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Used Truck Association Chartered May 16, 1988 Industry Watch 1.877.GETS.UTA • Volume 11 •

Used Truck Association

Chartered May 16, 1988

Industry Watch

1.877.GETS.UTA •

Volume 11 • Issue 1 • January 2009

Tempt and Dazzle Your Customers with a Great Website

Table of Contents

Board News and Views


India Calling:

The Used Truck Business in India






Member Benefit: UTA Affiliates


Ask Paul




File Cabinet


Industry News Briefs


Jenny, Dianne, Marietta, and Karen


Last Notes


The UTA… Members Supporting Members!

Don’t Keep It a Secret!

Have you expanded your business? Promoted staff? Won an award? Opened a new location? We want to know. Share your news with the UTA Industry Watch. Send submissions, as well as ideas and comments, to:

UTA Industry Watch Editors Angela K.Durden, Rick Clark 1740 Hudson Bridge Road, Suite 1209 Stockbridge, GA


Phone: 877-GETS-UTA


Fax: 770-506-4397

I n the 21 st century, the way we do business has changed. We have embraced the new

technologies, albeit reluctantly at first, and

are now deeply committed to our cell phones, Blackberries®, emails, and surfing the web. Some of us may be a bit nostalgic for the good old days when we could rely on a good ad design with the right copy in the right media, or a simple direct-mail piece sent regularly several times

a year and a lot of old-fashioned one-on-one

conversations with the customers we meet at our showrooms. Although we never want to skip the tried and true marketing tools that have made us successful in the past, we must incorporate what I call the new communication methods: smart marketing tools. These can make us more responsive to our customers no matter where they live or work. In order to reach potential customers 365 days a year and 24/7, it is necessary to incorporate a strong web presence and promote it with the use of email marketing.

I have noticed my clients are now spending more

time communicating with their prospective customers by cell phone and emails than by direct mail or face-to-face meetings. You have probably noticed this change in your commu- nication habits, too. Potential customers have also changed the way they buy products and services. Less and less buyers are responding to printed invitations for a first-time visit to the dealership to walk the lot with a sales rep. Now, using the internet, by the time you finally meet with a potential customer or get them on the phone, they have already Googled your website, checked your offers and inventory, and likely navigated most of your site pages to see if you have more to offer them and if it is worth their time to deal with you. In other words, they shopped you online before they got to your business or dealership.

In order for your company to compete in this new world of digital marketing, your website

has to grab your visitors and keep them interested

in what you are selling. In my opinion, your website should be the centerpiece of your marketing plan.

It is the most cost effective advertising that you

can use today to stay competitive in any market.

The top reasons why your company should invest the time and resources into making your website stand out from the crowd are:

A great looking website with the right message

can drive business to your dealership. Cookie cutter templates do not tempt buyers. Give your site a unique look.

You can inform potential customers about every profit center in your dealership on a website. The more you offer and the quicker you show it, the better impression you make.

This is the online version of your own company magazine that can tell your unique story. Educating customers, offering weekly or monthly sales incentives, tracking visitors to your site, getting leads, and more, will only improve your bottom line.

The best defense is a good offense. When you mention your website on your business cards and your print advertising, give them something worth looking at when they visit. Dollar for dollar, your web presence gives you a huge amount of advertising bang for the buck.

Your website is your 24/7 brochure. Although

it is always a good idea to have a hard-copy

company brochure, your website is the constant stream of information that is always available

to every customer and potential buyer.

When your ad is heard or seen in a trucking

publication, potential customers will visit a website before they call or visit. Set them up


be dazzled with a well-organized and easy


understand and operate website.

Make sure your site can be found. A well-selected website name (URL) can make the difference

in being found online.

Don’t make it hard for them to contact you. Put all phone, showroom addresses, and key email contact information in an easy to find location or locations.

Occasionally test your online email “Contact Us” method to see if it is still working. Nothing is more frustrating to a customer than filling out all the fields and never hearing back.

Continued on page 2

2009 Board of Directors


Marty Crawford

Vice President

Rick Clark


Tom Pfeiler


Bryan Haupt

President Emeritus

Eddie Walker

Convention Committee Chairman Tim Ormsby

Marketing Committee Chairman Lara Haag

Training Committee Chairman Jon Tepper

Endowment Committee Chairman Tim Ronan

Membership Committee Chairman Randy Marshall

Affiliates & Benefits Committee Chairman Jason Rush

Elections Committee Chairman Pete Pilittere

Medium-Duty Committee Chairman Bobby Williams


Continued from page 1

Do-It-Yourself websites are alive and well. But for a company as complicated as one offering ever-changing truck inventory and possibly service and parts departments and appointment setting and specials, DIY only works if you have an in-house IT department dedicated to the process. If you do not have a dedicated IT department, hire a professional web designer and let them manage your site.

