September/October 2021 Tracks

Tracks

September/ October 2021 Volume 34 Issue 5

www.NATM.com

September/October 2021

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Tracks

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September/October 2021

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NATM Headquarters • 2420 SW 17th St. • Topeka, KS 66604 • (785) 272-4433 • Fax: (785) 272-4455

Tracks

On the Cover: NATM’s Regulatory Roundup & Capitol Hill visits are scheduled for Sept. 14 and Sept. 22 respectively. For more information, turn to page 10.

STAFF Tracks Editor Elizabeth Moore Elizabeth.Moore@natm.com 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 Terry Jones Terry.Jones@natm.com Compliance Consultant Scott Crimmins Scott.Crimmins@natm.com Compliance Consultant Sean Sloan Sean.Sloan@natm.com Marketing Coordinator Erin Mohwinkle Erin.Mohwinkle@natm.com Bookkeeper Cindy Streeter Cindy.Streeter@natm.com Administrative Assistant II Catie Rutkowski Catie.Rutkowski@natm.com Administrative Assistant 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. 2019 - FEB. 2022 Patrick Jennissen Felling Trailers Carl Maxey MGS Incorporated–Ft. Collins Joe Ostrowski Kenda/Americana Tire & Wheel Corporation DIRECTORS FEB. 2020 - FEB. 2023

President’s Report.............................................. 6

Stay Up-To-Date with The NATM Insider ........ 44

Headquarters Report.......................................... 7

Share Your Expertise! NATM Calls for Educational Articles and Presentations........ 44

Underride Guard Legislation in the 117th Congress......................................... 8

Statistically Speaking......................................... 48

NATM Regulatory Roundup Goes Virtual........ 10

Tire Recordkeeping Requirements for Dealers.. 52

NATM Trailer Dealer Committee: Have Your Voice Heard...................................... 12

When Winterizing, Don’t Forget the Tires ........ 54

Rep. Burchett (TN-02) Visits Homesteader LLC ................................... 14

What to Know about Trailer Tires & Wheels ... 60

NATM Welcomes Mohwinkle as Marketing Coordinator ................................. 16 History of NATM

Clearance Lamps & Reflex Reflectors............... 56 VIN Labels, Tire Placards, & Certificate of Origins.......................................... 64 One Year Membership Anniversaries ............... 67

NATM Decals: The Mark of Safety................... 19

Welder Training Solution From Miller Delivers Free Access to Customizable Courses ....................................... 68

How to Sell Compliance—A Marketing Kit Exclusively for NATM Dealer Affiliates........... 20

COVID-19 Vaccine Communication Strategies ............................... 72

Safely Towing a Trailer Brochures Available to Trailer Dealers .............................. 22

Little Changes Make a Big Difference............... 76

Member of the Month: Red Fern Dynamics ..... 24

Attend 2022 Convention & Trade Show............ 80

Diversity and Inclusion: Recruiting and Retaining Older Workers............................. 26

NATM 2022 Convention Sponsors.................... 82

Compliance Verifaction Program....................... 18

Maximize Your Membership: Updating Your Member Profile ......................... 28 Year-Round Sponsorship Opportunities Available..................................... 30 Boreas Campers Introduces Off-Road Trailer Hybrid Model EOS-12 .......................... 32 Upcoming Educational Webinars....................... 34 2021 Q4 Webinar Schedule................................ 34

MFG Day: Engaging Students........................... 78

Free Registrations & Room Nights for Dealer Affiliates at 2022 Convention & Trade Show................................ 84 Developing Schedule for Dealers...................... 86 NATM 2022 Convention & Trade Show Schedule ........................................ 87 Trailer Manufacturers: Sponsor a Dealer Event at the 2022 Show!........................ 88 Booths Sales Open to All for 2022 Convention & Trade Show!...................... 90

Jim Berry Dexter

Workforce Development Summit Webinar Series Nov. 16-18................................ 36

Jon Devitt Midwest Indusries, Inc.

Increasing Trailer Payload Webinar: Oct. 28..... 38

Jeff Jones Statistical Surveys, Inc.

NATM Launches Quality Management System Guide............................... 40

Take Advantage of the New Attendee Promo ... 93

NATM Launches the NATM Online Store........ 42

New Member Update ........................................ 98

Dustin Miller Cross Trailers, Inc. Mike Story LOOK Trailers

Convention Referral Program Offers Free Advertising, Registration........................... 92 Member News.................................................... 94

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

About this publication: Tracks Volume 34, Number 5 September/October 2021 is published six times a year (bi-monthly) for $50 per year by the National Association of Trailer Manufacturers, 2420 SW 17th St, Topeka, KS 66604. Periodicals postage paid at Topeka, KS. POSTMASTER: Send address changes to NATM 2420 SW 17th St, Topeka, KS 66604.

DISCLAIMER: The inclusion in this magazine of advertising, logos, or website links, or reference to any products, services, trade names, or manufacturers is not an endorsement by NATM of any such advertisers, links, entities, products, services, or names. NATM through this magazine provides news and opinion articles as a service to its members and readers. Often these articles come from sources outside of its organization. Statements and opinions expressed in these articles are solely those of the authors and do not necessarily reflect the opinions, beliefs and viewpoints of the National Association of Trailer Manufacturers, its staff or management, or the official policies of NATM. Nor does NATM accept responsibility for any errors or omissions made in publishing or reproducing articles or advertising appearing in Tracks or for the return of unsolicited manuscripts sent to NATM. USPS Number: 022438

ISSN Number: 1552-2415

Ad Index

Tracks

A.L. Hansen Manufacturing..................................... 17 Affiliated Resources.................................................... 35 Bludot........................................................................... 15 Bright Way Group LLC.............................................. 83 Buyers Products Company........................................ 49 Brakequip.................................................................... 43 Bob Clements International...................................... 89 CPR Systems............................................................... 37 Custom Rollforming Corp........................................ 23 DK2 Warrior Wenches............................................... 85 Dalton Hydraulic........................................................ 13 Dec-O-Art, Inc. ......................................................... 88 Dexter Axle................................................................. 49 EastPenn Manufacturing Co., Inc............................ 40 Equalizer Systems.................................................. 70-71 Felling Trailers............................................................ 29 H.E. Parmer Company, Inc....................................... 48 Heskins, LLC............................................................... 63 Hutchens Industries................................................... 75 Huth Ben Pearson International LLC...................... 91 IDC Spring.................................................................. 53 KampCo Steel Products, Inc..................................... 4 Kenda Americana Tire & Wheel.............................. 61

LaVanture Products Company................................. 9 LINK Trailer Parts...................................................... 27 Lippert Components, Inc.......................................... 55 Magnum Venus Products, Inc.................................. 90 H & H Trailers by Novae Corp................................. 58 Optronics International............................................. 59 Powerbrace Corporation........................................... 41 PPG ............................................................................. 11 Premium Supply.................................................... 50-51 Redneck Trailer Supplies........................................... 5 Ridewell Suspensions................................................. 39 Rockwell American.................................................... 77 Sun Country Trailers dba Play Craft Trailers......... 79 Tech Products, Inc. - Signs, Tags, and Markers...... 85 TGI-Direct................................................................... 45 Tie Down Engineering, Inc....................................... 31 Timbren Industries, Inc. ............... Inside Back Cover Trailstar......................................... Outside Back Cover Twin Oaks Industries, Inc. dba To Extreme off Road Trailers......Inside Front Cover Vin-eze A Division of P.M.C.S., Inc......................... 81

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September/October 2021

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Tracks

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President’s Report

Tracks

President’s Report

By Marty Lorick, Triple Crown Trailers

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 selling trailers that have been verified for 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.

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.

Based off 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 and trailers 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 show customers 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. To learn more about the importance of compliant trailers, turn to page 18.

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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 September/October 2021

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. 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.

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 been announcing 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 noncompliance or improper usage.

Promoting safety within the trailer industry through efforts such as the NATM CVP, the Dealer Affiliate program, and this fall Special Edition of Tracks is key to NATM’s 2019-2022 Strategic Plan. Consumer education, especially through dealers, is a large component of trailer safety. To learn more about how to market NATM compliant trailers, turn to page 20.

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 in learning more about becoming a member, do not hesitate to contact the Association at NATMHQ@natm.com or by calling (785) 272-4433. www.NATM.com

Headquarter’s Report

Headquarters Report

Tracks

By Kendra Ansley, NATM Executive Director Fall is upon us, and while temperatures in much of the country still feel like summer, soon we’ll see cooler weather and the changing of leaves. It’s an exciting time at headquarters as registration for the 2022 NATM Convention & Trade Show opens. For 32 years, the light- and medium-duty trailer industry was able to mark the beginning of each year with the NATM Convention & Trade Show. While that tradition paused in 2021, we cannot wait to welcome back the industry in Tampa, Fla. Feb. 1-3, 2022! For the first time in history, we’ll welcome trailer dealers to the event—bringing together the entire industry under one roof! The NATM Convention Committee has put together a fantastic event with timely workshops, technical forums, and networking events. Plan to join the industry for top-tier education, see the latest products, and shake hands with your peers again! To learn more about the 2022 NATM Convention & Trade Show, see page 81.

2021 has been filled with progress on the current Strategic Plan, and NATM is excited to announce the launch of a new Quality Management System (QMS) Resource Guide geared specifically toward trailer manufacturing settings. NATM has long recommended trailer manufacturers have a QMS in place as part of its Compliance Verification Program (CVP), and now, we’ve created a guide for member companies to initiate or improve their own system, including templates and samples to make the process as simple as possible. More about the new Resource Guide can be found on page 40. NATM also launched a new online store for members, affiliates, and non-members alike, bringing trailer safety resources and product offerings into the digital age. Trailer manufacturer members can even purchase decals online now.

Find out more about the online store and how to access membersonly products on page 42.

In June, NATM hosted its fourth annual Trailer Safety Week. This one-of-a-kind event aimed at improving trailer safety brought more than 300 allies together to share critical safety information with end-users, law enforcement, and other interested parties. A special thank you is owed to our first Trailer Safety Week Partner, Peerless Chain. Peerless worked with NATM creating content for www.TrailerSafetyWeek.com to educate users on proper cargo securement practices. Thank you, too, to our 2021 Trailer Safety Week Champion, Felling Trailers! There was a nearly 3,000 percent increase in our social media reach in 2021. www.NATM.com

While NATM has many successes to speak to, it’s important to remember that the Association exists because of, and for, its members. With more than 70 industry volunteers serving on committees and the Board, and countless more helping NATM with special projects, we wouldn’t be where we are without the incredible industry we serve. In each issue of Tracks, we want to celebrate one of our members, and to kick off this new feature, we’re thrilled to celebrate the folks at Red Fern Dynamics. Charles and Pam Daugherty, co-owners of Red Fern Dynamics, Inc., bring experience, ingenuity, and a passion for safety to the industry! Learn more about the folks behind the custom mobile kitchens from Red Fern Dynamics on page 24.

The light- and medium-duty trailer industry is a testament to the American spirit. As an industry you have faced a global pandemic, workforce shortage, and potentially crippling supply chain disruptions and continued to thrive. As we look to 2022 and how we can help tackle workforce and supply chain issues, keep members abreast of technological advancements in the industry, and continue to grow the value of the NATM Decal, amongst other things, we want to hear from you about how we can better meet your needs. You can reach your NATM staff at (785) 272-4433 or at NATMHQ@natm.com.

With just under four months left in the year, there’s so much more in store! Make sure you’re signed up for the NATM Insider eNewsletter to make sure you know what’s going in with your Association. To sign up, contact NATM Marketing Director Savana Morrison at Savana.Morrison@natm.com.

September/October 2021

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Underride Guard Legislation in the 117th Congress

Tracks

Underride Guard Legislation in the 117th Congress

By Dennis Potter & Brody Garland, K&L Gates The National Association of Trailer Manufacturers (NATM) has worked to improve the safety of America’s roadways for over 30 years with the mission of promoting trailer safety and the success of the light- and medium-duty trailer industry through education and advocacy. While NATM supports and encourages proactive trailer safety regulation, the Association’s members have expressed ongoing concerns regarding language contained within pending legislation in the U.S. House of Representatives and U.S. Senate bills that would institute a side underride guard requirement under 49 CFR §300.

The potential impact of these bills on the trailer industry is significant. Nearly 40 percent of NATM Members manufacture trailers that are 10,000 lbs. gross vehicle weight rating (GVWR) and above, and of those units, the vast majority are used in a commercial application, and an estimated 37 percent have a side deck height measured at least 22 inches. Early estimates of the House and Senate bills’ impact would be in the hundreds of thousands of units. Additionally, many units of the applicable size for side underride are used for purposes that would be limited or rendered impossible with the introduction of side underride.

Pending legislation before the House Committee on Appropriations would direct the National Highway Traffic Safety Administration (NHTSA) to prioritize working with relevant experts and stakeholders, including researchers, engineers, safety advocates, and the trucking industry, to facilitate the deployment and adoption of rear and side underride protection devices.

