Ford Pros Fall 2008

GOING GREEN IN THE WORK TRUCK WORLD

The Official Magazine of the National Truck Club ISSUE #7

Fall2008

Ford&Sustainability Ford’s commitment to Sustainability AZUreDynamics

The NEw Hybrid E-series

NTEA Going green & getting educated Roush

New F-150 Liquid Propane injection

PLUS: Check out our new website

www.nationalfordtruckclub.com

PRSRT STD US POSTAGE PAID PERMIT #66 PARADISE CA

NationalOffice Joe Hughes

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he National Ford Truck Club (NFTC) was founded to provide Ford Fleet and Commercial Managers and regional Ford Truck Clubs with professional support and access to resources at a national level. The organization is open to all Ford Fleet and Commercial Professionals, their regional clubs, upfitters and suppliers to the industry. The NFTC does not charge a membership fee. The NFTC does mail, at no charge, individual copies of FordPro, the organization’s quarterly news magazine, to every Ford Fleet and Commercial Manager for whom they have a name and address. The NFTC also provides and maintains a free resource web site at www.nationalfordtruckclub.com, with updated information, links, referrals and best practices. The NFTC would like to thank the sponsors mentioned in this issue, past sponsors, and the Ford Motor Company for providing support for this effort. Today the NFTC is being developed and managed by three dedicated ‘virtual volunteers’. (Read about them under “National Office’). As the organization grows new partners and supporters will be introduced in this magazine, and on the website. Please, feedback from you is invited and welcome.

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Joe has been in sales, marketing and sales management his entire career. He started out of college as a Sales Representative for Proctor & Gamble in Oklahoma City and was transferred to the Northwest in 1970 into a sales management position. In 1992 he joined a dealership with an express interest in the commercial truck business becoming a Fleet and Commercial Manager in 1994. Joe has been with Scarff Ford in Auburn, Washington, for over eleven years. Five years ago he started the Northwest Ford Truck Club in the Seattle area. He was instrumental in creating the National Ford Truck Club, has served as president for the last two years and is the visionary driving the development of the new Ford Power Pros sales programs.

Dr. Christine Rowe Dr. Christine Rowe brings 20 years' experience in helping membership organizations, such as the National Ford Truck Club, small businesses and educational programs become successful in serving both their members and their industries. She is especially adept in developing, administering and monitoring organizational programs such as membership collaboration, training and professional development. Christine is an international project and organizational consultant; she has also worked as a trainer, presenting a variety of workshops, seminars, and institutes across the USA. As the NFTC’s Benefits Development Officer and Ford Pros’ Operations Manager, she sees the opportunity for commercial/fleet professionals to fuel their own success, while also living the original American ideal of individuals sharing their best to build a future worth living in.

Kathryn Schifferle Kathryn Schifferle is a publisher, marketing maven and serial entrepreneur. She has founded, and successfully operated four businesses, including a graphic design and printing firm, a local television channel, a custom multimedia software company and her current strategic consulting business, Balestra. She teaches marketing at California State University, Chico, and has worked as a counselor for the Small Business Development Center, specializing in strategic planning and marketing. Kathryn is the Executive Director of Marketing and Sales for Ford Pros and the National Ford Truck Club. She sees Ford’s uniquely American Brand Equity as the foundation for her passion and dedication to building a superior commercial truck association. She is also committed to developing user-friendly, effective marketing tools for the dedicated Ford Pro.

goinggreen Ford Pros Magazine is the official publication of the National Ford Truck Club. It is published quarterly; Winter, Spring, Summer and Fall Issues, and mailed free to all Ford Fleet and Commercial Managers in the United States. Ford Pros Magazine is a collaborative effort and could not be provided to the industry without the support of the National Ford Truck Club Sponsors, Ford Motor Company, National Ford Truck Club members and the National Office.

Ford

Ford’s commitment to Sustainability

AZUre AZUreDynamics

The NEw Hybrid E-series

Special thanks for this issue to: Reading Truck Body America’s Body Company (ABC) Adrian Steel Pro-Tech Commercial Truck Success SVE-MidBox Transfer Flow TBEI – Crysteel Manufacturing National Truck Equipment Association (NTEA)

Going green & getting educated

In addition we would like to acknowledge contributions from:

Dave Gutman Commercial Marketing, FMC Larry Gach Commercial Sales, FMC Terry Minion, Commercial Truck Success Editor/Publisher: Kathryn Schifferle Graphic Design: Carla Aoyagi CrocodileMoth [email protected] For inquiries or articles or to be added to the mailing list:

[email protected] 530-343-2773 NFTC/FordPros 2485 Notre Dame Blvd., #370-130 Chico, CA 95928

ECOFORD Ford Motor Company’s use of renewable and/or environmentally friendly materials in vehicles dates back to the company’s early years. The Model T, for example, once contained 60 pounds of soybeans in its paint and molded plastic parts. Today, Ford uses a variety of eco materials and processes throughout its commercial vehicle line-up.

