Tracks: March/April 2024

TRACKS

Not-for-Profit Philosophy

Shapes NATM Trailer Expo

Launching 2025

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STAFF

Tracks Editor

Samantha Darling LaCount • Samantha.Darling@natm.com

Executive Director

Alex Stowe • Alex.Stowe@natm.com

Assistant Director

Meghan Ryan • Meghan.Ryan@natm.com

Marketing Director

Savana Morrison • Savana.Morrison@natm.com

Technical Director

Scott Crimmins • Scott.Crimmins@natm.com

Education Director

Ginger Baker-Sanhueza • Ginger.BakerSanhueza@natm.com

Events Director

Alieen Valido • Aileen.Valido@natm.com

Quality Director

Abby Wiebler • Abby.Wiebler@natm.com

Compliance Manager

Sean Sloan • Sean.Sloan@natm.com

Dealer Programming Specialist

Andrea Boetticher • Andrea.Boetticher@natm.com

Senior Compliance Consultant

Aaron Langer • Aaron.Langer@natm.com

Compliance Consultant

Todd Stallbaumer • Todd.Stallbaumer@natm.com

Membership & Events Coordinator

Catie Rutkowski • Catie.Rutkowski@natm.com

Marketing Coordinator

Mary Klaire Perez • Mary.KlairePerez@natm.com

Bookkeeper

Sherry Palmeroni • Sherry.Palmeroni@natm.com

OFFICERS

President

Marco Garcia • U-Haul International, Inc.

Vice President

Andy Derr • M.H. Eby, Inc.

Treasurer

Nathan Uphus • Felling Trailers

Associate Member Representative

John Kerr • Marsh & McLennan

Past President

Marty Lorick • Triple Crown Trailers Inc.

About this publication: Tracks Volume 37 Issue 2 March/April 2024 is published six times a year (bi-monthly) for $50 per

DIRECTORS FEB. 2021 - FEB. 2024

Leo Akins • Forest River, Inc.

Andy Derr • M.H. Eby, Inc.

Rick Huddleston • White River Marine Group

John Kerr • Marsh & McLennan Agency

DIRECTORS FEB. 2022 - FEB. 2025

Charles Daugherty • Red Fern Dynamics

Andy Gehman • MGS Incorporated

Daniel Luby • BoatMate Trailers, Inc.

Nathan Uphus • Felling Trailers

DIRECTORS FEB. 2023 - FEB. 2026

Bill O'Hara • Dexter

Jon Devitt • Midwest Industries, Inc.

Jeff Jones • Statistical Surveys, Inc.

Dustin Miller • Cross Trailers, Inc.

Mike Story • LOOK Trailers

Michael Etheridge • Wylie & Son, Inc.

Steve Courreges • Taskmaster Components

President’s Report

By Marco Garcia, U-Haul

I am proud to welcome you to this year’s Special Dealer Issue of Tracks Magazine. In addition to our usual circulation of readers, this issue is sent out to thousands of trailer dealers across the United States in order to spotlight compliant trailer manufacturers, as well as educate dealers on industry issues and the importance of compliance.

It is important for trailer manufacturers, suppliers, and dealers alike to understand that the National Association of Trailer Manufacturers (NATM) is a 501(c)(6) not-forprofit association that is dedicated to making roadways safer through compliance with applicable federal safety regulations and education on safe trailering practices.

The Association was founded in 1987 by five trailer manufacturers in Chickasha, Oklahoma. Their original intention for coming together was to get better rates for product liability insurance, but over the years, the mission and member benefits evolved. In 1991, NATM debuted trailer manufacturing guidelines and, by 2002, had established the NATM Compliance Verification Program (CVP). In 2012, participation in and successful completion of the CVP became a mandatory component of membership for all trailer manufacturers.

We started out only representing manufacturers and have since expected to also include suppliers, service providers, automotive tow vehicle OEMs, and Dealers Affiliates. The Association’s goal of a unified trailer industry can only be accomplished with all of us working together. For our special Dealer Issue, I’d like to highlight the exciting new benefits being developed for the Dealer Affiliates.

In 2023, NATM created a new role and hired Andrea Boetticher as the Dealer Programming Specialist. Her sole focus is dealers and their needs. She’s been doing extensive backend work to find out what it is that will most benefit dealers by talking and meeting with dealers and working with the NATM Dealer Committee to build out the program benefits. The motto of this growth has been, “You asked, we listened.” NATM has been developing the programs dealers have requested, like focusing on increasing profitability. You can learn more about the expanded NATM Dealer Affiliate Program in this issue. NATM will offer dealers and their staff access to a private online community forum, NATM Connect, where they will be able to network, discuss topics and ideas, and ask questions. The community allows dealers to instantly engage with other professional peers who understand the same challenges and needs.

In addition to education and resources for dealer owners and their staff, the Dealer Affiliate Program will be offering additional resources for dealers to pass on to their customers. With its focus on safe trailering, NATM can serve as a bridge between dealers and their customers. NATM is stepping up its efforts to improve the safety of the nation’s roadways through increased awareness of safe trailering. And as an

NATM Dealer Affiliate, dealers show to customers that same commitment to safety. Warranty program info to be added.

“A cohesive industry is a successful industry. NATM wants to support dealers’ success. We know that the dealership business model is different from manufacturers. We also know that dealers are looking for different benefits and resources to boost their success. This is why NATM is creating a program and really building a community for trailer dealers, made specifically through feedback from those in the dealer industry,” said Andrea Boetticher.

As NATM grows the Dealer Affiliate Program, our goal is not just to provide solutions, but to shape the future of the trailer industry collaboratively. The Association is dedicated to crafting benefits that resonate with your needs and desires as dealers. Your insights fuel our innovation, and your participation isn't just invited – it's essential. Come be a part of this new chapter of growth and have your voice heard.

The most exciting development of the NATM Dealer Affiliate programming is the launch of the NATM Trailer Expo. NATM is expanding its educational efforts and support to trailer dealers through the launch of The NATM Trailer Expo: Elevating Dealer Succes. The first NATM Trailer Expo will take place in Oklahoma City, Sept. 16-18, 2025. For more information about this new event, turn to Page 9.

This Association is only successful thanks to the hardworking trailer manufacturers, suppliers, service providers, OEMs, and dealers that are committed to safety and compliance. If you are interested in joining the NATM Dealer Affiliate Program for only $150 annually, you can visit www.NATM.com/dealers, call (785) 272-4433 or email Andrea Boetticher, NATM Dealer Programming Specialist, at Andrea.Boetticher@natm.com. ■

Marco Garcia

Headquarters REPORT

By Alex Stowe, NATM Executive Director

HEADQUARTERS REPORT

By Alex Stowe, NATM Executive Director

Spring is finally starting to show up at headquarters. I am thankful National Association of Trailer Manufacturers was able to start another year with an amazing convention! Our 2024 annual Convention & Trade Show in Las Vegas was one of our most successful yet and I am thankful to both NATM Staff and members of the Association for helping to bring our industry together to continue our mission of promoting trailer safety and the success of the trailer manufacturing industry. NATM welcomes in our new members of the Board and new committee members.

NATM Staff and I are definitely looking forward to warmer weather finally returning. Spring also signals a boost in production and sales for this great industry, and focusing in on trailer safety will again be key as trailers get back out on the road in full force. With the spring thaw, NATM’s Compliance Team will begin traveling to visit members again and conduct our compliance verification program consultations throughout the rest of the year. These consultations aim to help ensure trailers are compliant with our program and meet minimum standards relating to trailer safety. This year will also see NATM providing resources to dealers in an attempt to better reach end-users and assist them with understanding how to safely use their trailers.

NATM has released a number of fantastic resources for dealers since they have been able to join NATM’s Dealer Affiliate Program, including the Dealer Compendium, which includes over 300 pages of federal and state regulatory information as well as consumer resources. The Association also launched a resource library, opening up access for both members and Dealer Affiliates to both technical and general business management resources including archived educational articles and on-demand webinars. Importantly, the online resource library contains information about how to use

NATM compliance as a sales tool. Additionally, NATM Staff are hard at work finding new ways to engage with Dealer Affiliates, and ensure that Dealer Affiliates see value in joining the Association. For more information about the many exciting developments we have to offer for Dealers, turn to Page 39.

The Association’s efforts to grow consumer awareness about safe trailering and regulatory compliance doesn’t end with manufacturers and dealers. NATM will be hosting the 7th annual Trailer Safety Week June 2-8, 2024. The Association is always looking for new Trailer Safety Week partnerships, and expanding content curated by industry experts. Finding an opportunity to engage 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, and are rewarded with brand promotion. The Partner level is the most intensive commitment to Trailer Safety Week and is reserved for industry experts who plan to curate content for Trailer Safety Week within their area of expertise. I hope you’ll join our effort to make roadways safer and sign up at www.TrailerSafetyWeek.com/interest.

2024 is off to a strong start and the Association has much in store for Members and Dealer Affiliates this year! New committees are underway, with goals that will continue to propel the industry 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. ■

Strengthening the U.S. Supply Chain

By Brody Garland, K&L Gates

Since the start of the COVID-19 pandemic, supply chain concerns have been top of mind for all Americans, and according to Department of Transportation (DOT) Secretary Pete Buttigieg, supply chain resilience and response continue to be a top priority for the Biden Administration going into 2024.

During the October Meeting of the Advisory Committee on Supply Chain Competitiveness (ACSCC), a committee created to provide the Secretary of Commerce with “advice on national freight infrastructure and freight policy,” Secretary Buttigieg shared insight on DOT’s work to strengthen supply chains and US competitiveness.

In his remarks, Buttigieg emphasized the ways in which the pandemic showed how “vulnerable or … susceptible to disruption so many U.S. supply chains were,” and how critical strengthening them continues to be in the fight against inflation.

He said the Administration’s goal is not only to build up supply chains but to bring more of their elements to the U.S. This sentiment echoes the Administration’s “Made in America” policies which look to boost domestic manufacturing capacity and increase reliance on U.S. supply chains.

In the meeting, Buttigieg offered several ways DOT has advanced these goals, including:

Standing up the Office of Multimodal Freight Infrastructure and Policy (Freight Office)

As stated in the Infrastructure Investment and Jobs Act, also known as the Bipartisan Infrastructure Law (BIL), the Freight Office is responsible for administering and overseeing certain multimodal freight grant programs and conducting research on improving multimodal freight mobility.

Continuing the Development of Freight Logistics Optimization Works (FLOW)

FLOW is a DOT-industry partnership created to increase data sharing across the freight industry. Specifically, FLOW provides participants with “aggregate incoming container demand and supply-side asset availability” so they can better understand “supply chain performance to enhance overall fluidity and maximize asset utilization.”

Working with State DOTs

DOT is working with State Departments of Transportation to identify interstate freight needs and investment opportunities to ensure federal funding is supporting national freight policies when it comes to strengthening U.S. supply chains.

Providing Funding Opportunities

DOT is also advancing supply chain investments through discretionary funding, including a recent $653 million to port improvement projects through the Port Infrastructure Development Program (PIDP) which “provides planning support, capital funding, and project management assistance to improve capacity and efficiency of ports in both urban and rural areas.”

Building out the Trucking Action Plan:

Finally, DOT is improving its collaboration with the Department of Labor on the Trucking Action Plan, an initiative to “increase the supply of truck drivers by creating new pathways into the profession.” Buttigieg noted that truck parking is a huge issue for supply chains as fewer and fewer drivers are able to find “convenient, reliable, predictable access to safe parking” and often have to leave the profession as a result.

The lessons learned from the COVID-19 pandemic and subsequent supply chain crisis are crucial for companies and customers at every point in the supply chain. As businesses look to build out capabilities and compete on a global scale, it will be imperative to use all resources available to ensure the safe, efficient, and productive delivery of goods. ■

WE’RE GOING BACK TO OUR ROOTS

Nearly 40 years since our inception, NATM is returning to where it all began, but this time incorporating dealers and offering a trade show featuring trailers. NATM will celebrate the success, growth, and expansion of the association as it continues to unify the trailer industry.

SEPTEMBER 16-18, 2025

Oklahoma City, OKC | OKC Convention Center

The NATM Trailer Expo will focus on Elevating Dealer Success. NATM is the only not-for-profit 501(c)(6) in the light- and medium-duty trailer industry and has nearly 40 years of experience providing reputable resources and benefits.

Not-for-Profit Philosophy Shapes

NATM Trailer Expo Launching 2025

By Meghan Ryan, NATM Assistant Director

As the not-for-profit 501(c)(6) trade organization that brought you Trailer Safety Week, the National Association of Trailer Manufacturers (NATM) is expanding its educational efforts and support to trailer dealers through the launch of the NATM Trailer Expo: The ultimate light- and medium-duty trailering event of the year. The first NATM Trailer Expo will take place in Oklahoma City, Sept. 16-18, 2025.

This event will bring together all key stakeholders of the light- and medium-duty trailer industry, including trailer dealers, trailer manufacturers, suppliers, service providers, and automotive tow vehicle OEMs. The target audience to attend and walk through the Trailer Expo includes trailer dealers, as well as fleet and government purchasing agents.

The NATM Trailer Expo will, of course, feature an exposition of trailers under 26,000 lbs GVWR on the trade show floor. Additionally, suppliers and service providers that assist dealerships will also be welcome to exhibit. Booth sales for the 2025 Trailer Expo will open this summer.

Information about the booth sales process and dates can be found on Page 21, but make sure to sign up for communications regarding the show atwww.NATM.com.

Trailers with a Purpose: NATM Reinvesting Trailer Expo Profits for a Better Industry

As the leader in national towing safety efforts, dealers have looked to NATM for resources for their customers and their businesses. Over the last decade, NATM has fielded frequent requests to close the gap that exists in the trailer dealer realm regarding reputable education, business resources, and selfgovernance. As requested, NATM is exponentially expanding its dealer support efforts, for more information turn to Page 39. To foot the bill, the NATM Trailer Expo was created.

