Ford Pros Winter 2009

fordpros The Official Magazine of the National Truck Club

2009: Carpe Viam - Seize the Road! Issue8 wINTER2009 Fork Work Solutions: SMART TOOLS FOR TOUGH TRUCKS E IN CHICAGO AT THE 2009 NT R O M D N A E S E H T EA SEE

The New Transit Connect: Coming to America 2009 F-150 wins

North American International Auto Show

Truck of the Year!

PRSRT STD US POSTAGE PAID PERMIT #66 PARADISE CA

National Office JOE HUGHES Joe Hughes is the President of the National Ford Truck Club, serving for the last two years as the visionary driving the development of this grass-roots professional membership organization. Joe has been with Scarff Ford in Auburn, Washington, for over eleven years and loves selling Fords. Five years ago he and four others started the Northwest Ford Truck Club in the Seattle area. Joe’s goal is to bring Ford Fleet and Commercial Managers together and collaborate to become better at what they do.

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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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DR. CHRISTINE ROWE Dr. Christine Rowe is the National Ford Truck Club’s Benefits Officer and Ford Pros’ Operations Manager. She applies her 20 years’ success with membership organizations and small businesses to develop strategic, leading-edge opportunities for commercial/fleet professionals. She is anticipating 2009 as a year of innovative solutions with enhanced professional, sales and collaboration resources for NFTC members. Christine is coordinating the upcoming 3rd Annual National Ford Truck Club meeting in Chicago at the NTEA. If you have any questions, contact her at 253.670.2900 or [email protected]. KATHRYN SCHIFFERLE Kathryn Schifferle is the Executive Director of Marketing and Sales for both Ford Pros Magazine and the National Ford Truck Club. She is passionate about Ford’s uniquely American Brand Equity as the foundation to building a superior commercial truck association. She is also committed to developing user-friendly, effective marketing tools for the dedicated Ford Pro. Kathryn is working on the FordPOWERPros and FiTT Program trial and Spring Launch. She is also the editor and publisher of Ford Pros Magazine.

ISSUEHIGHLIGHTS 8 NTEA2009 Ford Pros Magazine is the official publication of the National Ford Truck Club. It is published quarterly 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.

SChEDULE 9 12 FORDWORKSOLUTIONS

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 – Rugby Manufacturing National Truck Equipment Association (NTEA)

In addition we would like to acknowledge contributions from: Len Deluca Director Commercial Truck 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

TransitConnect 20 TABLE OF CONTENTS

Letter from the President......Carpe Viam.................................4 From the Director...................Len’s 2009.................................5 Dave’s Desk............................Winner’s Momentum....................6 NTEA 2009..............................Why Go?...................................8 Ford Pros Schedule................Annual NFTC Meeting...................9 Ford Pro-file...........................Back to Basics...........................10 Club Snapshot........................Three Keys to Success.................11 Ford Work Solutions..............Smart Tools for Tough Trucks........12 Larry’s Sales Strategies.........Quality Means More Sales............14 NTEA Preview.........................On the Show Floor.....................16 Terry’s Blog............................Looking Forward to Change..........19 Transit Connect.....................Update.....................................20 Targeted Sales.......................It’s the Effort.............................21 CBM Spotlight........................Butch – The Next Level...............22

Sponsors: See them at the NTEA

TBEI – Rugby............................Aluminum Dump Bodies..........7 Pro Tech....................................Quality Truck Accessories........9 Transfer Flow............................Auxiliary Tank Systems..........11 Commercial Truck Success......Commercial Truck Locator.......15 America’s Body Co...................Green Machines.....................18 MidBox.....................................Bring it, Store it, Secure it!......21 Adrian Steel.............................AD Series Cargo Solutions.......23 Reading....................................Aluminum Service Body..........24

FORDPROS WINTER2009 3

LetterfromthePresident Looking Forward CARPE VIAM We have all heard the Latin phrase, “Carpe Diem.” It is a great motivating tool: Seize the Day! We are better when we take proactive steps with each day, to make the most of it. We Ford Commercial Sales Professionals are in a unique position to “CARPE VIAM” which translates into Seize the Road! Let this is be our motto for 2009! WE HAVE EARNED THE TITLE OF LEADER We clearly have the best pickups, chassis, and cargo vans in the market place, according to our customers. The company we represent is in the strongest financial position to survive the economic doldrums. This is our big chance to seize an even larger share of the business we represent! COMPETITION IS STRUGGLING TO SURVIVE Competition is in a serious survival mode, and must be timid in their marketing moves. They already are eclipsed by Ford’s product line, and the field of sales professionals who work with the buyers. Aren’t you glad you represent Ford! This is our time to make vital contacts with new customers, to make sure that they know where to come for great work solutions and advice in finding the best Fords for their future success. GET READY FOR THE NEXT LEVEL When this slow time in the economy is past, and businesses spring into their growth mode, we need to be ready for the demand. You will want to get involved in the FordPOWERPros Program coming on-line in the coming months. We’ll preview it at the National Ford Truck Club meeting in March. This awesome program will enable you to show your strength to your customers as never before. GET INVOLVED WITH THE TRUCK CLUB Get involved with fellow winners—go to the next Ford Truck Club meeting nearest you. If there isn’t a Club within a hundred miles, seize the opportunity to get a Club going.

