1. education
2. graduate school
3. college

1.877.gets.uta • www.uta.org
Used Truck Association
Chartered May 16, 1988
Published by the Used Truck Association
325 Country Club Drive, Suite A
Stockbridge, GA 30281
Table of Contents
Volume 14 • Issue 11 • November 2012
How to Cultivate Top-Performing
Sales Reps
W
e recently spoke with Shannon Eckhart of the Corporate Executive Board (CEB),
about CEB’s bestselling book The Challenger Sale: Taking Control of the Customer
Conversation. The book is based on CEB’s study of more than 6,000 sales reps; their research
uncovered some surprises.
The study found sales reps fall into one of five profiles:
The Hard Worker
■■ The Problem Solver
■■ The Challenger
■■ The Relationship Builder
■■ The Lone Wolf
■■
Board News & Views............................2
Face to Face with Ted Booth................4
New Members...................................5, 6
Moving on Down the Road:
Catching Up With Brandon Hess........6
Thurston Wins
Truckmovers.com’s iPad.....................8
The Brooks Group
Sales Tip of the Month.......................8
Membership Challenged…
Membership Responds.......................9
2012 Scholarship Recipients............. 9-11
Depreciation Returns
to the Sleeper Market................ 16-17
Industry News Briefs.................... 20-22
Polk Used Truck Data.........................23
Industry Events Calendar.................... 25
From Where We Sit............................29
The UTA…
Members Supporting Members!
SHARE YOUR news
with the UTA Industry Watch.
Send submissions, ideas and
comments to:
UTA Industry Watch Editors
Brad and Deb Schepp and Jay Burgess
c/o Grace Management
325 Country Club Drive, Suite A
Stockbridge, GA 30281
Phone: 877-GETS-UTA (877-438-7882)
Fax: 770-454-0029
[email protected]
It turns out that building relationships is no longer the way to go. The authors concluded that each
profile can turn in average performance, but only one consistently outperforms—the “Challenger.”
In fact, Challengers were found to consistently outperform other types of sales reps by nearly 15 percent.
Our Q+A follows.
UTA Industry Watch: Please describe what Challenger reps do differently from other reps.
CEB: While most reps focus on building customer relationships, the best focus on pushing
customers’ thinking, introducing new solutions to their problems, and illuminating problems
customers overlook.
Specifically, they:
■■ Teach
■■ Tailor
■■ Take Control
UTA Industry Watch: You also mention that Challengers target specific kinds of prospects.
Please explain.
CEB: While most reps are trying to master selling solutions, the best evaluate which accounts to
prioritize, and which specific buyers within those accounts to target.
Specifically, they target:
■■ Accounts where their needs are still undefined
■■ Individual buyers who are skeptical change agents — called “Mobilizers” — over friendly “Talkers”
UTA Industry Watch: What’s the primary lesson to
share with sales managers seeking to improve
performance from their sales reps?
CEB: The good news for companies whose ranks are
not already filled with Challenger sales reps is that
Challengers aren’t only born, they can be made. Up to
80 percent of sales reps can become Challengers when
armed with the right tools, training, and coaching.
Companies can immediately begin to leverage the
un-tapped value locked away in the core of their sales
force. By transforming the existing sales force into a
Challenger sales force, companies can begin to realize
the financial benefits associated with higher levels of
sales performance.
Cultivate continued on page 23
2012
Board of Directors
UTA Industry Watch
Board News and Views
Reflections on the UTA Convention
W
ow! That’s the first thing that comes to mind as I sit back and reflect on the recent
UTA annual convention in New Orleans. I had a great time catching up with old
friends as well as meeting many new friends!
Front, L to R: Kenny Doonan, Tim
Ormsby, Tim Ronan, George Barnett,
Marty Crawford, Mike Thurston
Back, L to R: Bryan Boyd, Bryan Haupt,
Sheri Aaberg, Tom Pfeiler, Rick Clark,
Lara Haag, John Cosgrove, Bobby
Williams, Ken Kosic, Jay Burgess alternate (not pictured)
President
Rick Clark
Vice President
Bobby Williams
Treasurer
Tom Pfeiler
Secretary
Sheri Aaberg
President Emeritus
Marty Crawford
Affiliates & Benefits Committee
Chairman
Bryan Boyd
Convention Committee Chairmen
Sheri Aaberg & Tim Ormsby
UTA Jerome Nerman Family
Foundation Scholarship Committee
Chairman
Tim Ronan
Elections Committee Chairman
George Barnett
Marketing Committee Chairmen
Jay Burgess & Rick Clark
Medium Duty Committee Chairman
Tom Pfeiler
Membership Committee Chairmen
John Cosgrove & Kenny Doonan
This was my first year as a board member, and I can now fully appreciate all of the hard
work and time our board members put in each year to make our association great. Now I
understand what they mean by a “working board.” No one person runs this organization.
It is literally run by all of the board members. I have had a great year of fun and learning! I
have attended the majority of the annual conventions since the first convention, and they
just keep getting better and better.
I believe the biggest thrill I received this convention was the opportunity to sit down and
talk to Jerry Nerman about how the Used Truck Association got started. I worked for
Arrow Truck Sales for several years during the 1990’s. I began as a retail salesman in
Atlanta and then worked my way up to the assistant manager’s position, and finally to
the branch manager’s position. I met Jerry Nerman a few times when I went to Kansas
City during my tenure, but never really got to know him. I knew of him by reputation
only. So you can imagine how thrilled I was when I had the opportunity to sit down
with him at this year’s convention and talk about the beginning.
Jerry Nerman and his partner Melvin Spitcaufsky owned Arrow Truck Sales, and
Jerry wanted to grow his business by doing what we all did, join the Used Truck
Association. But there wasn’t one. So he did the next best thing: he went to join
the new truck guys at the American Truck Dealers Association. Then something
happened I cannot imagine. They told Jerry Nerman “no.” They turned him
away because he was not a “franchise” Truck Dealer.
As history has proven, Jerry did not roll over and quit. He got with his good
friend Marvin Gordon, who was at the time the editor of the Truck Blue
Book, and asked how he could start an association like the ATD. Mr.
Gordon thought it was a great idea and the two of them started making
history. I look back and wonder how it was in the early days.
It had to be tough! Imagine running a successful business of your own
as well as spending many hours getting an association up and
running. Thank you Jerry for your time spent with me in New
Orleans as well your vision of the Used Truck Association!
The Used Truck Association is such a large part of my life I cannot
imagine being where I am without the association’s help,
encouragement, and contacts. For me it is a great since of pride
when I look out in our lanes at the auction and 75 percent of
our buyers and sellers are UTA members. It tells me our
auction lives up to the creed to which we subscribe as UTA
members. I am proud to be a part of this great association!
