Meet Convention2023NATMtheStaffFortWorthUpdates COVERMEMBERSHIPSTORY•GOVERNMENT AFFAIRS ISSUETHISIN CONVENTION Page 18 Page 12 Compliance Verification Program Reminders EDUCATION Page 24 Page 65 The Official Publication of the National Association of Trailer Manufacturers Volume 35 • Issue 5 September/October 2022 TRACKS 2022 HillRoundupRegulatory&CapitolVisits
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DISCLAIMER: The inclusion in this magazine ofadvertising, logos, orwebsite links, orreference to anyproducts, services, trade names, ormanufacturers is not an endorsement byNATM ofanysuch 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. Number: 022438 ISSN Number: 1552-2415
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TableContentsof 2022 Regulatory Roundup & Capitol Hill Visits Page 12 Advertising Index › › › › › › › › › › › › › › › › › › › › › › › ›2 President’s Report › › › › › › › › › › › › › › › › › › › › › › 4 Headquarters Report › › › › › › › › › › › › › › › › › › › 6 Capitol Hill Speaker Series a Success for 2022 › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 8 NATM Political Action Committee › › › › › › › › ›10 2022 Regulatory Roundup & Capitol Hill Visits › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 12 Statistically Speaking › › › › › › › › › › › › › › › › › › 16 Meet the NATM Staff › › › › › › › › › › › › › › › › › › › 18 New Deal Trailer Parts: Defining a Competitive Advantage › › › › › › › › › › › › › › › › 24 LANE Trailer Manufacturing Hosts Rep. Randy Feenstra › › › › › › › › › › › › › › › › › › › › › › › 30 Employees’ Quick Actions are Being Credited for Saving a Life › › › › › › › › › › › › › › › › › › › › › › › ›33 Alum-Line Ships Overseas, Secures Government Contracts › › › › › › › › › › › › › › › › › 34 Selecting the Right Tow Vehicle and Trailer Combination › › › › › › › › › › › › › › › › › › › › › › › › › › 38 Tire Recordkeeping Requirements › › › › › › 40 Call for Nominations: Board of Directors › › 42 Improving Trailer Safety Nationwide with NATM Academy › › › › › › › › › › › › › › › › › › › › › › › 43 Widdes Trailer Sales › › › › › › › › › › › › › › › › › › › 46 NATM Dealer Affiliate Program › › › › › › › › › 50 NATM Webinar Lineup for Fall 2022 › › › › › › 52 NATM Dealer Committee Creates In-Demand Resources for Dealerships › › › › › › › › › › › › › › 54 Dealer Checklist Example: PDI › › › › › › › › › › 55 Dealers Invited to 2023 Convention › › › › › › ›57 NATM Returns to Fort Worth for 2023 Convention & Trade Show › › › › › › › › › › › › › › 65 Booth Selection Process for 2023 Trade Show › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › ›72 Get Noticed! 2023 Convention Sponsorship Opportunities › › › › › › › › › › › › › ›73 1st Year Anniversaries › › › › › › › › › › › › › › › › › ›77 Press Releases › › › › › › › › › › › › › › › › › › › › › › › › 78 Welcome New Members › › › › › › › › › › › › › › › 82
About Issue September/October2022 published six times a year(bi-monthly) bythe National Association ofTrailerManufacturers, 2420 SW 17th St, Topeka, KS 66604. Periodicals postage paid at Topeka, KS.
COVERTHEON STAFF Executive Director Kendra Ansley • Kendra.Ansley@natm.com Assistant Director Meghan Ryan • Meghan.Ryan@natm.com Marketing Director Savana Morrison • Savana.Morrison@natm.com Technical Director Alex Stowe • Alex.Stowe@natm.org Compliance Manager Scott Crimmins • Scott.Crimmins@natm.com Senior Compliance Consultant Sean Sloan • Sean.Sloan@natm.com Compliance Consultant Aaron Langer • Aaron.Langer@natm.com Marketing Coordinator Erin Mohwinkle • Erin.Mohwinkle@natm.com Membership & Events Coordinator Catie Rutkowski • Catie.Rutkowski@natm.com Administrative Services Coordinator Abby Wiebler • Abby.Wiebler@natm.com OFFICERS President Marty Lorick • Triple Crown Trailers Vice President Josh Johnson • Big Tex Trailer Manufacturing, Inc. Treasurer Marco Garcia • U-Haul International, Inc. Associate Member Representative Jim Berry • Dexter Axle Past President Owen Shelton • BoatMate Trailers, Inc. DIRECTORS FEB. 2020 - FEB. 2023 Bill O'Hara • Dexter Jon Devitt • Midwest Industries, Inc. Jeff Jones • Statistical Surveys, Inc. Dustin Miller • Cross Trailers, Inc. Mike Story • LOOK Trailers DIRECTORS FEB. 2021 - FEB. 2024 Leo Akins • Forest River, Inc. Andy Derr • M.H. Eby Rick Huddleston • White River Marine Group John Kerr • Marsh & McLennan Agency DIRECTORS FEB. 2022 - FEB. 2025 Charles Daugherty • Red Fern Dynamics Andy Gehman • MGS Incorporated Daniel Luby • BoatMate Trailers Nathan Uphus • Felling Trailers NATM Headquarters • 2420 SW 17th St. • Topeka, KS 66604 • (785) 272-4433 • Fax: (785) 272-4455
thispublication: Tracks Volume 35,
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2 September/October 2022 www.NATM.com Advertising Index Affliliated Resources › › › › › › › › › › › › › › › › › › › › › › › 7 A.L. Hansen Mfg. Co. › › › › › › › › › › › › › › › › › › › › › › › › 3 Aluma › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 56 Aluma Graphics › › › › › › › › › › › › › › › › › › › › › › › › › › › › 76 Apex Manufacturing LLC › › › › › › › › › › › › › › › › › › › ›11 ASA Electronics › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 5 Bend-Tech, LLC › › › › › › › › › › › › › › › › › › › › › › › › › › › › 21 Bob Clements International Inc › › › › › › › › › › › › › 51 BrakeQuip › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 3 Clicklease › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 58 Craftmark › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 37 Demco › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 13 Dexter Axle › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 17 DK2 Warrior Wenches › › › › › › › › › › › › › › › › › › › › › › 62 Eagle Hydraulic Inc. › › › › › › › › › › › › › › › › › › › › › › › › 15 East Penn Manufacturing Co., Inc. › › › › › › › › › › › 53 EQ Systems › › › › › › › › › › › › › › › › › › › › › › › › › › › ›68-69 Felling Trailers › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 76 Galeo › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 64 H&H Trailers by Novae › › › › › › › › › › › › › › › › › › › › › 56 H.E. Parmer Company, Inc. › › › › › › › › › › › › › › › › › › 39 Heskins, LLC › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 19 Hutchens Industries, Inc. › › › › › › › › › › › › › › › › › › › 35 Huth Ben Pearson International LLC › › › › › › › › 64 IDC Spring › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 75 Kenda/Americana Tire & Wheel Corporation › 41 LaVanture Products Company › › › › › › › › › › › › › › 23 LINK Trailer Parts › › › › › › › › › › › › › › › › › › › › › › › › › › 43 Lippert Components › › › › › › › › › › › › › › › › › › › › › › › 25 Mechgineering › › › › › › › › › › › › › › › › › › › › › › › › › › › › 33 Norstar Trailers, LLC › › › › › › › › › › › › › › › › › › › › › › › › 2 Optronics International › › › › › › › › › › › › › › › › › › › › 27 Peerless Industrial Group › › › › › › › › › › › › › › › › › › 75 PPG › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 31 Premium Supply › › › › › › › › › › › › › › › › › › › › › › › ›44-45 The Raynor Company › › › › › › › › › › › › › › › › › › › › › › › 29 Ridewell Suspensions › › › › › › › › › › › › › › › › › › › › › › 9 Ryerson › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 16 Super Duty Fans › › › › › › › › › › › › › › › › › › › › › › › › › › › 47 Taskmaster Components › › › › Inside Back Cover Tech Products, Inc. - Signs, Tags & Markers › › 53 Terran Axle › › › › › › › › › › › › › › › › Outside Back Cover TexTrail Trailer Parts › › › › › › › › › › › › › › › › › › › › › › › 49 TOWKING › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 53 TRP International, LLC › › › › › › Inside Front Cover Twin Oaks Industries, Inc. › › › › › › › › › › › › › › › › › › 71 TRACKS
MANUFACTURING Commercial, Industrial, & Vehicle HARDWARE Commercial, Industrial, & Vehicle HARDWARE HARDWARE for HARD WEAR ENGINEERING | PROTOTYPING | METAL STAMPING | WIRE FORMING | MACHINING | WELDING | ASSEMBLY ISO 9001 ALUMINUMCERTIFIEDPRODUCTS MADE IN AMERICA Call us today at: 847.244.8900 or visit us on the web: www.alhansen.com At A.L. Hansen you don’t have to wait for your ship to come in. When Made In America matters Centrally located in the United States 701 Pershing Road Waukegan, Illinois 60085 Our aluminum hinges & bar locks are Made In America Import Tariff & Anti-Dumping (ADD) fees do not apply.
I am proud to welcome you to this fall’s Special Dealer Issue of Tracks magazine. In addition to our usual circulation of readers, this issue is sent out to thousands of trailer dealers across the United States in order to spotlight compliant trailer manufacturers, as well as educate dealers on industry issues and the importance of compliance.
It is important for trailer manufacturers, suppliers, and dealers alike to understand that the National Association of Trailer Manufacturers (NATM) is a not-for-profit association that is dedicated to making roadways safer through compliance with applicable federal safety regulations and education on safe trailering practices.
Seatbelts are not optional in cars, just as adequate safety chains and properly applied conspicuity tape are not optional on trailers. The difference between these two products regarding their safety requirements is the historically limited policing in the trailer industry compared to the billion-dollar automotive industry. As NATM has been warning members and the industry, trailers are no longer being overlooked by authorities. The National Highway Safety Traffic Administration has announced fines at record levels, and the industry is very much on their radar and will continue to be for the foreseeable future. Just driving down the highway, you can see DOT officials pulling over and inspecting trailers of all sizes, with drivers being ticketed for non-compliance or improper usage.
■ Marty Lorick
TRACKS PRESIDENT'S REPORT
4 September/October 2022 www.NATM.com
The Association was founded in 1987 by five trailer manufacturers in Chickasha, Okla. Their original intention for coming together was to get better rates for product liability insurance, but over the years, the mission and member benefits evolved. In 1991, NATM debuted trailer manufacturing guidelines and, by 2002, had established the NATM Compliance Verification Program (CVP). In 2012 participation in and successful completion of the CVP became a mandatory component of membership for all trailer manufacturers.
The mission of NATM is to “promote trailer safety and the success of the trailer manufacturing industry through education and advocacy,” and reaching out to trailer dealers with a Dealer Affiliate program is a natural next step in the progression of the Association’s efforts to improve the safety of the nation’s roadways. Though, providing education to consumers can be difficult and time-consuming, especially with an already demanding to-do list. It can be difficult for a trailer to stand out against the competition, as uneducated consumers tend to make decisions based on price alone.
President’s Report
Consumers erroneously assume that all trailers are manufactured in accordance with the law and don’t understand that getting the best deal can sometimes come at a higher cost when they purchase a trailer that is not compliant.
The Association is only successful thanks to the hardworking trailer manufacturers, suppliers, and dealers that are committed to safety and compliance. If you are interested in becoming more involved or interested in learning more about becoming a member, do not hesitate to contact the Association at NATMHQ@natm.com or by calling (785) 272-4433.
By Marty Lorick, NATM President
Based on the annually updated Guidelines for Recommended Minimum Manufacturing Practices for Light- and MediumDuty Trailers (Guidelines), a compilation of applicable Federal Motor Vehicle Safety Standards, regulations and industry best practices that govern trailer construction, NATM Members undergo an on-site inspection of their processes to verify compliance. Manufacturers that successfully complete the CVP can purchase NATM Compliance Decals to display on their trailers. Displaying these red, white, and blue decals adds value to the trailers and demonstrates to customers the company’s commitment to meeting Federal Motor Vehicle Safety Standards. NATM is the only association in the nation that verifies compliance for light- and medium-duty trailers, and it is easy to distinguish trailers built by participating companies from the rest: with the red, white, and blue NATM Decal.
iN•Command ® Control Systems for Trailers are revolutionizing the professional-grade trailer by giving you control of key functions from your smartphone. The iN•Command Trailer app eliminates the need for wired remote controls and key fobs to control hydraulic lifts, latch and momentary auxiliary functions, monitor battery levels, and perform light checks. Bringing smart technology to the job site. iN• Command Trailer ASA Electronics, LLC Visit in-command.net or contact Jeff Gray at jgray@asaelectronics.com
Kendra F. Ansley
TRACKS HEADQUARTERS REPORT
6 September/October 2022 www.NATM.com
HeadquartersREPORT
SEPTEMBER/OCTOBER 2022
Demand for trailers remains high, while the industry continues to overcome challenges and deliver. While members focus on the day-to-day needs of their businesses, NATM continues to push forward, advocate for your needs, and look for ways to make your job a little easier. If there is anything NATM can do to better serve you, please don’t hesitate to reach out. ■
As the special Fall Dealer issue of Tracks, we’re excited to connect with thousands of trailer dealers across the country. While NATM offers special benefits to its dealer affiliates, for the low cost of $150 annually, we want to bring helpful resources to our readers today regardless of their affiliation status. To learn more about the benefits of affiliation or to sign up, visit www.NATM. com/membership. We hope you’ll join us to improve trailer safety and take advantage of the value we offer!
