Record Turnout for UTA s MaxxForce Webinar

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1 1.877.gets.uta Volume 17 Issue 10 October 2015 Used Truck Association Chartered May 16, 1988 Published by the Used Truck Association 325 Country Club Drive, Suite A Stockbridge, GA Table of Contents Board News and Views...2 Quips & Quotes...2 New Members Face to Face with Eric Mulcahy... 8 Ask An Expert Wreaths Across America Update The Brooks Group Sales Tip of the Month...11 Achieving Excellence in Dealer Distributor Performance: An Interview with Walt McDonald: Part Risk Insights Industry Events Calendar...15 NADA Update Industry News Briefs From Where We Sit Convention Sponsors...39 The UTA Members Supporting Members! SHARE YOUR news with the UTA Industry Watch. Send submissions, ideas and comments to: UTA Industry Watch Editors Brad and Deb Schepp c/o Grace Management 325 Country Club Drive, Suite A Stockbridge, GA Phone: 877-GETS-UTA ( ) Fax: editor@uta.org Record Turnout for UTA s MaxxForce Webinar 600 Used Truck Industry Members Attend If the record turnout for the UTA s latest webinar on September 29th is any indication, a lot of people have questions about the MaxxForce engine s early challenges and its status. The UTA partnered with Navistar as part of our free webinar series to share the complete story of the MaxxForce engine. A webinar record of over 600 used truck professionals attended to hear Navistar s Tim Shick honestly present what happened, what s been done, and what to expect next. Anyone who has spent any time working in the trucking industry knows that the MaxxForce engine has had some image problems due to some early issues. And yet, few can articulate what the cause of the issues were, and how they have been addressed. That s why the UTA and Navistar joined forces to fill the information gap. This was an honest and very informative presentation, noted Denny Christensen of Wholesale Trucks of America. International dealers that are taking trade-ins know exactly what they are getting and how to identify them, while independents and the other franchise dealers are in the dark, Christensen added. Simple information such as knowing that VIN numbers containing SN rather than an SJ mean the unit has an N13 as opposed to a MaxxForce13 engine is a big help for those not in the know. Many hours of R&D were spent to develop one of the industry s most fuel efficient, cabin-noise quiet motors, Shick said. Understanding how to share with customers the engine s positives, and being able to convey the corrections that have been made strengthen everyone s ability to sell more trucks, and that is the name of the game, added UTA Vice President Craig Kendall. Having the opportunity to speak to so many individuals is invaluable, Shick noted. Many attendees commended Navistar for being so straightforward and not trying to duck the issues. The UTA extends a big thank you to Navistar for putting together such a wonderful presentation to share with its membership. Another thank you goes to everyone who joined in on the webinar helping to grow the popularity and viability of the series--which would be impossible without the support of vendors. The UTA invites anyone who has any questions, comments, or ideas for upcoming webinars to share their thoughts with any of the contacts listed here. n Contact info: Ken Kosic, UTA Training Committee Chair, ken@uta.org; Amanda Kent, UTA Training Committee Vice Chair, amanda@uta.org; or Todd Coppaken, todd@imagetruckpartners.com

2 2015 Board of Directors governing board: President... Rick Clark Vice President... Craig Kendall Treasurer...Brock Frederick Secretary... Angelique Pierce President Emeritus... Marty Crawford Committee Chairpersons: Affiliates & Benefits... Craig Kendall Convention...Hal Dickson Bryan Haupt Dealer Group...Mike Roney Elections... Mike McColgan Finance... Brock Frederick Marketing...Angelique Pierce Amanda Kent Medium Duty... Amy Shahan Membership... John Cosgrove Training...Ken Kosic Amanda Kent UTA Jerome Nerman Family Foundation Scholarship... Jay Burgess Craig Kendall Website...Angelique Pierce Wreaths Across America...Ken Kosic Young Member Group... Brandon Hess Board News and Views UTA Industry Watch If you re going to the UTA convention this coming November in Dallas, TX you re about to have the best experience possible. Your convention committee has been working diligently over the last several months all toward this goal. Hal Dickson and I, your convention chairs, along with the entire committee, hope we have accomplished our goals, with a new format this year. Our workshops this year are on Thursday, and they will include several topics to help you sell all the new technologies that are part of today s trucks. We have also invited back Donald Broughton, the well-known economist to guide us in thriving in today s volatile market conditions. We made some adjustments in the agenda to better serve our dealer and vendor attendees. Golf at Tour 18 is on Friday instead of Thursday (as in years past). You may remember we are always in a time crunch to get golf and the Vendor Fair done in the same day. Now we can be assured of spending more time with our sponsors. After all, without them the convention would not be possible. We have an exciting speaker this year, Mr. Ron Jaworski, better known as Jaws. Ron s the longtime Eagles quarterback and is now an ESPN analyst. Jaws is sure to enlighten and motivate all who attend! He s speaking on Thursday morning, which will set the tone for the day! Several of our sponsors will have trucks on display in the massive convention hall. On Thursday night we ll also have 80 booths at our vendor fair set up. Aside from all the great vendor exhibits, there will also be a silent auction held to benefit our scholarship fund, and provide networking opportunities for all who attend Convention Committee Members Hal Dickson Amanda Kent Ana Wall Angelique Pierce Craig Kendall Mike Roney Ken Kosic Sr. Marty Crawford Anthony Gansle Amy Shahan Brandon Hess Rick Clark We will honor our LTA winner at Friday evening s dinner, and then continue on until 11 pm with our Denim and Diamonds country dance. For the first time this will not be a formal dress event. But please make sure you wear your best Cowboy or Cowgirl attire for the evening s festivities, as we will have a large dance floor for you to show off your best dance moves! You can t imagine how much work goes into putting on this event and making it special and worthwhile. So if you get a chance at this year s convention, please take time to thank the committee members who have worked so hard. I look forward to seeing all of you next month at the Gaylord Hotel in Dallas, Texas where we can all meet new friends and continue to develop great relationships! If you believe in what you are doing, then let nothing hold you up in your work. ~Dale Carnegie Bryan Haupt Convention Co-Chair bryan@uta.org 2 October

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4 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! Dennis Adamson 6602 E. 32nd Street Joplin, MO (417) (w) dennis.adamson@mhc.com Robert Amico National Truck Protection 6 Commerce Drive Cranford, NJ robert.amico@ntpwarranty.com Tyler Barcena, General Manager Sales Champion Truck and Trailer, Inc E. I-20 Odessa, TX (432) (w) (432) (c) tyler@championtruck.com Technically, Tyler says, my first job in the truck business was detailing trucks. During my summers as a teen I would go up to our dealership and detail 1-2 trucks per week. This allowed me to get familiar with the equipment and to generate some spending money. Through time, I have done a little bit of it all. Tyler s family has been in the retail truck business more than half a century now. As a result, he s seen the relationships they have cultivated with other truck industry lifers. Tyler hopes that 50 years from now his children will be able to say the same of him. I look forward to using the UTA as a tool to develop the same lifelong commercial and personal relationships my father has in the industry, he added As someone whose family has been in the business for so long we were curious what Tyler most enjoyed about his job. Our job consists of getting up and making a deal on a daily basis, but no two deals are ever the same, he told us. I enjoy the challenges of closing each and every deal. There is no better teacher than experience and I learn something new constantly. When asked about interests outside of work Tyler turns immediately to his family. I have a beautiful wife of five years (Brittney) and two wonderful children (Blakleigh who is three and Branham who is one.) Tyler spends most of his free time with them at home or traveling. Other interests include playing golf and watching football with family and friends. Doug Bergen, VP Sales/President Trucks Unlimited Inc./Doug s Trailers Ltd. 495 Hwy 12 N. Steinbach MB Canada R5G 1V1 (204) (w) doug@jfehr.com Detailing, as well as safety repairs, was Doug s first job when he started in our business in As so many new members tell us, Doug s joined the UTA for its networking opportunities, and product and service information. This is a great industry to be a part of, Doug began when we asked about his favorite parts of his job. It s vital to the greater good, and there are good people to deal with for the most part. And I enjoy helping others be successful. So where might you find Doug if he were to leave trucking? In anything involving people and processes improve, be more efficient, and more effective no matter what the task. Oh yes, during his time off Doug enjoys MMA. Before we signed off, Doug had some advice for other members: If you don t know, you re not sure, ask someone who does. Be willing to share knowledge with others. It does not take away from your own value. Rick Bliss Truck Center.com 2205 FM 156 Haslet, TX (817) Rick.Bliss@liquidityservice.com Eric Blomquist 1250 Lakeside Dr. Romeoville, IL (847) (w) eric.blomquist@mhc.com Christopher Bouchard, Used Truck Wholesale Buyer MHC Truck Source 28 SE Golden Belt Rd Oak Grove, MO (816) (w) chris.bouchard@mhc.com Chris found a home with MHC in 2012 in used truck sales, and has been with the company ever since. Like almost every new member Chris looks forward to the networking opportinities that come with UTA membership. He s especially interested in the wholesaling side of the business. Chris other interests include coaching and teaching, and well as baseball. Alex Brozek, Buyer and Seller of Commercial Trucks Bayshore Ford Truck Sales Inc N. DuPont Hwy New Castle, DE (302) abrozek@bayshoretrucks.com Marketing Intern, was Alex s first job in trucking, which he began in He s here now to expand his network of professional connections and continue to grow and evolve his knowledge of commercial trucks and the used market. The ability to take risks is something Alex enjoys about his job as well as the changing nature of the business. If he were to change fields Alex says he would be a Backcountry Mountain Guide. Trekking through the wilderness reminds you that all you need to survive and thrive in life is a pack on your back with some basic essentials in it. The rest is just gravy, he said. Oh, and Alex says he also makes a mean margarita! He s looking forward to working together with other UTA members. Andrew Carstensen 690 Starr Lane Roberts, WI (715) (w) andrew.carstensen11@gmail.com 4 October