Now that you have a great looking website that is drawing all kinds of traffic and generating more leads for your company, the next smart new marketing tool you need is email marketing. We will cover that in the next issue. n

[Judy Hall, a 20+ year veteran in the trucking industry and one of the original members of the UTA, began one of the original trucking trade magazines and has represented truck publishing and truck dealership throughout the US. She is president of KISS Marketing Solutions focusing specifically on the trucking industry. For complete contact information visit Comments about this article may be sent to]

Comments about this article may be sent to] January 2009 UTA Industry Watch Board News

January 2009

UTA Industry Watch

Board News and Views

A s I sit to write this article it is before the Christmas holiday and I am thinking about how much I am anticipating the next couple of weeks. Family activities abound this time of year and we actually look forward to the hectic pace it creates. Whether it is going to my son’s holiday concerts or screaming at one of my daughter’s basketball games, my wife and I are going somewhere every night.

With the inclement weather that Northern Indiana can hand you at a moment’s notice,

these journeys can be very trying on ones patience. Of course my daughter never gets enough playing time; she did not foul that other girl; and the referee is crazy if he really thinks she traveled on that last play. Our son needs to hurry home to study for finals to make sure he gets good grades to set himself up for acceptance in to college next fall. Did

I use the word hectic? Should I have said crazy?

This, of course, sets up for four people eating four different dinners at four different times. Follow this with a short night’s sleep and it’s time to get up and do it all over again! WHAT? Oh, yeah; they always say “no rest for the weary!” It seems to have gone from a saying to a lifestyle.

As my fellow board members have indicated in this article in the past couple of months, industry times are tough. Sometimes I just want to drop back ten yards and punt. Then in one brief moment in the middle of all this craziness, one of my family will ask me how work is going and as I sigh with a tone of despair in my voice, they tell me it will be all right and follow it with a heartfelt “I love you.” Priorities rectified! I say all this to make my point. I wouldn’t change a minute of it for the world. After all, what is more important than family?

Spending time with all of you at our annual convention in Reno in November was like a family reunion. We shared good stories; loved, laughed, and even cried together. Our strength is when we stand together as one. We can thrive in the competition amongst ourselves. Dealers, finance companies, transportation companies, auction houses, inspection companies, and manufacturers must keep each other on our proverbial toes in order to stay at our best. We can push each other to achieve, and even excel, at what we do best. Competition, while intense, does not need to breed contempt.

I remember the old Mercedes Benz automobile

commercial where they proudly announce that though they had developed and enhanced air bag safety technology it was something that needed to be shared for the good of everyone involved, especially the consumer. Sharing and cooperation in this instance has saved

thousands if not hundreds of thousands of lives. There will always be proprietary secrets that are not for everyone, but there are also plenty of tidbits that can work for everyone and allow our industry to not only survive, but to strengthen its foundations and thrive.

This past year my son was one of the drum majors for his high school band. Weekly competitions pit a lot of the same bands against one another on a regular basis. Some bands were regularly better than his, and his band was regularly better than others. Regardless of the judges’ results, the four bands’ drum majors got together at the end of every competition to congratulate one another and to encourage one another on to bigger and better shows. The drum majors did not violate any code of privacy as to what the next show would bring, but they stood together to motivate each other and to enjoy a friendly yet intense competi- tion. Now that the competition season is over and my son, as well as a large majority of the other drum majors will graduate this spring, they still take the time to get together once a month and go to a restaurant for dinner. They have built life-long friendships and a family that has its roots in competition. I hope as my career continues in this industry that I can look back and say the same thing.

Although I am one of the adults (most times) in my immediate family, I have learned so much from my kids, but again, isn’t that what family is all about? Learning from one another? Relying on one another? And being there to support one another? No matter who you are or what your title is, these things will serve us all very well. As a new board member, I had a lot of you come up to me and make suggestions as to where you would like to see the UTA go from here. I would like to assure you that as a member of your family I listened to what you were saying, appreciated that you took the time to express your thoughts and feelings to me, and that I accepted the challenge of rallying the rest of the family around your ideas. I cannot do it alone nor do I intend to try. We can do it together; no, we MUST do it TOGETHER!

