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Trucking, technology

and other aspects.

June 13-14, 2015 Tradex Centre, Abbotsford, BC


ਉ�ਤਰੀ ਅਮਰੀਕਾ ਦੇ ਵਪਾਰ ਨੂ ੰ ਚਲਦਾ ਰੱਖਣ ਲਈ ਤੁ ਹਾਡਾ ਧੰਨਵਾਦ।

FREIGHTLINER TRUCKS AND ITS DEALER NETWORK WANT TO THANK THE SOUTH ASIAN CANADIAN COMMUNITY for your dedication to the trucking industry. We invite you to visit one of our more than 300 full-service dealerships and see our wide selection of trucks featuring exceptional fuel efficiency, connectivity, safety, quality and uptime. Come see how we can help you maximize your profitability.

ਫਰ੍ ੇ ਟ ਲਾਈਨਰ ਟਰੱ ਕ ਸ ਅਤੇ ਉਸਦਾ ਡੀਲਰ ਨੇ ਟਵਰਕ ਸਾਉਥ ਏਸ਼ੀਅਨ ਕੈ ਨੇ ਿਡਅਨ ਸਮੁ ਦ ਾਇ ਦਾ ਟਰੱ ਿ ਕੰ ਗ ਉਦਯੋ ਗ ਪਰ੍ ਤ ੀ ਉਨਹ੍ ਾਂ ਦੇ

ਸਮਰਪਨ ਲਈ ਧੰਨਵਾਦ ਕਰਦਾ ਹੈ। ਅਸ� ਤੁ ਹਾਨੂ ੰ 300 ਤ� ਵੱਧ ਪੂਰਨ ਸੇਵਾਵਾਂ ਵਾਲੀਆਂ ਡੀਲਰਿਸ਼ਪਾਂ ‘ਚ� ਿਕਸੇ ਇੱਕ ਿਵੱਚ ਆਉਣ ਲਈ ਸੱਦਾ ਿਦੰਦੇ ਹਾਂ ਅਤੇ ਬੇਿਮਸਾਲ �ਧਨ ਕੁ ਸ਼ਲਤਾ, ਿਜ਼ਆਦਾ ਕਾਰਜ ਕੁ ਸ਼ਲਤਾ, ਸੰਯੋਜਕਤਾ, ਸੁਰੱਿਖਆ ਅਤੇ ਕੁ ਆਿਲਟੀ ਵਾਲੇ ਟਰੱਕਾਂ ਦੀ ਸਾਡੀ ਿਵਆਪਕ ਚੋਣ ਨੂ ੰ ਵੇਖੋ। ਆਓ ਵੇਖੋ ਿਕ ਅਸ� ਿਕਸ ਤਰਹ੍ਾਂ ਤੁ ਹਾਨੂ ੰ ਆਪਣੀ ਨਫ਼ਾ ਕਮਾਉਣ ਦੀ ਸਮਰੱਥਾ ਨੂ ੰ ਅਿਧਕਤਮ ਬਣਾਉਣ ਿਵੱਚ ਮਦਦ ਕਰ ਸਕਦੇ ਹਾਂ।

To find a Freightliner dealer near you, visit

ਆਪਣੇ ਨੇ ੜੇ ਦਾ ਇੱਕ ਫਰ੍ ੇਟਲਾਈਨਰ ਡੀਲਰ ਲੱਭਣ ਲਈ, ਤੇ ਜਾਓ

Competitive financing available through Daimler Truck Financial. For the Freightliner Trucks dealer nearest you, call 1-800-FTL-HELP. FTL /MC-A-1339. Specifications are subject to change without notice. Copyright © 2014 Daimler Trucks North America LLC. All rights reserved. Freightliner Trucks is a division of Daimler Trucks North America LLC, a Daimler company.



We have moved to our new building in Delta




Hendrickson.................................. 14, 15

08 16 19 20 22 32 42 46 50

Howes Lubricators ............................... 9

26 Logistics Nightmares due to economic influence of China

Inland Kenworth ............................. 5, 36

44 Next Generation Certification Program continues

Jaguar / Land Rover ............................ 23

51 Great Dane promotes from within

Kam-Way Transportation Inc .............. 18

52 Easing up on the throttle does save

Mack Trucks ..................................... 21

52 Bose introduces next-generation seating

MDF Tire Canada Inc ......................... 35

53 Meritor WABCO includes trailer lift axles system

Mercedes-Benz Langley ..................... 31

54 Canada funding keeps Detroit-Windsor border bridge on track

ADVERTISERS Ace Truck Repairs ............................ 37 Castrol Lubricants ................................ 7 CBS Parts Ltd ................................... 53 Challenger MotorFreight ................... 54 Champion Towing ............................. 36 Chrome for Kids ................................ 45 Coastline Transmission ..................... 51 Cool Heat Truck Parts ...................... 37 Cool-it Hiway Services ................ 40, 41 Cummins ........................................... 25 First Truck Centre ............................... 11 Fort Garry Industries (FGI) .................... 49 Freightliner .......................................... 2 Gary Akali - Centum ............................ 19 Gold Key Insurance ............................. 39 Good Luck Truck & Trailer Repair ......... 17 Harley Davidson Motorcycles ........... 33

Evolution in Trucking, Technology & Other Aspects tr`ikMg ‘c kRWqI, qknIk Aqy hor dUjy pihlU

What is default kI hY ifPwlt Bwv AwpxI zuMmyvwrI qoN KuMJxw

What are the advantages of using a broker? Habits are safer than rules; you don’t have to watch them. And you don’t have to keep them either. They keep you Employee Compensation mulwzmW nUM muAwvzw

Desi Trucking Magazine’s Top 10 Products for 2015 CMV involved in an Accident kmRSIAl motr vhIkl dw durGtnw ‘c Swml hoxw

Understanding Tire Air Pressure eyAr pRYSr nUM smJo

Marketing Concepts for Trucking

Michelin ............................................. 55 NSC Compliance ................................ 43 Ocean Trailer .................................. 3, 36 Pat’s Driveline ................................... 47 Peterbilt Trucks ................................... 56 Pike Enterprises Ltd ............................. 37 Safe Trans Consulting Inc ................. 38 Valley Freightliner Inc ......................... 35 ZZ Chrome Mfg Inc ........................... 13 4 Head Office: Abby 2nd Location: Surrey


Abby 1 604 852 5848 Surrey 1 778 394 2665 Toll free 1 855 662 4353


#100-663 Sumas Way Abbotsford BC 13087 116 Ave. Surrey BC

2015 Ford


Hwy 17 & 128 St.of Tough” “Future MARCH / APRIL 2015

Now Open! Is your Check Engine light on? All of our Canadian locations are now equipped with a triage bay! Bring your truck to any Inland Kenworth location for immediate plug-in.*

No Appointment Necessary!

Burnaby 604-291-6431

Campbell River 250-287-8878

Cranbrook 250-426-6205

Fort St John 250-785-6105

Kamloops 250-374-4406

Kelowna 250-769-2933

Langley 604-607-0300

Nanaimo 250-758-5288

Penticton 250-492-3939

Prince George 250-562-8171

Quesnel 250-992-7256

Vernon 250-545-4424

Whitehorse 867-668-2127

Williams Lake 250-392-7101

Terrace location opening in February 2015! MARCH / APRIL 2015 * Available for Cummins, Paccar MX, and CAT engines only. CAT not available at Kelowna location.


Editor’s Note / sMpwdkI

Dilbag (Ron) Dhaliwal

Trucking is not only a profession but it is a community as well

tr`ikMg ie`k ik`qw hI nhIN sgoN ieh qW ie`k kimaUintI hY


Trucking is not only a profession but it is a community as well. Any individual action can make a huge impact on this community, good or bad. We are human beings and we always think our own benefits first, it is natural. We have right to think about ourselves first but let’s not make such individual decisions that might be beneficial to you but harm this trucking community as a whole. One of the major complaints is creating unhealthy competition and followed by many other unhealthy practices. Now a days, industry is facing shortage of truck drivers, a pool of aged truckers are getting retired and new people are not showing much interest in this industry. The reason is, people see not enough money and respect in this profession anymore as compared to hard work and time required. Let’s us follow the rules, regulations and ethics of the profession and make it as it was. In this edition, we are publishing a beautiful article by our respected columnist Ray Gompf, ‘evolution in trucking, technology and other aspects’ he tells driving is not just holding steering, you must have overall knowledge and many other professional skills. I agree with Mr Gompf, trucking is considered as a general labor these days but it’s not. It is a respected profession like Doctors, lawyers etc. Time is flying, technology has changed the face of the world, trucking industry is also changing with technology, way of communication has changed. People are connected with social media, it is time for trucking industry to take a serious consideration to social media as well, we are covering this story with facts and figures. We hope our readers will like it and get benefited from our efforts. God bless truckers. tr`ikMg ie`k ik`qw hI nhIN sgoN ieh qW ie`k kimaUintI hY[ iksy vI qrW dw cMgw jW mwVw ivAkqIqv kMm ies pUrI kimaUintI nUM pRBwivq kr skdw hY[ AsIN mnu`K hW Aqy hmySW pihlW Awpxy bwry socdy hW, ieh suBwivk hY[ swnUM Awpxy bwry socx dw pUrw h`k hY pr iPr BI AsIN ies qrW dy &Ysly nw krIey ijs nwl in`jI qOr qy qW swnUM &iedw hovy pr pUrI tr`ikMg kimaUintI dw nukswn hovy[sB qoN v`fI Skwieq GtIAw p`Dr dw mukwblw pYdw krn dI hY Aqy ies dy nwl nwl ku`J hor GtIAw kMm vI[ A`j k`lH tr`ikMg ieMfstrI iv`c tr`k frwievrW dI bhuq v`fI Gwt c`l rhI hY, purxy tr`krz irtwier ho rhy hn Aqy nvIN pIVI ies pwsy v`l ijAwdw iDAwn nhIN dy rhI[iesdw mu`K kwrn ieh hY ik lok hux ies kMm iv`c pYsw Aqy iezq mwx nhIN dyKdy jdoN ik ieh kMm ijAwdw imhnq vwLw hY Aqy qusIN ijAwdw smW GroN bwhr vI rihMdy ho[AwE AsI ies ik`qy nwl juVy inXmW Aqy kwnUMnW dI pwlxw krIey Aqy muV qoN ies ik`qy nUM pihlW vrgw bxweIey[ mYZzIn dy ies AMk iv`c AsIN ry gONP dw ly^ ‘tr`ikMg iv`c kRWqI’ Swiml kr rhy hW[ ies ly^ iv`c ry il^dw hY ik isr& styirMg PVnw is`^ ky koeI pROPYSnl frwievr nhIN bx jWdw[ quhwnMU ies ik`qy dI pUrI jwxkwrI hox dy nwl nwl frweIivMg dy v`K v`K sik`lz iv`c muhwrq jrUrI hY[mYN ry dI ies g`l nwl sihmq hW ik tr`ikMg ie`k Awm lybr vrgw kMm nhIN hY[ ieh fwktrW jW vkIlW dI qrHW ie`k ie`zqdwr pRo&YSn hY[ smW bhuq qyzI nwl guzr irhw hY, qknwlozI ny dunIAW dw muhWdrw bdl ky r`K id`qw hY, tr`ikMg ieMfstrI vI qknwlozI nwl bhuq bdl geI hY[lok soSl mIfIAw au~pr ie`k dUsry dy nwl sWJ pw rhy hn[ hux smW hY ik tr`ikMg ieMfstrI vI soSl mIfIey dw &wiedw lvy[ swfI ies vwr dI kvr storI vI soiSl mIfIAw au~pr ADwirq hY, AsIN quhwfy leI kw&I rOick q`q ies lyK iv`c pyS kIqy hn[ AgLy AMk ‘c i&r imLdy hW, qd q`k r`b rw^w…….

Publisher JGK Media Inc. | 1-877-598-3374 (Desi)

Editor-In-Cheif Dilbag (Ron) Dhaliwal

Associate Editor Jagmohan Singh

Advertising & Sales Jag Dhatt

Art Director Avee J Waseer

Creative Head Ranjit Singh

IT Manager Raj Sidhu

Cover Design

Contributing Writers Ken Cooke; Pash Brar; Jag Dhatt; Mike Howe; Dara Nagra; Ray Gompf; Ken Davey; Sunny Minhas

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Evolution in Trucking, Technology and Other Aspects. 8


rucking and truckers have definitely changed in the past hundred years. The first coast-to-coast run in North America took months to accomplish. Today the coast to coast is measured in hours, not months. The difference being that equipment is much more comfortable, powerful and dependable. Not only that, the infrastructure has gone from none at all, to beautifully designed super highways where hills and valleys have been leveled out and those old “follow-the-contour-of-the-land” roads have pretty much been totally replaced. Now, climbing hills isn’t such a big deal. That’s just part of the story though. The advancements in infrastructure have changed dramatically. For the most part we all now drive on fourteen foot wide lanes with wide paved shoulders and as little as 50 years ago the lanes were a mere eight feet wide and shoulders were negligible. Controlled access to highways is the norm now whereas 50 years ago, through traffic was routed through every town and village along the way, so virtually every 12 miles traffic had to slow to accommodate the needs of those communities. Equipment has improved even more dramatically. Fifty years ago, the most powerful truck had a rated horsepower of 237 run through one or two gearboxes to multiply the power to the wheels in several different formats. A single gear box may give you four or five speeds with which to work, but those two gear box trucks would allow 16 to 20 speeds from which to select. No power steering. To steer took muscle power and lots of it. Even mirrors were these little four inch round things that sat at the end of a foot and a half long tube that jiggled so badly it was almost useless for seeing what was going on behind you. Now we’re dealing with horsepower ratings in excess of 600 horsepower and with automatic transmissions that virtually eliminate the need for a driver to compute in his head the mathematical formulae for revolutions per minute of the engine, the speed of the vehicle, the gross weight of the vehicle, the differential gear ratio, G. Ray Gompf the size of the tires, to match the pulling power needed to lift the load up and over the hill. Now a computer makes those calculations in hundredths of seconds and makes the adjustments to the engine and transmission needed so the driver can concentrate on the traffic around him and safely piloting the tractor trailer to it’s delivery. In addition to the actual hardware of trucking, the advancement in technology to produce efficient long lasting tires has kept pace. In the old days, it wasn’t uncommon for a truck to have two or three flat tires on a single day’s trip. Today’s tires easily last 100,000 miles or more and rarely go flat because the infrastructure has all but eliminated tire destroying humps and bumps plus the improvements in the tire manufacturing processes. Not all that long ago, trucks did not have comfortable sleeper units. A driver would have to carry a board to bridge the gap between the two bucket seats and try to get a nap. Alternately, there used to be bunk beds at some truck stops where a driver could stretch out to sleep for a few hours. Today’s modern sleep equipped trucks are virtually apartments where a driver can live long term. Engines have improved where two or three miles to the gallon used to be phenomenal fuel economy to the point now where double digits isn’t out of the question in fact, it’s more the norm. Lubrications have also improved to the point where, with regular testing, need only be changed when it’s necessary and not just at some arbitrary length of time or miles of usage serving as the marker point at which the oil is changed. Long trailers have gone from 28 footers to now 60 footers are in use, but 53 footers are the standard. There are situations where one truck is pulling two and three fifty three footers. Another aspect of trucking that’s undergone massive change is the regulatory side. In the 1930 truckers were being forced to work extended hours, allowed little sleep and unscrupulous employers forced drivers to go well beyond the physical limits of endurance. Unions, predominantly the Teamsters, fought for limMARCH / APRIL 2015