5 UTA Industry Watch Jennifer Cartier, Regional Sales Director TrüNorth Warranty Plans of North America Birkdale Commons Pkwy, Suite 208 Huntersville, NC (800) (w) (888) (c) Although Jennifer gives 2015 as the year she officially started in trucking, she s no newcomer. She s been around trucking for 15 years because her husband is also in the business. Prior to trucking, Jennifer was in sales for many years, selling products and services I believe in, so working with TrüNorth is a great fit for me, she said. Jennifer s hoping that through her new UTA membership she will learn additional industry news, gain insights about issues facing the industry, as well as gain networking opportunities. As mentioned, Jennifer really enjoys selling a product she feels strongly about and could not represent a service or product that I do not see the value in, she said. Therein lies the key to her success. I firmly believe in the exceptional company that I work for, and the products we offer as a true value add for truck owners/retailers. Another plus about her job is that she s not tethered to a desk for 40 hours a week. I dread sitting behind a desk for 40 hours, Jennifer said, and my position as Regional Sales Director allows for me to get out of the office and meet my customers. Outside of work, her family keeps her quite busy. Jennifer has three kids one boy and two girls, and is quite involved with their school sports and activities. She also coaches a cheer team, and served on multiple committees and held board positions to support football and cheer, and other activities such as Sober Grad Night (for high school graduates) in her city. Maggie Chase Transwest Truck Trailer RV E I76 Frontage Rd. Brighton, CO (303) (w) maggie.chase@transwest.com Nicholas Demagistris, Truck Sales Transwest Truck Trailer RV E I76 Frontage Rd Brighton, CO (303) (w) nick.demagistris@transwest.com Nick just joined the industry this year and he s working in his first job. He s excited about the great team he works with which makes work extremely enjoyable. More industry knowledge, experience, and networking, is what he s looking for, so at UTA, he s come to the right place. Nick loves the outdoors, including backpacking. He can see himself involved somehow in Fish and Game were he to leave the trucking business. Jack DeMao, CEO Electric Guard Dog, LLC 121 Executive Center Dr., Suite 230 Columbia, SC (803) (w) jdemao@electricguarddog.com Jack s first job in the business he joined in 2007 is the one he still holds to this day, CEO of Electric Guard Dog. He is passionate about his company and frank about what he hopes to achieve with his UTA membership. My goal is to be able to let owners/operators know what a valuable security partner EGD is to this critical, and under-served market. There is no customer too small or large for EGD! His enthusiasm carries over to his customers, who he enjoys meeting with and receiving such positive feedback regarding our product and EGD employees, [which] makes the long hours on the road worth it! Jack obviously loves the work he does now but says that if he were forced to leave the trucking business, I might seriously think about inquiring into management positions at Starbucks. As you can tell from his picture one of Jack s interests outside of work are triathlons. (The picture, Jack says, was taken after he competed in a recent triathlon.) Jack s also into endurance cycling. Closing thoughts? In today s challenging environment, with increasing security threats and law enforcement resources stretched thin, those in the trucking business need to rely more on deterrents such as Electric Guard Dog rather than detection, Jack said. Lance Eskridge Birkdale Commons Pkwy Huntersville, NC (800) (w) (888) (c) Lance@Trunorthwarranty.com Patty Everson The Truckers Choice 316 S. Main Street Inwood, IA patty@truckerschoice.com Lee Fosson 1410 Cantrell Street Ashland, KY (606) (w) (606) (c) lbfosson@aol.com Rob Hage The Truckers Choice 316 S. Main Street Inwood, IA rob@dch.com Gary Harrington, Used Truck Manager Michigan Truck and Equipment Sales 6000 Clyde Park SW Byron Center, MI (616) (w) (616) (c) gary@michtruck.com Fifteen years ago Gary began his trucking career in used truck sales at Michigan Kenworth. It s worked out well as Gary now says trucks are my life. If you re looking for new contacts be sure to track Gary down. The desire to add to his own network base is one thing that brought him here to the UTA. It gives him great satisfaction in his role as Used Truck Manager to more directly help the success of a great dealership. It seems many UTA members like riding motorcycles and Gary does also. In fact he says he s ridden and owned motorcycles since he was five years old! Gary s hope is to work with the UTA to keep the trucking industry a thriving and successful industry. New Members continued on page 6 October

6 New Members continued from page 5 UTA Industry Watch Kirsten Hassler 174 4th St. Crossville, TN khassler@tapindustrial.com Russell Hill, Used Truck Manager Christopher Trucks P.O. Box 8677 Greenville, SC (864) (w) rustyhill@christophertrucks.com Rusty, as he s better known, traces his start in the business back to Back then he worked for Mack in shipping and receiving. As a new UTA member Rusty is looking forward to getting acquainted with old contacts and also making new ones. At Christopher he works for a third-generation family owned business, which he really likes. He also likes having the flexibility and freedom to buy what he thinks is best for the company without being micro-managed. Sales is his calling and he d probably still be doing that if he were not in the truck business. He s not just about work though. Rusty also enjoys woodworking and traveling. Finally, Rusty said he s looking forward to seeing everyone in Dallas in November! Gale Ingram Transwest Truck Trailer RV E. I76 Frontage Rd Brighton, CO (303) (w) gingram@transwest.com James Lund, Jr., Used Truck Sales Navistar, Inc. Navistar Drive Lisle, IL westsacramentoutc.com (916) (w) james.lund@navistar.com It was just about a year ago that James Lund joined us in the truck business, taking a job in used truck sales with Navistar. He had been in the military prior to that. We like how succinctly he phrased what he was looking for from UTA membership: Wisdom and Insights, he said. Every sale is a challenge and every day is different are two of the things James likes about his job. He also enjoys working with both new and old customers, and adds that Navistar knows how to take care of their talent. Other interests and passions James named: Being a Team Player. Being a Leader in his Church. Fatherhood: James has two boys now with a girl on the way. Weekends: These provide a time for James to enjoy his wife and kids. Asked for closing thoughts, James said that cold calls are the key to starting a relationship with a potential client; I plan 20+ prospecting calls per day. Adding: Fail to Plan and Plan to Fail! Kevin Manganaro Bayshore Ford Truck Sales Inc N. DuPont Hwy New Castle, DE (302) (w) kmanganaro@bayshoretrucks.com Tim Mays International Used Truck Centers 2701 Navistar Drive Lisle, IL tim.mays@navistar.com Rory McCarty, Used Truck Manager Pape Kenworth 550 NE Columbia Blvd Portland, OR (503) (w) rmccarty@papekenworth.com For Rory McCarty, who first got his start in the truck business as a driver in the 1970s, trucking is still an interesting and enjoyable way to earn a living. Why? Each day is different, he told us, which is something many new members also say. Rory s been with his current employer since Outside of the job he enjoys fishing and tinkering with older cars. A couple of years ago Rory attended his first UTA convention and found it a great way to build relationships, which is why he decided to officially join us now. He s looking ahead to more great networking opportunities come November at the Gaylord Texan and Convention Center! Gary Meschon 1524 North Corrington Kansas City, MO (816) (w) gary.meschon@mhc.com Gil Olaes International Used Truck Centers 2701 Navistar Drive Lisle, IL gil.olaes@navistar.com Ken Puetz Truck Country 2401 Progress way Kaukauna, WI (800) (w) (920) (c) Chris Quinn 9500 Glenlyon Pkwy Burnaby BC V5J0C6 (778) (w) (778) (c) cquinn@rbfinance.com Mario Rodas Paccar Financial Corp 9620 S. 76th Avenue Hickory Hills, IL (708) (w) (708) (c) mario.rodas@paccar.com Mario started his truck sales career in the medium duty Class, selling school and commercial buses for a bus company where he had worked for over 15 years. Mario feels his distinctive background gives him an edge as a consumer consultant. He hold a bachelor s degree in Marketing/ Research and Psychology studies in the field of Human Facial Expressions and Body Language. He says he has used his cultural diversity knowledge along with his language skills (English/Spanish) to establish excellent working relationships around the world. Today, Mario says, he s the new kid on the block selling Class 8 trucks. This industry is kind of new to me, but I have learned so much over the last three months. In addition, Mario says he enjoys working for a great team here at PACCAR Financial. Mario shared more about his personal background. He moved to the US when he was 18 years old. Now Mario s the father of two beautiful daughters, who are 19 and 22 years old. I know I started very young but I have no regrets. I have been in sales pretty much all my professional life. Outside of work, Mario enjoys cooking, gym, swimming, volleyball, running, scuba diving, dancing, and tries to have a healthy diet for the most part. 6 October