Roush

New F-150 Liquid Propane injection

Table of Contents Letter from the President NFTC Website Leadership Counts In the News Terry’s Blog Commercial Truck Success Truck Club Snapshot Ford Pro-file Dave’s Desk Fords in the Trades - FiTT CBM Spotlight

Prepare for success New launch announced Ford’s Larry Gach introduced Serving customers better ADjusting to business changes International advantage Sales + Service = Retention Partners to the Industry NE - Setting the standard Only Trucks Strategy from the top Tools for FordPowerPros Craig – Building Brand

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Sponsors in this issue Transfer Flow Reading Truck Body ProTech MidBox Commercial Truck Success America’s Body Company Crysteel Adrian Steel NFTC & NTEA

Fuel storage solutions Less weight, less fuel Lightweight accessories Small trucks doing more Turning trucks into Green$ Green-friendly bodies Exclusive warranty ADjustible ADvantage Plan NOW for success

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REPARE FOR SUCCESS! You have seen swings in the economy before, and this one has been a pretty extreme one. I’ve heard people in our business saying, ‘this one is pretty tough’…all the way to ‘this is the worst they’ve ever seen it’. How do we stay in the right mind frame with the constant reminders and signs that things aren’t “as good as they were”? We have to know that the future of the Ford Commercial Truck business is much more promising than any brand in the business. We (Ford folks) virtually own the commercial truck and van business. We have for many, many years. Businesses, both large and small, get their people, their tools, and their products to their customers in Ford vehicles more often than any other brand and most of them combined! We’re in the driver’s seat when it

with the use of my time, and I need to concentrate on the possibilities. Likewise my customers are going to seek to be more efficient in the transports they buy from me. Some are going to look to getting the crews to jobsites in one vehicle instead of two, so will move toward crew cabs. Some are going to use smaller vehicles, and take only the products/tools they need for that day’s job.

stay in the right “ How domindweframe with... signs that Things aren’t ‘As good as they were’? ”

Now that the 6.4L diesel engine has been in the real world for almost two years, businesses who left Ford over disappointment in the 6.0L are coming back. Many have tried the Duramax/Allison combination and been disappointed. Many who gave Dodge one last try are coming back, as well. NFTC, FORDPOWERPROS, OFFER SOLUTIONS! Here at the National (NFTC), we have been exploring what really works and how we can best support each other to succeed in challenging times. We are listening to your ideas and concerns, gathering information and developing powerful tools to turn these challenges into opportunities. Check out the new NFTC website (www.nationfordtruckclub.com) with resources for all of us involved in Ford commercial sales (see the announcement on the next page). For those of you who want to go that extra step to punch up your performance, we offer additional ‘Power’ Tools at FordPowerPros.com, to keep us Ford Professionals at the top of our game. The many benefits and FordPowerPros Tools are described in detail (page 20). Let’s look at one specific tool, right now, for an idea of how these tools can be of benefit to you. The FiTT (Fords in the Trade) program will be launched early 2009 at FordPowerPros.com. FiTT will provide us with all the information necessary to spec out any and all Ford trucks and vans with every upfitter’s completion of vehicles; from toolboxes for pickups to manlifts for F750s, and everything in between. Also it is designed to be specific to each vocation and trade, according to your market.

is a perfect time for me “...now to do the things to make myself ready for the success that lies ahead. ”

comes to commercial trucks and vans for America’s businesses! My customers have been especially quiet this past six months. Many of my construction businesses have laid off a crew or two, so they have an extra (albeit old) truck or two. Businesses have been keeping their old Ford soldiers longer, spending more on service, hoping for some indicator that their business will survive. As a commercial truck and van specialist, I am certain that as the economy makes its way back, that my customers will need to replace their older units with new ones…that they will add crews and need more trucks for their growth. I’M GETTING READY! So now is a perfect time for me to do the things to make myself ready for the success that lies ahead. I need to be educated as to all the facets of the new models. I need to be educated in the improvements our upfitters have made to offer my clients the best solutions in their new trucks and vans. I need to be more efficient

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...Joehughes For example: So, you are driving down a street and you see HVAC truck(s) at a jobsite. You make a note of the vehicles (you have a picture phone? – A picture is worth a 1000 words). When you return to your office, you call and get the business owner’s email, letting them know you saw one of their trucks, and thought they might like to know about a unit that you have been presenting. You send them a link to a specific vehicle that you think is very pertinent, and tell them to call you if they have any questions! With a current client, you learn of a vehicle that might give them a more efficient vehicle for a particular application. You email them a note, with a link to the pictures of that vehicle that might serve them well. You don’t have an email address for a potential client, so you easily print out a completed vehicle sheet, with key features, benefits and pictures, of the vehicle you want them to consider and either drop it by or send it via snail mail (post office).

fordpros You can see how the possibilities are endless when you have available pictures and specs (dimensions, weights, costs, etc.) on upfitter vehicles and you even know how long it will take to get one here, especially if he needs it right away! You also have at your fingertips any option he may want to consider to further tailor that truck/van to his specific or future uses.

YOU are then equipped to be their most reliable single-source supplier of information on any kind of application of a Ford truck or van. Even if he doesn’t order now, when the need arises or the economy turns around he will remember that you were the FordPowerPro who could show him all his options! In 2009, you will have arrived!

Sincerely,

Stay tuned! 2009 is going to be the year of opportunity for all of us who best battled the challenges!

Announcing the new National Ford Truck Club site!

www.nationalfordtruckclub.com This new site was created to better serve YOU, the Ford Professional. Meet the Regional Ford Truck Clubs across the US, as well as learn about other non dealer Ford Clubs. Discover resources on being a BPN, on Sales, Leadership, Great Displays and other “Good Stuff”. Return often to review new products that will help you meet your sales goals, products that we recommend and services that support you in the field. Keep abreast of the suppliers in the industry, investigate current Bailment Pools and stay on top of your industry. Check out Terry’s Blog, and learn something new every week that will make you a more successful sales consultant. Need a quick link for something in the industry? Or maybe need to check the current weight regulations? Wonder when and where the next NTEA is? All of these resources are provided for you in one convenient place. And last, but certainly not least, “For the Fun of It” lets us all grab a quick break and a welcome chuckle.