Evolution in Trucking

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Evolution in Trucking ited hours of service, so drivers could work safely and without fear of being fired for being too tired to continue. The U.S. government saw this and enacted legislation to regulate the hours of service for truckers. They were allowed to drive ten hours whereby the driver then had to have at least eight hours off duty. The meaning of the original legislation was to have the truck driver work a ten hour day in twenty four hours but that’s not the way they worded it, so very quickly companies figured out how to make the hours of service, which was supposed to be something to give workers relief, work for them instead of the worker. The companies wanted to get more than ten hours of driving out to drivers because there were six hours left in the twenty-four hour cycle. Drivers figured out that by taking charge of their own hours they could work twelve hours in every twenty-four without breaking any rules and without driving tired. For many years, this system worked well but then activists groups decided that truckers didn’t have the intelligence to drive safely and demanded government force drivers to be safer. Activists groups are made up of voters who always exercise their franchise, so government listened. Truckers weren’t given much of a voice to respond to the activist’s demands. As a result, whole agencies were created to deal with the demands of the activists and when you give a bureaucrat a job to do, soon there will be many more bureaucrats all trying to justify their existence and they will make rules and regulations that benefit no one, especially the group they are regulating. And so the hours of service rules and regulations have gone from simple phrases that worked to complicated where a hoard of lawyers can’t figure out what it all means. There are no signs the bureaucratic nightmare will become smaller anytime in the next century or so. Today, there are around four million people driving commercially in the United States and Canada with estimates that number is at least ten per cent less than it should be. That means there is room for 400,000 new drivers who could be, should be working in the industry. In the meantime, the older workers are retiring and there isn’t a replacement available. New demographics are being tapped to fill these voids, women and foreign workers. But so far, these groups haven’t kept pace with the admitted need plus the attrition of older workers. 10

hn Aqy bhuq hI G`t PlYt huMdy hn[ iesdw kwrx ieh hY ik hux sVkW dw qwxw bwxw bhuq hI vDIAw hox dy nwL nwL iekswr vI hY Aqy twierW nUM qbwh krn vwLy toey it`by vI nhIN hn[ iesdy nwL hI twier bxwaux vwLy kwrj dI qknIk ‘c vI bhuq vwDw hoieAw hY[ ieh g`l Ajy bhuq purwxI nhIN hY jdoN tr`kW ‘c Awrwmdyh slIpr XUint nhIN huMdy sn[ frweIvr nMU Awpxy kol ie`k P`tw r`Kxw pYNdw sI qW ik ibMd ku A`K lwaux leI mUhrlIAW donW sItW qy ies nMU r`K ky lMmw pY sky[ pr ku`J ie`k tr`k rukx vwlIAW QwvW qy bMk bY`f huMdy sn qWik frweIvr AwpxIAW l`qW is`DIAW kr sky qy ku`J GMty sON sky[ A`jkl dy tr`kW ‘c sOx vwlI AwDuink kYibn ib`lkul iksy ApwrtmYNt dI qrHW hI lgdI hY ijs ‘c ik frweIvr kwPI lMby smyN q`k rih skdw hY[ do jW iqMn mIl pRqI gYln bhuq vDIAw qyl Kpq mMnI jWdI rhI hY pr hux ieMjxW ‘c suDwr hox krky dohry ihMdisAW vwLI qyL Kpq vI sMBv hY drAsl ieh hux sgoN Awm ijhI hI g`l hY[ lUbrIkySn ‘c vI kwPI suDwr AwieAw hY[ hux pihlW vWg imQy hoey iksy Kws smyN bwAd jW imQIAW hoeIAW mIlW bwAd qyl bdlx dI jrUrq nhIN, smyN smyN qy qyl cY`k krdy rho qy audoN hI bdlo jdoN ies nMU bdlx dI zrUrq hY[ lMby trylr hux 28 Pu`t dI bjwey 60 Pu`t dy ho gey hn, pr A`jkl Awm qOr qy 53 Pu`t lMbweI vwLy trylr hn[ keI vwrI ieho ijhy mOky vI huMdy hn jdoN tr`k do jW iqMn qrvMjw Pu`ty trylr vI iK`c irhw huMdw hY[ tr`ikMg dw ie`k hor pihlU ieh vI hY ik iesdy inXmW Aqy kwnMUnW ‘c kwPI v`fIAW qbdIlIAW AweIAW hn[ 1930 ‘c tr`k frweIvrW nUM bhuq hI G`t smyN leI sOx id`qw jWdw sI Aqy auhnW nMU kwPI vwDU GMty kMm krn leI mzbUr kIqw jWdw sI[ iBRSt mwilk, frweIvrW nUM aunHW dI srIrk sihx SkqI qoN ikqy v`D kMm krn leI mzbUr krdy sn[XUnIAnW ny Kws krky tImstrz ny, frweIivMg dy GMty sImq krvwaux leI kwPI sMGrS kIqw[ auhnW dw kihxw sI ik GMty sImq hox nwl frweIvr sur`iKAq ho ky tr`k clw skxgy[Aqy ieMny izAwdw Q`ky hox ik kMm jwrI nhIN r`K skx dI sUrq iv`c ies g`l dw fr nw hovy ik auh AwpxI nOkrI qoN h`Q Do bYTxgy[AmrIkw dI gOrimMt ny iesqy gOr krky tr`k frweIvrW dy kMm dy GMty sImq krn leI kwnUMn bxw id`qw[frweIvr lgwqwr ds GMty kMm kr skdy sn Aqy iesqoN bwAd G`to G`t A`T GMty kMm qoN Cu`tI krnI lwzmI sI[AslI kwnUMn dw mqlb qW ieh sI ik frweIvr 24 GMitAW ‘c 10 GMty hI kMm kry pr auhnW ny ies nMU SbdW ‘c ies qrW nhIN iliKAw ies leI bhuq hI CyqI kMpnIAW ny ieh g`l smJ leI ik srivs dy GMty iks qrHW bxwauxy hn[ ieh sB ku`J ies mMqv nwl bxwieAw sI qW ik frweIvrW nUM rwhq imL sky Aqy ieh frweIvrW dy h`k ‘c bixAw sI pr hoieAw iesqoN ault qy frweIvrW dy h`k dI vjwey kMpnIAW dy h`k ‘c kMm kr igAw[ kMpnIAW frweIvrW koloN 10 GMty qoN v`D kMm lYxw cwhuMdIAW sn ikauNik 24 GMty dy sweIkl ‘coN 6 GMty bc jWdy sn[frweIvrW ny ihswb lwieAw ik jy auh Awp Awpxy GMitAW dy ihswb nwL c`lx qW auh hr 24 GMty ‘c 12 GMty kMm kr skdy hn[ ies qrHW krn nwL iksy inXm dI aulMGxw nhIN hovygI Aqy frweIivMg vI ibnW iksy Qkwvt dy hovygI[ bhuq swlW q`k ieh isstm bhuq vDIAw c`ldw irhw pr iPr ku`J jQybMdIAW dy kwrkuMnw ny ieh PYslw kIqw ik tr`kW vwiLAW nMU sur`iKAq frweIivMg krn dI smJ nhIN hY Aqy ieh purzor mMg kIqI ik srkwr frweIvrW nMU sur`iKAq hox leI mzbUr kry[ ieh gru`p votrW rwhIN bxdy hn Aqy ieh hmySw hI eykqw dw muzwhrw krdy rihMdy hn ijs krky srkwr nMu suxnw ipAw[ tr`kW vwiLAW nUM iehnW dIAW mMgW dw jvwb dyx leI koeI Kws mOkw nhIN id`qw igAw[ nqIjy dy qOr MARCH / APRIL 2015



Evolution in Trucking Training is also a critical component of trucking. There is a movement to bring in standardized training where none has existed. This isn’t to say that drivers out there are not properly or adequately trained, it’s that there is no standardized training so that everyone gets the same training. We have to make sure the various components of the trucking industry are properly trained for their specific task. Long haul truckers are not dump truck drivers and vice-versa. There’s also difference between local pick up and delivery drivers and full load drivers. Training needs to take this into account. Recently, in Canada, we’ve had some examples of improper dump truck operation. Two in Quebec come to mind quickly. First a dump truck driver in Gatineau was killed when, with his box extended to the up position hit a bridge and he was thrown from his vehicle and died. The other in a suburb of Montreal a dump truck operator, again, with the dump box extended up, hit a pedestrian bridge that collapsed. Proper training, standardized training may have prevented both of these incidents. When we speak of technological advancements, communications has to be one area in which truckers have advanced probably faster than the general public and for good reason. It’s an absolute necessity to have instant communication with dispatchers, shippers, receivers, amongst those on the road, weather specialists, even with police and regulators. This winter alone has proven to be a challenge like no other in history. This month alone has produced more snow on the east coast than several years worth of snow from past years. With the instant communication available from virtually anywhere on the continent, planning was imperative so not to put the delivery of freight and those engaged in its movement in jeopardy. In Canada, we have two groups now on Facebook that provide real time updates to road conditions and incident reporting. Anyone can find instant updates in whatever area of the country you happen to be traveling. Western Road Reports spells conditions out west of the Manitoba Ontario border while Eastern Road Reports does the same east of the Ontario Manitoba border. This splitting of the reporting was done simply to make it easier for users to find the specific area they needed to check. It had been on one group but it was becoming too cumbersome to manage, especially because it’s all volunteer run. But, those volunteers are hands on truckers often on the road drawing from not just the immediate area with which they can see, but by scanning a variety of sources for critical information. 12

qy ieh eyjMsIAW iehnW kwrkuMnw dIAW mMgW nwl nij`Tx leI hoNd ‘c AweIAW Aqy jdoN qusIN iksy nOkrSwh nMU ie`k kMm sONpdy ho qW CyqI hI keI hor nOkrSwh au`T Kloxgy qy AwpxI AwpxI hoNd nMU jwiez drswaux leI ieho ijhy kwiedy kwnMUn bxw dyxgy ijnHW dw iksy nMU vI koeI Pwiedw nhIN huMdw Kws krky ijs gru`p nMU auh inXMqrx krdy hn[ ies qrHW jo frweIivMg dy GMitAW bwry bxy kwiedy kwnMUn, jo bhuq hI sDwrn sn Aqy vDIAw kMm krdy sn auh ieMny muSikl ho gey ik vkIlW dy JuMf nMU vI smJ nhIN AwauNudI ik iesdw kI mqlb hY[ ies g`l dw ikqy koeI sMkyq nhIN imldw ik nOkrSwhI dw ieh iBAMkr iKlwrw Agly sO swlW q`k vI QoVHw Gtygw jW nhIN[ A`j AmrIkw Aqy knyfw ‘c l`gBg cwlI l`K lok vpwrk qOr qy frweIv kr rhy hn, pr ie`k AMdwzy muqwibk ieh igxqI ijMnI hoxI cwhIdI hY aus nwloN l`gBg ds pRqISq G`t hY[ iesdw mqlb ieh in`kldw hY ik 400,000 nvyN frweIvr jo ieMfstrI ‘c kMm kr skdy hn nMU kMm krnw cwhIdw hY[ iesdy nwl hI purwxy frweIvr irtwier ho rhy hn qy aunHW dw koeI bdl nhIN iml irhw[ ies qrHW dy KlwA Brn leI AOrqW Aqy ivdySI kwimAW dI ie`k nvIN jnsMiKAw dw iesqymwl kIqw jw irhw hY pr ieh gru`p purwxy frweIvrW dI Gt rhI sMiKAw Aqy nvyN frweIvrW dI loV dI mMg nMU pUrw krn iv`c AsmrQ is`D ho rhy hn[ tryinMg vI tr`ikMg dw ie`k mh`qvpUrn AMg hY[ ij`Qy pihlW koeI tryinMg nhIN huMdI sI a`Qy hux pRmwixk tryinMg nMU ilAwaux dI lihr SurU ho rhI hY[ ieh ies krky nhIN ikhw jw irhw ik jo frweIvr kMm kr rhy hn auh shI jW cMgI qrW tryNf nhIN hn, blik ies leI ik koeI ie`k triynMg auplbD nhIN hY ijs nwl ik swirAW nMU ie`ko ijhI isKlweI iml sky[ swnMU ies g`l nMU XkInI bxwauxw pvygw ik tr`ikMg ieMfstrI dy v`K v`K KyqrW ‘c kMm kr rhy kwimAW nMU Awpxy kMm dI mMg Anuswr shI muhwirq hwisl hY[ lMbI dUrI dy tr`k frweIvr fMp tr`k frweIvr nhIN hn Aqy nW hI fMp tr`k vwLy lMbI dUrI dy[ lokl FoAw FuAweI vwLy frweIvrW Aqy Pu`l lof vwLy frweIvrW ’c vI kwPI AMqr hY[ tRyinMg idMdy smyN ienHW swrIAW g`lW nMU iDAwn ‘c r`Kxw cwhIdw hY[ jdoN AsIN g`l krdy hW qknIk dI qr`kI dI audoN sMprk vI ie`k Kyqr hY ijs ‘c Aws nwloN vI v`D CyqI qr`kI hoeI hY[ies dw Tos kwrn vI hY[ ieh bhuq zrUrI hY ik ifspYcrW, iS`prW, rIsIvrW, sVk ‘qy c`lx vwilAW, mOsmI mwihrW ie`QoN q`k ik puils Aqy kwnUMn lwgU krn vwilAW nwL lgwqwr sMprk bixAw rhy[ ieqhws d`sdw hY ik hor iksy dw ieMnw nhIN ijMnw srdI dy mOsm dw Kqrw bixAw rihMdw hY[ ipCly swlW nwLoN pUrbI kMFy ‘qy ies swl dy ies mhIny ‘c ieMnI snoA peI ijMnI ik ipCly swLW kdy vI nhIN peI[ies leI l`dy hoey Bwr Aqy aus dI filvrI nUM Kqry ‘c pYx qoN bcwaux leI lgwqwr sMprk zrUrI sI[ ies nwL hI koeI Xojnw bxweI jw skdI hY[ knyfw ‘c ies smyN Pysbu`k ‘qy do gru`p hn jo sVkI hwlqW Aqy GtnwvW sbMDI jwxkwrI idMdy hn[dyS dy ijs Bwg ‘c qusIN SPr krdy hovo quhwnUM mOsm dI qwzw jwxkwrI iml skdI hY[vYstrn rof irports mYnItobw EntwrIE bwrfr dy mOsm sbMDI jwxkwrI idMdw hY jdoN ik iehI kMm EntwrIE mYnItobw dy pUrbI Bwg leI eIstrn rof irports gru`p krdw hY[ies nUM v`K v`K qW kIqw igAw hY qW ik sVk dI vrqoN krn vwilAW nUM Kws ielwky dy mOsm sbMDI jwnxw sOKw ho jwvy[ jy ie`k gru`p ny hI ieh swrw kMm krnw huMdw qW ieh bhuq boJl Aqy AOKw ho jWdw[ kwrn ieh hY ik ieh swrw vwlMtIAr kMm hI hY ies dy koeI pYsy vsUl nhIN krdw[ ieh bhuqy vwlMtIAr Awm qOr ‘qy tr`k clwauNdy smyN h skYn Awid krky ieh jwxkwrI idMdy hn[ ienHW gru`pW dI vDIAw g`l ieh hY ik qusIN AwpxI mrzI nwL iksy vI MARCH / APRIL 2015