Jay Burgess
Co-Chair Membership Committee
[email protected]
Training Committee Chairman
Ken Kosic
UTA Dealer Group Committee
Chairmen
Mike Thurston & Bryan Haupt
UTA.org Website Committee Chairman
Bobby Williams
2 November 2012
www.UTA.org
UTA Industry Watch
www.UTA.org
November 2012 3
UTA Industry Watch
Ted Booth
T
ed is the Director of Product Remarketing
for Mack/Volvo Trucks Canada. He is
based in Mississauga. Ontario. He started in
life in the truck industry in 1974 when he
signed on as a third-year apprentice mechanic
for an International Truck dealership in his
own home town. Ted started out in automotive repairs and moved briefly to working on
heavy equipment before settling into truck
repairs. “That’s where I found my home,” he
said. Ted had always thought he’d like to
work as an aircraft technician, but that was
not to be. “Dad actually wanted me to be a
lawyer,” Ted reminisced. “I likely should
have listened to him, but then I would have
missed all this fun!”
And fun is still the way he looks at his job.
“To this day, it is still the deal,” he said.
“Bring me a sale, bring me a deal I can
negotiate and get pushed through. It’s my
favorite part of the process. One truck or ten
does not matter!” Of course Ted didn’t go
from fixing trucks to managing a staff of
accomplished salespeople moving 500 to 600
units a year. He literally climbed his career
ladder to get where he is today.
4 November 2012
The International dealership where he began
his career was an Idealease franchise. In
1985, Ted moved with that company to take
over as Shop Foreman. The company was
subsequently sold to a major Canadian
leasing company. “I learned a lot about the
leasing business as well as trucks,” he said.
That brings us to Ted’s current position for
Mack/Volvo. “I manage millions of dollars
of assets from start to finish,” he explained.
“I have responsibilities for setting residual
values and spec variances on the new sales
side on FMV leases, buybacks and trade
backs, and return and dispersal of all units.”
Ted attributes his success to dedication and
lots of hard work and long hours. But even
more, he notes that being persistent, using
good judgment, and being willing to listen
and share ideas with contacts have proven to
lead him to success. That’s the advice he
offers to younger people starting out in the
industry, too. “Listen to your peers and share
ideas with them,” he advised. “Some of the
best ideas I ever found came this way.” Ted
also values belonging to organizations and
associations that offer business contacts,
sales tools, and knowledge. In addition to
being a member of UTA, Ted has also served
as president of the Ontario chapter of the
American Traffic Safety Services Association
(ATSSA).
Ted sees challenges for younger salespeople
coming from the rapid changes in technology. “The complexity at which equipment is
evolving will be a challenge just to keep up
with let alone manage your associated costs
to end up with a bottom line,” he said.
“Hidden costs, as I see it, will be rampant.”
Ted noted that people entering the industry
now will need to stay technically advanced
in both the rapidly changing truck technology but also in IT technology that changes
and advances so quickly.
In looking back at his long career, Ted
remembered his time as the ATSSA president
with pride. He also turned to both his
promotion to Shop Foreman and his current
position as moments of great career satisfaction. Of course, becoming Dad and then
Grandpa trump even his remarkable career
success. Ted and his wife Liz have been
married 42 years as of Halloween. “Yes, Liz
and I were married on Halloween,” Ted
noted. “She also has a sister with a birthday
that day, so it is a special day in our group.”
Ted and Liz have two daughters, Shirley 41
and Michelle 40, shown in the picture with
Ted and two great sons-in-law, Steve and
Raymond. The couple also enjoys two
wonderful grandchildren, Dalton, 14 and
Paisley, 11. Although he claims not to be very good at it,
Ted enjoys golfing. He also loves fishing and
hunting, and weekends spent with his family
and friends in his trailer taking in the local
stock car racing that he really enjoys if he
can’t find a NASCAR race to watch. “There’s
something about burnt rubber and burnt
exhaust fumes,” he mused. “It is likely just
the old mechanic in me.” n
www.UTA.org
UTA Industry Watch
New
Members
It’s always a treat to welcome new members to the Used Truck Association. Each month we
profile our new members in this newsletter. New members have the opportunity to complete a
bio and send a photo so our current members can learn more about you. We hope to learn not
just how to reach you, but what you enjoy about the work you do, why you joined the UTA,
and what gets your gears going as a person. So please return your questionnaire so your
fellow UTA members can get to know you!
If you’d like a copy of the new member brochure handed out at the convention, please
contact David Grace at [email protected] or 770-389-6528 ext. 404.
Tom Andrus, Owner
Ron Edwards, Used Truck Manager
Mike Kramer, Sr. Vice President, Sales
Tom Andrus Truck & Equip. Sales
6369 Waters Road
Red Creek, NY 13143
(315) 785-6135 (w)
(315) 952-3782 (c)
[email protected]
Kenworth Sales Company
4100 South Transport St.
Boise, ID 83705
www.kenworthsalesco.com
(208) 345-6410 (w)
(208) 739-8121 (c)
[email protected]
Proxibid
4411 South 96th Street
Omaha, NE 68127
www.proxibid.com
(877) 505-7770 (w)
mike.kramer@
proxibid.com
The affable Ron Edwards joined our industry
over 20 years ago. His first job was as a
technician. The best part of the job he has
now is that he’s on the selling side of the
business; he especially enjoys closing a deal.
Mike started out in the
truck industry in 2000,
and his first job was
selling trucks.
Bill Borris, National Accounts
Manager
IronPlanet
10684 SW McKinney St.
Tualatin, OR 97062
(503) 214-0258
[email protected]
Doug Carmichael, Director of Used
Equipment Sales
Covenant Transport
400 Birmingham Hwy
Chattanooga, TN 37419
www.covenanttransport.com
(423) 463-3390 (w)
(423) 240-2720 (c)
[email protected]
We caught up with Doug on a warm fall
afternoon, just a few weeks before the
Convention. Doug says he got his start as
an owner/operator back in 1981. When
asked why he joined the UTA he mentioned
that he already had many friends who were
members. His favorite part of the job he has
now is “buying and selling,” he said
enthusiastically!
Randall Cornell, Vice President
- Maintenance
Con-way Truckload
4701 E. 32nd Street
Joplin, MO 64804
www.conwaytruckload.com
(417) 623-5229 (w)
(417) 434-0929 (c)
[email protected]
www.UTA.org
Another Kenworth Used Truck Manager
suggested Ron join the UTA for its networking
opportunities and information sharing about
the industry. That’s why he’s here today.
How does he enjoys spending his spare time?
Well that’s changed a bit in the last couple of
years. When his kids were in school “it was
about them,” he said. But now he enjoys
more vacations as well as the other benefits
that come with having a newly empty nest.