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he new F-150 has improved fuel economy an average of 8 percent across the entire lineup as a result of a wide-range of engineering enhancements. The fuel economy gains reach as high as 12 percent versus the prior model year on F-150 models equipped with the high-volume 3-valve, 5.4-litre V-8 engine. At the same time, Ford says, the new F-150 delivers class-leading towing capability of 11,300 pounds and hauling capacity of 3,030 pounds -- a combination no other competitor can match. In addition, Ford is announcing the introduction of the new F-150 SFE "superior fuel economy" (SFE) edition delivering up to 21 miles per gallon on the highway while still providing 7,500 pounds of towing capability -- fuel economy unsurpassed in the full-size pickup segment. "Ford has committed to have the best or equal to the best fuel economy with every new product we introduce,

fordpros and we are delivering with the new F-150," said Matt O'Leary, Ford F-150 chief engineer. "Fuel economy has moved from 10th to third place among pickup buyers' top purchase considerations -- right behind durability and value. The new F-150 delivers on all three as the industry leader." The SFE package trucks also feature a new fuelefficient six-speed automatic transmission, a 3.15:1 rear axle and 18-inch chrome clad aluminum wheels with low rolling resistance P265/60R18 all-season tires. "Earning the trust of so many truck customers during the past 31 years has taught us a lot about what they want and value from their F-150," O'Leary said. "In the past, there was a tradeoff -- more fuel economy meant less capability and vice versa. With the new F-150, we didn't accept tradeoffs. We delivered capability and fuel economy."

FordLeadership Larry Gach was recently appointed Manager, Commercial Truck Sales. Larry has a diverse background including assignments in Ford Division, Ford Fleet and Ford Commercial Truck. Since joining Ford Motor Company in the early 1990’s, Larry has worked in Memphis and Denver Regional Sales Offices and in Utah, Idaho and Nevada as District Manager calling on Ford Dealers. He returned to Michigan as Commercial Truck E-Series Marketing Manager in 2002 and 2005 became the Major Leasing Account Manager for Ford North American Fleet, Lease & Remarketing Operations. Prior to Ford, Larry spent 7 years in the radio broadcast industry as Research Director, Public Service Director and On-Air Talent at two Top 40 stations serving the Lansing Michigan and Portland Oregon markets. He graduated from the University of Michigan in Ann Arbor in 1983 and married his High School sweetheart Barbara;they have 2 children; Gabriel 11 and Alexis 9. Larry’s commitment to Ford and Commercial Truck keeps him on the road – the past month he has been at 2 Truck Club meetings and 3 Ford Grass Roots Meetings including trips to both Coasts. We asked Larry to help us with defining Ford’s commitment to ‘green’ and sustainability, and thank him for the great material he provided and the clear insight he gave. Glad you’re on board, Larry!

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ReadingServesCustomersbetter

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he big news - America’s Body Company (ABC) has been acquired from Leggett & Platt by The Reading Group! ABC, founded in 1976, has one of the nation’s largest networks of truck equipment distribution, installation and manufacturing facilities, with 7 locations across the United States including Cleveland, OH; Columbus, OH; Tampa, FL; Clinton, MD; Portland, OR; LaGrange, TX; and Louisville, KY. ABC serves a wide range of customers including commercial truck dealers, fleets, municipalities and end users. ABC’s products include service bodies, Rugged American Platform and Stake Body Products, Marauder Dump Bodies, and CityVan Dry Freight Vans, as well as specialty equipment such as aerial buckets, snow/ice control products and truck accessories. “America’s Body Company is an excellent brand name with one of the largest and most respected sales forces in the nation” said Dan Perlman, President and CEO of The Reading Group. Perlman explained that ABC’s sales force will remain independent continuing to sell only ABC-branded products. “ABC’s innovative designs, technology and expertise on fuel saving composites are not the only reason The Reading Group made this strategic decision. Additionally, this acquisition will improve support of our independent Reading distributors by increasing distribution locations from which we will stock Reading products. Our independent distributors will also

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ADRIAN’sAdjustableShelving

veryone likes to set their work van up their own way. Adrian Steel Company, a leading manufacturer of commercial van and pickup equipment, just announced their new ADseries. This unique rail system enables shelves to be repositioned in the van, increasing the available space for trade specific equipment, and keeping the entire solution flexible. All this can be done without removing bolts, plugging holes and re-drilling the van! Businesses change over time and the ADseries means that vans can change with those needs. Until now, there hasn’t been a truly adjustable shelving unit. The ADseries is the first of its kind where, with only a Phillips screwdriver, a shelf can be moved by simply removing the front shelf bolts. Shelves can be adjusted in one inch increments. The ADseries shelf units are 46” high by 14 deep and come in lengths of 32”, 44”, and 50”

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have access to the additional chassis pools maintained at ABC’s locations. Both initiatives will save our distributors time and freight costs to better serve our customers.” The Reading Group, headquartered in Reading, PA, was originally founded as Reading Body Works in 1955. The Reading Group owns Reading Truck Body, LLC, with two manufacturing plants in Reading, PA and Lancaster County, PA, and Reading Equipment & Distribution, LLC, with six installation facilities in Bowmansville, PA; Abington, PA; Mt. Airy, MD; Seneca, PA: Suffolk, VA and Pontiac, MI. The Reading Group is one of the nation’s leading manufacturers and distributors of truck equipment products, including service/utility bodies, dump bodies, crane bodies, stake bodies, landscape bodies, toolboxes. Many Reading products feature the Company’s Exclusive Triple Protection of zinc-coated steel, E-Coat immersion primer and Powder Coat finish paint.

Fall2008 FordPros

wide. The rear shelf studs ensure the stability of the ADseries components, while allowing for quick and easy set-up and installation. Adrian Steel, founded in 1953, provides cargo management solutions for commercial vehicles. Adrian Steel's attention to detail and customers is thorough. This commitment began through the corporate values instilled by founder Bob Westfall, University of Michigan AllAmerican and Detroit Lion All-Pro football standout. Those values instilled a team effort to provide customers with value-added products and services that have become a standard in the industry. For information and a free, full-line catalogs please visit the Adrian Steel website at www.adriansteel.com or call them toll free at 1-800-677-2726.

