Embed Size (px)
Citation preview
INDUSTRYThe Used Truck Association
Volume 22 • Issue 4 • April 2020
1.877.GETS.UTA • WWW.UTA.ORG
WATCHChartered May 16, 1988
2 Board and Committees
2 Quips & Quotes
3 Board News & Views
4 Face to Face with Robyn Penland
5 Elections Committee Update
6 Dealer Group Update
7 Industry Events Calendar
7 UTA Events Calendar
8 A View From the Trenches
8 In Memoriam: Constance (Connie) Clary (1956-2020)
9 Doug’s Morning Coffee: Are You Angry?
10 Women In Trucking: We’re Listening to Our Members
11 Book Excerpt: Recruiting and Hiring
12 Trade-in Value for Used Trucks— Impact of New Truck Sales
13 Opinion Column: Trucking Will Come Back Stronger than Ever
14 J.D. Power Valuation Services Update
16 Industry News Briefs
18 Brooks Tip of the Month
18 On the UTA Website…The CARES (Coronavirus Aid, Relief, and Economic Security) Act
19 From Where We Sit
Contents
Selling Trucks Online During this New NormalWith so many people homebound or drastically reducing their traveling, more and more are
using their smartphones to research and shop through the internet. Shopping online was already quite common. Forbes reports 82 percent of smartphone users do internet research before making a purchase.
UTA’s marketplace listing partners report online traffic remains solid. In fact, in some markets it’s increasing, up by as much as 20 percent. Buyers are looking at online truck listings
so they can finally replace that older truck, expand their current business, and prepare for the eventual pick up in the economy.
This is a chance for UTA dealers to implement those digital tools they have yet to engage and sharpen their online advertising. By doing this our dealer members can grow their presence and significance to buyers researching online.
To replace face-to-face meetings consider using the text/chat feature available on one of your digital platforms. These often go unused be-
cause they require a fulltime person to quickly respond to inbound leads. So, consider activating the chat/text feature on your truck listings so you
can quickly communicate with shoppers.
Many dealers are already doing virtual walk arounds using their smartphones so this digital tool will be familiar. Review your inbound leads to help determine which trucks to focus on first. Then, perform a walk around that you can upload to your listings and email to prospects as necessary.
As you sharpen your online presence consider what shoppers will be looking for in this sales climate. This may include delivery and last-mile trucks so highlight those terms in your truck descriptions so Google can find those trucks. If you have a cab chassis in the description note, “can be upfit with a van body.” Delivery companies will be reaching out to less experienced drivers so highlight automatic transmissions. Think of your descriptions as a shopper would. Skip the industry jargon and use every-day language and list the truck vocation. Once a shopper has visited your listing(s), implement digital tools such as retargeting to bring the shopper back to your listings. Retargeting can help seal the deal.
Continued on page 3
SHARE YOUR NEWS with the UTA Industry Watch.Send submissions, ideas and comments to:UTA Industry Watch Editors Brad and Deb Scheppc/o Sentry Management 303 Corporate Center Drive, Suite 300 AStockbridge, GA 30281 Phone: 877-GETS-UTA (877-438-7882)Fax: [email protected]
Twitter: @usedtruckassocFacebook: Used Truck Association
Management: Misty Reis, [email protected]
Art Direction/Graphic Design: Laura Carter, [email protected]
Craig Kendall PresidentAmy Shahan Vice PresidentTerry Williams Secretary Brandon Hess Treasurer Willie BoyleJay BurgessHal Dickson Joe Feco Michelle OberTim RonanMike RoneyDoug ShieldsJody Johnson Rocky Carden — Alternate
Executive Advisors Charles CatheyMarty CrawfordDean JeskeRonnie JordanRobert Yost
OEM Advisors Brock FrederickJeremi GuditisBo Johnson
2020 USED TRUCK ASSOCIATIONBOARD OF DIRECTORS & COMMITTEESwww.uta.org/directory
Convention Committee Chair – Terry Williams Co-Chair – Hal Dickson Brock Frederick
Dealer Group & Preferred Partners Chair – Jay Burgess Co-Chair – Willie Boyle Co-Chair – Rocky Carden Amy Shahan Bobby Williams
Elections Committee Chair – Doug Shields Co-Chair – Charles Cathey
Finance Committee Chair – Brandon Hess Marty Crawford Ronnie Jordan Craig Kendall
Marketing & Website Committee Chair – Craig Kendall Co-Chair – Terry Williams Hal Dickson Doug Shields
Membership Committee Chair – Mike Roney Co-Chair – Michelle Ober Joe Feco
Scholarship Committee Chair – Dean Jeske Co-Chair – Tim Ronan Rocky Carden
Training Committee Chair – Amy Shahan Co-Chair – Jody Johnson
Young Members Committee Chair – Victoria Lombardo
“Don't judge each day by the harvest you reap but by the seeds you plant.”
-Robert Louis Stevenson
2
Jay Burgess Dealer Group Chair
We need some sunshine! I’m not just talking about the weather. Our business could use a little sunshine as well. I know we are taking in more used trucks
than we could ever need. This has driven prices down and our inventories up. The good news is we are still sell-ing! Every day we still have people calling and coming into our busi-nesses to buy trucks. This is the sunshine we need to focus on! How would you like it if we had too much inventory at too high of an investment—and no opportunities to sell? That would make for a rainy day!
In every aspect of our lives, we encounter rainy days. It’s how we tackle the rainy days that will set us apart from the 80 percent of salespeople who just stay in bed on those rainy days. We must look for and find the sunshine on a cloudy day. I enjoy flying. It can be raining when you take off and in just a few minutes, you rise above the clouds and the sun begins to shine! In every walk of life there will be rainy days, but the sun always returns. Look forward to it. Know it is coming.
It’s the same way in our business. I have been doing this for over 40 years. I have seen sunny days as well as rainy days. (Plus a few thunderstorms!) The cycle will come back around. Our business is just like the weather here in Georgia. If you don’t like it, hang around a day or two. I’m an optimist. I always enjoy the sunshine and try not to complain about the rain. And when the rain does come, I always look forward to the sun returning to its rightful place.
I also like to be prepared for the rain. When rain’s expected I always pick up the toys the grandchildren and I have left, I make sure the windows are shut, and then I try to find a good book to read or a good movie to watch. It’s the same way in business. Be prepared. My Daddy always said, “Make hay while the sun is shining.” I never enjoyed bailing hay. When times are good in your business, don’t spend it all. If you are a salesperson paid on commission, you know what I’m talking about. Work hard and be prepared! As the song says from the play “Annie,” “The sun will come out tomorrow!” n
This is also a good time to review your photos. First, do you have enough photos? You can’t have too many. The backgrounds should reflect the time of year and where you’re located. (For example, make sure the background doesn’t include green trees and shrubs in March in Kansas City.) Do your photos show the truck in context? Again, put yourself in your shop-per’s place, so if you’re listing a vocational truck, for example, pull out the drawers on the service body, and lift the bed on the dump truck. Plenty of photos will teach and engage your shopper while supporting your expertise.
Also review your inventory for pricing infor-mation. Including price significantly increases the leads you’ll generate—even if the price is high. Descriptions, photos, prices, all these things are what shoppers are looking for so the more complete your listings the more fruitful your shoppers’ online research will be.
There are opportunities to increase market share if you fine-tune your online presence. Many of your competitors will be cutting back their digital advertising, making it more difficult for shoppers to find them through
Selling Trucks Online During this New Normal continued from page 1
search engines. Even if you don’t follow all the suggestions here and just maintain your digital presence you will pull ahead of several competitors.
