industry watch june 2015

Volume 17 • Issue 6 • June 20151.877.GETS.UTA • www.uta.org

Used Truck AssociationChartered May 16, 1988

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

Stockbridge, GA 30281

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

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

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

New Members ....................................3-4

The UTA and LinkedIn: A Great Match ................................. 5

The Brooks Group Sales Tip of the Month .......................5

Face to Face with Anthony Gansle ................................ 6

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

NADA Update ................................8-10

Ask An Expert .................................. 11

Promoting All Women in the Trucking Industry .................... 11

Industry News Briefs ................... 12-14

2014 Convention Photos .............14-15

From Where We Sit ..........................16

The UTA… Members Supporting Members!

UTA Hosting Volvo I-Shift Transmission WebinarThursday, June 18th, 2:00 p.m. EST

With Volvo’s I-Shift automated manual transmission making inroads in the industry, there’s an ever-greater need for information about it. What are its features and benefits? How should truckers properly operate it? What sort of parts and service are available for it? To help answer these questions, UTA is hosting a free webinar at 2:00 p.m. EST, Thursday, June 18th.

Chris Stadler, Manager of Product Marketing for Volvo Trucks will lead the webinar, the second in the webinar series. The new webinar will help salespeople, sales managers, and wholesalers sell trucks with the Volvo I-Shift transmission more effectively.

Details:UTA Volvo I-Shift Webinar

Date: Thursday, June 18, 2015

Time: 2:00 p.m. EST

Meeting Number: 1-866-551-3680 or 1-212-401-6760

Meeting Password: 56156271

To register or join the online meeting, go to: http://event.onlineseminarsolu-tions.com/r.htm?e=1006758&s=1&k=796691210E407BDA30A2F83CC5BB3B5D

For more information contact: Ken Kosic [email protected] Amanda Kent [email protected] or Angelique Pierce [email protected]

UTA Industry Watch

2 www.UTA.orgJune 2015

Board News and Views

http://www.uta.org/directory

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

2015 BOARD OF DIRECTORS

Determine never to be idle…It is wonderful how much may be done if we are always doing.

~Thomas Jefferson

Sex in the City

Now that I have your attention, isn’t it amazing that almost half of 2015 has gone by already? I want to

extend my best wishes to each of you for a great and prosperous June and a truly wonderful summer, full of activities and an enormous amount of fun, with some well-deserved relaxation.

By all accounts our industry prospered in the first half of 2015. Some areas of the country, especially the Northeast, were hit hard by the bitter cold and snow early in the year. Many who were impacted now say that business activity in the second quarter recovered favorably from the first quarter, with prosperity returning. There is nothing on the immediate horizon that should keep our industry from having anything other than a prosperous 2015.

In case you have not heard, Mike Thurston resigned from the board and from the executive position of Vice President of the UTA. Mike’s decision was a result of a significant promotion, with added responsibilities, with the Larson Truck Group. Mike made significant contributions to our organization for which we are all extremely grateful. We wish him the very best in his new position, and hope to see him in Dallas at the UTA Convention.

The board of the UTA elected Craig Kendall to the position of Vice President to replace Mike. Craig is a true seasoned professional within our industry, and has contributed year after year to our great organization. We thank Craig for accepting this very important role and the responsibilities of the position.

It’s now time to nominate candidates for Dealer Member of the Year and Vendor Member of the Year. Nomination forms are on the uta.org web site, under the hyperlinked News & Events header. If you know of someone who has provided extraordi-nary value to our industry, and embraces the UTA code of ethics and the UTA’s commitment of excellence in all that we do, please submit your nomination.

Again, I wish all of you a terrific summer!

See you soon,

Mike [email protected]

Mike Thurston

Craig Kendall

UTA Industry Watch

3www.UTA.org June 2015

Rick Forehand, Vice President Wipe New LLC 945 Seahawk Circle Virginia Beach, VA 23452 www.WipeNew.com www.WipeNewPro.com(757) 463-6653 (w)[email protected]

This is Rick’s first year in the truck business. He says his job involves “introducing to the industry an unprecedented new technology product that is a wipe-on clear coat.” Read on and you’ll see just how much Rick enjoys talking about the product he sells. Remember though “it’s even more fun to demonstrate,” he says.

Rick’s goal as a new UTA member is to establish long-term business relationships “by offering cost-saving means to make every used truck look better than new in about a third the time it takes to buff. “

The aspect of our business that Rick likes best are the opportunities there are for learning. As far as his own business goes, Rick says they are always searching for new products and applications for them. “We truly have something amazing with Wipe New. I look forward to showing the trucking industry a product that is unlike any other designed to improve the appearance of trucks,” Rick said.

Undoubtedly, Rick is enthusiastic about the business he is now in, but were he to leave for some reason he says he’d enjoy being part of any business offering a product or service that is a win for everyone involved. “I enjoy seeing smiles and hearing success stories from satisfied customers,” Rick told us.

Finally, Rick had some thoughts to share with other UTA members. “I’d like to say hello. I look forward sharing with each of you how our new product, Wipe New Professional, will save you time and money preparing your trucks for retail. With Wipe New Professional every truck sold will shine like it did when new. You will feel good knowing you just sold a quality product that will look good from across the lane for years to come. “

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!

New Members continued on page 4

Robin Griffith MHC222 W. Hill St Decatur, GA 30030 (678) 386-9010 (w)[email protected]

Mike JacquesInland Kenworth 9730 Cherry Ave Fontana, CA 92335www.inland-group.com [email protected]

Brandon Leonard Transit Pros 3215 NE Carnegie Drive Suite 200 Lee’s Summit, MO 64064 (816) 220-7100 (w) [email protected]

Casey Lindgren 3401 38th St. S Fargo, ND 58104 www.rdotruckcenter.com (701) 809-5168 (w) [email protected]

Michael SandersAll Truck Sales of Colorado 2308 1st Avenue Court #1 Greeley, CO 80631 (970) 352- 5550 (w)[email protected]

Michael Smyth, Midwest Sales Director Premium 2000 Plus Warranty190 Charlois Blvd, Suite B Winston-Salem, NC 27103www.premium2000.com(502) 523-7174 (w) [email protected]

In 1984, the year Mike started in our business, the longest game in Major League Baseball history took place. The Chicago White Sox finally defeated the Milwaukee Brewers (7-6) after 25 innings lasting eight hours, six minutes. It’s possible Mike may have caught some of that game, but he was probably busy working at his new job as a Marketing Coordinator.

