Industry Watch by wuxiangyu


									                                                             Industry Watch
                                                             1.877.GETS.UTA •                     Volume 9 • Issue 8 • August 2007

                                                                              108 New Members
                                                                            Since January 1, 2007!
                                                                          Mickey Daughtry                  Larkin Woodard
NewsWorthy?                                                               Action Truck Center              Cumberland International Truck
                                                                          Mark Leblanc                     Jeff Lilljedahl
Have you expanded your business?                                          Advantage Truck Sales            Dallas Volvo Mack
Promoted staff? Won an award? Opened                                      Todd Robinson                    Randy Robinson
a new location? We want to know.                                          Allstate Sales Corp              Diamond International Trucks
Share your news with the                                                  Michael Kirby                    Roxanne Melerine
UTA Industry Watch.                                                       Altruck International Truck      Diversified Recovery Systems
Send submissions,                                                         Josh Sluder                      J. R. Wandachowicz
as well as ideas and                                                      Amarillo Truck Center            Dovebid
comments, to:                                                             Mark Warinner                    Angela D. Summers
                                                                          American Truck Sales, Inc        Driveaway USA, Inc.
UTA Industry Watch Editors
Angela K. Durden, Rick Clark                                              Jerome Bolin                     Steve Donaldson
                                                                          American Trucker                 Effingham Truck Sales, Inc.
1740 Hudson Bridge Road
Suite 1209                                                                Richard White                    Jules Dalsey
                                                                          American Trucker       
Stockbridge, GA 30281
Phone: 877-GETS-UTA                                                       Mike Klotz                       Jason Queenen
                                                                          Appleway Equipment Leasing       Expressway Trucks Waterloo
                                                                          Dave Waisanen                    Meg Gatti
Fax: 770-506-4397
                                                                          Astleford International Trucks   Fastline Publications
                                                                          Bryan Boyd                       Peter DelValle
                                                                          ATC Freightliner                 Fastline Publications
                                                                          Ivan Houle                       John A. Scheler
                                                                          Atlas Auction                    Five Star International, LLC
Table of Contents                                                         James W. Gesto                   Larry A. Lamer
                                                                          Belle Way Sales                  Fleet Truck Sales Inc
New Members .................................... 1
                                                                          David Cunningham                 Timothy Noeding
President’s Message ......................... 2                           Benefitz USA                     Freightliner of Arizona
Board News and Views ....................... 3                            Paul Ghodsi                      Ron Bass
Elections and Lifetime Achievement..... 4                                 Best Deal Truck Sales            Frigette Truck Climate Systems
Medium Duty:                                                              Court Martin                     Tyler J. Townsend
 New Emissions Standards ............... 4                                Best Used Trucks                 GE Capital Solutions
New UTA Award for 2007 ..................... 4                            Mike Lewis                       Mike Poulsen
                                                                          Best Used Trucks                 Gibbs International Truck Center
“Bear-O-Meter” .................................. 5
                                                                          Charles Bulla                    Keith Whitmore
Marketing:                                                                CAG Truck Capital                Graff Truck Center
 Success: It’s All In The Plan ............. 5
                                                                          Dick Fellows                     Greg Tuckey
2007 Convention Sponsors ................. 6                              Cal Tex Truck and Equipment      Greg Tuckey Sales, Inc.
2007 Convention Registration Form..... 7                                  Jim Stekl                        Dean Cafourek
2007 Convention Adventures .............. 8                               Capital Partners, LLC            Hall Volvo
File Cabinet ........................................... 9                Phil C. Coldiron                 Ben Thomas
Industry News .................................... 9                      Coldiron Companies Inc.          International Truck & Engine
Letters from the Readers .................. 11                            Mike Luth                        Verl Brown
                                                                          Cornhusker International Truck   International Truck & Engine
Last Notes ....................................... 11
People ............................................. 11
                                                                                        The list is so long it can’t fit on one page.
       How are YOU supporting the UTA?                                                                             Go to page 2 for more.
                                                                                                                          UTA Industry Watch