Remember our industry fills a real need. Trucks are especially important to keep store shelves stocked and the overall economy moving. So, stay the course, work smart and we’ll get through this. You may even polish some of your selling strategies in the process. n
3
Robyn Penland holds a position in Pre-Owned
Equipment Sales with Bruckner Truck Sales in Fort Worth, TX. This month we introduce you to Robyn and share with you some of
her thoughts about the industry and her experiences. Robyn was kind enough to share with us her thoughts about becoming a successful salesperson in a largely male-dominated industry. Many of her insights can easily be applied to anyone looking to build a successful career, but first, let’s learn more about the path she’s taken to where she is today.
Robyn began her career with Bruckner as a receptionist about seven years ago. “Three years later, I was promoted to the Sales Coordinator position,” she recalled.
“This was the beginning of my truck sales passion.” Just six months into her new job, Robyn had obtained her Class A CDL. This was, no doubt, a huge advantage to her in her new role. “As the Sales Coordinator I managed new and used inventory from the time it was built at the factory until the time it was delivered to the cus-tomer,” Robyn explained. “I as-sisted the salesmen with various tasks during this sales process. I was also responsible for advertis-ing our inventory online through pictures, specs, and pricing. I was responsible for the management of drivers to assist in the transport of vehicles to various locations and/or delivery to a customer.”
Robyn spent three years in this role before the Pre-Owned Equip-ment Sales position became available, and she took the leap into sales in 2017. “In order to see if this position was going to be a good fit for me and for Bruckner, I was responsible for both posi-tions,” she explained. Robyn spent two years holding down both jobs until she felt ready to switch completely to sales. She’s been in her current position now for over a year. Although Robyn has spent her entire career in trucking with Bruckner Truck Sales, she came to the industry with a wealth of experience in customer service and logistical management. “In the past, I have worked in various customer service and leasing agent posi-tions,” she explained. “The last title I held before coming to Bruckner was an assistant man-ager for an apartment complex.”
Robyn explained that the best part of her job is getting to work with first-time buyers and start-up fleet customers. “Being a part of the
WITH
Robyn Penlandbeginning process of the next step in their career and watching them invest in themselves is reward-ing,” she said. “I also like manag-ing the recon stage of our pre-owned equipment. I hold myself responsible for the units I sell and take pride in turning over equip-ment that is going to stay on the road and make my customer reliable equipment.” She is also very proud of the relationships she’s built with her customers and the referrals that have come to her as a result.
The best advice she can offer those just starting out in truck sales is to be prepared for the ups and downs in the market. “I have been thank-ful for the mentors I have had along the way that expressed this to me early on,” she recalled. She then recalled her favorite quote shared by a mentor about this industry. “There is no security, only oppor-tunity,” Ben Bruckner said.
Robyn’s family is spread out across the western United States, from Alaska to Arizona, to Oklahoma, and Texas. “I was Oklahoma born, but Texas-raised,” she explained. Her greatest blessings are her two boys, Dylan and Brody. On their days off, they enjoy being outside, getting dirty. “Typically we’re trail-riding, mudding, fishing, and camping,” Robyn said. “When we aren’t outdoors getting dirty, we are cleaned up in the kitchen learning new recipes to cook together.”
Check back next month when we share more of Robyn’s story and her insights about taking her career path into the more uncon-ventional role of trucks sales. Her experiences and advice are bound to be useful to other salespeople, regardless of their gender. n
4
The 2020 Board of Directors and LTA Nominations: UTA Strong!
Who among us could have predicted the recent pandemic that has shaken our great country? Yet, as we look back, we find that this is just another obstacle in a long line of
tremendous challenges that we each have faced and beaten in prior years.
A word that comes to mind when I think of the great members of our organization is “tenacity.” It is my favorite word, especially in times of distress and worry.
Right now, we need great leaders who have the vision and the mettle to meet the challenges that we all face together. We need smart, resilient, men and women who possess an iron will, and the tenacity to lead our organization and our industry into this new decade.
That’s why I’m asking you to nominate your heroes for our 2020 Board of Directors.
Our organization has and will continue to depend on great leaders to help us navigate the path to success, not just for us, but also for the future members and leaders of the UTA.
Board Member Nominations
It is more important now, than ever, that we elect a Board of Directors that represents, and is in touch with, the needs of the entire association, not just a powerful few.
This is exactly why you should nominate and elect leaders that you feel will best represent you and make wise decisions for your association.
Whether you’re a small “mom and pop” dealership, a one-man (or woman) wholesale concern, or a multi-brand, multi-store national company, we need to hear your voice now more than ever before.
The Board of Directors needs bright, energetic, and most of all, committed people from our membership ranks, to represent us and lead the Used Truck Association through these challenging times.
Each member of the Board of Directors serves a term of three years and officers of the board are elected for one-year terms of duty by the Board of Directors.
Nominations will go out soon so please consider carefully that special person in your circle of influence to nominate and represent you in your UTA Board of Directors.
The Marvin F. Gordon Lifetime Achievement Award
This award, the Marvin F. Gordon Lifetime Achievement Award, is the highest honor that can be bestowed upon any member of the UTA. It is reserved for those special people who have contrib-uted significantly to our membership and industry.
Your nominee should demonstrate the highest caliber of honesty, integrity, and a general will-ingness to give of themselves to others as outlined in the UTA’s Code of Ethics.
This is your opportunity to give these great men and women the recognition they so richly deserve. Please nominate your choice for the Marvin F. Gordon Lifetime Achievement Award and help us recognize them for their amazing contributions to our association and our industry.
Be safe. Be strong. Believe.
We Are UTA Strong! n
Doug ShieldsElections Committee Chair
“Fall seven times. Stand up eight.” – Japanese Proverb
ELECTIONSCOMMITTEE
UPDATE
5
DEALERGROUP
UPDATE
Do You Take Advantage of Your UTA Membership?
As I enjoy my golden years, I find myself reflecting over the UTA Conventions I have attended, the experiences I gained there, the times before the robust truck economy of 2019,
the recession years, and so on.
I have been an active UTA member since about 2007. Since then, I’ve attended every annual convention. As I look back over this period, one of the first things that comes to mind is the membership—the people who were leaders like Mike McColgan, Eddie Walker, Bryan (BB) Boyd, Connie Clary, and the others who are no longer with us. These pioneers laid the foundation, the path, for us to follow. Each had a wealth of truck industry knowledge, but the one thing that really sticks out is how each person was so friendly, so eager to talk to each member one on one, and to share that wealth of knowledge.
Today, there are many, many more leaders following in their footsteps—each a leader in their own way—each eager to share with the membership what they have learned and encoun-tered over the years. The best part is that this knowledge is FREE for the asking. I challenge each of you to take advantage of the networking opportunities available to you!
It’s almost unimaginable as I think back on the many relationships I have built over these past years. It’s unimaginable how I had so many contacts at my fingertips, or how there was always someone there when I just needed to vent, or to get a second opinion about a vehicle I was checking out, or even if I needed a certain spec unit. The UTA membership is always there for you!
Another benefit of the convention is the chance you get to visit the different venues. I have been to California (last year), Reno, Las Vegas, San Antonio, Dallas, Phoenix, Orlando, and so on. The UTA made all this possible. Again, as I look back, I can recall each convention and something I accomplished there or took away from it, which I still use today. But most impor-tant was the chance to meet, so many people one-on-one, people who would become new contacts and friends.
Let’s not forget the seminars and the motiva-tional speakers. Life today is so extremely busy. That’s why it’s so important to take time out to listen to each speaker, and the story each shares with us. Then, when we return to our own realities, we’re all the better for the inspiration we gained personally and are able to share with our staffs upon our return! Over the years, I am sure we have had some of the very best speakers in the country, as well as the best market and trend forecasters.
