It gives us great pleasure to introduce the 2007 UTA convention keynote speaker —Anthony

Galie. Longtime UTA members will remember Anthony; he spoke at a previous UTA convention a number of years ago. His presentation was appreci-ated and enjoyed by all in attendance; so much so, he has been invited to the Orlando conference.

Galie has a B.A. degree in psychology from Rutgers University and attended Florida Atlantic University for his Master’s degree. In addition to his own practice as a psychotherapist, he has published numerous articles in leading trade and industry journals. For over 28 years, he has helped motivate many of the country’s leading corporations including Federal Express, Sears, Merrill Lynch, Comcast, Fox Cable Networks, National Associa-tion of Home Builders, Prudential, BellSouth, and Pitney Bowes. In addition, he has three times addressed the Million Dollar Round Table.

His program is designed to defy logic because logic is what stands in the way of most people. His program deals with the subconscious, how to: use it to develop positive outlooks, train it to improve concentration, and get it to achieve results.

Galie teaches the power of suggestion and how that power is used on yourself as well as others. Often humorous, always enlightening, his talks are designed to meet his audience’s specific needs. We look forward to a great presentation in Orlando. n

Hal DicksonConvention Committee Chairhal@uta.org

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

UTA Industry Watch EditorsAngela K. Durden, Rick Clark1740 Hudson Bridge Road Suite 1209Stockbridge, GA 30281 Phone: 877-GETS-UTA (877-438-7882)Fax: 770-506-4397editor@uta.org

Industry WatchVolume 9 • Issue 7 • July 20071.877.GETS.UTA • www.uta.org

The Power of Suggestion and Logic

Table of Contents

President’s Message ......................... 2

Board News and Views ....................... 3

“Bear-O-Meter” .................................. 4

Elections ........................................... 5

2007 Convention Sponsors ................. 5

Kansas City UTA-Jerome Nerman Golf Tournament ........................... 6-7

Truck Blue Book Dealers of the Year ....... 8

What is Retail Ready? ......................... 9

Letter to the Editor ............................ 11

Last Notes ....................................... 11

People ............................................. 11

How are YOU supporting the UTA?

2007 UTA Convention Keynote Speaker

November 7-10, 2007 Orlando, Florida Rosen Centre Hotel

FederalExpresshasthistosay:

“Not only theory but practical application… Easily incorporated into my daily routine…the best I have ever attended…recommend that this seminar be available to other Federal Express employees.”

FederalexpressCorp. Glenn N. Chambers, Managing Director

Pages6&7:Picturesfrom

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UTA Industry Watch

July �007

UTABoardofDirectors

President

Eddie Walker

Vice PresidentAl Hess

Treasurer Marty Crawford

Chairman of the Board Steve (Bear) Nadolson

Secretary Rick Clark

Convention Committee ChairmanHarold Dickson

Marketing Committee ChairmanKeith Allen

Training Committee ChairmanJoe Boyle

Endowment Committee ChairmanBryan Haupt

Membership Committee ChairmanTom Pfeiler

Membership Committee Co-ChairmanRonnie Jordan

Elections Committee ChairmanRick Schmitgen

Medium Duty Committee ChairmanRob Slavin

Alternate & Training Committee Co-Chairman

Randy Marshall

Gotowww.uta.orgforallcontactinformationforyourBoardandCommitteeChairs

President’s Message

Making choices, creating changes, getting started, carrying through,

or just simply making something happen are tasks we all do each and every day. No matter what level of work we perform, we all touch on one of these actions. There is a book on the history of trucking by Robert F. Karolevitz called This Was Trucking. I found it fascinating. Here are some things you may not know about the start of your industry.

In the early days of the trucking industry, the motorized truck was just a dream. Before 1925 there were over 300 different manufacturers of trucks, each with their own hopes and dreams of success. Although many did not survive, they all shared an idea, a design, or an inspiration that brought changes to this needed industry.

As motorized trucks became a reality, manufacturers had to offer to take horses in trade to get potential buyers interested in their product. One of the most notable early deals was between GMC and a lumber company in Washington. It was advertised that one truck replaced sixteen horses, four drivers, and four wagons. What a deal!

