Since that announcement, TPS has shared in-depth conversations with this year’s four nominees, detailing how they found their way to the truck dealer business, how they’ve navigated the industry, their efforts to lead their businesses and more. These conversations will lead up to the announcement of the 2026 ATD Truck Dealer of the Year Award, which will be announced Feb. 5, at the ATD Show in Las Vegas by Procede Software CEO Larry Kettler and TPS Editor Lucas Deal.
These questionnaires continue with Terry Martin, dealer principal and vice president at Martin's Peterbilt.
How did you get into the truck dealer industry?
Terry Martin
How have you risen in the industry and your company to reach where you are today?
I started working for my family business in 1991, beginning with sweeping floors and learning the business from the ground up. I took every opportunity to understand each department and every role within the company. Working my way up through the organization gave me valuable insight into the challenges our employees face and helped shape my understanding of what it takes to build and sustain a successful business.
What do you like most about being a truck dealer?
I truly enjoy the daily interaction with our employees and customers. Many of the customers I work with during the week are the same people I spend time with on the weekends. Most of the meaningful relationships in my life today are with our customers and employees.
[RELATED: Dealers eye 2026 recovery but remain honest about market limitations]
Describe your leadership style. How do you pilot your business?
My leadership style is very hands-on. I stay closely involved so I can remain aware of daily market changes and understand how best it is to steer the business for the future. While I rely on our management team to handle day-to-day operations, I consistently monitor overall sales performance to ensure we remain on track and positioned for long-term success.
What do you believe is the most important skill for a truck dealer? How have you cultivated that skill?
Our success has come from making every customer interact personally and treating our customers like family. We want them to know that when an issue arises, it will be addressed and handled immediately. We apply the same philosophy with our employees, which has helped build a strong, positive culture within our organization. This approach was established by my grandfather and has guided how we have operated our business since day one.
How do you differentiate your business from your competitors?
What sets us apart is the personal commitment of our employees and ownership group. We believe every person plays an important role, and we hold ourselves accountable to doing our jobs with care, pride, and excellence. We have been recognized numerous times from Paccar on our customer service and have received awards for these recognitions.
What is the most difficult part of your job?
Unfortunately, when you run a business, tough conversations will have to be had with employees and customers. You have to be transparent with both the employee and the customer and be honest. To be successful, you need to hold yourself, employees and owners accountable.
[RELATED: Learn about ATD Truck Dealer of the Year Nominee Patrick Jacobs]
How does ATD help you run your business?
The biggest advantage of using ATD for our business is networking, watching market trends in the trucking industry and planning risks for future inventory.
Why do you believe you were nominated for the ATD Truck Dealer of the Year Award?
I can point to several reasons why I believe we were nominated for ATD Truck Dealer of the Year, including our leadership and commitment to sustainability within the trucking network and our local communities, as well as our strong market performance in Class 8 truck sales. We hold approximately 30% of the market share in our area, compared to about 15% for the overall Peterbilt network.