In addition, the Committee is encouraging the Department of Transportation (DOT) to form an advisory committee on truck underrides, as well as further directing NHTSA to substantively respond to the grant of petition for rulemaking on Rear Impact Guards, Rear Impact Protection published in 2014.

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In the Senate, there is pending legislation coming out of the Committee on Commerce, Science, and Transportation that would direct the Secretary of Transportation to strengthen rear underride guard standards and to conduct additional research on the design and development of rear impact guards to prevent crashes at higher speeds, including the formation of an Advisory Committee on Underride Protection. This provision would also require the Secretary to amend regulations on minimum periodic inspection standards and reports to include rear impact guards and rear end protection. The Secretary would also be directed to complete additional research on side underride guards, and, if warranted, develop performance standards for side underride guards.

For the trailer industry, the creation of advisory panels would not only increase participation from industry stakeholders, it would encourage the collection of troves of valuable safety data. Current data does not exist that would support prohibitive side underride protections for the light- and medium-duty market. Further study of the issue could bolster the argument that exemptions would be warranted for the industry. The critical factor in legislative and regulatory efforts moving forward will be a focus on engagement with industry and restraint in developing performance standards that are not supported by safety data.

Dennis Potter is a Government Affairs Counselor and Brody Garland is a Government Affairs Analyst at the law and lobbying firm of K&L Gates, where they represent NATM and other clients on legislative, regulatory, policy, and political matters. Mr. Potter can be reached at Dennis.Potter@klgates.com and Mr. Garland can be reached at Brody.Garland@klgates.com.

www.NATM.com

Tracks

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September/October 2021

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NATM Regulatory Roundup Goes Virtual

Tracks

NATM Regulatory Roundup Goes Virtual

By Kendra Ansley, NATM Executive Director

The 2021 NATM Regulatory Roundup & Capitol Hill Visits are scheduled for Sept. 14 and Sept. 22, respectively. Along with the Convention & Trade Show, this is one of NATM’s most important events of the year. The Regulatory Roundup is a speaker series that, in the past, has featured Congressional staffers, officials from the National Highway Traffic Safety Administration (NHTSA), and experts from the National Association of Manufacturers (NAM). Capitol Hill Visits are meetings with legislators discussing industry needs and educating Members of Congress about the impact of the industry on the economy and in local communities.

With continued COVID-19 meeting restrictions in Washington, D.C., the 2021 event will be entirely virtual again. All NATM Members and Dealer Affiliates are invited to participate in the Regulatory Roundup on Sept. 14. For those individuals who are interested in what’s happening in Washington, D.C., and within federal agencies, this is the perfect time to get a feel for the event, usually hosted in person, without investing in a trip to the Capitol. As of this writing, the current speaker lineup includes Congressional Members and staffers to talk about infrastructure, as well as speakers from either NHTSA or the Department of Transportation, a workforce shortage expert, and a maritime supply chain expert. To see the up-to-date slate of speakers and sign up to attend, visit www.NATM.com/regulatory_roundup.html.

Meetings with legislators will happen virtually on Sept. 22, though the sign-up period has closed. The NATM Government Affairs Committee has established talking points to ensure the

A screenshot from the 2020 virtual Regulatory Roundup.

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needs of the industry are being heard. Talking points for 2021 are as follows: •

Trailers as “motor vehicles”—educating legislators that, by definition, trailers are motor vehicles and as such any legislation using the term “motor vehicle” includes trailers— an often unintentional inclusion.

•

Trailer Safety Week—highlighting the industry’s commitment to trailer safety and the need for legislation to support trailer safety efforts directly.

•

Workforce Shortage—highlighting the critical nature of the workforce shortage and asking for Congressional action in four key areas to address underlying reasons for the shortage.

•

Supply Chain—educating legislators about the significant challenges posed by a disrupted supply chain, lack of domestic production for critical components, and the resulting detriment incurred by tariffs and asking for Congress to provide for more flexibility in sourcing, fix key roadblocks in product delivery processes, and address the alarming rise in shipping container costs.

•

Infrastructure Package—as of this writing, a final Infrastructure Package has yet to be passed. The trailer manufacturing industry has a vested interest in a long-term solution to infrastructure spending and investment in roads and bridges, with a specific interest in potential language related to rear and side underride guards.

While the deadline to participate in the legislative visits has passed, NATM invites all of its members to host their legislators for a plant tour. Plant tours are an easy way to not only showcase member companies and their impact on the community but are also an opportunity to discuss key priorities for the industry and business more specifically. NATM has invitation templates for members to customize, and the Association will work with the Congressional office on scheduling and can help members prepare for the tour. If you are interested in hosting a plant visit, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or call NATM Headquarters at (785) 272-4433.

For members interested in attending the event in person, the next Regulatory Roundup & Capitol Hill Visits are scheduled for April 2022! www.NATM.com

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NATM Trailer Dealer Committee: Have Your Voice Heard

Tracks

NATM Trailer Dealer Committee: Have Your Voice Heard

NATM DEALER COMPENDIUM

By Meghan Ryan, NATM Assistant Director

In 2019, NATM launched its Dealer Affiliate Program, a natural next step to further the mission of the Association wellNATM as a Free toasall direct response to requests from the NHTSA Administrator and trailer dealers across the country. NATM has been committed to the light- and medium-duty trailer industry for more than 30 years, with its focus on the manufacture of compliant trailers, the safety of the nation’s roadways, and the unification of the industry. The incorporation of dealers into the Association is vital to the continuance of these efforts.

Interest indicators will be sent out via email this fall to dealers.

NATM encourages all dealers to consider participating and have Dealer Affiliates their voice heard. For more information regarding the Trailer Dealer Affiliate Committee, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or call (785) 272-4433.

The Association took Dealer Affiliate involvement a step further with the creation of a Trailer Dealer Affiliate Committee. This will help ensure NATM continues to deliver value that aligns with dealer needs as well as manufacturer and supplier needs. The Dealer Affiliate Committee will help guide program expansion in the coming years and serves as another opportunity to unify the industry and improve trailer safety.

FEATURING:

NATM is looking for trailer dealers to participate on the NATM Trailer Dealer Affiliate Committee to better understand what State Towing Laws dealers want and need from their Association. The objectives of State Brake Laws the committee include reviewing current benefits and making State Safety Chain Laws recommendations for improvement and expansion; review and State License Plate Laws submit content suggestions to the NATM Dealer Compendium; Commercial Driver’s Licenses provide feedback on marketing and recruitment efforts of dealers; State Registration Laws recommend educational programming; and participation in NATM’s annual Trailer Safety Week.

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September/October 2021

Towing Tandem Trailers Information Tire Recordkeeping Federal Excise Tax EWR & Safety Recalls Safe Trailering Resources Selling NATM Compliance

www.NATM.com

Tracks

www.NATM.com

September/October 2021

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Rep. Burchett (TN-02) Visits Homesteader LLC

Tracks

Rep. Burchett (TN-02)Visits Homesteader LLC

By Elizabeth Moore, NATM Tracks Editor These visits show what impact legislation can have on businesses and on families.” During the visit, Mountain and his team were able to communicate the challenges facing their business and the needs of the constituents in Congressman Burchett’s district.

Supply chain issues, workforce shortages, and tariffs have created complex, multifaceted problems and solutions, and it is important for legislators to see firsthand how their constituency is being affected. The one piece of advice Mountain gave is important.

“Stay in touch with legislators,” he said. “If we don’t express our voices, we won’t be heard.”

Homesteader LLC hosted Congressman Tim Burchett (TN-2) in May 2021.

As part of NATM’s ongoing efforts to increase its government affairs outreach and education, NATM trailer manufacturer member Homesteader LLC hosted Congressman Tim Burchett (TN-2) on May 21, 2021, at their facility in New Tazewell, Tenn.

Congressman Tim Burchett took office in January 2019 and currently serves on the House Foreign Affairs and Transportation & Infrastructure committees. He also sits on the subcommittee on Aviation; Highways and Transit; and Railroads, Pipelines, and Hazardous Materials. Burchett has visited with Homesteader president Anthony Mountain previously. During this most recent visit, Mountain and Burchett discussed current challenges facing the light- and- medium-duty trailer industry, including supply chain issues, workforce shortage, and side underride protection.

According to Mountain, Burchett has been a long-time supporter of the trailer manufacturing industry and promises to continue his support in the years to come.

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. For more information about Homesteader LLC, visit www.HomesteaderTrailer.com or call (423) 626-9040. For more information about hosting your representatives or becoming more involved in NATM’s Government Affairs programs, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or call (785) 272-4433.

Homesteader LLC was family-founded in 1985 and retains the same ownership today, 36 years later. They craft several lines of enclosed trailers, including hydraulic dump trailers, concession trailers, and horse trailers. Homesteader LLC has been a dedicated member of NATM since 1996.

Congressman Burchett’s visit to Homesteader’s facility is an important step in continuing to advocate for the needs of both component suppliers and manufacturers in the light- and mediumduty trailer industry. Mountain, shared, “It’s beneficial to have these visits because it brings light to the industry and its needs.

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The homesteader crew with Congressman Burchett. www.NATM.com

NATM Welcomes Mohwinkle as Marketing Coordinator

Tracks

NATM Welcomes Mohwinkle as Marketing Coordinator

By Savana Morrison, NATM Marketing Director

NATM is pleased to announce that Erin Mohwinkle joined the NATM staff as Marketing Coordinator in July.

After graduating from Washburn University with a degree in mass media advertising, Erin began her career in communications, design, and ad review with an insurance carrier.

She then went on to build on those skills while at the Greater Topeka Chamber of Commerce. Her extensive background in project management, design and editing will complement NATM’s existing marketing efforts and allow for growth in all things marketing and communications.

As Marketing Coordinator, Erin will work closely with the NATM Marketing Director and staff to support all NATM marketing and promotional materials while providing project leadership on marketing member services, membership and events marketing, and the creation of the NATM Membership Directory & Buyer’s Guide, amongst other projects.

In her free time, Erin enjoys being with her husband Ryan and their three children, Brecken (8), Kiernan (4), Madigan (6 months). You can find them outdoors, walking, attending sporting events, or playing and picnicking in parks. Erin also loves to travel, when COVID is not an issue.

“I could not be more thrilled to be part of the NATM team,” said Erin regarding her new position. “I look forward to working with staff and members with their marketing efforts.”

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September/October 2021

Erin Mohwinkle joins NATM as Markeing Coordinator

Erin is excited to speak with NATM Members and get to know the industry. Welcome NATM Marketing Coordinator Erin Mohwinkle to the Association by phone at (785) 272-4433 or by email at Erin.Mohwinkle@natm.com.

www.NATM.com

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History of NATM Compliance Verification Program

Tracks

History of NATM Compliance Verification Program

By NATM Staff trailers in accordance with federal safety regulations and industry best practices. A key component of the program is that NATM conducts the consultation as an independent, unbiased third-party group that is knowledgeable in the requirements. NATM further provides technical support in understanding and applying these often complex regulations to trailer construction.

Established in 1987, the National Association of Trailer Manufacturers (NATM) serves as the voice of the industry for its over 900 members and affiliates, including manufacturers, suppliers, service providers, and dealers, with its mission of promoting trailer safety and the success of the trailer manufacturing industry through education and advocacy.

Although the CVP is conducted for manufacturing facilities, it is also key for dealers and end-users. Federal regulations apply across the board, from the manufacturer to the end-user, including the dealer. Selling and purchasing compliant trailers helps to ensure federal regulations have been met, as dealers nor end-users are exempt. The federal government is cracking down on non-compliance across the United States, and consequences are not taken lightly. Fines are possible in the event of noncompliance, and the unit could be put out of service until the issue is corrected.

Trailer safety is a founding tenant of the Association. One way this is accomplished is through the mandatory Compliance Verification Program (CVP), requiring all NATM trailer manufacturer members to verify they have the manufacturing processes in place to build trailers that meet Federal Motor Vehicle Safety Standards (FMVSS) and industry best practices.

This program involves multiple components, all of which are geared toward creating safer trailers and, in turn, safer roadways.

In addition, non-compliant trailers pose a safety risk to not only end-users but everyone on the road. Trailer safety regulations are less well known than other industries, such as automotive regulations, but no one would sell or purchase a car without seat belts. Why should it be any different for trailers? Trailer manufacturers have equivalent regulations in place to help ensure end-user and road safety. To learn more about safe trailering practices, visit TrailerSafetyWeek.com.

The CVP begins with the Guidelines for Minimum Recommended Manufacturing Practices (Guidelines). The Guidelines is a compilation of applicable Federal Motor Vehicle Safety Standards, regulations, and industry best practices—all found in one easy to use, organized compendium. The purpose of the Guidelines is to create easy access to reference materials and federal regulation with which trailer manufacturers are required to comply. With this free flow of information and open lines of communication, NATM Members are provided with access to resources and information that can often be time consuming and difficult to compile on their own.

Trailer manufacturing members undergo a biennial consultation.