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What advantage do Club members have? We meet with fellow Fleet and Commercial Specialists, like ourselves, who also have nobody in our dealership that understands our segment of the business. Ever think you’re going crazy? It’s because nobody at your dealership understands what you do! Ask any of them to tell you about B4A, or 47Z, or GPC. Why is it better for your dealership if you order using FIN codes when they are available? How are your deals genuinely different from the average retail deal? You need to talk to others who understand you—at the Club! Why would a Ford dealer Commercial Sales Specialist drive 280 miles EACH WAY to a meeting and rarely miss one? Ask Steve Heinen at Wendle Ford in Spokane. Club meetings help all of us get better at what we do! START SOMETHING! “Seize the Road” and start a club! It doesn’t have to be in a huge major metro area, and it doesn’t have to have more than 8-10 dealerships willing to drive to it. Ford people and other Clubs will help you make programs that will enlighten everyone there, make every one there better able to understand what you do—serve the customer with the BEST BUSINESS PRODUCT IN AMERICA! Come to the National Truck Equipment Convention in Chicago, March 4-5 (more in this issue). Invest a little money and a couple of days getting acquainted with fellow Ford Specialists like yourself at the Third Annual National Ford Truck Club Meeting, listen to key Ford decision makers and then spend a day on the show floor seeing hundreds of vehicles your customers need to know about! And check out our website (www.NationalFordTruckClub.com) between meetings for new ideas and more help. A rising tide raises all ships— RAISE THE TIDE IN YOUR MARKET! CARPE VIAM,

FromtheDirector I

know this year’s been hard, but as we end 2008, we have a lot of accomplishments to be proud of. Ford’s share is up year over year almost a whole percent. We have achieved 30 years of Full-Size Van leadership, 24 years of Commercial Truck leadership and 32 years of Full Size Pick Up leadership. This means that our customers, running their businesses, are looking to us to support them and supply their business solutions. I don’t look at the glass as half empty, but rather half full. I am very excited about 2009. The first six months will be tough, but we’ve got the products that will be important to our customers. Ford Works Solutions will be available on the 2009 F150, Super Duty, E-Series, as well as Transit Connect when we bring it to market mid-year; we are the only ones to have this solution and it differentiates us. In 2008 we featured Transit Connect at over 70 auto shows, vocational shows, truck events and grass roots meetings, and have created a lot of buzz; about this new commercial product entry.

The proposed stimulus package for 2009 could create building and construction projects and jobs, which could be very good for us. We are in great position with our commercial truck product offerings, Ford Credit, the best sales team in the industry and a very strong pool account system. I know that you are having your annual meeting at the NTEA in Chicago, and we will be there to meet with you, to keep you all updated, and to tell you about our plans for the 2009 calendar year. Of course we will also have the Transit Connect there, along with opportunities for you to have hands on with Ford Work Solutions. We are looking forward to seeing the group the first week of March.

“with We are in a great position our commercial Truck Product offerings”

Len Deluca is Director Commercial Truck

Len DELUCA at last year’s nftc meeting at the NTEA

FORDPROS WINTER2009 5

Dave’s Desk Marketing support for 2009 2009 F-150 wins North American International Auto Show Truck of the Year!

The 2009 F-150 is the new benchmark for full size pickups, appealing to a growing number of core truck customers. During the past five years, the “core trucker” – those who use their truck’s towing and hauling capability for work and play – has grown to 40 percent from 30 percent of the lightduty full-size pickup market. In the commercial/fleet portion of this core trucker sub-segment, Ford F-Series continues to dominate. The F-150 has 46 percent of the light duty commercial/fleet market; and Super Duty is stronger still with over 57 percent of heavy duty commercial/fleet market. Although the overall new vehicle industry is down, our full-size truck share of the industry has been increasing steadily since September. As the buyers come back, increased market share will translate into significantly increased sales for us. So, it’s time to get tactical. If yours is a BPN dealership, take the support Ford provides. Use the co-op advertising in your market. Take advantage of strong incentives offered through the 2009 BPN Dealer Demo Program. BPN Dealers can enroll up to ten eligible vehicles (if at least two are F-650 or F-750), an increase of two units from prior year. Enrollment is now online. Incentives range from $1,000 for E-Series Commercial Van/Wagon, to $1,500 for E-Series Cutaways, F-250, F-350, F-450 and F-550; and $2,500 for F-650 and F-750. In addition, we will shortly announce a “Ford Work Solutions (FWS) Program Enhancement,” in which BPN Dealers can receive an additional $500 incentive by placing in service FWS In-Dash Computerequipped BPN Dealer Demos. And finally, start maximizing sales technology tools through mobile computing and other ways to communicate with your customers that fit their busy lifestyles. BE MOTIVATED, BE AGGRESSIVE, BE JOB 1.

