industry watch december 2010

SHARE YOUR NEWSwith the UTA Industry Watch.

Send submissions, ideas and comments, to:

UTA Industry Watch Editors Brad and Deb Schepp, Lara Haag

c/o Grace Management 325 Country Club Drive, Suite A

Stockbridge, GA 30281 Phone: 877-GETS-UTA (877-438-7882)

Fax: [email protected]

Volume 12 • Issue 12 • December 20101.877.GETS.UTA • www.uta.org

Table of Contents

CONVENTION HIGHLIGHTS:

State of the Association ..................... 3

UTA Election Committee News .............. 4

Brooks Group ........................................ 5

UTA’s Dealer Group Forms/Meets .......... 5

UTA Jerome Nerman Family Foundation Education Fund Scholarship Winners ...................... 6-7

Spouse Breakfast Serves Up Friendships ....................... 8

UTA Fishing Trip .................................. 8

Eddie Walker Wins Marvin F. Gordon UTA Lifetime Achievement Award 10-11

Face to Face with Hal Dickson .......... 12

Polk Data Used Truck Sales .............. 13

File Cabinet ..................................... 13

Welcome New Members ............. 14, 15

Industry News Briefs ....................16-17

Industry Events Calendar .................. 18

Last Notes ...................................... 18

The UTA… Members Supporting Members!

Used Truck AssociationChartered May 16, 1988

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

Stockbridge, GA 30281

Boot Camp 2010: Mission Accomplished!

Well it has come and gone, and I think we can all agree that the 11th annual UTA convention “Boot Camp 2010” was a great success. You could feel it in the air, the

optimism that says our industry is starting to come back to life. I think this had a lot to do with the success and large turnout at this year’s convention. We had a wonderful location and a truly grand facility at which to meet. I hope you all enjoyed the same great hospitality that I did from the staff at the Hyatt.

We were well informed on the economic front by Donald Broughton again this year. Our keynote speaker, Michael Staver, was a huge hit and I think we were all a little moved by Master Chief David Anderson’s words Friday evening before dinner. I got reports that the fishing trip was a fun experience for most, and the St. Augustine and River-boat cruises were also very enjoyable. Mother Nature gave us a little reminder of who is really in charge on the golf course, but we survived. The Thursday evening Vendor Expo was a fun and hopefully informative time for all. We had great attendance at the workshops and roundtable talks, and some of you had a great learning experience thanks to The Brooks Group training session.

Thanks to the popularity of the cooler scooters we raised money for our scholarship fund. Then on Wednesday night we had a lot of fun with them at the “meet and greet.” (No injury lawsuits filed as of yet.) A big thank you to Adesa Auctions for providing the cooler scooters, and thanks also to J & J Drive-Away for providing shipping to the new owners. We raised more scholarship funds Friday night thanks to some inspiration from Kenny Doonan again this year, and the generosity of so many of our attendees. You, the members of the UTA, are truly a wonderful bunch of people. I personally am very happy to be associated with you.

I want to thank everyone for attending. I want to thank all the sponsors. I think we all know that the conventions would not happen without them. Please support them when you need the services they provide. I want to thank the convention committee, the UTA Board, and Grace Management for all the help and support and education I have received over the last two years as your convention committee chairman. I look forward to seeing you all in Scottsdale next year. n

Tim Ormsby [email protected]

Note: The presentations from the convention are on the UTA website in the “members only” section

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UTA Industry Watch

December 2010 www.UTA.org

2010 11th Annual UTA Convention

HIGHLIGHTSBOOT CAMP

UTA Industry Watch

3December 2010www.UTA.org

State of the Association

The state of the Used Truck Association is excellent! We are financially sound, carry zero debt, and pay our bills each month. Our finances are managed by Grace Manage-

ment of Stockbridge, GA. The company is bonded and insured and manages over 100 homeowner associations. We have our books audited every two years by an outside firm.

Two years ago, we introduced UTATrucks.com. Central Web Solutions developed the site specifically to provide an alternative retail advertising channel for UTA members. The site is available exclusively to UTA members and is user friendly both to the customer and the dealer. We hope to include all of our Allied members in the site this year.

Training has always been UTA’s cornerstone. The founders of our organization wanted to make affordable training available to independent used truck dealers. The UTA has joined forces with The Brooks Group and now offers up-to-date comprehensive training specifi-cally designed for used truck dealers. You can look forward to new and exciting programs to come out next year.

Many dealers have expressed interest in a dealer group for used truck dealers. The UTA Dealer Group is designed to bring dealers together in smaller groups to discuss regional issues and topics. The Group will split the U.S. into six regions and appoint a leader for each region. These leaders will organize the dealers within their regions and promote interaction and networking among the group. This will allow the dealers to also share experiences and solutions among others within their own regions. These smaller groups will be a great way for UTA dealers’ members to become more involved with the Association.

Early in 2010, the Membership Committee sent a survey out to the UTA membership asking them to voice their concerns and opinions about how the association was being run. You gave your Board a high score, and you offered some ideas on how to grow. We have assembled those ideas and will formulate a New Member campaign for 2011. Thanks for your participation..

Our Affiliates are an important part of the UTA benefit program. Our Affiliates offer discounts and services exclusively to UTA. They believe in the UTA and its members, and they are truly “team players.” Please check them out on the web at www.uta.org and save money while supporting our Affiliates.

Our website has been improved over the years, but it really kicked into high gear two years ago when we hired Ramsey MediaWorks, LLC to host the site. Ramsey added color and action to our website and allowed us space to add resources such as the newsletter archive. Check out your UTA website today!

And speaking of newsletters, we have the best newsletter in the industry. We have the only newsletter totally dedicated to the used truck industry. Each issue is loaded with informa-tion about issues that are important to you written by people just like you. As a matter of fact, if you would like to write an article (no advertisements) of interest to the used truck industry, please contact [email protected].

This year the UTA raised enough money, through donations and events like the Kansas City Golf Outing, to give away five $5,000 scholarships. These scholarships are given to deserving students who are seeking education in all walks of life and who are from the US and Canada alike.

Our UTA convention continues to get bigger and better each year. This year we had over 500 attendees. What a great opportunity the Convention provides for members to network and connect with our sponsors. Many of our sponsors have been with us since our very first convention at Howey-in-the-Hills in 2000. Please continue to support our sponsors, because their support for the convention allows us to offer you the best and largest convention in the used truck industry.