Now that he’s a UTA member, Mike’s looking ahead to forming “long-lasting relationships.” He sees UTA membership as a great opportunity to meet new friends and old friends.

Mike says he likes working with the people in our business because they have a passion for what they do.

He admits that if he wasn’t in the truck business he would have liked to be a professional golfer. “But why I can’t do that is simple,” Mike said. “I am not very good!”

Mike’s also interested in the stock market and marvels how it can react “so emotionally” to both good and bad news.

On the personal side, Mike says he’s been blessed to be married to the same woman, Brenda, for almost 34 years. He told us he has two great kids (Meghan, 26 and Cameron, 24), of whom he’s very proud.

UTA Industry Watch


Zach Spees, Used Truck Sales M&K Truck Centers 1401 Harding Court Indianapolis, IN 46217 (317) 420-1920 (w) [email protected]

Zach began in used truck sales straight out of college in 2012.

“UTA seems like a community dedicated to improving everyone’s knowledge within this industry,” Zach said when asked why he’s joined us. He’s looking forward to learning from the different “perspectives” he’ll encounter as a new member.

“Closing the sale and watching the new owner drive off the lot,” is what Zach likes best about his job. “I will always favor the close over everything else because without that, I would have no happy customers to follow up with and that’s what I look forward to most,” he said.

We ask all new members what other field they might be in if not for trucking. In response, Zach shared a true story. “I once thought it would be a great idea to leave the industry and go into medical sales. I did this for a year and a half and landed a job selling long-term cryogenic storage to IVF facilities across the U.S. I was traveling the U.S. and the entire time during my travels I was reminded about the trucking industry, and what I was missing out on while driving next to rigs all day long. I was fortunate enough to get back in at M&K where I should have stayed. At this time no other industry interests me like this industry.

“This industry needs more younger people,” Zack said in closing. “I was lucky to discover it myself.”

Rick Stidger, Fleet Sales Kordell Truck and Trailer 14868 West Ridge Lane, Suite 200 Dubuque, IA 52003www.kordelltrucksales.com(612) 730-2074 (w)[email protected]

Rick began in our business as an outside sales rep for Team Drive-Away in 2011.

As a new UTA member he’s looking forward to “meeting additional contacts and friends in the coming years.” Asked what he likes the most about his current position, Rick said “Kordell is a great company with great leadership. I enjoy the change of pace coming from my last job and the ability to still work from home,” he added.

Rick’s quite skilled at photography, and holds a Masters and Craftsman degree in the field.”Someday, when I am old, it would be fun to re-open a photo studio,” he said.

Tucker Ward, New Truck Sales Price International Inc. P.O. Box 210 Tyler, TX 75710 www.price-international.com(903) 262-5462 (w) [email protected]

Tucker’s current job is his first in the industry, which he joined just this year. Joining the UTA was also a smart move for Tucker. Now that he’s a member his hope is to “connect with other like-minded people and develop not only a group of friends, but also some mentors with more experience to be able to call on.”

Tucker’s found the people at Price to be very willing to help him out in any way they can.

If he wasn’t selling trucks, Tucker says he might be working in one instead--serving Cajun food and seafood!

Tucker’s other passions include helping other people out, and “adventure, whether that’s going new places, or trying things out of my comfort zone.”

In closing, Tucker said he’s happy to be a part of the UTA and hopes to meet some new people.

New Members continued from page 3

Jason Wheeler, General Manager Truck Operations Inland Kenworth 26770 Gloucester Way Langley, BC V4W 3V6Canada

Mark Zucker Inland Kenworth 26770 Gloucester Way Langley, BC V4W 3V6Canada

UTA Industry Watch


The UTA and LinkedIn: A Great Matchup

Successful sales managers want their salespeople to look good at every possible opportunity!

By now, almost every business professional knows about the social networking site LinkedIn. Unlike Facebook, for example, LinkedIn is strictly business focused. You use

LinkedIn to share your credentials, read up on business news, and make professional contacts.

There are also thousands of Groups on the site where people sharing common interests in a given field, company, or university, for example, can “meet.” The UTA has its own LinkedIn Group, which is administered by UTA Board of Directors member Bryan Haupt. As of May, there were 1578 members of the Group.

Here, Bryan answers some questions about the UTA’s LinkedIn Group.

Industry Watch: How do members reach the UTA Group on LinkedIn?

Haupt: Simply search Groups with the keyword UTA and request to join.

Industry Watch: Who tends to join the Group? UTA members only?

Haupt: We have a wide variety of folks in the Group--both UTA members and non-members. We have left membership open to expose non-members to the UTA and its benefits.

Industry Watch: What do most of the members use the Group for?

Haupt: Today most folks are looking for other members, as well as using it to list trucks for sale or for purchase. Industry Watch: What are the best ways for UTA members to use LinkedIn and the UTA Group?

Haupt: You can use LinkedIn in several ways. Many members post “want to buys” as well as trucks for sale. Putting a face with a name is always a plus on LinkedIn —you can refresh your memory on any contact and keep up with changing positions or new jobs a member may have taken! Industry Watch: Any plans for changing the UTA’s Group in any way? Are there topics you would like to see discussed more, etc.?

Haupt: The marketing department is committed to the growth of the LinkedIn Group. Look for some exciting announcements soon! Please visit our page often to learn more about the benefits of the UTA as well as for updates about what is going on with your organization.

Industry Watch: Is there anything else you’d like to say about the UTA’s LinkedIn Group?

Haupt: Social media is a great venue for communication; without a doubt it is one of the primary means of communication for our younger generations. For those of us who came from other generations we must embrace all means of social media. LinkedIn is a simple and effective way with which to communicate, learn important information, and begin to develop relation-ships with business associates. n

UTA Industry Watch


Anthony Ganslemoments since he’s joined UTA, and not just in networking with friends. He has enjoyed sharing his passion for Peterbilt through tours of engine and truck plants. “Most recently I led a webinar about our MX-13 engine,” Anthony explained. “Over 400 members attended after which I received a lot of questions and requests for additional information. I was really impressed with such a great turnout,” he said.

