Used Truck Association It’s Vegas Baby, a Record ! T - UTA · 2018. 1. 16. · UTA Industry Watch January 2018 3 Susie Bebawy United Truck Centers Manager 13101 Foothill Blvd. Sylmar,

Volume 20 • Issue 1 • January 20181.877.GETS.UTA • www.uta.org

Used Truck AssociationChartered May 16, 1988

Published by the Used Truck Association303 Corporate Center Drive, Suite 300A

Stockbridge, GA 30281

SHARE YOUR NEWSwith 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]: @usedtruckassoc

Table of ContentsBoard News and Views ............................ 2

Quips & Quotes .........................................2

New Members ...........................................3

The Brooks Group Sales Tip of the Month ..........................3

UTA Jerome Nerman Family Foundation 2017 Scholarship Winners ....................... 4-5

OOIDA President, CEO Jim Johnston Dies at the Age of 78 .....................6, 15

Industry Events Calendar .........................7

Happiness, part 2 ......................................7

Women In Trucking: What Did You Miss? ............................ 8

Understanding Trade Terms ...................9

Electric Trucks Begin Reporting for Duty, Quietly and Without All the Fumes ................................10-11

JD Power Valuation Services Update ..............................12-13

Industry News Briefs ......................... 14-15

2017 Convention Photos ................... 16-17

From Where We Sit .................................18

The UTA… Members Supporting Members!

It’s Vegas Baby, a Record !

The Las Vegas convention is now behind us, and what a convention it was, with record atten-

dance of 800+ and record Convention Sponsorship! It started on a beautiful Wednesday evening with a Welcome Reception at the base of the Paris Hotel’s Eiffel Tower. I’m sure you remember it well if you were there. We were outside around the pool, and the evening was warm with the stars shining brightly. Music played in the background.

This was the setting while we got reacquainted with friends. Does it get any better than that? Joining us was a large group of Chinese visitors who came to attend the convention. I also remember spending time with Li Jun of Alliance Drive-Away Solutions, and UTA president Craig Kendall, along with the rest of the group around the pool area.

Next, on Thursday morning there were updates from Craig Kendall and various Committees, as well as a tribute to one of the UTA’s Founders, Mr. Jerry Nerman. (I’d like to thank his son Louis Nerman for offering such a warm tribute to his father.) Later, ACT Research’s Steve Tam provided an overview of the used truck market. To cap the morning off, Keynote Speaker Lou Ferrigno spoke about the importance of overcoming challenges in our lives, a presentation everyone enjoyed.

Thursday afternoon began with a networking seminar with UTA’s trainer, George Papp. That was followed by an informative presentation by EPA representatives on emission issues and compliance. A lively question and answer session followed their presentation.

The Vendor Expo, which started Thursday afternoon and extended into the evening, was a fabulous event with interesting and informative displays. A great number of UTA members attended the Expo. In fact, many attendees found the Expo a highlight of the Convention as they could connect with business associates, and get updates on new products and services. The Expo concluded at 7:30 p.m. to allow people time to enjoy the sights and sounds of Las Vegas, and the country music concert sponsored by TrüNorth® Warranty Plans.

Friday began with an informative economic presentation by crowd favorite, Donald Broughton. Then, we all spent the afternoon enjoying a great selection of tours. I only heard good things about all these tours —golf was great, the Hoover Dam tour was fascinating, and the tour of Las Vegas was incredible. I participated in the Walk/Run, which was a lot of fun.

Friday evening’s dinner/dance was capped off with the Lifetime Achievement Award, presented to this year’s winner, Terry Hebron, a well-deserved recipient.

Yes, the 18th annual UTA Convention was a wonderful event for everyone who attended. I want to again thank our generous convention sponsors. Also, a special thank you to Misty Reis, Laura Jones Carter, David Grace, our group of volunteers, and the UTA Dealer Group for their

help and support of this year’s convention.

Now the preparation begins for next year’s convention in Orlando, FL at Universal Studios, where I feel new records will be set!

Thank you for coming to the Convention, and I hoped you enjoyed your time in Las Vegas.

See you in Orlando!

Hal Dickson Convention Co-Chair

UTA Industry Watch

2 www.UTA.orgJanuary 2018

http://www.uta.org/directory

GOVERNING BOARD:

President Rick Clark

Vice President Bobby Williams

Treasurer Craig Kendall

Secretary Amanda Kent

Advisor Marty Crawford

2018 BOARD OF DIRECTORS

Outstanding people have one thing in common: An absolute sense of mission.

~Zig Ziglar

Board News and Views

Welcome to 2018 and the Used Truck Association (UTA), whether you are a new or longstanding member. The Used Truck Association is always looking to promote our

membership, convention, sales training, the education fund and so on. We hold many events throughout the year that we promote for the good of our organization.

At our board of directors meeting at November’s convention we all agreed to work toward making UTA membership of even more value to used truck dealers or dealerships’ used truck departments. Basically, we are going to promote our members to the retail customer looking to purchase a vehicle through several strategies.

The first thing we decided was to have a stick-on decal produced that will say “Used Truck Association Member 2018.” This will identify the selling dealer as a current UTA member. You can display the decal on your front door, or wherever else people are sure to see it. You may well need more than one for your location, or if you have multiple locations. We’re happy to provide additional decals to you. Each UTA member will receive one identity decal this month. To request more, please send an email to [email protected] stating the number you need and the address they should be shipped to.

Next, we have had Laura Carter create a number of advertisements encouraging retail used truck customers to look for a dealer’s UTA logo/decal. Laura’s first advertisement concerns the UTA’s Code of Ethics, which is a great place to start. It shows retail customers what the UTA stands for. In sum, Laura’s job is to brand the UTA, by creating the decal and the advertisements that tell retail customers to “look for UTA Members” when they’re looking to purchase a truck.

Laura’s efforts are part of a “pull-through” marketing strategy. It will include advertisements in publications that retail truck purchasers read, which encourage buyers to look for the UTA dealer member, and to feel comfortable purchasing a truck from these members. Besides adver-tising, Brad and Deb Schepp will submit articles to those publications about what we are doing, and also telling our story about our associa-tion and its members. Of course, the articles will also explain the benefits customers can realize by buying trucks from UTA members.

Rick ClarkUTA [email protected]

UTA Industry Watch

3www.UTA.org January 2018

Susie Bebawy United Truck Centers 13101 Foothill Blvd. Sylmar, CA 91342 www.UnitedTruckCenters.com (818) 837-4595 (w) [email protected]

Andrea Blake, Sales RepresentativeR&R Truck Sales, Inc. 1650 E. Waterloo Rd. Akron, OH 44306 www.rrtrucksales.net (330) 352-6059 (w) [email protected]

Andrea is celebrating her 25th year in the trucking business this year. She’s also been with the same employer, R&R Truck Sales the entire time, which is quite remarkable these days. She’s hoping her UTA membership will help her with remarketing as well as networking.

Andrea says the best part of her job is “spec’ing out new equipment or rehabilitating something old to do a specific job. It’s rewarding when the pieces come together for a customer and they are happy,” she said.

Outside of work you may well find Andrea on a motorcycle excursion with her family. “My husband and I are passionate about motorcycles and riding,” she explained. “Many call us enthusiasts. We now take our daughter with us on long motorcycle trips and enjoy what America has to offer on back roads. THAT is where you really see America!”

Andrea lives by the motto that “you only live once—do it without regrets!”

New Members

It’s always a treat to welcome new members to the Used Truck Association. Each month we profile our new (or just returning) 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!

Curt Gabris, Used Equipment Sales ManagerHogan Truck Leasing Inc. 2150 Schuetz Rd. St. Louis, MO 63146 www.hogan1.com www.facebook.com/hogan1transportation/(314) 802-5912 (w) [email protected]

Curt’s been in trucking for over 30 years, having joined the industry in 1985. His first trucking job was as a Diesel Tech. Prior to that he worked as an auto mechanic.

The opportunity to keep up with industry news, gain contacts, and have access to training opportunities are what drew him to the UTA.

About his current job, Curt said that he really likes dealing with people. “I enjoy making things happen, in our company and for our customers/buyers,” he explained.

Outside of work, Curt’s an avid hunter and motorcycle enthusiast. “I enjoy going to different parts of the country to hunt, and bike,” he said. “I feel most at home in the outdoors.”

Curt wanted his fellow UTA members to know that he’s looking forward to “dealing with, meeting, and learning from as many UTA members as I can.”