32 Years of Truck Leadership Truck leadership is a top pride point for Ford Motor Company and our dealership network, and thanks to your efforts we are now wearing the crown for 32 years in a row! F-Series outsold Silverado in the full-size pick-up segment by 50,448 units in 2008! This is a phenomenal achievement. With the early success of the all new 2009 F-150 and the continued strong performance of Super Duty, we expect another year of leadership in 2009. 09 F-150 Keeps Racking Up Awards The all new ‘09 F-150 was recently named 2009 Detroit Free Press Truck of the Year, after already being named the 2009 Detroit News Truck of the Year and Motor Trend Truck of the Year. The following comments were part of the article written by Mark Phelan, DFP Columnist: “Ford has dominated the big pickup market for decades. There’s a bonedeep institutional knowledge within the company about what an F-150 should be that approaches genetic memory. Salmon return to the stream where they were born, Ford builds great pickups; it’s what it does. In addition to the above impressive list: - Ford E-Series Achieved 30 Consecutive Years of Sales Leadership: This marks the first time that any manufacturer has ever had two vehicle lines achieve 30+ years of segment leadership, let alone at the same time! - Ford Commercial Truck (Class 2-7) Achieved 24 Dave Gutman, Commercial Marketing FMC Consecutive Years of Sales Leadership

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NTEA’s 2009 Work Truck Show WHY GO? C

hallenging Times Call for Creative Solutions Commercial truck dealerships are facing the most challenging, competitive and complex sales environment ever. Today’s customers are more knowledgeable and their business concerns are increasingly critical. A successful commercial truck salesperson must be a problem solver for their customers and work effectively with suppliers and upfitters. The National Ford Truck Club delivers the help you need this March in Chicago. Largest Vocational Vehicle Trade Show! The National Ford Truck Club (NFTC), in partnership with the National Truck Equipment Association (NTEA), invites you to educate, revitalize and refocus yourself and your sales operation with workshops and programs designed specifically for your success at the 2009 Work Truck Show and 45th Annual NTEA Convention in Chicago, March 3-6, 2009. The third annual NFTC meeting will be held on March 4, 2009.

their presentations, they mingled and met all the attendees, answering questions and just getting to know everyone. Ed also goes to a lot of the NTEA seminars, “now that Ford will be selling to 37,000 GVW trucks, it is critical for us to understand the FET (Federal Excise Tax) that the dealership must collect for the IRS, or pay out of their own coffer. “ Ed also suggests the

“ It really helps to be able to go right to the experts, who can answer your questions right on the spot...”

It happened Last Year! Ed Miller of Chastang’s Bayou City Ford was at last year’s National Ford Truck Club annual meeting, at the NTEA in Atlanta, snapping photos of the presenters, when he bumped into Randy Cox of Joe Myers Ford. As they began to talk, they realized that they were both Ford professionals in Houston, Texas! How ironic that they had to fly across country to meet, when they only lived across town! “I’ve made it a point to come to the NTEA nearly every year. It really helps to know the Ford people, so that when you need some special consideration, it helps if they can put a face to the name. You just find more out about what is going on when you go to meetings and interact with them, as well as Ford people from other dealerships,” said Ed Miller. Last year’s NFTC meeting introduced Ford’s new Director of Commercial Truck, Len Deluca, as well as gave everyone a chance to hear the 2008 marketing plans directly from Ford’s Dave Gutman. After

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workshops on spec’ing out new vehicles, because it is crucial to see what is new. Randy Cox agrees, “It really helps to be able to go right to the experts, who can answer your questions right on the spot. Rubbing shoulders with the upfitters and suppliers, putting a face to the name, helps later in the year, because we have met in person. The NTEA offers a hands-on opportunity to see the newest products before other dealers plus training seminars with experts offering cutting edge information and new ideas.” Cutting Edge Content and Contacts: The National Ford Truck Club Annual Meeting including regional club officers’ lunch, presentations, workshops and a Happy Hour and a Half will take place on March 4, 2009. For the complete schedule, links to NTEA, NFTC hotel registration and more, see www.nationalftc.com, call 253.670.2900 or email questions to [email protected].

FordPros Schedule for NFTC Annual Meeting – Chicago Wed. March 4

9:30am – 11:00am Dealer Fleet/Commercial Survival/Prosperity Workshop Managing Commercial Inventory 11:30am - 1: 00pm Regional Truck Club Officers lunch. All Area Club Officers are invited, but please let us know you are coming! Email [email protected] 1:00pm – 2:30pm NFTC Annual Meeting* - Len Deluca, Director Commercial Truck - Dave Gutman, Marketing Manager, Commercial Truck - Larry Gach, Sales Manager, Commercial Truck - Special Guests from Ford - Joe Hughes, President, NFTC 2:30pm - 5:00pm Practical, Tactical, Networking Sessions (consecutive): - Sales Technology: The computer is making it possible for us

Cab Racks Contractor Boxes:

Unlimited options, strong and lightweight for added fuel economy.

to communicate effectively with clients (and potential clients) as never before. Hear the latest developments that make it easy—even for those of us who are computer challenged! - New Product Announcements: Stay current on the leading edge with the newest developments!

- Featured Demos:

Major Upfitters “Virtual Walk Around” their best-selling upfits!