In looking back, Anthony credits his success with some basics shared by so many others in the industry. “I attribute my success to hard work, being genuine when working with others, and putting myself in others’ shoes to try and understand what our customers’ needs are,” he said. This last point is one Anthony wished he’d learned earlier in his career. “Learning how to work with others and communicate better sooner in my career certainly would have helped throughout.” Fortunately, Anthony has also overcome the other challenge he wished he dealt with sooner. He explained that when he was just starting out, the industry did not depend on technology as it does today. “We didn’t have cell phones, or iPads, or even the Internet,” Anthony recalled. “Technology plays a big role today, and sometimes I wish I had been more interested sooner.” In advising others just starting out, Anthony points to some good old-fashioned advice. “Good old-fash-ioned hard work and values go a long way to build trust and relationships, which really help in business,” he said. “Get a good education. Surround yourself with people who are smarter than you.”

Anthony and his family enjoy life in Denton, TX. He and his wife, Dianna, love spending time with their two boys, Joshua (14) and Jacob (11). “I enjoy sports, especially football. During football season, you’ll have a hard time prying me away from my TV,” he warned. That’s especially true, according to Anthony, if the Texas A&M Aggies or the Dallas Cowboys are on the field. “Through all of our ups and downs, I remain loyal to them both,” Anthony says. n

This month introduces us to Anthony Gansle, whose job as Marketing

Manager—On Highway with Peterbilt Motors keeps him enthusiastic about both the product he represents and the used truck industry that has been his home since he started his career. His first position in the industry was with Sanden International, a supplier of HVAC compressors to car and truck OEMs. He started with the firm in 1993 and joined Peterbilt in 1998. “For the last 17 years I’ve worked at Peterbilt in a number of different roles including engineering, program manage-ment, and, now, marketing,” Anthony told us. Anthony has been an enthusiastic member of UTA for the past two years, and

credits the association for providing him with partners, mentors, and friends. “One of the successes with the UTA is the family environment that is felt when working with the many great members who welcomed me quickly,” he said.

Anthony finds his current role in marketing very rewarding. He’s a passionate spokesperson for his company and especially enjoys sharing his enthusiasm for Peterbilt products and the benefits they offer his customers. He also enjoys interacting with others in the industry to gain insights about the challenges they face and how products from Peterbilt might help them meet those chal-lenges. “I also get to hear a lot about what is a ‘perfect’ truck for our truck owners and drivers,” Anthony explained. “I get to work within our organization to make them a reality.”

We asked Anthony to tell us about some proud moments he’s enjoyed in his career, and again he turned to the people and the work. “It’s always great when you’re promoted, obtain greater responsibilities, and so forth,” he told us. “For me, it’s when you’re recognized by your peers. I’ve made some great friends while at Peterbilt and since I joined UTA. A pat on the back from one of these friends means a lot.” Anthony has also had some special proud

UTA Industry Watch


Industry Events CalendarJUNE22-23 • UTA Managment Seminar - Kansas CityCourtyard Kansas City East/Blue Springs1500 North East Coronado Drive • Blue Springs, MOwww.uta.org

23-24 • UTA Jerome Nerman Family Foundation Kansas City Golf OutingCourtyard Kansas City East/Blue Springs • 1500 North East Coronado Drive • Blue Springs, MO www.uta.org

26-28 • Great Lakes Truck ShowCabela’s • 110 Cabela Blvd E • Dundee, MI USA www.greatlakestruckshow.org

JULY9-11 • Walcott Trucker’s Jamboree755 W Iowa 80 Rd, I-80, Exit 284 • Walcott, IA www.truckersjamboree.com

20-21 • Selling for Success, UTA Sponsored TrainingSpringHill Suites Chicago O’Hare • Chicago, ILwww.uta.org

24-25 • Expedite Expo 2015Roberts Convention Center • Wilmington, OHwww.expediteexpo.com

AUGUST14-16 • Eau Claire Big Rig Truck ShowCVTC Parking Lot • Eau Claire, WIwww.eauclairebigrigtruckshow.com

24-26 • Fleet Technology Expo 2015Long Beach Convention Center300 East Ocean Boulevard • Long Beach , CAwww.fleettechnologyexpo.com

26-27 • Commercial Vehicle Outlook ConferenceDallas Convention Center555 South Lamar • Dallas, TXwww.cvoconline.com

27-29 • The Great American Trucking Show (GATS)Dallas Convention Center • Dallas, TX www.gatsonline.com

SEPTEMBER11-12 • Big Iron Classic26487 600th StreetMantorville, MNhttp://www.bigironclassic.com

SEPTEMBER continued15-17 • FTR Transportation ConferenceUnion Station • Indianapolis, INwww.FTRConference.com

23-25 • National Trailer Dealers Association (NTDA) ConventionDiplomat Resort & Spa Hollywood • Hollywood, FLwww.ntda.org

25-26 • Guilty By Association Truck Show4 State Trucks • I-44, Exit 4 • Joplin, MOwww.chromeshopmafia.com/guilty-by-association-truck-show/

OCTOBER5-6 • Selling for Success, UTA Sponsored TrainingCourtyard Denver Airport • Denver, COwww.uta.org

17-20 • ATA Annual Management Conference & Exhibition 20151201 Market Street • Philadelphia, PA www.trucking.org

NOVEMBER4-7 • 16th Annual UTA ConventionGaylord Texan Resort & Convention Center Grapevine, TXhttp://uta.org/2015/03/01/2015-uta-convention-dallas/

UTA Industry Watch


Market SummaryThe retail market is mildly outperforming expectations, with only minor depreciation despite increased volume. The wholesale channel looks a bit less strong, perhaps predicting mild weakness going into the summer. A competitive comparison tracks model vs. model pricing performance. Medium duty trucks continue to improve across the board, although volume was down this month.

Sleeper Tractors – Retail

Through the first four months of 2015, 3 and 4 year-old sleeper tractors are performing mildly worse than same-period last year, while 5 year-old sleepers are performing notably better. Specifically:

■ 2013’s averaged $85,062 through April 2015 – a $2,797 (or 3.2 percent) decrease over 2012’s this time last year.