...more NEWS

fordpros

OMAHA’s

O Cab Racks Contractor Boxes:

Unlimited options, strong and lightweight for added fuel economy.

Heavy Duty:

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Standard and Custom drawer modules. Easy install, twist locks, release bars. Custom boxes readyin 5 days.

Advantage

maha Standard has been acquired by Palfinger, an Austrian-based company and one of the world’s leading manufacturers of hydraulic lifting, loading, and handling systems which are installed on commercial trucks. The multinational group has over 5,000 employees and generated sales of approximately $1 billion in 2007. Omaha Standard has an excellent workforce as well as a state-of-the-art manufacturing and assembly plant with a KTL painting facility in Council Bluffs, IA, in addition to nine body workshops and/or dealers in the U.S. Moreover, its products are sold and serviced via a distribution network comprised of approximately 400 centers. Palfinger has production and assembly facilities in Europe, North and South America, and in Asia. Palfinger is regarded not only as the market leader but also the technology leader in the global market for hydraulic knuckle-boom cranes. In North America, Palfinger has facilities in Canada ON, and in the United States in Tiffin, OH, and Cerritos, CA. The existing management team and all Omaha Standard personnel will remain in place. Tom and Jim Moser will retain their positions as Co-Presidents and support the integration into Palfinger North America. “In the past few years, Omaha Standard has heavily invested in the expansion of its production site which boasts a high-tech plant and efficient production processes. Its standards are truly on a par with those of Palfinger in every respect,” explains designated CFO of Palfinger Christoph Kaml, managing director of Palfinger’s North America area. ”… both companies stand to profit from this acquisition… As a result, new distribution channels are now available to Omaha Standard, and there is of course more potential for utilization of capacities,” adds Kaml.

ADSeries

Contractor Body: Flat Beds, w/ understorage custom bodies within 2-4 weeks.

FORD ECO-FACT #1 & #2 Soy foam is used in the seat cushions and seat backs in 2008+ Ford F-150. Recycled fabric is used for the seat upholstery in 2009 Ford F-150.

Find your Distributor: www.ProTech.net 800.443.6153 or 866.454.5800 (WA) 800.525.7998 (TN)

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fter 25 years in the car business and working with dealerships for 11 more, I have seen a lot of the typical service department versus the sales department wars. I've experienced it in dealerships that I worked for as well. I used to blame service for killing future sales and complain about them and their attitudes and generally, I participated and even encouraged the wars by doing these things. I said I wanted one thing and then did another. I thought I was a builder but truly, I was just another destroyer. A blamer. A whiner. Then I got involved in building a commercial truck

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in commercial sales is to provide maintenance and repair services in a timely and reasonable way, thereby building a relationship and trust. In commercial trucks more than any other sale in the dealership is the most solid repeat and referral business going. . . if you can build the relationship and trust. Since a business is making money with their vehicle and when it is down, they are losing money, it is critical to get it back online as quickly as humanly possible. Service actually then becomes a foundation for a strong and growing commercial truck operation. Seriously. One of the best ways to prospect is to invite prospects into the service department. You would find a lot that are not ready to buy, but everyone needs service and a business needs it more regularly. Become a service department salesperson. Promote the service department. Learn what the specials are. Learn everything you can learn to help drive businesses into the service department. At the same time, the service department should be pointing out opportunities for a sale when a vehicle is in need of excessive repair or other similar circumstances. Go so far as to hand out flyer's, business cards of service writers and so on. You will benefit in a grand way. I am absolutely sure of it. Sales and Service Peace and Prosperity! You can make it happen.

...the best ways to build a client base in commercial sales is to provide maintenance and repair services in a timely and reasonable way, thereby building...trust

department. . . and all of a sudden it hit me: if we work closely together (sales and service working together?) we could help each other build our own little empires. Wow. What a turning point. What changed? I stopped thinking about warranty issues and started thinking about maintenance issues. I stopped thinking about unhappy customers and started thinking about helping businesses be more efficient. I stopped thinking of myself and started thinking about my prospects, customers and yes, even my own dealership! It all made sense as it had never done before. So, what did I do? I sat down with the service manager and laid out a plan of how we could help each other grow our own little businesses which grows the whole dealership business. I made a pact with him to drive business to the service department which in the long run would create trust with the customer and would create sales as a result. I have to tell you that it was one of the greatest things I did because one of the best ways to build a client base

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Ford EcoFact #3 & #4

The energy efficient and environmentally friendly 3-wet paint process is used on 2008+ Ford Econoline. Recycled plastics (including pop bottles) are used in 90 percent of the under-hood and luggage compartment surface plastics in all 2008+ Ford vehicles.

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ommercial Truck Success is a company of people who have a serious passion for selling commercial trucks. They have created numerous systems to help dealers be more successful in this unique market. Commercial Truck Success has helped dealers start up commercial truck departments and they have helped existing departments deliver increased success. Their

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Over 1,000 salespeople and managers have been through their commercial Trucks 101 class alone.

systems focus on effective daily activities that produce results without fail. Accountability for activities is designed into the system, along with management involvement. The best part is that these systems are complete, covering the entire commercial truck depart-

ment operation, and its integration to the dealership as a whole. Commercial Truck Success offers Commercial Truck College for individuals as well as the dealership overall, both of which include comprehensive professional materials. Over 1,000 salespeople and managers have been through their Commercial Trucks 101 class alone. Commercial truck inventory management is one of their specialties. Their Commercial Truck Locator system is well proven and used by many dealerships. This inventory system is designed to maximize turn and profits while keeping flooring costs at a minimum. This system also offers statistics and effective forecasting. The revenue stream from a commercial truck operation is even more critical in today’s economic climate. Smart dealers and sales managers can call Commercial Truck Success to learn more about how they can become a success today!