Your Board continues to work hard for you and for the success of the Used Truck Associa-tion. We are always open to your feedback at [email protected]. Thanks for your support! n

Marty Crawford President [email protected]

HIGHLIGHTS

4 www.UTA.orgDecember 2010

UTA Election Committee News

The Used Truck Association Board of Directors met the day before the 2010 UTA Convention to welcome new Board members, say thanks to outgoing Board

members, and elect the UTA Executive Board of Directors. The 12th Annual Lifetime Achievement Award was also announced at the Convention, but more on that later.

Mike Thurston and Ken Kosic are the newly elected UTA Board of Director members, and John Cosgrove is the Alternate. These new Board members have already brought new ideas and enthusiasm to the table and will be great assets to the Used Truck Association.

We’d also like to thank outgoing President Marty Crawford and Board members Jon Tepper, Mike Whitlow, and Eddie Walker. All of these men put in countless hours to make the UTA a better organization and we sincerely appreciate all of their hard work.

Rick Clark is the new President of your Used Truck Association. Rick’s knowledge of the trucking industry and his low-key style of leadership, won him the popular vote of the UTA Board. Rick is a long time Board member who has been instrumental in helping the UTA grow to where it is today.

Bobby Williams was elected Vice President. Bobby manages the UTA website, which gets him involved in almost every UTA Board function. Bobby’s outgoing personal-ity and his dedication to the UTA will help him excel in his role as Vice President.

Tom Pfeiler remains the UTA Treasurer. Tom’s steady hand over the UTA finances has been an important reason why the Used Truck Association is fiscally sound, and the UTA scholarship fund is in strong shape. You can be sure that UTA funds will be safeguarded with Tom as Treasurer.

Sheri Aaberg is the new Secretary of the UTA. Sheri has done an outstanding job as the Chairman of the Membership Committee and this should continue in her new role. Sheri is fairly new to the Board but she has made a big impact in a short time.

In addition, the following Board members will chair these committees:Membership Committee – Randy Pennington, John CosgroveConvention Committee – Sheri Aaberg, Tim OrmsbyTraining Committee – Ken KosicElection Committee – George BarnettMarketing Committee – Lara HaagScholarship Committee – Tim RonanAffiliates & Benefits – Bryan BoydUTA Dealer Group – Mike ThurstonUTATrucks.com – Bryan HauptUTA.org Website – Bobby Williams

Finally, as discussed elsewhere in this newsletter, the 12th Annual Lifetime Achievement Award was presented to Eddie Walker. It is hard to think of anyone more deserving of this award. Eddie was the

long-time President of the UTA and he is the person most responsible for the success of this organization. In addition, Eddie has over 60 years, that’s right 60 years of experience in the trucking industry, and currently serves as the President of Best Used Trucks. Congratulations Eddie on a well deserved honor.

Thanks to all who participated in the election process and to all who attended the 2010 Used Truck Association Convention. n

George Barnett [email protected]

Randy Pennington

Bryan Haupt

Rick Clark

Sheri Aaberg

Tom Pfeiler

Ken Kosic

John Cosgrove

George Barnett

Mike Thurston

Tim Ronan

Tim Ormsby

Lara Haag

Bryan Boyd

Bobby Williams

UTA Industry Watch


The Brooks Group on Hiring the Right People

UTA’s Dealer Group Forms/MeetsNow is the time for members to get involved!

Once again the UTA had another great convention. Attendance was awesome.

Participation was active. Presentations were enlightening. Now we move on to the end of the year. Thanksgiving, Christmas, and the mad rush for year-end sales between the holidays will round out our used truck year.

With Christmas upon us, I went out and bought one of my favorite holiday stories on DVD “A Christmas Carol”. What’s a better way to get in the mood! The underlying messages in this classic are many. The one message important to the UTA and the UTA Dealer Group at this time is “what have we given back to our industry?”

At our Dealer Group meeting in Jacksonville we had over 100 members involved and spreading great ideas. Now the important thing is to move forward and act. The goal for the UTA Dealer Group is to provide a platform for our entire dealer membership to have a voice throughout the entire year to make our industry a better place—not just once a year at the convention.

The issues we work on and the ideas for improve-ment are up to us. We need involvement. We need leaders. Here is an opportunity for you to be directly involved in the leading organization in the used truck industry. As a recap, we will split the U.S. and Canada into six regions, each with a regional representative who will organize that region. We will have two regional meetings and two national meetings. The national meetings will be at the summer golf fund raiser, and at the annual UTA convention. The regional meetings will be up to the regions as to when and how—phone call, webinar, in person. The

topics will also be up to the regions—advertising, new engine issues, trade terms, or my favorite—a wholesale dealer site we can use to buy and sell trucks with our own members. The issues are limitless and up to each of you.

Now this project comes down to you! Get involved. Volunteer to become a regional leader. Or, just volunteer to be a part of the group. This is our platform to work on issues throughout the year and make our annual meeting even better. This will make our industry and dealerships better.

Our quarterly meetings will start in the first quarter of next year. The ideas will filter down to the larger Dealer Group meetings

and those meetings will filter down to the convention. If you have comments or want to lead a region now is the time to make the effort. I have several names already, but we need more people to lead. Email me at [email protected]. We will select our regional

representatives after the first of the year, and they will begin to organize our member-ship. Now is the time to give back!

God bless us everyone.

Mike Thurston [email protected]

The seminar’s main focus was on understanding the importance of hiring the right people. You can teach sales and job skills, but personal skills can only be refined, and sometimes they’re very

difficult to change. A manager’s most important priority once he brings a new recruit on board is establishing expectations, and then providing feedback on how those expectations are being met. The key, is understanding what to look for in a new hire. Then once you bring a new person on board, create an action plan for that person.

The single most important predictor of potential sales success is economic desire. Without it, it’s hard to motivate someone to achieve the levels of accomplishment that any manager would strive for. You are only as good as your sales force, so it’s important to remember—Training is an INVESTMENT not an EXPENSE!

This seminar was not only very informative but everyone who attended received a personal Behavioral Style Analysis. The analysis provided custom-tailored insights into an attendee’s own behavior and management style.

Jon [email protected]

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UTA Industry Watch


UTA Jerome Nerman Family Foundation Education Fund Scholarship Winners

Jessica Lynne Collins Jessica is a student at Eastern Oklahoma State College, but more than anything she’s a country girl from Tulsa, OK, to whom family is the most important thing of all. “My mom is and always will be my best friend; she is the one who knows me better than I know myself. My father is the definition of a good hardworking man and a complete and total goof ball. For this, I love him to death because no matter how much we fight or joke around I’m still daddy’s little girl,” said Jessica.

Aside from her family the FFA has had the greatest influence in her life. “Before joining the FFA, Jessica said, “I had no idea of my true identity. I was just one out of 4,000 students at Broken Arrow Senior High.” She took part in many different activities in high school including drama, the yearbook staff, and cheerleading, and was successful enough to be invited to join the National Honor Society. But as soon as she walked into her high school’s “Ag” building, she knew she had found her calling.