- Targeting Trades in Challenging Times:

Creative Marketing and Positioning for the Future Business

- Business Counselor 101:

Positioning yourself successfully as a Problem Solver for your Clients

5:00pm - 6:30pm Happy Hour and a Half, hosted bar and snacks – relax, converse, bring your camera. Sponsored by TBEI – Ox, DuraClass, Rugby, Crysteel, and J-Craft

Heavy Duty:

E

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

ADSeries

Thurs. March 5

9:30am – 10:45am Ford Chassis Update 11:00am – 5:00pm Special Coordinated Trade Show activities/tours: sign up at the Wed. meeting –to win prizes at the Show on Thursday! 1st - $250 value 2nd - $100 value 3rd -- or $50 value Ten Other PRIZES – But only if you’re there!

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

*The NFTC is open to all Ford Fleet and Commercial Professionals, their regional clubs, upfitters and suppliers to the industry. Visit the NFTC at http://www.nationalftc.com/

Some Relevant NTEA Highlights

Tues. March 3 Fleet Management Symposium Green Truck Summit Opening Reception – Soldier Field Thurs. March 5 7:30am – 9:15am President’s Breakfast and NTEA Annual Meeting – Address by Mike Rowe Join us at the Fairmont Hotel, only $179 night – 800-677-5537 – ask for the NFTC block, your password is FORDPROS! Deadline is January 31 to get this rate! If you want to consider “bunking in” with another FordPro, let Christine know and we’ll put you together with anyone else that would like to save funds, as well!

Email [email protected] for a FREE NTEA Work Truck Show Pass and a ticket to one FREE session of your choice.

Find your Distributor: www.ProTech.net 800.443.6153 or 866.454.5800 (WA) 800.525.7998 (TN) FORDPROS WINTER2009 9

Sheri is different than a lot of typical Ford Pros. shooter’ and acknowledges No, that’s not it…what’s unique about Sheri is she’s that price was a big factor an ex-business owner. That’s right, Sheri started last year, and that movoff as a retail store owner selling furniture and ing people away from that collectibles. When she left that business 15 years thinking process will be ago, she looked around and decided that working challenging. Because of for Ford was what she wanted to do. It didn’t take that she is very excited her long to see the synergies between her past about Ford Work Solubusiness and marketing experience and being suc- tions and the prospect of Transit cessful in Commercial Truck. In fact, the first time Connect. The dealership put on an open house to that Sheri saw the Business Preferred Network pro- introduce the Southern California market to the gram, she ‘got it’. Transit Connect; Sheri hand delivered invites, Sheri works at Tuttle-Click Ford in Irvine, Califor- made calls, sent letters and, of course, made nia. She is a successful ‘Business Counselor’ for her more calls. The over 100 people that showed up clients. She loves being a resource to them and were impressed with the cargo capacity, the great helping them to solve problems, which she can do fuel economy and the specific business solutions pretty well since she has been on both sides of the they saw, so Sheri is positive about mid year purdesk. chases. Sheri also loves “Your knowledge base makes a When asked how selling trucks bedifference; understanding the payload, the the dealership there cause, “There is supports Commera lot of variety; type of towing and how all that relates to cial sales, Sheri exyou can sell off plained that Tuttleyour clients’ needs is really great.” the lot or develClick Ford was a ‘One op a unique solution to a specific problem. Your Stop Shop’ with a collision center and that they knowledge base makes a difference; understanding had just opened up several diesel truck bays. She the payload, the type of towing and how all that says that service and parts work very well with relates to your clients’ needs is really great.” sales to provide an overall customer experience Although 2008 was a tough year for Southern Cali- and to maintain loyalty. fornia home building, Sheri says that she has a lot As a great outof clients in a broad range of trades that are busy, door fan Sheri which is a good sign for 2009. She is a ‘straight- spends her “free time” skiing, hiking, bicycling and motorcycling. That energy comes out in how she plans to build her business in 2009. “I’m going back to the basics,” she said, “you remember, how you created your business in the first place.” Her plans to make more calls on customers, use letters, postcards, emails, the phone, the fax and to do more cold-calling, are sure-fire success strategies.

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he Southern Florida Ford Truck Club was started in May 1964, when around a dozen Ford professionals from the Fort Lauderdale/Miami area first met to discuss mutual interests. Any Ford Commercial Manager can attend a trial monthly meeting for free; regular attendees pay $25 per meeting with no annual dues. Meetings begin with social networking and dinner followed by educational demonstrations and presentations by vendors serving the Southern Florida commercial truck market. The Southern Florida Ford Truck Club membership is around 50, with meeting attendance usually around 20; a good size for in-depth discussions. Members who attend at least eight meetings in a year are eligible for the club sponsored ‘December Outing’. Each year this event provides an incredible fun-filled weekend of activities. 2008’s outing was at the stunning Renaissance Orlando Resort across from Sea World.

$

The three keys to the Southern Florida Ford Truck Club’s continued success are: a dynamic membership; strong leadership and a defined purpose which balances fun; professional networking and educational activities. This year’s officers (all in Fort Lauderdale) include President Jim Voight, of Maroone Ford; Vice President Kenneth Jardin of Plantation Ford, and Treasurer Rafael Yokell of Plantation Ford, and Secretary Ron Salerno of Maroone Ford. Ron has been recognized as one of the best truck club secretaries in the US, with his detailed and organized records and procedures (thanks for the interview Ron!). If you are going to be in the area, Ron says to contact him at [email protected] or 954-584-2400.

