March/April 2021 Tracks by NationalAssociationTrailerManufacturers

March/April 2021 Volume 34 Issue 2

TIRE RECORDKEEPING

REQUIREMENTS FOR DEALERS PG. 38

TRAILER SAFETY WEEK

SET FOR JUNE 6-12 PG. 16

VIN DECIPHERING SCHEME SOFTWARE

PARTICIPATION GUIDE PG. 60

DEALER ISSUE

JOIN NATM IN IMPROVING TRAILER SAFETY

NATM Headquarters • 2420 SW 17th St. • Topeka, KS 66604 • (785) 272-4433 • Fax: (785) 272-4455 On the Cover: Midsota’s Dump Trailers. Joel Bauer of Midsota by Novae was awarded the 2021 Oustanding Member of the Year. For more information, turn to page 90.

Tracks

STAFF Tracks Editor Elizabeth Moore Elizabeth.Moore@natm.com Executive Director Kendra Ansley Kendra.Ansley@natm.com Assistant Director Meghan Ryan Meghan.Ryan@natm.com Marketing Director Savana Morrison Savana.Morrison@natm.com Technical Director Terry Jones Terry.Jones@natm.com Compliance Consultant Scott Crimmins Scott.Crimmins@natm.com Compliance Consultant Sean Sloan Sean.Sloan@natm.com Bookkeeper Cindy Streeter Cindy.Streeter@natm.com Administrative Assistant II Catie Rutkowski Catie.Rutkowski@natm.com

President’s Report................................................. 6 Headquarter’s Report............................................ 8

NATM Membership Update ................................ 10 117th Congress and Biden Administration Takes Shape................................. 12 Inappropriate Connection Leads to Fatality Accident ................................... 14 Trailer Safety Week Set for June 6-12: Participation Guide.............................. 16 Maximizing Your NATM Membership Series: Social Media........................ 20

Administrative Assistant Abby Wiebler Abby.Wiebler@natm.com

Addressing the Workforce Shortage through Diversity and Inclusion Efforts: A Series.............. 22

OFFICERS

Strategies and Tools to Attract New Talent: Employee Recruitment .................... 24

President Marty Lorick Triple Crown Trailers Vice President Josh Johnson Big Tex Trailer Manufacturing, Inc. Treasurer Marco Garcia U-Haul International, Inc. Associate Member Representative Jim Berry, Dexter Axle Past President Owen Shelton BoatMate Trailers, Inc. DIRECTORS FEB. 2018 - FEB. 2021 Leo Akins Forest River Cargo Division Lyle Berning Novae Corp.

Share Your Expertise! NATM Calls for Educational Articles and Presentations................. 54

New 2021 Media Kit Available with Advertising Opportunities............................. 56 Statistically Speaking............................................ 58 VIN Deciphering Scheme Software: An Alternative to Manual Calculation.................. 60 Black Rhino Charges Ahead................................. 62 Huth Ben Pearson Supports Manufacturers: Bending and End Forming Machines................... 64 Mac’s Tie Downs: The Toughest Tie Downs ..................................... 66 Correlating VIN Numbers with NATM Decal Numbers................................. 68 Trailer Warranty Policies.......................................70

How to Access the NATM Job Board................... 26

Readying Trailers for Spring..................................72

Employee Retention through Successful Organization Culture........................... 28

OSHA Penalties are on the Rise Again .................76

History of the NATM Compliance Verification Program ............................................ 30 History of the NATM Compliance Verification Program: Timeline............................. 32 How to Sell Compliance—A Marketing Kit Exclusively for NATM Dealer Affiliates.............. 36

COVID-19 Vaccine: What to Know......................78 How Can Manufacturers Become More Agile in a Post-COVID-19 World? ............ 80 Forging Stronger Virtual Connections Among Employees........................... 84 Nathan Uphus Receives 2021 Regular Member Young Professional Award...................... 87

John Kerr Marsh & McLennan Agency

Tire Recordkeeping Requirements for Dealers .................................... 38

Rick Huddleston White River Marine Group

NATM Dealer Affiliate Committee....................... 40

DIRECTORS FEB. 2021 - FEB. 2024

Dealer Corner: Take Your Profit First................... 42

Richard LaVanture Receives 2021 Outstanding Associate Member Award................. 89

NATM Dealer Compendium Offers In-Demand Resources for Dealerships................. 48

Joel Bauer Receives 2021 Outstanding Regular Member Award ....................................... 90

Refer Your Dealers to NATM’s Dealer Program...................................... 50

Pam Daugherty Receives Pam O’Toole Trusdale Woman in Manufacturing Award........... 91

Stay Up-To-Date with The NATM Insider ................................................ 54

Member News ...................................................... 92

VACANCY Rick Coffey The Carlstar Group Carl Maxey MGS Incorporated - Ft. Collins DIRECTORS FEB. 2020 - FEB. 2023 Jon Devitt Midwest Industries, Inc. Jeff Jones Statistical Surveys Dustin Miller Cross Trailers, Inc. Mike Story LOOK Trailers

Ty Scott Receives 2021 Associate Member Young Professional Award...................... 88

New Member Update...........................................102

About this publication: Tracks Volume 34, Number 2 March/April 2021 is published six times a year (bi-monthly) for $50 per year by the National Association of Trailer Manufacturers, 2420 SW 17th St, Topeka, KS 66604. Periodicals postage paid at Topeka, KS. POSTMASTER: Send address changes to NATM 2420 SW 17th St, Topeka, KS 66604. DISCLAIMER: The inclusion in this magazine of advertising, logos, or website links, or reference to any products, services, trade names, or manufacturers is not an endorsement by NATM of any such advertisers, links, entities, products, services, or names. NATM through this magazine provides news and opinion articles as a service to its members and readers. Often these articles come from sources outside of its organization. Statements and opinions expressed in these articles are solely those of the authors and do not necessarily reflect the opinions, beliefs and viewpoints of the National Association of Trailer Manufacturers, its staff or management, or the official policies of NATM. Nor does NATM accept responsibility for any errors or omissions made in publishing or reproducing articles or advertising appearing in Tracks or for the return of unsolicited manuscripts sent to NATM. USPS Number: 022438

ISSN Number: 1552-2415

Advertisers’ Index

Tracks

Affiliated Resources, Inc. ............................................................31

Muro North America Inc. ............................................................25

A.L Hansen Mfg. Co....................................................................57

Napoleon Lynx.............................................................................77

Aluma, Ltd...................................................................................42

Natcon..........................................................................................88

Bright Way Group, LLC..............................................................71

Novae Corp. ................................................................................40

Buyers Products Company...........................................................27

Optronics International ...............................................................51

CPR Systems................................................................................69

Peerless Industrial Group ............................................................46

Curt Group.................................................. Inside Front Cover, 81

Powerbrace Corporation..............................................................43

East Penn Manufacturing Co., Inc...............................................14

PPG..............................................................................................79

Equalizer Systems................................................................. 74-75

Premium Supply.................................................................... 52-53

Felling Trailers.............................................................................32

REDARC Corporation.................................................................84

Heskins, LLC...............................................................................59

Redneck Trailer Supplies.............................................................5

Hutchens Industries, Inc. ................................... Inside Back Cover

Ridewell Suspensions..................................................................83

Inland Empire Trailers ................................................................68

Sun Country Trailers dba Play Craft Trailers...............................44

KampCo Steel products, Inc........................................................16

Tech Products, Inc. - Signs, Tags and Markers ...........................24

LaVanture Products Company........................ Outside Back Cover

TGI-Direct....................................................................................55

Lippert Components, Inc.............................................................41

Timbren Industries ......................................................................47

M.H. Eby, Inc.........................................................................34-35

Twin Oaks Industries, Inc. dba TO Extreme Off Road Trailers...33

Magnum Venus Products, Inc......................................................38

Vin-eze A Division of P.M.C.S., Inc. ..........................................73

March/April 2021

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Tracks

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President's Report

Tracks

President’s Report By Marty Lorick, Triple Crown Trailers

It is a special honor and privilege to begin my term as President of the National Association of Trailer Manufacturers, and I’d like to take the opportunity in my first President’s Report to thank some of the many people that have made this journey enjoyable. Thank you to Owen Shelton, Boatmate Trailers, our outgoing president, for his dedicated efforts over the last two years at the helm. Although Owen will no longer be a member of the Board, he will continue to serve as Past President for an additional year on the Executive Committee. Congratulations to Josh Johnson, Big Tex Trailer Manufacturing, Inc., on his elevation to Vice President. Congratulations also to Jim Berry, Dexter Axle, who will continue to serve on the Executive Board as Associate Member Representative and to Marco Garcia, U-Haul International, Inc. on who will serve as Treasurer. I look forward to continuing to work with a great team of leaders in the industry and improving the safety of our nation’s roadways. For those of you that do not yet know me, I am Marty Lorick, Managing Member of Triple Crown Trailers. I have served on the NATM Board of Directors since 2015. Triple Crown Trailers, LLC was established in Ocala, Fla. as a family business in 1983. The company is still family owned and operated today. We were originally located on four acres in a small residential area, primarily selling to wholesale. In 2003 we moved to our current location, which is over 50 acres. This allowed us to put more focus on our retail trailer sales, parts, and repairs. We manufacture utility, lawn, car, equipment, and hydraulic dump trailers. In recent years we have continued to expand our business to include custom fabricated truck beds, including fire, dump, landscape, and utility trucks. In 2018 we opened a second manufacturing plant in North Carolina. Most recently, we purchased a large, well-established, friendly manufacturer in Georgia, Down To Earth Trailers. We have a dealer network that is most represented in the Southeast though it stretches all the way up to Canada. Triple Crown has been in business for 37 years. My parents would bring me to work when I was young, and my job was to pick up used lugnuts. I was paid a penny for each one. Once I graduated high school, I started getting more involved in the business. I spent many days listening to my dad talk to potential dealers and following him around while he interacted with our employees. I also spent hours listening to my mom on the phone

March/April 2021

negotiating lumber and steel costs and placing orders for all of our raw materials. In 1996 I jumped in with both feet and decided this was the path I wanted to take. I’ve never looked back. The primary purpose of a trailer is to haul cargo from one point to another. Hauling cargo safely should be the number one goal of every trailer manufacturer. Just as cars and trucks have to pass certain standards of manufacturing in order to protect consumers, trailers also have to be built to meet required regulations. Trailers may be towed thousands of miles over the course of their lifetime, with potentially thousands of pounds of materials on their beds, with thousands of dollars’ worth of cargo. Not only do we want to protect the trailer owner’s investment in an appropriately built trailer, but NATM members that participate in the Compliance Verification Program (CVP) are also striving to protect our loved ones, community members, and fellow citizens from the risks posed by sharing the roads with a trailer that fails to meet Federal Motor Vehicle Safety Standards. I firmly believe that any company manufacturing trailers should participate in NATM’s CVP. Having an unbiased thirdparty verify that trailer manufacturers have the processes in place to build trailers that meet Federal Motor Vehicle Safety Standards is something that all manufacturers should do, as these specifications are not suggestions, but legal requirements. There are many challenges facing the trailer industry that NATM addresses to improve the safety of the roadways, and the Association advocates on behalf of the companies and employees in the light- and medium-duty trailer industry. Although the Association was originally founded in 1987 in an effort to get better rates for product liability insurance, its focus shifted to address the “wild west” mentality that was rampant in the trailer industry at the time. It seems the early focus for trailer manufacturing was how to build as cost effectively as possible, with anyone with a garage and a welder starting up a business. NATM’s efforts helped to change that focus to building safer trailers that met or exceeded standards with the creation of The Guidelines for Recommended Minimum Manufacturing Practices for Trailers Under 26,000 lbs. GVWR (Guidelines) in 1991. These safety efforts grew steadily over the Association’s history and reached a turning point in 2012 when the NATM membership voted unanimously to make participation in the www.NATM.com

President's Report NATM Compliance Verification Program mandatory for all trailer manufacturing members. More recently, we have expanded our safety efforts from focusing on the manufacture of compliant trailers, to raising educational awareness of safe towing practices for trailer dealers and endusers most notably through NATM’s Trailer Safety Week. For more information about the fourth annual Trailer Safety Week, turn to page 16. In addition to safety, NATM is working to tackle the other top issues facing the industry including the shortage of skilled labor and rising costs. The shortage of skilled workers in manufacturing industries across the nation is an issue that is impacting the trailer industry and will only continue to become a larger problem. As the Baby Boomer generation retires, job positions will be left unfilled as younger generations choose employment outside of manufacturing. There is also a tremendous range in the size and technical abilities of employees working in trailer manufacturing facilities, which makes the challenge to fill open positions within the industry a greater difficulty. NATM has heard the concerns of its members and has included addressing the workforce shortage as a top priority for its 20192022 Strategic Plan. The Association will look to answer not only how to attract and retain workers in this industry, but how small manufacturers can be just as attractive employers compared to their larger counterparts within the trailer industry and compared to other industries with similar job skills needed.

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In the coming years with the challenges listed above, along with new challenges such as autonomous vehicles, it will be more important than ever to make our political leaders aware of challenges we face. NATM and its government affairs representatives, K&L Gates, are the best advocates for the light- and medium-duty trailer industry and will continue to be successful with the involvement of the Association’s members. For more information about how you can become more involved in NATM’s government affairs initiatives such as the annual Regulatory Roundup & Capitol Hill Visits, the NATM Political Action Committee, legislative roundtables and plant tours, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com.

I look forward to serving as President of NATM over the next two years. I am confident that we will be able to continue our successes in improving safety as well as supporting the economic health of the light- and medium-duty trailer industry and its businesses. Thank you to all of you, NATM’s Membership, for your dedication and support. Without your membership dues, advertising support, sponsorship and participation in the Compliance Verification Program, we would have never been able to achieve as much as we have over the last 34 years.

One way to combat this crisis is to include diversity and inclusion initiatives within business. These initiatives can open an entirely new talent pool and increase retention of employees. NATM will be featuring a diversity and inclusion (D&I) article in the next several issues of Tracks to help educate those interested in starting their own initiatives. Various facets of diversity and inclusion will be covered as well as practical tips and resources for starting on a diversity and inclusion journey. For more information, turn to page 22. In addition, the Association provides resources to help companies with the challenges of rising costs through the encouragement of relationship building within the industry. The NATM Convention & Trade Show provides access to suppliers from all over the world, as well as the annually printed Membership Directory & Buyer’s Guide, the Online Buyer’s Guide, and through Tracks magazine. Marty Lorick, Triple Crown Trailers, NATM Board President www.NATM.com

March/April 2021

Headquarter’s Report

Tracks

Headquarter’s Report By Kendra Ansley, NATM Executive Director

Spring is upon us! In years past, this time of year manufacturing kicks into high gear as consumer and dealer demand spikes, but the industry did not see the usual winter slow-down this year, and orders remain strong for the majority. The need for a strong, stable workforce to meet demand remains a primary challenge for the industry, and NATM is continuing to work with members to try to support efforts to close the gap. Looking to increase diversity inclusion initiatives (D&I) can be one way to tap into underrepresented populations and maintain employment levels. Turn to page 22 for the beginning of a D&I series. NATM also encourages its members to use the NATM Job Board to find candidates—learn more on page 26. As we all look forward to warmer weather and the continuation of increased production and sales, trailer safety will be key as trailer owners get back out on the road in full force. Ensuring trailers are road ready and compliant as well as providing resources to dealers and end-users about the safe use of trailers is the foundation of NATM’s mission—to promote trailer safety and the success of the trailer manufacturing industry through education and advocacy.

March/April 2021

NATM has released a number of fantastic resources for dealers in the last six months, including the NATM Dealer Compendium which includes over 300 pages of federal and state regulatory information as well as consumer resources. The Association also launched the NATM Resource Library for members and dealer affiliates which contains on-demand content such as technical and business management resources, archived educational articles and pre-recorded webinars. In addition, the online resource library contains useful information about how to use NATM compliance as a sales tool. NATM recognizes that communicating the importance and depth of the compliance program to end-users can be difficult, but the resources in the library will help dealers explain technically complicated, expansive regulations in a concise and simple way without overburdening the end-user. It is important to help consumers make informed decisions about purchasing a compliant, road-ready trailer. NATM is continuing to grow the resource library to ensure members and affiliates have the information they need at the touch of a button. The Association’s efforts to grow consumer awareness about safe trailering and regulatory compliance doesn’t end with

www.NATM.com

Headquarter’s Report manufacturers and dealers. NATM will be hosting the fourth annual Trailer Safety Week June 6-12, 2021. The Association has new Trailer Safety Week partnerships in the works to expand content curated by industry experts—more information to come! Engaging with the event is easy! NATM offers three levels of participation—Allies, Champions, and Partners. Allies sign up online and are provided a marketing kit with pre-crafted materials and resources for industry members to support Trailer Safety Week through social media posts and direct to customer communications. Champions take participation to the next level, committing to online posts and customer outreach, but are rewarded with brand promotion. Partners have the most intensive commitment to Trailer Safety Week, and this status is reserved for industry experts who curate content for Trailer Safety Week within their area of expertise. For a full participation guide, turn to page 16. I hope you’ll join our effort to make roadways safer and sign up at www.TrailerSafetyWeek.com/interest. 2021 is off to a strong start and the Association has much in store for members and dealer affiliates this year! New committees are well underway with goals that will continue to propel the industry

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forward and ensure the continued accomplishment of the NATM mission. While the Association continues to grow and expand, the staff works to educate our members and affiliates about all the resources available to them. Turn to page 20 for the latest on how to maximize your membership, but also, be sure to sign up for The NATM Insider eNews as we make timely announcements regarding evolving programming each month. You can sign up for the eNews by contacting NATM Marketing Director Savana Morrison at Savana.Morrison@natm.com.

- Patrick Jennissen, Felling Trailers

www.NATM.com

March/April 2021

NATM Membership Update

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NATM Membership Update By Meghan Ryan, NATM Assistant Director

NATM prides itself as an association with a loyal membership, and thank you to the many companies that have chosen to renew your membership with NATM by submitting your dues for 2021! Your annual recommitment is what makes it possible for the Association to achieve its mission while also adding new member benefits. As of Feb. 10, NATM currently has a total of 940 members. The membership breaks down as 432 regular trailer manufacturers, 54 branch trailer manufacturers, 28 international trailer manufacturers, 358 supplier/service provider members, and 32 branch supplier/service provider members. NATM’s members are a primary resource to help identify companies in the industry that would benefit from joining the Association. Thank you to the many members that have advocated on NATM’s behalf and referred companies to join. If you have a company that would fit the membership, please send the information to NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com. Additionally, NATM is calling upon its members to help bring in trailer dealers to receive crucial towing safety information. Launched in late 2019, NATM’s Dealer Affiliate Program has been a natural extension of NATM’s mission to improve trailer safety. Dealers are an important link in the trailer manufacturing chain and NATM is seeking to provide support within its areas of expertise including compliance, safety, and education. Helping dealers understand and communicate these topics to end-users is a win for the entire membership and for the safety of the roadways! Please help NATM grow its educational reach to improve trailer safety by referring your dealers to the program. The new Dealer Referral Program offers free advertising in Tracks magazine and free convention registrations for participating companies! For more information, turn to page 50. In order to assist members in the early months of the COVID-19 pandemic, NATM worked quickly to provide resources to help members navigate the uncertainly by providing resources and information promptly. In response to COVID-19, NATM: •

Created the NATM Guidance on Workplace Safety for COVID-19, which includes information from the CDC and OSHA. The document includes examples from similar industries to help members identify implementable safety protocols for the trailer manufacturing industry. March/April 2021

•

Created a COVID-19 Resource Center on NATM.com, which is updated regularly so that members have access to the latest information and guidance when they need it most.

•

Sent a letter to Vice President Pence outlining the experience of NATM members during this outbreak, including the efforts they are undertaking to protect their workforce. It further discusses the uncertainty facing the industry and the need for relief.

•

Partnered with Marsh and McLennan Agency (MMA) and brought members and dealer affiliates a weekly COVID-19 webinar series intended to help the trailer manufacturing industry move forward.

As a result of COVID-19, NATM cancelled the 2021 Convention & Trade Show that was to be held in Nashville, Tenn. The cancellation of the show was not only a disappointment, but also a financial detriment to many businesses as the NATM Show serves as a major sales and marketing opportunity. To create additional opportunities for suppliers and service providers to get in front of potential customers, NATM created new opportunities to reach customers by creating sponsorships for NATM’s webinars, new member program, and Trailer Safety Week. In addition to the new resources, programming, and benefits that NATM brought to its membership in 2020, NATM has continued to offer: •

Association Health Plan (AHP) for most NATM member companies

•

NATM Association Retirement Plan

•

Online NATM Job Board

•

A plethora of advertising opportunities including NATM’s bimonthly Tracks magazine, NATM.com, the Online Membership Directory and Buyer’s Guide, and back by popular demand in 2021 is the printed NATM Membership Directory & Buyer’s Guide.

