. The
most noticeable feature with this con-
version was the retention and use of
the original 12,000 lb capacity front
axle. We removed the Ford OEM hubs
and installed the TDS hydraulic drive
hubs. We basically changed everything outside of the king-pins except
for the air brakes. We installed the hydrostatic drive unit, routed the hydraulic hoses to the TDS hydraulic drive
hubs and placed the electric on and
off switch next to the dash mounted air
brake control.
This 4 X 4 system creates a number
of advantages to the heavy equipment
specialist working out of this mechanics truck. The normal 4 X 4 conversion installed on an F750 requires the
installation of a transfer case, drive
lines and a front drive axle along with
either mechanical or electrical cab
controls to engage the 4 X 4 option.
One of the greatest advantages of the
TDS Drive:EZTrac ™ 4 X 4 option is
the height of the truck as its center of
gravity does not change. Commercial
users of the other 4 X 4 options tell
me they lose 40% of the truck’s stability when the chassis is raised a foot
or more to accommodate the typical
mechanical drive conversion. Not only
does it decrease the center of gravity / stability a great deal, the chassis
height is so much higher that is difficult for the heavy equipment specialist to climb into and out of the cab, the
crane body and to access tools from a
compartment which is a foot or more
higher.
SELF-IMPROVEMENT in the TRADES
The shift on the fly is an excellent feature of this 4 X 4 unit as the driver can
engage the front drive axle anytime on
the fly as long as the speed is below
20 MPH. The 4 X 4 drive axle automatically disengages when the speed
exceeds 20 MPH.
The F750 turning radius does not
change with the TDS Drive:EZTrac
™ 4 X 4 option. When a sharp turn is
made on a regular surface the front
axle does not hop or grab like the mechanical 4 X 4 axles. This 4 X 4 can be
installed on both new and used trucks.
Net payload is maintained as this 4
X 4 conversion is 800 to 1000 pounds
lighter than traditional 4 X 4 systems
with transfer cases, drive lines and
AWD front drive axles.
Has this unit been proven in tough operating conditions? For over 38 years,
this system has been used by the agricultural harvesting equipment industry
in the most trying conditions. For those
of you with an agricultural background,
Mud Hog is recognized as the leader
in rear wheel drive technology for combines, cotton pickers and other selfpropelled harvesting equipment. Most
self-propelled harvesting machines
now are factory equipped with Mud
Hog rear wheel drives. Today, thousands of agricultural dealers in North
America sell, install and service Mud
Hog drive systems.
The Ford Pros that create transportation solutions for the heavy construction and aggregate industries now
have another option for those customers looking for improved efficiencies.
Knapheide will be happy to quote and
install the TDS Drive:EZTrac ™ 4 X 4
option on your F650 or F750. Check
out the 4 X 4 all-wheel drive web site
at www.tdsdrive.com
SELF-IMPROVEMENT
SELLING INTELLIGENCE
By Greg Dziewit, Vice President
OEM sales for Telogis, Inc.
Tips for Selling Ford Telematics powered by Telogis
B
y now you and your colleagues
may have received a Ford Crew
Chief Black Box. It’s a special kit stuffed
full of tools to help you help your customers understand all of the inherent
benefits your customers get from running Ford Crew Chief powered by Telogis – Ford’s factory-installed telematics
solution – in all of their vehicles. This
special collection of materials highlights key, easy selling points and advantages of the technology, framed
by three questions all fleet managers
have asked themselves:
• Where are my trucks?
• What did my driver do today?
• Where is my money going?
The package also covers added incentives for you as a Ford Sales Rep
to sell Ford Crew Chief, but let’s first
look at those three key questions for
your customers.
WHERE ARE MY TRUCKS?
From its origins, GPS put the location in location intelligence. That
said, the “where” is really only part of
the equation. Ford Crew Chief helps
your customers take that “where” and
compare it to other factors in the field
to help them run a more streamlined,
efficient business. For instance, if an
emergency call comes in and your
customer needs to re-route one of their
vehicles, Crew Chief will help them determine the best respondent based on
such factors as real-time traffic, vehicle
fuel efficiency and driver skill set/tools
available. Thus: location intelligence =
location information made more intelligent.