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Ryan became a FordPro at the age of 19, in a small CA dealership. He handled every step of the sales process from greeting the customer, handling all paperwork, follow-up and everything in between. Ryan was a successful salesman and found his best customers were business customers, so focused on commercial trucks and how to sell them. Later he became a sales manager, opened a new store, and even functioned as a commercial finance director. Soon after, Ryan was approached by a large dealership to start up a commercial department. He began all necessary action to prime the dealer for success in commercial sales, however management changed and they decided not to pursue a commercial department. It was at this juncture that Ryan Stone and Terry Minion discovered they had a mutual commitment to providing dealerships with resources and insight on how to achieve Commercial Truck Success. Today they work with body companies, truck clubs and dealerships to improve their bottom lines. Ryan says, “It is exciting being a business owner. You can follow your ambitions and let your conscience be your guide.” There is no doubt that Ryan will be successful in this venture, because he knows how to get there.

Terry began his sales career at an auto dealership in 1972 at the age of 22. At 25, he became the new car sales manager. In 1989, he started his first, very successful, commercial truck operation in Santa Rosa with one commercial truck. He built that business into a separate lot with an upfitted inventory of over 45 units average. In 1993 with that experience, he began his second commercial truck operation and became number one in the Pacific Coast Region including Alaska, Washington, Oregon, and Northern California, with a selling volume that required an average of 80 upfitted trucks on the ground. From 1997 through 2007, Terry was sales manager and director of sales at Harbor Truck Bodies, a quality truck body manufacturer in Brea, CA. As a result of his accumulated experience and success, Terry has created systems and training programs to help dealers be more successful in the commercial truck market. During his time with Harbor Truck Bodies, he consulted with a number of dealers, testing his own programs and fine tuning them. In 2008, Terry and partner Ryan Stone established their own consulting company, Commercial Truck Success, to fulfill their passion to help more dealers be more successful in this great market.

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he New England Ford Truck Club (NEFTC) is an active group of Ford Truck Dealers and associated Vendors. They cover the states of Rhode Island, Massachusetts, New Hampshire, Connecticut, Vermont and Maine. In addition to their very nice website (www.neftc.com), the NEFTC puts out a newsletter featuring highlights from the previous meeting, information about the upcoming events and the upcoming meeting's schedule. The NEFTC has regular meetings throughout most of the year held on the third Tuesday at the Indian Meadows Club in Westboro, MA. They offer a focused and educational presentation schedule. The New England Ford Truck Club is a blue ribbon model for a successful truck club. President John Cadima, from Rhode Island’s Colony Ford, says, “This is not a social club. The more information you get the better off you’re gonna be, especially in tough times. Our Truck Club is a great way to be right in the loop. For example, Larry Gach, Ford’s national Commercial Truck Sales Manager was the guest at our last

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meeting. He gave us insight into what direction the company is going so we can match it.” For 2008, dealer member dues are $100 and vendor dues $150, with meeting fees $40. Meetings include

hors d’oeuvres and dinner, and this year meeting presentations ranged from updates on Dejana’s product offerings, Ford’s information on emissions and diesel idle shutdown, the 2009 Fleet Introduction, a new line of upfitting that is less expensive and more durable than steel from Ranger Designs, and upcoming changes to the Commercial Truck Tools software application. Including vendors, meetings typically have about 50 attendees, with the occasional dealer principal and GM. The NEFTC is very appreciative of the great support they get from vendors, including pool accounts, Ford Motor and Ford Motor Credit and local vendors. Great Job NEFTC!

fordpros wight is not your typical Vice-President-Fleet Sales. First of all he started his automotive career as a partner in a BMW dealership, or as he described it, his “nights and weekends” phase. After selling off that business, Dwight was surprised to find himself working at a commercial truck-only dealership in Kansas, MO. Midway Ford Truck Center began operations in 1961 as Ford Motor Company’s first Ford truckonly dealership in the nation. It actually started as a wholly-owned subsidiary of Ford Motor Company. Today 36% of the company is owned by an employee ESOP, the rest by 15 key managers; as owners Midway’s employees have a vested interest in ensuring customer satisfaction, and are given a lot of leeway to deliver on the promise to exceed customer expectations. Midway Ford is one of the largest volume Ford auto or truck dealers in the U.S., with 28 acres of white trucks, and is a leading nationwide vendor of new and used trucks, truck parts, and service. Dwight travels a lot in his role there, as he works with large national fleets. He is also very positive right now about the commercial truck business. “Service oriented business’, like road construction, is really strong right now”, he said, “and thank goodness we are in a recession or I couldn’t get all this work done”. All joking aside, Dwight talked about how importantservice and parts are in the current economic climate. “Absorption (how well service and parts covers the daily overhead of a dealership) is 100% at Midway,” he said. Which is understandable since their service department is open 7 days a week from 6am to 2am. Dwight is also working on some great sustainability, green projects. Although he has seen interest in Hybrids, he says most of the decisions his customers are making are financially driven, and CNG is just not an investment that will pay off as upfit costs exceed $18000. Propane at under

$2.00 per gallon, on the other hand, is a great today solution for fuel-economy focused customers. “We are partnering with Roush on their new Propane kit. In fact, we are the first authorized upfitter for them, and have sold several trucks that have been upfitted with the Roush Propane conversion. Midway Ford is also experiencing demand for the MidBox Professional Mobile Storage System for the F-150 Regular and Supercab models. The MidBox is Ford Motor Company's approved option for secure storage

that maintains Ford’s factory styling while adding storage space. What is great about this solution is that customers are finding they can downsize from a big van and still have a lot of storage, which saves significantly on fuel costs. Dwight is one Ford Pro that is always looking for the best solution for his customers needs, and works to stay ahead of the curve for his customers.

