Work Truck Magazine September/October 2011

TRAILERING FUNDAMENTALS

PAGE 22

CAB FORWARD vs. VAN CUTAWAYS

THE RESOURCE FOR MANAGERS OF CLASS 1-7 TRUCK FLEETS

ISUZU GASES UP N-SERIES TRUCKS

PAGE 26

TRUCK FLEET DOUBLE WHAMMY

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WWW.WORKTRUCKONLINE.COM SEPTEMBER/OCTOBER 2011 VOL. 5 NO. 5

RESALE VALUE OUTLOOK FOR MEDIUM-DUTIES WEIGHT & PAYLOAD CALCULATIONS MADE EASY SYNTHETIC OILS: WHAT YOU NEED TO KNOW

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GREENER. At Ford Fleet, we believe in getting the most out of green technology. We’re continually working to improve vehicle performance while decreasing negative environmental impact. Our proprietary EcoBoost™ engine* can do just that for your fleet. It combines turbocharging and direct-injection technologies to provide the performance of a V8 with the fuel economy of a V6.** Our ultimate goal is to go beyond producing a more powerful and greener fleet — to ensuring every mile your fleet drives barely leaves an impression at all. Ford Fleet. Get More.

fleet.ford.com www.fleet.ford.com *Optional, available on select models. **EPA-estimated 17 city/25 hwy/20 combined mpg (Taurus SHO/MKS); 16 city/22 hwy/18 combined mpg (Flex/MKT), EcoBoost AWD.

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IN THIS ISSUE

SEPTEMBER/ OCTOBER 2011 VOLUME 5 ISSUE 5

10

Features 10 ISUZU GASES UP N-SERIES & LAUNCHES ALL-NEW REACH COMMERCIAL VAN Isuzu is in full production with its gas-powered N-Series and ready for fleets to hit the road in the all-new Reach commercial van.

12 FORECAST OF MEDIUM-DUTY RESALE VALUES FOR 2011-2012 There is a shortage of medium-duty trucks in the wholesale market due to the low volume of new units ordered from 2007 to 2010. This inventory shortage is forecast to persist for several years. The net result is higher resale values.

12

18

18 CALCULATING COMMERCIAL VEHICLE WEIGHT DISTRIBUTION & PAYLOAD MADE EASY Axle capacities are limited either by the axle capacity or the legal weight limits, whichever is lower. Performing a weight distribution analysis can achieve the proper axle loadings before a truck is built.

22 THE FUNDAMENTALS OF SPEC’ING TRUCKS FOR TOWING Despite being similar in size, medium-duty trucks offer a wide variance in maximum towing capacities — from 5,000 lbs. to more than 11,000 lbs.

26 CAB-FORWARD VS. CUTAWAY VAN: WHICH IS BETTER FOR DELIVERY FLEETS?

Departments

The choice of one truck type over the other depends on a fleet’s needs.

Answering some key questions can make the decision easier.

4 LETTERS

30 WHAT FLEET MANAGERS SHOULD KNOW ABOUT SYNTHETIC OILS Brought to the U.S. market in 1972, synthetic motor oil is produced by most major oil manufacturers. Differences between synthetic and conventional oils, including cost, are examined.

6 TRUCK NEWS ■ ■

Hino Approves B-20 Biodiesel Use Azure & Ford Partner on Plug-in Hybrid

37 TRUCK PRODUCTS ■ ■

Truck Software Mobile Applications

40 END OF FRAME EDITORIAL ■

22

Ticket ‘Inflation’ & ‘Malicious Compliance’

WORK TRUCK MAGAZINE (CDN IPM# 40013413) is published BI - Monthly, by Bobit Business Media, 3520 Challenger Street, Torrance, California 90503-1640. POSTMASTER: Send address changes to Work Truck P.O. Box 1068 Skokie, IL 60076-8068. Please allow 8 to 16 weeks for address changes to take effect. Please address Editorial and Advertising correspondence to the Executive Offices at 3520 Challenger Street, Torrance, California 90503-1640. The contents of this publication may not be reproduced either in whole or in part without consent of Bobit Business Media. All statements made, although based on information believed to be reliable and accurate, cannot be guaranteed and no fault or liability can be accepted for error or omission.

2 WORK TRUCK SEPTEMBER/OCTOBER 2011 www.worktruckonline.com

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what you’re reading www.worktruckonline.com w What’s We’re Blogging About

the 5

WORKTRUCKONLINE.COM TOP 5 MOST POPULAR STORIES AS OF AUG. 9, 2011

MARKET TRENDS

By Mike Antich www.worktruckonline.com/ blog/markettrends.aspx

CAFE TO INCREASE TO 54.5 MPG BY 2025

1

The Obama administration claims the average fuel savings will be more than $8,000 per vehicle by 2025.

ANTICH

August 8 Proposed CAFE Standards to be the Catalyst for the Hybridization of Fleets

2

FORD RECALLING F-SERIES TRUCKS Due to potential corrosion of the fuel tank straps that secure the tank to the vehicle.

July 27 A Double Whammy for Truck Fleets: Ticket ‘Inflation’ and ‘Malicious Compliance’

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FORD AND AZURE DYNAMICS TO ADD HYBRID S YSTEMS TO F-SERIES SUPER-DUTY TRUCKS

July 25 Fleets Report Aggressive Efforts to Collect Delinquent Unpaid Tickets and Toll Violations

In collaboration with Ford, Azure’s plug-in hybrid technology will be initially integrated on Ford’s F-Series Super Duty cab and chassis, the F-550, which is expected to be available in early 2013.

July 6 Wholesale Inventory Shortage of MediumDuty Trucks Fuels Higher Resale Values

FEDEX REPORT SHOWS 15.1% FLEET FUEL ECONOMY IMPROVEMENT AS OF 2010

4

CHATTY CHASSIS

The company reports it was able to reduce the amount of fuel consumed by 276,000 gallons with its fleet of 408 electric-vehicle and hybrid-electric vehicles.

DISCRETE WIRELESS BECOMES NEXTRAQ

5

Go to worktruckonline.com/Channel/GPS-telematics for more information on this rebranding effort!

By Lauren Fletcher www.worktruckonline.com/ Blog/Talking-Truck.aspx

FLETCHER

August 3 What Happened to All of the Good Drivers?

July 20 Navistar Files Another Suit Against EPA

THE FLEET CHANNELS Industry Trendss

Telematics

Safety

Remarketing

Fuel

Use the navigator on the WorkTruckOnline.com home page to browse the latest articles from the channels. Enter a channel to view in-depth news, articles, tools, calculators and more related to that specific topic.

September/October’s Web Channel Highlight: REMARKETING Get the expert information and research you need for fleet remarketing.

Learn how to increase vehicle residuals while effectively using resale channels and lowering deprecation costs from the articles, tools and expert insight provided in this comprehensive channel. ▲ 10 Myths About Fleet Management ▲ 3 Options for Selling Cars Online ▲ Depreciation Up in Most Vehicle Segments ▲ State of the Fleet Market Outside North America ▲ 9 Mistakes to Avoid When Playing ‘Musical Cars’

FLEET BLOGS The Voice of the Fleet Community (www.fleetblogs.com)

August 8 Is Something Big About to Happen?

by Joseph Thompson July 30 An Ounce of Prevention

by Kate Harland July 27 Do Driver Incentive Programs Work and Are They Fair?

by Elisa Durand July 20 Documented Prudence is the Key to Limiting Fleet Liability

by Wayne Smolda Interested in starting your own blog? Go to www.fleetblogs.com for more information

www.worktruckonline.com SEPTEMBER/OCTOBER 2011 WORK TRUCK 3

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LETTERS TO THE EDITOR NREL Releases Hybrid Electric Fleet Study It’s not surprising that the gasoline hybrids had lower emissions than the diesels, since the test conducted by the National Renewal Energy Laboratory (NREL) used older diesels which were manufactured before the new 2007 and 2010 models with advanced engines and emissions control technologies were introduced. (It is important to note the gasoline hybrids in the study were from 2008.)

Assuming this study will be used to encourage the selection of the cleanest and most efficient vehicles in future purchase decisions, it would have been more helpful (and accurate) to test the latest gasoline hybrid and diesel models. The fact that hybrid electric models are more fuel efficient in city driving patterns is commonly recognized.

It seems to me the best performance would come from diesel-electric hybrids, which benefit from the hybrid technology and a diesel’s greater fuel economy. And this doesn’t even account for the longer life and higher residual value of diesels.

E-mail from Dawn Fenton

Takes Strong Exception The Retread Tire Association takes strong exception to the conclusions drawn in a recent remanufacturing and energy savings paper.

One of our members recently sent us a copy of a paper titled “Remanufacturing and Engine Savings,” which was accepted in April 2011 for publication in Environmental Science and Technology (http://pubs.acs.org/jour nal/esthag).

After carefully reading the portions pertaining to retreaded tires, I am convinced that there is no basis in reality for the conclusions that “heavy-duty truck tires” are not always better retreaded than discarded (assuming of course that they pass a very rigid inspection by top quality retreaders).

My strong exceptions are based on a number of statements in the paper that I consider inaccurate and not well

researched. For example: ■ “Secondly, the life span of a truck tire is far shorter than that of a home refrigerator. Driving at 50 mph for eight hours a day, five days a week for 50 weeks adds up to 100,000 miles in one year, equal to the tire lifetime.”

■ “Additionally, retreading adds significant new material to the old casing…”

■ “While it is true that a tire retreading operation can restore a tire to near original performance, from the available data there is evidence that retreading can sometimes fail to achieve likenew product performance.”

There is more, but you get the idea.

Anyone who has seriously studied the retread industry knows that today’s truck tire retreads produced by top quality retreaders in modern retread plants will often have an adjustment rate as low and often actually lower than comparable new tires, and that today’s top quality retreads can often give up to 300,00 miles — and sometimes even more — of trouble free performance.

As far as retreading adding significant new material to the old casing, I seriously wonder if the three writers of the paper have visited a modern retread plant, because if they had I don’t think they would have ever made such a statement, especially when one compares the poundage of new materials used in producing a new truck tire versus the amount used to retread.

I invite readers to review the document and draw their own conclusions.

In summary, after nearly 35 years of being involved with the retread industry, I’ll be willing to bet my next paycheck that, overall, a retreaded tire is far more environmentally friendly than a comparable new tire. Plus, fleets save serious money by using retreads.

Nothing wrong with that!

Harvey Brodsky Managing Director Retread Tire Association info@retreadtire.org Pacific Grove, Calif.

Vol. 5 No. 5 Publisher Sherb Brown Editor/Associate Publisher Mike Antich mike.antich@bobit.com Managing Editor Lauren Fletcher lauren.fletcher@bobit.com Senior Editor Grace L. Suizo grace.suizo@bobit.com Contributing Editor Chris Wolski chris.wolski@bobit.com Web Editor Greg Basich greg.basich@bobit.com Production Director Kelly Bracken Production Manager Brian Peach (310) 533-2548 Art Director Armie Bautista For Subscription Inquiries (888) 239-2455 BobitPubs@Halldata.com Great Lakes Sales Manager Robert Brown Jr. 1000 W. University Dr., Ste. 209 Rochester, MI 48307 (248) 601-2005 Fax: (248) 601-2004 Regional Sales Managers Eric Bearly (310) 533-2579 Joni Owens (310) 533-2530 Sales Coordinator Tracey Tremblay Business and Editorial Offices Bobit Business Media 3520 Challenger St. Torrance, CA 90503 Fax: (310) 533-2503 Chairman Edward J. Bobit CEO Ty Bobit Chief Financial Officer Richard E. Johnson Editorial Consultant Howard Rauch

Change Service Request Return Address Hallmark P. O. Box 1068 Skokie, IL 60076-8068

4 WORK TRUCK SEPTEMBER/OCTOBER 2011 www.worktruckonline.com

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Introducing...

The Right Size Commercial Van for Your Business

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All photographs, illustrations, equipment and technical data shown are based on the latest information available at time of publication. Isuzu Commercial Truck of America, Inc., reserves the right to make changes at any time, without notice, including prices, colors, materials, equipment, speciďŹ cations and models, and to discontinue models or equipment.

These vehicles are assembled from component parts manufactured by Isuzu Motors Limited and its afďŹ liated companies and by independent suppliers who manufacture such components to Isuzu’s exacting standards for quality, performance and safety. ECO-MAX is a trademark of Isuzu Commercial Truck of America, Inc. NPR is a trademark of Isuzu Motors Limited. Reach is a registered trademark of Spartan Motors. See your authorized Isuzu truck dealer for warranty and other details.

