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Knowledge Cafe |
How To Change Things
When Change Is Hard
by Chip Heath & Dan Heath
""Change is hard." "People hate change." Those were two of the most common quotes we heard when we began to study change.
But it occurred to us that if people hate change, they have a funny way of showing it. Every iPhone sold serves as counter-evidence. So does every text message sent, every corporate merger finalized, every aluminum can recycled. And we haven't even mentioned the biggest changes: Getting married. Having kids. (If people hate change, then having a kid is an awfully dumb decision.)
It puzzled us--why do some huge changes, like marriage, come joyously, while some trivial changes, like submitting an expense report on time, meet fierce resistance?
We found the answer in the research of some brilliant psychologists who'd discovered that people have two separate "systems" in their brains-a rational system and an emotional system. The rational system is a thoughtful, logical planner. The emotional system is, well, emotional-and impulsive and instinctual.
When these two systems are in alignment, change can come quickly and easily (as when a dreamy-eyed couple gets married). When they're not, change can be grueling (as anyone who has struggled with a diet can attest).
In those situations where change is hard, is it possible to align the two systems? Is it possible to overcome our internal "schizophrenia" about change? We believe it is.
In our research, we studied people trying to make difficult changes: People fighting to lose weight and keep it off. Managers trying to overhaul an entrenched bureaucracy. Activists combatting seemingly intractable problems such as child malnutrition. They succeeded--and, to our surprise, we found striking similarities in the strategies they used. They seemed to share a similar game plan. We wanted, in Switch, to make that game plan available to everyone, in hopes that we could show people how to make the hard changes in life a little bit easier. --Chip and Dan Heath"
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I am loving this book and its insight into the entire idea of change. I am seeing change in a much different, more empowering way.
Enjoy! ------------
There's no time like the present. Here is a link to get it right away. You can get the hardcover at a great price. You will be so glad you did:
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K.C. Archive |
Here is a list of books and audio's that have been recommended in the Knowledge Cafe.
Switch
by Chip Heath & Dan Heath
ReWork
by Jason Fried & David
Heinemeier Hansson
Maximum Confidence
by Jack Canfield
The Little Big Things
by Tom Peters
Customer Satisfaction
Is Worthless
Customer Loyalty
Is Priceless
by Jeffrey Gitomer
Linchpin
by Seth Godin
The Circle of
Innovation
by Tom Peters
Raving Fans
by Ken Blanchard
and Sheldon Bowles
All Marketers Are Liars
by Seth Godin
Failing Forward
by John C Maxwell
Leadership Is An Art and Leadership Jazz by Max DePree
The Spirituality of Success by Vincent M Roazzi
Power In Praise by Merlin Carothers
The Go-Giver by Bob Burg & Hohn David Mann
The Gratitude Effect by John DeMartini
Who Moved My Cheese? by Spencer Johnson, MD
The Power To Have It All Audio Package by Bob Proctor
The Secret - Book and Audiobook by Rhonda Byrne
Acres of Diamonds by Russell Conwell
Think & Grow Rich by Napoleon Hill
As A Man Thinketh by James Allen
The Power of Focus by Jack Canfield, Mark Victor Hansen and Les Hewitt
How To Talk To Anyone, Anytime, Anywhere by Larry King
Lead the Field Audio by Earl Nightingale
Your Invisible Power by Genevieve Behrend
and
The Spirit of Opulence by Thomas Troward
You Were Born Rich by Bob Proctor
Psycho-Cybernetics by Maxwell Maltz, MD