One of my favorite events during the convention is the Vendor Fair. It is ex-tremely interesting to see all the booths displaying the latest technology, the newest brochures and the latest informa-tion from fields related to our own. It’s incredible to be able to speak one-on-one with such an array of knowledgeable and talented vendors.
I hope each of you are using your UTA Membership to the fullest. I also hope
that you are taking full advantage of your UTA contacts, and that you truly experience every annual convention. n
Alan Strickler Corporate Buyer
Harrison Truck Centers
6
7
APRILPOSTPONED • 21-22 • UTA’s 2nd Annual Fishing Trip Lake Texoma, Alberta Creek Resort Kingston, OKContact [email protected]
JUNECANCELED • 24-25 • 15th Annual Kansas City Reception and Golf Outing to benefit the UTA Jerome Nerman Family Foundation
NOVEMBER4-7 • 21st Annual UTA ConventionHyatt Regency Atlanta, GA
2020 TRAINING
SELLING FOR SUCCESS
TO BE RESCHEDULED: Houston, TX – March 23 and 24Courtyard Houston Intercontinental Airport 15838 John F Kennedy Blvd Houston, Texas 77032
TO BE RESCHEDULED: Fontana, CA – May 4 and 5Courtyard by Marriott Rancho Cucamonga11525 Mission Vista Drive Rancho Cucamonga, CA 91730T: (909) 481-6476 F: (909) 481-0260
WILL PROBABLY BE RESCHEDULED: Chicago, IL – July 20 and 21 Courtyard Chicago O’Hare2950 S. River Road Des Plaines, IL 60018(847) 824-7000
MANAGING FOR SUCCESSTO BE RESCHEDULED: Kansas City – June 24This training will be held in conjunction with UTA’s annual Kansas City Golf Outing and Reception.
Note: Be sure to check the websites listed below for the latest information on these events.
MAYCANCELED • 7-9 • East Coast Truckers Jamboree Sponsored by Kenly95Kenley 95 Truckstop Kenley, NC
TO BE RESCHEDULED •11-14 • Advanced Clean Transportation Expo (ACT Expo)Long Beach Convention Center Long Beach, CA
JULY9-11 • Walcott Truckers JamboreeIowa 80 TruckstopWalcott, IA
AUGUST14-15 • Waupun Truck-N-ShowSponsored by Ripon PressWaupun, WI
19-22 • National Truck Driving ChampionshipsSponsored by American Trucking Associations Indianapolis, IN
27-29 • Great American Trucking Show (GATS)Dallas, TX
SEPTEMBER23-25 • Accelerate! Conference & ExpoWomen In Trucking Sheraton Dallas Hotel Dallas, TX
24-30 • IAA Commercial Vehicles ShowHanover, Germany
OCTOBER 10-11 • California Trucking ShowCalifornia Trucking AssociationOntario, CA
24-28 • ATA Management Conference & ExhibitionSponsored by American Trucking Associations Denver, CO
NOVEMBER4-7 • 21st Annual UTA ConventionHyatt Regency Atlanta, GA
Industry Events Calendar UTA Events Calendar
A View from the Trenches “I once felt bad that I had no shoes until I met a man with no feet”
Mark FishelVendeventer Truck Sales, Inc.
That famous proverb’s messageis all about attitude and
perception. What do you see? How do you interpret it? What do you do to deal with it? Welcome to the class: Current Economics of Commercial Truck Sales. Also known as “Big Rig 101.”
Lesson #1. We are all dealing with the same unpredictable Truck Market.
Lesson #2. Whatever goes up will go down and vice versa.
Lesson #3. This too shall pass.
There are two distinct lessons that the 2008-2009 market taught me.
1. There will be market swings thatyou have no control over, alsoknown as “Supply and Demand.”
2. The importance of “Repeat andReferral Business.”
Lessons learned from the past are mostly universal in nature and apply to good, bad, and ugly markets.
But getting back to that quote, it all begins with attitude. And that means having a positive attitude. If misery loves company, I’d rather be alone! Our clients are more in tune with market fluctuations than ever before; like us they have been well educated. Who you deal with is as important as what you are dealing with. It’s the “Can Do” attitude that people always gravitate to. “Doom and Gloom” is an admission of defeat and despair.
After attitude is perception. Why can I sell one day and not have a customer the next? This is the reality of an inconsistent market. You can use the extra time wisely, by getting better acquainted with your inventory, and ensuring that
your advertising is precise and contains real information the customer is seeking.
Since I had started writing this article our country has taken extreme measures to combat the COVID-19 virus. That’s just one more example of events that we have no control over. All we can do is take preventative measures so we’re as well prepared as we can be.
Fear and panic are not the cure, positive action is. We will all suffer the (hopefully) short-term pain for the greater good of our health—not only in the United States but worldwide. So, remain positive. Let’s all move in a united direction. Remember to extend a helping hand to your friends, neighbors, and strangers too because we are all in this together!
United We Stand. n
Constance (Connie) Clary (1956-2020)It is with great sadness that the UTA Board shares the news of the passing of our friend and colleague, Connie Clary, on March 30, 2020. Connie was the daughter of the late Walter and Susie Mae Hawkins. She spent the last 25 years of her career with National Truck Protection, Company, Inc. (NTP). She was known throughout the industry for her energy, kindness, and can-do spirit. “Connie was respected by all who knew her,” recalled Hal Dickson. “She was a great lady and a great representative of NTP for many years.”
Connie’s strength was in her devotion to customer service. That devotion was reflected in her being awarded the Vendor of the Year Award in 2015. She said at the time, “When you provide an intangible product to the used truck market, you always have to put your best foot forward with all the integrity you have.” She is remembered for having done just that. Willie Boyle was kind enough to share some remembrances from his early days in the industry under Connie’s guidance. “She had a special place in my heart,” he admitted. “She trained me in the business. She picked me up at the airport when I was about 25 or 26 and got me started.” Willie further recalled her grace under pressure. “She was as cool as a cucumber,” he said. “She never got flustered. You could talk to her about anything, and when she laughed her whole body shook. She had a wonderful laugh.”
Connie leaves behind to mourn her passing, her husband of 45 years and high-school sweetheart, James Rainey Clary. The two made their lives centered on their two daughters, Melanie and Natasha. In addition to James and their now-grown daughters, she is survived by her sister Nadine, four brothers, Keith, Arnold, Eric, and Delbert, her son-in-law, and her grandson, Noah. She will also be remembered by a host of nieces, nephews, and other
relatives, and her best friend of many years, Margaret Fears. Connie was a huge tennis fan, and she enjoyed singing in her community choral group, Heritage Chorale of Plainfield, NJ and her church choir. She
was active in her church and her community and was an eager and willing volunteer to help whenever she was called upon. She will be missed by all who knew her. n
8
Doug’s Morning Coffee:Are You Angry?
Doug Shields National Director of
Used Truck Operations Rush Enterprises, Inc.
One of the many things that I’ve had to work on is my
temper. I’m not something that just blows up at the drop of a hat mind you. Instead, I allow things to pile up, carrying the load as usual until one final straw sets me off.
I’m reminded of a piece of wisdom that has stayed with me for many years:
“You won’t be punished for your anger, you will be punished by your anger.”
One of the things that makes us uniquely human is our ability to observe our own behavior. If we can observe our thoughts and our actions, we aren’t instinctive creatures that mindlessly react to circumstances. We are something more. In this context, therefore, the statement, “He made me angry,” isn’t correct.