Tucker Howse, Wholesale Manager Allstate Peterbilt Group 558 Villaume Ave. South St. Paul, MN 55075 www.allstatepeterbilt.comwww.facebook.com/allstatepeterbilt/(612) 283-3173 (w) [email protected]

Tucker joined the trucking business in 2011, when he began working as a Diesel Mechanic for Voigt School Bus and Motor Coach.

He is hoping that as a new UTA member he’ll meet wholesale professionals looking to grow their network in the wholesale world.

“I am excited to work for Allstate Peterbilt,” Tucker said, “as we look to grow and build a reputation in the wholesale market. So far I have enjoyed working with fast paced and upbeat buyer and sellers who are motivated to move iron.”

Mark Parker, Director of Sales & MarketingBaltimore Potomac Truck Centers, Inc.610 Nursery Road Linthicum, MD 21090 www.bptruckcenters.com (410) 636-6200 (w)[email protected] Mark started his career in trucking in 2008, as a new truck sales representative specializing in medium duty vehicles.

Good sales managers never say, “Do it because I said so.” Instead, they give good reasons and a solid rationale behind each of their directives.

UTA Industry Watch


Jordan DoyleJordan is attending the University of Wisconsin-Eau Claire where he is pursuing a degree in Communications Sciences and Disorders. He hopes to become a speech therapist and work with elementary school children to improve and correct their speech impediments. Jordan grew up in the small town of Shullsburg, WI, graduat-ing Shullsburg High School as class salutatorian.

In his spare time, Jordan enjoys practicing Tae-Kwon-Do.

Bryce FarmerBryce comes from Hardinsburg, IN and graduated from West Washington High School in the spring of 2017. He currently attends Indiana University’s Kelley School of Business. He is working toward a Bachelor’s degree in Entrepreneurship and Corporate Innovation. Bryce has been helping on the family farm from the time he was still a child. Like many farm kids, he helped care for the farm

animals and maintain the crops. During high school, he also worked in trucking, helping to deliver and assemble package freight. His goals were to gain some work experience and save money for his college expenses.

Also, during high school, Bryce was the captain of his varsity football team, and he was vice president of his school’s chapter of Business Professionals of America. He also served for three years as the Director of Communications for the Washington County Community Foundation. Bryce is committed to helping out at home, at school, and in his community, and he brings that devotion to his college life, too. He plans to use his education to work in finance and investment achieving the ultimate goal of owning his own successful and profitable business. Along the way Bryce intends to use his education and knowledge to help his family and his local community, recognizing the help they have offered him along the way.

Emily FordEmily is a senior at Saint Louis University in St. Louis, MO. This spring she will complete her Bachelor of Science in Social Work degree, with a minor in Urban Poverty Studies. Throughout her years at the University, she has worked with those experiencing homelessness, incarceration, and addiction. She feels honored to have been able to help in both administrative and direct-practice support. Emily

participates in both the University Honors Program and the Micah Learning Community. She is deeply appreciative of the opportunities both of these organizations have provided for her to participate more fully in community engagement, service learning, and academic excellence. Next fall, Emily will begin graduate studies at Saint Louis University in the school’s Accelerated Master of Social Work Program.

Elijah FreemanElijah was born and raised in Tulsa, OK. He claims to know just about every back road there is in that city! He graduated from Victory Christian School in May 2017, ranked sixth in his class. Throughout his years in school, Elijah consistently chose the hardest of classes. That meant the fast track program in grade school and AP classes in high school. He has also been a life-long devotee of

all variety of sports. As a child, he endured the teasing of his brothers while he pursued every athletic opportunity he could find, including horseback riding, karate, and baseball. By the time he reached high school, Elijah had settled on basketball and soccer, holding spots on the varsity teams in both sports.

He is attending Oklahoma State University where he intends to continue his devotion to community service. Before even reaching college, Elijah had served on seven mission trips, worked as a camp counselor, and served as a small group leader. His philosophy is “a smile a day keeps the doctor away.” He points to his parents as his greatest role models and enjoys spending time with his friends.

Trevor HeersinkTrevor is an architecture student at the University of Kansas. Although he spent most of his childhood in Eureka, MO, a small town about 30 miles from St. Louis, Trevor has also lived in Oklahoma and Oregon. He is an exceptional student, having achieved a 4.0 grade point average (GPA) at the end of each semester. He is also actively involved in student sports. Growing up, he tried them all,

but he finally settled on basketball and stayed with the sport, making the varsity team. He has held two jobs in his young life, one at a country club near home and the other at a technology company in Kansas City. Trevor has enjoyed them both and found them to be valuable learning experiences. Mostly, he’s enjoyed the camaraderie of his coworkers.

Although his study of architecture has proven to be even more challenging than he’d anticipated, he’s also found it to be a lot more fun. He enjoys the abstract nature of his studies and finds them very thought provoking. Trevor is working to complete a six-year program at the University of Kansas, which will award him with a Masters degree in architecture and a minor degree in business. He is grateful for the help this scholarship will provide as he works his way toward these goals.

2017 Scholarship

Winners Each year the Used Truck Association sponsors events to raise money for the Jerome Nerman Family Foundation Scholarship. Among these events are the Kansas City Golf Tournament and the 5K Walk/Run. UTA members nominate deserving students, and the winners are announced each year when the group gathers at the convention. It is with great pride that we now introduce you to the deserving students who received the 2017 awards of $2,500 each to help them pursue their college educations.

UTA Industry Watch


Maura KnopkeMaura grew up in Kansas City, MO. She will be attending the University of San Diego where she plans to major in Peace and Justice Studies. She enjoys spending time outdoors, dancing, playing tennis, reading, acting, and devoting time to her family and friends.

Jessica KnowlesJessica is currently a junior at Drury University in Springfield, MO. She is studying accounting with plans to become a Certified Public Accountant, with a focus on fraud analytics. Jessica is also working as a Resident Assistant in her dorm at college, and she’s president of her college sorority, Kappa Delta. Outside of school, she works as an account receivables intern at The Larson Group Peterbilt corporate office in

Springfield. She’s held that position for nearly two years.

Jessica LowJessica (Jessie) is attending Kent State University in Kent, OH. She is the daughter of Darren and Christy Low of Bowling Green, OH and a 2017 graduate of Bowling Green High School. During her time in high school, Jessie was a cheerleader on the football and basketball squads and a two-time member of the state championship competition cheer squad. She received the

coaches’ award for sportsmanship and leadership during her senior year. She was a four-year honor roll student, and she was inducted into the National Honor Society in both her junior and senior years. Jessie was also a four-year member of her high school’s equestrian team and received the team’s sportsmanship award during her junior year.

Jessie spent 12 years as a member of the Wood County 4-H as a member of the Black Swamp Outlaws. Although she participated in many projects with 4-H, her favorite was showing her horses. She is currently the president of the organization, having already served in every other office within the group. She has participated in many local charitable activities including blood drives, food drives, and tornado relief, to name just a few. Jessie is pursuing her bachelor’s degree as an exploratory major.

Alexa OlivasAlexa is a freshman at the University of California, Irvine. She is pursuing a degree in Political Science. Throughout high school, Alexa stayed involved in both her school community and her local government. She volunteered for the City of Perris Youth Advisory Committee, and interned for a summer at the Moreno Valley

City Hall. She served as an intern on the campaign team of Congressman Pete Aguilar during the 2016 election. In high school, Alexa was a member of the National Honor Society, and the Junior Varsity Cross Country team. She plans to pursue a career in politics and law, attending law school once she earns her undergraduate degree.

Alexa isn’t quite sure yet which path she will follow in her political studies, but she’s devoted to working within government to make it more effective and responsive to the public’s needs. As of now, she’s considering either working in Congress or in the Judiciary. She is drawn to the Judiciary because of her admiration for the apolitical nature of that branch of government. She dreams that someday perhaps she will serve on the Supreme Court.

Hannah PetrellaHannah is a senior at Fort Mill High School in Fort Mill, SC. She is active in both school and community activities. She is a member of her school’s Business Club, and she is the vice president of the statewide Business Professionals of America organization. She is also a member of her school’s Beta Club and Key Club, both of which involve many community service programs

and activities. Hannah works at a miniature golf course and plays soccer with the Ladies Gold 00 Team at Discoveries Soccer Club.

Sydney SmithSydney is currently attending Middle Tennessee State University in Murfreesboro, TN. She is a graduate of the Central Magnet School in Murfreesboro, graduating as the class valedicto-rian with a 4.0 GPA. She was also a member of the school’s student council, and a varsity player on the school’s softball, basketball, and volleyball teams. She served in leadership roles for those

teams, including team captain.