  UTA Board of Directors                      President’s Message
       President, Eddie Walker
        Vice President, Al Hess
      Treasurer, Marty Crawford
                                              S     elling and trading is one of the oldest
                                                    professions known to us. As far back as
                                              can be researched, man has been selling or
                                                                                                      This is a great defini-
                                                                                                      tion of commitment
                                                                                                      which can be associ-
                                              trading for goods for something in return. As           ated and displayed in
       Chairman of the Board,                 the art of selling becomes more sophisticated,          any profession. With
                                              more and more books are written about it and            communication as it is
        Steve (Bear) Nadolson                 the different techniques of the process.                today, we can observe
                                                                                                      people all over the
         Secretary, Rick Clark                There are also many different levels of selling.
                                                                                                      world displaying this type commitment. We
                                              Everyone, in some kind of way, touches on the
       Convention Committee                                                                           see commitment within our own industry
                                              aspect of selling all during their lives and some
      Chairman, Harold Dickson                                                                        and within our own organization. Mix this
                                              do not even realize they are doing it. Failing
                                                                                                      commitment with the UTA’s Code of Ethics
        Marketing Committee                   to sell “you” when applying for a job is the most
                                                                                                      and you have a successful dealer, sales
        Chairman, Keith Allen                 common error one makes. Not realizing that
                                                                                                      professional, or allied member.
                                              the art and science of selling is in play even
         Training Committee                   though it could be the most important sales             An example of commitment is our member-
         Chairman, Joe Boyle                  job of one’s life could cost you greatly.               ship. As of July 3rd our membership reached
       Endowment Committee                                                                            806 with 144 unpaid or not renewed for this
                                              Most people think you have to give and
       Chairman, Bryan Haupt                                                                          year. Please encourage these to renew. Also,
                                              receive something monetary or materialistic
                                                                                                      please tell your friends about the organization
       Membership Committee                   if you are selling. This is not true. Giving and
                                                                                                      and encourage them to join if they are not a
        Chairman, Tom Pfeiler                 getting what we want comes in many forms
                                                                                                      member. We now have a great tool you can use
                                              and fashions. Selling goods for a profession
      Membership Committee                                                                            for recruitment: the Membership Information
                                              has been very rewarding for many individuals.
     Co-Chairman, Ronnie Jordan                                                                       Brochure. Give me a shout and I will make sure
                                              Although there are many books with so-called
                                                                                                      you get one. With numbers and commitment,
        Elections Committee                   secrets-to-selling, my favorite writer is Og
                                                                                                      our association can be a force for good within
      Chairman, Rick Schmitgen                Mandino. He has written a number of books
                                                                                                      the industry.
                                              that are easy to read and which illustrate the
      Medium Duty Committee                   fundamentals of selling; his tips and methods           Also, as you saw in the July newsletter, our
       Chairman, Rob Slavin                   are as good as anyone and better than most.             June golf outing in Kansas City was a great
   Alternate & Training Committee                                                                     success. Thanks to Bryan Haupt and everyone
                                              The key ingredient to selling is the same as in
    Co-Chairman, Randy Marshall                                                                       who worked so hard to make it possible.
                                              any other profession, “Having Commitment.”
                                              Mandino says it best, “I will persist until I           Mandino also said, “My dreams are worthless,
                                              succeed. I was not delivered into this world            my plans are dust, my goals are impossible.
   Go to for all                  into defeat, nor does failure course in my veins.       All are of no value unless they are followed
  contact information for your                I am not a sheep waiting to be prodded by               by action. I will act now!”
  Board and Committee Chairs                  my shepherd. I am a lion and I refuse to talk,          See you soon!
                                              to walk, to sleep with the sheep. The slaughter-
                                                                                                      Eddie Walker
                                              house of failure is not my destiny. I will persist
                                              until I succeed!”                                       UTA President

New Members ...                           continued from page 1 !
Lee Benesh                        Jack Krawczyk                          Jack Mitchell                            Van Patterson
International Truck and Engine    Knight Transportation                  Nextran Truck Center                     Quality Distribution Inc
Herbie Williams                   William Stauder                        Donnie Newman                            Abel Diaz Jr.
International Trucks Richmond     Liberty Financial Group, Inc.          NLI Sales, Inc.                          Rechtien International Trucks
Doug Clark                        Mike Kill                              Jarrod Michel                            Bill Stelter
Interstate Trucks                 McCandless International               Park Western Leasing, Inc.               River States Truck & Trailer
Rick Smith                        Jeff McCoart                           Brian Werner                             Randy Dahms
JXE Peterbilt Wisconsin Waukes    MCO Truck & Equipment, LLC             Penske Truck Leasing                     River Valley Truck Center
Darryl Meredith                   Marc Laferriere                        Jack Mitchell                            Tim Roberts
K Neal International              Michelin NA                            Penske Truck Leasing                     Road-Rite LLC
Roger Davis                       Ken Mason                              Josh Danner                              Blair Roberts
Karst Truck & Equipment           Motor Trucks Inc.                      Performance Truck                        Roberts Truck Center
Barry Carnes                      Joe Nacarato                           Bill Locke                               Michael Brady
Kentucky Truck Sales, Inc.        Nacarato Volvo & GMC                   Peterbilt of Fort Smith                  Russ Darrow Leasing
Sheridan Kirkland                 Nathan Whitaker                        Sharon L. Munro                          Todd Schaub
Kirkland Bros Inc.                National Truck Protection              Porter Truck Sales                       S&S Volvo & GMC Truck

  August 007
UTA Industry Watch

Board News and Views
Will Your Company be Prepared for Tomorrow?