In the early 1900s many individuals were simply making something happen. In 1916 the Transcontinental Highway Trip became a reality, linking Seattle to New York returning by a southern route. The GMC 1½-ton truck made the 9,513 mile trip without the help of mules, horses, or other trucks. In 1940 the Teamsters even dropped the word Stableman from the Union’s official name. Thus, the horses were finally put out to pasture and motor trucks became the transportation of the future.

In 1914, the year World War I began, August Fruehauf began building trailers; the first one was coupled to a modified Ford Model T. Shortly afterwards refrigeration was adapted and motor trucks literally changed the eat-ing habits of America. After World War II,

manufacturers’ dealers began to appear across America and, as trucks became more plenti-ful, the used truck industry was born.

Today we are add-ing to and creating our own history of trucks. We are mak-ing choices and creating change. We are finding new ways to make things happen. We are adapting to the computer world, taking advantage of internet communica-tion systems, and making it produce a return on our investments. Not many of us trade for horses, but many are learn-ing to be creative and carry through; the same as those pioneers before us!

The UTA is a good example of the fruits of our labor—we are proudly writing another chapter in the history of selling. Before Mar-vin Gordon, Jerry Nerman, Jim Sundy, Bruce Jadorski, Jim Fowler, Kurt Collins and Jerry Sharpe, our industry was void of this type of so-called “Motor Truck”! We have climbed that grade. We are changing the purchas-ing habits of the American buyer. We are bringing a more professional and pleasant buying experience to the table. Together we have equaled the first Transcontinental Trip having established our place in the industry with the Code of Ethics by which we operate and live. We uphold and believe the saying that “Trucks Move America.”

I agree with the advice from Gwen Ifill, “Take every choice you are offered Have as much fun as you can. Do not shrink from life, and do not shrink from the choices.” See you at the convention if not before. n

Meetings will bring us together.See you there!

Eddie WalkerUTA President Eddie@uta.org

www.UTA.org

Our gadget guys have finished the website and — WOWZERS! — it is great. Clean, crisp, easy to navigate, and full of helpful information.

If you are a new member, you may not be aware that you can download the UTA logo for use in your advertising and your place of business.

Don’t know how to download? Not a problem. Email editor@uta.org of your wish for the logo, and we will send it to you.

Ah, yes. Members helping members. That’s what it is all about.

UTA Industry Watch

�July �007

Thank you for asking! Next month we will focus on ways to get your sales force out of their “comfort zones”. Good selling! n

Keith Allen kallen@fastlinecom

3) doing what has to be done, but not one thing more; 4) avoiding any personal growth opportunities; i.e., intra-company training seminars, reading books, volunteering to lead programs; 5) not getting involved in intra-company opportunities to share knowledge/ideas; and 6) not working to help your customers maximize their growth potential.

As Coach Knight pointed out, we need to look at things that cause us to fail and we need to look often. Jeffrey Gitomer, a noted sales trainer and author, compiled just such a list. See below his 6.5 principles on How to Fail in the 21st Century.

What changes should we make within our organizations to let marginal performers know their lackadaisical attitudes will no longer be tolerated? That those wishing to reside in their comfort zones will have a burr slipped under their saddles? That those who prefer to operate in the “I’ve always done it this way” mode will embrace change?

Satisfaction Does Not Equal SuccessBoard News and Views

If you had an opportunity to attend The Blue Book Conference in early June, I trust

you listened to Bobby Knight’s profanity-laced discourse which touched on: competing, tolerance of behaviors, and eliminating those things that cause one to lose.

Certainly, each merits close consideration but I want to focus on the latter. Often, we focus on the things that lead to success, without contemplating those factors that lead to failure. It is not difficult to develop a list identifying success factors, such as 1) self-motivation; 2) training; 3) planning; 4) creativity; 5) empathy; 6) ability; 7) networking; and 8) continual development.

Success itself coupled with complacency will entice a sales rep into a comfort zone. Once in that comfort zone, a sales rep is certain to fail; the only question is the degree of failure. That failure can come in many forms should come as no surprise. These are just a few acknowledgements of failure: 1) failure to meet forecast; 2) leaving business on the table;

Jeffrey Gitomer

1)BeSatisfiedBe satisfied with where you are, what you have, and with the status quo. The comfort zone is the best killer of human potential. That’s why it’s harder to stay at the top than to get there. Whatever you do, don’t be hungry to grow and learn, to improve as a salesperson, sales manager, parent, husband, or wife. Your new motto: “just sit there.”