In college, Sydney was accepted into the nursing program as a freshman. She is working every day to achieve her goal of someday becoming a pediatric nurse practitioner. In her spare time, she works as a Certified Nursing Assistant, a Certified Volleyball Official, and she also operates her own wood-working company, called Lexi & Lou’s.

Congratulations to thesedeservingrecipients!

UTA Industry Watch


OOIDA President, CEO Jim Johnston Dies at the Age of 78By Land Line staff

The Owner-Operator Independent Drivers Association has announced

that Jim Johnston, its resilient leader whose enduring vision secured a position on the frontlines for truckers’ rights for more than four decades, died Monday, Jan. 8. Johnston served as OOIDA president and chief executive officer since 1975.

“Jim loved every minute he spent behind the wheel as a trucker, but when circumstances required it in the ’70s he stepped down from behind the wheel to give a badly needed voice to truckers, the real truckers that move America. Every driver today is better off because of that long ago decision he made,” said Todd Spencer, acting OOIDA president. Our hearts are very heavy as we pass along this sad news – Jim Johnston, OOIDA’s President and CEO, has passed away following a courageous battle with cancer.

Jim was born in Summerfield, Mass., on July 23, 1939, to Richard Vernon Johnston and Dorthea Kelley Johnston. He was raised in the Midwest after the family moved to Davenport, Iowa, when Jim was a child.

He enlisted in the U.S. Navy in 1956. He was a boilerman on four ships – two troop ships, an ammunition ship and a survey ship. After completing his military service in the U.S. Navy, Jim entered the trucking industry as a driver and an owner-operator.

He started driving in 1960, before he had a license to drive a truck. He had partnered up with a friend. The “friend” got an advance on a load and took off with the money leaving Jim on his own.

When Jim drove his truck to the DMV to take his test, the examiner asked how he got the truck there and Jim told him he drove it. The examiner was amused and commented on how big the truck was. Figuring the examiner knew even less about the truck than Jim did, he was sure he had it made. Jim passed his test and “got legal.” He was then driving for Diamond Transportation out of Wisconsin, hauling mostly farm machinery.

It was in 1969 that Jim moved to Grain Valley, Mo., where he got a job trucking for All Star Dairy in Lawrence, Kan. Those were turbulent years and Jim became active in the trucking industry, an industry beset with a growing list of desperations.

The subsequent trucking shutdowns across the country created the need for truckers to form an association in order to effectively

communicate their concerns to lawmakers. In 1973, OOIDA was established. The leadership role of the newly formed Association was soon thrust upon him.

In 1974 he married his longtime girlfriend, Mary Carroll. The couple had met in the early 1960s when Mary was a waitress in Milan, Ill., and she often trucked with Jim. She was a driving force behind OOIDA until her death Oct. 16, 2008, of leukemia.

Most of the Association’s founding members had returned to full-time operation of their businesses by 1975. Jim had been elected president of OOIDA in 1975, its third president since its founding two years earlier. Jim said he was the “only one left and too dumb or stubborn to know when to quit.”

Because of his need to divide his time between operating his trucking business and the Association, one truck had already been lost to repossession and the other was on the edge. One or the other had to go. He gave up his truck to focus on the OOIDA responsibility full time.

From its humble beginnings in a trailer chained to a light pole at a truck stop in Grain Valley, Jim nurtured OOIDA to its current status as the largest national organization of professional truckers in the country.

The determination, strength of character and personal charisma that helped him persevere through the difficulties of OOIDA’s early

years also served to make Jim an outspoken champion for the rights and well-being of all professional truckers. He boldly led OOIDA’s legal challenges against many state governments and regulatory bodies on issues associated with unfair treatment against truckers – winning landmark cases in Tennessee, Alabama, Minnesota and many more. He has taken on major motor carriers for violations in truth-in-leasing regulations and other abuses of small-business truckers’ rights.

Jim considered the case that took down the Tennessee Public Service Commission one of the most satisfying because of the level of corruption with truck enforcement officers shaking down out-of-state truckers for campaign contributions.

OOIDA’s litigation efforts have scored wins in stopping random roadside drug testing, fatigue checklists and put more than $150 million back in the pockets of truck drivers – to name a few highlights.

Jim’s concern with areas of commercial vehicle safety led to his inclusion in numerous research forums on behalf of the views of professional truckers. He was active in White House working groups during the Carter administration. He also served on research panels of the National Academies of Sciences Transportation Research Board, the Congressional Office of Technology

OOIDA President continued on page 17

UTA Industry Watch


ANNIE MCKEE is a senior fellow at the University of Pennsylvania, director of the PennCLO executive doctoral program, and the founder of the Teleos leadership Institute. She is a coauthor with Daniel Goleman and Richard Boyatzis of Primal Leadership, Resonant Leadership, and Becoming a Resonant Leader. The ideas in this article are expanded in McKee’s latest book, How to Be Happy at Work, forth-coming from Harvard Business Review Press.

Reprinted by permission of Harvard Business Review Press. Excerpted from Happiness (HBR Emotional Intelligence Series). Copyright 2017 Harvard Business Publishing Corporation. All rights reserved.

Happinessby Annie McKee

Editor’s Note: This excerpt is from the book Happiness, part of HBR’s Emotional Intelligence Series. Part 1, which appeared in December’s newsletter, discussed why being happy at work matters, (although the author contends many people don’t think that’s necessary.) Here, the author discusses how to be fully engaged and happy at work.

To be fully engaged and happy, virtually everyone tells, we need three things:

1. A meaningful vision of the future. When people talked with our research team about what was working and what wasn’t in their organiza-tions and what helped or hindered them the most, they talked about vision. People want to be able to see the future and know how they fit in. And, as we know from our work with organizational behavior expert Richard Boyatzis on intentional change, people learn and change when they have a personal vision that is linked to an organizational vision.

Sadly, far too many leaders don’t paint a very compelling vision of the future, they don’t try to link it to people’s personal visions, and they don’t communicate well. And they lose people as a result.

2. A sense of purpose. People want to feel as if their work matters, that their contributions help achieve something really important. And except for those at the tippy top, shareholder value isn’t a meaningful goal that excites and engages them. They want to know that they—and their organizations—are doing something big that matters to other people.

3. Great relationships. We know that people join an organization and leave a boss. A dissonant relationship with one’s boss is downright painful. So too are bad relationships with colleagues. Leaders, managers, and employees have all told us that close, trusting, and supportive relationships are hugely important to their state of mind—and their willingness to contribute to a team.

Added up, brain science and organizational research are in fact debunking the old myths: Emotions matter a lot at work. Happiness is important. To be fully engaged, people need vision, meaning, purpose, and resonant relationships.

It’s on us as individuals to find ways to live our values at work and build great relationships. And it’s on leaders to create an environment where people can thrive. It’s simple and it’s practical: If you want an engaged workforce, pay attention to how you create a vision, link people’s work to your company’s larger purpose, and reward individuals who resonate with others. n

JANUARY 201829- Feb. 2 • COHMED Conference, Sponsored by Commercial Vehicle Safety AllianceGarden Grove, CA • www.cvsa.org

FEBRUARY 2- 3 • Mid-West Truck & Trailer Show Sponsored by Mid-West Truckers AssociationPeoria Civic Center • Peoria, ILhttp://www.midwesttruckshow.com/

MARCH 6-9 • NTEA, The Work Truck ShowIndianapolis, IN • www.worktruckshow.com

22-24 • Mid-America Trucking ShowKentucky Exposition Center • Louisville, KYwww.truckingshow.com

22-25 • ATD Show 2018 Wynn Hotel • Las Vegas, NV www.show.nada.org/2018/ATDshow

25-28 • Truckload Carriers Association Annual ConventionGaylord Palms • Kissimmee, FL • www.truckload.org

APRIL8-11 • Truck Renting and Leasing Association Annual MeetingScottsdale, AZ • www.trala.org/meetings

29-MAY 1 • National Private Truck Council Annual Conference & ExhibitionCincinnati, OH • www.nptc.org

30-MAY 3 • Advanced Clean Transportation ExpoLong Beach, CA • www.actexpo.com

MAY10-12 • Kenly 95 East Coast Jamboree & Truck ShowKenly, NC • www.kenly95.com

AUGUST15 • 18 National Truck Driving Championships American Trucking AssociationsColumbus, OH • www.trucking.org

OCTOBER 3-5 • NTDA Annual Convention, Sponsored by National Trailer Dealers AssociationColorado Springs, CO • www.ntda.org

Industry Events Calendar

UTA Industry Watch


What Did You Miss?A Rundown of this Year’s Accelerate! Conference and Expoby Ellen Voie

The Women In Trucking Association’s mission is simply to increase the

percentage of women employed in transpor-tation careers. Whether the role is driver, technician, safety professional, engineer, manager or one of the many other positions in the supply chain, our goal is to attract and retain more women at all levels.