By Kendra Ansley, NATM Executive Director
With fall upon us, cooler temperatures are around the corner, but things are heating up at the National Assocation of Trailer Manufacturer’s (NATM) headquarters. Registration for NATM’s 2023 Convention opens in mid-September to trailer manufacturers and trailer dealers. Hosted in Fort Worth, Texas, the 2023 show promises to be another recordbreaking year with drive-in traffic at its height in this industry hub. For industry suppliers and trailer manufacturers looking to maximize their exposure, there are still a few sponsorship opportunities available. To learn more, contact Meghan.Ryan@natm.com or visit www.NATM.com.
NATM is also gearing up to institute its 2023-2026 Strategic Plan. The NATM Board of Directors came together in Canton, Ohio recently to set course for the future. Members got a sneak peek of the plan during the August annual membership meeting. If you are an NATM member company and you missed the meeting, please reach out to NATMHQ@natm. com for a link to the recording. One important feature of the previous strategic plan that has been carried through is NATM Academy. NATM Academy is an online training program for the light- and medium-duty trailer industry. The program will be offered on-demand, allowing students to learn when it's most convenient for them. The Academy has been established to support the growing workforce training needs of the industry. To learn more, or to get involved, see page 43.
While NATM continues to grow and expand its support of members, we are still driven today by our mission – to improve trailer safety and the success of the trailer manufacturing industry through education and advocacy. Trailer safety may start with manufacturing, and through NATM’s Compliance Verification Program, industry members verify they have the processes in place to meet applicable federal regulations. However, a safe trailer can still be used unsafely. It takes the entire industry working together to improve trailer safety. We’re proud to have just celebrated our 5th annual Trailer Safety Week event. With more than 400 allies educating end users and customers about safe trailering practices, the momentum continues to grow. NATM worked with industry members, peer organizations, state departments of transportation, and state governors to promote this vital highway safety initiative. The work continues as we look forward to 2023.
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The NATM Decal also holds value beyond its symbolism for dealers and end-users. NATM regularly works with law enforcement on stolen trailer issues. As thieves tend to scratch off labeling and VIN numbers that would identify a trailer, they often leave the NATM decal attached. NATM has been able to connect law enforcement agencies all across North America with the manufacturer of the trailer to resolve these crimes because of the serialized decal. Further, the decal allows small businesses and large businesses alike to access the resources made available through NATM.
The NATM compliance decal is an outward symbol of safety and its recognition continues to grow. With the launch of the Dealer Affiliation program, trailer safety education continues to expand and with it so does knowledge of the importance of the red, white, and blue NATM Compliance decal. That small circle allows dealers and consumers the peace of mind of not needing to be experts on regulatory compliance, but instead allowing them to simply focus on selecting the right trailer for their needs and hitting the road.
With the establishment of the Compliance Verification Program in 2002, NATM created a new red, white and blue circular decal to draw attention to members who had voluntarily participated in and passed a compliance consultation. The sales of these serialized compliance decals were also used to underwrite the cost of the program.
As participation in the Compliance Verification Program grew, the NATM Board of Directors decided to do away with the original gold decal, focusing Association efforts on marketing the value in the red, white, and blue decal.
To purchase decals or marketing materials about the importance of the NATM Compliance Decal, contact NATM at (785) 272-4433 or at NATMHQ@natm.com.
Before the NATM Compliance Verification Program became mandatory, NATM looked for opportunities for NATM member companies to distinguish themselves and their commitment to trailer safety and the industry.
NATM Compliance Decals 101
An easy way to communicate this dedication is through the purchase and application of the NATM compliance decal. Purchase of the NATM compliance decal is only available to members who have completed and passed their Compliance Verification Program consultation.
By Kendra Ansley, NATM Executive Director
While compliance with federal regulations is the law, the commitment to having a third party verify compliance is no small undertaking. NATM members must regularly undergo compliance consultations and when noncompliances are found, members are given 60 days to make and provide proof of necessary corrections. When companies fail consultations and do not make the necessary corrections as required by program policies or refuse a consultation, their membership is terminated.
8 September/October 2022 www.NATM.com
In 1990, the first “Mark of Excellence” gold decals were sold to members for one dollar per decal to be placed on members’ trailers. The purpose of the decal was to promote pride in membership and to raise revenue for the Association.
The choice to join NATM and expend resources to verify compliance deserves recognition and communicating that level of commitment to dealers and end-users can be one tool for increasing the marketability of trailers.
TRACKS
GOVERNMENT AFFAIRS
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The National Association of Trailer Manufacturers (NATM) established a Political Action Committee, the NATM PAC, in 2010. The NATM PAC serves to support members of Congress who support the light- and medium-duty trailer industry and its positions on matters of public policy. Campaign finance law requires NATM to secure “prior approval” from member companies before soliciting member companies’ executive and administrative personnel, stockholders, and the families of both groups. Member companies may not approve solicitations by more than one trade association in any calendar year. If, on behalf of the company you are authorized to represent, would like to grant prior approval for the administrative personnel, stockholders, and the families of both groups of your company to be solicited by NATM in calendar year 2022, please complete the prior approval agreement online using the QR code on this page. Since its inception, 48 individuals have contributed to the PAC, raising more than $102,000 and those dollars have contributed to 78 incumbent campaign committees on both sides of the aisle. The PAC is governed by a Board of Directors comprised entirely of NATM members. The PAC Board is responsible for developing both an annual budget and confirming candidates to whom the PAC will contribute based on specific, established criteria. Having the PAC Board comprised of industry members is a key feature of ensuring PAC goals align with industry needs. To learn more about the PAC, contact NATM PAC Treasurer Kendra Ansley at Kendra.Ansley@natm.com.
SAVE THE DATE Regul oundup & Capitol Hill Visits Washing JUNE 2022JUNE 2022 For Regist tion Contact: Meghan Ryan, Assistant Director 785.272.4433 | Meghan.Ryan@natm.com www.NATM.com
By Kendra Ansley, NATM Executive Director
10 September/October 2022 www.NATM.com NATM Political Action Committee
TRACKS GOVERNMENT AFFAIRS
2022 Regulatory Roundup & Capitol Hill Visits
By Erin Mohwinkle, NATM Marketing Coordinator
Central to NATM’s discussions this year was a request for support of the Trailer Safety Improvement Act (H.R. 6915). This non-controversial bill with bipartisan support in the House, directs the National Highway Traffic Safety Administration to expand its existing annual highway safety program to include specific education and awareness for trailer safety. Nearly every congressional office, both in the House and Senate, expressed interest in the legislation. NATM is working with House and Senate offices to formalize support. Those great discussions led into Wednesday’s speaker lineup. NATM member participants and staff met at K&L Gates to hear from a panel of four leaders in their respective fields. Opening the day, Trey McKenzie, vice president of government affairs at the U.S. Chamber of Commerce, provided an update on the U.S. Chamber’s initiatives. Discussions centered on supply chain delays and the workforce shortage. Unfortunately, McKenzie noted neither issue is likely to see quick relief as Congress continues to work through the complexities of them. The Chamber is also closely monitoring the China
Tuesday, members spent Flag Day on Capitol Hill. The day was filled with meetings with representatives from the House and Senate. These discussions between legislators and NATM member constituents addressed concerns affecting the light- and medium-duty trailer manufacturing industry.
GOVERNMENT AFFAIRS
12 September/October 2022 www.NATM.com
More than 40 National Association of Trailer Manufacturers (NATM) members and staff met in Washington, D.C., June 13-15 for the annual Regulatory Roundup and Capitol Hill Visits. The past two years COVID-19 had forced this event to be virtual. Staff and members were anxious to get back to Capitol Hill and bring industry concerns to the country’s leaders in-person.
The 2022 event informed Congressional members about the impact of the industry (see sidebar) and its needs. To kick off the return to an in-person event, Monday evening began with the NATM PAC Reception. NATM’s political action committee (PAC) members were joined by the Chiefs of Staff from Rep. Jake LaTurner (KS-02) and Rep. Jackie Walorski’s (IN-02) office, both of whom spoke to the value and importance of the PAC. NATM PAC Board Chair Andy Gehman discussed the history of the PAC, and NATM’s government affairs representative Dennis Potter of K&L Gates highlighted the PAC’s strategic efforts.
After a brief introduction into the mission of NATM, topics covered included funding trailer safety initiatives, workforce shortage, supply chain delays, technological advancement and the integration of trailers, rising fuel costs and tariffs.
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The Association will continue conversations with each of the offices attendees met with to ensure the industry’s priorities remain top of mind. While NATM will host its next Regulatory Roundup and Capitol Hill Visits in 2023, NATM member companies are encouraged to invite their legislators to tour their facilities. With the fall recess coming up and members set to spend a significant amount of time in district, now is the time to reach out. NATM can assist member companies in extending plant tour invites. ■ NATM member companies represent a significant portion of the U.S. workforce and contribute significantly to the gross domestic product. In 2021, more than 1,267,000 new trailers were registered in the U.S., representing approximately $5.78 billion in sales. With more than 1,000 member and dealer affiliate companies, the Association represents more than 387,910 American workers. For support, please contact NATM Executive Director Kendra Ansley at Kendra.Ansley@natm.com
Photo Credit: Kyndal Clark, Marsh & McLennan Agency Benefits Consultant
TRACKS GOVERNMENT AFFAIRS
14 September/October 2022 www.NATM.com
Paul Wasik, deputy policy director for the Senate Commerce Committee's Surface Transportation, Maritime, Freight and Ports minority office, and Michael Davisson, who has served as professional staff on the committee since 2019, provided an update on the infrastructure package. Although the infrastructure package has been delayed because of issues in passing the fiscal year 2022 spending package, there is still a five-year spending timeline for the infrastructure portion. NATM is interested in underride guard research and is waiting for official notice of the advisory committee to apply for a seat on the committee. Attendees also discussed Trailer Safety Week and the Association’s investment in roadway safety beyond manufacturer compliance. A brief discussion on H.R. 6915 occurred, noting companion legislation in the Senate would run through the committee Wasik and Davisson serve on. Also, on the discussion panel was Sue Lawless, director for the Federal Motor Carrier Safety Administration’s (FMCSA) Carrier, Driver, and Vehicle Safety Division within the Office of Policy. Lawless explained the role the National Highway Traffic Safety Administration (NHTSA) and FMCSA play. To simplify, NHTSA is a regulatory enforcement body and as such, any exemptions coming from that agency broadly apply to anyone impacted. However, exemptions coming from FMCSA are specific to the requesting organization. She said NHTSA would have oversight of the underride research mentioned by Wasik and Davisson. She also said it was not NHTSA or FMCSA’s objective to overburden industries and if research supports the Association’s hypothesis about side underride, the industry would likely get the results it seeks. She commented the process from research to rulemaking could be long and the industry shouldn’t be overly concerned about sudden changes that would leave manufacturers scrambling. Lawless indicated whether or not the industry filled one of the few available seats on the underride advisory committee, and most meetings would be open to the public and that involvement as a public attendee could also be impactful.
Competitiveness bill and is optimistic it will include an improved Section 301 tariff exclusion process for harmed parties.
The following are the Top 5-States in sales growth for all trailer segments in the first four months of 2022.
the
Percent of Growth
trailer
industry
by Statistical Surveys: Trailer Type BoatHorseLivestockEnclosedOpenIndustry Ranking 54321Apr.
16 September/October 2022 www.NATM.com M E T A L f o r t h e l o n g h a u l Coil & Sheet 3105, 3003, 5052, 6061, tread brite, seamless roof coil & painted cargo coil Bar & Tube Carbon, Stainless, Aluminum in bar, channel, and tubing Contact us for a quote trailers@ryerson.com We can process to your specifications
Statistical Surveys Statistically Speaking Registrations
Industry registrations for the first four months in 2022 are down 25.3 percent over 2021. 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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■ TRACKS EDUCATION
By Jeff Jones, for light- and medium-duty trailer were down 31.6 percent in April 2022. Below are the details of the market’s performance for five segments as reported 2022 -29.5%-30.6%-37.4%-35.6%-31.2%-31.6% ColoradoMontanaSouthOregonTennesseeCarolinaJanuary - Apr. 2022 -22.7%-20.0%-28.4%-29.8%-24.7%-25.3% -11.8%-10.0%-0.3%5.6%58.6%
the
State
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Savana Morrison, Marketing Director
18 September/October 2022
By Staff
Meet NATMtheStaff
Kendra Ansley, Executive Director
The National Association of Trailer Manufacturers (NATM) has been dedicated to improving trailer safety and performance for more than 30 years. NATM’s staff is made up of a group of hardworking individuals who use their collective talents and skills to further the Association’s mission to “promote trailer safety and the success of the trailer manufacturing industry through education and advocacy” and ensure its members have the best support throughout the year. The NATM staff strive to improve benefits, expand resources, and provide assistance to membership.