7 UTA Industry Watch Matthew Shirley TransChicago Truck Group 776 N. York Street Elmhurst, IL (630) (w) Jimmy Southard MHC Kenworth Atlanta 5860 Riverview Road Mableton, GA (404) (w) Nate Stack Truck Paper (800) (w) P.O. Box Lincoln, NE Eric Staskon International Used Truck Centers 2701 Navistar Drive Lisle, IL Robert Sterchi Paul Suzio BOLT Insurance.com 10 Waterside Drive, Suite 202 Farmington, CT (860) (w) Rick VanHove, Regional Sales Director Birkdale Commons Pkwy, Suite 208 Huntersville, NC (469) We actually included Rick in August s New Member section, but we ve recently learned a bit more about him. He started in trucking in 1989, working part-time for a freight line to help put himself through college. Rick s now with us to learn more about our business as there is always something new to learn. Also to help meet new leaders within the industry. For Rick, the best part of his job is meeting new people and helping them solve problems. We have a best-in-class warranty product and I enjoy sharing it with those who can benefit, he said. Were it not for trucking, Rick says he would probably be in some other type of entrepreneurial endeavor. There are lots of business opportunities out there if you are willing to work hard and apply yourself. Rick added that he s a big football fan, both college and professional. That may explain why fall is his favorite time of year! Signing off, Rick says he looks forward to meeting more of the members at the upcoming UTA Convention. It should be a great time. Christopher Weaver, Used Truck Sales Manager Premier Truck Group 1413 Everett Road Knoxville, TN (865) (w) cweaver@premiertruck.com Nine years ago Chris started working in the trucking industry as a Used Truck Operations Manager. Networking opportunities and the chance to learn more about the industry are the two things that attracted him most to the UTA. Every day brings a new challenge, he said about his work. I enjoy the fact that this business is always changing and that it keeps you on your toes. Chris also enjoys the outdoors and if he wasn t in the trucking business he can see himself as a hunting or fishing guide. Another interest is traveling to new places with his wife to see the many things this world has to offer. Getting back to the UTA, Chris added that he s looking forward to being part of an association that has many members with years of industry experience to share. David Westerfield, Equipment Sales for U.S. Xpress Trucks Transport Enterprise Leasing, LLC 400 Birmingham Hwy. Chattanooga, TN (423) (w) (615) (c) d.westerfield@teleasing.com First used in 1959, Hertz s slogan was Hertz Puts You in the Driver s Seat. While that slogan was used for their rental car business, David got his start at Hertz Truck Rental as a Rental Clerk in He s looking forward to personally meeting the people he s done business with for years as a new UTA member. The chance to stay on top of news and trends is another reason he s joined us. Selling trucks with matched specs out of a large fleet with good level of inventory available, is what he likes best about his current job. While trucks have obviously interested him for years he can also see himself in Real Estate were he to leave trucking. I enjoy seeing and living in new houses., he told us. David had these thoughts to share with other UTA members: I was a member with HEC Leasing for two years and have rejoined since employment with Transport Enterprise Leasing. Marc White International Used Truck Centers 2701 Navistar Drive Lisle, IL marc.white@navistar.com Josh Whitley International Used Truck Centers 2701 Navistar Drive Lisle, IL josh.whitley@navistar.com Bennett Whitnell 564 N. 64th Street Wauwatosa, WI bennett@whitnellanalytics.com Tom Winner Bayshore Ford Truck Sales Inc N. DuPont Hwy New Castle, DE October

8 UTA Industry Watch Eric Mulcahy Today, Eric is the Branch Manager for Arrow Trucks in Minneapolis, MN. He s been an active member of UTA for more than a decade now, and a part of the trucking industry for far longer than that. At a very early age I worked in a truck body shop getting trucks prepped for paint, he recalled. It was probably the dirtiest job I ever did. I quickly learned that selling trucks was a much better option than working on them! As soon as Eric completed school he started working for his dad, Ed Mulcahy, at Transportation Equipment Services (TES). The company specialized in buying and selling transportation-related assets across the country. TES bought OEM trade packages and the assets of distressed trucking companies, Eric explained. Equipment was scattered across the country. It was a great time and allowed me to meet a lot of people from different facets of the trucking industry. When his father decided to wind that business down Eric joined Arrow Trucks in Atlanta, GA. While with Arrow, he transitioned from the retail side of the business to management. Over the years, he s also worked for Seabrook, an independent dealer located in New Hampshire. I have also worked as a used truck manager for North Jersey Truck Center, one of the oldest full-line Freightliner dealers in NJ. And also worked to start up Target Truck Sales, an independent dealer specializing in rolling stock in the moving and storage industry based in Atlanta. As branch manager of Arrow s Minneapolis location, Eric is responsible for nearly every aspect of the operation. The branch management position within Arrow allows the branch manager to operate as if it was your own, he explained. You become responsible for the day-to-day operations and the bottom line profitability. Arrow gives its managers a high degree of autonomy when it comes to hiring staff, selecting inventory, and marketing. At the same time, Eric credits Arrow with the support they give their managers. Corporate provides unparalleled support to make sure you are successful, he said. Not only does Eric note and appreciate the company he represents, but he still loves his job. I think the most enjoyable part of the job is seeing my team members put a deal together with a person that truly is appreciative of the hard work that goes into selling, he said. There is nothing like an exit interview with a satisfied customer. Eric also noted that it s easy to forget that people who sell used trucks empower their customers to take control of their destinies while they themselves contribute to their company s bottom line. I enjoy working with a team member, he said. Researching the marketplace you are in and learning how to capture that next deal is crucial to our success. Throughout his career, Eric has seen how difficult that can be. When asked to look back over his career and share some proud moments, Eric went back to his early days. Early on in my sales career we spent days upon days dialing for dollars, he recalled. I don t think anyone enjoys it, but managers always told us you have to do it. Eventually, it paid off, and I sold a dealer a package of 2,000 trailers! Eric also looks back proudly at the time he spent as manager of the Arrow Atlanta store. I was fortunate enough to assemble a great team, he said. Within two years, the store became one of the most profitable stores in the Arrow system. Building a team that respected each other while making a sizable return for corporate was a great moment, he said. In offering advice to younger salespeople just starting out, Eric starts from his own experience. Patience and listening skills come with age, he said. Better salespeople learn this earlier in their careers. It s important to build a great network of people within the industry. He recommends that those new to the industry decide where they want their career paths to lead. Then strive to be the best at each job leading you toward that goal. The most successful people in the industry have a clearly defined set of objectives, he said. Eric also notes that today s buyers are much different than from those when he got started. Today s buyers have a wealth of information available to them, he explained. It is up to you how you will position yourself. The days of instant gratification are fewer and farther between. Eric noted that the customers who you help to achieve their long-term goals are the ones who will result in higher returns for you, too. Eric has spent most of his career traversing the United States. He s gone from coast to coast and from south to north. Today his family includes four miniature dachshunds. All the travel and moving around during my career never afforded me much of an opportunity to put down roots, he said. The truck industry has allowed me to travel from one coast to the other. I ve enjoyed lots of great food and wine and have met a ton of great people. n 8 October

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10 UTA Industry Watch Question: What Is A DPF (Diesel Particulate Filter) And Why Do Commercial Trucks Need Them? Answer: These have been essential questions for UTA members since 2007, and will be viable questions well into the future. They are also questions that can go in a hundred different directions. Changes are consistently made to improve on emissions control technology. An example is when Detroit moved to a Diesel Exhaust Fluid (DEF) engine with a one box Selective Catalytic Reduction (SCR) system where they split the DPF into two parts with its own catalysts. Trying to keep up with the technology can be fun, but it can also feel like emptying a lake with a bucket! I will take the second half of the question first. Why do Commercial Trucks need a DPF (Diesel Particulate Filter)? In educating myself and my customers on all After Treatment Systems (ATS) technologies, I have found it helpful to explain that engine manufacturers did not dream this up so their engines would outperform those of their competitor's. Engine manufactures had to develop these ATS technologies to meet Nitrogen Oxide (NOx) emissions standards mandated by the California Air Resources Board (CARB). One Owner Operator had a great way of visualizing the ATS support system (all sensors and computers that monitor the hardware). The system is like having your own personal California DOT Officer riding with you," he said. "If the officer feels you are releasing too much NOx into the air, the officer shuts you down. The EPA mandates pollution limits for each State. And each State determines how to attain those standards. California concentrated its efforts on the Transportation Industry to meet EPA's standards. This meant that theoretically engine manufacturers would have had to create two assembly lines: one for CARB-compliant engines, the other for non-compliant engines. Because using two assembly lines was not realistic, CARB s new standards not only affected California-based transportation companies, they changed the whole industry. So how do you keep a diesel engine from releasing exhaust into the air? CARB gave manufacturers three descending NOx-emission levels to achieve within a seven-year period. The first drop in NOx emissions levels were to be met in The goal was to bring NOx emissions down to approximately 0.2g/bhp-hr by the year Generally, all the engine manufacturers agreed with the technology needed to reach CARB s 2010 deadline. Though all OEMs have differences in their systems, the DPF would be, in some shape or form, one of three parts of their overall technology. To answer what a DPF is, it is important to know how the DPF works in sync with the two other NOx reduction systems Engines (not to be confused with the year of the truck itself) Exhaust Gas Recirculation (EGR). This technology was the first part of the equation and it began with 2003 to 2006 model year engines. This reduction technique recirculates a portion of the engine s exhaust gas back into the cylinders a second time. NOx gas is created by exposing nitrogen and oxygen to extreme temperatures under pressure. The EGR creates a cooler temperature in the lower combustion chambers, eliminating some of the NOx gas in the engine. This is not great for engine performance, but it did allow manufacturers to meet the 2003 NOx emission standard Engines Diesel Particulate Filter (DPF). This filter was added to engines in tandem with the EGR System in The filter catches the black Carbon that the EGR does not catch coming out of the engine. (The black carbon results from incomplete fuel combustion.) The DPF traps much of those particulates directly on the filter s surface. There are many types of DPF designs but all must meet similar requirements. A common example is made of Cordierite (a ceramic material in a honeycomb design). This type of DPF is not a single-use filter that must be replaced once it s full of soot (pollutants such as NOx). It can turn the soot to ash in two ways before the filter needs to be emptied or cleaned. To do that the DPF requires a catalyst called the Diesel Oxidation Catalyst (DOC). This is an expensive piece of the technology, with its own science. Simply put, the exhaust passes over the DOC, which has elements that react with oxygen to cause a chemical change before it goes into the filter. With enough heat, the soot bonded to the ceramic filter breaks down to ash, and then drops. This is called a passive regeneration, which happens when the truck is running down the road at operational temperatures. The second process is an active regeneration or parked regeneration. This maintenance process is more complete but requires a lot more heat. Using extra fuel ignited from an injector to increase the temperature of the DOC and DPF at a high RPM, the change to ash occurs. This takes place while the truck is parked, and can take up to an hour or more to complete. Once that filter is full of ash it s pulled out, inspected, cleaned of all ash, and then reinstalled. Engine Manufacturers suggested cleaning intervals. Most OEMs suggest cleaning at around 300,000 miles for over-the-road applications. In the real world this is ambiguous at best for an over-the-road application. Idle time seems to play the biggest role in cleaning intervals. As with Vocational trucks the applications dictate a great deal of idle time, and the suggested cleaning intervals are around 60,000 miles. Regardless of interval, the cost to clean out the filter of ash is around $ (+/-). At a recent Convention, the UTA assembled a panel of all of the engine manufacturers. They were asked how to tell when the DPF needs to be cleaned. The answer? There was no diagnostic tool available to do this. The only conclusive solution was to pull the filter out and inspect it. The industry is finding, however, that each time the 10 October