The Accelerate! Conference and Expo brings this goal into one very educational, but motiva-tional and fun-filled event. This year was no exception. Although this was only our third annual conference, over 500 women and men were there to learn, network, and relax. If you missed it, here are some of the things we learned.

Our keynote speaker, Valerie Alexander, charmed and challenged the audience with her talk on “How to succeed in trucking despite having female brains.” Valerie also ended the conference with a talk about how to create happiness and engagement in the workplace. She asked the audience to list 10 positive things that might result from a negative experience, using industry examples to illustrate the case.

Admiral Robert Wray, CEO of Citadel Fleet Safety, talked about leadership and discussed lessons he learned in his four decades of experi-ence in both wartime and peace. He challenged the audience to become more confident, but humble leaders in their organizations and pro-vided many stories of action-oriented guidance from his years as a nuclear engineer in the Navy.

Former Federal Motor Carrier Safety Adminis-trator (FMCSA), Annette Sandberg, shared stories from her experiences as the youngest, and first female State Patrol Chief in the U.S. She encouraged the audience to maintain their sense of humor, but to establish boundaries and keep them intact without alienating others. Ms. Sandberg is now the Principal of TranSafe Consulting, LLC, which provides transporta-tion, safety, and security consulting services.

David Coleman, known as “The Dating Doctor” spoke about relationship issues at work and in social settings in his talk, “Positive People Produce.” Coleman’s interactive presentation included a session with attendees talking about their strengths and weaknesses and using the conversation to build confidence in others and themselves. The audience learned how their words and actions can turn relationships into a positive direction that is safe, empowering, and affirming.

Returning speaker, Joel McGinley, of TranStrategy Partners spoke about how to “Elevate your Game: A Message of Personal Transformation.” McGinley discussed what holds people back from transformational growth, and how to overcome these challenges. He provided tools to empower and encourage each person to create the career they want.

Sirius/XM’s Road Dog Channel’s Freewheelin’ host, Meredith Ochs, moderated a panel of women who offered their insights into becoming successful leaders. The three finalists for the Influential Women in Trucking Award spon-sored by Freightliner participated. Traci Crane, Senior Manager of Fleet Services at CFI, Inc., Tana Greene, CEO and Founder of Blue Blood-hound and Daphne Jefferson, former Deputy Administrator of the FMCSA were the three finalists. They were joined by last year’s Influ-ential Woman in Trucking, Ramona Hood, of Genco. These four women shared their insights into how they succeeded in transportation careers and offered advice to not only believe in yourself and your professional goals, but to move beyond your comfort zone and achieve great things. Daphne Jefferson was named this year’s Influential Woman in Trucking.

In addition to presentations that challenged and empowered the attendees, there were many panel discussions, lunchtime table topic conver-sations and plenty of industry-related talks ranging from driver health and wellness to ELD mandates. The FMCSA held a Q&A session to offer the latest rulings affecting drivers. We also announced an initiative with Expediter Services to provide funding to 150 women starting businesses in trucking.

The Women In Trucking Association initiated a Best Practices Survey to better understand how carriers that employ a high percentage of female drivers attract and retain these women. Keera Brooks of Sawgrass Logistics conducted the survey and presented the findings along with a panel of carrier executives who shared their strategies. The attendees learned that women leave companies for different reasons than men and look for different things when choosing a carrier. This research will be available to all corporate members of the association shortly and will be game-changing for carriers looking to hire more female drivers.

The entire conference was fast-paced, and jam-packed, but many attendees took the time to take a tour of the trucks featuring new technologies from companies such as Autobon, Freightliner, Peterbilt, Volvo, and ZF. The Women In Trucking 2014 Volvo VNL donated by Arrow Truck Sales was also on display. This vehicle will be given away at the Salute to Women Behind the Wheel in March at the Mid-America Trucking Show.

If you missed this year’s Accelerate! Conference and Expo, be sure to mark your calendar for next year’s event to be held in Frisco (Dallas) Texas, November 12-14. For more information, visit the Women In Trucking Association website at www.womenintrucking.org. We look forward to seeing you there! n

Ellen Voie CAE, President/CEO Women In Trucking Association, Inc. (920) 312-1350

UTA Industry Watch


Understanding Trade Termsby Mark Fishel

The concept of “Trade Terms” has been bantered around since the first new trucks became used, and were turned in for replacements. So what exactly are Trade Terms and how do

we interpret them?

The answer to the first part of that question is the most obvious. Trade Terms are a pre-assigned set of standards governing conditions (mechanical/physical and other items not noted), which both buyers and sellers agree to at the time of the vehicle’s transfer between the parties. The second part is a little more complicated; it’s the “language” that actually details “Trade Terms and Conditions”.

I think the concept of “Terms” may well depend on your age and years spent in the truck industry. I’m currently 59 years of age, and my recollection of Terms goes back to the 1970s. Accepted Terms back then were a bit comical:

■ 50 percent or better rubber ■ No broken glass ■ No more than $250.00 in Physical Damage ■ And the “Oklahoma Warranty”: “30 feet or 30 seconds”!

Well, maybe they were not quite that generic, but it was certainly easier to make agreements when repair expenses were so much cheaper than they are today, Trucks were much less complicated then. Old habits are hard to break, and personally I still defer to “percentage” when describing tread depth vs. 32nds. (Yes I do have a Tread Depth Gauge measuring 32nds.)

As we “re-invent” how we do business to accommodate rapidly changing commercial trucks, “Terms” have also been realigned to reflect the complexity of the machines we now deal with. My opinion of “Terms” today is that “one size doesn’t fit all.”

As an organization, the UTA has published its version of “Trade Terms and Conditions,” which is available to members via the UTA website. Have you read them? Do you use them as your guideline for your buying/selling parameters? But adopting these “Terms” you can cover a lot of the intricacies of today’s used trucks. UTA’s brochure includes a disclaimer implying that no one person or entity can see or foresee everything when describing conditions. I believe that “terms” reflect expectations, and expectations mean something different to each individual.

So where does this leave us? Consider this well-known quotation: “The most ridiculous question is the one never asked.” In this context, that means you must make the effort to verify. As every commercial truck is different (for example, pre- emission versus emission, over the road vs. vocational), so is the powertrain they are built with, and the equipment mounted on them. Everything pertaining to that truck is unique, and will have varying degrees of use and abuse. The question remains: How do buyers and sellers protect themselves when evaluating and explaining the definition of condition? That’s where the Trade Terms and Conditions come into play.

I suggest that you use all or at least specific parts of that brochure’s coverage and terminology. I feel it’s a very comprehensive document covering most components, and related truck-mounted equipment. As every deal is different, the expectation of condition, and what it covers can be a gray area. But this gray area can easily be shaded in. Customize your terms on every purchase or sale. List exactly what you are willing to accept. Spell out accurately what your demand “terms” are for that specific transaction.”Verify” in this definition means that buyer/seller have agreed to certain conditions. These terms are written down and they will govern the Trade Terms and Conditions of that specific deal.

The only real certainty is that used commercial trucks will require repair and reconditioning. Be clear what you are willing to accept or grant as the Terms and Conditions of your transaction! Trucks have undergone considerable changes due to the advent of emissions standards. And in the future you can bet we’ll see many more complicated, and as now unknown products and procedures. You can count on UTA’s “Trade Terms and Conditions” to also change to accommodate the ever-changing build of trucks as we now know them. n

Mark Fishel, Vandeventer Truck Sales

Trade Terms & Conditions•Engine must be original engine produced in truck. If the engine has been replaced, it must

be disclosed and will be valued accordingly according to the truck specifications.• Engine must operate at a minimum of 80% of the original manufacturer’s rated horsepower to the ground/wheels after allowing fordrivelinelossesandasverifiedbyachassisdynamometertest.

• Engine must be mechanically sound and within the manufacturer’s specificationswithregardtooilpressure,coolanttemperatureandpressure, and fuel and rail pressures. There must be no compression in the cooling system.

•Enginemusthavenooilorcoolantleaks,andfluidsmustbefreefromcontamination.

• The ECM must retain mileage information and be cleared of all passwords.