Jessica convinced her parents to let her get her first show pig, Iggy. The following year after she bought new show pigs, tragedy struck. A heat lamp in an adjoining pen caused a fire, and she lost her two gilts, Chloee and Bailey. “This was probably one of the worst experiences of my life,” Jessica said. “But it made me who I am today. I received donations of money, and pigs were loaned to me from breeders so I could finish my show season. I can never repay these donors for all they did for me.”

In her senior year Jessica was elected her high school’s FFA President. She also learned one of life’s most important lessons. “I have learned that the only thing that is important is to just be yourself because at the end of the day you’re the one that has to live with yourself.”

Jessica is now attending Eastern Oklahoma State College, majoring in Animal Science. When she completes her education she plans to open her own practice treating large and small animals.

“As an adult I want to be actively involved in the local FFA program,” she said.

Taylor DudaA student at the University of Saskatchewan, Taylor Duda is pursuing Double Honours Bachelor of Science degrees in Anatomy & Cell Biology and Microbiology & Immunology. He’s working toward becoming a physician, something that’s taking the “forefront position in my life at this point,” he said.

Some highlights of Taylor’s academic success follow:

Graduated with “Great Distinction Status” and 2nd in his high school graduating class.

Awarded the Scholastic Merit Award ($400), Biology Award, and Law Award for academic achievements. Earned AP Scholar Status for completing AP courses with great distinction.

As a college student at the University of Saskatchewan awarded membership to the Golden Key Society (for ranking in the top 15% of the Arts & Science College).

Taylor’s many activities outside of school include racquetball, for which he’s achieved various trophies and medals. He’s qualified for funding to attend the Canadian Junior Nationals seven consecutive years. Politics is also a big part of his life. He’s a member of the Arts & Science Students Union, and has served as Whip, Lounge Director, and Technical Director. Other college activities include the Committee on Academic Programs and Standards for Science, and the Anatomy & Cell Biology Students’ Society.

Although still in school, Taylor, as part of his training, has already seen patients and even an operation or two while working for the Regina Qu’Appelle Health Region. He coaches racquetball, and attends the Parliament Community Church, a community that’s been influential in his life.

Taylor has a refreshing attitude toward the working world. “Money makes the world go round,” he said. “But as long as we need it, I see no reason we can’t search for more complete life fulfillment while earning it.”

As Marty Crawford mentioned in his State of the Association article, this year the UTA raised enough money, through various donations

and events, to award five $5,000 scholarships to the Used Truck Association/Jerry Nerman Family Education Scholarship Fund. UTA awards these scholarships to deserving college students from all walks of life. In Jacksonville, everyone got a chance to meet this year’s scholarship winners.

UTA Industry Watch


UTA Jerome Nerman Family Foundation Education Fund Scholarship Winners

Kelsey Warner LawrenceKelsey Warner Lawrence has lived in the same house, in the same town, since she was two. Yet for someone so young—she’s a sophomore at the University of Tennessee—she’s also done quite a bit of traveling. It started the summer after eighth grade when she became a student ambassador for the organization People to People. She traveled to France, Italy, Switzerland, and Austria with 50 other students.

Shortly after that her church hired a new youth pastor and Kelsey became involved in mission work. “We went to Matamoros, Mexico, Gulf Port, Mississippi and most recently the Bahamas, she said. The lessons that I have learned from those trips still stick with me today, and my growth continues…”

In high school Kelsey really got busy, taking part in activities like Student Council, the volleyball team and the National Honor Society. But what really intrigued her were the arts, and she eventually landed the lead in her school’s production of “Footloose.” She continues to stoke her passion for the arts as a sophomore at the University of Tennessee, Knoxville where she’s a communications major with a theater minor. But fate has provided lessons to her that could never be learned in a classroom.

This past summer a very close friend of Kelsey’s was killed in a traffic accident, while on a Mission trip in Maine. “I felt like two tons of bricks had thrown me into the ground, and then they did it again, and again,” she recalls. “I have never gotten an answer from the question ‘Why?’ and I certainly didn’t get one this time.”

Her friend’s tragic passing taught her the real value of friendship. “I’ve grown and learned more in the past three months than I have in the past nineteen years,” Kelsey said.

Kimberly Ann LeeAs a dedicated and conscientious high school student, Kimberly Ann Lee had every intention of following her dreams and attending a great college. By the time she was ready to graduate from Little Axe High School in Norman, OK she’d earned the position of Honor’s student, and was among the top 10 percent of her class. She was also six months pregnant and, of course that responsibility trumped the hopes of a carefree college life. Kimberly Ann married and devoted herself to her family.

Although she was a young mother with many responsibilities of her own, she cared for more than the well being of just her own family. Kimberly Ann saw the need for a youth program to help encourage physical fitness in youngsters. She started a youth football league that now, four years later, includes more than 40 students in third through sixth grades. Because she knows extra money for such things is difficult to find for many of the families in her rural area, Kimberly Ann purposely keeps the cost of the program low. First year dues are $30, and that includes the uniform! With the football team solidly in place, Kimberly Ann has turned her attention to expanding her program with a thriving cheerleading squad.

Fifteen years have passed since Kimberly Ann set aside her dreams of college. In that time, she has overcome the challenges of being a young mother and survived a difficult divorce. She has faced life-threatening illnesses in both her children and herself. Today, she is ready to finally make her dream of a college degree a reality. Her husband—yes, happily Kimberly Ann remarried—is working two jobs to help provide for the family and pay for a college degree. It is difficult, but with the UTA scholarship, Kimberly Ann can’t help but succeed. After all, her family has struggled before, and together they’ve always managed to overcome their struggles.

Daniele Tortoriello Daniele Tortoriello grew up around family and friends who encouraged her to “create memories that money cannot buy, and time cannot take away.” She’s an excellent student with a high school GPA peppered mostly with A’s and B’s. Danielle attends the Richard Stockton College of New Jersey and majors in criminal justice with a concentration in forensics.

Daniele believes in training outside of the classroom as well. She’s working with her campus police department as an office aide, to become familiar with the way enforcement officers work. Her volunteer work includes volunteer instructor for the Maplewood Junior Police Academy.

An avid Volleyball player also, she’s played on teams winning first and second place in their bracket for the East Coast Championship. She also received an MVP award for her standout play. Danielle was also the head manager of her high school’s Boys Lacrosse team.

