TRACKS Spring Dealer Issue
IN THIS ISSUE
CO V E R S TO R Y • E D U C AT I O N
Participate in Trailer Safety Week 2022 Page 16 E D U C AT I O N
Clearance Lamps and Conspicuity Tape Page 24
E D U C AT I O N
NATM Quality Management Page 34 DEALER
Dealer Corner: Take Your Profit First Page 54
The Official Publication of the National Association of Trailer Manufacturers
March/April 2022 Volume 35 • Issue 2
Advertising Index › › › › › › › › › › › › › › › › › › › › › › › › 2
2021 Workforce Development Summit › › › › 36
President’s Report › › › › › › › › › › › › › › › › › › › › › › › 4 Headquarters Report › › › › › › › › › › › › › › › › › › › › › 6
How to Sell Compliance— A Marketing Kit Exclusively for NATM Dealer Affiliates › › › › › › › › › › › › › › › 42
Implementing the Underride Provisions of the Infrastructure Bill › › › › › › › › › › › › › › › › › › 8
Explaining Gross Vehicle Weight Ratings to Customers › › › › › › › › › › › › 46
NATM Political Action Committee Updating Records for 2022 › › › › › › › › › › › › › › › 12
NATM Dealer Affiliate Program › › › › › › › › › › 50
Statistically Speaking › › › › › › › › › › › › › › › › › › › 14 Participate in Trailer Safety Week 2022 › › › › › › › › › › › › › › › › › › › › › › 16
NATM Dealer Compendium Offers In-Demand Resources for Dealerships › › › › › › › › › › › › › › › › › › › › › › › › › 52 Dealer Corner: Take Your Profit First › › › › › › 54
ON THE COVER
Contents Table of
Participate in Trailer Safety Week 2022 Page 16
Booth Selection Process for the 2023 Trade Show › › › › › › › › › › › › › › › › › › › › › › › › 68 Member Spotlight: ASA Electronics Welcomes the Challenge › › › › › › 72 New 2022 Media Kit Available with Advertising Opportunities › › › › › › › › › › 74
Clearance Lamps and Conspicuity Tape › › › › › › › › › › › › › › › › › › › › › › › › 24
Safely Towing a Trailer Brochures Available to Trailer Dealers › › › › › 60
Understanding MCOs and Labels on Trailers › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 30
Save the Date for the 2023 Convention & Trade Show › › › › › › › › › › › › › › › › 63
Utilize NATM Quality Management System Guide › › › › › › › › › › › › › › 34
Convention Developing Schedule › › › › › › › › › 64
Welcome New Members › › › › › › › › › › › › › › › › › 84
STAFF
OFFICERS
DIRECTORS FEB. 2021 - FEB. 2024
Executive Director Kendra Ansley • Kendra.Ansley@natm.com
President Marty Lorick • Triple Crown Trailers
Leo Akins • Forest River, Inc.
Assistant Director Meghan Ryan • Meghan.Ryan@natm.com
Vice President Josh Johnson • Big Tex Trailer Manufacturing, Inc.
Rick Huddleston • White River Marine Group
Marketing Director Savana Morrison • Savana.Morrison@natm.com
Treasurer Marco Garcia • U-Haul International, Inc.
DIRECTORS FEB. 2022 - FEB. 2025
Technical Director Alex Stowe • Alex.Stowe@natm.org
Associate Member Representative John Kerr • Marsh & McLennan Agency
Compliance Manager Scott Crimmins • Scott.Crimmins@natm.com
Past President Owen Shelton • BoatMate Trailers, Inc.
NATM Looks Forward to Serving You in 2022! › › › › › › › › › › › › › › › › › › › › 76 Press Releases › › › › › › › › › › › › › › › › › › › › › › › › › 78
Andy Derr • M.H. Eby
Charles Daugherty • Red Fern Dynamics Andy Gehman • MGS Incorporated Daniel Luby • BoatMate Trailers Joe Ostrowski • Kenda/Americana Tire & Wheel Corporation
Senior Compliance Consultant Sean Sloan • Sean.Sloan@natm.com
Nathan Uphus • Felling Trailers
Compliance Consultant Aaron Langer • Aaron.Langer@natm.com
DIRECTORS FEB. 2020 - FEB. 2023
Marketing Coordinator Erin Mohwinkle • Erin.Mohwinkle@natm.com
Bill O'Hara • Dexter
Bookkeeper Cindy Streeter • Cindy.Streeter@natm.com
Jeff Jones • Statistical Surveys, Inc.
Membership & Events Coordinator Catie Rutkowski • Catie.Rutkowski@natm.com
Mike Story • LOOK Trailers
Jon Devitt • Midwest Industries, Inc.
Dustin Miller • Cross Trailers, Inc.
Administrative Services Coordinator Abby Wiebler • Abby.Wiebler@natm.com
About this publication: Tracks Volume 35, Issue 2 March/April 2022 is published six times a year (bi-monthly) for $50 per year by the National Association of Trailer Manufacturers, 2420 SW 17th St, Topeka, KS 66604. Periodicals postage paid at Topeka, KS. POSTMASTER: Send address changes to NATM 2420 SW 17th St, Topeka, KS 66604. DISCLAIMER: The inclusion in this magazine of advertising, logos, or website links, orreference to any products, services, trade names, ormanufacturers is not an endorsement by NATM of any such advertisers, links, entities, products, services, ornames. NATM through this magazine provides news and opinion articles as a service to its members and readers. Often these articles come from sources outside of its organization. Statements and opinions expressed in these articles are solely those of the authors and do not necessarily reflect the opinions, beliefs and viewpoints of the National Association of Trailer Manufacturers, its staff or management, or the official policies of NATM. Nor does NATM accept responsibility for any errors or omissions made in publishing or reproducing articles or advertising appearing in Tracks or for the return of unsolicited manuscripts sent to NATM. USPS Number: 022438
ISSN Number: 1552-2415
NATM Headquarters • 2420 SW 17th St. • Topeka, KS 66604 • (785) 272-4433 • Fax: (785) 272-4455
TRACKS
Advertising Index Affiliated Resources, Inc. › › › › › › › › › › › › › › › › › › › › 3
Formula Trailers › › › › › › › › › › › › › › Inside Back Cover
Peerless Industrial Group › › › › › › › › › › › › › › › › › › › 35
ASA Electronics › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 7
Galeo › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 5
Peterson Manufacturing Co. › › › › › › › › › › › › › › › › 43
Bludot Manufacturing › › › › › › › › › › › › › › › › › › › › › › › 9
H.E. Parmer Company, Inc. › › › › › › › › › › › › › › › › › › › › 5
PPG › › › › › › › › › › › › › › › › › › › › › › › Outside Back Cover
BrakeQuip › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 11
Heskins, LLC › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 39
Premium Supply › › › › › › › › › › › › › › › › › › › › › › › 40-41
Buyers Products Company › › › › › › › › › › › › › › › › › › 15
Huth Ben Pearson International LLC › › › › › › › › 51
RAM Industries Inc. › › › › › › › › › › › › › › › › › › › › › › › › 69
COE Press Equipment › › › › › › › › › › › › › › › › › › › › › › › 19
IDC Spring › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 25
Ridewell Suspensions › › › › › › › › › › › › › › › › › › › › › › 59
CPR Systems › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 21
KampCo Steel Products, Inc. › › › › › › › › › › › › › › › › 15
Rockwell American › › › › › › › › › › › › › › › › › › › › › › › › › 61
Custom Rollforming Corp. › › › › › › › › › › › › › › › › › › 23
Kenda/Americana Tire & Wheel Corporation › 22
Dec-O-Art, Inc. › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 2
LaVanture Products Company › › › › › › › › › › › › › › 49
Tech Products, Inc. - Signs, Tags and Markers › › › › › › › › › › › › › › › › › › › › › › › › › › 51
Demco › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 27
LINK Trailer Parts › › › › › › › › › › › › › › › › › › › › › › › › › › › 33
Dexter Axle › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 31
Lippert › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 53
DK2 Warrior Winches › › › › › › › › › › › › › › › › › › › › › › 37
LOOK Trailers › › › › › › › › › › › › › › › Inside Front Cover
East Penn Manufacturing Co., Inc. › › › › › › › › › › › 10
Mechgineering & Design LLC › › › › › › › › › › › › › › › › 51
EQ Systems › › › › › › › › › › › › › › › › › › › › › › › › › › › › 66-67
Novae Corp › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 74
Felling Trailers › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 10
Optronics International › › › › › › › › › › › › › › › › › › › › › 57
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March/April 2022
TecNiq › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 65 TexTrail Trailer Parts › › › › › › › › › › › › › › › › › › › › › › › › 75 TGI-Direct › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 71 Tie Down Engineering, Inc. › › › › › › › › › › › › › › › › › 48 TO Extreme Off Road Trailers › › › › › › › › › › › › › › › 45 Vin-eze A Division of P.M.C.S., Inc › › › › › › › › › › › › 25
www.NATM.com
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TRACKS
PRESIDENT'S REPORT
President’s Report By Marty Lorick, NATM President As we move into the busier summer months, I would like to personally thank you all for renewing your membership with the National Association of Trailer Manufacturers (NATM). By choosing to be a member, trailer manufacturers are agreeing to mandatory participation in the NATM Compliance Verification Program, and it is an added business expense. Your renewal signifies a voluntary re-enlistment to continue improving the safety of United States’ roadways. Your dedication to complying with Federal Motor Vehicle Safety Standards and best practices is what makes your company a cut above in its dedication to safety, and your participation in NATM strengthens the industry. For our associate members supplying parts and services to the industry, you are also assisting with improving the light- and medium-duty trailer industry, and NATM trailer manufacturing members see that dedication. NATM would be unable to achieve its growth and positive influence in the industry without dedicated suppliers, service providers, and trailer manufacturers participating in the Association’s mission to “promote trailer safety and the success of the trailer manufacturing industry through education and advocacy.” Suppliers and service providers play a huge role in NATM’s success, and their membership and dedication are critical to our ability to provide educational resources and workshops, hold the annual NATM Convention & Trade Show, and publish Tracks magazine. Associate members are also on the cutting edge of improving component technologies and advancing compliance and safety initiatives, propelling the industry forward. These Associate members support the light- and medium-duty industry through their membership dues, advertising dollars, sponsorships, and leveraging their expertise to share with others in the industry through educational articles, webinars and workshops.
up to be a Trailer Safety week Ally and sharing the official TSW Communications Kit. This pre-crafted kit includes social and blog posts, ready-to-use graphics, and ads for websites. Visit www.TrailerSafetyWeek.com/interest to sign up. To learn more about TSW, turn to page 16. The annual Regulatory Roundup & Capitol Hill Visits are tentatively scheduled for April 27-28, 2022. The Association is optimistic the event will be held in-person in Washington, D.C. Though, with numerous factors to consider, including Congressional offices being open to constituent visits, a decision will be reached closer to the event. Along with the NATM Convention & Trade Show, this is one of NATM’s most important events. Member involvement is the next step in the success of the Association’s government affairs plan. This Association is only successful because of the hardworking trailer manufacturers, suppliers, service providers, and dealers committed to safety and compliance. If you are interested in becoming more involved through committee work or have any questions or concerns about your membership in the National Association of Trailer Manufacturers, do not hesitate to contact the NATM staff by emailing NATMHQ@natm.com or calling (785) 272-4433. I look forward to serving and encouraging your participation and input to further the success of our Association. ■
Dealer affiliates play a critical role in the fulfillment of NATM’s mission. Their ability to educate consumers about the importance of trailer safety and compliance with federal safety regulation is a key link in improving roadway safety. Dealers are often the only point of contact consumers have both for selecting the right trailer for their needs and the safe and proper use of that unit. Being a member or affiliate of NATM is wholly voluntary, and during this time of economic uncertainty, supply chain disruptions, and workforce shortages, engagement with NATM may not be at the top of your companies’ priorities, but I can assure you that you are NATM’s top priority. The Association has rapidly adjusted during this time of continuous change to ensure members have accurate information and there are no lapses in benefits. Looking ahead, there are plenty of NATM events to take part in, including Trailer Safety Week, (TSW) June 5-11, 2022. NATM encourages all member companies to participate in this year’s Trailer Safety Week at whatever level of engagement they feel comfortable. Please consider signing 4
March/April 2022
www.NATM.com
TRACKS
If a trailer is stolen, Galeo will help your customers locate it. Galeo products are built to last, simple to use, and affordable. With the best quality support and customer satisfaction also comes competitive dealer margins.
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It’s not just a mudguard. It’s Selection, Delivery, Fit, Fabrication & Service.
H.E. PARMER COMPANY Nashville, TN (615) 256-4687 www.hepop.com
www.NATM.com
March/April 2022
5
TRACKS
H E A D Q UA R T E R S R E P O R T
Headquarters MARCH/APRIL 2022
REPORT
By Kendra Ansley, NATM Executive Director
Spring is nearly upon us, which means trailers will soon be out in full force. Warm weather and budding plants mean landscaping, camping, road construction, and outdoor activity galore. The roadways are sure to be packed and I bet many of you will be searching for the National Association of Trailer Manufacturers (NATM) sticker on trailers passing by. Hopefully dealerships will be packed with customers and the fervor of 2021 continues well into 2022. Spring often marks the kick-off of a months-long busy season for trailer manufacturers. So, too does the work of NATM’s compliance staff as they visit members across the country. As we look to tighten our belts and wisely use the investment of members for programming, we ask that your teams be responsive to our requests to schedule appointments as we group members together to save time and money. With more than 250 members seen each year and growing, your timely response is vital. As many trailers have sat dormant through the cold winter months, getting back into the swing of maintenance is a must. NATM has made it easier for manufacturers and dealers to educate consumers on proper maintenance. The NATM Safely Towing a Trailer Brochure, a glove-boxsized pamphlet that can be provided with each trailer can be purchased at www.NATMShop.com. End users can also find more information at www.TrailerSafetyWeek.com.
and Partners. Allies sign up online and are provided a marketing kit with pre-crafted materials and resources for industry members to support Trailer Safety Week through social media posts and direct to customer communications. Champions take participation to the next level, committing to online posts and customer outreach, but are rewarded with brand promotion. Partners 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 TrailerSafetyWeek. com/interest. To find out more about the 2022 Trailer Safety Week and how you can get involved, see page 16. 2022 is off to a great start! The NATM Board, Committees, and Staff are already hard at work to bring more value to members than ever before. Educational programming is increasing, with more opportunities for engagement right from your desk. NATM continues to engage with elected officials and other interested parties on workforce shortages and supply chain delays, looking for any opportunity to provide relief and support to the industry. So much is to come, and for those of you who have not yet paid your membership dues in 2022, I’ll hope you’ll do so soon, you won’t want to miss anything! ■
The 2022 Trailer Safety Week will be held June 5-11, 2022. Trailer Safety Week is a national awareness campaign providing end users with need-to-know information, from selecting the right trailer to driving and general maintenance tips. Finding an opportunity to engage with the event is easy! NATM offers three levels of participation – Allies, Champions, 6
March/April 2022
www.NATM.com
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TRACKS
G O V E R N M E N T A F FA I R S
Implementing the Underride Provisions of the Infrastructure Bill By Brody Garland, K&L Gates
In November 2021, the U.S. House of Representatives secured a historic victory, passing the Infrastructure Investment and Jobs Act of 2021 (IIJA) by a final vote of 228–206, sending the measure to the President’s desk. The effort culminated an arduous three months of negotiations on the Senatepassed bipartisan package and fortified a significant legislative achievement for the Biden Administration.