IsuzuCV.com NextGenerationVan.com

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TRUCK NEWS Hino Trucks Approves Use of B-20 Biodiesel NOVI, MI – Hino Trucks’ complete product line of Class 4 and 5 cab-over, and Class 6 and 7 conventional trucks are now approved to use up to B-20 biodiesel.

All 2011 and 2012 model-year cab-over and conventional trucks powered exclusively with Hino’s J-Series engines are approved to use biodiesel B-20 blends that contain biofuel blend stock (B-100) compliant to American Society for Testing and Materials (ASTM) D6751, and blend-

ed fuel compliant to ASTM D975. B-20 biodiesel meeting these standards is also approved for use in Hino’s newly announced diesel-electric hybrid cab-over due to enter the market late this fall.

Hino trucks built prior to the 2011 model-year are approved to use B-5 biodiesel. All biodiesel fuels used in Hino trucks must be purchased from a fuel handler licensed under BQ9000.

All 2011 and 2012 model-year cab-over and conventional trucks, powered by Hino’s J-Series engines, are approved to use biodiesel B-20 blends.

ARS/Rescue Rooter Rolls Out Propane Autogas Ford Vans MEMPHIS, TN – ARS/Rescue Rooter, a privately held, nationwide provider of air conditioning, heating, plumbing, and attic insulation services, has taken strides to become more green by deploying 21 cleanburning propane autogas cargo and cutaway vans in the Los Angeles and Houston areas.

ARS/Rescue Rooter plans to purchase 22 more vehicles by year-end, with an additional 100 or more vehicles planned for 2012, spanning multiple markets.

These Ford E-Series vans, powered

by ROUSH CleanTech, reduce harmful emissions and carry certification by the California Air Resources Board (CARB) and the Environmental Protection Agency (EPA).

“After researching several fuel options, we decided that ROUSH CleanTech propane autogas systems offered the best solution for us,” said Mike Baessler, fleet director of ARS/

ARS/Rescue Rooter deployed 21 propane autogas cargo and cutaway vans in Los Angeles and Houston, reducing maintenance costs and increasing the potential for extending engine life.

Rescue Rooter. “We believe this investment will provide longevity to our fleet, in addition to reduced operating costs allowing us to pass the savings on to our customers.”

In addition to reduced maintenance costs and the potential for extended engine life due to its clean-burning properties, ROUSH CleanTech stated that propane autogas historically

offers a 30- to 40-percent reduction in fuel costs compared to gasoline.

When compared with gasoline, vehicles fueled by propane autogas produce: ■ 17- to 24-percent less greenhouse gases.

■ 20-percent less nitrogen oxide.

■ Up to 60-percent less carbon monoxide.

6 WORK TRUCK SEPTEMBER/OCTOBER 2011 www.worktruckonline.com

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Daimler Truck Financial & MFTA Partner on Financing FARMINGTON HILLS, MI and LOGAN TOWNSHIP, NJ – Daimler Truck Financial (DTF) announced it has reached an agreement with Mitsubishi Fuso Truck of America (MFTA) to begin providing financial products and services for more than 175 MFTA dealers and their customers in the United States.

DTF, which provides financial services for Freightliner, Western Star, Sprinter, and Thomas Built Bus dealers and customers, will bring its wide range of financial services and programs to the Mitsubishi Fuso dealer body in the U.S. Together, DTF and MFTA will provide customers with competitive financing options with rates in Q3 as low as 0.9 percent for qualified customers. Other offerings include packages with terms up to 72 months. Additional product offerings will include TRAC lease, a full line of insurance and aftermarket products, and online account management. These wide ranging services have contributed to DTF’s reputation as a leader in customer and dealer satisfaction among captive finance sources in the trucking industry, according to the company.

“We understand the finance requirements of the vocational

buyer and we have the dedicated credit teams who have handled this kind of business for years,” said Juergen Rochert, VP and head of DTF. “The combination of MFTA’s product lineup and DTF’s financial expertise in the industry will further improve the market ROCHERT position of Daimler’s commercial vehicle sales in the United States.”

Mitsubishi Fuso Truck of America markets Class 3 through Class 5 cab-over work trucks.

The all-new 2012 Canter FE/FG Series trucks offer improved fuel economy, best-in-class payloads, 18,000-mile service intervals, and are backed by an industry-best five-year/175,000BLOOM mile powertrain warranty.

Todd Bloom, president & CEO of MFTA added, “The addition of DTF as a financial resource for our network of dedicated dealers and loyal customers will only aid to solidify our position in the market by placing more of the revolutionary new line of Canter FE/FG-Series trucks into business and municipal operations throughout the United States.”

Azure & Ford Partner on Plug-In Hybrid Super-Duty Trucks OAK PARK, MI – Azure Dynamics Corp. and Ford Motor Company have entered into an agreement whereby Azure will integrate its plug-in hybrid (PHEV) technology into the Ford F-Series Super Duty product line.

In collaboration with Ford, Azure’s plug-in hybrid technology will be initially integrated on Ford’s F-Series Super Duty cab and chassis, the F-550, which is expected to be available in early 2013. The agreement also allows Azure to perform hybrid powertrain conversions on other Super Duty platforms, including F-350 and F-450 models and spans all engine, frame length, and regular production options and configurations. Azure said its Super Duty program will allow the company to further expand its product lineup in its targeted medium-duty commercial truck segment.

The Azure-Ford agreement includes a ship-thru provision that permits Azure to place vehicles in the Ford transportation system and allows qualified Ford Commercial Truck dealerships to sell and service the product in specific markets in North America.

Balance Hybrid Electric has a 60-percent share in the medium-duty (Class 2cV) hybrid commercial truck market in North America and is deployed in fleets such as AT&T, CINTAS, DHL, FedEx Express, Ford’s F-Series Super Duty will be receivand Purolator. ing Azure’s plug-in hybrid technology in

Odyne to Use Johnson Controls Batteries in Trucks WAUKESHA, WI – Odyne Systems, LLC, a manufacturer of hybrid systems for medium- and heavy-duty trucks, and Johnson Controls Inc. (JCI), a supplier of advanced batteries, entered into both an investment agreement and a long-term hybrid master supply agreement.

Under the new agreements, Johnson Controls has made a strategic investment in Odyne to fund expansion and accelerate wide-scale commercialization of Odyne’s hybrid systems for medium- and heavyduty work trucks. Additionally, Odyne designates Johnson Controls-Saft as a preferred supplier of advanced lithium-ion battery systems for its plug-in hybrid system.

The Odyne plug-in hybrid system significantly increases a large truck’s efficiency through operation of the hybrid system on the road and use of the large battery system at the job site, according to the company. Odyne’s modular system can be installed on a wide variety of new and existing vehicles to reduce fuel consumption and lower emissions.

“The strategic investment and supply agreements between Johnson Controls and Odyne will help us continue to grow our business and advance hybrid technology for medium- and heavy-duty trucks to greater levels of efficiency,” said Joe Dalum, president and CEO of Odyne Systems. “This is the first phase of a multi-stage investment on the part of JCI and is in line with a broader investment and growth strategy at Odyne.”

early 2013. www.worktruckonline.com SEPTEMBER/OCTOBER 2011 WORK TRUCK 7

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ISUZU GASES UP N-SERIES & LAUNCHES ALL-NEW REACH COMMERCIAL VAN

Isuzu is in full production with its gas-powered N-Series and ready for fleets to hit the road in the all-new Reach commercial van.

I

suzu Commercial Truck of America, Inc., (ICTA) reintroduced its gasoline-powered N-Series trucks and launched the all-new Reach Commercial Van. The gas truck is built at the Spartan Motors, Inc., facility in Charlotte, Mich., and the Reach is assembled by Utilimaster in Wakarusa, Ind. This marks the first time in two years that gasoline-powered N-Series trucks have been offered by Isuzu. Previously, N-Series gasoline trucks had been assembled by General Motors at its plant in Janesville, Wis. However, that facility ceased operations in 2009.

GASSING UP N-SERIES TRUCKS The new 2012 N-Gas models — which complement the diesel-powered Isuzu N-Series trucks already available — are powered by the Vortec 6.0L smallblock V-8 engine that produces 297 hp at 4,300 rpm and generates 372 lb.-ft. of torque at 4,000 rpm. The powerplant is mated to a new 6-speed automatic transmission with double overdrive and

AT A GLANCE ■ Isuzu N-Series gas-powered trucks

are powered by the Vortec 6.0L small-block V-8 engine that produces 297 hp at 4,300 rpm and generates 372 lb.-ft. of torque at 4,000 rpm.

■ Powering the Reach is Isuzu’s

biodiesel-fuel compatible 4JJ1-TC 3.0L turbocharged engine, capable of generating 150 hp.

lock-up torque converter for enhanced fuel economy and performance. Previous N-Series gasoline models offered only a 4-speed automatic.

A full range of gasoline-powered models is available: ■ NPR (12,000-lb. GVWR) Single Cab in wheelbases of 109, 132.5, 150, and 176 inches.

■ Crew Cab in wheelbases of 150 and 176 inches.

■ NPR-HD (14,500-lb. GVWR) Single Cab in wheelbases on 109, 132.5, 150, and 176 inches.

■ Crew Cab in wheelbases of 150 and 176 inches.

“With the introduction of these new models, our dealers once again offer the broadest range of low cab-forward solutions in the industry,” said Shaun Skinner, executive vice president and general manager of Isuzu Commercial Truck of America. “We are especially pleased that Spartan — one of the industry’s most respected manufacturers of high-quality specialty chassis and vehicles — is assembling our N-Series gas trucks. Its expertise and quality workmanship will be an enormous benefit to us, to our dealers, and to the end users of our vehicles.”

The gasoline-powered trucks are now available at Isuzu dealerships nationwide.

LAUNCHING ALL-NEW REACH VAN ICTA and Utilimaster, Inc., unveiled

The all-new Isuzu Reach commercial van features an Isuzu NPR ECOMAX chassis and a body designed

by Utilimaster Corp. It will be offered in two different wheelbases and three body lengths.

the Reach commercial van at The Work Truck Show 2011 in Indianapolis.

The commercial van — with a body designed by Utilimaster Corporation atop an Isuzu NPR ECO-MAX chassis and powered by Isuzu’s 3.0L diesel engine — will achieve 35-percent better fuel economy than a traditional commercial van application while offering the functionality of a custombuilt work truck along with the styling and ergonomics of a cargo van, the companies stated.

“The Reach was designed to be a complete unit with the chassis and the body together as one. By designing the vehicle as one you can achieve the best possible fuel economy and higher pay-

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(Above) The gasoline-powered N-Series truck is powered by a Vortec 6.0L small block V-8 engine mated to a new 6-speed automatic transmission.

load capacity,” said Brian Tabel, retail marketing manager for ICTA. The Reach will be offered in a 151 inch wheelbase and two body lengths — 12 and 14 feet. The cargo area can offer 450, 540, or 630 cubic feet of storage, depending on wheelbase and body length selected.

The Reach’s stripped chassis’ engine has been relocated to minimize engine protrusion into the cab, facilitating driver movement in and out of the front seat for improved productivity, according to Isuzu. Likewise, the driver seat position and numerous component locations have been revised to accommodate the walk-in van body.

Otherwise, the van’s setup is like the 12,000-lb. GVWR Isuzu NPR ECOMAX chassis.

Powering the Reach is Isuzu’s biodiesel-fuel (B-10) compatible 4JJ1TC 3.0L turbocharged engine, capable of generating 150 hp, this engine is mated to an Aisin medium-duty 6-speed automatic transmission with double overdrive, and lock-up torque converter.

In independent testing, this power-

train achieved 35-percent better mileage than traditional commercial vans, according to the companies. The engine offers B-10 durability ratings of 310,000 miles, meaning that 90 percent will reach that mileage before requiring an overhaul, the companies stated.

Additionally, lightweight composite body materials save 600 lbs. of weight per vehicle, further reducing fuel consumption and increasing available payload. A composite construction typically lasts longer than traditional steel body panels, which are subject to corrosion.The body-on-frame design allows for easy repair, and lower body panels were designed for quick removal and easy replacement. Safety features include integrated entry hand rails, available backup camera system, “high visibility” steps with slip-resistant carbide tread, and a 13inch wider aisle width, compared to a cargo van.