The fact is that we chose to react with a single, destructive option from a wide and varied palette of emotions. There recently was an incident at the local airport where I live that illustrates this.
A woman chose to get angry because she wasn’t going to make the flight she had booked. She became belligerent, combative, and according to the news, said the one word that you should never say in an airport. This resulted in the evacuation of the terminal and her subsequent arrest.
This woman lost her flying privi-leges as well as racking up thou-sands of dollars in fines plus jail time as a result of her choice. Would this have gone far differ-ently if she had chosen a different emotion? Most certainly.
Just a few weeks later, I was traveling and got a text notification that my flight had been delayed six hours. I had gotten up hours earlier that morning just to make the flight back home. As you may have guessed, my initial reaction was anger.
But then I thought about how the airline employee might react. I decided to take a far different approach. Instead of addressing the agent in an agitated state, I decided ahead of time to smile, make solid eye contact, and calmly ask for his help using a pleasant tone.
Here is the verbal exchange as it played out:
Me: “Excuse me. I’m sorry, but I’m a bit confused. I was wondering if you could help me.”
Airline Agent: “Sure. What’s the problem?”
Me: “Well, I got a text on my phone that said my flight had been delayed. I don’t know what I’m supposed to do now.”
Airline Agent: “Let’s take a look.”
After typing on his keyboard, the agent flashed a smile back at me informing me that I was now on a different flight that was boarding in just a few minutes. He was getting me on my way home a full hour and a half ahead of my originally scheduled flight without any additional cost to me.
I smiled and thanked him pro-fusely and was preparing to walk away when he stopped me:
Airline Agent: “Wait, I want to make up for the inconvenience you experienced.”
He then handed me a $100.00 gift voucher for a future flight of my choosing.
I was totally blown away by his kindness, which was initiated by my planned approach using positive emotions, body language, facial expressions, and tonality.
So, there you have it. Two true airport stories with two entirely different outcomes.
In our dealings with customers we have plenty of opportunities to dramatically improve their per-ception of ourselves and our dealerships. Yet when we encoun-ter customers in an agitated state, we often instinctively react in kind. What if we chose a different option from our emotional palette? What if we decided on a much kinder, gentler reaction to our customer’s issues?
In your customer’s mind, you are the company. You have the unique ability to transform your customer’s experience and per-ception of your dealership with your conscious choice of how you’ll react to them and their problems.
You won’t always be able to give your customers exactly what they want, but you can certainly improve how they feel about you by being kind and demonstrating genuine empathy. This doesn’t just work on your customers. It also works with your fellow employees and even your vendors and suppliers.
Here’s to “the better angels of our nature.”
Good selling! n
9
Interestingly,” gender issues” was ranked as 11 out of 20 for topics of interest. Considering that we focus on gender diversity, this also surprised me. I would have thought our members had a higher interest in this issue.
“Leadership issues” came in second in the information you are looking for from Women In Truck-ing. “Safety” came in as the third highest area of information.
Some of the most surprising responses came in response to the question, “What are your greatest challenges?” These included gender issues, a changing envi-ronment, sales challenges, indus-try issues, driver issues and interpersonal communication.
At the end of the survey, we reviewed the recommendations and have determined that our website needs revamping and we need to be better focused in advancing our social media campaigns.
We appreciate the feedback we received from both our members and potential members. Please know that we are listening and responding. Thanks for your input and continue to let us know how we can better serve (and commu-nicate to) you.
Visit www.womenintrucking.org for more information. n
nearly 11,000 members and our LinkedIn group reaches 8,000 members, and our Twitter feed has 22,100 followers. We are reaching both members and potential members. But we want to connect with more of you.
So, what did we learn from our survey?
The weekly e-newsletter is our most popular method of communi-cation (57%). However, social media is right behind (47%) and the publication is a close third.
Since this article comes to you through my blog, it means that only 10 percent of you are seeing it. (Sigh!)
However, for those of you who read my blog, the rating was 4.41 out of 5 for overall effectiveness. (Thank you!)
To provide an online communica-tion tool for our members, we created the Engage platform for members only. Only eight percent of the respondents used this communication tool.
Personally, I was surprised to learn that over a third of our respondents visit our website at least once a week. The most popular feature is our “Member of the Month” article.
One of the complaints was that the emails are too frequent, especially those concerning the Accelerate! Conference and Expo. The issue was that too many emails were sent AFTER the respondent had already registered for the event. We are listening and will take this into consideration in the future.
We asked you what you want to learn more about and the over-whelming response was “industry news.” This also surprised me, as there are hundreds, if not thou-sands, of daily and weekly emails about industry issues (believe me, I get all of them!).
Women In Trucking:We’re Listening to our Members
Ellen Voie CAE PDC President/CEO
Women In Trucking Association, Inc. (920) 312-1350
The Women In Trucking Association board of direc-
tors has a goal to be a resource to the industry. Whether that means trucking companies, drivers, the government or our members, we want to provide you with the best information (tools) to reach your objectives in creating a more gender diverse workforce.
In 2017, we teamed with Saw-grass Logistics to learn about best practices in hiring female drivers. We learned a lot and have changed our programs to reflect these challenges. However, we continue to survey our members to find out what they want from us, their association.
Last year, we created our own survey. We called it our communi-cation audit survey, as we were focusing on the best way to get our messages to you, but more importantly, we wanted to know how we can get your feedback.
We sent the link out through social media and our website, as well as our e-newsletter. We had 216 respondents who completed the survey. We asked for job titles, gender and generational informa-tion, and whether the respondent was a member of Women In Trucking.
When you join any association, its focus will be to inform and edu-cate its members. WIT is no exception. We have a weekly e-newsletter sent to both mem-bers and non-members. We have a publication called, Redefining the Road, that is sent to our members three times annually.
Our social media presence is immense. Our Facebook group has
10
Reprinted by permission of Harvard Business Review Press,
Build An A Team: Play to Their Strengths and Lead Them
Up the Learning Curve, by Whitney Johnson.
Copyright 2018. All rights reserved.
Recruiting and Hiring This excerpt is from the book Build An A Team by Whitney Johnson. Johnson believes that the secret to having an engaged and productive team is having a plan for developing all employees—no matter where they are on their personal learning curves. In this excerpt, Johnson begins earlier in the manager-employee relationship, by explaining what managers should do when they can’t seem to find that perfect candidate to fill a position.
Butte, Montana, began to attract miners during the mid-nineteenth century,
primarily to pan and dig for gold and silver. There were some successes, but Butte didn’t live up to the expectations elevated by its early gold rush. Despite this, it is still referred to as “the richest hill on earth.” Why?
Within a few decades of the initial rush, disappointed speculators were selling their mining claims in Butte for dirt cheap. A handful of people began to buy up and consolidate claims and mining operations, content to extract wealth at a more leisurely pace than the earliest settlers had hoped for. Importantly, they began to discover and exploit copper—a low-end resource at the time. The development of several technolo-gies, principally electrical wiring, made copper valuable—extremely valuable.
The few who by then held most of the prop-erty and mineral rights became some of the wealthiest people in the world as they reaped the windfall of discovery-driven resource exploration and development. They are collectively referred to as the Copper Kings. Butte presented a once-in-a-lifetime opportu-nity, but that potential wasn’t recognized by the gold seekers with their dreams of instant gratification.
I often think of the story of Butte when managers tell me they can’t find qualified candidates, complain that schools don’t turn out graduates with the right skills, or that they have an opening that’s just impossible to fill. Really?