The consultation features an extensive checklist of items, all pulled from the Guidelines, intended to ensure trailer manufacturing member have the processes in place to build

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September/October 2021

For more information on how dealers can market compliance to customers, refer to page 20.

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

In 1990, the first “Mark of Excellence” gold decals were sold to members for one dollar per decal.

www.NATM.com

NATM Decals: The Mark of Safety

NATM Decals: The Mark of Safety

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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 nonThe current NATM Decal. compliances 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. In 2018 alone, 13 companies made the decision not to proceed with passing the NATM Compliance Verification Program.

A trailer manufacturer’s choice to join NATM and expend resources to verify compliance deserves recognition and communicating that level of commitment to dealers and endusers can be one tool for increasing the marketability of trailers.

An easy way to communicate this dedication is through the purchase and application of the NATM Compliance Decal.

The NATM Decal’s history spans decades. 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.

As a result, 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.

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. www.NATM.com

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. The current decal was last updated in 2012 and in June of 2017, the Association celebrated selling its 8 millionth decal since the inception of the program.

As NATM continues to market the decal at trade shows, through dealer education with marketing pieces available for point of sale locations and other mechanisms, NATM members should continue to place a decal on every verified trailer leaving their lot.

The NATM Compliance Decal is an outward symbol of safety and its recognition continues to grow. With the launch of the new Dealer Affiliation program, trailer safety education will continue to expand and with it so should knowledge of the importance of the red, white, and blue NATM Compliance Decal. That small circle provides dealers and consumers the peace of mind of not needing to be experts on the compliant status of the trailer, but instead allowing them to simply focus on selecting the right trailer for their needs and hitting the road.

The NATM Compliance 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. 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. While comparable organizations have dues structures that would prohibit many of NATM’s small business members from joining, through decal sales NATM is able to easily tier revenue streams and maintain accessibility for trailer manufacturers of all sizes and profit margins. Decal sales and usage is an incredible tool for improving trailer safety and the continued purchase and use of decals by NATM compliant members will continue to pay dividends.

If you would like 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.

September/October 2021

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

Tracks

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

By Savana Morrison, NATM Marketing Director

Talking about the importance of trailers built to meet required Federal Motor Vehicle Safety Standards (FMVSS) can be a daunting task. End-users do not understand the complex regulations governing compliant trailer manufacturing. They recognize that they would not purchase a car without seatbelts, but they do not understand that purchasing a trailer without key safety features can be just as dangerous. With limited face-to-face time with customers, dealers can struggle to sell compliance. But in order to improve safety and reassure their customers that their trailers meet all Federal Motor Vehicle Safety Standards, it is important to sell NATM Compliance as a key feature of a trailer.

To make things easier, NATM has created the “How to Sell Compliance” kit for its Dealer Affiliates. This kit aims to help close the gap of communication between trailer manufacturers, dealers, and end-users by providing trailer dealers with informative marketing pieces that will assist them in selling compliant trailers to their customers.

Jam-packed with informative safety resources, customizable business cards with an emphasis on the dealership’s dedication to safety, talking points for dealers to utilize, and more, this kit will assist trailer dealers in becoming fluent in safe trailering.

Purchase Verified Compliant Trailers Compliance with federal safety regulations should be a requirement for all trailer purchases.

Take the guess work out of compliance and look for a trailer with the mark of excellence.

Trailers with the NATM decal (left) have had a 3rd party inspection every two years of their manufacturing processes to ensure their ability to comply with federal safety regulations.

Though the following is not an exhaustive list of mandatory federal regulations included in these inspections, it is a sampling of the more than 70 regulatory requirements being inspected.

For more information on the NATM Compliance Verification program visit www.NATM.com/CVP

Documentation NATM verifies trailer manufacturers have registered with the federal government, submitted required reports, and updated company information as needed. These are all important steps in accountability.

Compliant trailer manufacturers have recordkeeping systems in place that support successful recall campaigns for parts or trailers with deficiencies. NATM also verifies manufacturers have the processes in place to provide accurate Certificates of Origin and owner’s manuals describing the proper use of the trailer.

Reflective tape Compliant trailers weighing over 10,000 lbs. and over 80 inches in width bear required reflective tapes on the sides and rear of the trailer.

Proper Lights • Tail Lamps • Stop Lamps • Rear Turn Lamps • Rear Reflex Reflectors • Rear Side Marker Lamp

• Rear Side Reflex Reflectors • Front Side Marker Lamps • Front Side Reflex Reflectors • License Plate Lamps

Appropriate Capacities Compliant trailer manufacturers have systems in place to assign GVWRs and load carrying capacities. A trailer’s capacity is limited by its weakest component. NATM verifies that component parts such as tires, axles, safety chains and couplers meet or exceed the listed GVWR.

LIGHTING BELOW REQUIRED ON UNITS 30’ LENGTH OR LONGER • Intermediate Side Marker Lamps • Intermediate Side Reflex Reflectors LIGHTING BELOW REQUIRED ON UNITS 80” WIDTH OR WIDER • Rear Clearance Lamps • Rear Identification Lamps

Compliant trailer poster to help walk customers through NATM Compliance Verification Program (CVP).

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September/October 2021

www.NATM.com

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

Tracks

NATM Dealer Affiliate Window Cling NATM Dealer Affiliates receive a complimentary NATM Dealer Affiliate Window Cling. This window cling will allow your dealership to show its commitment to safety and compliance. Proudly display it to show customers that the dealership is a resource of information with a focus on safety and compliance.

Customizable Folding Business Card With an emphasis on buying trailers that have been certified to meet Federal Motor Vehicle Safety Standards and best practices, these folding business cards feature information regarding the importance of buying NATM compliant trailers.

Simply add the company logo and contact information to the business card template. Pass out the cards to market the dealer’s commitment to providing customers with compliant trailers.

Customizable Standard Business Card Are folding business cards not the desired style? No worries!

NATM also offers standard business cards for Dealer Affiliates.

With the NATM Compliance Decal and the Dealer Affiliate Badge included on the card, the company is sure to be viewed as a leader in safety by customers.

Dealer Affiliate NATM Dealer Affiliate Window Cling.

Informative Printables These educational handouts are available for Dealer Affiliates to print and distribute to customers. With topics ranging from selecting the right trailer to the NATM Compliance Verification Program, customers can be assured they are shopping with a trustworthy dealer committed to safety education.

Compliant Trailer Posters This 18 in. x 24 in. educational poster will help walk customers through what it means to purchase an NATM compliant trailer and can be proudly displayed in the dealership.

Selling Compliance–Talking Points Talking about the importance of compliant trailers can be an intimidating task. With this list of talking points, communicating the importance of verified compliant trailers to customers has never been easier. Impress customers and instill confidence with knowledge of federal regulations and a passion for safe trailering!

The NATM Dealer Affiliate “How to Sell Compliance” kit takes the stress out of discussing Federal Motor Vehicle Safety Standards with end-users. Be the dealer customers deserve and stand out from the competition by taking advantage of all of the benefits of being an NATM Dealer Affiliate.

Customizable folding business cards for NATM Dealer Affiliates

www.NATM.com

NATM Dealer Affiliates can contact Assistant Director Meghan Ryan at Meghan.Ryan@natm.com, to receive access to this kit.

Not an NATM Dealer Affiliate? Visit www.NATM.com/dealers to learn more about the program.

September/October 2021

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Safely Towing a Trailer Brochure Available to Trailer Dealers

Tracks

Safely Towing a Trailer Brochures Available to Trailer Dealers

By Meghan Ryan, NATM Assistant Director

The National Association of Trailer Manufacturers (NATM) updated its highly popular Safely Towing a Trailer brochure after distributing 45,000 copies in less than five years. The booklet is based on the National Highway Traffic Safety Administration’s consumer safety information. It provides general guidance, tips, and necessary information about important factors to consider and equipment needed to improve the safety of towing trailers.

NATM Members and Dealer Affiliates can purchase printed Safely Towing a Trailer booklets individually, by case, or can opt for selecting a company-specific brochure, in PDF format, for $500. The personalized booklet will feature eight to 10 photos or logos from your company throughout the document.

NATM will send you the PDF of the final document so that your company can print as many brochures as you wish! This is an easy, affordable way to market your company while also educating your customers about trailer safety!

The publication includes tips on selecting a tow vehicle, tow vehicle ratings, measuring the weight of a trailer, connecting your trailer to your vehicle, tire safety, loading, and weight distribution, safe driving tips, and the pre-departure safety checklist.

NATM regularly fields questions and complaints regarding corroding trailers from end-users. This problem is greatly dependent on the use and care of a trailer by its owner. The maintenance section explains what causes rust, including corrosive materials such as rock salt used for deicing roadways, chips in the protective layer exposing the metal, and galvanic corrosion resulting from dissimilar metals making contact. The document then expands on proper maintenance in those various situations.

safely towing a trailer

NATM Members and Dealer Affiliates can purchase copies of the brochure by visiting www.NATMShop.com.

National Association of Trailer Manufacturers NATM Safely Towing a Trailer Brochures are customizable.

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September/October 2021

www.NATM.com

Tracks

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September/October 2021

23

Member of the Month: Red Fern Dynamics

Tracks

Member of the Month: Red Fern Dynamics

By Elizabeth Moore, NATM Tracks Editor

The National Association of Trailer Manufacturers has achieved many accomplishments over the years, from instituting a Compliance Verification Program to launching Trailer Safety Week, but it is important to remember the Association would not be where it is today without its members. Over 70 industry volunteers serve on committees and the Board of Directors, with countless more helping NATM with special projects and lending their knowledge when needed. To acknowledge the dedication and support of members, NATM is launching a new Member of the Month feature that will be published in Tracks along with the monthly NATM Insider eNews. This issue’s feature member is Red Fern Dynamics and its co-owners Charles and Pam Daugherty.

Based out of Cleveland, GA., Red Fern Dynamics is a trailer manufacturing company that specializes in custom-built mobile kitchens. Unbeknownst to Charles, food trucks had been in his family for decades. His grandfather and uncle had the first licensed food truck in Memphis in the 1950s.

While it was always Pam’s and Charles’s intention to build a proper mobile kitchen from scratch, they quickly realized that this would also involve the design and building of the frames as well. “Even though there are many excellent companies that build fantastic cargo trailers, they are not designed to have the weight distributed in an irregular manner nor are they setup to run electric systems and gas lines to code. The building of a proper base frame and chassis is paramount to the development of a

mobile kitchen. It cannot be overstated. We had to custom design multiple components that are proprietary to make that happen,” Pam and Charles explained.

Red Fern Dynamics joined NATM at its inception in 2016 and has been a member ever since. In addition, Pam Daugherty, coowner of Red Fern Dynamics, won the Pam O‘Toole Trusdale Woman in Manufacturing Award in 2020. For Pam and Charles, NATM was “immediately instrumental to understand the base build of the trailers.” NATM gave Charles and Pam the credibility and resources they needed to build the base trailer and ensure they were meeting federal standards.

Amongst the many benefits NATM offers its members, Charles cited the Compliance Verification Program (CVP) consultations and the NATM Convention & Trade Show as vital to their success. The consultations provide the Daugherty’s peace of mind that they are building trailers that meet regulations while the NATM Convention & Trade Show allows them to make connections with like-minded peers who work alongside them in

Fun Facts!

• Best piece of advice: • A short pencil is better than a long memoryCharles • Mistakes are portals of discovery- Pam • Favorite hobby and why: • We are absolute foodies, so we garden to make the food and cook to eat the food.

• Favorite dessert: • Homemade vanilla ice cream with peaches or strawberries.

• Favorite book and movie: • Where the Red Fern Grows. This is where their company name comes from!

• Top item on your bucket list: • Traveling to Italy.

• Favorite vacation spots: • Cruises to anywhere or skiing up in the mountains.

Red Fern Dynamics builds mobile kitchens for their clients.

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• Pineapple on pizza: • Yes! www.NATM.com

Member of the Month: Red Fern Dynamics

Tracks

Red Fern Dynamics has been a member of NATM since its inception. the industry. The first trade show that the team attended was a “game-changer” as Pam puts it; they came with a list of questions in hand and got ideas and help from other attendees and exhibitors. Beyond that, Charles encourages new members to have “every resource [NATM] offers integrated into the business.” He goes on, “The Association has pulled together, what I think to be, the ultimate standard, the threshold of what the industry needs to meet.”

When it comes to how they run their business, Charles and Pam are no strangers to hard work and integrity. “The why of our business,” Charles stated, “is the customer. Because we sell complete products, we are building their dream. [Our trailers] are what is going to make them a living or expand their company.”

Their focus is on the customer and building the best product.

www.NATM.com

Every aspect of the trailer must have integrity, and that means the people building it, too. Pam cites the old adage, “You can’t be an extraordinary company with ordinary people. You need extraordinary people, too.” Anyone who cares and is willing to learn will find a home at Red Fern.