“Where” also comes in handy in locating stolen vehicles. Ford Crew Chief
provides real-time location of the vehicle, substantially increasing the ability to recover stolen vehicles and avoid
the associated downtime and damages.
WHAT DID MY
DRIVER DO TODAY?
Ford Crew Chief takes the worry and
opacity out of kinds of things drivers
have accomplished during their days
or where they went. While some may
view this as looking over their shoulders, we’ve found it’s actually a critical
benefit to productivity, safety and operating costs – and drivers want to perform their jobs well and be stewards of
a customer’s brand and business outside the four walls.
Users can monitor real-time and historical data to determine such factors
as how long a field supervisor spent on
a specific jobsite, if they operated the
vehicle in a safe manner, and if they
completed their assigned tasks for that
day in a timely manner. A telematics
solution helps identify these key factors with hard data and allows your
customers to coach their employees
on actions and behaviors that will improve your whole operation.
WHERE’S MY MONEY GOING?
The financial benefits of a telematics solution are very real. The most
obvious example relates to fuel costs.
Unnecessary and excessive idling are
factors that slowly sap money directly
from your company’s profits. Large
amounts of fuel are also wasted by
drivers who take inefficient routes
from point A to point B, and companies
that misallocate resources in the field
based on a lack of knowledge of where
each truck is. Ford Crew Chief can
help businesses reduce fuel costs by
as much as 15 to 20 percent by identifying wasteful idling and uneconomical
driving behaviors (such as speeding
and hard braking), and more effectively routing and allocating resources
in the field based on real-time location.
Curbing those uneconomical driving
behaviors also helps minimize harsh
use on the truck itself, which can help
reduce maintenance costs and extend
the life of the vehicle. Clients of certain
insurance companies can also save up
to 15 percent in safe driving discounts
based on the ability to trend driver behaviors and show improvement over
time. For instance, Ford Crew Chief
monitors driver seatbelt use – a Ford
exclusive.
A LITTLE SOMETHING
IN IT FOR YOU—
The Sales Stair-Step
Incentive Program
Right now, there’s an added incentive
for you to tell your customers about
Ford Crew Chief powered by Telogis.
Every Ford Sales Rep in the United
States is eligible to participate in our
Sales Stair-Step Incentive Program –
the more units you sell, the more you
earn! Payouts occur on a monthly basis and are based on total number of
sales/activations of Crew Chief. Start
earning extra money today by registering for the incentive program at www.
fordcrewchief.com. (You must first be
logged into the dealer toolkit – see link
in bottom right corner of page)
The bottom line: it will quickly be
unthinkable to run a commercial vehicle fleet without this kind of complete
visibility. Arm yourself with the tools
to help your customers see the benefits: savings in fuel and man-hours,
improved safety and maintenance,
extended vehicle life and streamlined
operations. Your customers will thank
you, and there’s a little something
extra in it for you. For further details,
email [email protected].
SELF-IMPROVEMENT
BRINGING WORK TRUCKS TO BUYERS
W
ork Truck Solution (WTS)
reports that they now have
dealers signed up for their online
inventory service in fourteen states,
including New York, Florida, Ohio,
Kansas, Pennsylvania, Illinois, Texas, Michigan, Wisconsin, Montana,
Indiana, and the Pacific Northwest.
After Work Truck Solution launched
their dealer network option in 2013,
their service started gaining acceptance as a significantly more efficient
way to share upfitted vehicles. How
this works: Each dealer has control
over every individual vehicle in their
inventory and whether or not they
want that truck to be made available
in the dealer trade network.
The most popular way that dealers
currently opt to control their trade inventory is to have a truck or van go
into the trade network automatically
when it reaches a certain number of
days on the lot. That way if the vehicle is approaching the point at which
it will start accruing monthly flooring
finance fees, the dealer can start
getting help selling it, thus moving it
more quickly out of inventory. Since
the dealer can customize how this
works by each of their trucks, they
can also keep specific trucks out of
the trade network for as long as they
like. Other features gives dealers
control over who they trade with and
ways to protect their market area.
