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Jan 1, 2012 12:00 PM, BY RICK WEBER

IT's working in Indy.

It worked last year, when The Work Truck Show — held in conjunction with the 47th annual National Truck Equipment Association (NTEA) Convention at the Indiana Convention Center in Indianapolis — broke all event records. Verified Show attendance was 10,020, a 24% increase over 2010 and a 10% improvement over the previous record of 9084 set in 2007. With an unprecedented 560 exhibitors occupying 16% more floor space than in 2010, The Work Truck Show 2011 was also the largest in the event's 12-year history.

It's expected to work this year. As this issue went to press, deputy executive director Steve Carey said registrations were tracking ahead of last year.

The NTEA loves Indy so much that it has committed to holding The Work Truck Show 2013 there for an unprecedented third straight year.

“Indianapolis works well for the event as it is very centrally located and provides easy access to a very high percentage of NTEA members and other industry professionals that both attend or exhibit in the event,” he says. “The downtown environment also provides a pleasant experience for those in attendance as the majority of the hotels and restaurants are either connected to or a short walk from the convention center. This allows all of the participants to easily connect with one another and conduct business outside of scheduled Work Truck Show hours.”

Produced annually by the NTEA, The Work Truck Show showcases over 500,000 square feet of Class 1-8 vocational trucks and equipment. The event also features more than 40 educational and technical training programs. Work truck professionals, including fleet managers, equipment buyers, maintenance personnel, manufacturers, distributors and dealers attend.

“They recognize that this is their best opportunity to find the latest trucks and equipment, as well as industry-specific education and training,” executive director Jim Carney says.

In response to demand from attendees and exhibitors, show floor hours will be extended for the event, which runs March 6-8. The NTEA Annual Convention, educational sessions, and Green Truck Summit kick off March 5. The show floor will open 30 minutes earlier on Tuesday, March 6, and Wednesday, March 7. The show will be open from 10:30 am to 5 pm both days. Show hours on Thursday, March 8, remain unchanged at 9 am to noon.

“The Work Truck Show has always been the industry's best venue to strengthen business connections and see the newest product developments and technology solutions,” says Frank Livas, NTEA 2012 convention chairman and senior vice president of Brake & Clutch Inc in Salem, Massachusetts. “We're excited to provide attendees even more time to make face-to-face connections and examine the thousands of products on display.”

The Opening Reception is March 5 from 6:30 pm-9 pm at the JW Marriott Indianapolis Downtown.

All in the family

Former President George W Bush will be the keynote speaker at the President's Breakfast & NTEA Annual Meeting on March 7. The 43rd president of the United States will offer his insights into the challenges facing our nation in the 21st century, the power of freedom, the role of faith, and other timely and pressing issues. President Bush will be the second former US president to address The Work Truck Show. His father, President George HW Bush, was the keynote speaker in 2004.

“President Bush led this country through times of great economic growth, as well as times of national tragedy,” Livas says. “It is a privilege to have him address our members and event attendees. We look forward to hearing his reflections on the presidency and his thoughts on leadership and decision-making.”

Truck equipment distributors will have the opportunity to learn how to improve their businesses through lean principles in a special session, “How Truck Equipment Distributors and Small Manufacturers Can Deploy Lean Principles to Maximize Productivity,” on Monday, March 5, from 9 am-noon. The session covers techniques and takeaways for effectively implementing lean concepts.

With the understanding that companies are constantly under pressure to improve operational performance and reduce costs, the Special Session reveals eight specific wastes that lean targets and several common countermeasures that can be implemented for significant productivity gains‥ The session is led by Mark Sessumes, lean product manager for TMAC in Fort Worth, Texas.

The Show's educational conference includes more than 60 training sessions offering competitive strategies, technical insights and regulatory updates.

“In this competitive business environment, companies need an edge to succeed,” Livas says. “This year's educational sessions are designed to help distributors learn techniques for improving their businesses on a number of different levels, from customer service to inventory management. Investing time in Work Truck Show educational sessions is truly investing in the future of your company.”

The Show will once again max out available space at the Indiana Convention Center to provide show attendees with access to 21 environmentally friendly vehicles during the Green Truck Ride-and-Drive. Equipment demonstrations of electric PTOs and similar technologies also will take place in a stationary display area adjacent to the outdoor Ride-and-Drive course.