Daniele said she plans to use her scholarship to earn a Masters degree in Criminal Justice. “My aim is to instill into children across the country a desire to learn about Law Enforcement, and have a better under-standing of the policies and procedures that are put into place for their safety in the communities, and for the best interest of the citizens who live there,” she said.

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UTA Industry Watch


Spouse Breakfast Serves Up FriendshipsBy Mary Main

This was our second year for the Spouse/Guest Breakfast at the UTA Convention. On Thursday morning, about 50 of us gathered for a

sumptuous full-course breakfast…how about those pastries! It was so much fun to see the friends that we made last year, and to get the opportunity to meet and greet some new friends.

Throughout the convention, we were able to recognize each other and visit and then match up the wives and guests with their significant others! I found that sometimes I knew the wife and the husband, but didn’t know they went together! It was a fun process! On Friday afternoon, when we went on our shopping excursion, we were all chatting away like old friends!

Thanks again to the UTA Board for giving us the opportunity to connect and get to know each other early in the convention. Please be sure to join us next year!

UTA Fishing Trip

This year in Jacksonville, we decided to have a Deep Sea Fishing tour. We chartered two fishing vessels from Mayport. We then took

close to 80 UTA members out fishing on the Mayport Princess, and the Majestic. We had several members catch fish and everyone had a blast!

To the right are the names of the award winners from Thursday night..

Bobby [email protected]

MAYPORT MAJESTIC “MobyDick”Award “MobyDick”Award Steve McNitt Jeff Hatfield

“FindingNemo”Award “FindingNemo”Award Kathleen Muskvitch Mike Jacques

“UncleRalph”Award “UncleRalph”Award Amy Looper Cindy Burns

UTA Industry Watch


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UTA Industry Watch


Remarkable 62-Year Tenure in the Truck Business and Longtime UTA Service Lauded

Eddie Walker, President, Best Used Trucks, and a long-time UTA member

and leader, received this year’s Marvin F. Gordon Lifetime Achievement Award. Last year’s winner, Al Hess, presented the award to Eddie at the Jacksonville convention.

In his remarks, Al shared both highlights of Eddie’s remarkable 62 year-tenure in the truck business, and also his own personal recollec-tions of Eddie’s many fine attributes as a man and a friend.

Here’s a look at just some of Eddie’s accom-plishments over his long and storied career.

Eddie Walker started his “career” at the tender age of six when he eagerly responded to his father’s call, “Hey boy, crawl under here and hand me that wrench.” That simple act was enough to keep the youngster engaged in his father’s trucking business. Throughout his youth he worked alongside his father, a truck owner/operator. By the time Eddie was 20 years old, he and his father owned a fleet of 60 trucks hauling sand and gravel for the Texas Highway Department. Eddie was equally comfortable negotiating contracts with Texas state

officials in Austin or getting covered with grease as he helped a mechanic.

In 1986, Eddie joined Dallas Peterbilt as the Used Truck Manager, and his professional career has grown steadily since then. In the years that followed, Eddie worked for Arrow Trucks and Rush Trucks, becoming President and owner of Best Used Trucks in 2001. Today, Eddie is still happily at work. These years have been filled with a variety of achievements and awards.

Since 1991, Eddie has been a member of the prestigious Blue Book National Advisory Group. He received the National Truck Professional of the Year. His company, Best Used Trucks, received the Tarrant County Small Business of the Year and the Truck Blue Book Independent Dealer of the Year Award.

In 1996, Eddie became Vice President of the UTA and through motivation and energy he expanded the association’s membership and the benefits available to its members. He encouraged and worked on new committees including; Ethics, Membership Training, Convention, Website and Public Relations. Eddie was instrumental in the decision to have the 1st Annual Convention in 2000.

In 2001, he became the President of the UTA calling for increased communication through the Newsletter, adding benefits, and building membership. Under his leadership, more committees were created to add benefits to the UTA. They are Education, Endowment, and Finance. As President of the UTA, Eddie was the driving force in building the associa-tion to its present level of membership. He formulated a policy of partnerships with major manufacturer and affiliates in the industry to provide benefits and services to members, and helped create a Policy and Procedure Manual that guides the UTA forward in its endeavors.

Eddie’s kindness outside of the office is at least as legendary as his devotion to the used truck industry. Eddie is a 32nd degree Mason, and the back of his business card reads: “Perform a service worthy of being remem-bered.” To that end, Eddie has volunteered in his community, actively engaged in his children’s lives, and devoted himself to creating a better life for others. He taught Sunday School for many years, and he volunteers with the Special Olympics. Recently, Eddie worked with a young college student from

Eddie W alker

UTA Industry Watch


France who was hoping to make her father’s dream come true. After more than 30 years as a truck driver in France, he was planning to come visit his daughter. Eddie worked with the young woman so that he could finally drive an American truck. Eddie and his staff celebrated the day of the big surprise with balloons, a cake, and lots of hoopla! How wonderful for such a successful businessman to retain his sense of joy. Combining his devotion to his industry with his devotion to his community makes it a pleasure for UTA to recognize such a fine and vital member of their organization.

The UTA’s annual Marvin F. Gordon Lifetime Achievement Award recognizes individuals who have made numerous and significant contributions to the used truck industry. To be eligible to qualify for the award, a candidate must have:

n A proven career record of accomplishments within the used truck industry.

n Demonstrated their capacity for maintaining the highest business practices and standards.

n Advanced the goals and objectives promoted by the UTA.

Remarkable 62-Year Tenure in the Truck Business and Longtime UTA Service Lauded

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UTA Industry Watch


Hal Dickson began his career in truck sales in 1984 when he started working

for Western Star Trucks. He joined Mack Trucks in 1986, and 25 years later, he’s still happily working for this trucking giant. Hal came to used trucks with a solid sales background, having earned his stripes selling tires, copiers, and equipment for the construction industry. Throughout his years with Mack Trucks, he’s built long-lasting relationships, including those with his colleagues at UTA.

We were happy to speak with Hal so soon after this year’s convention to get his experienced view about the event. He was very enthusiastic. “I thought it was a wonderful convention,” he said. “One thing for me was the chance to see people I haven’t seen in a year. It’s like visiting family.” Hal went on to commend the speakers, the venue, and the vendor expo. “The convention, which is the highlight of the year, keeps getting better and better,” Hal noted. “It’s a very good value for anyone in the used truck business to network and add to their working relationships.”