•

The PartnerShip Shipping Affinity program

•

Marsh & McLennan Agency’s Product Liability Insurance Affinity Program

To refer a company to NATM, or for questions about your membership benefits, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com. www.NATM.com

Tracks

www.NATM.com

March/April 2021

The 117th Congress and Biden Administration Takes Shape

Tracks

117th Congress and Biden Administration Takes Shape By Dennis Potter & Brody Garland, K&L Gates The dust has finally settled, and 2021 has ushered in a unified Democratic government, with President Joe Biden occupying the White House and Democrats controlling both chambers of Congress, both by the slimmest of margins. The 117th Congress will be defined by two new and competing dynamics: unified government bringing the opportunity for the Democratic Party to execute an ambitious legislative agenda, in some cases by simple majority votes, while the narrow majorities in both chambers will embolden the bi-partisan center and promote moderation. The Georgia runoff election victories of Jon Ossoff and Raphael Warnock delivered the two seats needed to even the partisan split to 50-50 in the Senate. With the inauguration of President Biden, this means that Vice President Kamala Harris will break all ties on votes in the Senate. Senator Chuck Schumer (D-NY) ascended to the role of Majority Leader. With the even split, the work of the new Senate will be contingent on power sharing agreements and cooperation with his minority counterpart, something last experienced in 2001 when the Senate was briefly 50-50. A shift in the majority has also ushered in new leadership on the Committee level, with Senate Democrats holding Chairman gavels for the first time since 2014. A notable new Committee Chair is Sen. Maria Cantwell (D-WA) as Chairwoman of the Senate Committee on Commerce, Science & Transportation, who will have jurisdiction over highways, shipping, transportation security, interstate commerce, economic development, and technology. Senator Roger Wicker (R-MS) continues his efforts on the Committee as the Ranking Member. With the narrowest of possible majorities and a group of moderates anchoring the center such as Senators Joe Manchin (D-WV) and Kyrsten Sinema (D-AZ), the legislative agenda

March/April 2021

will not skew as far left as some might expect, but it is important to remember that control of the chamber does furnish Leader Schumer with certain procedural advantages that may embolden him—control of floor time and which priorities receive votes, reconciliation measures (which will allow Democrats to pass some big ticket items with a simple majority), the ability to uncoil certain Trump Administration regulations via the Congressional Review Act (another procedural tool that requires only a majority threshold), as well as more leeway to advance President Biden nominees. On the other side of the Capitol, Nancy Pelosi (D-CA) was reelected to serve as Speaker of the House for the 117th Congress. A condensed majority, coupled with the voting restrictions of COVID-19, threatened to challenge the Speaker’s fourth run at the gavel, but in the end just five members of her caucus voted against her or abstained. Speaker Pelosi will possess the gavel, but election losses have narrowed her ruling majority, creating opportunities for moderate Democrats and frustrating the ambitions of the progressive left. On the Committee level, Rep. Peter DeFazio (D-OR) returns as Chairman of the House Committee on Transportation & Infrastructure, alongside Ranking Member Sam Graves (R-MO). In addition to changes in leadership and shifts in the governing majority, the new Congress will add over 60 new members to the rank and file. On the following page is a list of the new members of the 117th Congress. Many of these Members will be joining the Transportation & Infrastructure Committee where they will have a voice on issues important to NATM’s members. With the highway reauthorization expiring in 2021 and continued drumbeats for infrastructure investment, it is expected that President Biden and Congress will seek to make bold decisions in this area. NATM has already begun engaging in these discussions and will continue to promote its legislative agenda. www.NATM.com

The 117th Congress and Biden Administration Takes Shape

Tracks U.S. House of Representatives: New Members Jerry Carl (R-AL-1)

Carolyn Bourdeaux (D-GA-7)

Lisa McClain (R-MI-10)

Cliff Bentz (R-OR-2)

Barry Moore (R-AL-2)

Andrew Clyde (R-GA-9)

Michelle Fischbach (R-MN-7)

Nancy Mace (R-SC-1)

Jay Obernolte (R-CA-8)

Marjorie Taylor Green (R-GA-15)

Cori Bush (D-MO-1)

Diana Harshbarger (R-TN-1)

David Valadao (R-CA-21)

Kai Kahele (D-HI-2)

Matt Rosendale (R-MT-AL)

Pat Fallon (R-TX-4)

Young Kim (R-CA-39)

Marie Newman (D-IL-3)

Yvette Herrell (R-NM-2)

August Pfluger (R-TX-11)

Michelle Steel (R-CA-48)

Mary Miller (R-IL-15)

Teresa Leger Fernandez (D-NM-3)

Ronny Jackson (R-TX-13)

Darrell Issa (R-CA-50)

Frank Mrvan (D-IN-1)

Andrew Garbarino (R-NY-2)

Pete Sessions (R-TX-17)

Sara Jacobs (D-CA-53)

Victoria Spartz (R-IN-5)

Nicole Malliotakis (R-NY-11)

Troy Nehls (R-TX-22)

Lauren Boebert (R-CO-3)

Ashley Hinson (R-IA-1)

Ritchie Torres (D-NY-15)

Tony Gonzales (R-TX-23)

Kat Cammack (R-FL-3)

Marianette Miller Meeks (R-IA-2)

Jamaal Bowman (D-NY-16)

Beth Van Duyne (R-TX-24)

Scott Franklin (R-FL-15)

Randy Feenstra (R-IA-4)

Mondaire Jones (D-NY-17)

Blake Moore (R-UT-1)

Byron Donalds (R-FL-19)

Tracey Mann (R-KS-1)

Deborah Ross (D-NC-2)

Burgess Owens (R-UT-4)

Carlos Gimenez (R-FL-26)

Jake LaTurner (R-KS-2)

Kathy Manning (D-NC-6)

Robert Good (R-VA-10)

Maria Elvira Salazara (R-FL-27)

Jake Auchincloss (D-MA-4)

Madison Cawthorn (R-NC-11)

Marilyn Strickland (D-WA-10)

Nikema Williams (D-GA-5)

Peter Meijer (R-MI-3)

Stephanie Bice (R-OK-5)

Scott Fitzgerald (R-WI-5)

U.S. Senate: New Members Tommy Tuberville (R-AL)

Raphael Warnock (D-GA)

Ben Ray Luján (D-NM)

Mark Kelly (D-AZ)

Jon Ossoff (D-GA)

Bill Hagerty (R-TN)

John Hickenlooper (D-CO)

Roger Marshall (R-KS)

Cynthia Lummis (R-WY)

K&L Gates encourages NATM members to get involved in the Association’s government affairs outreach, particularly if you see your Member of Congress on the list below and would be willing to invite them, when COVID-19 protocols allow, to tour your facility, meet their constituents, and learn more about the light- and medium-duty trailer manufacturing industry. For those companies interested in engaging, NATM has template invite letters and other resources to make the process easier. Simply reach out to NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com for more information. Dennis Potter is a Government Affairs Advisor and Brody Garland is a Government Affairs Analyst at the law and lobbying firm of K&L Gates, where they represent NATM and other clients on legislative, regulatory, policy, and political matters. Potter can be reached at Dennis.Potter@klgates.com and Garland can be reached at Brody.Garland@klgates.com.

Attention Members:

ARE YOU GETTING NATM EMAIL COMMUNICATIONS?

WHITE-LIST THE FOLLOWING EMAILS TO RECEIVE FUTURE COMMUNICATIONS: @NATM.COM SAVANA@NATM.CCSEND.COM

www.NATM.com

March/April 2021

Inappropriate Connection Leads to Fatality Accident

Tracks

Inappropriate Connection Leads to Fatality Accident By Kendra Ansley, NATM Executive Director & Terry Jones, NATM Technical Director

NATM was approached by the National Highway Traffic Safety Administration (NHTSA) in late 2020 following a fatality accident. The incident was the result of many factors, but most especially an inappropriate connection between the tow vehicle and towed unit which led to disconnection on a highway. NATM has worked with NHTSA on numerous occasions to help address areas of concern the agency has identified in both the trailer manufacturing and towing space. It was the hope of NHTSA that NATM could reach out to its industry network and end-users to help provide additional education on proper connections to prevent incidents such as the one described. There are a number of devices available to hitch a trailer to a tow vehicle, or, in the case of some RV applications, to hitch the motorhome to a towed unit. Examples of hitching systems

include ball mounts, gooseneck or fifth wheel couplers, pintle hitches, and tow bars. No matter which type of hitch system is used, the hitch needs to have a capacity equal to or greater than the Gross Vehicle Weight Rating (GVWR) of the trailer or towed unit. For a trailer, the GVWR is listed on the VIN tag. As a general rule of thumb, any towing combination’s maximum capacity is never greater than the lowest rated part in the system. Even if a trailer is properly hitched and the equipment used is of an appropriate capacity, it is still possible for a component part to fail and potentially detach from the tow vehicle. To help protect against the possibility of complete disconnection, towers should utilize two safety chains or cables connected directly to the tow vehicle and trailer. While state law varies as to the requirement of safety chains, their use is recommended for each and every tow. NATM recommends the following practice: •

Crisscross the chains to form an X beneath the trailer tongue so that it would catch the tongue should the trailer disconnect from the tow vehicle. Only enough slack to allow turning should exist.

•

If possible, the chains should be looped back to hook onto themselves.

•

Do not hang an S hook on the opening of the receiver hitch, it might bounce off while driving, but loop it through the opening and connect it to the chain.

As with the hitch, safety chains or cables being used, including all components of the chain system, must have a capacity equal to or greater than the GVWR of the towed unit. This means that the chain/cable itself, the hooks which attach to the tow vehicle, and the method of attaching the chains to the towed unit ALL must have a capacity equal to or greater than the GVWR of the towed unit. Further, each chain and each component must be equal to or greater than the GVWR individually, including each individual chain/cable. Do not sum the capacities of the two chains or cables. Imagine an uncoupling; one chain-system would most likely engage before the other, and if the system did not have

March/April 2021

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Inappropriate Connection Leads to Fatality Accident

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Proper hithcing practices are important. Chains should form an X and slack should be allowed for turning. The chains should be looped back on themselves, if possible.

sufficient capacity in relation to the GVWR, it would be liable to break followed by a breakage in the other chain system. The towed unit would then be disconnected from the tow vehicle. Consider the following example: •

Trailer GVWR: 5,000 lbs.

•

Hook: 7,500 lbs. each

•

Chain: 5,500 lbs. each

•

Attachment method: 10,000 lbs. each

The weakest link in this scenario is the chains at 5,500 lbs. capacity, which is greater than the trailer’s GVWR, and thus

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adequate. Remember, each component by itself, must be equal to or greater than the GVWR. Please note, these capacities are dependent upon a properly loaded trailer that does not exceed the GVWR identified by the manufacturer. If the trailer were overloaded, the entire trailer would be at risk of component failure, and the chains in the above scenario may not be adequate to prevent a disconnection. It is vital towers abide by listed weight maximums to ensure a safe tow. For more information about proper hitching, including the use of the various hitching systems listed, visit www.TrailerSafetyWeek.com/hitching. To learn more about safe trailering practice, or to join the safe trailering movement, visit www.TrailerSafetyWeek.com.

March/April 2021

Trailer Safety Week Set for June 6-12: Participation Guide

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Trailer Safety Week Set for June 6-12: Participation Guide By Savana Morrison, NATM Marketing Director While NATM prides itself on promoting trailer safety 365 days of the year, Trailer Safety Week offers a unique opportunity for the trailer industry to come together and make the nation’s roadways safer one trailer at a time. The mission of Trailer Safety Week (TSW) is to improve the safety of the nation’s roadways by increasing trailer safety awareness through education of endusers, dealers, and manufacturers on safe trailering practices. Last year, Trailer Safety Week reached over 90,000 individuals, and it is the first nationwide traffic safety

initiative aimed at addressing safe towing practices for lightand medium-duty trailers. NATM has developed content and resources in furtherance of this mission, all available through www.TrailerSafetyWeek.com. This year’s national awareness campaign takes place June 6-12, 2021 and will be hosted entirely online. NATM is encouraging its members to participate in this campaign to reach end-users and dealers as either Trailer Safety Allies, Champions, or Partners.

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March/April 2021

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Trailer Safety Week Set for June 6-12: Participation Guide

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Trailer Safety Ally Program:

Trailer Safety Champion Program:

Becoming an Official Trailer Safety Week Ally is a wonderful opportunity for companies who want to be involved in the safety movement but don’t have significant time to invest. NATM provides Allies with the official Trailer Safety Communications kit to promote their involvement in Trailer Safety Week and to share information about safe trailering practices. This digital kit includes pre-crafted social media posts, downloadable Trailer Safety Week graphics, a blog post, and much more. Promoting the company’s involvement with Trailer Safety Week is a breeze with this jam-packed kit. The content can even be customized to include content specific to each Ally’s products and services that promote trailer safety.

NATM created the Trailer Safety Week Champion program to highlight companies whose support of TSW exceeds that of a TSW Ally. As such, the company will earn greater promotional opportunities. While Trailer Safety Week includes Allies across the country, Trailer Safety Week Champions are those who fulfill the following requirements and receive the benefits listed on the following page. Current Champions include: • •

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Becoming a Trailer Safety Week Ally shows potential customers that this company prides itself on making safe products. Visit www.TrailerSafetyWeek.com for more information. For the awareness campaign to expand its reach and effectively improve roadway safety, Trailer Safety Week depends on extraordinary supporters who go above and beyond to reach their industry contacts and end-users. Further, to continue expanding the educational resources available to end-users, NATM is looking to partner with experts and other key stakeholders in towing and traffic safety. To sign up as a Trailer Safety Ally, visit www.TrailerSafetyWeek.com/interest. As the Association is committed to expansion, two programs were created for industry organizations that would like to join NATM and its TSW Allies in improving trailer safety: TSW Champions and TSW Partnerships.

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The next level of involvement is TSW Partnerships. The Trailer Safety Week Partnership program was established to recognize companies, groups, and agencies who support the mission of Trailer Safety Week through content development and resource sharing. Partnerships require more significant commitment in terms of educational content creation and the sharing of content and must conform to specific standards and requirements. For more information on what it takes to become a TSW Partner, contact NATM Executive Director Kendra Ansley at Kendra.Ansley@natm.com. or more information about becoming a Trailer Safety Ally, F Champion or Partner, visit www.TrailerSafetyWeek.com. NATM looks forward to working with its members to improve the safety of the light- and medium-duty trailer industry!

March/April 2021

Trailer Safety Week Set for June 6 thru 12: Participation Guide

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March/April 2021

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1. Spot a decal on a trailer. 2. Snap a picture of your decal. 3. Share with NATM!

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March/April 2021

Maximize Your NATM Membership Series: Social Media

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Maximizing Your NATM Membership Series: Social Media By Elizabeth Moore, NATM Tracks Editor This article is the second in the Maximizing Your Membership series. Each article focuses on one lesser-known benefit of NATM Membership and gives tips, tricks, and explanations on how to make the most of these benefits. Every issue of Tracks in 2021 will feature an installment. NATM offers no shortage of member benefits, but some are more well-known than others. This article will cover how members can capitalize on NATM social media. It is no secret that social media is vital to marketing, brand awareness, and connecting with customers, but there are so many ways to utilize these tools that it can be overwhelming. NATM is here to help with member-only social media benefits, including campaigns, posts, and member spotlights.

Follow NATM on: •

Facebook: @NATMPage

•

Instagram: @NATM_Trailers

•

LinkedIn: www.linkedin.com/company/national-associationof-trailer-manufacturers

NATM has profiles on all major social media platforms such as Facebook, Instagram, and LinkedIn. On these platforms, the Association posts the latest news, updates, and important information for members, as well as Association announcements. The posts go far beyond the typical updates seen on every profile though. The Association actively promotes members’ companies in various ways. For example, both the Women Crush Wednesday campaign the Where in the World campaign both focus on boosting member companies through posts, relevant tags, and snappy captions. Submitting to these social media campaigns is free advertising. Companies who submit increase their chance of exposure and crossing paths with potential customers. To submit to any of these campaigns, please visit www.NATM.com/get_social. In addition, social media is a perfect networking hub. Comments, likes, and sharing all help facilitate interaction with potential suppliers, customers, and peers. Being included and active on NATM’s social media profiles is a great jumping off point for these types of communication.Working relationships can be established on these platforms.

March/April 2021

An example Woman Crush Wednesday post.

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Maximizing Your NATM Membership Series: Social Media

Tracks Social media benefits for members don’t stop there. Members can link their own social media profiles to the online directory through the members only portal which was detailed in the last article. Connecting social media to the online directory listing is

another great way to increase the chance of exposure as well as give potential customers the chance to interact with the company and see examples of products and services offered. To connect social media profiles to an online directory listing, follow the steps below. •

Log into the Members Only portal on NATM.com. •

Can’t remember your password? No problem!

•

You can reset your password clicking the “Click here for login information.”

•

Simply enter your main contact’s email address and wait for the reset email from NATMHQ@natm.com.

•

Note: the password will be sent to the main contact’s email only. If you need to change the main contact, email Meghan Ryan at Meghan.Ryan@natm.com, and she can change the main contact as well as manually reset the password.

• Select “Profile Update” from the red navigation bar. • Next, select the light grey button under your company name that reads “Edit My Profile.” •

Click on “Social Media” listed on the column on the left side of the page.

•

Copy and past your company social media profile links in the designated fields. •

Select “Save and Submit” to finalize your profile additions. Social media is only one of several benefits that are going to be covered in this series. If you have topics you would like covered in this series or have questions on the information, contact NATM Tracks Editor Elizabeth Moore at Elizabeth Moore@natm.com or (785) 272-4433.

An example NATM social media post.

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March/April 2021

Addressing the Workforce Shortage through Diversity and Inclusion Efforts: A Series

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Addressing the Workforce Shortage through Diversity and Inclusion Efforts: A Series By Elizabeth Moore, NATM Tracks Editor In early December 2020, The Manufacturing Institute, the workforce development and education partner of the National Association of Manufacturing (NAM), put forth a diversity summit geared toward the manufacturing industry. This two-day summit covered what diversity and inclusion mean, challenges in these fields specific to manufacturing, and how to implement diversity and inclusion initiatives at all levels in any size of company. This year NAM announced a pledge for action to help close the equity gap in the industry. By 2025, the goal is for manufacturers to have made 50,000 tangible actions to repair the inequal opportunities in the industry and create 300,000 pathways to job opportunities specifically for people of color and black people. The final goal is to change the workforce by 2030. Tracks coverage of the summit will be broken into several articles. This first installment will give a brief overview of diversity and what it means, while the next few will dive deeper into certain aspects of diversity. Lastly, coverage will provide practical tips and advice on how to start diversity and inclusion initiatives. What is Diversity? Simply put, diversity refers to the practice of including different types of people in organizations, groups, or situations. Diversity can also refer to many different aspects of the human experience, including socio-economic background, race, religion, and even age. Although as new research continues to emerge, it is becoming more obvious that diversity based on numbers is not enough for people to feel truly integrated into an organization or group. The step beyond diversity is inclusion; this is when diversity becomes ingrained in the organization and people begin to feel included, as the name suggest.

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Why is it Important? Diversity and inclusion initiatives are important for many reasons, one benefit in particular for the manufacturing industry is the ability of these initiatives to help close the skills gap and resolve the workforce crisis. The current trajectory of manufacturing could leave 2.4 million jobs unfulfilled in 2028 according to Carolyn Lee, Executive Director of the Manufacturing Institute. If the industry is to be on par with the rest of the labor force, embracing diversity and inclusion is one way to edge closer. These initiatives expand the pool of potential employees, a crucial factor when it comes to the workforce shortage. At the same time, it is the responsibility of the industry to promote it as a career to those who may not be inclined to see it as such, including people of color, members of the LGBT+ community, and disabled people—all marginalized communities. In turn, hiring diverse employees will build up an inclusive culture that resonates with others which will make it easier long term to find and hire top talent. In addition, diversity and inclusion is proven to help companies financially. Companies in the top quartile of racial and gender diversity are more likely to have better financial returns. Future articles will focus on various dimensions of diversity, including race and ethnicity and gender, among others. More resources can be found at: •

www.TheManufacturingInstitute.org

•

www.TheManufacturingInstitute.org/diversity-inclusion/ resources/

For questions or article suggestions, contact NATM Tracks Editor Elizabeth Moore at Elizabeth.Moore@natm.com.

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Strategies and Tools to Attract New Talent: Employee Recruitment

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Strategies and Tools to Attract New Talent: Employee Recruitment By Elizabeth Moore, NATM Tracks Editor

In the trailer manufacturing industry, a successful business is dependent upon an educated, skilled workforce. Attracting top talent though is difficult under normal circumstances, and the global pandemic as well as the pre-existing workforce crisis have only exacerbated the issue. Recruiting new employees can be daunting at best and overwhelming at worst, but there are strategies to put in place to make it easier. NATM recognizes this and has instituted an industry specific job board on NATM.com. Refer to the next article to learn how to best utilize it.

Strategy: Branding Efforts Branding includes the company website, social media accounts, LinkedIn, Indeed, and any other platform on which job posts are going to be advertised. These places will often be the first interaction that a potential employee will have with the company. Questions to ask about the website and social media include:

Although recruitment strategies are not one-size-fits-all, they do provide a launching point for companies to start the hiring process. Below are top tips gathered from experts who spoke at NATM’s second annual Workforce Development Webinar Series this past November.

•

Is there an active presence on social media?

•

Is there a social media campaign to attract attention?

•

What does the website look like when someone is searching for opportunities?

•

Does the website prominently feature job postings?

•

Does the website prominently feature employee testimonies and successes?

•

Does the website/job postings show up in search engines? Is search engine optimization (SEO) being used?

If the answers to any of these questions are no, these may be strategies to implement during the hiring period to expand the reach of the company. Strategy: Job Descriptions Job descriptions are a powerful tool when it comes to recruitment. Often times, descriptions can be too vague, resulting in a wide array of applicants, some of which may not even be qualified for the listed position. Having accurate job titles can help narrow the talent pool. Job descriptions should tell candidates exactly what the job is like and should also include detailed requirements. Creating job descriptions helps the company fully consider their needs as well as document them; in turn, job descriptions can be used as a standard against which candidates are measured. Strategy: Networking Networking is a fantastic way to recruit new talent, and there are plenty of resources available to do so, including the company’s own employees. An employee referral program may be beneficial for the company; great people tend to hang out with other great people. Even if a program like this is not feasible, there are plenty of other ways to network, including job boards, job fairs, career centers, etc.

March/April 2021

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Strategies and Tools to Attract New Talent: Employee Recruitment

Tracks In the time of COVID-19, job fairs and career centers are doing business differently, but the results are still stellar. Job fairs and career centers put the company face to face with potential future employees, giving both the company and the applicant the chance to get to know one another. For example, an outdoor (COVID-19 safe) job fair in South Carolina had a company attend that left with a 50 percent hire rate. Virtual job fairs are another option, and partnering with other companies or organizations to make these opportunities happen is a great way to cut any potential associated costs as well as attract more attention. Job boards in particular are a common way to attract talent, but many job boards have thousands of inquires such as Indeed or Glassdoor that range from all over the United States to all over the world. Although these job boards have their perks, industry specific job boards are not to be overlooked. Industry specific boards are already targeted to the people who want to work for these types of companies. Potential employees won’t need to sift through hundreds of jobs to find ones they are qualified for, and the company will ideally spend less time screening unqualified

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applicants. NATM has a job board for trailer manufacturers, suppliers, and service providers. Refer to the next article to learn how to best utilize the NATM Job Board. These tips came from NATM’s Workforce Development series. This series was free for all NATM Members and NATM Dealer Affiliates. Attendees sat in on presentations from the comfort of their desks, learning more about workplace culture and recruitment and retention strategies. NATM is excited to announce that in the coming months, NATM Members and Dealer Affiliates will have exclusive access to on-demand webinars and other educational content when the NATM Online Store officially launches. In the meantime, members and affiliates are encouraged to take advantage of existing resources available to them like the NATM Resource Library. Members and Dealer Affiliates are welcome to request any of the Workforce Development Webinar Series presentations—simply contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or (785) 272-4433.

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March/April 2021

How to Access the NATM Job Board

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How to Access the NATM Job Board By Savana Morrison, NATM Marketing Director

The NATM Job Board connects job seekers with component suppliers, service providers, and trailer manufacturers in the light- and medium-duty trailer industry. Employers can manage job postings and search resumes, while job seekers are able to post resumes and view openings. To access the NATM Job Board, follow the steps below. •

Navigate to www.NATM.com. Once on the site, click on “Job Board” in the navigation bar.

•

Once on the Job Board landing page, click on the light blue button that says “I Am An Employer” to either post a job or view current job applicants.