Touted as a historic effort to rebuild America’s roads, bridges and rails, expand access to clean drinking water, ensure every American has access to highspeed internet, tackle the climate crisis, advance environmental justice, and invest in communities that have too often been left behind, the IIJA provides $550 billion in new spending over five years.
IIJA Spending Breakdown ›
Rebuild roads and bridges ($110 billion);
›
Invest in broadband infrastructure ($65 billion);
›
Improve public transit systems ($39.2 billion);
›
Fix water systems ($55 billion);
›
Expand passenger rail and cover rail safety ($66 billion);
›
Modernize the power sector ($65 billion); and
›
Upgrade ports and waterways ($16.6 billion);
›
Improve climate resilience ($47.2 billion).
›
Upgrade airports ($25 billion);
In addition to unprecedented levels of investments in infrastructure and safety programs, there are also several notable provisions of interest to the truck and trailer industries, including a section on the adoption of underride guard protections. The newly signed law includes language that directs the Federal Motor Carrier Safety Administration (FMCSA) to strengthen
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March/April 2022
rear underride guard standards and conduct additional research on design and development, as well as amending regulations on minimum periodic inspection standards. The Secretary of the Department of Transportation (DOT) would also be directed to complete additional research on side underride guards, and if warranted, develop performance standards for side underride guards, in addition to creating an Advisory Committee on Underride Protection.
www.NATM.com
TRACKS
G O V E R N M E N T A F FA I R S
Specifically, the underride section of the bill includes provisions that direct the DOT Secretary to:
inspection standards and regulations relating to driver vehicle inspection reports to include requirements relating to rear impact guards;
›
Promulgate regulations that require new trailers/ semitrailers to be equipped with rear impact guards designed to prevent passenger compartment intrusion;
›
›
Conduct research on the design and development of rear impact guards that can prevent underride crashes and protect motor vehicle passengers against severe injury;
Complete research on side underride guards to better understand its overall effectiveness and assess the feasibility, benefits, and costs of installing side guards on new manufactured trailers;
›
Review the Federal Motor Vehicle Safety Standards relating to rear underride guards on trailers to evaluate the need for changes in response to advancements in technology;
Establish an Advisory Committee on Underride Protection to provide advice and recommendations on safety regulations to reduce underride crashes and fatalities; and
›
Implement recommendations described in the Government Accountability Office report: Truck Underride Guards: Improved Data Collection, Inspections, and Research Needed.
›
›
Promulgate regulations relating to minimum periodic
With the legislative battles complete and a framework in place for the next five years, the hard work on the IIJA now shifts to the Federal agencies for implementation. Over the next five years, the progress of IIJA programs will develop at varying speeds, as the DOT works to
stand up new programs and work to implement new regulations. How these programs affect the trailer industry will depend heavily on the discretion of the DOT and its supporting agencies, with the guidance of industry stakeholders playing an equally crucial role. ■
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March/April 2022
www.NATM.com
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TRACKS
G O V E R N M E N T A F FA I R S
NATM Political Action Committee Updating Records for 2022 By Kendra Ansley, NATM Executive Director The National Association of Trailer Manufacturers (NATM) is updating its records for 2022 and wants to ensure the Association has a prior approval form for all interested members. To learn more about NATM's Political Action Committee, NATM needs to have a solicitation agreement form on file for your company. The form, found on the Members Only section of the NATM website, must be signed by you or the appropriate representative from your company in order to receive information about NATM’s Political Action Committee, also known as the NATM PAC. To access the Members Only section of the NATM website, go to www.NATM. com and click ‘log in’ in the top right corner of the page. The NATM PAC was established in 2010 and has since been active in each congressional election. The NATM PAC is an effective tool in helping NATM educate political leaders on the Association's priorities and NATM's great work improving the safety of the industry and nation. Since the inception of the NATM PAC, 47 individuals have contributed $94,625 to the NATM PAC, and
the PAC has made more than 60 contributions to the campaigns of Members of Congress. Federal law requires the NATM Political Action Committee to obtain written permission from you before you or your company can participate in the PAC. If you wish to participate in the NATM PAC, you must first authorize NATM to communicate with you regarding the PAC and NATM’s political activity, including periodic solicitations for contributions. Approval does not obligate you to contribute; however, it does allow NATM to keep you informed about the PAC’s activities. Participation in the NATM PAC is voluntary, and any decision to not contribute will in no way reflect adversely on anyone being solicited. To complete the PAC solicitation agreement form granting NATM permission to solicit and to learn more about NATM's efforts to engage in the political process,contact Kendra Ansley, NATM Executive Director, at Kendra.Ansley@natm.com. ■
JUNE 2022 THE
SAVE DATE Regulatory Roundup & Capitol Hill Visits
Washington, D.C. For Registration Information Contact: Meghan Ryan, Assistant Director 785.272.4433 | Meghan.Ryan@natm.com www.NATM.com
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www.NATM.com
National Association of Trailer Manufacturers Political Action Committee 2420 SW 17th Street Topeka, KS 66604-2627
Phone: (785) 272-4433
Fax: (785) 272-4455
Federal Law requires the NATM Political Action Committee (NATM PAC) to obtain written permission from you before you or your company can participate in our PAC. If you wish to participate in our PAC, you must first authorize us to communicate with you regarding the PAC and NATM’s political activity, including periodic solicitations for contributions. Approval does not obligate you to contribute; however, it does allow us to keep you informed of political and legislative issues and activities. Participation in the NATM PAC is voluntary and any decision to not contribute will in no way reflect adversely on any solicitee. Contributions to the NATM PAC are not deductible for federal income tax purposes. Federal law requires that members only give permission to one trade association per year. All you have to do is sign your name and return the form. SIGN ALL FIVE YEARS FOR YOUR CONVENIENCE! I authorize the NATM PAC to communicate with and solicit contributions from me or those within my company’s “restricted class,” and I am permitted to make such authorizations on behalf of my company. I understand that my company may only grant permission to one trade association for the calendar years listed below, and that I may not sign this authorization if my company has already granted permission to another trade association PAC. Such approval is granted for the following years (federal law requires a separate signature for each year): SIGNATURE
__________________________________________
2021
ADDITIONAL YEARS
__________________________________________
2022
__________________________________________
2023
__________________________________________
2024
__________________________________________
2025
PRINT NAME: _______________________________________________________________________ (You may attach a business card.)
TITLE: _____________________________________________________________________________ COMPANY: _________________________________________________________________________ ADDRESS: _________________________________________________________________________ CITY: _______________________________ STATE:_____________ ZIP: _______________________ Email: ______________________________________________________________________________ Phone Number: _______________________________________________________________________ Please sign and FAX to Kendra Ansley at (785) 272-4455 For more information, please contact: Kendra.Ansley@NATM.com FORGOV1302
rev. 10/18/21
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S TAT I S T I C A L LY S P E A K I N G
Statistically Speaking By Jeff Jones, Statistical Surveys Registrations for the light- and medium-duty trailer industry were down -16.2% in September 2021. Below are the details of the market’s performance for the five trailer segments as reported by Statistical Surveys:
The following are the top five states in sales growth for all trailer segments in the first nine months of 2021.
Ranking
State
Percent of Growth
Trailer Type
Sep. 2021
January - Sep. 2021
1
New Jersey
118.5%
Industry
-16.2%
13.3%
2
Oregon
96.8%
Open
-12.4%
19.2%
3
Michigan
43.0%
Enclosed
-27.0%
11.1%
4
Connecticut
34.4%
Livestock
3.5%
11.1%
5
Rhode Island
33.7%
Horse
19.7%
20.3%
Boat
-18.1%
-1.9%
Industry registrations for the first nine months in 2021 are up 13.3% over 2020. If there are any questions, or if Statistical Surveys can help, please contact Jeff Jones at (254) 715-1314 or jjones@statisticalsurveys.com. ■
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Participate in Trailer Safety Week 2022 By Savana Morrison, Marketing Director While National Association of Trailer Manufacturers (NATM) prides itself on promoting trailer safety 365 days of the year, Trailer Safety Week offers a unique opportunity for the trailer industry to come together and make the nation’s roadways safer one trailer at a time. The mission of Trailer Safety Week (TSW) is to improve the safety of the nation’s roadways by increasing trailer safety awareness through education of end users, dealers, and manufacturers on safe trailering practices. Held the first week of June every year, Trailer Safety Week has reached more than 300,000 people and is the first nationwide traffic safety initiative aimed at addressing saafe towing practices for light- and medium-duty trailers. NATM has developed content and resources in furtherance of this mission, all available through www.TrailerSafetyWeek.com. This year’s national awareness campaign takes place June 5-11, 2022, and will be hosted entirely online. NATM is encouraging its members to participate in this campaign to reach end users and dealers as either Trailer Safety Allies, Champions, or Partners.
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TRAILER SAFETY WEEK 2022
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Trailer Safety Ally Program Becoming an Official Trailer Safety Week Ally is a wonderful opportunity for companies who want to be involved in the safety movement but don't have significant time to invest. NATM provides Allies with the official Trailer Safety Communications kit to promote their involvement in Trailer Safety Week and to share information about safe trailering practices. This digital kit includes pre-crafted social media posts, downloadable Trailer Safety Week graphics, a blog post, and much more. Promoting the company’s involvement with Trailer Safety Week is a breeze with this jam-packed kit. The content can even be customized to include content specific to each Ally’s products and services that promote trailer safety. Becoming a Trailer Safety Week Ally shows potential customers that your company prides itself on making safe products. Visit www.TrailerSafetyWeek.com for more information. For the awareness campaign to expand its reach and effectively improve roadway safety, Trailer Safety Week depends on extraordinary supporters who go above and beyond to reach their industry contacts and end users. Further, to continue expanding the educational resources available to end users, NATM is looking to partner with experts and other key stakeholders in towing and traffic safety. As the Association is committed to expansion, two programs were created for industry organizations that would like to join NATM and its TSW Allies in improving trailer safety: TSW Champions and TSW Partnerships.
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E D U C AT I O N
IF YOU’RE BUYING METAL BLANKS, YOU’RE MOST LIKELY WASTING MONEY
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Trailer Safety Champion Program: NATM created the Trailer Safety Week Champion program to highlight companies whose support of TSW exceeds that of a TSW Ally. As such, the company will earn greater promotional opportunities. While Trailer Safety Week includes Allies across the country, Trailer Safety Week Champions are those who fulfill the following requirements and receive the benefits listed below.
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Current Champions Include: ›
Novae Corp (Sure-Trac, CAM Superline, H&H Trailers)
›
Midsota
›
ITI Cargo
›
Trailerman
www.NATM.com
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Because CPR SYSTEM uses a proprietary closed-loop recycling process to reclaim and reuse the wash solution, sewer discharge is eliminated. Therefore, this system is environmentally compliant…no permitting, treating, monitoring and record-keeping of industrial wastewater is required.
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Trailer Safety Partner Program: The next level of involvement is TSW Partnerships. The Trailer Safety Week Partnership program was established to recognize companies, groups, and agencies who support the mission of Trailer Safety Week through content development and resource sharing. Partnerships require more significant commitment in terms of educational content creation and the sharing of content and must conform to specific standards and requirements. For more information on what it takes to become a TSW Partner, contact NATM Executive Director Kendra Ansley at Kendra.Ansley@natm.com. Current Partners Include: ›
Peerless Industries
For more information about becoming a Trailer Safety Ally, Champion or Partner, visit www.TrailerSafetyWeek.com. NATM looks forward to working with its members to improve the safety of the light- and medium-duty trailer industry! ■
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Clearance Lamps and Conspicuity Tape By NATM Staff
Compliance with trailer lamp and reflector requirements helps continuously advance trailer safety and it can help National Association of Trailer Manufacturers (NATM) Members pass their consultations, making them eligible for NATM decal purchases immediately after their consultation. For these reasons, it is important to periodically review the Federal Motor Vehicle Safety Standards (FMVSS) for trailer lamp and reflex reflector requirements.
mounted at the widest point – symmetrical on the rear or near the rear of the trailer facing rearward. The rear clearance lamps must be mounted as high as practicable, but they may be mounted lower only if ID lamps are at the top. The front clearance lamps must be amber and have a lens coding of P2, P3, PC, or PC2. There must be one of them on
Two commonly missed items during compliance consultations are clearance lamps and conspicuity tape on the trailers that require them. Trailers 80 inches wide or wider, no matter the gross vehicle weight rating (GVWR), must have front clearance lamps, rear clearance lamps, and three rear ID lamps. The three ID lamps in the middle of the rear of these trailers are meant to indicate the presence of a wide trailer. The front and rear clearance lamps’ purpose is to show the trailer’s width. The three ID lamps must be red, have a lens coding of P2 or P3, and must be mounted on the rear of the trailer – centered horizontally spaced 6 inches to 12 inches apart facing rearward. The ID lamps must be mounted at the top of the trailer, but can be mounted lower if the door header is narrower than 25 mm. The rear clearance lamps must be red and have a lens coding of P2, P3, PC, or PC2. There must be one of them installed on each side of the trailer that indicate the trailer’s width and may NOT be combined with tail lamps. They must be
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E D U C AT I O N
each side of the trailer that show the trailer’s width. They must be mounted at the widest point – symmetrical on the front or near the front, facing forward and mounted as high as practicable.