I truly hope the holidays, which have now passed as you are reading this, were everything and more that you could have wanted. Now go find or call a family member to tell them how proud you are of them and that you love them very much. n

proud you are of them and that you love them very much. n Tim Ronan Board

Tim Ronan Board of Directors

Some Facts About Growth in India n India has an extensive road network of 3.3

Some Facts About Growth in India


India has an extensive road network of 3.3 million kilometers and is the second largest in the world, and they carry about 61% of the freight and 85% of the passenger traffic


Highways/Expressways constitute about 66,000 kilometers (2% of all roads) and carry 40% of the road traffic


The Government of India spends about $4 billion US annually on road development every year


Program for 4-laning of about 14,000 kilometers of national highways is underway


Indian ports handled cargo of 519 million tons in 2004-05, a 11.8% increase over 2003-04


70% of the traffic at major ports by volume is dry and liquid bulk, remaining 30% is general cargo, including containers. Containerized cargo has grown at a rate of about 14% per annum over the last 5 years


India has 12 major ports and 187 minor ports along 7,517 kilometer- long Indian coastline


Cargo handled by major ports has increased by 9.5% per annum over last 3 years


Major ports handle nearly 75% of the total traffic


Heavy trucks and small commercial vehicles below 1.5T payload will drive growth in commercial vehicles


Tata Motors’ annual 2007 revenue was $7,679 million with sales of 336,590 units


Ashok Leyland’s annual 2007 revenue was $2,067 million with sales of 83,104 units

UTA Industry Watch

India Calling:

The Used Truck Business in India

by Niki Desai, UTA member, India


India has many truck makers such as Tata Motors and Ashok Leyland followed by Eicher, and Mahindra & Mahindra, with newcomers like AMW and MAN brands. Volvo is also there in some places. Tata Motors and Ashok Leyland are leaders in India. They have good reputations

in the Indian market. Used trucks from these two companies are acceptable everywhere in India because of the availability of service centers, onsite service people, cheap spares, and quick actions in back office processes.


The size of the used truck market is as huge as any other. Since 2005 there has been a growth rate of 9% to 12% per annum and we expect to have nearly 15% in the future. Here in India, State Level Highways are becoming large and comfortable to drive upon. When truck maintenance costs come down, people will more quickly buy used trucks. A new truck with gross vehicle weight of 23MT (17MT Net load) cost us $36,000 in US dollars. This rate is for a brand new vehicle with insurance and road taxes paid for one year. A 4- to 5-year old used truck with same specifications will cost $18,000 in US dollars. For short distance transport within 310 miles, a lot of people choose the used truck. Used trucks are also chosen by newly launched businesses.


Major used truck owners like to purchase only two brands; Tata and Leyland. They actually don’t have a deep awareness of other international brands. Even Volvo has certain problems like non-availability of spares and chassis, so buyers usually only go for local manufacturers because of more reliable back-end services.


Foreign direct investments are welcome here up to 100%.


Indian roads, ports, power plants, and special economic zones are to be built in the next 10 years to make India a free-trade country like Dubai and Singapore. Insurance is only 2.5% for used trucks. Manpower, like drivers and helpers, work an entire month at 24/7 for only $100 US dollars. Skilled manpower pays best if you have a talent for engineering.

manpower pays best if you have a talent for engineering. Niki Desai and Eddie Walker love

Niki Desai and Eddie Walker love used trucks.


In India there are less government restrictions in used trucks. Finance companies have refinance schemes for used trucks up to 100% funding. We need only to find buyers and the rest will follow if we have good back-end services like availability of on-site or on-road service, reliable spares with competitive rates, and good engines.

January 2009



T he UTA is committed to training. The last couple of years have been rough in

this area due to the death of Paul Spokas, whom we all miss very much. But we are getting back on track here in 2009. The Training Committee is aggressively pursuing outlets which will follow a program of study more accurately suited to the needs of those in used truck sales. We will have exciting details for you in the February issue. Stay tuned. n

details for you in the February issue. Stay tuned. n Jon Tepper Training Committee Chairman

Jon Tepper Training Committee Chairman


You should have received your complimen- tary admission pass to The Work Truck Show 2009® being held in Chicago on March 4-6, 2009. The UTA will have a booth (#1186) there as well. Please note:

if you are planning on attending The Green Truck Summit, there will be a fee for that. If you have not yet received your free pass and you plan on attending, please contact Angela K. Durden, UTA Industry Watch editor at or by phone at (404) 358-0951.

editor at or by phone at (404) 358-0951. 4 January 2009 Convention UTA Industry Watch
editor at or by phone at (404) 358-0951. 4 January 2009 Convention UTA Industry Watch


January 2009


UTA Industry Watch

T rying to fill Hal Dickson’s Convention Chairman shoes is going to be tough. “How does one follow a class act like that?” I asked myself. By watching and learning. And I got to do just

that while working with Hal in preparing for The Big Show in Reno last November. I also learned

from Hal how to pick a good convention team. Planning, organizing, and presenting the next convention will be brought to you by my convention team consisting of Lara Haag, Laura Jones, David Grace, Bobby Williams, Terry Williams, Dianne Schafer, Craig Kendall, and Angela Durden. Of course, the board is great to work with.