Transfer Flow$is Your Solution to $ High Fuel Prices! $

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Smart Tools for Tough Trucks One of the best moments in a salesperson’s life is describing a product to a customer and then seeing the look of relief on their face when they realize that someone has finally solved their problem. That’s the look your customers will have when you tell them about Ford Work Solutions. And Ford Work Solutions is key to Ford’s 2009 strategy of differentiation and market share gain; problem solving. Ford Work Solutions is available in all 2009 F-150’s, Super Duty trucks, E-series and 2010 Transit Connect vans. It actually consists of four products: an in-dash computer, Tool Link (Radio Frequency-Iden-

fleet management system and they wanted to keep their tools safe. And that’s what we gave them.” The computer is factory-installed in the dash with a 6 ½ inch touch screen and 4 Gig of flash memory. The wireless printer and Sprint broadband means that if ‘Mr. HVAC’ forgot the wire diagram, he can just hop onto the manufacturer’s site and print out the PDF. This system can access up to 5 other computers, can save modified files back to the office and print them out

Paul Russell – Marketing Manager, Ford Work Solutions Ford Sales and Marketing for 20 years Mustang and Ford GT Marketing Manager Currently Marketing Manager for Ford Work Solutions

Business Development, N.A. Fleet – Don

Borthwick

Ford Sales and Marketing for 23 years Currently manages the Major Fleet Mgt. Co. interface, Fleet Programs & Systems, and new commercial product launches like Ford Work Solutions

tification, also known as RF-ID Tracking Technology), Crew Chief (Telematics) and Cable Lock. Ford Pros investigative reporter went to the experts to learn more about what makes this a real work solution. “Other manufacturers have stuck with traditional improvements; towing, payload, torque, but we went directly to our customers and asked them what they wanted”, Paul Russell, Ford Work Solutions Marketing Manager explained. “They wanted us to help them create a mobile office, they wanted to quickly keep track of their tools, they wanted a cost effective, factory-installed vehicle tracking and

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in the truck; it’s a real productivity and efficiencybased tool. The computer can also handle Bluetooth calls and runs a Garmin navigation system, all for less than the price of a laptop; $1,195 MSRP including a 3yr, 36,000 mile warranty. Special rates of $50 a month have even been negotiated with Sprint for internet connectivity and unlimited data services. Tool Link is an RF-ID tracking system developed with DeWalt. Tools, equipment, and inventory are tagged with commercial grade RFID tags (via stickum or zip-ties). Two antennas (three in vans) read the tags. The in-dash computer manages job

related lists (templates or customized) and personal lists (snow boarding, etc.) and scans the contents of the vehicle telling the driver if he’s got what he needs for the job, and then if he’s going home with everything at the end of the day. Ford customers reported that they were losing $500-$2,000 worth of tools every month. “It made sense to deliver this. It’s been field-tested and our pilot programs completed,” said Paul. “Crew Chief is black box technology, mounted under the dash to track vehicle location, vehicle diagnostics, and driver behavior such as jack rabbit starts, harsh braking, speed, and idle time”, explained Don Borthwick, “This gives the fleet manager more control and a better ability to efficiently

manage the fleet. Most small to middle size fleets, 5-10, have not been able to invest in this type of system.” With a modest hardware price of $400 per unit, and managed through a website at $20 per

vehicle per month, Crew Chief can quickly provide a return on the investment. The Microlise support

group can also assist by setting up customize performance metrics for each fleet, providing tremendous flexibility depending on the fleet’s business model. Cable Lock, installed by the dealer, co-developed with Masterlock, is a 10 ft. braided steel cable with vinyl coating, which coils out of a shroud. You can snake it through anything then hook it back to itself or to an anchor or cleat, and lock it with a key. A quick lunch break is a snap!

Ford and their customers – Smart collaboration for real solutions.

FORDPROS WINTER2009 13

Quality Means More Sales

A

lthough we are coming off a challenging year, I am very excited about 2009! Ford’s quality continues to receive high marks from independent third-party experts; in 2008 JD Powers ranked the E-Series highest in that segment and the Truck and F-150 was recently named the Motor Trend Truck of the Year for 2009. Even the Detroit News is talking about Ford’s continued commitment to quality, stating that Ford has climbed right up there with the best of the imports. Safety is another great story for Ford Motor Co. In November the Insurance Institute for Highway Safety reported that Ford topped all automakers for safety rating, with more vehicles than any other manufacturer on their list of the safest vehicles sold today; Ford had 16 of the top-rated vehicles, including the F-150. Ford’s commitment to ‘Best in Class Fuel Economy’ has been on track as promised, too, with the 2009 F-150 delivering the goods, and more to come. The new ’09 Ford F-150 boasts an average 8% fuel-economy improvement across its entire lineup. The increased usage of lightweight ultra-high-strength steel, slicing 100 lbs from the ’08’s weight, a new 6-speed automatic transmission and aggressive deceleration fuel shutoff is a winning combination. Add to that best-inclass aerodynamics, towing capability and payload

rating and Ford delivers best in class fuel economy without compromise. The truck also benefits from best-in-class aerodynamics. For example, the new F-150 SuperCrew with 2-wheel drive has a coefficient of drag of 0.0403, which is best in segment. The truck also maintains best-in-class towing capability of 11,300 lbs. (5,126 kg) and a payload rating of 3,030 lbs. (1,374 kg) when equipped with the 5.4L 3-valve V-8. In addition, the truck is available with 4.6L 3-valve V-8 and a 4.6L 2-valve V-8. But that’s not all. 2009 is when we are going to take it to the next level with new options that will

