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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March/April 2021
www.NATM.com