Evolution in Trucking The beauty of having these Facebook groups at your disposal is they are easily available from any smart phone or tablet. Imagine fifty years ago, the CB wasn’t even in use to any degree. Drivers had no choice but head into the trip without any knowledge of what may lie ahead of them. As the CB took root, at least a driver could be prepared for nasty but the reports were often five or six hours old and certainly it was still sort of flying blind when it came to knowing what the end of the trip was going to present. Qualcom and like products have had the ability to provide that information for more than a decade but it was coming via the dispatcher and if that dispatcher didn’t feel like forwarding critical information, then it wasn’t provided. Now, with our own smart phones, we don’t have to rely on the good graces of someone with a vested interest in not providing all critical information. Some of this technology is finding its way into the cab of the truck as factory installed. Satellite technology now isn’t just for routing although it is used more for sorting through various directions and routings to achieve the goal of delivering freight quicker, on-time, and with better planning to save trucker waiting time although there isn’t enough of the better planning being done yet. The capability is there. Trucks and trailers simply can’t go missing anymore. The capability exists to find equipment anywhere in the world unless someone has tampered with the tracking devices. This ability to track specific pieces of equipment has caused the criminal element in our world to have to come up with innovative ways to thwart the technology and while there is some degree criminal activity that will always be present working against any industry, this technology is forcing criminals to be more creative or get caught very quickly.

smwrt Pon rwhIN Pysbu`k ‘qy vyK skdy ho[ zrw iKAwl kro qW 50 swl pihlW dw iksy vI ifgrI ‘qy sI bI dI vrqoN ho hI nhIN sI skdI[ ibnw ieh jwxy ‘qy ik A`gy iks qrHW dy hwlwq hoxgy fRweIvr r`b Awsry hI cwly pw idMdy sn[pr jdoN sI bI dI vrqoN SurU hoeI qW G`to G`t fRweIvr nUM pqw l`g jWdw hY ik A`gy mOsm iks qrHW dw hY BwvyN keI vwr ieh mOjUdw nw ho ky 5- 6 GMty pihlW dw hI huMdw hY[ pr AMdwzw qW l`g hI jWdw hY Aqy aus qrHW dy hwlwq leI nij`Tx leI fRweIvr G`to G`t iqAwr qW zrUr rihMdw hY[ koElkwm Aqy ies vrgy hor auqpwdn qW ie`k dhwkw pihlW hI ieh sUcnw dyx l`g pey sn pr ieh sUcnw imldI ifspYcr rwhIN sI[ ieh ifspYcr dI mrzI sI jy auh smJdw sI ik ies nUM Byjx dI loV nhIN qW bhuq vwr auh Byjdw hI nhIN sI[pr hux jdoN swfy kol smwrt Pon hn qW ieh jwxkwrI pRwpq krn leI swnUM iksy dy rihmo krm ‘qy nhIN rihxw pYNdw[ ies qrHW dI qknIk hux PYktrI v`loN tr`kW dI kYb ‘c hI lw id`qI jWdI hY[ BwvyN Ajy q`k kwPI vDIAw plYinMg nhIN kIqI geI pr sYtylweIt qknIk dI vrqoN hux kyvl v`K v`K rUtW dI plYinMg leI hI nhIN vrqI jWdI qW ik mwl CyqI phuMcwieAw jw sky sgoN ies dy hor vI Pwiedy hn[ ies dI Xogqw qW hY hI[hux tr`k jW tRylr nzrW qoN Ehly nhIN ho skdy[ jy iksy ny trYikMg ifvweIs nwL CyV CwV nw kIqI hovy qW sMswr Br ‘c ikqy vI mwl BwVy dI BwL kIqI jw skdI hY[ pr ies qknIk dy glq Pwiedw lYx leI ivSv dy AprwDIAW ny ies dI Awpxy ihqW leI vrqoN krnI vI surU kr id`qI hY[ pr iksy vI ieMfstrI nwL ies qrHW krn leI qW AprwDI hr smyN iqAwr rihMdy hn[ pr nvIN qknIk ienHW AprwDIAW nUM vDyry cOkMny hox dI vMgwr vI idMdI hY Aqy jy ies qrHW krn ‘c auh ip`Cy rih jWdy hn qW auh kwbU vI CyqI Aw jWdy hn[


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What is Default

What is Default kI hY ifPwlt Bwv AwpxI zuMmyvwrI qoN KuMJxw


n terms of lease and loan payments, when one thinks of default, the most common error is to think that default only means to miss a payment. If I make my payment on time, then I am not in default. This is a common misconception. However missing a payment it is not the only thing that can put one in default. Default is the failure to meet the legal obligations of a loan. There are other terms and clauses contained in each loan or lease that can also put you in to default other than missing a payment,. These other obligations can cause you to lose your truck, trailer, or car and are important to know. Insurance is a huge clause common to probably every lease or loan. You must insure the item at all times. I explain to my truck drivers when signing a deal, that If I find out there is no insurance, and I end up putting on my own insurance, that also means I have repossessed the uninsured item. Not having insurance and putting the item at risk for total loss is breaking your terms of agreement and putting you in to default. Often insurance agents fail to provide leasing companies and banks copies of the insurance. This happens all the time. The insurance agent’s negligence in providing updated insurance puts the debtor or lessee in default. I recently had a driver who is currently in India come up on the list for no insurance. Luckily I knew him personally and I knew he had put on a storage policy before leaving. I was able to reach him in India and explain that his insurance agent did not provide a copy of the current insurance and that he was in default. He called his insurance agent right away from - Pash Brar B.A. Pash is a mobile leasing representative with Auto One Leasing LP in Vancouver. She has a banking, collections and accounting background. She specializes in importing vehicles and trailers from the USA.


- Pash Brar B.A.

jdoN lIz jW ley krzy dIAW ikSqW dI g`l krIey qW ifPwlt dy ArQ k`Fx ‘c AsIN Awm glqI ieh krdy hW isrP krzy dI ikSq Adw nw krn krky hI ifPwlt ho jWdw hY [ Bwv jy mYN AwpxI ikSq smyN isr idMdw rihMdw hW qW mYN ifPwlt ‘c nhIN Bwv mYN AwpxI ikSq Awid dyx dI zuMmyvwrI pUrI kr irhW hW[ieh Awm qOr ‘qy ie`k glq Dwrnw hY[pr kyvl ie`k ikSq nw dy skx nwL hI koeI ifPwlt nhIN ho jWdw [ ifPwlt dw ArQ hY ik krzy dIAW kwnUMnI loVW dI pUrqI nw krnw[ Bwv aunHW Anuswr nw c`lxw[ hr ie`k krzy ‘c ies qrHW dIAW hor keI SrqW hn ijhVIAW ikSqW nw dyx qoN ibnw quhwnUM ifPwlt ‘c pw skdIAW hn[ ieh hor SrqW pUrIAW nw krn ‘qy qusIN Awpxy tr`k, trylr, kwr qoN vI h`Q Do skdy ho Aqy quhwnUM ienHW SrqW dI jwxkwrI hoxI zrUrI hY[ ieMSUrYNs jW bImw Swied ie`k ieho ijhI klwz hY ijhVI hryk lIz Aqy krzy ‘qy lwgU huMdI hY[ hr smyN quhwnUM sbMDq cIz dw ieMSUrYNs zrUr krvw ky r`Kxw cwhIdw hY[mYN tr`k frweIvrW nUM fIl ‘qy dsKq krn smyN d`s idMdw hW ik jy mYnMu ieh pqw l`g jwvy ik ies ‘qy ieMSUrYNs nhIN Aqy mYnMU Awpxw ieMSUrYNs ies ‘qy pwauxw ipAw hY pr nwl hI ies dw ieh mqlb hY ik mYN ibnw ieMSUrYNs kIqI vsqU nUM pRwpq kIqw hY[ ieMSUrYNs nw hovy Aqy aus cIz nUM totl lOs ‘qy pYx dw Kqrw hovy qW ies qrHW quhwfy iekrwr dIAW SrqW dI aulMGxw ho jWdI hY Aqy qusIN fIPwlt Bwv ksUrvwr ho jWdy ho[ Aksr ieh vyiKAw igAw hY ik ieMSUrYNs eyjMt lIizMg kMpnIAW Aqy bYNk nUM ieMSUrYNs dIAW kwpIAW nhIN Byjdy[ ies qrHW bhuq vwr huMdw hY[A`pfytf ieMSUrYNs dI jwxkwrI nw dyx nwL lIz krn vwLy jW krzw lYx vwLy nUM kwnUMn dI nzr ‘c ifPwlt ‘c Bwv ksUrvwr bxw idMdw hY[hwL hI ‘c ie`k fRweIvr jo ik hux ieMfIAw igAw hoieAw hY dw ieMSUrYNs nw hox dI g`l swhmxy AweI hY[ cMgI g`l ieh hY ik mYN aus nUM in`jI qOr qy jwxdw hW Aqy mYnUM pqw sI ik aus ny ieMfIAw jwx qoN pihlW storyj pwilsI lY leI sI[ mYN aus nwL ieMfIAw sMprk krky d`isAw ik aus dy bImw eyjMt ny bImy dI mOjUdw kwpI nhIN id`qI ies leI auh ifPwlt ‘c hY[ aus ny ausy smyN ieMfIAw qoN Awpxy bImw eyjMt nUM MARCH / APRIL 2015

What is Default India, to send the copy immediately. The driver was furious as you can imagine, so I tell all my drivers to assume the insurance agent will never provide the lender a copy of the insurance and take responsibility by sending a copy of current insurance on their own and never go in to a default situation. Also with insurance, you must ensure you have enough coverage. Another clause in your loan conditions can be a minimum amount of insurance requirement. I know I often get complaints that drivers want to reduce the amount of liability insurance to save a small amount of money. Never is anyone allowed to have less than adequate insurance while the loan or lease is being paid. I explain to the drivers that one death alone can be a million dollar loss, so you need more coverage just in case. The minimum amounts are not decided to punish the debtors, but the make sure that if something does happen everything will be covered. Saving a few dollars a month is not worth the risk, and if something does happen and the minimum insurance was not met, the debtor could be in very big trouble financially and put in to default. Know and understand the minimum requirements for insurance at the time of signing. Once the item is paid off and you own it fully, the minimum requirements set by the financial institution are still a good guideline to maintain as these guidelines have been set based on previous experience. Looking after your equipment is also a common term of agreement for a lease of loan. I explain to my drivers that if I happen to be in your yard and see that a truck, trailer or car that I financed is sitting looking like a heap of junk and disrepair, you are in default. If you have something, look after it. If I’m financing you a truck or trailer, it is to work and earn money. Look after it so you can earn money. Keep it in good condition and keep its maintenance up to date and you can work with it longer. If there is major work that needs to be done and the mechanic puts a lien on the vehicle, you can again be in default. A mechanic’s lien takes precedence over any lien placed on by the financing company. The mechanic comes in first place and the finance company is now in second place. No finance company wants to be in second place. When there is a mechanic lien, MARCH / APRIL 2015