Y      our business is only as good as those
       who work for and/or with you. But
where will we find our replacements when
                                                   to a successful professional career in medicine
                                                   or law. Not to mention the thousands of dollars
                                                   that would be spent during that time period
                                                                                                        presenting at high school career days. There
                                                                                                        are a lot of talented, smart kids out there who
                                                                                                        truly do not want to go to college at this point
the time comes for us to retire? Where do we       and, heaven forbid!, they might change their         in their lives but who do want to earn good
find good used truck sales people today and        minds in the process. Have you recommended           money. Used truck sales can fit that bill. The
tomorrow? Let’s face it, not everyone wakes        to your children that they seek a career in          beginning of the school year is coming up.
up one day and says, “when I grow up I am          the used truck sales field?                          Call the principals of your nearest high
going to sell used trucks!” My opinion is that                                                          schools and tell them what you want to do.
                                                   We need to promote this industry at a higher
it starts by asking the question, “Do I view                                                            They will put you in touch with the people
                                                   level. We, as used truck professionals, should
used truck sales as an honorable profession?”                                                           who organize these events.
                                                   always be recruiting young talented individuals
In most cases I think we all look at this          for our business. That young talent may not          We all know that the best place to find people
industry as an honorable way to provide for        have any idea about a truck or this industry.        is through referrals; therefore we need to be
our families. I also believe this industry has     They may view trucks as something that just          talking about used truck sales to everyone we
allowed a great majority of us to earn a           gets in their way while on the road. However,        know—neighbors, friends, church, co-workers
higher income without the investment of a          I think this a crucial part of our responsibility    and those in other sales-oriented professions.
professional degree such as a doctor or a          to give back to this industry what it has provided   The development of younger, raw talent takes
lawyer, etc. Think about it for a minute. If       to each of us. What better gift could you give       time; we must make a long term commitment
you want you children to have a professional       to someone than introduce them to the used           to these individuals and be patient and
career they will have to do well above average     truck sales industry?                                understanding during the growing process.
in High School and hope—hope!— to get              To ensure the success of our business today          There is no question that this process will
accepted to an accredited college, spend the       and tomorrow, each of us needs to develop            generate up-front expense; however, it is
next six to eight years earning a degree only      a plan within our business that focuses on           absolutely necessary for the future success of
to start at the bottom and work their way up       the development of young and talented indi-          the used truck industry. But don’t look at it
                                                           viduals. The plan should include at-         an expense. It is an investment that will pay
                                                           tending college job fairs to promote         off for many years to come. So, where will
                                                           and expose our industry. It should           your business be tomorrow?
                                                           have a long-term, detailed agenda            At this year’s UTA convention there will be a
                                                           that exposes those we hire to the full       Think Tank/Workshop focused on this very
                                                           picture of the used truck opportu-                            important issue. Please
                                                           nity which includes other roles in                            bring ideas to share so that
                                                           the dealership. It should also include                        together we can ensure the
                                                           some type of mentor program which                             success of the used truck
                                                           will allow for the development of                             industry for years to come.
                                                           current staff as well as the new hire.                         n
                                                            This plan to prepare for your                                 Bryan Haupt
                                                            business could also include                         

John Landrum                           Victor G. Dupuis                       Jim Bland                             Mark McIntire
Santex Truck Center                    Stadium International Trucks           The Fuel & Air Saver                  Wedl County Garage Inc
Barry Woods                            Mike Matthews                          Jim Echols                            Stewart Hillman
SelecTrucks of Harrisburg              Sternberg International                Tom Nehl Truck Co.                    Western Star Trucks
Ling Fries                             Scot Shady                             Al Vrooman                            Steve Hatten
SelecTrucks of Las Vegas               STS Truck & Equipment                  Trader Publishing                     Wholesale Trucks of America
Robby Phillips                         Michele Calbi                          Thomas R. Weiss                       Craig List
SelecTrucks of Memphis                 Swift Transportation                   Tri-County International Truck        Wieland Sales, Inc
Dennis Clarkson                        Chris Gorman                           Brad Manasco                          Steve Stead
SelecTrucks of San Antonio             Tango Transport, Inc.                  Tri-State Truck Center                Wisconsin Kenworth
Center Manager (TBA)                   James J. Marmon                        Michael A Spillman                    Kelly Wood
SelecTrucks of the Mid-Atlantic        Team Drive-Away, Inc.                  Twin City Rebuilders                  Wood Transportation Equipment
JD Humphries                           Ron Breeden Jr.                        Evan Smith                            Pam Wood
Smoky Mountain Truck Center            TEC Lamirada                           UD Trucks                             Wood Transportation Equipment
Bryan Shaffer                          Bill Gutierrez                         Stan Hallford                         Ray Wood
Southwest International Trucks         TEC Oakland                            Ward International Trucks, Inc.       Wood Transportation Equipment

                                                                                                                                August 007 
                                                                                                                                         UTA Industry Watch

Elections                                                  Medium Duty
and Lifetime                                               New Emissions Standards:
                                                           Any Affect on Medium Duty Sales?
                                                           F      or some reason, the new mandated                  As far as our dealership is concerned, and this