John Hernandez, Export & Wholesale
Manager
SelecTrucks of Houston
10011 N. Loop East
Houston, TX 77029
(713) 580-8531 (w)
(713) 882-9936 (c)
[email protected]
Dan R. Hill, Sales
Tired Iron, LLC 417 W 7th Street, Suite 205
Tulsa, OK 74119
www.tirediron.com
(918) 392-4999 (w)
[email protected]
Dan traces his career
in the truck industry
back to 1979, when he
worked as a finance
collector and in repo
sales. He feels that UTA provides a great
forum for learning, which is important as
Dan believes that “learning is what we do
daily in this industry.”
He’s hoping UTA
membership will yield
some sales leads.
If he couldn’t be in trucking, Mike would
choose to work with construction
equipment “because it’s very similar to the
trucking business.”
But we don’t see him leaving trucking
anytime soon—he enjoys it that much. “My
job at Proxibid is truly amazing,” he said. “I
really look forward to coming to work every
day and working with our team.” In fact, he
says the best part of his job is having the
opportunity to work with hard-working,
“salt-of-the-earth” people.
Mike also mentioned he’s excited about the
chance to share his passion for Proxibid
with UTA members.
Frank Meehan, Vice President
Transedge Truck Centers
1407 Bulldog Drive
Allentown, PA 18104
www.transedgetruck.com
(610) 395-6801
[email protected]
New Members continued on page 6
November 2012 5
UTA Industry Watch
New Members continued from page 5
Scott Oldt, Credit Manager
Ken Plyler, Sales
Volvo Financial Services 7025 Albert Pick Road Greensboro, NC 27409 (336) 931-3870 [email protected]
Tired Iron, LLC 417 W. 7th Street, Suite 205
Tulsa, OK 74119
www.tirediron.com
(918) 392-4999 (w)
(281) 770-2967 (c)
[email protected]
Scott’s been in the finance end of the
business since he first joined the trucking
industry back in 1990. He’s worked with
both independent and captive finance
companies since then.
He’s joined the UTA now to promote and
support the used truck industry, and the
dealer base that Volvo Financial Services
and Mack Financial Services support.
When we spoke to him he was looking
forward to the upcoming convention where
he was slated to help present his firm’s
full-service financial offering to dealers,
together with an industry update.
Stuart Smith, Wholesale Manager
SelecTrucks of Houston
10011 N. Loop East
Houston, TX 77029
www.selectruckhouston.com
(713) 674-0000 (w)
(281) 413-8859 (c)
[email protected]
In Scott’s view things have been going well
for the industry the last couple of years.
“Dealer sales are strong, credits are better,
and prices have held up well,” he said.
Cory Spitcaufsky, Purchasing and
Sales
Wholesale Trucks of America
6501 E. Commerce Avenue, Suite 140
Kansas City, MO 64120
www.wtatrucks.com
(816) 472-7775 (w)
816-260-6940 (c)
[email protected]
Cory joined the industry in 1995 and went
to work for Arrow. He remained in trucking
through 2008, and then went out and did
something completely different: for a time
he handled sales for a company that provides
onsite dental care in nursing homes.
In May of this year Cory rejoined the truck
business. “It’s what I know and am
comfortable with,” he shared. In coming
back to trucks after several years away,
Cory’s enjoying working again with people
who have become friends over the years.
“It’s been fun to figure out how to do things
today versus when I was in the industry
five years ago,” he said.
In his spare time Cory enjoys his family
time with his three-year-old son and his
wife. He also plays golf when he can.
Scott enjoys golf and spending time with
his family during his free time.
Moving On Down the Road: Checking in with Brandon Hess
B
randon Hess recently moved from retail sales for Arrow, Kansas City, to Purchasing and Sales for Wholesale Trucks of America. Now any
job change requires some adaptation, but this one could have required more than usual. You see, Brandon’s new boss at Wholesale is none
other than his dad Al Hess, 2009 Marvin F. Gordon Lifetime Achievement Award winner, and a longtime veteran of the industry.
Brandon was with Arrow for about two years working on the retail sales side. At his new job however, as Purchasing and Sales Manager, his main
responsibility is to acquire inventory. That’s a big change but Brandon says he likes his new job a lot, and that he works with “a lot of good people.”
We wondered what it’s like to work for your father though and asked Brandon how that was going. Brandon’s response was quick and to the point.
“It’s his way or the highway,” he said. But Brandon’s actually fine with that. While he’s only been in the industry about six years, his father is a
30-year veteran. What better mentor could one ask for?
Brandon closed by saying he loves to help other UTA members so don’t
hesitate to give him a shout.
Oh, about that picture of Brandon in an orange jumpsuit. In sending it to
us Brandon said he wore his orange jumpsuit “to keep my nickname given
to me by Mr. Clark — ‘The Criminal.’”
Of course we asked where the nickname came from. Brandon’s response
via email:
6 November 2012
Have you ever seen Animal House?
When they give the guy the pledge name Pinto?
The pledge says “Why Pinto?”
Belushi belches and says “Why Not?” That’s about the best way to describe it. It was just given to me. n
www.UTA.org
UTA Industry Watch
Thurston Wins Truckmovers.com’s iPad
M
ike Thurston of The Larson Group was the lucky
winner of an iPad given away by TruckMovers.com at
the convention’s Vendor Expo. While many attendees dropped
in their business cards to enter TruckMovers.com’s drawing,
Mike’s card was the one chosen.
Mike was quite happy (naturally) that he won.
“My wife has one that I never used,” he told us.
“This was my first. I have used it a ton and I
love it.”
Mike also took a moment to thank all of the
vendors that support UTA. “I can’t
say enough how much I appreciate all of the great support all
of our UTA vendors give
to our industry. We
could not be
successful without
them.”
Strategies for taking on the
“You’re too high” price question.
Only a
mediocre
person is
always at
his best.
~ Somerset
Maugham
8 November 2012
1. Respond with “Really? Huh? Oh!” and then
be quiet.
Reason: This puts the pressure on the prospect
to tell you why they think you are too high.
2. Justify – go back and review recommendations and build value again.
3. Subtract – “We can work to give you a better price but what
would you like to remove?”
Reason: People do not want to give up something once they
have mentally bought it.
www.UTA.org
UTA Industry Watch
Membership Challenged…Membership Responds!
O
ur members have once again rose to the challenge of raising money to ensure the
continued success of the UTA-Jerome Nerman Family Foundation Scholarship
Fund. Whether you donated $10 or $10,000, whether you wrote down your donation
on a pre-printed card or turned in a business card, whether you bought a
mulligan at the golf outing or challenged another member to match your
donation at the dinner on Friday night, or whether you bid on the Brick of
Money or you bought the Brick of Money…thank you from the bottom of my
heart, as well as from our future scholarship applicants. We generated almost
$30,000 for the Scholarship Fund at our convention in New Orleans.
