Logistics

Used Semi-Truck Sales Down in 2020

How Dealerships Can Boost Their Semi-Truck Sales

If you’re involved with a semi-truck dealership, it might be no surprise to hear that used truck sales are significantly down from trends we’ve seen in previous years. In fact, the ACT reported that as of December, used semi-truck sales are down about 14 percent from last year. This has led to many reports of inflated inventory in many different dealerships across the United States, resulting in artificially low prices for many sellers out there. 

While this may sound like good news for those aiming to purchase a used truck, it sparks concern for dealerships. This buyers market can be a large hurdle for dealerships to overcome, but one of the main keys to success in this business is tackling industry fluctuations with grace. Here are some potential ideas that you can use to diversify your truck sales and decrease the overstock of used trucks on your lot.

Why Aren’t Used Trucks Selling as Well Lately? 

Before we can figure out how to solve the issue, it is important to consider where the dip in sales could be originating from. While the exact reasoning will vary dramatically by specific areas and dealerships, here are some possible reasons you’re not selling as many used semis. 

The National Driver Shortage

One of the biggest factors that is likely playing into used truck sales figures is decreased overall sales. There is currently a severe nationwide driver shortage throughout the entire trucking industry. Drivers are retiring at a rate that cannot be replenished by the current number of new drivers making their way into this profession. 

Overall, not as many drivers are entering the industry as would be ideal, and this translates to a lower customer pool for dealerships. Because the customer pool is smaller, this issue also creates an increased competitiveness between different dealerships for limited customers. This type of competition is known to drive prices down and minimize profit. 

New Trucks Are Getting More Popular

Many dealerships have reported that they tend to sell newer trucks rather than used ones. New trucks are becoming increasingly popular, especially with younger drivers. With so many advancements in trucking technology, as well as the rise of autonomous trucking on the horizon, it’s often too tempting to resist the call of a shiny new ride that has improved features. 

The demand for new trucks has risen even more severely with the ELD Mandate in full effect. New trucks are often already equipped, or at least more easily altered to meet the demands of the new logging devices. This added convenience and saved upgrade cost is often a big selling point for the consumer. Since this mandate is fairly recent, it will likely be affecting sale distribution for the remainder of 2020. Don’t be surprised if the customers on your lot are looker for a fresher model than the stockpile of used semis that you have piling up. 

What Can We Do About This? 

While we can pinpoint a few potential causes of the decrease in used semi sales, fixing the issue is easier said than done. While there will be no magic fix for your used truck sales numbers, there are definitely a few things that you can do to try to encourage a more diverse buying pattern from your customers. 

Increase Efforts for Used Truck Sales 

Increasing the energy and expenses towards lowering your used truck inventory could definitely aid in dwindling the overstock. If you have an allotted budget that is dedicated to advertising and promotional materials, perhaps those funds can be redistributed more effectively. Try gearing your promotional materials towards this effort. Advertise the excellent selection of used trucks that you have. Promote the bonuses of buying a used truck over a new truck. Customers are also always very cost-motivated, so hyping up the affordability of your used trucks will be key. 

Offering Incentives for Used Truck Buyers

If you and your dealership are in a good position to offer certain buying incentives for those looking to buy a used semi, it’s smart to do so in this current climate. Financial incentives will likely be the most effective, so if you can offer special pricing or discounts, that could definitely help you move product. Additionally, you can offer certain non-monetary incentives, such as offering a free or discounted service or add-on item. These sorts of things can motivate buyers who might have otherwise not have been interested in purchasing a used semi. 

Diversifying Your Business 

Overall, selling used trucks during a time such as this will be important, even if you’re selling enough new trucks to meet your goal numbers. Having a wide variety of sales is good for business in the long term. If you have this type of variety, you are less likely to be hit as hard when the market sways with trends and patterns. 

Here at Mission Financial, we understand the intricacies of this industry. If you need help with any sort of dealership lending, small fleet loans, simple interest inquiries, or add-on coverage, we are here to help. 