The Green Truck Ride-and-Drive is open to all Show attendees on Tuesday, March 6, and Wednesday, March 7, from noon-4:30 pm. A fixture of The Work Truck Show since 2007, the Green Truck Ride-and-Drive gives Show attendees the opportunity to experience cutting-edge technologies and energy-efficient vehicles firsthand. This year's event includes a wide range of environmentally friendly drive systems, including CNG, propane, battery-electric, extended range electric, ultra-clean biodiesel, bi-fuel CNG, electric hybrids (series and parallel), and hydraulic hybrids. Some of the vehicles will also feature lightweight and aerodynamic technologies that further reduce the vehicle's fuel consumption.

“Driving a truck under real-world conditions provides insights into the vehicle that you can't get any other way,” says Bob Johnson, NTEA fleet relations director. “You can experience for yourself the vehicle's handling characteristics, sounds, user-friendliness and more. If you're interested in green vehicles, be sure to allow time in your Show schedule for the Ride-and-Drive.”

A lot of choices

A variety of work trucks will be represented in the Ride-and-Drive, including cargo and service vans, pickup trucks, dump trucks, shuttle buses, walk-in vans, tree-trimming trucks, utility trucks, box trucks, cutaways and more. The Ride-and-Drive is sponsored by Hino Trucks.

The Green Truck Summit includes 22 breakout sessions, five general sessions and two keynote addresses over a day and a half. The first general session, “Trends in Work Truck Technologies and Fuels,” led by Doyle Sumrall, NTEA senior director of business development, and John Boesel, president and CEO of CALSTART, covers upcoming changes that will affect the vocational truck industry. The discussion will cover new clean technologies and fuels, as well as new vehicle efficiency and emissions standards. This session takes place at 9 am on March 5.

Three panels of technology experts and experienced fleet managers take the stage on Monday for the general sessions “Gaseous Fuels: A Successful Alternative,” “Work Truck Electrification: Leveraging the Ultimate Clean Fuel,” and “Watching the Bottom Line: Technologies for Increasing Fuel Efficiency and Eliminating Fuel Waste.” These panel discussions combine information about the latest technologies available with real-world deployment experience.

Day two of the Green Truck Summit kicks off with the keynote address “Roadway to Fuel Independence and Air Quality Improvement in North America and Globally.” Russell Musgrove, managing director of FedEx Express, provides insights based on his global company's experience using sustainable technologies to position itself for the future. This presentation takes place at 8:15 am on March 6.

The final general session of the Green Truck Summit explains recently announced regulations (scheduled to take effect in 2016) and details how companies can prepare to meet them. “A New Generation of Clean Work Trucks: Understanding the EPA and NHTSA Joint Greenhouse Gas and Fuel Efficiency Standards for Work Trucks” is moderated by Darren Gosbee, engineering director at Navistar Inc and includes a panel of experts from the EPA and NHTSA. This session takes place at 8:45 am on March 6.

Green truck technology is also highlighted in several other areas of the Work Truck Show, such as the CALSTART Clean Technologies and Fuels Pavilion. In addition, exhibitors with products that improve fuel utilization, are environmentally friendly, use recycled materials and/or support environmentally sustainable practices are profiled throughout the hall as part of the Green Product Showcase.

Fleet management professionals in any industry or government agency may benefit from the expanded Fleet Management Symposium.

In the Symposium, consultant Kelly Walker, president of Kelly Walker Associates, and Bob Johnson, fleet relations director for the NTEA, teach methods to drastically improve fleet and shop productivity while reducing costs. The Symposium runs from 9 am-4 pm March 7, and continues on March 8 from 9 am-noon.

Fleet managers are also invited to an exclusive Training Session & Networking Luncheon covering “Implementing a Complete Fuel Management Program to Increase Performance and Reduce Costs” on March 9 from 11:30 am-1:30 pm.

Symposium registrants will receive the FleetWhiz CD ($500 value), which helps managers make better, quicker management, purchase, and outsource decisions on a daily basis. The CD includes 36 Business-Fleet-Shop-Parts-Fuel-Employee-Supplier-Mobile Workforce Management Textbooks covering 2500 topics over 7500 pages.