Over the years, Pam and Charles have had amazing opportunities to work with many types of clients; from high-profile chefs to large brick-and-mortar chains to family-owned businesses. One of Charles’ favorite projects was building a mobile kitchen for the head chef of a Ritz Carlton. Pam enjoys any project that’s out of the “ordinary.” Some of her favorites include kitchens for a croissant company and a cinnamon roll company. It’s hard to believe they aren’t hungry all day!

To learn more about Red Fern Dynamics, visit www.RedFernDynamics.com or call (678) 717-4600. If you would like to know more about NATM’s Member of the Month feature, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com.

Many of their projects are custom builds due to the nature of their work.

September/October 2021

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Diversity and Inclusion: Recruiting and Retaining Older Workers

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Diversity and Inclusion: Recruiting and Retaining Older Workers

By Elizabeth Moore, NATM Tracks Editor Each article in the Diversity and Inclusion series focuses on one aspect of diversity and gives definitions, examples, and on advice on how to implement programs and initiatives centered around that aspect. Most of the information presented in these articles was gathered from a diversity summit hosted by the Manufacturing Institute, the workforce development and education partner of the National Association of Manufacturers (NAM). This two-day summit covered what diversity and inclusion mean, challenges specific to the manufacturing industry, and how to implement diversity and inclusion initiatives at all levels in any size of company.

This year NAM announced a pledge for action to help close the equity gap in the industry. By 2025, the goal is for manufacturers to have made 50,000 tangible actions to repair the unequal opportunities in the industry and create 300,000 pathways to job opportunities specifically for people of color and Black people.

The final goal is to change the workforce by 2030. Tracks coverage of the summit has been broken into several articles.

Previous articles have covered what exactly diversity and inclusion are referring to as well as aspects of diversity such as gender, specifically women in manufacturing, sexual orientation, and now age. For ease of access, all of the articles in this series will be uploaded to the NATM Resource Library.

Why is age important?

Although age may not be at the forefront of diversity and inclusion conversations and initiatives, it remains an important aspect to consider. Diversifying employee ages or capitalizing on an already diverse workforce can have great benefits for companies, including: •

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•

Stabilizing the amount of turnover

•

Improving innovation and creativity

•

Tapping into the longevity of the company

•

Combatting the phenomena known as “brain drain”

•

Promoting knowledge spillover

Currently, a third of the manufacturing workforce is 55+. By only focusing on younger workers, employers are missing out on all the benefits of hiring older workers and not opening themselves up to all the opportunities to combat the workforce shortage that is currently plaguing the manufacturing industry.

One of the major benefits to hiring and retaining older workers is the effect they have on mitigating “brain drain.” Brain drain results in the loss of knowledge, institutional or technical, from older workers as they move into retirement. In a set of interviews conducted by the National Association of Manufacturers, 97 percent of firms expressed “at least some concern” about brain drain, and nearly half of firms said they are “very concerned.”

In addition, many companies don’t have systems in place to preserve this sort of knowledge, which makes the idea of brain drain more intimidating. However, older workers bring a wealth of knowledge that can be passed onto younger workers. A quality management system (QMS) as well as an emphasis on mentorship and apprenticeship programs can help mitigate the losses that stem from brain drain. NATM has developed a QMS Resource Guide specifically geared to manufacturers. For more information on the resource guide, turn to page 40.

Greater productivity and better performance at the team level September/October 2021

www.NATM.com

Diversity and Inclusion: Recruiting and Retaining Older Workers

Tracks Tips for Recruiting and Retaining Older Workers •

Encourage mentor matchups with someone who doesn’t look like them in terms of diversity

•

Attack unconscious biases and stereotypes •

•

Allow flexibility, especially for older workers •

•

The idea that older workers are not as adept at technology permeates society and can feed into recruitment and retainment strategies. Go over policies and procedures to help ensure that these biases are not impacting the company’s efforts.

For example, allow employees to space out work over a six-day week instead of a five-day week. This change allows maximum productivity during work hours and lessens daily fatigue.

•

Make ergonomic adjustments and use robotics

•

Padded mats and additional seating can make a difference for older workers.

•

Utilize part time and contract options for older workers •

Many older workers aren’t necessarily looking for 40hour work weeks, but are still interested in employment.

This article serves as a brief overview to the benefits of older workers as well as tips to recruit and retain that demographic. To learn more about diversity and inclusion, visit www.TheManufacturingInstitute.org/diversity-inclusion. To access “The Aging of the Manufacturing Workforce: Challenges and Best Practices,” visit www.TheManufacturingInstitute.org/ research/the-aging-of-the-manufacturing-workforce.

Bring up retirement with employees as retirement age nears

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September/October 2021

27

Maximize Your Membership: Updating Your Member Profile

Tracks

Maximize Your Membership: Updating Your Member Profile

By Elizabeth Moore, NATM Tracks Editor This installment of Maximizing Your Membership will highlight a free benefit for all NATM Members: Member Profiles. The NATM Online Membership Directory & Buyer’s Guide is a great resource for potential customers. It can be sorted according to location or type of product, which makes it easy to find exactly what one is looking for. The online Membership Directory & Buyer’s Guide hosts NATM Member information, including websites, addresses, and phone numbers if provided, but there are many ways to go above and beyond the basics and showcase the very best of your business to future customers. This article will teach you how to update contact information and upload media such as logos or embedded media.

To do any of the actions mentioned above, one must log into the Member Portal.

To access the Member Portal: • • • •

Go to www.NATM.com Click the Member Login Header Type in username and password Click login

If the company no longer has access to the member portal, contact NATM Administrative Assistant II Catie Rutkowski at Catie.Rutkowski@natm.com about resetting it. The email associated with the company will receive the reset link for the password. Follow the instructions in the email to properly reset the password.

Inside the member portal, a variety of functions become apparent; however, in this article, the focus will be on updating the online Membership Directory & Buyer’s Guide listing.

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Upload logos or sample photos to your online Membership Directory & Buyer’s Guide listing.

Uploading Logos and Media • • •

Click on “Media Update” Navigate to choose file Select file

Both JPG and GIF formats are accepted for listings. Logos can be up to 245 by 160 pixels, and photos can be up to 200 by 150 pixels.

In addition to photos and logos, videos can also be embedded in the online Membership Directory & Buyer’s Guide listing. To make videos visible on listings, they must be embedded into the code. Embedding videos allows one website to “borrow” videos www.NATM.com

Maximize Your membership: Updating Your Member Profile

Tracks

from another website, like YouTube. This means the video is stored on YouTube, but visitors to another website, like www.NATM.com can view the video as well.

To upload a video, scroll down to the bottom and embed the video using HTML. Embedding videos using HTML • • • • • •

Locate the video you want to use on YouTube.

Click “Share.” On the desktop, this button is below the video player.

From the list of options, click “Embed.”

Copy the HTML code that appears.

Paste the code into the box for video embeds on the Media Update page.

Once finished making changes, scroll to the bottom and click “Save Changes.”

Updating Contact Information

To edit contact information for the company, click “Profile Update.” A list of all the company’s contacts will appear as well as what types of communications they receive from NATM and their title at the company.

• • • •

Click “Edit Profile” on the righthand side of the profile box and make any appropriate changes.

When finished, click “Save Changes.”

To add a new profile, click “Add New Profile” above the profiles.

To save the changes, scroll to the bottom of the page and click “Save Relationships.”

Videos can also be embedded in listings.

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With over 100 years combined industry sales experience, we have the answers to your specialized trailer needs.

Main contacts appear in the online Membership Directory & Buyer’s Guide listing, and the main contact cannot be updated through the “Profile Update” tab. To update the main contact, please email NATMHQ@natm.com so a staff member can assist with that change.

Please note that all save buttons are grayed out until changes are made. Once any information is edited, the save button becomes clickable.

Additionally, all changes must be approved by an NATM staff member, and they will NOT appear instantaneously. Please allow time for staff to vet and accept changes made to ensure they conform to NATM’s database formatting guidelines.

If you have topics you would like covered in this series or have questions about the information presented, contact NATM Assistnat Director Meghan Ryan at Meghan.Ryan@natm.com. www.NATM.com

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September/October 2021

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Year-Round Sponsorship Opportunities Available

Tracks

NATM SPONSORSHIPS 2021 Year-Round Sponsorship Opportunities Available

By Meghan Ryan, NATM Assistant Director

NATM is excited to offer new year-round sponsorship opportunities for suppliers, service providers, and trailer manufacturers. Historically, the only sponsorships available from the Association were in connection with the NATM Convention & Trade Show, but to create additional ways to get in front of potential customers, NATM has created the following sponsorships:

• • • •

NATM New Member Welcome Program

NATM Webinar Sponsorship Program NATM educational webinars take place online throughout the year with a live audience in attendance, including trailer manufacturers, dealers, and suppliers. The webinars will be housed on NATM’s Online Resource Library and accessible anytime by NATM Members and Dealer Affiliates for free and non-members for a fee.

Benefits include but are not limited to: •

3-minute pre-recorded video or live presentation by the sponsor to be played at the beginning of the sponsored webinar

FULL SPONSORSHIP BROCHURE AT WWW.NATM.COM/ SPONSOR_2021

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September/October 2021

Sponsor logos featured on the marketing of the event and registration Branded waiting room with sponsor logo Closing credits—thank you slide with shoutout to the sponsor Press release drafted by NATM for sponsor to submit to news outlets of their choice

Participating sponsors have a fantastic chance to raise brand awareness with all newly joining NATM Members through the NATM New Member Welcome Program. In 2021 alone, NATM had fifty new trailer manufacturing members join. The Welcome Program Sponsorship gives associate members (suppliers and service providers) the ability to reach new customers and market their products. When a company joins NATM, they receive a confirmation email as well as a mailed welcome packet containing resources and forms. This Welcome Program Sponsorship opportunity grants only two (2) NATM Members with the ability to be the first company to welcome new members to the Association and to market their products or services before any others.

Benefits include but are not limited to: •

Welcome packet insert/brochure from the sponsoring company included in all new member packets (material provided by sponsor)

•

One (1) article published in Tracks magazine annually (Onepage limit)

•

Logo branded cards for 1-year anniversary

•

Logo branded email for 6-month follow up

•

Sponsors receive monthly lists of new members www.NATM.com

Year-Round Sponsorship Opportunities Available Trailer Safety Week Sponsorship Program

Benefits include but are not limited to:

Tracks

The featured sponsor of Trailer Safety Week has a prime opportunity to promote their brand while supporting a nationwide initiative. The mission of Trailer Safety Week (TSW) is to improve the safety of the nation’s roadways by raising trailer safety awareness through the education of end-users, dealers, and manufacturers on safe trailering practices. Held the first week of June every year, Trailer Safety Week has reached 500,000 individuals and is the first nationwide traffic safety initiative aimed at light- and medium-duty trailer towing. The National Association of Trailer Manufacturers (NATM) has developed sponsorship opportunities for companies interested in supporting goodwill initiatives in improving the safety of the nation.

Sponsors of Trailer Safety Week will create positive PR and raise awareness of their company, all the while improving the safety of America’s roadways.

•

Free Tracks magazine article on sponsoring company (twopage limit) Featured logo on home page of www.TrailerSafetyWeek.com

•

Logo featured with NATM’s Compliance Program Webinar during TSW

•

3-minute pre-recorded video or live presentation during NATM’s Compliance Program Webinar during TSW

•

Social media thank you posts

Limited to only one sponsor, the Trailer Safety Week Official Sponsor will be listed on all marketing pieces for TSW.

To access the entire sponsorship prospectus, visit www.NATM.com/sponsor_2021. For more information about sponsorship opportunities or questions regarding membership and events, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com.

Each NATM sponsorship comes with unique benefits, but across the board, sponsors are able to raise brand awareness in front of a targeted audience, whether that be trailer manufacturers or dealers. All options allow for flexibility as companies can sign up at any time throughout the year to sponsor a single video or, for example, the entirety of the New Member Welcome Program.

Tie Down Is Your #1 Source For Manufacturing The Most Reliable Trailer Parts & Accessories: • Custom Aluminum, PVC, & Steel Fenders • Boat Trailer Accessories • And All Your Custom Fabrication Needs

Atlanta, GA. • www.tiedown.com www.NATM.com

September/October 2021

31

Boreas Campers Introduces Off-Road Trailer Hybrid Model EOS-12

Tracks

Boreas Campers Introduces Off-Road Trailer Hybrid Model EOS-12

By Maggie Reichel, Marketing Director, Boreas Campers In 2018, the company transitioned to building with composite and metal materials, removing all wood. This resulted in a lighter, more rigid, longer-lasting camper that will not rot or warp when exposed to moisture. Boreas Campers remains one of only a handful of teardrop manufacturers in North America that are not built with wood.

Boreas Campers is an off-road camper trailer manufacturer based in Denver, Colo. They have been building rugged, off-grid campers in America since 2015. Established while the owner, Matt Reichel, was living on the Boreas Pass in Breckenridge, Colo., these campers have always been tested in the playground of the Rocky Mountains.