Kendra Ansley is the NATM Executive Director and has been with the Association since 2011. During her tenure she has been Membership Assistant, Quality Director, and Assistant Director. When she is not working to improve trailer safety or advocating for the needs of members in the regulatory arena, Kendra can be found chasing after her two young kids, spending time outdoors, or reading a book.
Savana has been with the association since August 2017. This two-time Drake University Alumna is a PR powerhouse who loves to flex her creative muscles. Her favorite projects are the ones that allow her to strategize, build a plan, and see it through. When she's not busy developing the latest NATM marketing tactics, she can be found baking treats for her coworkers, adding "the last" finishing touches to her Pinterest-inspired apartment, or researching her next travel destination.
Meghan Ryan, Assistant Director
Meghan Ryan is the assistant director and oversees events such as the NATM Convention & Trade Show, education, membership, and Tracks magazine. She has been with NATM since September 2012 and has a Master’s of Public Health: Administration & Management Concentration from the University of Kansas. She enjoys traveling and looking for the next adventure with her menagerie of mutts and her better half, Matthew.
Alex Stowe, Technical Director
NATM
Alex received his Juris Doctorate with a concentration in business transactions from the University of Nebraska College of Law. His background in compliance stems from experience working in highly regulated areas where he was responsible for regulation interpretation, violation summary reporting, and reviewing regulations relating to NCAA bylaws, data privacy, and HIPAA compliance. In his free time, he volunteers with The Leukemia & Lymphoma Society and enjoys traveling with his wife, Abby, and their three dogs.
TRACKS MEMBERSHIP
Tel heskins.us877-900-8359 Heskins LLC, PO box 559, East Butler, PA 16029 Make it better with Heskins tapes 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 logoshow the world you made it better Work it better Anti-Slip tape A range of abrasive or non-abrasive tapes designed to make steps and work areas safer underfoot
Aaron brings firsthand experience as a trailer user and welder with his background in construction and the Kansas Department of Transportation.
Sean Sloan, Senior Compliance Consultant
Scott is a graduate of Washburn University with a major in Finance. Scott’s experience in the casualty and property insurance claims industry is applicable to his role as compliance consultant as he has conducted many appraisals on damaged property including automobiles, RVs and semi-tractors and trailers. Scott and his wife, Laurie, have three children, one son and twin daughters. In his free time, he enjoys attending Kansas State and Washburn University’s football and baseball games.
Aaron Langer, Compliance Consultant
Sean Sloan is a graduate of Baker University with a major in Business Administration. Sean’s experience in corporate and government purchasing meant regular communication with manufacturers and suppliers, which has lent itself well to his new role. Sean and his wife, Jeni, have five children. In his free time, he enjoys tennis, fishing, and watching KU basketball.
Erin Mohwinkle, Marketing Coordinator
TRACKS MEMBERSHIP
Erin joined the NATM team in July 2021. She brings many years of marketing and project management experience from the insurance and chamber association worlds. Erin and her husband, whom she met while they were attending Washburn University, stay very busy with their three children, two boys – Brecken and Kiernan and little sister (princess) Madigan. In her free time, Erin enjoys reading, running, attending sporting events, and traveling.
20 September/October 2022 www.NATM.com
Scott Crimmins, Compliance Manager
Langer loves spending time with his beautiful wife, René, and two dogs. He also considers himself an avid golfer, and enjoys all time spent outdoors. In the evenings he can be found doing anything DIY or working in his yard.
TRACKS MEMBERSHIP
22 September/October 2022 www.NATM.com
Scott Simons joined NATM as the Membership Outreach Specialist in April 2022. He received his Bachelor’s degree in Communication with an emphasis in business from Washburn University. Scott has worked in sales since 2014 and spent the last three years working for Triple C Manufacturing, Inc. focusing on the sale of cable and reel handling utility equipment. Outside of work Scott enjoys spending time with his wife, Aly, and their two sons Jack, 5, and Reid, 2. He enjoys golfing, attending Jack’s sporting events, and being outdoors with family.
Scott Simons, Membership Outreach Specialist
Abby received her Bachelor’s in Business Administration at Washburn University, where her main focuses were marketing and international business. Her international, cross-cultural communication skills are an asset to NATM when communicating with members in the United States and abroad. In her free time, she enjoys playing tennis, reading, and roller-skating.
Catie Rutkowski, Membership & Events Coordinator
Abby Wiebler, Administrative Services Coordinator
Catie earned her Bachelor’s of Integrated Studies degree from Washburn University in Topeka. Her experience with the Kansas Children’s Discovery Center and its membership program benefits her role greatly at NATM. Catie and her husband, Ryan, have two sons, Theo and Henry, whose boundless energy keeps them very busy. When she’s not chasing around her two boys, Catie enjoys knitting, reading a good book, and binge-watching The Office.
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. Call for our new catalogs. New LaVanture Line of Sealants: LaVanture Products is proud to announce our new sealant line including great quality andPolymers,including,productsMSSiliconesmanyothers.We have partnered with a quality manufacturer to provide a great product at a great price. All of these have passed our rigid quality standards. If we sell it... we stand behind it!!! 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 • Cargo Trailers • Utility Boxes • Fiberglass Doors • Work Truck Doors • Marine • Recreational Vehicles • Roof Sealant PVC Foam and High Bond Tapes: As the exclusive distributor of Gaska Tape products we offer high density foam tapes, Hi-Bond tapes, vinyl glazing tape, and polyethylene foam tapes at competitive prices. We also stock complete lines of high quality EPDM Seals, Trim Seals, Edge Trims, Butyl Tapes, Caulks and Sealants. 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. For Challenging a ppli C ations Conspicuity Tapes: We are a distributornationalfor3M D.O.T. Diamond Grade Conspicuity Tape. APPLICATIONSCHALLENGINGFORPRODUCTSINNOVATIVE TRIMS,SEALS,FOAMTAPES,CAULK,SEALANTS,INDUSTRIALCOATINGS Made in the USA
An Eye to the Future In 2020, New Deal Trailer Parts was acquired by Snell Manufacturing www.snellmanufacturing.com. The acquisition brought an immediate expansion of production, distribution locations, and capabilities. The acquisition also incorporated The Snell Business System (SBS) model. The SBS is a powerful set of strategic, operational, and cultural practices that allow businesses to provide a unique and prosperous experience for its employees and customers.
The company begins with its commitment and belief that its culture is the answer to the "Why" New Deal does what it does. New Deal believes that the only sustainable competitive advantage that is completely within its own control is its culture. When asked about New Deal’s culture, CEO Chuck Banker stated, "Our culture is our ‘Secret Sauce’ and our employees are our greatest asset.” Guided by its culture and core values, New Deal is committed to investing in the communities where its colleagues live and work and where they do business. Through its Community Giving Program, New Deal’s employees are empowered to support organizations and causes that matter most to them. Each year,
EDUCATIONTRACKS
Before a discussion of expanded capabilities and competitive advantage occurs, a focus on New Deal’s unique commitment to its employees and culture must occur. After all, everything at New Deal and Snell Manufacturing begins with its people and culture.
24 September/October 2022 www.NATM.com
PEOPLE – CULTURE - COMMUNITIES
New Deal Trailer Parts (Portland, Tenn.) www.newdealtrailerparts.com, AKA New Deal is preparing to celebrate 70 years of manufacturing high quality parts for the automotive and over the road trailer industries.
By Charles Banker, CEO of Snell Manufacturing New Deal Trailer Parts: Defining a Competitive Advantage
As New Deal prepares to celebrate a historic milestone, the company also has an eye on the future. During New Deal’s nearly 70 years of existence, the company has become a staple in the local community and a reliable partner to its customers with no intention of slowing down, only on improving.
LIPPERT ™ AXLES ALWAYS TAKE YOU FARTHER. 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. THE INDUSTRY LEADING LIMITED AXLE WARRANTY: LIMITED 1 YEAR WARRANTY – grease and oil seals for all axles LIMITED 6 YEAR WARRANTY – spring axle welds and suspension systems LIMITED 11 YEAR WARRANTY – torsion axle welds and suspension components REDEFINING “STANDARD” ON TODAY’S TRAILER AXLE. PREMIUM POWDER-COATBLACKFINISH ANDONE-PIECEINTEGRATEDSPINDLEFLANGEHARDWAREZINC-PLATEDZn INASSEMBLEDTHEUSA VALCRUM PREMIUM OIL CAPS STANDARD ON 8K - 16K AXLES At Lippert, our goal is to make products that help you discover the ultimate sense of freedom. With thousands of team members globally, innovation is at our core and we will never wait to see what can be done better. Our products are inventive and inspired. We promise you the best Customer Service, period. Why? Because your adventure is on the line, and it’s our job to make every future journey even better than those of the past. Our purpose is clear: We are a Company where Everyone Matters. Every Customer. Every Team Member. We support the Communities we work in with over 100,000 hours of collective service every year. We make lives better. WHENEVER, WHEREVER, WE MAKE YOUR EXPERIENCE BETTER. lippertcomponents.com
The approach and methodology behind New Deal and Snell Manufacturing’s Community Giving Program is also applied to its manufacturing and the service provided to its customers. Employees understand their customers’ needs and are empowered to make decisions that prioritize those needs.
Expanding Value Added Services
The acquisition by Snell Manufacturing expanded New Deal’s facilities and capabilities to Bradford, TN and Swansea, SC.
New Deal offers a range of capabilities including Emergency service and expediting along with Kanban and Customer Backed Innovation programs to name a few.
TRACKS EDUCATION
A decision in the best interest of its customers is prioritized above decisions around cost. This may seem counterintuitive to manufacturing and other business models. Natalie Beerman, Director of Operations, has a different view. “Our decision making is through a long-term lens; a key pillar in our foundation beliefs. We believe by taking care of our customers, we’re creating loyalty and repeat customers. We avoid the mentality of chasing orders. Instead, we build relationships that last generations.”
The expansion added a new Tool & Die facility, a Stamping division including three (3) 600-ton presses, two (2) full CNC divisions, and a state-of-the-art innovation and automation division capable of designing and developing various customer applications for a wide range of industries.
The expansion of facilities and capabilities creates a diverse manufacturing profile for New Deal, allowing advancement into new markets including marine, agriculture, and automotive. Additionally, New Deal’s capabilities expansion allows it to broaden its current product offering within the over the road trailer market to include heavy hanger kits and supporting products such as U-bolts.
September/October
Defining a Competitive Advantage
Expanding Capabilities
26 2022 www.NATM.com the business dedicates a large chunk of its profits to this program, giving each employee an allotted amount of money to donate to the charity or organization of their choice. Banker stated, “No one is more influential and impactful at the community level than those that live in the community. They are intimate with the needs of the community and how to best service those needs.”
To continue to respond to the diverse and unique requirements of its customers and to foster a partnership creating a competitive advantage for its customers, New Deal has added and refined its current service offerings.
New Deal’s Kanban program is a program integration with its customers to assure the right balance of inventory is always in stock and ready to ship. Predicting demand can be a difficult challenge in even the most stable market conditions. To successfully navigate the challenges of demand fluctuation and forecasting, New Deal incorporates an MRD (Market Rate Demand) model that allows
www.linkedin.com/company/new-deal-trailer-partswww.linkedin.com/company/snell-manufacturingwww.snellmanufacturing.comwww.newdealtrailerparts.com
New Deal’s Kanban program proved hugely successful over the past 18 months. During this time period when the over the road trailer industry was experiencing unprecedented demand leading to stockouts and long lead times, New Deal’s lead times and supply to customers remained unchanged and continued to meet or exceed delivery expectations. Competing in commoditized industries can be challenging and intimidating. New Deal’s Customer Backed innovation helps reduce these worries and customer costs.
New Deal’s Customer Backed Innovation program fosters collaboration between New Deal and its customers. Collaboration begins with concept, before advancing to design. In the concept and design phase, New Deal and its customers identify opportunities through specification, reengineering, and material substitution that may provide cost benefits while maintaining the highest quality levels. This unique collaboration helps New Deal’s customers remain cost competitive. ■
28 September/October 2022 www.NATM.com early prediction of demand changes. This earlier alert system assures New Deal meets or exceeds its customer’s delivery expectation.
Another 70 Years Thanks to the continued efforts of New Deal’s team members and Snell Manufactuing’s Snell Business System, New Deal Trailer Parts has the people and tools to maintain the years of high standards and continue to improve. Replicating and expanding on the success of the past and preparing for the future next may seem like an intimidating and large challenge. However, New Deal is prepared for the challenge and looks forward to making the next 70 years as historic as the first 70 years.