■ 2012’s averaged $73,667 through April 2015 – a $2,179 (or 2.9 percent) decrease vs. 2011’s this time last year.

■ 2011’s averaged $64,851 through April 2015 – a $4,902 (or 8.2 percent) increase over 2010’s this time last year.

See “Average Retail Price by Model Year” graph for detail.

The continually increasing supply of 3 and 4 year-old sleeper tractors is the main factor behind their depreciation in 2015. Five year-old trucks perform better than their year-ago counterparts because essentially all 2011’s are equipped with SCR emissions technology, unlike 2010’s. Also, 2011’s sold retail still average less than 500,000 miles, and are at a somewhat more attainable price point than newer trucks.

In April, 3 to 5 year-old units comprised 60 percent of our total sleeper database, up from 58 percent in March and 52 percent last April. The acceleration in new truck deliveries that started in the 2nd quarter of 2014 is the main factor behind the increased supply. See “Percentage of Sleeper Market Comprised of 3-5 Year-Old Trucks” graph for detail.

Looking at the market overall, the average used sleeper tractor retailed in April was 72 months old, had 481,164 miles, and brought $63,325. Month-over-month, this truck was 2 months newer, had 3,170 (or 0.7 percent) more miles, and brought $2,611 (or 4.3 percent) more money. Year-over-year, this average sleeper was 1 month newer, had 25,835 (or 5.1 percent) fewer miles, and brought $3,345 (or 5.6 percent) more money. See “Average Retail Price and Mileage” graph for detail.

You may have noticed that we have de-emphasized the importance of these universal averages. Through the first quarter of 2014, the age mix of trucks entering the secondary market was relatively stable, making the universal average a useful benchmark for gauging the relative value of individual trucks over time. Starting around that time, the age of trucks entering the used market changed notably due to the influx of late-model trades, and age was no longer an apples-to-apples comparison. As such, the universal average remains useful for gauging the relative value of the market overall, but for a quick “rule of thumb” check on the value of individual trucks, we recommend our average price by model year data.

Sleeper Tractors – WholesaleThe wholesale channel performed less strongly than the retail channel in April, with volume down and pricing generally flat to down. The age mix of trucks sold increased considerably in April, with 3-5 year-old trucks comprising only 41 percent of our total wholesale database. However, 2015 is still running way ahead of 2014, averaging 50 percent vs. 37 percent through the first 4 months of each year. Decreased volume is typical for the spring, but consistently lower pricing could predict mild weakness in the retail channel in upcoming months.

Through the first four months of 2015, 3 year-old sleeper tractors are performing similarly to same-period last year, 4 year-old trucks are performing mildly worse, and 5 year-old trucks are performing notably worse. Specifically:

■ 2013’s averaged $69,760 through April 2015 – a $650 (or 0.9 percent) increase over 2012’s this time last year.

■ 2012’s averaged $57,957 through April 2015 – a $1,672 (or 2.8 percent) decrease vs. 2011’s this time last year.

■ 2011’s averaged $34,684 through March 2015 – a $13,344 (or 27.8 percent) decrease vs. 2010’s this time last year.

See “Average Wholesale Price by Model Year” graph for detail.

2013’s are now relatively common in the wholesale channel, outselling all but 2011’s in the last two months. We can expect to see volume of these late-model trucks ramp up more notably going forward as fleets continue to take delivery of new iron.

NADA Update Chris Visser, Senior Analyst and Product Manager, Commercial TrucksTwitter: @NADAUsedCarGde

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UTA Industry Watch


NADA continued on page 10

The 2011 model year remains disproportionately represented by the International ProStar, with that model representing 45 percent of all 2011’s reported sold in April. This is the main factor behind the year-over-year decline in average 2011 pricing. However, supply was more balanced for the 2012 and 2013 model years, contributing to less ProStar-related impact overall. See “Impact of ProStar on 3-5 Year-Old Sleeper Market (Wholesale)” graph for detail.

As for the market overall, a much older mix of trucks were sold in April. The average used sleeper tractor wholesaled this month was a whopping 90 months old – a 19-month increase over March, and a 15-month increase over April 2014. Fewer new trucks sold – not more old trucks – were the factor here. The ProStar, Volvo VNL64T 730, and Kenworth T660 were the highest-volume late-model trucks represented last month. These models were present in notably fewer numbers in April.

In terms of price and mileage, the average sleeper tractor sold in April brought $35,651 and had 632,377 miles. Month-over-month, this truck brought $9,187 (or 20.5 percent) less money and had 117,452 (or 22.8 percent) more miles. Year-over-year, this average truck brought $6,484 (or 15.4 percent) less money and had 33,142 (or 5.5 percent) more miles.

Despite the drastic month-over-month change, 2015 is not running notably behind 2014 on average. See “Average Wholesale Price and Mileage” graph for detail.

Competitive Comparison: 3-5 Year-Old Sleeper Tractors (Retail)3-5 year –old trucks continue to dominate the retail landscape, making up 57 percent of our total retail database so far in 2015 (compared to 45 percent for same-period 2014). Volatility by model in the 1st quarter has given way to a bit more stability as volume steadily increases. Increased volume has led to mild depreciation, with the first 4 months of 2015 running $1,255 (or 1.7 percent) behind same-period 2014 on average.

Volvo’s VNL 730/780 continues to lead the market, continuing a trend that started about 3 quarters ago. Unlike some other makes, Volvo’s proprietary D13 powertrain performs similarly to Cummins’ ISX in the used market, with Volvo’s iShift automated transmission the most well-accepted in the market.

The Freightliner Cascadia also performs strongly, running about 5 percent behind the 730/780. Like Volvo, Freightliner’s proprietary Detroit DD13 and DD15 engines perform on par with the Cummins ISX.

The Kenworth T660 and Peterbilt 386 are bringing essentially equal money, running about 2 percent behind the Cascadia. ISX-powered T660’s and 386’s perform mildly better than PACCAR MX-powered units.

International’s ProStar is running about 24 percent behind the market average in this cohort. The MaxxForce engine was the sole available power plant (for all intents and purposes) for the 2012 and 2013 model years, impacting this model’s value. International has made major investments to address the issues with this engine and its emissions systems on a national scale, and the majority of the ProStars in service have now had these upgrades performed. As such, it is likely that the marketplace is still working through a learning curve on the improved reliability of this model, and pricing is perhaps lagging where it should be.