Every year the Board of Directors votes on the number of scholarships to offer. Our
main goal is to at offer at least the same number of scholarships as the previous year.
With the amount of money generated at this year’s convention, and with our Kansas City
Golf Outing coming up in June 2013, we are on the road to matching 2012’s offering of
10 $5,000 scholarships. You can help us put the finishing touches on confirming this
offering by sponsoring and attending our 2013 Kansas City Golf Outing this
coming June. Please watch the website and the newsletter after the first of
the year for the specific dates and times.
As I enter my last year on the Board and being the Scholarship Committee
Chairman, I want to thank each and every one of you for helping me fulfill my
pledge to Jerry Nerman that we will continually grow the fund
and take it to new heights. I look forward
to seeing you in Kansas City in June at our Scholarship Golf Outing!
Best regards,
Tim Ronan
UTA Jerome Nerman Family Foundation
Scholarship Committee Chairman
[email protected]
Our Ten 2012 Scholarship Recipients
Alex Jack
Texas A&M – Sponsored by Ernie Bendele
Alex was born on Friday the 13th and has spent the last 18 years dispelling the myth that that is an
unlucky day. This aspiring dentist had four very demanding high school years as she was active in 4H,
HOSA Club, National Honor Society, National Technology Honor Society, Texas Jr. Livestock
Association, and more. Alex volunteers at her local hospital as well as the local animal shelter. Alex
had to jump into adulthood very fast when her mother was bitten by a rattle snake in their barn. After
spending four days in ICU, her mother needed significant help for months doing everyday activities.
Alex viewed this as a defining moment in her life and rose to the occasion. Alex’s mom did make a full
recovery. Sounds to us like Texas A&M might have to change the name of their football team’s fans to
the 12th WOMAN with Alex there…Gig ‘em Alex! ok?
Jordan Johns
University of Arkansas-Fort Smith – Sponsored by Mike Thurston
Jordan was one of her high school’s valedictorians as well as being a member of the National Honor
Society, Student Council, and All-Academic Team. Jordan’s extra-curricular activities included
gymnastics, softball, basketball, and rodeo. Jordan was a member of the Arkansas High School Rodeo
Team and the Arkansas Rodeo Association. Jordan also found time to volunteer through Community
Outreach and the Adopt-a-Mile programs. She will be pursuing an Accounting degree to follow in her
mother’s footsteps. What a great way to honor a parent. Jordan will continue volunteering when and
where she can. We know Jordan will gallop to the top of her class…Giddy Up!
Scholarship Winners continued on page 10
www.UTA.org
November 2012 9
UTA Industry Watch
Scholarship Winners continued from page 9
Brandy Kimes
Arkansas Tech-Ozark Campus – Sponsored by Mike Thurston
Brandy has grown up in small town America and is part of the backbone of America and what makes
this country great. Brandy is the mother of a one year old little boy named Berkley. He is not only
Brandy’s pride and joy, but her inspiration as well. Brandy understands what it means to strive for
something better, not just for one’s self, but for someone else who is dependent upon her. Brandy’s
innate motivation has led her to be the first in her family to attain a college degree. Working part time,
being a full time student, and most importantly being a full time mom is no easy task, but stand back
and watch Brandy ‘Just Do It!’ Her life has a huge purpose…and his name is Berkley!
Kasey Kosikar
Queens University – Sponsored by Roman Lewinsky
The UTA Jerome Nerman Scholarship goes international! Kasey lives and goes to school in Ontario,
Canada. She has served as Student Council President, has won the Lieutenant Governor Community
Volunteer Award, is a certified lifeguard, and loves to work with children. She uses her lifeguard
abilities to teach kids to swim, as well as teaching them lifesaving skills. Kasey also uses swimming in
helping an autistic child. In 2011, Kasey spent three months in Tanzania, Africa where she was
charged by an elephant and safely got away. She was there visiting family, but volunteered at the local
daycare center where she cooked, and also taught the kids (including how to do the Hokey Pokey
song/dance). Kasey also had the life-changing event of climbing Mount Kilimanjaro. Six days and
19,340 feel later, Kasey had reached the summit. With her own two feet, she surpassed the clouds and
learned that she can achieve whatever she pursues. Keep reaching Kasey….we’re glad to be able to help
you along your way!
Alyssa Miller
North Carolina State – Sponsored by Kevin Miller
Growing up and learning to ice skate on a Minnesota lake before moving to the southeastern US,
Alyssa has become a world traveler. Alyssa truly understands and appreciates family values. Teachers
have also had an invaluable impact on Alyssa and have encouraged her passion to become a teacher.
This passion lead to a 2007 trip to Tanzania, Africa where she witnessed firsthand how students had to
fight for their education by sacrificing tradition, family acceptance, and in some cases, their security.
Alyssa understands the detriment of taking things for granted and has taken her experience to heart.
She plans to use her scholarship to pay down her student loans. Once she has paid them off, she plans
to return to Tanzania as well as to Turkey to teach and make a difference in children’s lives. Alyssa will
show the rest of the world…‘Southern Hospitality’!
Lawrence Pierce
Pima Community College – Sponsored by Angelique Pierce
What do you get when you look up the definition of well-rounded? The answer is Lawrence Pierce.
This young man from the great Southwest finds the time to combine (and be very successful at)
academics, the arts (playing the piano and singing), and athletics. This past school year Lawrence’s
passion, Basketball, restored Peoria High School in Peoria, AZ to its rightful place as Arizona High
School Basketball State Champions, a place that PHS has not been to in 28 years. He hopes to follow
this ‘passion’ all the way to the NBA. Move over LeBron and D-Wade…here comes Lawrence Pierce!
10 November 2012
www.UTA.org
UTA Industry Watch
Joshua Purvis
Lane Community College – Sponsored by Eddie Walker
After serving as an AmeriCorps member and teaching in inner-city Boston Public Schools, Josh
decided to make socially conscious films depicting the ambitions, anxieties, and changing
demographics of working class Americans. Josh now works at an independent art cinema and
participates in programming, marketing, and community outreach. At Lane Community College
Josh continues to hone his craft by learning more about filmmaking fundamentals including visual
literacy, photography, and audio/visual production. Get ready Hollywood…here comes Josh Purvis!
Dean Ryder
Sacred Heart University – Sponsored by Rick Clark
Dean has been a volunteer from a very young age. While working at a camp for physically challenged
people he realized that even though he thought he was the one helping the others, they were helping
him more. Awareness of life qualities like responsibility, perseverance, and empathy do not know
physical bounds. He applies this to his own family when he found out he has a cousin with Cerebral
Palsy. Dean makes sure his cousin, like everyone else, is liked and accepted for who she is, and that
she isn’t made to feel guarded due to a lack of confidence. Dean also volunteers for the cancer
fighting organization Relay for Life, and works at a Kindness Ranch for rescued animals. Grade wise,
he excels at that too. He consistently makes his own list…The Dean’s List!