Similar to Isuzu’s N-Series trucks, the Reach’s 4JJ1-TC engine employs selective catalytic reduction (SCR) technology, which injects diesel exhaust fluid (DEF) into the hot exhaust stream to reduce nitrogen oxide emissions by over 85 percent. As a result,

the Reach is EPA 2010 compliant and CARB OBD II compliant.

Driver safety and productivity are enhanced by such features as: ■ Available sliding front door (swing-out doors are also available) that requires 15 seconds less to operate than a conventional door.

■ Wide aisles.

■ Sufficient interior height to give even drivers over six-feet tall the ability to enter and exit the cab, and access and use the cargo area, in an upright position.

■ Available integrated back-up camera.

■ Available keyless, auto-opening bulkhead door.

■ Easy-to-access maintenance equipment.

Features that maximize the utility and practicality of the Reach’s body include flat, vertical side walls; available sliding cab doors; and multiple rear-door options. In addition, a choice of integrated vocational modules will give buyers the opportunity to turn the cargo area into a space customized to their needs.

To achieve maximum durability of the Reach’s body, engineers have employed impact-resistant urethane rear and lower exterior panels; rear spring bumper and energy-absorbing side bumpers; and one-piece molded roof to eliminate leaks. All body panels have been designed for quick removal and replacement so that, if repairs are necessary, technicians can quickly restore the vehicle to its original condition.

The industries and vocations the Reach is expected to appeal to include: ■ Package delivery fleets.

■ Contractors.

■ Moving and storage companies.

■ Home healthcare providers.

■ Locksmiths.

■ Lease/rental agencies.

■ Appliance repair and delivery firms.

■ Airports.

■ Rent-to-own outlets.

■ Food distributors. WT

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FORECAST OF MEDIUM-DUTY

RESALE VALUES FOR 2011-2012 There is a shortage of medium-duty trucks in the wholesale market due to the low volume of new units ordered from 2007 to 2010. This inventory shortage is forecast to persist for several years.

The net result is higher resale values. By Mike Antich

T

he decreased volume of new medium-duty trucks sold from 2007-2010 has created a tight inventory of used trucks in today’s wholesale market. As a result, demand is exceeding supply, especially for lower-mileage mediumduties in good condition, which has exerted upward pressure on resale prices across the board.

Increased economic activity around the country is bolstering demand for mediumduties in both the new- and used-truck markets. The increased demand for new medium-duty product has caused orderto-delivery (OTD) times to lengthen. Not only have build times increased, but so have upfit OTD times.

“Today’s wholesale medium-duty truck market is strong and much improved over last year. As the economy and consumer confidence improves, the ripple effect will increase the demand for medium-duty trucks,” said Paul Seger,

vice president asset remarketing for GE Capital Fleet Services.

Concurring with this assessment is John Storz, resale manager of medium and heavy trucks and equipment for Automotive Resources International (ARI). “The STORZ market is very strong. Of the clean units I have sold this year, prices are up 25 percent,” he said.

Not only is inventory tight in the wholesale market, it is also tight in the new-vehicle market.

“The market for new mediums is very tight,” said Mike Butsch, director of global fleet operations for Joy Global in Milwaukee. “Upfit times at quality upfitters are 12 to 16 weeks compared to four to six weeks last year.”

This assessment is reinforced by observations from the resale guide books.

“The used wholesale market for

AT A GLANCE ■ There is a tight inventory of used medium-duty trucks in the wholesale market

due to the decreased volume of new units sold from 2007-2010.

■ Demand is exceeding supply, which is exerting upward pressure on resale values.

■ Some fleets are short-cycling medium-duties to take advantage of the strong

resale values.

■ Fleets extended service lives from 2007-2010, resulting in trucks entering

the wholesale market with much higher mileage.

■ It is not uncommon for used medium-duty trucks to have between

200,000 to 400,000 miles when taken out of fleet service.

■ The forecast is that medium-duty resale values will continue to remain

strong due to limited inventory for the balance of the 2011 calendar-year and into calendar-year 2012.

medium-duty trucks is very good right now.

Similar to the auto market, a tight, limited supply is the primary driver along with the availability and cost of BEGGS new models. Although new-model orders are up a reported 30 percent over this time last year, some companies are still trying to fill their needs with used units. Once these currently ordered new models hit the ground, the supply of used trucks will increase slightly, possibly easing up the value levels,” said Ricky Beggs, vice president and managing editor of Black Book.

“Increased inventory when new orders are delivered will show how strong the market really is and the demand within the market for quality used units. Another scenario affecting supply is the fact that the number of repossession units being remarketed is also at lower levels than in past years.”

As several industry observers caution, it is necessary to keep in perspective that the sales gains of the current new-truck market are in relation to one of the worst economic downturns in the nation’s history, from which we are slowly emerging.

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PHOTO: ©ISTOCKPHOTO.COM/STEVECOLECCS

Business activity may be improving, but it still remains sluggish and even lackluster in certain industry segments. For instance, the three key business segments that drive medium-duty truck purchases are vocational applications, construction, and government. Today, all three segments are struggling in a lackluster economy. Among the 11 major truck OEMs manufacturing Class 4-7 trucks, total sales for FY2010 was 56,643 units.

This compares to 154,690 units sold by the same 11 OEMs in FY2006. Sales for Class 4-7 trucks haven’t been this low since the recession of 1991-1992.

“While we have experienced some improvement in the secondary markets for Class 6 and 7 trucks since hitting their nadir in 2009, both in terms of return and time to sell, we have certainly not returned to the market conditions that largely prevailed in 2007/early 2008,” said Steve LaPorte, director, business operations, North American Transportation & Shred Operations for Iron Mountain Information Management, Inc., in Boston. “It is hard to say when we actually saw rock bottom and LAPORTE

when the market bounced back, mostly because I just about stopped selling for approximately 18 months. I would say fall 2010 was when we started to notice the bounce back.”

In addition, external factors, such as fuel-price volatility, have a direct bearing on new truck acquisitions and resale values. “It will be interesting to see if the recent downturn in fuel will have any bearing on used-truck sales,” said J.J. Keig, CAFM, fleet manager for NCH EcoServices.

TRENDING UPWARD AFTER HITTING BOTTOM The decline in medium-duty resale values first began in late 2007, when the residential construction slowdown started. In 2007, resale values declined 10 percent and remained that way through the first half of 2008. Then, a combination of market forces converged to create a “perfect storm” to further drive down resale values by 15-25 percent. These convergent forces were higher fuel prices, tighter consumer credit, and the stagnant construction market. As a result, the pool of buyers (hence market demand) for used trucks contracted in the 2007-2010 time frame, putting downward pressure

on resale prices. One long-term consequence of the low volume of new medium-duties sold during this period has resulted in a very tight inventory in the KEIG wholesale market. This, coupled with an improving economy, has created an increased demand for medium-duty products.

Another consequence of the lower number of new medium-duties sold in the 20082010 time frame is that fleets extended the service lives of units in operation. As a result, medium-duties currently entering the wholesale market have much higher mileages. This has created a shortage of lower-mileage medium-duty trucks.

During the economic downturn, many fleets extended the months in service and mileage for medium-duty trucks.

Also, many fleets deferred purchasing new medium-duties in 2010 to avoid the first year of the new diesel emissions standards. These fleets wanted to see how the new 2010-compliant diesels performed before acquiring them due to uncertainty of the reliability of the new emissions-control technology being employed. ➞

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Remarketing To take advantage of the strong market for used trucks, some fleets are shortcycling medium-duties. One such fleet is Joy Global. “We have chosen to shortcycle our medium service truck fleet at three to four years in service versus our normal five- to sevenyear cycle. As a result, our depreciation has dropped to approximately 1.5 percent per month,” said Butsch of Joy Global.

BUTSCH The key trends influencing resale values of medium-duty trucks today and into the future are the economy, technology, and aging fleets.

“As the economy continues to improve, so will the demand for both new and used trucks. New-unit orders are increasing, but it will be a while before it has any impact on the current shortage of used trucks,” said Mark Orth, national remarketing manager truck & specialty assets for GE Capital Fleet Services. “Another key trend is technology. Customers are looking for better fuel efficiency and lower operating costs. Manufacturers able to incorporate new technology into their trucks and become proven performers will reap the benefits. The marketplace will reward them with strong demand and higher resale values.”

Storz of ARI believes the biggest impact on used-truck resale values is the limited availability of low-mileage trucks due to the increased number of higher-mileage trucks entering the wholesale market.

In the current wholesale market, one of the biggest changes has been the age and mileage of medium-duties being remarketed compared to the past several years.

“Many customers are extending months in service and mileage on medium-duty trucks. It is not uncommon to sell medium-duty trucks today with 200,000, 300,000, 400,000, or more miles on them,” said Orth. “Until recently, the Class 8 tractor was considered high mileage at 500,000. Now, that number has moved ORTH closer to 700,000 miles.

4-YEAR-OLD VALUE DIFFERENCE $35,000

$32,400

$30,000 $23,525

$25,000

$8,875

$20,000 $15,000 $10,000 $5,000 $0

2006 Peterbilt 335 4x2 in June 2010

2007 Peterbilt 335 4x2 in June 2011

The increase in value of the four-year-old models, year-over-year, shows the demand and strength of the used-truck market. Values of a four-year-old truck have risen over the last year by $8,875. “Some users of medium-duty commercial trucks are being cautious and frugal at the same time. They are being cautious by easing back in to the growth mode and being frugal by buying used equipment. They are paying more than they would have paid last year, but a good bit less than new equipment, and in some cases putting off the expense of new emissions until they have to,” said Charles Cathey, editor for Heavy Duty Truck and Commercial Trailer Data for Black Book.

SOURCE: BLACK BOOK OFFICIAL MEDIUM AND HEAVY-DUTY TRUCK AND COMMERCIAL TRAILER GUIDE

This change has also carried over to the medium-duty trucks.”

Others cite another vehicle condition as the primary factor influencing resale value. “As always, clean, well-maintained vehicles in good repair will always bring a premium over the same vehicle that does not look as good, even if it has substantially less mileage than the good-looking truck,” said Keig of NCH EcoServices.

“In addition, there has been a demand of late for good, clean vehicles to counter the increased cost of 2010 emissionscompliant new equipment.”

The downturn in the economy was the key factor prompting truck fleets to extend vehicle service lives.

“The overall mileage on the used trucks is slightly higher due mainly to the trucks being used for extended periods in various fleets with the longer trade-in cycles. With many businesses being down, thus new orders being nonexistent, the units are staying in service longer and are getting more usage,” said Beggs of Black Book.

Many of the negative connotations associated with older fleet units are not as critical in the medium-duty market.

“While there are more and more medium-duty truck owners each year who understand the potential economic

feasibility of cycling vehicles out at an appropriate time/mileage band, there are a number of owners who either cannot afford to do so or do not agree with standard industry practices. This can especially hold true to specialty upfit vehicles. Contrary to conventional wisdom, many times, extended lifecycling can pay good dividends,” said Keig. “Solid arguments can be made that company image, customer commitments, and any unscheduled downtime mean different values to different fleet managers, especially in centralized or decentralized operations or with or without in-house shop resources.”

INVENTORY SHORTAGE OF USED MEDIUM-DUTIES The inventory shortage for medium-duties in the wholesale market, similar to the current shortage for light-duty vehicles, is forecast to persist for the next several years.

“The lack of new units ordered from 2008 to 2010 has caused an extreme shortage of quality used equipment.

This, coupled with tight credit and cautious buyers targeting used equipment, contribute to higher residual value,” said Butsch of Joy Global.

Concurring with this observation is

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Headline H eadline Here Here

4-YEAR-OLD VALUE DIFFERENCE Beggs of Black Book. “The inventory shortage is definitely present for medium-duty used vehicles just as in the car and light-duty market. Buyers of these models are more need based instead of often impulse purchases in the auto side of the industry. The lending trends of three years ago being so much tighter has also created less repossessions today, adding to the shortage that exists,” said Beggs. “Model configuration is also a driver of retention value. A regular version, as compared to a crew cab configuration, might show a different level of retention. There is a wide variance in new cost between the regular and crew cab by manufacturer as well that will have an effect on the used value retention. This is just another example of the importance of being specific when tracking values. Add in the variance of markets, even by the dealer and his or her specific retail market, and the trends will often vary.”