11 UTA Industry Watch filter is cleaned, the cleaning interval decreases until the DPF finally does need to be replaced. So manufacturers suggested cleaning intervals are not valid in a re-man (cleaned) DPF. Contamination or cracking of a DPF. The DPF rarely fails on its own. It usually will fail due to something malfunctioning upstream. The DOC plugging, EGR leaking coolant into the filter, or oil from a blown turbo are but a few reasons the DPF can fail and Newer Engines Diesel Exhaust Fluid/Selective Catalytic Reduction (DEF/SCR). The latest technological innovations brought the industry across the CARB s finish line. I will not get into too much detail about this system. But in short, after the exhaust goes through the DPF the DEF is sprayed into the exhaust system changing the majority of the NOx particulates into inert ammonia. Then the exhaust passes through the last Catalyst SCR to become mainly water, with small amounts of CO2, and Nitrogen for the most part, which is released into the air. Many customers think a DEF engine does not have a DPF filter. This isn t so. Without all three systems working together, engine manufacturers could not have brought NOx emissions down to CARB-mandated levels. (As an aside, many of my customers say they should be paid for cleaning the air now, as the air that goes into the engine is arguably coming out cleaner.) Mike Roney, Truck Sales Warner Truck Center/ Used Truck City UTA Board Director Wreaths Across America Update: UTA s Team Blue is in 1st Place! Last month we mentioned that as part of this year s Wreaths Across America Day, the UTA had been challenged! The idea is to see which team will sponsor the most wreaths to be placed on veterans tombstones at Arlington National Cemetery. There are three teams. A red team, white team, and blue team. The UTA is the Blue Team. The Challenge began on Labor Day, September 7, and will end Saturday, October 31. The Captain himself, Ken Kosic, is also the Blue Team Captain. For this month s Industry Update he reported how things stood as of September 18. Team Blue UTA is in first place over the White Team (Women In Trucking) and the Red Team (NASCAR s Jennifer Jo s fans). The challenge has gotten off to a slow but much appreciated start, and I am expecting wreath donation to increase as the challenge moves along. What the UTA is doing to support Wreaths Across America is inspiring. We have an organization that honors America and is generous when it comes to giving back. Trucking and its people are the backbone of America and with that comes the responsibility to honor, respect, and remember who we are and those who made the ultimate sacrifice to protect our principles. I ask you to be generous and supportive of our WAA initiative and to contribute today to the Challenge. Whether it is one, two or a hundred wreaths your support is considered worthy and generous, and will make a difference. Captain Ken promises to keep us all updated and again he wanted to thank everyone for their support! n Great sales managers know where to draw the line between being too friendly, and too distant. Knowing where that line is will often determine the difference between greatness and mediocrity. October

12 UTA Industry Watch Achieving Excellence in Dealer Distributor Performance: An Interview with Walt McDonald: Part 2 Last month we featured the first part of our interview with industry expert Walter McDonald, CMC. As we mentioned, he s the founder of the McDonald Group, Inc., a private consulting firm focusing on distributor operations improvement, marketing and business strategies, and executive education and development. Since 1975, he s conducted over 2,650 management seminars and workshops. Our interview focuses on his new book, Achieving Excellence in Dealer/Distributor Performance: How to Increase Profitability, Cash Flow, Market Share, which is available through Amazon. In Part 1 of our interview, Walt discussed why he wrote his book, some of the most significant problems dealers now face, and how certain tools and techniques can help them. Here he discusses what he calls an accelerated start up plan for new hires, ways dealers can improve their close rates, and other things Industry Watch readers should know about his book. Industry Watch: Please tell us a bit about your accelerated start up plan for new hires. McDonald: Did you ever hear, Well I did give him a price book and a lease car, but he hasn t made much progress so far during his first six months! Is there any doubt why? Accelerated Start Up is a challenge for Sales Managers because they must be very involved every step of the way. The new hire is enthusiastic, ready to learn, willing to work. Yet, many sales managers let him/her go to sleep. A high-intensity Accelerated Start Up should include a very demanding schedule to: Learn company policies and procedures Gain essential product and competitive product knowledge Develop presentation and demonstration skills Organize and manage the sales territory Organize sales tools Sharpen selling skills Visit large (key account) customers Attain initial sales objectives Our Accelerated Start Up Program will be detailed in my upcoming Workbook. Industry Watch: What are some of the best ways for dealers to improve their close rates? McDonald: I think Market Share gain is a result of two factors: Visibility (Awareness) Rate and Closure Rate. If you are only aware of two deals and your closure rate is 50 percent, you get one. But, what if there are 100 deals in the territory and you are only in on two? Then a 50 percent closure rate doesn t look so hot. So, my emphasis is on Deal Visibility Skills (Prospecting, Time & Territory Management, Using Technology to Leads, etc). And Closure Rate (Diagnostic Selling, Negotiating, Relationship Selling, Financial Merchandising everything but Lowest Price.) Remember: Visibility Rate X Closure Rate = Market Share Industry Watch: Looking back, who were some of your mentors in the transportation industry? McDonald: Perhaps I could answer by saying that I admire all of the OEMs that I have had the privilege to work with since the early 1980s. Over the years I truly have admired Kenworth for expertise in parts marketing and used truck management. Freightliner for parts marketing. Mack for vocational truck selling skills. Volvo for service management. Industry Watch: What else should Industry Watch readers know about your book? McDonald: If you are a dealer or an OEM in the heavy duty truck industry, this book is written specifically to assist you. For nearly 40 years and in over 2,650 dealer management seminars and consulting engagements in the heavy duty truck, construction equipment and forklift industries, I have worked with dealers facing the same issues you encounter every day and we have continuously updated best management practices as these businesses have evolved. Industry Watch: Which of these challenges most concern you now? McDonald: How do we exceed 100 percent absorption rate? How can we increase parts fill rate and still maintain turns? How can we improve service labor productivity? How can we increase Used Truck turn margins? How can we get a larger share of the available aftermarket parts and service business for truck classes we sell? How do we increase our overall competitiveness and outclass our competitors in customer satisfaction? How do we satisfy the needs of the principle investor to keep and increase his capital in the business? These are the issues that will determine success. Everything you do either increases value or decreases the value of your enterprise. n 12 October