Pon kIqw ik auh bImy dI kwpI qurMq dyvy[ qusIN soc hI skdy ho ik fRweIvr ikMnw lohw lwKw hoieAw hovygw[ ies leI mYN swry fRweIvrW nUM d`sxw cwhuMdw hW ik auh ieh smJ lYx ik aunHW dy bImw eyjMt ny bImy dI kwpI nhIN ByjxI ies leI auh ieh kwpI Awp zrUr Byjx Aqy ies qrHW ifPwlt hox dI hwlq qoN bcx[ ieMSUrYNs ‘c ieh vI vyKo ik quhwfI TIk kvryj vI hY[ quhwfy lon dIAW SrqW ‘c ie`k hor klwz ho skdI hY ik ieMSUrYNs rkm G`to G`t ikMnI hovygI[ mYnUM pqw hY ik keI vwr ies qrHW dIAW g`lW suxn ‘c AweIAW hn jdoN ik fRweIvr QOVHI ijhI ikSq G`t krwaux leI lweyibltI dI rkm Gtw lYNdy hn[ jdoN lon id`qw jWdw hY jW lIz kIqI jWdI hY iksy nUM vI bxdy ieMSUrYNs nUM nhIN Gtwaux id`qw jWdw[ mYN fRweIvrW nUM Aksr d`sdw hW ik ie`k ivAkqI dI mOq dw nukswn imlIAn fwlrW qoN ikqy v`D huMdw hY ies leI r`b nw kry ies qrHW dw Bwxw vwpry quhwnUM ies leI izAwdw kvryj dI loV hY[G`t qoN G`t ikSq krzw lYx vwLy nUM szw dyx leI nhIN r`KI jWdI pr ies krky huMdI hY ik jy kdy koeI Bwxw vrq jWdw hY qW hr ie`k cIz kvr ho sky[ mhIny dy ku`J fwlr bcwauxy PwiedymMd sOdw nhIN[jy koeI Bwxw vrq jwvy Aqy G`to G`t ieMSUrYNs kvr nhIN kIqw igAw qW krzw lYx vwLw iv`qI qOr ‘qy musIbq ‘c Ps skdw hY Aqy ies qrHW ifPwlt ‘c jw skdw hY[ jdoN vI ieMSUrYNs krn smyN dsKq krdy ho ausy smyN ies dIAW G`to G`t zrUrqW vI smJo[ jdoN krzw au`qr


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What is Default either the finance company will pay for it and keep it as a repossessed vehicle, or the debtor will be given the opportunity to come up with the money to pay off the lien on their own. The mechanic shop will usually call the finance company themselves and ask for payment direct, so if you think you can hide your repair bill, think again. Maintain all equipment and cars and pay your mechanical bills on time to avoid being in default. When you are ready to sign for your truck, trailer, or car loan or lease make sure you understand the terms and clauses of what you are signing. For anything you are making payments on, make sure you make your payments on time. If you need to change your payment date to accommodate the day you get paid, call your financer to arrange this. Commonly missed payments are due to the wrong date , so change it to a date that works for yourself. Make sure your items are insured and insured with adequate coverage at all times, look after it with regular maintenance, and pay for the maintenance on time. If these terms are met, it should keep you and your financing institution on happy terms together.


vI jWdw hY Aqy qusIN ies dy pUry mwlk bx jWdy ho audoN vI quhwnUM iehnW SrqW muqwbk hI ieMSUrYNs krvwauxw cwhIdw hY ikauNik iv`qI sMsQw v`loN pihly qjrby ‘qy ADwrq hI ieh gweIflweInW sQwipq kIqIAW geIAW huMdIAW hn[ Awpxy smwn dI dyKBwl krnI vI krzy dI ie`k Srq huMdI hY [mYN Awpxy tr`k vIrW nUM d`sxw cwhuMdw hW ik jy mYN kdy Xwrf ‘c jw ky vyKW ik ie`k tr`k, trylr jW kwr ijs nUM mYN lon id`qw sI aus dI hwlq mMdI hY qW vI qusIN ifPwlt ‘c ho[ quhwnMU ies smwn dI dyKBwl r`KxI cwhIdI hY[jy mYN iksy nUM tr`k Awid KRIdx leI krzw jW iv`qI mdd krdw hW qW ieh ies krky hY ik aus nwL kMm krky pYsw kmwieAw jwvy[ ies leI zrUrI hY ik ies dw r`K rKw vI kro qW ik qusIN kmweI kr sko[ ies nUM vDIAw hwlq ‘c r`Ko Aqy smyN smyN ies dI murMmq Awid krvwauNdy rho[ies qrHW krn nwL qusIN ies qoN lMby smyN q`k kMm lY skdy ho[ jy koeI v`fI murMmq hY Aqy mkYink v`loN ies ‘qy lIAn pw id`qw jWdw hY qW vI qusI ifPwlt ‘c ho[ mkYink dy lIAn nUM PweInYNs kMpnI v`loN pwey gey lIAnW nwloN pihl id`qI jWdI hY[ pihlW mkYink Aqy PweInYNs kMpnIAW bwAd ‘c[ pr koeI PweInYNs kMpnI ieh nhIN cwhuMdI ik auh bwAd ‘c hovy[ jy ies qrHW dw mkYink dw lIAn hovy qW PweInYNs kMpnIAW jW qW ies lIAn dy pYsy dy ky ies nUM rIpozYsf vhIkl v`loN lY lYxgy jW auh ies dy mwlk nUM ieh pYsy lwhux leI kihxgy[ mkYink Swp vwLy Awm qOr ‘qy Awp PweInYNs kMpnIAW nUM Pon krdy hn Aqy is`DI AdwiegI dI mMg krdy hn[ ies leI ieh nw socxw ik qusIN krvweI geI murMmq dy ib`l nUM Cupw skdy ho[ vhIkl Aqy hor smwn dI sWB sMBwl Awp kro Aqy ifPwlt hox qoN bcx leI mkYink dy ib`lW dw smyN isr Bugqwn kro[ jdoN vI qusIN tr`k, trylr jW kwr Awid dw lon lYx leI dsKq krn lgdy ho ieh zrUr XkInI bxw lYxw ik qusIN ies ‘c ilKIAW SrqW Aqy klwzW nUM cMgI qrHW smJ ilAw hY[ ijs lon dIAW qusIN ikSqW idMdy ho ieh iKAwl r`Ko ik qusIN ieh smyN isr dy rhy ho[ jy qusIN, quhwnUM pYsy imlx dI imqI nwL AwpxI ikSq nUM imlwauxw cwhuMdy ho qW ies qrHW krn leI quhwnUM Awpxy PweInYNsr nwL ies sbMDI g`l krnI cwhIdI hY[ Awm krky ikSqW ies krky hI A`gy ip`Cy ho jWdIAW hn jW nhIN dy huMdIAW ikauN ik ienHW dI dyx dI qwrIK quhwfy pYsy imlx vwLI imqI nwL myL nhIN KWdI[ ieh vI XkInI bxwE ik quhwfIAW sbMDq AweItmW dw ieMSUrYNs hoieAw hY Aqy kvryj dI ieh rkm vI Fu`kvIN hY[ TIk smyN ies dI murMmq Awid krwauNdy vI rho Aqy aus dI nwlo nwL AdwiegI vI krdy rho[ jy ienHW g`lW ‘qy Aml krdy rho qW qusIN vI KuS Aqy quhwfI PweInYNs kMpnI vI KuS rhygI[ MARCH / APRIL 2015

Desi News

What are the advantages of using a broker?


hen shopping for a mortgage or leasing of a truck/ trailer (or any type of financing for that matter), many people enlist the services of an independent broker to find them the best terms and rates. Working with an experienced, competent mortgage broker can help you find the right mortgage, and speak “the same language” as the underwriters & credit managers of banks and credit unions. There are many advantages of working with a broker. Here are a few: Saves you legwork: Mortgage brokers have regular contact with a wide variety of lenders, some of whom you may not even know about. If trying to arrange the financing on your own, you will have to call dozens of lenders and compare their mortgage terms and rates on your own. Each time you visit a different lender for a loan request, your credit bureau is taking a hit because your bureau will be pulled multiple times at each institution. A broker saves you the time and headache of having to do that and will use one credit pull to present to different lenders. Brokers understand how to present financial information and are aware of each lender’s “appetite” which, in turn, will ensure a quick approval for you. Brokers may have more access: Some lenders work exclusively with mortgage brokers and rely on them to be the gatekeepers to bring them suitable clients. You may not be able to call some lend-

- Gary Akali ers directly to get a retail mortgage. Brokers may also be able to get special rates from lenders due to the volume of business generated that might be lower than you can get on your own. No more bank interviews, no more Account Manager turn-overs: One of the # 1 complaints from bank/credit union clients is the high turnover rate of Account Managers. In the banking industry, there are often promotions/transfers, or employee’s leaving, for a competing financial institution. This can be very frustrating for clients as they often cannot keep up with who is assigned to their account and continually having to explain their story to new staff. Most business owners are so busy with their day-to-day running of their business that the last thing they have time for is going into the branch and sitting through hour long interviews. (Please check out the “Why Us” video under the “Why Us” tab at for more compelling reasons to deal with us). Let’s you focus on your core competency: You are probably a great real estate developer or truck driver, but you may not know enough about mortgages/leasing financing to make the best decision. A broker’s sole purpose is to provide their valued clients with quick access to capital with a very simple and easy application process. This in turn will free up time for you to do what you do best.

Commercial Financing | Truck, Trailer & Equipment Leasing Expert Very Quick Approvals Simple Application Open 7 days a week Mobile Services (we come to you) Bad Credit/Low Income - No Problem Access to 30 Banks, Credit Unions & Private Funders MORTGAGES • Commercial (Apartment buildings, shopping malls, hotels, industrial property, strata units) • Construction (Townhomes / Condo’s / Single Family) • Farm/Agricultural (specializing in berry farm’s + construction of new homes on farm land) • Residential (New purchase, refinance, equity-take out, debt consolidation) • Private mortgages (1st, 2nd and 3rd up to 80% LTV) MARCH / APRIL 2015

"10 years of banking experience working for the Banks and Credit Unions"

Gary Akali P: 604.657.6060 E:


LEASING • Trucks and Trailers Heavy Equipment • Hotel, Bar Equipment & Furniture • Office and Restaurant Equipment or Furniture • Autobody Equipment • Banquet Hall Equipment/Furniture • Agricultural/farm Equipment • Computer Hardware & Software • Manufacturing & Fitness Equipment • Medical and Dental Equipment

Looking out for your best interest ®

Payal Business Centre on 128 Street and 80th Avenue, Surrey, BC

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Habits are safer than rules

- Ken Davey

- Frank Crane


he same as you drive your truck, your habits drive you. To a large extent you will be a good or bad driver simply because of the habits that you have when behind the

wheel. Professional driving bad habits can be broken into 2 types. The first type is really just sloppiness. They are shortcuts taken because proper behavior was not well ingrained when the driver was learning to drive truck. They include things like not scanning the road ahead and not checking mirrors or driving with one hand on the wheel. Truck drivers should be actively scanning the road ahead, rotating from one mirror to the other about every 12 to 15 seconds. Unless this habit is ingrained, it becomes easy to passively watch the road ahead instead of actively analyzing what you see or slouch with a single hand on the wheel.

The other type is bad habits picked up by the driver because they provide some type of perceived benefit to the driver. Note, I said perceived benefit because even though the behavior makes sense on one level it doesn’t make sense as a whole. The behaviors can be illegal and dangerous but somehow “make sense” to the “bad driver”. A driver starts making a decision based on a calculated risk analysis, balancing the joy of the benefit against the risk of getting caught and the risk of getting into an accident. Eventually, the action becomes an automatic habit rather than a decision made and the driver does not realize the true risk of his actions. Here are some of these perceived benefit bad habits and some new ways to think about them. 20

Speeding. The misconception is that that speeding saves time and since time is money, it saves money too. Wrong, especially in this age of high fuel costs, speed is the enemy of ecomomy. Speed has a hidden cost in that it will wear out your truck (and you) faster. I know that you can speed for a long time without receiving a speeding ticket but it will happen. You can be further penalized because speed also screws up your log book making you vulnerable to HOS tickets. Speeding tickets will increase your insurance costs and make you less hirable to customers and trucking companies. Speed will get you into accident that you could have avoided at a legal rate of speed and make you responsible for accidents. Not wearing a seatbelt. I hear 2 arguments against wearing a seatbelt. The First is that it is uncomfortable. Second, that it is unsafe. They always have a story like ‘I knew a guy who knew a guy who had an accident who lived but he would have died if he was wearing his seatbelt’. Seatbelts save lives. End of sentence. A seatbelt will keep you in control of your vehicle during difficult maneuvers. It will keep you in the safest part of your vehicle during a collision or rollover. Getting a seat belt ticket will get you points on your abstract, raise your insurance rates and tell prospective employers that you can’t follow rules. If your seatbelt is really uncomfortable see the dealer about an extender or any aftermarket parts dealer for holders and pads to get a comfy fit. Further examples of this “perceived benefit” type of bad habit are: • Talking on a cell phone while driving • Accelerating through yellow lights • Failing to reduce speed in construction zones or bad weather Changing these bad habits is hard, first because there is momentum to continue the old dangerous habit and a perceived reward for the unsafe action. The steps that can be taken to break these habits are: 1. Identify- see a specific behavior as a problem. 2. Isolate - deal with one habit at a time starting with the most dangerous. 3. Motivate – keep thinking about the real benefit of the safe behavior. Remember that a change in behavior comes about the same way you originally learned the behavior in the first place, through of a combination of self perceived Rewards and Penalties. For example, if you want to stop speeding, focus on the penalties of speeding - abstract points, danger, at fault accidents, HOS problems or the benefits of not speeding -fuel savings, looking after your vehicle, reduced on the road and building a long safety record that you can be proud of. Uses these types of thoughts to replace whatever your perceived benefits were and you can drive yourself to drive the truck safely for years to come. MARCH / APRIL 2015

First Mack built North America’s highways. Then we designed a complete line of trucks to dominate them. Amp up fuel efficiency with high-performing Mack® MP ® engines and our mDRIVE™ automated manual transmission. Then operate with confidence thanks to a dedicated coast-to-coast support network backed by GuardDog® Connect’s real-time monitoring and your choice of Mack’s Fleet Management Services partners—including Telogis. Still think Mack just builds roads? Challenge accepted.