“it to2009 is when we are going to take the next level with new options that will continue to differentiate Ford Commercial vehicles.”

continue to differentiate Ford Commercial vehicles. We are offering infotainment packages (Sirius radio, voice-activated navigation - with updated fuel prices, movie times and locations, and restaurant information) and business support (Ford Works Solutions, Tool Link, Cable Lock and Crew Chief – read more on pages 12, 13). By the time I see you at the National Ford Truck Club in Chicago, we will have been accepting orders for the Transit Connects for a few weeks, and it will be Go Time! We have the best team, the best company, the best product and the best plan. We need to take the offensive in 2009 –take over marketshare and be poised for the economic recovery ahead. Larry Gach Commercial Sales FMC

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www.CommercialTruckLocator.com Join the Revolution!

NTEA PREVIEW ADRIAN STEEL

Adrian Steel Company will be demonstrating the ease of use of their new ADseries van shelving at the NTEA. The ADseries is the next generation of cargo management solutions, engineered to optimize work van storage and accessibility. Featuring truly ADjustable shelves that can easily be moved to where needed. An ADaptable rail system allows shelving to be repositioned in the van without having to re-drill holes. ADvanced stamped steel end panels provide strength and are designed to accommodate the diverse range of cargo needed to get the job done. Tools, equipment and cargo come in all shapes and sizes and until now, there hasn’t been a shelving unit that is truly adjustable. The ADseries is the first of its kind where, with only a screwdriver, a shelf can be moved by simply removing the front shelf bolts. Shelves can be adjusted in one inch increments and provide the most flexible shelving solution available. This is truly adjustable shelving; all that is needed is a phillips screwdriver! Bring your own, or one will be provided.

MIDBOX

SVE Commercial Products is again highlighting their Midbox storage unit at NTEA this year, along with their ability to upfit a vehicle with any specific options required to suit your customers’ needs. The Midbox professional mobile solution provides secure and convenient storage while maintaining the factory appearance of the Ford F150, both regular and supercab models. The MidBox is a Ford Motor Company-approved option that adds 26.3 cubic feet of storage space and a payload of up to 500 pounds. Mounted across the back of the vehicle between the cab and rear bed, it is easily accessible from both the driver and passenger side, and its low profile maintains the clear view needed for safety. For added convenience, the same key that operates the driver’s door is also used to lock and unlock the MidBox. For a seamless appearance, MidBox makes use of original equipment (OE) Ford door handles and factory Ford F-Series production colors. The MidBox Professional Mobile Storage System is ordered by requesting that trucks be built with the MidBox Prep Package. The Chassis will then be sent to SVE Commercial Products where the MidBox is installed, along with any other selected options to fulfill the customers’ specifications. It is then re-entered into Ford’s transportation system and shipped directly to the dealership.

Join FordPros at the annual 16 WINTER2009 FORDPROS

NTEA PREVIEW

READING

Reading Truck Body will be displaying their new Quick Mount Aluminum Body at this year’s NTEA, along with other service and platform bodies. The new aluminum bodies weigh less (50% less than steel), use less fuel (12% fuel savings) and last longer (10yr. limited warranty). These bodies have three decades of field experience, and are priced only 15% higher than comparable steel service bodies. Reading Truck Body is proud that these new bodies are all aluminum recyclable material, have stainless steel rotary locks, hidden hinges, Dual Pro door seal systems, Slam-action tailgate, pre-punched Aluma mounting holes and, of course, their world renowned electro coat prime and factory powder coat.

RUGBY

Rugby Manufacturing will be highlighting their new aluminum dump body, which has been added to its line of Class 3-5 truck bodies. The aluminum construction provides the strength of a work truck but weighs over 30 percent less than traditional carbon steel, decreasing fuel expenses and increasing payload. The hardened aluminum alloy material provides long-lasting durability and eliminates the need for paint. With its bright finish a Rugby Aluminum Dump Body will look new for years. Rugby aluminum bodies retain higher trade-in values which improves a customer’s return on investment. Rugby Aluminum Dump Bodies feature a reliable stainless steel EZ-LATCH™ upper tailgate mechanism. Rugby backs each of its dump bodies with a three-year warranty.

TRANSFER FLOW TANK/TOOL COMBO

Transfer Flow will be featuring their new 30-gallon Fuel Tank and Tool Box Combo for late model Ford gas pick-ups. Made from 14-gauge, black powder-coated aluminized steel and baffled on all four sides, this innovative new product incorporates a toolbox with over 5-1/2 cubic feet of storage space. Plus, the fuel filler neck is located inside the storage compartment so both tools and fuel can be secured with the turn of a key. Designed to fit 2005-2008 Ford F250/350 gas pick-ups, the 30-gallon tank operates via Transfer Flow’s unique EXPRESS-UFS™ operating system, which transfers fuel to OEM fuel tank automatically. The 30Gallon Fuel Tank and Tool Box Combo works with most fifth wheel hitches and comes pre-assembled with fuel lines, wire harness, mounting hardware, fuel pump and computer module.