The outlook is that the shortage of medium-duty truck inventory in the wholesale market will continue for the next several years, especially for lowermileage units.

“There is a shortage of late-model, clean, low-mileage, medium-duty units under 100,000 miles. If you look back two, three, and four years ago at the double-digit declines in new mediumduty truck sales, you realize it may be a while before we work out of the current shortage. There is no shortage of older, high-mileage, old technology units and the demand has improved slightly, but they are still difficult to sell,” said Orth of GE Capital Fleet Services.

Late-model, low-mileage trucks are commanding a resale premium, added Storz of ARI. As demand exceeds supply, the inventory shortage has exerted upward pressure on medium-duty resale values.

“Our resale values are higher than they have ever been. The lack of new units ordered from 2008-2010 has caused an extreme shortage of quality used equipment. This, coupled with tight credit and cautious buyers targeting used equipment, have all contributed to higher residual value,” said Butsch.

However, the inventory shortage is more

$30,000 $25,950 $25,000

$23,525 $21,350

$21,075

$20,000 $15,000

$20,950

$19,125 $2,450

$1,825

$4,600

$10,000 $5,000 $0 2006 Intl 4300 4x2 in June 2010

2007 Intl 4300 4x2 in June 2010

2006 Ford F650 in June 2010

2007 Ford F650 in June 2010

Chevy/GMC C6500 in June 2010

Chevy/GMC C6500 in June 2011

The chart above shows additional medium-duty models that have gained value during the past year. This chart shows that the medium-duty truck buyers now realize that clean, used medium-duty trucks are worth more by avoiding new truck prices.

SOURCE: BLACK BOOK OFFICIAL MEDIUM AND HEAVY-DUTY TRUCK AND COMMERCIAL TRAILER GUIDE

pronounced in certain geographic regions, along with other market forces.

“This depends on both the geographic area and also the specific type of truck that is being pursued. This also is dependent if one or two major fleets release a significant number of similarly equipped vehicles during a short time period or in one market area,” said Keig of NCH EcoServices.

REGIONAL VARIATIONS ON MEDIUM-DUTY RESALE VALUES Generally, geographic regional differences in terms of the strength of resale values are nominal. The Internet has served to minimize the pricing variation by region for all vehicle classes, including medium-duty trucks.

“There are very little regional differences in the strength of the resale market for late-model, low-mileage, or specialty trucks. With the shortage of good, clean, late-model trucks, buyers are reaching out across the country to find the trucks they need. More of today’s buyers are buying because they have a prospect or sale for the unit versus buying to stock inventory,” said Orth of GE Capital Fleet Services.

However, there are differences in regional demand for certain vocational trucks, which is reflected in pricing.

“There are some geographic pockets on certain types of trucks that seem to be in slightly more demand, such as

some landscape-type trucks in the Florida market. With many dealers traveling across larger areas to find trucks, along with the ability to access auctions online to find the specific trucks in need, the variance by region has decreased over time,” said Beggs of Black Book.

Also, regional weather conditions influences overall vehicle condition, which also influences pricing.

“One regional factor is vehicle condition, especially on older units. Units located in the Northern rust-belt states often show the effects of the environment versus units that were operated in the Southern and Western states. Both buyers and sellers recognize this and prices will reflect vehicle conditions.

Natural disasters may also have a shortterm regional impact to resale values,” added Orth.

Keig of NCH EcoServices makes a similar observation. “Typically, vehicles in the South command a stronger resale simply due to their condition which is an indication of both the roads and environment that they are exposed to. Some of the anti-icing/salt substitutes that are being used are horrendously corrosive to vehicles and their components and will ‘age’ a truck in quick fashion,” he said.

LONG-TERM FORECAST OF MEDIUM-DUTY RESALE VALUES The anticipation is medium-duty resale

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Remarketing

4-YEAR-OLD VALUE DIFFERENCE

values will continue to remain strong due to limited inventory for the balance of the 2011 calendar-year and well into calendar-year 2012.

“The remainder of 2011 will remain strong and 2012 should be another strong year for medium-duty trucks. New-home construction is a major source of employment and as this industry comes back the demand for trucks will only inSEGER crease,” said Seger of GE Capital Fleet Services.

In addition, there will continue to be an extreme shortage of quality used equipment. Demand for good condition, lower mileage medium-duties will continue to outpace supply. There are plenty of older, higher-mileage medium-duties, but they are more difficult to sell.

“We think the used medium-duty market will continue to be solid with even some slight increases in values on some models throughout the remainder of 2011. This is all being driven by the

$30,000 $25,475

$25,000 $20,875 $20,000

$4,600

$15,300

$15,000 $12,225

$3,075

$10,000 $5,000 $0 2006 Isuzu NPR in June 2010

2007 Isuzu NPR in June 2011

2006 Hino 268 in June 2010

2007 Hino 268 in June 2011

Cab forward and import commercial medium-duty truck models show strength as four-year-old models increased year-over-year. Cab forward and import commercial medium-duty truck models show strength as four-yearold models increased year over year. There is a good bit of jockeying around among this group and some of the players are concentrating more on their main target markets and not trying to be everything to everybody.

SOURCE: BLACK BOOK OFFICIAL MEDIUM AND HEAVY-DUTY TRUCK AND COMMERCIAL TRAILER GUIDE

limited supply from which to choose, as well as some users attempting to hold back their costs by purchasing used as compared to higher priced new models,” said Beggs of Black Book.

Similarly, Storz of ARI foresees the wholesale market remaining very strong for clean low-mileage trucks.

The wild card is the construction industry, which traditionally has been

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a major purchaser of medium-duties.

Presently, the market is sluggish, but ultimately pent-up demand will bring upward pressure for more new construction, which in turn will help stimulate medium-duty sales. Everyone agrees medium-duty truck resale values will strengthen when there is a rebound in the new-construction market. Many used-truck buyers in the construction market are deferring purchases until a turnaround occurs.

“If the economy continues to heat up, I believe we will see a tight market on all Class 3-7 vehicles through 2012.

Companies that have access to cash will continue to purchase, extending build times,” said Butsch of Joy Global.

For the balance of this year and into the 2012 calendar-year, there will be a shortage of desirable medium-truck inventory in the wholesale market, causing resale prices to remain strong. The question is whether prices will continue to remain at current levels once the volume of used inventory begins to increase in the wholesale market.

“It is very difficult to say when inven-

tory in the wholesale market will start to increase; however, it should remain strong given the increased cost of new trucks and many owners still have credit or funding challenges. Many companies still are very conservative and very cautious with self-funding,” said Keig of NCH EcoServices.

However, orders for new mediumduty trucks have been increasing, putting units in the pipeline to ultimately replenish the wholesale inventory; however, these units won’t enter the market for another decade. What will be entering the wholesale market are the older units these new models are replacing.

Unless a company is expanding its fleet, the more new units acquired, the more older units are replaced and remarketed in the wholesale market.

Although still anemic, nationwide economic activity is improving. Historically, sales of Class 4-5 trucks are a bellwether indicator to the future vitality of overall medium-duty truck sales (Class 3-7), based on the industry’s sales experience when emerging from past recessions. For instance, when the truck in-

dustry emerged from the 2001 recession, sales for Class 4 and 5 GVWR models were 35-percent stronger than Class 6 and 7 trucks. Also, today’s high cost of diesel fuel makes companies more receptive to downsizing to smaller, more fuel-efficient Class 4-5 trucks.

“One trend that will follow the ‘newvehicle side’ is that there will be a continuing increase for automatic compared to manual transmissions. Vehicles with basic driver comforts, such as air conditioning, cruise control, electric windows/ locks, and air ride seats, will continue to command strong prices. It is difficult to think that it was not long ago when these items would never have been considered as a spec on a new truck. Trucks with available air-ride suspension typically command stronger resale than conventional spring suspension,” said Keig. “The trend of removing specialty upfit or equipment from the old chassis and installing it on the new one, thereby selling the old chassis-cab by itself has been leveraged for many years and will continue to be a viable solution to many fleet managers.” WT

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CALCULATING COMMERCIAL VEHICLE WEIGHT DISTRIBUTION & PAYLOAD MADE EASY

Axle capacities are limited either by the axle capacity or the legal weight limits, whichever is lower. Performing a weight distribution analysis can achieve the proper axle loadings before a truck is built. By Richard Toner

P

erforming a weight distribution analysis can prevent building trucks that are overloaded in normal use, causing problems for users and the equipment installer.

Overloads can shorten the live of a vehicle and its components. Overloads can also prevent compliance with weight laws and federal safety standards.

WHAT & WHY OF WEIGHT DISTRIBUTION Weight distribution is the amount of the total vehicle weight imposed on the ground at an axle, group of axles, or an individual wheel. The weight on a truck must be distributed on the axles to comply with the chassis manufacturerâ&#x20AC;&#x2122;s axle ratings and weight laws.

Having the correct wheelbase on the chassis and placing bodies and loads in the proper place will ensure that axles are loaded correctly. Performing a weight distribution analysis identifies the proper axle loadings before building a truck.

Axle capacities are limited either by the axle capacity or legal weight limits, whichever is lower. Both trucks in Image A have a front axle rated at 12,000 lbs., limiting the weight on those axles. The rear axle on the single-drive truck is limited by the axle capacity or legal weight restrictions to 20,000 lbs. The two rear axles on the tandem-drive truck are limited either by axle capacities or legal weight restrictions to 17,000 lbs. for

each axle, or a total of 34,000 lbs. for the pair of axles.

CENTER OF GRAVITY The center of gravity of an object does not have to be in the material of the object (Image C). When considering a solid ball, such as a billiard ball, it is obvious the center of gravity is the center of the ball and in the material that makes up the object. In the case of a hollow ball, the center of gravity is also at the center, but it is not in the material. If the center of gravity of a truck body is in the material of the body, it is coincidence. Most of the time, the center of gravity of a truck body is in the air, similar to the hollow ball example.

Each truck component, including

IMAGE A

32,000 LB.

12,000 LB.

20,000 LB.

46,000 LB.

12,000 LB.

17,000 LB. EACH 34,000 LB. TOTAL

Weight distribution is the amount of the total vehicle weight imposed on the ground at an axle, group of axles, or an individual wheel. The weight on a truck must be distributed on the axles to comply with the chassis manufacturerâ&#x20AC;&#x2122;s axle ratings and the weight laws.

In the examples above, having the correct wheelbase on the chassis and placing the bodies and loads in the proper place will assure that the axles are located correctly. Performing a weight distribution analysis will tell you that you can achieve the proper axle loadings before building the truck.

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THE WEIGHT DISTRIBUTION ANALYSIS PROCESS

IMAGE B

C

alculat the weight distribution of a vehicle using the following steps: 1. Determine the weight and center of gravity location for all of the components and items to be considered.

2. Multiply the center of gravity distance times the weight to get the moment for each component and item.

3. Add all of the moments and divide by the wheelbase to get the weight on the rear axle.

4. Subtract the rear axle weight from the total weight to get the front axle weight.

NOTE: This process will be described in detail in a weight distribution session at the 2012 NTEA Work Truck Show in Indianapolis. Detailed instruction is also available from the NTEA in a Web-based educational course.

passengers and cargo, have a center of gravity. For example, the center of gravity of the truck chassis is shown at the top of the frame rail at the back of the cab and the body and cargo centers of gravity are shown with a single symbol at the center of the body about a third of the body height above the floor.

For the process of calculating weight distribution on the axles, the horizontal centers of gravity are used. If individual wheel loadings are calculated, the lateral centers of gravity are also used. Unless a lateral center of gravity is given for the chassis or a component, it is assumed to be on the centerline of the chassis.

Lateral centers of gravity (CGs) are measured from the vehicle centerline toward the right or passenger side as positive, left as negative (Image E). These are used to calculate individual wheel loadings and incompliance calculations. â&#x20AC;&#x153;Momentsâ&#x20AC;? are a force or weight times a distance. One pound of force times one foot is 1 ft.-lb. One pound of force times 12 inches is 12 in.-lbs. They are both the same moment. Moments

BL

AB BA

CA

AF

WB

Glossary of Truck Chassis Dimensions AB - Center of front axle to back of cab AF - (After Frame). The distance from the center of the back axle to the rear end of the chassis frame.

BA - Bumper to axle BL - (Body Length). Overall length of the body.