Session participants will also receive the NTEA Vehicle Life-Cycle Cost Analysis CD ($85 value), which assists fleet managers in the evaluation of vehicle acquisition cost scenarios, including “what if” scenarios, and admission to all remaining Work Truck Show concurrent educational sessions ($329 value).

Here is a preview of the sessions by area of interest:

MANAGEMENT

Changing of the Guard: Millennials and Generational Differences in the Workplace, March 5, 1:30 pm-2:45 pm: Each generation brings new skills, perspectives, and challenges to the workplace. Today's youngest generation in the workplace, millennials, are taking different approaches to problem-solving, communicating, and decision-making than previous generations. The role of technology has had a major impact on the lives of millennials as well. This session will review the latest trends of millennials in the workplace and compare them to other generations; review different technologies, including social media, that are large parts of millennials' lives; and offer recommendations on how to manage millennials in the workplace. Presenter: Jeanna Mastrodicasa, assistant vice president of student affairs, University of Florida.

State of the Industry Overview — The NTEA Perspective, March 5, 1:30 pm-2:45 pm: The truck equipment industry is evolving faster than at any other time in history. Learn how to navigate the twists and turns of today's marketplace with insights into the current trends dramatically impacting our industry. Gain an understanding of how the current US and global truck industries are changing and driving evolution through the global channel. Most importantly, find out how these elements will impact your company. Presenters: Tim Campbell, managing director, Campbells Commercial Vehicle Marketing Group (Leyland, Lancashire, England); and Steve Carey, deputy executive director, NTEA.

The Ins and Outs of Federal Excise Tax Implications for Work Trucks, March 5, 1:30 pm-2:45 pm: Mistakes in applying and collecting Federal Excise Tax (FET) can be costly. Learn how seemingly simple errors can make your company (not the purchaser of the truck) financially liable. Hear the current status of FET laws and requirements applicable to the work truck industry and get answers to all of your questions regarding which truck bodies and equipment are taxable or non-taxable. Better understand your responsibilities for payment and collection of this tax, whether you are a supplier or a buyer. Find out the tax implications for the sales of chassis, truck bodies and equipment, trailers, parts, and accessories. Understanding these rules and regulations can help you reduce your risk, lower your tax burden, improve your bottom line, and allow you to be more price-competitive. Also, learn about the NTEA's FET publication, a comprehensive reference manual for the work truck industry. Presenters: Michael Kastner, senior director of government activities, NTEA; Bob Raybuck, director of technical services, NTEA; and Mark Sidman, Weiner Brodsky Sidman Kider PC (Washington, DC).

Government Regulatory Implications for the Work Truck Industry, March 5, 3 pm-4:15 pm: With laws and regulations changing on a consistent basis, make sure your company stays on top of current issues affecting the work truck industry. Learn how the government's latest requirements are impacting your organization and what you should expect in the future. Presenters: Kastner and Raybuck.

What is the Future Economic Landscape for the Work Truck Industry? March 5, 3 pm-4:15 pm: Review current data and forecasts for truck sales and end-user markets with expert analysis from the NTEA's staff economist. Discover where the truck equipment market is headed, identify expected trends and learn what role the US and international economies play in short- and long-term business cycles. Also, review current NTEA statistical and forecasting information. Presenter: Stephen Latin-Kasper, director of market data and research, NTEA.

How Can Truck Equipment Manufacturers and Distributors Minimize Their Litigation Risk? March 6, 8 am-9:15 am: During this session, an attorney from Bowman and Brooke LLP, a nationally recognized products liability defense firm, will discuss lessons learned during recent litigation and ways to protect your company in similar situations. Topics will include: a shift in litigious focus for equipment manufacturers and distributors; the importance of a well-developed accident response plan for equipment manufacturers and distributors; the effectiveness of warranties and disclaimers as a form of defense; the top three things business owners are concerned about with regard to their own product liability; things companies can do internally to reduce their product liability risk; and insurance products that can address those specific concerns Presenters: Becky Harding, CPCU, director of association programs, JD Fulwiler & Co Insurance (Portland, OR); Michael R Carey, associate, Bowman & Brooke LLP (Minneapolis, MN); and Gene Rappe, senior underwriter, Travelers Insurance Company (Portland, OR).