Similar to NATM’s annual Convention & Trade Show held in February that funds Association programming dedicated to trailer manufacturers, the NATM Trailer Expo will utilize the revenue generated from the event to fund dealer-specific programming and benefits. As a not-for-profit association, the profits generated from the Trailer Expo will be reinvested into Dealer Affiliate benefits and industry-wide programming such as Trailer Safety Week, the launch of the 501(c)(3) nonprofit National Trailer Safety Council, the NATM Academy, Dealer Connect network, and more. No other

continued on pg 9

organization in the light- and medium-duty trailer industry utilizes booth sales, sponsorship dollars, and registration revenue to further nationwide trailer safety efforts and launch costly programming to assist trailer dealers.

The primary focus of NATM is directed toward generating benefits for its members and affiliates to further its mission to improve trailer safety. As a not-for-profit, NATM prioritizes the member and affiliate interests over its own financial gains as it serves the entire light- and mediumduty trailer industry. The Association operates with a commitment to fostering a mutually beneficial environment for its members and affiliates rather than seeking profits for itself. This approach underscores NATM's dedication to supporting and advancing the interests of the trailering community, reinforcing a collaborative and safetydriven mindset for all key stakeholders at every level.

Back to Our Roots: Returning to the Beginning

NATM was founded in Chickasha, Oklahoma, in 1987 when five livestock trailer manufacturers unified for better benefits. Nearly 40 years since its inception, NATM is returning back to its roots with its first Oklahoma-based event geared specifically for trailer dealers in Oklahoma City. This event will celebrate the success, growth, and expansion the Association has had over the last four decades leading the industry.

The OKC offers an exceptional dining and drinking scene for offsite, after-hours networking with customers

Returning “Back to Our Roots” in Oklahoma marks a fresh restart, a full circle, in programming in which NATM launches a new chapter for the trailer industry – this time incorporating trailer dealerships. The launch of The NATM Trailer Expo demonstrates NATM’s understanding of the importance of unifying for the greater good of the trailer industry – just like the five original founding member companies understood back in 1987.

Embracing a collective vision for advancing end-user towing knowledge, NATM is starting a new chapter of collaboration. The trailer industry is stronger together, and this unification is a major step forward in improving towing traffic safety at all levels, as well as supporting the profitability of its members and affiliates.

OKC: Where the Heartland Meets Cutting-Edge Technology

Oklahoma City's tagline is, “Where the heartland meets cutting-edge technology” which is also a fitting description of the trailer industry's rural roots and its future incorporating technology to improve the industry at the manufacturing level, sales level, and end-user level.

Not only is OKC conveniently located in the heart of the nation, it sits in the midst of the trailer manufacturing

continued on pg 13

industry and lies within a three hours drive of Fort Worth, Texas, which has proven an ideal location for NATM's programming and contributed to record-breaking success for its annual February Convention & Trade Show.

OKC offers an exceptional dining and drinking scene for offsite, after-hours networking with customers. Fine dining and steakhouses, craft breweries, trendy bars, and sophisticated cocktail lounges are scattered throughout the city, offering a vibrant nightlife for attendees to unwind and socialize after a long day at the NATM Trailer Expo. Trailer dealers, manufacturers, and suppliers alike will have plenty of options to wine and dine their customers during the week of the show.

State-Of-The-Art Convention Center & Omni Host Hotel

The inaugural 2025 NATM Trailer Expo will be held at the Oklahoma City Convention Center which was completed in 2020. This convention center is a brand new, state-of-the-art

facility that stands as a testament to modernity and innovation. With its top-notch amenities, spacious meeting rooms, and expansive trade show floor, the OKC Convention Center will not only meet needs but exceed the highest of standards.

The Omni Oklahoma City Hotel is the host hotel for the event and is conveniently located directly across from the OKC Convention Center, which will host the event. Completed in 2021, the 17-story hotel offers luxurious guest rooms and dramatic views of the nearby Scissortail Park and the OKC skyline. Additionally, there is a rooftop hotel pool with downtown city views and excellent onsite dining and bar options. Take time for R&R after a week of working the show floor at Omni’s onsite Mokara Spa.

The Omni Oklahoma City Hotel stands out as a pinnacle of beauty and modernity among the venues at which NATM has previously hosted. Renowned for its luxurious accommodations, and sophisticated design, the Omni offers a truly exceptional experience for attendees. The

continued on pg 14

convenience of the neighboring hotel and exhibit hall locations cannot be beaten. NATM has negotiated a hotel room block rate of only $230 per night, and the hotel reservation link will be live this winter. Please note, NATM will not authorize any group hotel room services to call you or to solicit your business! These third parties also use the NATM logo in their communications, so please ensure to book with those with emails ending in @natm.com.

Elevating Dealer Success Takes Center Stage in Programming

The NATM Trailer Expo will focus on elevating dealer success. With a nearly four-decade track record, NATM has consistently demonstrated its unwavering commitment to its members by providing exemplary support, valuable resources, and dynamic programming and will continue to offer such at the NATM Trailer Expo.

Understanding the evolving needs of its Dealer Affiliates, NATM conducted a comprehensive survey across the country to gain insights into the specific requirements of dealers. The findings underscore a shared goal among dealers to enhance profitability and elevate the end-user experience and knowledge. These crucial insights gleaned from discussions with dealers will serve as the foundation for the NATM Trailer Expo programming with a focus elevating dealer success.

In her vast discussions and meetings with dealers, NATM

Dealer Programming Specialist Andrea Boetticher has found that these dealerships are small businesses, often familyowned and their main focus is profitability. As a result, the in-person educational lineup will be geared towards increasing profitability of dealerships. Profitability is not just determined by the sales process, but overall business practices which NATM plans to assist with. Boetticher also has found that dealers want to meet with their peers, and NATM intends to create business engagement groups and connect dealers with non-competitors to discuss challenges, solutions, and more.

NATM is soliciting feedback from Dealer Affiliates on what topics they want addressed with the in-person workshop lineup. To help curate the future of NATM Trailer Expo programming, participate in the Trailer Expo Location and Workshop Survey by scanning the provided QR code. Have an idea for additional programming or interested in joining as a Dealer Affiliate for only $150 annually? Visit www.natm.com/ dealers or email dealers@natm.com for more information.

Participate in the Trailer Expo Location and Workshop Survey.

Looking Ahead: Fort Worth, TexasOctober 6-8, 2026

The Association is looking ahead and already planning future NATM Trailer Expos in the coming years. Building on the success of previous events, the 2026 NATM Trailer Expo will be in Fort Worth, Texas, from October 6-8, 2026. Mark your calendars now!

Texas, known for its booming trailer manufacturing industry, has proven to be an ideal location for NATM's programming, contributing to record-breaking success. Its central location makes it convenient for NATM trailer manufacturer members to drive in and exhibit their latest models. Additionally, the strategic location is perfect for dealers to visit and engage throughout the week. NATM is committed to expanding and enhancing the event and is actively seeking input from Dealer Affiliates on their location preferences to ensure continued growth and success. To be a part of this exciting initiative, interested parties can easily participate by scanning the provided QR code on the facing page.

NATM is excited for this new chapter in the Association, and looks forward to seeing you in OKC in 2025! If you have any questions regarding the 2025 NATM Trailer Expo, contact NATM Events Director Aileen Valido at Aileen.Valido@natm. com or (785) 272-4433. Interested in joining as a Dealer Affiliate for only $150 annually? Visit www.natm.com/dealers or email dealers@natm.com for more information. ■

Fine dining and steakhouses, craft breweries, trendy bars, and sophisticated cocktail lounges are scattered throughout OKC offering a vibrant nightlife for attendees to unwind and socialize after a long day at the NATM Trailer Expo.

NATM Trailer Expo

› Date: September 16-18, 2025

› Location: Oklahoma City, OK

› Venue: OKC Convention Center

› Host Hotel: Omni Oklahoma City Hotel

2025 Trailer Expo Developing Schedule

By Meghan Ryan, NATM Assistant Director

Oklahoma City, Oklahoma

Sept. 16-18, 2025

Monday, Sept. 15

8:00 a.m. – 6:00 p.m.

Exhibit Hall ABC

Exhibitor Move In

6:00 p.m. – 9:00 p.m.

Convention Welcome Event with Dueling Pianos

Tuesday, Sept. 16

8:00 a.m. – 7:00 p.m.

Registration

8:00 a.m. – 6:00 p.m.

Exhibit Hall ABC

Exhibitor Move In

9:30 a.m. – 11:00 a.m.

Room: 208AB

Elevating Dealer Success Sessions

11:15 a.m. – 1:30 p.m.

Room: Ballroom B

Awards Lunch & Keynote

2:00 p.m. – 3:45 p.m.

Room: 208AB

Elevating Dealer Success Sessions

4:30 p.m. – 6:00 p.m.

Room: 209B

Dealer Affiliate Orientation & Reception

6:00 p.m. – 7:30 p.m.

Room: Ballroom B

Dealer's Reception

Wednesday, Sept. 17

7:00 a.m. – 4:30 p.m.

Registration

7:30 a.m. – 11:00 a.m.

Exhibit Hall ABC

Exhibitor Move In

8:00 a.m. – 9:30 a.m.

Room: 208AB

Elevating Dealer Success Sessions

9:30 a.m. – 10:00 a.m.

Coffee Break

10:00 a.m. – 11:00 a.m.

Room: 208AB

Elevating Dealer Success Sessions

11:30 a.m. – 5:00 p.m.

Exhibit Hall ABC Trade Show Open

11:30 a.m. – 1:00 p.m.

Exhibit Hall ABC

Lunch with the Exhibitors

4:00 p.m. – 5:00 p.m.

Exhibit Hall ABC Trade Show Reception

Thursday, Sept. 18

9:00 a.m. – Noon Trade Show Open

12:00 p.m. – 5:00 p.m.

Exhibit Hall ABC

Exhibitor Move Out

Friday, Sept. 18

7:30 a.m. – 5:00 p.m.

Exhibit Hall ABC

Exhibitor Move Out

Unveiling the NATM Difference

H OW A NOT-FOR-PROFIT TRADE ASSOCIATION INVESTS PROFITS FOR PURPOSEFUL PROGRAMMING

By Meghan Ryan, NATM Assistant Director

The National Association of Livestock Trailer Manufacturers (NALTM) was founded in 1987 when a group of horse and livestock trailer manufacturers met in Chickasha, Oklahoma. The Association was incorporated in Texas in 1990. By 1992, this young Association realized that all manufacturers of light- and medium-duty trailers faced the same business, regulatory, and legislative issues. So, the Association dropped the “Livestock” from its name and became the National Association of Trailer Manufacturers (NATM).

NATM is a trade association, a membership organization governed by its members for the benefit of its members and the industry in general. Trade associations that meet the requirements of Internal Revenue Code section 501(c)(6) are entitled to be exempt from federal income tax as “business leagues,” thus qualifying as not-for-profit organizations. NATM filed for and was granted 501(c)(6) tax-exempt status by the Internal Revenue Service (IRS) on April 1, 1991.

IRS Exemption requirements:

The IRS defines a “business league” as an association of persons having some common business interest, the purpose of which is to promote that common interest and not to engage in a regular business of a kind ordinarily carried on for profit.

› To be exempt as a business league, an organization's activities must be devoted to improving business conditions of one or more lines of business (as distinguished from performing particular services for individual persons). It must be shown that the conditions of a particular trade or the interests of the community will be advanced. Merely indicating the name of the organization or the object of the local statute under which it is created is not enough to demonstrate the required general purpose.

› No part of a business league's net earnings may inure to the benefit of any private shareholder or individual and it may not be organized for profit to engage in an activity ordinarily carried on for profit (even if the business is operated on a cooperative basis or produces only enough income to be self-sustaining).

› To be exempt, a section 501(c)(6) organization must receive meaningful membership support.

› Trade associations and professional associations are business leagues.

NATM is a not-for-profit 501(c)(6) trade association. It is governed by a set of bylaws investing governing power in an elected board of directors. The Board owes a fiduciary duty to the Association’s members. The Board hires the Executive Director to manage the day-to-day affairs of the Association and instructs the Executive Director through written Board-adopted policies that prescribe the organizational goals to be achieved. The Board also develops policies instructing the Executive Director to achieve Board specified results, for specified recipients, at a specified cost.

The Board also appoints a Finance Committee. Each year, the Finance Committee prepares a balanced budget for the Association to ensure the Association has adequate resources to fund programs and remain financially sound. If revenues exceed expenses, the excess revenue is allocated to “reserves” with the goal of accumulating sufficient funds to cover a number of months’ operating expenses – in NATM’s case, six to twelve months of operating expenses – to ensure the Association remains financially sound through economic downturns. Reserves are also used to fund special projects when technical, regulatory, or legislative issues impacting the industry arise that must be addressed by the Association. All excess revenue not placed in reserves is rolled back into Association-run programs to benefit members and to keep dues and convention registrations at an affordable rate.

Not-for-profit organizations must maintain complete transparency, and their 990’s filed annually with the IRS may be viewed online and are on file for public inspection at the Association headquarters office. If you want to check whether an organization you belong to is a nonprofit or not-for-profit, you can check it out at www.guidestar.org. This is also a good resource to check on 501(c)(3) (charitable) organizations to verify if donations to the organization are tax-deductible. Dues to trade associations – a 501(c) (6) – are deductible as a business expense, less any amount dedicated to lobbying. This non-deductible amount must be disclosed on membership renewal forms. For 2024 membership dues, NATM estimates 5% are non-deductible. ■

For more information about NATM’s not-for-profit 501(c)(6) status, contact NATM Executive Director Alex Stowe at Alex.Stowe@natm.com.