You2 by Price Pritchett
The Magic of Believing by Claude M Bristol
Awaken the Giant Within by Anthony Robbins
Success Magazine
and
How To Lose Friends and Alienate People by Irving Tressler
and
How To Win Friends and Influence People by Dale Carnegie
The Psychology of Selling by Brian Tracy
and
How To Sell Anything To Anybody by Joe Girard
How I Raised Myself From Failure To Success In Selling by Frank Bettger
The Success Principle by Jack Canfield
Jeffrey Gitomer Little Books Collectors Edition: 5-pack of books plus CD
Enterprise One To One
and
The One To One Fieldbook by Don Peppers and Martha Rogers
Sales Bible by Jeffrey Gitomer
Customers For Life by Carl Sewell |
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To The Following People & Companies Who Have
Helped The CTS IdeaLetter
And CTS Blog With
Material and Other
Special Encouragements:
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and many others at
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plus a long list of
great folks at
Knapheide Manufacturing
Jack Schmidt
West Coast Truck Equipment
Paul Bedke
Cobalt Truck
Dudley DeZonia
Anne Crawford
Royal Truck Body
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Mike Scelzi
Scelzi Enterprises
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Jim Kraschinsky
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Reading Truck Body
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Douglass Truck Body
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Fairfield Chevrolet-Isuzu Truck
Greg Martin
My Partner, Ryan Stone
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Brutus Truck Bodies
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Stiles Truck Body
Andrew Gibbs
Michele Wieder
Sue Tureaud
Clay Gallow
Ron Mitchell
Carter Industries
Ted Abramson
Electrorides
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Highway Products
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Angelo Ferro
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National Truck Equipment Association
Kevin Snedeker
Vaca Valley Truck & SUV
To all our readers of
the IdeaLetter, CTS Blog
and CTS Daily Inspirations
To the hundreds of products
we have shown here and in
our CTS Blog, and website.
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And, an extra special,
huge scoop of heartfelt
gratitude goes to:
Ken Lindt
and
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of
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who helped make
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Thank you all very much! |
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Welcome! |
 Welcome to the Commercial Truck Success Idealetter!
Published every other week, the Idealetter is an informative thought starter and news source for busy commercial sales professionals and managers with numerous links to great products, the Commercial Truck Success website, Daily Blog and many other links to useful information, tools and inspiration!
Please feel free to offer comments and suggestions for future topics that are of interest to you. Also, please forward this to others you wish to share it with. There is a forward email link at the bottom of this page. I wish you success! Keep up the good work! And, never stop learning! - Terry Minion, Editor |
What's Wrong With This Picture? |
I went out to breakfast the other day and spied this truck. I started laughing and I had to get a shot of it. Chip It 4 Less, indeed. I'll bet you can get 3 or 4 small shrubs in there with no problem, or maybe a few tree branches at a time, then off to shovel unload it and go back for a few more branches while sitting on the jounce bumpers all the way back and forth. Ridiculous. |
Douglass Gooseneck Body Revisited |