I cannot stress enough, also, the other reason the conventions have been successful and fun and

informative from the beginning: the sponsors that support us and the members that attend. We want to thank each of you. Together we make this a great organization and convention. The 2009 Convention is being planned as you read this. Details will follow in the months to come so be sure

and keep an eye on the pages of your member benefit, the UTA Industry Watch newsletter. n

your member benefit, the UTA Industry Watch newsletter. n Tim Ormsby Convention Chairman 10

Tim Ormsby Convention Chairman

10 th Annual

UTA Convent ion

San Antonio, Texas

Crown Plaza Riverwalk

November 4-7, 2009


I am writing this note to the UTA membership as a farewell from the position of UTA Convention

Chairman. You may wonder what’s involved in being Convention Chairman other than welcoming you at the annual convention and other things that happen over the 3 days of the convention. Let me tell you a few things.

First of all it’s very important to have a team to work with you to get things planned and organized. This team is the Convention Committee which is made up of UTA Board members and other UTA members that contribute in many different ways to the convention success. If you have an interest in participating on any of the UTA committees I would encourage you to get in contact with the 2009 Convention Chairman Tim Ormsby or another Board member. If you need contact information, go to the UTA website at There you will find all phone and email address for each.

Once the Convention Team is in place there are monthly and bi-monthly conference calls to discuss issues and decide on all aspects of the convention; from the types of tours, keynote speakers, vendor expo, audio visual requirements, workshop subjects, and, of course, all aspects of the very important golf tournament.

Ongoing communication with the hotel staff is also important to make sure everything is on track for the coming event. The Reno hotel staff was great to work with making the Convention Chair’s responsibilities a lot easier. Unfortunately, not everyone is happy at the conclusion of each year’s convention, but for the most part, the majority of convention attendees are pleased.

You have a convention team that works very hard to bring you an event that is of great value to you and your business. This year in Reno there were 485 attendees; a fantastic turnout for today’s economy. I have always said there is no better place in the Used Truck Industry to meet with industry colleagues than the UTA Convention. I think I may have even sold a used truck or two to colleagues I connected with in Reno.

I have been very fortunate to work with a great group of people in bringing to you the Orlando and

Reno conventions and it has been a great experience. However, the success of the convention is a direct result of support from the UTA membership and the UTA Sponsors. I thank all of you for your contribution to the 2007 and 2008 conventions. The 2009 UTA Convention has been turned over to the very capable Tim Ormsby and I’m confident the convention in San Antonio will be the best UTA convention yet.

in San Antonio will be the best UTA convention yet. In closing, I trust you all

In closing, I trust you all had a merry Christmas and a happy New Year; it’s a wonderful time of every year. New Year’s is a time for resolutions. I’m not very good at keeping them but it’s always good to make a few; it makes me feel better. Maybe this will be the year I’ll lose that weight I promised myself I would lose. If not, there’s always next year!

Happy New Year! I’ll see you in San Antonio. With sincere thanks, Hal Dickson

UTA Industry Watch

Members Speak About the

2008 Convention

90% of survey respondents said they will be attending San Antonio in 2009; 7.62% are undecided.

52.53% enjoyed networking oppor- tunities the most with the vendor expo bringing in 18.18%.

49.46% enjoyed the offsite tours, events, golf, etc.

. 49.46% enjoyed the offsite tours, events, golf, etc. Y our suggestions for a better
. 49.46% enjoyed the offsite tours, events, golf, etc. Y our suggestions for a better

Y our suggestions for a better 2009 convention have been heeded.

2009’s convention will begin on Wednesday and end on Saturday

morning. It will have an MC we already know you love (he’s one of us) and

San Antonio is warmer and easier to get to.

Thanks for the Suggestions

“[Reno] was too far away for many members…[and] I think starting on Wednesday and ending on Friday is best for most [members].” —Larry Palkins, Premium 2000+ Warranty

“I would like to spend more time at the vendor fair. A little slower pace with time to [talk to members].” —Kit Eccles, Coldiron Companies

“I would like to see the Round Table [Think Tank] discussions go back to the discussion format. I feel it is always good to have the time to discuss and share ideas with other dealers from other areas.” —Janice Fallacara, Truckers Choice

“I think having someone within the UTA organization [serve] as the MC would be better. The hired man did not add much.” “Ditch the MC; unfunny guy.” —Randy Robinson, Diamond International of Little Rock and George Papp, Arrow Truck Sales

“Warmer climate and easier airport access [next year].” —Ray Ball, Brickyard International


“It is always a pleasure to attend these conventions to see old friends and especially make new ones. I was fortunate enough to make a truck deal while I was there. Hooooah!” —Herbie Williams, International Trucks Richmond

“We had a very good time and look forward to San Antonio. Thank you so much.” —Terry Hodge, Cascadia International

“I thought it was a great experience. It was well organized and seamless. You did a fantastic job of putting it together.” —Brett Burdno, Bush Truck Sales

“Great job.” —Mary Tanner, Navistar, Inc.