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14 RISKS INSIGHTS Cyber Security for Dealers: Compromise & Wire Transfer Fraud on the Rise UTA member Edward Barcena of Champion Truck & Trailer recently shared an incident with us that should be a wake-up call for dealerships about cyber crime and the steps to take to mitigate your risks. The incident reflects just one of the many ways cyber criminals attempt to hack into a business computer for illegal monetary gains. Ed has owned Champion Truck & Trailer since purchasing the used dealership in 1999 from the original owner, which was first established in Odessa, Texas in 1985 under another name. Champion sells used trucks and new and used trailers, focusing on the oil industry out of Odessa, and on agriculture trucking from its second location in Lubbock. They also deal in all facets of trucking including haulers of produce, cattle, and general freight. In addition, they clean and repair old trucks for resale. There are 17 employees and three wholesale buyers who operate out of El Paso, Fort Worth, and Kansas City. Recently, our Fort Worth wholesaler, Mark, purchased inventory from one of the OEM dealers for about $56,000, explained Ed. An invoice was produced along with other pertinent paperwork and sent via from the OEM to our wholesale buyer, as we have typically done in the past. Our buyer, who was on the road, received the and forwarded it unopened to our Odessa office to our CFO. Our CFO didn t have an opportunity to open the and the following day we received a call from the OEM inquiring about the timing of the payment. When Ed s CFO opened the , he immediately became suspicious, as something was off about the entire document. The OEM s logo was missing, the writing wasn t professional and the lettering was different, said Ed. He called Mark in Fort Worth and asked him to check his to see if the one the CFO received matched the one sent by the OEM. It didn t. We then looked According to a new FBI report, thieves stole nearly $750 million through business scams from more than 7,000 victim companies in the U.S. between October 2013 and August 2015 a 270% increase since January alone. more closely at our and saw that the wire transfer information was for another bank. It became obvious that Mark s computer was compromised, that hackers had intercepted the and fraudulently changed it to receive the monies. We immediately called the OEM dealer to advise them of the situation. Our IT guy also helped Mark to further secure and encrypt his computer and mobile devices, which are not tied to our computer network. If our finance guy didn t recognize that something was wrong with the , the money would have been sent to the hackers. Fortunately for Ed and his company this attempted cyber crime was thwarted. But, the incident that occurred at Champion is not an isolated one and has cost businesses significantly. Business fraud the act of breaching corporate accounts that contain sensitive information, and then falsifying and forging counterfeit s from that account for malicious use is on the rise. In fact, according to a new FBI report, thieves stole nearly $750 million through business scams from more than 7,000 victim companies in the U.S. between October 2013 and August These malicious activities can involve a hacker uploading malware on to a business computer through a variety of nefarious scams, gaining access to accounts that send unsecured wire transfers. Once the criminal has gained access to the account, they then have control of altering and managing the wire transfers, and fraudulently exposing the wire transfers for personal gain. Another method involves hackers setting up similar domains with attached accounts, intercepting recipient addresses that the official corporate account communicates with, and then sending imitation messages to those recipients. The messages, claimed to be sent from a verified corporate account, as the domains appear to be nearly identical, insist that the wire transfers be diverted to new bank accounts. A third technique involves a hacker intercepting an containing an invoice or check, creating a fake business and bank account, and then composing a new message to be sent at a later time informing the recipient that the bank routing numbers have changed. What can be done to help mitigate potential losses from business fraud? The FBI recommends the following cyber security measures: Create intrusion detection system rules that flag s with extensions that are similar to company . For example, legitimate of abc_company.com would flag fraudulent of abc-company.com. Register all company domains that are slightly different than the actual company domain. Verify changes in vendor payment location by adding additional two-factor authentication such as having a secondary sign-off by company personnel. Confirm requests for transfers of funds. When using phone verification as part of the two-factor authentication, use previously known numbers, not the numbers provided in the request. Know the habits of your customers, including the details of, reasons behind, and amount of payments. Carefully scrutinize all requests for transfer of funds to determine if the requests are out of the ordinary. If anything looks slightly suspicious, question it, as did Ed s CFO who was astute enough to notice that the didn t reflect the typical s he receives from the OEM dealer. In addition, you may want to also take a page out of Ed s security measures. He has a separate server dedicated only to receiving and sending wire transfers. Importance of Cyber Liability Insurance Equally critical is making sure you are covered in the event of a cyber crime, including for data breaches and a broad spectrum of network security risks. No matter the size of your used truck dealership, going without coverage in today s environment where 14 October

15 Industry Events Calendar october Equally critical is making sure you are covered in the event of a cyber crime, including data breaches and a broad spectrum of network security risks. No matter what size your used truck dealership, going without coverage in today s environment where cyber crimes are everyday occurrences can be quite costly. cyber crimes are on the rise and becoming increasingly more sophisticated can be quite costly. Cyber Liability insurance addresses many exposures and can be designed to pay you for things like the cost of forensics to determine how a breach occurred, the expense of notifying customers of a breach (in the event your customers information was compromised), data or system restoration, business interruption as a result of a breach, crisis management to repair any damage done to your image as a result of a cyber attack, and litigation expenses, among others. The key is in having an insurance expert review the various coverages available in the cyber policies on the market today. They all differ, don t necessarily provide the same coverages, and can be designed to fit a specific business need. For example, theft of funds by cyber fraud may be one of those things covered, but not always. Be sure to discuss this with a cyber insurance professional. n If you want like more information on Cyber Liability insurance, Crime & Fidelity coverage, and other specific dealership coverages, contact Brian Lawlor at BOLT at (860) or via at blawlor@boltinsurance.com ATA Annual Management Conference & Exhibition Market Street Philadelphia, PA World of Transportation Expo Greater Columbus Convention Center Columbus, OH NOVEMber th Annual UTA Convention Gaylord Texan Resort & Convention Center Grapevine, TX FEBRUARY MARCH 3 American Trucking Associations, Technology & Maintenance Council Nashville, TN MARCH The Work Truck Show Indiana Convention Center Indianapolis, IN Truckload Carriers Association 2016 Annual Convention Wynn Las Vegas Las Vegas, NV 31-April 2 Mid-America Trucking Show Kentucky Expo Center Louisville, KY 31-April 3 ATD Convention & Expo Las Vegas Convention Center Las Vegas, NV APRIL Truck World Toronto International Centre Mississauga CAN Chrome Shop Truck Show E State Road 44 Wildwood, FL October

16 NADA Update Chris Visser, Senior Analyst and Product Manager, Commercial Trucks Market Summary As of this writing in early October, it looks like the third quarter followed the trends of the previous two. Retail volume was depressed, wholesale volume was strong, and pricing in both channels was mildly downward. Depreciation through the end of the year should moderately accelerate as supply continues to increase and winter demand patterns set in. Sleeper Tractors Retail Thanks to the continued influx of trades, buyers can be more selective. As a result, the average mileage of trucks sold in the retail channel continues to decrease. Sleeper tractors retailed through August of this year are averaging 4.7 percent less mileage than in the same period of Average age is nearly identical, so buyers are cherry-picking the lowest-mileage units. The average sleeper tractor retailed in August for $61,565, had 482,914 miles, and was 77 months old. Compared to July, this truck brought $660 (or 1.1 percent) more money, had 1,095 (or 0.2 percent) fewer miles, and was 3 months newer. Compared to August 2014, this average truck brought $1,106 (or 0.2 percent) more money, had 27,531 (or 5.4 percent) fewer miles, and was 2 months newer. See Average Retail Price and Mileage graph for detail. Average Retail Price and Mileage: All Sleeper Tractors Under 1M Miles Price $65,000 $60,000 $55,000 $50,000 $45,000 $40,000 $35,000 $30,000 Jan- 14 Feb Price Mileage Mar Apr May Jun Jul Aug Source: ATD/NADA Official Commercial Truck Guide Sep Oct Nov Period 550, , , , , ,000 Our benchmark group of three- to five-year-old sleepers provides a more precise look at the market. Month-over-month, this cohort depreciated a mere $186 (or 1.2 percent). Year-over-year, August 2015 came in $992 (or 1.4 percent) lower than August Year-to-date, 2015 is essentially identical to 2014, with less than 1 percent separating the two periods. However, the story behind the average is three- and four-year-old trucks are running 3.4 percent behind 2014 mainly due to increased supply while five-year-old trucks are running 6.8 percent ahead. As we have previously stated, SCR vs. non-scr is the reason for the superior performance of five-year-old trucks in 2015 vs As such, the three- and four-year-old cohorts more accurate indicators of relative market value year-over-year. Specific figures are as follows: Trucks of model year 2013 averaged $81,707 through August of 2015 a $3,394 (or 4.0 percent) decrease versus trucks of model year 2012 this time last year. Trucks of model year 2012 averaged $72,062 through August of 2015 a $2,034 (or 2.7 percent) decrease versus trucks of model year 2011 this time last year. Dec Jan- 15 Feb Mar Apr May Jun Jul Aug Mileage UTA Industry Watch Trucks of model year 2011 averaged $63,139 through July of 2015 a $4,025 (or 6.8 percent) increase over trucks of model year 2010 this time last year. See Average Retail Price by Model Year graph for detail. Average Retail Price by Model Year - Sleeper Tractors Sleeper Tractors Wholesale The number of trucks sold through auction and dealer-to-dealer channels through August is running 8.7 percent ahead of the same period of This increased volume has not yet impacted pricing to any great extent. Three- and four-year old sleeper tractors are depreciating at a rate similar to last year. Specific figures are as follows: Trucks of model year 2013 averaged $67,224 through August of 2015 a $2,361 (or 3.6 percent) increase over trucks of model year 2012 this time last year. Trucks of model year 2012 averaged $55,736 through August of 2015 a $911 (or 1.7 percent) decrease versus trucks of model year 2011 this time last year. Trucks of model year 2011 averaged $35,798 through August of 2015 a $11,258 (or 23.9 percent) decrease versus trucks of model year 2010 this time last year. The steep year-over-year decline of the five-year-old group is attributable to the International ProStar. That model has stabilized in 2015, with the market establishing an accepted baseline price for units of model year We predict that this model will remain at its current price level for quite some time, even while other models depreciate. The roughly 30 percent spread between the ProStar and the market average should diminish over time. See Average Wholesale Price by Model Year graph for detail. 16 October Average Retail Price $140,000 $120,000 $100,000 $80,000 $60,000 $40,000 $20,000 $0 Jan- 14 Feb Mar Apr May Jun Jul Source: ATD/NADA Official Commercial Truck Guide Aug Sep Oct Period Average Wholesale Price by Model Year - Sleeper Tractors Average Wholesale Price $90,000 $80,000 $70,000 $60,000 $50,000 $40,000 $30,000 $20,000 $10,000 $0 Jan- 14 Feb Mar Apr May Jun Jul Source: ATD/NADA Official Commercial Truck Guide Nov Dec Jan- 15 Feb Mar Apr May Jun Jul 2 per. Mov. Avg.(2007) 2 per. Mov. Avg.(2008) 2 per. Mov. Avg.(2009) 2 per. Mov. Avg.(2010) 2 per. Mov. Avg.(2011) 2 per. Mov. Avg.(2012) Aug Sep Oct Period Nov Dec Jan- 15 Feb Mar Apr May Aug Jun Jul Aug