                                                                  federal emissions standards have had              must be similar to most other dealers, we
      he Elections and LTA Committee                       little or no effect on the sale of new medium            loaded up on pre-emissions units in both new
      would like to thank each member that                 duty trucks in the northeast. As it goes with            and used. We went to auctions and purchased
put in a nomination for the Board of Direc-                our customers, they have little knowledge of             many late model pre-emission units from fleets
tors and the Lifetime Achievement Award.                   the new emissions law that took effect with              with the thought that we would be in the
We are in the process of tabulating the votes              engines manufactured after January 1, 2007.              driver’s seat and could receive top dollar for
and will be contact-                                       They don’t share the same concerns of customers          these units. HELLO! The economy has worsened
ing each of the                                            who purchase class 8 trucks. Truthfully, they            in the Northeast, housing starts are down, and
nominees for the                                           just don’t seem to care about it at all. Why?            Federal road construction is non-existent. Hey,
Board to see if they                                                                                                not much money for major projects around
                                                           Well, first and foremost, our customers that
wish to serve our                                                                                                   here. (I wonder where all that money is going?)
                                                           purchase classes 7 and lower trucks have only
organization. We                                           one thing on their minds—to deliver their                As time moves on and we deplete our inventories
will soon be asking                                        products to their customers in the best possible         of pre-emission units in both new and used,
each corporate                                             manner. These purchasers are either manufac-             there will be a natural progression into the post-
member to consider                                         turers or distributors of products with delivery         emission vehicles with little or no fanfare. Why?
the nominees for                                           as simply the last step in their process. They           Because the customer doesn’t care about the
the Board and help                                         don’t concern themselves too much with cost              issue! I would love to know if this has been
us elect the 6 that                                        of the truck or fuel, fuel economy, etc. When            your experience. Please email me with the
are needed. When the ballots are sent, we will             we quote a new truck to a customer, they look            details of your experience. I will be sure to
need each of you to tell us your choices by                at the price. If the price seems higher                                   share them with the UTA
                 sending in your ballots. This             than the last truck they purchased,                                       Industry Watch Newsletter.
                 is your organization, so your             they might ask why. We then try to
                 vote is wanted and needed. n                                                                                       Best to all my fellow dealers,
                                                           explain about emissions cost being
                                                           added; but they appear frustrated,                                       Tim Rock
                  Rick Schmitgen                           show no interest other than maybe to                                     UTA Member since 2003
                  Elections and Lifetime                                                                                            President, General GMC, Inc.
                                                           ask, “Will it effect our ability to deliver
                  Achievement                                                                                                       Methuen, MA
                          our product?” The answer is, of course,
                                                           no. They then move on.                                         

New UTA Award for 007
T  he Used Truck Association’s annual Marvin F. Gordon Lifetime Achievement Award recognizes individuals
   who have made numerous and significant contributions to the used truck industry. This first award was
presented in 1999 to Marvin F. Gordon who made contributions to our industry through out his lifetime.
On June 21st at the UTA-Jerome Nerman Family Education Endowment Kansas City Golf Outing, a new
award was presented. This award has been named the Marty Crawford Chicken Leg Award. As Marvin F.
Gordon proudly accepted his award with his name ingrained forever on it, so has Marty Crawford.
Marty has been the Treasury and Board Member for sometime now and is a great contributor to our
organization. He is constantly working for the UTA, mostly behind the scenes, and putting in more
hours a week then most of the board members. He is level-headed, very knowledgeable, and follows the
“Code of Ethics” in his own life. There is not enough paper in this newsletter to print all of his attributes.
However that’s not how Marty won the award that was presented to him the night before the golf tournament.
Frankly, Marty won this award solely by wearing shorts the year before at the first UTA-Jerome Nerman
Golf Outing in June 2006. Our foursome was previously warned by his wife, Marietta, of the sight we
might behold. Her specific quote to us was, “Marty’s legs look like two frozen Purdue drumsticks in the freezer.”
She was absolutely correct. Terry Williams put the new award in motion by the second hole.
The award, which you see here, was a Kentucky Fried Chicken container with a dozen frozen chicken legs. When
this outstanding award was presented to Marty his acceptance speech consisted of one statement, “I accept this
award for one good reason: I deserve it.” All throughout the year we, as UTA members, work hard for our companies
as well as for the Used Truck Association. It’s good to see that we can have a little fun with each other, share our
friendships and have a laugh between ourselves. I would also like to thank everyone that was at the golf outing this
                   year and especially thank Bryan Haupt for organizing it, making it a great time and well worth the
                   travel. You may send nominations for the next recipient of the Marty Crawford Chicken Leg Award to me.
                 Thank you,
                 Rick Clark, UTA Spirit Committee Chairman

   August 007
UTA Industry Watch

“Bear-o-meter”                                    Marketing
Where Is Bear?                                    Success: It’s All In The Plan
Is Bear hibernating
in anticipation of the
‘springing’ forth of
                                                  L  ast month, I talked about job satisfaction and the fact that it doesn’t necessarily equate to
                                                         success. As we know, being a problem identifier is easy. Being a problem solver is why
                                                  employers are willing to pay the big bucks.
positive commentary                               In any sales organization there are high-, mid-, and low-level performers. We know what to do
from the membership on his last column?           with both the high performers (reward them) and the low-level performers (transition them
Or is he hiding out, afeared for his life         out.) But how do we take that mid-level group, the ones that are simply satisfied with where they
after it went out into your hands? If you         are and wants to be left alone, and elevate them to high-level performers?
have any information on the where-                Pick an author (Dale Carnegie, Sandler, Gitomer) and you will find similar thoughts on how to
abouts of this opinionated (but caring!)          achieve success. There is no magic formula to success but there are some necessary common
fellow, please email the Editor at                                  threads that seem to permeate the psyche and become the mantra of top
                                                                    performers. This list is not intended to be exhaustive, but hopefully it will help Include as many details
                                                                    your sales organization develop a dialogue or plan for elevating the perfor-
as possible about the sighting: city, state,                        mance of your performers.
flight number, GPS coordinates;
                                                                    Good selling!
anything will help us when we send out
the search party. (If you happen to see                             Keith Allen
                                                                    Marketing Committee
Elvis, please don’t mention it.) n

                                                          Success: It’s All In The Plan
                                                     1 Plan — How many spend time developing a sales plan for the week, month,
                                                       quarter, or year? Without a very specific plan, how do you know where you are
                                                       going and how will you know you are there?