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uel costs are high and rising higher. Greenhouse gas emissions are a big problem and growing larger. Maintenance costs drive fleet operators to distraction. Governments could soon be sanctioning companies that don’t cut emissions and rewarding those that do. Azure Dynamics (AZD) is a company that is part of the solution. They install hybrid-electric powertrains in commercial trucks and shuttle buses. They focus on the 450,000 new commercial vehicles made each year. In fact, anything that idles is a perfect match for their technology. AZD is headquartered in Detroit with offices in four centers across North America. Their 80 engineers and technicians have quickly commercialized the electric powertrain. With over 20 patents they have the authority and the incentive to aggressively pursue viable new ways of cutting costs and emissions from fleet vehicles, which account for 12% of total vehicle mileage and 25% of vehicle emissions. Working in collaboration with Ford Motor Company, AZD has developed a parallel hybrid electric drive system starting with Ford’s 2008 E450 Cutaway and Strip Chassis trucks. The parallel hybrid drive system manages the conventional 5.4 litre Triton gas engine and the 5-speed automatic TorqShift transmission to produce a cleaner, more fuel efficient vehicle for business needs. With GVWR of up to 14,050, it is available for the 158 or 176 inch wheelbase, with a minimum body width requirement of 86 inches. The hybrid features electric-launch assist, engine-off at idle and regenerative braking which combine to improve fuel economy and reduce greenhouse gas emissions. Depending on a fleet’s duty cycle they can experience up to a 40 percent fuel economy improvement, up to 30 percent reduction in greenhouse gas emissions, and up to 30 percent lower maintenance costs. In the stop-and-go suburb/urban environment the investment typically has a 4 year payback. FedEx, AT&T, Purolator and ConEdison are just a few of their initial customers.

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Utilimaster Corporation (“Utilimaster”), a leading builder of step vans, commercial truck bodies and utility vehicles, will partner with AZD for the assembly, hybridization and manufacturing engineering of their Balance hybrid electric commercial delivery vans and shuttle buses. Azure will provide Utilimaster with its Balance hybrid electric powertrains, which Utilimaster will integrate into Ford Motor Company’s (“Ford”) E-Series commercial chassis at Utilimaster’s manufacturing facilities in Wakarusa, Indiana. With 600,000 square feet of manufacturing and support facilities and approximately 1,000 employees, Utilimaster has the breadth, capability and experience to accommodate the anticipated growth in demand for the Ford E-Series hybrid commercial vans and shuttle buses. “As a major Ford Pool Account, Utilimaster has extensive knowledge of the Ford E-Series chassis and meets all of the Ford process and quality requirements. We look forward to working with an industry leader like Utilimaster, who has built and delivered quality custom vehicles for some of the world’s largest fleet operators for more than two decades.” said Scott Harrison, Chief Executive Officer of Azure Dynamics. At publication a parallel hybrid electric Ford E350 Stripped and Cutaway Chassis was being announced. For more information, contact Mike Byers, Director, Fleet Sales at 248-298-2403, ext. 1204. www.azuredynamics.com

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fordpros midst all the market turmoil we've witnessed, there was good news to report in September: Super Duty Chassis Cabs came in at 96% of last year, performing much better than the overall truck market. This is an indicator that the trades people are starting to come off side lines – F-350 Chassis Cab sales were actually UP 8% over last year. In fact, while total truck sales declined 23% August to September, Chassis Cabs were up 21%. We expect this trend to continue. Another accomplishment of which we can all be proud, Ford Commercial Truck share is at an all time high this year – 42% through August! That means that better than 2 out of every 5 class 2-7 trucks are a Ford. E-Series now makes up 53% of the full-size van segment and should easily capture the 30th year of van leadership. Ford Dealers have fought hard against new entries in the Super Duty Chassis Cab segment, and have increased share YTD, despite four new players fighting to take our market – that's fantastic! As we move into the last two months of 2008, keep in mind the positive forces to help us:

commercial prospects, to remind them of the significant incentives they can receive due to the 2008 Economic Stimulus Act for Business. These mailers point out the bonus depreciation of an additional 50% and greater one-time expensing available on qualified vehicles purchased and placed into service in 2008. These same mail lists will be posted to ConsumerTRAC for you to follow-up with your own communication. Stay focused on the year-end opportunities that Commercial Connection offers you. For the first time, F-650-750 medium duty trucks are eligible for a $1,500 upfit incentive for any individual owner of an eligible commercial business. And let's not forget about the value of the BPN Demo Program - BPN Dealers can enroll up to ten eligible

Stay focused on the “ year-end opportunities that Commercial Connection

The bail out package should smooth out the market

offers you

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vehicles (if at least two total are an F-650 or F-750, an

Fuel prices are going down every week – as of this increase of two units from prior year). Enrollment is printing, gas was only ten cents above year ago levels. now completely online. Incentives range from $1,000 In some areas, it's LESS than last year. for E-Series Commercial Van/Wagon, to $1,500 for EThe Full-size pickup segment was around 15% of the industry in September, above year-ago levels and well above the low point of 8% mid-year. That means as a % of the total industry, people are starting to buy more trucks than before! The Tax Stimulus Program will start motivating buyers these last two months to take advantage of the significantly higher deductions Truck Incentives are at an all-time high – in particular, Ford Chassis Cab value has never been better. Commercial Truck Season is here! Special upfit incentives are in place Nov 3 – Jan 5. Check out the Hero Cards being sent to all dealerships!