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Aluminum Service Bodies

Rugged American with S.M.A.R.T Racks

America’s Body Company offers a full line of green-friendly bodies. Constructed from stronger, weight saving aluminum and composite materials that can result in more than a 9% fuel savings. Featuring a 5-Year Limited Warranty on bodies and a 10-Year Limited Warranty on composite Landscaper

materials, ABC Truck Bodies are built for the long haul. To learn more about ABC’s GreenMachines, contact your ABC Sales Representative today!

Work Truck

abctruck.com

Cleveland, OH 800.872.4583

Columbus, OH 800.872.2831

Louisville, KY 800.373.9595

Portland, OR 800.283.3183

Tampa, FL 800.950.5566

Washington, DC 800.872.4831

LaGrange, TX 979.242.5730

Rugged American is a trademark of ABC Distribution, LLC – Doing business as (DBA) ABC America’s Body Company in the United States and some foreign countries.

TERRY’S BLOG http://commercialtrucksuccess.blogspot.com/

Looking Forward to Change: What else is there? It was change that got us here and change that will get us there. There is nothing but change nanosecond to nanosecond. Change is a constant; however, the title of this article is Looking Forward to Change. . . and that really works better as a question: Are you looking forward to change? How you answer that question makes all the difference. Look forward with eagerness at what great new and improved products available to serve your customers. Change is what keeps Ford in the lead! We need to offer our customers creative options through newer technology, lighter weight and more durable materials, along with better, more efficient designs to keep our position as leader. At the moment gas is back down under $2.00 a gallon, and we should know by now that it won’t stay there. It will continue to be a volatile commodity (pun intended). Hybrids will help a little and more and better solutions and technologies are just around the bend. We need to stock a better mix of product to get more sales by solving more of our customer’s problems. When things tighten up, the creativity flows! There is a huge opportunity in half-ton trucks with commercial shells, racks, slide-out bed, and other commercial style accessories in 2009. The 2009 Ford F-150 is the perfect platform! Manufacturers like A.R.E., Highway Products, and others are expanding their products to serve this market. The SVE MidBox is an exciting new product that sells well. It is a good bet that stocking trucks in this portion of the market will serve dealers well. These solutions offer more efficient use of GVWR and cargo capacity while increasing fuel efficiency and lowering costs. Customers have to love that combination!

We need more solutions to turning inventories in a timely manner, moving the units off the lot with profit to buy more inventory and keep the cash machine ringing. One solution to help with this is the new commercialtrucklocator.com website where you can close the deal now even if you don’t have the truck in stock and help move old inventory. We need better and more effective ways to stay in touch with our customers and to expand our sales influence. Database customer relations software like ACT! can help by keeping all your information more organized and accessible. Improved or expanded websites and blogs can help as well. HTML email systems such as offered by Constant Contact will go a long way to helping you make follow up very easy. There are a lot of great ways to be more proactive in managing all your sales and prospects that will lead to increased sales. We will always have customers who make a living with their trucks and we will need more and better solutions for them regardless of fuel prices. This is a great time to get excited and creative about the solutions you can offer your customers. Stay on the leading edge with new information by seeking the suppliers that are leading and innovating. Of course, we can count on change and we get to choose how we respond to that, but to the Ford Pro, the real opportunity is looking forward to change!

“market A lot of the commercial uses 50+ year old technology and that needs some change.”

Terry Minion, of Commercial Truck Success, spends his days helping dealers develop successful commercial departments.

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home repair, computer installation: the list seems endless! Designed, engineered and manufactured by Ford in Europe for over fter a building interest in a small, fuel-efficient six years, it has doubled Ford’s share of the light van of its kind for over a year, Transit Connect and medium duty commercial market—to 34 peris just over the horizon! It is incredibly fuel-efficient cent! It will be produced at Ford’s most advanced as well as amazingly versatile. It is available as a light commercial vehicle plant, and enter the U.S. 4-passenger vehicle with significant cargo space, or through both coasts, using DeJana on the East as a 2-seater with 143 cubic feet of cargo space, Coast and CVI on the West Coast. The order bank is soon to open. Job 1 begins April about the same as in the Expedition EL! 6, and the first of these innoIt has wide front doors (for ease vative market leaders, cleverly of entry), sliding doors on both disguised as “new kids on the sides, and doors in the back that block,” will be appearing this open 180 degrees! Inside comsummer across the country. ponents can be adapted for great Let’s get ready to roll! use by florists, catering, telecom,

A

A

s a consultant, as a business counselor, you, the Ford Pro takes a Transit Connect brochure, with your business card stapled to it, into 60 clients in the next 60 days...florists, cable installers, large electrician/ plumbing, delivery firms, computer repair and installation companies, etc. SEIZE THE ROAD! You are making a cold call. You are selling yourself, your professionalism, your interest in their business, your approachability: and it doesn’t cost them a thing. As a Ford Pro you say to the person at the gate, “Hi, I was in the area and it occurred to me that your owner might be interested in a new product that Ford is bringing to the U.S. this summer, because it will significantly [insert the most important thing to their business – save on

20 WINTER2009 FORDPROS

fuel costs, increase the number of deliveries they can do in one trip, simplify product storage]. I don’t have any of the vehicles yet, but I do have some information that I wanted to show her. Is she in? Yes/No Well let me leave this for her and if she has any question at all, tell her I would like to talk with her and explain the benefits. These units will be coming from overseas (they’ve been huge in Europe for the past six years). We’ve got the ability to have one built to your owner’s specifications! By the way, what is the boss’ name? If you’ll give me her email address, I can then let her know when we get them in so she can take a look at them, and hear about who else is using them to save [money, time, employee wear and tear, etc.].