Employee Compensation

Employee Compensation mulwzmW nUM muAwvzw


ne of the most challenging tasks for any employer is to design appropriate employee compensation packages, benefits plans, and reward systems. Compensation includes various benefits plans for employees. It is more than just money paid in the form of wages, salaries, and bonuses. A competitive compensation and benefits program, including retirement plans, are keys to attracting and retaining employees – in particular highly skilled and management talent, but also rank and file. With the benefits programs dramatically shifting from employer-funded solutions to shared or completely employee-funded offerings, achieving the right mix for the specific needs of the employees and cost structures has become more complex. It’s a nasty choice to offer an attractive benefits package and forgo profits, or cut back on benefits and risk losing the best employees. To attract talent and compete effectively a health insurance and probably a retirement savings plan are the mandatory benefits a company should offer. Specialty benefits--like life insurance, disability insurance, vision and dental coverage--sweeten the pot but are of lesser importance. According to the Bureau of Labor Statistics’ 2006 National Compensation Survey, 60% of firms with less than 100 workers offered health benefits, while 47% set up retirement plans, such as 401(k)s. Just 38% offered life insurance, 27% provided short-term disability benefits and 19% granted a long-term disability cushion. Every employer needs to design a proper reward system for their employees. Rewards can act as the ‘catalyst’ for improved performance and better productivity. Certain basic criteria are essential for rewards to be effective. These include: • Reward should be quick. • Reward should be significant. • The goals and rewards must be known, understandable, and attainable. • Reward must be distinctly and directly related to performance. • Reward should be irrevocable. • Reward should be compatible with job measurement. If the reward plan is seen to be unfair and unrealistic, for example promotion on the basis of seniority or favoritism, it may have a definitely negative effect as a motivator. For rewards to be effective they have to be generous and significant 22

- Dara Nagra MBA PMP ®

iksy mwlk leI ieh PYslw krn dw kMm kwPI AOKw huMdw hY ik auh Awpxy koL kMm krn vwLy krmcwrIAW nUM iks qrHW dy hwnI pUrqI Bwv kMpYnsySn pYkyj, bYnIiPt plYnW Aqy ienwm isstm dy pYkyj dyvy[ kMpYnsySn Bwv muAwvzy vwLI shUlq ‘c kMm krn vwilAW leI bhuq swrIAW lwB vwlIAW XojnwvW hn[ ieh kMm krn dI qnKwh jW B`qy Awid qoN v`KrIAW huMdIAW hn[ ie`k mukwbly dy cMgy kMpYNsySn Aqy lwBW vwLy pRogrwm ‘c irtwiermYNt plYn ie`k mh`qvpUrn lwB hY ijhVw ik kMm krn vwilAW nUM pRyirq krdw hY Aqy krmcwwrIAW nUM aus kMpnI ‘c hI itky rihx leI auqSwihq krdw hY[ Kws krky auh lok ijnHW koL ^ws hunr hY, jo pRbMDkI ivsySqw vwLy hn Aqy au`cy AhuidAW vwLy hn[ ieh pRogrwm ijnHW dw Krcw pihlW mwlk v`loN hI id`qw jWdw sI hux, kyvl krmcwrI v`loN jW mwlk qy krmcwrI v`lON sWJw kIqw jWdw hY[ hux ieh g`l vI AOKI hY ik mwlk kyvl ienHW bYnIiPtW v`l hI iDAwn dyx Aqy AwpxI Awmdn sbMDI nw socx jW ieh ik ienHW lwBW nUM iblku`l A`KON pRoKy kr dyx Aqy ies qrHW cMgy krmcwrIAW dIAW syvwvW qoN h`Q Do bYTx[ pr vDIAw krmcwrIAW nUM Awpxy v`l iK`cx Aqy koL r`Kx leI hYlQ ieMSUrYNs Aqy irtwiermYNt plYn qW zrUrI hY hI[ ^ws lwB ijvyN - lweIP ieMSUrYNs, ifseyibltI ieMSUrYNs, A`KW qy dMdW dy KricAW dI kvryj hY qW TIk pr ieh bhuqy Kws nhIN smJy jWdy[ ibauro AwP lybr stYitsitks dy 2006 dy nYSnl kMpYnsySn srvy Anuswr 100 qoN G`t krmcwrIAW vwlIAW kMpnIAW ‘coN kyvl 49% hI hn jo hYlQ bYnIiPt dy rhIAW hn[ jdoN ik 47% AijhIAW hn jo irtwiermNYt plYn dy lwB dy rhIAW hn ijvyN 401(k)s [ kyvl 38% v`loN lweIP ieMSUrYNs dy lwB id`qy hoey hn[ 27% v`loN SOrt trm ifseyibltI lwB Aqy 19% v`loN lONg trm ifseyibltI dy lwB id`qy hoey hn[ hr mwlk nUM cwhIdw hY ik auh Awpxy mulwzm leI Kws Pwiedy vwLw isstm bxwvy[ ieh lwB hI hn jo iksy kMpnI dI auqpwdkqw nUM vDIAw hI nhIN bxwauNdy sgoN ies nUM vDwaux ‘c vI mdd krdy hn[ ienHW lwBW leI ku`J mu`FlIAW g`lW dw iKAwl r`Kxw zrUrI hY[ ienHW ‘c ieh hyT ilKIAW Swml hn: * ieh irvwrf CyqI imlxw cwhIdw hY. * ieh mh`qvpUrn hoxw cwhIdw hY[ * imQy tIcy Aqy irvwrf sbMDI pqw hoxw cwhIdw hY[ ieh pRwpq hox Xog Aqy smJx Xog hoxy cwhIdy hn[ * ienHW dw is`Dw sbMD kwrj pUrqI nwL hoxw cwhIdw hY[ * ieh ienwm jW irvwrf dy ky muV vwps lYx vwLy nhIN hoxy cwhIdy[ * ieh nOkrI dy smyN Anuswr hoxy cwhIdy[ jy irvwrf jW vDIAw kMm leI ienwm AXog, Aqy byienswPI vwLw hovygw ; imswl vjoN koeI qr`kI isPwrS dy ADwr ‘qy MARCH / APRIL 2015



Employee Compensation as noted above, hence they must be structured to attain a proper balance of motivating people to purpose and at optimum effort. Properly measuring performance ensures the program pays off in terms of business goals. Since rewards have a real cost in terms of time or money, small busi-

ness owners need to confirm that performance has actually improved before rewarding it. Once again, the measures need to relate to a small business’ goals. As Linda Thornburg noted in HR Magazine, “Performance measures in a rewards program have to be linked to an overall business strategy…. Most reward programs use multiple measures which can include such variables as improved financial performance along with improved customer service, improved customer satisfaction, and reduced defects.” Rewards are generally reckoned to improve productivity by somewhere of the order of 20 to 30 per cent. This is nearly twice as much as that attained by goal-setting or job-redesign. But each incentive or reward system is likely to have value under certain conditions only. Hence to be effective, the rewards must be ‘tailored’ and changed to suit the specific conditions. There is no magic formula for all situations and at all times. The financial rewards are basically of three types: 1. Profit sharing 2. Job evaluation and 3. Merit rating Profit sharing could be on a macro basis or on a micro basis. The former relates to the entire company as a whole and the latter to a particular section or group dealing with a particular activity and/or product. On a macro level, it would be difficult to identify and reward outstanding performance. This is possible on a micro level by treating the particular activity as a cost and profit center by itself. This is easier said than done, since overheads and other common services have to be charged and this cannot be done completely objectively. The cost al24

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Employee Compensation location in such cases is somewhat arbitrary and the profit will therefore not be a true reflection of the performance of that particular group or activity. In case of job evaluation, the various component factors have to be isolated and evaluated for the purposes of inter-job comparison. Each factor is assigned a rating on the basis of a scale agreed beforehand by the union and the management joint committee. The total rating for each job then forms the basis of wage structure. However, there must be a base level, representing, in effect, the ‘minimum wage’, depending on the nature of the work and the geographical area. In some cases and in some countries these are stipulated by law. A typical, though somewhat broad, list of job factors is as follows: • working environment • physical characteristics • mental characteristics • extent of responsibility • training and experience In case of managers, the factors are: • responsibility • expertise • human relations Merit rating has been used as an indicator of performance. Each employee is rated, typically as excellent, good, average or poor, in respect of the following abilities: • communication • human relations, including leadership and motivation • intelligence • judgment • knowledge The rating, unfortunately, tends to be carried out purely mechanically and it carries a heavy bias of the rater who may be too lenient, may not be objective and may also have favorites or otherwise in the group being rated. Every major company is now giving more attention to their Human Resources department. With globalization, dynamic work forces, and competitive markets it has become mandatory for any organization to retain and grow their most important asset, human capital. It has become impossible for a 21st century company not to give importance to employee retention, because in the end, it is the quality of the workforce that will drive the company forward. Companies are constantly reviewing their internal job designs to empower their employees, develop innovative performance reward systems, create internal job markets, and define employee training and career growth plans. This approach gives them the competitive edge to grow in the world market. MARCH / APRIL 2015

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Desi News

Logistics Nightmares due to economic influence of China


ecades ago the Chinese New Year holiday, also known as Spring Festival, had little impact outside of China. But as the country gained outsized economic influence, the holiday, which has enormous cultural significance in the Chinese-speaking world, has become more prominent. This is how it ripples around the world. Chinese factories shut down for the holiday and then some, with hundreds of millions of migrant workers heading to their hometowns, part of the world’s largest mass movement of people. In the lead up to the holiday, factories run flat out to fill orders before shutting. The holiday itself runs from Feb. 18 to 24 this year, but workers start setting off as much as two weeks earlier on packed trains and buses. After the holiday they may take the same amount of time to return, or not. The holiday is a prime occasion to switch jobs. It all means an annual headache for retailers and importers overseas who rely on China. Shipping companies warn customers that China’s transport and logistics networks are at capacity and their shipments must be at ports two weeks ahead of the holiday to stand a chance of getting on a boat before the country shuts down. This year, shipping delays are compounded by a slowdown at U.S. West Coast ports. Stock market trading shudders to a halt as mainland China shuts for an entire week and financial hubs such as Hong Kong and Singapore take a break as well, albeit shorter. Numerous other countries including South Korea and Vietnam also observe Lunar New Year holidays. Muslim majority Malaysia and Indonesia, with large Chinese minorities, take holidays too. Trading volumes `”drop off considerably” about three working days before the start of the holiday, said Andrew Sullivan, managing director at Haitong Securities in Hong Kong. This year, Friday was “the last day that you can sell in Hong Kong and get your money before Chinese New Year” under trading settlement rules, he said. Foreign investors also tend to wind down trading in Asia as the holiday nears, Sullivan said. Because the Lunar New Year never falls on the same date, it plays havoc with Chinese economic data at the start of the year. Economists are cautious not to read too much into figures from January or February, and prefer to wait until March to see the trends lest they make an incorrect interpretation of the world’s second-biggest economy. Last year, the holiday started on the last day of January which meant activity was more compressed as factories rushed to 26

get their orders out the door. This year, the holiday falls about two and half weeks later, so factories had more time to work on orders. The result is that this year’s January trade data, for example, was artificially weak. “We always warn about the CNY effect and the risk of reading too much into these figures at this time of year,” said Julian Evans-Pritchard of Capital Economics. “This affects most of the data out of China in January and February as well headline export growth in countries such as Korea that are heavily dependent on the Chinese market.” The holiday is celebrated by Chinese communities around the world. In San Francisco, where about one in five residents is of Chinese descent, the celebration is stretched over a few weeks, with fairs, beauty queens, bazaars, lion dances and deafening firecrackers in Chinatown. The festivities culminate in the San Francisco Chinatown Chinese New Year Parade, complete with feisty 270-foot-long (82 metres) dragon. It’s such a big deal that schools close for the holiday. Pius Lee, chairman of the city’s Chinatown Neighborhood Association, said its Chinese New Year celebrations resemble those in Hong Kong and Shanghai, especially the parades and family reunions where food is abundant and children get red envelopes filled with crisp “lucky” dollar bills. But unlike in China, San Francisco workers will take just two or three days off, said Lee. `”We can’t follow China’s system because the cost of shutting down for many days here is a lot higher than in China,” he said. Lee said many grocery stores and other shops close for two or three days but a handful remain open to tend to the tourists who flock to the downtown neighbourhood for a glimpse of China. The festivities have also embraced foreign culture. For example, the traditional red envelopes, usually decorated with gold Chinese letters, are sold by Chinatown merchants with pictures of Pokemon and Disney characters. Just because it’s a holiday doesn’t mean there won’t be any major surprises. Chinese officials are notorious for releasing big news during important holidays, unexpected announcements that “hit you with your pants down unprepared,” said Francis Lun, CEO of GEO Securities. The timing may be an attempt to reduce the impact on financial markets, or for the more skeptical, to bury bad news. In 2011, the central bank raised interest rates at the tail end of Chinese New Year. MARCH / APRIL 2015



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Top 10 Products for 2015

Desi Trucking Magazine’s

Top 10 Products for 2015 T

rucking is a dynamic industry that is evolving so quickly, all involved need to stay up to speed with changes and innovations. Each year, new products are revealed and showcased at various venues throughout North America. The managing team of JGK Media Inc. attended many truck shows and we were very impressed with the products that were being displayed. For this issue of Desi Trucking Magazine, the editors each made their list of top products for the transport industry and compared notes. Potential top products were assessed on their level of innovation, how they could improve the trucking industry and their applicability to the range of carriers in North America. In the end, we were able to name our top products for 2015. Without further ado, we present our top picks.