Vin-eze
A Division of PMCS, Inc.
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Easy to use VIN Software
Source for software, labels and Certificate of Origin
Requirements for front clearance lamps and front side marker lamps in amber can be met with the same individual lamp if the lamp is mounted on a 45-degree angle. However, in this case, the lamp must have a lens coding PC or PC2, if it is to serve as both a front side marker lamp and a front clearance lamp. P2 or P3 lens coding in this application will not serve as meeting both requirements for a front side marker lamp and a front clearance lamp, even if mounted at a 45-degree angle. The lens coding is most easily verified by obtaining the product description for the lamps the trailer manufacturer ordered, which can usually be accessed from the lamp supplier’s website. If the trailer manufacturer’s intent is to mount the amber lamp at a 45-degree angle to meet the front side marker lamp and the front clearance lamp requirements with one lamp, they should double check to make sure they are utilizing PC or PC2 lamps in that application. In addition, front clearance lamps are to be mounted “at the widest point” of the trailer. Trailer manufacturers often ask what constitutes the widest point of the trailer for this purpose. Years ago, NATM adopted the industry standard that the widest point of the trailer is within six
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Table X—Side Marker Lamp Photometry Requirements Test point (degrees)
Minimum photometric intensity (cd)(2) red lamps
Minimum photometric intensity (cd)(2) amber lamps (1)
10U:
Where a side marker lamp installed on
a motor vehicle less than 30 feet in overall
45L(1)
0.25
0.62
length has the lateral angle nearest the
V
0.25
0.62
same side of the vehicle reduced from
45R(1)
0.25
0.62
other required side marker lamp on the 45° by design as specified by S7.4.13.2, the photometric intensity measurement may be met at the lesser angle.
H:
The photometric intensity values
45L(1)
0.25
0.62
(2)
V
0.25
0.62
than the lower specified minimum value
45R(1)
0.25
0.62
on a horizontal or vertical line.
10D:(3) 0.25
0.62
V
0.25
0.62
0.25
0.62
45R
of the two closest adjacent test points
(3)
45L(1)
(1)
between test points must not be less
Where side marker lamps are mounted
with their axis of reference less than 750 mm above the road surface, photometry requirements below 5° down may be met at 5° down rather than at the specified required downward angle.
Table XI—Clearance and Identification Lamps Photometry Requirements Test point (degrees)
Minimum photometric intensity (cd)(2) red lamps
Minimum photometric intensity (cd)(2) amber lamps
Where clearance lamps or identification
lamps are mounted with their axis of
10U:
reference less than 750 mm above the road
45L
0.25
0.62
surface, photometry requirements below 5°
V
0.25
0.62
the specified required downward angle.
45R(1)
0.25
0.62
(1)
down may be met at 5° down rather than at
(2)
The photometric intensity values
between test points must not be less
H:
than the lower specified minimum value
45L(1)
0.25
0.62
V
0.25
0.62
0.25
0.62
45R
(1)
10D:(3) 45L(1)
0.25
0.62
V
0.25
0.62
0.25
0.62
45R
(1)
Max photometric intensity(3) (cd) red lamps
26
(1)
March/April 2022
15
of the two closest adjacent test points on a horizontal or vertical line. (3)
When optically combined with a stop
lamp or turn signal lamp, this maximum applies on or above the horizontal. (4)
Where clearance lamps are installed at
locations other than on the front and rear due to the necessity to indicate the overall width of the vehicle, or for protection from damage during normal operation of the vehicle, they need not meet the photometric intensity requirement at any test point that is 45° inboard.
www.NATM.com
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inches of the extreme width of the trailer. This means that if a trailer has 10-inch fenders sticking out on each side of the trailer, and the front and rear clearance lamps are mounted on the body of the trailer rather than the fenders, the clearance lamps will not be compliant because they are not mounted within six inches of the extreme width of the trailer. Trailers with a design where the fenders stick out from the sides in this manner can correct this issue with lamp options that are specifically designed to be mounted on fenders. One popular style is a dual front and rear clearance lamp option that mounts to the top of the fender or the side of the fender. The front half is amber, and the rear half is red. Another popular way some trailer manufacturers meet the front and rear clearance lamps requirement is by utilizing small, individually mounted, ¾ inch bullet style lamps. In the same fashion as the dual front and rear clearance lamps, the bullet lamps must be installed so the amber lamp faces forward, and the red lamp faces rearward. Tables X and XI below list the side marker lamp and clearance lamp photometry requirements, which can also be accessed in Title 49 CFR 571.108 on the electronic code of federal regulations website, gov.ecfr.io. Another commonly missed item during NATM Compliance Consultations is known as the conspicuity tape three-inch rule. Trailers 80 inches wide or wider with a GVWR of more than 10,000 lbs. must have red and white conspicuity tape marking the sides of the trailers, the rear lower body marking, the bumper bar or underride marking if applicable, and the rear upper body markings of the trailer. The tape must be rated DOT-C, DOT-C2, DOT-C3, or DOT-C4. The three-inch rule is one aspect of conspicuity tape application that is commonly overlooked by trailer manufacturers. The edge of red conspicuity tape shall not be closer than 75 mm to the edge of any amber lamp and the edge of white conspicuity tape shall not be closer than 75 mm to the edge of any lamp. For the sake of simplicity, 75 mm is just shy of three inches, hence the term “three-inch rule”.
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March/April 2022
In other words, the red and white conspicuity tape running across the rear lower body marking of a trailer cannot have the white portion of the tape be closer than three inches to the edge of any lamp. This means the employee applying the tape can either cut the tape back at least three inches from the lamp or plan out the tape application so the tape starts with the appropriate color that will gap the tape out in a manner that will only allow for red tape to come up next to a red lamp. The same rule also comes into play for the conspicuity tape on the sides of the trailer. During consultations, NATM Compliance Consultants often find production managers and employees working in the final stages of the trailer manufacturing process are simply unaware of the threeinch rule. For any trailer manufacturer building trailers 80 inches wider or wider and more than 10,000 lbs. GVWR, this is a good topic of discussion in production meetings. The three-inch rule is best illustrated by Figure 12-2, Trailer Conspicuity Detail II, which can be viewed to the right as well as on the electronic code of federal regulations website, gov.ecfr.io. For trailer manufacturers with questions about other lamp and reflector requirements, the NHTSA trailer lamp, reflector, and conspicuity tape chart is beneficial in understanding and visualizing these requirements: https://one.nhtsa. gov/cars/rules/standards/conspicuity/Trlrpstr.html. The electronic code of federal regulations website, gov.ecfr.io has additional information on Title 49 CFR 571.108 that is beneficial in understanding lamp and reflector requirements. Table I-b, required lamps and reflective devices for all trailers is available at the eCFR website, gov.ecfr.io, and can be accessed in the 2018 NATM Guidelines in the B-6 Section on lighting, reflectors, and conspicuity. For additional assistance with lamp and reflector requirements, contact NATM Technical Alex Stow at Alex.Stowe@natm.com. ■
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E D U C AT I O N
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Understanding MCOs and Labels on Trailers By NATM Staff National Association of Trailer Manufacturers (NATM) regularly receives questions regarding VIN labels, tire placards and Manufacturer’s Certificate of Origin (MCOs) or Manufacturer Statement of Origin (MSOs). Labels on trailers play an important role in communicating crucial information from the trailer manufacturer to the end user, such as flagging a hazard or explaining how to appropriately use the equipment. These placards supply the end user with information that is often too important to risk losing, such as cargo capacity or VIN information, hence the federal requirements of their application.
Manufacturer’s Certificate of Origin (MCO) A Manufacturer’s Certificate of Origin (MCO) or Manufacturer Statement of Origin (MSO) is similar to a Certificate of Title issued by the local DMV. The trailer manufacturer issues an MCO to the original purchasing dealer. The dealer then endorses it to the new vehicle owner who submits it to the local DMV upon vehicle registration. Sometimes the dealer will handle this transaction. The local DMV then issues a Certificate of Title or a similar ownership document to the new vehicle purchaser. The MCO is provided to the customer when they purchase the trailer. The MCO must be on banknote paper and must accompany each trailer sold. The image below is an example of an MCO that has been properly filled out with all the required criteria. One of the important items listed on the MCO is the shipping weight of the trailer. The shipping weight of the trailer listed on the MCO, plus the trailer’s cargo capacity listed on the tire placard should never exceed the gross vehicle weight rating (GVWR) of the
trailer that can be found on the VIN placard. For example, a trailer with a gross vehicle weight rating (GVWR) of 7,000 lbs. that has a shipping weight of 4,500 lbs. should never have cargo loaded on it that exceeds 2,500 lbs. because 4,500 lbs. plus 2,500 lbs. equal 7,000 lbs. The max GVWR of the trailer is listed as 7,000 lbs. and anything making the trailer weigh over 7,000 lbs. overloads the trailer.
VIN Placards A vehicle identification number (VIN) is the identifying code for each specific vehicle and is permanently attached to the trailer. The VIN placards must feature the 17-digit VIN number assigned to the trailer, and the label must be riveted or permanently affixed in such a manner that it cannot be removed without destroying or defacing it. The VIN placard shall be affixed to a location on the forward half of the left side (roadside) such that it is easily readable from outside the trailer without moving any part of it. The label must contain the name of the manufacturer, the month and year the trailer was manufactured, the GVWR of the trailer, the gross axle weight rating (GAWR) of the axle(s), the correct tire information including the tire size, load rating, and tire inflation pressures. The VIN placard must also contain accurate rim information, including rim size, width, configuration, the vehicle compliance conformity statement, the 17-digit VIN, and the vehicle type classification. The appropriate compliance statement must also be included on the VIN placard, whether it be for the U.S., Canada, or both countries. It must also describe the vehicle type as either trailer or tra/rem. The measurements on the VIN placard must be listed in metric first and imperial second, but it is acceptable to list only metric values.
NATM Associate Members that sell MCOs/MSOs
30
Chicago WaterMark Company www.chicagowatermark.com/certo/ (888) 292-8376
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4. Example Certification Label/VIN Plate EXAMPLE CERTIFICATION LABEL MANUFACTURED BY: XXXXXX TRAILERS, INC. IN U.S.A. DATE: XX/XX/XX GVWR GAWR FRONT TIRES RIMS COLD INF. PRESSURE
5761 KG (12,700 LB) 2304 KG (5,080 LB) GAWR REAR 2304 KG (5,080 LB) ST225/75R15(D) TIRES ST225/75R15(D) 15X6J RIMS 15X6J 447 KPA (65 PSI) SINGLE COLD INF. PRESSURE 447 KPA (65 PSI) SINGLE
THIS VEHICLE CONFORMS TO ALL APPLICABLE US FEDERAL MOTOR VEHICLE-SAFETY STANDARDS IN EFFECT ON THE DATE OF MANUFACTURE SHOWN ABOVE. Vehicle identification No. : Vehicle Type:
xxxxxxxxxxxxxxxxx Trailer
MANUFACTURED BY/FABRIQUÉ PAR: [COMPANY NAME] DATE V.I.N./N.I.V.
MFR’D/FABRIQUE DATE
GVWR/ MODEL/MODÉLE
TYPE OF VEHICLE/TYPE DE VÉHICULE: TRAILER/REMORQUE COLD INFL. PRESS./PRESS. DIMENSION DIMENSION DE GONF. Á FROID #1 PNBE KG/(GAWR) #2 PNBE KG/(GAWR) #3 PNBE KG/(GAWR)
PNEU/(TIRE) PNEU/(TIRE) PNEU/(TIRE)
JANTE/ (RIM) JANTE/ (RIM) JANTE/ (RIM)
LPC KPA/(PSI) LPC KPA/(PSI) LPC KPA/(PSI)
THIS VEHICLE CONFORMS TO ALL APPLICABLE STANDARDS PRESCRIBED UNDER THE UNITED STATES AND CANADIAN MOTOR VEHICLE SAFETY REGULATION IN EFFECT ON THE DATE OF MANUFACTURE. CE VÉHICULE EST CONFORME A TÓUJTES LES NORMES QUI LUI SONT APPLICABLES EN VERTU DU REGLEMENT SUR LA SECURITE DES VEHICÚLES AUTÓMOBILES DEES ESTATS-UNIS ET DU CANADA EN VIGUEUR A LA DATE DE SA FABRICATION.
VIN
Recorded Vehicle Identification Number of this trailer.
GVWR
Gross Vehicle Weight Rating - Actual carrying capacity of trailer incluing trailer weight.
DATE
Date of manufacture.
TYPE OF VEHICLE
Trailer
GAWR by
Gross Axle Weight Rating - Actual weight carrying capacity of each axle component group including tires and wheels.
TIRES
Tire size and capacity for each tire and cold tire pressure.
RIM
Actual dimension of proper rim.
PSI
Cold Inflation Pressure (lbs)
KPA
Cold Inflation PRessure (KPa) (Kilopascals) (1-PSI=6.8947574 KPa) (40 PSI= 275.8KPa)
Guidelines 2015 Edition
Finally, the items on the VIN placard must be listed in the correct order, as illustrated in the sample below. For example, the vehicle compliance conformity statement should not be included at the top of the VIN placard. Instead, it should be inserted near the bottom of the VIN placard with only the VIN number itself and the vehicle type listed following it.
Tire Placard Tire placards contain information on tires and load limits and must be applied on the front roadside of the trailer, next to the VIN label on all trailers with a GVWR of 10,000 lbs. or less. As illustrated in the tire placard example to the right, the tire placard must be completed with the correct information for the tires mounted on the trailer. To paraphrase 49 CFR 571.110, the National Highway Traffic Safety Administration regulation requires all trailer manufacturers to attach a permanent tire safety information label or placard (tire placard) next to the VIN placard (label) on every trailer with a GVWR of 10,000 lbs. or less. This placard must list information about tire size and pressure, and include the statement, “The weight of the cargo should never exceed XXX kilograms or XXX lbs.”