To learn more about New Deal trailer parts and Snell Manufacturing check out one or all of the following links:
TRACKS EDUCATION
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30 September/October 2022 www.NATM.com
As part of the National Association of Trailer Manufacturers’ (NATM) ongoing efforts to increase government affairs outreach and education, NATM trailer manufacturer member LANE Trailer Manufacturing Company hosted Congressman Randy Feenstra (IA-04) on April 22, 2022, at their facility in Boone, Iowa. Congressman Feenstra was elected to represent the fourth district of Iowa in 2020 and previously served as an Iowa state senator for the second district from 2009 to 2021. Rep. Feenstra was accompanied by his district director Emily Schwickerath, as well as Iowa State Senator Jesse Green and representatives of the Boone Community School District and Ames Economic Development Commission.
LANE Trailers co-owner Lane Mesenbrink and sales manager Logan Mesenbrink discussed the history of the company and shared the success and growth the company has had in the community. LANE Trailers was founded in 2003 by Lane and Marlo Mesenbrink in a small farm shop near Gilbert, Iowa. The family ties and loyal team have been pivotal to growth. For example, the company’s first employee, Darrin Ross, is still with LANE and is now the current plant manager. In 2008, the company expanded by opening a service and parts center, and in 2014, it moved to the current facilities that offer 31,000 square ft of production space.
“The strong partnership established between LANE Trailer Manufacturing and the Boone Community School District supports our mutual goals in building and sustaining community workforce and opportunities for students after high school,” said attendee Jill Janes, director of innovative learning (PhD) at Boone Community School District.
LANE Trailer Manufacturing Hosts Rep. Randy Feenstra (IA-04), Local Leaders
LANE Trailers continues to invest in CNC equipment and recently purchased a robotic welding cell to help increase productivity in the current building footprint. The welding cell has the potential to build one reel trailer an hour. The state is supportive, and Iowa provided funding under their industry 4.0 initiative and believes that the grant will help advance technology adoption and utilization among Iowa’s manufacturers. As a result, LANE Trailers is in the beginning stages of its next expansion. In addition to the supply chain disruptions, access to a skilled workforce continues to pose challenges to all manufacturing industries. LANE Trailers currently has 29 employees and prioritizes strengthening the future of its workforce by partnering with local school districts, participating in career fairs, giving factory tours, and offering paid internships. In the summer, the company offers a six-week internship for seniors that has the potential to turn into full-time employment.
“I felt compelled to reach out to Congressman Feenstra regarding our concerns of inflation and supply chain disruptions as well as to garner support for the trailer safety act,” said Logan Mesenbrink, sales manager at LANE Trailers, about the decision to welcome local leaders into the facility.
TRACKS MEMBERSHIP
by Meghan Ryan, NATM Assistant Director
The PPG Logo Delfleet and We protect and beautify the world are registered trademarks of PPG Industries Ohio, Inc. ©2022 PPG Industries, Inc. All rights reserved. www.ppgcommercialcoatings.com Proud member since 1989 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. “PPG brings a lot to the table by providing us with exceptional paint products backed by a highly knowledgeable and supportexperiencedteam.” BRIAN FRETTE, SALES MANAGER, CORNPRO TRAILERS
“Our partnership has allowed students to explore careers in welding and manufacturing that put classroom learning into context. Student internships then take student learning to a deeper level and provide a trial experience for the student and employer. The success of these experiences has resulted in full-time employment and future careers for students following high school within our local community with LANE Trailer Manufacturing,” reflected Janes.
For more information about hosting your representatives or becoming more involved in NATM’s Government Affairs programs, contact NATM Executive Director Kendra Ansley at Kendra.Ansley@natm.comcom or call (785) 272-4433. ■
Congressman Feenstra’s visit to LANE Trailer Manufacturing is essential in advocating for the needs of both component suppliers and manufacturers in the light- and- medium-duty trailer industry. Inviting policymakers into NATM Member facilities is beneficial because it brings light to the industry and its needs. These congressional members' visits show the impact legislation can have on businesses and families.
32 September/October 2022 www.NATM.com
For more information about LANE Trailer Manufacturing Company, visit www.LANEtrailers.com or call (515) 233-1150.
LANE Trailers will host a Trailer Safety Event on September 8, 2022, at their Boone, Iowa facility. Guest speakers will include NATM Compliance staff to speak on the importance of the NATM Compliance Verification Program and accessing trailer safety resources at www.TrailerSafetyWeek.com.
“We believe it imperative to spread safe trailering practices to as many end users as possible. Having our location near a university is great because we will be able to help some of the most inexperienced end users,” Logan Mesenbrink, sales manager at LANE Trailers.
TRACKS MEMBERSHIP
NATM’s Government Affairs program actively works to reach out to legislators on behalf of its membership. But, to successfully advocate on behalf of the industry, it is crucial for NATM member companies to contact the Association and alert them of potential challenges. With NATM member companies ranging from small shops to million-dollar companies, running a business is already a full-time job without the added responsibility of working with legislators. The Association will continue to work on behalf of these member companies to identify the possible impacts of legislation and strengthen the communication between the trailer industry and lawmakers through plant visits, legislative round tables, and its annual Regulatory Roundup & Capitol Hill visits in Washington, D.C.
The Iowa Motor Vehicle Enforcement will also present, and U-Haul will demonstrate the importance of proper loading. “Iowa State University Transportation Services is fortunate to have great partners such as LANE Trailer to help educate our students and staff in safe trailering practices,” said Kathy Wellik, Director ISU Transportation Services.
LOOK Trailers, a division of Novae LLC, announced June 30 that a group of employees at Formula Trailers in Bristol, Ind., is being credited with saving the life of a co-worker who went into cardiac arrest while on the job.
“We are beyond proud of these employees for their heroic actions on that day and the way they came together as a group to assist a coworker in a true life or death situation, said James Vargo, Formula Safety Director.
The group of workers was awarded plaques for their assistance and bravery that day in a small ceremony at the Formula Trailers offices in Bristol. For more information about the company, visit www.looktrailers.com. ■
Katie Braun, Michele Ballard, Dave Brandys and Nicole Martin were attending to their normal duties in the office of the trailer manufacturer when one of their colleagues collapsed, according to a “Onerelease.ofmyco-workers
By RVBusiness
Nicole Martin, who is a designated first responder with Formula Trailers and has been with the company for two years, said she felt her training kick in being fully CPR-certified and started chest compressions as Katie Braun also provided breaths to the “Iperson.justkept going until paramedics arrived a few minutes later,” Martin said. The co-worker was rushed to the hospital and has made a full recovery after the incident. Bristol Fire and Rescue officials said they believe the Formula team’s actions saved the person’s life.
From left: Michele Ballard, Nicole Miller, Katie Braun, Melody Meyer, Dave Brandys and James Vargo. (Courtesy photo)
Employees’ Quick Actions are Being Credited for Saving a Life
“While I was trying to rule out a head injury from her fall, she stopped breathing,” Braun said. “I positioned her for CPR and got on the phone with the 911 operator. We prepared her for the AED machine, and I told Nicole to begin compressions. We continued until paramedics arrived just moments later. Everyone involved did exactly as they have been instructed to do.”
TRACKSMEMBERSHIP
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Braun, who also heard the collapse, said she called for someone to call 911 but also knew what needed to be done.
randomly collapsed. I heard a huge thud behind me, and turned to find her lying on the floor,” Ballard Katiesaid.
The biggest government contract so far involves a set of trailers. “The first and more advanced is the CBRN (Chemical, Biological, Radiological and Nuclear) Trailer, and the second is the MCD (Mass Casualty Decontamination) Trailer.” They are sent all over the world and are meant to aid with global defense and emergency response.
But over the past few years, it has added countries like Ukraine, Morocco, Egypt, England, Macedonia and Georgia to its list of customers. In the next six months, Kosovo, Moldova, Armenia and Azerbaijan will be included in the total.
“On behalf of Alum-Line, I spent over a year working and designing these trailers to be sold and shipped worldwide to Partner Nations. Since the start of this process over three years ago, NATO (North Atlantic Treaty Organization) has made it a requirement to have these in every Partner Nation.” There are 30 nations that are part of NATO.
“Our first order for the military was rescue bodies for the Navy in 1989. This led to our first rescue body for the county of Allamakee. We currently have two military part numbers, which is a big deal. We have built hundreds of these boxes. One is a control box for launching missiles and the other is a gear box that is mounted in the jeep for soldiers’ personal gear.
Gary Gooder, owner of Alum-Line, and Mike Hanson, engineer and national and government salesman, show one of the company’s government trailers. Hanson has been working with government contractors for over 24 years. His reputation precedes him, allowing him to get about 20 solicitations per day. “I weigh the different options, such as prioritizing via customization, number of possible competitors there may be and how well we can compete for the award.”
Reprinted with permission from the Cresco Times Plain Dealer July 20, 2022 Not many businesses in northeast Iowa can throw down names like Alum-Line, Inc., owned by Gary Gooder of Cresco.
“When governments and municipalities like your products, they become loyal repeat customers.” Another instrument in Alum-Line’s successful tool box is Mike Hanson. He is the company’s National Sales and Government Sales Contract Specialist. He is also the engineer behind the designs.
By Marcie Klomp, Cresco Times Plain Dealer News Editor
34 September/October 2022 www.NATM.com CATEGORY TITLETRACKS
CBRN/MCD Trailers
All of that international trade is just from one project, and Alum-Line handles more than just one design at a time.
EDUCATION
The small town company has shipped its aluminum trailers and other products around the country, as well as several countries around the world.
Alum-Line Ships Overseas, Secures Government Contracts
So, how does a smallish company from Cresco, Iowa, population 3,888, manage to get a global contract to ship its product nearly 6,000 miles to the country of Georgia? Gooder said, “We have had steady growth in government orders the last 20 years to where they now comprise about 15 percent of our total sales. This is still growing fast and includes city and state governments, fire departments, schools and military. We also are becoming number one in the country in building fish transport tanks.
The Difference is D urability. The Quality is Hut chens. Visit www.hutchensindustries.com for more information. The Differenc e is Durabi lity. The Quality is Hutchens.
Bread and Butter
It's a privilege to work with the Government and Global Defense Contractors and to be respected in the industry, but Alum-Line still does custom trailers, dump truck and fire truck bodies, as well as flatbeds and more. To see a full list of items available, check out www.alumline.com. ■
Mike Hanson shows the current government contracts being filled by Alum-Line.
A custom trailer Mike Hanson designed on behalf of Alum-Line for the U.S. CBP (U.S. Customs and Border Protection) to help the border patrol complete water missions, patrols and water rescues. (Right)
EDUCATION
The CBRN/MCD trailers are sold as a set and are being required for countries that are part of NATO.
› Hanson designed a trailer for the CBP (U.S. Customs and Border Patrol). It was a double-decker trailer, with space for two triple-seat jet skis and a Zodiac inflatable boat. “The border patrol bought three and three others were scratched [after their funds were cut].”
36 September/October 2022 www.NATM.com
The MCD trailer is mostly for storage, but also contains a decontamination shower. Each trailer contains a battery-pack power source. The set takes about six weeks to build, but is now up to 8-10 weeks because of the difficulty in getting parts.
The finished CBRN product is custom-made for emergency responders. There is space for equipment, air packs and lockers for six workers. The unit is detachable from the trailer so it can be airlifted into remote areas.
Hanson explained the first year was spent in the design stage. Representatives of Global Defense visited Cresco two times, and then they started emailing each other.
Other Government Projects
› Alum-Line also manufactured a heavy equipment trailer. “The order came directly from the White House,” he added.
The first order came in for three sets three years ago. This year, Alum-Line is working on eight sets to send overseas.
› In addition, the Border Patrol has contracted eight horse trailers in the past year and they currently have more on order.
“I had some Ukrainians call twice with questions on our unit. They really like them,” he said. “The trailers were sent to the nuclear plants. I don’t know if they are under Russian control or not, or if they’ve been destroyed.”
› A gooseneck flatbed trailer was custom made for the U.S. Special Forces at Fort Bragg.
Global issues were brought home to Alum-Line and Mr. Hanson when Russia invaded Ukraine in February.
CATEGORY TITLETRACKS
› Alum-Line currently has orders from the CBP, USDA, DOI, DOD other government agencies and municipal agencies.
“It starts out with them giving me a sketch. Then we go back and forth. We look at the design and see if can do this or that. Some of it is trial and error,” the sales specialist noted.
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EDUCATION
On trailers that are 10,000 pounds GVWR or less, locate the trailer’s tire placard. This tire placard should be adjacent to, or near, the trailer’s VIN label on the front left side of the trailer. The placard will have a statement, “The weight of cargo should never exceed XXX kg or XXX lbs.” This number equals the trailer’s cargo load capacity. Determine the weight of the cargo being loaded onto the trailer and ensure the cargo load does not exceed the capacity listed on the trailer’s tire placard.