See the “Average Retail Price of Selected 3-5 Year-Old Sleeper Tractors” graph for detail.

Medium Duty – Class 4 and 6 ConventionalsClass 4 volume remained healthy in April, but Class 6 volume was notably down. Pricing was up for both segments, with a lower-mileage mix of Class 6’s responsible for upward movement in that class.

Starting with Class 4’s, the average 4-7 year-old unit wholesaled in April had 106,182 miles and brought $21,110. Month-over-month, this truck had 572 (or 0.5 percent) more miles and brought $1,604 (or 8.2 percent) more money. Year-over-year, this average truck had 10,390 (or 8.9 percent) fewer miles and brought $4,892 (or 30.2 percent) more money.

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Average Wholesale Price by Model Year -‐ Sleeper Tractors

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)

Source: ATD/NADA

0%

10%

20%

30%

40%

50%

60%

$0

$10,000

$20,000

$30,000

$40,000

$50,000

$60,000

$70,000

Jan-‐14

Fe

b M

ar

Apr

May

Ju

n Jul

Aug

Sep

Oct Nov

Dec

Jan-‐15

Fe

b M

ar

Apr

ProStar % of M

arket

Average Price

Period

Impact of ProStar on 3-‐5 Year-‐Old Sleeper Market (Wholesale)

ProStar % of Market

Market Avg. Price

Market Avg. Price Ex. ProStar

ProStar Avg. Price

Source: ATD/NADA

Source: ATD/NADA

400,000 430,000 460,000 490,000 520,000 550,000 580,000 610,000 640,000 670,000 700,000 730,000 760,000

$15,000

$20,000

$25,000

$30,000

$35,000

$40,000

$45,000

$50,000

Jan-‐14

Feb

Mar

Apr

May

Jun Ju

l Au

g Se

p Oct

Nov

Dec

Jan-‐15

Feb

Mar

Apr

Mileage

Price

Period

Average Wholesale Price and Mileage: All Sleeper Tractors Under 1M Miles

2 per. Mov. Avg.(Price)

2 per. Mov. Avg.(Mileage)

Source: ATD/NADA

UTA Industry Watch


Sales VolumeRetail volume continues to lag 2014 mildly, with April’s retail sales per rooftop coming in at 5.4. This result is 0.4 truck lower than March, and 0.8 behind April 2014. Judging by pricing, demand for used trucks has not let up to any notable degree, so at this point there does not appear to be any clear factor behind the mildly lower volume. See “Average Number of Used Trucks Sold per Rooftop” graph for detail.

Wholesale volume contracted in April, which is typical for the spring. 2015 continues to just edge out 2014, averaging 77 more trucks through the first 4 months of the year. See “Total Wholesale Sales” graph for detail.

Outlook2013’s are making an ever-greater impact on the used truck landscape, and there are still plenty of 2010’s returning to the market. These model years, along with 2011’s and 2012’s, will continue to dominate the market and contribute to the mild depreciation we forecast going forward. April’s wholesale results were of mild concern, and May’s results will help to shape our pricing expectations for upcoming months. n

The average 4-7 year-old Class 6 conventional wholesaled in April had 127,346 miles and brought $28,302. Month-over-month, this truck had 36,101 (or 18.7 percent) fewer miles and brought $4,587 (or 24.0 percent) more money. Year-over-year, this average truck had 1,540 (or 1.2 percent) more miles and brought $1,452 (or 5.4 percent) more money. See “Average Wholesale Selling Price: 4-7 Year-Old Conventionals” graph for detail.

Comparisons over time look favorable except in the category of volume, particularly for Class 6’s. However, the 4-7 year-old age bracket does not include the higher-build 2008 model year, which was included in 2014’s cohort. We continue to consider the conventional market in gradual improvement, despite April’s weak volume.

Medium Duty – Class 3 and 4 CaboversVolume was down for cabovers in April, although pricing continues to improve. A lower-mileage mix of trucks is largely responsible for the higher average pricing.

In April, the average 4-7 year-old cabover sold wholesale for $18,716 and had 84,975 miles. Pricing was up by $1,390 (or 8.0 percent) month-over-month, and an impressive $5,404 (or 40.6 percent) year-over-year. Mileage was 28,585 (or 25.2 percent) lower month-over-month, and 21,415 (or 20.1 percent) lower year-over-year. See “Average Wholesale Selling Price – 4-7 Year-Old Cabovers” graph for detail.

Despite April’s low volume, there were more than 2.5 times the number of 4-7 year-old class 3 and 4 cabovers reported sold in the first quarter of 2015 compared the same period of 2014. This segment continues to recover.

www.nada.com/b2b

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

NADA continued from page 9

$0

$5,000

$10,000

$15,000

$20,000

$25,000

$30,000


Average W

holesale Sellin

g Price

Period

2 per. Mov. Avg.(Class 4 Price)

2 per. Mov. Avg.(Class 6 Price)

Average Wholesale Selling Price: 4-‐7 Year-‐Old Conven:onals by GVW Class Adjusted for Mileage

Source: ATD/NADA

0

1

2

3

4

5

6

7


Ave

rage

Num

ber of

Use

d Tr

ucks

Sol

d

Period

Average Number of Used Trucks Sold per Roo:op (NADA Repor=ng Dealers)

Retail Wholesale

Source: ATD/NADA

0

1,000

2,000

3,000

4,000

5,000

6,000

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

Total W

holesale Sales

Period

Total Wholesale Sales Reported to NADA

Source: ATD/NADA and Auc@onNet

2010 Total: 42,320

2011 Total: 29,282

2012 Total: 34,275

2013 Total: 39,179

2014 Total: 40,273

$0

$5,000

$10,000

$15,000

$20,000

$25,000

Jan-‐14

Feb

Mar

Apr

May

Jun Ju

l Aug

Sep

Oct

Nov

Dec

Jan-‐15

Feb

Mar

Apr

Average W

holesale Sellin

g Price

Period

Average Wholesale Selling Price: 4-‐7 Year-‐Old Class 3-‐4 Cabovers Adjusted for Mileage

Source: ATD/NADA

UTA Industry Watch


Ask An ExpertWhat Should You Look for When Evaluating Glider Kits on Trade?by Bryan Haupt

At my dealership we are just beginning to see an influx of glider kits for trade in. What do you look for when evaluating a glider kit on a trade that may be different from taking a standard truck on trade?