•

To post a job simply click on the underlined text that reads “Post a job, now!”

•

To view current job applicants and their resumes click on the underlined text that reads “View job applicants!”

•

After selecting your purpose on the Job Board, you will then be asked for you NATM.com username and password. Can’t remember your password? No problem!

•

You can reset your password by clicking on the prompt next to the login button that says “Click here for login information.”

•

Simply enter your main contact’s email address and wait for the reset email from NATMHQ@natm.com.

•

Note: the password will be sent to the main contact’s email only. If you need the main contact to be changed, please email Meghan Ryan at Meghan.Ryan@natm.com, and she can change the main contact as well as manually reset the password.

•

Once logged in, simply fill out the form that appears on the page and click “submit” to have your posting display on the Job Board.

•

Now that your job posting is published, you can navigate to the job applicants by clicking on “View Job Applicants” at the bottom of the page.

Click “I Am An Employer” to post a job or view job applicants.

After clicking on “post a job now” fill out the appropriate information for the posting.

Find your next great employee by utilizing the NATM Job Board—an exclusive NATM member benefit, as well as implementing the strategies above—branding, job description creation, and networking. Happy recruiting!

March/April 2021

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Employee Retention through Successful Organization Culture

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Employee Retention through Successful Organization Culture By Elizabeth Moore, NATM Tracks Editor According to the Bureau of Labor Statistics, the current average length of service for employees is four years, with those between 25-32 years of age even lower at two years. With service periods shortening, it’s natural to experience higher levels of turnover. Data from a Society of Human Resource Management survey estimated annual turnover at 18 percent with costs between 50 and 75 percent of average total compensation, indicating turnover can have a significant impact on the cost of doing business. For example, a 100-person company with an 18 percent turnover rate and average total compensation of $60,000 could experience direct and indirect turnover costs of $530,000 to $800,000 on an annual basis. From a financial standpoint, employee retention is key to a successful business, and company culture is one factor that can help retain employees. Mike Krizman, Human Resource Advisor at TMAC and The University of Texas at Arlington, spoke on organization culture at NATM’s Workforce Development Summit in November of 2020. He covered organizational culture and its importance during his presentation. He touched on what organizational culture is comprised of as well as barriers and tips to forming the type of culture that benefits both employees and employers. TMAC is a NIST (National Institute of Standards and Technology) MEP (Manufacturing Extension Partnership) and

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is the official representative of the MEP National Network in Texas. TMAC’s mission is to accelerate profitable growth and competitiveness of Texas manufacturers by developing and improving profit, products, processes, technologies, and people. What is Organization Culture? Krizman defined culture as the conscience and subconscious of an organization. It is universally understood and influences the success of a company. Culture is comprised of the values and behaviors of employees and is unique to that individual group. It is dynamic which means it is affected by many different factors, both internal and external. Most importantly, culture impacts an organization’s ability to succeed. Culture is made up of a variety of factors including the company’s vision or mission as well as what employees bring to work every day. Experiences, beliefs, attitudes, opinions, etc. all make up the organization’s culture. Leadership can help set the cultural example for employees to follow by enacting it themselves. Barriers to Successful Organization Culture Although building a successful culture is a key part to a business’ success, it is not without its challenges. Culture relies on all parts (employees, leaders, systems and processes, etc.) working www.NATM.com

Employee Retention through Successful Organization Culture seamlessly together; if one part breaks, the entire culture takes a hit, and regaining the loss can be tedious. Be on the lookout for these barriers to success: •

Lack of support from leaders

•

Minimal or nonexistent human resources support

•

Disillusioned personnel experiencing a disconnect between employer expectations and employee needs

These three things can negatively impact the growth of organizational culture. If leaders do not support the culture, there is no reason for other employees to be supportive. If HR does not have the practices in place to act in line with the culture, it will be unable to take root. If what employees see does not line up with the culture, it is something fake and out of reach, something they are not meant to be a part of.

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Organizations have a greater likelihood of success when leaders create vision, mission, and value statements to drive their desired cultural and performance expectations. Leaders should work to establish an environment where employees can reach their full potential while also meeting their basic physical and psychological needs. This requires the introduction of a competitive HR management program, extensive communication systems, and an engaged workforce which will help create the link between employee and organization needs. For more information about how TMAC can assist your company in Texas, contact TMAC by phone at (800) 625-4876; on their website at www.TMAC.org; or, contact speaker Mike Krizman at Mike.Krizman@tmac.org.

Tips for Building a Successful Culture A successful culture is one established from the top-down and bottom-up. It is systemic and written into company policies and plans. A successful company culture is one that employees see themselves in. Examples of actionable steps to take to ensure consistency and success across the company include: •

Audit and update employee management systems to align with company culture, vision, and values

•

Coach managers and supervisors to be fair and consistent in the application of work rules and assignments

•

Educate workforce about company culture, goals, objectives, and performance expectations

•

Utilize work climate surveys to secure unfiltered employee feedback

Leaders should be at the forefront of the organizations culture. Here’s some examples of actions they should take to ensure knowledge is passed on to the appropriate parties: •

Show commitment to vision, mission, values, goals and objectives of the organization

•

Be accountable for the culture, strategy, and actions deployed to achieve success

•

Regularly communicate expectations and changes to employees

•

Provide feedback and listen to employees

•

Earn employees’ trust www.NATM.com

March/April 2021

History of the NATM Compliance Verification Program

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History of the NATM Compliance Verification Program By Elizabeth Moore, NATM Tracks Editor trailers in accordance with federal safety regulations and industry best practices. A key component of the program is that NATM conducts the consultation as an independent, unbiased third-party group that is knowledgeable in the requirements. NATM further provides technical support in understanding and applying these often complex regulations to trailer construction.

Established in 1987, the National Association of Trailer Manufacturers (NATM) serves as a voice of the industry for its over 900 members and affiliates, including manufacturers, suppliers, service providers, and dealers, with its mission of promoting trailer safety and the success of the trailer manufacturing industry through education and advocacy. Trailer safety is a founding tenant of the Association. One way this is accomplished is through the mandatory Compliance Verification Program (CVP), requiring all NATM trailer manufacturer members to verify they have the manufacturing processes in place to build trailers that meet Federal Motor Vehicle Safety Standards (FMVSS) and industry best practices. This program involves multiple components, all of which are geared toward creating safer trailers and, in turn, safer roadways. The CVP begins with the Guidelines for Minimum Recommended Manufacturing Practices (Guidelines). The Guidelines is a compilation of applicable Federal Motor Vehicle Safety Standards, regulations, and industry best practices—all found in one easy to use, organized compendium. The purpose of the Guidelines is to create easy access to reference materials and federal regulation with which trailer manufacturers are required to comply. With this free flow of information and open lines of communication, NATM members are provided with access to resources and information that can often be time consuming and difficult to compile on their own. Trailer manufacturing members undergo a consultation every two years. The consultation features an extensive checklist of items, all pulled from the Guidelines, intended to ensure trailer manufacturing member have the processes in place to build

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Although the CVP is conducted for trailer manufacturers, it is also key for dealers and end-users. Federal regulations apply across the board, from the manufacturer to the end-user, including the dealer. Selling and purchasing compliant trailers helps to ensure federal regulations have been met, as dealers nor end-users are exempt. The federal government is cracking down on non-compliance across the United States, and consequences are not taken lightly. Fines are possible in the event of noncompliance, and the unit could be put out of service until the issue is corrected. In addition, non-compliant trailers pose a safety risk to not only end-users but everyone on the road. Trailer safety regulations are less well known than other industries, such as automotive regulations, but no one would sell or purchase a car without seat belts. Why should it be any different for trailers? Trailer manufacturers have equivalent regulations in place to help ensure end-user and road safety. To learn more about safe trailering practices, visit www.TrailerSafetyWeek.com or turn to page 16to learn how to participate in this year’s Trailer Safety Week. For more information on how dealers can market compliance to customers, refer to page 36. For questions about the CVP, contact NATM Technical Director Terry Jones at Terry.Jones@natm.com or call (785) 272-4433.

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History of the NATM Compliance Verification Program: Timeline

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History of the NATM Compliance Verification Program: Timeline By NATM Staff

2001: Volunteers were recruited to participate in NATM’s Compliance Verification Program which audits trailer remanufacturing companies compliance to federal standards. A third party inspected their facility and went over a list of items from the NATM Guidelines. The member paid $500. No report was furnished. During the year, 60 members had been recruited (approx. 25 percent of the current membership). Board members reported inability to recruit more participants because the program wasn’t meaningful.

2005: NATM Compliance Committee did a complete review of all compliance documents and established the Policy Statement outlining the requirements of the program. Members were required to sign prior to each consultation. 2006: A second compliance consultant was hired to help with the increasing number of consultations. 2007: Decal sales exceeded 500,000.

2002: The Compliance Program was officially established and the first compliance consultant was hired. 115 Compliance consultations conducted. Membership stood at 347 manufacturing companies. 2002: Compliance decal was created for purchase by members that successfully completed the program. Approximately 25 percent of the members in the program began purchasing decals. 56,425 decals were sold.

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2008: A plan was developed to work towards mandatory compliance. Member participation was at 50 percent. A Technical Director was hired and assisted with compliance consultations. 2011: Members unanimously voted on a Bylaws amendment making participation in the Compliance Verification Program a requirement of membership for trailer manufacturers. 80 percent of members were currently participating. 2012: Official start date for mandatory compliance. 2013: Total decal sales from the beginning of the program exceeded 5 million.

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2016: NATM hired a second fulltime compliance consultant— now having three individuals on staff conducting compliance consultations. 2016: NATM met with NHTSA Administrator who commended NATM on its Compliance Verification Program and its commitment to improving trailer safety. .

2017: Decal sales from the beginning of the program exceeded eight million. Membership has continued to grow since mandatory compliance was approved by the membership. 2018: NATM hires fourth compliance staff member, the Association now has a Technical Director, Compliance Director, and two compliance consultants. 2019: Compliance Verification Program goes digital, with consultations handled via tablet instead of paper checklists. 2020: NATM adopted new remote and hybrid consultation processes to continue the program amidst the pandemic.

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How to Sell Compliance—A Marketing Kit Exclusively for NATM Dealer Affiliates

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How to Sell Compliance—A Marketing Kit Exclusively for NATM Dealer Affiliates By Savana Morrison, NATM Marketing Director

Talking about the importance of trailers built to meet required Federal Motor Vehicle Safety Standards (FMVSS) can be a daunting task. End-users do not understand the complex regulations governing compliant trailer manufacturing. They recognize that they would not purchase a car without seatbelts, but they do not understand that purchasing a trailer without key safety features can be just as dangerous. With limited face-to-face time with customers, dealers can struggle to sell compliance. But in order to improve safety and reassure their customers that their trailers meet all Federal Motor Vehicle Safety Standards, it is important to sell NATM Compliance as a key feature of a trailer.

To make things easier, NATM has created the “How to Sell Compliance” kit for its dealer affiliates. This kit aims to help close the gap of communication between trailer manufacturers, dealers, and end-users by providing trailer dealers with informative marketing pieces that will assist them in selling compliant trailers to their customers. Jam-packed with informative safety resources, customizable business cards with an emphasis on the dealership’s dedication to safety, talking points for dealers to utilize, and more, this kit will assist trailer dealers in becoming fluent in safe trailering.

Purchase Verified Compliant Trailers Compliance with federal safety regulations should be a requirement for all trailer purchases. Take the guess work out of compliance and look for a trailer with the mark of excellence. Trailers with the NATM decal (left) have had a 3rd party inspection every two years of their manufacturing processes to ensure their ability to comply with federal safety regulations. Though the following is not an exhaustive list of mandatory federal regulations included in these inspections, it is a sampling of the more than 70 regulatory requirements being inspected. For more information on the NATM Compliance Verification program visit www.NATM.com/CVP

Documentation NATM verifies trailer manufacturers have registered with the federal government, submitted required reports, and updated company information as needed. These are all important steps in accountability. Compliant trailer manufacturers have recordkeeping systems in place that support successful recall campaigns for parts or trailers with deficiencies. NATM also verifies manufacturers have the processes in place to provide accurate Certificates of Origin and owner’s manuals describing the proper use of the trailer.

Reflective tape Compliant trailers weighing over 10,000 lbs. and over 80 inches in width bear required reflective tapes on the sides and rear of the trailer.

Proper Lights • Tail Lamps • Stop Lamps • Rear Turn Lamps • Rear Reflex Reflectors • Rear Side Marker Lamp

• Rear Side Reflex Reflectors • Front Side Marker Lamps • Front Side Reflex Reflectors • License Plate Lamps

Appropriate Capacities Compliant trailer manufacturers have systems in place to assign GVWRs and load carrying capacities. A trailer’s capacity is limited by its weakest component. NATM verifies that component parts such as tires, axles, safety chains and couplers meet or exceed the listed GVWR.

LIGHTING BELOW REQUIRED ON UNITS 30’ LENGTH OR LONGER • Intermediate Side Marker Lamps • Intermediate Side Reflex Reflectors LIGHTING BELOW REQUIRED ON UNITS 80” WIDTH OR WIDER • Rear Clearance Lamps • Rear Identification Lamps

Compliant trailer poster to help walk customers through NATM Compliance Verification Program (CVP).

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www.NATM.com

How to Sell Compliance—A Marketing Kit Exclusively for NATM Dealer Affiliates

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NATM Dealer Affiliate Window Cling NATM Dealer Affiliates receive a complimentary NATM Dealer Affiliate Window Cling. This window cling will allow your dealership to show its commitment to safety and compliance. Proudly display it to show customers that the dealership is a resource of information with a focus on safety and compliance.

Dealer Affiliate

Customizable Folding Business Card With an emphasis on buying trailers that have been certified to meet Federal Motor Vehicle Safety Standards and best practices, these folding business cards feature information regarding the importance of buying NATM compliant trailers. Simply add the company logo and contact information to the business card template. Pass out the cards to market the dealer’s commitment to providing customers with compliant trailers. Customizable Standard Business Card Are folding business cards not the desired style? No worries! NATM also offers standard business cards for Dealer Affiliates. With the NATM Compliance Decal and the Dealer Affiliate Badge included on the card, the company is sure to be viewed as a leader in safety by customers.

NATM Dealer Affiliate Window Cling.

Informative Printables These educational handouts are available for Dealer Affiliates to print and distribute to customers. With topics ranging from selecting the right trailer to the NATM Compliance Verification Program, customers can be assured they are shopping with a trustworthy dealer committed to safety education. Compliant Trailer Posters This 18 in. x 24 in. educational poster will help walk customers through what it means to purchase an NATM compliant trailer and can be proudly displayed in the dealership. Selling Compliance–Talking Points Talking about the importance of compliant trailers can be an intimidating task. With this list of talking points, communicating the importance of verified compliant trailers to customers has never been easier. Impress customers and instill confidence with knowledge of federal regulations and a passion for safe trailering! The NATM Dealer Affiliate “How to Sell Compliance” kit takes the stress out of discussing Federal Motor Vehicle Safety Standards with end-users. Be the dealer customers deserve and stand out from the competition by taking advantage of all of the benefits of being an NATM Dealer Affiliate.

Customizable folding business cards for NATM Dealer Affiliates

www.NATM.com

NATM Dealer Affiliates can contact Assistant Director Meghan Ryan at Meghan.Ryan@natm.com, to receive access to this kit. Not an NATM Dealer Affiliate? Visit www.NATM.com/dealers to learn more about the program. March/April 2021

Tire Recordkeeping Requirements for Dealers

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Tire Recordkeeping Requirements for Dealers By Terry Jones, NATM Technical Director

Readers may have noticed articles on tire recordkeeping in the past but such a complicated, far reaching regulation with consequences for non-compliance warrants regular coverage. Further, past articles have focused almost entirely on manufacturer’s requirements and have only briefly discussed a dealer’s requirements. This article intends to provide a simple overview of requirements for dealers as supplement to more indepth content. Who Needs to Comply? Trailer dealers enter the tire supply chain in various ways that include, but are not limited to, the following situations: •

Selling a trailer equipped with tires that were attached at the time of delivery to the dealer.

•

Selling a trailer equipped with tires that were not attached at the time of delivery to the dealer.

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•

Selling tires separately as replacement parts.

•

Servicing and installing tires.

Under these various scenarios, federal regulation contemplates trailer dealers as both tire distributors and tire dealers (see 49 CFR §574.8 and §574.9). While this distinction matters from a regulatory perspective, however a trailer dealer enters the supply chain and becomes involved in the sale of tires, the resulting obligations are the same and all trailer dealers must comply. What Must a Dealer Do? A trailer dealer only has one obligation under the tire recordkeeping requirements: to facilitate notification to purchasers of defective or nonconforming tires. Dealers can fulfill their obligations in several ways. Each methodology described below provides a path for tire manufacturers to contact potentially impacted customers in the event of a tire recall.

www.NATM.com

Tire Recordkeeping Requirements for Dealers Provide Tire Manufacturer Tire Registration/Warranty Form/Card Tire manufacturers are required by law (49 CFR §574.7(a)(1)) to provide a blank tire registration/warranty form/card (TIN card) to their customers. This card is then theoretically to be passed through the supply chain to the end-user. If purchasing a trailer from an NATM Certified Member, the dealer should receive a registration/warranty form/card to use. If the TIN card does not make it from the trailer manufacturer to the dealer or if the trailer manufacturer does not provide the tire warranty cards, tire warranty cards can be obtained upon request from the tire manufacturer. Regardless of the method of obtaining the card, the dealer must complete the TIN (Tire Identification Number) information as well as the dealer/distributor name, contact information, and provide it to the customer receiving those tires. Dealers may choose to complete the remainder of the tire warranty card and submit on the customers behalf, but submittal must be transmitted to the tire manufacturer within 30 days at no charge to the customer. For more information, visit 49 CFR §574.8(a)(1)(i). Create Custom TIN Card If the dealer chooses to forgo the tire manufacturer’s provided tire warranty cards, the dealer may create their own forms. In the instance that a card cannot be obtained from the tire manufacturer, the dealer must create their own card to use. Similar to the tire manufacturer tire warranty card, this custom form must include TINs, dealer’s name and contact information, and the customer name and address. This card or form must be able to be submitted to the tire manufacturer by the customer at no cost to the customer or returned to the dealer for submission

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to the tire manufacturer, again at no cost to the customer. If the dealer chooses to submit the information on the card to the tire manufacturer on behalf of the customer, this information must be transmitted to the tire manufacturer within 30 days. For more information, visit 49 CFR §574.8(a)(1)(ii).

Submit Tire Information Online If the tire manufacturer creates a system, it may be possible to submit the required information directly to the tire manufacturer through email or an online submission system. In this method, the dealer must record the purchaser’s name and address, TINs, along with the dealer’s own name and contact information to submit electronically. For more information on this option, please be sure to check with the tire manufacturer for availability and options. For more information, visit 49 CFR §574.8(a)(1)(iii). Each trailer dealer will need to assess one’s own internal needs and processes, including if the trailer manufacturer provides tire warranty cards and the tire manufacturer’s submittal processes, to determine the best method for compliance. For example, if the tire manufacturer does not accept online submissions, this option is not available to the trailer dealer. Similarly, if a trailer manufacturer does not provide the tire warranty cards, the trailer dealer must obtain or create their own. Again, any one of the above three methods, including online submissions, if completed, will satisfy a dealer’s tire recordkeeping requirement. For further assistance, one may view the applicable regulations at https://ecfr.federalregister.gov, contact Terry Jones, NATM Technical Director, at Terry.Jones@natm.com, or one’s own legal counsel.

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NATM Dealer Affiliate Committee

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NATM Dealer Affiliate Committee By Elizabeth Moore, NATM Tracks Editor

In 2019, NATM launched its Dealer Affiliate Program, a natural next step in furtherance of the mission of the Association as well as a direct response to requests from the NHTSA Administrator and trailer dealers across the country. NATM has been committed to the light- and medium-duty trailer industry for more than 30 years, with its focus on the manufacture of compliant trailers, the safety of our nation’s roadways, and unification of the industry. The incorporation of dealers into the Association is vital to the continuance of these efforts. Now, the Association has taken Dealer Affiliate involvement a step further with a Dealer Affiliate Committee. This will help ensure NATM continues to deliver value that aligns with dealer needs as well as manufacturer and supplier needs. The Dealer Affiliate Committee will help guide program expansion in the coming years and serves as another opportunity to unify the industry and improve trailer safety. In December, the NATM Executive Committee met to set the 2021 committee goals and choose committee members, including members for the newly formed Dealer Affiliate Committee. Using the results of interest indicators sent to all NATM members in

November, members were selected for each committee. Taking into account the NATM 2019-2022 Strategic Plan and NATM’s Mission, the Executive Committee diligently thought through what each committee could do to help raise the Association to new heights. The Dealer Affiliate Committee is listed below. • • • • • • •

Chairman Lyndon Burkholder, Green Mountain Trailer Josh Widdes, Widdes Trailer Sales Tom Luft, Luft Trailer Sales Inc. Charles Mirrison Truck’n America William “Mark” Mayfield, Leonard Buildings and Truck Accessories Royal Kropf, Diamond K Sales Brice Bennett, Coolhorse

For more information about becoming more involved in NATM through committee participation, contact NATM Executive Director Kendra Ansley at Kendra.Ansley@natm.com or call (785) 272-4433. For the Dealer Affiliate Committee, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or call (785) 272-4433.

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Take Your Profit First

Take Your Profit First By Bob Clements & Sara Hey

An excerpt from You’re the Problem (and the Solution) by Bob Clements and Sara Hey. Many of the dealers we work with put themselves last. They put everything and everyone else first—their employees, their expenses, their sanity—until there is nothing left at the end of the month for them. When we start talking about cash flow, it’s not uncommon to hear an audible gasp as this is a subject that dealers don’t want to touch with a ten-foot pole. In my mind, I think that’s because there are major misconceptions around cash flow and money in a dealership. Many times, it starts with your employees. Your employees assume that, since you own the dealership, you go home at the end of the night and count your piles of cash, which is all locked in a secret room in your house that you designed specifically for that purpose. If you are doing that, more power to you; but, if you’re not, you are like most dealers around the country. While your employees might see money coming into the dealership, what most employees don’t see is the large amounts

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of money going out of the dealership. They assume that since you sell X number of units a year, you just put that money directly into your pocket. They don’t see the cost of the equipment, payroll, payroll taxes, liability insurance, workers compensation, building maintenance, or any of the other hundreds of expenses you have to pay from your ever-thinning margins. They may assume you are filthy rich with no care in the world and can’t reconcile why you aren’t driving an expensive sports car to the dealership every single day. We all know that the scenario many of your employees have created in their heads may not be reality. The struggle, many times, is how you bridge this gap of the misconceptions that the people around you (and maybe even you) have around money management inside of your dealership, with the changes that need to happen in order to have a profitable and thriving business. And heck, a happy and full bank account. So, let’s work on changing the misconceptions that you walk into your dealership with, and start taking your profit before anything else. The idea of taking your profit first may seem a little (or a

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Take Your Profit First

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lot) overwhelming. So, how do you do this without feeling like you are going to faint every time?

the checks. You are going to know exactly where it went because you are taking it out on a regular basis.