CA - (Cab to Axle). Distance from back of the cab to center of the rear axle.

CB - (Cab to Body). Distance between back of cab to front of body.

WB - (Wheelbase). Distance from center of the front axle to center of rear axle.

IMAGE C

Each component on a truck, including the passenger and cargo, has a center-of-gravity (CG). The centers-of-gravity of the truck chassis is shown at the top of the frame rail at the cab and body and cargo centers-of-gravity are shown with a single symbol at the center of the body about a third of the body height above the floor.

IMAGE D

NEGATIVE POSITIVE ZERO

The horizontal and vertical centers of gravity for the entire sample truck is shown with the center of gravity (CG) symbol. Horizontal CGs are measured from the front axle, which is the zero point. Toward the rear is positive and toward the front is negative. The horizontal CG is shown with the red line and the red arrow. Horizontal CGs are used to calculate weight distribution, effective wheelbase, and FMVSS compliance. The vertical CG can be measured from the top of the frame rail at the back of the cab as shown with the yellow line and arrow. The vertical CG can also be measured from the ground as shown with the yellow line and blue arrow. Vertical CGs are not used to calculate weight distribution, but are used for compliance calculations. www.worktruckonline.com SEPTEMBER/OCTOBER 2011 WORK TRUCK 19

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Payload Calculations can be used to calculate CGs, weight distribution, frame loads, hoist capacities, and effective wheelbase.

Moments provide a way to combine a number of components or items to calculate a CG for them as a group (Image F). When the CG distance is known for all items combined, it is possible to calculate the weight on each axle. Moments in one direction must match the moments in the other. The down moment of the chassis plus the down moment of the body must equal the up moment on the rear axle. WT

LATERAL CENTER-OF-GRAVITY

IMAGE E

NEGATIVE

TOOLS HELP MAKE CALCULATIONS EASIER

POSITIVE

T

Lateral CGs measured from the vehicle centerline with toward the right or passenger side as positive.

Toward the left is negative. They are used to calculate individual wheel loadings and inccompliance calculations.

he National Truck Equipment Association (NTEA) offers three spreadsheets to help with calculating weight distribution: ■ WT&CG: can be used to perform calculations from this article.

■ TRKLTR: can be used to calculate weight distribution for a straight truck and a trailer.

■ ULTRAMOD: can be used to calculate weight distribution with additional axles and moving axles.

For more information on these items, visit www.ntea.com or call (800) 441-NTEA.

VEHICLE CENTERLINE

IMAGE F

FOR MORE INFORMATION

R Dt Dw

Dc Wc

Dg

Db Wb

Wg

Moments provide a way to combine a number of components or items to calculate a CG for them as a group. When you know the CG distance for all of the items combined, you can calculate the weight on each axle. Note, the minus term (-Dw*Ww) in the numerator is negative because the winch is in front of the front axle and distances behind the rear axle are positive.

ichard Toner, president of Toner Associates, presented this information as a session at the NTEA’s 2011 The Work Truck Show. The Frame and Weight programs will be again presented at the 2012 Work Truck Show in Indianapolis.

The NTEA has two Web-based education courses. Truck Frames and Weight distribution are both available for members and non-members through the NTEA.

(TOTAL MOMENT)

Dt =

Dc*Wc + Db*Wb - Dw*Ww + Dg*Wg Wc + Wb + Ww + Wg (TOTAL WEIGHT = Wt)

PHOTOS: ©ISTOCKPHOTO.COM/DNY59 ©ISTOCKPHOTO.COM/KARAMMIRI

20 WORK TRUCK SEPTEMBER/OCTOBER 2011 www.worktruckonline.com

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W

hen reviewing tow capacities published by truck manufacturers, fleet managers may notice a wide range available for each truck class. For example, ½-ton pickups can offer trailering capacities that range from 5,000 lbs. to more than 11,000 lbs.

Why such a large difference for the same size truck?

The answer lies in how the truck is spec’d and the type of trailer and hitch used. Put together the right combination and a truck can handle trailer loads with optimal power, efficiency, and safety. However, if the trailer weight exceeds the truck’s capacity to pull it, the vehicle will encounter severe stress, leading to premature maintenance and component failure,

AT A GLANCE To ensure a properly equipped truck for trailering, fleet managers should: ■ Define requirements for trailer use.

■ Identify the truck classification required to pull the load.

■ Determine the best vehicle type.

■ Identify gross combined weight rating (GCWR).

■ Review powertrain selections.

■ Select the proper hitch type.

and creating potential safety and liability issues, which could be costly to a company’s bottom line.

How do fleet managers ensure they’ve properly equipped trucks to handle required towing requirements?

FIVE QUESTIONS TO DEFINE TOWING REQUIREMENTS The starting point is to define exactly what requirements are needed for the trailer. Use these five questions as a guide: 1. What will be hauled in the trailer? Will it be a dense load, with loose rock or dirt? Will it be bulky construction or lawn debris? Will the trailer haul heavy equipment, such as a backhoe or excavator? Make a list of all possible cargo types planned to pull with that trailer — and what is anticipated to be placed on the trailer at the same time.

2. What are the cargo dimensions?

This addresses cargo volume. Based on the dimensions of the payload, how much space is needed?

3. How much weight will be hauled?

Look at a list of the different types of

cargo the truck will need to haul. What are the estimated weights of each type?

What quantity of each will be on the trailer at maximum load? What will that total payload weigh?

4. What type of trailer? Consider the cargo type. If hauling loose dirt, gravel, or construction debris, an open trailer would be a good fit. If the cargo needs protection from the elements or extra security, then select an enclosed trailer. For construction equipment or vehicles, a flatbed trailer often works best.

5. What is the total anticipated weight of the trailer and the cargo?

Once cargo weight is calculated at maximum load, add the weight of the trailer. This determines the maximum towing capacity the vehicle needs to handle. As a general rule of thumb, add a buffer of at least 20-percent or more to capacity calculations to reduce risk of under-spec’ing the tow vehicle.

TRUCK CLASSIFICATION Once a clear idea of the weight and type of trailer a truck will need to pull, the next step is identifying the truck clas-

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sification required to handle the load.

Here are key terms to know when determining truck class: ■ As-spec’d curb weight. This factor is defined as the shipping weight of the truck or cab and chassis, without aftermarket upfits, including all standard equipment and options, fluids, and a full tank of fuel. Consult the truck’s original equipment manufacturer (OEM) or dealer rep for curb weight estimates on chassis closest to spec requirements.

■ Gross vehicle weight rating (GVWR). This refers to the maximum allowable weight, as certified by the manufacturer, a vehicle can weigh (including all fluids, people, and cargo) to safely start and stop.

■ Payload capacity. This is the maximum amount of combined weight of cargo, equipment, and occupants a vehicle can safely carry. Calculate payload capacity by subtracting the vehicle’s as-shipped curb weight from its GVWR. For example, if the GVWR is 19,500-lbs., and as-shipped curb

FOR FURTHER RESEARCH ON SPEC’ING TRUCKS FOR TRAILERING, CONSULT THESE RESOURCES: ■

“Towing a Trailer: Being Equipped for Safety,” produced by the National Highway Traffic Safety Commission: www.nhtsa.gov/cars/ problems/equipment/towing/towing.pdf.

■ National Association of Trailer Manufacturers: www.natm.com.

■ Hitch Glossary from U-Haul: www.uhaul.com/Trailers/HitchGlossary ■ Online Trailer Hitch and Towing Guide: www.hitchinfo.com

weight is 9,500-lbs., the truck’s payload capacity is 10,000-lbs.

■ Class 4: 14,001-16,000 lbs.

■ Class 5: 16,001-19,500 lbs.

■ Class 6: 19,501-26,000 lbs.

PUTTING IT TOGETHER How is this all put together? If a truck’s actual payload, including weight of occupants, is 2,000 lbs., and as-spec’d curb weight is 4,500 lbs., then the estimated gross vehicle weight (GVW) of the tow vehicle is 6,500 lbs.

What Class does this truck’s GVW fit within? The following is a truck classification breakdown by GVWR: ■ Class 1: 0-6,000 lbs.

■ Class 2: 6,001-10,000 lbs.

■ Class 3: 10,001-14,000 lbs.

■ Class 7: 26,001-33,000 lbs.

In the example above, the truck would fit within the Class 2 range.

VEHICLE TYPE Once the truck class is determined, what type of truck will best suit the fleet’s application?

The following are vehicle types, segmented by truck classification: ■ Classes 1-2: Options include pickups, vans, SUVs, and smaller (single rear wheel) van cutaways.

■ Classes 3-4: Options include pickups (dual-rear-wheel), van cutaways,

THE FUNDAMENATALS OF

SPEC’ING TRUCKS FOR TOWING www.worktruckonline.com SEPTEMBER/OCTOBER 2011 WORK TRUCK 23

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Trailering HITCH CLASSIFICATION FOR RECEIVER HITCHES ■

Class 1: Trailer hitch with capacity of up to 2,000 lbs. gross trailer weight and 200 lbs. tongue weight.

■ Class 2: Trailer hitch with weight-carrying rating of up to 3,500 lbs. gross trailer weight and 300 lbs.-350 lbs. tongue weight.

■ Class 3: Trailer hitch with weight-carrying rating of up to 5,000 lbs. gross trailer weight and 500 lbs. tongue weight. Also sometimes used to refer to a hitch with any 2-inch receiver, regardless of rating.

■ Class 4: Trailer hitch with weight-carrying rating of up to 10,000 lbs. gross trailer weight and 1,000-1,200 lbs. tongue weight. Although, many times any hitch with a capacity greater than 5,000 lbs. gross weight is referred to as a Class 4.

SOURCE: U-HAUL

and medium-duty cab and chassis (including cab-forward and conventional cabs).

■ Classes 5-7: Medium-duty cab and chassis.

TOWING CAPACITY Now that the proper truck class and type is selected, the next factor to consider is gross combination weight rating (GCWR), which is the maximum allowable combined weight (as determined by the truck OEM) of the truck and its payload, with the trailer weight at maximum load.

GCWR is essential to calculating accurate tow capacity because it takes into account the tow vehicle’s intended payload. Why is this important?

Most tow capacity charts published by truck OEMs don’t account for a truck’s specific application. When adding weight to the truck, this detracts

from the vehicle’s towing capacity.

For example, suppose a truck, at maximum load, has a GVW of 6,500 lbs. and its GCWR is 18,500 lbs. Subtract the GVW (6,500 lbs.) from the GCWR (18,500 lbs.) to come up with an estimated maximum towing capacity of 12,000 lbs.

An additional 500 lbs. to the truck’s payload, which would bring the GVW to 7,000 lbs., would then reduce towing capacity by 500 lbs., to 11,500 lbs.

The tow vehicle’s payload, therefore, directly impacts tow capacity. Lightening the truck’s payload boosts towing capacity and vice versa.

POWERTRAIN SELECTION However, how does all of this explain that ½-ton pickups, despite being the same size, offer such a wide variance in maximum towing capacities — from 5,000 lbs. to more than 11,000 lbs.? The differences lie in powertrain specifi-

An open trailer is good for hauling materials that do not require protection from the elements, or for items that do not fit in the space constrictions of an enclosed trailer.

SOURCE: CARGOTRAILERSTORE.COM

cation, including the engine, transmission, and rear (drive) axle ratio — all of which directly impact GCWR. ■ Engine. Which is the best engine choice for a fleet’s towing requirements?

For Class 1-3 trucks, the decision is usually between one diesel engine option and a variety of sizes of gas engines. As a general rule of thumb, the diesel offers the largest GCWR, and thus highest towing capacity because of its significantly higher torque. The downside is that the diesel option costs $8,000 more up-front than the gasoline-powered engine, so make sure the towing weight requires diesel.

For larger medium-duty trucks, especially in the Class 6-7 range, engine selection is a bit more complicated because there could be more than a dozen different diesel engine options to choose from, based on horsepower and torque, that determine GCWR. ■ Transmission. Should a manual or automatic transmission be spec’d?

Depending on the vehicle type or manufacturer, options may not be available.

In most cases, the automatic is the only transmission available. However, where there is an option, check with the vehicle manufacturer or dealer representative about which transmission will best handle your trailer load.

Also, for most Class 2-3 pickup trucks and vans, OEMs offer a tow package that includes a transmission cooler to help prolong transmission life when the truck is under constant, heavy loads.