17 UTA Industry Watch As for the market overall, the average used sleeper tractor wholesaled in August for $38,500, had 583,944 miles, and was 80 months old. Compared to July, this truck brought $2,875 (or 7.5 percent) more money, had 27,935 (or 4.6 percent) fewer miles, and was three months newer. Compared to August 2014, this average truck brought $1,559 (or 3.9 percent) less money, had 16,855 (or 3.0 percent) more miles, and was seven months older. Through the first eight months of the year, average pricing is nearly identical to last year. See Average Wholesale Price and Mileage graph for detail. Average Wholesale Price and Mileage: All Sleeper Tractors Under 1M Miles Price $50,000 $45,000 $40,000 $35,000 $30,000 $25,000 $20,000 $15,000 2 per. Mov. Avg.(Price) 2 per. Mov. Avg.(Mileage) Jan- 14 Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan- 15 Feb Mar Apr May Jun Jul Aug Source: ATD/NADA Official Commercial Truck Guide Period 760, , , , , , , , , , , , ,000 Competitive Comparison: 3-5 Year-Old Sleeper Tractors (Retail) The Freightliner Cascadia was back on top in August, achieving the highest selling price in each of the three model years included in this section. The Kenworth T660 and Volvo 730/780 performed similarly for a second month, with both models off last month s averages. The Peterbilt 386 and Volvo 630/670 saw mild depreciation to finish close to the market average, while the Peterbilt 387/587 recovered from last month s unusually weak performance. As for the International ProStar, as mentioned earlier, pricing for this model stabilized in the spring, and the market appears to be comfortable with this price level. See the Average Retail Price of Selected 3-5 Year-Old Sleeper Tractors graph for detail. Special Study A Look at EPA Phase 2 In model year 2021, the Environmental Protection Agency s proposed Phase 2 emissions and economy standards will begin to be phased in, with full attainment in model year These standards have not yet been codified into law, but detailed proposals have been drafted, and truck and engine makers have been working on development for some time. Mileage The new standards are much more stringent than the current rules, to the extent that even recent concept trucks would most likely not meet them. How might this development impact the new and used truck market? Anyone who has worked in the truck industry for any length of time knows that the phrase emissions regulations is usually followed by pre-buy in the same breath. For those new to the industry, a pre-buy is a situation in which sales of new trucks artificially spike in the model year immediately preceding the introduction of a new emissions technology. This practice results in depressed sales of the first emissions-compliant model year, and a wave of trade-ins hitting the used market. Additionally, the increased price of new trucks pushes some new truck intenders to look for late-model used trucks instead. Let s look back on how each round of emissions standards has impacted the market: MY2002 (EGR): Introduction of Exhaust Gas Recirculation (EGR) requiring substantial engine revisions and additional hardware and sensors Originally scheduled for MY2004, pulled ahead to MY2002 to address what the EPA considered non-compliant engine mapping in the 90s Potential buyers had little confidence that technology had been adequately tested, plus reduced fuel economy and increased cost were predicted Buyers altered purchasing schedules to acquire pre-emissions trucks, resulting in a spike in new truck sales and increased trade-ins Results: Depressed sales of new MY2002 trucks, increased demand for late-model used trucks MY2004 (additional EGR): Selected enginemakers brought their EGR engines more fully into compliance Moderate increase in sales of MY2003 trucks, little impact to used truck market MY2008 (DPF): Introduction of the Diesel Particulate Filter (DPF) and associated hardware and sensors Buyers again reluctant to invest in new technology, especially one with increased maintenance requirements (DPF s require regular cleaning) and driver involvement (must pay attention to regeneration alerts), plus increased cost New truck sales increased through mid-2006 then dropped off a cliff (beginning of Great Recession was a contributing factor) Many buyers of MY2007 trucks moved to longer trade cycles to avoid the first few years of DPF; 2007 models remain extremely popular in the used market MY2010 (SCR): Introduction of Selective Catalytic Reduction (SCR) and associated hardware and sensors Unlike previous rounds, fuel economy was predicted to increase because SCR enables a reduction of EGR New truck sales, already depressed, fell even more in late 2008, due to a combination of the recession, hesitation about the new technology, and increased cost Used truck market was already dismal due to the recession NADA continued on page 18 October

18 UTA Industry Watch NADA continued from page 17 MY2014 (Phase 1): Fuel economy standards now included along with emissions reductions To be phased in over a 4-year period, culminating in MY2018 MY2014 was essentially a non-issue in terms of technology, so no pre-buy in 2012 or 2013 MY2021 (Phase 2): Increasingly-stringent emissions and economy regulations to be phased in between MY EPA has yet to codify into law, but details have been released, and R&D is underway Combined truck and trailer strategies are part of the plan 2027 is apparently not yet achievable with currently-known technologies It s hard to believe, but MY2021 trucks will go on sale just over 5 years from now. New or heavily-revised models will most likely be required for this round of mandates. Two factors will determine whether the industry should expect a pre-buy. First, the degree of technological change and the time available to test and develop it prior to release will dictate buyer confidence levels. Second, the degree of price increases will determine how many buyers decide to hold on to their existing trucks longer, and/or look to late-model used trucks instead. The ever-increasing price of new trucks has already altered market dynamics, as evidenced by the strong pricing of late-model trucks in recent years. Also, keep in mind the EPA has traditionally greatly underestimated new truck price increases, as a 2012 American Truck Dealers study showed. We will continue to monitor all our sales channels as well as stay in touch with the industry s decisionmakers and market-movers to stay on top of EPA-driven developments in the used truck market. Sales Volume The retail market hit a slump in late spring from which it has yet to recover. August s sales per dealership rooftop were a weak 4.4. This figure is 0.6 truck lower than July, and 1.2 trucks lower than August Year-todate, each rooftop has retailed 7.5 fewer trucks in 2015 than in See the Average Number of Retail Sales per Rooftop graph for detail. Average Number of Used Trucks Sold per Roo:op (Repor<ng Dealers) Average Number of Used Trucks Sold Retail Wholesale is capping acquisitions to an extent, but that factor mainly impacts the new truck market. We will continue to monitor trends and identify changes if they occur. On the wholesale side, dealer-to-dealer sales returned back down to a normal level in August, coming in at 1.7 trucks per rooftop. This figure is 1.6 trucks lower than an unusually-strong July, and 0.1 truck lower than August Year-to-date, 2015 is running 0.3 truck ahead of The auction channel is where the market is really humming. Auction results are largely responsible for the 8.7 percent year-over-year increase in wholesale volume year to date. Trades resulting from increased new truck deliveries are a major factor in wholesale volume. Also, dealers and OEM s are increasingly moving aged inventory and large groups of similarly-equipped units through this channel. Fundamentally, auctions are a method of nationally realigning inventory to move trucks where demand is greatest. See the Total Reported Wholesale Volume graph for detail. Total Reported Wholesale Volume Total Wholesale Sales 6,000 5,000 4,000 3,000 2,000 1, Total: 42, Total: 29,282 Jan- 10 Mar May Jul Sep Nov Jan- 11 Mar May Jul Sep Nov Jan- 12 Mar May Jul Sep Nov Jan- 13 Mar May Jul Sep Nov Jan- 14 Mar May Jul Sep Nov Jan- 15 Mar May Jul Source: ATD/NADA Official Commercial Truck Guide 2012 Total: 34,275 Outlook Word of mouth is turning somewhat negative, but incoming September data does not point to any major market shift. Depreciation is accelerating mildly going into the winter months, but we still predict depreciation will average out to well under 2 percent per month by December. We have not identified any factors that would lead to notable shifts in the used truck market. n Period 2013 Total: 39, Total: 40,273 Reprinted with permission from the ATD/ NADA Official Commercial Truck Guide 0 Jan- 14 Mar May Jul Sep Nov Jan- 15 Mar May Jul Period Source: ATD/NADA Official Commercial Truck Guide There is still no clear reason for decline. General economic measures have trended upward since 2010, and 2015 was incrementally healthier than the previous two years in most respects. New truck orders are back down near the post-recession average after spiking late last year and early this year, but deliveries remain at a historical high. The value of a trade-in is decreasing, but within expectations. The driver shortage 18 October