Build Your People Strategy First, March 6, 9:30 am-10:45 am: Steve Miller thinks the business world has fallen victim to ADSO: Attention Deficit, SHINY OBJECT! So much attention is focused on technology's nifty new tools, like Facebook, Twitter, Groupon and Google+ that we're losing focus of the most important and age-old Rule of Business — it's all about the people. In this session, Steve will remind, refresh, and re-stress those strategies needed to build true people-driven relationships in today's “shiny object” world. Presenter: Steve Miller, marketing strategist, The Adventure LLC (Federal Way, WA).

Making Vehicle Investment Decisions Using Life-Cycle Cost Analysis, March 7, 9:30 am-10:45 am: Financial constraints often force fleet managers to choose between two or more investment alternatives. A net present value (NPV) life-cycle cost analysis can determine the actual return on investment for each alternative which will, in turn, allow you to make the best long-term investment decisions. This session will show you how to make accurate NPV life-cycle cost studies using the NTEA's Life-Cycle Cost Analysis spreadsheet programs. Presenter: Bob Johnson, director of fleet relations, NTEA.

Old Rules/New Tools: Staying People-Focused Using Today's Technology, March 7, 9:30 am-10:45 am: Technology isn't going to slow down, and new communication tools hit the streets literally every day. You can't afford to be left behind, right? But if your company is like most, you struggle with learning, using and balancing all these amazing tools while maintaining personal relationships with your customers. What's a company to do (especially if you don't have a big budget)? Presenter: Miller.

SALES

How Engaging Customers Can Improve Your Business, March 6, 8 am-9:15 am: Customers are no longer just recipients of your products and services — they are now considered partners in your company. Or, at least, they should be. With today's Internet technology advancements and worldly awareness, it is imperative that you build an ongoing dialogue with your customer base to stay ahead of the competition. In this hands-on workshop, techniques will shared that are used by organizations that have successfully transformed customer feedback into strategies and protocols for individual and organizational improvement. Participants will have the opportunity to: learn the five key areas of concern among customers; develop customer feedback processes that build relationships as well as business opportunities; learn how to utilize daily interactions with staff to identify and address customer concerns in a way that accentuates the positives and diminishes the negatives; build customer awareness as a part of new employee orientation; and develop strategies for improvement based on customer feedback. Presenter: Jep Enck, president, Enck Resources (Fort Collins, CO)

TECHNICAL

Demystifying Weight Distribution and Payload Calculations for Work Trucks, March 5, 1:30 pm-2:45 pm: Weight distribution and payload calculations are critical in the utilization and design of commercial work trucks. Learn the ins and outs of vehicle weight distribution to safely and legally position equipment and payloads while maintaining regulatory compliance of the vehicle. Review sample weight distribution calculations and discuss the beneficial software tools designed to help you perform complex vehicle calculations. Session participants will also receive login information for a complimentary, 30-day trial of the NTEA's Weight Distribution Fundamentals online course.

Presenter: Richard Toner, principal, Toner Associates (Pentwater, MI).

Learning to Avoid Costly Truck Frame Modification Errors, March 5, 3 pm-4:15 pm: Examine basic truck frame characteristics and requirements needed for sturdy, expert mounting of truck bodies and equipment. Learn how the effects of welding and fastener usage can impact frame strength and durability, and identify ways to avoid modification mistakes that can lead to costly repairs. Session participants will also receive login information for a complimentary, 30-day trial of the NTEA's Weight Distribution Fundamentals online course. Presenter: Toner.

Optimizing Work Truck Body and Equipment Specifications, March 6, 8 am-9:15 am: When developing specifications for a new work truck, the process should be guided by a number of factors. These include the proposed unit's functional requirements, critical design limiters such as weight and size, operator safety, regulatory compliance, operating costs (including fuel) and environmental concerns. Other factors that should be addressed include maintenance considerations, company policies, labor agreements and, in some cases, resale value. Once these factors are properly identified and incorporated into the specifications process, the completed unit is more likely to provide both optimum performance and a safe working environment. Learn how truck specifiers can identify and use these critical factors to improve the design of work truck bodies and truck-mounted equipment. Presenter: Matt Stewart, senior automotive equipment analyst, Department of Fleet Management, City of Chicago (Chicago, IL).