The first thing we must look for in a glider is what makes up the compo-nentry. Some companies are completely rebuilding engines, transmissions, and rear ends prior to assembling the glider kit. In some cases these trucks are being sold for close to the price of new equipment to satisfy the needs of those not wanting to purchase post-emission trucks. When the trucks are rebuilt like these units, we believe the value is significantly higher based on what their value represents to the secondary customer and lender.

In the case of glider kits without rebuilt componentry, our policy has been to evaluate those units on a case-by-case basis. If we can’t determine the history of the components we wholesale those units. Typically, our guideline has always been that, in these cases, they are worth half of what the unit would be worth if it were not a glider.

Promoting All Women in the Trucking IndustryBy Ellen Voie CAE, President/CEO, Women In Trucking, Inc.

The Women In Trucking Association represents all women employed in the trucking industry. We represent the women who design the

trucks, build the trucks, buy the trucks, fix the trucks and drive the trucks. If you are one of the five percent of female drivers or one of the 14 percent of female managers in the trucking industry, we are here for you.

The overall purpose of the organization is to increase the percentage of women working in the trucking industry to utilize unrealized potential. As former US DOT Secretary Ray LaHood said, “After all – regardless of gender – everyone uses our transportation systems, and those systems will serve us more effectively when they are planned, designed, engineered and built by the professionals who represent all of us.”

So, why are women under-represented within the management group of a typical trucking company? Remember the days of Smith (or Jones or Miller) and Sons Trucking? Many fathers brought their sons into the family business to carry on the tradition. Today, you can find many daughters who have taken over their parents’ companies, but there are still not enough women in the executive suite.

Although women comprise nearly half of the labor force and earn more degrees than their male peers, women who are among the top ranks in the transportation industry are in the minority. Why should YOU want this to change?

Pepperdine University found a correlation between high-level female executives and business success. Harvard Business Review reported that firms with the best records for promoting women outperform industry medians with overall profits 34 percent higher. Catalyst Research found that companies with the highest representation of women leaders financially outperform, on average, companies with the lowest.

It makes good, financial sense to have more women in leadership roles within your organization. What are some of the reasons this hasn’t been accomplished so far? There are many things we can cite to understand WHY women aren’t more visible in top-level roles.

First, there are biological reasons! According to research conducted by Kay & Shipman in The Atlantic, women are driven by estrogen (men

by testosterone) and estrogen encourages bonding and connection and discourages conflict and risk taking. Women activate the amygdale (the brain’s fear center) more easily than men and testosterone encourages a focus on winning and demonstrating power. Women who were given testosterone were less able to collaborate.

What does this mean in regard to career progression? Taking risks is associated with working outside your comfort zone and pushing beyond your normal duties. As Halla Tomasdottir, an Icelandic Fund Manager stated, “White male values are about risk-taking, short-term gain and a focus on the individual, female values tend toward risk–awareness, the long term and team goals.” That is what makes women more valuable in the boardroom but less valued by their male peers who view assertive-ness and boldness as leadership traits more often exhibited by men.

Yale Psychologist, Victoria Brescoll found that male executives who spoke more often than their peers were rated ten percent higher in competence. However, when female executives spoke more than their peers, both men and women gave them a fourteen percent lower rating in competence.

Apparently we find assertiveness to be more acceptable for men and less positive for women. In fact, an article entitled, Gender, Job Authority, and Depression, in the December 2014 Journal of Health and Social Behavior stated that women with job authority have more education, higher incomes, more prestigious occupations and higher levels of job satisfaction… and worse mental health than lower status women.

When women display assertiveness and confidence they are judged negatively for being unfeminine. This contributes to chronic stress.

To secure a place for women in leadership roles within the trucking industry, we need to better understand the values women bring to the boardroom. More importantly, we need to view those values as being important for company growth and stability.

After all, shouldn’t we follow Former Secretary LaHood’s advice and make sure the trucking industry management team represents those who rely on this industry to ensure their consumer needs are met? n

Are there policies you have adopted to protect the dealership when taking a glider in trade?

We do not have a written policy other than to ensure we do our due diligence first! Paperwork verifying where and how the glider was assembled is key!

Alternatively, have dealers decided not to take them in trade or to only take them if they have a buy bid for the equipment?

It depends on your operation, several large dealership groups will not buy them at all. n

Editor’s Note: Bryan Haupt, is VP MHC Truck Source, and a member of the UTA’s Board of Directors. If you’re a younger UTA member you can surely profit from the advice of a more experienced member, so we’re hoping this series of “Ask An Expert” articles will prove useful to you. Should you have any questions (or answers!) please contact Ana Wall at [email protected].

UTA Industry Watch


Industry News BriefsApril’s Class 5-8 Orders Drop 6% Y/Y:ACTWe dislike starting the news section on a down note but overall the news really isn’t bad when you consider the optimism that abounds for the rest of the year. Before we get to April’s numbers take another moment to consider what Mike McColgan said in this month’s Board News and Views: “There is nothing on the immediate horizon that should keep our industry from having anything other than a prosperous 2015.”

But ACT’s preliminary numbers showed that in April, 39,700 Classes 5-8 vehicle orders were booked, down 6 percent from April 2014.

ACT’s take: “While the order volume represents a fairly sharp decelera-tion from the 50,000 units-plus order months experienced from October to February, the pullback is a reflection of already large backlogs as well as a paucity of build slots remaining in 2015,” said Kenny Vieth, ACT’s President and Senior Analyst. “This month’s net orders were not a surprise, considering that the calendar is moving away from peak order season.”

Class 8 orders, ACT said, came in 22,400 units, the lowest monthly net order volume since November 2013. They were down 10 percent year over year. But “rather than simply a harbinger of weakness, the slower order intake should be taken in a broader context,” said Vieth. “In addition to few build slots remaining open, there was some pulling forward of orders by truckers from October through February to ensure product and build timing availability.”