Make the decision that things aren’t going to remain the same.

The decision you are getting ready to make is that you, maybe for the very first time, are going to take control of your cash flow, and not let your cash flow take control of you. How do you do this? You do this by creating a budget that pays you first. What is left, after you are paid, is what you have available to pay your employees and the other expenses that come with running your dealership. What do you do if there isn’t enough? You either need to increase your revenue or decrease your expenses. I wish there was more to it, but there isn’t. You have to make the decision to deal with being uncomfortable, so that you can gain control of your dealership, your life, and your sanity.

Surviving is a fine place to be, but not a place you want to stay. You are not doing anyone any favors being the last one paid, or not being paid at all. You have put too much time, sweat, and tears into your dealership for it not to provide you with the life you want. So, plan to take your profit first. Step one is to make the all-in, scary decision that you are going to make a change. This means that you choose, from now on, to pay yourself first, even when things seem like they are getting tight. What you are getting ready to do makes a lot of logical sense from a numbers standpoint, but emotionally it will feel uncomfortable. As you begin this process and experience this discomfort, you will have to make the decision over and over again that you are going to require your business to pay you before anything else gets paid. So long are the years of looking at your P & L statement and seeing that you made a profit but have no idea where it went. So long to paying yourself but not cashing

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Do you know what the easier, but disastrous, option is? Letting your cash flow take control of you. Do you know what will help you be profitable and help you sleep better at night? You, taking control of your cash flow. It’s up to you. Do you want easy or do you want money in the bank? This decision is solely up to you. Start with one percent. www.NATM.com

Take Your Profit First So, you decided to choose money in the bank, over easy, or at least you are really starting to consider it. How do we start? How is it that after this decision your bank account will start reflecting the choice? To start, I want you to pick a percentage that you, as an owner, are going to take as profit or retained earnings out of your business, as well as a salary. It doesn’t need to be big, but I need you to get used to taking a paycheck. So often, the dealership owners we work with take a little here and there out of the business, wait until the end of the year, and hope to see something left in the bank account. So, instead of taking the approach that doesn’t work, pick a percentage that you want to set aside as profit or retained earnings, and an amount of salary that you deserve for all of your personal investment, risk, and liability. Then, off the top of your budget, deduct the percentage you’ve decided on from the profit that is produced and set it aside. Then, deduct the amount of your pay. The portion that’s left is what you are going to operate your business on. If just simply reading this is giving you incredible anxiety and possibly heart palpitations, start with one percent off the top. That’s it. One percent of every dollar of profit produced in your dealership should be deposited in a separate bank account. This money is for your use. You can hold it as retained earnings, pay yourself as a distribution or dividend, or maybe begin to reimburse yourself for money you have previously invested into the dealership. How you do this may be decided by how your business is set up: sole proprietorship, LLC, S Corp, or C Corp. Connect with your CPA to make sure you are taking this money out of the business in the correct way for your situation. Here’s an example of what this looks like. Let’s say you expect to gross $100,000 in revenue next month. From that you generated $9,000 of gross profit in sales, $10,000 in parts gross profit, and $7,500 in service gross profit. You now have a $26,500 pool of gross profit to run your dealership for the month. You would take 1 percent out of that amount ($265). Then, let’s say you plan to pay yourself $3,000. You would deduct that amount ($26,500– $265–$3,000=$23,235). This leaves you $23,235 to operate the dealership on for the month. Moving forward, look at the next month. You know the season will begin to slow down and you anticipate bringing in only $80,000. Using the same percentages as before, sales would produce $7,200 of gross profit, parts would produce $9,600 in gross profit, and service would produce $6,000 in gross profit. www.NATM.com

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So, your gross profit pool now has $22,800 in it. Take the one percent ($228) and set it aside. Deduct your gross salary of $3,000, and the rest ($19,572) is what you have to run your dealership on for the month ($22,800 – $228 – $3,000 = $19,572).

If you fear it will not be enough, then now is the time to consider how to increase revenue or decrease expenses. No matter what, don’t leave yourself out of the equation. This will force you to consider other approaches to fix the problem. If you are wondering how I came up with the gross profit numbers, I used our balanced dealership approach. As we work with dealers, we work to have 60 percent of gross revenue generated by sales, 25 percent by parts, and 15 percent through service. I used a 15 percent gross profit margin on sales, a 40 percent gross profit on parts, and a 50 percent gross profit on labor. The most important part of the exercise is that you created a habit of paying yourself first. Is one percent where it ends? Absolutely not. You should work toward the goal of putting 10 percent of every profit dollar produced into your pocket. I know that seems like a huge number when you are simply celebrating a one percent payment to yourself, but it is possible. Something interesting starts to happen when you give the business less money to run on. You and your team will find a way to adjust expenses and force your business to run on what is available (or you will find new ways to make money). Think about it this way. If you were given a brand-new tube of toothpaste, how would you use it? At first, you might be overly generous with the amount of toothpaste you put on your toothbrush. If some extra fell off and landed in the sink, it wouldn’t be a big deal. However, if I were to give you a tube of toothpaste with only a small amount of toothpaste left in it (and you couldn’t go buy any more for at least a week), how long could you make it last? My guess is as long as you needed. In fact, I bet you could make that toothpaste last two more weeks! When you feel like there is an excess of resources available to you, you typically get careless in using them. However, when you feel like what you have is scarce, you use it more wisely. That’s exactly the mindset shift that I need you to take on in regard to your money. Take what you should off the top and learn to run the dealership on what is then available or left over. Put your one percent (or more) somewhere you won’t touch it, and have someone hold you accountable. Where you put your money is equally as important as taking the money out. Now, I’m not saying an account in the Bahamas is the answer; that just March/April 2021

Take Your Profit First

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looks shady. But you can’t leave your money in the same account that you pay your expenses out of (or an account where you will be tempted to loan it right back to the dealership—we know you do this!) because you know as well as I do that the money will be simply absorbed, and your hard work and determination will be all for nothing. When that happens, you feel defeated and wonder why you even tried. So, open a separate account simply for this money. That’s all you want to put into this account. Maybe you know yourself well enough to know that a separate account at the same bank won’t do and you need to move the money to a different bank that is not linked in any way to the business. If that’s what you need to do, just do it. There is no judgment here. Our focus is simply that we want you to get in the rhythm of having your business pay you, as the owner, on every single profit dollar that is generated each month. Some of the dealers we work with go one step further when starting to implement this change. One of our advisors has his dealers send him a picture of the “off the top” check as proof that

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they are taking it out of the business. Above that, he asks them to tell him what they are going to use the money for. Sometimes it is to accomplish a goal they have set, maybe it is designated for something fun, or at other times it’s simply to help them survive. Now, you may or may not need that accountability, but I will tell you, if you aren’t currently paying yourself on a regular basis from your business, at first, it will feel strange. And, if you need someone to tell you that it’s okay to pay yourself first, I’m here to tell you, IT’S OKAY!! In fact, it’s critical. Consider doing something fun with the money you are earning (at least in a small way). The last step is the best step. This is where you get to dream a little. Think about something you would like to do and how you could use this money on something you and your family would enjoy. Maybe it can go toward a vacation or furniture fund, savings for a lake house, or just a night out at your favorite restaurant. You have worked hard to generate this revenue in your business, and now is your time to celebrate your hard work, risk, and focus. So, pick something fun and do it. For more information, visit www.BobClements.com.

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NATM Dealer Compendium Offers In-Demand Resources for Dealerships

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NATM Dealer Compendium Offers In-Demand Resources for Dealerships

By Meghan Ryan, NATM Assistant Director

The National Association of Trailer Manufacturers (NATM), known as the resource for safety and compliance for the lightand medium-duty trailer industry, published its first edition of the NATM Light- and Medium-Duty Trailer Dealer Resource Compendium. Known as the Dealer Compendium, this document was launched Sept. 1, 2020 and is free to all NATM Dealer Affiliates. The Dealer Compendium is full of educational content and materials that will help trailer dealers quickly and easily access essential information in one place. The document includes state laws, helpful trailer safety information, as well as resources NATM Dealer Affiliates can pass along to their customers. Modeled after the NATM Guidelines for trailer manufacturers, this resource guide is over 300 pages and contains information on: • State Towing Laws • State Brake Laws • State Safety Chain Laws • State License Plate Laws • • • • • • • • •

Commercial Driver’s Licenses State Dealer Registration/Licensure Laws Towing Tandem Trailers Information Tire Recordkeeping Federal Excise Tax Gross Vehicle Weight Ratings Early Warning Reporting and Safety Recalls Safe Trailering Resources Dealer Checklists

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• • • • •

Selling NATM Compliance Social Media Marketing Kit Trailer 101 Articles Trailer Definitions NATM’s Guidance on Workplace Safety Guidance for COVID-19 The information featured in the Dealer Compendium is gathered from resources such as the U.S. Department of Transportation, the Society of Automotive Engineers, Inc., the American Association of Motor Vehicle Administrators, and the National Highway Traffic Safety Administration, amongst others. The Dealer Compendium will be updated annually by NATM Committees and staff that stay abreast of changing regulations and vet additions to the document’s contents. NATM has been committed to trailer safety for more than 30 years. While NATM has long worked with trailer manufacturers, industry suppliers, and service providers, trailer safety can only be improved through dealer interaction and consumer education. The NATM Dealer Affiliate program is an opportunity to unify the trailer industry to improve trailer safety. In addition to granting access to NATM’s publications such as Tracks magazine, the NATM Insider, dealers receive hard copies of safety resources to distribute to customers. For more information about how the National Association of Trailer Manufacturers can assist your dealership, visit www.NATM.com, email NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or call (785) 272-4433.

www.NATM.com

NATM DEALER COMPENDIUM Free to all NATM Dealer Affiliates

FEATURING: State Towing Laws State Brake Laws State Safety Chain Laws State License Plate Laws Commercial Driver’s Licenses State Registration Laws

Towing Tandem Trailers Information Tire Recordkeeping Federal Excise Tax EWR & Safety Recalls Safe Trailering Resources Selling NATM Compliance

Refer Your Dealers to NATM’s Dealer Program

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Refer Your Dealers to NATM’s Dealer Program

NATM DEALER COMPENDIUM By Meghan Ryan, NATM Assistant Director

The National Association of Trailer Manufacturers (NATM) has been committed to trailer safety for more than 30 years. While NATM has long worked with trailer manufacturers, Free to industry all NATM suppliers, and service providers, trailer safety can only be improved through dealer interaction and consumer education. The NATM Dealer Affiliate program is an opportunity to unify the trailer industry and improve trailer safety. Members who have committed time and effort participating in NATM’s programming are the best advocates for the value in belonging to NATM.

Growing NATM’s educational reach, improving trailer safety, and supporting trailer dealers as a vital part of the industry is an important goal for the industry. NATM needs members to help connect their dealer network with the NATM Dealer Affiliate program. The Association knows its members are busy, so NATM has created a Dealer Affiliate referral program to recognize those efforts. NATM has even made communicating with dealers easier FEA TU with an outreach kit filled with easy-to-use templates to save you time. To access the document, contact Assistant Director Meghan State Towing Laws Ryan at Meghan.Ryan@natm.com. • •

State Brake Laws Tier 1: 1-4State Companies SafetyReferred Chain Laws One free half-page ad State in Tracks magazine License Plate Laws Buy one, get one free Commercial convention registration forLicenses 2022 (limit Driver’s three) State Registration Laws

March/April 2021

Tier 2: 5-9 Companies Referred • One free full-page ad in Tracks magazine • One complimentary convention registration for 2022 Dealer Affiliates • One complimentary Dealer Summit Registration Tier 3: 10+ Companies Referred Two free full-page ads in Tracks magazine One complimentary convention registration for 2022 One complimentary Dealer Summit Registration Company entered into raffle for a one-year complimentary NATM membership Companies must inform NATM of their referral on the Dealer Affiliate Application in the space provided on the form for a referral to be counted. For more information, contact Assistant Director Meghan Ryan at Meghan.Ryan@natm.com. • • • •

For members who can’t commit additional time to contacting their dealer network, NATM is also collecting contact R I N G for : trailer dealers across the country in order to information distribute safe trailering resources and discuss affiliation.

Towing Tandem Trailers Information

For every 50 dealer contacts that your company sends to NATM, Tire Recordkeeping you can receive a $100 discount on advertising with NATM! Federal Excise Tax Those interested should contact Meghan Ryan at EWR & Safety Recalls Meghan.Ryan@natm.com for the required information.

Safe Trailering Resources

*Please note, all incentives are available for 12 months. Any Selling NATM Compliance incentives not used will expire.

www.NATM.com

Stay Up-To-Date with the NATM Insider; Share Your Expertise! NATM Calls for Educational Articles

Tracks

Stay Up-To-Date with The NATM Insider By Elizabeth Moore, NATM Tracks Editor

The NATM Insider is NATM’s monthly electronic newsletter and is emailed to subscribing NATM members the last Saturday morning of every month. Articles published in The Insider include topics such as: • NATM Events & Updates • Welding Trends and Techniques • The Dealer Corner If you would like to receive these communications and subscribe for free, contact NATM Marketing Director Savana Morrison at Savana.Morrison@natm.com.

Share Your Expertise! NATM Calls for Educational Articles and Presentations

By Elizabeth Moore, NATM Tracks Editor

NATM is striving to develop additional educational opportunities for NATM members and is looking to leverage Associate members’ expertise in providing content to others in the lightand medium-duty trailer industry. NATM delivers learning opportunities in a number of formats including online Educational Summits, convention workshops, webinars and Tracks magazine articles. The purpose of events and articles is to provide valuable industry information and training to NATM members. The focus of the presentations or articles are not to be on the products or services of the presenting company unless submitting a specific “Company Spotlight” or “Product Profile” article for consideration.

March/April 2021

Members have shown interest in learning more about the following: • • • •

Welding LEAN manufacturing Quality control Technology

Educational webinars are at no cost to NATM members. If your company is interested in participating in any of these venues, please let NATM know. For more information about contributing, contact Tracks Editor Elizabeth Moore at Elizabeth.Moore@natm.com or call (785) 272-4433.

www.NATM.com

Tracks

“ENGINEERED TO LAST”

LOGOS • WARNING DECALS • BANNERS VINYL CUT GRAPHICS • SIGNS • METAL NAMEPLATES

FOR THE TRAILER INDUSTRY

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New 2021 Media Kit Available with Advertising Opportunities

Tracks

New 2021 Media Kit Available with Advertising Opportunities

NATM NATM NATM ADVERTISING NATM ADVERTISING ADVERTISING WHY ADVERTISE WITH NATM ADVERTISING By Elizabeth Moore, NATM Tracks Editor

Placing advertising in front of trailer manufacturers and dealers is one of the easiest and most effective benefits of NATM membership. Advertising in the bimonthly Tracks magazine, on www.NATM.com, the annual NATM Convention Program, or the Online Membership Directory & Buyer’s Guide is easy. NATM has further simplified the process by putting all the information in one convenient document, the NATM 2021 Media Kit!

If you, or someone you know, would like to receive Tracks magazine or advertising notices, please let NATM you 7 8 5 . 2 7know, 2 . 4 4 3and 3 N A T M . C O M will be added to the mailing list. Tracks magazine follows:

78 . 2Y7A2N . 4@4 N 3 3A T M . C O M MEGHA N5. R NATM.COM deadlines for contracts7 and 2artwork 7 2M. 4 4 3 3are as M E G H A N . R Y A N @ N A T8M5..C O NATM.COM

MEGHAN.RYAN@NATM.COM

July/August

785.272.4433

Deadline: May 15

NATM.COM

ELIZABETH.MOORE@NATM.COM

September/October* *Trailer Dealer Special Issue

Fill out the contract, send it in, and once your ad is published, NATM will send you an invoice for payment.

Deadline: July 15

NATM offers advertisers a unique opportunity to reach

If you have any questions or concerns about advertising or It is free for NATM members to upload their company logos and trailer manufacturers, suppliers, trailer dealers and Tracks magazine, contact Tracks Editor Elizabeth Moore at update company information on NATM’s online Membership consumers all in one place. With both digital NATM and encourages print members Elizabeth.Moore@natm.com. Directory, and your listing can be edited. avenues available, NATM is suresuggestions to haveforwhat you're to submit Tracks article topics and welcomes submissions for member spotlight articles. looking for.

900+ 369,000+ 22,000+

NATM MEMBERS AS OF SEPTEMBER 2020

WEBSITE VISITORS ANNUALLY

TRACKS MAGAZINES DISTRIBUTED ANNUALLY

2021 ADVERTISING OPPORTUNITIES NATM is enhancing the advertising opportunities it offers its members. With more options available to advertisers than ever before, 2021 promises to be a year full of new opportunities.

NATM.COM BANNER ADS

NATM INSIDER (ENEWS)

TRACKS MAGAZINE

CONVENTION & TRADE SHOW PROGRAM MAP

PRINTED MEMBERSHIP DIRECTORY & BUYER'S GUIDE

ONLINE MEMBERSHIP DIRECTORY BANNER AD

QUESTIONS?

March/April 2021C O N T A C T T R A C K S E D I T O R E L I Z A B E T H M O O R E A T E L I Z A B E T H . M O O R E @ N A T M . C O M www.NATM.com

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Statistically Speaking

Tracks

Statistically Speaking Submitted by Statistical Surveys

Registration for the light- and medium-duty trailer industry were up 20.7 percent in October 2020. Below are the details of the market’s performance for the five trailer segments as reported by Statistical Surveys:

Trailer Type Open

Oct. 2020 19.9%

Jan.–Oct. 2020 3.2%

Enclosed

20.4%

0.6%

Livestock

5.7%

-3.9%

Horse

14.4%

-4.0%

Boat

26.7%

6.5%

Industry

20.7%

3.1%

March/April 2021

The following are the top five states in sales growth for all trailer segments in the first nine months of 2020. Ranking 1

State Utah

Percent Growth 24%

Arkansas

20.8%

Mississippi

20.8%

South Dakota

18.5%

Georgia

16.5%

Industry registrations for the first 10 months in 2020 are up 3.1 percent over 2019. If there are any questions, or if Statistical Surveys can help, please contact Jeff Jones at (254) 715-1314 or JJones@statisticalsurveys.com.

www.NATM.com

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VIN Deciphering Scheme Software: An Alternative to Manual Calculation

Tracks

VIN Deciphering Scheme Software: An Alternative to Manual Calculation By Nathan Dosmann, President of Dec-O-Art & Sergio Romo, Vice President of PMCS, Inc.

For trailer manufacturers, there are unique responsibilities and challenges that distract from building quality trailers. One of those challenges is calculating the vehicle identification number (VIN) with respect to 49 CFR Part 565 and the resulting labeling and documentation that is required. Spending the time calculating VINs and completing labels is time spent not working on the business and its future. Fortunately, this isn’t something that needs to be done from scratch. For more than 15 years, FedCert Suite (Dec-O-Art, Inc.) and Vineze (a division of PMCS, Inc.) have provided trusted solutions to guide trailer manufacturers through this VIN calculation process and resulting labeling of OEM trailers through the use of technology. Both VIN deciphering software systems start with a simple one-time setup of WMI (World Manufacturer Identifier), plant information, trailer types, body types, lengths, and axles. Next, they guide the user to apply vehicle specific weight and tire attributes to the vehicle’s database record. The programs take this information and calculate the VIN and associated check-digit for the specific vehicle with the click of a mouse.

The alternative is calculating the VIN check-digit by hand. Manually calculating a VIN involves transliterating the alpha characters into numbers and applying the specific value-weights to the numerical value of each VIN position to determine the respective mathematical product of each position. Then one would have to add up the products of each position and finally divide by 11. This determines the remainder and consequently, the check-digit that is placed in position nine within the VIN. This newly created VIN must be used on any labeling and MSOs that are produced. With this method, there is risk of doing the calculation, labels, and MCOs incorrectly. The monetary and time costs could be substantial and can range from a notice of defect to a full recall and/or fines. With VIN deciphering schemes like the ones Dec-OArt and Vineze provide, the risk is mitigated because everything is generated by a computer.

An example of a Vineze label.

March/April 2021

www.NATM.com

VIN Deciphering Scheme Software: An Alternative to Manual Calculation Using these technologies, the VIN is created without any hassle on the user. Now it is time to create the required labels. Within either program, all the information is stored in the database to create all necessary labeling for federal certificates in accordance with 49 CFR Part 567, tire placards, and Certificates of Origin (MCO/MSO). Both FedCert Suite and Vineze provide label stock and MSOs that meet or exceed the Part 567 regulation. With these technologies, creating VINs is simple and repeatable. Just build the vehicle, complete the vehicle attributes in the program, create the VIN, and print the labels/MCOs. No math. No spreadsheets. No stress. No time spent learning or relearning VIN calculations. It’s done the right way each time. One additional overlooked benefit of the programs are their ability to record TINs (Tire Identification Number). It’s easy to record the TIN within the programs and meet this additional federal requirement with little extra input. The complete vehicle record is stored in one place. Putting a price on the value and ease that VIN deciphering schemes provide manufacturers is difficult, but Dec-O-Art and Vineze have done it. For less than one dollar ($1) a day, these

Tracks

software programs mitigate significant risk and allow the focus to be solely on the business. Furthermore, these schemes address some of the most common questions new manufacturers ask, including how to calculate VINs and how to print the required labels and MSOs. Focus the energy and effort that would have otherwise been used on VIN calculation back on the manufacturing and sales of the business and use this technology to solve this age-old annoyance. With a simple setup, a manufacturer is off and running with all of the labeling and documentation necessary for vehicle compliance. Build the trailers and leave the VIN creation to the computers. They’re there to do the repeatable tasks efficiently and effectively while manufacturers solve new challenges within the business. More information on FedCert Suite is available at www.fedcertsuite.com or by calling (800) 225-6879 and more information is available on Vineze at www.Vineze.com or by calling (888) 247-7627.