• Vehicle must not have any “active” fault codes.•Allemissionsincluding,butnotlimitedto,DPF(filters),SCR,EGRvalves,EGRcoolers,mustfunctionproperlyandpassindustrytestand inspection.

•DPFfiltermustnothaveover60%offiltercapacityutilizedattimeofsurrender.

• All manufacturer emission equipment on 2008 and newer trucks must be intact and fully functional and be capable of regeneration at normal factory intervals.

•Truckmusthavealegible“CleanIdle”decal(ifapplicable)onvehicleat time of acquisition.

• Engine crankcase blow-by must not exceed: (*Measured in inches of watercolumn)

•Steer:Matchedoriginalcasings.Minimum12/32-inchtreaddepth(measuredatthelowestpoint).

• Drive: Identically matched traction/lug type tread on all drive tires. Trailer tires are not allowed on any position, front or rear axles.

•Minimum12/32-inchtreaddepth(measuredatthelowestpoint).Recapsareacceptableforthedrivetires,buttheymustbefirst-timecaps (multi-run casings are not allowed, casings must not be over 5 yearsold).

• Tires must have sound casings free of cuts, bulges or gouges, and there must be no irregular tread wear (dishing, cupping, edging, feathered,etc.).

DISCLAIMER This information is compiled for reference use only. The UTA does not imply that all trucks should or will meet these terms. The UTA is not responsible for any errors, omissions or damages arising out of the use of this information.

•Brake linings are to be no less than1/2inchonfrontandrearaxles

and pass DOT standards with no cracks or surface damage. • Brake drums must be free from breaks or cracks and cannot be worn in excessofa1/16inchgroove.

• Disc brake pad linings must be a minimum of .45 inch thick across the entire pad and be free of cracks or surface damage.

• Disc brake rotors must be free of breaks or cracks and have a minimum thicknessof1.46inches.Discbrakerotorlateralrunoutcannotexceed .02 inches.

•Clutch, transmission and front and rear axles must be roadworthy and free from

defectswithnovisiblebends,cracksorfluidleaks.Theclutchandclutch brake must be in adjustment or must be replaced if it cannot be adjusted to within acceptable tolerances. •The transmission must go into gear without grinding.• The driveline must be free of noise, vibration and excessive free-play in U-joints.

• No wheel or pinion seals are to be leaking.

•Transferor(owner) must certify that to the

best of their knowledge, the odometer readings on the vehicles accurately reflecttheactualmilesforeachunitunlessotherwisenotedandproperly documented.• Payment for the vehicles will not be made until clear titles/ownerships, free and clear of all liens and encumbrances are received.

• A current Federal Annual Inspection sticker must be on each unit at time of trade.

•AcurrentStateInspectionsticker(ifapplicable)mustbeontheunitattimeof trade.

• No wheel or pinion seals are to be leaking.

•Gliderkitsandreconstructedunit(s)must beidentifiedontheappraisalformandwillbe

valued accordingly.• Any vehicle that has been involved in an accident must be declared at the onset of the return process and will be subject to reappraisal.

•UnitsmustpassState&FederalDOTinspectionandbeabletogointoservice without repair.

• All units will be turned in as appraised.•Wereservetherighttorejectanyunit(s)thathas/havenotbeenrepairedinaccordance with acceptable standards of workmanship.

•Vehiclesmusthaveaminimumofthirty(30)gallonsoffueland3gallonsofDEFfluid(whenequippedwithSCR)atthetimetheyaresurrenderedtothe designated turn-in location.

•Allotherfluidsmustbeatrecommendedlevels.

•Paint and/or body damage must not exceed $500

total per unit including, but not limited to, the bumper, grill, fuel tanks, fairings, dents, rust damage, etc.• All decals, permits, unit numbers and other customer ID must be removed (includingtruckbodies)anddonesoinsuchamannerastonotdamagethepaint.Scratchestothepaintasaresultofthede-IDprocesswillbeconsideredpaintdamageasdefinedabove.

• All standard and optional equipment, such as the radio and power accessories, must be intact and fully operational. Auxiliary equipment (suchasAPUsandSmartstarts)mustbemechanicallysoundandfunctionas designed. If they have been removed, all alterations must be repaired to original equipment standards.

• Upholstery must have no tears or open seams. Holes (burns, punctures, etc.)throughthefabric(paddingexposed)mustberepairedorreplaced.

• There must be no scratched, broken, chipped, or cracked glass (windshield,windowsormirrors),andno“bull’s-eyes.”Glassmayberepaired ILO replaced if the repair is not visible to the naked eye.

• Dash panels and interior trim pieces must not be missing and must be free from holes, cracks and breaks.

• All instruments, gauges and control panels must be in operating condition with no missing knobs or switches and no broken glass.

•Framerails,crossmembers,fifthwheel,cabmounts/ supports, spring/air suspension hangers and other

structural systems must be free from cracks, improper welds and defects, and excessive rust.• All pins and bushings must be free of play and within DOT published tolerances.

• Frames that have been stretched, improperly repaired, welded or otherwise altered are not acceptable.

• Natural gas vehicle fuel systems, fuel tanks and related componentscannotbemodifiedandmustfunctionasoriginallydesignedwithup-to-datecertificationdecals.

• Air to air must be free of damage and leaks.• The engine air compressor must not exceed the manufacturer’s maximumtolerancesforoilblow-by(oilblownintotheairsystem).

• Batteries, starter, alternator and other ignition system components must be in sound condition. Batteries must be original CCA rating, cases intact with no dead cells and be capable of starting the truck unassisted.

• Air conditioning system and compressor must be operational. Systemmustbefreefromdefect,andblowcoldair.

ENGINE

TIRES

BRAKES

Drivetrain

DOCUMENTS & RECORDS

GENERAL

CAB/SLEEPER/BODY

Frame

Caterpillar 3.9inches*

Cummins 11.5inches*

Detroit 3.9inches*

Mack 3.9inches*

Mercedes 3.9inches*

Volvo 3.9inches*

PACCAR MX EPA10orEPA13: CrankcasePressureMax.13.6kPa[2psi]

ACERT Using Cat Flow Meter – CFH 2X RatedHorsepower(500hp=1000CFHmax)

MaxxForce-M13 7.9inches*

MaxxForce-M15 UsingFlowMeter–CFH2XRatedHorsepower (500hp=1000CFHmax)

N13 8"H20MaxatHighIdle(WOT),FanOFF, UsingZTSE4039Tool

UTA Industry Watch


Electric Trucks Begin Reporting for Duty, Quietly and Without All the Fumes Replacing fleets of medium- and heavy-duty trucks can help cut greenhouse gas emissions and make cities quieter and cleaner.By Erica Gies, INSIDECLIMATE NEWS

The delivery company DHL is testing FUSO eCanter electric trucks. As batteries improve and prices drop, electric trucks are expected to save fleet operators money, both in fuel and maintenance. Credit: Daimler

From Vancouver to New York, from Paris to Tokyo, that delivery truck outside

your home—the rumbling motor, the belching fumes—may soon become much quieter and cleaner.

Electric trucks are driving out of factories and into service, and multiple vehicle companies are gearing up to make them. The result could be a significant reduction in greenhouse gas emissions—especially if the deliveries turn out to be cheaper than old-fashioned diesel engines.

In the United States, more than 6 percent of greenhouse gas emissions emitted in 2015 were from medium- and heavy-duty trucking. Transportation, including trucking, was responsible for 14 percent of emissions globally in 2010.

Because trucks need so much hauling power, they have eluded electrification until recently; a battery that could pull significant weight would itself be too hefty and too expensive. But now, improvements in battery technology are paying off, bringing down both size and cost.

Already buoying passenger car sales, the trend is now boosting the EV truck market, says Lisa Jerram, a principal research analyst for Navigant Research. Electric technology for big, heavy vehicles has also gotten a boost from smog-savvy city governments’ investments in electric buses.

According to a recent report by Jerram, the number of hybrid-electric and electric trucks is set to grow almost 25 percent annually, from 1 percent of the market in 2017 to 7 percent in 2027, a jump from about 40,000 electric trucks worldwide this year to 371,000.

In recent weeks, announcements of pending leases by United Parcel Service and advance orders for a newly introduced model from Tesla have signaled that big players are stepping into the market.

Numerous trucking manufacturers are now producing all-electric trucks or planning to, says David Alexander, research director of UK-based Truck Technology Ltd. and a coauthor of the report.