DURABILITY IN EVERY DETAIL

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Trailer Expo Booth Selection for 2025 OKC Event

By Meghan Ryan, NATM Assistant Director

The National Association of Trailer Manufacturers (NATM) is using Map Your Show’s online booth sales software again for the NATM Trailer Expo which will be held at the Oklahoma City Convention Center in Oklahoma City, Sept. 16-18, 2025. This program allows real-time booth selection and significant time savings for exhibitors.

The opportunity to select space at the 2025 Trailer Expo will be made available in the following phases:

NATM Trailer Manufacturing Members that have been a member beginning 1987-12/31/2012 will be able to select their booth spaces August 21 - October 4.

NATM Trailer Manufacturing Members that have been a member starting 1/1/2013-Today will be able to select their booth spaces beginning October 7.

All NATM Associate Members serving trailer dealers will be allowed to choose booth space beginning October 28. Non-members will be allowed to choose booth space beginning November 18.

On the day your booth selection window opens, you will receive an email from NATM notifying you that

the booth sales application is now available online for your company. The email contains a unique code that when entered, pre-populates the online booth sales application. Once logged in, exhibitors can view the 2025 trade show floor plan and select the desired booth(s).

During the completion of the online application, exhibitors pay for their booth(s) with a credit card. Once NATM approves the application, an email containing login credentials to the exhibitor dashboard is sent. The dashboard allows exhibitors to update their company profile and contact information and view other important information relevant to the upcoming show.

As always, the sign up for booth space is first come, first served. You can sign up at any time after your group’s window begins. If you miss the window for your group, the privilege of choosing during your group’s time is lost. Be sure to mark your calendar to remember to sign up as soon as you receive your email from NATM!

If you have any questions regarding how to book your exhibit space at the 2025 NATM Trailer Expo, contact NATM Events Director Aileen Valido at Aileen.Valido@natm.com or (785) 272-4433. ■

Support the Industry Through NATM Trailer Expo Sponsorships

By Aileen Valido, NATM Events Director

The National Association of Trailer Manufacturers (NATM) is headed to Oklahoma City for the 2025 Trailer Expo taking place Sept. 16-18, 2025, and the Association has several sponsorship opportunities available. Sponsoring the Trailer Expo helps NATM’s effort to improve safety and the goal of unifying the industry.

As the only not-for-profit trade organization in the lightand medium-duty trailer industry, the revenue generated from the NATM Trailer Expo will directly fund the NATM Dealer Affiliate and membership programming and benefits. Additionally, NATM is bringing in dealers to help lead programming with representation on the NATM Board of Directors and a committee.

Not only does sponsoring provide excellent brand exposure and visibility within the light- and medium-duty trailer manufacturing realm, but it also demonstrates your commitment to the industry. If you are looking to reach the decision-makers in the industry, this is the event to make an impression! What better way to market to attendees than to show your support of NATM by sponsoring an item or event at the Trailer Expo?

The NATM Trailer Expo offers an array of sponsorship opportunities to elevate your brand, including the following sponsorships, which are available:

Registration Desk - $7,500

› Your company’s logo and booth number will be the first thing attendees see as they approach the registration desk.

Keynote Speaker - $8,000

› Sponsor the keynote speaker at the Awards Luncheon and have your brand prominently displayed during the introduction and closing of the speech.

Workshop Sessions - $6,500

› By sponsoring the three Technical Forum Sessions, your company will get the opportunity to briefly speak before each session begins. Branded table signs are placed on tables each day. Branded materials also may be set out by the sponsor.

NEW! Virtual Swag Bag- $850

› Reach attendees ahead of the event with your coupons, special event offers, and booth information by advertising in the 2025 NATM Expo Virtual Swag Bag email featuring exhibitor highlights and special offers.

Full Prospect Reach - $1,500 | 4 Available

› Registration Announcement, Holiday Email, Early Bird Registration, Flash Sale emails to be sent out prior to the event.

Attendee Badge - $3,000

› Reach every single conference attendee by placing your company’s logo on all pre-registered attendee badges. This badge grants access to events and is given to all pre-registered attendees when they arrive at the expo.

Sponsorships play a crucial role in strengthening your marketing strategy. They enable you to connect with a specific and engaged audience, contributing essential financial support to facilitate top-notch education, networking opportunities, and trailer exhibitions. This benefits trailer dealers, manufacturers, suppliers, and service providers specializing in units under 26,000 lbs GVWR. These events showcase a collaborative platform, uniting trailer dealers with trailer manufacturers, suppliers, and service providers offering components and services tailored to enhance the success of dealerships and service departments.

If you have any questions about the 2025 NATM Trailer Expo Sponsorships, contact NATM Events Director Aileen Valido at Aileen.Valido@natm.com or call (785) 272-4433. ■

A New Haul NATM Brings F&I to Trailer Dealers

By Tariq Kamal, Portfolio

Dealer Affiliates have a new opportunity to add revenue and maximize service and sales retention by offering customers a trailer service contract and a tire-and-wheel protection product endorsed by the National Association of Trailer Manufacturers (NATM).

As executive director of the National Association of Trailer Manufacturers (NATM), Alex Stowe says the organization’s mission is to promote trailer safety and advance the success of the light- and medium-duty trailer industry. Advancement depends on new ideas, and a promising one arrived on Stowe’s desk last summer: Collaborate with a Finance and Insurance (F&I) products provider and administrator to create and deploy service contract products specifically designed for light- and medium-duty trailers and offered to consumers by NATM Dealer Affiliates.

“We’ve been hearing from dealers about supplementing income and enhancing profitability, and this would directly provide dealer affiliates with a new revenue stream,” Stowe says. “Margins are getting so tight. We knew products like these — vetted, quality products — would provide them a decent return while affording valued protection to their customers.”

With that, the process of brokering a partnership and deploying the program nationwide began.

The Big Idea

Stowe and Sanja H.Abdic both credit longtime NATM Board Member John Kerr of Marsh McLennan Agency (MMA) with hatching the idea to create NATM-endorsed F&I products. H.Abdic is vice president of warranty management and automotive segment lead at Marsh, a global insurance broker. Kerr is a certified insurance counselor with its sister company MMA. He has spent more than twenty years in the trailer industry, where he has experience offering insurance services to trade associations.

H.Abdic says Kerr presented her the concept and the pair started to vet the idea.

“We engaged with NATM’s leadership team and started the process of tailoring this solution with NATM in mind,” H.Abdic says. “We identified a significant opportunity for creation and distribution of protection products through the NATM Dealer Affiliates that would provide protection products to end consumers while giving trailer dealers a new revenue stream with no overhead.”

NATM and Marsh quickly agreed that selecting the right provider was paramount to the process. At the end of a multi-step due diligence process conducted by Marsh, they chose Portfolio. Founded in 1989 and headquartered in Southern California with offices in Ohio and Texas, Portfolio is among the nation’s largest F&I product providers and administrators. H.Abdic says scale was important, but expertise was the deciding factor.

“We needed a provider that was vertically integrated and could handle dealer enrollment, program sales, training and claims administration, but we also needed experience in the RV/trailer space, because this industry is so unique,” H.Abdic says.

So different, in fact, that many of Portfolio’s competitors have yet to touch RVs, let alone trailers. The provider’s vice president of sales, Chad Millspaugh, says expertise and credibility in those spaces is hard-earned.

“We felt Portfolio was the right choice because of the time we’ve put into understanding what trailer dealers need and how those needs are different from those of an RV dealer,” Millspaugh says. “That gave us the ability to create good products, relatively quickly, that will meet the needs of NATM and its dealers.”

The Products

At the outset, there are two products in the NATM-branded Portfolio lineup: Trailer Protect Service Contract and Trailer Tire & Wheel Protect. Dealer Affiliate Program participants can offer one or both products with or without an onsite licensed repair facility. Dealers who do offer service will be paid retail rates for parts and labor and benefit from a 40-mile “tieback” provision that returns units in need of repair to their facility.

Trailer Protect reimburses customers for the cost to repair or replace covered components, including suspension, brakes, manual jacks, hydraulic pumps and jacks, battery charger or maintainer and interior and exterior components such as handles, latches, springs, and LED

continued on pg 30

Program Benefits

Portfolio’s F&I program offers a number of benefits to NATM Dealer Affiliates, including:

› New revenue from the sale of trailer service contracts and tire-and-wheel coverage.

› Additional service revenue, including retail parts and labor rates.

› Enhanced service and sales retention.

› Peace of mind and budget protection for trailer buyers.

›

enclosures. Optional coverage for solar panels, light commercial use, and mobile service calls also is available.

Trailer Tire & Wheel Protect offers coverage specific to tires and wheels damaged by road hazards — including the tow vehicle while towing the covered trailer. In addition to the cost to repair or replace damaged tires and wheels, customers are also reimbursed for mounting, balancing, disposal, and taxes. Optional coverages include Cosmetic Wheel (for damage that doesn’t affect performance) and Curb Damage (for tires and wheels that suffer curb impacts).

Both products come with reimbursement for towing and roadside assistance, and Tire & Wheel Protect also includes emergency travel and rental car reimbursement. All new and pre-owned utility trailers up to 10 model years old are eligible, and certain specialty trailers and trailers with living quarters may qualify under a separate pricing structure.

Millspaugh says the products are backed by Portfolio’s unwavering commitment to dealer and customer service. All available resources will be shared and all claims will be professionally and expediently adjudicated.

“We’re excited for the dealers, the relationship, and to see how we can grow together — both with NATM and this program.”

What’s Next

The program launched in late 2023 with a pilot of several dozen NATM Dealer Affiliates in the Midwest and Texas. It’s expected to go live nationwide by the end of May. Stowe hopes every dealer takes advantage.

“It benefits the entire industry — dealers, manufacturers, and suppliers, right down to the end users,” he says, noting that adding F&I products means adding positive touchpoints with trailer buyers. “Customers will know that, if something happens, they can actually go and get it taken care of.”

In the face of those tight margins and other economic headwinds, Stowe adds, selling service contracts and tireand-wheel coverage offers dealers a timely opportunity to engage and expand their service capabilities.

“With parts replaced and hours worked, at the retail rate, if you sell one service contract, you’ve made your NATM dues back for the year.”

Tariq Kamal is the marketing director for Portfolio and a 15-year veteran of the retail and fleet industries. ■

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Top 10 Reasons to Join NATM as a Dealer Affiliate

By Andrea Boetticher, NATM Dealer Programming Specialist

Are you a trailer dealership looking to enhance your business, improve profitability, and prioritize safety in the trailer industry? Look no further than the NATM Dealer Affiliate Program. With ten compelling reasons to join, this program offers exclusive benefits, emphasizing your dealerships’ success. Created by dealers for dealers, this not-for-profit association channels its profits back into programs that benefit you as affiliates. At an affordable $150 per year, the NATM Dealer Affiliate Program is an invaluable investment for your dealership's success and safety-conscious reputation. Join today at www.NATM.com/dealers.

› Attend the 2025 NATM Trailer Expo for FREE: NATM Dealer Affiliates qualify for two free full registrations, two free spouse registrations and one free room night at the host hotel*(while supplies last). This is a $1,700 value all for only $150 membership. For more information about the inaugural 2025 NATM Trailer Expo, turn to Page 9.

› Gain access to the NATM Dealer Affiliate Program benefits (link to article detailing the five categories of exclusive benefits just for dealer affiliates).

› Show your customers you care about safety. NATM is a standard for safety and quality in the trailer industry. Becoming an NATM Dealer Affiliate reinforces to your customers that your business cares about those standards.

› NATM can serve as a bridge between you and your customers when it comes to safe trailering. With an increased focus on creating awareness of safe

trailering in consumers, NATM is stepping up its efforts to improve the safety of the nation’s roadways.

› The NATM Dealer Affiliate Program can help increase your dealership’s profitability by unlocking access to quality education and curated programs.

› Dealers get many different opportunities to engage with the industry and learn from the best – your peers.

› Be part of something bigger and have your voice heard. Becoming an NATM Dealer Affiliate gives you the opportunity to have your voice heard in the industry by other dealers, manufacturers, and suppliers.

› The NATM Dealer Affiliate Program is built for dealers by dealers. The program was created from within and dealers have a voice in what is created.

› Don’t go it alone! Small business leaders do it all but don’t have to do it by themselves. Join the community and feel the strength in numbers.

› NATM exists to help boost your profits, not its own. NATM is a not-for-profit trade association whose mission is to promote trailer safety and the success of the light- and medium-duty trailer industry. Profit generated goes right back into the Association’s programs to create what YOU want from your association.

Join today at www.NATM.com/dealers for only $150 per year, or contact dealers@natm.com or call (785) 272-4433 for more information. ■

NATM Dealer Affiliate Program: A Detailed View of the Expanded Benefits

By Andrea Boetticher, NATM Dealer Programming Specialist

You’ve read about the top 10 reasons to join NATM as a Dealer Affiliate — and reason #1 is the amazing benefits tailored specifically for dealers. Here they are in more detail.

Education and Resources

This category of the Dealer Affiliate program aims to provide dealers with access to professional development opportunities, industry knowledge sharing, and resources for consumer education and awareness of safe trailering.

Online Education through NATM Academy

Full courses, micro-courses, and professional development training will be accessible online and on-demand through the NATM Academy. Dealers and their staff will be able to complete education on their own time through the NATM’s online education platform.

All course content will be created with industry subject matter experts to guarantee relevance to dealers, with content organized under the following focus areas:

› Dealer Owner

› Leadership Development

› Financial Management

› Operations Management

› Office management

› Sales Department Management

› Service Department Management

› Part Department Management

Additional information on the NATM’s Education Roadmap and the launch of the NATM Academy will be available in the coming months.