We are also blitzing the market with lots of truck buying information. Four targeted mailers are being sent in the fourth quarter to 1.9 million business-

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Series Cutaways, F-250, F-350, F-450, F-550, and $2,500 for F-650 and F-750. The deadline to claim these incentives is the end of November, so go to www.bpndemoprogram.com, or call Program Headquarters at 248-936-3044. In Closing, we have three big objectives to bring home for 2008: 1. Achieve 32 Years of F-Series Truck Leadership – that means stopping Silverado once and for all. 2. Capture the 30th year of E-Series van leadership. 3. Achieve 24 Years of Commercial Truck Leadership (Class 2-7). You have the products, the incentives and most importantly, the sales teams to make this happen. Thanks you for all your leadership efforts!

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our dealership is operating in a more complex and competitive environment than ever before. Therefore, the role your dealership plays as a solutions provider — to your commercial truck customer — has never been more crucial. How your organization services a more demanding and educated customer base along with how effective you are working with your body and equipment upfitting partners are the keys to success in expanding your commercial business in 2009. That is why the National Ford Truck Club (NFTC) has worked with the National Truck Equipment Association (NTEA) to create an educational opportunity for our dealer-members. Tell YOUR dealer that you NEED to take a few days to invest in your selling potential and your dealership’s commercial business through the partnering and training we have made available at The Work Truck Show® 2009 and 45th Annual National Truck Equipment Association (NTEA) Convention. The Work Truck Show Hybrid and alternative 2009 runs March. 4-6, 2009, at McCorfuel work trucks are a mick Place in fast-growing segment. Chicago. One-day intensive In addition to program Tues. March 3, meeting with your peers from across the 9:00am–4:30pm country to talk about Advance knowledge solutions and best about the direction fleet practices, you will managers, equipment meet Ford Commermanufacturers and cial Truck executives and hear directly upfitters will take with from them Ford’s the rapid development of strategy for 2009 and hybrid and alternative beyond. You will also fuel vehicles and how it gain skills that you will impact your busican immediately nesses. translate into new sales at our first FordPowerPros workshop, presented by Terry Minion and Ryan Stone of Commercial Truck Success. Another unique opportunity available to you is The Work Truck Show, and the chance to talk directly with the engineering and technical personnel who design the equipment you sell. For commercial truck sales professionals looking to keep abreast of their customers’ needs or to gain a better understanding of the products

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they sell, The Work Truck Show is the one place to get answers directly from the experts that man each booth. This event’s powerful combination of educational content and networking opportunities, with an extensive equipment display, provides you with the tools you need to gain the knowledge that will help you and your dealership be more productive and profitable. The National Ford Truck Club has reserved a block of rooms at the elegant, but reasonably priced, Fairmont Hotel. To make hotel reservations visit www.ntea.com, or call the Housing Bureau toll-free at 1-800-677-5537, Monday-Friday, 7:00am-6:00pm (CST). Our group name is NFTC, and the password for our room block is FordPro. For additional information about the show, call 1800-441-NTEA (6832). For additional information about the annual National Ford Truck Club meeting, call 1530-343-2773 or email your questions to [email protected].

Benefits of Being with the National Ford Truck Club Free Show Floor Access for all Three Days One Free Session of Your Choice Discounted NTEA full registration Free NFTC FordPowerPro ‘Sales Excellence Seminar’ Access to the National Ford Truck Club hotel room block (Fairmont $179) NFTC cocktail hour (and a half)

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fordpros

OUSH® has introduced the first propanepowered F-150 pickup truck using an advanced liquid propane injection system designed and manufactured to operate solely on propane while providing the same horsepower, torque and drivability of an F-150 equipped with a gasoline-powered 5.4-liter, 3valve Triton™ V-8 engine. Available in Regular Cab, SuperCab and SuperCrew cab styles with XL, XLT, STX, & FX4 trim and all three different bed lengths, the maintenance schedule is similar to that of a gasoline engine schedule with no special oils or change intervals required. The base liquid propane injection system option is $9,500 and includes a unique 59 gallon fuel tank mounted in the pick up bed. The company is also offering a full conversion kit to transform any 2007.5 or 2008 gasoline-powered 5.4 liter, V8 engine into one that runs on propane.

The first credit provides the purchaser of an alternative fuel vehicle a credit on the incremental cost of such a vehicle. The ROUSH F-150 Liquid Propane Injection pickup qualifies for a maximum allowable credit of $2,500. Additionally, and perhaps even more important to

hin just a few hours a customer “.canon.wthiitconvert their F-i5o pickup to run s affordable alternative fuel..”

“… within just a few hours a customer can convert their F-150 pickup to run on this affordable alternative fuel,” said Jack Roush. “Once installed, they will notice no difference in the way the truck runs, the power or payload capacity, yet they can reap the benefits of a lower fuel cost and reduced emissions, both topics that are at the top of mind for fleet owners.” The Kit is available through Ford dealers with a suggested retail price of $8,595.00. And with propane costing up to $1.35 less per gallon on average than gasoline, it won’t take long for the conversion kit to pay for itself – and that’s before tax credits are taken for using propane as an alternative fuel.

fleet operators who meet the qualifications, is a 50 cent per gallon credit on the propane used to power motor. Obviously, there are restrictions set by the IRS, and it is important to research specific needs and how the rules will affect fleet business. “Aside from its superb engineering, this vehicle is right here, right now. It is an alternative fuel vehicle that has an established refueling infrastructure to support it,” says Tom Arnold, director, alternative fuel products for ROUSH®. “This vehicle will have a positive impact on reducing emissions and our dependency on foreign oil.” When used as a vehicle fuel, propane offers an extremely low carbon footprint. According to research provided by the Propane Education & Research Council (PERC), propane's emissions have lower carbon content than gasoline, diesel, heavy fuel oil, and ethanol (commonly known as E85). Even when upstream emissions - those released as a result of extracting and processing energy are factored into the equation, propane is still one of the best fuel options from a greenhouse gas (GHG) perspective. The Propane Education and Research Council (PERC) awarded their contract to ROUSH® in February 2006, and ROUSH® designed, manufactured and brought the truck to market in only 24 months. “ROUSH® has an unparalleled reputation for technical expertise, quality and value,” says Brian Feehan, managing director of engine fuel programs for PERC. “It is because of this expertise and experience that we chose ROUSH® to develop this vehicle.” For more information or to order a ROUSH® F-150 propane-powered truck, call 1-80059ROUSH or visit www.propanetruck.us.