Relationships are very important to Hal. Not only has he fostered many through his long association with UTA, even serving as a member of the Board, but he has also devoted himself to building those relationships with his customers, his corporation, and even his competitors. This last category, though at first it may sound unlikely, has grown even more

Hal DicksonWhen we asked Hal about a typical day at his job, he was hard-pressed to find the “typical.” Instead, we switched to the “favorite” part of the workday, and once again, the subject of relationships was front and center. Hal said he especially likes working with customers who are trading in their trucks. He described this type of transaction as a win-win situation. “You make your money when you buy the truck, not when you sell it,” he explained. “I work with customers who are more like partners. They’ll even do some repairs after the sale that they didn’t have to make,” he said. “It’s a marketplace and everyone who comes to that marketplace is expecting to have certain needs met. It gives me the sense that we’re working together; we’re not adversaries. Life is too short to create adversaries —on your death bed you won’t be wishing you’d spent another day at work. It’s the relationships that matter,” Hal noted. The benefit of building life-long customers is well worth the time and effort expended to build the relationship.

Hal has already offered a lot of wisdom and good advice through this interview, but when we asked him specifically what he’d like new salespeople just starting out to know, his reply was simple but eloquent. “Work hard, and don’t ever sacrifice your ethics for expediency,” he replied. In facing the challenges that lie ahead for both new and experienced salespeople, Hal recommends managing inventory levels throughout the economic cycles to avoid getting caught with the overpriced inventory the industry experienced throughout 2008 and 2009.

Outside UTA, a friend like Hal may seem hard to find, but he’s convinced there are many happy opportunities for comeraderie through the association. “As a result of my job,” he said, “I’ve made some great friendships both here in the U.S. and in other parts of the world. I have traveled to some interesting cities I would not otherwise have had the chance to see. I have enjoyed my career at the Bulldog, after all, it’s been 25 years with this company, and I’m still here!” And we can say, we are very happy to have made his acquaintance. n

important to Hal through his association with UTA. “UTA has allowed me contacts from competitive companies that I wouldn’t otherwise have,” he explained. “Now I don’t look at them as competitors, but as colleagues in the same industry. You can rise above corporate identities through this association and view others as people.” Hal noted that this ultimately gives everyone an advantage in negotiations and business dealings. “There was nothing like this in the industry before the UTA,” he said. Also, being involved with the Board gave Hal an appreciation of how much these “volunteers” on the Board (Board Members) give of their time to see the UTA organization grow and develop into a professional, quality organization that keeps its members at the forefront of everything that’s done.

Hal noted that the used truck industry is a small, but vital one. “You can’t have new truck sales without used trucks,” he said. Being able to operate within that industry among colleagues has always been important to Hal. “Plus, it’s added to my circle of friends, which is the core of life,” he said. Hal recommends that others also go to the convention with an eye toward friendship and networking. This sense of comeraderie extends even to the vendors who are so supportive of UTA and the convention. “The convention gives you the chance to meet the suppliers to our industry face to face. The vendor expo is a very important part of the conventions, and our vendors have been very supportive of our association.”

This sense of connection has always been part of Hal’s life. When we asked him to what he would attribute his success, he replied, “I have been able to work with great people at Mack Trucks as well as the dealer staff.” But, that sense of relationship goes back even further. “I had parents who gave me good ‘directions’ in life for education and to keep striving.” Hal said that his mom entered the real estate business at the age of 65 and sold houses until she was 75! With your mom that active, it must be hard to complain about work. Hal also notes the devotion he and his wonderful wife have shared throughout their life together as a cornerstone of his world. Finally, Hal said that he has long held his personal faith as the foundation for living and conducting his business day to day.

UTA Industry Watch


Fuel Prices to Rise in ’11: EIAYou can add the rising price of fuel to the old saw about death and taxes. It’s inevitable. On November 9, the Energy Information Administration reported that it expects regular-grade motor gasoline retail prices to average $2.84 per gallon this winter, 19 cents per gallon higher than last winter. The DOE stat agency said it expects diesel fuel prices to average $3.09 per gallon during the same period—a rise of 29 cents per gallon over last winter. The zinger: “In 2011, higher crude oil prices combined with strengthening refiner margins push annual average prices for motor gasoline and diesel fuel to $2.97 and $3.19 per gallon, respec-tively.” Well at least used truck sales are looking a lot better! n

2010 Class 8 Sales Still StrongAs ACT Research reported in last month’s newsletter, 2010 has been a lot better than 2009 for all of us selling used trucks. That trend continued in September. At an average price of $42,100, retail sales prices for Class 8 used vehicles sold in September were three percent higher month-over-month in September, ACT said. Sales did trail August by five percent due to a tighter supply of late-model trucks.

“Having fewer than necessary trucks of the right specifications is exacerbating the shortage of equipment and helping to drive up prices,” said Steve Tam, vice president commercial vehicle sector with ACT.

ACT’s database covers about 10 percent of the Class 8 transactions, and from that the company extrapolates total numbers. n

Fall Begins, but Trailer Net Orders Continue RisingSeptember may have marked the end of summer but business certainly didn’t cool down any for those in the commercial trailer industry. ACT Research reported that net orders in September “more than doubled their very weak September 2009 volume.”

ACT feels that September’s numbers show that the “healthy rebound” is continuing as we come off “what was the worst year for commercial trailer demand in nearly five decades in 2009.” For the biggest commercial trailer segment--Dry van trailers—sales shot up 182 percent over last year’s tally for the same month.

“Net orders in September were at their highest volume since May; however, when seasonally adjusted, September’s order activity represented the best volume in the past 32 months,” said Kenny Vieth, partner and president of ACT Research. “Strong reefer van orders and improved latbed trailer orders were key drivers of demand in September,” added Vieth. n

ACT Predicts Doubling in Class 8 Production between 2010-2012The good news from ACT has been coming in bits and pieces, but now we seem to have pretty much clear sailing ahead for the next two years.

In its just-released ACT North American Commercial Vehicle Outlook, ACT forecasted 2010 production of Class 8 vehicles at about 151,000 units, a jump of 27 percent from 2009’s anemic numbers (yet remaining well below historic levels). But ACT now says demand will stay strong and grow even stronger for the next two years, with 2012 production exceeding 300,000 units. Its forecast for medium-duty (Classes 5-7) is less sanguine, with growth rates predicted of 15 percent for 2010 and 14 percent in 2011. The slow pace of the recovery in construction and housing are to blame. n

Quarter 4, 2009 GVW Used Trucks

3 29,693

4 9,856

5 4,807

6 9,782

7 12,269

8 43,847


3 39,982

4 11,586

5 6,699

6 13,475

7 23,505

8 74,802


3 43,147

4 13,433

5 6,982

6 15,850

7 13,096

8 69,474


3 33,255

4 10,631

5 5,974

6 11,816

7 15,550

8 66,806

Polk Data Used Truck Sales

14

UTA Industry Watch


New MembersNorman Adkins, Sales Manager The Truck Center 2037 Old Candler Rd.Gainesville, GA 30507www.thetruckcenter.com(678) 450-7800 [email protected]

Norman Adkins, sales manager at The Truck Center in Gainesville, GA, has been on the sales end of the business since he got his start in 1992. Sales must definitely be his calling since Norman told us he’s a salesman through and through, and “always been and will.”