FedCert Cert Suite

An example label generated by the VIN deciphering scheme software.

www.NATM.com

March/April 2021

Black Rhino Charges Ahead

Tracks

Black Rhino Charges Ahead By Black Rhino Team

The Black Rhino team believes in the power of positive aggression. The black rhinoceros embodies the aggressive spirit and attitude that is found at Black Rhino Manufacturing Inc. In the uncertain business environment of 2020, Black Rhino is charging ahead into 2021. With over 50 years combined engineering and manufacturing experience, the Black Rhino leadership team charted a new course, expanding their manufacturing operation and investing in people. They’ve partnered with some of the premier trailer dealers in the Midwest and Northeast. Black Rhino is an all-aluminum trailer manufacturing company located in the Cincinnati, Ohio area. Their company was designed from the ground up by trailer users, for trailer users. They utilize only North American aluminum products with their full tubular structural designs, and they source some of the best parts, components, and materials to build each Black Rhino trailer. Standard features include nitrogen-filled radial tires, full LED lighting packages, Dexter axles, a wishbone tongue design, and a three position removable gate. Additionally, Prowood Dura Color 5/4 treated decking or the all-aluminum decking option is utilized to keep the trailer deck looking good for a long time. Black Rhino takes pride in building high quality trailers that will endure the rigors of all kinds of hauling. With a full line up of utility, landscape, and car hauler products, Black Rhino is continuing to expand their dealer network.

March/April 2021

Black Rhino is committed to providing quality products and customer service to their dealer partners. They ensure that each Black Rhino trailer that leaves their facility is well crafted and quality checked. Black Rhino works with their dealer partners to receive feedback in order to improve products and processes. Quality and customer service are high priorities at Black Rhino. To keep up with the increasing demand for their products, Black Rhino doubled its workforce and production in a matter of 90 days. Hiring some of the best craftsmen in the area to weld and assemble their trailers, Black Rhino continues to meet delivery schedules with high quality products. With the anticipation of the market demand continuing to grow throughout 2021, Black Rhino is preparing to meet that demand head-on. Additional steps are being taken to continually improve processes and increase production. All team members are cross trained and prepared to do what it takes to get it done.

Black Rhino believes in aggressively investing in people and values quality craftsmanship.

www.NATM.com

Black Rhino Charges Ahead

Tracks

Black Rhino supports East Racing, driven by Black Rhino team member and Army Ranger veteran, Glenn East.

Black Rhino is team oriented, and everyone is focused on meeting customer expectations. From all aspects of the trailer manufacturing process (material prep, cutting, drilling, welding, assembly, etc.), the Black Rhino team strives to do everything with excellence. They understand in a competitive business environment the customers expect the best quality and service. There’s no place for passivity when it comes to meeting these demands, and Black Rhino continues to aggressively meet that challenge.

They identify children that have the greatest need in order to provide them food, clean water, medical care, education, lifeskills training, and spiritual guidance. Black Rhino will continue to support Compassion International and their life-giving work. Black Rhino Manufacturing is a proud member of the National Association of Trailer Manufacturers. For more information, visit www.BlackRhinoTrailer.com or call (513) 752-0104.

Black Rhino customers put their products to the test. Entrepreneur, Ethan Miller, purchased his first Black Rhino trailer in summer of 2020. With his eyes set on expanding his landscape business, Carolina Softscape, Miller needed a light-weight, strong, and durable trailer to haul materials from the Carolinas to the Midwest week-in and week-out. Miller says his Black Rhino trailer is “really well built,” and it continues to exceed expectations. Supporting those in need and giving back to the community are also core values that exist at Black Rhino. Compassion International is an organization that aims to positively impact long-term development of children living in poverty globally. Carolina Softscapes puts Black Rhino trailers to the test. www.NATM.com

March/April 2021

Huth Ben Pearson Supports Manufacturers: Bending and End Forming Machines

Tracks

Huth Ben Pearson Supports Manufacturers: Bending and End Forming Machines By Kenneth Murray, President, Huth Ben Pearson International, LLC

Huth Ben Pearson International manufactures a full line of pipe bending and end forming machines that help manufacturers and fabricators who work with tube and pipe. They also make the associated tooling, as well as a number of accessories that make working with tube and pipe easier and more profitable. Huth’s equipment, tooling, and accessories are made in Hartford, Wis. Their pipe benders feature rugged I-beam construction. The equipment is tough, often lasting for decades, and versatile, capable of working with tube, pipe, conduit, square tubing, rectangular tubing, and flat stock. Huth Ben Pearson has been supplying pipe benders and end formers around the world for over 50 years. Many manufacturers and fabricators use Huth equipment for roll bars, panels, gates, metal structural buildings, tent frames, playground equipment, and applications specific to their processes and incoming jobs. Huth has been working with trailer manufacturers for decades. The simplicity and durability of Huth equipment has kept machines operating in member’s plants for that entire time frame. The workhorse bending machine for manufacturers like NATM members are the fabrication benders, models 2650 and 2660.

March/April 2021

These benders were designed for rugged manufacturing conditions and long duty cycles of multiple shift operations. They are perfect for manufacturing structures and frames such as trailer frames, building frames, carports, sporting equipment, and agriculture applications like feed rings, fencing and gates, panels and saddle racks, lawn furniture, and greenhouses. These machines can bend square, round, and rectangular pipe and tubing, and even solid bar. They are able to handle schedule/ thick wall pipe with ease. The fabrication benders are powered by a seven and a half hp motor, and there is a choice of two different hydraulic cylinders: model 2650 has a five-inch hydraulic cylinder with 58,000 lbs. of bending force while the model 2660 comes with a six-inch cylinder with 85,000 lbs. of bending force.

Fabrication benders are a great investment for trailer frame production.

www.NATM.com

Huth Ben Pearson Supports Manufacturers: Bending and End Forming Machines

Tracks three inches, and expand up to five and half inches. Mounted on its own easy-wheeling cart, it allows operators to work anywhere.

Huth benders can be round, rectangular, and square tubing easily.

These new fabrication benders are designed for hours of nonstop production. The increased flow capacity and ten-gallon hydraulic fluid reservoir allows them to run cool and continuously through multiple shifts. All Huth Ben Pearson benders are priced very reasonably and have a small footprint, perfect for today’s lean plant environment. Huth is also known for high quality end forming machines and tooling. Their portable model 1673 expander, reducer, and swaging machine is the industry’s most versatile. It accomplishes expansions and reductions for tubing, as well as pipes up to Schedule 40. It will do reductions on outside diameters up to

Huth’s 1674 and 1674V dual headed expanders make large tube and pipe expansions quicker and easier than ever. The 1674V has two expanding cylinders mounted vertically and gives operators expanion range from one and a half inches all the way to 12 inches. The vertical orientation has two benefits. The first is that fabricators can use gravity to hold the part against the expander head. The second is that larger segment sets can be used to get wider expansions. As with all Huth Expander machines, it features Huth’s Accu-Sizer™ system for quick, precise expanding. Known for its high quality, Huth tooling is machined to specific tolerances and is heat carburized to assure an extra-long working life. Most common tooling is kept in stock for immediate availability. Huth also offers quick turn around with custom tooling requests. Huth Ben Pearson International is proud to be associated with the NATM and its members. For more information visit, www.HuthBenders.com or call (800) 558-7808.

Huth Compression Benders can make bends suitable for most needs. www.NATM.com

March/April 2021

Mac’s Tie Downs: The Toughest Tie Downs

Tracks

Mac’s Tie Downs: The Toughest Tie Downs By Ryder VanNess, Marketing and Product Specialist, Mac’s Tie Downs

Colin McLemore, owner of Mac’s Tie Downs, does not believe all equipment is made equal; that sentiment helped start the Idaho-based company more than 26 years ago. McLemore has always been an avid outdoorsman and would often be found blazing new trails on his utility vehicles. Getting to those trails would be tricky as he would often have trouble with the generic tie downs. The “one size fits all” model did not always fit. Whether the load capacity was insufficient, the ratchet handle was difficult to operate, or the excess webbing could not be contained, the tie-down offerings just were not user-friendly. Enough was enough. The tie-down shortcomings were apparent, and it was time to fill a void in the industry. In 1993 McLemore arrived at the Portland Swap Meet in his pickup truck with tie downs that would set a new bar in the market. Halfway through the first day the straps were all sold, and Mac’s Tie Downs was born. Righting the Wrongs Straight away, the company corrected several issues faced when using generic tie downs. For example, the ratchet handle was completely revolutionized. The one-piece steel ratchet handle is 40 percent more rigid, the free-wheeling mandrel eliminates “stickiness” when winding, and mandrel caps keep debris out. In addition, Mac’s chose only the highest quality webbing material that improved chafing and UV resistance. Incorporating overkill

stitching greatly reduces failure and adds significant time to the lifespan of the product. Mac’s continues to have the highest stitch count in the industry. Not Just Tie Downs Mac’s is much more than tie down straps. The company prides itself on creating complete tie-down packages for its customers. Aside from heavy- and light-duty tie-down straps, Mac’s has anchor points up to the 10,000-pound minimum breaking strength, VersaTie—L-track and E/A track—as well as molded rubber chassis stabilizers, wheel chocks, and more. The company also offers solutions for around the shop, including a PiVOT Articulated Engine Lift Plate with adapters that is compatible with engines ranging from a Ford Flathead V8 to a modern-day GM LT4. Custom, Custom, Custom Although Mac’s has a variety of off-the-shelf options, the company is no stranger to creating custom solutions. There is no project too big or too small. Just ask. If it is needed, Mac’s can build it. A Trusted Trailer Manufacturer Partner Since the company’s inception, Mac’s has worked closely with top trailer manufacturers to incorporate track and anchor points into the build process. This saves the customer time and money when compared to adding these components after the trailer is built. The Next Generation of Tie Down Solutions Mac’s has recently released several products that are reshaping the tie-down industry. The company continues to evolve and push the envelope, ensuring prized possessions are protected.

An example of Mac’s Tie Downs weld-on brackets.

March/April 2021

Weld-On Tie-Down Brackets Mac’s weld-on tie-down brackets create a permanent anchor point. No need for an axle strap. This comes in handy for lowlying vehicles with axle housings that are difficult to reach. The weld-on brackets also eliminate contact with critical vehicle components such as brake lines, wires, and hoses. www.NATM.com

Mac’s Tie Downs: The Toughest Tie Downs

Tracks

The size and design of the Weld-On Axle Housing Bracket will fit a wide variety of axle diameters. The Flat-Back Bracket welds to any square structural vehicle component, including a crossmember, frame rail, or truss. Mac’s Monkey Face and Low-Profile Lashing Winch The Mac’s Monkey Face is a game-changing product for the tie-down industry. The Monkey Face is a drop-in, stake pocket multi-mount designed to receive all Mac’s tie-down end-fittings. Each shape laser-cut into the design of the Monkey Face receives a specific type of Mac’s end-fitting: flat-snap hook, twisted-snap hook, s-hook, and flat hook. Cable, chain, wire rope, etc. can all be used. The Mac’s Monkey Face can be purchased with or without the new Low-Profile Lashing Winch. This completely new design is built to tension two-inch-wide webbing. Use a seven eighths-inch socket to tension from either side. There is no choice between left- or right-mounted. The unique design of the Monkey Face allows the Low-Profile Lashing Winch to swing 60-degrees to angle the tie-down strap toward your cargo. HD Tube Track The new HD Tube Track is the first of its kind in the track industry. Manufactured with 1.5 in. x one 1.5 in. x .1875 in. steel tubing, the HD Tube Track sits flush with the trailer deck when installed and is specifically designed to replace a partial strip of

An example of Mac’s Monkey Face attached to a trailer.

wood decking. The design is built to accept both the Low-Profile Lashing Winch and D-Ring, and both anchor points are located on two-inch increments for the length of the track. Primed for the Future With product offerings that continue to set the standard in the industry, top-of-the-line customer service and a commitment from owner Colin McLemore, the future continues to shine bright for Mac’s Tie Downs. Learn more at www.MacsTieDowns.com or call (800) 666-1586.

Mac’s Tie Downs staff. www.NATM.com

March/April 2021

Correlating VIN Numbers with NATM Decal Numbers

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Correlating VIN Numbers with NATM Decal Numbers By the NATM Technical Committee

NATM Headquarters regularly fields calls from law enforcement trying to determine if a trailer has been stolen, or trying to locate the rightful owner of a trailer. Often the VIN information has been removed or is undecipherable. Surprisingly, many thieves will remove all identification marks on a stolen trailer, but overlook the NATM Decal and leave it on the trailer with the decal-specific serial number.

LE EA D &

CAR HAULERS

DUMP TRAILERS

UTILITY TRAILERS

VENDING TRAILERS

ENCLOSED TRAILERS

INLAND EMPIRE TRAILERS

This NATM Decal serial number can help law enforcement determine to whom the trailer belongs, but most trailer manufacturers do not keep records correlating the NATM Decal serial number with the VIN of the trailer on which the decal was placed. For this reason, NATM suggests trailer manufacturers keep records that correlate the NATM Decal serial number put on each trailer with the VIN of each trailer. This way, if an NATM Decal serial number is the only identifier found on the trailer, the information coupled with the manufacturer’s recordkeeping

March/April 2021

17748 TAYLOR AVE

BLOOMINGTON CA, 92316

(909) 999-5033 (909) 999-5422 (909) 999-5556 (909) 8753434

WWW.IETRAILERS.COM

SALES@IETRAILERS.COM

@INLANDEMPIRETRAILERS

would be sufficient to determine the VIN of the trailer and provide contact information for the first retail customer of the trailer. Another often overlooked loss mitigation strategy is to stay one step ahead of thieves by hiding an extra VIN plate or VIN stamp in a secret location on all trailers manufactured. For example, VINs could be located inside a frame rail where no one would know to look. Thieves cannot grind a VIN off a trailer if they do not know where it is located. Even if a trailer is stolen and the front roadside VIN placard is removed, this secondary “hidden” location VIN could be the critical factor that returns the trailer to its rightful owner. Tennessee, for example, requires the VIN numbers on trailers to be stamped into the trailer. In 2004, Tennessee passed its own VIN law, TN Code Ann. § 55-5-106(f), requiring every new trailer sold in Tennessee on or after Jan. 1, 2005 to be assigned its own unique identification number and to have that number stamped on the trailer, either on the tongue or the frame. The definition of “stamped” does not include being embossed on a traditional metal VIN plate riveted to the frame. The best combination may be to utilize both the conventional riveted or stick-on type VIN placards and the stamped-into-the-frame method. Similarly, NATM reminds members to keep theft prevention and security a priority. What can trailer manufacturers do to prevent inventory theft, or to aide in stolen trailer recovery? A variety of hitch locks, wheel locks, tracking devices and alarms are available from many NATM supplier members. Search the NATM Online Membership Directory & Buyer’s Guide for locks and other anti-theft accessories at www.NATM.com. For more information, contact NATM Technical Director Terry Jones at Terry.Jones@natm.com.

www.NATM.com

ONE STEP. ZERO DISCHARGE. High Pressure Pretreatment For Large Metal Products

“We switched from just pressure washing using a degreaser to a CPR phosphate cleaning system with recycling. We greatly reduced our chemical consumption and eliminated discharging any wash waters. We continue to see the savings to this day. We have been using CPR SYSTEMS for over 10 years.” - Greg G Snyder, President, Car Mate Trailers

Reduce Operating Costs 14 Day No Flash Rust Guarantee Improve Paint Adhesion Increase Corrosion Resistance Closed Loop Recycling No Daily Waste Water Discharge Environmental Compliant Quick Return On Investment

Clean, Pretreat And Recycle In One Step.

The CPR SYSTEM meets the cleaning effectiveness of a 5-stage washer in a compact size. This method of high pressure spray wand phosphating increases salt spray test times, alleviates corrosion, provides a 14-day no ﬂash rust at 50% humidity, saves up to 80% of chemicals and 95% of water used in typical wash and dump cleaning methods. A CPR SYSTEM pays for itself within a short period of time. Surface Rust

Cleaned And Pretreated Steel

Closed-Loop Phosphate Or Zirconium Recycling System

ONE STEP. ZERO DISCHARGE.

Because CPR SYSTEM uses a proprietary closed-loop recycling process to reclaim and reuse the wash solution, sewer discharge is eliminated. Therefore, this system is environmentally compliant…no permitting, treating, monitoring and record-keeping of industrial wastewater is required.

www.cprsystemsonline.com PH: (800) 897-7515 PH: (574) 233-9111

Trailer Warranty Policies

Tracks

Trailer Warranty Policies by NATM Staff

NATM tracks all complaints regarding the Association and its members. The sources of these complaints include customers, members, non-members, and numerous other parties. Per NATM’s Strategic Plan and internal quality program, NATM staff members regularly identify the most frequent complaints received and create a plan of action to address the issues. One such frequent complaint is fixing problems that arise under the customer’s trailer warranty policy.

manufacturer’s headquarters. With trailers being sold in a global market, many consumers have noted they reside or have purchased their trailers hundreds, if not thousands, of miles from the trailer manufacturer’s headquarters. These customers note that the cost of transporting their trailer to the manufacturer is both cost and time prohibitive. Further, many of these individuals use the affected trailer for their businesses, and the loss of income during travel is not desirable.

Warranty policies vary in their terms and coverage. Some trailer manufacturers require customers to bring the trailer to their headquarters to make warranty repairs. Other manufacturers utilize their nearest branch location to assist customers with warranty repairs in a timely fashion. In other cases, shipping parts directly to the customer may rectify the warranty claim. Some manufacturers have even gone so far as to allow unaffiliated repair shops to make the repairs and have reimbursed customers.

These customer complaints fall outside the scope of NATM’s Compliance Verification Program. However, in an effort to help NATM members understand customer needs and assist in attracting and retaining satisfied consumers, NATM asks that manufacturers consider alternative options for addressing similar warranty concerns. In the interest of promoting trailer safety and customer satisfaction in an increasingly global marketplace, manufacturers may find it beneficial to revisit their warranty policies with their business managers and legal counsel.

NATM has received many complaints that manufacturers’ warranty policies only provide warranty claim repairs at the

The following NATM Member companies can be utilized to develop or improve your company’s warranty programs: McGriff Insurance Services Formally BB&T Insurance Services, Inc. www.bbt.com (706) 278-1149

ServiceGuard Systems, Inc. dba TrailerGuard www.serviceguardsystems.com (216) 464-6744

Truck and Trailer Makers www.truckandtrailermakers.com (478) 397-6086

March/April 2021

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Readying Trailers for Spring

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Readying Trailers for Spring By NATM Staff

It’s time to get trailers ready for warmer weather! After a long winter sitting unused, make sure the trailer is safe before hitting the road. Below are recommendations for readying trailers for use. For more information about safe trailering and proper maintenance, visit www.TrailerSafetyWeek.com. Tires Check the tires on both the trailer and tow vehicle, looking for damage after long winter months. Make sure to inspect the tread for uneven wear. Verify that tire pressure is correct, and don’t forget the spare tire. Proper tire pressure affects vehicle handling and safety. The correct tire pressure for the tow vehicle is in the owner’s manual or on the tire information placard. Underinflation reduces the load-carrying capacity of your tow vehicle or trailer, may cause sway and control problems, and may result in overheating, causing blowouts, or other tire failures. Overinflation causes premature tire wear and affects the handling characteristics of the tow vehicle or trailer. Lug Nuts Inspect all wheel lug nuts and make sure they are tightened to specifications. Undercarriage Inspect the springs, spring bushings, and hangers for wear and cracks. This kind of preventative maintenance can save the trailer from a dangerous and expensive breakdown on the road. Wiring and Lights Make sure connector-plug prongs and receptacles, light bulb sockets, wire splices, and ground connections are clean and shielded from moisture. Lightly coat all electrical terminal connections with nonconducting (dielectric) light waterproof grease. Make sure all running lights, brake lights, turn signals, and hazard lights are working. Verify the wiring is connected correctly, not dragging on the road but loose enough to make turns without disconnecting or damaging the wires. Chains Verify that the trailer has two safety chains, and when hooking it to the towing vehicle, cross the chains, so if the hitch comes loose, the crossed chains will catch the hitch.

March/April 2021

Wheel Bearings Check wheel bearings before returning the trailer to regular use and be sure to replace according to the trailer manufacturer’s recommendations. Have the bearings serviced, which requires a repack, new grease, a new bearing, and a new bearing race. Refer to the owner’s manual for maintenance information. Dust Caps Make sure dust caps are still in place and have not cracked or otherwise been destroyed. Replace if necessary. Brakes Verify the brakes on the tow vehicle and trailer are operating correctly. Regularly have the brakes on both the trailer and tow vehicle inspected. Be sure the necessary adjustments are made, and any damaged or worn parts are replaced. Check to see how much brake pad material remains. The start of the warmer months is a good time to replace them if they are getting close to the end of their life expectancy. Breakaway System Ensure the breakaway system lanyard is connected to the tow vehicle but not to the safety chains or ball mount. Hitch, Coupler, Draw Bar Make sure the hitch, coupler, draw bar, and other equipment that connect the trailer and the tow vehicle are properly secured and adjusted. Check the nuts, bolts, and other fasteners to ensure the hitch remains secured to the tow vehicle, and the coupler remains secured to the trailer. Lubricate the connection point if necessary, to permit free movement of the coupler to the hitch ball. Inspect the coupler ball socket to ensure it is not bent or dented. Any indentions could cause the ball not to seat properly, which can lead to detaching from the trailer. Cargo If the trailer is loaded, check that all items are securely fastened on and in the trailer. Check load distribution to make sure the tow vehicle and trailer are properly balanced front to back and side to side.

www.NATM.com

Readying Trailers for Spring

Be sure the trailer jack, tongue support, and any attached stabilizers are raised and locked in place. Put all jack stands up, and do not forget to bring the wheel chocks. Tow Vehicle Maintenance Tow vehicles have frequent maintenance requirements. Spring is a good time to change the oil in the engine and transmission, lubricate components, inspect brakes, inspect belts and hoses, top off fluids to their recommended levels, check the radiator and cooling system, inspect the battery, and check the air conditioning system. Tow Vehicle Mirrors Inspect tow vehicle mirrors for damage and cleanliness to make sure there is good visibility.

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Ramps and Tailgate

Jacks and Accessories

Make sure the ramps are secured to the trailer, and whatever pin or locking device that holds the ramps in place is still in its proper location and functioning. Verify the tailgate is secure but still allows for free movement. Lubricate hinges and other components if necessary. Trailers with Dump Bodies and Hoists Check all fluid levels, hydraulic hoses, and the hoist unit. Clean and inspect the power unit for the hoist. Check electrical wires and battery corrosion for wear. Apply grease to hoist grease fittings, or zerks, as needed. Replace parts if necessary. For more information about proper trailer maintenance, refer to your trailer’s owner’s manual. Trailer safety resources are also available and free to use at www.TrailerSafetyWeek.com.

Tow Vehicle Tools, PPE, and Accessories Make sure to have a jack and lug wrench secured in the tow vehicle that is the appropriate size for the tow vehicle and trailer lug nuts. Verify the jack packed up is suitable for both the vehicle and trailer capacities. Pack work gloves, safety glasses, and a mat or blanket in case there is a need to complete maintenance procedures or change a tire. Make sure all the tools are functioning correctly before packing.

