steve bassett, president - act research bassett, president general truck sales second generation...
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Steve Bassett, PresidentGeneral Truck Sales
Steve Bassett, PresidentGeneral Truck Sales
Second generation dealer principal
Two locations: Muncie, IN and Toledo, OH Approximately 60 employees in each location
Muncie: Volvo Trucks and Isuzu franchises
Toledo: Mack Truck, Volvo Trucks and Hino franchises
Volvo Trucks Dealer of the Year for 2006, 2010 and finalist for 2013
Twice nominated as American Truck Dealers Dealer of the Year
Volvo Trucks Dealer Council Chairman 2010-2011
Suggested Topics
1. What impact have emissions regulations had on our business?
2. Have alternative fuels been adopted by customers?
3. How have demands of customers changed post CSA/HOS?
4. How has floor traffic changed in the past year?
5. How important is service absorption and how do we balance this vs. the need for increased investment in sales?
6. Has there been a change in the age/mileage of trucks in the service department?
7. How severe is the technician shortage?
8. What are truckers/companies telling us about their business?
What Impact Has Emissions Regulations Had on Our Business?
Technician training
OEM product introductions
Customer purchasing cycles
Increased customer frustration and downtime
Dealership costs
Shifted focus to fixed operations
Increased truck costs and complexity
Fewer low mileage used trucks available for resale
Body Shop repair costs increaseTT1
Slide 4
TT1 Tina Thompson, 9/23/2014
Have Alternative Fuels Been Adopted by Customers?
Which comes first the chicken or the egg?
Dealerships will adapt as they see demand and infrastructure
Sales
Hot topic . . . little action
Service
As diesels become more fuel efficient will alternative fuel adaptation slow?
Natural Gas
TAIL WINDS
Fuel savings per mile
Operation cost reduction
Long term price gap between diesel and NG
Energy independence
Regulations / Compliance
Sustainability (Green Marketing)
Budget planning on more stable fuel prices
80% part commonality to current diesel engines
Least CO² of fossil fuels
HEAD WINDS
Cost of technology (upfront cost of new NG product)
Payback period drawback for some segments
Reliability / Durability
Maintenance & Facilities Modification cost
Infrastructure
Technician knowledge and ability
How Have Demands of Customers Changed Post CSA/HOS?
Increased fleet size
Increased service business due to better preventive maintenance
Turn around time critical
On time delivery requirements and penalties – harder to achieve
How Has Floor Traffic Changed in the Past Year?
This year vs. last year
Lease and rental traffic
Increased lending institution demands coupled with marginal balance sheets
How Important is Service Absorption and How Do We Balance This vs. the Need for Increased Investment in Sales?
High absorption is critical to consistent dealership profitability
Balance of gross profit across all departments
Importance of diversification
Has There Been a Change in the Age/Mileage of Trucks in the Service Department?
Numerous trucks being overhauled and extensively refurbished
Glider kits under scrutiny
California impact
New SCR technology = higher fuel economy
Today’s less EGR allows for pre-2004 emissions engine efficiencies
How Severe is the Technician Shortage?
Doctor? Lawyer? Diesel Mechanic?
Disappearance of “shade tree mechanics”
Techs today need vocational and technology training
Retention is key
How are We Combating the Technician Shortage
Identifying and hiring the right technician
Testing
Training path is vital
Average cost to dealership for one Master Tech
$35,000 - $50,000
Vocational schools
Muncie location 22 technicians, 11 are graduates of vocational schools
Volvo OEM DATE Program (Diesel Advanced Technology Education)
What Are Truckers/Companies Telling Us About Their Business?
Companies
Fuel economy is king
Longer trade cycles
Reliability
Filling short term needs with rentals
Drivers/Owner Operators
Family Time
Regulations jeopardize profitability
Owner operators are purchasing trucks via trucking companies
What Else . . .
Dwell Time
Priority Shift
Price – Quality – Turn Around Time
OEM Remote Diagnostics & Geo Fencing
Importance of triage
Automated Manual Transmission
Safety
Driver Recruitment
Driver Retention
FUEL SAVINGS OF UP TO 1.56% OVER AN UNPRODUCTIVE DRIVER
Trucks Are Bellwethers of Economy
Declining truck sales activity indicates strong headwinds
Increasing truck sales activity signifies a brighter outlook