Douglass Truck Bodies makes a great5th Wheel/Gooseneck Body! Of course, they build a great number of awesome bodies and have since 1958.
I've seen a lot of trailering bodies and most are very short on storage space and we all know that storage space is part of the American dream. So, Douglass has designed in a huge amount of storage as shown by the photos above--and take a look at that awesome compartment in the center of the bed at the front of the body. Just think of all the things you could put in there. It also is a great looking body. Just image your 5th wheel or gooseneck hooked up. Sweet!
Having recently reviewed a number of gooseneck bodies, I felt I wanted to repost this piece on the fabulous Douglass Truck Bodies 5th Wheel/Gooseneck Body. It's a masterpiece! Get more on this body and view the wide range of custom bodies by Douglass at: www.douglasstruckbodies.com. |
Freightliner All-Electric Chassis |

Freightliner Custom Chassis Corporation (FCCC) of Gaffney, South Carolina continues its legacy of engineering alternative-power products for the commercial vehicle industry with the introduction of its highly anticipated plug-in all-electric walk-in van (WIV) chassis.
The all-electric chassis, developed in partnership with Enova Systems, a leading developer and producer of electric and hybrid-electric drive system technologies for commercial vehicle OEMs, is built on the popular FCCC MT-45 WIV chassis platform.
The new all-electric chassis enables fleet operators to virtually eliminate harmful emissions and cut operating and maintenance costs while delivering the performance and driver comfort features FCCC customers have come to expect. On select delivery and service routes, studies show that customers will save up to $15,000 per vehicle annually compared with traditionally powered walk-in vans. The quiet operation of the all-electric chassis also makes for an enjoyable driver experience. This new chassis has a flat-leaf spring front and rear suspension, allowing for a smooth, solid ride that minimizes cargo shifts on uneven road surfaces.
The development program with Enova involved the engineering and integration of Enova's 120kW all-electric drive system technology into the new MT-45 chassis. Ideal for the pickup and delivery market, the MT-45 chassis boasts a GVWR of 14,000 to 19,500 lbs. The durable steel straight-rail chassis frame reduces flex and bowing to minimize chassis stress while carrying heavy payloads.
Powered by Tesla Motors lithium ion batteries, the chassis is 100 percent electric, including its HVAC system, making it the only fully featured WIV chassis in the industry to be completely electrically powered. The all-electric drive system features batter packs that provides an up to 100-mile driving range on a single charge, making it ideal for pickup and delivery applications. The battery pack will charge from fully depleted to fully charged in six to eight hours.
The batteries featured on the electric system also capture and store energy during the regenerative braking phase of the vehicle's operation. The regenerative braking system reduces friction during braking, resulting in less brake wear and extended brake life. The regenerative braking system saves energy by recycling and storing it, which can then be reused to propel the vehicle instead of losing it to heat, as is the case with traditional brakes.
Visit http://www.freightlinerchassis.com/ for more information. |
Isuzu Truck's New Commercial Van |
ISUZU COMMERCIAL TRUCK AND UTILMASTER ANNOUNCE REVOLUTIONARY NEW COMMERCIAL VAN
Flexible Walk-In Design, Low Cost of Operation, Superior Economy and Durability Meet in the First Vehicle to Combine Cargo-Van Appeal with Work-Truck Capability
Anaheim, CA.-Isuzu Commercial Truck of America, Inc., distributor of America's best-selling low-cab-forward trucks, and Utilimaster, Inc., a leading manufacturer of specialty chassis and vehicles, introduced a game-changing commercial van at the American Truck Dealers 2010 Convention & Expo in Orlando.
The walk-in van-with a body designed by Utilimaster Corporation atop a rugged heavy-duty Isuzu NPR chassis and powered by Isuzu's legendary 3.0-liter diesel engine-will combine the functionality and design flexibility of a custom-built work truck with the styling and ergonomics of a cargo van, all while expected to achieve best-in-class fuel economy savings, meeting the latest EPA emissions standards, offering true commercial truck capability and delivering low cost of ownership.
Prototypes are scheduled to begin rolling off the line in the third quarter of this year, with full production scheduled for the second half of 2011.
See this and other Isuzu Truck news here: Isuzu News |
This Ain't Burger King,
But You Can Have It Your Way |
2"
Treated, Dense Yellow Pine is standard

This is Rumber. Yes! Recycled Tires.

Here is the composite flooring
This is the hardwood flooring.

Here's an example of the composite installed
with partial steel overlay
I have long been a fan of Knapheide flatbeds. I've sold many hundreds of them. It is one of the best looking flatbeds on the market and because of Knapheide's large volume production capacity, they can keep the cost low and maintain the quality at the same time.
Most people who have been around Knapheide flatbeds know that they use 2" thick, treated dense yellow pine. The boards are more narrow than many flatbed builders and this helps the floor stay flat because the wider the wood, the easier it is to warp and curl. When I was selling them, the dense yellow pine was all that was available, except adding a steel overlay or steel floor instead of wood. That has changed! Now you can have it many ways. Above are some photos showing you the different ways.
On the west coast, composite is all the rage, so now you too can have the quality of a Knapheide flatbed with composite flooring. Then, for you green people, there's Rumber! It's made from recycled tires and other materials. Way cool. For you traditionalists, there's hardwood. I used to think this was the only way to go in my early days, but I got over it.
To top it off, you can add a smooth or diamond plate steel overlay. This adds great strength and longevity to a flatbed, and to top that off, some people even like to have the HD spray liner on top of the steel. Wow. That's a bunch of layers of protection and strength.
One last thing--or first thing, depending on how you look at it. All Knapheide flatbeds 22' and under go through their famous 12-step K-Coat Electro-Coating process as do all their service bodies.
There's more to the Knapheide's flatbed story including their wide selection of flatbed products, and you can see much more at http://www.knapheide.com/. Have it your way! |
Service Body Slide-Out Shelves |