“[When I visited] with many dealers this year at the UTA convention, many agreed your committee did a fantastic job. Thank you.” —Steve Donaldson, Effingham Truck Sales, Inc.

“I have always enjoyed all the UTA conventions and will keep going as long as I can. This organization is great and we need this; especially us independent dealers.” —Benji Pavelka, J&B Pavelka, Inc.

“It was a great experience. I made some valuable contacts and picked up some useful information.” —Miles Cumberland, Miami Valley International Trucks

“Good show Sunday night!” —Elissa Boughen, Wholesale Trucks of Canada

“This was my first time attending any event with the UTA and I was blown away. The professionalism displayed by this organization is a bar others should strive to achieve.” —Chris Van Asch, Beacon Funding

“The economic speaker, [Donald Broughton], was the best. He is worth booking every year.” —Todd Willard, Bayshore Ford

“The event was great. I enjoyed the workshops. It gave me an opportunity to listen and hear what was on the minds of our customers. The vendor expos were also great. I love being able to interact with our customers and answer questions from potential customers.” —Josh Giles, Black Book

January 2009


Member Benefit:

UTA Affiliates

UTA Industry Watch

T he UTA is proud to present the following affiliates/members. Each one of them put together special offerings that are available to UTA members only. Get the most out of

your membership today by contacting and working with these dedicated UTA Affiliates. Get up-to-date contact info by visiting This list includes 3 new affiliates! Look it over and reacquaint yourself with these savings opportunities.

Equipment Ready
Equipment Ready

Equipment Ready

No membership or registration fees. Buy and Sell with no transaction fees. Free photo ads, company logo listings, unlimited listings (for commercial dealers and individual sellers). Free listings on other sites; inventory listings automatically appear on classified aggregator websites such as Oodle, Goasasa, Vast, and Google. Search engine/Google optimization from our team of experts is dedicated to consistently driving our site and its contents into the top ten Google listings. (Affiliated with SOARR subscribers’ inventory is automatically posted on Equipment Ready’s website.

Metro Merchant Services
Metro Merchant Services

Metro Merchant Services

Free cost savings analysis to make sure your business is processing as efficiently as possible; and free online reporting. Automatically save up to 60% for every commercial, business, purchasing and government card. Guaranteed saving plan saves your company on some or all of your processing rates and fees or we’ll send $100 to the UTA-Jerome Nerman Family Educational Endowment in your name. Save 10% on check guarantee services and get attention from your personal account manager.

Equipment Search Turn Key Web Solutions
Equipment Search Turn Key Web Solutions

Equipment Search Turn Key Web Solutions

50% off our real-time dealership website management and editor system. Designed with simplicity of use while providing real-time ability to update and modify website and all of its contents. Secure wholesale log-ins for wholesalers, retail offering for others. Built in credit applications and so much more. Save $1200.00 as a UTA member immediately upon verification of your membership. Times are changing; take action with your website and all that it offers. 15% off Simply Warranty, real time warranty claim processing and adjudication software. Tracks parts and labor codes and associates immediately for claim processing. Titling / NVIS registration. Feature packed warranty system with warranty claim recall notification.

. e q u i p m e n t s e a r c h

Air Brake Security CGM Security Solutions

10% discount off purchases of 1-49 air brake locks; for purchases of 50 or more air brake locks, purchase price will be $199.00.

a i r b r a k e s e c u r i t y


10% off of payroll services and off of initial order and fees. Find out how to get health insurance for all of your employees. Please contact Paul Youngkin at or (352) 237-3622 ext. 1 for more information.

more information. w w w . g e v i t y . c o m

Heavy Duty Marketing Associates

Discounts up to $100 on UTA training seminars and 10% off regularly priced in-house training



priced in-house training programs. 6 Hertz 10% Discount plus a one car class upgrade on
priced in-house training programs. 6 Hertz 10% Discount plus a one car class upgrade on


10% Discount plus a one car class upgrade on Hertz standard daily, weekend, weekly, and monthly rates in all car classes. Discounts apply in the United States and Canada. (CDP Number Required)

January 2009

10% discount on monthly membership fee.

UTA Industry Watch

UTA Industry Watch Leedom and Associates, LLC. This company deals with Twenty Groups, and has a

Leedom and Associates, LLC.