Think of a role that is currently open in your company or on your team. What are the requisite capabilities? Are these the minimum competen-cies required, or are you stuck in the rut of expecting top-of-the-curve expertise? Are you seeking the gold standard? Or will silver do? How about copper? There are compelling reasons to go for copper. n
11
out] if that’s where the order board is, then I can in December. When factory order boards get out to be a year or more, it can be very challenging to say what that truck is going to be worth in a year,” Golden says. “Ninety to 120 days, we feel very comfortable with that.”
Clearly, determining the right amount to offer for a trade-in is not an exact science. However, by having guidelines and procedures in place and avoiding certain pitfalls, dealers can better navi-gate the current used truck and trailer market. n
The laws of supply and demand aside, Trey Golden, vice president, used truck sales, Rush Enterpris-es, views the effect of new truck sales from a different angle — that being when the dealership actually takes possession of the trade-in.
“The further out the order board is, obviously the further out into the future we have to forecast trucks. It’s actually easier to appraise trucks when the market is down because the order board is shorter,” Golden says.
“I can tell you better what a truck is going to be worth [two months
Trade-in Value for Used Trucks —Impact of New Truck Sales By Bill Grabarek
During recent years when order boards for new trucks
were a year or more out and parts to assemble them were running short because of such high demand for new heavy-duty equipment, it was certainly a reason for the industry to celebrate.
However, the new truck sales boon eventually left many dealers’ used truck departments with an overabundance of used trucks and depressed market prices.
“It’s affected the market immense-ly, especially the over-the-road sleeper market because so many fleets bought new large sleepers in the last three or four years,” says Chris Miranti, used truck director, Kyrish Truck Centers. The market was flooded with three- and four-year-old trucks being traded in, driving down prices by $10,000 to $20,000.
“Then you get prices being driven down on older trucks with the same miles because if you have a 2015 model with 400,000 miles, a ‘13 or ‘14 model with the same amount of miles are … being affected as well,” Miranti says. “It’s a chain reaction all the way down the line. It’s driven down prices to a large degree.”
Justin Candea, sales director, Young Truck Sales, says when all those new trucks were being sold, 60 to 70 percent of those sales involved trade-ins.
“That basically saturated the market and the used market values dropped considerably,” Candea says. “We’re still trying to give a good value on the used trucks but we have to be cognizant of how the market is right now.”
Bill Grabarek is the Online Associate Editor for Trucks, Parts, Service. Reprinted by permission of Trucks, Parts, Service. Copyright 2020. All rights reserved. This article originally appeared in the March 10 edition.
Following are additional tips for determining the trade-in value of used heavy-duty trucks and trailers.“At the end of the day, sometimes it’s just your gut feeling. You love a truck. You hate a truck. Sometimes a truck has a cool factor. And ‘cool’ can make you $5,000 to $8,000 more. A day cab with dual exhaust can sell for $5,000 more even though it’s probably only a $1,500 factory option. You can put $3,000 worth of chrome on a truck and get $10,000 more for it.”
— Chris Miranti, used truck director, Kyrish Truck Centers
“We don’t give too high of a number in trades to get the deal. Putting [an offer] on it where we can move it within 90 days is key. Anything past that, you’re going to lose money.”
— Justin Candea, sales director, Young Truck Sales
“When buying a used vehicle, it’s also important to consider the costs of reconditioning a used vehicle to get it ready for resale.”
— Trey Golden, vice president, used truck sales, Rush Enterprises
“If it’s an existing customer of yours and they’re trading in trailers, you know their equipment. If you’ve done the maintenance on the equipment, we pay a premium. We have one customer, in particular, we always give them a premium on their trade-ins because we know the maintenance program with them.”
— Adam Witman, used trailer manager, Utility/Keystone Trailer Sales
12
Trade-in Value for Used Trucks —Impact of New Truck Sales By Bill Grabarek
Ricardo Rodriguez-Long Asset Management
US 395 Motors
OPIN ION COLUMN
13
Trucking Will Come Back Stronger than Ever
According to an Associated Press article that NBC News featured, signs of an economic recovery are hard to find.
“Slow consumer spending and stalled manufacturing activity took its toll on truckers in the first three months of the year. Nearly all major trucking companies reported lower first-quarter revenue and falling profits as the recession continued and ship-ping demand slid.”
Additionally, “More than 3,000 trucking companies went out of business .... taking seven of every 100 trucks off the road. Analysts think that the number of trucks on U.S. highways will continue to slide...” Also, “Most recent earnings reports show trucks are not carrying enough freight yet to indicate recovery is near.”
And that’s how it was in 2009. No doubt about it that was a tough year. Even the banks were going out of business and diesel fuel rose to $5.00 a gallon.
But then trucking started delivering again as things got better. How much better? Look at the 2015-2016-2017 volumes! We are going through a history-making moment and unfortunately lives have been lost. This event shows that we are very fragile as a
species. And perhaps a reminder that when facing a real danger our body and mind goes into a survival mode that helps us to come up with extraordinary solutions. At Harvard university, physiologist Walter Cannon coined the phrase Fight-or-Flight in 1915. After several tests it could be confirmed that when we are stressed or facing danger our hypothalamus (part of the brain) is activated and it transforms us into almost superhumans for a time. This can save the body from physical total failure and can increase our abilities to think and process thoughts.
Furthermore, studies by the National Academy of Sciences found that our brain is also hard-wired to notice trouble. And this, after moments of checking our surroundings, helps us to come up for strategies on how to overcome such trouble.
The COVID-19 virus is not going to win against us, and neither is COVID-20 (because I am sure there will be a next one). This is the one that is reminding us that we need to consider how we handle pandemics, and then evaluate and correct what is not working. It is also proof that we are living in a global community and everyone is affected in one way or another regardless of the distances between us. And to overcome this epic challenge we need to accept that solutions today come from all the citizens of the world.
What this moment will leave us with is a more profound view of our world. One that we should cherish and perhaps, show us how much we need from each other at many levels above simple monetary transactions such as the buying and selling of trucks.
Trucking will come back. I have no doubt as strong as ever. As we all go into the superhuman mode now to solve our own challenges let’s make sure that our solutions include a wider scenario that would prepare us better for the next fight. n
Sleeper Tractors – RetailIn normal times, pricing trends in the retail market usually lag the auction market by roughly 3-5 months. In our current environment, trucks in both channels are losing value fairly rapidly, although retail pricing might not be falling quite as sharply as auction pricing.
The average sleeper tractor retailed in March was 69 months old, had 454,887 miles, and brought $44,342. Compared to February, the average sleeper was 1 month newer, had 4,676 (1.0 percent) fewer miles, and brought $1,051 (2.3 percent) less money. Compared to March 2019, this average sleeper was identical in age, had 12,434 (2.7 percent) fewer miles, and brought $11,462 (20.5 percent) less money.
Looking at trucks two to five years of age, March’s average pricing was as follows:
» Model year 2019: $105,441; $988 (0.9 percent) higher than February
» Model year 2018: $83,484; $4,889 (5.5 percent) lower than February
» Model year 2017: $60,076; $3,719 (5.8 percent) lower than February
» Model year 2016: $42,255; $2,537 (5.7 percent) lower than February
Month-over-month, late-model trucks brought 5.7 percent less money. In the first three months of 2020, pricing averaged 11.5 percent lower than the same period of 2019. Depreciation in the first quarter averaged 2.7 percent per month, but this figure will have undoubtedly increased by the time you read this.
See the “Average Retail Selling Price: 3-5-Year-Old Sleeper Tractors” graph for detail.
Dealers retailed an average of 3.7 trucks per rooftop in March, identical to February, and 0.9 truck lower than last March. Retail purchasing is limited primarily to replacement demand at this point. The current pullback in freight volumes puts downward pressure on demand.