Dealer Management Guides

The NATM Dealer Management Guides are best practices, standards, and templates for everything related to operating a trailer dealership. Developed with dealer industry experts, Dealer Affiliates will be able to search through and utilize these PDF management guides on a variety of topics including:

› Business Plan Development

› Job Descriptions and Salaries

› Employee Manuals

› Financing and Contracting Procedures

› Banking and Credit Card Procedures

› Fraud Detection

› Records and Retention

› Product Liability

› Inventory Control Processes

› Workforce Development

› Customer Relations

› Emergency Response Plan

› How to Buy and Sell a Dealership

› More topics TBD by Dealers

Education and Resources for Dealers’ Customers

In addition to education and resources for dealer owners and their staff, the Dealer Affiliate Program will be offering additional resources for dealers to pass on to their customers. With its focus on safe trailering, NATM can serve as a bridge between dealers and their customers. NATM is stepping up its efforts to improve the safety of the nation’s roadways through increased awareness of safe trailering. And as an NATM Dealer Affiliate, dealers show to customers that same commitment to safety.

Dealer Affiliates have access right away to NATM’s existing trailer safety education resources such as brochures on safe towing, pre-departure checklists, and fact sheets on state towing laws, regulations and requirements. On top of that, NATM is working on creating an even more robust catalog of customer resources on safe trailering, including a suite of online interactive tools like a glossary of trailering terms, guides on how to understand trailer labels and weight ratings, as well as infographics on how to properly load a trailer.

Network and Community

The NATM Dealer Affiliate Program provides many opportunities for dealers and their staff to engage with each other and industry partners — the program itself is built by the community of trailer dealers.

NATM Connect — A Private Online Community Forum

NATM Connect is an online community forum where Dealer Affiliates can engage in discussion and receive feedback and resources from other professional peers around the trailer industry. The community forum is private and provides a space for authentic discussion that doesn’t include pushy sales pitches or outsiders with unclear motives.

NATM Dealer Affiliates are encouraged to share successes and challenges, bring questions, give constructive feedback, and provide perspective in all manners related to operating and working at a trailer dealership.

The community forum is structured like any other discussion board. Users can post topics and pose questions under industry specific and relevant categories. This includes categories that align with other dealer program benefits, such as sales, parts, and service department operations, leadership development, financial management, office management, and talent and HR management. In addition, users can create categories to really make the forum their own.

Opportunities for Volunteering through the NATM Dealer Affiliate Committee

NATM is a not-for-profit association dedicated to the success of the trailer industry. It exists to serve the industry and can only operate with participation from dealers. With that in mind, there are opportunities for dealers to volunteer with the Association to help build programs like the Dealer Affiliate Program.

The purpose of the trailer Dealer Affiliate committee is to help ensure that NATM continues to deliver value that aligns with dealer needs. This committee will guide continued program development and serves as an opportunity to unify the industry and improve trailer safety. Dealer Affiliates serve on the committee for a year at a time and are given the opportunity to work on projects with other dealers as well as NATM staff, providing a meaningful volunteer experience.

Business Engagement Groups

The NATM Dealer Business Engagement Groups will be an opportunity for dealers to interact with a small group of non-competing peers to explore topics related to business management, growth, and profitability. In each engagement group, dealers will be able to discuss challenges, build relationships with peers, and brainstorm ways to implement new ideas.

Services and Solutions

When professionals in an industry come together with their association, there are huge benefits. One of the benefits is a market curated specifically for dealers’ business needs. This third benefit category — services and solutions — will take form in two major ways.

Affinity and Discount Programs

In addition to the existing services available to Dealer Affiliates, NATM will be building out its affinity program to offer beneficial services and solutions to dealers. The NATM affinity programs are thoroughly vetted by dealers to ensure the program is beneficial and provides true

cost savings. One of these affinity programs is the new warranty program detailed in the cover story of this edition of Tracks, available only to NATM Dealer Affiliates.

Services and Solutions Directory

Since word of mouth is often the best recommendation, NATM will be offering Dealer Affiliates a services and solutions directory, with listings coming straight from dealer peers. This directory will include everything from CRM systems, financial and accounting software, to website hosting, marketing solution providers, IT management and cyber security solutions and more. The directory will be an objective source to help dealers search for something new or switch providers.

News and Publications

Tracks Magazine

NATM Dealer Program Affiliates continue to receive a subscription to Tracks Magazine. Printed bimonthly, the magazine includes technical articles, industry updates, Association news as well as other relevant topics for the trailer industry.

What do you want to read about? NATM is always taking requests on what dealers find relevant and want to read about. Tracks also regularly hosts articles featuring dealers and their businesses at no cost! If you have a topic suggestion or are interested in a feature article, contact Advertising@natm.com.

Dealer Monthly eNewsletter

In the coming months, NATM will be developing a monthly eNewsletter specifically for trailer dealers with curated topics just for them.

Industry Data and Surveys

NATM will be providing valuable industry data and surveys so dealers can forecast trends and measure their business operations against the broader industry.

This category will focus on three major areas including economic outlook webinars and resources, trailer dealer industry surveys, and workforce surveys. More details will be coming in the future.

As NATM Staff and the Dealer Affiliate Committee continue to expand the NATM Dealer Affiliate Program, NATM would love to hear from you. If you have questions about the program or have a dealer who is interested in joining, contact the NATM Dealer Programming Specialist Andrea Boetticher at Andrea.Boetticher@NATM.com or join online for only $150 annually at www.NATM.com/dealers. ■

Empowering Trailer Dealers A Glimpse into NATM's Dealer Affiliate Education Program

By Ginger Baker-Sanhueza, NATM Education Director

The National Association of Trailer Manufacturers (NATM) has been at the forefront of promoting trailer safety for nearly four decades. While NATM traditionally collaborated with trailer manufacturers, industry suppliers, and service providers, the organization recognizes that trailer safety can only be significantly improved through dealer interaction and consumer education. As a pivotal step in achieving this goal, NATM is proud to introduce the NATM Dealer Affiliate Program, a groundbreaking initiative aimed at unifying and promoting the success of the trailer industry and enhancing trailer safety. This program offers a range of educational and training topics designed to empower Dealer Affiliates and improve dealership profitability. Here is a sneak peek into the diverse training topics available for NATM's Dealer Affiliates, highlighting how they contribute to the success of dealerships.

Sales Department Management:

The sales department training provides valuable insights into the critical processes that drive customer relationship building. It covers essential sales techniques and effective communication strategies to enhance the dealership's overall sales performance.

Parts Department Management:

NATM understands the importance of efficient inventory management, order fulfillment, quality control, and proper documentation and reporting. The parts department training equips Dealer Affiliates with the knowledge and skills to streamline these crucial functions.

Service Department Management:

The backbone of any dealership is its service department. This training delves into inspection and diagnostics, repair and maintenance practices, and strategies for delivering exceptional customer service. It's a comprehensive guide to effectively managing the service side of the business.

Leadership Development:

Strong leadership is vital for the growth and success of a dealership. This training focuses on enhancing professionals' ability to manage and improve interactions with others. It also covers strategic planning, decision-making, talent management, and motivation to foster a dynamic leadership team.

Dealer Owner Training:

Running a dealership involves various aspects, from mergers and acquisitions to strategies for increasing service department efficiency. This training program addresses supply chain and vendor management and equips dealer owners with the knowledge and tools needed for successful dealership operations.

Talent and HR Management:

Recruiting and retaining the right talent is a key driver of success in the dealership industry. This training covers employee recruitment and retention, onboarding and orientation, performance management, and all aspects of talent development.

Office Management:

Efficient office management is crucial for seamless dealership operations. This training explores software utilization, cybersecurity, customer service best practices, effective documentation, and scheduling/calendar management.

Financial Management:

Managing finances is a critical aspect of dealership success. The financial management training program covers financial planning, reporting functions, payroll, bookkeeping, budgeting, and purchase orders to ensure financial stability and growth.

NATM's Commitment to Trailer Dealers:

“A cohesive industry is a successful industry. NATM wants to support dealers’ success. We know that the dealership business model is different from manufacturers. We also know that dealers are looking for different benefits and resources to boost their success. This is why NATM is creating a program and really building a community for trailer dealers, made specifically through feedback from those in the dealer industry,” said Andrea Boetticher, NATM Dealer Programming Specialist.

“As we grow the Dealer Affiliate Program, NATM’s goal is not just to provide solutions, but to shape the future of the trailer industry collaboratively. We are dedicated to crafting benefits that resonate with your needs and desires as dealers. Your insights fuel our innovation, and your participation isn't just invited – it's essential. Come be a

part of this new chapter of growth and have your voice heard,” said Meghan Ryan, NATM Assistant Director.

The NATM Dealer Affiliate Education Program represents NATM's unwavering commitment to educating and empowering the trailer industry. The Education Director will work closely with Boetticher to ensure that the educational topics and themes offered align seamlessly with NATM's overarching goals. NATM aims to advance the trailer industry as a whole by providing a robust platform for Dealer Affiliates to acquire the knowledge and skills essential for success. This program not only unifies the industry but also serves as a testament to NATM's dedication to creating a vibrant and informed community of trailer dealers. Keep an eye out for the forthcoming online courses, webinars, and training modules that will be instrumental in shaping the future of trailer dealerships and, ultimately, trailer safety.

For more information about NATM Dealer Affiliate benefits or to become more involved in the development of new programming, contact Andrea Boetticher, NATM Dealer Programming Specialist, at Andrea.Boetticher@natm.com or by calling (785) 2724433. To join as a NATM Dealer Affiliate for only $150 annually, visit www.NATM.com/dealers. ■

NATM Launches New Dealer Affiliate Program Benefit NATM Connect

By Andrea Boetticher, Dealer Programming Specialist

An important part of any affiliation is the opportunity to connect with those who understand your interests and challenges best. One of the new benefits included in the National Association of Trailer Manufacturers Dealer Affiliate Program provides exactly those opportunities.

NATM Connect is an online community forum where Dealer Affiliates can engage in discussion and receive feedback and resources from other professional peers around the trailer industry. The community forum is private and provides a space for authentic discussion that doesn’t include pushy sales pitches or outsiders with unclear motives.

NATM Dealer Affiliates are encouraged to share successes and challenges, bring questions, give constructive feedback, and provide perspective in all manners related to operating and working at a trailer dealership.

The community forum is structured like any other discussion board. Users can post topics and pose questions under industry specific and relevant categories. This includes categories that align with other dealer program benefits, such as sales, parts, and service department operations, leadership development, financial management, office management, and talent and HR management. In addition, users can create categories to really make the forum their own.

Visit NATM Connect at http://forum.natm.com to start your discussion today! Do you have dealers that would benefit from NATM Dealer Affiliate programming, or are you a dealer interested in joining? Visit www. NATM.com/dealers to join today for only $150. For more information, contact us at Dealers@natm.com or by calling (785) 272-4433 ■

Why should you and your dealership staff use NATM Connect?

Support and Collaboration

If you operate with a small team, NATM Connect allows staff to gain support and opportunities to collaborate that potentially they are unable to do with just their coworkers, which could aid in improving their job functions and help them succeed.

Access to Knowledge and Expertise

NATM Dealer Affiliates represent the core knowledge base of the industry and decades of crucial experience. NATM Connect allows you to instantly tap into that expertise.

Opportunities for Networking

NATM Connect allows you and your staff the opportunity to build your network, forming bonds and relationships for both professional and personal growth and development.

Increased Staff Motivation and Engagement

Sharing experience and commonality of interest can lead to greater staff motivation and engagement as it helps your staff learn and grow in their jobs.

LIFTING & LEVELING GET LIFTED!

Celebrating Trailer Safety Week as Dealerships

By Savana Morrison, NATM Marketing Director

Trailer Safety Week (TSW) is an annual nationwide awareness campaign launched by the National Association of Trailer Manufacturers (NATM) aimed at increasing awareness of the importance of trailer safety, educating consumers about proper trailer maintenance and usage, and creating a stronger alliance between stakeholders of the industry, including trailer dealers, manufacturers, and customers. Last year alone, TSW reached hundreds of thousands of individuals and earned recognition at the federal level.

First launched in 2018, TSW sought to help bridge the gap of communication between trailer manufacturers and endusers. Talking about the importance of trailers built to meet required Federal Motor Vehicle Safety Standards (FMVSS) can be daunting as consumers do not understand the complex regulations governing compliant trailer manufacturing. They recognize that they would not purchase a car without seat belts, but they do not understand that buying a trailer without key safety features can be just as dangerous. Customers are vastly under-educated on the proper use of trailers, and it is crucial to utilize the connections that dealers and manufacturers have with consumers in order to raise awareness of proper towing techniques and maintenance.

Getting involved in this important industry campaign shows potential customers that the dealership is a leader in the industry and truly committed to trailer safety. By joining this trailer safety movement, you can impress customers and instill confidence in the company’s dedication to safety. Participating in TSW is easy!

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. The TSW team 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 dealership’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 the dealership’s typical customer.

TrailerSafetyWeek.com also houses a free towing safely guide to ensure trailer users have readily accessible safety information at their fingertips. Wow your customers by highlighting this free safety resource that reminds them your dealership is looking out for them and their wellbeing long after they leave the lot. Topics include:

› Hitching

› Loading

› Trailer Maintenance

› And more!

Now especially, safe trailering practices are important. The National Highway Traffic Safety Administration (NHTSA) is cracking down on compliance violations, and two recent accidents have brought to light the importance of safe trailering practices. One accident, previously covered in an article on behalf of NHTSA, resulted in a fatality due to inappropriately connected safety chains between the tow vehicle and towed unit which led to disconnection on a highway. Last year, safety chains saved a couple dangling nearly 100 feet above a river.