Erin Vaughan
University of Oklahoma – Sponsored by Tony Hurd and Charlie Anderson
Erin has been a cheerleader since 2nd grade and her desire to be a ‘leader’ promises she’ll have a
bright future. Being a member of Students As Mentors (SAM) as well as being a member of the
National Honor Society demonstrates this young lady’s character. She was initiated at age 11 into the
International Order of the Rainbow for Girls and will reach majority in May of 2013. She also
participated in Choir and Show Choir in high school. She volunteers at St. John Medical Center
working in the Women’s Center, Pathology, Oncology, and Pediatrics departments. Erin plans to
continue after her four year degree to pursue a Master’s in Special Education to teach and work with
Special Needs kids. Erin also hopes to work with the Special Olympics…you’re already golden in our
eyes Erin!
Katie Zielinski
North Central College – Sponsored by Trevor Pasmann
Katie was a member of the National Honor Society in high school where she graduated with an
academic honors diploma. Katie is very active in athletics. She played four years of varsity golf and
two years of varsity lacrosse in high school. Katie is currently on her college’s golf team. But Katie’s
passions go way beyond sports. She also volunteers with Relay 4 Life as well as Habitat for Humanity.
In addition, she finds time to teach Sunday School at her church. Her dream is to teach and prepare
children for their future. She also hopes to one day become a golf coach and give back to others.
Move over Annika Sorenstam .here comes Katie Zielinski!
Congratulations Scholarship Recipients
www.UTA.org
November 2012 11
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CAT, CATERPILLAR, their respective logos, “Caterpillar Yellow” and the “Power Edge”
trade dress, as well as corporate and product identity herein, are trademarks
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Robert Sims
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Justin Orenic
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[email protected]
UTA Industry Watch
Depreciation Returns to the Sleeper Market
By Chris Visser, Senior Analyst and Product Manager, Commercial Trucks
A
n unusually large amount of late August data submitted after the
deadline caused a revision to that month’s figures, resulting in
less impressive retail pricing but stronger sales volume. September’s
results point to a return to downward movement in pricing and
middling results in volume. The wholesale sleeper market remains
stable, with average pricing tied tightly to average mileage. It is likely
that the sleeper market has established ceilings on pricing.
Retail Class 8 Market
Due to August’s late data, we now show sleeper tractors selling for
$400 less than July instead of $700 more. As such, July’s $50,067 result
stands as this year’s high water mark.
As for September, the average sleeper tractor retailed for $48,740, had
549,559 miles, and was 76 months old (see graph). This price represents
a $887 or 1.8% decrease vs. August, with mileage 5634 or 1.0% lower.
Age was older by 1 month. Compared to last September, this month’s
pricing was $309 or 0.6% lower, with mileage 8341 or 1.5% higher and
age 5 months older.
Average Retail Price and Mileage -­‐ All Sleeper Tractors Under 1M Miles $55,000 This graph also illustrates another potential change in market dynamics.
Average mileage for four-year-old trucks did not reach the same heights
as last year. This suggests that late-model iron was utilized to a slightly
lower extent in 2012. It is possible that the market has absorbed a good
portion of the trucks that had been kept in service longer than usual,
and is starting to adjust back to a more typical age/mileage mix.
The steep appreciation in the sleeper market that began in late 2009 started
to slow in August of 2011. After that, results trended slightly upwards
through July, 2012, reversing course with a negligible decrease in August
followed by a more substantial decrease in September. Late-model trucks
provide insight into this movement. In the benchmark four-year-old
segment, average mileage has been essentially flat since May, while
pricing has decreased. This trend marks and end to the unusual increases
in both mileage and pricing we saw starting in late 2009, and suggests
the market may have found ceilings on pricing for this segment.
Looking specifically at the “Average Retail Price by Model Year” graph,
we see that the newest model years have depreciated the most notably.
This behavior is expected, given the increasing numbers of 2010’s and
2009’s in the marketplace over time. However, decreasing prices combined
with flat mileage is evidence that the market has established limits.
580000 560000 $50,000 $45,000 $40,000 540000 $100,000 520000 $90,000 500000 $80,000 480000 $70,000 460000 Price $35,000 440000 Mileage Source: NADA $30,000 Average Retail Price by Model Year -­‐ All Sleeper Tractors Under 1M Miles Adjusted for Mileage 420000 10
M
ar
M
ay
Ju
l Se
p No
Ja v n-­‐
11
M
ar
M
ay
Ju
l Se
p No
Ja v n-­‐
12
M
ar
M
ay
Ju
l Se
p 400000 2007 $50,000 2008 n-­‐
2009 $40,000 2010 $30,000 $20,000 $10,000 Ja
2006 $60,000 Source: NADA Average Retail Price and Mileage: 4 Year Old Sleeper Tractors 650000 $85,000 600000 $75,000 550000 $65,000 500000 450000 $55,000 Sep Jul Aug Jun Apr May Mar Oct Nov Sep Jul Aug Jun Apr May Mar Dec Jan-­‐1
2 Feb Late-model trucks have also been revised to show downward movement
since May. Specifically, the benchmark four-year-old sleeper tractor
retailed in August for $709 less than July. September came in with a more
substantial $2238 or 3.4% month-over-month decrease to $63,001.
Average mileage for this cohort was 10,290 or 2.3% higher than August.
Compared to last September, four-year-old sleepers brought $1823 or
2.8% less, with mileage 47,112 or 9.6% lower (see graph).
Jan-­‐1
1 Feb $0 Wholesale Class 8 Market
Following August’s influx of late-model, low-mileage sleepers, September’s
age and mileage mix was more typical, sending the average price down
to a predictable degree. The average sleeper tractor wholesaled in
September cost $32,909, had 632,752 miles, and was 85 months old
(see graph). September’s pricing was $7223 or 18.0% lower than
August’s, with mileage 63,246 or 10.0% higher. Age was 5 months
older. Compared to last September, pricing was $6914 or 21.0% higher,
mileage was 46,155 or 6.8% lower, and age was 1 month newer.
We have not yet identified appreciably lower pricing at any mileage
point. As such, we consider the wholesale market flat and predictable.