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20 Industry News Briefs August s Class 5-8 Numbers Down 8 Percent: ACT Marks 5th Consecutive Monthly Decline in Net Orders The end of August often suggests a change of the seasons is coming. But after a tough summer for the truck industry change is especially welcome. For August, ACT reported, 37,200 Class 5-8 vehicle orders were booked, down 8 percent from July s tally and 14 percent from a year ago. The year-over-year decline marked the fifth consecutive negative reading for Class 5-8 orders, said Kenny Vieth, ACT s President and Senior Analyst. However, we continue to believe that much of the order decline is a reflection of larger backlogs and tough comps, rather than any substantive change in demand. Class 8 orders were 19,700 units, 20 percent below July orders and 22 percent below August Because August is typically the second weakest order month of the year, seasonal adjustment raises the month s volume to 22,600 units. North American Class 5-7 vehicle orders rebounded in August to 17,500 units. This result was up 10 percent from July, but down 3 percent compared to last August. Historically, August is an above average order month for medium-duty vehicles, so seasonal adjustment actually reduces August s medium-duty order volume to 17,200 units, added Vieth. n UTA Industry Watch NTP Announces New Warranty Bundle National Truck Protection Inc. (NTP) announced a new after-treatment coverage option for Class 8 trucks. According to NTP, the new after-treatment option bundles 6 key components into a single package that can be added to most National Truck Protection (NTP) and American Truck Protection (ATP) extended service contracts. The new bundle contains coverage for: the EGR VALVE (Exhaust Gas Recirculation Valve), the DOSER INJECTOR ( Seventh Injector ), the DOC (Diesel Oxidation Catalyst), the DPF (Diesel Particulate Filter), the DEF Tank (Diesel Exhaust Fluid Tank), and the SCR (Selective Catalytic Reduction). NTP noted that the ever-increasing complexity of emission control systems has contributed to the cost of diesel engines, which has created significant interest among used truck buyers when they purchase their vehicles. Anyone who owns or operates a Class 8 commercial vehicle will find value in protection against potential failures of these after-treatment components. The bundle, NTP said, simplifies pricing and offers a one-step solution to securing comprehensive coverage. NTP is offering this coverage for all major OEM engines, and it is available immediately. For more information about NTP s new after-treatment bundle for Class 8 trucks, call , visit or visit your local NTP Certified used truck dealer. n Worldwide Media Wakes Up to the Idea of More Women Truck Drivers All of a sudden it seemed last month articles about women truck drivers were all over the media. This comes at a great time since as everyone knows there s a severe shortage of drivers worldwide and women can help fill that shortage. Let s look at some of that coverage. In an article entitled Women Truck Drivers Wanted a Mississippi TV station reported that a regional community college had just received a generous donation expressly for training for women truck drivers. As part of its National Truck Driver Appreciation Week, the ATA made sure to call out women drivers as well as men drivers. Pakistan announced its first female truck driver who told the women of her country that nothing is too difficult. And Bloomberg published a story about the driver shortage and how women are helping out there more and more: Truckers Smash Stereotypes With Boost From Women Outdriving Men. Some of the areas in which women are besting men include safety, compliance, and attentiveness behind the wheel. The Bloomberg story was picked up by dozens of additional outlets. We could go on and on. A Florida TV station aired a report entitled Women Drivers Take the Wheel. And The Sydney Morning Herald published a similar feature story. OneNewsNow, a New Zealand website, reported on the Drive to get more women in trucking. To learn more about the state of women truck drivers we contacted Ellen Voie, President/CEO Women In Trucking, Inc. who provided this statement: The shortage of qualified drivers is certainly changing the way the trucking industry looks at drivers, and the need to fill cab seats is becoming serious. However, the value in attracting women to ease the capacity crunch shouldn t be dismissed. More women are looking at trucking careers as they are being targeted to enter this traditionally male dominated role. The Women In Trucking Association is working hard to recruit women as professional drivers while working to make the industry more driver-friendly though efforts focused on equipment ergonomics, job safety on the road, and harassment issues, while addressing negative image issues that affect women. n 20 October

21 UTA Industry Watch Truckers Nationwide Honored During Driver Appreciation Week September marked National Truck Driver Appreciation Week, a weeklong celebration of the country s 3.4 million professional truck drivers. The event garnered a lot of media coverage for drivers as well as the industry. National Truck Driver Appreciation Week provides us the opportunity to honor the millions of men and women who safely and professionally move freight across this great country each and every day, ATA President and CEO Bill Graves said in a video message kicking off NTDAW. We know what a challenging job driving a truck can be, but we also know that trucks move America forward and without each of you we just simply couldn t get that job done, he said. Major carriers, shippers, and other members of the trucking industry hosted celebrations. The ATA, its state affiliates, and America s Road Team Captains (a group of professional truck drivers with superior driving skills, and safety records who spread the word about safety on the highway) all participated. ATA said that these groups routinely celebrate NTDAW with driver award ceremonies, company cookouts, bonuses, and gifts for drivers and other expressions of appreciation for the extremely important job America s truck drivers do. I call on every American to join me and the ATA in honoring our drivers, said ATA Chairman Duane Long, chairman of Longistics, Raleigh, N.C. America s truck drivers perform an important duty in helping us maintain our economy and our quality of life and too often we take them for granted. It is our hope that this weeklong celebration of their dedication to safety and professionalism can change that. ATA has the stats and they re impressive. There are over 3.4 million professional truck drivers delivering our everyday needs nationwide. These professional men and women log more than 169 billion miles each year. In 2013, trucking professionals delivered 68.8 percent of the U.S. freight tonnage, equivalent to 9.96 billion tons of freight. 80 percent of U.S. communities depend solely on the trucking industry for the delivery of goods. Professional truck drivers keep America moving forward. n ISUZU Adds Class 3 Diesel Isuzu recently introduced its newest model the 2016 NPR Diesel. The truck features a 13,000-lb. GVWR and a 33.5-inch frame, offering more capability than what was available before in any entry-level Isuzu diesel truck. With a 13,000-lb. GVWR, the new NPR Diesel approaches the capacity of a Class 4 truck, but at a Class 3 price, said Shaun Skinner, executive vice president and general manager of Isuzu Commercial Truck of America. This truck is the latest example of how Isuzu is committed to lowering the cost of truck ownership without sacrificing performance, practicality, long-term reliability or fuel efficiency. Notable Features: Standard 30-gallon rear-mounted in-rail fuel tank Frame width of 33.5 inches that will accept bodies up to 102 inches wide and 91 inches high Four wheelbases 109, 132.5, 150, and 176 inches that will accept body lengths up to 20 feet Isuzu said the new NPR Diesel is powered by the newest and most modern powerplant in the Isuzu family, the 3.0-liter 4JJ1-TC turbocharged and intercooled diesel engine. The powerplant produces 150 horsepower and 282 lb.-ft. of torque at 1,600 to 2,800 rpm. With its peak torque available at low and mid-range engine speeds, the 4J engine gives drivers both good off-the-line acceleration and passing power, Skinner said. That power doesn t come at the expense of durability. The engine has a B-10 diesel engine life rating of 310,000 miles. And in keeping with Isuzu s commitment to environmental responsibility, the engine is capable of running on B20 biodiesel fuel. The powerplant is mated to an Aisin A460 six-speed automatic transmission with double overdrive, lock-up torque converter that operates in second through sixth gears, and available PTO. Together, the engine and transmission help the new NPR Diesel achieve class-leading fuel economy, Isuzu said. The truck comes backed with a standard powertrain limited warranty covering engine and drivetrain against defects in material and workmanship for three years, unlimited mileage. The NPR Diesel is also warranted against perforation from corrosion for four years regardless of mileage. Last year, Isuzu trucks celebrated their 30th anniversary in the North America market, said Skinner. This year, we enter the next three decades in America with a truck that truly embodies everything that Isuzu is all about low cost of acquisition, class-above capability, tremendous fuel efficiency, proven reliability and the ultimate in low cost of ownership. We couldn t be prouder than we are of the new NPR Diesel. Production of the 2016 NPR Diesel will begin in Japan in November 2015, and the truck will be available at Isuzu s network of nearly 300 dealers in North America shortly thereafter. n October

22 From Where We Sit Like all new parents, we ve spent the last month completely obsessed with our little friend. If you read last month s column, you know that the Schepp family now includes a beagle, our JoJo. We are so happy to say that by now she really is ours. When we get home, she greets us with her own form of woofing, and she spends almost every waking moment with us. She also snores the nights away in our bedroom! We promised to share with you some of the lessons this little dog brought to us, and now that we really are settled in with her, we ve got a few. First up is to greet each day with a happy aspect. She prefers a furious round of tail wagging, but if that s not your style, then at least look forward to your day ahead. It may be another day like many of the others you ve had, or it may be one that you ve been dreading, but the day is yours, so embrace it. Today is the only one you have right now, be determined to greet it with the gratitude such a precious gift deserves. Even the toughest day can be improved based on the attitude we bring to it. Before you leave home each day take a moment to give the world a good solid sniff. You may do that by checking the headlines or eating breakfast with your family. JoJo does it more literally by standing on the back porch and sniffing the air. No matter how much she may need to make that first trip outside in the morning, she simply won t budge until she s satisfied that all is right in her world. After the dreadful events of September 11th, we made it a point to get up about 15 minutes before the kids did. This gave us the chance to check in on the world to make sure we knew the lay of the land before they left home. Then, we could get a head start on fixing their breakfast before they awoke. A good scan of current events and a good breakfast made it easier for us to let them go out into the world, although we doubt they ever even knew our morning ritual had changed. Watching this little dog get her first taste of the day reminds us of ourselves! Love your family with all your heart, but don t get too into their faces about it. JoJo watches our every move and thrives on our attention and affection. But, in the event that we re busy, she s perfectly content to stay nearby and just be herself while we work. She greets us happily, but doesn t make a pest of herself by licking us unnecessarily or demanding more than her fair share of attention. Your family will love you even more if many of your efforts to express your affection go unnoticed by them. They ll feel loved and cared for, but not overwhelmed by your need for constant reinforcement of all you do. You want to support them, not annoy them! Go to bed early and don t underestimate the value of a little nap. Now, we must admit, JoJo LOVES her bed. She hits the hay well before the time of her last walk for the night, and she s just like a teenager on a school morning when we have to remind her that she has one more little chore before she s ready to turn it. She ignores us, she feigns sleep, and she finally comes along, but only reluctantly. Likewise, she s not that enthusiastic about getting up in the morning either. What s the rush? Plus napping is in close competition with belly rubs when it comes to her favorite things in life. Deb and Brad Schepp editor@uta.org UTA Industry Watch If someone decides not to like you, don t take it personally. Our aged and sickly cat has absolutely no use for JoJo whatsoever. She keeps shooting daggers at us that clearly say, How could you? But, JoJo has not let it alter her own self esteem. She gives the old girl a wide berth. She ignores all the growling, and pretty much pretends that the cat doesn t exist. The cat, on the other hand, acts as though we ve invited Al Capone to come live us. We re only guessing that JoJo understands this life includes allies and adversaries. We know we ve lived long enough now not to take it personally if someone decides not to like us. Some people have come to that conclusion, but most people are agreeable enough for us to live among peacefully. Either way, it all has very little to do with us. Maybe peace will never reign between our cat and our dog, but life goes on, and whether or not we re happy usually has everything to do with us and nothing at all to do with others. Now that October is here, we have been considering what this little beagle will wear as her Halloween costume. Well, one of us has, and the clear decision is she ll dress as a butterfly. The other one of us has been doing a lot of eye rolling, but he ll come around in good time. Our one final lesson is this. Compromise is the key to many of life s challenges. At least that s the way it looks from where we sit. 22 October