Since the company was founded, all units have been built to be the toughest off-road camper trailer available. With powdercoated steel chassis, all-terrain tires, and independent suspension for maximum ground clearance, these units are meant to be taken off the beaten path.

The Boreas XT is a ‘squaredrop’ model that is the company’s flagship: a fully turnkey backcountry basecamp. With social distancing at the forefront of people’s minds the last 18 months, the campers have provided scores of isolated, but comfortable, adventures for owners.

At 16 feet long, the unit includes a Queen-sized bed in the cabin, an oversized toolbox up front, and a fully outfitted galley kitchen.

The cabin boasts ample storage, a forced air furnace, Maxxair fan, LED lights, and a charging station for 12V and USBs. The kitchen comes with stainless steel sink and countertops, a twoburner stove, and Truma C60 cooler. Other standard items include

Exterior of the Boreas Campers EOS-12 prototype.

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September/October 2021

www.NATM.com

Boreas Campers Introduces Off-Road Trailer Hybrid Model EOS-12

Tracks

three-burner stove, a fold-down table, and C96 dual-zone Truma fridge/freezer, this camper has everything needed to make a gourmet meal off the grid. A 270-degree awning will cover the full length of the kitchen as well as the entry door at the rear of the unit.

Exterior, passenger side of the Boreas Campers EOS-12 prototype. the Zamp Obsidian 100w solar panels and charge controller, 30-gallon water tank, 125ah battery, eight-foot awning, hot water shower, full-size spare, and roof rack.

In 2021, Boreas Campers became the first North American manufacturer to install Cruisemaster suspension standard on all units. Cruisemaster has been setting the standard for offroad towing performance in Australia for 40 years, and Boreas Campers is excited to partner with them to bring their expertise to the US. The XT comes with Cruisemaster’s CRS2 suspension and DO35 hitch, a drop-on 3.5-ton articulating all-terrain pin coupling.

While the XT is perfect for getting far off the grid, Boreas Campers saw the demand for a larger unit that would allow for standing up inside, a wet bath, and interior sleeping for more people. The EOS-12 is the answer. Coming to the market in early 2022, the four-season EOS-12 will keep the same rugged features Boreas Campers is known for, including the heavy-duty chassis, suspension and tires, but with a larger cabin and state of the art technology and outfitting.

The EOS-12 will come standard with Cruisemaster XT air suspension, which will auto-level with the use of the Garmin Fusion operating system. This will also track fresh and grey water tank capacity, battery levels and control the cabin temperature, speakers, and lights.

The unit also includes 300 watts of solar from Zamp Obsidian ultra-thin glass panels, 200ahs of lithium batteries, a water filtration system, dual 20 lbs. propane tanks, 50 gallons of freshwater, 25 gallons of greywater, and heated tanks and lines to allow for all-season camping. The unit will have a dry weight of 3500 lbs. making it lighter than other off-road competitors.

The inspiration for the name EOS-12 came from the Greek goddess Eos, the mother of Boreas, and the length of the cabin, which is 12 feet long. Eos is the personification of the dawn and is usually represented as a woman rising from the sea in a chariot drawn by winged horses. Boreas also happens to be the Greek god of winter and the North Wind. Boreas Campers are excited to continue the theme of strong, mythical deities to inspire a new era of adventures.

Boreas Campers owner Matt Reichel says, “We are excited to debut the EOS-12 Hybrid and reach a new market including individuals and families who want to get off the beaten path for their adventures, but want the comfort of a vehicle that will allow them to stand up and utilize the indoor wet bath.”

Boreas Campers is currently taking deposits for both the XT and EOS-12 units. For more information on the models, head to boreascampers.com, follow the company on Facebook, Instagram, YouTube, and Pinterest or schedule an appointment to see them in person in their showroom at 5776 Lamar St., Arvada, Colo. 80002. Email Info@boreascampers.com with any questions or inquiries.

The cabin of the EOS-12 includes a permanent queen bed, a dinette area the table of which will fold to support the cushions that will create the double bed, and an optional fold-down bunk where a fifth person could sleep. The wet bath includes a cassette toilet and an instant hot water shower. The pop-top roof will raise the standing height to six feet six inches. A pass-through pantry will allow access to dry food from both inside and outside the cabin.

The outdoor kitchen of the EOS-12 will be a real treat in the backcountry. With a stainless-steel sink with hot and cold water, www.NATM.com

Owners taking their Boreas Campers XT on the White Rim Trail in Moab, Utah.

September/October 2021

33

Upcoming Educational Webinars

Tracks

Upcoming Educational Webinars

By Meghan Ryan, NATM Assistant Director The NATM Educational Committee and NATM Technical Committee have actively worked to address common challenges and barriers impacting the light- and medium-duty trailer industry. As a result, the committee has identified the following topics as top issues: • • • • • •

Supply chain disruption Workforce shortage Rising component prices Uncertainty in the marketplace COVID-19 Trailer compliance and technologies

Armed with this knowledge, NATM is providing educational opportunities via webinars throughout the year to assist members in tackling the hurdles they are facing. The following list contains the webinars to be held in the final quarter of 2021.

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September/October 2021

•

Increasing Trailer Payload—October 28, 2021—with Peak Metals •

•

For more information about this event, turn to page 38.

Workforce Development Summit—November 16-18, 2021 •

This three-day lineup will address the workforce shortage through apprenticeships 101 and work-based learning to effective onboarding practices.

•

For more information about this event, turn to page 36.

To submit a speaker proposal, request a link to the previously recorded webinars, or ask questions about registration, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or call (785) 272-4433.

www.NATM.com

Tracks

Explore new options. Surpass expectations.

EnhancEd cargo Floor & Wall panEl paKtite® is a moisture-resistant, performance engineered oriented strand board floor and ramp panel with greatly enhanced physical properties.

TExTurEd hdpE cargo Floor TrEd-extreme® is an engineered and structurally rated floor and ramp panel with a high-density polyethylene overlay laminated to one or both sides.

aqua SEal TrEaTEd plyWood cargo Floor aqua ply pluS® is a specialty plywood floor and ramp panel that is pressure-treated with aqua SEal® preservatives and kiln-dried after treatment.

hardWood plyWood cargo Wall panEl dyna core® is an appearance grade hardwood plywood wall and ceiling panel comprised of multiple layers of straight-grained Meranti veneer.

Vinyl-FacEd plyWood cargo Wall panEl dyna core® lV is a hardwood plywood wall and ceiling panel with a polyvinyl chloride protective film face.

Made in the U.S.A. www.NATM.com

Innovation for every component. Integrity for every mile.

503.228.3802 | affiliatedresources.net/cargo

Member since 2008 September/October 2021

35

Workforce Development Summit Webinar Series Nov. 16-18

Tracks

Workforce Development Summit Webinar Series Nov. 16-18

By Meghan Ryan, NATM Assistant Director The light- and medium-duty trailer industry continues to face a debilitating workforce shortage that was only made worse by the pandemic. This challenge parallels the national trend for all manufacturing industries as there are currently 851,000 open positions in manufacturing industries across the nation, according to the National Association of Manufacturers (NAM). The number is only expected to grow, with an estimated two million jobs left unfilled by 2025 and 2.4 million in 2028.

NATM has heard the industry’s concerns and is actively working to create learning opportunities to address the workforce shortage. NATM will host a three-part webinar series November 16-18 on workforce and automation to help members address this challenge and ensure they can adapt to this issue long term in order to stay competitive.

Manufacturing faces a perception issue regarding the attractiveness of the industry as a career path. Only 27 percent of parents have a positive impression of careers in manufacturing, according to NAM’s survey results. This does not bode well for companies looking to hire younger generations to fill roles that are quickly being left empty by the retiring Baby Boomer generation. Additionally, the industry is facing a numbers game

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September/October 2021

with the odds against it; thus, it will be crucial to look for alternatives to staffing such as automation and robotics to make up for the lack of employee candidates. This year’s Workforce Development Summit will delve into learning how automation can assist with the workforce shortage and improve the experience and career paths of your current employees, as well as more information about apprenticeships and available workbased learning opportunities available to in which to become involved.

NATM’s Workforce Development Webinar Series will feature automation, onboarding, apprenticeships and work-based learning. The webinar series will take place online over the course of three days, Nov. 16-18, 2021. Attendance is free for NATM Members and Dealer Affiliates.

For questions or concerns, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or (785) 272-4433.

Cost: Free for NATM Members and Dealer Affiliates Register: www.natm.com/natm-events

www.NATM.com

ONE STEP. ZERO DISCHARGE. Tracks

High Pressure Pretreatment For Large Metal Products

“We switched from just pressure washing using a degreaser to a CPR phosphate cleaning system with recycling. We greatly reduced our chemical consumption and eliminated discharging any wash waters. We continue to see the savings to this day. We have been using CPR SYSTEMS for over 10 years.”

- Greg G Snyder, President, Car Mate Trailers

Reduce Operating Costs 14 Day No Flash Rust Guarantee Improve Paint Adhesion Increase Corrosion Resistance Closed Loop Recycling No Daily Waste Water Discharge Environmental Compliant Quick Return On Investment

Clean, Pretreat And Recycle In One Step.

The CPR SYSTEM meets the cleaning effectiveness of a 5-stage washer in a compact size. This method of high pressure spray wand phosphating increases salt spray test times, alleviates corrosion, provides a 14-day no flash rust at 50% humidity, saves up to 80% of chemicals and 95% of water used in typical wash and dump cleaning methods. A CPR SYSTEM pays for itself within a short period of time.

Surface Rust

Cleaned And Pretreated Steel

Closed-Loop Phosphate Or Zirconium Recycling System

www.NATM.com

ONE STEP. ZERO DISCHARGE.

Because CPR SYSTEM uses a proprietary closed-loop recycling process to reclaim and reuse the wash solution, sewer discharge is eliminated. Therefore, this system is environmentally compliant…no permitting, treating, monitoring and record-keeping of industrial wastewater is required.

www.cprsystemsonline.com September/October 2021 PH: (800) 897-7515 PH: (574) 233-9111

37

Increasing Trailer Payload Webinar: Oct. 28

Tracks

Increasing Trailer Payload Webinar: Oct. 28

By Meghan Ryan, NATM Assistant Director

NATM is partnering with Peak Metals Inc./Nucor to offer the webinar “Increasing Trailer Payload through Weight Reduction with Nucor’s Nustrength Grade 100” on Oct. 28, 2021, at 2:00 pm CST. Trailer manufacturers across the globe strive to optimize weight and payload capacity to reduce costs, improve fuel efficiency, and increase the weight capable of being towed without reducing durability and safety.

This event was scheduled as an in-person workshop at the canceled NATM Convention & Trade Show in 2021. Due to the relevancy of this helpful information, NATM and Peak Metals Inc./Nucor are excited to virtually deliver this content directly to members and dealer affiliates. For more information about Peak Metals Inc./Nucor, visit www.PeakMetals.com.

Workshop agenda: • Trailer Weight Reduction • Payload Increase and Cost Savings • Production, Forming, Fabrication, and Welding Characteristics of Nucor’s Nustrength Grade 100 Speakers: Frank Baumgardner, Nucor Decatur Market Development and Product Applications Manager, has 37 years of steel industry experience, including 21 years in product development and application. He has spent the last six years working on the development of Grade 100. Baumgardner focuses on product development and process improvement for heavy transportation and agriculture, the energy industry, Nucor’s Tubular Product Group, and Nucor’s Grade 100 Nustrength products. He has served on several ASTM (formerly known as American Society for Testing and Materials) and AIST (Association for Iron and Steel Technology) technical committees and is currently committee chair for the AIST Pipe and Tube Technical Committee.

Timo Vierimaa, owner and Managing Director of Peak Metals, has 31 years in the steel industry in various capacities including

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September/October 2021

steel mill technical customer service and sales, steel service center quality management, steel mill agent, and specialty steels distribution. After establishing Peak Metals in 2005, Vierimaa has been focusing on developing the specialty steel business, especially the Grade 100 market in North America.

Mike Trull, Sales Representative for Peak Metals, has 40 years in the steel industry, including sales and management experience with domestic and offshore steel producers. He has spent 20 years with Salzgitter—the German steel mill group—and 14 years with the Brazilian mill group CSN, LLC, along with various positions in the service center industry. His major product areas include all flat-rolled, plate, and structural steel from commercial quality through ultra-high-strength steel.

Karl McKeever, Metallurgist and Transportation Authority, is a metallurgical engineer with over 40 years of experience, including working with National Rolling Mills. Later in his career, Karl became an expert in evaluation and consulting of overseas steel mills regarding their operations. He spent 15 years as Head of Metallurgy with the Commercial Metals Trading Group.

For additional information, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or (785) 272-4433.

For more information about NATM Member Peak Metals Inc., visit www.PeakMetals.com.