How the Holiday Season Impacts the Trucking Industry

The holiday season is immensely busy for the trucking and transportation industry. With the drastic focus on consumerism that’s associated with this time of the year, retail sales soar in preparation for holiday gift-giving. While most people don’t think twice about where their selected gifts come from, truckers and carriers understand the intense efforts that need to happen before people can get their packages in the mail or pick up their Christmas ham at the grocery store. Many of the purchases made during this season come from around the nation, and even across the world, and the trucking industry makes it all happen. Here is our insight on how this booming industry is impacted by the holiday season.

The Growth of E-Commerce and Retail Sales

With the rise in online shopping jumping 16.9% last year, the demand for drivers is only expected to increase in upcoming years, especially during the holidays. A large amount of the freight during Christmas time consist of gifts and extra retail merchandise that result from deals and sales. The holidays have always been the busiest time of the year, but with the exponential growth of online shopping, it’s not uncommon for many businesses to rely on holiday business to get them through the rest of the year. The extra cargo can mean more truckloads, stricter deadlines, and longer hauls.  For consumers, this can be a means of easy and quick delivery of gifts and treats, but for the transportation industry, it means extra work to make it all happen.

Carriers are doing more daily loads than ever and it’s only increasing with each year. In fact, UPS is expecting a five percent year-over-year increase between November 29th and December 30th this year as opposed to 2018 numbers.

FedEx will be shipping approximately 510 Million individual packages from Black Friday to New Years. Many companies choose not to hire seasonal help, especially with the national driver shortage making it harder to find additional drivers. Usually, only the massive scale carriers such as Walmart and Amazon hire huge amounts of seasonal help to make up for the increased loads.

Immediate Demand

The rise of e-commerce brands such as Amazon have changed the shipping game for everyone. Amazon’s famous two-day shipping has prompted everyone to step-up to the plate and speed up their shipping. Since the boom of Amazon Prime, another powerhouse in retail, Walmart.com, has also begun offering two day shipping. Both have really amped it up recently, offering one day shipping on thousands of items. While this is convenient for the customer, it adds an immense amount of pressure on the transportation companies responsible for fulfilling all of these demands.

Not only is the industry being blasted with retail shipment, but this is also a busy time for grocery shipments as higher quantities of many items are needed to satisfy the demand. Your delicious holiday turkey doesn’t just appear out of thin air, it was most likely delivered to your store by a carrier. The high demand for these types of seasonal items makes for shipment overtime. Food transport is especially busy due to the time-sensitive nature of transporting food in a short enough window of time to maintain freshness, which is a tricky balance to find when you’re short on drivers or facility workers, as most major providers are lately with the employment shortage.

Pressure on Carriers

Many companies who previously only operated during the daytime may switch to being 24 hour operations to accommodate the massive hoards of product that need to be transported. This effects drop-off and pick-up timed appointments. Smaller or private carrying companies are often left scrambling for workers to work more hours on the road or manage hand-offs at facilities, but many choose to offer various perks to incentivize the occupation of these extra hours.

Potential Bonuses for Drivers

Drivers are in higher demand than ever. To keep up with the demand, many companies are offering perks such as additional overtime pay or a holiday bonus to demonstrate their appreciation. This is especially true if you end up working on any actual holidays such as New Years Day or Christmas. Holiday pay is usually especially lucrative, and while it might seem unappealing originally, many drivers really enjoy it. Driving on a Holiday is supposedly very peaceful, as most businesses are closed and roads are somewhat empty. Additional hours often mean overtime pay as a reward for picking up those longer routes. Overtime pay is often as much as “time and a half” which can greatly boost your overall yield. Keeping drivers motivated and happy will be crucial to fulfilling the heavy demands this seasons. 

The National Driver Shortage: Finding the Fix

According to industry experts, the United States trucking industry has been experiencing a massive driver shortage. The shortage is causing ripple effects and creating consequences for suppliers, carriers, and drivers alike. While the situation has worsened in recent years, it’s only expected to decline in the near future with the lack of incentives for drivers. Additionally, the demand for services is growing quickly with the increasing population and product demand. While the industry is growing, driver employment just can’t keep up. While this is good for trucking job prospects, the demand has created a busier schedule for individual drivers who are picking up the current slack. The American Trucking Association has said, “if conditions don’t change substantively, our industry could be short just over 100,000 drivers in five years and 160,000 drivers by 2028.”

