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

Tracks 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.

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. 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

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

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

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.

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.

Customizable folding business cards for NATM Dealer Affiliates 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.

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.