It’s not just sales that he finds appealing, it’s our entire industry. He’s content, and can’t imagine doing anything else for a living. “Who would want to do something else, he said. “Without trucks where would we all be?”

Norman’s had some really great mentors in his life and believes it’s his turn now to help. He feels the UTA can help him do that. “We should all give back to our industry and this was one way to get involved,” he said in explaining why he joined the UTA. “But most of all it provides us with so much support that we should all be a part of it.”

Bruce Barnaby, Used Truck ManagerLiberty International Trucks1400 So. Willow St.Manchester, NH 03103 www.libertyinternationaltrucks.com(603) 623-8873 [email protected]

“My life is an open book,” says Bruce Barnaby, a manager now at Liberty International Trucks of New Hampshire. One thing’s for sure, Bruce enjoys working with the many people who make up the truck industry. He’s been around the business since 1980, starting out in sales.

We asked Bruce where he might be if not in the truck business. His answer made us long for the summer and the ocean: “Yacht Sales, Nice People, and Warm Weather,” he said. We agree those things are always “in season.”

Zachary Bourn, Director of Used EquipmentPaccar Financial Corp 777-106th Ave NEBellevue, WA 98004(425) 468-7338 [email protected]

Zachary’s first job was as Cab/Sleeper Build Summer Assistant at the Kenworth Truck Company factory, in Renton, WA. Now you’ll find him at PACCAR Financial Corp. Bourn, in Bellevue, WA. He’s their Director of Used Equipment.

Tony A. Bramlett, Used Truck ManagerLiberty Truck Sales, Inc. 401 Daniel Payne Dr. Birmingham, AL 35214 www.libertytrucksales.com(205) 322-6695 [email protected]

For some people the 1980s were about big hair and gathering as many material possessions as possible, but Tony may well remember the decade as when he got his first truck job. In 1987, he started in sales with a Ford heavy duty store in Pensacola, Florida.

Having a variety of things to deal with and problems to solve is challenging, but that’s what Tony most enjoys about his work. “The ‘need’ factor along with the pace of the truck business makes every day interesting for me,” he said.

When we asked Tony what other field he might like to be in if not for trucks he got philosophical for a moment. “It has been so long since I have thought about it,” he said. “If I had things to do over, I think I would have liked doing something that had a creative aspect. For example, architecture or something that gave me a chance to expand and use brain cells in a different way.”

Mark Brandon, OwnerDealer Solutions P O Box 1225 Keller, TX [email protected]

Kevin Browne, Co-OwnerAllTruck Sales, Inc.8001 NE 38th StreetKansas City, MO 64161 www.alltrucksales.com(816) 921-9200 [email protected]

Kevin is one of the two owners over at AllTruck Sales in Kansas City. While he has a lot of experience in the financial services industry, he’s a newcomer to ours, having just come aboard this year. What he especially likes about what he does is “knowing at the end of the day the profits or losses of the day.”

Kevin may be new to the UTA, but he’s worked with associations before, and feels they are “very important for the industry and each individual company within the industry.”

We guess working with numbers can make it so you need to let off some steam at the end of the day. How do we know this? Kevin admitted that he likes to drive very fast—a fact many people don’t know about him. Ready for more? In a world without trucks, Kevin would be doing something far different. “I would like to be a professional gambler, he admitted. “The spirit of the competition appeals to me.”

[Having been to the casino lately I can tell you that gambling also moves me (Brad)…right into the doghouse. Feeding the one-armed bandits usually pays poorly for me.]

Getting back to Kevin, he’s serious about his business and working with other UTA members. “Please, call me if you have a great truck underpriced or are in the mood to overpay for a truck,” he said.

Continued on page 5

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 will 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 like/don’t like about the work you do, why you joined the Used Truck Association, and what gets your gears going as a person. So new members please return your questionnaire so your fellow UTA members can get to know you!

Also, if you’d like a copy of the new member brochure that we handed out at the convention in Jacksonville, please contact David Grace at [email protected] or 770-389-6528 ext. 404.

UTA Industry Watch


Paul Conway, Wholesale ManagerTrax Trux, Inc. 1945 Forest Pkwy Lake City, GA 30260 www.traxtrux.com(800) [email protected]

Paul’s only been in the business since 2004, but he’s been with Trax Trucks, in Lake City, GA the whole time. In his job he gets to work with people from all over the U.S., something he really enjoys.

Similarly, he likes the fact that the UTA’s membership spans across the entire Used Truck industry. “Because the UTA has such a broad membership, it gives me the opportunity to meet in person a lot of the people I do business with,” he said. Along those lines he’s a fan of the UTA Convention and suggests members “keep coming to the UTA conference, it is a good time and very informative.”

As mentioned, Paul’s new to our industry. Before he was in trucks, he was in health care. He was the Chief Information Officer for a Managed Radiology Company and ran the Information Technology Department. How’s that for a change?

When we asked him where he would envision himself if he were not in the truck business he again surprised us. “Teaching history at the university level, because I enjoy history so much,” he said. So Paul may be your go-to guy for the back-story behind our business.

Angelique Deas, Manager, Marketing & Pricing Daimler Trucks Remarketing2477 Deerfield DriveFort Mill, SC 29715(803) [email protected]

Jon Engles, Used Truck Manager Rush Truck Center 900 Expo Drive Smyrna, TN 37167 800) [email protected]

Tom Hamm, Sales Manager JES Sales Co., Inc.8501 W. 35W Service Rd. Blaine, MN 55449(763) 786-7040 [email protected]

Brian Harrison, President Harrison Truck Centers 101 Plaza Drive Elk Run Heights, IA 50707 (319) 234-4453 [email protected]

Eddie Kaden, BuyerMHC Kenworth 1524 North CorringtonKansas City, MO 64129www.mhctruck.com(816) [email protected]

I started out on the retail side selling medium and heavy-duty used trucks for Arrow Truck Sales, Eddie Kaden said. “I got my start in the industry and owe my success to ‘Captain’ Kosic. I thank you for taking a chance on a young “Punk” like myself. “

Everyone seems to enjoy the people in this business and it’s the same for Eddie. He especially noted “the friendships and relationships that I have developed over the years and the many future relationships that I hope to develop.” So what is it about the truck industry that fosters so many relationships? “This industry is very large but very tight,” he said.