2)ThinkofYourselfas“NumeroUno”This means you are #1. Who cares about anyone else? Go ahead, take your custom-ers for granted, squeeze your vendors and suppliers. As long as you’re making money, who cares? Making yourself “Numero Uno” is not just a matter of dollars and cents. Sometimes, with just an attitude of superiority, or by taking all the credit for anything good that happens, you can send the wrong message to everyone on your team. This is good for failure. Your new motto: “it’s all about me!”

3)QuitTakingRisksI’ve taken risks; let someone else take a risk on something new. This is a great way to be swept away by your colleagues and knocked out by your competition. Taking the easy route, and avoiding risk will get you all the way to the bottom. Your new motto: “it’s always summertime and the living is easy.”

4)ConcentrateonYourCompetitionInsteadofYourCustomersOnly react to what your competition does, rather than what your customer wants or needs. Simple failure formula: Only study and compare yourself to the competition or copy and worry about their strengths instead of playing up to your own. You’ll lose customers so fast it’ll make your competition give you their “salesman of the year” award. Your new motto: “I’m doomed!”

5)BeInflexibleKeep your present rules in place. Stiffen your policies until your customers and your employees get mad. The airline industry is doing it and you know how successful they are. Don’t worry, someone will love you—your competition. Sounds like a plan. Your new motto: “Hey, if it was good enough for my daddy...”

6)RelyTotallyOnResearchandExpertsToDoYourThinkingandMakeDecisionsForYouThink of all the economists and futurists who failed to anticipate the size of the postwar baby-boom. They also underesti-mated the surge of women in the work place and failed to foresee the exodus to the suburbs. How many predicted newspapers were dead when radio came along or radio was dead when television came along. And now we have the Internet. If you read and follow everyone else’s opinion, you can buy and sell your stocks at the same time. Your new motto: “but, they said so...”

6.5)Make“This Is Good Enough”YourPersonalThemeForTheYear“This is good enough” will guarantee failure. Many salespeople and companies have lost customers or gone out of business because they have set a penny-pinching ceiling that all but forbids delivering high-quality customer service. Set the ceiling, baby; your competition will be waiting on the roof. Your new motto: “my customers love me; they really love me.”

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UTA Industry Watch

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help in hopes that someday it will change; but for now, I am just gonna admonish you to wake up to the fact that this is your organization and, as such, you do need to participate. Hey, if you won’t contribute don’t complain if things don’t go the way you think they should go in our industry.

Next month I will have a more up-beat and ‘feel good’ column. I hope. For now I’ll leave that to others.

Get with the program! n

Sincerely, Steve “Bear” Nadolson UTA President Emeritus Board of Directors bear@uta.org

Contact me at bear@uta.org or fax your com-ments to (615) 773-7365 to bitch about this article. At least that would be some input!

Editor’s Last NotE: Bear told me I was to run his column as writ-ten. Here it is with minor edits. However, he also told me I was to make nice and soften his comments. My attempt to do so is as follows:

Yowza. Bear is on a low-limb right now and may think lack of response to his requests for feedback are a lack of concern. I person-ally believe it is because you are busy. In this particularly tough business climate, I believe everyone is out there scrabbling hard for busi-ness. It may be you yourself are on a low limb thinking “ah, what’s the point; nothing’s gonna change; why bother with replying to Bear?”

To that I say “Respect Yourself!” Yes, re-spect your opinion enough to think it does carry weight. Yes, respect your effort enough to know that that opinion is appreci-ated now. Yes, respect yourself enough to know that you are worth the effort. And yes, respect your effort (again) because by giv-ing that opinion you will reap the reward.

BEar’s rEpLY to thE Editor:Yes, Mother; I’ll calm down. Please, people! Pull out last month’s issue and email or fax me your comments on this warranty issue. P.L.E.A.S.E! I’ll take one more month to get your replies on this issue. Thank you all.

