For 2001, the Used Truck Association has increased its schedule of training courses, all developed specifically for those involved in the used truck industry.

Three courses are being presented at various locations across the country:

• "Deal Winning Used Truck Selling Skills" -- teaches the key techniques necessary for increasing sales and selling at higher profits.
  

• "Fundamentals of Used Truck Sales" -- provides training in the basics of used truck sales.
  

• "Professional Used Truck Management" -- assists used truck professionals in designing and implementing effective organizational structure, policies and procedures for enhanced profitability.

"A key objective of our association has been to fill the training void within the used truck industry," explained David A. Kolman, UTA director and a senior editor with Newport Communications. "The UTA’s training programs were expressly created to provide those involved in the used truck marketplace with the necessary skills, tools and resources to become more productive and successful, to grow professionally and to expand their career opportunities."
The focus of "Deal Winning Used Truck Selling Skills," a one-and-a-half-day seminar, is "to assist used truck sales representatives in improving their sales performance through identifying and focusing on satisfying customers' needs," said Paul Spokas, UTA board member and head of Heavy Duty Marketing Associates, the firm handling UTA’s training programs. "We’ve proven that we can arm the seminar participant with sound strategies on exactly how to deliver at least one more truck per month."
The "Fundamentals of Used Truck Sales" is organized to enable new and/or inexperienced sales reps to become independently competent in successfully handling complete used truck sales transactions. According to Spokas, "The course helps them develop effective professional sales skills to properly represent the dealership, themselves and the products they sell."
Among the subjects covered by the intensive four-day course: used truck industry overview; types, motivations and concerns of used truck buyers; truck makes and models; truck components and their function; weight distribution and performance calculations; financing, and sales methods and skills.
"Professional Used Truck Management" is designed to empower used truck professionals in leadership positions to develop and carry out proven organizational and management methods and processes for improved profitability, Spokas said. The course examines successful used truck management practices, teaches early recognition of operational deficiencies and how to effectively implement remedial actions, and presents practical techniques for improving marketing, sales, cost containment, inventory management, resource allocation and overall profitability of a used truck operation.
Marketing plan development, pricing, advertising and merchandising, sales and inventory management, appraising and reconditioning, and employee recruiting, training, motivation and compensation are among the topics covered in the two-and-a-half-day course.
Participants who successfully complete the program requirements for any of the three courses receive a certificate of completion from the Used Truck Association.
"Professional Used Truck Management" training is scheduled for Jan. 24-26 in Orlando, Fla., and Nov. 14-16 in Atlanta, Ga. Tuition is $525 for UTA members; $625 for non-members. Course materials are $25.
The "Used Truck Selling Skills" course is being offered March 8-9 in Raleigh-Durham, N.C., and July 19-20 in Kansas City, Mo. Tuition is $295 for UTA members; $395 for non-members. Course materials are $25.
"Fundamentals of Used Truck Sales" will be held May 9-12 in Indianapolis, Ind., and Sept. 5-8 in Dallas, Texas. Tuition is $545 for UTA members; $645 for non-members. Course materials are $65.
There are discounts on tuition if more than one person from a business attends the same course. Tuition includes all breaks and most meals. To enroll in any course, or for additional information, contact Paul Spokas at (866)-454-HDMA or visit the UTA web site at www.uta.org.