When a dealer opts to allow incoming dealer trade trucks and vans,
they then show significantly more
inventory on their site. Work Truck
Solution displays only generic images for trade vehicles – and provides no stocking dealer information.
Their customers can search and find
whatever they want, and then, when
the FordPro receives an electronic
lead, gets a call or receives a visit
regarding a specific finished truck,
the FordPro can determine that customer’s current situation and timeline and create a solution for them
with more options than ever before.
At the end of each month the dealer
receives a report that not only shows
the traffic to their site, but also provides them with information on what
body types and chassis truck buyers
have been viewing.
SUCCESS STORIES
O
ne dealer had never stocked
a dump body, however with
dumps showing on their site because
of the trade network, they saw that
dumps were the third most searched
body type. They went ahead and
stocked a dump, and sold it. They
stocked another, sold it, and in December they sold six. Now they keep
one in stock at all times.
F
ordPros that are using Work
Truck Solution’s ‘Prospecting
from the Chair’ are having amazing results. One Northwest FordPro
sent five trucks out each day to cold
leads that he found online. After 30
days he reported that for each five
he sent, he got two responses back!
W
hen a new FordPro asked
Dealer Service Manager Joe
Koshak how to use ‘Prospecting from
the Chair’ Joe coached him to select
the truck that had been on the lot the
longest (a chipper truck), research a
list of most likely buyers online (he
found 20), and send the truck with
a motivating message. The results?
That FordPro not only sold the truck
on their lot, he sold one more he got
through dealer trade.
W
ork Truck Solution (at www.
WorkTruckSolution.com) is
a service designed by FordPros,
for FordPros. The service is preapproved for Ford BPN Co-op, and
Work Truck Solution is currently offering a special Test Drive opportunity. Email them at TestDrive@
WorkTruckSolution.com, or call 855987-4544 for more information and
to make online inventory and your
web site work for you.
http://commercialtrucksuccess.blogspot.com/
TERRY’S BLOG
I
“Men are anxious to improve their circumstances,
but are unwilling to improve themselves.” -- James Allen
used to hear this phrase when I was
young: “I buy you books, send you to
school, and all you do is eat the covers.”
It’s sarcasm of course, but as with most
sarcasm, there is certain truth weaved in.
It’s been a little while, but I am back
to doing commercial truck success training and consulting to help some people
see another point of view, and perhaps
a more profitable and productive path to
grow that type of business. I have such
a passion for it and am energized to be
back at it with renewed joy.
James Allen’s comment above is so
darn true. It’s true for the new sales
people that are in my training class, the
managers, owners, and I cannot forget
to mention myself. We all want things to
change, to improve without much in the
way of focus or effort on our part, whether that be time, money, or both.
In one of my classes, I give out books
that I think are powerful. I don’t spend
much time on this, but I wonder if they
get read. I understand this. I’m not con-
vinced that I ever read a book cover to
cover until I was out of school. At age 21,
I began reading and amassing a library,
and through the most recent years, I’ve
been giving a lot of them away and buying more to give away. Call me Johnny
Appleseed. If only one read one of the
books, it could be a life changing event,
as it has been with me.
For sales people, or doctors, lawyers,
machinists, engineers, and many others
to continue to grow, we must continue to
learn. I said something a day or two ago
about a twenty year veteran who had one
year’s experience repeated twenty times.
This is often the case and the thing that
would change this is a desire to continue
learning. These people, along with newbies are more often caught in the idea of
being anxious to improve circumstances,
and yet unwilling to improve themselves.
If you’re a parent, look at or remember
your kids when they were very young and
how excited they were to learn, and how
eager they were to experience things. If
not a parent, try to remember that feeling
within you when you were young. Somehow as we grow older, this enthusiasm
for learning and growth seems to wane,
as if being grown up was the objective
and now being over, we now get to use
the cruise control.