Replacing retiring drivers and keeping up with economic growth requires the industry to hire about 110,000 workers per year, but many companies are struggling to do so. So what’s the fix? Here’s what you need to about the current national driver shortage.

Where Did the Shortage Come From?

More freight services are needed to account for product demand in the ever-growing U.S. economy. A substantial portion of this demand comes from the sharp increase in delivered products from online commerce, which has absolutely skyrocketed in the past decade. Additionally, the complex political situation concerning trade between the United States and China has increased the demand for American freight.

One of the biggest threats to the current driver workforce is simply age. Drivers are retiring at rates that are not balanced out by the rates of new recruits, shrinking the pool of candidates. Also, there is heavy competition from other blue-collar fields such as construction and plumbing that have similar pay ceilings and benefits without excessive traveling and time away from home. Many eligible candidates for trucking positions gravitate towards these other options, especially if they have families that they don’t want to be away from for long periods of time.

How Companies Can Help Fix it

There are many things that companies can do to get more drivers on their team. Some have tried to sweeten the pot by offering incentives and focusing on recruiting a lasting workforce. Here are some of the ways that companies can ease the burden of the driver shortages.

Improving Work-Life Balance

Companies should offer a better work-life balance for their employees. Truckers often work long and tiring hours, all while spending time away from home, and this can be unappealing to people outside of the industry thinking about jumping in. If companies encouraged more manageable hours, people might be less hesitant to accept the job. Additionally, providing extra days off between trips would allow drivers to achieve a more well-rounded routine. If companies could guarantee that there would be a good work-life balance, new drivers would be more likely to get involved, and this could help establish a lasting pool of drivers.

Encouraging More Women

The industry is missing out on a large potential workforce by not trying harder to appeal to female drivers. Less than 7% of semi-truck drivers are female, a staggeringly small percentage. Making more of an effort to get women into the industry could potentially double the workforce.

Additionally, while the trucking industry has drastically raised its percentages of minority drivers in the past decade, continuing this process will aid the crisis even more. Reaching out to all demographics will lead to a larger supply of qualified workers.

Recruiting Veterans

Recruiting more veterans can revolutionize the trucking industry. It eases their transition into civilian life and they likely already have experience with similar machinery from their served time. Many companies are formulating plans for programs that provide Commercial Drivers Licenses (CDL) for veterans with similar military-based licenses.

Persuading Younger Drivers

Another basis for training programs is getting younger recruits to serve in the workforce for decades to come. The average age for a commercial truck driver is 46, whereas the average age for other blue-collar professions is 37. Attracting more young drivers into the industry can help offset the progressing retirement rate, as long as these drivers can be convinced to stay in their careers. Fortunately, there are many incentives for entry-level employees to join the workforce, such as competitive salaries, job security, minimal accreditation, and all of the advancements in autonomous technology.

Get into the Industry Today

Now is a good time to enter the transportation and trucking industry considering the high demand and low supply. Getting into the industry young and qualified can set you up for a lifetime of stability, as the industry is only expected to grow in the coming years. If you’re interested in getting started and need help with financing, check out Mission Financial to jumpstart your future career as a semi-truck driver!

Retailers Respond to Amazon’s Next-Day Shipping

 

Commerce giant Amazon is no stranger to disrupting industries. From its early years of disrupting the book retail industry by making new and used books more accessible than ever, to changing the way people grocery shop with its purchase of Whole Foods, Amazon has challenged other businesses to keep up with the so-called Amazon Effect.

Now, Amazon is aiming to disrupt the shipping industry by changing their two-day shipping program into a ubiquitous, one-day shipping model across the U.S. It is now up to other businesses to adjust under the added pressure to keep up with Amazon and the heightened expectations of consumers. This change also has the potential to disrupt the trucking industry as faster turnaround will be in high demand.