Tow Rating For specifics relating to tow rating, review the vehicle’s owner’s manual. The vehicle’s owner’s manual will have specific information on the vehicle’s tow rating, maximum loaded weight, maximum tongue weight and Gross Combination Weight Rating (GCWR). After determining this information, review the trailer’s owner’s manual and VIN tag to determine the GVWR for the trailer. Never use a tow vehicle with a max tow rating that is less than the GVWR of the trailer.
Trailers more than 10,000 pounds GVWR
38 September/October 2022 www.NATM.com A tow vehicle’s operation will be impacted by towing a trailer. The larger the trailer and its cargo are in comparison to the tow vehicle, the greater the impact will be on the tow vehicle’s performance. Understanding the tow vehicle’s capabilities is just as important as choosing the right trailer. Vehicle manufacturers provide a “tow rating” in their owner’s manuals, which provides the maximum weight the tow vehicle can tow. The Gross Vehicle Weight Rating (GVWR) of the trailer should never exceed the tow rating of the tow vehicle, even if the trailer is not loaded to its maximum capacity.
and
Selecting
By Alex Stowe, NATM Technical Director the Right Tow Vehicle Trailer Combination TRACKS
Trailers more than 10,000 pounds GVWR are not required to have a tire placard. The empty weight of the trailer will need to be determined to assist with figuring out the trailer’s maximum towing capacity. The trailer can be taken to public scales or another weighing option to determine the weight of the empty trailer. Once the weight of the empty trailer has been determined, locate the trailer's VIN label and the trailer’s GVWR. Subtract the empty weight of the trailer from the trailer’s GVWR to determine the maximum available cargo capacity of the trailer. It is vital to know the full weight of the cargo load that will be hauled to ensure the proper tow vehicle and trailer combination are being used.
Trailers 10,000 pounds GVWR or Less
Tow Vehicle Components
The tow vehicle must have mirrors on both sides, which will make it easier to see what is behind the tow vehicle. Avoid mirror placements that create blind spots with a trailer attached. Each time a trailer is towed, ensure the proper hitch for the cargo load is used and that the trailer and tow vehicle are properly hitched. ■
The tow vehicle’s suspension must be able to support the trailer, and be able to keep the tow vehicle level to avoid creating negative stresses on the tow vehicle combination, which can make it harder to control.
The tow vehicle’s tire air pressure should be set to the tow vehicle and tire manufacturer’s recommendation. Proper tire air pressure will provide the smoothest riding experience and give the driver the most control over the trailer. Review the trailer owner’s manual to confirm the recommended air pressure for the trailer tires.
39September/October 2022www.NATM.com It’s not just a mudguard. It’s Selection, Delivery, Fit, Fabrication & Service. H.E. PARMER COMPANY Nashville, TN (615) www.hepop.com256-4687
Tow Vehicles Cars and Crossover SUVs can be used as towing vehicles, but their towing capacity will likely be lower than that of a truck or SUV. Here are some steps to assist with determining a tow vehicle’s cargo capacity.
First locate the statement, “The combined weight of occupants and cargo should never exceed XXX lbs,” on the vehicle’s placard. Next, determine the combined weight of the driver and all passengers who will be riding in the tow vehicle. Subtract the combined weight of the driver and passengers from the amount located on the vehicle’s placard. The resulting figure is the available amount of cargo capacity. For example, if the placard indicates the combined weight should not exceed 1,500 lbs and there will be five 150 lb passengers in the vehicle, the amount of available cargo capacity is 750 lbs (1,500-750 (weight of passengers 5 x 150) = 750 lbs). Then determine the combined weight of cargo loaded on the vehicle. The total of this weight may not safely exceed the available cargo capacity that was calculated in the previous step. If the tow vehicle will be towing a trailer, a portion of the cargo load from the trailer will be transferred to the tow vehicle. Consult the tow vehicle’s owner’s manual to determine what the vehicle manufacturer’s recommended hitch height is for the tow vehicle.
TRACKSEDUCATION
Tire
For trailer dealers who are selling trailers with tires attached by their manufacturers directly to consumers, federal regulation requires a method to be in place to match trailer VIN information to the corresponding TINs of the tires that are attached to the trailer. The graphic above can assist with locating the TIN for tires attached to the trailer. Once the TINs have been located, trailer dealers will be required to record this data, either in digital or paper copy to ensure the dealer has access to those records. The intent of these recordkeeping requirements is to ensure trailer dealers can assist in locating tires in the event of a recall.
TIN Forms from Tire Distributors
By Alex Stowe, NATM Technical Director
Shipping Trailers without Tires Attached
Under the Department of Transportation regulations, a trailer dealer should be receiving a TIN form from their manufacturer’s tire distributors. This is referring to a TIN form or card that can be mailed back to the tire manufacturer for each trailer purchased. If the tire manufacturer is not providing the TIN form or card, the trailer dealer can either request the form/card
TRACKS EDUCATION
Selling or Shipping Trailers with Tires Attached
RequirementsRecordkeeping
Where to Locate a TIN on a TireAs trailer dealers, the National Association of Trailer Manufacturers (NATM) regularly shares information relating to tire recordkeeping requirements that apply to trailer dealers. The Department of Transportation’s regulations relating to tire recordkeeping can be found in 49 CFR §574.8 through 574.10. These recordkeeping requirements will impact dealers whether manufacturers are shipping trailers with tires attached to the trailer or with tires unattached. Additionally, trailer dealers should be provided with a TIN form/card given to end consumers that should be mailed back to the tire manufacturer with relevant TIN information for the tires attached to the end user’s trailer.
In this scenario, members will be responsible for tracking TINs and VINs that are sent to specific dealers. Dealers will be responsible for attaching tires to trailers, so there is no CVP requirement that manufacturers under this option keep track of which specific tires ended up on a specific trailer.
For trailer dealers who are receiving trailers from manufacturers without tires attached, a system will still need to be in place to track the specific TINs attached to each trailer. In this scenario the trailer dealer is responsible for attaching tires to trailers, so there needs to be a recordkeeping system in place to track which tires are being attached to which trailers.
41September/October 2022www.NATM.com
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1. At the time of sale, a pre-completed TIN form must be provided to the purchaser with the TINs for each tire attached to the trailer, the form must have the member’s name and street address for identification purposes of the tire manufacturer; 2. At the time of sale, the member can gather the purchaser’s name and address, the TINs for each tire attached to the trailer, and the member’s name and street address for identification purposes of the tire manufacturer. After the TIN form is completed, the member will ship this back to the tire manufacturer under this option; or
COVERED.HASKENDAYOU
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TRACKSEDUCATION
3. The member may electronically transmit the following information on tire registration by any means authorized by the tire manufacturer. The information must include the purchaser’s name and address, the TINs for each tire attached to the trailer, and the member’s name and street address for identification purposes of the tire manufacturer. ■ For more information, contact NATM Technical Director Alex Stowe orAlex.Stowe@natm.comat(785)272-4433.
■
One of three methods must be used for completing TIN forms and providing them back to the trailer dealer’s tire manufacturer:
from the tire manufacturer or generate a form of their own that captures the same information. Either method can be used so the trailer dealer can fulfill its tire recordkeeping obligation.
› Participate fully and openly in board meetings, sharing insights, ideas, and suggestions that may benefit the Association and the industry.
› Keep informed about and know what is happening in the industry and never hesitate to ask questions or request information to enhance that knowledge.
By Kendra Ansley, NATM Executive Director
› Attend meetings at your own expense (hotels can cost up to $300 per night, and total meeting expenses, including airfare, will range from $1,000 to $1,500 per meeting).
› Carry out special assignments as requested by the board president.
42 September/October 2022 www.NATM.com
› Serve as an advocate for the trailer manufacturing industry and the Association, placing those interests ahead of your own and your company’s interests, consistent with the Board’s Conflict of Interest and Disclosure Policy.
If you are interested or know someone interested in serving on the NATM Board of Directors, scan the QR code to submit your information. If you would like more information about the responsibilities and time commitment for serving on the board, contact NATM Executive Director Kendra Ansley at (785) 272-4433 or Kendra.Ansley@natm.com. Nominations must be received by Sept. 30 to be considered. ■
› Make decisions on Association and industry-wide issues, policies, programs, goals, and objectives based upon careful consideration of all relevant facts and data.
Call for Nominations: Board of Directors
Nominations are now open for the 2023-2026 term of the National Association of Trailer Manufacturers (NATM) Board of Directors. Would you like to be a part of the future success of NATM, or do you know someone who would be a strong leader for the Association? Nominate yourself or someone else! For more than 30 years, NATM has been guided by committed and visionary members serving on the Board of Directors. It is because of these board members that NATM has a Compliance Verification Program, responded to issues such as tandem towing and tariff challenges, created a national campaign to raise awareness of safe trailering, and launched the Dealer Affiliate program. Through strategic planning, meaningful discussion, and decisive action, the NATM Board is tasked with ensuring the industry and the Association continue to thrive and grow. For this election, there are four board seats up for election, with one of those positions being the end of term and three can run again. There are two associate seats up for election, and both current board members can run again.
TRACKS MEMBERSHIP
› Serve and actively participate on one or more committees, as appointed by the president.
Nominations Process Per the NATM bylaws, the Board of Directors calls for nominations from the Association’s membership. Election of directors takes place by email ballot before the annual NATM Convention & Trade Show. Nominated candidates fill out a questionnaire, which is reviewed by the Nominations Committee. The Nominations Committee, chaired by the current vice president, selects a slate of candidates for approval by the Board of Directors. Ballots are sent to all NATM Regular and Associate Members in November. Regular members (trailer manufacturers) elect the regular member directors, and Associate members (suppliers) elect associate member directors.
› Provide advice, counsel, and encouragement to staff, including outside professionals, but offer constructive criticism when necessary and appropriate.
Terms and Term Limits Board members may serve two consecutive terms of three years each on the NATM Board of Directors. A member who is appointed to fill a vacancy on the Board of Directors is eligible to be elected for two complete terms following appointment to the board.
How to Apply or Nominate a Candidate
› Attend and participate in the NATM Annual Convention & Trade Show. Board members are expected to attend and participate in as many convention meetings, luncheons, and agenda events as possible.
› Understand and support the Association, its mission, goals, objectives, programs, operations, and functioning.
Board Member Essential Duties and Responsibilities
› Attend all board meetings and committee meetings, training sessions, and special meetings, as appropriate in accordance with the board participation policy (must be available for occasional conference call meetings throughout the year). Annually, there are four inperson scheduled board meetings that include one at the annual NATM Convention & Trade Show. The Board may, in its discretion, choose to host a virtual meeting in lieu of in-person based on various factors.
NATM Academy, an on-demand learning platform, will be available to the industry in 2023 to meet this need. The platform will be open to any service department looking for costeffective resources for upskilling their employees, regardless of membership or affiliation with NATM. However, member and dealer affiliate companies can expect special rates. This platform is being designed by trailer manufacturers, experts in the supplier and service space, and trailer dealers. The first phase of the program will provide entry-level training – meeting the need for upskilling new staff. With more than 25 courses envisioned, students will be able to take the entire certificate program, or earn a certificate in specific functional areas like brakes. Courses will include basic pre-delivery inspection, hoists, lighting, wiring, welding, and beyond. This first phase is set to be launched in 2023, with additional phases to include higher-level certifications and expansions outside of technician training to follow.
For just over a year now, the National Association of Trailer Manufacturers (NATM) and a special subcommittee have been conceptualizing a new training program to upskill service technicians all over the country. Improving trailer safety— the mission of NATM—takes the entire industry working in tandem. While the Association has been working with trailer manufacturers to build safe units that are compliant with Federal Motor Vehicle Safety Standards, and, more recently, educating end users through Trailer Safety Week, it became clear a link was missing. Service departments also needed access to resources to maintain trailer safety through the service process.
43September/October 2022www.NATM.com
Service You Trust Products You Need Contact Us
Improving Trailer Safety Nationwide with NATM Academy
By Kendra Ansley, NATM Executive Director
NATM members and affiliates interested in supporting the development of NATM Academy through course development or who would like to provide feedback as to the needs of their service departments are encouraged to reach out to NATM Executive Director Kendra Ansley at Kendra.Ansley@natm.com. ■ at 888.888.4595
TRACKSMEMBERSHIP
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Located in Esko, Minn., Widdes Trailer Sales is complete with service, parts and a sales department. With a large selection of high-quality parts and accessories, their service team can diagnose and quickly address any needs for their customer. And meeting the needs of the customer is top priority at Widdes Trailer Sales.
MEMBERSHIP
Josh Widdes, president of Widdes Trailer Sales, recently shared information about the family business, their customer-first focus, and the industry changes they have encountered through the years.
by Erin Mohwinkle, NATM Marketing Coordinator
Widdes Trailer Sales started primarily with horse and livestock trailers, but as that market got smaller and with profit margins changing, they adapted to more of the recreational and construction market.