Warning Labels
B11-19
Warning labels on trailers are critical because they are the final opportunity for the trailer manufacturer to communicate with the end user. The labels convey information about the potential hazards associated with operating the trailer to avoid a preventable accident resulting in serious injury and/or property damage. NATM developed a series of generic warning labels for light- and medium-duty trailers with the valuable assistance of Weinstein Associates. NATM has copyrighted its labels but has agreed to license decal manufacturers to reproduce the labels on high quality, durable material with specified types of lettering and ink. There are several approved members of NATM that are licensed to reproduce and sell the NATM Warning Labels. Many trailer manufacturers already use warning labels of their own design or the design of a decal manufacturer. However, the NATM labels are distinct and have important advantages in addressing hazards. Under the direction and guidance of Weinstein Associates, a representative
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www.NATM.com
E D U C AT I O N
selection of the NATM labels have been tested with a cross-section of the public for clarity and comprehension in accordance with established procedures of the American National Standards Institute (ANSI). The labels are certified as adequate and in conformity with the ANSI testing requirements. NATM warning labels are also constructed of specific materials to improve longevity as trailers are exposed to wear and tear.
TRACKS
Regarding placement, the warning labels are to be installed as close to the dangerous item or component on the trailer as possible. This helps ensure the end user sees, reads, and understands the warning label. The label should be difficult to miss. Below are the approved NATM Supplier Member Companies that offer NATM Warning Labels. For more information, contact NATM Technical Director Alex Stowe at Alex.Stowe@natm.com or (785) 272-4433. ■
Associate Members that sell NATM Licensed Trailer Warning Labels Dec-O-Art, Inc. www.dec-o-art.com (574) 294-6451
Tech Products, Inc. - Signs, Tags and Markers www.techproducts.com (718) 442-4900
Kenny & Gyl Company www.kennygyl.com (515) 225-3378
We
Simplify Business
Contact Us at 888.888.4595
Products You Need Service You Trust Warranty Fulfillment
www.NATM.com
March/April 2022
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E D U C AT I O N
Utilize NATM Quality Management System Guide By Kendra Ansley, NATM Executive Director National Association of Trailer Manufacturers’ (NATM) 2019-2022 Strategic Plan has three focus areas, including supporting industry companies by providing education and tools to improve general business practices. Within this scope, the Association sought to create a trailer manufacturing-specific Quality Management System Guide (QMS) with resources to help create or improve an existing QMS. NATM has long recommended its trailer manufacturing members establish and maintain a QMS as part of the Compliance Verification Program. An effective QMS is an important piece of creating a sustainable, successful business. A QMS is a formalized system that documents processes, procedures, and responsibilities for achieving objectives. Collectively, the system is intended to meet consumer demands, regulatory requirements, and instill a process of continuous improvement. A quality management system provides numerous benefits to a company, including but not limited to: ›
Process Repeatability
›
Warranty Reduction
›
Waste Reduction
›
Reducing Mistakes
›
Lowered Costs
›
Identification of Training Opportunities
›
Increased Staff Engagement
›
Improved Organizational Direction and Clarity of Purpose
›
Continuous Improvement
›
Reduction in Order Cycle Times
›
Improved Customer Satisfaction
›
Competitive Advantage
›
Improved Manufacturing Efficiencies
However, creating a Quality Management System can be a daunting task, especially for an already stretchedthin workforce. NATM’s newly launched resource guide breaks down the basics of an effective system, providing templates and samples for each step of the process. The guide breaks the process down into six steps: 1. 2. 3. 4. 5. 6.
Identify Objectives/Goals Define Core Processes Identify Key Stakeholders and Leadership Create Documentation Create Necessary Protocols Quality Policy Manual
While the guide is designed from creating a QMS from scratch, it is also a useful tool for companies looking to improve their own systems. Understanding the purpose of the QMS, involving stakeholders from top to bottom, and creating thorough documentation of processes, procedures, and protocols creates consistency, ensures continuous improvement, and creates efficiencies while controlling costs, amongst other benefits. With a destabilized workforce, these systems can also function to support onboarding new employees and ensuring compliance with organizational protocols.■
To access the Quality Management System Resource Guide, visit the online resource library at www.NATMShop.com.
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www.NATM.com
JO M IN OV EM TH EN E T
JUNE 5-11, 2022 TRAILERSAFETYWEEK.COM
TRACKS
E D U C AT I O N
2021 Workforce Development Summit By Catie Rutkowski, NATM Membership & Events Coordinator
The light- and medium-duty trailer industry continues to face a debilitating workforce shortage that was only made worse by the pandemic. This challenge parallels the national trend for all manufacturing industries as there are currently 851,000 open positions in manufacturing industries across the nation, according to the National Association of Manufacturers (NAM). The number is only expected to grow, with an estimated two million jobs left unfilled by 2025 and 2.4 million in 2028.
National Association of Trailer Manufacturers (NATM) heard these industry concerns and hosted a threepart Workforce Development Summit Nov. 16-18, 2021, on workforce automation to help members address this challenge and ensure they can adapt to this issue long-term to stay competitive. This series was free for all NATM Members and NATM Dealer Affiliates.
2021 Workforce Development Summit Line-up
Attracting/Retaining a Skilled Workforce Post-Pandemic Leressa Suber, PHR, SHRM-CP, Evaluation and Talent Development Specialist, NC State University Leressa Suber, NC State University, opened NATM’s Workforce Development Summit to discuss retaining a skilled workforce in a “postCOVID” world, including discussing pre- versus post-COVID work environments, reasons behind the “Great Resignation” currently happening in the workforce, and whether a flexible work environment is possible in manufacturing.
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www.NATM.com
IT’S WHAT’S ON THE INSIDE THAT MATTERS.
THE GUTS
Introducing our SAMURAI 175SD12-CAD 17,500lb premium winch, ready to take on any job and equipped with: • • • •
IP68 Rated Waterproof Sealing Steel Cable and Tensioner Revolutionary Design External Brake Sealed 3 Stage Planetary Gears SCAN AND LEARN MORE ABOUT WHAT’S INSIDE A SAMURAI WINCH.
A PERFECT PAIR Take full advantage of our high performance winches and match them up with any of your roll-off trailers for a better loading experience.
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TRACKS
E D U C AT I O N
2021 Workforce Development Summit Line-up Continued
Apprenticeships & WorkBased Learning Programs Jeff Ziegler, Partner Services, GPS Education Partners Work-Based Learning Programs Jeff Ziegler of GPS Education Partners joined NATM in celebration of National Apprenticeship Week to discuss the challenges many employers currently face in growing their skilled workforces and what opportunities are available for work-based learning programs.
Addressing the Workforce Shortage Gardner Carrick, Vice President of Strategic Initiatives at The Manufacturing Institute at the National Association of Manufacturers The Manufacturing Institute’s Vice President, Gardner Carrick, joined NATM on the last day of the Workforce Development Summit to discuss the current labor market and large increase in open manufacturing positions as well as ways to recruit new employees, including better marketing and new training models. For more information about educational webinars, contact NATMHQ@natm.com.
All Workforce Development Summit presentations, as well as other NATM Educational Webinars, are available for download from the NATM Shop, www.NATMShop.com. For additional information on how to access these presentations, please contact NATM Membership & Events Coordinator Catie Rutkowski at Catie.Rutkowski@NATM.com or (785) 272-4433. ■
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www.NATM.com
Make it better with Heskins tapes Work it better
Anti-Slip tape
A range of abrasive or non-abrasive tapes designed to make steps and work areas safer underfoot
Protect it better
Gravel Guard
Tough tape with embossed PVC surface prevents stone chips and scratches from damaging your paintwork. Available in colors or transparent.
Build it better
Ultra Heavy Duty Bonding tape
Heskins UHDBT can be used on many surfaces, including sound painted and galvanized metals • Aluminum siding for trailers • Truck side panels • Horse boxes • Window glass to vehicles
Finish it better
DOT tape
with reflective conspicuity tapes, branded with your logo show the world you made it better
Tel 877-900-8359 heskins.us Heskins LLC, PO box 559, East Butler, PA 16029
YOUR DUMP TRAILER SPECIALIST WE HAVE THE RIGHT HOIST FOR YOUR TRAILER
18 AMP Panel Mount Battery Charger
Also Available in 5 & 8 Amps
12 Watt PulseTech Solar Panel
3, 7, and 25 Watt Models Available
20 AMP RoadCharger
Optimum Voltage and Current
Double-acting Hydraulic Pump
Telescoping Cylinder Kits
Available in 12V & 24V Models
Complete Kits for Dump Trailer Setup
Zimmerman EZ LIFTER
Retrofit Manual Trailer Jacks
We’re a proud distributor of
New
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PCC
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RUN WITH A WINNING TEAM!
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ASA Electronics iN Command
CONTROL TPMS SYSTEMS
TPMS
Control Hydraulic Lifts
1
2
Perform Light Checks
3 4 5 6
Monitor Battery Levels
7 8 9 10
Operate auxiliary functions such as winches or light bars
Supports iN•Command Tire Pressure System
1 32.8 psi 75.2° F 2 – psi –° F 3
Access camera systems
11 12 13 14 15 16 17 18 19 20 21 22
iN Command
Vehicle 1
32.8 psi 75.2° F 4 6.4 psi 107.9° F
Blue-tooth pressure monitoring Usable for trailer and tow vehicle Bluetooth repeater boosts the signal Tire pressure & temperature history stored to identify problem tires Pressure monitoring range (0 to 185 PSI) Supports up to 22 total tires (with purchase of additional sensors)
FleetSharp GPS
Voyager Vision App Turns any smart device into a short-range wireless monitor Designed for Voyager Wi-Fi transmitter & cameras Perfect for construction sites, campgrounds, and boat launches
Voyager Cameras
Wireless and compact 4.3" display Seamless Camera Pairing Supports up to four wireless cameras Transmits signal up to 60-feet away Perfect for construction sites, campgrounds, and boat launches
Suppliers of custom dump trailer hoists, KTI hydraulic pumps, cylinders, tool boxes, battery maintenance supplies, and more!
Track your trailer instantly with GPS Breadcrumb location history Map views and satellite visuals Records speed, direction, and stops Receive detailed reports of your trailers’ activity
TRACKS
E D U C AT I O N
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 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 to improve safety and reassure customers that their trailers meet all FMVSS, it is important to sell National Association of Trailer Manufacturers (NATM) Compliance as a key feature of a trailer. To make things easier, NATM has created the “How to Sell Compliance” kit for its dealer affiliates. This kit aims to help close the gap of communication between trailer manufacturers, dealers, and end users by providing trailer dealers with informative marketing pieces to assist them in selling compliant trailers to 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.
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.
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 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 FMVSS and best practices, these folding business
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March/April 2022
www.NATM.com
TOUGHEST LED TRAILER LIGHT KIT ON LAND AND UNDER WATER.
Peterson’s USA-made submersible trailer lights offer an exciting advance that combines superior function and durability with exclusive LumenX® LED lens technology — for boat, utility and small cargo trailer owners. Peterson’s high-performance LEDs paired with LumenX® precision lens optics produce a uniform, evenly lit appearance for outstanding visibility. Hermetically sealed inner lens and insert-molded electrical terminals protect circuitry in corrosion-safe, water-tight security. The result is a trailer lighting solution that ensures rugged reliability anywhere — from dry land to wet boat ramp. REDUCE INVENTORY! Exceeds DOT rear lighting and reflex requirements for all trailers under and over 80” wide
www.pmlights.com
TRACKS
E D U C AT I O N
Compliant Trailer Posters This 18 in. x 24 in. educational poster will help walk customers through what it means to purchase an NATM-compliant trailer and can be proudly displayed in the dealership.
Selling Compliance: Talking Points Talking about the importance of compliant trailers can be an intimidating task. With this list of talking points, communicating the importance of verified compliant trailers to customers has
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never been easier. Impress customers and instill confidence with knowledge of federal regulations and a passion for safe trailering. The NATM Dealer Affiliate “How to Sell Compliance” kit takes the stress out of discussing FMVSS with end users. Be the dealer customers deserve and stand out from the competition by taking advantage of all the benefits of being an NATM Dealer Affiliate. NATM Dealer Affiliates can contact Membership & Events Coordinator Catie Rutkowski at Catie.Rutkowski@natm.com to receive access to this kit. Not an NATM Dealer Affiliate? Visit www.NATM.com/dealers to learn more about the program.■
www.NATM.com
become a dealer!
2001 West Grand Ave Salina, KS 67401
(785) 833-2120
www.to-extreme.com
E X P L A I N I N G G R O S S V E H I C L E W E I G H T R AT I N G S TO C U STO M E R S
www.NATM.com
March/April 2022
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DEALER
TRACKS
DEALER
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Explaining Gross Vehicle Weight Ratings to Customers By NATM Staff
Dealers should educate their customers on the importance of understanding a trailer’s gross vehicle weight rating (GVWR) and tow vehicle towing capacity. All too often, customers are not familiar with what trailer GVWR or cargo capacity means. Nor are they familiar with what this will require from their tow vehicle in terms of its towing capacity. This lack of information can lead to dissatisfaction if customers fail to complete necessary research before the purchase of the trailer, or if the trailer dealer personnel fails to ask the correct questions to ensure their customer is selecting a trailer that meets their needs and legal requirements. First, the tow vehicle must be analyzed. What is the model of the customer’s pickup truck, SUV, minivan, or car? All vehicles capable of towing have owner’s manuals with maximum-rated towing capacities. What often gets overlooked is "maximum" in this context, which truly means maximum. For example, if a customer has a tow vehicle with a towing maximum capacity of 7,000 lbs., they may not want a 7,000 lbs. GVWR trailer. The customer needs to take into serious consideration the fact that they will be at maximum capacity. Even without accidentally overloading the trailer, the tow vehicle will be working at its maximum capacity and not handle as well. As a result, they could find that their tow vehicle does not have enough power to merge with traffic on interstate on-ramps, to pass other vehicles, or to climb long hills and mountains. Trailer customers end up dissatisfied if they have purchased too much trailer for their tow vehicle. Unfortunately, simply purchasing a larger tow vehicle with a larger towing capacity is not an affordable solution to this problem and preventative measures by the dealer can be the best route to customer satisfaction. Dealers should ask the customer what their intended tow vehicle will be and if they are committed to that tow vehicle for the next few months, the next few years, or just the next few minutes. The customer could be vehicle shopping at the same time they are trailer shopping or may be willing to upgrade in the near future. From there, the trailer dealer can assist the customer in choosing a trailer their current www.NATM.com
March/April 2022
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TRACKS
DEALER
tow vehicle can handle. Or, in the event that the customer is in the market for a new tow vehicle, dealers can advise customers to purchase a certain category of tow vehicle that meets or exceeds a certain towing capacity threshold. It is a crucial conversation to have at the point of sale as many customers think their tow vehicle will perform adequately towing a certain model of trailer, only to find out too late that they should have either purchased a smaller trailer or upgraded their tow vehicle to handle the larger trailer model. After the tow vehicle conversation, the topic can turn more specifically to the trailer. Dealers should make sure customers understand the combination of the shipping weight of the trailer plus the trailer's cargo capacity should never exceed the trailer’s GVWR listed on its VIN. The shipping weight information can be found on the manufacturer’s certificate of origin (MCO), while the cargo capacity is often listed on the trailer’s tire placard. For example, if a trailer’s GVWR is 7,000 lbs., the customer's tow vehicle should have a towing capacity that is 7,000 lbs. or preferably more. It is also crucial that the customer not overload the trailer. If the trailer itself weighs 2,700 lbs., the customer should never put more than 4,300 lbs. of cargo in it, because 2,700 lbs. plus 4,300 lbs. equals 7,000 lbs. GVWR, which the trailer should never exceed.