N.A. Medium Duty orders fell to 17,300 units, down 21 percent year-over-year “against a particularly tough comparison,” ACT reported. “This was the lowest order intake since last July, but not out of line with several other months in the interim,” said Vieth. n

FTR Reports Class 8 Orders Down 10% Y/YStay with us. Remember what Mike said. We promise better news is coming. But FTR’s preliminary April data pegged Class 8 truck net orders at 22,076 units, 10 percent lower than a year ago, and an 11 percent month-over-month decline.

FTR said April’s order drop off reflected “market stabilization returning to traditional seasonal trends.” Class 8 orders now total 373,000 units over the last 12 months. FTR expects that order rates will continue to fall throughout the summer months.

Yet orders met the market researcher’s expectations and were in line with order and production forecasts. “The Class 8 market is now back to an equilibrium state,” FTR said, “albeit at a strong level.” This continues the trend from March with nothing expected in the short term to impact overall 2015 business activity.

FTR’s Don Ake, weighed in on the results. “We expect the order numbers and backlog level to continue to fall throughout the summer. However, backlogs are so high that production rates are supported all the way into Q3. May’s orders could even dip below 20,000, but that is not a problem for 2015 as long as near-term production slots fill up. The April numbers were predictable, and it would appear that the market volatility has ended for this cycle.” n

Commercial Truck Market Looks Strong: NADAWe told you good news was coming. In the May edition of its Commercial Truck Guidelines report, ATD/NADA noted that retail pricing held up in April, despite increased sales volume.

“Trucks that are 3‒6 years of age are responsible for the majority of the pricing strength in the used market,” said Chris Visser, senior analyst at ATD/NADA Official Commercial Truck Guide. ProStar tractor trailers were disproportionately represented in the marketplace, according to Visser.

The report includes a special study entitled, Where Does the Natural Gas Market Stand? The study explores the adoption of compressed natural gas versus liquefied natural. It also analyzes the types of commercial trucks that use the gas, suppliers, and volume.

The full 2015 May Guidelines report from ATD/NADA Official Commercial Truck Guide can be downloaded for free on the NADA Used Car Guide website at www.nada.com/b2b.

Chris Visser’s complete NADA update appears elsewhere in this newsletter. n

Rush Acquires Eight GA DealershipsThe older we get the more it seems to be true. You have to spend money to make money. In that spirit Rush Enterprises, Inc. acquired “certain assets” of Yancey Truck Centers, in Georgia.

Rush said the acquisition includes International Truck dealerships in eight locations in central Georgia and an Idealease truck rental and leasing operation in Albany, Georgia. The dealerships will operate as part of the company’s Navistar division. The acquisition also means that the company now operates 120 Rush Truck Centers in 20 states.

Rush bought the assets, goodwill and real estate for approximately $30 million.

“This acquisition significantly expands our Navistar presence in the Southern United States,” said W. M. “Rusty” Rush, Chairman, CEO and President of Rush Enterprises, Inc. “More importantly, the strength of our network allows us to keep our customers up and running, while offering convenience and best-in-class technology and service, now in eight new loca-tions,” he added.

As you probably knew, Rush operates the largest network of commercial vehicle dealerships in North America. n

UTA Industry Watch


World’s first autonomous truck now licensed to drive on public roads

In a month where some media outlets characterized trucking as behind the times in its use of technology (The Wall Street Journal said “trucking has remained stubbornly low-tech”) Daimler introduced the world’s first autonomous truck! The pictures and stories that resulted were incredible, and trucking was suddenly ahead of the technology curve.

While a driver will ride in the passenger seat for now to take over when in congested areas, on interstates the truck will drive itself. And Daimler’s hope is that eventually no humans will need to be on board. (Note: Daimler is Freightliner’s parent company.)

Choosing the Hoover Dam for the truck’s debut was a calculated move. “The Hoover Dam provides the ideal setting for a debut as significant to the trucking industry as this. Not only was it built primarily using trucks, but it signifies inspiration like few other structures in the world. To show the significance and opportunities of autonomous driving functions for the global trucking industry we were willing to go ways that people did not dare to think about before,” said Daimler’s Dr. Wolfgang Bernhard.

Freightliner Inspiration Truck Premiers on Hoover DamDaimler said the “Freightliner Inspiration Truck” is the first licensed autonomous commercial truck to

operate on an open public highway in the US. “Developed by engineers at DTNA, it promises to unlock autonomous vehicle advancements that reduce accidents, improve fuel consumption, cut highway congestion, and safeguard the environment.”

In a ceremony at Las Vegas Motor Speedway, Nevada Governor Brian Sandoval officially awarded the first license for an autonomous commercial truck to operate on an open public highway in the US to Daimler Trucks North America (DTNA). Nevada, with its many hundreds of miles of wide open roads, is a good test case for the vehicle.

It will be a while before Daimler is ready to actually take orders for the truck. There are still many things to be worked out including how the truck will handle changing lanes and deciphering speed limit signs. But trucking does not have to take a back seat to any industry’s use of technology with this announcement.

More information is available at http://www.freightlinerinspiration.com/ n

Trucking Revenue Tops $700 Billion for the First TimeAmerican Trucking Associations (ATA) reported that in 2014 the trucking industry generated $700.4 billion, as noted in the latest edition of American Trucking Trends. This made 2014 the first year in history the industry topped $700 billion in total revenue.

“Last year, we saw freight volumes grow significantly,” said ATA Chief Economist Bob Costello. “Increases in freight, combined with continued tight capacity, helped drive revenues and coupled with lower fuel prices, we saw motor carriers go on a buying spree for new trucks as they replaced older equipment.”

Now while that $700 billion number is impressive, it represents just a 2.6 percent boost over last year. The year before that saw a revenue rise of 6.2 percent according to The Wall Street Journal. While an improved economy led to a boost in demand the driver shortage as we all know is impacting many fleets.

The Journal, quoting ATA’s Bob Costello, noted many fleets are unable to find all the drivers they want to hire. Part of the issue is demo-graphic, Costello said. For whatever reasons, younger workers aren’t signing up to become truck drivers. The average age of a truck driver is 49, compared with 42 for workers overall. Overall, there is a nationwide shortfall of 40,000 truck drivers.

In its annual compendium of data on the trucking business ATA also noted: ■ In 2014, trucks moved 9.96 billion tons, or 68.8 percent of all domestic freight.