400000 $45,000 350000 $35,000 Jul 250000 Sep Mar Nov Jan-­‐12 Jul Sep Mar May Nov Jan-­‐11 Jul Sep Mar May 16 November 2012
May Source: NADA $25,000 Jan-­‐10 300000 Price Mileage www.UTA.org
UTA Industry Watch
Average Wholesale Selling Price: All Sleeper Tractors Under 1M Miles $45,000 750000 $40,000 700000 $35,000 650000 $30,000 $25,000 600000 $20,000 550000 $15,000 500000 $10,000 $5,000 2 per. Mov. Avg.(Mileage) 450000 2 per. Mov. Avg.(Price) Source: NADA $0 Jul Sep Mar May Nov Jan-­‐12 Jul Sep Mar May Nov Jan-­‐11 Jul Sep Mar May Jan-­‐10 400000 Sales Volume
The revision to August data sent that month’s sales per dealership up to
6.7 trucks, up from 5.9 in July. Interestingly, September’s results were
back down to 5.7 (see graph). Overall, the January-September average
is 6.1, which is identical to 2011’s same-period average. The last two
months are likely a reflection of volume of desirable iron returned into
the secondary market. Despite the mild downward movement in pricing,
the market still has appetite for trucks with under 600,000 miles.
Average Number of Sales per Roo3op (NADA Repor6ng Dealers) 8 7 6 5 Retail 4 Wholesale 3 2 1 Source: NADA Jul Sep May Jan-­‐1
2 Mar Sep Nov Jul May Jan-­‐1
1 Mar Nov Jul Sep May Nov Jan-­‐1
0 Mar Sep Jul May Jan-­‐0
9 Mar 0 Conclusion
The market has moved away from its unusual period of increasing
price in the face of higher mileage. Pricing is now following a mild
downward direction, in line with what we would expect in a period of
unusually-conservative business investment driven by political
uncertainty. Fundamentally, low supply of desirable iron will insulate
the market from shifts in demand. Expect more of the same until the
first quarter of next year. n
Reprinted with permission
from the ATD/NADA Official
Commercial Truck Guide®
www.UTA.org
www.nada.com/b2b
November 2012 17
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UTA Industry Watch
Industry News Briefs
“Trucking at a Crossroads” Says ATA’s Grave
Fall Trucking Report Shows Economic Growth
In his annual “State of the Industry”
address, American Trucking Associations
President and CEO Bill Graves said the
trucking industry was “at a crossroads,”
facing many challenges and opportunities.
Graves was speaking before the opening
general session of ATA’s annual Management Conference & Exhibition held last
month in Las Vegas.
Transportation of More Products Can Indicate Greater Demand
“I honestly do believe that anyone who is
operating in the trucking industry is at a
crossroads – in fact you’re facing an entire series of crossroads­—each one
a decision point sending you in directions that will ultimately determine
success or failure, profitability or loss, growth or stagnation,” Graves said.
Graves blamed the federal government and the economy for these
challenges.
“Three of our nation’s biggest problems are the sluggish economy, a
very dysfunctional federal government, and the people of this nation
who lack confidence that the economy will get better and that our
government as it’s currently assembled in Washington isn’t capable of
getting the job done,” he added.
Graves cited the CSA, the federal government’s safety monitoring
program, as an example of Washington’s challenges. “We still believe
that CSA is fundamentally the program that will make travel on the
nation’s highways safer,” Graves said. “But it must be implemented and
managed in such a way as to instill confidence with the industry that
our ‘buy in’ to the program will make our companies stronger, and
not be penalized by inaccurate data or misrepresentation by the
shipping community or the media.”
Graves also cited the administration’s pursuit of a new hours-of-service
rule as an example of another challenge to the trucking industry.
The Fall Trucking Report from TAB Bank shows signs of steady growth
based on monthly truck tonnage, fuel costs, perceived business
conditions, and invoice size. This is good news as historically trucking
and transportation trends are good indicators for the overall economy.
Highlights from the Report:
■■ Diesel prices are again increasing again after the mid-summer
decline and have again topped $4.00 a gallon.
■■ Sales volume for TAB’s core group of clients has grown each month
since an 8 percent drop from May to June. TAB Bank has witnessed
a boost of 6 percent from June to August as carriers nationwide head
into the pre-holiday shipping season.
■■ This increase also correlates with the slight uptick from April to July
in the Industrial Production Index. This industry barometer has
grown steadily in recent months.
■■ A major factor affecting both the increase in total sales and average
invoices is the fuel surcharge portion of an invoice, which has
increased with higher fuel prices.
“As the trucking industry is experiencing growth, the overall economy
can expect to follow suit because as trucks transport more products, it
represents a leading indicator of greater demand,” said Eric Myers,
TAB Bank Vice President of Marketing. Going into the pre-holiday
season, TAB Bank is funding even more receivables from our trucking
clients, which is a strong signal for improved economic conditions,”
Myers added.
While TAB Bank provides funding to a variety of industries its first
industry was transportation. TAB releases a Trucking Report quarterly.
For information about subscribing visit
http://go.tabbank.com/GetTheTruckingReport.html. n
“The rule was working just fine,” he said, “and second I have no doubt
that the changes were the result of political pressures brought to bear
from the White House and not the result of FMCSA professionals
believing that further change was necessary or could be justified.”
Despite those challenges, and others like the driver shortage, the weak
economic recovery, insufficient federal support for infrastructure and
the rise in tolling and rising fuel prices, Graves said trucking was still
well-positioned for the future.
“The essentiality of the industry and a growing demand for freight
movement by truck is unquestioned,” Graves said. “The long-term
macro outlook for trucking has never been better, but the near-term
micro view continues to be very challenging.”
Companies must adapt and change if the industry is to overcome
these challenges, Graves said.
“Those unwilling to embrace change will not survive. As unpleasant as
that option may be, it’s simply a truth that has always confronted the
industry,” he said. “Any of you who know the history of de-regulation,
know that the folks who embraced the changing operational landscape
of trucking were at the vanguard of the industry we know today.” n
20 November 2012
www.UTA.org
UTA Industry Watch
Mack Trucks
Crowns Annual
Walk the Bulldog
Winner
Volvo’s New Trucks Strategy Designed to
Achieve Profitability Target
The Volvo Group outlined a new strategy at Capital Market Day in late
September, which it called an important step for the company as it
strives to increase its operating margin by three percentage points.
“With a strong portfolio of brands, a highly competitive product
offering and a new organizational structure in place, we are in a position
to deliver our full potential as a company. This is what the strategy for
2013 to 2015 is all about,” said President and CEO Olof Persson.
The 2013 to 2015 strategy for Volvo’s trucks business comprises 20
strategic objectives, including:
■■ Increase vehicle gross profit margin per region by three percentage
points.
■■ Reduce actual standard cost of sales on total cost for current offer by
10 percent.
■■ Decrease wholesale selling expenses to five percent of sales.
■■ Reduce R&D cost (spending pace) to SEK 11.5 B.
■■ IT cost on two percent of Volvo Group total cost by 2015.
■■ By optimizing brand assets, become number one or two in combined
Group Trucks heavy duty market share.
To recognize excellence among its sales staff, Mack
Trucks crowned Fred Schmidt of Mack Sales of Charlotte as the
winner of its 2012 Mack Trucks Walk the Bulldog sales competition.