23 BIG RIGS. BIGGER OPTIONS. Proud Member Used Truck Association Monthly heavy-duty truck auctions: ADESA Atlanta ADESA Boston ADESA Golden Gate ADESA Jacksonville ADESA Little Rock ADESA Mercer FINANCE YOUR COMMERCIAL TRUCK INVENTORY WITH AFC Contact our National Specialty Manager for more information: Al Kelly (704) ADESA, INC. Buy in-lane, online or through our mobile auction service. ADESARIGS.com

24 Copyright 2015 Michelin North America, Inc. All Rights Reserved. The Michelin Man is a registered trademark of Michelin North America, Inc. CHOOSE MICHELIN X ONE TIRES FOR INCREASED FUEL EFFICIENCY, PAYLOADS AND UPTIME. TM MACK PREMIUM CERTIFIED USED TRUCKS Switching to MICHELIN X One wide base single tires can save you up to 10% in fuel 1 and 1,410 pounds in payload. That s why more than two million X One tires have worked hard for customers across North America. And now, Used Truck Association members in the U.S. can take advantage of a special program that provides consistent national pricing and convenient payment options on MICHELIN truck tires and retreads. To enroll now or learn more, visit uta.org/michelin. 1 Based on industry standard rolling resistance testing of comparable tires and retreads. Actual results may vary, and may be impacted by many factors, to include road conditions, weather and environment, driver performance, etc. Mack is the American truck you can count on. Has been for over 100 years. No other truck brand works harder, lasts longer or performs better. And when a used Mack earns its Premium Certified status, you get peace of mind knowing your Mack is ready to work for you. Inspected, Reconditioned and Ready to Work. Visit macktrucks.com/usedtrucks to find Premium Certified Used Trucks near you.

25 volvo premium certified tm USED TRUCKS Your business needs reliable trucks to keep freight moving and customers happy. That s where Volvo Premium Certified vehicles make all the difference. You get the cost-saving value of a quality used truck, plus the added peace of mind knowing your truck has been through our rigorous inspection and reconditioning of our highest standards. If they can meet our criteria, they ll exceed yours. For more information visit Visit volvotrucks.us.com/usedtrucks to find Premium Certified Used Trucks near you. Volvo Trucks. Driving Progress An IronPlanet Marketplace THE WORLD S LEADING ONLINE TRUCK MARKETPLACE Weekly Online Auctions Global Buyers and Sellers 250+ Trucks Sold Every Week Targeted Marketing Programs More than 1.4 Million Registered Users No Transportation Costs Pre-Qualified Bidders Detailed Inspection Reports by Asset Appraisal Services the Leader in Truck Inspections All Classes Day Cabs Sleepers Dump Trucks Boom Trucks Trailers

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30 Stronger partner. That s Ryder. Simplest Warranty Qualification. The Original NO Hoops to Jump Through. No Dynos, No Waiting Period. No Preapproval or Preinspection Required Class 8 Coverages Up To 4 Years/500,000 Miles + Available for Engine, Transmission & Differentials Turbochargers, Injectors & Water Pump Coverages Available Emissions Package: DPF & EGR Valve Coverage Model Age Must Be 9 Years from Current Year or Newer Over 2500 Selling Locations Make a stronger decision on your transportation partner. Turn to Ryder for stronger trucks and a stronger selection of parts when you need them. Stronger trucks All Ryderstrong certified pre-owned trucks must first pass our rigorous 140-point inspection. To receive a weekly dealer wholesale inventory list, please contact: Maria_C_Cooke@ryder.com Stronger parts provider Ryder Fleet Products is your easyto-use, online source for the same reliable parts that Ryder uses on its own fleet all at reduced rates: Discounted prices on over 50,000 brand-name, aftermarket truck parts, tools and shop supplies Parts from more than 250 leading manufacturers Put the strength of Ryder to work for you today. View our full inventory of Ryderstrong certified pre-owned trucks at usedtrucks.ryder.com and all parts and supplies at ryderfleetproducts.com FLEET MANAGEMENT DEDICATED TRANSPORTATION SUPPLY CHAIN SOLUTIONS Ryder and the Ryder logo are registered trademarks of Ryder System, Inc. Copyright 2015 Ryder System, Inc. Ever better is a trademark of Ryder System, Inc. Best Record for Paid Claims Most Competitive Prices In The Industry Medium Duty Truck - Reefer Unit Coverage. Thermo King and Carrier. 1-2 Years. Auxiliary Power Units Coverage Available Premium Provides Complete Warranty Training. Front to Back. Setting The Standard In Truck Warranties Increased Used Truck Sales Volume Increased Value of Used Equipment Increased Return on Investment Increased Customer Retention Increased Finance Approvals Premium2000.com premium@premium2000.com Instant Accurate Values for Anything on Wheels Every month Black Book s Official Medium and Heavy Duty Truck and Trailer Guide carries the load on valuation. This valuable resource covers approximately 4,000 class 4 through class 8 trucks, tractors, straight trucks and commercial trailers used in the trucking and transportation industry. Call to subscribe or learn more. 190 Charlois Blvd., Suite 200B Winston-Salem, NC 27103

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33 The driver s truck. The world s best drivers deserve The World s Best truck: The T680 Advantage. Built with Kenworth reliability, this durable truck is efficient and comfortable, delivering maximum uptime and minimum fatigue. Your drivers will feel at home wherever the road takes them. See what they re saying at: Kenworth.com/Drivers The fleet owner s The T680 Advantage maximizes uptime and your bottom line. Premium, driver-friendly features include personalized controls and enhanced dash layouts. You ll also enjoy fuel-saving features such as TruckTech+, Predictive Cruise, advanced aerodynamics and the PACCAR MX-13 engine optimized with a fully-integrated powertrain. With everything at your fingertips, driver-friendly interiors provide ease, efficiency and comfort. Simulation, track and real world testing give the T680 Advantage advanced aerodynamics and superior fuel economy. The fuel-efficient PACCAR MX-13 is available in ratings up to 500 hp and 1,850 lb-ft of torque. TruckTech+ provides proactive diagnostic and repair assistance that maximizes uptime and your bottom line. Predictive Cruise uses satellite technology to maximize fuel economy. ISO 9001: Kenworth Truck Company. A PACCAR company.

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35 Jonathan Brault Jonathan Brault 2015 Eaton Corporation. All rights reserved. Peace of mind you can shake hands with. Jonathan Brault is one of over 200 Roadranger representatives out in the field making more than 27,000 combined face-to-face visits a year. Like every Roadranger representative, he s dedicated to providing industry-leading Solutions, Support and Expertise to fleets across North America. Visit Roadranger.com to learn more. EXPERT INSPECTIONS BY DIESEL TECHNICIANS From individual tractors, trailers, medium or heavy-duty trucks, forklifts, buses, and passenger vehicles to entire fleet valuations, DEKRA is committed to exceptional and responsive service for our clients throughout North America and around the globe. DEKRA has a rich history in the automotive industry, serving North America as TRS (Truck Remarketing Services) since 1997 and originally founded in 1925 as the German Motor Vehicle Inspection Association. DEKRA has grown to become a world-leading testing, inspection, and certification organization with over 35,000 employees in over 50 countries. For more information about DEKRA please call or visit us at

36 LOOKING TO SELL? LOOK FOR US! MIKE CLARK AND FRANK JOHNS ARE AT THE CONVENTION. CALL THEM TO SET UP A MEETING! WE RE BUYING: Freightliner Cascadia, Columbia and Century Class All makes, late-model, low-mileage Vocational specifications Class 6 and 7 medium-duty vehicles MIKE CLARK MICHAEL.J.CLARK@DAIMLER.COM FRANK JOHNS FRANK.JOHNS@DAIMLER.COM 16TH ANNUAL UTA CONVENTION DIAMOND+ SPONSOR Copyright Daimler Trucks North America LLC. SelecTrucks is a brand of Daimler Trucks North America LLC. Daimler Trucks Remarketing Corporation is a subsidiary of Daimler Trucks North America LLC, a Daimler company.

37 Where America buys and sells used trucks Ritchie Bros. is the one stop truck shop for fleet owners, dealers and owner-operators across America. In 2014 we sold more than $600 million of transport trucks and trailers. When it s time to buy, choose from thousands of top-name trucks, with easy financing for owners and dealers. And if you re planning to sell, find out how easily you can turn your trucks into cash. Ritchie Bros. holds regular live unreserved truck auctions, with on-site and online bidding; or buy and sell at any time on EquipmentOne.com, featuring monthly truck events. Check recent truck prices with a free account at rbauction.com

38 IT S TIME FOR THE BEST TRUCK VALUE WITH A WARRANTY TO BACK IT UP. P Each Diamond Renewed Used Truck goes through a rigorous 180+ inspection and reconditioning process. Once completed, these units are backed with our 1 year/100,000 mile industry leading, System1 Confidence Warranty, which covers 100% engine parts and labor and has NO deductible. All this makes our warranty the best in the business. Late Model: 2011 or newer Low Miles: under 400,000 DPF and DOC cleaned or replaced Latest EGR components CHECK OUR INVENTORY ONLINE OR STOP INTO ONE OF OUR USED TRUCK CENTERS TODAY InternationalUsedTrucks.com