See the “Number of Trucks Retailed per Dealership Rooftop” graph for detail.
J.D. Power Valuation Services UpdateClass 8 Pricing Changing Rapidly
Class 8 pricing pulled back in the second half of March, but volume was solid. Medium duty trucks were lower across the board in
volume and pricing.
Sleeper Tractors – Auction The volume of 4-7-year-old trucks sold at auction was healthier than expected in March, given the fact that most auctions moved to online-only. Pricing was flat to slightly lower than February in the first half of the month, dropping more notably in the second half. The pricing gap between lower mileage and higher mileage trucks is as wide as it’s ever been. See below for detail, keeping in mind the full-month averages don’t fully reflect the devaluation seen in the most recent weeks.
» Model year 2017: $35,400 average; $364 (1.0 percent) higher than February
» Model year 2016: $27,150 average; $1,403 (4.9 percent) lower than February
» Model year 2015: $21,292 average; $708 (3.3 percent) higher than February
» Model year 2014: $16,500 average; $1,898 (10.3 percent) lower than February
» Model year 2013: $12,975 average; $37 (0.3 percent) lower than February
Month-over-month, our benchmark group of 4-6-year-old trucks brought 0.4 percent less money. In the first three months of 2020, pricing aver-aged 26.3 percent lower than the same period of 2019. Depreciation averaged 0.8 percent in the first quarter, but this figure doesn’t reflect the devaluation seen in the second half of March.
With consumers stockpiling certain items in March, the environment for dry van and reefer haulers was healthy. This activity kept used truck replacement demand stable. In April, the freight environment has pulled back from the surge, making our short-term outlook bearish.
See the “Average Selling Price: Benchmark Sleeper Tractor…” and “Volume of the Three Most Common Sleeper Tractors…” graphs for detail.
$0
$5,000
$10,000
$15,000
$20,000
$25,000
$30,000
$35,000
$40,000
$45,000
$50,000
Jan-16 Ma
rMay Jul Se
pNovJan-17 Ma
rMay Jul Se
pNovJan-18 Ma
rMay Jul Se
pNovJan-19 Ma
rMay Jul Se
pNovJan-20 Ma
r
Average Selling Price: Benchmark Sleeper Tractor Sold through the Two Largest Nationwide No-Reserve Auction Companies
MY2011
MY2012
MY2013
MY2014
MY2015
MY2016
Source: J.D. Power Valuation Services
0
100
200
300
400
500
600
700
800
900
Jan-16 Ma
rMay Jul Sep No
vJan-17 Ma
rMay Jul Sep No
vJan-18 Ma
rMay Jul Sep No
vJan-19 Ma
rMay Jul Sep No
vJan-20 Ma
r
Volume of the Three Most Common Sleeper Tractors (3-7 Year-Old) Sold through the Two Largest Nationwide No-Reserve Auctions
Source: J.D. Power Valuation Services
$0
$10,000
$20,000
$30,000
$40,000
$50,000
$60,000
$70,000
$80,000
$90,000
$100,000
Jan-16Mar
May JulSep Nov
Jan-17Mar
May JulSep Nov
Jan-18Mar
May JulSep Nov
Jan-19Mar
May JulSep Nov
Jan-20Mar
Average Retail Selling Price: 3-5 Year-Old Sleeper TractorsAdjusted for Mileage
4YO
5YO
3-5YO Avg.
0
1
2
3
4
5
6
7
Jan-16 Ma
rMay Jul Se
pNovJan-17 Ma
rMay Jul Se
pNov18-Jan
Mar
May Jul Se
pNov19-Jan
Mar
May Jul Se
pNov20-Jan
Mar
Number of Trucks Retailed per Dealership Rooftop
Source: J.D. Power Valuation Services
Source: J.D. Power Valuation Services
14
Auction pricing in the second half of March and especially the first week of April declined sharply from earlier periods. This should surprise no one. We took a relatively conservative approach to devaluation in our pub-lished values, but even still some trucks saw declines of up to 20 percent from March to April. Even this appears to have been light in some cases, so our April wholesale values may be higher than current auction results for selected trucks. We are, of course, watching pricing very closely and making updates as frequently as our systems allow.
Looking forward, we see used truck pricing recovering roughly in step with the gradual re-opening of the economy. This means the auction market should see some firming in the summer, followed by mild to moderate increases in the fall and into 2021 (with some pauses here and there, particularly in October and November). Due to this entirely new market dynamic, we have substantially decreased our Retail Value Forecast for 2020 and revised it upward for 2021.
See the “Retail Value Forecast” graph for a look at how we see used truck pricing unfolding over the next four years.
Medium Duty TrucksPricing was down in all segments. Volume was as well, most notably in Class 6.
Starting with Class 3 – 4 cabovers, March’s average for our benchmark group was $10,638, $1,411 (11.7 percent) lower than February, and $4,306 (28.8 percent) lower than March 2019. The first 3 months of 2020 are averaging 30.6 percent lower than the same period of 2019. Depreciation is averaging 5.2 percent so far this year.
See the “Average Wholesale Selling Price: 4-7-Year-Old Class 3-4 Cabovers” graph for detail.
Looking at Class 4 conventionals, average pricing for our benchmark group was $17,803, $3,403 (16.0 percent) lower than February, and $2,121 (10.6 percent) lower than March 2019. The first 3 months of 2020 are averaging 0.5 percent higher than the same period of 2019. Depre-ciation is averaging 9.9 percent so far this year. Chris Visser, Senior Analyst and Product Manager Commercial Vehicles
-25%
-20%
-15%
-10%
-5%
0%
5%
10%
15%
20%
2015 2016 2017 2018 2019 2020(f) 2021(f) 2022(f)
Retail Value Forecast Percent Change Year-over-Year
3YO Truck
4YO Truck
5YO Truck
Source: J.D. Power Valuation Services
$0
$5,000
$10,000
$15,000
$20,000
$25,000
Jan-16 Ma
rMay Jul Sep No
vJan-17 Ma
rMay Jul Sep No
v18-Jan
MarMay Jul Sep No
v19-Jan
MarMay Jul Sep No
v20-Jan
Mar
Average Wholesale Selling Price: 4-7 Year-Old Class 3-4 CaboversAdjusted for Mileage
Source: J.D. Power Valuation Services
Class 6 conventional pricing averaged $21,572 in March, $2,580 (10.7 percent) lower than February, and $8,633 (28.6 percent) lower than March 2019. The first 3 months of 2020 are averaging 12.4 percent lower than the same period of 2019. Monthly depreciation was flat in the first quarter, but this average is due primarily to February’s strong pricing and is not representative of current market conditions.
April’s results will give us a better idea of how much the economic shutdown has impacted pricing. We expect a further moderate decline month-over-month.
See the “Average Wholesale Selling Price: 4-7-Year-Old Conventionals by GVW Class” graph for detail.
ForecastMarch made it clear to every American how critical the trucking industry is to keeping the country supplied. Volume and pricing at auctions earlier in March were in line with relatively strong freight data. At the time of this writing, most freight measures were back to pre-surge levels and then some. We expect this factor to apply additional downward pressure to used truck demand.
Right now, we see at least another month of depressed pricing, followed by an uptick in step with the graduated re-opening of the economy. There will still be a substantial supply of trucks available, so the pricing recovery will be limited to getting back to trend. This movement should start in the third quarter.
As we exit the shutdown period later this quarter, watch unemployment figures. Not all business segments will recover at the same rate. In addition, some small and medium businesses will simply not reopen, and businesses of all sizes will most likely move forward with a some-what smaller workforce for a period. In general, there will be a degree of contraction to the macroeconomy that will not fully recover this year.
