how to cultivate top-performing sales reps

Volume 14 • Issue 11 • November 20121.877.gets.uta • www.uta.org

Used Truck AssociationChartered May 16, 1988

Published by the Used Truck Association325 Country Club Drive, Suite A

Stockbridge, GA 30281

SHARE YOUR nEwSwith the UTA Industry Watch.Send submissions, ideas and comments to:UTA Industry Watch Editors Brad and Deb Schepp and Jay Burgessc/o Grace Management 325 Country Club Drive, Suite AStockbridge, GA 30281 Phone: 877-GETS-UTA (877-438-7882)Fax: [email protected]

How to Cultivate Top-Performing Sales Reps

We 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

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.

Table of Contents

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!

Cultivate continued on page 23

UTA Industry Watch

2 www.UTA.orgNovember 2012

Board News and Views

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

Training Committee Chairman Ken Kosic

UTA Dealer Group Committee Chairmen

Mike Thurston & Bryan Haupt

UTA.org Website Committee Chairman Bobby Williams

2012 Board of Directors

Front, L to R: Kenny Doonan, Tim Ormsby, Tim Ronan, George Barnett, Marty Crawford, Mike ThurstonBack, 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)

Reflections on the UTA Convention

Wow! 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!

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]

UTA Industry Watch

3www.UTA.org November 2012

UTA Industry Watch


Ted BoothThe 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

Ted 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 automo-tive 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.

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 technol-ogy. “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 technol-ogy 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 satisfac-tion. 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

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, OwnerTom Andrus Truck & Equip. Sales 6369 Waters RoadRed Creek, NY 13143 (315) 785-6135 (w) (315) 952-3782 (c) [email protected]

Bill Borris, National Accounts ManagerIronPlanet 10684 SW McKinney St.Tualatin, OR 97062 (503) 214-0258 [email protected]

Doug Carmichael, Director of Used Equipment Sales Covenant Transport 400 Birmingham HwyChattanooga, 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 StreetJoplin, MO 64804 www.conwaytruckload.com(417) 623-5229 (w) (417) 434-0929 (c) [email protected]

Ron Edwards, Used Truck ManagerKenworth Sales Company 4100 South Transport St.Boise, ID 83705 www.kenworthsalesco.com(208) 345-6410 (w) (208) 739-8121 (c) [email protected]

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.

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 EastHouston, 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.”

Mike Kramer, Sr. Vice President, SalesProxibid 4411 South 96th StreetOmaha, NE 68127 www.proxibid.com(877) 505-7770 (w)[email protected]

Mike started out in the truck industry in 2000, and his first job was selling trucks.

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 DriveAllentown, PA 18104 www.transedgetruck.com(610) [email protected]

New Members continued on page 6

UTA Industry Watch


Scott Oldt, Credit Manager Volvo Financial Services 7025 Albert Pick Road Greensboro, NC 27409 (336) 931-3870 [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.

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.

Scott enjoys golf and spending time with his family during his free time.

New Members continued from page 5

Moving On Down the Road: Checking in with Brandon Hess

Brandon 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:

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

Ken Plyler, Sales 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]

Stuart Smith, Wholesale ManagerSelecTrucks of Houston 10011 N. Loop EastHouston, TX 77029 www.selectruckhouston.com(713) 674-0000 (w) (281) 413-8859 (c) [email protected]

Cory Spitcaufsky, Purchasing and SalesWholesale Trucks of America 6501 E. Commerce Avenue, Suite 140Kansas 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.

UTA Industry Watch


Strategies for taking on the “You’re too high” price question.

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 recommenda-tions 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.

Thurston Wins Truckmovers.com’s iPad

Only a mediocreperson isalways at his best.

~ Somerset Maugham

Mike 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 appreci-ate all of the great support all

of our UTA vendors give to our industry. We could not be successful without them.”

UTA Industry Watch


Membership Challenged…Membership Responds!

Our 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 RonanUTA Jerome Nerman Family Foundation Scholarship Committee [email protected]

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!

Our Ten 2012 Scholarship Recipients

Scholarship Winners continued on page 10

UTA Industry Watch


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!

Scholarship Winners continued from page 9

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

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UTA Industry Watch


Depreciation Returns to the Sleeper MarketBy Chris Visser, Senior Analyst and Product Manager, Commercial Trucks

An 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.

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).

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.

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

420000

440000

460000

480000

500000

520000

540000

560000

580000

$30,000

$35,000

$40,000

$45,000

$50,000

$55,000

Jan-‐10

Mar May

Jul

Sep

Nov

Jan-‐11

Mar May

Jul

Sep

Nov

Jan-‐12

Mar May

Jul

Sep

Price

Mileage

Average Retail Price and Mileage -‐ All Sleeper Tractors Under 1M Miles

Source: NADA

250000

300000

350000

400000

450000

500000

550000

600000

650000

$25,000

$35,000

$45,000

$55,000

$65,000

$75,000

$85,000

Jan-‐10

Mar

May

Jul

Sep

Nov

Jan-‐11

Mar

May

Jul

Sep

Nov

Jan-‐12

Mar

May

Jul

Sep

Price Mileage

Average Retail Price and Mileage: 4 Year Old Sleeper Tractors

Source: NADA

$0

$10,000

$20,000

$30,000

$40,000

$50,000

$60,000

$70,000

$80,000

$90,000

$100,000

Jan-‐1

1 Feb

Mar

Apr

May

Jun Jul

Aug

Sep

Oct

Nov

Dec

Jan-‐1

2 Feb

Mar

Apr

May

Jun Jul

Aug

Sep

2006

2007

2008

2009

2010

Average Retail Price by Model Year -‐ All Sleeper Tractors Under 1M Miles Adjusted for Mileage

Source: NADA

UTA Industry Watch


www.nada.com/b2b

Reprinted with permission from the ATD/NADA Official Commercial Truck Guide®

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.