Michelin X Multi-Energy Z Tire Truckers had been complaining and raised issues about not having one tire for regional and super-regional applications; Michelin responded to these issues and released the X Multi-Energy Z, which can be used on package delivery, dry van, and even in the hospitality business operations. Michelin claims that this tire has a 15% reduction in rolling resistance, which will increase fuel economy. In addition, the X Multi-Energy Z has increased tread life and retreadability. When combined with the Michelin X Multi-Energy D tire, the X Multi-Energy Z tire provides a total SmartWay regional solution.

SmartTruck System’s TopKit SmartTruck has been providing innovative solutions for improving fuel economy for years and has, again, revealed another great product. The SmartTruck’s TopKit can act as a stand-alone aerodynamic solution or be a powerful addition to an existing product to further enhance fuel economy. Applications are for dry vans, reefers, and straight trucks, and the product doesn’t have the inspection challenges of other products. The TopKit is designed to directly reduce the low pressure wake that creates drag behind trailers and straight trucks. According to SmartTruck, the result is a 5.5% fuel saving.

Meritor P600 Series Planetary Axles The P600 Series axles, including the P610 and P614, are engineered for global heavy-haul, oil field, logging and mining applications and are available in tandem and tridem configurations. They are engineered and manufactured with ratings up to 42,000 pounds per axle. Both axles offer a choice of ratios to ensure the gearing, power and torque to do the job without sacrificing payload capacity or efficiency.

Timetec Road Hawk HD Dash Camera Dash Cameras, seen in the automotive sector, are beginning to make a presence in the North American trucking industry. They provide excellent objective information in case of an incident. The Timetec Road Hawk HD has more black box features than most of its competitors at a reasonable price: GPS location with Google Maps integration, speed recording, audio recording, and more if you really want to analyze your driving or have the best evidence possible in the event of an accident. While it doesn’t have the best possible design to capture license plate images with, it’s a great multi-functional recording device. 32


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Top 10 Products for 2015

Eaton Dual-Clutch Procision Transmission Foregoing the traditional torque-convertor equipped automatic transmission technology, Eaton has launched a new dual-clutch transmission that delivers car-like drivability with the performance of a manual. According to Eaton, the transmission monitors grade, vehicle weight, and throttle input to deliver optimal levels of torque to the wheels under all shift conditions. Fuel economy is also improved and this new transmission should provide more comfort and confidence for drivers in the medium-duty market.

Hendrickson Optimaax Axle System for 6x2 Hendrickson’s OptiMaax system is a 6×2 solution to help fleets save fuel cost, tire wear, and weight with comparable handling to 6×4 tandem axle configurations. Operating as a liftable axle in the forward tandem position, this system provides versatility for fleets with variable loads by using axle capacity only when required. In comparison with the traditional 6x4 tractor configuration, the OptiMaax system eliminates over 350 pounds by replacing the forward tandem drive axle and suspension with an integrated liftable non-drive axle and suspension which is automated with weight sensing controls. This proprietary, fully automated control module eliminates driver intervention and training and allows the tractor to adapt to the requirements of the load; raising the axle when the additional capacity is not needed and lowering the axle to distribute the load evenly when required.

Asperia Halo Tire Inflator Finally, an automatic tire inflation device that can be easily installed on both drive and trailer axles. The bolt-on application only takes 5-10 minutes and, similar in principle to a self-winding watch, uses the vehicle’s own rotational motion to pump and maintain optimal tire pressure. Aperia Technologies says the system is completely maintenance free in normal operating environments and will reduce tire wear, increase fuel economy, and save down time in case of a blowout.

Volvo Active Safety Systems Driver support technology that was only available in the automotive industry is now becoming available in the heavy-truck industry. Volvo trucks can be fitted with an array of cutting-edge driver support systems, which can effectively reduce the risk of an accident. The Volvo Enhanced Stability Technology (VEST), combined with ABS traction control, making emergency braking more efficient and dramatically reduced the likelihood of a rollover, jackknife or loss of control incident on both wet and dry roads. With a windshield mounted camera, the Lane Departure Warning ensures drivers stay in their lanes by continually tracking road markings. The Enhanced Cruise Control system uses radar sensors that monitor vehicles moving in front and to the side of Volvo trucks to ensure a safe distance. If you’re following too close or a vehicle cuts you off, a buzzer sounds and emergency lights warn you of eminent danger; if you still don’t react in time, the Enhance Cruise control will de-throttle to avoid an accident.

Ultra One Wheels with MagnaForce Alloy Weighing in at only 40 pounds, the Ultra One Wheel is one of the lightest on the market compared to wheels of the same size. On a rig, that’s a savings of nearly 100 pounds. Lightness doesn’t matter if it’s not strong; with MagnaForce Alloy technology, the wheel offers a 17% increase in strength over existing alloys for unmatched strength that delivers unprecedented weight savings.

Mack MP8 505C+ Engine Built on the 13-liter MP8 engine platform, the MP8 505C+ offers 505 horsepower and 1,860 lb.-ft. of torque. The MP8 505C+ delivers the maximum amount of torque in all gears to maximize fuel efficiency, as well as the customer’s return on investment. The MP8 505C+ is ideal for long-haul applications and those requiring the muscle to easily conquer mountainous terrain. The MP8 505 C+ is available in the Mack Pinnacle™ Axle Forward and Axle Back models. The Pinnacle model is designed for durable over-the-road hauling with a Mack Advantage™ chassis to optimize payload. The Pinnacle model delivers near-zero emissions through the combination of the MP8 engine and Mack ClearTech™ SCR technology. The MP Engine Series also is designed with fewer parts, offering operators an engine that’s built to last. 34


Market place Desi News


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CMV involved in an Accident

Commercial Motor Vehicle involved in an Accident kmRSIAl motr vhIkl dw durGtnw ‘c Swml hoxw NSC Compliance Services What is considered an Accident as per the USDOT regulations? An accident is an occurrence involving a commercial motor vehicle (CMV) on a highway in interstate or intrastate commerce which results in one of the following: - A fatality, or - An injury to an individual who requires immediate treatment away from the scene of the accident or - If there is severe damage to a vehicle which requires it to be towed from the scene What do you need to do for record keeping purposes if your vehicle is involved in an accident? You must maintain an accident register which contains the following information: - Date of the accident - City/town and the state in which the accident occurred - Driver’s name - Number of injuries - Number of fatalities - Any hazardous materials that were released How long do you have to keep the records for? You have to keep the records for three years after the accident has occurred. Are you required to report the accident to the Federal Motor Carrier Safety Administration (FMCSA)? You are not required to report the CMV accidents to the FMCSA but you might be required to report to your local or state government as each jurisdiction has its own rules. Are you required to have a drug or alcohol testing done after an accident? If you are involved in an accident while driving a CMV, the following chart shows the situations when you are required to submit for a drug or alcohol test. Type of Accident involved

Citation issued to the Driver? Yes No Yes

Involves human fatality Involves bodily injury with treatment away from accident scene Disabling damage to any Yes motor vehicle (requires towing) 42

XU AYs fI E tI (XUnwitef styts ifpwrtmYNt AwP tRWsport) dy inXmW Anuswr AYksIfYNt iks nUM ikhw jWdw hY? aus Gtnw nUM AYksIfYNt vwprnw ikhw jWdw hY jdoN kmRSl motr vhIkl ( sI AYm vI) hweIvyA ‘qy ieMtrstyt jW ieMtrwstyt kmRs ‘qy jWdI hox ‘qy hyT ilKIAW g`lW vwprn: - iksy dI mOq, jW - iksy dy s`t cot l`gxI ijs nUM POrI qOr ‘qy aus QW qoN dUr iljw ky ielwj dI loV hY - vhIkl dw bhuq izAwdw nukswn hoieAw hY Aqy aus nUM Gtnw vwLI QW qoN toA krky iljwxw pvy[ jy quhwfy vhIkl dw AYksIfYNt ho jWdw hY qW quhwnUM Awpxy koL irkwrf r`Kx leI kI krnw cwhIdw hY? quhwnUM Awpxy koL ie`k AYksIfYNt rijstr r`Kxw cwhIdw hY, ijs ‘c hyT ilKI jwxkwrI drj krnI cwhIdI hY: - AYksIfYNt dI imqI - aus Sihr/ ksby Aqy sUby dw nWA ij`Qy ieh durGtnw vwprI - fRweIvr dw nWA - s`tW cotW dI igxqI - durGtnw kwrn mrn vwilAW dI igxqI - koeI Kqrnwk smwn jo bwhr iK`lr jW fu`lH igAw hovy ieh irkwrf quhwnMU ikMnw icr sWB ky r`Kxw cwhIdw hY? ieh irkwrf AYksIfYNt vwprn qoN iqMn swl bwAd q`k r`Kxw cwhIdw hY[ kI quhwnUM ies AYksIfYNt dI jwxkwrI PYfrl motr kYrIAr syPtI AYfminstRS y n Bwv AYP AYm sI AYs ey nUM vI dyxI cwhIdI hY? ies qrHW dy mOky sI AYm vI dy AYksIfYNt dI irport AYP AYm sI AYs nUM dyx dI loV nhIN[pr ikauN ik hr ie`k styt Aqy mihkmy dy v`K v`K inXm hn ies leI ho skdw hY ik quhwnUM ies dI jwxkwrI AwpxI lokl jW styt dI srkwr nUM dyxI pvy[ kI quhwnUM AYksIfYNt qoN bwAd fr`g jW Alkohl syvn dw tYst krwauxw zrUrI hY? jy quhwfw sI AYm vI (kmRSl motr vhIkl) clwauNdy smyN AYksIfYNt huMdw hY qW hyT ilKy cwrt qoN pqw lgdw hY ik ikhnw hwlqW ‘c quhwnMU fr`g jW Alkohl tYst krvwauxw pvygw:

Test Required? Yes Yes Yes

iks qrHW dw AYksIfYNt? fRweIvr nUM sweItySn jwrI kIqI geI tYst dI loV hY? kI iksy ienswn dI hW hW mOq qW nhIN hoeI? nhIN hW hW


kI iksy nUM ielwj leI durGtnw hW vwLy sQwn qoN dUr lY ky jwxw ipAw iksy vhIkl dy nkwrw hox dw nukswn (toieMg Awid)






CMV involved in an Accident How soon do you have to complete the testing? An alcohol test is required to be completed within 8 hours of the accident if it meets the above chart requirements. A controlled substance test or a drug test is required to be completed within 32 hours of the accident if it meets the above chart requirements. What are a driver’s duties after being involved in an accident? The driver should remain available for testing and should refrain from consuming alcohol for 8 hours following the accident or until they’ve submitted an alcohol test. If the driver is not available for testing then the driver may be deemed by the employer to have refused to submit to testing. What is the employer’s responsibility? The employer should provide the driver with necessary postaccident information, procedures and instructions when the driver is hired to drive a CMV. This will ensure that the driver follows those procedures if and when he/she gets into an accident. What if the driver does not get tested within the prescribed time limit? If the driver does not get tested for alcohol within 8 hours and for controlled substance within 32 hours then the employer has to prepare and maintain a record stating the reason the tests were not administered within the time limit. Where can I get more information on regulations relating to an accident involving a CMV? You can call us at our toll free number at 1-800-965-9839 if you need more assistance in following the regulations on accidents involving a CMV.

quhwnUM ikMny smyN ‘c tYst krvw lYxy cwhIdy hn? jy au`pr dy cwrt Anuswr cwhIdw hY qW Alkohl dw tYst AYksIfYNt hox qoN 8 GMty dy iv`c iv`c krvw lYxw cwhIdw hY[ jy au`pr dy cwrt Anuswr cwhIdw hY vrijq vsqU dy syvn jW fr`g dw tYst AYksIfYNt hox dy 32 GMty dy AMdr AMdr krvwauxw zrUrI hY[ AYksIfYNt hox qoN bwAd frweIvr dIAW kI zum M v y wrIAW hn? frweIvr nMU tYst vwsqy auplBD rihxw cwhIdw hY Aqy AYksIfYNt hox qoN bwAd 8 GMty q`k jW jdoN q`k auh Srwb dw tYst nhIN kr lYNdy audoN q`k Srwb pIx qoN pRhyj krnw cwhIdw hY[ jykr frweIvr tYst leI auplBD nhIN hY qW iesdy mwVy is`ty inkl skdy hn Aqy mwlk ieh kih skdw hY ik frweIvr ny tYst leI nWh kr id`qI hY[ mwlk dI kI zum M v y wrI hY? jdoN koeI vI mwlk frweIvr nUM sI AYm vI clwaux leI nOkrI qy r`Kdw hY qW ausdw ieh Prz bxdw hY ik auh frweIvr nMU ieh d`sy ik AYksIfYNt hox dI sUrq ‘c bwAd ‘c kI jwxkwrI, hdwieqW Aqy kwiedy kwnMUnW dI pwlxw krnI cwhIdI hY[ iesdy nwl ieh g`l XkInI ho jwvygI ik AYksIfYNt hox dI hwlq ‘c frweIvr iehnW inXmW dI pwlxw kry[ jykr frweIvr dw tYst inrDwirq kIqy hoey smyN dy AMdr nhIN hud M w qW? AYksIfYNt hox qoN bwAd jykr 8 GMty dy AMdr Srwb dw Aqy 32 GMty dy AMdr vrijq pdwrQW (fr`gz Awid) dw tYst iksy kwrx nhIN huMdw qW mwlk nMU ies bwry ibAwn Awpxy irkwrf ‘c r`Kxy cwhIdy hn ik inrDwirq smyN ‘c tYst ikauN nhIN kIqy gey[ sI AYm vI dy AYksIfYNt ‘c Swiml hox dI sUrq bwry inXmW dI hor jwxkwrI ik`QNo iml skdI hY? sI AYm vI dy AYksIfYNt ‘c Siml hox dI sUrq ‘c inXmW vwry jykr quhwnMU hor m`dd dI zrUrq hY qW qusIN swnMU swfy muPq Pon nMbr 1-800965-9839 ‘qy Pon kr skdy ho[

Next Generation Certification Program continues


he OTA was excited to launch the second cohort of the highly successful program following the tremendous buzz surrounding the inaugural Next Generation Certification. This year’s class is comprised of 21 up-andcoming leaders in the trucking industry, which are made up of carrier members, allied trades and suppliers, — both large and small – from across Ontario and Quebec. Delivered by the highly esteemed Humphrey Group, the program is designed as an intensive leadership development initiative for the trucking industry’s future leaders. The main objective of the four-part certificate program is to strengthen a future leader’s ability to communicate effectively and inspire action in others they work with – from drivers, to customers, to executive teams. Speaking at a luncheon presentation to recognize the inaugural executive graduates of the OTA’s Next Generation Certification program, Tandet Group’s Ryan Tilley enlightened the audience on all of the benefits of their experience. “The OTA NextGen program is not just about education. It provides a great transition step for those new to the OTA experience. Your future 44

leaders will meet like-minded peers in similar stages of their careers who will likely be new to OTA events. These young leaders all have fresh ideas and are getting an opportunity to bring them to the table at a time where our industry is going to face some significant challenges; especially with the no longer looming, but imminent driver shortage. Having this group of peers to grow up with in the OTA will certainly help create more sustainable and participative members.” Designed as an intensive leadership development initiative for the industry’s future leaders, and delivered by the highly esteemed Humphrey Group, the objective of the fourpart certificate program is to strengthen a new leader’s ability to inspire action in others – from drivers, to customers, to executive teams. The inaugural graduating class consisted of 15 up-and-coming 15 trucking industry managers and executives. This format offered graduates an opportunity to learn and meet professionals experiencing similar career growth opportunities and challenges. OTA will be working with the 2014 NextGen graduates on the possibility of developing a second phase of the program for 2015.

