School Transportation News Magazine | Buyer’s Guide 2011


Data and Statistics and Perspectives


Dealer Outlooks Vary for Upcoming Sales in 2011


By Stephane Babcock I


“We are in a cycle and it will be changing — going up. Te U.S. is the best country in the world, and we are improving the economy.” — Richard Davis, Chalk’s Truck Parts


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n a new year that still shows the same old signs of a down economy, some school bus dealers are forecasting that 2011 will actually bring increased sales and green- er school bus solutions. Even with the steady decline in school bus production since the 2005-2006 manufacturing year, some dealers said they believe they will see strong sales in the upcoming year.


John Roselli, new school bus sales director for A-Z Bus Sales in Colton, Calif., said he


believes that, although state funding for Golden State school districts has seen a steady decline over the last several years, the replacement cycle for school districts will neces- sitate switching out pre-1987 school buses. “Tere are several areas where state funding will allow many school districts to re-


place their aging fleets with funds from state and local air districts,” said Roselli. Many of his associates from around the country share this idealistic view of the up-


coming purchasing cycles, with National Bus Sales’ Director of Purchasing Michael Boyd looking at 2011 as “a tremendous year.” But the phrase could just as easily infer upcom- ing dread as it could greatness. However, most customers, Boyd said, have expressed that they were not in a position to add or replace units in their existing fleet last year but were more confident that this year will be different. “We are a need-based industry,” said Boyd, adding that National Bus Sales currently


had the largest number of pre-orders in company history. But that need doesn’t always translate into sales, according to a few dealers. Claude


Reid, sales manager for the commonwealth bus sales division of Virginia Truck Center in Roanoke, Va., said he sees sales taking a further 15 percent dip this year, something even grant funding cannot cure. Tis is on top of sales already being down some 20 percent over the last three years despite a slight up-tick the past year tied to the American Re- covery and Reinvestment Act. Te worry is what looms around the next corner. “Once the grant funding dried up, the sales for alternative-fueled equipment stopped


completely,” explained Reid. Some dealers are keeping their ears and eyes open for any opportunity that could


spell financial relief for their customers. Perhaps the best way for school districts to get the most “bang for their buck” is to still maximize the funding opportunities that are already available and hope the money continues to flow. Te staff at A-Z Bus Sales works closely with the California Air Resources Board, California Energy Commission all the local air districts in the state to determine where the money is to help school districts wirh their school bus purchases.


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