FreeTrainingInitiative—

MoreWinners!The following corporate

members have won the next round of FREE training from the UTA. Congratulations to all. Remember, the next drawing is for 5 National Seminars. It’s not too late to register.

Go to www.uta.org and sign up.

JamieGourlyandGeorgeDiller

Wiers International

BenjiPavelkaJ&B Pavelka, Inc.

MicheleNopolielloandFredBentley

Bentley Truck Services, Inc.

I received an overwhelming response to my request for input regarding used

truck warranties (see last newsletter). I got three faxed questionnaires and one email response. To these four people—you know who you are—I send a heartfelt thank you.

However, to the rest of the membership this must be a non-issue! If that is all the input I am gonna get from the member-ship then I am going to drop this topic from my radar and concentrate on other things. Please. Tell me what I should do.

I must admit, I am very disappointed! We (the UTA Board) will be asking you to look at some by-laws changes that will affect the structure of the UTA as we move forward. If these changes receive the same attention given the warranty article—shame on you.

I serve you—the membership! From the stand-point of my involvement with the UTA, you and this industry have been my only concern in my last 11 years; first, as your President, and then as your Board Chairman.

I began writing this column as a frank forum for addressing needs and concerns in our industry. The ability to speak openly and honestly about issues and concerns was given to me by our Board and I believe I have fulfilled that obligation. When I choose a topic on my own, it is because there does

seem to be a problem with it. It is frustrat-ing, however, to address topics, ask for input, and then receive very little correspondence either in support or opposition.

Month after month I look for topics, talk to industry leaders, ask questions, and look for help and support from the member-ship only to receive a miniscule amount of input from you. Oh, I’ll keep plugging along with or without your

“Bear-o-meter”EDITOR’SNOTE:Youmustbeover21toreadthefollowingarticle.

(Just kidding. Sort of.)

ONETHOUSANDSTRONG—GrowingtheMembershipisinYOURHands!The UTA has just finished the new membership information and application brochure that helps prospective members understand the history, benefits, focus and future of the UTA and the used truck industry.

Armed with this new brochure, members will prospect for new members at various auctions and industry functions across the US. Any member can take part in this recruitment. Just contact Tom Pfeiler at tompfeiler@freightliner.com to get as many new information packets as you think you will need.

After all, if you believe in the UTA, you will speak of it! This beautiful new packet will speak for you after you have dropped it off.

Used Truck Association

UTA Board Member

909 Eagles Landing Pkwy, Ste 140-216

Stockbridge, GA 30281

877-438-7882, 877-GETS-UTA

contact@uta.org

UTA Industry Watch

�July �007

Elections

NominationsmustbereceivedbyJuly13,2007.

In order to be nominated, individuals must meet the following criteria:

nMust be a member of the UTA in good standing

nMust commit to serve a 2-year term nMust be willing and able to attend all

monthly teleconferences and three face-to-face meetings each year

nMust be prepared to head or serve on at least one UTA committee

nMust attend the annual UTA convention

It is time once again to select the candidates for the Used Truck Association Board of

Directors. We are counting on you, our membership, to help us nominate qualified and interested individuals! For our organization to continue to grow and help our industry we need the support from our members. Every member brings unique ideas and vision to this industry, and we need this infusion of ideas to help us move forward.

Being on the Board of UTA is a very rewarding job, but it also means commitment and hard work. The Board Members direct and make decisions that shape the future of the associa-tion. But, in order to do that, the job is bigger than just lending your name to the letterhead!

Please contact your nominees to verify that they are indeed willing to serve and meet the criteria as listed at right. If they are willing to serve, simply go to www.UTA.org and click on the link under the main menu: “Board of directors Nomination Form.” This will take you to an additional page where you will see this write up again. Just look for the “Board of Direc-tors Nomination Form” link in blue and click on it. This will take you to the proper nomination form; print out and you are on your way!

By the way, if you are interested in serving on the board, do not hesitate to nominate yourself!

We look forward to seeing your recommen-dations and thank you in advance for your diligence to the UTA. Any questions, please

contact me or any UTA Board Member. n Rick Schmitgen Elections and Lifetime Achievement Rick_Schmitgen@polk.com

ps: One more reminder is that we are also now looking for your nomination for the 2007 Marvin F. Gordon Lifetime Achievement Award. Please go to the UTA.org website and get your nomination in today.