                                                     2 Set — Establish very specific goals and measure your success. Goals don’t have
                                                       to be only professional; personal goals are equally important. Without a goal and
                                                       a measurement for success, how will you know if you are successful? Write the goals
                                                       in your planner or some other easy to reach place and review them often. Check
  Spread The Word!                                     your success, and adjust accordingly. Personal goals that are achieved elevate the
                                                       self-confidence of your team members which, in turn, can elevate professional success.
  We know you love your UTA and want                   Have you enquired about or encouraged your team members to develop personal goals?
  other businesses and employees to
                                                     3 Map Your Way to Success — What is your blueprint for success? What are the
  also benefit from this wonderful
                                                       potential obstacles? How do you plan to overcome the challenges you will confront?
  organization’s knowledge base. And,
  as a member, you want all your                     4 Develop Personally — What efforts are you making to enhance your skills or expand
  customers to know you subscribe to a                 your network beyond day-to-day responsibilities? Join a group or association and
  higher Code of Ethics in your dealings.              contribute your time and expertise.
  How better to remind everyone than
                                                     5 Focus — How often do you get distracted from “A” activities to focus on “C” activities?
  to have UTA’s name front and center.
                                                       Keeping your focus on “A” priorities until they are completed gives a sense of
  So, go ahead. Spread the word! (Hey,
                                                       accomplishment. Eliminate distractions or the desire to focus on fun “C” activities.
  everything is on sale. It just doesn’t
  get any better than this.)                         6 Reflect — Quality time is hard to find. Shut off the phones and computers, put a
  Pen ...................................... $1        “do not disturb” sign on your door, and spend time truly thinking about the big picture.
  Coffee Mug .......................... $2
                                                     7 Commit — Regardless of the specifics of your plan, commit to it. Committed people
  Multi Tool ............................. $3          are successful people.
  Travel Tumbler ...................... $3
  Tee Shirt .............................. $6        8 Be Positive — If you are in a business which creates the need to interact with
  Sweat Shirt ........................ $10             others, would you rather interact with a positive person or a “doom and gloomer”?
                                                       An easy choice, isn’t it? Go ahead: become that positive person you like to interact
  Golf Polo ............................ $15
                                                       with and watch your sales soar.
  Email to order.
  Pricing does not include shipping. Some
  items and sizes are in limited quantities.                                                      Cut out and use as a reminder for success.

                                                                                                                                August 007 
                                                                                  UTA Industry Watch

                Arrow Truck Sales

                American Trucker
                CAG Truck Capital
                Caterpillar Inc.
                Cobalt Finance
                Concordia Finance
                Fort Wayne Vehicle Auction
                Freightliner Market Development Corp.
                National Truck Protection
                NextTruck/Randall-Reilly Publishing
                Premium 2000 Plus Warranties
                Truck Paper

                Gold                                         SilverGuardian Warranty Services, Inc.
                Adesa Corp.                                  American
                Bennett IG                                   Ameritruck, LLC
                Broadway Truck Centers                       ATD/N.A.D.A. Commercial Truck Guide
                Coldiron Specialized Driveaway               Driveaway USA, Inc.
                                                             Kenworth Truck Co.
                Cummins Inc.
                                                             Michelin North America, Inc.
                Detroit Diesel Corporation
                                                             Mitsubishi Fuso Truck of America, Inc.
                Eaton Corporation – Roadranger Marketing
                Fastline Publications, Inc.                  Pacbrake Co.
                Great American Insurance Trucking Division   Paccar Financial – Paclease Truck Sales
                Highline Capital Transportation, Inc.        Rock & Dirt
                                          SOARR/interstate Online Software
                International Used Truck Organization        The Truckers Choice
                IronPlanet                                   Truck Remarketing Services
                Mack Trucks Inc.                             Truck Web Services
                My Little Salesman, Inc.                     Vehicle Inspection Systems, Inc.
                National Auto Research – Black Book          Wholesale Trucks Of America
                Nissan Diesel America, Inc.
                Peterbilt Motors Co.                         Bronze
                R.L. Polk & Co                               Best Used Trucks
                                                             Heavy Duty Marketing Associates
                Ritchie Bros. Auctioneers
                                                             Hino Trucks
                The Truck Blue Book                          Idealease
                Trader Media                                 Truck Market News
      , Inc.                        Utility Trailers Of Dallas, Inc.
                Volvo Trucks North America
                Weldon Manufacturing
                Western Star Trucks

 August 007
                                                                                                       Register online at

                             8th Annual Convention                                                         November 7- 10, 2007
                                                                                                                Orlando, Florida

Company Representative ____________________________________ Company Name____________________________________________

Guest/Spouse ______________________________________________________________________________________________________

Address ____________________________________________________________________________________________________________