With that in mind, we’re not going to see unemployment figures return to the record-low 3.5 percent level anytime soon. Most analysts predict unemployment will peak in the teens to the low-20 percent range in the current quarter. This historic spike will of course be short-lived and come down relatively quickly as the economy re-opens. When that figure gets back down into single digits and continues to trend down-ward, that’s when we can say the economy is back on its feet. n
$0
$5,000
$10,000
$15,000
$20,000
$25,000
$30,000
$35,000
Jan-16 Mar
May Jul
Sep
Nov
Jan-17 Mar
May Jul
Sep
Nov
Jan-18 Mar
May Jul
Sep
Nov
Jan-19 Mar
May Jul
Sep
Nov
Jan-20 Mar
2 per. Mov. Avg. (Class 4 Price)
2 per. Mov. Avg. (Class 6 Price)
Average Wholesale Selling Price: 4-7 Year-Old Conventionals by GVW ClassAdjusted for Mileage
Source: J.D. Power Valuation Services
15
February’s Used Truck Sales Jump According to ACT Research’s latest figures February’s used Class 8 vehicle truck sales jumped 21 percent over January’s tally. Longer-term comparisons, ACT noted, found volumes also rising by double-digits, up 24 percent year-over-year, and 12 percent year-to-date.
ACT added that average prices, miles, and age all dropped, down three percent, two percent, and four percent respectively.
“Although same dealer sales rose 21 percent from January, it is important to keep in mind that most of February’s activity was likely unaffected by COVID-19,” explained Steve Tam, ACT’s Vice President. “Seasonality accounts for about half of the sequential increase, and the catalyst for the remainder of the gain is elusive but may be the result of the contin-ued drop in prices,” Tam added.
Tam then went on to discuss the coronavirus’ impact on the market thus far. “The recent cancellation of events, ranging from public school and university classes to college and professional sporting events to industry trade shows, is expected to have a chilling effect on the economy and by extension, the truck industry. Besides washing your hands, the best advice is to closely monitor this incredibly fluid situation.” We might add that social distancing is a good idea as well. n
February’s Class 8 Orders Down M/M and Y/YACT Research’s preliminary figures for February 2020 show net orders for Class 8 trucks at 14,100 units, down 18 percent from January, and down 16 percent from February 2019’s tally. On the medium-duty side the story was a bit brighter. ACT reported that Class 5 to 7 net orders rose to an 11-month high of 22,200 units reported, a 12 percent boost from January’s tally, but down 12 percent from what ACT characterized as a “strong” January 2019 comparison.
“Weak freight market and rate conditions, as well as a still-large back-log, continue to bedevil new Class 8 orders,” said Kenny Vieth, ACT’s President and Senior Analyst. “February is not a particularly strong Class 8 order month and this February’s results, seasonally adjusted, were the weakest monthly order rate since last August,” Vieth added. “With COVID-19 becoming a hot topic at the end of February, one wonders if that impacted order activity.”
Moving to February’s medium duty activity Veith noted “COVID-19 did not seem to bother medium-duty vehicle buyers as much, as that seg-ment reported a third consecutive month of solid orders. Starting in February, the calendar rolls into the peak order season for medium duty vehicles.” n
Medium Duty Vehicles Now Qualify for Interna-tional’s Certified Pre-owned ProgramInternational recently became the first OEM in the trucking industry to include medium duty vehicles in its Certified Pre-Owned (CPO) program. International’s program is “designed to deliver confidence and peace of mind to drivers with their purchase of an International vehicle.”
Heavy-duty units that qualify for the program include 2016 and newer International® LT® and ProStar® models (with up to 600,000 miles). Medium-duty units that qualify include 2015 and newer Cummins-pow-ered International® DuraStar® models (up to 300,000 miles).
The CPO program, International stated, is designed to put drivers first. It starts with “a rigorous OEM-designed checklist that ensures key truck components and attributes meet the program’s high standards.” Each unit includes a comprehensive 90-day Certified Drivers Assurance plan. For 2020, International said standard coverage goes further with heavy-duty units now including a factory-backed System1 Confidence one-year engine and aftertreatment warranty through the first year of ownership. The company added that the CPO program provides “driver-centric features” as detailed below:
» 90-day Driver’s Assurance Warranty, and for heavy-duty vehicles, a one-year System1™ Confidence and Aftertreatment Warranty.
» A rigorous certified checklist: 175-point for heavy-duty vehicles and 150-point for medium-duty.
» One-year roadside assistance
» Two-years OnCommand® Connection and one-year Repair Advocate.
» Six months of My Love’s Rewards Diamond Status
» CARFAX or RigDig vehicle history report
International’s 2020 Used Truck Certified Pre-Owned Program is offered through ® International Used Truck inventory available at internation-alusedtrucks.com/certified. n
16
Volvo Debuts its “New Generation” Heavy Duty Trucks Volvo Trucks recently introduced four new trucks, all focused on the driver environment, safety, and productivity. The four heavy-duty trucks—Volvo FH, FH16, FM and FMX—represent about two-thirds of Volvo Trucks’ deliveries, the company said.
“We are really proud of this big forward-looking investment. Our aim is to be our customers’ best business partner by making them even more competitive and help them attract the best drivers in an increasingly tough market,” said Roger Alm, President, Volvo Trucks.
In its announcement Volvo stressed the “driver-centric” features that should appeal to drivers—such features are a boon in these times of high driver vacancies. The company noted that a growing demand for transport just adds to the worldwide shortage of skilled drivers. Estimates show that 20 percent of driver jobs in Europe are unfilled. Volvo said its new trucks will help customers recruit and retain the best drivers, as the company has “focused strongly on developing the new trucks to make them safer, more efficient, and more attractive working tools for qualified drivers.”
“Drivers who handle their trucks safely and efficiently are an invaluable asset to any transport company. Responsible driving behavior can help reduce CO2 emissions and fuel costs, as well as helping reduce the risk of accidents, injury, and unplanned downtime. Our new trucks will help drivers work even more safely and productively and give our customers stronger arguments when competing to attract the best drivers,” Alm said.
The new truck models are available with many different cab models “and can be optimized for a wide range of applications,” Volvo noted.
“In long-haul trucks, the cab is often the driver’s second home. In regional transport trucks it often serves as a mobile office, while in construction the trucks are robust, practical work tools. Therefore, visibility, comfort, ergonomics, noise level, maneuverability, and safety were key focal points when developing all the new truck models. The truck exterior has also been upgraded to reflect the new trucks’ properties and create an attractive overall design.” n
Volvo Trucks is launching four new heavy-duty trucks, with a strong focus on the driver environment, safety and productivity.
News continued on page 18
Mack Debuts New MD Truck Series at the Work Truck ShowIn late January, Mack Trucks announced its Mack MD series of medium-duty trucks: The Mack MD6, a Class 6 model, with a Gross Vehicle Weight Rating (GVWR) of 25,995 pounds; and the MD7, a Class 7 model, with a GVWR of 33,000 pounds. At March’s Work Truck Show in Indianapolis, Mack publicly unveiled the vehicles for the first time.
“Mack is extremely proud to reach even more customers through our medium duty Mack MD6 and MD7 models,” said Jonathan Randall, Mack Trucks senior vice president of North American sales and marketing. “With these trucks, Mack now offers a complete lineup of Class 6 to 8 vehicles, and the Mack MD Series will enable us to meet the needs of those customers desiring Mack’s legendary durability in a lighter weight GVWR configuration.”