Safe trailering practices save lives, and with millions of trailers — used by businesses, local governments, and individuals — traversing the nation’s roadways every day, it is crucial to ensure that trailers are being towed safely for the sake of everyone on the roads. NATM calls upon trailer dealers to join the movement in making roadways safer one trailer at a time.

The 2024 Trailer Safety Week will take place June 2-8.

Learn more at:

TrailerSafetyWeek.com/Interest or email:

TrailerSafetyWeek@natm.com ■

Dealer Corner Readying Your Trailer for Spring

By Scott Crimmins, NATM Technical Director

It’s time to get your trailer ready for warmer weather! After a long winter sitting unused, make sure your trailer is safe before you hit the road. Below are recommendations for readying your trailer 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 you 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. You can find the correct tire pressure for your tow vehicle in the owner’s manual or on the tire information placard. Under-inflation 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. Over-inflation 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 your 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 you have two safety chains and inspect for wear or damage. When you hook to the towing vehicle, cross the chains, so if the hitch comes loose, the crossed chains will catch the hitch.

Wheel Bearings:

Check your wheel bearings before returning your 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 your 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 in accordance with the owner's manual specifications.

Jacks and Accessories:

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 you have good visibility.

Tow Vehicle Tools, PPE, and Accessories:

Make sure you 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 you packed up is suitable for both the vehicle and trailer capacities. Pack work gloves, safety glasses, and a mat or blanket in case you need to complete maintenance procedures or change a tire. Make sure all the tools are functioning correctly before packing.

continued on pg 46

Flooring, Body, Fenders, Cargo Securement Attachments, and General Trailer Structure:

Inspect trailer flooring for chips, cracks, and excessive wear. Make sure body panels and fenders are secure and in normal functioning order. Visually inspect the trailer structure to make sure nothing has rusted out or worn out during the harsh winter months. Replace or secure parts if necessary.

Welds:

Give the trailer a once over visual inspection for cracked welds. Welds often break, especially when trailers are regularly subjected to heavy loads. Inspect carefully, as even hairline cracks can escalate quickly to much larger problems. Pay special attention to the stress points of the trailer when inspecting. In particular, check where the tongue attaches to the trailer and the points where the spring hangers are welded to the trailer frame.

Ramps and Tailgate:

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.

Route Planning:

Plan ahead and determine your route by checking for restrictions, bridges, tunnels, and avoidable construction zones.

For more information about proper trailer maintenance, refer to your trailer’s owner’s manual. Trailer safety resources are also readily available and free to use at www.TrailerSafetyWeek.com. ■

NATM Heads to Nashville for 2025 Convention & Trade Show

By Meghan Ryan, NATM Assistant Director

The National Association of Trailer Manufacturers (NATM) is headed to the Gaylord Opryland Resort & Convention Center in Nashville, Tennessee, Feb. 18-20, 2025.

NATM was originally headed to the Gaylord in 2021, but the event had unfortunately been canceled during the height of the pandemic and the Association is excited to debut this location to its membership.

NATM invites the entire light- and medium-duty trailer industry to be part of the NATM 2025 Convention & Trade Show, which features suppliers and service providers exhibiting while trailer manufacturers walk the show floor. This gathering will take place at the enchanting Gaylord Opryland Resort and Convention Center in the heart of Nashville. Mark your calendars for Feb. 18-20, 2025 and get ready for an unforgettable experience.

What to Expect at NATM’s 2025 Convention & Trade Show:

The NATM Convention & Trade Show is the industry's premier event and the only such event run by a not-forprofit trade association – so all of your fees are directly funneled back into the creation of NATM Membership benefits. The event brings together trailer manufacturers, suppliers, service providers, and professionals from all over the country. Here's what you can look forward to:

› Educational Workshops

Gain insights into the latest industry trends, regulations, and best practices through a series of informative workshops and technical forums.

› Networking Opportunities

Connect with peers, build valuable relationships, and explore potential partnerships that can drive your business forward.

› New Product Showcase

Discover cutting-edge technologies, products, and services from industry leaders, and stay at the forefront of towing innovation.

› Industry Insights

Engage in discussions with experts and thought leaders to deepen your understanding of the ever-evolving trailer industry.

› Fun and Entertainment

Beyond the convention, experience the vibrant and lively city of Nashville. Enjoy the local cuisine, live music, and a vibrant arts scene.

continued on pg 50

Gaylord Opryland Hotel Room Block

Nestled amidst the vibrant culture of Nashville, the Gaylord Opryland Resort and Convention Center is a world-class venue known for its opulence and the perfect blend of business and leisure. The Gaylord Opryland boasts a large indoor atrium adorned with nine acres of lush indoor gardens, creating a breathtaking backdrop for networking, learning, and relaxation. NATM has negotiated a room block rate of $235.00 per night, and the reservation link will be available this summer at www.NATM.com.

Please remember, the only way to guarantee a room at the special NATM rate is to book directly from the NATM website. Please note, NATM has not authorized any group hotel room services to call you or to solicit your business! These third parties also use the NATM logo in their communications, so please ensure to book with those with emails ending in @natm.com.

Trade Show and Booth Space

The Trade Show exhibit hall is part of the Gaylord Opryland facility, ensuring easy access to all the latest products, technologies, and solutions in the trailer industry without ever leaving the building. Explore innovations and network with leading manufacturers, suppliers, and industry experts.

The NATM Member rate for a 10’ x 10’ booth is $2,000. Booth spaces for non-members are $4,000. Trade Show space will open to 2024 sponsors starting May 15. Following sponsors, non-sponsor exhibitors at the 2024 show will then select their spaces starting July 2. The opportunity to select space for the general membership will open Aug. 7, and non-members will be allowed to choose booth space beginning Sept. 4.

For more information about the booth selection process, turn to Page 56.

Food and Fun for All

Enjoy a variety of dining experiences with 15 restaurants and lounges to choose from in the Gaylord Opryland, from high-end gourmet restaurants to quick and convenient bites. The resort offers something for everyone, making your stay enjoyable and hassle-free.

Take advantage of the location and travel offsite to immerse yourself in the music capital of the world. Nashville offers endless dining and entertainment options, allowing you to experience the rich culture and traditions of this iconic city such as hot chicken, biscuits, and BBQ.

The Gaylord Opryland Resort is not just a business destination, it's also a fantastic place for family trips. The resort features an indoor/outdoor water experience called SoundWaves which is a 4-acre, 3-level luxury water experience with a recreation zone, ensuring entertainment for everyone. Make it a memorable experience and bring the whole family.

Sponsorships

As always, the NATM Convention & Trade Show would not be possible without the support of its generous sponsors. There are sponsorship opportunities available from $250 to $50,000 to fit any budget. Being a sponsor allows you to select your booth before previous exhibitors and the general membership, and provides a wide range of exposure, both electronically on NATM’s website and mobile app and in print on signage and branded events. This creates name recognition which helps drive customers to your booth.

New Attendee Promotion

Are you a new member trailer manufacturer? Are you a trailer manufacturer whose company has not attended in the last five years? You may qualify for NATM’s New Attendee Promotion!

The New Attendee Promotion includes two complimentary full registrations and up to two complimentary hotel room nights at the host hotel for the Convention while supplies last. Those interested in participating should contact NATM Membership & Events Coordinator Catie Rutkowski at Catie. Rutkowski@natm.com soon. Complimentary hotel rooms are on a first come, first served basis and will go fast.

Stay Tuned for Updates

Join in the NATM 2025 Convention for a truly unforgettable experience at the Gaylord Opryland Resort and Convention Center. Whether you're coming for business or looking to combine business and family leisure, this event is tailormade for you. More information will be provided via email this summer. To sign up for NATM Convention & Trade Show emails, visit www.NATM.com/convention.

Don't miss out on this fantastic opportunity to connect, learn, and thrive in the trailer industry. Save the dates, and we look forward to seeing you in Nashville in 2025! Questions about the show sponsorship opportunities or exhibit space? Contact NATM Events Director Aileen Valido at Aileen.Valido@natm.com or call (785) 272-4433. ■

2025 Nashville Convention Developing Schedule

Nashville, TN | Feb. 17-20, 2025

Monday, February 17th

Convention Welcome Networking Event

6:00 p.m. – 9:00 p.m.

Tuesday, February 18th

Registration

8:30 a.m. – 7:00 p.m.

Workshop Session 1

9:30 a.m. – 11:00 a.m.

Technical Forum Session 1

9:30 a.m. – 11:00 a.m.

Awards Lunch & Keynote Speaker

11:15 a.m. – 1:30 p.m.

› 11:15-11:45 - Lunch

› 11:45-12:15 - NATM Update and Awards

› 12:30-1:30 - Keynote Speaker

Exhibitor Move In - Exhibit Hall

Noon – 6:00 p.m.

Workshop Session 2

2:00 p.m. – 3:45 p.m.

Technical Forum Session 2

2:00 p.m. – 3:45 p.m.

NATM PAC Reception**

3:50 p.m. – 4:30 p.m.

Newcomer Orientation & Reception

4:00 p.m. – 6:00 p.m.

President’s Reception

6:00 p.m. – 7:30 p.m

**The PAC Reception may only be attended by NATM's "Restricted Class," which includes certain NATM employees, individual and other noncorporate NATM Members, and certain employees of corporate members with pre-approval.

Wednesday, February 19th

Registration

7:00 a.m. – 4:30 p.m.

Exhibitor Move-In - Exhibit Hall

7:30 a.m. – 11:00 a.m.

Workshop Session 3

8:00 a.m. – 9:30 a.m.

Technical Forum Session 3

8:00 a.m. – 9:30 a.m.

Coffee Break

9:30 a.m. – 10:00 a.m.

Workshop Session 4

10:00 a.m. – 11:00 a.m.

Technical Forum Session 4

10:00 a.m. – 11:00 a.m.

Trade Show Open - Exhibit Hall

11:30 a.m. – 5:00 p.m.

Lunch With Exhibitors - Exhibit Hall

11:30 a.m. – 1:00 p.m.

Trade Show Reception - Exhibit Hall

4:00 p.m. – 5:00 p.m.

Thursday, February 20th

Registration

9:00 a.m. – Noon

Trade Show Open - Exhibit Hall

9:00 a.m. – Noon

Coffee with Exhibitors

9:00-10:00 a.m.

New Product Display Awards

10:00 a.m. –10:30 a.m.

New Product Display Raffle

11:00 a.m.

Exhibitor Move Out Noon – 5:00 p.m.

Supporting a Greater Cause: Sponsorships Fuel Growth for NATM as Not-for-Profit

By Meghan Ryan, NATM Assistant Director

As a not-for-profit 501(c)(6), the National Association of Trailer Manufacturers (NATM) stands firmly in its commitment to advancing the light- and medium-duty trailer industry through educational and compliance efforts across the nation. At the heart of NATM’s programming and benefits lies the cornerstone of the Association’s funding: the annual NATM Convention & Trade Show.

The NATM Convention & Trade Show has evolved into an unparalleled showcase that unites trailer manufacturers, trailer dealers, suppliers, service providers, OEM automotive manufacturers, industry leaders, and key stakeholders from across the nation and abroad. The proceeds generated from the NATM Convention directly contribute to NATM’s robust portfolio of programming and initiatives to improve trailer safety at multiple levels. These include the NATM Compliance Verification Program, the newly launching NATM Academy, Trailer Safety Week, publications, and educational programming for the Association’s members.

NATM vigorously advocates for the interests of its members on legislative and regulatory matters at multiple levels. The Association saw great success with federal recognition of Trailer Safety Week this year and the passing of doubles towaway legislation previously. The annual Regulatory Roundup & Capitol Hill Visits serve as essential platforms, not only to raise awareness about pertinent industry issues but also to bolster the Association's advocacy efforts. The funds generated from sponsorships, booth sales, and registration at Convention directly support NATM's endeavors in lobbying for policies that protect the interests of its membership. The support NATM Members provide through sponsorship participation is directly funneled back to investing in the needs of member companies.

The money generated from the annual NATM Convention & Trade Show is used to improve trailer safety across the nation, and it is thanks to the support of sponsors that NATM is able to offset costs for the Association, attendees, and ultimately the industry at large. Not only does sponsoring provide excellent brand exposure and visibility within the light- and medium-duty trailer manufacturing realm, but it also demonstrates your commitment to the industry. If you are looking to reach the decision makers in the industry, this is the event to make a splash!

Sponsorships are available for the 2025 NATM Convention & Trade Show. The success of the NATM Convention is directly tied to the support of its generous sponsors. There are marketing and general sponsorship opportunities

available from $250 to $50,000 to fit any budget and strategy, including networking receptions, the welcome event, trade show lounges, and more! Being a 2025 sponsors allows your company early access to booth selection for the 2026 show in Fort Worth, Texas, and provides a wide range of exposure, both electronically on NATM’s website and mobile app and repeatedly printed in Tracks magazine. This name recognition will help drive customers to your booth and provide unique opportunities for your team to make meaningful connections with attendees. Check out a few of NATM’s most popular sponsorship opportunities left available:

Ribbon Wall - $5,000 ATTENDEE FAVORITE!

Provide attendees with a little flare on their name badges with a sponsored ribbon wall near registration. From NATM credentials such as committee work and company anniversaries to fun characteristics, attendees are sure to flaunt their ribbons with pride. Sponsors may provide ribbons of their choosing to be included on the wall pending NATM approval.

Hotel Keycard - $9,500

This sponsorship opportunity will go fast! Don’t delay, have your company’s logo on NATM Convention & Trade Show attendee’s room keycards.

Attendee Badge - $3,000

Reach every single conference attendee by placing your company’s logo on all pre-registered attendee badges. This badge grants access to events and is given to all preregistered attendees when they arrive at the convention.

NATM will work with you to find the sponsorship opportunity that best fits your company’s goals. You can find the full 2024 Sponsorship Brochure at www.natm.com/sponsor.