SilverAmerican Guardian

Warranty Services, Inc.Ameritruck, LLCATD/N.A.D.A. Commercial

Truck GuideDriveaway USA, Inc.Kenworth Truck Co.Michelin North America, Inc.Mitsubishi Fuso Truck

of America, Inc.Onewaytrailers.comPacbrake Co.Paccar Financial –

Paclease Truck SalesRock & DirtSOARR/interstate Online

SoftwareThe Truckers ChoiceTruck Remarketing ServicesTruck Web ServicesVehicle Inspection Systems, Inc.Wholesale Trucks Of America

BronzeBest Used TrucksHeavy Duty Marketing AssociatesHino TrucksIdealeaseTruck Market NewsUtility Trailers Of Dallas, Inc.

GoldAdesa Corp. Bennett IGBroadway Truck CentersColdiron Specialized DriveawayCummins Inc.Detroit Diesel CorporationEaton Corporation –

Roadranger MarketingFastline Publications, Inc.Great American Insurance

Trucking DivisionHighline Capital Transportation, Inc.HTAEW.comInternational Used Truck OrganizationIronPlanetMack Trucks Inc.My Little Salesman, Inc.National Auto Research – Black BookNissan Diesel America, Inc.Peterbilt Motors Co.R.L. Polk & CoRitchie Bros. AuctioneersThe Truck Blue BookTrader MediaTruckmovers.com, Inc.TruckNationVolvo Trucks North AmericaWeldon ManufacturingWestern Star Trucks

DiamondArrowTruckSales

PlatinumAmericanTruckerCAGTruckCapital

CaterpillarInc.CobaltFinance

FortWayneVehicleAuctionFreightlinerMarketDevelopmentCorp.

NationalTruckProtectionNextTruck/Randall-ReillyPublishing

Premium2000PlusWarrantiesTruckPaper

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July �007

A very big thank you to all sixty-eight UTA members who gathered in Kansas City on June 21st for the Second Annual UTA-Jerome Nerman Family Educational Endowment Golf

Tournament. We could not have asked for a better day of fun and camaraderie with some of the most prominent people in the used truck industry. With all of us on such busy schedules it was very nice to see everyone take time away from work and family to attend this very worthwhile event.

Jerome Nerman himself commented that he thought the event was great and he looks forward to over a hundred players at next year’s event. He also said, “Before the UTA was formed, there was practically no communications between dealers. This event continues to grow relationships among dealers from all over the country!”

With the efforts of the players and sponsors this year the event raised over $25,000 which will be used toward educational scholarships and training of used truck professionals. Plans are already underway for next year’s event which, by the way, may include multiple events that are regionalized. All the better to work with our busy schedules. Of course, this event would not be possible without the generous contributions from our Sponsors. n

Bryan Haupt, bhaupt@mhctruck.com Endowment Committee Chairman

How well did this foursome play? We want the scores!

Steve Brown, Eddie Walker, Brian Stewart, Kenneth Schoen

AllIntheNameofaGoodCause

68members,

18holes,

Veryfewlostballs,

Atonoffun,

Andmuchmoneyraised.

Hey, take a look at the pictures of some of the players.

UTA Industry Watch

7July �007

S P O N S O R SNational Truck Protection

Arrow Truck Sales

Premium 2000

Truck Center of America

Truck Nation

Best Used Trucks

Roadworx Magazine

Premium 2000

Wholesale Trucks of America

Truck and Equipment Sales of KC and PA

International Used Trucks KC

American Trucker

Jordan Truck Sales

Midway Sterling

Truck Remarketing Services

Advanced Truck Sales

Cobalt Finance

Fort Wayne Vehicle Auction

American Trucker

Driveaway USA

KCR International

ADESSA

TMC Truck Sales

TruckMovers.com

Nalley Motor Trucks

Commercial Truck Source Inc

Truck Paper

Mack Trucks

Next Truck Magazine

Big Truck Sales

Mack Trucks

Team Driveaway Inc

How well did this foursome play? We want the scores!