China’s BYD already has electric trucks on the road, while Daimler Mitsubishi’s FUSO is expected to be rolling soon. Smaller compa-nies—Arrival (UK), Chanje (U.S., China), E_FORCE (Switzerland), Tevva Motors (UK), and Workhorse (U.S.)—have launched electric trucks in local markets, Alexander says. And major truck companies such as Volvo, Scania, MAN (VW) and Navistar are testing prototype electric trucks, aiming to bring them to market by 2020.

When Mercedes-Benz unveiled its Urban eTruck prototype in 2016, it billed it as the first fully electric truck for heavy distribution operations up to 26 tons. The company said then that a market launch could be “at the beginning of the next decade.” Credit: Daimler

The trucking industry is diverse, with a range of sizes and loads. Long-haul 18-wheelers are not yet ready to go electric, but mid-sized delivery trucks for urban deliveries are, Jerram says. It’s not just range; diesel is pretty efficient for steady, long-distance hauling, so it’s harder for electric trucks to compete on cost, she says.

Urban delivery trucks, on the other hand, typically do a lot of stopping and starting, so their total distance driven is not that long. Plus that kind of driving in a diesel truck releases a lot of sooty exhaust, contributing to health problem in cities and ports where trucks idle.

Decreasing local air pollution was a key moti-vation in a project financed by the Department of Energy in the Houston area, where pollution routinely exceeds national air quality standards. In late 2015, UPS deployed 18 Workhorse experimental electric delivery trucks. The company has more than 120 fully electric delivery trucks in California, New York and Texas and more than 140 abroad, in Barbados, Canada, Europe and Japan. And it recently announced that it will deploy three new eCanter medium-duty electric trucks from Daimler’s FUSO. These lithium-ion-battery-powered trucks have a range of about 62 miles and can haul 2 to 3 tons.

UTA Industry Watch


“This truck is really perfect for large, heavily populated urban centers, such as Tokyo, New York, cities within California, Berlin, etc.,” says Bryan Allen, a Daimler marketing manager.

In New York City alone, a lot more UPS trucks could be electric soon. A partnership with the New York State Energy Research and Develop-ment Authority and Unique Electric Solutions will help convert existing UPS diesel trucks to electric. They are hoping to convert up to 1,500 UPS trucks in New York City by 2022.

Other companies are also enthusiastic about electric trucks. Canada’s largest supermarket chain, Loblaws, unveiled a heavy-duty, “Class 8” delivery truck in Vancouver last month, manufactured by China’s BYD. It aspires to have a fully electric fleet by 2030 and says it ordered 25 Tesla electric trucks—a prototype of which was unveiled recently with typical Elon Musk hype, scheduled for delivery in 2019.

The Journey to ElectrificationGlobally, regulations such as proposed bans on internal combustion engines in France, the UK, China and India are helping to create this market, Jerram says. Although some of those targets are vague or years away, some regions are taking more concrete steps. The California Air Resources Control Board’s Advanced Clean Local Trucks plan has proposed that 2.5 percent of truck sales be zero emissions starting in 2023, rising to 15 percent by 2030.

But what was long an industry barrier to adoption of electric trucks may prove to be its greatest boon.

“There’s a business case that electric trucks will save fleet operators a lot of money,” Jerram says. In an industry with tight margins, that could sway the market, especially as operations prices continues to drop as compared with diesel.

“Big fleets—FedEx, UPS, Walmart—they know they can actually save a lot of money on fuel and overall maintenance,” Jerram says. That’s because electric vehicles have fewer moving parts that can break and generate less heat that causes stress on mechanics than internal combustion engines. There’s no need for oil changes and there is less wear on the brakes because of regenerative braking, she says. For example, Daimler claims its eCanter model will save more than $1,000 in operating costs approximately every 6,200 miles.

Still, it’s early days in electric trucking. The three eCanter trucks Daimler will deliver to UPS in the new year are part of a limited run of 150 trucks in the United States, Japan and Europe, Allen says.

While truck range has increased with battery technology improvements, it’s still a weight game, he says. In trucking, you want as much weight as possible in the goods being hauled, not in a heavy battery.

“The reality is that the batteries weigh a lot more to get that range than the truck driver needs,” he says. But the technology is continuing to improve, so FUSO is offering this truck as a two-year lease. “We didn’t want to penalize partners like UPS,” which want to be industry leaders, he says. “They operate the truck for two years. Then they turn it in, and we offer them the latest and greatest truck.”

Pepsi, when it recently placed a big advance order for the new electric truck promised by Tesla, noted that it sees ways to balance the weight equations. Among the snack foods the company routinely delivers are light packets of chips and much heavier beverages. Deliveries can be customized to maximize the range—and minimize the expense.

Heavy Duty Trucks — for Local JobsAlthough, electric trucks can’t yet replace the long-haul big rigs you see on cross-country road trips, companies are starting to roll out heavy-duty trucks for local use, such transporting goods from port to warehouse or as a garbage truck, Jerram says.

BYD has them on the road. Toyota has a fuel cell-powered heavy-duty truck undergoing trials in California, according to Alexander. FUSO recently announced a heavy-duty prototype called Vision One that it claims will have a range of about 217 miles and a hauling payload of 11 tons—just 2 tons less than a diesel rig of the same class.

BYD’s Q1M yard truck is a Class 8 heavy-duty truck designed to replace diesel tractors used in rail yards and freight distribution centers. Credit: BYD

It’s not surprising that China’s BYD is early out of the gate, with the first electric heavy-duty truck on the road.

“They are the largest country market we’ve forecasted for all types of electrified trucks,” Jerram says. “And if you add in Japan, the Asia Pacific region is definitely the leader.” China’s emphasis on electric bikes, cars, buses and now trucks is a strategy to deal with its air pollution—and they have a business interest, Jerram says. “A lot of Chinese manufacturers are coming into all sections of the vehicle market.”

As electric trucks make up more and more of our fleets, other things will change, too. Moving away from diesel means that “everything changes,” Allen says, “from how the trucks are serviced to fuel stations.” n

This article is reprinted with permission of InsideClimate News, which publishes a weekly newsletter called Clean Economy Weekly. Subscriptions are free at https://insideclimatenews.org.

UPS is working with New York state and the company Unique Electric Solutions to design a way to convert its traditionally diesel delivery trucks to run on electric power. If the project works, UPS says two-thirds of its New York City fleet could be converted to electric by 2022. Credit: UPS

UTA Industry Watch


Market to Fall Back in Line in 2018Class 8 trucks closed out 2017 with the auction channel looking more stable than the retail channel, although we are not particularly concerned about recent depreciation in the retail sector. Medium duty trucks continued their mixed performance.

Sleeper Tractors – Auction/WholesaleVolume of the most common sleeper tractors auctioned in December increased for the second month in a row. Pricing was again very similar month-over-month.

December auction performance of our benchmark model was as follows: ■ MY2013: $28,750 average; $2,880 (7.3 percent) lower than November ■ MY2012: $25,600 average; identical to November ■ MY2011: $23,000 average; $45 (0.2 percent) lower than November

In calendar year 2017, trucks of model year 2011 averaged 0.5 percent depreciation per month, trucks of model year 2012 depreciated 0.1 percent per month, and trucks of model year 2013 depreciated 0.4 percent per month. Year-over-year, trucks four to six years of age ran 5.7 percent behind their counterparts a year ago. This comparison should continue to turn less negative due to the extremely low depreciation in the second half of the year.

See the “Volume of all Aerodynamic Sleeper Tractors Sold…” and “Average Selling Price: Benchmark Sleeper Tractor” graphs for detail.

Sleeper Tractors – RetailNovember’s retail results were somewhat lackluster, with pricing off moderately across the board.

The average sleeper tractor retailed in November was 77 months old, had 461,211 miles, and brought $46,352. Compared to October, the average sleeper was 1 month newer, had 919 (0.2 percent) fewer miles, and brought $1,500 (3.1 percent) less money. Compared to November 2016, this average sleeper was 3 months older, had 10,378 (2.2 percent) fewer miles, and brought $1,287 (2.7 percent) less money. The retail

sleeper market overall averaged 7.3 percent lower pricing in the first 11 months of 2017 compared to the same period of 2016.

Looking at trucks three to five years of age, retail selling prices have dropped an average of 1.9 percent per month so far in 2017. This figure is comparable to the 2.0 percent seen over the same period of 2016. Unexpected dips this month are due in part to a number of package sales of identical trucks.