ConclusionThe 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

400000

450000

500000

550000

600000

650000

700000

750000

$0

$5,000

$10,000

$15,000

$20,000

$25,000

$30,000

$35,000

$40,000

$45,000

Jan-‐10

Mar

May

Jul

Sep

Nov

Jan-‐11

Mar

May

Jul

Sep

Nov

Jan-‐12

Mar

May

Jul

Sep

2 per. Mov. Avg.(Mileage)

2 per. Mov. Avg.(Price)

Average Wholesale Selling Price: All Sleeper Tractors Under 1M Miles

Source: NADA

0

1

2

3

4

5

6

7

8

Jan-‐0

9 Mar

May

Jul

Sep

Nov

Jan-‐1

0 Mar

May

Jul

Sep

Nov

Jan-‐1

1 Mar

May

Jul

Sep

Nov

Jan-‐1

2 Mar

May

Jul

Sep

Retail

Wholesale

Average Number of Sales per Roo3op (NADA Repor6ng Dealers)

Source: NADA

1 - 8 0 0 - 5 5 4 - 1 0 2 6 | W W W . B L A C K B O O K U S A . C O M

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UTA Industry Watch


Fall Trucking Report Shows Economic Growth Transportation of More Products Can Indicate Greater Demand

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

Industry News Briefs“Trucking at a Crossroads” Says ATA’s GraveIn 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 Manage-ment Conference & Exhibition held last month in Las Vegas.

“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 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

UTA Industry Watch


Mack Trucks Crowns Annual Walk the Bulldog Winner 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

Volvo’s New Trucks Strategy Designed to Achieve Profitability TargetThe 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.

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

UTA Industry Watch


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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

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.

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.

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.

Quarter 2, 2012 GVW Used Trucks

3 49,632

4 17,026

5 8,567

6 13,848

7 11,952

8 62,174


3 48,983

4 14,718

5 8,004

6 14,010

7 12,977

8 65,332


3 49,532

4 16,067

5 8,631

6 13,858

7 13,627

8 60,477


3 43,950

4 12,911

5 7,137

6 12,356

7 11,429

8 53,582

Polk Data Used Truck Sales

diamondArrow Truck SalesCAG Truck Capital / FairvilleTrucks.comCommercial Truck TraderTruckMovers.com, Inc.

platinumA.E.S./Jack Cooper Specialized Transport, Inc.Daimler Trucks Remarketing Corp.Mack Trucks & Volvo TrucksManheimNational Truck Protection

goldADESA CorpAsset Appraisal ServicesBennett DriveAwayBlack BookCaterpillar, Inc.Coldiron CompaniesCumminsEPG InsuranceFSXIdealease, Inc.International Used Truck CentersIron PlanetJ & J Drive-AwayMichelin North AmericaNADANextTruck Passco SystemsPremium 2000Rig Dig Team Drive-AwayThe Truck Blue Book & The Commercial Trailer Blue Book

Vehicle Inspection Systems

Silver50000 Trucks.comACT Research Co., LLCBalboa Capital CorporationCommercial Roadside AssistanceDealer SolutionsDEKRA-TRS LLC Inspection ServicesDoonan Truck & Equipment of WichitaEaton Corporation / Roadranger MarketingEquilease Financial Services, Inc. Equipment FactsFirst GenerationLevel6MarketingMark KeegansMascusR. L. Polk & CompanyRoadRunner DriveawayRock and DirtRuss Darrow Leasing Co.SOARR/Interstate Online SoftwareThe Truck Finance Company, LLCThe Truckers ChoiceTired IronTransport TopicsTruck & Trailer AccessTruck PaperVehicle Inspection Pros

bronzeAmerican Truck ProtectionBest Used TrucksHino Trucks Mitsubishi FusoMy Little SalesmanParish Truck Sales IncPeterbilt of Atlanta, LLCRush EnterprisesWholesale Trucks Of America

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UTA Industry Watch

25www.UTA.org November 2012Design and copy courtesy of Turning Heads Media

www.jjdriveaway.com 800.282.3549

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JANUARy 201321 - 24 • Heavy Duty Aftermarket WeekLas Vegas, NV The MirageSponsored by Heavy Duty Aftermarket Week (HDAW)www.hdaw.org

fEBRUARy 20138 - 11 • ATD/NADA Convention & Expo Orlando, fL Orange County Convention Center http://www.nadaconventionandexpo.org/

MARCH 201318 - 20 • ACT’s Commercial Vehicle Industry Review & forecast SeminarColumbus, IN Location TBD www.actresearch.net

21 - 23 • Mid-America Trucking Show Sponsored by Mid-America Trucking Show (MATS) Kentucky Exposition Center, Louisville, KY www.truckingshow.com

APRIL23 - 26 • NAFA 2013 Institute & ExpoAtlantic City, NJAtlantic City Convention CenterSponsored by NAFA Fleet Management Associationwww.nafa.org

SEPTEMBER10 - 22 • Review & Outlook 2013-2017Sponsored by ACT ResearchColumbus, IN www.actresearch.net

Industry Events Calendar

UTA Industry Watch


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UTA Industry Watch


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

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

From Where We Sit

Deb and Brad Schepp [email protected]

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 commu-nity, 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.

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