■ The $700.4 billion in revenue accounted for 80.3 percent of all freight transportation spending.

■ Trucking employed more than 7 million people, including 3.4 million drivers.

■ Combination trucks logged 168.4 billion miles, or an average of 69,000 miles per truck.

■ Since deregulation, the number of registered motor carriers has grown by 68 times to more than 1.3 million carriers.

■ Commercial trucks paid $16.5 billion in federal highway user fees in 2013.

You can buy ATA’s full American Trucking Trends report at www.atabusinesssolutions.com or by calling 866-821-3468. n

NADA continued on page 16

UTA Industry Watch


NADA continued from page 15

PACCAR and Premium 2000+™ Join Forces to Offer Extended MX WarrantyPACCAR and Premium 2000+ are partnering to provide “the most comprehensive aftermarket extended warranty product ever offered in the used truck market,” according to Premium 2000’s President/CEO Lynn Murphy.

The PACCAR MX Engine that is entering the secondary market represents an ever-increasing percentage of the Peterbilt and Kenworth power plant. Murphy said the PACCAR MX engine is so highly praised for its efficiency that “PACCAR and Premium 2000+ feel confident in offering up to an additional 60 months/625,000 miles of warranty after the factory coverage expires.”

The Basic PACCAR-Premium 2000+ MX coverage includes the engine and after-treatment for one year, plus optional transmission, rear axle assemblies, turbocharger, fuel injectors, water pump, fuel pump, ECM/ECU, and auxiliary power unit (APU). The full complement of options can be added ala carte, or “bundled” for value, for up to another 48 months/500,000 miles to give your customers up to five years/625,000 miles of warranty.

The PACCAR MX warranty and after-treatment by Premium 2000+, is now available to any dealer who sells a PACCAR MX product. PACCAR, Murphy added, wanted this unique and exclusive product to be offered to all customers who buy an MX engine. Check your inventory, or buy an MX with confidence for your customers, he recommended.

For further information, call Premium 2000+ at 888-261-7581, and a Premium 2000+ Territory Manager will explain the MX Program in greater detail. n

UTA Industry Watch


It’s Time to Start Planning

UTA Industry Watch


From Where We Sit

Deb and Brad Schepp [email protected]

Well, traffic is moving out of the valley and away from town as people in our parts head to the mountains to the west or the beach to the east. It’s Friday of Memorial Day weekend, the official launch of the beloved season, summer. Every person we meet is either thinking of the upcoming weekend or out the door and on their way. Of course, living as close as we do to Washington, DC, we also see tourists and visitors passing through on their way to a weekend in the city. We also know that some people headed toward the city are actually headed toward Arlington, VA, more specifically, to Arlington National Cemetery.

That’s another destination everyone should see. As children, we visited Arlington with our father who was still serving in the Coast Guard after more than 30 years. Dad instilled in us early that life can be filled with causes that are worth fighting for no matter what the cost. It was a little scary to grow up knowing that Daddy could be called into harm’s way at any time, but it was just how our family lived. It never seemed that big a deal to a kid who hadn’t already seen it happen. My older brothers probably feel differently about it, since we still had their ration books from World War II 20 years after the War was over. They remembered a lot more than we did. Anyway, to make sure that his children all understood what that cost of fighting the necessary fight was, he took us to Arlington. We watched the changing of the guard at the Tomb of the Unknown Soldier. I couldn’t help but think this could be one of my older brothers if things went bad again. We stopped by to see President Kennedy’s grave and remembered all the sadness that came with those times. Dad’s lesson sunk in early.

When I was growing up, we lived in a beach community that came alive on Memorial Day weekend. To many of the adults that meant they had about 12 weeks to make as much money from the tourists as possible. To all the kids it meant that school was almost over and our dear, dear summer was almost here. Times were good on this particular weekend of the year. By Monday afternoon we were ready for the Memorial Day parade, and that was the best part of all! We’d go uptown early and line the curbs to get the best view possible. Moms sat behind us in lawn chairs. I had a special reason to get the best view I could. Daddy, then assigned to manage the Coast Guard post in Atlantic City, marched at the front of his men in the parade. Dressed in his dress whites, he was the handsomest thing a little girl could imagine. Every year I tried to get him to glance my way, just a glance. But, as indulgent as he was to his baby girl, he never broke a step or a showed a twitch.

I never minded losing this particular game Daddy and I played, because I knew it was also a part of the lesson he taught. Dad and his three brothers all fought in the War, so they knew in deeply personal ways the heartbreaking loss that comes with war. Yes, life can present times we must fight no matter what the cost, and that means we must never forget our fellow countrymen and women who actually paid that cost on our behalf. So, as Daddy and his men marched past, we all stood, in our shorts with the dripped ice cream stains, and saluted as proudly as we could manage. We saw firsthand what respectful memory looked like. Then, of course, being kids, we probably went back to our first water-balloon fight once the parade was over.

This morning we witnessed a most unnerving example of what can result when others forget that Memorial Day is more than a reason to grill burgers and have fun. As we sat in a small waiting room for an appointment, a young adult man came in for his appointment, too. He was that kind of young adult we’ve all seen or known. He was just a little too old to be clearly living at home with Mom and Dad so he could still dress like a twelve year old and do what he wanted. From where he sat, he called to the recep-tionist to schedule an appointment for Monday. She told him the office was closed on Monday, and he asked why. When she reminded him of Memorial

Day weekend, he replied, “Well, that just ruins everything!” Fortunately we got called into our appointment in the nick of time! One of your editors would have had his hands full trying to contain the other.

This Memorial Day weekend, we’re not headed out to the mountains or the beach. We’re staying close to home. Our hope is to cook plenty for everyone and hang out with the family over the next few days.

Dad, his brothers, and most of the generation of Americans who served with them, are gone now. We have fewer and fewer each day. They take with them the faces and names of the Americans who gave their all to save the world for us. The least we can do is pause for a while and remember the ones who made all this possible. There will always be Americans called to protect us, and there will always be Americans who give their lives in doing it. We refuse to allow ourselves to view Monday as just a day we get to sleep in and then can’t do our banking or get any mail. We will continue to honor the

real reason we have Memorial Day the way Daddy taught us about so many years ago. It’s the point of view he would want us to have from where we sit.

industry watch june 2015

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