This company deals with Twenty Groups, and has a national program out there for dealers who do not have an OEM affiliation. They now offer Twenty Group participation to UTA members.

Group participation to UTA members. Manheim Heavy Duty Auctions $25 refund on posted buy and/or

Manheim Heavy Duty Auctions

$25 refund on posted buy and/or sale fees for corporate UTA members and additional savings during UTA membership drives.

w w . t r u c k - a u c t i o n

My Little Salesman

Full Page $1,375.00 per month. Half page $775.00 per month. Quarter page $575.00 per month. These rates include online services.

m y l i t t l e s a l e s m a n

National Seminars

25% discount on all seminars. To receive the discount, contact Debi Brennan at (800) 344-4613, x3051

at (800) 344-4613, x3051 National Truck Protection For eligible corporate members,

National Truck Protection

For eligible corporate members, receive up to $100 per month rebate when using the NTP and UTA logos in your approved advertisement in American Trucker or Truck Paper.

in American Trucker or Truck Paper. Powter Insurance Agency Special UTA dealer rated insurance

Powter Insurance Agency

Special UTA dealer rated insurance policy for garage liability and dealer open lot coverage across 48 states. Contact John McSpadden at 800-473-8697 for quotes and pricing.

800-473-8697 for quotes and pricing. PREMIUM 2000 Plus Warranties Engine only $50 discount.

PREMIUM 2000 Plus Warranties

Engine only $50 discount. Engine/Trans $75 discount. Engine/Trans/Rears $100 discount.

Engine/Trans/Rears $100 discount. R.L. POLK $100 Discount off the first order of any service


$100 Discount off the first order of any service purchased.

off the first order of any service purchased. (Interstate Online Software) Up to $500 (Interstate Online Software)

Up to $500 in free options at time of sale on SOARR software. Additional discounts on other products and services provided.

discounts on other products and services provided. The Truck Blue Book $20 discount on annual subscription

The Truck Blue Book

$20 discount on annual subscription to the electronic Commercial Blue Book. $10 discount on annual subscription to the print version Commercial Blue Book. UTA members will receive a $50 discount on the Truck Blue Book, Used Truck Seminar.

Truck Blue Book, Used Truck Seminar. Trucker to Trucker is offering a

Trucker to Trucker is offering a discount of $100.00 per month from their normal $350.00 fee. This gives UTA members unlimited equipment listings. UTA members also get a homepage banner. For this exclusive offer, call Jim McCormack, toll free @ 1-866-430-7474.

It’s Always Good to Start the Year with Savings!

January 2009


Question: Hey, Paul, there are just 5 employees in my company. Do I need to
Question: Hey, Paul, there are just 5 employees in my company. Do I need to
Question: Hey, Paul, there are just 5 employees in my company. Do I need to

Question: Hey, Paul, there are just 5 employees in my company. Do I need to display labor law posters?

Answer: Yes. Yes, you do. If you have 3 or more employees, Federal and State regulations require that owners and onsite management of all companies bear responsibility for the proper display of all required legally-compliant labor law posters. Failing to display compliant labor law posters can result in a $7,500 fine per incident. To inform employees of their legal rights and be in compliance with federal and state labor laws, you must display federal and state law posters in a prominent place where all employees can view them. Additionally, posters must be displayed at each location of your company.

So, if you have deep pockets and lots of time, let Willy O. Nilly keep his beloved football schedule posters up and Lucy A. Goosey keep pictures of everybody she knows plastered everywhere. Let your defacto HR department put the labor law posters in a drawer with other important stuff. (Hey, they will tell everybody where the posters are in case they want to see them.) Other- wise, take a look around your location. Do you see the copies of your posters? n

your location. Do you see the copies of your posters? n Do you have a tough
your location. Do you see the copies of your posters? n Do you have a tough

Do you have a tough HR question you would like Paul Youngkin (UTA member; to answer? Then send it to


January 2009

UTA Industry Watch

send it to 8 January 2009 UTA Industry Watch A Look Inside a Truck Value

A Look Inside a Truck Value Guide

by Chris Visser

In today’s volatile used truck environment, a reliable set of published truck values can serve as a critical reference tool. The ATD/NADA Official Commercial Truck Guide® is one such tool. As Editor of the guide, I believe it’s important to share details on how it works, how the values are developed, and why an unbiased valuation source is important to the industry.

What We Do

NADA provides 10 model years of Class 2-8 commercial truck and trailer values to the dealer, bank/finance, insurance, government, and other industries. Values are updated monthly and are made available by subscription in print, on the web, in custom data formats, and integrated into partners’ products.