I cannot imagine wanting to go to a
doctor who stopped learning with their
college degree, or internship. I want a
doctor who is constantly learning and
growing, improving their skills and talents. I’m guessing that others would like
that too. Yet, often many of us would not
apply the same standard to ourselves
and our own careers.
Or, maybe you do. I celebrate that with
you because I know it is a challenge, yet
such a worthy and ever so satisfying one.
Terry Minion of Commercial Truck
Success spends his days helping
dealers develop successful
commercial departments
T
en years ago Will Graves came
out of a career in public relations
and marketing, never having done
any direct selling. A tip from a neighbor led Will to Allegheny Ford Truck
Sales to give it a shot to see what
he thought of it. “I found I loved it.
There is nothing better than working with somebody that has a need
for something that you are able to
deliver.” Will is now the New Truck
Sales Manager for Allegheny Ford
Truck Sales.
When started back in the mid-60’s
they were a heavy truck franchise
selling class 7-8 trucks. Then Ford
sold that division and it became the
Sterling badge. The dealership sold
those until about 5 years ago when
they shut that product down. Allegheny Ford Truck was left without this
very profitable truck.
Will explains what happened next.
“Brett Mars, our dealer principle, is
very good at adapting to change.
He is a bold guy. He will take action
when others hesitate. We looked
at the marketplace to find an area
where we would have a competitive
advantage. We saw that our customers had to come to us for a truck
chassis and then go to another company for an upfit.”
“We wondered what would happen
if we created a sister company, Allegheny Truck Body, and partnered
up with a manufacturer of truck upfits and sold, installed and serviced
the complete vehicle here at Allegheny Ford Truck.”
“We went to the NTEA Work Truck
Show and met with all the manufacturers. We then researched them
and we approached a couple with
this idea that a dealer also becomes
the upfitter. Ultimately we made an
agreement to be a distributor for
Omaha Standard Palfinger,” Will
said, adding, “Now we are one of
Palfinger’s top distributors.”
Allegheny Ford Truck Sales is also
partnered with the Westport WiNG
CNG fuel system. “You have got
to be serving that alternative fuel
market, especially where we are.
Pittsburgh and the surrounding ar-
Will Graves
eas sit on a lot of natural gas. We
have fully certified technicians to service the Westport vehicles.”
Will says the key to keeping and
finding new customers is to keep
moving and learning. For example,
Allegheny Ford Truck Sales has
just launched a new online service
by Work Truck Solution that offers
their customers a quick way to see
inventory and search for upfitted solutions by body type and vocational
applications. Allegheny Ford Truck
is centrally located in the Tri-State
area and has eight commercial sales
consultants. “We are on the road as
much as we can be. We leverage our
expertise. Most of our sales people
have more than 10+ years’ experience. The sales folks have become
vocational or industry experts: heavy
highway, general construction, mechanical engineering. We can demonstrate to a potential customer an
understanding of their business. This
means as much to the customer as
your knowledge of your products.”
“Spec a truck incorrectly once, and
see what happens. The community
of professions is like a small town.
To a degree, everybody knows everybody. The word will get around.”
Article by Ken Keller
Brett Mars and PAL Pro mechanics trucks
FORD TRUCK CLUB NEWS
CHICAGO
A good time was had by all at the April
Chicago Truck Club meeting. Long time
sponsor Supreme Corp’s new rep for
the Club’s region, Bill Byrnes, gave attendees updates on the fine Supreme
products. Ken Marks was on hand to
pass the baton to Bill.
BPN Manager Jody Slucker was there
fielding questions and giving out informed advice. She also gave dates for
very important training sessions available for CAMs.
There was over $800 worth of gifts,
gift cards and cash given out between
Supreme’s gift cards, split the pot and
truck club give-a-ways. All of that plus
video gaming and a comfortable bar for
after meeting mingle with friends from
Ford and fellow truck managers.
The next meeting is on May 13th at
Anyway’s Pub. AutoTruck is will be
sponsors and you will enjoy this well attended meeting.