FORDPROS Fall2008

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ford pros The FiTT Program (Fords in the Trades) is a targeted sales support program whose purpose is to assist FordPowerPros (the Ford Professional Fleet & Commercial Specialists who want to ‘take it up a notch’) in developing long-term relationships with their clients, while improving their efficiency and effectiveness in serving everyone seeking commercial vehicles. This initial ‘PowerTool’ program consists of the following components: MyFordWorks.com A WEB SOURCE where tradesmen can view multiple pictures and the benefits of every type of up-fitted Ford vehicle specifically designed for their business/trade. A WEB SOURCE where FordPowerPros can access all the features and benefits for every up-fitted Ford, as well as dimensions, capacities, lead time, pricing, financing options, distributor contacts and the key questions to ask the client to assure a successful sale. This resource makes the FordPowerPros the expert in every Ford outfitted with specialized capabilities.

*Trade*Works (HVACWorks, LandscapingWorks, etc.) These targeted e-newsletters are provided on a monthly basis for specific trades and will keep the FordPowerPro’s relationship with their clients active and responsive. These e-newsletters are easy to paste into the FordPowerPro’s personal email so they come to his client directly from the FordPowerPro. Furthermore their client can be linked directly to specific vehicles on the MyFordWorks site. When the client clicks on a referenced vehicle the FordPowerPro will be notified of the search, and can respond to the client in a timely manner. In addition, trade-targeted direct mail campaigns, industry-specific advertising and a comprehensive PR campaign will validate increase the MyFordWorks.com reach in each trade and deliver new prospects to participating FordPowerPros.

FORD ECOFACT #5

The energy efficient and environmentally friendly wet-on-wet paint process is used on 2004+ Ford Super Duty and F-150 (Harley Davidson, Lariat, FX4, XLT and King Ranch editions).

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Fall2008 FORDPROS

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raig’s unique background makes him a particularly effective CBM. A Ford employee for over 24 years, Craig has spent 10 years in Detroit, 4 years in the NE and 10 years in California and has worked in all cross sections of the business: the Ford Customer Service Division – parts and service, Ford Sales Division, and NA Fleet, Lease & Remarketing. He was even a District Service Engineer at one point of his career. Craig believes that this broad experience helps him understand and provide the best benefits for both his dealers and customers. Craig grew up Pictured with Harbor Truck’s Jeff Bonnett in Livonia, MI, and because he loved the automotive industry, ended up with a degree in Auto Management f r o m Ferris State University. Today he lives in North San Diego County with his wife and their two children (20 and 16). Craig’s approach is that each Ford Dealer is an independent business with differences dealer by dealer. They have differences in their markets, differences in their facilities and even differences in their ability to commit to the program. His goal is to tailor a plan for each based on their individual variances and help them develop their own unique business plan to achieve growth. “Building their Commercial Truck Brand is what it is all about,” Craig explained, “both for the dealership and for each individual...being the expert in their market.” Craig is big on drive-by displays, showing that the dealer has the commitment to commercial, that they are ready right now with inventory in stock. “Being perceived as being ready-to-go is a real key to success.” Craig helps his dealers and Fleet and Commercial Managers to develop targeted lists (by SIC) for direct mail promotions, shows them how to develop effective cold call plans with follow up

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and how to work with trade associations to build expertise and long term relationships. He recommends database management software tools, although mentioned that a lot of the more seasoned CAMs still use paper to track their calls. Craig promises, “by calling ten leads per day and securing five tenminute appointments, twenty-percent will result in getting to the decision-maker and setting up a real sales appointment. Do this consistently and over 6 months fifteen percent turn into sales. “It’s a numbers game; my job is to help the dealers and salespeople see it, believe in it and do it the most efficiently.” This is challenging with 56 BPN stores and 140 CAMs while managing 6 Ford pool accounts along with wholesale F650/F750/LCF responsibility. But Craig enjoys working hard, and having a lot of variety. He says it keeps him fresh and challenged, which in turn keeps him positive. Santa Margarita Ford, Rancho Santa Margarita, CA From the left: Craig Cannons, Robin Edmond, Jason Taber, Jon Jacobs, Morris Spigner

JOIN US IN CHICAGO AT THE NTEA 4

MARCH 1

2

National Ford Truck Club

3

Annual Meeting

Wednesday

NFTC Annual Meeting Sales Sales Excellence Excellence Seminar Seminar Meet Meet Ford Ford Leaders Leaders Enjoy Enjoy Social Social “Hour “Hour ++ 1/2” 1/2”

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NTEA

WorkTruck Show

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7

Thursday

Work Truck Show

Newest Newest Products Products Industry Industry Trends Trends Meet Meet UpFitters/Vendors UpFitters/Vendors

Email [email protected] & we will send you a FREE NTEA Work Truck Show Pass + a ticket for one FREE session of your choice

ONLY $179 Fairmount Hotel

Stay with the FordPros, Reserve your room NOW Call (800) 677-5537or online www.NTEA.com When calling you MUST let the agent know that you would like to book in the NTFC block reserved at the Fairmont hotel and your password is FORDPROS.