Amazon Announces Next Day Shipping  

In April of 2019, Amazon made the announcement that one-day shipping would soon replace two-day shipping as the norm from Amazon Prime customers across the country. Previously, one-day shipping was reserved for specific areas, primarily those in large, metropolitan cities. Amazon also stated that they are expecting to invest $800 million during the second quarter this year to create the delivery infrastructures and warehouses necessary to make one-day shipping possible everywhere.

Amazon already has 100 million Prime members across the U.S. who pay $119 per year to receive free shipping and one-to-two-day shipping on goods including clothes, books, home supplies, dry goods, and even groceries in select areas. That means that Prime is already in 50 percent of U.S. households. With one-day shipping expanding to all areas of the country, more people than ever will be able to enjoy their orders arriving on their doorsteps in less than 24 hours. Additionally, Amazon can expect their member pool to grow exponentially. While this sounds like great news for Amazon and its members, these changes are leaving retailers needing big changes to retain their customer base.

Retailers Respond to Amazon Next-Day Shipping

Soon after Amazon’s next-day shipping announcement, Walmart alluded to their own one-day shipping plan in a short tweet:

 “One-day free shipping…without a membership fee. Now THAT would be groundbreaking. Stay tuned.”

This tweet not only stated that Walmart had plans to mimic Amazon’s one-day shipping model, but they have also hinted at their plans to offer this service without the membership fee Amazon requires.

In May of 2019, Walmart came through on their promise and announced their plans to release one-day shipping across the country. They stated that they will begin next-day shipping in Phoenix, Las Vegas, and Southern California, then expand the service to 75 percent of the U.S. by the end of 2019. Since Amazon has not released a set date for their next-day shipping expansion, there is a chance Walmart may beat Amazon to certain areas of the country. This could cause some consumers to be less interested in an Amazon Prime membership, since there is already a similar service for free.

Walmart is not the only retailer to quickly respond to Amazon’s new supply chain model. Home Depot has also announced its plan to offer next-day delivery for up to 50 percent of the U.S. population by the middle of 2019. Its CEO also stated the company is already offering this service to 36 percent of the population.

Over the years, Target has taken steps to keep up with Amazon’s ever-changing shipping services. In March of 2018, Target began offering free two-day shipping to all of its credit card holders. It also offers this service to other customers on orders over $35 dollars. Target also acquired the shipping company Shipt to allow customers to enjoy same-day delivery in larger cities. Target also offers a variety of services to make shopping easier for customers, including its Drive Up or Pick Up services provided at 8,500 brick-and-mortar stores.  To date, Target has not announced any new tactics to compete with Amazon, but simply reminded consumers in a statement about the services they already offer.

How Will Same-Day Shipping Affect the Trucking Industry?

Just like big box retailers must rethink their business models to keep pace with Amazon, the trucking industry must innovate to meet the demand of nationwide same-day shipping. For example, as retail analysts have opened, it may be in the interests of big box retailers like Home Depot and Walmart to combine one-day shipping volumes to provide faster logistics at lower cost. The trucking industry may need to develop new programs and services to help retailers maximize their logistics speed and timing to compete with Amazon’s logistics capabilities. Truckers will need to act as trusted advisors to recommend to shippers the program or service that best meets their needs.

The new, higher demand for fast shipping will cause some growing pains for multiple industries. However, it equates to high job security for truckers and potentially more demand for qualified drivers, freight owners, and logistics managers. That means now is a great time to invest in your business or truck. And for all your commercial financing needs, trust the experts at Mission Financial Services. Apply today and get approved for a semi-truck loan in no time.

How the IoT Increases Visibility of Assets Throughout the Supply Chain

Trucking: A Supply Chain Workhorse

 

What image comes to mind when almost anyone thinks about moving palettes of product from a manufacturer to a distribution center or to a store for purchase? Trucks, and rightly so. The American Trucking Association reported that trucks moved 70.2 percent of all domestic freight tonnage in the United States. It took 3.6 million heavy-duty Class 8 trucks moving 10.5 billion tons of freight and burning 39 billion tons of diesel fuel to accomplish that feat.