Both trucks are available in 4x2 configurations, and are “ideal for dry van/refrigerated, tank truck, dump, stake and flatbed applications,” Mack noted. Drivers don’t need a CDL to drive the MD6 if the payload isn’t hazardous. n
Mack Trucks unveiled to the public for the first time its highly anticipated all-new Mack® MD Series of medium-duty trucks during the Work Truck Show March 3-6 at the Indiana Convention Center, Indianapolis.
Walmart Driver Celebrates 4 Million Safe MilesWalmart truck driver James Luckett, of Brookhaven, MS, recently celebrated four million “safe miles.” Speaking at a ceremony announcing his achieve-ment, Luckett said he achieved the milestone “half a mile at a time and with a lot of help from above.” Luckett has worked for Walmart for 31 years.
Walmart presented Luckett with a $10,000 check at the ceremony. It wasn’t just Walmart that recognized James’ achievement. The Mississippi Highway Patrol joined in the celebration as well. For further details, visit https://bit.ly/39VHuSh. n
17
You can only convince others of what you, yourself, believe.
News continued from page 17
Trader Interactive Acquires NextTruckTrader Interactive adds four online market-places from Crosby Harrison to its portfolio
Trader Interactive, parent company of Com-mercial Truck Trader, recently acquired four online marketplaces from Crosby Harrison, including the NextTruck marketplace. Trader Interactive is a leading marketplace and digital marketing services provider for the lifestyle and commercial vehicle industries. The transaction shows the company’s com-mitment to vertical expansion in the commer-cial trucking industry.
In addition to NextTruck, Trader Interactive also acquired Rock & Dirt, Tradequip, and Trade-A-Plane, adding to their existing portfolio of online marketplaces. These mar-ketplaces include Commercial Truck Trader, Equipment Trader, Cycle Trader, RV Trader, Aero Trader, ATV Trader, PWC Trader, and Snowmobile Trader.
Like Commercial Truck Trader, NextTruck is a digital listing service for the sale and pur-chase of commercial trucks and trailers. As part of the acquisition, NextTruck will keep its independent branding, supporting consumers’ preference for multiple touchpoints on the path to purchase, and helping to maximize the visibility of available commercial vehicles for participating dealers and OEMs.
“We have made exceptional gains across our entire portfolio over the past few years, including strong increases in site traffic, market share, and technology-driven services, and these expansions have generated more leads and sales for our customers,” said Lori Stacy, CEO of Trader Interactive. “This trans-action will continue to fuel our growth by increasing our penetration in the commercial vehicle space, giving us new ways to provide value to dealers and OEMs.”
“The path to purchase today is largely digital, and Trader Interactive has mastered the art, as well as the science, of supporting both the supply and demand sides of marketplaces more than anyone else in our vertical sectors,” said Adam Strachn, CEO of Cosby Harrison. “This transition will strengthen the offerings we’ve built, taking advantage of Trader’s deep technol-ogy expertise, and leave our customers, as well as visitors to our marketplaces, in good hands.”
The transaction closed on February 10, 2020. Financial details were not disclosed. n
On the UTA Website…The CARES (Coronavirus Aid, Relief, and Economic Security) Act funds several programs that trucking industry members may want to investigate. The Paycheck Protection Program (PPP) is especially relevant, as it provides 100% federally guaranteed “forgivable” loans to help small businesses con-tinue paying their employees during the coronavirus emergency.
Through the UTA website you can view the following documents to help you learn more about this program.
» A brochure from the U.S. Chamber of Commerce that describes the Paycheck Protection Program.
» A factsheet for borrowers with further information.
» The Paycheck Protection Program application form.
The Small Business Administration’s website www.sba.gov includes a list of lenders currently participating in the program. For further information about the PPP visit this site from the U.S. Chamber of Commerce. For further details about the assistance available through CARES visit this site from the U.S. Department of the Treasury.
Note: This information is current as of April 16, 2020. Funding is limited, so be sure to check the websites listed for the most current information.
18
19
Deb and Brad [email protected]
meant something. The younger ones knew that, and we fit them into the stories we’d heard. But the actual little books we held in our hands are what made those stories real to us. They clearly meant something unspoken to Mom who kept them. (They went to our brothers when she died.) To me, they represent resil-ience, strength, and the devotion of a mother to her children.
Being able to read the food items each boy was allotted helped us better understand why Mom’s pantry was always bursting with food decades later. Of course, we knew she’d come of age during the Depression and assumed that was the reason. Thinking of a young mom, who’d grown up knowing hunger, trying to adequately feed her children on rationed supplies, shows us resilience, creativity, and courage we only hope to approach. How much strength is to be seen in living every day under clouds of uncertainty and threat? All told, their lives included more than a decade of economic strife and worldwide devastation. They shied away from nothing and did what had to be done, but they also did more than even that. They went on to raise a family to believe in the power of right, justice, kindness, and patriotism. “Never give up your faith in the American people,” Dad always said. We knew he was speaking from a place of first-hand knowledge, and that’s where the lesson of devotion fits into this.
With devotion, our elders faced and overcame the challenges of their generation, and the devotion they had to their children gave them strength to then go on and provide a great life for the family they cherished. A huge part of that life was informed by the values of these wise elders. Now that it is left to us, we must dig into our memories and exhibit their resilience, strength, and devotion as they once did. So, we don’t know if we should envy you who read this or if we’ll long for this day as we write it. But we do know we stand on the shoulders of giants. We know what they taught us, and we saw them put it to use. We’ll figure out how to apply those lessons to our own time, and hopefully we’ll show those who follow behind just a bit of what we were so blessed to know. And, we’ll never lose our faith in the American people. So, go wash your hands, stay home, and keep six feet of distance between you and others when you do have to go out. At least, that’s the way things look from where we sit. n
We’re struggling to explain the view from where we sit as we sit down
today to write. The first early days of spring have brought their customary bursts of flow-ers, shrubs, and grass. The days are either storybook perfect or gray and rainy as so many are this time of year. The air is sweet, the birds are singing, and we would normally be envious of you who are reading this in mid-April. In other years, we’d have every reason to be since by now you’re living in the height of spring, and we still have a way to go. But this year isn’t like other years. Will we be longing for our March lives once April has come and gone?
With the emergence of the Covid-19 pandemic, everything in life seems different now, and many things are. The uncertainty of what this plague will leave behind forces us to envision worst-case scenarios. That’s hardwired into our DNA. If we can imagine the worst, then we can prepare to avoid it, unless we allow fear and anxiety to overcome us so that our brains are no longer problem solving, just reacting from fear. There’s a huge difference between those two. But, how do we manage to tamp down the stress amid a real and present threat? To answer that question, we have always turned to our elders. As we’ve said before, we’ve been lucky to live among many older people throughout our lives. We’ve used the lessons of their long and varied lives to help guide us along the way. This time we looked around for the guidance of the elders, and, DANG, now that’s us! Having been born into an old family also meant missing my elders throughout most of our adult lives. We’ve tried to fill their shoes in my own family.
To even attempt that, we had to look back through our memories for examples of how the ones who worked through the Depression and then went on to fight WWII managed to live through such harrowing times. The memories came pouring in. My mother’s sewing box still held the ration books for my two oldest brothers who were infants and toddlers during the war. It was just always understood, they
![TRUCKING INDUSTRY - truck.net.au · [ 6 ] TRUCKING INDUSTRY ENVIRONMENTAL BEST PRACTICE GUIDE ThE AUSTRALIAN TRUCKING ASSOCIATION The Australian Trucking Association (ATA) is the](https://img.dokumen.tips/doc/110x75/5e04335e0db1961dcb6e14ec/trucking-industry-trucknetau-6-trucking-industry-environmental-best-practice.jpg)