For all trade show or sponsorship questions, please contact NATM Events Director Aileen Valido for more information at Aileen.Valido@natm.com or by calling (785) 272-4433. NATM looks forward to seeing you in Nashville in 2025! ■

Booth Selection Process for 2025

Nashville

Convention & Trade Show

By Meghan Ryan, NATM Assistant Director

The NATM Convention & Trade Show features suppliers and service providers exhibiting on the show floor, while light- and medium-duty trailer manufacturers walk the floors to shop. Once again, NATM is using Map Your Show’s online booth sales software again for the NATM Convention & Trade Show which will be held at the Gaylord Opryland Resort & Convention Center in Nashville, Tennessee, Feb. 18-20, 2025. This program allows real-time booth selection and significant time savings for exhibitors.

The cost for NATM Members for a 10’x 10’ booth is $2,000. Booth spaces for non-members of NATM are $4,000. The booth cost includes two complimentary booth worker registrations, a 6’ table, two chairs, and a wastebasket.

The opportunity to select exhibitor space at the 2025 Trade Show will be made available in the following phases:

Phase 1: 2024 sponsors will choose their booths first in the order of their sponsorship levels during the following dates:

›

›

›

›

›

›

›

• $30,000 and higher – May 15 - 19

• $10,000 – $29,999 – May 20 - 28

• $7,500 – $9,999 – May 29 - June 3

• $5,500 – $7,499 – June 4 - 9

• $2,500 – $5,499 – June 10 - 16

• $1,000 – $2,499 – June 17 - 23

• $250 – $999 – June 24 - July 1

Phase 2: 2024 non-sponsor exhibitors select their booths July 2 – Aug. 6, 2024

Phase 3: The general membership will be allowed to choose booth space beginning Aug. 7, 2024

Phase 4: Non-members will be allowed to choose booth space beginning Sept. 4, 2024

On the day your booth selection window opens, you will receive an email from NATM notifying you that the booth sales application is now available online for your company. The email contains a unique code that when entered, pre-populates the online booth sales application. Once logged in, exhibitors can view the 2025 Trade Show floor plan and select the desired booth(s).

During the completion of the online application, exhibitors pay for their booth(s) with a credit card. Once NATM approves the application, an email containing login credentials to the exhibitor dashboard is sent. The dashboard allows exhibitors to update their company profile and contact information and view other important information relevant to the upcoming show.

As always, the sign up for booth space is first come, first served. You can sign up at any time after your group’s window begins. If you miss the window for your group, the privilege of choosing during your group’s time is lost. Be sure to mark your calendar to remember to sign up as soon as you receive your email from NATM!

If you have any questions regarding how to book your exhibit space at the 2025 NATM Convention & Trade Show, contact NATM Events Director Aileen Valido at Aileen.Valido@natm.com or (785) 272-4433. ■

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NATM Debuts 2023 Guidelines for Trailer Manufacturing

By Scott Crimmins, NATM Technical Director

The National Association of Trailer Manufacturers (NATM), known as the resource for safety and compliance for the light- and medium-duty trailer industry, has published the 2023 edition of Guidelines for Recommended Manufacturing Practices for Light- and Medium-Duty Trailers, better known as Guidelines. This extensive document is a prime benefit of NATM membership and takes the guesswork out of meeting federal requirements governing the manufacturing of trailers under 26,000 lbs. GVWR.

Building trailers to meet the federal regulations outlined in the NATM Guidelines is not optional. It is required by law and enforced by law enforcement every day on the nation’s roadways. However, it can be very time-intensive for trailer manufacturers to research the numerous federal rules, regulations, standards, and accepted industry practices that govern trailer construction.

NATM addresses this by compiling the Guidelines for Recommended Manufacturing Practices for Light- and MediumDuty Trailers. The document consists of over 400 pages of laws, regulations, rules, standards, and industry best practices. This information is gathered from resources including 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. The Guidelines are updated annually by industry experts who stay abreast of changing regulations and who vet the addition of recommendations and best practices.

Members report substantial time savings by utilizing the Guidelines, particularly on the topics of lighting and reflectors, VIN and data plates, gross vehicle weight ratings, and state brake requirements. While the Guidelines focus on U.S. regulations, many may have an interest in Canadian compliance. For more information, visit Transport Canada’s website at www.TV.GC.ca/en/transport-canada.html.

In recent years, the National Highway Traffic Safety Administration (NHTSA) has increased its enforcement activity concerning the compliance of motor vehicle manufacturers, including trailer manufacturers. NHTSA has placed particular concern on meeting tire recordkeeping requirements, which includes both manufacturer records as well as the provision of

TIN cards to dealers, distributors, and purchasers. This is only one of the many requirements outlined in NATM’s Guidelines.

NATM assists its trailer manufacturing members in avoiding costly fines and decreasing liability related to trailer compliance through the NATM Compliance Verification Program (CVP). The NATM CVP is an unbiased, thirdparty audit of the trailer manufacturing process and uses the Guidelines as the backbone for the program. The CVP provides biennial on-site consultations to trailer manufacturers and technical assistance throughout the entire process to ensure companies are manufacturing trailers consistent with Federal Motor Vehicle Safety Standards and other industry best practices.

Once a trailer manufacturer has successfully passed the Compliance Verification Program, the company is able to purchase NATM Decals and market their company’s dedication to fulfilling their safety requirements by participating in an unbiased, third-party audit of their trailers. If you are a manufacturing member and did not receive a link earlier to the 2023 edition of the Guidelines, please contact us using the information shown below.

For more information about how the National Association of Trailer Manufacturers can assist your trailer manufacturing company, visit www. NATM.com, email NATMHQ@natm.com or call (785) 272-4433. ■

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 National Association of Trailer Manufacturers 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 endusers 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.

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.

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.

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 inch by 24 inch 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!

Know Your Compliance Verification Program

By Scott Crimmins, NATM Technical Director

Established in 1987, the National Association of Trailer Manufacturers (NATM) serves as a voice of the industry for its over 1,100 Members and Affiliates, including manufacturers, suppliers, service providers, OEMS, 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 for Light- and Medium-Duty Trailers, better known as Guidelines. The Guidelines is a compilation of applicable Federal Motor Vehicle Safety Standards, regulations, and industry best practices all found in one easy-touse, organized compendium. The purpose of the Guidelines is to create easy access to reference materials and federal regulations 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 biennial consultation. The consultation features an extensive checklist of items, all pulled from the Guidelines, intended to ensure trailer manufacturing members

have the processes in place to build 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.

Although the CVP is conducted for manufacturing facilities, 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 neither 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 non-compliance, 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.

While compliance with federal regulations is the law, the commitment to having a third party verify compliance is no small undertaking. NATM Members must regularly undergo compliance consultations and when non-compliances are found,

continued on pg 64

members are given 60 days to make and provide proof of necessary corrections. When companies fail consultations and do not make the necessary corrections as required by program policies or refuse a consultation, their membership is terminated.

The choice to join NATM and expend resources to verify compliance deserves recognition and communicating that level of commitment to dealers and end-users can be one tool for increasing the marketability of trailers. An easy way to communicate this dedication is through the purchase and application of the NATM Compliance Decal. Purchase of the NATM Compliance Decal is only

available to members who have completed and passed their Compliance Verification Program consultation. To read more about the NATM Decal, turn to Page 61.

For more information on how dealers can market compliance to customers, refer to Page 60.

For questions about the CVP, contact NATM Technical Director Scott Crimmins at Scott. Crimmins@natm.com or call (785) 272-4433. ■

Statistically Speaking

By Jeff Jones, Statistical Surveys

Registration for the light- and medium-duty trailer industry was down 2.7% in August 2023. Below are the details of the market’s performance for the 5-Trailer Segments as reported by Statistical Surveys:

The following are the Top 5-States in sales growth for All Trailer Segments in the first 8-months of 2023.

Carolina North Dakota

Industry registrations for the 1st 8-months in 2023 are down 7.5% over 2022.

If there are any questions, or if Statistical Surveys can help, please contact Jeff Jones at (254) 7151314 or: jjones@statisticalsurveys.com ■

Considerations for Implementing an Effective Financial Wellness Program

Submitted by Marsh McLennan Agency

High inflation has contributed to employees’ financial stress, as many struggle to navigate higher prices, uneven wage growth, and credit card debt. According to management services company ADP, 8 in 10 employees live paycheck-topaycheck, and 25% don’t set aside any monthly savings. When employees are stressed about their finances, they’re more likely to be distracted, less engaged, and less productive at work.

The 2023 Employee Financial Wellness Survey by professional services company PricewaterhouseCoopers (PwC) found that 1 in 3 full-time employees say financial stress has negatively impacted their productivity at work.

Financially stressed employees are also twice as likely to search for other jobs, and nearly three out of four (73%) are more likely to be attracted to employers that care more about their financial well-being.

In today’s competitive business landscape, employers can use financial wellness programs to support their workforce and improve employee satisfaction, retention, and productivity.

The Impact of Financial Stress

Worrying about finances can negatively impact employees personally and professionally. In the past year, Employee Wellness Survey respondents said financial stress had negatively impacted them in the following ways:

› Sleep (56%)

› Mental health (55%)

› Self-esteem (50%)

› Physical health (44%)

› Relationships at home (40%)

Financially stressed employees are less likely to be engaged at work, feel a sense of belonging, or recommend their employer to friends or family. As a result, organizations may experience increased turnover, reduced productivity, and weakened company culture.

Understanding Financial Wellness Programs

Employers can offer financial wellness programs to help employees manage personal financial matters. These programs are designed to educate employees and help them reduce financial burdens. Financial wellness programs may include several resources, such as online education, budgeting tools, credit resources, and financial coaching or counseling. Examples of common financial topics include the following:

› Retirement planning

› Investments

› Debt management

› Household budgeting

› Credit management

› Savings

› Taxes

Financial wellness programs often go hand-in-hand with organizational initiatives that promote employee well-being, encouraging healthy behaviors that can contribute to positive mental and physical health.

Benefits of Financial Wellness Programs

Employers who address employee wellness issues, such as financial stress, may experience happier, healthier, and more productive employees. Financial wellness programs can benefit employers in the following ways:

Decrease employee stress

Financial wellness programs provide employees with the tools and knowledge they need to manage their finances effectively. This can reduce employee stress, improve productivity, and boost morale.

Reduce absenteeism

Financially stressed employees are more likely to take unplanned days off. This can disrupt team dynamics and harm productivity. Financial wellness programs can help employees manage their personal finances, resulting in fewer missed days of work.

Increase productivity

According to PwC, 56% of employees who are distracted by finances spend three hours or more per week dealing with or thinking about their personal finances at work. Financial wellness programs help employees regain control of their finances, which can create a more focused and productive work environment.

Improve attraction and retention

According to Bank of America’s 2022 Workplace Benefits Report, 84% of employers say that offering financial wellness tools can reduce employee attrition. Furthermore, financial

wellness programs are an attractive benefit that can improve employee attraction in a competitive hiring market.

Implementing Financial Wellness Programs

Traditionally, employers have offered financial support in the form of retirement plans, life insurance, and other financial and insurance benefits. However, retirement and financial benefits are just one aspect of a successful financial wellness program. To remain competitive, employers may want to consider providing a more comprehensive financial wellness program that provides employees with the tools, knowledge, and resources they need to get a handle on their spending and plan for future savings. These programs may include the following aspects or components:

› Financial education, including how to budget and avoid debt

› Loan consolidation opportunities

› Tools for budgeting and tracking spending

› Mortgage assistance and home-buying advice

› Access to financial experts who can advise on investing, saving, and retirement planning

› Emergency savings funds and loans

› Partnerships with financial planning organizations

› Tuition reimbursement programs

› Regular financial workshops

› Comprehensive retirement planning with employer matching

› Opportunities to buy group life insurance and other elective insurance

Employers can weigh the advantages of providing digital financial resources against the benefits of human counselors or advisors. Digital resources can provide employees with anonymous, round-the-clock access to financial education and management tools. However, humans may be more valuable to help employees understand complex financial issues and to keep employees engaged and motivated over the long term.

Conclusion

Financial wellness programs can benefit both employees and employers. These programs can provide employees with the resources they need to successfully navigate difficult financial times, manage and avoid debt, and plan for retirement. Employers that successfully implement these programs may experience improved attraction, engagement, productivity, and retention. For more information regarding workplace resources contact Lisa Clark with Marsh McLennan Agency at lisa.clark@marshmma.com. ■

Renewing NATM Membership for 2024 A Symbol of Dedication to Trailer Safety

By Meghan Ryan, NATM Assistant Director

As the only not-for-profit 501(c)(6) association serving the light- and medium-duty trailer industry, the National Association of Trailer Manufacturers (NATM) stands firmly in its commitment to advancing and unifying the light- and medium-duty trailer industry. For nearly 40 years, NATM has improved the safety of the roadways through its Compliance Verification Program and has facilitated invaluable connections among its members. As we approach a new year, NATM invites you to renew your membership and continue this journey with us. Renewing your NATM membership is a symbol of your ongoing dedication to the betterment of the industry and the improvement of trailer safety and performance.

NATM has evolved into an association that unites trailer manufacturers, trailer dealers, suppliers, service providers, OEM automotive manufacturers, industry leaders, and key stakeholders from across the nation and abroad. Annual membership dues directly contribute to NATM’s robust portfolio of programming and initiatives to improve trailer safety at multiple levels. This includes the NATM Compliance Verification Program, the newly launching NATM Academy, Trailer Safety Week, publications, and educational programming for our members.

The 2024 membership renewals were sent to main contacts in mid-November, which makes this the perfect time for the Association to reflect on how membership dues are critical in supporting the actions, services, and educational programming that NATM provides for its members and the light- and medium-duty trailer industry. NATM is constantly evaluating costs and benefits to ensure your annual membership investment is being met with valuable returns.