46 September/October 2022 www.NATM.com CATEGORY TITLETRACKS
Trailer Dealer Spotlight Widdes Trailer Sales
Widdes Trailer Sales has been in the trailer business since 1994 when they started as an off shoot of Widdes Feed & Farm Supply, formed by Josh Widdes’ great grandfather in 1932. Widdes family businesses are four generations strong and still have many family members involved.
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As an NATM member, Widdes Trailer Sales understands the importance of the NATM Compliance Verification Program and always look to see if manufacturers are NATM compliant. By doing so, Widdes Trailer Sales continues to look for the best for their consumer and feels confident they are selling a good quality trailer compliant with Department of Transportation regulations.
There is no telling what the future holds for our industry or for Widdes Trailer Sales, but according to Widdes, “In 10 years our company will be 100 years old and hopefully still very active and growing.”
For more information about Widdes Trailer Sales, visit www.widdestrailersales.com or call (218) 879-4679. If you have interest in expanding your involvement with NATM programs, a member feature, or advertising, contact Erin Mohwinkle, NATM Marketing Coordinator at Erin.Mohwinkle@natm.com.
■ TRACKS MEMBERSHIP
“Being an NATM member has helped in keeping up with the constant changes in our industry,” he says.
48 September/October 2022 www.NATM.com
“Customers are usually more knowledgeable about what they need, and it has helped us reach a greater market area,” Widdes went on to say. “My motivation is to focus on how I can better serve my customers.”
How does Widdes Trailer Sales stay small and sell big? With their years of experience and sticking to their mission to offer the latest in parts and products at the best prices, and with unmatched service. Widdes Trailer sales team consists of professional sales members, service technicians, and a knowledgeable parts and accessories staff. As a dealer, they are looking to carry products that offer the best bang for the buck for the customers. Quality, price, and availability are key factors. Also important is how many different models and types a manufacturer makes and the logistics of location to Widdes Trailer Sales.
Widdes sells open and enclosed utility trailers and equipment trailers to customers primarily throughout Minnesota and Wisconsin and into Canada and offers a wide variety on their showroom or from the online retail site.
The internet has made the market more competitive and, according to Widdes, not always for the better.
There have been many changes in the industry over the years and Widdes continues to adapt and fit the needs of the market. Most significantly, the internet has changed the business.
“In the beginning, customers were more likely to look at specs and less about what was cheapest,” Widdes says. With the competitive market, Widdes has expanded their online presence and focused on family value of great customer service.
Widdes has enjoyed taking full advantage of the National Assocation of Trailer Manufacturers (NATM) membership benefits and volunteered his time on the dealer committee.
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The NATM Dealer Affiliation is $150 annually and affiliates experience a host of benefits, with an emphasis on education and resource access.
To accomplish this goal, trailer dealers need access to information and resources to make this process easier. That’s where the NATM Dealer Affiliate program comes in.
By Scott Simons, NATM Membership Outreach Specialist
■ The Dealer Affiliate Program includes the following benefits: Samples of NATM publications: Safely Towing a Trailer Brochures Lighting & Wheel Torquing Posters Trailer Safety Week Keychains Dealer Affiliate Window Clings The Trailer Handbook Online advertising opportunities on NATM.com All issues of Tracks magazine NATM Insider monthly eNewsletter Compliance Kit Marketing Kit Printed NATM Membership Directory & Buyer’s Guide NATM Dealer Compendium, a compilation of federal and select state CDL laws TRACKS DEALER
50 September/October 2022 www.NATM.com
NATM AffiliateDealerProgram
NATM Dealer Affiliates can attend NATM’s 2023 Convention & Trade Show in Fort Worth, Texas 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. 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.
Trailer dealers serve a very important role in the sales process for many of the National Association of Trailer Manufacturers (NATM) members. As they sit on the front lines of the sales process and as the main point of contact for most, if not all, end-users, they also serve another vital role. Trailer dealers are also helping in efforts to improve trailer safety as it is always in their best interest for their customers to purchase a trailer built by an NATM-compliant manufacturer. In short, this means a manufacturer verified through the NATM Compliance Verification Pprogram and has processes in place to build compliant trailers is giving the customer confidence in their purchase. As trailer safety remains the No. 1 priority at NATM, the Association is looking to grow its footprint with trailer dealers across the country. As NATM increases the number of dealers in its Dealer Affiliate program, the Association is simultaneously increasing end-user awareness of the importance of NATM and the Compliance Verification Program, ultimately leading to an increase in compliant trailer sales and a safer roadway for everyone.
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The presentation took place on Aug. 23, and was recorded and available on-demand on the NATM Online Resource Library at www.NATMShop.com. The presentation discussed some of the key legislative and regulatory activities conducted on behalf of the National Association of Trailer Manufacturers, the achievements of the group in the policy space, and the importance of engagement within the industry, the agencies, and on Capitol Hill. Among other things, they provided insights on the significance of relationship building, participation in NATM’s Political Action Committee (PAC), and the value of speaking with one voice as a group. For questions regarding the presentation, contact NATMHQ@natm.com.
Speakers: Jeff Jones, Statistical Surveys Inc Join Statistical Surveys, Inc. as they review current trailer registration data and make predictions on light- and medium-duty trailer industry sales. Statistical Surveys is the leading provider of market data solutions for the trailer, marine, manufactured Housing, RV-Motorized, RV-Towable, and Power Sports industries. Our market insight not only provides our clients with the most up-to-date and actionable data but ensures that opportunities are missed, and risks are mitigated.
Speaker: Brody Garland, K&L Gates
Date: October 11, 2:00 pm
Date: September 21, 10 am Webinar
Contact NATM Membership & Events Coordinator Catie Rutkowski at Catie.Rutkowski@natm.com or call (785) 272-4433. ■
By Catie Rutkowski, NATM Membership & Events Coordinator Webinar Lineup for Fall 2022
As the nation faces supply chain disruptions and a looming recession, the 2022 NATM Educational Committee prioritized general economic and government affairs education for the fall webinar lineup. NATM will be offering the following free webinars to all NATM Members and Dealer Affiliates this fall. For more information about registering, contact NATM Membership & Events Coordinator Catie Rutkowski at Catie.Rutkowski@natm.com.
Speakers: Andrew Cottrell and Thomas Mahler, with the Cottrell Group at Merrill Lynch
NATM
Date: August 23, 2:00 pm
The State of the Economy & the Role & Trajectory of Inflation
The presentation took place on Aug. 23, and was recorded and available on-demand on the NATM Online Resource Library at www.NATMShop.com. The presentation discussed some of the key legislative and regulatory activities conducted on behalf of the National Association of Trailer Manufacturers, the achievements of the group in the policy space, and the importance of engagement within the industry, the agencies, and on Capitol Hill. Among other things, they provided insights on the significance of relationship building, participation in NATM’s Political Action Committee (PAC), and the value of speaking with one voice as a group. For questions regarding the presentation, contact NATMHQ@natm.com.
Questions?
Statistically Speaking: Trailer Registrations, Data, and Trends
52 September/October 2022 www.NATM.com
NATM Government Affairs Update
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53September/October 2022www.NATM.com Tech Producs Manufacturing ad.indd 1 1/10/19 11:12 AM TRACKSEDUCATION
TRACKS DEALER
By Meghan Ryan, NATM Assistant Director
NATM has been committed to trailer safety for more than 30 years. While NATM has long worked with trailer manufacturers, industry suppliers, and service providers, trailer safety can only be improved through dealer interaction and consumer education. The NATM Dealer Affiliate program is an opportunity to unify the trailer industry to improve trailer safety. In addition to granting access to NATM’s publications such as Tracks magazine, the NATM Insider, dealers receive hard copies of safety resources to distribute to customers.
For more information about how the National Association of Trailer Manufacturers can assist your dealership, visit www. NATM.com or contact NATM Membership Outreach Specialist Scott Simons.
NATM Dealer Committee Creates In-Demand Resources for Dealerships
54 September/October 2022 www.NATM.com
› 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 National Association of Trailer Manufacturers (NATM), known as the resource for safety and compliance for the light- and medium-duty trailer industry, launched the NATM Trailer Dealer Committee in February of 2022. The committee hit the ground running by reviewing current NATM Trailer Dealer Affiliate programming and resources.
One resource includes the NATM Light- and MediumDuty 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.
For an example of one of the checklists, see facing page.
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, the Recreational Vehicle Industry Association, and the National Highway Traffic Safety Administration, amongst others. The Compendium will be updated annually by NATM Committees and staff that stay abreast of changing regulations and vet additions to the document’s contents.
The NATM Dealer Committee began breaking out sections of the Dealer Compendium into more user-friendly resources. The first project of the year was to create downloadable, editable, and brandable checklists for dealerships including a sales checklist, customer checklist and pre-departure checklist.
Modeled after the NATM Guidelines for trailer manufacturers, this resource guide is over 300 pages and contains information on:
Scott.Simons@natm.com
55September/October 2022www.NATM.com Dealer Checklist Example: PDI PRE-DELIVERY DEALER CHECKLIST MANUFACTURER MODEL VIN # CHECKLIST ❑ Visual inspection of trailer for damage ❑ Inspect fasteners (inspect for missing bolts or rivets and any weld issues) ❑ Inspect axle attachment and wheel bearing adjustment ❑ Verify proper operation of all lights ❑ Check jack is operational ❑ Verify cleanliness ❑ Check screens, windows ❑ Check numbers and signs ❑ Interior check ❑ Exterior check ❑ Check roof structure and leaks ❑ Check ramps and pins ❑ Check all tires ❑ Adjust tire pressure to specification in owner ’s manual or on tire placard ❑ Check lug nuts for proper torque • torqued ____ foot/lbs. by ____________________ (staff name) ❑ Test operation of breakaway switch ❑ Inspect chains for proper operation and no wear ❑ Verify battery terminal cables have been tightened (if applicable) ❑ Verify proper operation of coupler ❑ Verify proper operation of brakes ❑ Verify any doors, roll ups, or other applicable features are properly functioning ❑ Verify cleanup of trailer ❑ Verify Owner ’s Manual is attached/available ❑ Verify TIN (tire identification numbers) cards with VIN and TIN numbers is complete for customer registration TIN #s , , , ❑ Install dealer decals/branding to signify completion of process ❑ Trailer initialed and dated on tongue. Name: ___________ Date: ________ TRACKSDEALER
By Novae®
By Novae
56 September/October 2022 www.NATM.com By Novae
Aluma TRACKS DEALER
The National Association of Trailer Manufacturers (NATM) is excited to welcome trailer dealers back to the 2023 NATM Convention & Trade Show in Fort Worth, Texas, Feb. 14-16, 2023. For the second year, NATM is offering the “New Attendee Promotion” to offset costs for dealers attending the show.
Online registration will open Sept. 26. NATM looks forward to seeing you in Fort Worth, Texas! For more information about the Convention & Trade Show or the NATM Dealer Affiliate program, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or (785) 272-4433.
The NATM Convention & Trade Show is the annual trade show for the light- and medium-duty trailer industry. With more than 1,000 trailer manufacturer and supplier attendees per year and growing, this "must attend" event provides education and networking for those in the industry. The 2022 sold-out trade show boasted 231 booths, which gave attendees a variety of products and services to view.
Dealers are welcome during all hours of the trade show to shop for components, materials, and service providers. There will be no trailers on exhibit. Dealers will be invited to attend all regular workshops and technical forums, as well as the awards reception on Tuesday.
The Association’s purpose is to have open lines of communication, increase trailer safety awareness, and provide dealers with the education and information they have long requested from NATM. NATM has worked diligently with committees, trailer manufacturers, industry suppliers, and dealers to create a path of inclusion for dealers.
Take Advantage
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. Expanding the Association’s base to include dealer affiliates and inviting dealers to attend the annual Convention & Trade Show is the logical next step in improving trailer safety.
Please note: Dealers are not able to attend the Tee Off Convention Top Golf event or PAC Reception.
TRACKSDEALER
Free
57September/October 2022www.NATM.com
NATM Dealer Affiliates are eligible for two complimentary full registrations, two complimentary spouse/partner registrations and two free hotel room nights per company (while available for first-time attendees)! To apply for the New Attendee Promotion, contact Catie Rutkowksi at Catie.Rutkowski@natm.com or (785) 272-4433.
New in 2023
& Room
Dealers: of Registrations Nights at 2023 Show
■ By Meghan Ryan, NATM Assistant Director
59September/October 2022www.NATM.com TRACKSMEMBERSHIP 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 NEW NWEBSITE EW WEBSITE LAUNCHING THIS LYEAR AUNCHING THIS YEAR Be sure to check communications from NATM to receive the latest information on the launch of the new NATM.com
FORTWORTH.COMYour Epic Destination in the Lone Star State Is Waiting!