Scott Kiefer, PresidentJES Sales Co., Inc. 8501 W. 35W Service Rd.Blaine, MN 55449www.jessalesco.com(763) 786-7040

Robert Lessey, District Sales ManagerNational Truck Protection6 Commerce Dr., Ste 200 Cranford, NJ 7016(800) [email protected]

Todd Robinson, Used Truck BuyerAllstate Peterbilt 558 E. Villaume AveSo. St. Paul, MN 55075 www.allstatepeterbilt.com(651) 450-8120 [email protected]

Don Rogers, Truck Sales RepresentativePeterbilt of St. Louis 2350 Sauget Industrial Pkwy Sauget, IL 62206 www.larsongroup.net(618) 337-4000 (314) 809-2226 [email protected]

Mikhail Rozenberg, PresidentSolex Auto, Inc.4495 Roosevelt HwyCollege Park, GA 30349(404) 918-1658 [email protected]

Craig Thomas, Vice President Piedmont Truck Center, Inc. P O Box 18109Greensboro, NC 27419www.piedmonttruckcenter.com(336) 668-2401

Phil Woody, Sales Manager Harrison Truck Centers 101 Plaza Drive Elk Run Heights, IA 50707 www.htctrucks.com(319) 234-4453 [email protected]

Jim Ziepke, GM/Partner Wick’s Trucks 10502 S. 147th St. Omaha, NE 68138 www.wickstrucks.com(402) [email protected]

Jim Ziepke is the GM/Partner over at Wick’s Trucks of Omaha Nebraska. In 1990 (which unbelievably, it seems, was 20 years ago already!) he got his start selling Dodge trucks.

Any top manager does his best when he enjoys working with all kinds of people, and Jim fits in well there. “I enjoy the interaction with employees and customers,” he said. He also likes “the constant new challenges being in the retail truck business.” As a new UTA member, Jim says he looks forward to networking with other UTA members, as well as gaining more knowledge about the industry.

Jim must really enjoy his work. When we asked about other work possibilities, it turns out he’d be in about the same business. “I would be in the auto business,” he said. “It’s in my blood, my father and brother own car dealerships. It all started when my grandfather got into the business. My sister and cousin also are in the auto industry.”

Outside of work Jim is a family guy. “My wife Cari and I really enjoy following our three kids while they play different sports and the fun team interaction and traveling.” n

16

UTA Industry Watch


How Hot is the Market for Used Trucks?The question isn’t if the used truck market is hot any more, it’s how hot is it?

The answer to that question, for some dealers at least, is hotter than ever. And the general business media is starting to notice.

“Hot Market for Used Trucks,” chirped a recently headline in the Memphis Business Journal in early November. Reporter Andy Ashby interviewed Scott Gill, executive vice president of Diamond Co. The company has 16 locations across four states. “This year, we’ll sell more used trucks than any year in our company,” Gill told the Business Journal. Diamond specializes in International trucks, but sells all types of heavy-duty and medium duty trucks, and also rents or leases trucks.

The company expects to sell 850 trucks this year, far above its previous high of 650. For comparison’s sake, the company ran up sales of 550 trucks last year.

The new EPA regulations, as we all know, have boosted the price of new trucks, increasing demand for used trucks. Gill cited these regulations as a big reason why his sales are at the levels they are. n

Mack Opens 159,000-Square-Ft Customer Center Also Shares Industry Insights at Investor’s Conference

Mack Trucks, Inc. officially opened the doors to a new Mack Customer Center during the company’s World Sales Conference in Allentown, PA October 26-28.

The Mack Customer Center is a 159,000-square-foot facility on 65 acres designed to provide “the ultimate Mack experience for truck dealers and customers.”

The company views the new center as a tool for immersing customers in everything that’s Mack Trucks, such as its products, history, and the Mack Truck culture.

The Center was created inside Mack’s old engineering development and test center. The new Center includes:

n A product showroom n An 18,000-square-foot modification center and a two-lane, .73 mile oval track, allowing customers to put their vehicles to the test. The track has multiple grades, on- and off-road durability courses and a skid pad.

n The Mack Museum and Heritage Center

In more Mack news the company shared some insights regarding sales and inventories during its Investor Day held in early November. Dennis Slagle, President and CEO reported the following details for the 2010 North American Class 8 Market:

n Demand is up 20 to 30 percent (about 140,000 to 150,000 trucks) n Overall demand is gradually rising off low levels n Aging Fleet (greater than eight years, the oldest since deregulation)

n Strength in aftermarket and used truck sales

n Pre-EPA2010 inventories appear depleted n

Industry News BriefsPACCAR’s Third Quarter Report: Improved Earnings and IncomeGood Finance and Aftermarket Parts Business

PACCAR had a great third quarter and its outlook for the rest of the year also looks bright, as the company continues to rebound off the lows of the past couple of years. “PACCAR’s results reflect the

benefits of higher truck and parts sales and improving financial services profits worldwide. The global economic recovery is progress-ing and our customers are benefiting from increased freight tonnage and higher fleet utilization rates, resulting in increased demand for PACCAR products and services,” said Mark Pigott, chairman and chief executive officer.

Highlights of PACCAR’s financial results during the third quarter of 2010 include:

n Consolidated sales and revenues of $2.54 billion. n Net income of $119.9 million. n Manufacturing cash and marketable securities of $2.37 billion. n Cash generated from operations of $363.3 million. n Financial Services pretax income of $41.5 million. n Research and development expenses of $59.9 million. n Capital expenditures of $68.0 million.

Like many other companies, PACCAR terms the rebound gradual. “The U.S. and Canadian truck market is gradually adjusting to higher-priced vehicles resulting from the EPA 2010 emissions change, but industry truck order rates remain below historical levels,” Piggott said. “European truck industry orders have strengthened compared to a year ago due to rebounding freight demand. In Europe, DAF continues to achieve increased market share, which has contributed to improved financial results,” he added.

PACCAR expects its Class 8 industry retail sales in the U.S. and Canada to be in the range of 120,000-130,000 vehicles in 2010—a 10 to 15 percent increase from last year. “This slow recovery reflects the uneven economy, high unemployment, and the low level of housing starts and automotive production,” said Dan Sobic, PACCAR executive vice president. “There are some encouraging economic signs as freight tonnage has increased by seven percent this year and customers’ profitability is benefiting from stable fuel prices and improvements in freight rates. Industry retail sales in 2011 are expected to increase, due to the historically high fleet age and general economic growth, to a range of 160,000-180,000 units. This projected sales level is still below normal replacement demand of approximately 225,000 units,” added Sobic. n

UTA Industry Watch


Rush Enterprises Adds Ford and Isuzu Franchise Rush Enterprises, Inc., which operates North America’s largest network of commercial vehicle dealerships, announced today that it has acquired certain assets of Metro Ford Truck Sales, Inc., a Ford and

Isuzu commercial truck dealer in Dallas, Texas. Rush will operate this newly acquired location as Rush Truck Center — Dallas Medium Duty, offering Ford and Isuzu trucks, parts and service as well as collision repair, leasing,

financing and insurance. The purchase price for this acquisition was approximately $5.6 million.