Another critical dealer/customer conversation is what cargo the customer intends to tow. If the customer plans to haul a rock crawler SUV and camping gear that adds up to 5,500 lbs. in the example above, they cannot safely do that with the same trailer. The calculation for this example is the combination of the trailer weight of 2,700 lbs. plus the cargo of 5,500 lbs., which equals 8,200 lbs. This means the trailers’ GVWR would need to be 8,200. But, because the GVWR of this trailer is 7,000 lbs., this customer has overloaded their trailer by 1,200 lbs. If the customer tells the dealer in this example they intend to haul an estimated 5,500 lbs. of cargo, the dealer needs to explain to the customer that they should purchase a larger trailer with a higher cargo capacity. If the customer says their tow vehicle cannot hVaul a larger trailer, then the trailer dealer needs to explain to the customer they need both a larger tow vehicle with a higher towing capacity and a larger trailer with a higher cargo capacity. If this is not possible, the customer needs to find a way to haul significantly less cargo. The customer might be disappointed upon learning this, but later they will be appreciative of the dealer’s honesty, which leads to long-term customer loyalty. For more information, contact NATM’s Technical Director Alex Stowe at Alex.Stowe@natm.com.■
Tie Down Is Your #1 Source For Manufacturing The Most Reliable Trailer Parts & Accessories: • Custom Aluminum, PVC, & Steel Fenders • Boat Trailer Accessories • And All Your Custom Fabrication Needs
Atlanta, GA. • www.tiedown.com
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www.NATM.com
For Challenging appliCations
LICATIONS ENGING APP FOR CHALL
LPC Gas Springs are available in both Black Nitride and Stainless Steel all at factory pricing and a large inventory is in stock for immediate shipment.
LK, TAPES, CAU LS, FOAM COATINGS TRIMS, SEA INDUSTRIAL SEALANTS,
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Since 1969 LaVanture Products Company has been providing customers with the highest quality products to meet the challenging applications of today’s competitive markets. LaVanture offers products to meet the needs of custom applications in the industry.
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All of these have passed our rigid quality standards. If we sell it... we stand behind it!!!
Call for our new catalogs.
New LaVanture Line of Sealants: LaVanture Products is proud to announce our new sealant line including great quality products including, MS Polymers, Silicones and many others. We have partnered with a quality manufacturer to provide a great product at a great price.
Conspicuity Tapes: We are a national distributor for 3M D.O.T. Diamond Grade Conspicuity Tape.
LaVanture Products | Post Office Box 2088 Elkhart, IN 46515-2088 | E-mail: sales@lavanture.com Phone: 800-348-7625 | Fax: 800-348-7629 www.lavanture.com | www.conspicuity.com
Applications: • Tool Boxes • Door and Window Seals • Truck Caps and Tonneau Covers • Truck Bodies • Made Cargo Trailers in the USA • Utility Boxes • Fiberglass Doors • Work Truck Doors • Marine • Recreational Vehicles • Roof Sealant We also stock complete lines of high quality EPDM Seals, Trim Seals, Edge Trims, Butyl Tapes, Caulks and Sealants.
TRACKS
DEALER
NATM Dealer Affiliate Program By Catie Rutkowski, NATM Membership & Events Coordinator
Trailer dealers serve as the main point of contact during the sales process of many National Association of Trailer Manufacturers (NATM) compliant trailers. This group is also a key stakeholder in the fight to improve trailer safety, as it is in their best interest for their customers to purchase a trailer that has been verified for compliance and be happy with their purchase. As a result, NATM created the NATM Dealer Affiliate Program. Increasing end-user awareness of the importance of the NATM Compliance Verification Program has consistently ranked as a top priority for trailer manufacturing members.
Trailer manufacturers and NATM recognize that improving trailer safety can only be achieved when trailer dealers are knowledgeable about compliance, sell compliant trailers, and are able to educate end-users about safe trailering practices. However, with businesses to run, trailer dealers need access to information and resources to make this process easier. Enter the NATM Dealer Affiliate program. The NATM Dealer Affiliation is $150 annually and affiliates experience a host of benefits, with an emphasis on education and resource access.
The Dealer Affiliate Program includes the following benefits: Samples of NATM publications:
Safely Towing a Trailer Brochures Lighting & Wheel Torquing Posters
Compliance Kit
Trailer Safety Week Keychains
Marketing Kit
Dealer Affiliate Window Clings
Printed NATM Membership Directory & Buyer’s Guide
The Trailer Handbook Online advertising opportunities on NATM.com All issues of Tracks magazine
New NATM Dealer Affiliates also have the opportunity to attend NATM’s 2023 Convention & Trade Show for free through the New Attendee Promotion. This promotion includes two free full convention registrations, two free spouse registrations, and up to two free hotel room nights to new, qualifying NATM Dealer Affiliate members.
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NATM Insider monthly eNewsletter
March/April 2022
NATM Dealer Compendium, a compilation of federal and select state CDL laws
More details about the program can be found at www. natm.com/dealers. For more information regarding affiliation or NATM’s New Attendee Promotion, contact NATM Membership & Events Coordinator Catie Rutkowski at Catie.Rutkowski@natm.com or call (785) 272-4433. ■
www.NATM.com
DEALER
TRACKS
The Best Benders for Frame Fabrication are now part of NATM! Simple. Tough. Powerful. Fast-working. Affordable.
• Quick and efficient ram-style bending ideally suited to trailer frames • Bends square, rectangular, round with the power and versatility you need • Long lasting … lasts decades • Ergonomic, efficient, quiet • Wide assortment of tooling in stock • Custom tooling available!
Huth has helped Trailer Manufacturers bend tubing for over 25 years. www.HuthBenders.com
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Made in the USA
March/April 2022 1/10/19 11:12 AM
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NATM Dealer Compendium Offers In-Demand Resources for Dealerships By Meghan Ryan, NATM Assistant Director The National Association of Trailer Manufacturers (NATM), known as the resource for safety and compliance for the light- and medium-duty trailer industry, published its first edition of the NATM Light- and Medium-Duty Trailer Dealer Resource Compendium. Known as the Dealer Compendium, this document was launched Sept. 1, 2020, and is free to all NATM Dealer Affiliates. The Dealer Compendium is full of educational content and materials that will help trailer dealers quickly and easily access essential information in one place. The document includes state laws, helpful trailer safety information, as well as resources NATM Dealer Affiliates can pass along to their customers. Modeled after the NATM Guidelines for trailer manufacturers, this resource guide is more than 300 pages and contains information on: ›
State Towing Laws
›
State Brake Laws
›
State Safety Chain Laws
›
State License Plate Laws
›
Commercial Driver’s Licenses
›
State Dealer Registration/Licensure Laws
›
Towing Tandem Trailers Information
›
Tire Recordkeeping
›
Federal Excise Tax
›
Gross Vehicle Weight Ratings
›
Early Warning Reporting and Safety Recalls
›
Safe Trailering Resources
›
Dealer Checklists
›
Selling NATM Compliance
›
Social Media Marketing Kit
›
Trailer 101 Articles
›
Trailer Definitions
›
NATM’s Guidance on Workplace Safety Guidance for COVID-19
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The information featured in the Dealer Compendium is gathered from resources such as the U.S. Department of Transportation, the Society of Automotive Engineers, Inc., the American Association of Motor Vehicle Administrators, and the National Highway Traffic Safety Administration, amongst others. The Dealer Compendium will be updated annually by NATM Committees and staff who stay abreast of changing regulations and vet additions to the document’s contents. NATM has been committed to trailer safety for more than 30 years. While NATM has long worked with trailer manufacturers, industry suppliers, and service providers, trailer safety can only be improved through dealer interaction and consumer education. The NATM Dealer Affiliate program is an opportunity to unify the trailer industry to improve trailer safety. In addition to granting access to NATM’s publications such as Tracks magazine and the NATM Insider, dealers receive hard copies of safety resources to distribute to customers. ■
For more information about how the National Association of Trailer Manufacturers can assist your dealership, visit www.NATM. com or contact NATM Membership & Events Coordinator Catie Rutkowski. Catie.Rutkowski@natm.com or call (785) 272-4433.
www.NATM.com
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REDEFINING “STANDARD” ON TODAY’S TRAILER AXLE. Our state-of-the-art robotic welders ensure the highest precision and quality on every component. We offer a full line of reliable 2 – 16K spring axles, 2 – 12K torsion axles and 10 – 16K heavy-duty capacity axles to meet your unique specifications. We now offer Valcrum Premium Oil Caps standard on 8K – 16K spring and torsion axles.
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lippertcomponents.com
Dealer Corner
Take Your Profit First By Bob Clements & Sara Hey, Bob Clements International | An excerpt from You’re the Problem (and the Solution) by Bob Clements and Sara Hey
D E A L E R CO R N E R: TA K E YO U R P R O F I T F I R ST
DEALER
Many of the dealers we work with put themselves last. They put everything and everyone else first—their employees, their expenses, their sanity—until there is nothing left at the end of the month for them. When we start talking about cash flow, it’s not uncommon to hear an audible gasp as this is a subject dealers don’t want to touch with a ten-foot pole. In my mind, I think that’s because there are major misconceptions around cash flow and money in a dealership. Many times, it starts with your employees. Your employees assume that, since you own the dealership, you go home at the end of the night and count your piles of cash, which is all locked in a secret room in your house that you designed specifically for that purpose. If you are doing that, more power to you; but, if you’re not, you are like most dealers around the country. While your employees might see money coming into the dealership, what most employees don’t see is the large amounts of money going out of the dealership. They assume that since you sell X number of units a year, you just put that money directly into your pocket. They don’t see the cost of the equipment, payroll, payroll taxes, liability insurance, workers compensation, building maintenance, or any of the other hundreds of expenses you pay from your ever-thinning margins. They may assume you are filthy rich with no care in the world and can’t reconcile why you aren’t driving an expensive sports car to the dealership every single day. We all know the scenario many of your employees have created in their heads may not be reality. The struggle, many times, is how you bridge this gap of the misconceptions that the people around you (and maybe even you) have around money management inside of your dealership, with the changes that need to happen to have a profitable and thriving business. And heck, a happy and full bank account. So, let’s work on changing the misconceptions that you walk into your dealership with, and start taking your profit before anything else. The idea of taking your profit first may seem a little (or a lot) overwhelming. So, how do you do this without feeling like you are going to faint every time?
TRACKS
Make the decision that things aren’t going to remain the same.