I absolutely love drawers in service bodies. They are among the most useful of tools. One thing I haven't talked about much is the sliding shelf which can be at least as useful. Here is an example on a Knapheide 11' Service Body. Think about a tool box on that shelf, or a generator, or pump, or air compressor, or you name it. Just slide that shelf out and you have instant access. When you're done, slide it back in and it locks in position ready for the ride.
Next time you're looking for solutions, remember the pull-out sliding shelf. You might want several. Keep that equipment ready to use, but out of sight and locked away when not in use. Check the link for a very long list of options that Knapheide offers in their service body products: Knapheide Options. |
MV-1 - Perfect Solution For Paratransit Fleet |


Heralded as the perfect solution for your paratransit fleet and the world's first and only mobility vehicle, here is the MV-1 by The Vehicle Production Group, LLC. Production begins on the MV-1 October, 2010, and you can reserve your spot in production right now by contacting 786-230-2100. You can also see all the details, specs, video and more at www.vpgautos.com.
This unit is built like a truck with a body-on-frame design with end-to-end bully boxed frame sections that optimize structural rigidity, yet it rides like a car with the De Dion suspension and self-leveling air system. It is built strong with a 6600 GVWR to accomodate the extra weight of wheelchiars and passengers.
The MV-1 will be assembled by AM General LLc in their high quality UAW assembly plant in Mishawaka, Indiana. AM General is a world leader in the design, engineering, production, and technical and parts support of military and special purpose vehicles. With production facilities that are among the most cutting-edge in the world, AM General is building mobility solutions for the 21st Century right here in the USA.
The MV-1 is also available in a dedicated Compressed Natural Gas option with a 250 mile range and still having best-in-class rear storage capacity of 29.1 cubic feet of cargo volume.
The standard manual ramp deploys from within the vehicle floor and has a load capacity of up to 1,200 lbs. There is an optional power telescoping ramp with up to a 6:1 slope, with simple push-button controls conveniently located on the door trim. Ramp lighting and anti-slip floor covering provides a valuable safety feature.
See all the features and download brochures at http://www.vpgautos.com/. |
Commercial Truck
World View |
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UD Nissan Diesel Serves South Africa |




In South Africa, Nissan Diesel has enjoyed a proud history of success since its establishment in 1962, becoming Nissan Diesel's top market outside of Japan. Over the years, the company has built a strong reputation as a credible and successful truck supplier, boasting unequalled flexibility and full backing from Nissan Diesel in Japan.
The company is resolved to offer only vehicles engineered, developed and rigorously tested to meet the harsh operating conditions in Southern Africa. Nissan Diesel will also continue to develop its footprint in the African market wherever fleets can benefit from its efficient design, state-of-the art technology, quality assembly and dependable support.
Nissan Diesel has a representative footprint across South Africa, and all dealers adhere to stringent quality requirements. As a result, Nissan Diesel is able to deliver the same level of quality service to our customers, no matter where they are.
See more at http://www.nissandiesel.co.za/. |
Hino 4x4 Serves Australia |
Hino Australia offers a selection of tough 4x4 tilt cab trucks to serve customers truck needs for almost any terrain. These medium duty 4x4's are available in regular cab and crew cab in 10,000 kg GVM (22,046 lbs. GVWR) and 13,000 kg GVM (28,659 lbs. GVWR). All models are equipped with the powerful 6 cylinder Hino JO8E UA diesel and the LX06SR six-speed transmission. The two-speed transfer case has a 2.224 gear reduction in low range. These units come with a host of standard features including air conditioning, power windows, AMFM with CD player, tilt/telescopic steering wheel, power steering, cruise control, electric-pneumatic exhaust brake, and even a cup holder.
To see more and download brochures on all the Hino products offered in Australia, check out their website at http://www.hino.com.au/. |
Daimler: New Fuso Super Great Truck |