Bryan Haupt, Terry Williams, Rick Clark, Lara Haag

32Sponsors

withvery

bighearts

whose

dedication

toeducation

isoutstanding

andverymuch

appreciated

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GeneralGMC,Inc. Methuen, Massachusetts

Beganinbusiness: 1924

BigKahuna: Tim Rock, President

GuidingPrinciple: Nothing beats hard work while concentrating on the fundamentals of business.

Can’tAfford: to lose good people.

InvestsIn: sales and technician training and other employee-retaining practices, including training through the UTA.

CustomerSatisfaction: techniques for putting customer first are practiced in all areas of the dealership.

ProvidesValue-addedServices: that are not part of their core business.

DonatesTime: to the community in the forms of local charities, other organizations and events, and working with the Boys and Girls Club “is one of the most satisfying things I have done in my life.”—Tim Rock

LastQuotefromRock:“I can talk for a long time; but I am not a bragger. I try to stay in the background and help everything work. I have had a very good life in the truck business and have been doing this for 48 of my 62 years. I would not give it up for anything.”

2007Truck Blue Book OEM-FranchisedDealeroftheYear

2007Truck Blue Book IndependentDealeroftheYear

TheHouseofTrucksWillowbrook, Illinois

Beganinbusiness: 1985

BigKahuna: Jim Rys

TopDog: Wally Rys

GuidingPrinciple: Stand behind what you sell and take care of those who take care of us

Can’tAfford: to lose key people.

InvestsIn: leadership training for managers, including training through the UTA; and attendance at industry events.

CustomerSatisfaction: comes from building a great reputation. A great reputation is built by standing behind your product and servicing your customers.

ProvidesValue-addedServices: with truck painting and graphics and exporting.

DonatesTime: to Toys for Tots, other charities and events, and hosts an auction for Down’s Syndrome. “We took on this issue because of a customer and the necessary life-long commitment that is required of caregivers.”

LastQuotefromJimRhys: “This award came because of a true team effort. It was won because of the effort of each employee at House of Trucks.”

EditorialCalendar

Members, by now you have probably noticed our People section on page 11. You, too, can have a part in the content of YOUR newsletter.

•EACHISSUE: Send us pictures, names, and other details (including the company for which they work) of employees who have been promoted.

•OCTOBERISSUE: Do you have an employee who serves the community as a volunteer firefighter? October is Firefighter Month and we want to give them a big thank you. Send us their picture and name as well their company information.

•EACHISSUE: Do you have any employee who is getting ready to retire? Would you like to honor their effort they have put toward making your company a success? Then send us their picture, name, company info, and a quote from the CEO or President.

•EACHISSUE: Has your business recently expanded? Have you added a new location? Don’t you think we want to know about it? Oh, yes; we certainly do. Send pictures (if you have them) of the new location and any information you would like to share.

Send all photos and information to editor@uta.org. You can also call the editor (that’s me; Angela!) at 404-358-0951 with information or fax information to 770-506-4397.

MARKETINGDEPARTMENTS—YOURATTENTION

PLEASE!Members, dealers, vendors, manufacturers, auctions, etc. — Please add the UTA Industry Watch newsletter to your press release distribution list. Please send all press releases to editor@uta.org.

UTA Industry Watch

�July �007

Medium DutyWhat Is Retail Ready?by Bill Westcott, National Used Truck Manager, Hino Trucks

A group of ten trucks turned in off-lease has passed trade terms and are released

to your sales department. With the trade-term inspection complete, you already know general mechanical condition. Now, as the used truck sales manager, it is up to you to recondition them for retail sale. Trade terms in general are fairly well defined. But what is “retail ready”? If you ask four dealers you will likely get four very different answers. Of course, that is not necessarily a bad thing, since it is really more a reflection of market expectations which can change by region as well as by vocation.

Consider the Midwest and Northeast regions where salt is commonly used to control ice and snow. Many customers there can and will overlook small areas of corrosion because these come with the territory. But take that same truck to the South or West and that spot of corrosion becomes a much larger issue; one that must be addressed or the seller will suffer a significant drop in value.

Another regional expectation is air condition-ing. An A/C system that is fully functional and “blows cold” is a necessity in Tucson much of the year. In Maine it might see little use and so its performance, or lack of it, may not be of much interest.