The acquisitions represents Rush’s third Ford truck franchise and 12th Isuzu truck franchise,” said W. M. “Rusty” Rush, President and CEO of Rush Enterprises, Inc. It also represents Rush Truck Centers’ second medium-duty truck dealership and fourth dealership in the Dallas/Fort Worth metroplex. Rush also has Ford truck franchises in Colorado and Oklahoma and Isuzu franchises in California, Colorado, Florida, Georgia, North Carolina, Oklahoma, and Texas.

For more information, please visit www.rushenterprises.com. n

Detroit’s Big 3 Automakers are back in a Big WayIf it seems like it was just yesterday that the “Big 3” Detroit automakers were about to go under, that’s because they were—at least in relative terms. It was only a little more than a year ago—June 2009—that GM filed for bankruptcy.

But things are looking up for the automakers. Way up.

The latest?

GM’s hotly anticipated Initial Stock Offering (IPO) on Wednesday, November 18 was one of the most successful IPOs ever. The Wall Street Journal reported that 478 million shares at $33 a share were sold, and that the company raised more than $18 billion all told.

Prior to the IPO, GM had reported spectacular third quarter results: n Revenue of $34.1 billion n Net income attributable to common stockholders of $2.0 billion n Earnings per share on a fully diluted basis and adjusted for 3-1 stock split of $1.20

n Earnings before interest and tax (EBIT) of $2.3 billion n Net cash flow from operating activities of $2.6 billion n Free cash flow of $1.4 billion

Ford’s third quarter results were not too shabby either. It reported third quarter net income of $1.7 billion, a $690 million improvement from third quarter 2009, “as strong products, momentum in North America and continued success at Ford Credit fueled growth…”

Things are looking up for Chrysler also. Its revenues increased to $11.0 billion in the third quarter of this year. Chrysler had also filed for bankruptcy last year.

What all this will ultimately mean for the taxpayers behind GM and Chrysler’s bailouts, and the generous line of credit the government extended to Ford remains to be seen. As for GM, The Wall Street Journal reports the money raised will reduce the U.S. government’s stake from 61% to around 26%. n

Navistar and UAW Approve New Labor AgreementUAW-represented employees at Navistar have ratified a new four-year labor agreement, according to the company. The contract replaces the prior contract that expired Oct. 1, 2010.

Here are some of the new contract’s provisions: n Increased truck and engine model flexibility to better utilize manufacturing capacity at all facilities

n Investment in a new technology center on the existing campus in Melrose Park, IL, to perform important test and validation work for current and developmental products

n Significantly improved “new hire” package featuring more competitive and predictable cost structure

n Health care cost sharing by employees n Flexibility in managing non-core activities

The UAW represents approximately 2,000 employees at six Navistar facilities: Melrose Park, IL (engine assembly and engine engineering): Springfield, Ohio (truck assembly); Atlanta, York (Pa.), and Dallas (parts distribution centers); and Fort Wayne, IN (truck engineering). Total worldwide employment at the company is 16,000. n

Caterpillar to Debut Vocational Trucks at CONEXPO

Caterpillar Inc. has announced it will unveil the Cat CT660, the first in what will be a line of Vocational Trucks. The truck will be shown at CONEXPO trade show

on March 22, 2011. Caterpillar will sell and service the Class 8 trucks exclusively through

its North American

Dealer network and production will begin after CONEXPO for delivery later in the year.

The trucks “will offer custom solutions for a large variety of job applications—from moving rock and hauling trash to logging and pouring concrete,” the company reported. Caterpillar will offer the heavy-duty Cat Vocational Day Cab Trucks with a full range of popular engine ratings and torque capability options. The specs are designed explicitly for customers’ demanding applications and include a Cat CT11 engine with ratings from 330bhp to 390 bhp, a Cat CT13 with ratings from 410 bhp to 475 bhp and, coming in 2012, a Cat CT15 with ratings from 435 bhp to 550 bhp. n

18

UTA Industry Watch


FEBRUARY 20115-7 • NADA Convention & Expo http://www.nada.org/TrainingEvents/Convention/

MARCH 20117-8 • The Green Truck Summit www.ntea.com/worktruckshow/index.aspx?=18868

8-10 • The Work Truck ShowIndianapolis, IN www.ntea.com/worktruckshow/

March 31 - April 2 •

2011 Mid-America Trucking Show Louiville, KY www.truckingshow.com

APRIL 201115-18 • ATD Convention & Expo Phoenix, AZ

Phoenix Convention Center

http://tinyurl.com/2fkeorj

What a fun issue of the newsletter this was to write! Maybe we’re still feeling the glow of all the fabulous reports of success surround-ing UTA’s 11th annual convention in Jacksonville, FL. From Tim Ormsby’s wrap-up article all the way through to the bios of our scholarship winners and the awarding of the Lifetime Achievement Award to Eddie Walker, this newsletter has been a bright and cheerful task to complete.

We’re happy to be able to close this December issue with a look at yet more good news. According to financial reporting giant, Bloomberg, North American commercial truck production may rise as much as 56 percent in 2011, owing to the need to replace what is now thought to be the oldest truck fleet in more than 30 years. Class 8 truck production may well reach more than 230,000 units in the U.S., Mexico, and Canada, after suffering by with 150,000 units in 2010.

Early in 2010 we began to get some sporadic reports of slowly improving economic conditions for the used truck industry. It first began as more the absence of bad news than the presence of good. But, by November, Tim, reporting from the convention said, “You could feel it in the air, the optimism that says our industry is starting to come back to life.” Now we’re happy to say that not only is that a feeling and a good one, but it’s also backed up with some

very promising financial facts and predictions. Here’s to 2011 delivering on the promise to bring even more good news!

From our family to the whole UTA family, we wish you the happiest of holidays and a safe, healthy, prosperous 2011!

Deb and Brad Schepp [email protected]

Last Notes

Do you know of an event that should be added to this list? Please send the details to [email protected].

Quintessential Quote

The OpTimisT sees The ROse and nOT iTs ThORns;

The pessimisT sTaRes aT The ThORns, ObliviOus TO The ROse.

KAHLIL GIBRAN

Merry Christmas

and Happy New

Year

industry watch december 2010

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