July 2019
Overload: Avoid crisis in the shop by managing expectations
By Paige Geddings, governor at large, Generation Next
Lee Transport Equipment Inc

It’s been a hot summer so far, but the temps pale in comparison to the urgency experienced by a lot of our clients as delivery times for completed projects stretch to industry record lengths. Brought on by a surging economic period, demand at every level - from manufacturer to upfitter - has exceeded capacity for most. While backlogs, missed promised times, and angry clients are most often thought of as a production problem, it is not solely a problem that resides in our shops. As salespeople, it is important that we understand our role in this, especially how we can lessen the frequency of client disappointment. For me, the most significant aspect is managing client expectations. Though we all know this, it can really be difficult to do on a consistent basis, especially if it may cost a sale. I would like to share a few things that work for me.

NTEA News articles of note
Avoiding past mistakes - Guest editorial by Dr. Albert Bates, principal, Distribution Performance Project

Training - essential to success - By Wm. Craig Bonham, NTEA board chairman, vice president, Commercial Vehicle, Safe Fleet

Evaluate marketplace dynamics at NTEA's Executive Leadership Summit - By David ehrlich, NTEA director of education


Registration open for NTEA fall events

October 15, 2019, Charlotte Marriott City Center (Charlotte, North Carolina): NTEA's annual Executive Leadership Summit addresses marketplace dynamics influencing commercial vehicles and your company. Learn more

September 17-18, 2019, Suburban Collection Showplace (Novi, Michigan): 12 leading OEMs showcase new model year chassis. Learn more

Training programs

Truck Equipment 101
Covering all aspects of work trucks and the industry - from chassis and powertrains to bodies and cab styles - this introductory course is comprised of 15 video-based modules. It provides an industry overview, insight into systems that make up a truck, and basic requirements applicable to U.S. and Canadian markets. Learn more

Truck Equipment 201
Truck Equipment 201 is intended as a series of online course modules designed for those with a technical knowledge seeking a deeper understanding of certain topics. the first module was recently introduced on the topic of vehicle certification. it reviews U.S., Canadian and EU certification processes and U.S./Canadian label requirements, as well as the influence of motor vehicle safety standards. Learn more

Upcoming webinars

Wednesday, July 24: Work truck industry market activity - A mid-year update
Thinking ahead to 2020? Gain the information you need to assess current industry dynamics and analyze the degree to which economic forecasts match what's really taking place. NTEA's staff economist, Steve Latin-Kasper, will highlight emerging themes and provide perspective to help you plan ahead. Learn more

Wednesday, August 14: Evaluate strategic decisions with NTEA's Vehicle Life Cycle Cost Tool
NTEA's Senior Director of Fleet Relations George Survant overviews the Vehicle Life cycle Cost Tool, covers how users can incorporate the impact of income taxes into business decisions, and performs what-if scenarios. Learn more 

Wednesday, September 25: Connecting the industry - An overview of TNEA member benefits
Join Luci Pfaff, director of member services, NTEA, and Peter Hempenstall, director of outreach, NTEA, for this refresher on membership resources and tools available to you. Learn more
Welcome to Generation Next
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Generation Next provides professional development opportunities to its members - employees of NTEA member companies who have less than 10 years' work truck industry experience. If you would like to recommend a colleague for membership, complete and return the  application. Or share our presentation.