Where the trucks will go to work will also drive retail-ready standards. Landscapers will not be put off by some Georgia red clay on the floor mats. But for food service industry and much of retail, it had better be polished and gleaming with Armor All®.

For these reasons, we can see why climate extremes and vocation can begin to set retail-ready standards. As members of the UTA, though, one of our goals is to raise the level of professionalism associated with used truck sales. High performance standards should be common elements in guiding all of our decisions.

On the list accompanying this article, you can see my take on what should define the three categories of retail ready. What do you think

about these as minimum standards for medium duty trucks? Send me an email at WESTCOTT@hino.com to let me know what you think.

Will the cost of a paint job help to sell the truck more quickly, for more money, or both?

WhichWillItBe: WholesaleorRetail?

If retail, into which Retail Ready category would you decide to sell the above? Rough, Routine, or Over-the-Top? It would depend on where the cost to recondition and your dealership’s strategy meets. What did you decide to do with each of these?

ToPaintandCleanorNotToPaintandClean?

Thatisthequestion.

Is Westcott a Clooney clone? Looks like it to us.

Will you clean it chemically, paint over, or do nothing?

Will you replace the “seat” and clean the truck or leave it like this?

1ROUGHRETAILREADY

nMeets standard trade terms

nCold starts unaided

nPasses DOT inspection

2ROUTINERETAILREADY Includeseverythingin RoughRetailReadyand... nPressure wash power train and frame

nWindows, latches and knobs, present and operable

nNo cracked glass nor un-repaired stars

nCab interior, including seats and floor mats, clean with no tears

nHorn operational

n Interior gauges and lights operational

nNo exterior damage limited in size to less than a credit card and $250 cumulative

nLift gate operational, if present

nFluids topped off

nAll ECM codes cleared

3OVER-the-TOPRETAILREADY Includeseverythingin Rough-andRoutine-Readyand... nOwner’s Manual in place

nAll fluids changed

nNew batteries n Interior carpets and upholstery

shampooed and other interior surfaces detailed and conditioned with Armor All®

nWindshield wiper blades changed nFrame painted nWheels touched-up/painted nCab and body polished – no exterior

damage nTires conditioned with Armor All® nFront bumper painted nRadio pre-sets for only country music nAll campaigns current nECM re-flashed with latest version nFuel tank full nAll aluminum tanks & wheels polished

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The Road from Galveston in ’06...

...Leads to Orlando in ’07!

No, Eddie was not paid to dance.

Yes, guys, the party is Formal.

Okay, okay. So Eddie did dance for money.

The ProStar debuts

Okay, Eddie, you can stop dancing now.

Product!

Pals!

People!

UTA Industry Watch

11July �007

out everything and get to sleep. A couple of hours later they jump straight out of their sleeping bags when their youngest screams, “Mommy, I gotta go!”

Mom throws on her coat, makes sure her youngest is bundled, then lights the lantern. They walk the half-mile to the bathroom, the light attracting a swarm of bug-types she did not know existed. Her child screams, “I can’t go when the bugs are here. Make them go away!”

The next morning, oh, just before sunrise, the kids are crowing about the upcoming day. Mom and Dad try to burrow in and ignore the blast. Mom whispers in her sleep, “Room service? Yes, please send up my breakfast.” She is rudely punched in the ribs by Dad saying “when are you gonna cook breakfast?”

Halfway through breakfast prep all the kids inform their maternal ancestor that they, too, must make the half-mile trek to the bathroom. “Get your father to take you. I’m cooking breakfast.” “Me?” says Dad, “I’m on vacation. I work, you know, and I need a break.” Then nonchalantly, from the confines of his sack, says, “They’re big enough to make the trip all by themselves.” For the next day or two, or three, this routine is interspersed with other fun. Finally it is time to head home and the packing and trip are repeated in reverse order.