Why Should I Care About Vehicle Certification? March 6, 8 am-9:15 am: Proper vehicle certification is much more than a simple label on your truck. Aside from being required by law, proper vehicle certification helps ensure a safe, reliable, and capable truck. Find out what goes into certifying a vehicle and how the appropriate label for a given truck is correctly completed. Learn about weight distribution, payload analysis, and the Federal Motor Vehicle Safety Standards — and why they matter to you. Whether you are an OEM, a body or equipment manufacturer, a distributor, a dealer, a truck purchaser or an operator, take advantage of this opportunity to learn how a truck is properly certified and how that certification can help you determine if a truck will be able to do the job that is needed. Presenter: Kastner.

Spec'ing Your Truck Powertrain for Optimum Efficiency and Performance, March 7, 9:30 am-10:45 am: When it comes to trucks, today's order of business is fuel economy. In order to optimize a truck's fuel efficiency, while still maintaining satisfactory performance, the powertrain components (engine, transmission, and drive axle) must be properly matched — both to the application and to each other. Far too many truck powertrains are spec'd by trial and error, past experience or just a gut feeling. Even when the individual spec'ing the powertrain avails themselves of an OEM's powertrain design program, truck performance criteria such as starting gradability and reserve gradability are often not properly identified. This session will cover the procedures for identifying truck performance criteria, determining torque and horsepower requirements, and matching the transmission and drive axle to the selected engine. Presenter: Joe Johansson, senior applications engineer, Allison Transmission Inc (Indianapolis, IN).

FLEETS

The Future of Fleet Operations, March 6, 9:30 am-10:45am: Rapid advances in technology, environmental issues, new regulatory requirements, financial pressures — all of these factors are impacting both the design of vehicles and the way fleet managers do business. What will a fleet operation look like in five years? Or in 10 years? Explore trends in vehicles (advanced technologies, hybrids, alternative fuels); management tools (telemetry, MRP systems); and regulatory controls to gain insight into the future of fleet operations. Presenters: Bill Burns, fleet operations manager, City of Columbus-Fleet Management Division (Columbus, OH), and TJ Reed, Director, product marketing, Freightliner Trucks (Fort Mill, SC).

The Next Generation of Work Truck Telematics, March 7, 9:30 am-10:45 am: Most people equate telematics with GPS, but newer telematics systems offer far more than just the ability to track a vehicle's location. This session will provide a general understanding of the telematics market and its segments (tracking versus routing versus monitoring) and identifying the right components and costs of a (useful) solution which will allow the small/medium-sized operator to reduce expenses and improve productivity. Presenter: Chris Ransom, director of product management, Networkfleet (San Diego, CA).

Truck Fleet Manager Training Session & Networking Luncheon: Develop Your Fleet Manager's Tool Box, March 7, 11:30 am-1:30 pm: By using technology solutions, you can gain greater insight into your overall fleet performance. Today's hands-on managers must leverage various technical tools at their disposal to effectively analyze and manage fleet performance. During this session, attendees will learn: how to use technology solutions to proactively analyze data for continuous improvement; strategies to leverage economies of scale, improve performance, and reduce costs; various modeling techniques to promote continuous improvement. Presenter: Steve Saltzgiver, group director of fleet operations, Coca Cola Refreshments Inc Fleet Operations (Atlanta, GA).

CHASSIS

Freightliner Custom Chassis Corporation — Chassis Update, March 5, 1:30 pm-2:45 pm: During this session, Freightliner Custom Chassis Corporation will provide the most up-to-date technical information on chassis specifications and issues that can affect the installation of bodies and equipment. Participants will gain insights into vocation-specific options to help optimize body and equipment installation and designs.

Mack Trucks Inc — Chassis Update, March 5, 1:30 pm-2:45 pm: Mack will present an up-to-date overview of its vocational truck lineup, including the new Mack Medium Heavy Duty model, with special emphasis on chassis configurations and options available to spec' Mack Trucks for body upfit. Mack will also share updates on its powertrain product offerings and emissions technology.

Nissan North America — Chassis Update, March 5, 3 pm-4:15 pm: During this session, Nissan North America will provide the most up-to-date technical information on chassis specifications and issues that can affect the installation of bodies and equipment. Participants will gain insights into vocation-specific options to help optimize body and equipment installation and designs.

