Paccar Inc. Chairman and CEO Mark Pigott told truck dealers they must embrace technology that makes it easier for customers to do business with them.

In remarks made before dealers attending last week’s 41st American Truck Dealers convention in Seattle, Pigott said, "Less than 10% of North American truck dealers use bar codes for shipping & receiving."
In addition, he said, online truck spec’ing, parts ordering and service scheduling are lacking in many facilities.
Dealerships should be "wired for wireless," he said, and hiring technology-savvy people is all-important.
Pigott urged dealers to "challenge your OEMs to act in a responsible manner." He said when a manufacturer tries to "gobble up market share," it results in selling trucks at a loss and unrealistic residual value.
"From a customer standpoint, this appears to be good, but in actuality it has the opposite effect. More than 6,000 fleets have failed in the past four years."
On the driver shortage, he said, "Fleets will need trucks with more content to attract and retain drivers.
"Today, more than 65% of the 1.8 million (Class 8) trucks on the road are more than three years old," he said. That compares with just 45% in 2001. This aging fleet has to be replaced, he added, and order backlogs are increasing accordingly.
Outgoing ATD Chairman Stuart Hollingshead pinpointed two key issues for dealers this year: He said dealers should build stronger relationships with manufacturers and fix "alternative" distribution. And he urged dealers to fight to revise the 12% federal excise tax on trucks.
Jerry Turnauer, vice president of Bayshore Ford Truck Sales in New Castle Del. is the new ATD chairman. He will serve a two-year term.