I have done the whole camp-and-sleep-in-a-tent-thing. I have. And I must confess that, being the type that makes lemonade when handed a lemon, I managed to enjoy myself. I even have some good memories and stories to tell about the events. But will I ever volunteer to go again? Doubtful. My idea of camping is a very nice air-conditioned room in a hotel; with room service. Fresh towels brought to me each day. Bathroom so close the kids (now grandkids) can take themselves. A choice of restaurants; and they do the dishes! Of course, I do have to make a reservation a minimum

of six months in advance to assure that choicest of room—ocean front. Heaven forbid someone close to me should die that week; I’d hate to

miss the funeral. n

Angela K. Durden Editor • editor@uta.org (404) 358-0951

PEOPLEFormer Kansas Governor BillGraveshas been named chairman of the AmericanHighwayUsersAlliance. Graves said, “I am excited to be a vital part of The Highway Users. Their mission to promote safety and mobility for all road users is complementary to the goals of the trucking industry...” Graves is also president and CEO of the American Trucking Associations. n

JonJeffries, a nine year veteran of Hendrickson, was elevated to director of trailer OEM sales for HendricksonTrailerSuspensionSystems, reports Baine Adams, vice president of North American sales and marketing. PatBrandt assumed the position of trailer account manager, reporting to Jeffries. Brandt came from the sales group at Dana. n

Gary Gerstenglager, president and CEO, of the Boler company, Hendrickson, announced that BillFautch assumed duties as director of operations at Hendrick-son Truck Suspension Systems in Illinois. PaulSchouwstra succeeded Fautch as plant general manager in Ontario, Canada. n

There is a subculture out there. The ones who feel the call of the wild. The ones who go camping. I call it a subculture; but in reality the need to be near the wilderness is in our genes. Our ancestors, the early settlers, traveled across this great land in search of other lovely camping spots. Their tents were on wheels, too, much like the modern day pop-up campers.

The first day of a camper’s vacation is spent packing the car with: tent, lantern, stove, eating utensils, two insulated chests loaded with food and ice, a tarp to hang from a few trees and the rope it needs, a hammock, extra clothes, and coats because we know those nights in the mountains sure can get cold. Add to this list pots and pans, dishwashing soap, blankets, and, well, the list does go on and on.

The second day starts early; they must get to the camping area very early in order to get the choicest camping spot next to the lake. Mom spends time getting her kitchen in order while Dad frantically searches through the rest of the pile. Mom hollers “Dad! Watch your mouth!” (Dad can’t find all the tent stakes.) The kids are screaming “I wanna go swimming!” and “Mom! The mosquitoes are biting me!” Oops. Mom forgot the repellent. Slap! Slap, slap!

Finally, everything is set and it is time for supper. And, since mountain air makes the appetite keener and lunch was a slap-dash affair, everyone is starved. Mom finally hollers “come and get it!” and her little pack of wolves devour hot dogs and beans. After dinner, Dad and the kids go hiking while Mom boils five pots of water in order to wash the dishes. Once it gets a bit dark, Dad works on producing fire so they can roast the marsh-mallows at the end of their sticks. His efforts are not rewarded with flame, however, so they stand around the portable gas stove taking turns burning, blowing, and laughing at Dad because he couldn’t make a wood fire.

Finally it is time for sweet, lovely rest. “Mommy! What’s that noise?” Tree frogs are croaking so loudly no one can sleep, something is howling vaguely in the distant hills, and something else vague has branches crackling underfoot very near the tent. Eventually Mom and Dad manage to tune

Last Notes

I wanted to thank the UTA for the list that was in [June’s] newsletter for me on our upcoming distribution at the auctions. I do appreciate it. We do have a tremendous amount of extra circulation going out each month to several of the major truck and trailer auctions. This is great for our advertisers because [the list] is getting directly into the hands of buyers who are looking to purchase equipment now. Also, I am continuously running the UTA ad in my publication when space is available. Hope it helps!JaniceFallacara,VPofMarketingandSales,TheTruckersChoice

LetterstotheEditorQuintessential Quote

I like long walks, especially when they are taken

by people who annoy me. FREDALLEN

Bill Graves

Jon Jeffries

Pat Brandt

Bill Fautch

Paul Schouwstra

Used Truck Association909 Eagles Landing Parkway, Ste 140-216Stockbridge, GA 30281

UltimateNetworking+Take-ChargeInformation+AddingFriends

=The2007UTAAnnualConvention

November 7-10, 2007 Orlando, Florida Rosen Centre Hotel

Have YOU met one of the founders of the UTA?You can if you attend the convention in Orlando?Will we see you there? JeromeNerman hopes so!