Peterbilt Motors Company — Chassis Update, March 5, 3 pm-4:15 pm: Peterbilt will present firsthand technical information on chassis specifications, design, body installation, and equipment mounting options.

Western Star Trucks — Chassis Update, March 5, 3 pm-4:15 pm: During this session, Western Star will provide the most up-to-date technical information on chassis specifications and issues that can affect the installation of bodies and equipment. Participants will gain insights into vocation-specific options to help optimize body and equipment installation and designs.

International Truck — Chassis Update, March 6, 8 am-9:15 am: During this session, International will provide the most up-to-date technical information on chassis specifications and issues that can affect the installation of bodies and equipment. Participants will gain insights into vocation-specific options to help optimize body and equipment installation and designs.

Isuzu Commercial Truck of America Inc — Chassis Update, March 6, 9:30 am-10:45 am: Isuzu will provide the latest technical product information on its 2012 model year N-Series chassis and the 2012 model year Reach commercial van.

Ram Trucks — Chassis Update, March 6, 8 am-9:15 am: Ram Truck builds on its leadership in the commercial vehicle market with an innovative lineup of best-in-class hard-working trucks to meet small business and fleet commercial needs. During this session, Ram Trucks will provide the most up-to-date technical information on chassis specifications and issues that can affect the installation of bodies and equipment. Participants will gain insights into vocation-specific options to help optimize body and equipment installation and designs.

Ensuring Your Next Truck Chassis Matches the Job Requirements, March 6, 9:30 am-10:45 am: Matching a new truck chassis to the application requirements is critical. If you downsize too much for fuel efficiency, you risk an overloaded chassis. If you over-spec the chassis to reduce maintenance costs, you may end up with an overpriced unit with poor fuel economy. This session will help you get it “just right” by optimizing fuel efficiency, achieving full regulatory compliance and improving vehicle performance. Essential design issues will be addressed, including frame selection; axles and suspensions; vehicle performance and powertrain design considerations; accessory component selection; payload analysis; weight distribution; and completed vehicle certification. Other considerations such as the potential use of hybrids; alternative fuels (including electricity); and advanced fuel use reduction technologies will also be discussed. Presenter: Robert J Aquaro, vice president, TARA Commercial Vehicle Consulting Services, Inc (Lake Placid, FL).

Ford Commercial Truck — Chassis Update, March 6, 9:30 am-10:45 am: Ford Commercial Truck will present firsthand technical information on chassis specifications, design, body installation, and equipment mounting options. Freightliner Trucks — Chassis Update, March 6, 9:30 am-10:45 am: During this session, Freightliner will provide the most up-to-date technical information on chassis specifications and issues that can affect the installation of bodies and equipment. Participants will gain insights into vocation-specific options to help optimize body and equipment installation and designs.

Hino Trucks — Chassis Update, March 6, 9:30 am-10:45 am: Learn about the new features of the 2013 model year Hino conventional trucks. Hino will also present the detailed specs of its Class 4 and 5 COEs.

Chevrolet & GMC Commercial Truck — Chassis Update, March 7, 9:30 am-10:45 am: Representatives will present technical information on Chevrolet and GMC chassis specifications as they relate to design, body installation, and equipment-mounting options. Attend for the most up-to-date technical information on issues that can affect body and equipment installation, along with alternative fuel solutions being offered by GM. Participants will gain insights into vocation-specific options to help optimize body and equipment installation and operation.

Kenworth Truck Company — Chassis Update, March 7, 9:30 am-10:45 am: During this session, Kenworth will provide the most up-to-date technical information on chassis specifications and issues that can affect the installation of bodies and equipment. Participants will gain insights into vocation-specific options to help optimize body and equipment installation and designs.

Mitsubishi Fuso Truck of America, Inc. — Chassis Update, March 7, 9:30 am-10:45 am: Mitsubishi Fuso will review the recently introduced Class 3-5 Canter FE/FG-Series trucks, covering all technical product information, including chassis specifications and body installation and mounting options. Updates and changes for the 2013 model year will be presented as well.

What's on the agenda

NTEA Exhibitor List