In 2023, membership dues allowed NATM to:

› Host the highly successful 2023 NATM Convention & Trade Show in Fort Worth, Texas, that featured over 1,500 attendees and a record number of exhibitors.

› Expand the NATM Staff with five new staffers to address educational programming, marketing, the Compliance Verification Program, dealer programming and events.

› Continue the Association’s Strategic Plan focusing on industry growth, increasing brand awareness, and continuously improving the NATM Compliance Verification Program.

› Grow the reach of the annual Trailer Safety Week, including the expansion of strategic partnerships and access to additional resources.

› Devote resources to marketing the NATM Compliance Verification Program and benefits of the Association to the industry as well as end-users to grow the value of the NATM Compliance Decal.

› Educate members of Congress during the annual Regulatory Roundup & Capitol Hill Visits.

› Update the 2023 Guidelines for Recommended Minimum Manufacturing Practices for Light- and-Medium Duty Trailers, also known as the Guidelines

› Host the 2023 Webinar Series “From Likes to Leads: Harnessing Social Media for Trailer Industry Success” to empower members to revolutionize their online presence and achieve remarkable growth through strategic social media marketing.

› Continue offering the NATM Association Retirement Plan for member companies to offer their employees.

For 2024, Membership Dues are:

› Regular Members (Trailer Manufacturers): $995

› Branch Regular Members (Trailer Manufacturers): $325

› Associate Membership (Suppliers/Service Providers): $860

› Branch Associate Membership (Suppliers/Service Providers): $150

› Trailer Dealer Affiliates: $150

› Branch Trailer Dealer Affiliates: $50

› Tow Vehicle OEM Membership (Automotive Manufacturers): $150

NATM’s commitment is to its members and ultimately to trailer safety. Supporting NATM Members’ ability to grow and prosper, while also contributing to the safety of the nation’s roadways, is what drives the Association’s work. Your support of this mission and your integral feedback along the way is vital to NATM’s success. NATM looks forward to continuing this important work in the coming year!

2024 NATM Membership Dues

Your 2024 NATM membership renewal notice was emailed to the attention of your accounts payable department in November. Dues will stay the same once again for 2024 as NATM understands the economic difficulties many companies are facing.

You have the option to renew your membership online at www.NATM.com.

Log into the NATM Member Compass to view and pay the invoice. Should you decide to pay online, please

advise accounts payable to disregard the notice.

Membership dues must be paid no later than Jan. 31, 2024. Any dues not received by Jan. 31, 2024, will be considered delinquent, and all membership benefits will be terminated until paid per the NATM Bylaws.

NATM greatly values your membership, and 2024 promises to be another fantastic year to be a NATM Member. You can pay by check, over the phone, or online at www.NATM.com using the NATM Member Compass section at any time.

If you have questions, contact NATM Membership & Events Coordinator Catie Rutkowski at (785) 272-4433 or Catie.Rutkowksi@natm.com. ■

Moving Forward with Compassion

TRAILER MANUFACTURERS ON THE ROAD TO AWARENESS

By Ginger Baker-Sanhueza, NATM Education Director

In the trailer manufacturing industry, some companies go above and beyond their primary business of building trailers. They extend their hands and hearts to support causes that matter deeply to them and their communities. The National Association of Trailer Manufacturers (NATM) would like to spotlight a few remarkable companies that demonstrated exceptional support for Breast Cancer Awareness in October.

Delco Trailers: "Haulin’ For Hope"

A company with a heart as big as its trailers based in Brookston, Texas, embarked on a mission that turned heads with something you don’t see every day – a hot pink dump trailer. Delco Trailers, a prominent name in the trailer manufacturing industry, took Breast Cancer Awareness

continued on pg 72

Delco Trailers presents check to Texas Oncology. Photo provided by Kyran Hollje at Delco Trailers

Haulin' for Hope's Pink Trailer Photo provided by Delco Trailers

Month to a whole new level with their "Haulin’ For Hope" initiative. The name, "Haulin’ For Hope," encapsulates the belief that a united community can provide hope to those affected by breast cancer. They aimed to bring warmth, solace, and financial assistance to local breast cancer patients.

Recognizing the profound challenges faced by individuals undergoing breast cancer treatment, Delco Trailers invited their supporters to contribute in a heartwarming way. They set up their pink-themed dump trailer as a donation station in front of their building, offering a place for their community to donate new blankets and hats for patients undergoing cancer treatments.

In addition to this, Delco Trailers provided more ways for supporters to show solidarity by offering a limitededition pink Delco t-shirt for purchase and pink ribbons, with all proceeds benefiting Texas Oncology, a key player in the fight against breast cancer in their state.

"As a company deeply rooted in our local community, we believe in the profound impact of giving back,” said Willy Dyck, the Chief Operating Officer of Delco Trailers. ʻHaulin’ For Hope’ is not just an initiative. It's a testament to our commitment to those battling breast cancer in our community. We understand the importance of community support during challenging times, and we are honored to play a part in providing comfort, hope, and unity to those affected. Together, we can make a difference."

Diamond C Trailers: A Heartfelt T-Shirt Fundraiser

Diamond C Trailers takes its inspiration from their traditional family values and their dedication to, “Serve One Another.” Their commitment to their Mt. Pleasant, Texas, community and compassion shone through in their t-shirt drive to support Breast Cancer Awareness.

Team members were the driving force behind this initiative. They bought custom black t-shirts with a pink Diamond C logo. All the proceeds were directed towards supporting the Titus Regional Medical Center. The result was a generous donation of $2,000, reflecting the dedication of both the company and its employees to making a meaningful impact in the fight against breast cancer.

“While the hospital was the primary recipient of the proceeds, Diamond C Trailers also organized a separate t-shirt fundraiser to support one of our own team members who is battling breast cancer,” said Nikki Hatfield, the Marketing Director for Diamond C.

This heartfelt gesture showcased the company's commitment to looking after their own and highlighted the bonds of support that exist within the Diamond C Trailers family.

Down 2 Earth Trailers Thinks Pink

Baxley, Georgia, is known for its southern charm, but it's also home to a company with a big heart. Down 2 Earth Trailers’ (D2E) project began with a desire to give back to their community and make a positive impact. This initiative took shape with the idea to participate in Breast Cancer Awareness month. They did this by painting a utility trailer light pink and donating the proceeds to breast cancer research. Beyond this noble cause, it was also an opportunity to honor and recognize the members of their own staff who had been touched by breast cancer, either as survivors or in memory of loved ones who have passed.

Heather Gonzales, Marketing Director for D2E, emphasized the heartwarming response they received from their staff, noting that even welders offered their time and skills to contribute to the project. Many staff members shared their personal stories, creating a profound sense of unity and support within the company.

The project not only paid tribute to those who had

Delco Trailer employees gather for a picture to award Texas Oncology with their donation.

Photo provided by Kyran Hollje at Delco Trailers TRACKS

battled breast cancer but also served as a touching visual reminder of the cause. Images of the custom pink utility trailer were shared on social media, alongside heartfelt tributes and names of either staff members or their family members who had been touched by breast cancer.

"I would hope that we can continue to do this annually so we can continue to give back," Gonzales said.

In the world of trailer manufacturing, these companies stand out not only for their quality products but for their commitment to making a difference. They demonstrate the power of community and compassion, bringing hope and support to those affected by breast cancer. Even though Breast Cancer Awareness Month has since come to a close, their efforts are long-lasting, reminding the community that support for important causes extends far beyond the manufacturing floor. ■

Member Feature: You’re Never More than Six-Feet from 3M Product

By Samantha Darling LaCount, NATM Tracks Editor

“You’re never more than six feet away from a 3M product,” is the company saying. With more than 60,000 3M products used in homes, businesses, schools, hospitals, and other industries, that probably tracks.

“People think of 3M as Post-its® and Scotch® Brand Tape, but we’re obviously much more than that,” said Sam Werner, 3M Activation Marketer. “We’re all around you all the time.”

The fact that its products are so versatile makes it easy to find multiple applications for the same technology. Werner spent a lot of her 3M career on the commercial construction side before transferring to the industrial side a year ago. In that short time, she’s already seen how similar technology can be used by a wide range of customers.

“It is kind of cool how different applications can translate from industry to industry. Similar technologies even can be used in a wide variety of markets and at different scales,” Werner said. “We have VHB Tape that holds windows in skyscrapers and we also have VHB Tape that’s teeny tiny enough to hold a display in an appliance. It’s the same technology but it can be used in a lot of different ways.”

It may be surprising that a company that touts corporate operations in 70 countries and sales in 200 makes one of

its most significant products for the trailering industry exclusively in the U.S. 3M™ VHB™ Tape is a popular product in trailer manufacturing says Ryan Faber, 3M U.S. and Canada Portfolio Manager. It was introduced to the market in 1980, so it has been around for over four decades.

“The 3M VHB Tape is a leading product in the industry today,” Faber said. “A lot of customers are utilizing this process, maybe not in all applications, but at least in some applications. Awareness of this product is very high. Even people that don’t use it know of the product and are fully aware of it. As we continue to move forward, we’re continuing to stay focused on product performance and process improvement and continuing to provide the world-class product we’ve always provided for years with VHB Tape.”

“One of the things that makes us different is that we have adhesive all the way through. It is not a piece of foam coated with adhesive on either side, so that allows the tape to have a property called viscoelasticity,” added Julia Poppe, a 3M Application Engineer who specializes in RVs and Cargo trailers. “What is beneficial about viscoelasticity is that it allows for the natural movement that occurs when different materials are expanding and contracting, growing and shrinking with

continued on pg 76

heat and cold, so you can very easily bond different surfaces together and allow for that movement that’s going to happen over time it is also providing a waterproof seal.”

3M markets VHB Tape as an alternative to mechanical fasteners or other adhesives when attaching overlapping paneling and attaching panels to the posts of a trailer. Where rivets can cause pillowing between each rivet, tape allows for a smooth-sided trailer. 3M promotes the benefits of a smooth sides trailer as:

› Aesthetics

› Durability

› Water resistant

› Weight reduction

company has been venturing into adjacent industries as well.

› Reduction in Noise, Vibration and Harshness (NVH)

› Minimal warranty/rework

“A lot of times customers will use mechanical fasteners, rivets, and you’re actually putting holes into your trailer, where of course you can have water intrusion. You can have rust. It does not look as clean, so there are a lot of different reasons for you to use a tape, specifically VHB Tape, over a mechanical fastener,” Poppe said. “It is also very quick when they are assembling. Another alternative would be liquid sealant, which can take multiple days to cure fully. VHB Tape has 50% of its final strength immediately when you make that bond, so it is really strong right away. Customers don’t have to wait before they can move the trailer down the line.”

“We call that instant handling strength – the ability to bond my two parts together and move them around my plant however I want to,” Faber said. “The ability to stage parts is not really a product feature, more of a process feature. You’re able to attach tape to all the posts and then come back later to peel the liner off and attach the panels. That’s definitely one of the advantages of utilizing VHB is the ease of use.”

3M has been doing panel bonding on trailers for approximately 30 years, Faber says. More recently the

“What we’ve done to support that industry for many years is VHB on those posts, peeling the liner off and sticking on panels but also then as you overlap those panels to build the side of your trailers then I also have that overlap seam put together with VHB tape,” Faber said. “There are a couple of customers that pop into my mind right now that are making cargo trailers and they’re also making box trucks. We become a more relevant supplier by saying, ʻHey, I know you’re building your cargo trailers today with VHB. We can support you in building cargo trailers. We also have the product and process down to help you build your box trucks as well,’ so a lot of work has gone into that over the last handful of years.”

3M is using the same VHB Tape technology and applying it to box trucks. The product is the same but there are some different challenges.

“Recently we’ve just started to do a lot more of that overlap seam panel-to-panel applications in the box-truck space. Theirs are larger composite panels that are overlapped together. If you crawl into the back of a box truck you’re not going to see posts every 16 inches or 12 inches like you do in a cargo trailer. That’s just not the way they’re built,” Faber said. “So these are larger panels that are being held on and that overlap seam component of it is what we’re doing with VHB Tape. That's something that's relatively new. The industry for the most part was using and still is using liquid adhesives predominantly to do that application.”

3M VHB Tape got worked into the box truck sphere a little bit backwards, says Matt Melbye, a 3M Application Engineer who focuses on box trucks. They saw companies use VHB in repairs and collisions initially. The product and process were so well received customers started using it in their manufacturing process.

“The feedback from them has been, ʻThe turnaround on these

is amazing.’ They can get their trucks repaired much faster which means they can get them back into service, which means that they can start generating revenue again as opposed to having it sit in a collision shop,” Melbye said. “That has helped validate the performance of the product. They have first-hand evidence of it on trucks today. It's working in repairs, and it’s a durable, reliable product.”

Box truck manufacturers have primarily been using a liquid two-part acrylic adhesive, says Melbye. 3M sees VHB Tape as an improvement in the assembly process for this industry as well.

“(Liquid adhesive) has a certain amount of set time and cure time. When we convert to VHB Tape, we can get that instantaneous bond but we also get consistency in the bond thickness and the application,” Melbye said. “It allows our customers to have a perhaps little more reliable manufacturing method and can enable them to move faster through the manufacturing process with no sacrifice to the end quality.”

3M prides itself on its customer support. Faber says they have a very robust solution for trailer and box truck manufacturing that performs at a high level. So currently to support their customers a lot of their research and development resources are aimed at improving the process of using VHB Tape.

“How we look at selling our products is the combination of the product that we sell and what we can do to support our customers from a process standpoint, and to me, those are two very very important factors to consider when building a trailer,” Faber said. “If I have a product but it’s very cumbersome, and it’s hard to use, and it takes me forever to build a trailer, even though the product works, I’m probably not going to use it. But if I have a product that I know works, I know I've got some process support that can help me be more efficient building my trailers, now I have a winning combination. To me, it’s the balance of those two between product and process that we continue to talk about with our customers.”