■ Rear axle ratio. The rear axle ratio represents the relationship between driveshaft revolutions (driven by

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If a vehicle will be hauling cargo that requires protection from the elements, an enclosed trailer should be selected.

SOURCE: CARGOTRAILERSTORE.COM

CHECKLIST FOR SPEC’ING A TOW VEHICLE ■

Truck class.

Truck type.

■ Engine size and type.

■ Transmission.

■ Rear (drive) axle ratio.

■ Two-wheel drive vs. fourwheel drive.

■ Rear suspension.

■ Side-view mirror configuration.

■

the transmission) and rear axle revolutions. Typically, the higher the ratio, greater pulling power is gained, but at the expense of fuel economy.

The inverse often holds true. Lowering the ratio improves fuel economy, but sacrifices pulling power.

Speak with a truck OEM rep to determine the ratio that best fits the fleet’s trailering requirements and fuel efficiency objectives.

OTHER CONSIDERATIONS In addition to powertrain specs, here are other options to consider when selecting the right tow vehicle: ■ Two- or four-wheel drive. Will the truck and trailer need to operate in off-road conditions? If so, how often would the four-wheel drive need to be engaged for added traction?

These questions are important because the incremental cost for fourwheel drive can be as much as $4,000.

Also, four-wheel drive adds substantial weight to the truck, diminishing payload and trailering capacity. Does the fleet’s application warrant this extra cost and weight? If not, stick with two-wheel drive.

■ Rear suspension. If spec’ing a “smooth ride” suspension but keeping the truck under a constant heavy load pulling a trailer, there is a risk in creating premature maintenance issues and shortening the truck life. Select a rear suspension designed to handle the

rigors of regular trailering.

■ Side-view mirror configuration.

With full-size pickups and some fullsize SUVs, there is an option for extendable side-view mirrors. These help improve visibility and safety, especially when pulling an enclosed trailer that may impede a driver’s rear-view capabilities.

HITCH SELECTION At this point, trailering requirements have been determined and a tow vehicle has been spec’d that’s up to the task. What type of hitch will do the best job pulling that load?

■ Receiver hitch. This is the most common hitch type, with the hitch located below the rear bumper, often with a ball or heavy-duty pintle hook attached to it. This hitch allows a vehicle to pull a trailer without impacting cargo capacity in the pickup bed. There are two types of receiver hitches:

■ Weight-carrying hitch. Also known as a “dead-weight hitch,” this hitch must support the trailer’s full tongue weight, concentrated behind the truck’s rear axle, making it best suited for light- to medium-sized loads.

■ Weight distributing hitch. Designed for heavier trailer loads, this hitch system includes spring bars that distribute the trailer’s tongue weight from the vehicle’s rear axle to the front axle, helping take stress off the rear of the truck and maximizing tow capacity.

■ Gooseneck hitch (for gooseneck trailers). This hitch is attached to the frame near the rear axle, nestled below the surface of the body. When you’re not pulling the trailer, you can close the trap door, making it flush with the body, giving you the full surface area of the flat bed to haul cargo.

■ Fifth-wheel hitch (for fifth-wheel trailers). This hitch is a large horseshoe shaped plate, located at the center of the truck bed. The fifth-wheel hitch offers maximum towing capacity and is common for trucks used primarily as a trailer hauler.

Consult with both a truck OEM representative and trailer dealer to determine which type of hitch best fits the trailer, vehicle, and tow capacity requirements.

THE BOTTOM LINE Just because published tow ratings for a vehicle may be 10,000 lbs., 12,000 lbs., or 20,000 lbs., does not necessarily mean that’s what a fleet’s truck can handle. Dig deeper, using the tips in this article, to calculate a precise towing capacity. This will help fleet managers put together a truck and trailer combination that hauls the load safely and efficiently. WT

WHAT IS TRAILER TONGUE WEIGHT?

T

he downward force exerted on the hitch ball by the trailer coupler. In most cases, it is about 10 to 15 percent of the gross trailer weight (GTW).

SOURCE: U-HAUL

The Sway Pro weight distribution hitch by Blue Ox is designed to eliminate trailer sway utilizing two sway-control loops and two points of friction. A simple thumbscrew is used for head-angle adjustment.

SOURCE: BLUEOX SWAYPRO

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CABCAB-FO

VS. C

VA

A cutaway van offers the advantage of a smoother ride and convenient maintenance access.

A

cab-forward chassis — also known as cab-over or tilt cab — is designed with the cabin sitting directly above or over the front axle and engine compartment. Since the engine is underneath the cab, there’s no need for a front overhang (hood), giving the truck a flat front end, from the top of the front bumper to the top of the cab.

In contrast, a cutaway van chassis is built with the cabin located behind the front axle and engine compartment.

Unlike the cab-forward cabin, the cutaway cabin has no permanent backing.

Instead, the cabin is open immediately behind the driver seat, essentially “cutaway” from the rest of the van. It’s

ready for a secondary manufacturer to install a body that encloses the cabin and completes the truck. This open configuration allows for direct, unfettered access from the passenger compartment into the cargo box.

While both types of chassis can be used for delivery applications, each offers its own set of strengths and limitations. The question is: Which type — cab-forward or van cutaway — would work best for a delivery fleet? Here are 11 factors to weigh to help answer this fundamental question.

1 DRIVER VISIBILITY

ADVANTAGE: CAB-FORWARD Both the cab-forward and cutaway con-

figurations offer advantages, but the cab-forward design is the best option in terms of visibility.

“The cab-forward eliminates frontend overhang, increasing visibility and front clearance,” said Kim Hearn, vice president, Vehicle Services at PHH Arval.

Bill Byron, senior truck specialist, Donlen Corp., agreed. “Because the driver is actually sitting over the engine compartment closer to the oversized windshield, a cab-forward chassis allows for increased driver visibility,” he said. “A cutaway has a standardsized windshield, similar to a regular cab [pickup] chassis, and the driver sits further back from the windshield or

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B-FORWARD -FORWARD . CUTAWAY

VAN:

The choice of one truck type over the other depends on a fleet’s needs. Answering some key questions can make the decision easier.

WHICH IS BETTER FOR DELIVERY FLEETS? AT A GLANCE The choice between a cab-forward or cutaway truck can be a difficult choice, since each has advantages. Among the questions to consider when making a decision are: ■ How much driver visibility is offered by each design?

■ What are the company’s delivery locations and route types — rural or city?

■ What is the anticipated service life of the engine and the ease of maintenance?

■ What is the expected resale value?

behind the engine compartment. The upside here is that the cutaway would be less susceptible to rock chips in a rural-type operation.”

2 DELIVERY LOCATION AND ROUTE TYPE

ADVANTAGE: MIXED Are deliveries mostly made in city or rural locations? “A cab-forward chassis performs best in city delivery applications due to the tighter turning radius of the cab,” advised Byron of Donlen. “If the bulk of a company’s customers are located in rural areas where a tighter turning radius would be less important, the cutaway would be a good option.”

Also, the cutaway tends to work better in long-distance delivery routes, which require significant amounts of highway driving, because it offers higher top-end speeds and a smoother, more comfortable ride.

3 SEATING CAPACITY

ADVANTAGE: CAB-FORWARD What is the maximum number of employees — including the driver — the vehicle will need to carry at any given time? Cutaway van chassis are limited to a two-person seating capacity, including the driver. Cab-forwards offer two cab configurations: regular cab (three-person capacity) and crew cab (seating up to six). If deliveries require

more than two people, the cab-forward is the better fit.

4 CAB-TO-CARGO ACCESS

ADVANTAGE: CUTAWAY Does the driver need to access the body area from the cab? “If the answer is ‘yes,’ the cutaway would be the choice,” said Byron of Donlen. “A cutaway body offers an optional sliding door located between the driver and passenger seats, allowing the driver to access the body interior. A cab-forward chassis doesn’t offer this option. Instead, access to the body is typically through the rear door [of the body] or by adding an optional body side door.” ➞

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Decision Making However, there is a downside of cab access with cutaways. “There is increased noise in the driver’s compartment,” cautioned Ken Gillies, truck operations manager for GE Capital Fleet Services. “There’s also major impact on the temperature control for the driver with the large volume of space in the cargo body that will need air treatment. Proper bulkhead/wall configuration will mitigate this issue.”

5ENGINE OPTIONS

ADVANTAGE: CUTAWAY The cutaway chassis currently holds the edge over the cab-forward design in terms of engine selection, according to Gillies of GE Capital Fleet Services.

“A cutaway chassis more frequently has an option for either a gasoline or diesel engine. There’s also increasing availability in the cutaway OEM space for alternative fuels — compressed natural gas (CNG), propane, and some hybrid offerings,” he said.

“Cab-forward chassis — while expanding engine options — tend to only offer a diesel engine with a lower probability of gasoline or alternative fuel engine availability.”

6 ENGINE LONGEVITY

ADVANTAGE: CAB-FORWARD How long will the vehicle be kept in

service? How many miles will the vehicle accumulate? The diesel engine for Isuzu’s NPR cab-forward, for example, offers a B-10 rating of 310,000 miles, which means that 90-percent of these engines are expected to reach that mileage before requiring overhaul.

Mitsubishi Fuso’s FE series diesel engine provides comparable longevity. As a frame of reference, cutaway engines, either gasoline (Chevrolet, GMC, and Ford) or diesel (Chevrolet and GMC only), are rated for approximately 200,000 or fewer miles.

Therefore, if expecting high lifetime mileage for a truck, a cab-forward design clearly has the edge.

7ENGINE MAINTENANCE

ADVANTAGE: CUTAWAY A cutaway chassis offers a pickup type engine compartment where access for maintenance is relatively simple and familiar to most service technicians. In contrast, the cab-forward design needs to be tilted up for access to the engine to perform routine maintenance.

“Although the cab-forward models have been around for years there are some areas of the country where service technicians are still unfamiliar with the chassis,” explained Steve Jansen, truck service account executive, Donlen.

8 SIZE OF DEALER AND SERVICE NETWORK

ADVANTAGE: CUTAWAY Do various plant or driver locations have dealerships in the area that can perform warranty repairs and normal preventive maintenance?

“Cutaway manufacturers [GM

and Ford] typically offer larger dealer networks, increasing the likelihood of a dealer being conveniently located in a driver’s area,” observed Jansen of Donlen.

Gillies of GE Capital Fleet Services advised that no matter which configuration you choose — cab-forward or cutaway — confirm that there is a repair facility available nearby that is familiar with working on those trucks.

“Where a brand-specific dealer isn’t available for warranty, parts and service, consider how acquainted the repair provider is to your chassis type and what access they have to repair parts,” Gillies said.

9

CHASSIS ORDER LEAD-TIME ADVANTAGE: CUTAWAY Since most cab-forward chassis are manufactured in Japan, there can be unexpected delays due to the logistics of shipping, port conditions, and accessibility to the upfitter.

“The cutaway chassis usually enjoys close proximity to the body company resulting in potential timing gains,” said Gillies of GE Capital Fleet Services.

10 RESALE

CONSIDERATIONS

ADVANTAGE: MIXED Which is better for resale purposes?

Gillies said much depends on regional demand for each type of chassis.

“A lighter GVW [gross vehicle weight] cutaway chassis allows for a single rear wheel configuration [and thus, a smaller and narrower body]. A cab-forward chassis is only available

A cab-forward cabin offers two cab configurations: regular cab (three-person capacity, pictured left) and crew cab (seating up to six).

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with dual rear wheels. Depending on regional demand, one or the other may hold a slight advantage in terms of resale,” Gillies explained.

One advantage the cab-forward chassis offers is flexibility to remove the body, which can help increase the truck’s resale value.

“The cutaway chassis eliminates the option of separating the body from the chassis to increase the pool of potential buyers. In some cases, the regional market has a higher demand for a cab-forward chassis [with the body removed] versus the cutaway with the body,” Gillies added.

AJ JOTTO DESK ® secures your laptop when driving, allows ergonomic use while parked and lets you work from outside the vehicle if needed. fro

11MAXIMUM BODY

LIFE A L AT YOUR FINGERTIPS!

LENGTH

ADVANTAGE: CAB-FORWARD Whereas cutaways are limited to maximum body length of 16-17 feet, cabforwards offer body lengths up to 1820 feet. If the extra cargo capacity is important, then the cab-forward is the better option.

WWW.JOTTODESK.COM . BLOG.JOTTODESK.COM ©2010. JOTTO DESK® is a patented and registered trademark of Assembled Products™ Corporation.