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Understanding Tire Air Pressure

Understanding Tire Air Pressure


HAT IS THE CORRECT INFLATION FOR MY TIRES? Under inflated tires are the main cause of premature wear. You can avoid expensive early tire replacement with a little knowledge and time. Proper inflation is the answer. So…what is proper inflation? How do I inflate a tire correctly? How do I keep my tires properly inflated? DETERMINING CORRECT INFLATION Grabbing an air hose and inflating a tire to 100psi does not give you a properly inflated tire. And letting hot air out of a tire to decrease air pressure does not mean you have correct inflation. Proper inflation is based on your load, type of tires and adding the correct air pressure based on the temperature of the tire. Let’s take a look at determining correct tire inflation. Your cargo weight determines who much load is on each axle. If your load varies it is best to use the higher weight. The axle load weight determines how much air pressure is need in the tire to make it work properly. Under inflation allows the tire to flex too much and creates tire destroying heat. Every tire manufacture has a load and inflation chart. You can find them on the internet or your local dealer. Michelin’s chart is located at The XLINE 275/80R22.5 G shows 85psi for and axle loaded at 18,760lbs for duals. Based on this chart you need to put the tire air pressure at 85psi. Psi is pounds per square inch pressure. Air pressure changes with temperature. The tire manufacture’s chart is based on outside temperatures around 70 degrees Fahrenheit. More on that latter. INFLATING YOUR TIRES Determine your tire’s brand, style and size and go the manufacture’s website for their chart. Now all you need to do is air up the tires. Wait! It is not that simple. Manufactures recommend you check air pressure before you drive when the tires are cool. Tires that are hot inside will not give an accurate inflation pressure. It is best to adjust your air pressure after the truck/trailer has been parked for several hours, or better yet been sitting overnight. The outside temperature and the temperature inside the tire should be the same. This is what is meant by adjusting your air pressure “cold”. Generally it takes about 20 minutes to check an 18 wheeler and should be done once a week or as need if loads change. KEEPING YOUR TIRES INFLATED PROPERLY Get a professional quality tire gauge and calibrate it regularly. 46

- Bruce Gruver Director of Aftermarket Parts & Service Utility Trailers Sales of Central CA - Fresno

Know the loaded weight on each axle for your particular haul. Adjust the tire pressure based on the tire manufacture’s load/inflation chart. Adjust air pressure “cold”. After the truck/ trailer has been idle for 3 or 4 hours. Make sure dual tires have the same psi. Or at least within 5psi of each other. Check tires for premature wear, leaks or damage. Use a spray bottle with soapy water to check for leaks. Did you know the tire pressure changes as you drive? The heat generated by the tires flexing and contacting the pavement increases the tire’s inside air temperature. If the tires have been properly inflated this is normal and you should not adjust the air pressure at this time. Knowing the proper inflation PSI, the correct temperature to get proper inflation and spending 20 minutes a week can increase your profits and keep you out of the tire shops.


Understanding Tire Air Pressure

eyAr pRYSr nUM smJo twierW ‘c hvw ikMnI hoxI cwhIdI hY? jy twierW ‘c hvw imQI imkdwr qoN G`t hovygI qW twier smyN qoN pihlW hI Krwb ho jwxgy[pr QoVHw ijhw iDAwn dyx Aqy jwxkwrI hox dy nwL qusIN smyN qoN pihlW nvyN twier puAwx dy Krcy qoN bc skdy ho[ ies dw shI h`l hY twierW ‘c TIk imkdwr hvw dw hoxw[pr shI imkdwr hY ikMnI ? mYN twier ‘c ikMnI hvw BrW? ieh imkdwr shI r`K ikvyN skdw hW? shI hvw dI imkdwr dw PYslw ie`k eyAr hoz DUh ky twierW ‘c 100 pI AYs AweI hvw Br lYxw vI TIk nhIN Aqy twier dI hvw dw pRYSr Gtwaux leI ies ‘coN grm hvw k`F lYx dw mqlb vI pRYSr Gtwauxw nhIN[ shI hvw qW Bwr, twierW dI iksm Aqy twier dy qwpmwn ‘qy inrBr krdI hY[ AwE twierW dy TIk hvw pRYSr nUM jwxIey[ quhwfy l`dy hoey Bwr qoN hI pqw c`ldw hY ik hr ie`k AYksl ‘qy ikMnw Bwr hY[jy quhwfw Bwr ie`ko ijhw nhIN hY qW ibhqr iehI hovygw ik v`D Bwr nUM hI iDAwn ‘c r`Kky c`lo[AYksl lof dw Bwr hI ieh inrDwrq krdw hY ik twierW ‘c ikMnI hvw hox nwL vhIkl vDIAw c`lygw[jy loV nwloN G`t hvw hovygI qW ies nwL twier izAwdw d`bygw Aqy izAwdw grm hovygw ijs nwL twier CyqIN Krwb ho jwxgy[ hr ie`k twier bxwaux vwLI kMpnI ny lof Anuswr hvw dI mwqrw dw cwrt bxwieAw hoieAw hY[ ieh quhwnUM ieMtrnY`t ‘qy vI iml skdw hY jW qusI twierW dy lokl fIlr qoN vI lY skdy ho[ imciln vwilAW dw cwrt dI vY`bsweIt ‘qy jw ky iml skdw hY[cwrt drswauNdw hY ik XLINE 275/80R22.5 G dohry twier ijhnW qy 18,760lbs Bwr l`idAw hoieAw hY auhnW ‘c 85psi hvw hoxI cwhIdI hY[ psi dw mqlb hY pWaUfs pr skyAr ieMc pRYSr[hvw dw dbwA qwpmn Anuswr bdldw rihMdw hY[twier bxwaux vwlIAW kMpnIAW bwhrly qwpmwn nMU 70 ifgrI PwrnhweIt Anuswr iDAwn ‘c r`Kky cwrt bxwauNdIAW hn[ies bwry hor g`l bwAd ‘c krWgy[ twierW ‘c hvw BrnI Awpxy twierW dI iksm, stweIl Aqy sweIz vyKo[ ieh vyKx qoN bwAd mYnUPYkcrr dI vY`bsweIt ‘qy jw ky cwrt vyKo[ hux twierw ‘c hvw Bro[ zrw Tihro! ieh ieMnw sOKw nhIN ijMnw qusIN smJdy ho[twier kMpnIAW dw kihxw hY ik g`fI clwaux qoN pihlW hvw audoN cY`k kro jdoN twier TMFy hox[ jdoN twierW dI AMdrlI hvw grm hovygI audoN ies dy shI dbwA dw pqw nhIN lgdw[ hvw dy dbwA nUM shI mwpxw aus smyN hI TIk hovygw jdoN tr`k/tRylr keI GMitAW qoN KVHw irhw hovy, vDIAw ieh hI hovygw ik rwq Bry KVHy rihx qoN bwAd svyry ies dw pRYSr cY`k kro[ TIk ieh hI hovygw ik bwhr dw qwpmwn Aqy twierW dy AMdrlI hvw dw qwpmwn ie`k ijhw hI hovy[mqlb ieh ik TMFy twierW dw pRYSr cY`k krnw[ 18 vIlr dw pRYSr cY`k krn leI koeI 20 imMt dw smW l`gygw[ ieh kMm hPqy ‘c ie`k vwr zrUr krnw cwhIdw hY[ jW jdoN vI Bwr dI mwqrw ‘c qbdIlI huMdI hY aus smyN vI ies qrHW krnw zrUrI hY[ twierW ‘c TIk hvw r`Kxw vDIAw iksm dw twier gyj lE Aqy ies dI jWc krdy rho[ hr Pyry ‘c ieh zrUr jwxo ik hr ie`k AYksl ‘qy ikMnw Bwr hY[ twier bxwaux vwLI kMpnI dy cwrt Anuswr hI twierW ‘c hvw dw dbwA r`Ko[ twier TMFy hox ‘qy hI pRYSr cY`k kro[ jwxI ik jdoN tr`k/tRylr 3-4 GMty qoN KVHw irhw hovy[ ieh vI Xwd r`Ko ik dohry twierW ‘c hvw dw dbwA ie`ko ijhw hoxw MARCH / APRIL 2015

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“Future of Tough”

Auto Review


FORD F-150 America’s best-selling pick-up. Check. Great looks and styling. Check. All new 2.7 L Ecoboost V6? Check. All aluminum body? What? But check. By: Jag Dhatt


hen the 2015 Ford F-150 debuted in shows across North America last year, it was the talk of the town. Becoming the white elephant in the room, Ford took a huge gamble when it decided to build the 2015 F-150 with an all-aluminum body. This revolutionary new body, combined with a lighter high strength steel frame, shaves off over 700 pounds in weight as compared to the outgoing model. That’s a huge number to take in when average weight savings of about 50 pounds are thought to be great. This first could be a game changer for pick-ups. The new body also meant a new look for this truck. Yes, it still looks like a Ford, but


styling cues from the 2013 Atlas concept truck are clearly visible, and welcome. At the front, the grill is now larger and predominant, looking more like that of the larger Super Duty model. The lines are chiseled and angular, a look I really like. Adorning the front are the new optional class-exclusive LED headlights, a must have in my opinion. On the sides, the belt line is lowered at the front doors to retain a “pick-up” type look. Integrated LED side markers are a nice touch as compared to last year’s yellow lights. And not to be left behind, the tailgate has also been redesigned to give it a more refined look. Another nice sleek look is in back window, which is now a single piece of glass, complete with electric window. Ford states that the rear defrost will be much more effective versus the outgoing model’s design. Getting something out of the bed of a pick-up truck has never been easy, especially if you’re vertically challenged. To address this issue, the new F-150 now has hidden, retractable side steps AND an integrated tailgate step – well done, Ford!

Step inside the 2015 F-150 and be treated to a 2” wider cabin. If you think that the extra space is in the seating area, you’re mistaken. Thinking of construction and industrial uses, Ford decided to make the center console wider, so that now, you can even fit the everpresent laptop in it if needed. Speaking of extra space, there are so many bins, nooks, and crannies that you might not be able to find something if you misplace it or were hiding it from your kids. The dashboard is still plastic (in base models), but it’s tasteful and only the upper portions are made of the hard plastic while lower portions get softer materials. I found the center console/arm rest area to be quite comfortable, thanks to the extra padding. The gauge cluster is also in sync with other Ford models, where the driver can choose what information is to be displayed – in fact, there are seven different configurations you can choose to suit your needs and tastes. As the center of the dash sits the infotainment center, complete with touchscreen. Now, as most of you may know, Sync (powered by Microsoft) hasn’t been the most user friendly system. The first generation was sluggish, inaccurate, and not very responsive. Now, the MARCH / APRIL 2015

2015 Ford F-150 current generation is better, but still suffers from sluggishness and at times, the touchscreen is still unresponsive. That being said, voice control is quite good. I’m looking forward to Ford’s partnership with Canadian-owned Blackberry in the next generation operating systems, which will launch in certain Ford vehicles in 2016. So, all the design features aside, how does the new 2015 F-150 drive? Surprisingly well, in fact. I was able to test the truck over a few days and was surprised at the differences. One notable difference was the quiet interior – not that the outgoing model was loud, but the 2015 is just quieter. Ride quality was excellent and the F-150 didn’t really feel and handle like a pick-up truck, but rather a large sedan. The oversized seats provide excellent comfort for long or short drives. For rear passengers, there is good legroom, and if you choose the Supercrew setup, there is more legroom than a BMW 750i at 43.6” – so stretch out and relax in comfort. Another gem for this new F-150 is the all-new 2.7 liter Ecoboost V6 engine, which produces 325 hp and 375 lb-ft of torque. Add the new start/stop technology and this engine produces an impressive 10.9 L/100 km fuel efficiency rating. Initially I didn’t have high expectations for this engine, but once I drove it, I was impressed. Power delivery is effortless as the Ecoboost churns out about 17-18 pounds of boost to really get you moving. A couple of my friends couldn’t believe the power coming out of such a small motor. If you really need a bigger engine, you can still get the 3.5 liter naturally aspirated V6, 3.5 liter Ecoboost V6, or the 5.0 liter V8. In all honesty, I think the 2.7 liter will be best-selling of the bunch. The 2015 Ford F-150 is going to be the catalyst for change in pick-ups. This vehicle has so many class exclusive features, such as the 360 degree camera, inflatable rear outboard safety belts, stowable loading ramps, and remote tailgate release, that other models are scrambling to keep up. I can see a lot of SUV/crossover owners who might just opt for this new F-150.