City/State/Zip ______________________________________________________________________________________________________

Phone ____________________________ Fax ___________________________ E-mail____________________________________________

UTA Member Fee              $ __________                                             Rec’d By 9/01/07            Rec’d After 9/01/07
                                            UTA Member Fee                               $350.00                       $400.00
Non-member Fee              $ __________    Non-member Fee                               $500.00                       $500.00
                                            Spouse/Guest Fee                             $200.00                       $225.00
Spouse Fee                  $ __________    (one per registrant)
                                                           Refund Policy: Meeting registration will be fully refunded if cancelled
Total                       $ __________            in writing before October 15th. Cancellations after October 15th will be subject to
                                                               $100.00 service fee per registrant. No refund after Oct. 27.
c Check Made Payable To UTA
c Credit Card
    Number _________________________________________________________________Expiration Date __________________________
    Credit Card Type:       c Mastercard   c Visa          c American Express             c Discover

    Name on Card ______________________________________ Signature ___________________________________________________

Please Register for Any of the Following Events You Plan to Attend.
(Don’t Forget to Register Your Spouse) Indicate number of attendees for the following:

Wednesday, November 7                                                        Friday, November 9
h Meet & Greet Reception                                                     h Breakfast Coupon
                                                                             h Lunch
Thursday, November 8                                                         h Shopping Tour
h Breakfast Coupon                                                           h Awards Dinner
h Golf (shuttle 11:30 am)
    Name ___________________________handicap_________________                Saturday, November 10
    Name ___________________________handicap_________________                h Breakfast Coupon

h Skydiving Experience
h Airboat Tour                                                               Register online at
                                                                             Or mail completed form with payment to:
h Sea World
                                                                             Used Truck Association
    Name ____________________________________________________                909 Eagles Landing Pkwy, Suite 140-216
    Name ____________________________________________________                Stockbridge, GA 30281

                  For information on the convention or sponsorship opportunities,
                             please call Sue Dorso at (941) 492-2429
Hey There, Spouses!
Have We Got Good Times
for YOU!

Y     ou know one of the worst things about taking a trip is the driving
      around in an unfamiliar city trying to find what you want and then
getting a parking space. But you won’t have to worry about that on Thursday
or Friday afternoons at the 2007 UTA Annual Convention. Not only will
you have three different adventures to choose from, you will be squired
around town in a in a deluxe, air-conditioned chartered motorcoach escorted
by a uniformed CPS Event and Transportation Coordinator. SeaWorld
Adventure Park, Sky Venture, or the Airboat Adventure on Thursday are
yours for the choosing. On Friday, shop ’til you drop with friends old and
new. Want more details? See below.

Thursday, November 8 • 11:45 am to 5:00 pm
Afternoon at SeaWorld Adventure Park
Get up close and personal with marine animals or go up, down,
round and round on rides. It’s your fun time. Pick and choose to your
heart’s content.

Thursday, November 8 • 11:30 am to 4:15 pm
SkyVenture with Lunch at Ming Court Restaurant
SkyVenture is a vertical wind tunnel that replicates all the fun of the
skydiving experience without the fear of parachute failure! Afterwards,
lunch with your fellow enthusiasts at Ming Court. Enjoy your fresh and
elegant repast in this light, airy, tranquil, and relaxing atmosphere.

Thursday, November 8 • 11:30 am to 5:00 pm
Ageless Airboat Adventure
Imagine the wind in your hair as you travel by airboat into pristine sections
of fresh-water marshes and up the river. Listen as you walk through
ancient Flatwoods and feast your eyes on the marvelous assortment
of native flora and fauna. A buffet lunch will be served. Yum.

Friday, November 9 • 11:00 am to 5:00 pm
Shopping at the Mall at Millenia
And one: open purse. And two: pull out wallet. And three: open wallet.
And four: slide out plastic. Be sure to do your credit-card-swiping warm-
ups on the way because the Mall at Millenia is a shopping paradise.
Tiffany and Co., Ann Taylor, Kenneth Cole, Cartier, Gucci, Bloomingdales,
Macy’s, Louis Vuitton, and Neiman Marcus are featured.
UTA Industry Watch