- Sales of new Fuso Super Great start today in Japan
- Fuso 6R10 engine from Daimler Trucks' New Engine Generation celebrates its premiere in Japan
- Fuel-efficient and environmentally friendly truck complies with what is currently the world's most stringent emissions standard, JP09
Kawasaki, Japan - Mitsubishi Fuso Truck and Bus Corporation (MFTBC) today unveiled the new generation of the Fuso Super Great. Because it features the 6R10 engine with BlueTec technology, the Fuso Super Great is MFTBC's first truck to comply with what is currently the world's most stringent emissions standard, JP09 (Japan New Long-Term Emission Regulation). Production has already begun at the Kawasaki plant, sales of the new Fuso Super Great commence today at all MFTBC dealers in Japan and the first batch of orders has been received.
"The new Fuso Super Great with its all-new fuel-efficient 6R10 engine and advanced BlueTec emissions control system shows that heavy-duty trucks can be environmentally friendly, optimized for safety, and also highly cost-effective," said Dr. Albert Kirchmann, President and CEO MFTBC. Customers benefit from the fact that MFTBC is an integral part of Daimler Trucks and thus can employ the division's modular commercial vehicle system, which is defined for use worldwide and for all brands. "It allows us to develop world-class components such as the new Fuso 6R10 engine with the highest degree of efficiency," added Kirchmann.
The latest evolutionary development of Fuso's flagship truck complies with JP09, which is currently the world's most stringent emissions standard. JP09 calls for nitrogen oxide reductions of 65 percent and particulate matter reductions of 63 percent over the previous regulation JP05. The new Fuso Super Great with a gross vehicle weight from 16 tons to 25 tons also has many new equipment features, the most important one being the new 6R10 diesel engine with BlueTec technology from Daimler Trucks' New Engine Generation for use in commercial vehicles worldwide.
The Fuso 6R10 engine combines the know-how of Daimler Trucks units in Europe, Japan, and the U.S. It is manufactured at the Mannheim engine plant and is now being used in Japan. Daimler Trucks units have jointly developed the engine since 2002 to achieve superb fuel efficiency and meet the respective emissions limits. All of the New Engine Generation engines incorporate the BlueTec exhaust gas system to substantially reduce nitrogen, particulate, and CO2 emissions while at the same time achieving high fuel efficiency. The Fuso Super Great's 12.8-liter 6R10 has an output between 257 kW (350 hp) and 309 kW (420 hp) and is precisely tailored to meet the needs of customers on the Japanese market.
MFTBC's Super Great was introduced in 1996, and has since then been steadily improved through several generations. Prior to today's introduction, the last new generation of the Super Great was launched in 2007 and is very popular with Japanese truck customers.
In 2008, MFTBC developed the Safety Truck. Based on the Super Great, it impressively demonstrates the potential of technology to increase commercial vehicles' safety. It incorporated a wide variety of safety features, many of which are now standard in Fuso Super Great models. While the new Fuso Super Great is currently only available in Japan, MFTBC will also develop the truck for selected export markets, with features adapted to match local market requirements. The sales launch of the new Fuso Super Great is the first major step in a product offensive that will introduce no less than 25 key vehicle additions or changes around the world by the end of 2010.
The new Fuso Super Great also has a range of other equipment features that make the truck the best in its class. They include a comprehensive array of safety features, such as the Mitsubishi Driver Attention Monitoring System, which warns the driver of critical situations. Several models are also equipped with safety systems such as the Electronic Stability Program (ESP), which increases vehicle stability even in difficult situations, or the Active Mitigation Brake (AMB). AMB is an active safety technology which decelerates the vehicle by applying the brake automatically when a collision is possible.
Based in Kawasaki, Japan, Mitsubishi Fuso Truck and Bus Corporation (MFTBC) is one of Asia's leading commercial vehicle manufacturers. In 2009, the company sold a total of 99,500 vehicles, including light, medium and heavy-duty trucks and buses. Daimler AG owns 85 percent of MFTBC shares. MFTBC is an integral part of the Daimler Trucks Division of Daimler AG.
See more on Mitsubishi Fuso trucks here: Mitsubishi Fuso |
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