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March/April 2021

OSHA Penalities are on the Rise Again

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OSHA Penalties are on the Rise Again By John R. Kerr, MMA & Steve Zink, MMA

On Jan. 8, 2021, OSHA announced their annual increases for penalties associated with violations for safety and health. The new penalties went into effect on Jan. 15, 2021, and the maximum penalty for an employer with a repeated or willful violation will increase to $136,532 in 2021. By design, this penalty is meant to be a deterrent to many, and it is critical for companies to monitor compliance with the workplace safety standards the Occupational Safety and Health Administration (OSHA) sets forth. From 1990 to 2016, OSHA penalties remained flat. However, that changed in 2015 with the enactment of the Federal Civil Penalties Inflation Adjustment Act Improvements Act of 2015. According to OSHA, the purpose of the act was to “improve the effectiveness of civil monetary penalties and maintain their deterrent effect.” The Act directed OSHA to make a “catch-up” adjustment to the penalty limits that were established 25 years earlier. As previously mentioned, the new maximum penalty for a willful or repeated violation in 2021 was raised to $136,532. Serious and Other-Than-Serious violations carry a maximum penalty of $13,653. The chart below was provided by OSHA and lists maximum and minimum penalties for each type of OSHA violation. Maximum and Minimum Amounts for Civil Penalties Type of Violation Penalty Minimum Penalty Maximum Serious $964 per violation $13,653 per violation Other-Than-Serious $0 per violation $13,653 per violation Willful or Repeated $9,639 per violation $136,532 per violation Posting Requirements$0 per violation $13,653 per violation Failure to Abate N/A $13,653 per day unabated beyond the abatement date [generally limited to 30 days maximum]

March/April 2021

Serious violations are a violation of the standards that may affect employee safety or health. Other-Than-Serious violations are those that typically involve paperwork like failing to post OSHA 300 logs or document safety training. Willful or Repeated violations are the most serious and are violations that have been brought to the employers’ attention in the past, and the employer has failed to correct the violation or ignored the citation. It is important to note that employers with operations in multiple locations are expected to implement the corrective action at all locations where applicable and not just at the location where the initial violation was documented. Failure to do so could result in OSHA issuing a Willful or Repeated violation for that oversight. So what can businesses do today to make sure they are not on the wrong end of an OSHA inspection? A good starting point is working with an insurance broker or a safety-consulting firm to review current safety programing and make sure it is compliant with OSHA standards. The review should pay close attention to those areas where OSHA is known to issue fines and citations. In April of every year, OSHA releases their Top 10 list of the fines and violations issued in the previous year. The most recent Top 10 list from OSHA is included below and can serve as a guide as when reviewing efforts. OSHA Top 10 List of Fines and Violations 1. Fall Protection, construction (29 CFR 1926.501) 2. Hazard Communication Standard, general industry (29 CFR 1910.1200) 3. Scaffolding, general requirements, construction (29 CFR 1926.451)

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OSHA Penalties are on the Rise Again

Tracks 4. Control of Hazardous Energy (lockout/tagout), general industry (29 CFR 1910.147) 5. Respiratory Protection, general industry (29 CFR 1910.134) 6. Ladders, construction (29 CFR 1926.1053) 7. Powered Industrial Trucks, general industry (29 CFR 1910.178) 8. Fall Protection–Training Requirements (29 CFR 1926.503) 9. Machinery and Machine Guarding, general requirements (29 CFR 1910.212) 10. Eye and Face Protection (29 CFR 1926.102) It is expected that OSHA will increase penalties every year from now on. Be proactive and take time this month to review and update safety programs. It is much better to address any gaps in safety and health programing before OSHA enters the picture.

About the Authors: Steve Zink is a Loss Control Consultant and part of Marsh & McLennan’s Team supporting their program and partnership with the NATM. Zink has more than 35 years working in Safety, Leadership, and Risk Management consulting for insurance carriers and brokers as well as large privately held organization. Zink has served as an instructor for the OSHA Institute and spent five years as the Director of Industrial Safety and Health for the Kansas Department of Labor. Zink can be contacted at Steve.Zink@marshmma.com or at (913) 529-3226. John Kerr is the Director of Marsh & McLennan’s insurance program for NATM members. Kerr has worked on insurance programs for trailer manufacturers for almost twenty years and is an active supporter of the NATM and the trailer manufacturing industry. Kerr can be contacted at John.Kerr@marshmma.com or at (913) 529-3264.

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March/April 2021

COVID-19 Vaccine: What to Know

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COVID-19 Vaccine: What to Know By Truck and Trailer Makers Are There Two Vaccines?

There are two vaccines that have been given emergency use authorization by the Food and Drug Administration at the time of this writing: the Pfizer-BioNTech vaccine and the Moderna vaccine. The vaccines differ in some ways (namely, how they must be shipped), but they are fundamentally the same. While short of full approval, the emergency use authorization allows both COVID-19 vaccines to be distributed in the United States. Individuals 18 years of age and older can receive the Moderna vaccine, while individuals 16 years of age and older can receive the Pfizer-BioNTech vaccine. What’s in the Vaccine? Both versions of the vaccine work by “tricking” the body’s immune system into creating antibodies that fight against COVID-19. This is the same underlying method used in most modern vaccines, including the flu vaccine given to millions each year. What Are the Side Effects? There is a chance of experiencing mild side effects after taking the COVID-19 vaccine. This is a normal part of the process and simply means the vaccine is working. Some of the symptoms include: pain, redness or swelling near where the shot was administered, fatigue, joint pain, chills, headache, and fever. Be mindful of these symptoms and be prepared to deal with them after getting the shot. For instance, stock up on sports drinks and headache medication before the vaccination appointment. Contact a doctor if symptoms worsen or persist after a couple days. How Will It Be Administered? The vaccine must be administered in two doses—one initial shot and another three to four weeks later. Getting both shots will ensure you receive the most protection.

providers may be able to charge administration fees for giving the shot.” To determine whether a fee is required for the vaccine, contact the insurance provider or whomever will be administering the shot prior to the appointment. Who is Receiving a Shot? There is currently a limited supply of the vaccine. As such, highrisk individuals will be prioritized. The first wave of vaccines will go to frontline health workers and members of senior living facilities. As production continues, the vaccine will be distributed to hospitals, pharmacies, doctor’s offices, and health centers as soon as large enough quantities are available. This may mean a wait of weeks or months before receiving the vaccine. Is it Safe to Stop Wearing a Mask After Getting the Shot? Even after receiving both doses of the vaccine, everyone must continue following COVID-19 preventive safeguards. This includes covering the mouth and nose with a mask when around others, staying at least 6 feet away from others, avoiding crowds, and hand-washing often. It’s important for everyone to continue using all the tools available to help stop this pandemic as more information is gathered about how COVID-19 vaccines work in real-world conditions. Resources The CDC updates its website regularly with new COVID-19 vaccine information: www.CDC.gov/coronavirus. For more specific health guidance, speak with a doctor. For more details about the Trailer Makers Toolkit resource, contact Andrew Dearing, CIC, MWCA, Trailer Industry Risk Management Advisor/Insurance Broker, at Truck and Trailer Makers at ADearing@trailermakersins.com or call (478) 449-5928.

How Much Will It Cost to Receive It? According to the Centers for Disease Control and Prevention (CDC), “Vaccine doses purchased with U.S. taxpayer dollars will be given to the American people at no cost. However, vaccination

March/April 2021

www.NATM.com

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How Can Manufacturers Become More Agile in a Post-COVID-19 World?

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How Can Manufacturers Become More Agile in a Post-COVID-19 World? By Bruce Albrecht, Vice President of Innovation and Technology, Miller Electric Mfg. LLC

From supply chain disruption to production delays, 2020 brought a new host of challenges for manufacturers. While many companies have continued operations through the disruption caused by COVID-19, it’s been far from business as usual. What does a post-pandemic world look like for manufacturers? Many operations will look for ways to streamline or improve agility in people, equipment, and the supply chain. The World Economic Forum, in a recent white paper about rebounding from the COVID-19 pandemic by improving resilience in manufacturing and supply systems, concluded that key imperatives to ensure long-term success include rapid tailoring of manufacturing and supply systems to changing customer behavior; agile manufacturing and supply system setups enabled by advanced technology; and adoption of new ways of working to increase manufacturing resilience. “During the crisis, companies that were able to respond quickly due to a flexible and agile setup had a clear advantage,” the report states. In today’s economic environment, it’s important to be productive even with varying demand and to have the ability to adjust manpower and machinery capital to include deployment in other parts of the factory based on product mix and customer demand within challenging economic cycles. It’s also key to utilize labor and equipment solutions that maximize value-added activities and minimize non-value-added activities (such as

setup time) and quality problems that include scrap, rework, and grinding for metal fabrication and welding. Metal fabrication and welding are key parts of many manufacturing operations—and an area where companies can find efficiencies that contribute to improved productivity and flexibility overall. Consider these three factors that can help manufacturers optimize their welding operations in the current environment. Factor 1: Adjusting to Labor Needs The ability to bring in new employees easily and move people within the operation as needed helps manufacturers become more agile. Agility in the welding operation is increasingly important due to the shortage of skilled welders. The American Welding Society (AWS) estimates there will be a shortage of nearly 400,000 welders by 2024, making production capacity harder to maintain for manufacturers. Welding is a highly diversified field, but one commonality across processes is that it’s highly dependent on hand-eye coordination. It’s important to have employees who are confident in their skills, and manufacturers can do their part by providing technologies that help operators maximize their performance with greater visibility and a wider operating window of the technique used when welding. Some examples include:

Integrating the many aspects of the manufacturing operation using a data-centered approach can help companies optimize production and control costs. Tracking and analyzing weld data plays an important role in this process. March/April 2021

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How Can Manufacturers Become More Agile in a Post-COVID-19 World?

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•

New welding helmet technologies like ClearLight™ Lens Technology from Miller that have led to improvements for auto-darkening welding lenses, improving a welder’s visibility by allowing a greater range of colors to come through the lens. This gives welders a clearer view of the weld pool and surrounding workpiece while welding and improves training cycles and operator performance by enabling better hand-eye coordination. Intuitive, easy-to-use welding power sources. More power sources used in industrial and heavy manufacturing applications are being designed with ease of use and simplified interfaces in mind. In addition, machines like the Deltaweld® 350 and 500 are designed with a wider operating window and offer processes like Accu-Pulse™ pulsed MIG technology that are more forgiving to variations in welder technique. Welding intelligence solutions that electronically gather data that manufacturers can use to drive positive change. Technologies like Insight Welding Intelligence™ from Miller can provide work instructions while the operator is welding—for immediate feedback to help correct mistakes or inconsistencies—and also help operations track quality levels using real-time data.

All of these technologies can help deliver better weld quality and less rework. When operators spend less time grinding, adjusting parameters, or completing rework, they can spend more time welding. As a result, the manufacturing operation can increase capacity for value-added activities, take on more projects and boost revenue. Factor 2: Choosing Flexible Equipment In many cases, automation can be an affordable and flexible way to augment a manufacturer’s workforce. In the right applications, automation can deliver greater weld consistency. Large, customized automation cells provide benefits for many manufacturers, but in the current disruptive environment where redeployment, lower costs, and agility are critical, these larger robotic welding systems don’t provide mobility. They frequently require dedicated support staff with in-depth training on the system to support production, making return on investment difficult within demand shifts. Smaller, more nimble automation cells may be the answer for many manufacturers who want to implement robotic welding. Robotic welding cells are available that are easy to install and get running quickly. Miller® PerformArc™ robotic welding systems are available preassembled and prewired. These cells are also designed for easy programming and are agile when the product

March/April 2021

mix or market shifts within challenging economic cycles. Smaller automation cells are easier to deploy and provide flexibility from job to job—offering a good first step into the automation space for many manufacturers with no automation experience. Single power and air connections simplify the setup process, minimizing downtime so manufacturers can start using the robotic welding system faster. In addition, these cells don’t require as much overhead or labor to keep running. A smaller capital outlay plus ease of installation and use results in a better return on the investment—and agility during times of economic disruption. Factor 3: Relying on Data Running a manufacturing plant on data helps maximize equipment and labor agility for both automated and manual operations. Evaluating the welding operation is critical when a company wants to improve overall throughput and productivity. Integrating the many aspects of the manufacturing operation using a datacentered approach can help companies optimize production and control costs. Tracking and analyzing weld data plays an important role in this process and can help companies improve quality and productivity overall. Another benefit of digitizing the welding environment is the ability to create digital documentation that provides an accurate record of every weld performed on every part produced by the welding operation. This allows companies to reassure customers that parameters and specifications are being followed, and it can help operations track issues that may be slowing down production. Welding intelligence solutions can deliver work instructions to operators and offer real-time feedback on quality and productivity. These insights help reduce errors and give operators more confidence to take on new jobs. Managers can also gain more awareness of value-added behaviors with critical people and equipment in the manufacturing process. Agility in Manufacturing As the welding industry continues to evolve, there are more and more solutions to help manufacturers improve agility in their processes. These are especially important as companies adjust to current industry challenges. Consider options that help improve labor and equipment agility as well as provide data that can help streamline the weld cell— and both upstream and downstream processes. For more information, visit MillerWelds.com. www.NATM.com

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Forging Stronger Virtual Connections Among Employees

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Forging Stronger Virtual Connections Among Employees By Truck and Trailer Makers

When the COVID-19 pandemic began, remote work was a fringe benefit at many organizations. Now, nearly 40 percent of employees have transitioned to remote working arrangements, according to a survey from Boston Consulting Group. This signals the new workplace reality: remote work is here to stay. Unfortunately, that’s not a welcomed change for many people. Namely, some employers are concerned about burnout and dwindling employee connections. Considering that impromptu hallway talks and quick chats after meetings are effectively gone, this sentiment is understandable. With workers virtually isolated, it can seem like entire teams have been broken up into individual silos, no longer operating in tandem. However, remote work doesn’t need to come at the cost of human connections. With a little effort, employers can help foster virtual connections among their employees. And that’s important,

especially given that 43 percent of workers consider team building and collaboration as critical workplace aspects, according to a Gensler Research Institute survey. This article offers some ways employers can bring teams together and forge stronger connections, no matter how far apart employees may be. Encourage Webcams Social distancing doesn’t mean the end of face-to-face interactions. There are plenty of software solutions that are great tools for giving employees face time with one another. Employers

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Forging Stronger Virtual Connections Among Employees

Tracks should consider making webcams mandatory during meetings, instead of only using audio. Not only can this help meeting engagement and attentiveness, but it can also foster deeper interpersonal connections. Be Mindful of Word Choice When relying on written communication, words must be used carefully, since there are no nonverbal cues to pick up on. Employees may need additional context in emails to prevent misunderstandings, especially if the topic is critical in nature. For example, an email that says “Do this again” reads a lot differently than “I thought you did a nice job on this, but we need you to redo it for X, Y, Z reasons.” Employers can’t rely on a quick check-in to ensure an employee understood the sentiment in their email—they must get it right the first time. Respect Everyone’s Time Meeting fatigue is increasingly cited as a top workplace complaint—especially now, since all meetings are conducted on the same laptop screen. Employers must be aware of this and should do their best to reduce unnecessary meetings. Understanding that meeting fatigue can work against efforts to increase connectivity, some organizations have blocked off certain days of the week when no meetings are allowed. Promote Team-building Activities

Hold Virtual Office Hours Sometimes employees need to talk to their managers about topics that aren’t appropriate for group settings. And since managers are notoriously in and out of meetings all day, it can be hard to find time to bring up these conversations. Managers can get around this by holding virtual office hours. These would be times when employees can virtually connect and discuss what’s on their mind. Without dedicated time slots for these talks, employees may question whether their topic is important enough to warrant a meeting and may never bring it up. By holding office hours, employers are showing that they want to connect with their employees, no matter the subject. Summary Remote working has not eliminated the need for social connectivity in the workplace. If anything, it’s only gone up. That means employers must get creative if they want to keep workers engaged and productive. Luckily, there are many virtual opportunities to do this. For more details about the Trailer Makers Toolkit resource, contact Andrew Dearing, CIC, MWCA, Trailer Industry Risk Management Advisor/Insurance Broker, at Truck and Trailer Makers at adearing@trailermakersins.com or call (478) 449-5928.

Socialization is a big part of the workplace. When employees are separated, they need new ways to decompress and get their minds off work. Employers can help by hosting team-building activities or similar events. Ideas include: • • • •

Virtual trivia or board games Virtual happy hours or recipe swaps Virtual craft nights Holiday costume contests

Employers don’t necessarily need to facilitate these events, either. Instead, they can assemble a team of employee volunteers who can coordinate and schedule different social events. Get Management Involved It’s important for managers to be connected with their employees, as this can strengthen workplace bonds, increase worker buy-in and show employees they’re valued. Managers should be tuned in to employee engagement and should make themselves present around the virtual workplace. This means sending emails directly to employees, participating in social activities and providing transparency on important organization news. www.NATM.com

March/April 2021

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Nathan Uphus Receives 2021 Regular Member Young Professional Award

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By Meghan Ryan, NATM Assistant Director The National Association of Trailer Manufacturers (NATM) named Nathan Uphus, Sales Manager at Felling Trailers, the recipient of the 2021 Outstanding Young Professional Award. NATM presented the award during the 2021 Membership Meeting held virtually on Feb. 18, 2021. The NATM Regular Member Young Professional Award is presented to an individual under the age of 40 who has been involved and successful in the trailer manufacturing industry. One member from both the Associate and the Regular Membership is honored each year. Nathan Uphus served as chair of the NATM Compliance Committee in 2020. This committee is responsible for the annual arduous task of updating NATM’s Guidelines for Recommended Manufacturing Practices for Light- and Medium-Duty Trailers, also known as the Guidelines. The Guidelines consists of over 500 pages of laws, regulations, rules, standards, and industry best practices. The information is gathered from resources such as the U.S. Department of Transportation, the Society of Automotive Engineers, Inc., the American Association of Motor Vehicle Administrators, the Recreational Vehicle Industry Association, the Traffic Safety Administration, the Maintenance Council and the National Electrical Manufacturers Association amongst others.

of selling trailers, Uphus was asked to take on the role of Sales Manager in 2018. “When I started with the company in 1999, it was a fairly small operation catering mainly to the upper Midwest region.” Recalls Uphus. “While growing at the time, it was nowhere near the size it is now. We’re continuing to expand our reach not only in the market area but in product offering as well. We’re no longer known as a ‘small trailer’ manufacturer,” said Uphus. Uphus’s motivation for continuous change within the company was his enthusiasm for the challenge. “I like to be involved in as many aspects of the business as ownership will allow me to, I find it challenging to learn new roles.” For more information about Nathan Uphus and his company, Felling Trailers, visit www.Felling.com.

Uphus helped lead the committee to update the Guidelines so that NATM’s members can easily stay abreast of changing regulations and vet the addition of recommendations and best practices. A great deal of time and effort goes into annually updating the Guidelines to provide members with the most current information derived from the Code of Federal Regulations, state and federal statutes, industry standards, and best practices. The job is monotonous and exhausting, but Uphus went above and beyond what is required of a committee chair and volunteered Felling Trailers to host the onsite Guidelines committee meeting in 2020. As the backbone of NATM’s Compliance Verification Program, it is crucial for the Guidelines to be accurate, and Uphus took his leadership role seriously. Uphus has been on the Felling Trailer team since 1999 and has grown with the company over the years, first by working in the finishing department, then through welding, multiple production and parts departments, and then into sales in 2004. After 14 years www.NATM.com

Nathan Uphus holding the placard for his award. March/April 2021

Ty Scott Receives 2021 Associate Member Young Professional Award

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Ty Scott Receives 2021 Associate Member Young Professional Award By Meghan Ryan, NATM Assistant Director

The National Association of Trailer Manufacturers (NATM) named Ty Scott, VP-Director of Marketing/Sales at Hydrastar (Cargo Towing Solutions), the recipient of the 2021 Outstanding Young Professional Award. NATM presented the award during the 2021 Membership Meeting held virtually on Feb. 18, 2021. The NATM Associate Member Young Professional Award is presented to an individual under the age of 40 who works for a supplier or service provider company of NATM and has been personally involved and successful in the trailer manufacturing industry. Scott has been an active member of NATM, particularly with NATM’s government affairs advocacy efforts. His past experience from working in politics at the federal and state level in Texas has served NATM well with his engagement in NATM’s Government Affairs Committee for three years and his participation in congressional legislative visits during NATM’s annual Regulatory Roundup event. Hydrastar also hosted Congressman Greg Pence (IN-6) to visit their facility in 2019. Onsite legislative plant tours are crucial tools in educating Senators and Representatives about the trailer manufacturing industry and the impact of the

industry on their state and districts. Additionally, Scott has been an active NATM Convention & Trade Show sponsor and exhibitor. Hydrastar offers electric over hydraulic trailer brake technology and was Ty Scott, NATM award winner. one of the first electric over hydraulic brake actuators to be mass produced. Hydrastar joined NATM in 2012, and Ty Scott joined the Hydrastar team in November of 2014 in the sales department. Over five years, he worked his way up to become Director of Marketing/Sales. He strongly believes in trailer safety and pushes for safer braking on trailers. In his free time, Scott enjoys bull riding, rodeos, and reining horses. He is a member of the Professional Rodeo Cowboys Association. For more information about Ty Scott or Hydrastar, visit www.HydrastarUSA.com.

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March/April 2021

574-289-7883 www.NATM.com

Richard LaVanture Receives 2021 Outstanding Associate Member Award

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By Meghan Ryan, NATM Assistant Director

The National Association of Trailer Manufacturers (NATM) named Richard LaVanture, president of LaVanture Products Company, Inc., as the recipient of the 2021 Outstanding Associate Member Award. NATM presented the award during the 2021 Membership Meeting held virtually on Feb. 18, 2021. The Outstanding Associate Member award is presented to an individual from an Associate (supplier or service provider) member company who has made outstanding contributions to NATM. LaVanture Products joined NATM in 2005 and has been an ardent supporter and active supplier member of NATM over the years. LaVanture has chosen to advertise in virtually all of NATM’s publications over the course of the last decade, including Tracks magazine, the NATM website, the printed Membership Directory & Buyer’s Guide, and the Convention Program. LaVanture is an annual supporter and sponsor of the NATM Convention & Trade Show. As a not-for-profit Association, NATM strives to keep membership dues and Convention registration fees low while increasing membership benefits and programming. Sponsorships help grow the attendance of the show, allow for top-notch educational sessions, and spectacular networking receptions. It is thanks to advertisers and sponsors such as LaVanture Products

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that NATM can host high quality events and produce quality publications. LaVanture participates on NATM’s Finance Committee where he lends his business Richard LaVanture, NATM award winner. acumen to assist the Association in achieving its goals. He participated in NATM’s first virtual Regulatory Roundup & Capitol Hill Visit event in 2020 as a constituent of Elkhart, Ind. The company has sponsored webinars and actively assisted the industry in securing PPE such as sanitization and masks during the early months of the COVID-19 pandemic. LaVanture Products is a wholesale distributor of a wide range of product lines to the RV and Marine OEMS along with various other industries. They have over 5,000 products in stock and service customers in 10 countries and all 50 states. For more information about Richard Lavanture or his company Lavanture Products Company, Inc., visit www.LaVanture.com.