Schmidt competed against 11 other Mack sales professionals, all who
finished at the top of their regional competitions.
Judges evaluated competitors on how well they communicated
product features and benefits based on customer requirements, and
the service and support solutions offered under the MACK Pedigree™
Uptime Protection program.
“Walk the Bulldog is all about ensuring that we continue to provide
customers with the best trucks for the jobs they need to do and have
their backs throughout the ownership experience,” said John Walsh,
Mack vice president of marketing. “Our dealers are key to delivering
on that promise, and this competition is a way to acknowledge the
great work being done every day by some of the industry’s leading
sales professionals and inspire others to up their games as well.”
Bob Dow of McDevitt Trucks, Inc. placed second in the competition,
and Tom Tenseth of Bruckner Truck Sales finished third. This was the
second year for the Walk the Bulldog competition, held at the Mack
Customer Center in Allentown, Pa. The 2011 Walk the Bulldog
champion was Joe Fortnum of Mid-Ontario Truck Centre. n
Establish the commercial presence needed to support revenue growth
by 50 percent across Asia-Pacific and 25 percent in Africa.
By achieving the 20 strategic objectives contained in the trucks strategy,
combined with enhanced profitability in other business areas, the
Volvo Group says it’s taking an important step toward fulfilling its
objective to improve operating margins by three percentage points. Other news presented at Capital Market Day included the announcement
of a new range of heavy-duty value trucks, aimed at emerging and
growing markets such as Asia, South America and Africa. Volvo will
introduce the new truck range in the next few years and preparations
are now being made to start production at the Group’s plants in India
and Thailand. Volvo plans to also produce the trucks in the Group’s
Chinese joint-venture DND for the domestic market.
In Japan, the Group has begun a cost reduction program that will
reduce the cost base by 10 percent. It’s also decided to end production
of UD trucks for the US market “as demand in the cab-over-engine
segment has declined, and the regulatory costs have increased over the
last few years.” The combined cost for the two activities is estimated to
about SEK 600 M and will be charged in the third quarter of this year.
At the event Volvo Construction Equipment also unveiled plans to
develop a Volvo-branded BRIC wheel loader with a substantially lower
cost base than for current Volvo wheel loaders. The new product, the
company said, will enable Volvo CE to “further capture growth in
emerging markets.” n
Industry News Briefs continued on page 22
www.UTA.org
November 2012 21
UTA Industry Watch
Industry News Briefs continued from page 21
EPA Awards $30 Million for Clean Diesel Projects
The U.S. Environmental Protection Agency (EPA) is awarding $30 million
for clean diesel projects as part of its campaign to reduce harmful diesel
exhaust that its says can lead to asthma attacks and premature deaths.
The Diesel Emission Reduction Program, also known as DERA, is
designed to replace, retrofit or repower older diesel-powered engines
like marine vessels, locomotives, trucks and buses.
EPS notes that diesel engines are “durable, fuel-efficient workhorses in the
American economy.” Older diesel engines, however, that predate newer,
cleaner standards emit large amounts of air pollutants, such as nitrogen
oxides (NOx) and particulate matter (PM) the agency said. “These pollutants
are linked to health problems, including asthma, lung and heart disease
and premature death. The clean diesel projects funded through these grants
will work to address the more than 11 million older diesel engines that
continue to emit higher levels of pollution,” the agency noted in a release.
EPA selected winners of this year’s competition based on “a proposal’s
potential for maximizing health and environmental benefits by targeting
areas that have significant air quality issues.” EPA states that reduced air
pollution from diesel engines in these areas can have a direct and significant
impact on community health.
Something new this year: increased funding per award to allow EPA to
target larger engines used in marine vessels and locomotives, which will
result in significant emissions reduced per engine.
DERA was enacted in 2005 and since it was first funded in FY 2008, EPA has
awarded over 500 grants nationwide. These projects have reduced hundreds
of thousands of tons of air pollution and saved millions of gallons of fuel.
For more information on the grants and the National Clean Diesel Campaign
visit http://www.epa.gov/cleandiesel . n
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22 November 2012
www.UTA.org
UTA Industry Watch
Cultivate continued from page 1
“The Challenger Sale” prescribes specific steps companies can take to develop a sales force of
Challengers, which in a study of more than 6,000 sales reps, consistently outperformed other
types of sales reps by nearly 15 percent.
Organizations that want to take advantage of the benefits Challenger reps deliver should:
Generate Buy In – From the senior-most executives to the sales force team members, an
organization must form consensus and buy in to the Challenger vision as the new way forward
for sales.
■■ Identify Their Challenger Deficit – An organization first needs to assess their sales reps and
determine what percentage of the team does and does not fit the Challenger profile. For those
who do not, companies should help reps understand what it will take for them to close their
skill gap.
■■ Align Marketing Support – Sales should educate marketing on the value of customer insight
in today’s solutions selling environment, and the crucial role marketing plays in generating
teachable insights for sales reps to deliver to customers. ■■ Reinforce Challenger Behaviors – A close working partnership between sales and human
resources is a must in order to provide effective training and coaching for sales staff that
reinforces Challenger behaviors on an ongoing basis.
■■
UTA Industry Watch: What’s changed for salespeople over the past few years given that [as
some have stated] “customers no longer need salespeople.” You also mention that Challengers
“evaluate and prioritize accounts.” How can this advice be applied to salespeople working in
dealerships?
CEB: Contrary to conventional wisdom, which holds that sellers must engage customers as
needs are defined, top performers recognize this is far too late in the customer buying process.
Today’s customer can readily identify needs and assess options without supplier support,
resulting in tremendous price leverage. CEB research shows the best sales reps are opting to
engage customers as they passively learn, well before a need is identified.
CEB research shows high performing reps engage prospects with disruptive insight, ultimately
generating their own leads and not relying on traditional marketing channels to deliver them. Given that 57 percent of a typical purchase decision is made by the time a supplier is engaged,
high-performing reps are positioning their solutions well ahead of customer need.
Polk Data
Used Truck Sales
Quarter 3, 2012
The success of the Challenger profile is not surprising given that more than 53 percent of what
drives B2B customer loyalty is the sales experience itself. While business customers perceive
very little difference between suppliers in terms of brand, product, service and price, they
perceive huge difference in terms of the quality of the sales experience.
UTA Industry Watch: You suggest that tailoring a sales message to a customer’s specific needs
and objectives is the way to go, but how can you do this with customers who walk-in unannounced?
CEB: Sales reps can select which insight to use and how to tailor it based on their extensive past
experience with similar situations and stakeholders. Challengers identify the needs, context,
and outcomes each individual is trying to achieve and tailor their pitch accordingly.