N ATI O NAL ASSOCI ATION O F T R A I L E R MAN U FACTURERS FEBRUA RY 14-16, 2023 P L AN YOUR ADVENTURE NOW FORT WORTH ALE TRAIL CULTURALMUSEUMSADVENTURESTOCKYARDSPASSOFTHEDISTRICTFORTWORTHZOOSUNDANCESQUAREPANTHERISLANDLiveMUSIC Find even more things to do at FORTWORTH.COM #SeeFortWorth
EXPERIENCE THE ELITE COMBAT “SEVERE DUTY” The T1000 Series Winches were originally designed as highly advanced prototypes for military application, where the ability to perform in severe climates and the harshest environments imaginable are an essential prerequisite. After successful operations in the field and following many plaudits in the Defence and Security Equipment International Expo, the decision was made to allow the T1000 range to become widely available for general use. THE GUTS Introducing the DK2 WARRIOR T1000 Elite Combat Winch Range, equipped with: • IP68 Rated Military Grade winch and control box • Hardened 3-stage planetary gears • Waterproof remote control with LED indicators • Corrosion and chemical resistant powder coat • High-temperature lithium grease that won’t solidify in extreme conditions Comes in 10000lb, 14500lb, and 22000lb capacities. BATTLE READY | detailk2.com/winches STALL 22000LOADLBS STALL 10000LOADLBS STALL 14500LOADLBS T1000-220AE
63September/October 2022www.NATM.com Email Savana.Morrison@natm.com to learn how NATM Members in good standing can market the NATM Decal. Scan the QR code for more information. TRACKSMEMBERSHIP
64 September/October 2022 www.NATM.com Galeo products are built to last, simple to use, and affordable. With the best quality support and customer satisfaction also comes competitive dealer margins. If a trailer is stolen, Galeo will help your customers locate it. BECOME A DEALER findgaleo com/become a dealer 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 800-558-7808 Follow us on Made in the USA TRACKS CONVENTION
For more information about the booth selection process, turn to page 72.
NATM
The NATM Member rate for a 10’ x 10’ booth is $1,700. Booth spaces for nonmembers are $3,400. Trade show space opened to 2022 sponsors May 30. Following sponsors, non-sponsor exhibitors at the 2022 show selected their spaces. The opportunity to select space for general membership opened Aug. 1, and non-members were allowed to choose booth space beginning Aug. 15.
As always, the NATM Convention & Trade Show would not be possible without the support of its generous sponsors.
2023 Convention
The 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. As an industry hub, Texas continues to be a popular location for NATM’s Convention & Trade Show. The last convention hosted in Fort Worth saw a record-breaking number of trailer manufacturers in attendance, and NATM is looking forward to welcoming trailer dealer affiliates to the full show.
By Meghan Ryan, NATM Assistant Director Returns to Fort Worth for & Trade Show
Sponsorships
CONVENTION
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. For more information about sponsorship opportunities, turn to page 73.
Booth Selection
65September/October 2022www.NATM.com CATEGORY TITLE TRACKS
Additionally, NATM will have smaller room blocks available at the following hotels: Hilton Fort Worth 815 Main St. Fort Worth, TX 76102 $204 per night Fairfield Inn & Suites Fort Worth Downtown Convention Center 1010 Houston St. Fort Worth, TX 76102 $209 per night Questions about the show sponsorship opportunities or exhibit space? Contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or call (785) 272-4433. ■
66 September/October 2022 www.NATM.com
Sheraton Fort Worth Downtown Hotel 1701 Commerce St. Fort Worth, TX 76102 $169 per night
New Attendee Promotion
The Sheraton Fort Worth Downtown Hotel will host NATM’s largest room block for the 2023 NATM Convention & Trade Show. Opposite the Fort Worth Water Gardens, this straightforward, modern hotel is within walking distance to the Fort Worth Convention Center. The traditional, warm rooms offer cherry-wood furniture, flat-screen TVs and free Wi-Fi. Upgraded rooms have access to a club lounge, which serves complimentary breakfast and evening drinks. Suites feature separate living rooms, wet bars and four-poster beds and some have dining areas. Amenities include a 24-hour gym and a heated indoor pool. There's also a casual restaurant serving a modern American menu.
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, two complimentary spouse/partner registrations, and up to two complimentary hotel room nights per company at the host hotel for the convention. Complimentary hotel rooms are on a first-come, first-served basis and will go fast. Those interested in participating should contact NATM Membership & Events Coordinator Catie Rutkowski at Catie. Rutkowski@natm.com soon. More information will be provided via email this summer. To sign up for the Convention & Trade Show emails, visit www.NATM.com/convention.
TRACKS CONVENTION
Hotel Information
The hotel room rate for the Sheraton Fort Worth Downtown Hotel is $169/night. You can make hotel reservations by visiting www.NATM.com. Please remember, the only way to guarantee a room at the special NATM rate is to book directly from the NATM website this fall. NATM has not authorized any group hotel room services to call you or to solicit your business!
Onsite registration is available; but the earlier you register, the more you save! Tee Off Top Golf is back by popular demand! Hosted at the Fort Worth Top Golf, this networking opportunity brings together the membership for food, fun, and golf - no experience necessary! Tickets are available for $80 per person and are not available for trailer dealers. Note: access to Top Golf is not included in the Full Registration Tickets nor sponsorships.
Full registration for trailer manufacturers is $370 if you register in September and will increase $50 when registering onsite in Fort Worth, Texas. Trade Show Only registration is $160 for trailer manufacturers.
Convention Registration Opens September 26
For the latest convention news and updates, visit www.NATM.com or find NATM on Facebook. Never miss an event at the NATM Convention & Trade Show when you use the NATM Mobile App sponsored by H-I-S Industrial Coatings! Setup alarms, notifications, notes, and more all on your smartphone or tablet. For more information, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or call (785) 272-4433.
New NATM trailer manufacturer members and NATM Dealer Affiliates that haven’t previously attended the Convention & Trade Show are eligible for the New Attendee Promotion. The New Attendee Promotion provides two complimentary full convention registrations, two spouse registrations, and two complimentary hotel room night per company (while space is available). For more information about applying for the New Attendee Promotion, contact NATMHQ@natm.com.
Mark your calendar for Feb. 14-16, 2023 and plan to join your industry peers in Fort Worth, Texas for the NATM Convention & Trade Show! Registration for the 2023 Convention & Trade Show opens Sept. 26, and registration information will be emailed. Attendees can register online at www.NATM.com/convention.
CONVENTION
2023
Stay Informed
Exhibiting suppliers will receive two complimentary booths per 10’x10’ booth purchased. Additional booth workers can be added for $185 or upgraded to a full registration for $210. Onsite registration in Fort Worth will increase $50 per ticket, so sign up early to save! The association is excited to welcome back NATM Trailer Dealer Affiliates for FREE. Dealers that are not affiliates of NATM can attend for $350. For more information, visit conventionwww.NATM.com/■
By Meghan Ryan, NATM Assistant Director
LIFTING & LEVELINGEQ S Y S T E M S GET LIFTED!
GET CONNECTED! We Offer Custom Wire Harness & Battery Cable Solutions Agriculture · RV · Commercial · Horse Trailer · Industrial Equipment Motorsport Trailers · Marine · Generators · Utility Vehicles Portable Restrooms WE HAVE OVER 20 YEARS OF EXPERIENCE IN WIRE HARNESS EQHARNESS.USBUSINESSPREMIUM COMPONENTS BY: Molex Deutsch Amphenol TE Connectivity Weather Pak Aptiv Apex Hillsdale Carling PanduitJUNCTION ASSEMBLY:BOXESQUALITY BATTERY CABLE ASSEMBLIES POWER & GROUND CABLES BATTERY CABLES & CUSTOM POWER SUPPLY SOLUTIONS
Noon - 6:00 pm Exhibitor Move In 2:00 pm - 3:30 pm Workshop Session 2 2:00 pm - 3:30 pm Technical Forum Session 2 3:30 pm - 4:30 pm NATM PAC Reception*** 4:30 pm - 5:00 pm Newcomer Orientation 5:00 pm - 6:00 pm Newcomer Reception 6:00 pm - 7:30 pm President's Reception*
2023
Wednesday, February 15 7:00 am - 4:30 pm 7:30Registrationam-11:00 am Exhibitor Move In 8:00 am - 9:30 am Technical Forum Session 3: Unlocking the Hidden Cost of Welding by 8:00Airgasam - 9:30 am Workshop Session 3: Hedging and Risk Management for Metal Com modities by Ryerson 9:30 am - 10:00 am Coffee Break 10:00 am - 11:00 am Technical Forum Session 4: Emerging Trends in Trailering; NATM Compliance Program Overview 10:00 am - 11:00 am Workshop Session 4: Government Affairs Update with K&L Gates 11:30 am - 5:00 pm Trade Show* 11:30 am - 4:00 pm Lunch with the Exhibitors 4:00 pm - 5:00 pm Trade Show Reception Thursday, February 16 9:00 am9:00Trade9:00RegistrationNoonam-NoonShowam-10:00 am Coffee & Compliance 9:00 am - 10:00 am Coffee & Compliance Noon - 5:00 pm Exhibitor Move Out
* Dealers Restricted: Dealers are unable to attend.
***The PAC Reception may only be attended by NATM's "Restricted Class," which includes certain NATM employees, individual and other noncor porate NATM Members, and certain employees of corporate members with pre-approval.
70 September/October 2022 www.NATM.com TRACKS CONVENTION
By Meghan Ryan, NATM Assistant Director
6:00 pm - 9:00 pm Convention Tee Off - Top Golf Tuesday, February 14 8:30 am - 7:00 pm 9:30Registrationam-11:00 am Workshop Session 1: How to Handle Accelerated Inflation Price In creases by Jim Pancero 9:30 am - 11:00 am Technical Forum Session 1: What’s New in Paint Pretreatment with Atotech USA LLC 11:15 am - 1:30 pm Awards Lunch & Keynote Speaker Stephen Drum, Retired NAVY SEAL Master Chief, Co-Creator of the U.S. Navy Warrior Toughness Program
Monday,DevelopingConventionScheduleFebruary13
2001 West Grand Ave Salina, KS 67401 (785) 833-2120 www.to-extreme.com become a a dealer!dealer!
72 September/October 2022 www.NATM.com
TRACKS CONVENTION
The National Association of Trailer Manufacturers (NATM) is using Map Your Show’s online booth sales software again for the NATM Convention & Trade Show in Fort Worth, Texas, 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 is now available to NATM Members and non-members alike. As always, sponsors receive priority selection. Interested in selecting a better booth for 2024? Choose to sponsor at the 2023 and get a headstart on selection next year!
To receive your credentials to purchase a booth, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@ natm.com. You will receive an email that contains a unique code that when entered, pre-populates the online booth sales application. Once logged in, exhibitors can view the 2023 trade show floor plan and select the desired booth(s). During the completion of the online application, exhibitors pay for their booth(s) with a credit card. Once NATM approves the application, an email containing login credentials to the exhibitor dashboard is sent. The dashboard allows exhibitors to update their company profile and contact information and view other important information relevant to the upcoming show. If you have any questions regarding how to book your exhibit space at the 2023 NATM Convention & Trade Show, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or (785) 272-4433. ■
By Meghan Ryan, NATM Assistant Director
Booth Selection Process for the 2023 Trade Show
This booth will feature headshots for attendees to update their business image during part of the trade show hours, as well as seating for attendees to take a moment to relax or network. Plan ahead and secure a booth alongside your company booth to drive visitors directly to you.
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Tee Off to Convention (Holding Bays)
Help attendees kick off the week with the newly created Tee Off to Convention event. Hosted at Top Golf, the night will be filled with food, fun, and drinks! While attendees wait their turn to tee off, your company logo will be featured in the holding bays.
Excited to launch a new product or meet with your customers ahead of the normal trade show hours? The VIP Secret Preview allows the sponsor to let their VIP customers visit their booth an hour ahead of the opening of the trade show floor on Wednesday, Feb. 15 from 10:30-11:30 am. Treat your customers to a VIP experience by giving them your undivided attention before attendees flood the floor.
By Meghan Ryan, NATM Assistant Director Convention Sponsorship Opportunities
This lounge is sure to be an attendee favorite. Have attendees’ undivided attention as they take a moment to relax and treat themselves to refreshments.
Lunch with the Exhibitors
NEW! Virtual Swag Bag
Available
73September/October 2022www.NATM.com
Promote your brand and get noticed as soon as attendees step foot on the show floor with these branded floor clings.
Reach attendees ahead of the event with your coupons, special event offers, and booth information by advertising in the 2023 NATM Convention Virtual Swag Bag email featuring exhibitor highlights and special offers. Sponsorship Opportunities Include:
Sponsorships are also a powerful component in reinforcing your marketing program. A sponsorship allows you to reach a highly targeted market and provides NATM funding to deliver high-quality educational programs, speakers and events. You can find the 2023 Sponsorship Brochure at www.NATM.com.
NEW! VIP Secret Preview
TRACKSCONVENTION
Get Noticed! 2023
After a morning of networking, your company’s sponsored lunch will have attendees singing your praises.