Surviving is a fine place to be, but not a place you want to stay. You are not doing anyone any favors being the last one paid, or not being paid at all. You have put too much time, sweat, and tears into your dealership for it not to provide you with the life you want. So, plan to take your profit first. Step one is to make the all-in, scary decision that you are going to make a change. This means you choose, from now on, to pay yourself first, even when things seem like they are getting tight. What you are getting ready to do makes a lot of logical sense from a numbers standpoint, but emotionally it will feel uncomfortable. As you begin this process and experience this discomfort, you will have to make the decision repeatedly that you are going to require your business to pay you before anything else gets paid. So long are the years of looking at your P & L statement and seeing that you made a profit but have no idea where it went. So long to paying yourself but not cashing the checks. You are going to know exactly where it went because you are taking it out on a regular basis. The decision you are getting ready to make is that you, maybe for the very first time, are going to take control of your cash flow, and not let your cash flow take control of you. How do you do this? You do this by creating a budget that pays you first. What is left, after you are paid, is what you have available to pay your employees and the other expenses that come with running your dealership. What do you do if there isn’t enough? You either need to increase your revenue or decrease your expenses. I wish there was more to it, but there isn’t. You have to make the decision to deal with being uncomfortable, so you can gain control of your dealership, your life, and your sanity. Do you know what the easier, but disastrous, option is? Letting your cash flow take control of you. Do you know what will help you be profitable and help you sleep better at night? You, taking control of your cash flow. It’s up to you. Do you want easy, or do you want money in the bank? This decision is solely up to you. Start with one percent. So, you decided to choose money in the bank, over easy, or at least you are really starting to consider it. How do we start? How is it that after this decision your bank account will start reflecting the choice? To start, I want you to pick a percentage that you, as an owner, are going to take as profit or retained earnings out of your business, as well as a salary. It doesn’t need to be big, but I need you to get used to taking a paycheck. So often, the dealership owners we work with take a
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little here and there out of the business, wait until the end of the year, and hope to see something left in the bank account. So, instead of taking the approach that doesn’t work, pick a percentage that you want to set aside as profit or retained earnings, and an amount of salary you deserve for all your personal investment, risk, and liability. Then, off the top of your budget, deduct the percentage you’ve decided on from the profit that is produced and set it aside. Then, deduct the amount of your pay. The portion that’s left is what you are going to operate your business on. If simply reading this is giving you incredible anxiety and heart palpitations, start with one percent off the top. That’s it. One percent of every dollar of profit produced in your dealership should be deposited in a separate bank account. This money is for your use. You can hold it as retained earnings, pay yourself as a distribution or dividend, or maybe begin to reimburse yourself for money you have previously invested into the dealership. How you do this may be decided by how your business is set up: sole proprietorship, LLC, S Corp, or C Corp. Connect with your CPA to make sure you are taking this money out of the business in the correct way for your situation. Here’s an example of what this looks like. Let’s say you expect to gross $100,000 in revenue next month. From that you generated $9,000 of gross profit in sales, $10,000 in parts gross profit, and $7,500 in service gross profit. You now have a $26,500 pool of gross profit to run your dealership for the month. You would take 1 percent out of that amount ($265). Then, let’s say you plan to pay yourself $3,000. You would deduct that amount ($26,500–$265–$3,000=$23,235). This leaves you $23,235 to operate the dealership on for the month. Moving forward, look at the next month. You know the season will begin to slow down and you anticipate bringing in only $80,000. Using the same percentages as before, sales would produce $7,200 of gross profit, parts would produce $9,600 in gross profit, and service would produce $6,000 in gross profit. So, your gross profit pool now has $22,800 in it. Take the one percent ($228) and set it aside. Deduct your gross salary of $3,000, and the rest ($19,572) is what you have to run your dealership on for the month ($22,800 – $228 – $3,000 = $19,572). If you fear it will not be enough, then now is the time to consider how to increase revenue or decrease expenses. No matter what, don’t leave yourself out of the equation. This will force you to consider other approaches to fix the problem. If you are wondering how I came up with the gross profit numbers, I used our balanced dealership approach. As we work with dealers, we work to have 60 percent of gross revenue generated by sales, 25 percent by parts, and 15 percent through service. I used a 15 percent gross profit margin on sales, a 40 percent gross profit on parts, and a 50 percent gross profit on labor. The most important part of the exercise is that you created a habit of paying yourself first. Is one percent where it ends? Absolutely not. You should work toward the goal of putting 10 percent of every profit dollar produced into your pocket. I know that seems like a huge number when you are simply celebrating a one percent payment to yourself, but it is possible. 56
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Something interesting starts to happen when you give the business less money to run on. You and your team will find a way to adjust expenses and force your business to run on what is available (or you will find new ways to make money). Think about it this way. If you were given a brand-new tube of toothpaste, how would you use it? At first, you might be overly generous with the amount of toothpaste you put on your toothbrush. If some extra fell off and landed in the sink, it wouldn’t be a big deal. However, if I were to give you a tube of toothpaste with only a small amount of toothpaste left in it (and you couldn’t buy more for at least a week), how long could you make it last? My guess is as long as you needed. In fact, I bet you could make that toothpaste last two more weeks! When you feel like there is an excess of resources available to you, you typically get careless in using them. However, when you feel like what you have is scarce, you use it more wisely. That’s exactly the mindset shift I need you to take regarding your money. Take what you should off the top and learn to run the dealership on what is available or left over. Put your one percent (or more) somewhere you won’t touch it and have someone hold you accountable. Where you put your money is equally as important as taking the money out. Now, I’m not saying an account in the Bahamas is the answer; that just looks shady. But you can’t leave your money in the same account you pay your expenses out of (or an account where you will be tempted to loan it right back to the dealership—we know you do this!) because you know as well as I do the money will be simply absorbed, and your hard work and determination will be all for nothing. When that happens, you feel defeated and wonder why you even tried. So, open a separate account simply for this money. That’s all you want to put into this account. Maybe you know yourself well enough to know that a separate account at the same bank won’t do and you need to move the money to a different bank that is not linked in any way to the business. If that’s what you need to do, just do it. There is no judgment here. Our focus is simply to get in the rhythm of having your business pay you, as the owner, on every single profit dollar that is generated each month. Some of the dealers we work with go one step further when starting to implement this change. One of our advisors has his dealers send him a picture of the “off the top” check as proof they are taking it out of the business. Above that, he asks them to tell him what they are going to use the money for. Sometimes it is to accomplish a goal they have set, maybe it is designated for something fun, or at other times it’s simply to help them survive. Now, you may or may not need that accountability, but I will tell you, if you aren’t currently paying yourself on a regular basis from your business, at first, it will feel strange. And, if you need someone to tell you that it’s OK to pay yourself first, I’m here to tell you, IT’S OK!! In fact, it’s critical. Consider doing something fun with the money you are earning (at least in a small way). The last step is the best step. This is where you get to dream a little. Think about something you would like to do and how you could use this money on something you and your family would enjoy. Maybe it can go toward a vacation or furniture fund, savings for a lake house, or just a night out at your favorite restaurant. You have worked hard to generate this revenue in your business, and now is your time to celebrate your hard work, risk, and focus. So, pick something fun and do it. For more information, visit www.BobClements.com.■ www.NATM.com
What separates dealers who are in a never-ending cycle of struggle from those who are able to be successful regardless of what is happening around them? In this brand new book, Bob Clements and Sara Hey share the seven habits that winning dealers consistently exhibit, along with real stories of dealers who moved from being the problem in their dealership to the solution.
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TRACKS
D E A L E R / E D U C AT I O N
Safely Towing a Trailer Brochures Available to Trailer Dealers By Meghan Ryan, NATM Assistant Director The National Association of Trailer Manufacturers (NATM) is offering its highly popular Safely Towing a Trailer brochure to its Dealer Affiliates. . The booklet is based on the National Highway Traffic Safety Administration’s consumer safety information. It provides general guidance, tips, and necessary information about important factors to consider and equipment needed to improve the safety of towing trailers. NATM Members and Dealer Affiliates can purchase printed Safely Towing a Trailer booklets individually, by case, or can opt for a company-specific brochure in PDF format for $500. The personalized booklet will feature 8-10 photos or logos from your company throughout the document. NATM will send you the PDF of the final document so your company can print as many brochures as you wish. This is an easy, affordable way to market your company while also educating your customers about trailer safety! The publication includes tips on selecting a tow vehicle, tow vehicle ratings, measuring the weight of
a trailer, connecting your trailer to your vehicle, tire safety, loading, and weight distribution, safe driving tips, and the pre-departure safety checklist. NATM regularly fields questions and complaints regarding corroding trailers from end users, and NATM added a new “maintenance” section to address this issue. This problem is greatly dependent on the use and care of a trailer by its owner. The new maintenance section explains what causes rust, including corrosive materials such as rock salt used for deicing roadways, chips in the protective layer exposing the metal, and galvanic corrosion resulting from dissimilar metals making contact. The document then expands on proper maintenance in those various situations. Providing this brochure, created to fit inside a tow vehicle’s glove box, is yet another customer service tool to add to any dealership’s tool box. From selecting the right trailer for their needs, to tire safety, loading, driving tips, and maintenance, the Safely Towing a Trailer brochure has useful information for novice and seasoned towers alike. ■
NATM Members and Dealer Affiliates can purchase copies of the brochure by contacting NATM at NATMHQ@natm.com or by calling (785) 272-4433.
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Save the Date for the 2023 Convention & Trade Show By Meghan Ryan, NATM Assistant Director
CO N V E N T I O N
TRACKS
National Association of Trailer Manufacturers (NATM) is looking forward to returning to Fort Worth, Texas, for its 2023 Convention & Trade Show, Feb. 14-16, 2023 at the Fort Worth Convention Center. Texas continues to be a popular location for NATM’s Convention & Trade Show as an industry hub. The last Convention hosted in Fort Worth saw a record breaking number of trailer manufacturers in attendance. NATM is looking forward to record breaking trailer dealers attendance in 2023 as well.
Booth Selection The NATM Member rate for a 10’ x 10’ booth is $1,700. Booth spaces for nonmembers are $3,400. Trade show space will open to 2022 Sponsors starting May 30. Following sponsors, non-sponsor exhibitors at the 2022 show will then select their spaces. The opportunity to select space for general membership will open Aug. 1, and non-members will be allowed to choose booth space beginning Aug. 15. For more information about the booth selection process, turn to page 68.
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 the convention program map and branded events. This creates name recognition which helps drive customers to your booth. Re-enter in-person events with a bang, and sponsor today! Watch your email for sponsorship information coming in May.
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? Are you a dealer affiliate? 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. 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. More information will be provided via email this summer. To sign up for the Convention & Trade Show emails, visit www.NATM.com/convention. Questions about the show sponsorship opportunities or exhibit space? Contact Meghan Ryan at Meghan.Ryan@natm.com or call (785) 272-4433. ■ www.NATM.com
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2023 Convention Developing Schedule By Meghan Ryan, NATM Assistant Director
Monday, February 13 6:00 - 9:00 pm Convention Tee Off - Top Golf
Tuesday, February 14 7:30 am - 7:00 pm
8:00 am - 11:00 am Technical Forum Session 3 8:00 am - 11:00 am Workshop Session 3 9:30 am - 10:00 am Coffee Break 11:30 am - 5:00 pm
Registration
Trade Show*
8:30 am - 10:00 am
11:30 am - 1:00 pm
Workshop Session 1
Dealer Workshop & Luncheon **
8:30 am - 10:00 am
11:30 am - 1:00 pm
Technical Forum Session 1
Lunch with the Exhibitors
10:30 am - 1:00 pm
4:00 pm - 5:00 pm
Awards Lunch & Reception
Trade Show Reception - Dealers Welcome
Noon - 6:00 pm Exhibitor Move In 1:30 pm - 3:00 pm Workshop Session 2 1:30 pm - 3:00 pm Technical Forum Session 2 4:30 pm - 5:00 pm Newcomer Orientation 5:00 pm - 6:00 pm Newcomer Reception 5:00 pm - 6:00 pm
Thursday, February 16 9:00 am - Noon Registration 9:00 am - Noon Trade Show 9:00 am - 10:00 am Coffee with the Exhibitors Noon - 5:00 pm Exhibitor Move Out
NATM PAC Reception*** 6:00 pm - 7:30 pm President's Reception
Wednesday, February 15 7:00 am - 4:30 pm Registration 7:30 am - 11:00 am Exhibitor Move In
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* Dealers Restricted: Dealers are unable to attend the Wednesday hours of the Trade Show with the exception of the Trade Show Reception. Dealers are welcome to walk the show floor on Thursday from 9:00 a.m.-Noon. **Denotes Dealer Only Event. ***The PAC Reception may only be attended 7by NATM's "Restricted Class," which includes certain NATM employees, individual and other noncorporate NATM Members, and certain employees of corporate members with pre-approval.
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TRACKS
CO N V E N T I O N
Booth Selection Process for the 2023 Trade Show By Meghan Ryan, NATM Assistant Director NATM is using Map Your Show’s online booth sales software again for the NATM Convention & Trade Show in Fort Worth, Tex., Feb. 14-16, 2023. This program allows real-time booth selection and significant time savings for exhibitors. The opportunity to select exhibitor space at the 2023 trade show has been made available to suppliers and service providers in the following phases:
Phase 1
Phase 2
2022 sponsors will choose their booths first in the order of their sponsorship levels during the following dates:
2022 non-sponsor exhibitors select their booths June 27 - July 29, 2022.
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$30,000 and higher: May 30–June 1
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$10,000 – $29,999: June 2–7
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$7,500 – $9,999: June 8–12
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$5,500 – $7,499: June 13–15
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$2,500 – $5,499: June 16–19
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$1,000 – $2,499: June 20–22
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$250 – $999: June 23–26
The NATM Member rate for a 10’ x 10’ booth is $1,700. Booth spaces for nonmembers is $3,400. 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 2023 trade show floorplan 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 68
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Phase 3 The general membership will be allowed to choose booth space beginning August 1, 2022
Phase 4 Non-members will be allowed to choose booth space beginning Aug. 15, 2022.
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, firstserved. 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 2023 NATM Convention & Trade Show, contact NATM Membership & Events Coordinator, Catie Rutkowski, at Catie.Rutkowski@natm.com or (785) 272-4433. ■ www.NATM.com
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MEMBERSHIP
Member Spotlight
ASA Electronics Welcomes the Challenge By Erin Mohwinkle, NATM Marketing Coordinator
Though ASA Electronics trailer division began in 2019, they have been in business for 44 years. Starting as an audio and video supplier specializing in mobile applications, they now have five divisions.
NATM took some time to speak with Jeff Gray, ASA Electronics, VP Trailer Division.
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Commercial Vehicle (Bus, Delivery and Heavy-Duty Truck)
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Heavy Duty (Agriculture, Construction and Powersports)
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Marine
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RV
There is no doubt the changes over the last couple of years have provided just that. ASA, as well as many others in the industry, have had to change, adapt and expand. It is clear that ASA prioritizes keeping an open mind and listening to the end-user is the backbone of their business. Though Gray says he is most proud of their team.
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and its newest division, Trailer (Lightand Medium-Duty Trailers)
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When asked what motivates him, Gray responded; a challenge.
“Our team goes beyond the call for each and every customer, whether it is the OEM or the end consumer,” Gray says. “Our engineering team will not cut a corner
www.NATM.com
MEMBERSHIP
TRACKS
Gray, who had been a part of the RV side for almost 30 years, stepped out of that comfort zone to lead this newest division in the light- and medium-duty trailer sector. Gray has been charged with building the division. He is committed to developing the relationships and serving as the electronics source people think of when wanting to add convenience, safety, and technology to their trailers. Stepping outside of their comfort zone and working with customers to add these types of products on dump/deck/utility trailers for the first time is a huge challenge, especially in an industry where the majority of the manufacturers do not know ASA. What separates them from other electronics suppliers is they are a design and engineering company rather than a distributor. The majority of the products are fully developed behind their walls. They go through a complete development, from idea to market. ASA works directly with current and potential customers on a product concept, which then can become a product for the market. Product testing also occurs at their facility. They have a complete engineering staff at the corporate offices in Elkhart, Ind., and a team in Asia that works directly with their contract manufacturers. Gray and ASA have taken full advantage of their membership with NATM by getting involved. According to Gray, because they are newer in the trailer industry there is still a lot to learn and a lot of people to meet. He has used that challenge to lead him into involvement, spending the years serving on the Technology Committee. In the next decade, look for ASA to continue to diversify and grow to meet the needs of the consumer. ■
to save a couple of dollars. It’s safe to say our operations team in 44 years has never been challenged as much as they have been in the last 18 months due to the pandemic. Those challenges continue today with global parts shortages, freight delays, and increased prices.” “These are times when a company and the people who make up that company are really tested. I am very proud of how we have navigated, and continue to navigate, these global issues. The people make what I do so much easier.”
www.NATM.com
March/April 2022
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MEMBERSHIP
New 2022 Media Kit Available with Advertising Opportunities By Erin Mohwinkle, NATM Marketing Coordinator Placing advertising in front of trailer manufacturers and dealers is one of the easiest and most effective benefits of National Association of Trailer Manufacturers (NATM) membership. Advertising in the bimonthly Tracks magazine, on www.NATM.com, the annual NATM Convention Program map, or the Online Membership Directory & Buyer’s Guide is easy. NATM has further simplified the process by compiling the many opportunities all in one place, the NATM 2022 Media Kit!