Increasing Trailer Payload Through Weight Reduction Using Nucor Nustrength 100 Thursday, Oct. 28, 2021 Presenters: • Frank Baumgardner, Nucor Decatur Market Development and Product Applications Manager • Karl McKeever, Metallurgist and Transportation Authority • Mike Trull, Sales Representative for Peak Metals • Timo Vierimaa, Owner and Managing Director of Peak Metals Time: 2:00 pm CST (Tentative) Cost: FREE for NATM Members and Dealer Affiliates Register: www.NATM.com/natm-events

www.NATM.com

BETTER SUSPENSIONS BETTER ENGINEERING BETTER VALUE RAR-244 8K

Tracks

RAR-244 16K

GET BETTER WITH RIDEWELL The RAR-244 8K & RAR-244 16K Air-Ride suspensions are the better choice for light and medium duty applications. The 8,000 lb capacity 244 Featheride is the perfect fit for horse, race car and other specialized light duty trailers. For more robust applications up to 16,000 lb, the RAR-244 16K is the perfect balance of durability, quality and value.

www.ridewellcorp.com

www.NATM.com

®

800.641.4122 | info@ridewellcorp.com

September/October 2021

39

NATM Launches Quality Management System Guide

Tracks

NATM Launches Quality Management System Guide

By Kendra Ansley, NATM Executive Director

NATM’s 2019-2022 Strategic Plan has three focus areas, including supporting industry companies by providing education and tools to improve general business practices. Within this scope, the Association sought to create a trailer manufacturingspecific Quality Management System Guide (QMS) with resources to help create or improve an existing QMS. NATM has long recommended its trailer manufacturing members establish and maintain a QMS as part of the Compliance Verification Program.

An effective QMS is an important piece of creating a sustainable, successful business. A QMS is a formalized system that documents processes, procedures, and responsibilities for achieving objectives. Collectively, the system is intended to meet consumer demands, regulatory requirements, and instill a process of continuous improvement. A quality management system provides numerous benefits to a company, including but not limited to:

• • • • • • • • • • • • •

Process Repeatability Warranty Reduction Waste Reduction Reducing Mistakes Lowered Costs Identification of Training Opportunities Increased Staff Engagement Improved Organizational Direction and Clarity of Purpose Continuous Improvement Reduction in Order Cycle Times Improved Customer Satisfaction Competitive Advantage Improved Manufacturing Efficiencies

However, creating a Quality Management System can be a daunting task, especially for an already stretched-thin workforce.

NATM’s newly launched resource guide breaks down the basics of an effective system, providing templates and samples for each step of the process. The guide breaks the process down into six steps: • • • • • •

Identify Objectives/Goals Define Core Processes Identify Key Stakeholders and Leadership Create Documentation Create Necessary Protocols Quality Policy Manual

While the guide is designed from creating a QMS from scratch, it is also a useful tool for companies looking to improve their own systems. Understanding the purpose of the QMS, involving stakeholders from top to bottom, and creating thorough documentation of processes, procedures, and protocols creates consistency, ensures continuous improvement, and create efficiencies while controlling costs, amongst other benefits.

With a destabilized workforce, these systems can also function to support onboarding new employees and ensuring compliance with organizational protocols.

To access the Quality Management System Resource Guide, visit the online resource library at www.NATMShop.com.

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www.NATM.com

Get Lockrods Faster!

Tracks

Powerbrace offers a standard two week lead time for custom-made galvanized steel lockrods. (Aluminum lockrods ready in one week. Polished stainless steel lockrods in three weeks.)

■ All of our lockrods are manufactured in Kenosha, Wisconsin to your speciications. ■ An inventory of keepers, mounting brackets, hinges, lockrod kits, tubing, compression latches and theft deterrent plates is on our shelves, ready to ship quickly to you.

■ More than 99% of customer orders are shipped on time.

Powerbrace. See the difference we can make in your build schedule.

www.NATM.com

September/October 2021

41

NATM Launches the NATM Online Store

Tracks

NATM Launches the NATM Online Store

By Savana Morrison, NATM Marketing Director

NATM is pleased to announce the launch of the NATM Online Store! In line with the Association’s mission and the 2019-2022 Strategic Plan, NATM is excited to provide members with relevant educational information that’s easily accessible. .

Step 1

Access the NATM Online Store by visiting www.NATMShop.com. The NATM Resource Library can also be found on this site.

Step 2

Step 4

Once on the NATM Member Shop landing page, members can browse for NATM products at a special membership rate. These products include Generic Owner’s Manuals, free educational webinars that can be automatically downloaded to your computer, or even informative posters.

Once on the site, navigate to the top right-hand corner where the Log In bar is located. Click on this bar to create a NATM Online Store username and password.* Make sure to either use a NATM member company email or indicate the member company name while logging in.

Step 5

NATM Trailer Manufacturing Members will also have access to the exclusive “NATM Trailer Manufacturer Shop.” This section of the online store is where approved members can access the official NATM Guidelines as well as purchase NATM Decals online.

Step 3

NATM staff will approve the log-in request so the NATM Online Store can be accessed. Once approved, log-in and navigate to the top of the site page where it says “Member Shop” and click.

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This benefit will be updated regularly with the latest NATM products and aims to make purchasing NATM products more efficient and secure. Questions? Reach out via the chat box on www.NATMShop.com or by email at Library@natm.com. *If you have already created a NATM Resource Library username and password simply login with the same credentials to gain access to the NATM Online Store. www.NATM.com

TRUST THE BRAKE LINE EXPERTS

DOT-compliant hydraulic brake systems From tubing to hoses, protect your customers and business with hydraulic brake lines that meet Federal Motor Vehicle Safety Standards.

BrakeQuip works closely with your team to design and build the optimal brake layout for your trailer.

Discover your options: call 865-251-9193 or visit brakequip.com/trailer

Stay Up-To-Date with the NATM Insider

Tracks

Stay Up-To-Date with The NATM Insider

By Elizabeth Moore, NATM Tracks Editor

The NATM Insider is NATM’s monthly electronic newsletter and is emailed to subscribing NATM Members the last Saturday morning of every month. Articles published in The Insider include topics such as: • NATM Events & Updates • Welding Trends and Techniques • The Dealer Corner Advertising opportunities are available for the NATM Insider eNews. For more information, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com.

If you would like to receive these communications and subscribe for free, contact NATM Marketing Director Savana Morrison at Savana.Morrison@natm.com.

Share Your Expertise! NATM Calls for Educational Articles and Presentations

By Elizabeth Moore, NATM Tracks Editor

NATM is striving to develop additional educational opportunities for NATM Members and is looking to leverage Associate members’ expertise in providing content to others in the lightand medium-duty trailer industry.

NATM delivers learning opportunities in a number of formats including online Educational Summits, convention workshops, webinars and Tracks magazine articles. The purpose of events and articles is to provide valuable industry information and training to NATM members.

The focus of the presentations or articles are not to be on the products or services of the presenting company unless submitting a specific “Company Spotlight” or “Product Profile” article for consideration.

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Members have shown interest in learning more about the following: •

Welding

•

LEAN manufacturing

•

Quality control

•

Technology

Educational webinars are at no cost to NATM members. If your company is interested in participating in any of these venues, please let NATM know.

For more information about contributing, contact NATM Assistant Director meghan Ryan at Meghan.Ryan@natm.com or call (785) 272-4433.

www.NATM.com

Tracks

“ENGINEERED TO LAST”

LOGOS • WARNING DECALS • BANNERS VINYL CUT GRAPHICS • SIGNS • METAL NAMEPLATES

FOR THE TRAILER INDUSTRY

(P)1.800.416.5553 • (F)1.800.498.9659 csr@tgi-tgi-direct.com • www.tgi-direct.com

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PLIER MEMBER45 September/October 2021

Share Your Expertise! NATM Calls for Educational Articles and Presentations

Tracks

NATM DEALER COMPENDIUM Free to all NATM Dealer Affiliates

FEATURING: State Towing Laws State Brake Laws State Safety Chain Laws State License Plate Laws Commercial Driver’s Licenses State Registration Laws 46

September/October 2021

Towing Tandem Trailers Information Tire Recordkeeping Federal Excise Tax EWR & Safety Recalls Safe Trailering Resources Selling NATM Compliance www.NATM.com

Tracks

QUALITY LEDS. COMPETITIVE PRICING. RAPID DELIVERY.

Whether your application is equipment, utility, or livestock trailers, Buyers has you covered. Our wide array of work and interior lights ensure you can get the job done, even in the darkest environments.

1492199 Light

5625377 Strip Light

5625336 Dome Light

ALL YOUR WORK T R U C K P R O D U C T S NOTHING WORKS LIKE A DOGG® www.NATM.com

BuyersProducts.com

ALL THE TIME.

September/October 2021

47

Statistically Speaking

Tracks

Statistically Speaking Submitted by Statistical Surveys Registrations for the light- and medium-duty trailer industry were up 15.2 percent in May 2021. Below are the details of the market’s performance for the five trailer segments as reported by Statistical Surveys: Trailer Type Open

May 2021 18.5%

Jan.–May 2021 55.2%

Enclosed

28.7%%

44.5%

Livestock

17.6%

24.8%%

Horse

41.4%

51.6%

Boat

-2.9%

38.9%

Industry

15.2%

49.4%

The following are the top five states in sales growth for all trailer segments in the first five months of 2021.

Ranking 1

State New Jersey

Percent Growth 282.6%

2

Maine

158.6%

3

New Mexico

122.4%

4

Ohio

122.3%

5

Michigan

114.0%

Industry registrations for the first five months in 2021 are up 49.4 percent over 2020.

If there are any questions, or if Statistical Surveys can help, please contact Jeff Jones at (254) 715-1314 or JJones@statisticalsurveys.com.

It’s not just a mudguard.

It’s Selection, Delivery, Fit, Fabrication & Service.

H.E. PARMER COMPANY Nashville, TN (615) 256-4687 www.hepop.com

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September/October 2021

www.NATM.com

Photo Courtesy of Legend Manufacturing, Inc.

DEXTER TORFLEX HELPS YOU CARRY WHAT MATTERS MOST ®

With Dexter’s Torflex Independent rubber suspension and precision machined steel spindles, you’ll have no concerns of damage to precious cargo due to road shock. Easy installation and less overall maintenance reduces headaches and downtime. From 600-12,000 lbs. capacity, we have a Torflex axle to meet almost any application. For legendary performance, Demand Dexter.

•

Single, tandem, and triple applications with multiple grease and spindle options

•

Idler, Drum and Disc brakes available

•

Assembled in America in an ISO Certified Production Environment

•

Ten-year limited warranty

www.dexteraxle.com

Tracks

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September/October 2021

www.NATM.com

Tracks

www.NATM.com

September/October 2021

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Tire Recordkeeping Requirements for Dealers

Tire Recordkeeping Requirements for Dealers

By Terry Jones, NATM Technical Director

Readers may have noticed articles on tire recordkeeping in the past but such a complicated, far reaching regulation with consequences for non-compliance warrants regular coverage. Further, past articles have focused almost entirely on manufacturer’s requirements and have only briefly discussed a dealer’s requirements. This article intends to provide a simple overview of requirements for dealers as supplement to more indepth content.

Who Needs to Comply?

Trailer dealers enter the tire supply chain in various ways that include, but are not limited to, the following situations: •

Selling a trailer equipped with tires that were attached at the time of delivery to the dealer.

•

Selling a trailer equipped with tires that were not attached at the time of delivery to the dealer.

•

Selling tires separately as replacement parts.

•

Servicing and installing tires.

Under these various scenarios, federal regulation contemplates trailer dealers as both tire distributors and tire dealers (see 49 CFR §574.8 and §574.9). While this distinction matters from a regulatory perspective, however a trailer dealer enters the supply chain and becomes involved in the sale of tires, the resulting obligations are the same and all trailer dealers must comply.

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September/October 2021

What Must a Dealer Do? A trailer dealer only has one obligation under the tire recordkeeping requirements: to facilitate notification to purchasers of defective or nonconforming tires. Dealers can fulfill their obligations in several ways. Each methodology described below provides a path for tire manufacturers to contact potentially impacted customers in the event of a tire recall.

Provide Tire Manufacturer Tire Registration/Warranty Form/Card Tire manufacturers are required by law (49 CFR §574.7(a)(1)) to provide a blank tire registration/warranty form/card (TIN card) to their customers. This card is then theoretically to be passed through the supply chain to the end-user. If purchasing a trailer from an NATM Certified Member, the dealer should receive a registration/warranty form/card to use. If the TIN card does not make it from the trailer manufacturer to the dealer or if the trailer manufacturer does not provide the tire warranty cards, tire warranty cards can be obtained upon request from the tire manufacturer. Regardless of the method of obtaining the card, the dealer must complete the TIN (Tire Identification Number) information as well as the dealer/distributor name, contact information, and provide it to the customer receiving those tires. Dealers may choose to complete the remainder of the tire warranty card and submit on the customers behalf, but submittal must be transmitted to the tire manufacturer within 30 days at no charge to the customer. For more information, visit 49 CFR §574.8(a)(1)(i).