Kathryn’s Corner

Targeting SALES I

n a good economy having the North American Truck of the Year is all it would take to be successful. You could be a toad sitting on a log and sell trucks. Sadly, the economy stinks, and is going to get worse before it gets better. So, what can you do about it? The bottom line is you need to make more effort. There is no secret; success happens with effort. Vince Lombardi said it best with, “Inches make the champion.” The difference between first and second place in the PGA Championships is $600,000, but averages 1.71 less strokes. NASCAR’s Daytona 500 winner takes $500,000 more than second by just being two-tenths of a second faster. To increase effort you need to use every strategy and tactic you can find:

1. Keep your existing customers happier than ever before. Become their best resource; bend over backwards to solve their problems. 2. Go back to sales basics – numbers work - but this time use technology to become more efficient and effective. (Sales Technology workshop pg. 9) 3. Become a business expert; learn what is happening in your customers’ and prospects’ day-today business world, what are their challenges, and help them find real opportunities. (Business Counselor 101 workshop pg. 9) But the best advice is to make an extra contact each day...a sales call...a customer follow-up. With contact comes opportunity. At the end of a year you will have opened more than 200 additional doors of possibility.

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BUTCH GOSLINe Butch is probably one of the few Ford Employees who has managed a successful career path while staying in the SAME MARKET! Yes, Butch has spent his 26-year Ford career in the Washington, DC area. Straight from his college degree, from an on-campus recruitment campaign, he jumped into Ford

ment.” Butch explained how his Ford Pros will leverage these relationships when Ford Work Solutions comes out, “You call the clientele and tell them, ’you have to see this new option and what it will do for your business’. “ Butch covers part or all of five states: Pennsylvania, North Carolina, W Virginia, Virginia, Maryland, and of course, DC. Called the Washington Region, it encompasses 50 BPNs, and 110 CAMs, in a pretty tight geographic profile. “Especially in the DC area we have a large Federal employee population, so even though we are still affected by the economic slowdown, our unemployment rate is still currently much better than the national average.” Each year in September, Butch organizes one of the best Truck Expos in the nation, with 3 days of training, education and new product exposure in the Virginia mountains at the beautiful Wintergreen Resort. “We focus on taking it to the next level, telling managers what’s happening, and providing ways to show the customers reasons to buy – lower Butch and ’09 F-150 delivering turkeys to President Bush for his payments, better his tax benefits and more”. the Presidential Turkey Pardoning ceremony last November. Just because something’s been done that way beCustomer Service; parts and service, handling com- fore, doesn’t mean that Butch is stuck – he likes plaints. He next moved to Motorcraft manager, and trying new things, and pushing the envelope, for then on to the Ford Sales Division, as a franchise himself and the great team of CAMs and dealers he manager. For the last six years Butch has been in supports. Commercial Trucks, but he still uses his parts and service knowledge, marketing experience and understanding of the right number of dealers for a market to deliver the best benefits for both his dealers and customers. Butch has always loved trucks and interacting with people. What he likes most about being a CBM is that he can work with the end user, get to know exactly what they want, and Ford is so versatile he can put together precisely what they need. Butch also likes working with the many Ford professionals in his dealerships, who know their business and who know their market. “We have more Commercial customers,” Butch stated, “than anyone else, almost more than all the Butch training for a water ski tournament; he and his family others together...it’s all about relationship manage- (wife, son and daughter) love the lake!.

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For the Way You Work!

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The Next Generation of Cargo Management Solutions ADvanced Engineering to Optimize Your Work Van Storage and Accessibility

We all have our own way of getting the job done, often with tools and equipment that don’t always fit standard cargo management configurations. That’s why Adrian Steel developed ADseries—the only system that’s completely customizable to maximize your work van storage and accessibility with: ADvanced design Stamped steel end panels and shelves, ADseries components are strong, durable and ready to work hard. 6˝ knock out provides a 48˝ floor space to accommodate sheet goods.

ADjustable shelves The ADseries is the first of it’s kind where with only a screwdriver, you can simply remove the front shelf bolts and move the shelf where you need it.

ADaptable interior Exclusive to the ADseries, the unique rail system allows shelving to be repositioned in the van, making room for additional equipment to be installed, without having to redrill the van.

ADd accessories ADseries dividers simply snap in place, drawer units simply bolt in and door kits can be added to lock your more valuable parts and equipment.

Cargo Management Solutions for Commercial Vehicles Learn more about the new ADSeries from Adrian Steel visit adriansteel.com or call 800.677.2726 for your local distributor.