Clearly, the trucking industry is a huge part of the supply chain. That’s quite a load of trucks, drivers, and freight to manage. How in the world can anyone or any company manage all of their drivers and trucks, not to mention all the freight they move? Can a company know all their trucks’ locations at any point on their routes in real time? Is a truck’s tire or engine about to fail while on its route, possibly impacting delivery time? Could anyone have foreseen that truck’s issues and taken it out of service for repair? If a company has multiple drivers delivering to a company, how can it know they are all taking the most economical and timely route or perhaps a route that can damage trailer contents? Is the environment in each trailer suitable for the type of freight it’s carrying? Are your drivers driving as safely as they could or should?

Attorneys say you should never ask a question to which you don’t know the answer; all these questions have answers that may surprise you. Briefly, the answer to all these questions is yes. Let’s explore a little.

What is The Internet of Things?

Almost everyone has an idea of what the Internet is. It began as a network of hardware and software technologies that allowed computers to connect to it and talk to each other so people in government, scientific, and academic circles could find information and share it with each other.

Now all kinds of devices connect and communicate through the Internet – smart TVs, smartphones, vending machines, refrigerators, and more recently, small devices called sensors. Hence the name The Internet of Things, or IoT for short. The Internet of Everything Under the Sun doesn’t quite have the same ring and the acronym is even worse.

Sensors communicate among themselves, meaning they send information to and from one another and with an asset tracking system or fleet management system (depending upon the type of asset you’re managing), all in real time, to help businesses solve many types of difficult business problems and save significant money that otherwise would have been lost.

Profound Benefits of IoT to the Supply Chain

The IoT will impact the supply chain in ways never seen before, creating sweeping revenue opportunities and operational efficiencies heretofore unseen. Asset tracking, vendor relations, forecasting and inventory, connected fleets, and maintenance are all areas within supply chain management that will see unprecedented boons. Here are some examples of the use of and the benefits from the IoT:

1. Asset Tracking and Supply Chain Visibility

A case study by Sierra Wireless discusses how one of their customers, Tive, helped a washing machine manufacturer identify and resolve washing machine damage that occurred during shipping by employing IoT asset tracking to improve supply chain visibility.

In another example, real time asset tracking saved $1.5 million of medication from ruin because trackers placed inside the shipping container alerted the pharmaceutical company that the container temperature was too low. The pharmaceutical company immediately was able to reach someone at the port where the container was and fix the temperature issue.

2. Proactive and Preventive Maintenance

Who hasn’t seen a fleet truck stopped on a highway shoulder with its cab up and the driver trying to determine what needs repair? In the meantime, the scheduled delivery time looks less likely by the minute.

That situation never would have occurred had the fleet owner installed sensors that talked to a fleet management system. The sensors would have alerted the fleet management system about the problem before the truck was even loaded with its freight. The system would have taken the truck out of service and scheduled it for repair for whatever component the sensor indicated was about to malfunction or was malfunctioning. Additionally, the fleet management system would only schedule a technician certified to work on that make and model of truck; problem solved even before it began.

Think of the headaches the IoT averted in that hypothetical scenario:

  • A truck destined to break down was not dispatched.
  • Towing fees were avoided.
  • The driver was able to do what he did best – be productive driving and not be sidelined on a shoulder somewhere.
  • Foreknowledge about a defective truck avoided a late delivery, keeping original delivery time commitments intact.
  • The truck technician could repair the truck faster because the truck sensor identified the problem, saving diagnosis time, and scheduled the right person to do the work.

3. Platooning

Platooning, which groups trucks on a journey, employs artificial intelligence and other IoT technologies to allow legal, digital tailgating among a fleet of trucks. It can improve truck safety using technology already available on trucks – lane-keep assist, adaptive cruise control, and air brakes. It also promises to reduce fuel consumption from 5-20 percent by meticulously and automatically managing the distances among fleets of trucks through wireless communication among sensors, allowing trucks to take advantage of an aerodynamic effect, known as drafting.

Platooning also improves road capacity and road safety. Because of the near instantaneous communication of these state-of-the-art driving support systems, trucks simultaneously can accelerate or brake, which supports better traffic flow. They also can follow each other more closely because platooned trucks react orders of magnitude faster than human drivers. They don’t require the same amount of distance between them to compensate for the slower reaction time.