March/April 2021

Joel Bauer Receives 2021 Outstanding Regular Member Award

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Joel Bauer Receives 2021 Outstanding Regular Member Award By Meghan Ryan, NATM Assistant Director

The National Association of Trailer Manufacturers (NATM) named Joel Bauer, co-owner and president of Midsota Manufacturing by Novae in Avon, Minn., as the recipient of the 2021 Outstanding Regular Member Award. NATM presented the award during the 2021 Membership Meeting held virtually on Feb. 18, 2021. The Outstanding Member award is presented to an individual who has made outstanding contributions to NATM and the trailer manufacturing industry. Joel Bauer is a highly deserving recipient of this year’s award due to his outstanding contributions not only to NATM with his leadership on many committees, but also to the industry at large through his advocacy efforts, support of Trailer Safety Week, educating dealers about the importance of compliance, and leading as an example of how to best support employees and local community. “We’re just small-town guys trying to build some trailers,” Bauer said. “We treat our customers and employees the way we want to be treated, and the rest will take care of itself. We live that on a daily basis.” Bauer has been in the trailer industry for 22 years, 18 of those serving as owner and company president of Midsota. With the help of current and previous business partners, he has continued to grow the company while supporting the community, and as a result, he and his co-owner Tim Burg were awarded the 2018 St. Cloud Area Small Business Owners of the Year. Over the last five years, Bauer has worked with a local school offering an intern position to senior students interested in the manufacturing industry. He sees the value in community projects, donating time and resources to improve and promote hometown pride and volunteering each week coaching at his local hometown high school. As part of NATM’s Government Affairs Advocacy initiatives, Bauer and his team invited Congressman Tom Emmer (MN-6) to tour the Midsota facility in 2018. Onsite legislative plant tours are crucial tools in educating Senators and Representatives about the trailer manufacturing industry and the impact of the industry on their state and districts. In addition to his regular attendance and support of the NATM Convention & Trade Show, Bauer has participated on the Education Committee, Finance Committee, Membership Committee, and most recently served on the NATM Board of

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Joel Bauer holding the placard for his award.

Directors. In early 2019, Bauer hosted the NATM Board of Directors to tour the Midsota facility and demonstrate the company’s robotic welders on the production floor. In 2019 during the second annual NATM Trailer Safety Week, Bauer and his co-owner Tim Burg hosted an onsite Trailer Safety Week event with local law enforcement and invited his customers to attend in order to spread awareness of safe trailering practices, the value of the NATM compliance decal, and provide a number of NATM resources to attendees. While Bauer stays connected to the business on a daily basis, after work he is a devoted husband to his beautiful wife of 16 years and father to a 14-year-old daughter and 12- and 8-year-old sons. His family raises beef cattle on their small family farm and loves spending time outdoors working, hunting and playing at the lake. Midsota Manufacturing by Novae has been a member of NATM since 2001 and has been manufacturing dump trails for over 40 years. The company offers a full line of commercial and off-road dump trailers, skid loader trailers, flatbed gooseneck and an extensive line of skid loader attachments. For more information about Midsota by Novae, visit MidsotaMfg.com. www.NATM.com

Pam Daugherty Receives Woman in Manufacturing Award

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Pam Daugherty Receives Pam O’Toole Trusdale Woman in Manufacturing Award By Meghan Ryan, NATM Assistant Director The National Association of Trailer Manufacturers (NATM) named Pam Daugherty, co-owner and CFO of Red Fern Dynamics, Inc., as the recipient of the 2021 Pam O’Toole Trusdale Woman in Manufacturing Award. NATM presented the award during the 2021 Membership Meeting held virtually on Feb. 18, 2021. The Pam O’Toole Trusdale Woman in Manufacturing Award, aptly named after NATM’s long-time Executive Director, seeks to celebrate the accomplishments and contributions of women in the light- and medium-duty trailer industry. It is estimated that by 2025, U.S. manufacturing will face a shortage of two million workers, and women remain the most underutilized workforce population in manufacturing. A key to effectively tapping into this talent pool is to begin recognizing women in the industry and showcasing female representation in the light- and medium-duty trailer industry—a field many women may not have previously considered.

advertising, along with inventory. She is my wonderful bride of of 25+ years and is an amazing business woman. I could not and would not want to run this business without her. She is the love of my life and my best friend.” Daugherty has been married to the love of her life for three decades and has three sons. “Our hobbies are experiences,” Daugherty said. “We love to seek out life-worthy, memory-making experiences.” With this in mind, Daugherty and her husband spend time gardening to help fuel their love of food and cooking, and gardening allows them to spend more time outdoors. For more information about her company Red Fern Dynamics, visit www.RedfernDynamics.com.

The recipient of the 2021 Pam O’Toole Trusdale Woman in Manufacturing Award, Pam Daugherty, has over 35 years of experience in the business world and has managed companies from $2 to 15 million in revenue. Daugherty and her husband Charles own and operate two companies, Red Fern Dynamics and Patriot Crime Defense. Located in Cleveland, Georgia, Red Fern Dynamics specializes in the ground-up manufacturing of high quality, custom built mobile kitchens. These are fully functioning commercial kitchens, built to all regulatory codes, that just happen to be on wheels. Patriot Crime Defense produces a security product that hardens your door jamb to help guard against door kick ins. Daugherty enjoys learning and education, especially when she is able innovate processes for her and her husband’s businesses. She enjoys working on creative solutions and building products that fulfill dreams for their customers. “She is excellent at what she does, and she is the glue that holds it all together,” said Charles Daugherty, Co-Owner of Red Fern Dynamics. “She handles all of our financials, marketing and

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Pam Daugherty, NATM award winner.

March/April 2021

Member News

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ASA Announces New Websites

Elkhart, Ind.—ASA Electronics is ringing in the New Year with four new websites. The Elkhart-based company gave their corporate site, ASAElectronics.com, a modern and user-friendly facelift. The site provides an overview of the company’s over 40-year history of developing mobile electronics for unique industries under seven brands: JENSEN®, JENSEN Marine®, JENSEN Heavy Duty®, iN∙Command® Control Systems, Voyager®, Klipsch Marine®, and Polk Ultramarine®. The redesign also includes three new informational branded sites: JENSENElectronics.com, VoyagerCameras.com and PolkMarine.com. JENSEN-Electronics.com is the new home for the JENSEN®, JENSEN Marine®, and JENSEN Heavy Duty® brands. By bringing all three product lines under one virtual roof, the company is better able to showcase the versatile appeal the brands have across a wide range of industries. VoyagerCameras.com highlights the observation and safety products ASA Electronics has specialized in for over 20 years. The site features both wired and wireless options for recreational and commercial vehicles alike. PolkMarine.com showcases the company’s luxury brand, featuring the Complete DSP Sound System with high performance, marine grade audio components. The new corporate website incorporates an online store that unites all their brands for a simplified shopping experience as well as a support library that puts all their resources, from high resolution product photos to owners’ manuals, in one convenient place.

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ASA Electronics® has been designing and manufacturing mobile electronic products for the Marine, RV, PowerSports, Agricultural, Construction, Commercial Vehicle, and Bus industries since 1977. Their proprietary brands are JENSEN®, JENSEN Marine®, JENSEN Heavy Duty®, iN∙Command® Control Systems, , Voyager® and ADVENT® Air. ASA is also a distributor in specialty markets for SiriusXM® Satellite Radio, Polk Ultramarine®, Klipsch®, and XKGLOW® products. For more information, please visit www.ASAElectronics.com.

ATW Acquires Custom Truck bBody Manufacturer Dakota Bodies Richardson, Texas—ATW®, North America’s leading provider of trailers, truck equipment and related parts, recently announced the purchase of custom truck body manufacturer Dakota Bodies™. The acquisition marks an expansion of the ATW Truck Equipment business unit, adding to its quickly growing flat bed and service body manufacturing capabilities. “For years, ATW has partnered with Dakota Bodies on custom service and utility bodies,” said Steve Courreges, President of ATW Truck Equipment. “By bringing them into the ATW portfolio, we can more effectively combine their experience and technology with ATW’s scalability and commercial expertise. Since 1997, Dakota Bodies has been designing and manufacturing utility and service truck bodies, investing in new technologies and techniques to better serve its customers and employees. The company currently manufactures out of its state-of-the-art production facilities in Watertown, SD, and Liberty, MO, while

enjoying a reputation for exceptional quality and quick turnaround times. “Joining forces with ATW affords us the resources and expertise to further grow what we’ve built at Dakota Bodies. We’re excited about the partnership and the many opportunities it presents,” said Jeff Orthaus, CEO of Dakota Bodies. Dakota Bodies joins CM Truck Beds® under the leadership of Courreges, as ATW continues to gain attention as they increase their reach and reputation for engineering and manufacturing of truck equipment. “ATW Truck Equipment represents a key component of growth and the broader ATW success story,” said Courreges. “Adding a market leader like Dakota Bodies will help accelerate ATW’s positioning as a leader in the truck equipment industry and better serve our customers with a well-rounded truck equipment portfolio.” Terms of the transaction were not disclosed. About ATW: Headquartered in Richardson, Texas, ATW® is the most diversified manufacturer and largest retailer and distributor of professional-grade and consumer-grade trailers, truck equipment, parts and accessories in North America. With a high-quality portfolio of trailers, truck equipment and related parts to serve the needs of builders, sellers, and end users; ATW focuses on providing innovative hauling solutions for the road ahead. ATW’s portfolio of companies includes Big Tex Trailers®, CM Truck Beds®, PJ Trailers®, Carry-On Trailer, BWise Trailers®, and RC Trailers®, as well as TexTrail Trailer Parts® and the Big Tex Trailer World family of retail stores. For more information, visit ATW.com. www.NATM.com

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www.BobClements.com • info@BobClements.com • (800) 480-0737 www.NATM.com

March/April 2021

Member News

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Previous Director Now Laser-Focused on Snow and Ice Division

“We’re pleased to debut the next generation of our hardworking service body model: The Gen 2 SB,” announced Joe Lewis, Vice President of ATW Truck Equipment, the business unit of ATW that includes CM Truck Beds.

Buyers Products, a leading manufacturer of work truck equipment, appoints Mike Miller as its new Director of Engineering. Scott Moorman, the previous Director of the Engineering department, will stay with the company as Director of Snow and Ice. This newly created position will focus on further development of the popular SnowDogg® plow, SaltDogg® spreader, and ScoopDogg by Buyers pusher lines.

Notable features of the Gen 2 SB combine enhanced functionality with head turning good looks, from the rugged new stainlesssteel fenders to the aluminum cast square fuel fill. New steel-braided door holdback cables deliver heavy-duty performance and easier toolbox accessibility while significantly reducing the chance of breakage, corrosion or damage to the

Increased demand for Buyers’ growing line of snow and ice control equipment made it necessary for the company to add a director whose singular focus is that line. “I am extremely happy to give 100 percent of my attention to snow and ice,” says Moorman. “Our plows, spreaders, and pushers have always been my passion.” Miller has hit the ground running in his new role. He joins Buyers with years of experience from his tenure at MTD Products where he held several positions of increasing responsibility. Most recently, Miller held the title of Director of Engineering and Product Development. “This is a fantastic team, and I’m thrilled to be a part of it,” says Miller. “These

Scott Moorman stays with Buyers Products as Director of Snow and Ice.

engineers are creative and talented. I know we’ll accomplish great things together.” About Buyers Products Established in 1946, Buyers Products Company has become a leader in manufacturing all types of equipment for the work truck industry. Buyers Products specializes in durable truck boxes, heavy duty towing equipment, hydraulics, controls and all-season trailer accessories. The Buyers’ line of snow and ice equipment includes: SnowDogg® snow plows, SaltDogg® spreaders and ScoopDogg snow pushers. For more information, visit www.BuyersProducts. com

CM Truck Beds introduces new Gen 2 SB Service Body

Mike Miller appointed Buyers Products Director of Engineering.

March/April 2021

Kingston, Okla.—CM Truck Beds is proud to introduce the new Gen 2 SB Service Body. Building on the legacy of its popular SB model, CM pushed the envelope to deliver more benefits for 2021 users, adding several upgrades that make the new SB even better suited to users’ needs.

powder-coat. Safety is enhanced, as well, thanks to features including oval LED lights protected by a lifetime warranty, and a universal bolt-on crash zone bumper. CM Truck Beds believes every user deserves storage options that fit the unique demands of their industry. That’s why CM Service Bodies are built using a component tstyle design that makes them highly configurable. Three toolboxes on each side of the Gen 2 SB are available with multiple configurations, including vertical and horizontaloptions. As users’ needs change over time, the SB can easily be customized by adding side flip-tops, heavy-duty overhead racks, slide-out drawers, shelving, lighting, Master Locks, and more. With additional standard upgrades including T-handle compression latches and automotive D-bulb weatherstripping, CM’s new SB is improving security and protection for its customers and their tools. While its feature set certainly reflects CM’s forward-thinking approach, the Gen 2 SB retains all the quality and durability of the original, from the 16-gauge (G60) Galvanized steel body to the durable TexArmor powder-coat finish. Distributors will also appreciate that the Gen 2 SB now comes standard with a Universal Install Kit, allowing them to get trucks out the door faster and more easily. www.NATM.com

Member News Long trusted by professionals to deliver superior truck beds and service bodies, while maintaining superior product availability and the industry’s fastest lead times, CM Truck Beds is leading the way in work truck solutions. “The Gen 2 SB demonstrates CM’s commitment to building the best-quality, most work-ready products on the market,”said Lewis. “Our customers now have a smarter option for their service body needs.” For complete product details, please visit CMTruckBeds.com/truck-beds/sbtruckbed. About CM Truck Beds Headquartered in Kingston, OK, CM Truck Beds is the market leader in flat-deck truck body manufacturing. Founded in 1990, CM has consistently manufactured work truck and ranch bodies marketed to fleets, municipalities and end users. Originally a family-owned business, CM Truck Beds is now part of ATW, a Bain Capital portfolio company. CM manufactures beds in more than 350,000 square feet of facilities in three locations across southern Oklahoma. CM’s bandwidth spans steel and aluminum truck bodies, with nearly 15 models of flat decks in addition to two service body models. Consistently viewed as the toughest, most rugged bodies in the marketplace, CM is a superior option for towing as hitches are always a key feature of its bodies. Further, CM offers the best looking flat beds on the market because they’re designed to fit the contours of the OEM chassis. CM Truck Beds currently distributes to more than 300 distributors across the U.S. and Canada. For more information, visit CMTruckBeds.com.

M.H. EBY, Inc. Welcomes Ken Kraus as Midwest Sales Representative Blue Ball, Penn.—M.H. EBY, Inc. welcomes Ken Kraus to the position of www.NATM.com

Midwest Sales Representative. Based in Story City, Iowa, Ken will focus on servicing existing dealers and establishing new dealers. He will also be providing sales support in open territories for EBY’s extensive line of aluminum livestock, grain, and equipment trailers plus truck bodies. Ken brings over 20 years of sales and leadership experience to EBY including over 10 years in trailer sales at the manufacturer level. Residing in Garner, Iowa, Kraus is centralized in the Midwest territory and is looking forward to getting out and meeting all the existing and future EBY dealers. “We are excited to add Ken to our team. His experience in the trailer industry plus his knowledge of distribution will be a great addition to our program,” said Erin Varley, VP of Dealer Sales and Development. “We believe that Ken will be able to have an immediate positive impact for our midwestern dealers and mutual customers.” Contact Ken at Ken.Kraus@mheby.com and (515) 344-9329. Find out more about M. H. EBY’s trailer and truck body products at www.MHEBY. com or (800) 292-4752. M.H. EBY, Inc., headquartered in Blue Ball, Pennsylvania, is a third generation family owned manufacturer of agricultural and commercial trailers and truck bodies. EBY trailers and truck bodies are manufactured in Ohio, Pennsylvania, and Iowa. EBY sells and services their products through numerous dealers and distributors in North America. EBY also operates their own sales and service facilities in Ohio, Pennsylvania, Iowa, Indiana and South Dakota. M.H. EBY, Inc. Announces New Dealer Blue Ball, Penn.—M.H. Eby is pleased to announce that Ag 98 Trailer Sales of

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Okeechobee, FL is now an authorized dealer of aluminum EBY trailers and truck bodies. Ag 98 Trailer Sales serves the transportation needs of South-Central FL and will be adding aluminum EBY equipment trailers, livestock trailers, and truck bodies to their quality selection.

Ag 98 is a family-owned business who got their start selling livestock feeders and other equipment. Ag 98 expanded to sell small utility trailers to supply a wider variety of equipment to hardworking men and women. Their evolving business came to sell truck beds and trailers from a variety of manufacturers. “We pride ourselves on carrying lines of quality products. The quality of the EBY products was what influenced our decision to reach out to become an EBY dealer,” says owner, Ed Lehman, of Ag 98 Trailer Sales. “We want to welcome Ag 98 Trailer Sales as our new dealer partner in Okeechobee, Florida. As a full line dealer, Ag 98 will inventory our aluminum livestock trailers, aluminum equipment trailers and aluminum truck bodies,” said Regional Dealer Manager, Doug Bryant. “Their strong loyalty to a growing customer base and commitment to quality trailers and truck bodies make them an ideal fit with EBY.” To learn more about Ag 98 Trailer Sales visit their website at Ag98TrailerSales. com or call Sales Representative, Jim Davis at (863) 634-7455. Find out more about M.H. EBY’s trailer and truck body products at www.mheby. com or (800) 292-4752. Based in Blue Ball, Penn., M.H. EBY designs and builds high quality aluminum trailers and truck bodies for agricultural, industrial and commercial markets. In the trailer market, EBY builds livestock trailers, grain trailers, equipment trailers and horse trailers. For the truck body market, EBY builds flatbeds, service bodies, van bodies and dump bodies. March/April 2021

Member News

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Products are sold nationwide by dealer and distributor partners with strong roots in their local communities. Started in 1938, the company is led by Travis Eby, President, and Nick Eby, VP of Engineering. Menno H. Eby serves as chairman.

Kenda Americana Tire and Wheel Supports Women in the RV industry through ‘Drab to Fab’ Project Elkhart, Ind.— Americana Tire and Wheel (ATW), Kenda’s distribution arm serving the North American towable trailer, utility, RV, marine and agricultural industries, is pleased to announce its tire and wheel sponsorship of the RV Women’s Alliance (RVWA) Drab to Fab RV renovation project. The RV Women’s Alliance is dedicated to fostering the next generation of female leaders and innovators in the RV Industry. RVWA is working to inspire, support and educate with a desire to see women become a larger part of the RV Industry and is undertaking the Drab to Fab project as an exciting and tangible way to further fund its mission. As a product sponsor, ATW is donating specially-designed custom tire and wheel assemblies to help create the ‘ultimate work-from-the road’ RV—an RV that will prove to be appealing given today’s climate. With the tremendous growth in RV ownership and the work-from-home mandates brought on by COVID, many who can work from home with solid WiFi and a laptop are also changing their scenery – making their home office an RV office. The renovated Drab to Fab RV is being decked out for this purpose. To make renovations possible, many sponsors across the industry are coming together. ATW is donating its premium all-season radial tire, the Kenda Karrier ST KR03. This versatile tire performs

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well in multiple trailer applications, while still offering stable, dependable handling and durability for enhanced overall performance. The tires are part of a oneof-a-kind tire and wheel assembly ATW is customizing to match the RV’s aesthetics – scheduled to be installed by a female crew of Kenda volunteers on the RV January 6. The complete renovation of the 2007 Crossroads Zinger travel trailer started early October and is taking place on weekends until its completion early March 2021. And, every renovation is being performed by an all-female volunteer base—from industry sponsors and organizations across the country – at the RV Technical Institute, the industry’s leading training center located in Elkhart, IN. The big Drab to Fab RV “reveal” will happen March 3 at the RV/MH Hall of Fame in Elkhart where it will be raffled off to raise funds to further the mission of RVWA. “It’s important to Kenda Americana Tire and Wheel to support our industry and community,” said Kim Besst, marketing manager, Kenda Americana Tire and Wheel and RVWA member. “More and more women like myself are being drawn to the RV industry because it represents family, adventure, travel and freedom and offers great opportunity. This project is a timely and fun immersion to a thriving market.” “Drab to Fab is about bringing women together in the RV industry – inspiring them while helping to build new skill sets,” said Susan Carpenter, RV Women’s Alliance President. “The RV industry is experiencing incredible growth and with this project and this work, we are helping women get out of their comfort zones and learn valuable skills that can lead to future employment opportunities in this dynamic industry.” For more information about Americana Tire & Wheel, please visit www.