Average pricing by age was as follows: ■ 3-year-old trucks: $64,735; $5,186 (7.4 percent) lower than October ■ 4-year-old trucks: $49,543; $5,457 (9.9 percent) lower than October ■ 5-year-old trucks: $39,340; $2,049 (5.0 percent) lower than October

On a year-over-year basis, late-model trucks sold in the first 11 months of 2017 averaged 5.3 percent lower than in the same period of 2016. Despite November’s dip, we expect year-over-year comparisons to continue to look more favorable.

See the “Average Retail Selling Price: 3- to 5-Year-Old Sleeper Tractors” graph for detail.

Looking at specific models, there was some competitive movement in November. The Kenworth T680 and Volvo VNL 730/780 maintained their positioning while other trucks declined. The Peterbilt 579 once again turned in a strong performance. The Volvo 630/670 saw the biggest drop, based mainly on volume. See the “Average Retail Selling Price of Selected 3- to 5-Year-Old Sleeper Tractors” graph for detail.

Class 8 sales per dealership rooftop dropped in November, from 5.6 to 4.9. This drop represents roughly a 13 percent decrease in the number of trucks retailed. We’re not particularly concerned about this dip, since November includes a major holiday and is not typically a strong month for sales. Also, pricing has been firm in recent months, suggesting demand hasn’t changed appreciably. Calendar year 2017 ran about 13 percent higher than 2016 in terms of volume.

J.D. Power Valuation Services Update Chris Visser, Senior Analyst and Product Manager, Commercial Vehicles

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VolumeoftheThreeMostCommonSleeperTractorsSoldthroughtheTwoLargestNationwideNo-ReserveAuctions(ModelYears2011-2013)

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UTA Industry Watch


See “Number of Trucks Retailed per Dealership Rooftop” graph for detail.

Looking forward over the long term, the supply of 3- to 5-year-old trucks will continue to increase through mid-2019. Economic conditions are looking increasingly positive, which should counteract the downward pressure on pricing to an extent. However, the net effect of these factors in 2018 should be to limit depreciation and encourage demand rather than support a pricing recovery. See the “Retail Value Forecast” graph for detail.

Medium Duty TrucksStarting with Class 3-4 cabovers, November’s average pricing moved back upwards for another month. Volume was down moderately compared to October, and trucks sold were generally lower in mileage. November’s average pricing was $15,031, which was $1,503 (11.1 percent) higher than October, and $976 (6.9 percent) higher than November 2016. In general, pricing for trucks of similar age and mileage was little changed month-over-month.

See the “Average Wholesale Selling Price: 4- to 7-Year-Old Class 3-4 Cabovers” graph for detail.

The conventional market in November was little changed from October, with our Class 4 average dipping mildly, and our Class 6 average essentially identical. Volume was down notably for Class 4, and very similar for Class 6.

Specifically, Class 4’s averaged $17,833 in November. This figure is $721 (3.9 percent) lower than October, and $544 (3.0 percent) lower than November 2016. Class 6’s remained somewhat depressed in November, averaging $14,475. This figure is $114 (0.8 percent) higher than November, and $1,726 (or 10.7 percent) lower than November 2016.

In the first 11 months of 2017, Class 4 trucks lost 1.7 percent of their value each month. While strong, this figure is behind the same period of 2016, in which trucks were essentially flat. Year-over-year pricing for our benchmark age group of Class 4 trucks is essentially identical to 2016.

In Class 6, monthly depreciation in 2017 has averaged 2.5 percent, which is comparable to last year’s 2.6 percent. Class 6 trucks in our benchmark age group are running 11.8 percent behind 2016. A higher-mileage mix of trucks sold is partially responsible for the lower average pricing.

See the “Average Wholesale Selling Price: 4- to 7-Year-Old Conventionals by GVW Class” graph for detail.

ForecastDepreciation should remain at roughly 2 percent per month in 2018, as moderately increased demand partially counteracts a higher supply. Any acceleration in economic conditions will serve to cushion volume-based price declines. n

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AverageWholesaleSellingPrice:4-7Year-OldConventionalsbyGVWClassAdjusted forMileage


UTA Industry Watch


Industry News BriefsNovember’s Used Class 8 Sales Drop After October’s Surge Well maybe it was to be expected after October’s soaring numbers. November’s same dealer sales fell 17 percent over October’s, ACT Research reported recently.

“Seasonal weakness is not uncommon in early to middle fall,” said Steve Tam, Vice President at ACT Research. “Some would argue this is due to buyers waiting for the more favorable pricing that sometimes occurs in December, due to dealers attempting to reduce inventory before year end,” he added.

The market is also reflecting the many used late model aerodynamic sleepers on the market, according to the market research firm. “The good news is that buyers are more active now than a few months ago,” noted Tam.“One issue impacting used truck sales is there is better communication about used truck prices than there was a few years ago.”

Although November’s tally fell, sales remain higher on average than they were earlier in the year, ACT reported. n

Class 5-8 New Order Surge Continues in November: ACTPreliminary Orders Up 44% Year over Year

Although orders for new Class 5-8 vehicles were down slightly from October’s impressive bounce they were still up 44 percent over last November’s tally, according to ACT Research. And if November’s figure of 53,000 units is adjusted for seasonality, orders were actually up from October. ACT added that November was the second straight month where orders were higher than they’ve been for at least two years.

“Seasonally adjusted, orders rose 2.8 percent from October to 50,300 units, marking November as the best month for NA Classes 5-8 orders since February 2015,” said Kenny Vieth, ACT Research’s President.

November’s preliminary Class 8 orders reached 32,900 units, the second-highest monthly tally since January 2015. Despite this, orders fell 8.7 percent from October’s unexpectedly high figures. “Historically, November is the third best order month of the year,” Vieth noted. “As such, seasonal adjustment lowers the month’s intake to 30,000 units,” he added.

The story was slightly different for Class 5-7 orders, which came in at 20,100. This was good enough for a 15 percent rise from October’s numbers. “Seasonal adjustment, which was a drag in October, turned incrementally positive in November,” said Vieth. “When adjusted, the medium duty net order volume rises to 20,400 units, up 16 percent sequentially, and 17 percent year over year.” n

October’s TCI Jumps FTR’s Trucking Conditions Index for October came in at 9.58 a big jump from September’s reading of 3.5. FTR said the market tightening the figure reflects was due to factors like the vibrant economy, pressure from Hurricane recovery, and the ELD mandate. These factors combined to create a tight market and improve contract rates.

FTR also said the TCI has further upside potential during 2018’s first half. After that, FTR says there may be some softening in industry conditions as freight growth slows.

“The TCI is nearing a double-digit number, which indicates that there are big opportunities for carriers with regard to both rates and the loads they choose to carry,” said Jonathan Starks, FTR’s COO. “Of course, there are still quite a few ‘ifs’ in the near future,” Sparks added. “If the economy can continue to grow at around a 3 percent rate in Q4 and 2018 Q1, we will see freight demand maxing out any excess capacity. If the ELD implementation and enforcement stay on track, the spring will bring capacity utilization over 100 percent and the freight transportation market will be scrambling to align loads and trucks. If severe winter weather comes into play, transportation managers will be facing their toughest year since 2004. Carriers should be prepared for big changes, and big opportunities,” Sparks said. n

DOT’s Freight Index Reaches All-Time HighThe amount of freight carried by the for-hire transportation industry reached an all-time high in October, according to the Department of Transportation’s Bureau of Transportation Statistics (BTS). The index rose 0.6 percent in October, after a one-month decline.

October’s level (129.2) was 36.4 percent above the April 2009 low reached during the most recent recession, BTS noted.

The index measures month-to-month changes in for-hire freight shipments by mode of transportation in tons and ton-miles, which are combined into one index. BTS explained that the index measures the output of the for-hire freight transportation industry, and consists of data from for-hire trucking, rail, inland waterways, pipelines, and air freight. The index is seasonally adjusted. n

UTA Industry Watch


Freightliner Names its Elite Sales ProfessionalsFreightliner recently announced the dealer sales professionals that have attained Elite status through its annual Leland James Elite Sales Achievement program. The award is named after Freightliner’s founder, and was created in 2003 to recognize and reward outstanding sales results from dealer sales professionals in the U.S. and Canada.

Awardees were selected for on-highway, medium duty, and vocational sales achievements. Other criteria considered included total number of customers, completing walk around presentation videos, and training certificates.

For the complete list of awardees visit freightliner.com/. n

CARB Approves $663 Million for Cleaner Trucks, Buses, and CarsThe California Air Resources Board (CARB) recently approved $663 million in funding for a low-carbon plan to boost the use of “clean” heavy-duty trucks, buses and freight equipment, and cars. The funding will “help the state cut climate-changing gases while promoting technolo-gies that reduce harmful diesel emissions, particularly in disadvantaged and low-income communities,” CARB said in a statement to the media.