  File Cabinet
                                                 Are YOU Covered? Use this web-based,                   Nine of American’s most congested cities are
                                                 interactive, decision-tree designed to assist          semi-finalists for a federal program that will
                                                 employers and employees in determining                 provide a total of $1.1 billion to fight traffic
                                                 whether or not they are covered under the              jams, U.S. Secretary of Transportation Mary
                                                 DOT drug and alcohol testing regulations.              E. Peters announced. The nine cities in the
                                                                   running are Atlanta, Dallas, Denver,
                                                 [Editor’s Note: I went to this site and used the       Minneapolis-St. Paul, Miami, New York City,
 Nalley Motor Trucks, a four-location            decision-tree. It was simple, easy, and clear.         San Diego, San Francisco, and Seattle.
 metro-Atlanta, Georgia, and International       When I got to the end, I had a clear answer.]          Winners will be announced by mid-August.
 dealer since 1991, has opened a long-awaited
 new location in Northeast Atlanta at 2500       AB VOLVO announces total truck deliveries (transferred to dealer inventories or delivered
 Button Gwinnett Drive, three miles from         directly to customers) decreased 17% January-April 2007 compared to same time last year. n
 the I-85 and I-285 interchange. Prominently
 featured in the area are representatives of
 the majority of the nations largest truck
 leasing, freight hauling, and construction
 companies. The new $10-million dollar
 facility features a 130,000 sq.ft. building
 housing a 44-bay service shop as well as a
 40,000 sq. ft. parts warehouse capable of
 stocking a large variety of often-ordered                                                          ,                     ,
 parts. Offices also house the 8-person parts                                                       ,                     ,
 telemarketing department along with a new                                                          ,                     ,
 and used truck sales team. Asbury Automo-                                                          ,                     ,
 tive Group (NYSE: ABG), is the parent                                                              ,                     ,
 company of Nalley Automotive Group.                                                                ,                     ,
 Nalley Motor Trucks sells over 5000 new
                                                                                                    ,                     ,
 and used trucks each year; has three service/
                                                                                                    ,                     ,
 sales/parts locations; one 43-bay body shop;
                                                                                                    ,                     ,
 and over 315 employees.
                                                                                                    ,                     ,

Industry News Briefs
Mark your calendar! The Work Truck
Show 2009 dates have been announced.
March 4-6, 2009 in Chicago, IL, at the
McCormick Place West Building.

FREE copy of the Tandem Drive Axle
Brochure is now available from The                                                                    PETERBILT introduces the Model 325
brochure describes all you need to know                                                                 Conventional for the Class 5 Market. n
about the heavy-duty axle series and includes
information on patented differential             Averitt Express chooses Fuller UltraShift
bearings and on-demand lube pumps and            for 500 unit truck order, Eaton Corpora-
more. It can be downloaded as a PDF or you       tion announced. The Fuller UltraShift LST
can request a hard copy at no charge.            (Linehaul Standard) are heavy-duty automated
                                                 transmissions providing fully automatic
                                                 “two-pedal” operation and is capable of
                                                 handling torque capacities up to 1650 lbs/ft.
                                                 and loads up to 80,000 lbs. GCW.

                                                                                                                                 August 007 
The Road from Galveston in ’06...                                                                  UTA Industry Watch

                                                   Auction time!
                   Vendor’s share knowledge.

                                                                                           Listening intently.

 Speech! Speech!                          “The point is...”                            “Hey, I love ya, man!”

                                         Adventure time.           You just had to be there to understand.

  10 August 007
                                                              ...Leads to Orlando in ’07!
UTA Industry Watch

 Last Notes                                                                                                                                                                                                                 PEOPLE
 Dear Members,                                                                                                                                                                                                              Navistar Truck Group announced
                                                                                                                                                                                                                            the appointment of Ramin Younessi
 …Membership Directories                                                                                                   About UT
                                                                                                                                   A’s Memb
                                                                                                                          The UTA mem       ers                                 hip Direct
                                                                                                                                                                                                                            as vice president of truck group
                                                                                                                                                                                                                            strategy and business opera-
                                                                                                                          necessary throu
                                                                                                                                           bership direc
                                                                                                                                                         tory is publi                     ory

 The other day I had the best surprise waiting for me. I
                                                                                                                                            ghout the calen           shed annu
                                                                                                                         company name                                             ally with upda
                                                                                                                                                            dar year. Separ                        tes distributed
                                                                                                                                          , individual                      ate sections                            as
                                                                                                                                                        name, by state                    list membersh
                                                                                                                         UTA Mem                                        and Canadian                       ip by
                                                                                                                                   bers may obtai                                       members by
                                                                                                                        charge. Pleas               n any porti                                        province.
                                                                                                                                                                 on of the roster

                                                                                                                                                                                                                            tions. “Ramin brings a wealth of
                                                                                                                                      e call the UTA

 received my copy of the UTA Membership Directory.
                                                                                                                                                       to discuss                s contained
                                                                                                                                                                  your specific                 in this direc
                                                                                                                                                                                needs.                        tory at no
                                                                                                                        200    7 UTA Offi
                                                                                                                       President                                           UTA Headqu
                                                                                                                       H.E. “Edd                                                                 arters

 It is a beautiful thing. Have you unwrapped yours? Have

                                                                                                                                                                                                                            knowledge about the truck busi-
                                                                                                                      eddie@uta Walker                                   909 Eagle
                                                                                                                                                                                    s Landing
                                                                                                                                  .org                                   Suite 140-           Pkwy
                                                                                                                      Vice President                                                216
                                                                                                                     Al Hess                                                           GA 30281

 you looked through it? If not, you are missing a great
                                                                                                                               g                                        contact@u

                                                                                                                                                                                                                            ness, technical expertise and high
                                                                                                                     Marty Craw                                        877.438.
                                                                                                                                 ford                                            7228
                                                                                                                     marty@ut                                          (877-Gets

 read. Why don’t you take it with you to lunch one day
                                                                                                                    Secretary                                         UTA Commun

                                                                                                                                                                                                                            standards for performance along
                                                                                                                   Rick Clark                                         Rick Clark
                                                                                                                   rick@uta.o                                         800.950.
                                                                                                                              rg                                               3377

 and enjoy perusing its pages.                                         Table of
                                                                     About UTA’s
                                                                              hip Directory.
                                                                    UTA Mission..
                                                                                                                                                                                                                            with a broad view of our market-
 The UTA is international. We have one member in
                                                                   About UTA.