Aisle Floor Decals – Will go Fast!
Have your company’s logo featured on the informative Save the Date sent out to all NATM trailer manufacturer members as well as trailer manufacturers within driving distance of the 2023 Convention & Trade Show. Guaranteed 750 postcards to be sent in the fall of 2022.
NEW! Ribbon Wall Provide attendees with a little flair on their name badges with a sponsored ribbon wall near registration. From NATM credentials such as committee work and company anniversaries to fun characteristics, attendees will flaunt their ribbons with pride. Sponsors may provide ribbons of their choosing to be included on the wall pending NATM approval.
Save The Date Mailer
NEW! Headshot Booth
Lone Star Saloon
The National Association of Trailer Manufacturers (NATM) has unveiled new and revised sponsorship opportunities for 2023! There are marketing and general sponsorship opportunities available from $250 to $50,000 to fit any budget. Being a sponsor allows your company early access to booth selection for the convention and provides a wide range of exposure, both electronically on NATM’s website and mobile app, as well as in print in Tracks magazine. This name recognition will help drive customers to your booth.
HOWDY, HOWDY, PARTNER! PARTNER!
75September/October 2022www.NATM.com Springs are our thing. Precision productionCustomizedtailoredengineeringspringservicestoyourneedsjust-in-timeprogramsHigh-qualityspecializedfinishesBroadrangeofmaterialsavailable ©2022 IDC Spring. All rights reserved. IDCspring.com | 763-786-6527 TRACKSCONVENTION
76 September/October 2022 www.NATM.com TRACKS CONVENTION
5 Star ArmadilloTrackingLiners AWOL Outdoors Inc DBA Camp365 Bullston Group of Industries Dispensing Technology Corporation DuraHaul Trailers Land and Sea LLC Mach Built Mountain West Trailers North Texas Trailers LLC Redwood Global Ltd Steinhaus Brothers Inc. dba Atomic Trailers The Trailer Parts Outlet Ushi WHEELLLCPROS www.NATM.com CELEBRATING YOUR 1ST YEAR OF MEMBERSHIP!
EQ United has consolidated its manufacturing operations, EQ Systems, into one facility in Cass County, Michigan just north of U.S. 12 and minutes away from Elkhart, IN (4 miles from the Indiana State Line) where it will house office, retail and installation space and manufacturing.
to
The project further builds on Michigan’s leadership position in advanced manufacturing and will solidify the company’s future growth in the state. The company plans to work closely with Michigan Works! Individuals interested in careers with EQ United should contact https://equnited.us/careers/. ■
78 September/October 2022 www.NATM.com Press Releases
EQ
To learn more about who we are, please watch this short video: Contacthttps://www.youtube.com/watch?v=lEPWZBJ4xaI&t=14sInformation: EQ 19300SystemsGrange St, Cassopolis, MI 49031 (574) 264-3437 (800) https://eqsystems.us/846-9659 Systems moves Cassopolis, MI location
-Jason Loose, COO, EQ United
TRACKS PRESS RELEASES
Founded in Elkhart, IN in 1914, Days LLC dba EQ United, is a logistics provider and manufacturer of components for RVs, trailers, and specialty markets. The company currently has three campuses in Indiana.
“EQ United and its subsidiary, EQ Systems, is looking forward to our continued growth and expansion by moving our manufacturing operations into Cassopolis, Michigan. We are eager to become a part of the local community and landscape, providing a great place to work and for a strong partnership with the MEDC (Michigan Economic Development Corporation). We are striving for more in-house manufacturing and currently we are working on doubling our cylinder manufacturing and producing wire harnesses and battery cables for many outside markets. While EQ Logistics, our warehousing and transportation subsidiary will remain at our Indiana campus locations, our “United” company will continue to provide quality products and services to the markets and regions we currently serve and beyond.”
Felling Trailers is a family-owned and operated Full Line Trailer Manufacturer located in Central Minnesota. Started in 1974, Felling Trailers, Inc. has grown from a small shop to a factory and office complex that today covers over 325,000 square feet. Felling’s pride and differentiation is its customized trailer division. Its engineers utilize the latest Industryleading design techniques, and its experienced metal craftspeople use cutting-edge technology to turn its customers' conceptual trailer needs into a tangible product. Felling has been providing innovative trailer solutions to the transportation industry for over 45 years. Felling Trailers' current capabilities allow them to provide a high-quality product that is distributed across North America and internationally. Felling Trailers, Inc. is an ISO 9001 Quality Management System Certified company, WBENCCertified WBE company, and an Equal Opportunity Employer. For more information, contact 1 (800) 245-2809, sales@ felling.com, or visit them at www.felling.com. You can also follow them on Twitter (@FellingTrailers), Facebook (Felling Trailers, Inc.), and Instagram.
Young Joins Felling Trailers as South-Central Regional Sales Manager
79September/October 2022www.NATM.com Sauk Centre, MN, April 27th, 2022 – Felling Trailers, Inc. has signed Floyd’s Truck Center as an authorized Felling Trailers dealer. Floyd’s Truck Center has nine locations spanning Northcentral to the Northwestern United States; Nebraska, Wyoming, South Dakota, and Montana. All the Floyd’s Truck Centers sell and service Felling Trailers' complete product line, consisting of over 240 models, ranging from 3,000 lbs. light utility to 120,000 lb. hydraulic detachable gooseneck trailers.
Mike Pitts, Felling Trailers’ Northwestern Regional Sales Manager, worked with Michael Gillam, VP of Sales Floyd’s Truck Center, to familiarize their sales team and get them acquainted with the Felling products lines. "We are excited to have Floyd's Truck Center as part of Felling Trailers' dealer network. It allows us to provide customers with first-class sales and service support throughout their regional territory,” said Pitts. “We are happy to be an extension of the Felling Trailers team. Their expansive product line is an ideal paring to our existing product lines, allowing us to provide our customers with the right trailer for their transportation needs,” said Michael Gillam.
As the regional manager for the south-central territory, Mike’s primary responsibilities will be to achieve region market share objectives with the existing dealer base and develop new dealers in the assigned territory, providing training and product support. Mike will be taking over the south-central region once served by Gary Knudsen, who retired at the end of 2021. “Mike has a lot of industry/product knowledge. I believe he will be an asset to our team as we continue to grow our market share in the south-central region and the underground construction equipment markets,” said Nathan Uphus, Felling sales manager. Young brings over a decade of experience in the underground construction, oil, and gas industries with a strong emphasis on sales, management, and customer service.
Floyd's sells and services Freightliner, Western Star, and Autocar trucks along with Felling and several other top trailer brands. ■
About Felling Trailers, Inc.
Pictured below: Marvin Noll, Salesman for Floyd’s Truck Center Rapid City, SD location.
TRACKSPRESS RELEASES
Mike brings a diverse knowledge of the underground utility markets, having worked in the oil & gas drilling industry for 12 years. Most recently, Mike held the role of vac truck sales manager for Vermeer Equipment of Texas/Louisiana. Before his time there, he was the regional sales manager for Vac-Tron/ Vermeer MV Solutions for the Texas/Louisiana, Midsouth, and Great Plains territories. Along with representing the Felling Trailers product lines, Young also represents Larson Cable Trailers’ products throughout the southern United States. Larson Cable Trailers is a division of Felling Trailers, Inc. Felling Trailers acquired the Larson Cable Trailers’ assets in early 2021. "I am
glad to be a part of both the Felling Trailers’ and Larson Cable Trailers' sales teams. Both companies manufacture high-quality trailers that work great in their specific applications. I am excited to start my journey with them," said Young. “We feel Mike’s extensive experience in the underground oil & gas industries will be a great asset in our south-central territory,” said Patrick Jennissen, Felling’s SVP of sales & marketing. For more information, visit www.felling.com or call 1.800.245.2809. ■
Floyd's Truck Center was founded in 1948 when Floyd Gillam started a small truck and farm machinery repair shop in Scottsbluff, NE. Now in its fourth generation of family ownership, Floyd’s Truck Center operates nine locations throughout Nebraska, Wyoming, South Dakota, and Montana.
Sauk Centre, MN, May 10th, 2021 – Felling Trailers Inc., a national leader in industrial and commercial trailers, has recently named Mike Young as a regional sales manager to serve the South-Central territory. He will be responsible for all sales development, activity, and dealer support within Oklahoma, Arkansas, Texas, and Louisiana.
Felling Trailers Signs Floyd’s Truck Center as Authorized Dealer
80 September/October 2022 www.NATM.com (FOR IMMEDIATE RELEASE)
“We’re excited to have these companies join the Wil-Ro Distributor Network,” said Joshua J. Coster, President & Owner of Wil-Ro, Inc. “The industry faces limited chassis availability and supply chain storage, impacting us all. Thinking creatively and being strategic is a collaborative effort. Wil-Ro is offering unique financing options to new partners, providing up to 180-days interest-free through Northpoint Commercial Finance, as well as streamlined freight opportunities to maximize cost-effectiveness."
Three New Distributors / Dealer Partners – Q1 2022 include: › Impco Parts, Madisonville, KY Niagara Truck Equipment, Lockport, NY Erie Fleet Solutions, Erie, PA
Gallatin, Tenn. – April 27, 2022 — Wil-Ro, Inc., a leading truck bodymanufacturer based in Gallatin, Tenn., inked three new distributor partners in the first quarter of 2022. Thecompany targets strategic markets in the West that are poised for growth opportunities in 2022 and beyond.
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The new additions to New York and Pennsylvania mark Wil-Ro’s expanded presence in the Northeast region, and Kentucky deepens its Southeast strength.
Wil-Ro is optimistic for the second half of 2022 to overcome these shared obstacles and is committed to helping its customers.
“We’re experiencing strong demand for our Flatbed Series and Landscape Series, said Katelyn McGuire, New Business Development Team Member of Wil-Ro, Inc. “Our team has been extensively reviewing target markets in the West for new growth opportunities, and we're specifically eyeing Texas, Arizona and California, which all reflect this need for flatbeds and landscapes among their work truck communities."
This fall, Wil-Ro is exhibiting at the 2022 NATDA Trailer Show in Nashville, Tennessee. ■ 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 Headquarterednationwide.inGallatin, 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.
Wil-Ro Inks Three New Distributor Partners in Q1 2022, Targets West for Expanding Distributor Network TRACKS PRESS RELEASES
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Additionally, in response to a growing interest from its customers, Wil-Ro will be introducing a new hybrid style flatbed in Q2/Q3 2022, bringing together unique elements of its Utility Flatbed and Skirted Flatbed.
Marketing
Elkhart, IN. – ASA Electronics® hires Rachel West as the Marketing Director for ASA Electronics® after Monica Pletcher’s retirement. In this role, West will manage the marketing team and handle strategic planning, digital marketing, and brand management. She brings 12 years of combined education and experience in the RV industry.
ASA Electronics®
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About ASA Electronics® ASA Electronics® has been designing and manufacturing mobile electronic products for the Marine, RV, PowerSports, Agricultural, Construction, Commercial Vehicle, and Bus industries since 1977. Their proprietary brands are JENSEN®, JENSEN Marine®, JENSEN Heavy Duty®, iN∙Command®, Voyager®, and ADVENT® Air. ASA is also a distributor in specialty markets for SiriusXM® Satellite Radio, Polk Ultramarine®, Klipsch Marine®, and XKGLOW® products. For more information, please visit www.ASAElectronics.com. Welcomes Director [Rachel West]
“We are thrilled to have Rachel with us. Her leadership and drive for continued improvement are exactly what we were looking for in a Marketing Director. She’s a breath of fresh air,” says Brent Barrow, President of ASA Electronics®.
“I’m excited to work for a company with such a great reputation amongst its employees and partners,” says Rachel West. “ASA Electronics has an innovative product offering and a diverse customer base, providing our team with the opportunity to work with many different industries and Rachel’saudiences.”firstgoals are to put her focus and efforts toward customers and clients.
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Rachel West, Marketing Director of ASA Electronics
“We want to continue supporting them and providing them with the assets and details they and their customers need to feel confident in our product.”
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ST YLE, REDEFINED The County Line aluminum wheel is a beautiful addition to Taskmaster Components’ vaunted trailer wheel lineup. Available in a variety of nishes, the County Line series is shure to make your trailers shine. Available this fall! Learn more by visiting taskmasterproducts.com or calling (800) 289-8667. COUNTY LINE
312.312.7767 | www.terranaxle.cominfo@terranaxle.com Received QAI Certification for 3500 LB Running Gear Assembly 2000 - 12000 LB Spring Axles 3500 - 8000 LB Torsion Axles Axle Parts & AccessoriesCouplersJacks Robotic Precision Welding Automotive Grade Anti-CorrosionStandardsCoating › › › › ‹ ‹ ‹ ‹ ‹ COMPETITIVE LIMITED WARRANTY 8 YEAR Limited For Axles 5 YEAR Limited For Suspension Systems 3 YEAR Limited For Bearings TOUGH TRUSTED TERRAN AXLE Setting New Expectations