Jodie Slucker, CBM for the Chicago
Region, fills in the membership on current
programs and upcoming events.
NORTHERN CALIFORNIA
Paul and Becky report from the Nor Cal
Ford Truck Club: If you have not heard
yet we are going to a baseball game at
AT&T Park to have our 4th annual Customer Appreciation Day on July 10th
2014. The Giants are playing the A’s at
12:45 that day and we have arranged
to have one San Francisco’s Premier
caters serve us lunch on the North side
of parking lot A next to Covey Cove before the game. Sodas and water will be
supplied by the catering company and
our wonderful vendors will be supplying
adult beverages.
It is a short walk to the Ballpark to watch
the Battle of the Bay baseball game. The
Club has purchased a block of 80 tick-
ets in section 314 to the ballgame. Once
those tickets have been spoken for you
may still come to the tailgate party (with
enough notice to the club) but you will
have to purchase tickets on your own.
There is more urgency to RSVP early at
this event than normal because we are
new to this venue and the catering company needs more notice than Woodbridge CC. So please see more information at www.norcalfordtruckclub.com.
HOUSTON
The Houston Ford Truck Club had its
annual golf outing on April 23. Approximately 50 people were in attendance
and everyone had a great time.
Also in attendance was John Z, commercial business manager; Bob Bias
and jay Gambrell, FMCC; Larry Gach,
Houston Regional Manager, Ford Lincoln. Todd Kaufman, Brand Manager,
Ford Super Duty and Medium Duty,
gave a talk on the new F650 and F750
with a lot of insight as to the development and configurations.
The club is planning a grass roots/quarterly meeting for Aug 13 to coincide with
the Ford Transit Tour in Houston. Also
scheduled is the annual Christmas party
on Dec. 2 at St Arnold’s Brewery.
Lanier Islands) can be confirmed by
calling the hotel direct at 770-945-8787.
The hotel typically sells out every year;
we encourage you to make your reservations ASAP. Rates start at $175 for
standard rooms and Lake Houses are
available for $345 per night.
Last year’s show included approximately 200 attendees. We look forward to
seeing everyone at the lake this year!
OREGON, WASHINGTON AND
CAIFORNIA
Jeff Davenport, President, reports: The
recent meeting of the Northwest Ford
Truck Association was sponsored by
one of our long time supporters, Northend Truck Equipment. We had an opportunity to visit their new “state of the
art” 30,000 sq. ft. facility in Marysville
WA on May 10th.
Another of our guest speakers was Jack
Carrier with Good Year Tire and Rubber.
Jack spoke to the group about tire, load
ratings and configurations of tires.
We have an upcoming event in Portland
Oregon, where the NWFTA will travel to
the Knapheide Truck Equipment Northwest to tour the plant facilities. We plan
to also take a ride and drive of some
competitive product and possible the
new Ford Transit.
Photos from the May 10 meeting of the
NW Ford Truck Association.
Todd Kaufman; Ford Super Duty/Medium
Duty Manager and Larry Gach; Ford
Regional Manager at the Houston Truck
Club golf outing.
GEORGIA
The 10th Annual Edition of our Body &
Equipment Expo at Lake Lanier Islands
is coming up June 11 and 12, 2014.
Dealers and Body & Equipment vendors
make your plans now to attend. Vendor
set-up will be on Tuesday June 10.
Reservations at Legacy Lodge (Lake
FORD TRUCK
CLUB NEWS
Once again the Mid-Atlantic Truck
Expo was a resounding success. Two
days of educational sessions included
a BPN Grassroots meeting with Mike
Bedard Ford’s NSM for Commercial
Trucks, Ford’s Chassis Cab Brand Mgr.
Todd Kauffman covering the launch of
the new F-650/750, and Lee Gross,
Dir. Of Ford Credit, there to discuss
the changes in the market and increasing finance gross for commercial
customers. The afternoon of the first
day was chock full with walk-arounds
of the 2016 F-150, 2015 F-SD, 2015
Transit Connect, with competitive comparisons, a F650 V10 ride and drive, 6
Ford QVMs showing alternative fuels
with ride and drives, and over 13 Body
Companies presenting the newest
product features.