THE BOTTOM LINE Keep in mind that these 11 factors apply only to cab-forward and cutaway chassis up to 14,500-lbs. gross vehicle weight rating (GVWR), the top-end of the van cutaway spectrum. For heavier applications, cab-forwards offer GVWRs up to 19,500 lbs. WT ■ Cutaway Van Advantages ●

Cab-to-cargo access.

●

Driver comfort.

●

Service network.

●

Engine options.

●

Order lead-time.

■ Cab-Forward Advantages ●

Driver visibility.

●

Maneuverability.

●

Seating capacity.

●

Engine longevity.

●

Maximum body length.

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WHAT FLEET MANAGERS SHOULD

Brought to U.S. market in 1972, synthetic motor oil is produced by most major oil manufacturers.

Differences between synthetic and conventional oils, including cost, are examined.

By Sean Lyden

W

hen Albert J. Amatuzio served as a jet fighter squadron commander in the U.S. Air Force in the 1960s, he experienced firsthand the benefits of synthetic motor oils, which were originally designed for the aerospace market to protect jet engines from extreme temperatures and hold up significantly longer than conventional engine lubricants under severe duty cycles.

After leaving the Air Force, Amatuzio pondered how to formulate a synthetic oil that would bring similar benefits to the automotive market.

In 1972, after years of research and development, Amatuzio founded Amsoil Inc., and brought to market the first synthetic motor oil to meet American Petroleum Institute (API) service requirements for automotive engines — Amsoil 10W-40.

AT A GLANCE Factors to consider when choosing between synthetic and conventional motor oil include: ■ Cost, due to synthetic oil’s overall higher price.

■ Whether fleet runs frequent oil analyses.

■ A truck’s duty cycle (light-haul short trip versus heavy-haul long trips).

■ Manufacturer warranties.

Today, most major motor oil manufacturers have followed suit — including ExxonMobil, ConocoPhillips, Ashland, and others — offering synthetic lubricants for automotive engines, all touting ultra-long oil change intervals, fuel efficiency gains, and better overall engine performance compared to conventional motor oils.

What exactly is the difference between synthetic and conventional oils?

What are the facts behind the claims?

Considering that synthetics cost two to four times more than conventional oil, is there a strong enough business case for medium-duty truck fleets to switch to synthetics?

Work Truck magazine spoke with industry experts, including Roger Gault, technical director, Engine Manufacturers Association (EMA); Phil Sontag, director of marketing, automotive lubricants at ConocoPhillips Lubricants; and Louis Phistry, diesel specialist and instructor at Universal Technical Institute, to get their take on these questions and more.

WORK TRUCK: WHAT MAKES SYNTHETIC MOTOR OIL DIFFERENT FROM CONVENTIONAL OIL? ROGER GAULT: What the difference boils down to is where the hydrocar-

bon molecule of the oil comes from. In conventional oil, the carbon molecule comes from petroleum — crude oil — developed through a refining process that takes the crude oil and turns it into lubricants. Synthetic oil, on the other hand, is also derived from crude oil, but the hydrocarbon molecule is basically manipulated or revised through a manufacturing process to have a more consistent structure for all the hydrocarbon molecules.

With conventional oil, there are probably a hundred different variants of hydrocarbon molecules because not all hydrocarbons are created the same.

However, with synthetics, you eliminate the variations — making the hydrocarbon molecules uniform — and it’s the uniformity of those molecules that enable synthetics to reduce friction and hold up better in extreme conditions.

WT: DOES SYNTHETIC OIL IMPROVE FUEL ECONOMY? GAULT: Marketing claims indicate how synthetic oil can increase fuel economy, anywhere from 2 to 10 percent or more. The idea here is that synthetic oils cause less friction or “drag” between engine components, compared to conventional oil, allowing the parts to move more freely and efficiently.

30 WORK TRUCK SEPTEMBER/OCTOBER 2011 www.worktruckonline.com

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D KNOW ABOUT

WT: DOES THAT TRANSLATE INTO TANGIBLE FUEL SAVINGS? GAULT: I haven’t seen any data that actually backs that up. Theoretically, it’s true. In reality, the difference is extremely small. I would be surprised if you could measure it, even if you were a very dedicated fleet that’s really paying attention to fuel economy. It’s hard to measure that benefit when you have so many factors that impact fuel economy, beyond just motor oil.

of which can be enhanced with synthetic and some of which can’t. While there are definitely benefits to synthetics in terms of oil drain interval, I don’t think it’s the quantum 3,000-mile to 15,000-mile-type difference.

WT: DOES SYNTHETIC OIL OFFER GENUINE ADVANTAGES IN SEVERE TEMPERATURES?

WT: DOES SYNTHETIC OIL LENGTHEN OIL DRAIN INTERVALS?

PHIL SONTAG: Synthetic oil is ideal for vehicles operating in extreme temperatures (both hot and cold) and those operating for lengthy periods of time, because it’s better at withstanding viscosity breakdown.

GAULT: It clearly has the potential, depending on what the method is to determine the oil change interval. Sophisticated fleets are running oil analysis programs, looking at oil changes over time, with associated triggers as to when they need to change the oil.

In those cases, I’m not sure how much benefit you would see with synthetic versus conventional, because a lot of times the change interval is driven by ash that’s building up in the oil — some

GAULT: In extremely high temperatures, synthetics are better and in extremely low temperatures, synthetics are better. This goes back to the difference in the hydrocarbon molecular structure of the oil. Conventional oil has a broad spectrum of hydrocarbon molecules that vaporize at lower temperatures than you would like. And, at the cold end of the spectrum, the conventional oil thickens more than you would like. When you’re pushing to-

To learn more about synthetic oils, visit these resources: ■ American Petroleum Institute (API): www.api.org ■ FAQs for Synthetic Oils from Mobil Oil: www.mobiloil.com/ usa-english/motoroil/synthetics/synthetic_oils_faqs.aspx ■ Synthetic Oil Technology: www.synthetic-oil-technology.info

ward the high end or low end of temperatures, you’re going to see benefits with synthetics.

WT: DOES SYNTHETIC OIL CONTRIBUTE TO ENGINE LONGEVITY? GAULT: There probably is an improved longevity potential with synthetics, but I’m not sure that anyone in the engine community is going to recognize that.

WT: ANY IMPACT ON OEM WARRANTIES? GAULT: Not that I’m aware of. That would be a manufacturer-by-manufacturer situation. The fleet manager would need to talk with his or her engine manufacturer representative about warranty effects.

LOUIS PHISTRY: If the manufacturer recommends synthetic, then that is what should be used. If not a warranty factor, then the fleet manager should take into consideration the truck’s duty cycle, or how the truck is used.

WT: IN WHAT WAY DOES THE TRUCK’S DUTY CYCLE IMPACT WHICH TYPE OF OIL A FLEET MANAGER SHOULD USE? PHISTRY: If it is a light-haul short

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Maintenance PERFORMANCE ADVANTAGES OF SYNTHETICS VS. CONVENTIONAL OILS

A trip, then the fleet manager may just choose conventional oils because of cost factors. However, if the fleet is heavy-hauling for long distances or long run times, then synthetic would be the best choice.

WT: DOES SYNTHETIC OIL IMPACT DIESEL PARTICULATE FILTERS (DPF) OR SELECTIVE CATALYTIC REDUCTION (SCR) SYSTEMS? GAULT: Not that I’m aware of. I’m not sure there is a dramatic difference between conventional and synthetic in regard to after-treatment compatibility.

PHISTRY: The impact synthetics have on DPF and SCR is better for the new emissions devices because the synthetics use a low ash additive to prevent contamination of SCR and DPF. WT: DOES SYNTHETIC OIL AFFECT BIODIESEL USE? GAULT: That one is tough to answer.

We’re trying to get our arms around biodiesel fuels and how they interact with engine lubricants in general.

There’s a lot of discussion about how biodiesel interacts with lubricants — and we just don’t have a good handle on that yet. My gut feel is that it’s probably not materially different between conventional and synthetic, but that’s really a gut feeling as opposed to an educated opinion.

ccording to Phil Sontag, director of marketing, automotive products, at ConocoPhillips Lubricants, synthetic oil: ■ Improves protection against viscosity breakdown and deposit formation at high temperatures.

■ Lowers volatility for reduced oil consumption.

■ Increases oil circulation at low temperatures for easier starting and better protection during cold starts.

■ Reduces wear under all operating conditions, which helps to protect the equipment and extend its life.

■ Provides better engine protection, which can lead to less down time, meaning increased productivity for an operator.

WT: CONSIDERING THAT SYNTHETICS CAN COST 2-4 TIMES MORE THAN CONVENTIONAL OIL, IS THERE A STRONG ENOUGH BUSINESS CASE FOR MEDIUMDUTY FLEETS TO SWITCH? GAULT: I think it’s more or less simple economics. If you’re looking at an SOURCES ■ Roger Gault is the technical

director for the Engine Manufacturers Association (EMA), a trade association representing worldwide manufacturers of internal combustion engines used in applications such as trucks and buses; farm and construction equipment; locomotives; marine vessels; and lawn, garden, and utility equipment.

■ Phil Sontag is the director of

marketing, automotive lubricants at ConocoPhillips Lubricants, an integrated energy company with interests around the world.

■ Louis Phistry is a diesel spe-

cialist and instructor at Universal Technical Institute, an automotive and mechanic training school with 11 campuses across the U.S.

oil cost differential that’s relatively substantial, how do the economics work to cause you to change? If conventional oil is working well for you, and it’s going to cost you 1-, 2-, or 5-percent more annually in maintenance to go with synthetic, then you’re probably not going to make the change. If fleet managers have a firm way of convincing themselves they will save a percentage because of longer oil change intervals, they might do it. Otherwise, if it’s a case where they might save a percentage or it might cost a couple percentage points, then they probably won’t do it.

To narrow the cost differential, some oil manufacturers offer synthetic blends, which combine conventional and synthetic oil into a mixture that offers some of the benefits of full-synthetics, at a reduced cost.

THE BOTTOM LINE If you’re considering a change in oil type, Gault of the EMA recommends consulting with your engine manufacturer and current or proposed oil supplier to make sure you have a firm understanding of what you’re switching from, what you are looking at switching to, and what the benefits (and costs) would be.

“The only thing I can say is gather as much information as you can to make an informed decision,” Gault said. WT

32 WORK TRUCK SEPTEMBER/OCTOBER 2011 www.worktruckonline.com

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OCTOBER 3-4, 2011 Gaylord Texan • Grapevine, TX

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OCTOBER 3-4, 2011 Gaylord Texan • Grapevine, TX Green Fleet Conference & Expo is the nation’s largest, most prestigious gathering of fleet professionals and the respected authority on attaining efficient alternative fuel and environmentally sustainable fleets.

We cover the entire spectrum of alternative fuels in our cutting-edge educational program.

Our expert panelists and fleet operators will share their real-world successes with natural gas, propane, biodiesel, electric vehicles and hydrogen fuel cell technology. You’ll get the hard facts on all the latest alternative fuels in an unbiased format designed to deliver the information you need to make educated decisions about greening your fleet.