Used Trucks
3 49,532
4 16,067
5
8,631
6 13,858
7 13,627
8 60,477
Quarter 2, 2012
GVW
Used Trucks
3 49,632
4 17,026
5
8,567
6 13,848
7 11,952
8 62,174
UTA Industry Watch: How do you take control of the customer conversation without being
“pushy?”
CEB: Challenger reps are defined by their ability to teach new insights, tailor the message for
different types of stakeholders and take control of the overall sales conversation. In contrast to
Relationship Builders, who seek to resolve tension throughout the sale, Challengers maintain a
certain amount of constructive tension across the sale to keep it moving forward. GVW
Quarter 1, 2012
GVW
Used Trucks
3 48,983
4 14,718
5
8,004
6 14,010
7 12,977
8 65,332
Quarter 4, 2011
GVW
Used Trucks
3 43,950
4 12,911
5
7,137
6 12,356
7 11,429
8 53,582
www.UTA.org
November 2012 23
Thanks to all our sponsors who
enable us to put on the best
convention in the industry.
diamond
Arrow Truck Sales
CAG Truck Capital / FairvilleTrucks.com
Commercial Truck Trader
TruckMovers.com, Inc.
platinum
A.E.S./Jack Cooper Specialized
Transport, Inc.
Daimler Trucks Remarketing Corp.
Mack Trucks & Volvo Trucks
Manheim
National Truck Protection
gold
ADESA Corp
Asset Appraisal Services
Bennett DriveAway
Black Book
Caterpillar, Inc.
Coldiron Companies
Cummins
EPG Insurance
FSX
Idealease, Inc.
International Used Truck Centers
Iron Planet
J & J Drive-Away
Michelin North America
NADA
NextTruck
Passco Systems
Premium 2000
Rig Dig
Team Drive-Away
The Truck Blue Book &
The Commercial Trailer Blue Book
Vehicle Inspection Systems
Silver
50000 Trucks.com
ACT Research Co., LLC
Balboa Capital Corporation
Commercial Roadside Assistance
Dealer Solutions
DEKRA-TRS LLC Inspection Services
Doonan Truck & Equipment of Wichita
Eaton Corporation / Roadranger Marketing
Equilease Financial Services, Inc.
Equipment Facts
First Generation
Level6Marketing
Mark Keegans
Mascus
R. L. Polk & Company
RoadRunner Driveaway
Rock and Dirt
Russ Darrow Leasing Co.
SOARR/Interstate Online Software
The Truck Finance Company, LLC
The Truckers Choice
Tired Iron
Transport Topics
Truck & Trailer Access
Truck Paper
Vehicle Inspection Pros
bronze
American Truck Protection
Best Used Trucks
Hino Trucks
Mitsubishi Fuso
My Little Salesman
Parish Truck Sales Inc
Peterbilt of Atlanta, LLC
Rush Enterprises
Wholesale Trucks Of America
UTA Industry Watch
Industry Events
Calendar
january 2013
21 - 24 • Heavy Duty Aftermarket Week
Las Vegas, NV
The Mirage
Sponsored by Heavy Duty
Aftermarket Week (HDAW)
www.hdaw.org
february 2013
8 - 11 • ATD/NADA
Convention & Expo
Orlando, FL
Orange County
Convention Center
http://www.nadaconventionandexpo.org/
MARCH 2013
18 - 20 • ACT’s Commercial Vehicle Industry
Review & Forecast Seminar
Columbus, IN
Location TBD
www.actresearch.net
21 - 23 • Mid-America
Trucking Show
Sponsored by Mid-America
Trucking Show (MATS)
www.jjdriveaway.com
800.282.3549
Kentucky Exposition Center,
Louisville, KY
www.truckingshow.com
APRIL
23 - 26 • NAFA 2013 Institute & Expo
Atlantic City, NJ
They are STILL
trying to figure
it out!
Atlantic City Convention Center
Sponsored by NAFA Fleet Management Association
www.nafa.org
september
You got your
Single, 2 way,
3 way, 4 way...
10 - 22 • Review & Outlook 2013-2017
Sponsored by ACT Research
Columbus, IN
www.actresearch.net
November 2012 25
www.UTA.org
Design and copy courtesy of Turning Heads Media
UTA Industry Watch
26 November 2012
www.UTA.org
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UTA Industry Watch
From Where We Sit
We recently attended a taped presentation of
a lecture presented by Benjamin Zander,
conductor of the Boston Philharmonic
Orchestra and the New England Youth
Philharmonic Orchestra. He has also been a
teacher for more than 40 years. He and his
partner Rosamund Zander have created a
fascinating book called The Art of Possibility.
Benjamin is a highly sought-after guest
speaker, presenting his work at the famed
TED Conference. Among the wise advice
contained in his work, Benjamin encourages us to embrace our
mistakes. He claims that the most effective and best response to a
mistake is, “How Fascinating!” That advice is quite different from
anything we ever received from our teachers, but he makes good
sense. A mistake teaches you so much about what didn’t work or what
went wrong, that each new mistake is an opportunity to learn and
may know that one person who has the sunny
disposition and will be likely to bring good cheer
to the office. You know which one of your staff is
so goal-driven that you can pile him with
important tasks knowing they’ll be done quickly
and correctly. You may also have someone who is a
whiz at creative problem solving. You can hire all
kinds of effective workers, but the personalities
these workers bring are what make an office into
thriving and dynamic working environment.
The whole concept of being a contribution is front and center in the
month of the UTA Conference. Here’s a perfect opportunity to go
among your peers and be the contribution only you can be. There is so
much work to be done in any association, and so many members who
can bring their own particular contribution to the group. So, sure,
offer contributions whenever you wish, but also remember to be the
contribution only you can be. That’s the way to not only fill your own
life with authenticity, but to also boost your business, your community, and your professional associations in the manner in which only
you can do the boosting. At least, that’s the way
it looks from where we sit.
Deb and Brad Schepp
[email protected]
grow much faster than we would in a week that
contained no such good fortune! Sure the mistake may
be a hassle for a period of time, but we’ll come out
better and smarter when that hassle has passed. Okay,
that makes sense. But, we must admit Benjamin
offered us another bit of advice that has resonated
much stronger.
Be a Contribution! Now, no one has ever suggested
that we “be” a contribution. For goodness sake, we’re
all asked to make a contribution almost every single
place we turn. But to be a contribution, that’s a new
and very interesting thought. It must be that when you
conduct a famous symphony orchestra, you have to
think beyond the musicians with the best skills to
offer. Any musician who is eligible to participate on
that level is an accomplished artist. But the way one
person plays the violin will be different from the way
another one of equal skill would play. That’s the
contribution only individuals can express.
So many times we go through our days without
considering the contributions we bring to our lives just
by virtue of being who we are. In your workplace you
www.UTA.org
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[email protected] • phone 901-685-3100 • fax 901-374-9793 • 800 Ridge Lake Blvd., Suite 301, Memphis, TN 38120