Static displays also allowed dealers to
meet with companies such as Vanair
to discuss their new “VanairConnect”
Ford Program which offers Ford Dealers the ability to package a select
group of equipment and systems for installation by Ford Authorized Body and
THE MID-ATLANTIC
TRUCK EXPO
Director Kathryn Schifferle) and numerous Ford Credit solutions.
“This type of event is what helps sales
people grow and improve!” commented
Karl Fauss, from Automotive Training
Team, who delivered the sales training
for this event.
Equipment Pool Companies. FordPros
could also see a demonstration of the
new Work Truck Solution dealer online
inventory and network service (see the
featured story on page 15). A busy day
was followed with a casino night and
an opportunity for everyone to relax,
get to know each other, and catch up
with old friend.
The morning of the second day FordPros had their choice of attending
workshops including: CTT Training,
Transit Upfts and Specing, Best Practices, Internet Prospecting (Provided
by National Ford Truck Club Executive
“Sunday before the Expo start, the
choice was golf or clay shooting –
Butch Gosline, regional CBM, shows
how it’s done!’
SELLING THE FORD COMMERCIAL BUSINESS SOLUTION
C
ommercial and fleet customer
expectations regarding the vehicle acquisition process is changing dramatically. Time spent managing their fleet is becoming just as
important as price. Fleet managers
value personal visits to their place
of business, and total transportation
solutions that include sales, service
and financing. It all comes down
to personal selling and offering the
Ford Commercial Business Solution, a comprehensive transportation
solution to meet the customers vehicle, financing, and asset protection
needs.
Ford’s year end 2013 share of the
commercial use Class 1c-7 vehicle
sales is approximately 47.5% according to industry statistics. Sustaining this level of success will
require significant commitment to
self-development in the areas of
sales call planning & execution, solution selling, and sales integration
of vehicles, service, and financing.
SALES CALL
PLANNING & EXECUTION
A traditional sales model requires
the customer to be physically present at the dealership to acquire a
vehicle. In the world of fleet management sales, this tradition will not
sustain our vehicle sales objectives.
A successful fleet management
salesperson makes 50+ sales calls
each week on prospective and existing customers and these sales calls
occur almost exclusively outside of
the dealership. The Commercial Account Manager (CAM) must develop
an affinity for:
• Establishing rapport, and understanding the customers overall
business
• Identifying customer needs and
wants from a vehicle, service issues, and finance or leasing requirements
• Articulating features, functions,
and benefits that tie back to customer needs and wants
• Handling objections
• Closing the sale
The extent to which a CAM can
accurately understand, communicate, and address unique customer
requirements (solution selling) is directly proportional to the extent to
which a CAM will grow a sustainable
business.
SOLUTION SELLING
It starts with understanding customer needs. Ford and Ford Credit have
developed a company profile form
that will help you get started on the
road to successful solution selling.
Dealers have access to the form on
FMCDealer.com at the Parts & Service, ESP, Fleet page. The company
profile form guides CAM discussions
with the prospect to help identify vehicle, servicing and financing needs.
Upon completion, the CAM should
be ready to begin to develop a Ford
Commercial Business Solution.
FORD COMMERCIAL
BUSINESS SOLUTIONS
With a clear understanding of customer requirements, the CAM can
now develop the best solution by
utilizing either the Cost Per Mile
Tool (available to Ford dealers via
FMCDealer and the Business Preferred Network dealer site) or Commercial Truck Tools (CTT). Both
of these tools help build your total
transportation solution by combining
the sales, service and finance options into one presentation. The Ford
Commercial Business Solution is a
comprehensive transportation solution to address your specific transportation needs including vehicles,
financing, and asset protection services.
Consistent practice of solution selling with every prospect will help
develop new and improved habits,
making you more proficient and successful in the ever changing commercial and fleet market.
By David Jackson
of Ford Credit

Spring 2014 - National Ford Truck Club

Transcription

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