CARB and the Truck Salvage Industry

The California Air Resources Board (CARB) has banned all diesel vehicles over 14,000 pounds, built before 2010 from operating within state borders.The regulation requires these vehicles to be retrofitted, repowered, or replaced with newer, cleaner vehicles. It goes without saying that such legislation will cause problems for carriers scrambling to comply with regulations. However, the bigger problem is that used and aftermarket trucks and parts will now become even more difficult to find in and around California.

CARB has essentially made it even more challenging for the average Owner/Operator to maintain their rigs in or around California. Instead of being able to call a salvage yard or aftermarket dealership to replace a simple truck part, they may be forced to go through an OEM to buy brand new parts. This is assuming that the OEM even makes the part anymore as many high demand parts are being discontinued by their respective manufacturers. That would make the only place for someone to get something discontinued, a salvage yard or remanufacturer. 

California Air Resources Board

This law would likely impact the used truck parts market by reducing the number of older trucks available for salvage or resale, as owners will be forced to upgrade to newer, cleaner vehicles that meet the emissions standards set by CARB. Additionally, parts for older trucks may become less in demand as fewer of these vehicles remain in operation.

Carriers are obviously going to need to retrofit their fleets, which will be a tedious and expensive task. And no doubt, some of the smaller carriers will go under as a result of running only trucks built in 2010 or earlier. Buying a new engine for your 2011 truck is expensive, but not nearly as expensive as buying an entire new fleet of trucks. 

That’s not to mention the impact the regulations have on sellers from TruckPartsInventory.com (TPI) and the larger industry, many of whom carry a large selection of trucks and parts from 2010 and prior. Some are also located in California itself, placing them in between a rock and a hard place. Will the inventory be sold off to clients outside of the state? Or perhaps it’s simply written off as loss and they move on. The impact on the larger used truck parts market will depend on the scope of the regulation and the extent to which older vehicles are phased out. 

It’s possible that the regulations implemented by CARB could have ripple effects on the used truck parts market outside of California. As older trucks and buses are phased out, there may be an influx of these vehicles in other states, potentially increasing the supply of used parts. However, this is dependent on several factors, such as the readiness of other states to take in these older vehicles, their own regulations and the economic conditions of the market.

You might be thinking that this is an issue exclusive to California. However, it’s possible that regulations similar to the ones implemented by CARB may be adopted in other states, which could have a more significant impact on the used truck parts market outside of California.

What is a Flex Plate?

A flex plate, also known as a flywheel, is a metal disc that is located between the engine and transmission in a semi-truck. Its primary function is to connect the crankshaft of the engine to the torque converter of the transmission, allowing power to be transferred from the engine to the transmission and ultimately to the drive wheels of the truck. The flex plate also acts as a buffer, absorbing any slight misalignments between the engine and transmission, which helps to reduce wear and tear on the drivetrain components.

A Flex Plate from a 2005 Caterpillar C7

Here are some tips for maintaining a flex plate on semi-trucks:

Regularly inspect the flex plate for cracks, warping, or other signs of damage. Keep the bolts that attach the flex plate to the crankshaft and torque converter tight and in good condition. Check the alignment of the flex plate to ensure it is properly aligned with the crankshaft and torque converter.

You can also make sure that the engine and transmission mounts are in good condition and properly secured, as these can affect the flex plate’s alignment. If you experience any vibration or noise from the drivetrain, have the flex plate inspected as it may be the cause. Always refer to the manufacturer’s recommendations for maintenance and inspection intervals for the flex plate.

Regularly check the condition of the harmonic balancer, as a damaged harmonic balancer can cause damage to the flex plate. Check the engine and transmission for any leaks that may affect the flex plate and have the truck serviced by a professional mechanic if you suspect any issues with the flex plate or other drivetrain components.

Persistence in Sales

Persistence in Sales

This editorial is from Lucky Chuhan, one of TPI’s newest salesman with lots of experience under his belt. Lucky discusses the importance of persistence in sales, especially when it comes to improving your business’ bottom line:

Sales, what are sales? Sales are the beat of your company’s lifeline. The secret to sales is persistence. While sales jobs can be incredibly challenging, getting a sale is rewarding. Persistence is key. 

A sale is merely a transaction. It can be an exchange of currency for a product/service,  but in most cases, it’s relationship building. While you read this on your iPhone, iPad, android or other smart device, you realize you have a relationship built with the OEM.  They sold you once, now every other year you might continue to buy their products or services. Without that persistence or those reminders, this relationship can become less important to you, which is something to keep in mind when selling your own services. 

Let’s say you bought your first Peterbilt 12 years ago and when it breaks down, you don’t just think about getting rid of it, you look for parts specific for your truck. You call the manufacturer, and you trust they have what you are looking for. 

But what happens when the manufactures dealers do not have your part? You do a Google search and locate your part. You call the organization that has your part advertised online and ask for a price/quote. As a salesperson, you receive this request or in other words called a “lead”. You provide the lead with an estimate and the potential buyer decides to purchase and that is great, but what happens the lead says “NO”? Unsuccessful salespeople would end this engagement here and not pursue it any further.

At this point this is considered a “missed sale”. Missed sales are great opportunities for you to follow up on. Maybe the lead thought they could find it somewhere else. Maybe they didn’t have the funds to purchase it right then. Maybe they found one somewhere else and then called the next company, but that salesperson was rude, and so the lead did not feel like supporting a company who was rude to them (or any other variable). If you follow up on the estimate/quote, your closing ratio will increase. 

When I was younger, I was referred to a terrific book written by Napoleon Hill, called “Think & Grow Rich”. There was an anecdote from said book that always stuck with me, “Three feet away from gold”. What it means is to never give up, ending the story with Darby and his uncle deciding to quit as they have spent all their resources. After they quit, the junkman that bought their equipment makes it rich, and he only had to dig 3 feet more from where Darby and his uncle left.  

The main piece of advice I can provide for anyone is make slight changes to your daily habits and do not give up. For example, if you are expected to follow up on estimates/quotes and make 30 calls a day, call 31 each day for a week. Then the next week you call 32 each day. You’re not working too much harder, but those extra calls will be the difference in the bottom line.

 After 2 weeks of becoming 1 percent better each week you have successfully made more calls equivalent to half a day of calls. Successful salespeople go out of their way to find an opportunity and get creative to make a sale. 

If you stay focused for a year, your income plus commission can be significantly higher than originally planned, which benefits both you and your company. Don’t let go of an opportunity too early because you want to take the easy road. Keep on persisting, each “NO” will get you one step closer to the yes!