Tracks magazine deadlines for contracts and artwork are as follows:
Fill out the contract, send it in, and once your ad is published, NATM will send you an invoice for payment.
*Trailer Dealer Special Issue
It is free for NATM members to upload their company logos and update company information on NATM’s online Membership Directory, and your listing can be edited. If you, or someone you know, would like to receive Tracks magazine or advertising notices, please let NATM know, and you will be added to the mailing list.
July/August
Deadline: May 5
September/October*
Deadline: July 5
If you have any questions or concerns about advertising, contact NATM Marketing Coordinator Erin Mohwinkle at Erin.Mohwinkle@natm.com. NATM encourages members to submit suggestions for Tracks article topics and welcomes submissions for member spotlight articles. ■
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www.NATM.com
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TRACKS
MEMBERSHIP
NATM Looks Forward to Serving You in 2022! By Meghan Ryan, NATM Assistant Director
Thank you for renewing your membership with the National Association of Trailer Manufacturers (NATM) for 2022! Membership dues are critical in supporting the actions, services, and educational programming 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 2021, membership dues allowed NATM to:
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Welcome Tow Vehicle OEM Members to the Association as a new membership type.
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Continue the Association’s 2019-2022 Strategic Plan focusing on industry growth, increasing brand awareness, and continuously improving the NATM Compliance Verification Program (CVP).
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Host a record-breaking number of educational webinars and presentations.
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Grow the reach of the fourth annual Trailer Safety Week, including the introduction of strategic partnerships and access to additional resources.
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Devote resources to marketing the NATM CVP and benefits of the Association to the industry as well as end users to grow the value of the NATM Compliance Decal.
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Educate members of Congress during the annual Regulatory Roundup & Capitol Hill Visits.
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 are vital to NATM’s success. NATM looks forward to continuing this important work in the coming year!
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Update the 2021 Guidelines for Recommended Minimum Manufacturing Practices for Light- and-Medium Duty Trailers, also known as the Guidelines.
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Host the 2021 Workforce Development Summit to assist members with their skilled worker shortage.
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Adapt the NATM CVP to navigate travel restrictions and protect the health and safety of members and staff, while also continuing to help member companies ensure their compliance with applicable federal regulations and industry standards.
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Continue offering the Association Health Plan (AHP) for most NATM member companies.
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Continue offering the NATM Association Retirement Plan for member companies to offer their employees.
Thank you for your continued support of the Association. Please don’t hesitate to contact Meghan Ryan, NATM Assistant Director, at (785) 272-4433 Meghan.Ryan@natm.com if you have any questions or concerns. ■
www.NATM.com
CELEBRATING YOUR
1 YEAR ST
OF MEMBERSHIP!
51 Trailer Sales
L&O Manufacturing
Acela, Inc.
Marciano's Truck Equipment
ALCOM, LLC - FL Branch
Material Handling of Georgia, Inc. dba Tuff Dawg Trailers
American Spray Technologies
Maverick Manufacturing LLC
Bartimaeus by Design Casper Electric Corp. DBA Cobalt Trailers & UTV
MDC Campers and Caravans Inc. Mertz Manufacturing, Inc.
Chattanooga Trailer & Rental, Inc
Optronics International – Indiana Branch
Coffee Creek MFG LLC
Optronics International - USA Harness Texas Branch
Early Trailer Sales LLC Eaton Compressor & Fabrication FNA Group Inc - Arkansas Branch Harbor Freight Tools
Rental Trailers MFG Inc. Sharp Trailers LLC Smort Fabrication Stones River Trailer Company
Hunter Trailers, LLC
Sunrise Service LLC
IES Kerlin Trailers
www.NATM.com
TRACKS
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Press Releases Austin Hardware & Supply, Inc. Announces Launch of 3rd Generation LifeDefender™ Cabinet Security Frames Austin Hardware & Supply, Inc. has launched the 3rd generation of their revolutionary LifeDefender™ Cabinet Security Frames. LifeDefender customers were the primary drivers behind this latest version. Austin designers listened to customers when introducing the following additions to the revolutionary safety product: ›
An optional key locking feature is now available pre-installed for both the fixed and restocker (a.k.a. "speed-load") frames.
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Tag brackets, an optional inventory control feature that can be pre-installed onto the frame, have been improved with more mounting options and soft, over-molded covers on exposed areas.
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An improved easy-glide tracking system allows panels to slide more easily and consistently within frames of all sizes.
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Panels are now removable and replaceable within the frame, even while the frame is mounted.
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The slider handles have been redesigned smaller while maintaining the same operation and latching function. The smaller size allows the slider to open further, providing an extra inch of access space when the slider is open.
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Hinges are now anodized aluminum to improve the appearance against the frame as well as cosmetic durability.
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To more easily adjust a cabinet's latch clearance and door position, the hinge shims have been improved with all hole locations now slotted, allowing the shims to be added or removed between the hinge and cabinet without removing the hinge screws.
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Frames are now available with an optional pre-installed protective film on the outer frame. The film can remain on the frame without affecting the frame function.
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Fixed frame LifeDefender units now include a new tether system to provide an extra connection between the cabinet and frame, which is especially helpful in wooden cabinets.
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Unframed LifeDefender doors (CW series) are now available with pre-engineered motion control options (gas springs or dampers) to move and hold the door in its open position.
LifeDefender Cabinet Security Frames are designed to provide a solution meeting SAE, CAAS GVS, and NFPA safety standards. For more information, please visit LifeDefender by Austin Hardware®.■
About Austin Hardware & Supply, Inc. Austin Hardware & Supply, Inc. is a wholesale distributor of specialty industrial and vehicular hardware. The company has nine locations throughout the U.S. Serving industry since 1960. Austin Hardware provides innovative hardware solutions with an extensive inventory of top-quality parts, shipped quickly, accurately, and at competitive prices, supported by experienced, professional customer service dedicated to each customer's success.
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Midwest Materials Announces the Commission Multi-Million Dollar Stretch Leveling Cut to Length Line, Highlights Commitment to Innovation and Customer Satisfaction November 3, 2021 MidWest Materials, Inc., a steel service center in Perry, Ohio, held a ceremony to mark the groundbreaking of a new Red Bud Industries Stretch Leveling Cut-To-Length line. The new line will be capable of processing material up to 0.750-inch thick by 78-inch wide and a maximum yield of by 80,000-pounds. The line incorporates the most advanced technologies currently available in the industry, including a hybrid 30-foot Stretch Leveler with a looping pit. This allows the line to operate in start/ stop mode when running thicker materials and in looping mode for 0.375-inch and thinner material. Loop mode significantly increases productivity and throughput while stretching. The new line will also feature many high efficiency options for processing, maintenance, and packaging. The shear includes a quick-change blade feature that minimizes downtime during blade changes. The new line also includes a Continuous Stacking System, which allows virtually nonstop operation even when discharging finished bundles. When a bundle is completed, the line momentarily stops, but is quickly restarted and continues to operate while the bundle is removed. The announcement comes on the heels of the recent announcement that MidWest Materials was awarded the 2021 Service Supplier of the Year award for the 4th time from one of the nation’s largest transportation OEMs.
chains for customers remained open and uninterrupted. He pointed out that in the hyper-competitive job market, doing everything possible to attract and retain talent has been a top priority. In the past quarter, MidWest Materials has invested more than 1,200 training hours to improve safety awareness, enable employee advancement, and increase overall quality. “Together, we are stronger than steel. It’s not only our motto, but also our way of life.” MidWest Materials, Inc., is a premier steel service center serving the metals needs of leading manufacturers across North America. The company will celebrate its 70th anniversary in 2022 with the completion of the multimillion-dollar expansion of its production facilities, which currently distributes Hot Rolled, Cold Rolled and Coated steel products. The warehousing and production center in Perry, Ohio also includes a state-of-the-art testing laboratory, direct rail access and a dedicated fleet of trucks. ■
Contact: Melissa Evenhiemer Tel: (440) 637-0414 Email: Melissa.evenhiemer@midwestmaterials.com
CEO Brian Robbins used the groundbreaking ceremony to highlight the significant investments MidWest Materials has made to satisfy customer demand, embrace technological innovations, and increase employee retention through safety and training initiatives. In addition to the Red Bud Line, MidWest Materials has initiated a multi-million-dollar project to install new 40 tone and 15 ton cranes, new material handling devices, and upgrade existing lines with more advanced safety features (including laser light curtains and dust removal systems). Robbins pointed out the remarkable achievements of his team, specifically production and maintenance, who worked non-stop throughout the pandemic to ensure critical supply
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Optronics Introduces Industry’s First Multifunction Marker/ Clearance Lamps with Mini-Scene-Light Feature The first of their kind, Optronics’ new 1 1/4-inch LED Marker/ Clearance/Scene Lights perform clearance/marker functions and provide scene lighting capabilities that illuminate a vehicle’s surroundings when it’s parked in low-light conditions.
Harness makes harness and electronic control systems for a wide variety of commercial applications, and with almost 50 years of experience in vehicle electrification, the company is very adept at customizing systems that are amazingly effective and robust.
Tulsa, Okla., USA — Optronics International, a leading manufacturer of vehicle harnesses, electronic control systems and LED lighting for the global transportation industry, introduced its new MCL16MRHAHB and MCL16MAHAHB LED Marker/Clearance/Scene Lights today. The newest members of Optronics’ MCL16 series family of lights, the unique 1 1/4inch, seven-diode, PC-rated lamps enable vehicles to meet clearance and all marker lighting regulations, but give users an extra lighting bonus. The new clear lens lamps are able to turn white when a truck or trailer is stationary, creating a bright halo of light around the vehicle perimeter.
“There are more commercial vehicles on the road than ever, and many are now working long into the evening, presenting safety challenges to fleets, owner-operators and workers alike,” Hester said. “This light replaces ID, clearance and marker lights all around the vehicle.”
Whether it’s a last mile delivery vehicle, a work truck, or a parked semi-trailer, when humans perform duties around them, they need adequate lighting. As winter approaches and low-light conditions encroach on work hours, the new MCL16MRHAHB and MCL16MAHAHB LED Marker/Clearance/Scene Lights can create a safer and more productive environment for workers. Optronics is a leader in multifunction lighting that provides users with multiple combined lighting functions from a single lamp position. In recent years, the company has introduced a number of lamps with combined lighting functions. Consolidation of lamp functions reduces SKUs as well as carrying costs and also completely eliminates the need for separate lamps and for additional holes in vehicle bodies and frame structures. Combination lamps essentially offer the end user multiple LED lamps for the price of one. “With the simple flip of a switch, our new MCL16MRHAHB and MCL16MAHAHB LED Marker/Clearance/Scene Lights can illuminate the entire periphery of a parked vehicle with bright white LED light,” Marcus Hester, chief marketing officer for Optronics International, said. “Not only will these mini scene lights help workers see potential hazards around their vehicles, but their brilliant white LED light will also help others on the road see a vehicle and those working around it.” Both seven-diode MCL16MRHAHB and MCL16MAHAHB lights are hard wired and include separate grounding wires and both feature a pliable EPDM grommet. The lamps require only a single 1.4-inch diameter mounting hole. Both lamps feature Optronics’ unique mini scene lighting capability. The MCL16MAHAHB lamps include a clear lens that is yellow when illuminated in marker/clearance mode, and white when illuminated as a mini scene light. The MCL16MRHAHB lamps include a clear lens that is red when illuminated in marker/clearance mode, and white when illuminated as a mini scene light. The new lamps will interface with all popular wiring and harness systems, but for those who want to design a lighting system with the new lamps in mind, Optronics can help. Optronics USA 80
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The lamp’s lens and housing are made of tough polycarbonate material that is sealed and waterproof. The lamp employs a solid-state, surface-mount device (SMD) design that protects its electronics against moisture, shock and vibration. Like all LED products from Optronics, these lamps come with no-hassle, one-diode lifetime warranty protection that will replace the lamp if even one diode fails. Optronics’ new MCL16MRHAHB and MCL16MAHAHB LED Marker/Clearance/Scene Lights will be available at the end of the first quarter of 2022. Optronics products are available in the U.S. and Canada through the company’s extensive distribution network of more than 20,000 convenient distribution locations. Users can access individual Optronics distributor websites by simply clicking on their logo icons. For information on international sales and distribution of Optronics products, please contact Dorian Drake at +1 (914) 697-9800, or visit https://www.doriandrake.com. To view high-resolution product images of the new MCL16CRHAHB and MCL16CAHAHB LED Marker/Clearance/ Scene Lights, please visit http://www.optronicsinc.com/ RESOURCES/ImageGalleries/MCL16SeriesDuo.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 lighting to its customers. Founded in 1972, Optronics International is a premier worldwide manufacturer and supplier of branded industrial and commercial vehicular safety lighting products and premium, custom electrical wiring harnesses for commercial vehicle applications. The company specializes in electrical system and harness design and interior and exterior LED and incandescent lighting for heavy-duty on- and off-highway vehicles, armored couriers, light-to medium-duty trailers, specialized vocational equipment, transit vehicles, RVs and marine equipment. The company’s patented USA-PLUS system provides the most advanced molded harness connections available in the market. The Optronics product catalog is among the most extensive in the industry. Optronics is headquartered in Tulsa, Oklahoma, and it has an IATF 16949-certified manufacturing facility in Annan District, Tainan, Taiwan. The company also has a plant in Winnsboro, Texas, and ISO 9001:2015-certified manufacturing and distribution facilities in Muskogee, Oklahoma, and Goshen, Indiana. Learn more at http://www.optronicsinc.com.
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Buyers Products Company Appoints Bruce Schulte to Municipal Sales Manager Jake Weitzenecker will assume role of District Sales Manager for Mid-Atlantic Cleveland – October 2021 – Buyers Products Company, a leading manufacturer of work truck equipment, announces the appointment of Bruce Schulte to the position of Municipal Sales Manager for the East Region, effective immediately. Schulte, who joined the Buyers team in 2019 and brings 20-plus years of commercial and municipal truck experience to the team, will report directly to Frank Dickinson, Director of Municipal Sales. In his new role, Schulte will assist in bolstering field support for Buyers’ growing line of municipal snow and ice equipment. As part of this realignment, Jake Weitzenecker will assume the role of District Sales Manager for the Mid-Atlantic Region (southeastern NY, NJ, DE, and MD). “Jake’s vast knowledge and expertise in commercial truck equipment will support continued growth within the region,” said Steve Dewey, Director of Sales, East. ■
Jake Weitzenecker
Bruce Schulte
About Buyers Products Company Established in 1946, Buyers Products Company has grown to become a leading brand in the work truck industry. Buyers is a multifaceted manufacturer and distributor that specializes in durable truck boxes, heavy-duty towing equipment, hydraulics, controls, all-season trailer accessories and aftermarket replacement parts. The Buyers line of snow and ice equipment includes SnowDogg® snow plows, SaltDogg® spreaders, and ScoopDogg snow pushers. For more information, visit www.buyersproducts.com.