Looking Forward and Forward-Looking

These are incredibly exciting times in the transportation industry with many positive changes in the near future. With change comes opportunity and all of us at Mission Financial Services look forward to helping you take advantage of those opportunities. Contact us today to get started with your commercial vehicle loan.

Could The Trucking Shortage Be Raising The Price Of Groceries?

 

Prices on consumer goods are on the rise for a variety of reasons. From new tariffs against China upping prices on technology, tires and other imported items, to inflation, there are many reasons we may be seeing higher prices on the things we buy every day. But could the trucking shortage also be a contributing factor? Especially when it comes to the rising prices of groceries, there is reason to believe the deficit of truckers could be directly related.

Grocery Prices on the Rise

According to the U.S. Department of Agriculture, food prices will increase by 1-2 percent in 2019. This was a common trend for many decades; however, the rise of food prices has slowed over the past few years. Now, these prices are back on the rise, with notably higher prices on groceries of all kinds.

The price of dairy products is projected to increase by 3-4 percent, vegetable costs will rise 2.5-3.5 percent, and both bakery and fruit prices will increase by 2-3 percent. As for meat, all costs are expected to rise by from 1-3 percent, with the exception of pork, which could actually drop in price by .75 percent.

What is Causing this Raise in Prices?

The rise is grocery prices could be due to a number of factors. From oil prices to overseas trade, a variety of things can spark a cost increase at the grocery store.

High Oil Prices

Oil prices can affect grocery store prices in two different ways. High oil prices often lead to increased shipping costs, which results in higher grocery prices. Because of the higher oil prices, food that gets transported across long distances costs more to ship, so grocery stores have to charge their customers more. Oil prices are constantly in flux and are influenced by several complex factors of their own.

Oil can also affect farming, which can make groceries more expensive as a result. Oil byproducts are an important part of fertilizers, and their price accounts for 20 percent of the cost of growing grains.

Climate Change

Climate change can cause extreme weather conditions that harm crops or make them much more difficult to grow. Because of greenhouse gas emissions, the hot air can absorb moisture and cause it to rain less, drying up ponds and lakes. Additionally, when it does finally rain, the water runs off the land and doesn’t get absorbed by the crops.  These factors force farmers to invest more money into yielding a smaller number of crops and selling them to market at a higher price.

U.S. Government Subsidies

Because it is used to create ethanol, a large percentage of the U.S.’s corn production is subsidized. Currently, 40 percent of corn crops go to producing ethanol, which is a huge increase from 2000’s six percent. This means less corn is going to the food supply each year, causing the prices at the grocery store to rise.

World Trade Organization

The World Trade Organization also has a say in the world’s corn and wheat stockpiles. Because many developed countries like the U.S. and countries in the EU subsidize their agricultural production, they have an advantage over poorer, developing countries. To compensate, the World Trade Organization limits the amount of stockpiling a country may do. However, this means that in a shortage, prices of corn or wheat could rise dramatically in the U.S.

How Does the Truck Driver Shortage Contribute?

In recent announcements, brands including Mondelez, Hershey, Nestle, Unilever, and Coca-Cola stated they will need to increase prices in 2019. These price hikes are in reference to two factors: Higher ingredient costs and increased freight expenses.

A detailed analysis revealed that the cost of a refrigerated truck moving from Washington State to New York rose by 18 percent in only a few weeks. So, a shipment that costed $8,450 jumped to $10,000 a few weeks later. In addition, a truckload heading east out of California saw prices rise by 25 percent during the same time period.

So, what does this have to do with the trucking shortage? Because there are less truckers on the road, the demand for qualified drivers is boosting prices across the board. The cost to transport food across the country has risen, and those higher prices are reflected in markets and grocery stores as well.

American Trucking Associations says the industry is lacking at least 50,000 drivers. If the trucking shortage continues on its current path, that number will be at 174,000 by 2026. And in a decade, it could take 890,000 new drivers to adequately close the gap. Now more than ever, trucking companies are on the lookout for new, qualified drivers to help keep grocery prices low and the economy healthy.

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