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Tire Recordkeeping Requirements for Dealers

Tracks Create Custom TIN Card If the dealer chooses to forgo the tire manufacturer’s provided tire warranty cards, the dealer may create their own forms.

In the instance that a card cannot be obtained from the tire manufacturer, the dealer must create their own card to use.

Similar to the tire manufacturer tire warranty card, this custom form must include TINs, dealer’s name and contact information, and the customer name and address. This card or form must be able to be submitted to the tire manufacturer by the customer at no cost to the customer or returned to the dealer for submission manufacturer on behalf of the customer, this information must be transmitted to the tire manufacturer within 30 days. For more information, visit 49 CFR §574.8(a)(1)(ii).

Submit Tire Information Online If the tire manufacturer creates a system, it may be possible to submit the required information directly to the tire manufacturer through email or an online submission system. In this method, the dealer must record the purchaser’s name and address, TINs, along

with the dealer’s own name and contact information to submit electronically. For more information on this option, please be sure to check with the tire manufacturer for availability and options.

For more information, visit 49 CFR §574.8(a)(1)(iii).

Each trailer dealer will need to assess one’s own internal needs and processes, including if the trailer manufacturer provides tire warranty cards and the tire manufacturer’s submittal processes, to determine the best method for compliance. For example, if the tire manufacturer does not accept online submissions, this option is not available to the trailer dealer. Similarly, if a trailer manufacturer does not provide the tire warranty cards, the trailer dealer must obtain or create their own.

Again, any one of the above three methods, including online submissions, if completed, will satisfy a dealer’s tire recordkeeping requirement. For further assistance, one may view the applicable regulations at https://ecfr.federalregister.gov or contact Terry Jones, NATM Technical Director, at Terry.Jones@natm.com, or one’s own legal counsel.

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When Winterizing, Don’t Forget the Tires

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When Winterizing, Don’t Forget the Tires

By Martin Engelhardt, Kenda American Technology Center

When you think about winter trailer storage, there are many considerations, from its interior to seals and seams to water and faucets and more. It’s easy to overlook tire winterization, buttaking a few minutes to set up your tires for storage may save you valuable time and money later. In addition, winterization— along with post-storage re-inflation before service—could extend tire life.

changes, so does air pressure within the tire – in other words cold air contracts while warm air expands. So, it’s vital to check tire inflation when the tires are cold prior to use and re-inflate tires to their proper pressure as per the placard on your trailer (or your original paperwork) before putting them back into service.

•

Below are tire winterization best practice reminders, whether storing for short- or long-term.

•

Visually inspect the tires before putting them into storage and again when getting the trailer out of storage before the tires are back on the road. Look for any irregularities, differences or foreign materials in the tread that should be removed such as stones or other types of debris.

•

Store the trailer in a cool, dry place, out of direct sunlight if possible.

•

If storing the trailer outdoors, place a surface barrier like a thin piece of wood or metal under the tires to separate them

Sitting static: Tires lose about three percent inflation pressure per month while sitting around inflated and not running (at constant temperature). Again, re-inflate the tires to proper pressures before putting them back into use.

It takes a little extra time and care, but it’s more than worthwhile to include the tires in your trailer winterization program.

Source: Martin Engelhardt, Manager of Materials Dept., Kenda American Technology Center. A chemist and polymer scientist, he is a published author in prestigious journals including Journal of Applied Polymer Science, Journal of Biological Chemistry and Rubber, and Plastics News, among others.

from the ground. This will help protect the tires from the elements while stationary over long periods of time. It also will help keep the trailer from sinking as the ground freezes and thaws.

•

If possible, lift the stored trailer up off the ground to take the load off the tires. Jack stands , or lightweight trailer axel lift blocks, are great for this task.

•

Cover tires to reduce exposure to sun light and ozone.

White coverings will reflect sun and keep the tires cooler than darker covers. Specially designed tire covers work best but white plastic trash bags will suffice.

Keep in mind that stored tires can lose air pressure in two ways: •

Temperature: No matter the brand, tires can lose approx.

3.3 percent of air pressure per 10°C with temperature changes. (which is about 1.5 percent per 10°F.) Tires are subject to the “Ideal Gas Law” which simply means that as the temperature Tires lose around three percent of inflation pressure when not in use.

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Clearance Lamps & Reflex Reflectors

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Clearance Lamps & Reflex Reflectors

By Terry Jones, NATM Technical Director

Compliance with trailer lamp and reflector requirements continuously advances trailer safety and helps NATM Members pass their Compliance Verification Program consultation, making them eligible for NATM decal purchase and use. With this in mind, it is important to periodically review the Federal Motor Vehicle Safety Standards (FMVSS) for trailer lamp and reflex reflector requirements.

Two commonly missed items during compliance consultations are clearance lamps and conspicuity tape on trailers that require them. Trailers 80 inches wide or wider, no matter the gross vehicle weight rating (GVWR), must have front clearance lamps, rear clearance lamps, and three rear identification (ID) lamps.

The three ID lamps in the middle of the rear of these trailers are meant to indicate the presence of a wide trailer. The front and rear clearance lamps’ purpose is to show the trailer’s width.

The three ID lamps must be red, have a lens coding of P2 or P3, and must be mounted on the rear of the trailer – centered horizontally spaced 6 inches to 12 inches apart facing rearward.

The ID lamps must be mounted at the top of the trailer, but can be mounted lower if the door header is narrower than 25 mm.

The rear clearance lamps must be red and have a lens coding of P2, P3, PC, or PC2. One must be installed on each side of the trailer that indicate the trailer’s width and may NOT be combined with tail lamps (clearance lamps may be housed within the same unit but with proper separation). They must be mounted at the widest point–symmetrical on the rear or near the rear of the trailer facing rearward. The rear clearance lamps must be mounted as high as practicable, but they may be mounted lower if ID lamps are at the top.

The front clearance lamps must be amber and have a lens coding of P2, P3, PC, or PC2. One must be installed on each side of the trailer that show the trailer’s width. They must be mounted at the widest point–symmetrical on the front or near the front facing forward, and mounted as high as practicable.

Front clearance lamps and front side marker lamps in amber, as well as rear clearance lamps and rear side marker lamps in red, can be combined into one individual lamp if the lamp is mounted on a 45-degree angle. Additionally, in this case, the lamp must have a lens coding PC or PC2, if it is to serve as both a side marker and clearance lamp. P2 or P3 lens codings in this application will not serve as meeting both requirements for a side marker lamp and a clearance lamp, even if mounted at a 45-degree angle. The lens coding are most easily verified by obtaining the product description for the lamps the trailer manufacturer ordered, which can usually be accessed from the lamp supplier’s website. If the trailer manufacturer’s intent is to mount the lamps at a 45-degree angle, regardless of the intent of combining lamps or not, they should double check to make sure they are utilizing PC or PC2 lamps in that application.

Clearance lamps are to be mounted “at the widest point” of the trailer. Due to the vague language in regulations, NATM adopted the industry standard that the widest point of the trailer is within six inches of the extreme width of the trailer. For example, if a

This graphic illustrates the three inch rule discussed on the next page.

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Clearance Lamps & Reflex Reflectors

Tracks trailer has 10-inch fenders on each side of the trailer, and the front and rear clearance lamps are mounted on the body of the trailer rather than the fenders, the clearance lamps will not be compliant because they are not mounted within six inches of the extreme width of the trailer.

Trailers with a design where the fenders stick out from the sides in this manner can correct this issue with lamp options that are specifically designed to be mounted on fenders. One popular style is a dual front and rear clearance lamp option that mounts to the top of the fender or the side of the fender. The front half is amber and the rear half is red. Another popular way trailer manufacturers meet front and rear clearance lamps requirements is by utilizing small, individually mounted, ¾ inch bullet style lamps. In the same fashion as the dual front and rear clearance lamps, the bullet lamps must be installed so the amber lamp faces forward, and the red lamp faces rearward. Side marker lamp and clearance lamp photometry requirements can be accessed in the Guidelines in Section B-6 “Lighting/Reflectors/Conspicuity.”

Lens codings on lighting are intended to indicate the light is capable of meeting prescribed photometric requirements. NATM recommends trailer manufacturers obtain testing data from their lighting supplier to ensure the lense codings are accurate.

Another commonly missed item during NATM Compliance Consultations is known as the conspicuity tape three-inch rule.

Trailers 80 inches wide or wider and with a GVWR of 10,000 lbs. or more must have red and white conspicuity tape marking the sides of the trailers, the rear lower body, the bumper bar or underride if applicable, and the rear upper body of the trailer.

The tape must be rated DOT-C, DOT-C2, DOT-C3, or DOT-C4.

Further, the edge of red conspicuity tape shall not be closer than 75 mm to the edge of any amber lamp and the edge of white conspicuity tape shall not be closer than 75 mm to the edge of any lamp. For the sake of simplicity, 75 mm is just shy of three inches (2.95276 inches), coined the “three-inch rule”.

In other words, the red and white conspicuity tape running across the rear lower body marking of a trailer cannot have the white portion of the tape closer than three inches to the edge of any lamp. This means the employee applying the tape can either cut the tape back at least three inches from the lamp or plan out the tape application so the appropriate color (red) will sit flush next to a red lamp. The same rule also applies to conspicuity tape on the sides of the trailer.

This graphic displays the correct way to apply tape. www.NATM.com

During consultations, NATM Compliance Consultants often find that production managers and employees working in the final September/October 2021

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Clearance Lamps & Reflex Reflectors

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stages of the trailer manufacturing process are simply unaware of the three-inch rule. For any trailer manufacturer building trailers 80 inches wide or wider and 10,000 lbs. GVWR or more, this topic is worth covering in production meetings. The three-inch rule is best illustrated by Figure 12-2, Trailer Conspicuity Detail II, which can be viewed below as well as on the electronic code of federal regulations website, gov.ecfr.io.

For trailer manufacturers that have questions about other lamp and reflector requirements, the NHTSA trailer lamp, reflector, and conspicuity tape chart is beneficial in understanding and visualizing these requirements: www.One.NHTSA.gov/cars/ rules/standards/conspicuity/Trlrpstr.html. The electronic code of federal regulations website, gov.ecfr.io has additional information on Title 49 CFR 571.108 that is beneficial in understanding lamp and reflector requirements.

Table I-b, required lamps and reflective devices for all trailers is available at the eCFR website gov.ecfr.io. For additional assistance with lamp and reflector requirements, contact NATM Technical Director Terry Jones at (785) 272-4433 or Terry.Jones@natm.com.

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59

What to Know about Trailer Tires and Wheels

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What to Know about Trailer Tires & Wheels

By Al Henderson, Sr. Engineer, Kenda American Technology Center

Tire and wheel assemblies are an important part of every trailer and are the only trailer component that connects with the road.

Understanding what is behind each tire and wheel assembly will help you be sure to have the right one for each situation as well as the ability to answer questions from your customers. After all, a tire that will carry a heavy load for a short distance can be quite different from a tire needed for a long-haul trailer. The information discussed below was featured in NATM’s Tires 101 webinar with Kenda Americana Tire & Wheel. To access the webinar, visit www.NATMShop.com.

of the tire over a larger area, making it beneficial for wear, handling, and traction.

•

Cap plies—Comprised of cords of Nylon, Kevlar, or other fabric, the cap plies provide extra reinforcement to the tire during high speed. They also prevent belts and the carcass from expanding at high speeds due to centrifugal force.

•

The tire tread is the most influential part of the tire.

Composed of two rubber components—the tread cap and the tread base.

Many Components, One Tire Tires are a complex mixture of many components and layers.

The most obvious components are treads and sidewalls but underneath is a complex blend of materials that make each tire perform differently. A single tire could have over 12 different rubber compounds.

•

•

The tread cap gets the most wear and tear and is made of a combination of rubber and synthetic materials.

•

The tread base adheres the cap to the belt system and helps stabilize the under tread area of the tire.

Tread design is composed of different rubber blocks, grooves, voids, and sipes—giving the tire its road gripping

•

Steel Belts are thin steel wires woven into large sheets and sandwiched between layers of rubber. As the tire flexes in

•

and out of compression, the steel belts help spread the load To access the Tires 101 webinar with Kenda Americana Tire and Wheel, visit www.NATMShop.com.

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What to Know about Trailer Tires and Wheels power. Road grip is especially important where weather is an issue or the roads are mountainous or winding. Each of the design elements have a specific purpose: •

•

Circumferential grooves channel out water to prevent hydroplaning

•

Lateral grooves provide traction grip on wet surface

•

Blocks/Ribs produce stiffness to generate cornering & tractive forces

•

Sipes supply additional biting edges for snow traction

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It’s the unique configuration of the combination of the tires tread patterns, belts and plies, bead design, and sidewalls and shoulders that give each tire type its performance characteristics.

Radial vs Bias When purchasing tires there’s more to it than just getting the right size tire. You need to take tire construction into account, there aretwo types of trailer tires, radial and bias. The angle of the body plies determines if the tire is “radial” or “bias.”