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Schedule At-A-Glance (subject to change) MONDAY, OCTOBER 3

TUESDAY, OCTOBER 4

7:30am - 5:00pm REGISTRATION OPEN SPONSORED BY

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Creating the Technology and Using it in Fleet Operations Keynote Speaker: John Schaaf, Johnson Controls, Inc. SPONSORED BY

9:45am - 10:00am NETWORKING BREAK SPONSORED BY

10:00am - 10:50am CONCURRENT SESSIONS

• Building a CNG Infrastructure for Both Public & Private Use • Lessons Learned: Fleet Managers Share Real-World AFV Experiences 11:00am - 12:00pm GENERAL SESSION

OEMs Reveal Future Product Plans – Part 1 12:00pm - 2:00pm RIDE & DRIVE AND LUNCH 2:00pm - 2:45pm GENERAL SESSION

Looking Ahead to the Next Generation of AFVs 2:45pm - 3:00pm NETWORKING BREAK 3:00pm - 3:45pm CONCURRENT SESSIONS

• What Fleets Need to Know Beforehand About Propane Implementation • Improving Customer Satisfaction by Reducing Fleet Size 3:50pm - 4:40pm GENERAL SESSION

(Breakfast served from 8:00am - 9:00am) 9:00am - 9:45am KEYNOTE ADDRESS

Energy Diversity is the Key to Energy Independence: How This Strategy Will Change the Automotive & Fleet Industries 9:55am - 10:45am CONCURRENT SESSIONS

• How to Become Green Fleet Certified • The Importance of Setting Emission Reduction Goals 10:45am - 11:00am NETWORKING BREAK 11:00am - 12:00pm GENERAL SESSION

OEMs Reveal Future Product Plans – Part 2 12:00pm - 2:00pm EXHIBITS & LUNCH 2:05pm - 2:50pm CONCURRENT SESSIONS

• How to Benefit from the National Clean Fleet Partnership • Coping with Environmental Compliance 2:55pm - 3:40pm GENERAL SESSION

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➠

➠

PRODUCT HIGHLIGHTS:

MOBILE APPS AND SOFTWARE

➠ PANASONIC SOLUTIONS CO. TOUGHBOOK H2

Panasonic Solutions Company announced the Toughbook H2, a rugged, ergonomic Windows tablet PC. The next-generation tablet includes an enhanced processor, increased RAM and hard drive capacity, I/O ports, and a high-visibility screen that utilizes Panasonic’s TransflectivePlus technology.

The Toughbook H2 is powered by an Intel Core i5-2557M vPro processor (1.7GHz with Turbo Boost up to 2.7GHz) for faster speeds and enhanced device management.

The device also comes standard with 4GB RAM, expandable to 8GB, and a 320GB 7200 rpm hard disk drive, with an optional 128GB solid state drive available.

Starting at only 3.5 lbs., the H2 delivers 6.5 hours of battery life and includes fast charging twin hot-swappable batteries, maximizing up time, according to the company. Panasonic has also upgraded the desktop cradle to reduce charge time to three hours. www.toughbook.com

The Toughbook H2 delivers 6.5 hours of battery life and starts at only 3.5 lbs.

➠ SNAP-ON SOFTWARE BUNDLE 11.2 Have you ever had a job that you were working on, only to discover you didn’t have the capability to complete the repair? The diesel coverage information available as part of Snap-on’s Software Bundle 11.2, plus the coverage from previous upgrades, helps ensure fleets have the capability to make repairs.

Diesel coverage includes: ■ GM Injector Flow Rate Programming.

■ GM Oil Life reset.

■ GM IAF Motor.

■ GM Fuel Filter Life reset.

■ Ford Clear EGR Adaptive Table.

■ Ford Fuel Injection Control Module.

■ Chrysler Diesel 6.7L Injector Quantity Adjustment Routine.

■ Chrysler Liberty.

The latest upgrade, Software Bundle 11.2, includes new features and coverage, plus all of the features and coverage from the previous upgrades. More than 126,000 new and enhanced codes, tests, tips, and data are included, as well as access to more than 17,300 systems for model-years 1993 to 2010. http://diagnostics.snapon.com

More than 126,000 new and enhanced codes, tests, tips, and data were included in Snap-on’s Software bundle 11.2 update.

➠ YOKOHAMA TIRE EXPLORER

Yokohama introduced its new iPad app with information on tire compounds and more.

Yokohama Tire Corporation’s new iPad app — the Yokohama Tire Explorer — is now available for free on iTunes.

The app features videos and information on the technology behind Yokohama’s tires. ADVAN, GEOLANDAR, AVID ENVigor, S.drive, and the orange oil-infused dB Super E-spec all have sections for users to explore.

Information on tire compounds, tread design and construction, along with a “tireology” section, and fun facts about tires are included www.yokohamatire.com

www.worktruckonline.com SEPTEMBER/OCTOBER 2011 WORK TRUCK 37

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➠

PRODUCT HIGHLIGHTS

➠

➠ YARA DEF LOCATOR MOBILE APP

Yara, a diesel exhaust fluid (DEF) producer, launched its DEF locator mobile app, which uses GPS technology to identify the DEF retail outlets closest to a driver’s location. The Air1 DEF Mobile Locator, the official application of Air1, is currently available for free download in the iTunes app store for use on the iPhone, iTouch, and iPad. As of press time, Yara also planned to release an Android and Windows 7 compatible version of the app at the beginning of August and September respectively.

America’s diesel-powered vehicles equipped with selective catalytic reduction (SCR) technology rely on DEF to meet the EPA’s 2010 heavy-duty engine and vehicle emissions standards and to make sure their engines run efficiently. Consequently, easy access to high quality DEF, such as Yara’s Air1 brand, is essential for drivers to ensure that their vehicles

The Yara DEF locator mobile app helps drivers locate DEF retail outlets.

k keep running and that the SCR technology in their eengines remain in pristine condition.

Drivers who download the Air1 DEF Mobile Locator app can locate the closest retail locaL ttion whenever they need to fill up or top off their ttanks with DEF. The application allows operators to: ■ Find more than 600 retail outlets in the U.S. selling DEF near or along their route. s ■ Search by city, state, or zip code for a DEF rretail outlet.

■ Use GPS to locate a driver, calculate the disttance, and provide directions to the nearest DEF rretail outlet.

■ View the address and map location of various retail outlets selling DEF. http://us.air1.info/en/

➠ TRAVELCENTERS OF AMERICA TRUCKSMART 2.0 MOBILE APP TravelCenters of America LLC (TA) released version 2.0 of its TruckSmart mobile application for Android and iPhone smartphone platforms. TruckSmart 2.0 gives professional drivers the power to access their UltraONE Rewards Program account information, including points balances, shower credits, and recent transactions without stopping at the driver kiosk.

TruckSmart 2.0 also features upgraded search capabilities, and each location’s amenities screen has a place to show special at-location promotions and events. Navigational enhancements also make it easier to find locations and amenities within the app.

Other enhancements built into the new version include the ability for users to search for locations by highway, to share their location coordinates, and to place a call to TA customer service with the press of a button. The new instant shower feature tells the driver if there’s a wait for a shower and will

alert the driver when the shower is ready for them. Ready showers will be held open for 15 minutes.

The app continues to feature the capabilities from Version 1.0, released March 1, 2011, including restaurant, service, and travel store specials; location mapping and directions to all TA and Petro locations; site amenities; one-touch calling for RoadSquad 24-hour emergency roadside assistance; as The TruckSmart mobile app provides drivwell as real time shower wait times ers access to their and parking space availability (updat- UltraONE account. ed every two hours). www.tatravelcenters.com/trucksmart

➠ CONTINENTAL TRUCK TIRES DEALER LOCATOR

The Truck Tires Dealer Locator helps drivers find and call local dealers.

Whether in their city or over the road, commercial truck operators anywhere in the United S States and Canada can now get instant access to emergency road and tire service from Continnental, using an Apple iPhone or Wi-Fi enabled iPad. Continental Tire the Americas, LLC, introduced its first mobile truck tire dealer locator appliccation. The Continental Truck Tires Dealer Locator can be downloaded for free from the iTunes App Store and makes it easy for drivers of commercial vehicles to find the nearest authorized A sservice provider when they need tire or emergency road service.

The Continental Truck Tires Dealer Locator helps find and call the dealers closest to a phone’s ccurrent GPS location, or based on a specified location. National account customers and ContiFFleet members can also dial the TrukFix hotline for service, with just a touch on their screen. www.continental-truck.com

38 WORK TRUCK SEPTEMBER/OCTOBER 2011 www.worktruckonline.com

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END OF FRAME EDITORIAL

BY MIKE ANTICH

A Double Whammy for Truck Fleets: Ticket ‘Inflation’ and ‘Malicious Compliance’

T

here is no shortage of ridiculous fees that governmental entities impose on truck fleets. Here’s a realworld example: A fleet truck was T-boned in an intersection by a car. The car at fault was filled with illegal drugs and the driver was arrested. The fleet truck was impounded and held as evidence in the criminal trial for six months. Even though the damaged fleet truck couldn’t be physically brought to the court, the district attorney didn’t want to use photographs as evidence and impounded the vehicle to remain indefinitely in storage until the trial’s conclusion. To add insult to injury, the fleet received a bill for $3,500 for impound storage! I realize the impound yard is privately run and charges for its services, but, it was the court that impounded the vehicle. The defendant was tried for possession of illegal drugs, not for causing an accident. If your personal car is burglarized, it’s not impounded as evidence.

Let’s examine another trend impacting truck fleets: malicious compliance for the sake of generating revenue. Here’s a realworld example. A leasing company made an error and registered a truck in California at a lower GVW of 9,000 lbs. In actuality, the vehicle has a 13,000 lb. GVW. The police pulled the driver over saying the truck was overweight, and the driver was told to drive to a nearby highway weigh scale. The truck weighed in at 13,180 lbs. But rather than cite the vehicle for being 180 lbs. over the actual GVW, the vehicle was cited at being 4,180 lbs. overweight, basing it on the erroneous registration. The net result was a $2,600 ticket. In incidents of malicious compliance, it’s not uncommon for multiple tickets to be issued for the same overweight violation, with additional tickets for being overweight by axle, overweight by registration, overweight by FHUT (federal highway use tax) permit, and/or overweight by trailer permit.

“Due to many overlapping regulations, and especially the ‘latitude’ of interpretation afforded to enforcement officers, many

violations can be cited in a variety of different ways. The bottom line is that one violation deserves one citation, not two or three from different angles. This is ridiculous,” said one fleet manager.

One emerging trend is that police officers are giving fewer warnings than in the past and are increasingly citing drivers for minor infractions, primarily equipment violations.

This isn’t simply based on anecdotal observations. In many states, traffic data shows tickets for excessive speed and stop-signal violations statewide dropped from 2007 to 2009, while the number of tickets for faulty equipment violations increased.

In other cases, the officers writing the tickets are not fully versed in the complexity of DOT regs. Here’s an example: “Last week, one of my semis, pulling a trailer with a drill rig, was pulled over in a small town in Illinois. We were given a ticket for being overweight and the rig impounded until we paid the $942 fine. The cab card clearly shows that it is a truck tractor (TT) not a truck (TK) for which we received the ticket. The driver had to put the fine on his credit card to get his rig back. We are fighting it.”

However, governments make it difficult to fight tickets. For instance, there are counties in New York that require you to have a lawyer present regardless of the type of fine. Invariably, fleet managers are forced to grin-and-bear-it as a cost of doing business. “We had a brand-new loaded tanker cited for the rear ICC bumper being a half -inch over maximum allowable height. In reality, it was bogus and we complied even with it empty. However, the decision was to pay the $120 fine rather than travel out of state and lose a day or possibly more,” said another fleet manager.

TICKET FEE ‘INFLATION’ Fleet drivers around the country are receiving a rude awakening over the dramatically higher fines for parking and traffic tickets. In recent years, the fees for tickets have skyrocketed. Random examples of ticket “inflation” include:

■ Parking in a fire lane in Pensacola, Fla., was increased from $10 to $100.

■ The state of California added a $4 fee to every traffic ticket to pay for emergency air transport services due to a revenue shortfall in Medi-Cal funding, California’s public health insurance program.

■ Portland, Ore., increased fines for parking in a handicapped spot from $190 to $450.

In addition to ticket inflation, there are new revenue streams for vehicle-related tickets, which are financially impacting truck fleets. A major contributor is ticketing for cell-phone use while driving. In the state of California, such tickets account for two-thirds of the total growth in California Highway Patrol citations.

Another growing expense involves automated toll booth violations. For lightduty truck fleets, approximately 40-plus percent of all fleet violations are toll violations. As more automated toll systems are introduced nationwide, the volume of violations promises to increase. Typical reasons for toll violations are expired credit cards, dead transponder batteries, not transferring the transponder to a replacement vehicle, or failure to report the replacement vehicle’s license plate number to the toll authority.

A new law in California (AB 2567) opens yet another door for a new parking ticket revenue stream for municipalities and counties. The law allows local agencies to install cameras on street sweepers to capture in a digital photograph the date and time of a parking violation during street sweeping hours. Local agencies would mail citations with photos to the vehicle owners, similar to the way red-light camera tickets are issued.

From a fleet’s perspective, the increased volume of citations will impact a fleet’s DOT rating, which under CSA can have more dramatic repercussions than simply the increased frequency of tickets and the higher expense to pay the fines.

Let me know what you think. WT mike.antich@bobit.com

40 WORK TRUCK SEPTEMBER/OCTOBER 2011 www.worktruckonline.com

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