“This investment will continue to drive the market for new vehicle technologies, and put more ultra-clean and zero-emission trucks, buses, and cars into the communities across California that need them the most,” CARB Chair Mary D. Nichols said.

The plan includes $398 million to encourage clean heavy-duty trucks, buses and freight projects, including $190 million for advanced-tech-nology freight equipment such as yard trucks, forklifts and cranes.

CARB noted that diesel trucks only account for two percent of California’s vehicles. “Yet they emit most of the smog-forming pollution, and two-thirds

of all diesel soot.” In 1998, California identified diesel particulate matter as a toxic air contaminant based on its potential to cause cancer, premature death, and other health problems.

In its statement, CARB noted that more than 20 manufacturers now offer 60 eligible models of hybrid, low-NOx, and zero-emission trucks and buses. They include BYD, Complete Coach Works, Efficient Drivetrains Inc., El Dorado, Gillig, Motiv Power Systems, New Flyer, Proterra, TransPower, and others.

CARB said the plan continues its efforts to “add more clean vehicles in disadvantaged communities, while promoting technologies that can reduce harmful effects of fossil fuel emissions across California.” CARB further explained that investments range from supporting increased numbers of zero-emission heavy-duty trucks and buses, and zero- and near zero-emission freight facilities, to rebates for the cleanest passenger cars.” n

Assessment, U.S. Government Accountability Office, and others dealing with various aspects of trucking operations, such as commercial vehicle safety, truck size and weight issues.

He formerly served on the National Motor Carrier Safety Advisory Committee to the U.S. Department of Transportation. He was a member of the Commercial Vehicle Safety Alliance Senior Strategic Advisory Committee, and a former member of the ITS America Commercial Vehicle Operations Policy Subcommittee, on which he served as chairman of the committee’s Data Privacy and Control Task Force.

Along with his job as president of the largest and most influential organization of professional truckers in North America, Jim was the force behind the business side of OOIDA. Under his leadership, OOIDA has put together a robust collection of services and programs for drivers. Unique to OOIDA, revenues from any of the programs or services do not go to shareholders. Any profits go directly toward funding the fight to protect and ensure the rights of truckers.

In 2010, Jim married Karen Breuer England. They lived in Grain Valley and often enjoyed weekends in the Missouri Ozarks at Pomme de Terre Lake.

Jim was very much a full-time CEO. He continued to be regularly consulted by the administration, congressional leaders and the Department of Transportation on regulatory issues affecting the trucking industry.

On Oct. 6, 2015, he was honored for his leadership and dedication to the industry on the floor of the U.S. House of Representatives by Rep. Bill Shuster. Shuster is the chairman of the House Transportation and Infrastructure Committee.

Jim also served as CEO of OOIDA and the Association’s subsidiaries. During the board meeting in October 2015, he was re-elected president of the Association. He served eight five-year terms and was currently serving his ninth term.

In 2016, he was diagnosed with lung cancer that required surgery and an aggressive post-op treatment plan. Despite doctor’s orders, he continued to work as much as possible during radiation and chemo-therapy. By the 2017 spring board meeting, he was back to work every day. A bad MRSA infection hospitalized him in the spring, but he was back in his office by late summer. In the October 2017 board meeting, he shared his health situation with board members. The cancer was back, he said, and incurable.

He continued to work full time up until only days before his passing and remained dedicated to his core mission and that of the Association – fighting for the rights of all truckers.

He was preceded in death by his parents, Richard and Dorthea; brothers Richard Jr. and Sidney; and sisters Clair and Virginia. He is survived by his wife, Karen; son Nate Quick and his wife Tara; daughter Katie Bushong and her husband Chris; brother, Charles “Chuck” and wife Diana; along with a host of nieces and nephews, grandchildren and great-grandchildren.

OOIDA has created a tribute page on its website for members and friends to leave thoughts or comments for Jim and his family. Service information is pending. n

OOIDA President continued from page 6

UTA Industry Watch


UTA Industry Watch


UTA Industry Watch


you to the emergency room, the call in the night to say a relative is in need, the storm that knocks the tree down on the house. You know what we mean. If we could prepare for the most drastic changes life brings our way, we could control and prevent them, and anyone who has lived more than a couple of decades has learned that’s not possible. So, the only universal thing we can control is how we go through the drastic times, how we care for ourselves while times are hard, and how we treat each other through the rough times; in other words, our attitudes. Attitudes can be controlled.

Which brings us to the next universal, and that is love of family. It doesn’t matter what your family looks like, how it’s constructed, what world view it holds, or what language it speaks. Members of families tend to love each other. That’s not to say families don’t experience dysfunction or have abusive members to deal with. But, realistically, no brand new parent ever held a newborn in their arms, looked down, and thought, “Ohhh, I’m really going to mess this one up!” We just don’t believe it. For the most part, failures within families come from lots of different sources, but not usually from a lack of love.

One more universal is pain. All humans will experience pain at some point in life. If we are lucky, the pain will be far outweighed by pleasure—which happens to be another universal—but pain is a guaranteed part of being alive, and no one will escape it. Some of us fear physical pain, and that’s understandable. But, physical pain can be the lesser of the two evils between physical pain and emotional pain. As hard as it can be to be hurting, ultimately physical pain will pass. It can be treated with medicines, and whatever is causing the pain will ultimately heal, bringing it to an end. Fortunately, humans are unable to recreate physical pain after it passes. You may remember that your once-broken arm hurt like a son-of-a-gun, but you can’t actually recreate the pain and feel it again. Emotional pain is different in that we can relive it again, and again, and again in our memories. That is much harder to control (see above) and more difficult to overcome.

Last on this list, we must add death. Okay, we do that because we must, but we’re not going to ruminate about it. It’s a New Year, for pancakes sake! We have no need to bring darker thoughts into the dark days of winter. We’re just saying it’s a universal, since so far the human morality rate holds steady at 100 percent! So, here’s the only wisdom we can add. Numbering our days and being grateful for the good times, kind and strong during the bad times, mindful in the face of pain, and never so cocky as to believe we are the ultimate controlling masters of all we survey can help us through all the days we have to

share together, whether they are short, cold, and dark or long, bright, and sunny. Sounds like a plan we can control, at least that’s how it looks from where we sit.

From Where We Sit

Deb and Brad Schepp [email protected]

Welcome to 2018! We’re hoping you and your family enjoyed a beautiful holiday, and that the New Year has started with lots of promise of good times ahead. We’ve been spending lots of time cocooning in the deep, dark, cold of winter. That’s nothing to complain about, since we love our cocoon, and we enjoy the peaceful quiet that comes after the bustle of the holiday season. Of course, that doesn’t mean everyone agrees. We still hear plenty of grumbling about how cold it is, how cooped up people feel, and how far away those lazy, hazy, crazy days of summer feel. We’re not joining that chorus. Instead, we’ve decided to look around for the universal experiences that all humans share. We mean the ones that are true whether you spend your winters in Michigan, Miami, Mexico, or Madagascar. Of course, these are just the opinions of your two writers, but they seem valid to us.

First among those universals comes change. It’s the only thing we’ve ever found that is absolutely guaranteed in life. As much as we may be riding high and enjoying this particular moment, we can all be mindful that these good moments are likely to change. Whether we willingly bring the change on ourselves or have it foisted upon us, change is guaranteed, and it is hard. So, although the change that brings the sunny, bright, beautiful days to an end may be unwelcomed at best, it is still a

reminder that the darker, tougher days after such a change will also come to an end with yet another change. Whether the next change is positive or not remains largely up to what we do in the moment. So that brings us to the next universal, control.

Control is universally a story we tell ourselves so that we can function successfully in life. Sure, some things are within our control. We can decide to work hard and diligently. We can decide to educate ourselves and our children so the opportunities life offers will be available to us. We can decide to be kind to our family members, neighbors, and strangers within our own communities. But, as far as which change is coming next? Not so much. Doesn’t it seem that the biggest and most dramatic changes that come our way come like bolts right out of the blue? It’s not the things that you can see coming and begin to prepare for that knock us out. It seems always to be the ones we never saw—the car in the right lane that suddenly joins you in the left lane and sends

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Used Truck Association It’s Vegas Baby, a Record ! T - UTA · 2018. 1. 16. · UTA Industry Watch January 2018 3 Susie Bebawy United Truck Centers Manager 13101 Foothill Blvd. Sylmar,