How It Works

NADA bases its retail and wholesale values on actual sales data received from independent and franchised dealers, OEMs, auctions, and dealerships’ internal systems. Our editors combine sophisticated statistical analysis with up-to-date knowledge of economic factors to arrive at valuation decisions. Our goal is not to simply report averages of past sales, but to predict where values will be at the time of our next update.

Why Valuations Are Important to You

The three largest segments of NADA’s subscriber base are the dealer, bank/finance, and insurance industries. Dealers use these values to evaluate trade-ins, manage inventory, and set pricing. Banks and finance companies use these values to make lending decisions, evaluate net worth of portfolios, and assist dealers with financing. Insurance professionals use them to appraise damaged trucks and manage risk.

Seeing as how all these industries work together, it becomes evident that a consistent reference source is critical to efficient business processes. NADA’s goal is to closely reflect the market and provide each of these industries the solid data they need to work together in today’s extraordi- narily challenging business climate.

How Independent Dealers Report Sales to NADA

Individual dealer sales reports are a critical component of our monthly database. We currently receive monthly reports from approximately 150 unique dealer locations. Any dealer not currently reporting to NADA is invited to do so. It’s simple to do–just contact me for the Excel form, fill it out, and send it back to me. That’s all it takes! n

it out, and send it back to me. That’s all it takes! n [ Chris Visser

[Chris Visser, Editor, ATD/NADA Official Commercial Truck Guide®, comes from a long line of car and truck enthusiasts. Originally from Long Island, New York, Chris has lived in the Washington, DC, area for 13 years, and been with the National Automobile Dealers Association for 11. In 1998, Chris assumed responsibility for NADA’s Commercial Vehicle products. Chris is a 10-year UTA member. 800-248-6232 x4731 •]

UTA Industry Watch

Dana Appoints Three KALAMAZOO, Mich. • Dana Holding Corporation has an- nounced the appointment of
Dana Appoints Three
KALAMAZOO, Mich. • Dana
Holding Corporation has an-
nounced the appointment of three
new executive positions within the
company’s commercial truck and
off-highway groups. Frank Sheehan
was appointed president of interna-
tional business for Dana’s Heavy
Vehicle Systems Group. James
Wojciehowski was named vice
president and general manager of
marketing, sales and service for
Dana’s Commercial Vehicle Products
Group. Brian Couch was named
general manager of service and
support for Dana Spicer Service
Parts. Dana is a world leader in the
supply of axles; driveshafts; and
structural, sealing, and thermal-
management products; as well as
genuine service parts. The company’s
customer base includes virtually
every major vehicle manufacturer in
the global automotive, commercial
vehicle, and off- highway markets,
which collectively produce more than
70 million vehicles annually. Based in
Toledo, Ohio, the company’s
operations employ approximately
32,000 people in 26 countries and
reported 2007 sales of $8.7 billion.
For more information, please visit n
Frank Sheehan
James Wojciehowski
Brian Couch

Industry News Briefs

LifeForce Energy Corporation’s President and CEO, Stuart G. Solomon, has another alternative for your customer who needs to replace an existing APU or retrofit his truck. “Our APU runs completely on propane rather than diesel. Propane is available at over 900 truck stops and costs as much as 60% less than diesel fuel. It also puts out virtually zero carbon emissions and is approved by the EPA and CARB (California Air Resource Board) for use on all trucks,” he said. The Dynapac-LP APU unit is about half the weight of a diesel or battery powered APU; has no belts or hoses to maintain or coolant to deal with. There are just two valves to keep adjusted. It runs 2000+ hours between oil changes. The Dynapac-LP APU costs half of what most diesel or battery APUs sell for. Instead of 8+ hours for installa- tion of diesel units, LifeForce Energy Corporation’s unit installs in 2 to 3 hours with plug-and-play ease. This unit does not integrate into the truck’s heating, cooling, or fuel systems. The unit can also be used legally on 2007 and newer trucks in California without the need for a particulate filter. “We are proud of our unit because of the cost and time savings for the end-user,” Solomon said, “and service departments don’t need to spend money on specialized tools or lifting equipment to install or service this unit.” For more informa- tion please visit this UTA member at or call Randy Wheaton at (512) 667-6219.

Premium 2000+ TM Announces No Rate Hikes for 2009 December 31, 2008 — Premium 2000+™ today announced news regarding price adjustments for 2009. Despite rising costs of parts and labor associated with the maintenance and repair of all commer- cial truck classes (3-8), their rate structure will remain at current levels. “We understand the difficulties existing at present and the bar- riers to selling new and used equipment, especially to challenged bor- rowers and first-time buyers,” said Lynn Murphy, President and CEO. “Warranty acquisition can only be a reasonable percentage of the equipment cost in order to be a viable add on for the end user.”