Tredit Tire and Wheel Announces New Location in Iowa Elkhart, IN – December 15, 2021 – Tredit Tire and Wheel (“Tredit”) announced today that it is expanding it’s operations with a new location in Ankeny, Iowa. The location is the seventh full-scale distribution and assembly center for the company and is expected to start production in January of 2022. “After extensive review and research about how to accommodate the growth in our markets over the past several years and for the years ahead, it became clear that a new location situated within the midwestern states had become necessary to serve our customer and operational needs.” said Andrew Wuescher, Vice President of Sales and Marketing. The new 80,000 sq. ft. Tredit location will be fitted with state-of-the-art tire and wheel assembly equipment tailored for that market’s product mix. ■
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About Tredit Tire and Wheel Founded in 1967 and headquartered in Elkhart, IN, Tredit is the leading technical innovator, importer, distributor, and assembler of tires, wheels and related accessories to trailer OEMs throughout North America, including recreational vehicle (RV), cargo, utility, marine, horse/livestock, and heavyduty equipment. With multiple locations across the United States, it is uniquely positioned to fulfill the differing local needs of its largest national customers in each of their individual markets. Tredit manages the specialized transportation and logistics aspects of increasingly complex global supply chains to ensure justin-time deliveries to its North American customers. http://www.tredittire.com.
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TecNiq Introduces New 4” Round Stop, Tail, Turn, Reverse Light – Perfect Replacement for Existing 4” Standard Sizes Galesburg, MI – December 2, 2021 – TecNiq Inc. announces their new T42 Stop, Tail, Turn, Reverse light. The T42 is a 4” round, grommet mount replacement, for any standard sized 4” round light. The T42 features (12) Red LEDs, and (4) White LEDs, which meet all FMVSS 108 requirements for wide and narrow vehicles. Available with Amp connector, or Tri-Pole connector – the T42 is designed to be a great looking light that provides Work Trucks, Heavy Duty Trailers, Light Duty Trailers, and more with a high quality, no hassle lamp. The T42 runs on a voltage range from 9-14V DC and allows customers to save time and money with a combination of functions built into one light. The T42 is IP68 rated and hermetically sealed to be dust and waterproof. The T42 joins TecNiq’s industry leading DOT lighting catalog and gives manufacturers of commercial vehicles another option for their existing customers. In addition, it offers a 100% sealed light for any new customers utilizing these sized lights from TecNiq’s competitors. “The creation of the T42 is a great example of TecNiq’s ability to deliver what our customers need. With current market conditions, more customers are leaning on TecNiq to help with sourcing challenges. The T42 was specifically created to help a customer continue to deliver vehicles. We constantly encourage our customers to bring forth new ideas and opportunities that we may be able to help with. Kevin Shaffer, National Sales Manager – TecNiq Inc. TecNiq’s T42 is available to order now, for samples and specs reach out to their sales team at www. TecNiqInc.com, or (269) 629-4440.
Features: ›
Save time and money with our new combination Stop/ Tail/Turn and Reverse Light
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Fits all standard 4” round applications
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IP68 Rated - Dust and waterproof with hermetic seal
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Meets all FMVSS 108 requirements for wide and narrow vehicles
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Reliable performance over 100,000 hours
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Lifetime Warranty ■
About TecNiq, Inc. TecNiq Inc. is an engineer owned & operated company with a strong commitment to excellence. We begin with a simple belief in offering the greatest value, the highest quality lighting solutions, and great customer care. We use the highest quality LEDs, materials, and offer market leading technologically advanced lighting solutions. From fleet vehicles, construction trailers, boats, emergency response vehicles, heavy or light duty equipment, you can expect your lights to work every time. Our goal is to exceed your product quality expectations. We feel so strongly about our commitment to quality, that we back every one of our products with a no-nonsense Lifetime Warranty.
Voyager Industries, Inc. Announces Purchase Agreement for Facility November 24, 2021 Brandon, MN -- Voyager Industries, Inc. announces it has signed a binding purchase agreement for a 34,000 sq. ft. manufacturing facility on 14 acres of land in Staples, MN. The property, formerly known as the McKechnie Tooling & Engineering building is located in the industrial park off Prairie Avenue Northwest, near the Staples airport. Voyager Industries, headquartered in Brandon, also operates facilities in Evansville and Pine River, MN. This expansion into Staples will provide much needed space and a skilled workforce to meet the continued growth of their proprietary product lines, Bear Track Trailers™, Black Line®, Titan Deck®, Voyager Dock® and Yetti Fish House™. “We are thankful for our hardworking and dedicated employees, customers and vendors who have helped put us in the position to be expanding. Our team is excited to join the Staples community as a premier employer, and we’re looking forward to getting to work right away” stated Gary Suckow, President and CEO. “The 82
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facility layout fits in well with our manufacturing needs and during the purchasing process we were able to put together a good plan. With relatively few changes and modifications we plan to be up and running within 4 to 6 weeks, or sooner.” To meet the needs of the expansion, Voyager plans to immediately hire for a number of positions including aluminum welders, fabricators, and assemblers, and that’s just the start. Interested candidates can find more information at www.voyager-industries.com/careers, or by emailing at hr@voyager-industries.com. About Voyager Industries Voyager Industries, Inc. is a privately held company located in Brandon, MN. Proprietary brands of Voyager Industries include Yetti Fish Houses™ Voyager Dock®, Black Line®, Titan Deck®, and Bear Track Trailers™. Voyager Industries has 140+ employees, 130,000+ square feet of warehousing and manufacturing space, and four facilities located in Brandon, Evansville, and Pine River Minnesota.
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Wil-Ro Focuses on Product Line Standardization, Strategic Financing Partnership, and Organizational Bench Strength to Expand Growth Nationally Wil-Ro Records 32% Growth in Q3 2021 (FOR IMMEDIATE RELEASE) Gallatin, Tenn. – October 20, 2021 – Wil-Ro, Inc., a leading truck body manufacturer based in Gallatin, Tenn., marks 32 percent growth in Q3 2021 compared to the same quarter in 2020, shifts focus on product line standardization, inks a strategic financing partnership, and deepens workforce bench to support growth nationwide. Beginning January 2022, Wil-Ro will reduce its product series suite to solely focus on its core truck bodies within the Landscape Series and Flatbed Series to streamline its production process and improve the lead times for these high-demand truck bodies. Landscape Series: ›
Standard Landscape
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Removable Dovetail Landscape
Flatbed Series: ›
Freedom Flatbed
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Patriot Flatbed
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Skirted Flatbed
“We continue to experience rapid growth, and our decision to phase out our Dump Series and Platform Series is a proactive approach to strengthen our organic growth and promote new customer relationships among key markets," said Joshua J. Coster, President and Owner of Wil-Ro, Inc. “Like many other manufacturers, Wil-Ro continues to navigate external forces impacting production, including supply chain delays and steel market volatility, and we are constantly pushing to think creatively and figure out ways to stay ahead of the curve while keeping our customers happy and their businesses thriving." Adding to its Distributor Partner benefits, Wil-Ro has teamed with Northpoint Commercial Finance to offer innovative floorplan financing options, providing dealers with the credit they need to purchase more inventory and increase profits all around.
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"Our Northpoint partnership facilitates a healthier revenue cycle for Wil-Ro and our growing customer base,” said Lincoln Curry, Operations Manager at Wil-Ro, Inc. “Our Distributor Partners will have greater access to capital, allowing larger volume truck body orders.” Over the last two quarters, Wil-Ro added horsepower to its workforce across several departments, including supply chain, engineering, and culture, bringing in new leadership and promoting talent from within, reinforcing its core values and putting people first to foster an environment of excellence. “Our brand reflects our people and our commitment to craftsmanship—from the front office to the manufacturing floor, our team is stronger than ever, and we are on pace to hit record goals in 2021,” said Ashley Freeman, Chief People Officer of Wil-Ro, Inc. “Our team capitalized on enhancing our brand awareness and community impact through local and industrylevel events, hosting our Inaugural Wil-Ro Truck Show at our factory this summer, and being a prime exhibitor at this year’s NATDA Trailer Show at the Music City Center in Nashville.” Wil-Ro targets 25+ percent growth goals for 2021 with a sharp focus on the continued expansion of its National Distributor Network and Q4 2021/Q1 2022 plans for facility expansion at its Gallatin, Tenn.-based factory headquarters. ■
About Wil-Ro, Inc. Crafted in America since 1973, Wil-Ro, Inc. manufactures high-quality truck bodies and trailers for landscaping, hauling, construction, equipment distribution, and farming, as well as outdoor adventure excursions. Wil-Ro's premier truck bodies and trailers come in a variety of standard models as well as custom configurations to fit the needs of customers and distributor partners nationwide. Headquartered in Gallatin, Tennessee, Wil-Ro focuses on craftsmanship and people, fostering time-honored manufacturing processes to build the strongest, longest-lasting truck beds and trailers in the industry. Forged in the fires of the American spirit, Wil-Ro is American-made and Veteran owned. For more information, please visit wil-ro.com.
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MEMBERSHIP
Welcome New Members Regular Members Argo Trailers GA, LLC 804 W Mitchell St Adel, GA 31620 • Cargo Armorteck, Inc 485 Boul. Poirier Magog, QC J1X 7L1 www.armortecktrailers.com • Enclosed Cargo Bullston Group of Industries 805 Birchfield Dr Mount Laurel, NJ 8054 www.bullston.com • Boat, Cargo, Custom Design, Dog, Enclosed Cargo, Horse, Motorcycle, Tow Dolly, Utility/Flatbed CSIRIUS LLC 86 Livingstone Rd Walworth Industrial Estate Andover, SP10 5NS • Agricultural/Farm, Aluminum, Auto Hauler, Boat, Cargo, Concession, Custom Design, Dog, Dump, Enclosed Cargo, Equipment, Gooseneck, Horse, Landscape, Livestock, Living Quarters, Mobile BBQ/Smoker, Motorcycle, Pole/Pipe/Cable Reel, Portable Equipment, RV/Towable Elk Creek Trailers LLC 2740 State Hwy 260 Overgaard, AZ 85933 www.elkcreektrailers.com • Cargo, Concession, Custom Design, Enclosed Cargo, Gooseneck, Living Quarters, Mobile BBQ/Smoker, Portable Equipment, RV/Towable, Specialty McArron Mfg 1264 Barstow Ave Clovis, CA 93612 www.mcarron.com • Agricultural/Farm NEOHAUS SA DE CV Revolucion 30 San Andres Cholula Puebla, MX 72825 www.neohaus.life • RV/Towable Proform Group, Inc (PGI) 4400 Don Cayo Dr Muskogee, OK 74403 www.proformgroupinc.com 84
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• Auto Hauler, Custom Design, Dump, Enclosed Cargo, Equipment, Gooseneck, Landscape, Mobile BBQ/Smoker, Motorcycle, Portable Equipment, RV/Towable, Snowmobile/ATV, Utility/Flatbed Team Lodge 1414 5th St SE Watertown Watertown, SD 57201 www.team-lodge.com • Auto Hauler, Cargo, Enclosed Cargo, Living Quarters, RV/ Towable, Specialty, Tow Dolly
Associate Members Aluma Graphics 103 Security Ct Wylie, TX 75098 www.alumagraphics.com • Labels/Decals/Nameplates Aurora Payments 1095 W Rio Salado Pkwy Tempe, AZ 85281 www.risewithaurora.com • Credit Card Processing Bearing Buddy, Inc. Hwy 758 Km 0.9 Bo. Jacaboa PO Box 41 Patillas, PR 723 www.bearingbuddy.com • Axles/Hubs/Springs Carlisle Polyurethane Systems 2500 Adie Rd Maryland Heights, MO 63043 • Cleaners/Chemicals, Paints/Coatings/ Galvanizing, Pre-Treatment Systems Expanded Solutions, LLC 5300 NW 5th St Oklahoma City, OK 73127 www.expandedsolutions.com • Metal Stamping Mankiewicz Coatings, LLC 1200 Charleston Regional Pkwy Charleston, SC 29492 www.mankiewicz.com • Paints/Coatings/Galvanizing Octane 116 W 32nd St 9th Floor New York, NY 10001 www.octane.co • Trailer Leasing
Path Robotics 528 Maier Pl Columbus, OH 43215 www.path-robotics.com • Welding Equipment PHOTOMETALS / PMA Industries 18008 N Black Canyon Hwy Phoenix, AZ 85053 www.photometals.com • Labels/Decals/Nameplates Super Duty Fans PO Box 1119 Pilot Point, TX 76258 www.superdutyfans.com • Tools/Equipment Torklift International 1901 Fryar Ave Sumner, WA 98390 www.torklift.com • Fabricated Parts, Hitches, Suspensions, Towing Accessories
Dealer Affiliates Bauman Trailer Sales & Towing 303 S Eureka St Goodfield, IL 61742 Chassis King LLC 1016 Ponce de Leon Blvd Clearwater, FL 33756 www.chassisking.com CSIRIUS LLC 4514 Longvale San Antonio, TX 78217 www.tutrailita.com Hwy 61 Trailer 1857 W Outer Hwy 61 Moscow Mills, MO 63362 www.hwy61trailer.com North Texas Trailers LLC 955 E Highway 121 Lewisville, TX 75057 www.ntxtrailers.com Smoky Mountain Trailers 1062 Hwy 321 N Lenoir City, TN 37771
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When you build a premium line of trailers tough enough to haul everything from horses to heavy-duty construction equipment, you need an equally tough coating. For CornPro Trailers of Elnora, Indiana, the high-gloss, armor-like capability of PPG’s DELFLEET® topcoats together with a corrosion-resistant, direct-to-metal PPG epoxy primer is the perfect solution—one that delivers the protection and eye-catching appearance customers demand. Commercial Coatings from PPG. We’ve got you covered.
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