“On the process side, we’ve been working with them in incorporating tools like laminators,” Melbye said. “Straight-line laminators help automate and apply the VHB Tape so now they can have fewer hands-on operators, which eliminates some of the process variability and how well the tape is laid out, how it’s rolled down, so we can ensure a good, consistent bond.”

A major facet that has allowed 3M to grow into a company that is consistently named on the Fortune 500 list is its innovation. One-third of its sales come from products invented within the past five years, thanks to innovations from the thousands of researchers and scientists they employ around the world.

“Even being at 3M for a decade or more, my coworkers and I still regularly come across products or technologies that I had no idea 3M was involved in,” Poppe said. “It’s always something different, something new.”

“We sell structural adhesives, sealants, extreme sealing tapes, and many other products that help our customers when they’re building either a cargo trailer or a box truck,” Faber said. “We’re focusing on VHB for this solution, but there are many other 3M solutions that can help them out as well.”

3M has been a member of NATM since 1998 and works with the NATM Technical Committee, with Poppe serving as a current member of the committee. Faber and Poppe are slated to present a Technical Forum at the 2024 Convention & Trade Show. For more information on 3M’s presentation, as well as the rest of the educational lineup for the 2024 Convention, please see Page 52.

To submit article ideas or your own membership stories, contact Tracks Editor Samantha Darling LaCount at Advertising@natm.com. ■

Welcome New Members

Suppliers/Service Provider

ABTEK

5841 Andersonville Rd Waterford, MI 48329

Alamo Axel

20920 N US Hwy 281 Morgan Mill, TX 76465

Asquare Parts Inc

3403 West T C Jester Blvd #473 Houston, TX 77018

• Axles/Hubs/Springs, Brakes, Cargo Control, Castings, Chains, Doors/Ramps, Fabricated Parts, Fasteners, Fenders, Flooring, Hardware, Hitches, Jacks/Landing Gear

Bexsteel

759 SW Federal Hwy Ste 304 Stuart, FL 34994

• Steel-Sheet, Steel-Structural, Steel-Tube

DLL

1111 Old Eagle School Road Wayne, PA 19087

• Financing, Flooring

Dream Lighting Inc

2111 Industrial Pkwy Elkhart, IN 46516

DURGA ENGINEERS

202 Indra Complex Industrial Area, Tigaon Rd, Sector 87 Faridabad, Haryana 121002, India

Hydraulics, Rubber Products www.durgaengineers.in

Go Power!

201-710 Redbrick St

Victoria, BC V8T 5J3, Canada

• Batteries/Accessories

Hastings Air Energy Control, Inc 5555 S Westridge Dr New Berlin, WI 53151

• Safety Devices, Welding Equipment

Intradin (Shanghai) Machinery, Co., Ltd 118 Duhui Rd

Minhang District, Shang Hai 201109, China www.intradin.com

• Hydraulics, Tools/Equipment

Portfolio

25541 Commercentre Dr 100 Lake Forest, CA 92630

• Service Contracts

Richmond International Forest Products

4050 Innslake Dr Glen Allen, VA 23060

• Composite Panels, Lumber

Sherwin-Williams

1101 S Third St Minneapolis, MN 55415 oem.sherwin.com

• Paints/Coatings/Galvanizing

Tie 4 Safe

14925 Paramount Blvd Unit F Paramount, CA 90723 www.tie4safe.com

• Cargo Control, Hardware, Metal Stamping, Towing Accessories

Tire Partners of Texas

4900 Langdon Rd Ste 300 Dallas, TX 75241 www.tirepartnersoftexas.com/

• Tires, Wheels/Rims

Top Metalwork Ltd.

South Section of Rd #17 New Material Industrial Zone Xingyang, Henan 450100, China

• Axles/Hubs/Springs, Brakes, Castings, Couplers, Jacks/Landing Gear, Metal Production Machinery

TrailerDecking.com

3821 24th Ave

Forest Grove, OR 97116

• Fasteners, Flooring, Lumber, Sealants

Trailer Dealer Affiliate

Lewis Trailer Sales

9780 Interstate 55

Terry, MS 39170

• Trailer Sales, Trailer Service/Repair

REMORKOTO INC

9612 Boulevard des Hêtres

Shawinigan, Québec G9N 4Y3, Canada

• Trailer Sales, Trailer Service/Repair

Southern Ohio Equipment Company

6339 County Road 550

Frankfort, OH 45628

• Trailer Sales, Trailer Service/Repair

Superior Trailer Sales

812 Plantation Dr

Burlington, NC 27215

• Trailer Sales, Trailer Service/Repair

Trailer Manufacturer

Bluewater Marine & Dock Specialties Inc.

67-079 Nauahi St 1179

Waialua, HI 96791

• Aluminum, Boat, Custom Design, Equipment, Specialty, Tow Dolly, Trailer Service/Repair, Utility/Flatbed

Ethos Modular

336 Vin Almoradi Ct El Paso, TX 79912

• Custom Design, Gooseneck, RV/Towable

Mobile Tech

315 N Liberty Dr

Bremen, IN 46506

• Aluminum, Auto Hauler, Cargo, Concession, Custom Design, Enclosed Cargo, Snowmobile/ATV, Specialty

Nordtek Trailers

9450 Springfield Rd

Aylmer, ON N5H 2R1, Canada

www.nordtektrailers.com

• Agricultural/Farm, Aluminum, Auto Hauler, Dump, Equipment, Gooseneck, Landscape, Utility/Flatbed

Quality Steel and Aluminum Products Inc

28620 County Road 20

Elkhart, IN 46517

• Aluminum, Dump, Equipment, Gooseneck, Landscape, Snowmobile/ATV, Utility/Flatbed

Revolution Built LLC

4530 N Dromedary Rd

Phoenix, AZ 85018

• Custom Design, Enclosed Cargo

Rock and Roll Trailers, LLC

2375 NW 149 St

Opa Locka, FL 33054

• Aluminum, Boat, Custom Design, Gooseneck, Trailer Service/Repair

Rover Trailers

437 Madrin St

Twin Falls, ID 83301

• Aluminum, Custom Design, Enclosed Cargo, Living Quarters, Motorcycle, RV/Towable, Snowmobile/ATV, Specialty

Tioga Air Heaters, LLC

4810 Lilac Dr N

Brooklyn Center, MN 55429

www.tiogaairheaters.com

• Portable Equipment

Triple B Fab LLC 18792 Strawberry Plant Rd

Fayetteville, AR 72704

• Cargo, Custom Design, Equipment, Gooseneck, Landscape, Pole/Pipe/Cable Reel, Portable Equipment, Snowmobile/ ATV, Specialty, Trailer Service/Repair, Utility/Flatbed

Turner Machine 1169 S Main St

Eagleville, TN 37060

• Utility/Flatbed

UNIVERSAL FOOD TRAILER LLC

18975 Marbach Ln

San Antonio, TX 78266

• Concession

UtilityMate Manufacturing LLC dba Vintege Trailers 1902 NE Washington

Grants Pass, OR 97526

• RV/Towable

Press Releases

VOKOL Acoustics: Transforming Marine Audio with Acoustical Innovation

ELKHART, IN. – 8 Dec 2023 – VOKOL Acoustics proudly announces its entrance into the marine audio domain, positioning itself as a pioneer of high-end audio sophistication. With a mission to redefine the maritime audio experience, the company leverages thought leadership from a team of seasoned engineers and industry veterans.

VOKOL Acoustics was born out of an obsession for the power of music, a passion for the boating lifestyle, and a relentless pursuit of self-expression. The design team at VOKOL has spent decades honing their understanding of on-thewater audio implementation and has used that cumulative knowledge to craft specialized audio systems specific to each manufacturer’s boat. Their relentless pursuit of excellence has already yielded remarkable results, addressing the challenges posed by traditional marine audio systems and making waves in the industry with groundbreaking solutions.

As we constantly explore intricate design processes, we don't setle for a litle different; we aim for a whole new world, of sound performance.

“The journey over the past two years has been nothing short of remarkable,” iterates Don Nesbit, Director of Innovation at VOKOL Acoustics. “With relentless dedication, innovation, and a shared passion for excellence, we’ve crafted an audio experience set to redefine marine entertainment. This achievement is a testament to the incredible team behind the scenes,

pushing boundaries and raising the bar higher than ever.”

With more to come, VOKOL Acoustics envisions new collaborations, fortifying our commitment to redefining marine audio.

As this groundbreaking solution takes the helm, anticipate a shift towards enhanced durability, power, and clarity, satisfying the expectations of both boating enthusiasts and manufacturers. With the freedom to select speakers engineered to excel in marine conditions, overcoming potential interferences effortlessly, a new era of audio excellence unfolds, reshaping the maritime auditory landscape.

VOKOL Acoustics, where your voice resonates and your design finds its perfect place. As a dynamic force in the industry, we are reshaping the auditory landscape on the open water. Commited to unparalleled innovation and sonic excellence, VOKOL Acoustics combines cutitng-edge technology with a dedication to high-quality sound, establishing a revolutionary standard in marine audio experiences."

Connect on LinkedIn: www.linkedin. com/company/vokol-acoustics.

Contact: Don Nesbit Director of Innovation dnesbit@vokolacoustics.com ■

Optronics Introduces Industry’s First Temperature-Sensitive Heated LED Lighting Family with Full Lifetime Warranty

TULSA, Okla., USA — Optronics International, a leading manufacturer of vehicle harnesses, electronic control systems and LED lighting for the global transportation industry, announced the release of its TLL75 Series LED flood beam work lights and STL13 Series 4-inch round LED stop, turn, tail lights just in time for winter weather. The TLL75 Series LED flood beam work light is also being offered with an amber lens that is less reflective in snowy environments.

Some heated LED lighting units use resistors to heat themselves, and as long as the light is on, the lights continue to generate heat. Because heat affects LED lifespan, and because these lights are exposed to excess heat year-round, their service life can suffer and thus warranties are usually strictly limited.

“Unlike many other lamps that are constantly ʻcooking’ themselves to death, our heating technology only comes on when necessary,” said Dustin Smith, vice president of sales for Optronics. “Our lamps are smart, and our microprocessors are programmed to start heating only when temperatures begin dropping below 50 degrees Fahrenheit (10 degrees Celsius), in preparation for ice and snow, and as the environment warms again, they stop heating.”

Another unique feature of Optronics’ new lamps is the way in which they actually heat. Most of the heated lamps on the market use filaments embedded in their lenses, much like a rear-window defroster. Optronics’ heated lamps begin the heating process at the core of the lamp, at the level of the circuit board. The heat then emanates throughout the lamp, quickly warming the entire body of the lamp, including its housing.

“The tiny filaments many manufactures rely upon to heat their lenses can be easily damaged and, once compromised, will fail to defrost their lamps,” said Smith. “Just like Optronics’ other lamps, our TLL75 Series LED flood beam work lights and STL13 Series 4-inch round LED stop, turn, tail lights employ a solid-state, surface-mount device (SMD) design that protects their electronics, including their heating elements, against moisture, shock and vibration.”

The lamps are designed to target commercial vehicles operating in a northern climate with harsh winters. In fact, Smith mused that Optronics had its first order come in from Canada before it even had the new heated lamp products on the shelf. Body builders, upfitters and aftermarket retailers with customers that contend with frigid weather now have a robust, reliable product with a lifetime warranty to offer them.

The TLL75 Series LED flood beam work light and STL13 Series 4-inch round LED stop, turn, tail light heat up quickly to melt ice and snow from their lenses and housings. In fact, performance results in environmental test chambers show rapid, whole-lamp heating. Starting at –22 degrees Fahrenheit, with 5 millimeters of ice on their lenses, the lamps heated to 3 degrees Fahrenheit after one minute, 43 degrees Fahrenheit after five minutes and 100 degrees Fahrenheit after 15 minutes.

The TLL75FHHB work light features a 4,500 raw lumen output and an effective lumen output of 2,800, while the TLL75AHHB

work light offers a 2,300 raw lumen output and an effective lumen output of 2,000. Both lamps are IP69K rated and come with heavy-duty, powder-coated, die-cast aluminum housings and polycarbonate lenses and stainless steel mounting hardware. The lamps are compatible with 12- and 24-volt electrical systems and are available in bulk and polypack packaging.

The STL13 Series 4-inch round LED stop, turn, tail light features seven diodes and a polycarbonate lens with an ABS housing. The grommet-mounted light come with a PL-3 molded connection.

“We’re certainly not the first to offer a heated lamp, but no other lighting manufacturer has a heated LED lighting family with a no-hassle, one-diode lifetime warranty protection that will replace a lamp if even one diode fails,” Smith added.

The TLL75 Series LED flood beam work lights and STL13 Series 4-inch round LED stop, turn, tail lights are in stock and available for shipping immediately.

Optronics products are available in the U.S. and Canada through the company’s extensive distribution network of more than 30,000 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 +1 (914) 697-9800, or visit www.doriandrake.com.

To view high-resolution product images of the new TLL75 Series LED flood beam work lights and STL13 Series 4-inch round LED stop, turn, tail lights, please visit https://www.optronicsinc. com/RESOURCES/ImageGalleries/HeatedLens.aspx.

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 systems 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 offhighway 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 a 200,000-square-foot, ISO 9001-certified manufacturing, distribution, research and development facility on a 17acre campus in Tulsa, Oklahoma. It has a 1,000,000-squarefoot, IATF 16949-certified manufacturing facility in Annan District, Tainan, Taiwan. The company also has a manufacturing and distribution facility in Goshen, Indiana, and a wire harness manufacturing plant in Winnsboro, Texas. Learn more at https://www.optronicsinc.com/. ■