Premium 2000+ TM has no costly inspections (dynos and associated expenses), no additives (complex and expensive protocols), and no waiting period. “Our coverage will continue to begin on Day One,” Murphy said. Turbocharger and injector coverages are now available for all Class 3-8 trucks and for all levels of component warranty (engine only/engine and transmission/engine, transmission and differentials). 2008 coverage remains intact, limits of liability remain unchanged, and qualifications for coverage are the same. “Claims expense as a total of overall expenses will increase, but we are heavily reserved and prepared for that outcome,” Murphy explained. “It is our goal to assist dealers and their customers and to live up to the responsibility of all industry affiliates. We will be doing our share to support the dealer and end user through these turbulent times.” For more information, please contact Lynn Murphy at 800-622-2164 or email him at n

January 2009


UTA Industry Watch 10 January 2009
UTA Industry Watch 10 January 2009

UTA Industry Watch

UTA Industry Watch 10 January 2009


January 2009

UTA Industry Watch 10 January 2009
UTA Industry Watch 10 January 2009

UTA Industry Watch

Jenny, Dianne, Marietta, and Karen

by Steve “Bear” Nadolson

F rom our first convention at Howie-In- The-Hills to this past convention in

Reno, there has been a constant feature. It has been the untiring work and selfless actions of these four women. Jenny Sundy, Dianne Schafer Walker, Marietta Crawford, and Karen Hess have been nothing but troopers in the registration and other organization of each convention. They have done this quietly, always behind the scenes, and always for the benefit of the member- ship. Too, they have served and soldiered on through personal tragedy.

I know these women well enough to say that they would probably be completely embar- rassed to be recognized from the podium. I know there are many members who appreciate their efforts and many who did not know who they were when they registered but were equally treated with thoughtful attention. To you ladies, and you are all ladies in the best sense of the word, I and your fellow members say a heartfelt and appreciative thank you. n

members say a heartfelt and appreciative thank you. n Top Left: Jenny Sundy (l) and Dianne
members say a heartfelt and appreciative thank you. n Top Left: Jenny Sundy (l) and Dianne
members say a heartfelt and appreciative thank you. n Top Left: Jenny Sundy (l) and Dianne
members say a heartfelt and appreciative thank you. n Top Left: Jenny Sundy (l) and Dianne

Top Left:

Jenny Sundy (l) and Dianne Walker (r)

Top Right:

Marietta Crawford (c)

Bottom Right:

Marietta Crawford (l) and Karen Hess (r) get help from Mary Nadolson (c)

Last Notes

Before I even get started I have to thank again CAG Truck Capital. Before the 2007 convention I received a packet of toothpicks. You may remember how I talked on and on about how wonderful those toothpicks were. I ran out of my stash of dental bamboo right around the beginning of October 2008 and was beginning to despair. Would I have to go online and Google bamboo toothpicks in order to refresh my supply? I should never have lost hope. CAG came through for me and all the other convention attendees again in 2008. Thank you, Susan and John; I should have known you would never let me down. Now we can all “Pick UTA!”

In planning the pages of this publication for the upcoming year, I have found myself becoming more excited than a girl has a right to be. In 2007, at my first convention, hello! I could hardly take in everything that was thrown at me. The people. The information. The camaraderie. The sources. For the 2008 convention I was better prepared but still was amazed at all the people who make up this organization.

Since my return to home base, I have been emailing and calling members who attended Reno and who told me I could get in touch. What am I hearing from each and every one? I am hearing a desire to share knowledge. Knowledge, by the way, that can help each of you be more profitable. So keep your eyes on these pages. The editorial calendar for 2009 is not completely set, but it is looking good. You will enjoy what will be coming your way this year.

As always, though, I want to hear from you. One member called and told me what she would like to see this year and bam! I am working on making sure she sees it. Why? Because it can benefit everyone and she has her finger on the pulse of what small used truck dealerships want and need to know. With feedback such as this, the pages of this newsletter will only become more beneficial to you, the member and reader. Call me. Let’s chat.

to you, the member and reader. Call me. Let’s chat. Well, folks. Let’s get this party

Well, folks. Let’s get this party started and party like it’s Two-Thousand and Nine! (Just a little twisted rock and roll humor, there.)

Sincerely, Angela K. Durden • (404) 358-0951

Angela K. Durden • (404) 358-0951 Susan Marvel of CAG with me in Reno Quintessential

Susan Marvel of CAG with me in Reno

Quintessential Quote

The best effect of fine persons is felt after we have left their presence.

The best effect of fine persons is felt after we have left their presence.

The best effect of fine persons is felt after we have left their presence.


January 2009


Mark Your Calendar
Mark Your Calendar








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