AmericanaTire.com. About Kenda Americana Tire and Wheel Kenda Americana Tire and Wheel (ATW), a division of global tire manufacturing leader Kenda, is its premier North American distribution arm serving original equipment manufacturers and distributors in the towable trailer, utility, RV, marine, and agricultural industries. Providing quality tire, wheel and assembly solutions across a wide range of steel and aluminum wheels, ATW offers a controlled approach throughout the value chain from design, manufacturing and quality control to distribution and aftermarket service— enhancing both the performance and value of towable, utility and RV platforms. Operating four large distribution centers, ATW has become synonymous with exceptional service and superior quality products, including Kenda Loadstar tires—designed and manufactured in company-owned facilities. For more information, please visit www. AmericanaTire.com. About Kenda Founded in 1962, Kenda is a global leader in tire development and manufacturing. With over 12,000 employees and factories worldwide, Kenda continues to expand product offerings in the automotive, bicycle, powersports, trailer/specialty, and wheelchair markets. Kenda takes pride in operating under the core values of honesty, innovation, quality, and customer service to provide the highest level of products and services to customers across the globe. For more information, please visit www. KendaTire.com About the RV Women’s Alliance Founded in 2019, the RV Women’s Alliance mission is to unite, inspire, recruit, and develop a more diverse workforce by supporting women with education, resources, and opportunities. www.NATM.com

Member News We accomplish this by bringing together a diverse group of extraordinary women and men from across the RV Industry who, through social and educational programs, mentorship and networking opportunities, are inspired and empowered to realize their individual potential, enhance their career experiences, and create opportunities for the next generation of women leaders. The Alliance is headquartered in Elkhart, Indiana, with leadership based across the United States. Learn more at www.RVWA.org

Link ROI Cabmate Chosen for Lonestar Electrified Terminal Tractor Link’s award-winning ROI Cabmate Smart Cab Suspension will improve ride quality, stability and comfort for Lonestar’s EV terminal tractors in severeduty environments. Sioux Center, Iowa—Link Mfg., Ltd., the leader in specialty-engineered suspensions, announced that it has collaborated with Lonestar Specialty Vehicles to outfit Lonestar SV’s electric terminal tractors with new, purposedesigned ROI Cabmate Smart Cab Suspensions. irst introduced in 2019, Link’s Road Optimized Innovation (ROI) technology enables a vehicle’s cab suspension to respond to external conditions in real time by continuously adjusting the stiffness of shock absorbers to optimize ride stability and comfort. The ROI Cabmate Smart Cab Suspension also features electronic height control that minimizes air consumption compared to traditional height control valves, because it does not fill or exhaust air in response to dynamic suspension motion. “Terminal tractors are subjected to some of the harshest applications in the commercial vehicle space and operate on a wide variety of surfaces,” www.NATM.com

said Blake Yazel, general manager of Lonestar Specialty Vehicles. “Equipped with Link’s ROI Cabmate suspension, our electric terminal tractors are able to provide optimal ride stability and comfort, even when operating in the toughest applications. The engineering and quality construction of the ROI Cabmate compliments our advanced EV technology very well and we couldn’t be happier with its performance on our product.” Not only do terminal tractors have to deal with a broad array of terrains, but vehicles and drivers alike must cope with multiple drop and hook cycles per day. The concussive forces associated with repetitive coupling and decoupling of trailers alone can take their toll on man and machine. Operators of terminal tractors may be exposed to dynamic forces that, according to ISO 2631-1:1997 standards, can cause internal injury over time. The ROI Cabmate can reduce the potential for injury and thus help reduce health risks while increasing worker satisfaction and productivity. The ROI Cabmate suspensions on Lonestar SV’s electric terminal tractors employ multiple sensors that never stop monitoring or responding to the vehicle’s environmental circumstances. An accelerometer monitors the motion of the cab, while a position sensor measures the position and velocity of the cab relative to its frame. “A terminal tractor using Link’s ROI Cabmate will operate in a constant state of dynamic damping, producing an optimal ride, improving operator alertness and reducing fatigue,” said Eli DeGroff, product manager, Road Optimized Innovations for Link Mfg. “Regardless of what a vehicle encounters in its working environment, the ROI Cabmate instantly responds with the ideal suspension stiffness to control and minimize cab

motion and vibration.”

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Driver retention continues to be a major factor for today’s fleets. The ROI Cabmate Smart Cab Suspension improves the driving experience by increasing driver satisfaction, maximizing driver comfort and minimizing driver fatigue. The ROI Cabmate may also promote greater driver and vehicle productivity in the terminal. Trailer loads and surface conditions both affect vehicle-handling characteristics and can significantly slow vehicle movement in some cases. With ROI Cabmate, the cab, the driver and the entire driver-to-vehicle interface remains more stable. The driver retains greater control and has greater confidence going about their daily routine. “No other industry supplier has done more to promote ride quality, stability and comfort for drivers, and nobody else has anything like Link’s ROI technology,” said DeGroff. “Our work with Lonestar and others is helping to set the table for a variety of new on- and off-highway applications.” To access high-resolution images of Lonestar’s electrified field terminal tractors featuring Link’s ROI Cabmate Smart Cab Suspension, please visit: www. LinkMfg.com. Link’s award-winning ROI Cabmate is also available in the form of an aftermarket kit. The aftermarket kits are now available and can be ordered through local OEM dealers. For more information on ROI Cabmate aftermarket kits, please call (800) 222-6283 or visit: www. ROICabmate.com. About Lonestar Specialty Vehicles Lonestar Specialty Vehicles, headquartered in Texarkana, Texas, is a leading supplier of fully electric and diesel powered remanufactured commercial vehicles. Remanufacturing extends the useful life March/April 2021

Member News

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of existing investments and provides a significant reduction in a company’s carbon footprint. Lonestar SV is a forerunner in innovative remanufactured commercial vehicle solutions that offer exceptional performance, price, efficiency and reliability. With more than 2,500 assembled Class 8 trucks and tractors commercially deployed, Lonestar SV delivers proven vehicle solutions for every application. For more information, visit www.LonestarSV.com. About Link Mfg., Ltd. Link develops and manufactures a variety of suspension systems specially engineered to address the unique needs of commercial vehicles and equipment. Link is driven to outperform as the worldwide leader in heavy-duty truck cab air suspensions marketed under the brand name Cabmate. U.S.-based Link Manufacturing is an IATF 16949 and ISO 14001: 2015 (EMS) certified company whose primary products include cab, chassis and auxiliary suspensions. Canadian-based Link Suspensions of Canada is an ISO 9001 certified company whose primary products include heavy vocational and off-highway chassis suspensions. Link also makes specialty products such as tire pressure equalization systems, ramps and other products designed to enhance the productivity of commercial vehicles. For more information, visit www. LinkMfg.com.

Mac’s Tie Downs tube track.

is nothing else in the use of these designations that should lead a reader to believe that there is an association between Link Mfg. and these organizations.

Mac’s Releases HD Tube Track; Industry’s Strongest Track Offering

Link and Cabmate are registered trademarks of Link Mfg., Ltd.

Sagle, Idaho—Mac’s Tie Downs is proud to introduce Heavy-Duty (HD) Tube Track, the strongest track offering in the industry. The HD Tube Track is manufactured from 1.5” x 1.5” x .1875” steel tubing and tested to 10,000-pound Minimum Breaking Strength (MBS).

Road Optimized Innovation and ROI are trademarks of Link Mfg., Ltd. Names of original equipment manufacturers may be trademarks of their respective organizations. References to makes, models and product designations are for reference purposes only. Neither Link Mfg., nor its products are sponsored or endorsed by the referenced original equipment manufacturers, and there

Designed to replace a partial piece of wood decking, the HD Tube Track is easy to install and lies flush with the trailer deck. The HD Tube Track accepts the Surface Mount D-Ring and Low-Profile Lashing Winch using a trolley mounted to the base. Currently, the HD Tube Track is available in 8’ lengths with anchor points every 2” the length of the track. Please call (800) 666-1586 to discuss custom lengths.

March/April 2021

All Mac’s tie-down products are proudly made-to-order in Sandpoint. •

Watch the new product video: https:// youtu.be/EF1Qa2U0iGs

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Watch the install video: https://youtu. be/lB85UbcW9c4

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Learn more and order: https://macs. link/3mjkRMX About Mac’s Tie Downs

For more than 25 years, Mac’s Tie Downs has been engineering, testing and manufacturing high quality tie-down solutions for the racing, off-road, nautical and street performance markets. From tiedown track to complete strap packs, Mac’s products are proudly made-to-order and shipped from the company’s headquarters in Idaho. For more information, visit www.MacsTieDowns.com or call (800)-666-1586.

www.NATM.com

Member News Optronics Introduces Unique LED Combination ID Light Bar with Integrated Utility and Scene Light Optronics’ new, ultra-thin combination identification light bar with integrated utility and scene light puts huge LED lighting flexibility into a small, convenient package. Tulsa, Okla.—Optronics International, a leading manufacturer of vehicle harnesses, electronic control systems and LED lighting for the global transportation industry, announced the introduction of its new MCL80RCB LED Combination ID Light Bar & Utility Light today. The new lamp enables a vehicle’s light bar to serve double duty as a utility and scene light, whether it’s mounted high or low. With a mounting position high on the back of a vehicle, the lamp is able to illuminate a wide area below and behind it with white LED light. Mounted on trailers where the ID bar is close to the ground, the lamp provides greater visibility and safety with a tighter and more intense beam pattern. Generally, when working in, on or around the rear end of a vehicle in lowlight conditions, separate utility or work lamps

are needed to light the work area. Extra lights require mounting, routing holes, wiring and careful lamp placement so as not to interfere with vehicle operation, doors and personnel. Using the ID light already required for vehicles measuring 80 inches or more in width as a platform, the MCL80RCB LED Combination ID Light Bar & Utility Light incorporates two seven-diode white LED utility lights. The thin, streamlined body of the lamp measures just 15.5 inches in length, 1.313 inches in width and 0.75 inches in thickness, including its attached, closed-cell foam gasket. “The LED Combination ID Light Bar & Utility Light offers optimal convenience and minimal complexity for those who must work around the rear of vehicles in darkness,” Marcus Hester, vice president of sales and marketing for Optronics International, said. “With two utility lights and a standard ID light, our new MCL80RCB is actually three lamps in one.” The surface-mount, hardwired lamp is easy to install and its integrated utility lights can be operated with a standard switch. The lamp requires just two fasteners for mounting and one wiring hole with a 0.59-inch diameter.

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“During focus groups, we’ve seen significant interest from multiple customer segments,” Hester said. “This lamp can be used anywhere an ID bar is mounted and because that’s usually up high, a customer can use it to light cargo, liftgates and the ground below.”

The company believes it’s a perfect match for vehicles involved in last-mile delivery, particularly during winter months. It’s also expected to be a great fit for any enclosed trailer, including horse trailers, along with a variety of truck van bodies. The lamp’s lens and housings are made of tough polycarbonate material that is sonically welded. The lamp employs a solid-state, surface-mount device (SMD) design that protects its electronics against moisture, shock and vibration. Like all LED products from Optronics, these lamps come with no-hassle, one-diode lifetime warranty protection that will replace the lamp if even one diode fails. The MCL80RCB LED Combination ID Light Bar & Utility Light is expected to be in stock and available for shipping in the first quarter of 2021. Optronics products are available in the U.S. and Canada through the company’s extensive distribution network of more

TecNiq’s K30 light in green.

www.NATM.com

March/April 2021

Member News

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than 20,000 convenient distribution locations. Users can access individual Optronics distributor websites by simply clicking on their logo icons. For information on international sales and distribution of Optronics products, please contact Dorian Drake at (914) 697-9800, or visit www.DorianAndDrake.com. To view high-resolution product images of MCL80RCB LED Combination ID Light Bar & Utility Light, please visit www. Optronics.com. About Optronics As the fastest-growing vehicle lighting and harness manufacturer in the U.S., Optronics International attributes its success to delivering better value, better options and better lighting to its customers. Founded in 1972, Optronics International is a premier worldwide manufacturer and supplier of branded industrial and commercial vehicular safety lighting products and premium, custom electrical wiring harnesses for commercial vehicle applications. The company specializes in electrical system and harness design and interior and exterior LED and incandescent lighting for heavy-duty on- and off-highway vehicles, armored couriers, light- to medium-duty trailers, specialized vocational equipment, transit vehicles, RVs and marine equipment. The company’s patented USA-PLUS system provides the most advanced molded harness connections available in the market. The Optronics product catalog is among the most extensive in the industry. Optronics is headquartered in Tulsa, Oklahoma, and it has an IATF 16949 certified manufacturing facility in Annan District, Tainan, Taiwan. The company also has a plant in Winnsboro, Texas, and ISO 9001:2015 certified manufacturing and distribution facilities in Muskogee, Oklahoma, and Goshen, Indiana. Learn more at www. Optronics.com.

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TecNiq Inc. Announces New Grille Lights All New, Sleek Designed Grille Lights from TecNiq Galesburg, Mich.—TecNiq is excited to announce our ALL NEW K30 Series Grille Lights. Each light includes an All New, passive heat resistant body, as well as high powered LEDs that provide up to 100,000 hours of performance. The K30’s come in either a (3) LED, (6) LED, or (12) LED option and in 21 different color and lens combinations, with 16 various flash patterns (see www.TecNiqInc.com for complete listing). Today’s grille light applications demand the same high-quality materials, and leading optic technology utilized throughout TecNiq products. Our (3) LED grille light model is 3.57” x 1.26” and fits perfect into many standard grilles. The (6) LED model is used throughout many industries and makes for a great supplemental lighting source. The (12) LED model provides a bright source for warning, and ancillary lighting - with a total of 1200 lumens it’s easy to see why this is the “Go To” light for many. Designed, Engineered, and Assembled in the U.S., TecNiq Grille Lights are the perfect addition to today’s first responder vehicles, work trucks, utility vehicles, and more. Grille lights are a great way to provide additional visual warning to oncoming traffic, increase visibility in poor weather conditions, and increase safety. Built to complement and accommodate most vehicle grilles, these lights are a perfect addition to existing K-series running fire trucks and ambulances, but designed to support any existing lighting solution. Automotive grade polycarbonate, and TecSeal proprietary potting for guaranteed circuit board protection are among many reasons top manufacturers are turning to TecNiq. Whether buying for OEM parts, upfitting emergency vehicles, or

simply adding safety features to your own vehicle, the TecNiq K30 Grille Lights are a great solution, with guaranteed performance. TecNiq Inc. is an engineer owned & operated company with a strong commitment to excellence. We begin with a simple belief in offering the greatest value, the highest quality lighting solutions, and great customer care. We use the highest quality LEDs, materials, and offer market leading technologically advanced lighting solutions. From emergency response vehicles, fleet vehicles, construction trailers, boats, heavy or light duty equipment, you can expect your lights to work every time. Our goal is to exceed your product quality expectations. We feel so strongly about our commitment to quality, that we back every one of our products with a nononsense Lifetime Warranty. Technical Features •

IP68 Rated-Sealed light for dust and waterproof

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TecSeal Urethane Potting-Guaranteed circuit board protection

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Impact resistant lens

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UV Resistant automotive grade polycarbonate lens

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Rated LED Life-50,000–100,000 hrs

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Lifetime limited warranty

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Available in (3), (6), or (12) LED models

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21 different color and lens combinations

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Designed, Engineered, and Assembled in the USA

www.NATM.com

Member News Tesa Introduces New, Easy-to-Use Masking Tape Charlotte, N.C.—Finding just the right masking tape to meet the demanding requirements of industrial painting applications can be difficult, at best. Too often, manufacturers are forced to stock multiple, hard-to-work-with masking tapes, each for different needs—including general purpose, fine-line and hightemperature applications. For masking made easy—for everyone— tesa has introduced tesa® 4338 Green, a high-performance, finger-friendly masking tape solution that can withstand multiple high-temperature drying cycles across a variety of applications. tesa® 4338 Green reduces complexity and increases process efficiencies for manufacturers and provides improved operator friendliness— both during masking and removal. According to Stefan Sell, Director, General Industrial Markets, tesa North America, specialty vehicle and boat manufacturers and painting operatorsidentified a number of specific challenges they face when choosing a high-temperature masking tape.

“Customers told us that traditional masking tape solutions for the transportation market—including boats, RVs, trucks, and trains—can be challenging to apply, degrade easily in sunlight and result in messy paint lines,” Sell said. “Painted items can’t be left outside for drying—and have to be remasked to withstand multiple drying cycles. For operators, masking tapes can be hard to unwind, difficult to reposition— and many leave residue behind. Plus, some tape backings can be tough on operator’s fingers.” tesa’s dedicated technical team blends in-market expertise with a passion for solutions. Armed with these customer insights, they set out to develop the ideal high-temperature masking tape – addressing their unique concerns. “We love adhesion,” said Claudia Ramirez, Application Solutions Engineer, tesa North America. “Our self-adhesive products and technologies solve complex problems across a wide variety of industries—making our customers’ world just a little better, one application at a time.

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“Through close customer collaboration, we aspired to develop a durable, highlyvisible masking tape specifically for multiple high-temperature drying cycles. By leveraging our extensive adhesive knowledge, and taking a solutionoriented approach, we arrived at tesa® 4338 Green—one masking tape for all,” Ramirez said.

The benefits of tesa® 4338 Green were confirmed in North American customer trials. This included outdoor UV resistance under challenging conditions in Nevada. Operators were especially pleased with its conformability and ease-of-handling during application. Sell added that the unique adhesive qualities of tesa® 4338 Green make it easily repositionable and can help painters achieve sharp paint lines. And, with up to seven days of UV resistance, this bright green masking tape is durable and allows for temporary outdoor storage. “tesa® 4338 Green offers good adhesion balance,” Sell said. “That means it goes on well, sticks well, leaves no residue, and is easy to unwind. tesa® 4338 Green can help you simplify your painting operations with a single high-performance tape, increase your painting process efficiencies—and show your operators you care by providing a tape that’s a joy to work with.” About tesa tesa is a leading manufacturer of pressure-sensitive adhesives serving the appliance, automotive, building supply, electronics, industrial, paper and print, and transportation industries. Our range of products and solutions provides value and high performance across a variety of markets and applications and are developed to address specific needs. Working with tesa is a truly collaborative experience. We are creating the bonds that drive people and the world forward.

www.NATM.com

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New Member Update

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Regular ABD EQUIPMENT & PARTS LLC 8110 NW 66th St Miami, FL 33166 www.abdequipment.com • Agricultural/Farm, Dump, Equipment, Motorcycle, Utility/ Flatbed Alliance North America 11100 Hope St Cypress, CA 90630 www.anacorp.com • Portable Equipment Cinergy 3 West LLC 6902 West Hadley St Phoenix, AZ 85043 www.duraprotrailers.com • Dump Crucible 100 Contractor Dr Bozeman, MT 59718 • Aluminum, Custom Design, Gooseneck, Living Quarters, RV/ Towable, Specialty FMW SPRAYERS Campo 106 Cuauhtemoc, 31610 Mexico www.fmwsprayers.com

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• Agricultural/Farm, Auto Hauler, Custom Design, Equipment, Gooseneck, Horse, Landscape, Livestock, Mobile BBQ/ Smoker, Motorcycle, Portable Equipment, Specialty, Utility/Flatbed Ground Zero Shelters, Co. 4600 Independence Rd Perry, OK 73077 www.crownlinebygz.com • Utility/Flatbed Legend Mfg., Inc. 7945 N Alger Rd Alma, MI 48801 www.legendmfginc.com • Auto Hauler, Cargo, Equipment, Landscape, Motorcycle, Snowmobile/ATV, Utility/ Flatbed P&C Trailer & Repair, LLC 3624 State Hwy 171 Malone, TX 76660 • Utility/Flatbed

Teton Trailer Manufacturing LLC 2856 N Holmes Ave Idaho Falls, ID 83401 www.tetontrailer.com • Equipment Trailer Masters LLC 31 Madison Blvd Canastota, NY 13032 • Enclosed Cargo United Alloy Texas 1721 8th St Seguin, TX 78155 www.unitedalloy.com • Equipment

Associate Bron Tapes 875 W Ellsworth Ave Denver, CO 80223 www.brontapes.com • Adhesives/Tapes

Dealer Affiliate Trailer King Builders 7730 Pinemont Dr Houston, TX 77040

Peach Cargo, LLC www.trailerkingbuilders.com 230 Talley St Adel, GA 31620 www.peachcargo.biz • Auto Hauler, Cargo, Concession, Custom Design, Enclosed Cargo, Gooseneck, Motorcycle

www.NATM.com

The Difference is Durability. The Quality is Hutchens.

The 9700 Series With Springs to Support Your Utility Trailer

We now offer two great choices of three-leaf, high-arch, steel springs: Our 12,000 lb. GAWR springs for 42.5” and 44” axle spacings Our 15,000 lb. GAWR springs for 49” axle spacings

Either spring can be used with the Hutch 9700 Series suspension and configured to fit your needs.

Visit www.hutchensindustries.com for more information.

The Hutch 9700 Series.

For Challenging appliCations

LICATIONS ENGING APP FOR CHALL

LPC Gas Springs are available in both Black Nitride and Stainless Steel all at factory pricing and a large inventory is in stock for immediate shipment.

LK, TAPES, CAU LS, FOAM COATINGS TRIMS, SEA INDUSTRIAL SEALANTS,

INNOVATIVE

PVC Foam and High Bond Tapes: As the exclusive distributor of Gaska Tape products we offer high density foam tapes, Hi-Bond tapes, vinyl glazing tape, and polyethylene foam tapes at competitive prices.

Since 1969 LaVanture Products Company has been providing customers with the highest quality products to meet the challenging applications of today’s competitive markets. LaVanture offers products to meet the needs of custom applications in the industry.

PRODUCTS

All of these have passed our rigid quality standards. If we sell it... we stand behind it!!!

Call for our new catalogs.

New LaVanture Line of Sealants: LaVanture Products is proud to announce our new sealant line including great quality products including, MS Polymers, Silicones and many others. We have partnered with a quality manufacturer to provide a great product at a great price.

Conspicuity Tapes: We are a national distributor for 3M D.O.T. Diamond Grade Conspicuity Tape.

LaVanture Products | Post Office Box 2088 Elkhart, IN 46515-2088 | E-mail: sales@lavanture.com Phone: 800-348-7625 | Fax: 800-348-7629 www.lavanture.com | www.conspicuity.com

Applications: • Tool Boxes • Door and Window Seals • Truck Caps and Tonneau Covers • Truck Bodies • Made Cargo Trailers in the USA • Utility Boxes • Fiberglass Doors • Work Truck Doors • Marine • Recreational Vehicles • Roof Sealant We also stock complete lines of high quality EPDM Seals, Trim Seals, Edge Trims, Butyl Tapes, Caulks and Sealants.

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Articles inside

Member News

Pam Daugherty Receives Pam O’Toole Trusdale Woman in Manufacturing Award

Joel Bauer Receives 2021 Outstanding Regular Member Award

Ty Scott Receives 2021 Associate Member Young Professional Award

Richard LaVanture Receives 2021 Outstanding Associate Member Award

Nathan Uphus Receives 2021 Regular Member Young Professional Award

How Can Manufacturers Become More Agile in a Post-COVID-19 World?

Forging Stronger Virtual Connections Among Employees

COVID-19 Vaccine: What to Know

Readying Trailers for Spring

Huth Ben Pearson Supports Manufacturers: Bending and End Forming Machines

Mac’s Tie Downs: The Toughest Tie Downs

Correlating VIN Numbers with NATM Decal Numbers

Black Rhino Charges Ahead

VIN Deciphering Scheme Software: An Alternative to Manual Calculation

NATM Dealer Compendium Offers In-Demand Resources for Dealerships

Dealer Corner: Take Your Profit First

NATM Dealer Affiliate Committee

Tire Recordkeeping Requirements for Dealers

How to Sell Compliance—A Marketing Kit Exclusively for NATM Dealer Affiliates

Strategies and Tools to Attract New Talent: Employee Recruitment

History of the NATM Compliance Verification Program: Timeline

How to Access the NATM Job Board

History of the NATM Compliance Verification Program

Employee Retention through Successful Organization Culture

Addressing the Workforce Shortage through Diversity and Inclusion Efforts: A Series

Inappropriate Connection Leads to Fatality Accident

Headquarter’s Report

Trailer Safety Week Set for June 6-12: Participation Guide

President’s Report

Maximizing Your NATM Membership Series: Social Media

117th Congress and Biden Administration Takes Shape

NATM Membership Update