                                                                                                                                                                                                                            place to his new role,” said Dee
                                                                   Members                                   .2
                                                                            hip Categorie
                                                                                                s ..........2

 Russia and forty members in seven provinces of
                                                                              & Governan
                                                                  2007 Offic
                                                                             ers ..............ce
                                                                 UTA Marvin

                                                                                                                                                                                                                            Kapur, President, Truck Group,
                                                                 Achieveme Gordon Lifetime
                                                                            nt Award.....

 Canada. In the U.S., we have 765 members for a total of
                                                                            & Governan
                                                                          & Committe ce
                                                               2007 UTA                                  4

                                                                                                                                                                                                                            Navistar International Corporation,

 806 in the UTA as a whole. When you consider that in
                                                                         n Informati
                                                                                       on ...........6
                                                               Member Listin
                                                                             gs ..............
                                                                                                ...... 7

 the U.S. there are a little over 5000 truck dealers (new                                                                                                                                                                   parent company of International
 and used), about 12% (give or take a bit) are members                                                                                                                                                                      Truck and Engine Corporation. n
 in the UTA. Imagine. Eight-hundred and six truck dealers and
 associated businesses who have the courage to put their integrity and honesty where their
 mouth is and promise to live by the Code of Ethics. And you are one of them. So are the
 others listed in your membership directory. Get to know your brothers and sisters!

 …Taggers and Graffiti
 Bart (my husband) and I were just leaving Rico’s, one of our favorite restaurants here in Stock-
 bridge. They make a beef and cheese dip that is yummy. Add a small bowl of fresh guacamole
 and you have a feast. (On really rough days I may add a margarita, on the rocks, to that
 banquet.) Anyway, as we were walking out, a train was going by on the tracks across the
 street. My eye was caught by graffiti adorning the side of one of the box cars. I decided to                                                                                                                              Letters from Readers
 stand in the parking lot and see how many had graffiti on them.
 It was about half. Some of the signs did not seem artistic but were more cryptic. I imagine                                                                                                                               Hi Bear,
 those were probably gang territory signs. Some were quite nice, even artsy. I looked up                                                                                                                                   I read your article this morning. It
 information on the subject and found one interview with a tagger, as these graffiti artists like                                                                                                                          was very informative. I agree that
 to call themselves.                                                                                                                                                                                                       relationships are created within
                                                                                                                                                                                                                           minutes of the first acquaintance.
 The poor, misunderstood young’un                                                                                                                                                                                          Once that first impression is made
 just can’t quite understand why people                                                                                                                                                                                    it is hard to remake. Thank you for
 get all bent out of shape when he                                                                                                                                                                                         pointing out that I should ask for
 paints on their property. Don’t they                                                                                                                                                                                      permission when taking notes. I
 know it takes talent to do this? (God                                                                                                                                                                                     always take notes and have never
 forbid someone should not know he is                                                                                                                                                                                      offered my customer a choice. I can
 talented.) Doesn’t it make their place                                                                                                                                                                                    see where asking could show the
 nicer? He likened his train art to                                                                                                                                                                                        customer I am concerned and begin
 advertising that is on trucks and                                                                                                                                                                                         building good rapport. I would like
 billboards. Except, and here is where                                                                                                                                                                                     to hear your views on persuasion in
 his thinking process breaks down, the ads on trucks and billboards are on paid-for space. He                                                                                                                              sales as opposed to order taking.
 chooses his free canvasses when and where he wants with little thought to the business interests
 of his unwilling benefactors.                                                                                                                                                                                             Thanks,

 More often than not, the vandals (let’s call them what they are; artist and tagger are titles that                                                                                                                        Arthena Easterwood
 legitimize an unlawful action) paint over important safety information and routing and content                                                                                                                            AllTruck Sales, Inc.
 barcodes, among other things, causing lives to be at stake and delays in servicing customers.                                                                                                                             Kansas City, MO
 Those who pay to have their art displayed in any form always put it where it will not harm the                                                                                                                  
 business of another.
          He says he would like to “earn legitimacy” through local art shows and community
          projects. Why, in his effort to become legitimate, the dear boy has even worked with
          children at a YWCA, guiding them through the process of becoming an artist. I don’t
                                                                                                                                                                                                                            Quintessential Quote
          think the young fellow knows what the word legitimate means. It means lawful. And                                                                                                                                    Faith in your own powers and
             vandals aren’t. n                                                                                                                                                                                             confidence in your individual methods
              Angela K. Durden                                                                                                                                                                                                   are essential to success.
              Editor •
                                                                                                                                                                                                                                     RODERICk STEVENS
              (404) 358-0951

                                                                                                                                                                                                                                              August 007 11
                     Used Truck Association
                     909 Eagles Landing Parkway, Ste 140-216
                     Stockbridge, GA 30281
What has 1,612 legs,
               32,240 digits,
      stretches across three countries,
and two continents
               and is growing larger by the day?
      The UTA membership, that’s what!

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