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Marketing Concepts for Trucking

Marketing Concepts for Trucking

- Dara Nagra MBA PMP ®


rucking is one of the important segments of today’s economy. Most of the industries, including trucking, are facing challenges to operate in today’s tough economic time. One of the mean to improve the profit margins in any business is to target proper market segment and adapt the service levels to their expectations. Market segmentation is the process (in marketing) of grouping a market (i.e. customers) into smaller subgroups. This is not something that is arbitrarily done. It is derived from the fact that the total market is often made up of submarkets (called ‘segments’). These segments are homogeneous in their constitution (i.e. people in the segment have some similarities to be recognized as a group. Because of this intra-group similarity, they are likely to respond somewhat similarly to a given marketing strategy. That is, they are likely to have similar feeling and ideas about a marketing mix, comprised of a given product or service, sold at a given price, distributed in a certain way, and promoted in a certain way. Markets can be segmented or targeted using a variety of factors. The bases for segmenting consumers in the market include: • Demography (age, family size, life cycle, occupation) • Geographical bases (states, regions, countries) • Behavior bases (product knowledge, usage, attitudes, responses) • Psychographic bases (lifestyle, values, personality) A business must analyze the needs and wants of different market segments before determining their own niche. To be effective in market segmentation the company needs to keep the following things in mind: • Segments or target markets should be accessible to the business • Each segmented group must be large enough to provide a solid customer base. • Each segmented group requires a separate marketing plan. Large companies segment their markets by conducting extensive market research projects/surveys. This research is often too expen50

sive for small businesses to invest in, but there are alternative ways for a small business to segment their markets. A small business can do the following to gain knowledge and information on how to segment their markets: • Use secondary data resources and qualitative research. They can use the following resources for external secondary data • Trade Association publications and experts • Basic research publications • External measurement services • Government Statistical data regarding trade, demography, regional imbalances, language, income distribution, land holdings etc. • Conduct informal factor and cluster analysis by o Watching key competitors marketing efforts and copying them. o Talking to key trade buyers about new product introductions. o Conducting needs analysis from qualitative research with individuals and groups. There are many reasons for dividing markets into smaller segments. Any time there are significant, measurable differences in the market, the market can be segmented into identifiable groups. By doing so, the company will • make marketing easier • discover niche markets • Become more efficient with their marketing resources There are different approaches to tackle different market segments: Mass Marketing or Undifferentiated Marketing: Go after the whole market with one offer and focus on common needs rather than differences Product-variety Marketing or Differentiated Marketing: target several market segments and design separate offers for each according to segment specific needs. Target Marketing or Concentrated Marketing: Target market is the group of potential customers selected for marketing. For new products, there is a theory that different groups of people have different risk tolerances. MARCH / APRIL 2015

Innovators First 5% - 10% that adopt the product Early Adopters Next 10% - 15% Early Majority Next 30% Late Majority Next 30% Laggards Remaining 20% Innovators and Early Adopters: The innovators and early adopters are critical to launching a new product. If a company can target its initial efforts at these groups, its limited resources will be well spent. They will become its champions. It is not an easy task to find these groups. From some studies, the characteristics of the innovators and early adopters are: Venturesome: the willingness and desire to be daring in trying something new and different Social integration: frequent and extensive contact with others in one’s area Cosmopolitan: extending point of view beyond the immediate neighborhood or community Social mobility: upward movement on the social scale Privileged: attitude and possession of money (less risky to try something new), But be aware that it is not necessarily a smooth ride to go from one risk group to another. Most of the times, there is a time gap between moving from the innovators to the early adopters and then to the early majority and so on. Target Market Influencers: In addition to targeting innovators and early adopters, efforts should be made to find the innovators and early adopters, who can influence the market. This is important for a marketing plan with a limited budget. Rules to Market Segmentation: If a company needs to gain a viable market segment within its overall target group then there are a few rules it needs to follow: • It must be clear and specific in defining the segment. • The identification of market segments must be as a result of well researched facts and figures. • All its customers’ exhibit a multitude of traits and characteristics, but it must only segment ones which are relevant to what it hope to target. For example if the business is selling life assurance policies, then the company should not segment the market by height of person because the height of a person is unhelpful in helping it sell insurance policies. Age or income can be the viable trait to define a market segment. • Don’t over segment as it will be impossible to successfully target all these groups. The company needs to aim for the largest most relevant segment. • The company must also be able to reach its segment group realistically. If it has identified that a large segment has internet access and would like to reach them via the internet, it must also have the same technology and knowledge at its fingertips as it is available to the target groups. • It must also ensure that it is cost effective to chase this market segment. If it costs too much to reach them or if it has to compromise its profitability to reach them, then the company needs to think whether the segment would be worth pursuing. Always chase the largest segment first. Trim the smaller segments off the list as it may not be viable to pursue the smaller segments.

Great Dane promotes from within


reat Dane has announced the promotion of Chris Hammond to the position of executive vice-president of sales. Hammond will be charged with leading the company’s overall sales, marketing and aftermarket parts and service functions. He has been with Great Dane for more than 22 years, most recently as vice-president of dealer and international sales. “Chris has been an integral part of Great Dane’s success for a number of years,” said Dean Engelage, president of Great Dane. “I am confident in his abilities to refine our sales and distribution strategies and to lead our sales, marketing and aftermarket teams to new heights.” MARCH / APRIL 2015

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Easing up on the throttle does save.

Bose introduces next-generation seating



he Technology & Maintenance Council’s annual spring meeting is where Dana took the time to raise awareness about the benefits – and risks – of engine downspeeding A reduction in engine speed of a mere 100 revolutions per minute translates to a 1% improvement in fuel economy, which means there is significant savings to be had by specifying downsped powertrains, according to Steve Slesinski, global product planning, commercial vehicle driveline technology with Dana. However, reducing engine speeds and specifying faster rear axle ratios also places greater torque on downstream components such as the driveshaft. Dana promotes a two-pronged approach to protecting against damage that can be caused by the extra torque generated by downsped powertrains: torque-limiting the engine and fortifying the drivetrain. Slesinski said Dana has come out with products engineered specifically to perform with downsped powertrains. These include the Spicer AdvanTek 40 tandem axle, the SPL 350 driveshaft and the SPL 250 inter-axle shaft. Engine providers can set parameters that torque-limit the engine and reduce the risk of damage caused during low-speed maneuvering, however that won’t protect against high-cycle fatigue, Slesinski said. While today’s downsped powertrains typically aim for a 1,150 rpm cruise speed, Slesinski said the trend is expected to continue. “We think rpm is going to continue to go down because of the big benefit you have by improving the efficiency of the engine,” he said, noting cruise speeds of 900 rpm could be attainable in the near future. To this end, Dana is anticipating the need for products that can handle the demands of downspeeding without adding substantial cost and weight to the vehicle. The company also has taken a leadership role in educating the industry about the benefits of downspeeding, through creation of a new online training module that will go live later this year. The program will help dealers, fleets, service managers and others understand the implications of downspeeding, Slesinski said. Dana also launched a new drive axle lubricant designed for high-efficiency drivetrains. The all-synthetic Spicer XFE 75W90 axle lubricant is designed to further reduce operating costs by as much as $730 over a five-year life-cycle. It also qualifies for a 500,000-mile service interval. Combined with the AdvanTek 40 axle and an engine that is downsped by 200 rpm, a customer can achieve fuel savings of about $9,835 per vehicle over a five-year period based on US$4/ gallon diesel prices. 52

ose introduced its next-generation vibration-cancelling Ride System, which offers drivers multiple settings and improved ergonomics. “With the Bose Ride system II, more drivers can feel safer, recover faster, and expect a longer driving career, while traveling over more varying road conditions,” said Mike Rosen, Bose Ride chief engineer and general manager, while introducing the seat at the Technology & Maintenance Council’s spring meeting. “The Bose Ride system II is now an even better tool for fleets looking to improve their business performance.” The new seat comes with three settings: Soft, Middle and Firm. Rosen acknowledged not all drivers liked the feel of the previous seat – at least initially. The multiple settings will allow each driver to find the setting that works best for them, and in some cases they may graduate up from the firm setting to soft, which offers the full benefits of protection against vibrations. The Soft setting provides the smoothest ride and maximum protection against road-induced shaking, Rosen explained. The Middle setting gently follows road contours and protects the driver from shakes and bumps, while offering a slightly firmer ride than the Soft setting. The Firm setting protects the driver while adapting the ride for rough on-road and even off-road environments, providing the best protection against bottoming in harsh conditions. It also offers a more familiar feel for drivers transitioning to the Bose Ride from traditional air-suspension seats. The new Ride System has been designed to handle a wider variety of applications, Rosen noted. While it was initially designed as an on-highway product, customers have put it through a wide range of environments and so the new-generation seat has been designed with that in mind. Also new is a built-in driver orientation, which allows firsttime users to understand how to get the most out of the seat. The high-speed electromagnetic motor is used as a speaker to play an informational audio track, while providing the motion necessary for the driver to experience what to expect from the seat. The seat top has been redesigned by Sears Manufacturing to provide improved comfort. The Bose Ride System II will be available beginning April 1, and won’t be priced higher than the current product. When bought in batches of 100 the Ride System costs US$2,995 per seat. Ten to 99 units will cost US$3,695 per seat. Volvo will offer the seat as a factory-installed option later this spring. MARCH / APRIL 2015

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Meritor WABCO includes trailer lift axles system

Meritor introduces automatic tire inflation


eritor WABCO added an automated trailer lift axle system to its SmartTrac portfolio of products this week. The company says it is a costsaving technology to monitor suspension load and manage lift axles for trailers. “The SmartTrac automatic trailer lift axle control system automatically raises WheelsUPTruckor lowers the axle based on cargo weight,” said Pat Kealy, director, Trailer Systems and Aftermarket for Meritor WABCO. “This system helps reduce fuel costs, tire wear, vehicle downtime and labor and maintenance costs while also increasing wheel-end and brake life.” The new product works with Meritor WABCO’s trailer roll stability support and ABS. It is fully automated, eliminating the need for drivers to adjust the axle manually. It also complies with the US Department of Transportation legal load limits. The company added in a press release that it is “compatible with any air ride-equipped lift axle suspension on a trailer and can be configured in several ways” and that “axles can be lowered automatically when the vehicle is put in park.


eritor® introduced the industry’s first automatic tire inflation system for linehaul tractors at the Technology & Maintenance Council (TMC) 2015 Annual Meeting & Transportation Technology Exhibition. The MTIS™ Tire Inflation System for Trucks automatically monitors tire pressure while the vehicle is in motion and inflates an underinflated tire. If there are issues requiring continuous inflation, the MTIS system alerts the driver to check the tire or find service as soon as possible. The system extends tire and wheel component life, improves fuel efficiency and reduces tire wear and maintenance. “We listened carefully to customers who have expressed a need to lower costs due to tire underinflation,” said Jay Craig, president and chief operating officer for Meritor. “We’re leading the industry in automatic tire inflation systems, and our MTIS system is one of many new products the market can expect to see from Meritor that will help end-users operate their vehicles more efficiently.” Underinflated tires can decrease tread life up to 20 percent and impact tire retread, according to tire manufacturers. “Maintaining proper pressure requires constant attention,” said Ken Hogan, general manager, Rear Drivetrain for Meritor. “In addition to reducing tire and fuel costs, the MTIS system enhances performance. Tire companies have stated that up to 80 percent of roadside tire failures are a direct result of creeping air loss.” Although pressure leakage up to 2 percent per week is common for tire systems, additional pressure loss can be expected with puncture wounds from nails, a contaminated rim flange or bad valve stem.

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Canada funding keeps Detroit-Windsor border bridge on track


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fficials have announced that a future new border bridge in the corridor will move forward after clearing another of the few remaining hurdles. The New International Trade Crossing project will give trucks and cars an alternative to the Ambassador Bridge. The Detroit-Windsor corridor facilitates trade between Canada and the United States to the tune of one quarter of the approximately $658 billion worth of goods in 2014. U.S., Canadian and Michigan state officials announced on Wednesday, Feb. 18, that they have reached a deal on the construction and staffing of U.S. Customs and Border Protection service plazas on the Detroit side. That portion of the project requires an initial investment of $100 million plus $50 million a year according to the U.S. Department of Homeland Security. According to a report, Canada will add $250 million for service plazas to the $2 billion investment it is making on the front end to bring the bridge project to fruition. The U.S. will pay to staff the plazas. Tolls collected on the U.S. side of the bridge will pay back the Canadian government for its investment as part of a public-private partnership involving government and private vendors. The New International Trade Crossing will link Interstates 75 and 94 on the U.S. side to Ontario’s Hwy. 401 on the Windsor side via a six-lane bridge and service plazas. Land acquisitions began in 2013, nine years after the project was first proposed. Last year, the governments involved appointed the Windsor-Detroit Bridge Authority and the International Authority to oversee the project and the bridge. Michigan Gov. Rick Snyder and Canadian Transport Minister Lisa Raitt said in August 2014 that they expect the bridge to be up and running in 2020. The nearby Ambassador Bridge, which opened in 1929, is considered the busiest border bridge in North America. Billionaire owner and trucking mogul Manuel “Matty” Moroun, who has owned the Ambassador Bridge since 1979, has proposed expanding his bridge while opposing the government-funded bridge downstream. Lawsuits, ballot measures and attempts to stop the New International Trade Crossing have failed. The Ambassador Bridge puts traffic on the Canadian side onto Windsor city streets, something Moroun proposed to change by building new ramps to and from Hwy. 401. Delays and legal actions worked against Moroun, who even spent a night in jail for failing to meet a court-ordered deadline to make progress. Moroun has made millions from the bridge and as the controlling interest in LTL carrier Central Transport International and Universal Truckload Services. MARCH / APRIL 2015

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Desi Trucking - Western Mar/Apr 2015  
Desi Trucking - Western Mar/Apr 2015