•

A radial tire typically offers a smoother ride, lower noise, better handling and traction, which is why they are exclusively on passenger cars. Radial tires also are often seen on longer distance trailers like RVs, marine, and livestock trailers. Radial tires perform in this way because they have steel belts oriented at a significantly different angle than the 90-degree radial plies. This allows the sidewall and tread to function as two independent features of the tire.

•

Bias tires are typically used for shorter distance applications in construction, agriculture or utility. A bias tire consists of multiple rubber plies overlapping each other at a

Composed of a special rubber compound, the sidewalls add stiffness between the tread and bead to help transfer torque to the road under acceleration, cornering, and braking. It also protects the carcass plies from abrasion and impact and serves as a shock absorber for the tire to absorb impacts to the tread area.

As mandated by the Department of Transportation (DOT) standards, every tire’s sidewall markings will show how many plies, steel belts, and cap plies are within the tire construction.

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What to Know about Trailer Tires and Wheels

Tracks 30-45-degree angle. The tread and sidewalls are interdependent because all plies have a consistent angle. The overlapped plies form a thick layer that is less flexible which makes it able to carry a heavier load with less trailer sway.

How much air do you need in your tires?

•

Give your tires a double-take with a visual inspection— Check that your tires look like they are supposed to–meaning no irregularities, detectable differences from when you stored them, or foreign debris in the tread.

•

Put your two cents to the tread test—Your tire tread helps your vehicle grip the road through proper traction and provides a smooth ride. To test your tread depth, take a penny and place Abraham Lincoln’s head upside down and

Maintaining proper inflation pressures in your trailer tires is crucial for maintaining even and slow rates of wear.

Underinflated tires will result in rapid shoulder wear, while overinflated tires will result in rapid center wear. Overinflated tires can also cause very harsh rides as well as loss of traction.

You should refer to the maximum air pressure on each sidewall as well as work with your supplier’s team to be sure you are recommending the appropriate inflation pressure for each trailer you build. This will provide the most optimum condition for maximizing wear in addition to ensuring good endurance, traction and ride comfort.

facing you into the shallowest groove on the tire. If Lincoln’s head is visible above the tread, you only have 2/32 of an inch or lesstread depth left. You can also look at your tire for the indicator (wear) bars embedded in the tire at 2/32 of an inch—both may tell you it’s time for new tires.

•

Fill them up to recommended pressure—Shifts in temperature and sitting static mean your tires could lose pressure. On average, tires can lose around three percent of air pressure per decrease in temperature of 10 degrees Celsius. Additionally, even at a constant temperature, tires will lose about three percent inflation pressure per month while sitting around inflated yet not running. More importantly, driving your vehicle with underinflated tires places added pressure on the shoulder of the tire, which can lead to handling issues or uneven wear. Avoid this by checking your air pressure and re-inflating to recommended levels.

•

Make sure it’s all systems go!—Just like with a car, checking your vehicle’s systems before major towing should be standard practice. For your trailer, be sure to connect to the tow vehicle power and check all of the exterior lights— running lights, headlights, accessory lights, brake lights, etc.

Also, inspect your hitch components and 12-volt electrical plugs for your tow vehicle.

Tire Maintenance To maximize tire life and performance, you need to be sure your customers understand how to take proper care of their tires. The experts at Kenda Americana Tire & Wheel recommend sharing these tips to ensure the tires are ready for the road:

Remember, this is really where the rubber hits the road and as the trailers only contact with the road surface you want to be sure to utilize the appropriate tire to best transfer driver inputs such as braking, accelerating, and turning. Using this information on tire components, tire types and maintenance tips will help ensure you are not only using the correct tires for each trailer you build but sharing the most accurate insights and tips with your customers.

This ultimately improves their satisfaction with your trailer and can lead to safer roadways. Something we all can benefit from.

It is crucial customers understand how to care for their tires, as that is literally where the rubber meets the road.

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63

VIN Labels, Tire Placards, & Certificate of Origins

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VIN Labels, Tire Placards, & Certificate of Origin

By Terry Jones, NATM Technical Director VIN Labels 49 CFR 567.4, 49 CFR 571.110, & 571.120

All NATM compliant trailers have a VIN (Vehicle Identification Number) label, but few take the time to review the label before purchase and/or use. So what does the label contain, and what does it all mean? The information is straightforward and easy to understand.

But first, where do I find the VIN label? The label for trailers shall be affixed to a location on the forward half of the left side (roadside), such that it is easily readable from outside the vehicle without moving any part of the vehicle.

white, stick-on label printed by the manufacturer is used, but it is not uncommon to see metal plates stamped or etched with the required information. The only requirement is for the label to be riveted or permanently affixed in such a manner that it cannot be removed without destroying or defacing it.

Now to the label itself. All items should be listed in the order which will be followed below with a brief description of each item if required.

A.) Name of manufacturer B.) Month and year of manufacture – The day of manufacture is

not required though some manufacturers do include the day.

What will the VIN label look like? There are several types of VIN labels currently in use across the industry. Most often a

4. Example Certification Label/VIN Plate

C.) Gross Vehicle Weight Rating or “GVWR” – This number

is created at the manufacturer’s discretion but often will be

EXAMPLE

CERTIFICATION LABEL MANUFACTURED BY: XXXXXX TRAILERS, INC. IN U.S.A. DATE: XX/XX/XX GVWR GAWR FRONT TIRES RIMS COLD INF. PRESSURE

5761 KG (12,700 LB) 2304 KG (5,080 LB) GAWR REAR 2304 KG (5,080 LB) ST225/75R15(D) TIRES ST225/75R15(D) 15X6J RIMS 15X6J 447 KPA (65 PSI) SINGLE COLD INF. PRESSURE 447 KPA (65 PSI) SINGLE

THIS VEHICLE CONFORMS TO ALL APPLICABLE US FEDERAL MOTOR VEHICLE-SAFETY STANDARDS IN EFFECT ON THE DATE OF MANUFACTURE SHOWN ABOVE. Vehicle identification No. : Vehicle Type:

xxxxxxxxxxxxxxxxx Trailer

MANUFACTURED BY/FABRIQUÉ PAR: [COMPANY NAME] DATE V.I.N./N.I.V.

MFR’D/FABRIQUE DATE

GVWR/ MODEL/MODÉLE

TYPE OF VEHICLE/TYPE DE VÉHICULE: TRAILER/REMORQUE COLD INFL. PRESS./PRESS. DIMENSION DIMENSION DE GONF. Á FROID #1 PNBE KG/(GAWR) #2 PNBE KG/(GAWR) #3 PNBE KG/(GAWR)

PNEU/(TIRE) PNEU/(TIRE) PNEU/(TIRE)

JANTE/ (RIM) JANTE/ (RIM) JANTE/ (RIM)

LPC KPA/(PSI) LPC KPA/(PSI) LPC KPA/(PSI)

THIS VEHICLE CONFORMS TO ALL APPLICABLE STANDARDS PRESCRIBED UNDER THE UNITED STATES AND CANADIAN MOTOR VEHICLE SAFETY REGULATION IN EFFECT ON THE DATE OF MANUFACTURE. CE VÉHICULE EST CONFORME A TÓUJTES LES NORMES QUI LUI SONT APPLICABLES EN VERTU DU REGLEMENT SUR LA SECURITE DES VEHICÚLES AUTÓMOBILES DEES ESTATS-UNIS ET DU CANADA EN VIGUEUR A LA DATE DE SA FABRICATION.

VIN labels must be permentantly affixed to the trailer.

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Recorded Vehicle Identification Number of this trailer.

GVWR

Gross Vehicle Weight Rating - Actual carrying capacity of trailer incluing

www.NATM.com

VIN Labels, Tire Placards, & Certificate of Origins equal to the Gross Axle Weight Rating. If not equal, there are various possible reasons as to why, such as accounting for weight being transferred to the tow vehicle. Typically, your GVWR will equal the empty weight of the trailer plus the cargo capacity (GVWR = empty weight + cargo capacity).

D.) Gross Axle Weight Rating or “GAWR” – This is the rating

given to the axles by the axle manufacturer. It is up to the

manufacturer if they want to decrease the GAWR from what

the axle manufacturer set, but must never increase. Further,

thesum of the tire capacities, as well as the sum of the rim

capacities, must be equal to or greater than the GAWR. E.) The statement, “This vehicle conforms to all applicable

Federal Motor Vehicle Safety Standards in effect on the date

of manufacture shown above. The expression “U.S.” or

“U.S.A.” may be inserted before the word “Federal.”

F.)

Vehicle Identification Number – This is a unique number to the specific trailer to which it is applied to. To decode the meaning of the VIN number, one must utilize the manufacturers VIN deciphering scheme, which can be found by searching NHTSA’s Manufacturer’s Information Database at www.vpic.nhtsa.dot.gov/mid

G.) The type of classification of the vehicle – For trailers, this

must either be simply “Trailer” or for dual United States

Canada compliance, “Trailer/Remorque” or “TRA/REM”.

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Other items required to be present on the VIN label but not necessarily in order are:

A.) Tire size, load rating, and tire inflation pressures – This

information will indicate the proper tires to use on the trailer

as well inflation pressures. This will often be listed in line

with the GAWR. B.) Rim size, width, and configuration —Much the same as the

tire size only in relation to the rims on the trailer.

Other VIN Label Items of Note: 1. The font is required to be in English, lettered in block capitals and numerals not less than 3/32 of an inch high.

2. All weights and pressures must be listed in metric first with English measurements second (English measurements are not required).

Tire Placard 49 CFR 571.110 For a trailer to be NATM compliant, it must have a tire placard if the GVWR is 10,000 lbs. or less. Trailers 10,001 GVWR and above are welcome to also affix the tire placard at the manufacturer’s discretion. You can find the tire placard permanently affixed and proximate to the VIN label. The required contents include:

TIRE AND LOADING INFORMATION The weight of cargo should never exceed XXXX Kg or XXXX Lbs. TIRE

SIZE

FRONT REAR SPARE An example of a tire placard.

www.NATM.com

COLD TIRE PRESSURE

SEE OWNER'S MANUAL FOR ADDITIONAL INFORMATION

XXXXXXXXXXXXXXXXX

Optional Identifier (such as VIN) September/October 2021

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VIN Labels, Tire Placards, & Certificate of Origins

Tracks A.) Vehicle manufacturer’s recommended cold tire inflation

pressure for front, rear, and spare tires. For the spare tire, the

manufacturer may use “see above” but if no spare tire is

supplied, the word “none” must be used.

B.) Tire size designation for tires installed at the time of the first

purchase. Again, spare tires may use “see above” but must

use “none” if no spare tire is supplied.

C.) The title “Tire and Loading Information.”

•

Manufacturer’s name and address

•

On the back of the MCO, you will find:

•

Purchasers information such as name and address

•

Dealer information such as name and address

•

Signatures

Not all states require license plates on trailers, but an owner may still need the MCO to register or to prove ownership.

D.) The wording “See Owner’s Manual for Additional Information.”

E.) Cargo capacity statement expressed as “The weight of cargo

should never exceed XXX kilograms or XXX pounds”.

Three Critical Items to Know •

GVWR – The weight of the trailer plus cargo capacity. This number will be the determining factor in many items, such as how many lamps and reflectors are required, if brakes are required, etc. This measurement will be found on the VIN label.

•

Cargo capacity – This is the maximum allowable cargo that can be added to the trailer. Exceeding this weight greatly increases the risk of trailer or component failure.

Other Tire Placard Items of Note: • •

The format and color scheme should follow that of the examples above. (See previous page)

If the vehicle is a recreational vehicle with propane, the weight of the propane must be included in the empty weight of the trailer. Water, on the other hand, will be included in the • cargo calculation.

Manufacturer’s Certificate of Origin

MCOs – Required for a customer to register a trailer. State requirements differ, but a generic MCO should work in all states.

Manufacturer’s Certificate of Origin (MCO) is the document used For more information, contact NATM’s Technical Director Terry Jones at (785) 272-4433 or Terry.Jones@natm.com. by trailer owners to register their trailers with their respective states, similar to a vehicle title for a car or truck. These documents can vary from state to state, but most manufacturers use a standard, generic MCO that will work in all states. NATM always recommends checking with the relevant state agency (i.e., the Department of Revenue, the Department of Motor Vehicles, etc.) before producing trailers while also keeping in mind that your trailers may be registered in other states.

These generic MCOs will include on its front such items as: •

VIN—This is the unique number assigned to the trailer; thus this number is the main component of the MCO

•

Model year

•

Make

•

Shipping (empty) weight

•

GVWR

•

Number of axles

•

Length

•

Model

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An example of a certifacte of origin. www.NATM.com

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KASHM TRUCK AND TRAILER ALG Labels + Graphics KRIN USA Beam Trailer Sales LLC Lazy B Trailer Sales, Inc Buckshot Mfg Max Built Trailers, LLC Coolhorse Protection GPS Crim’s Trailer Sales, Inc. ReadyFab LLC Empresas y equipos industrias s.a. de c.v.

SR Trailers East Coast Autos and STC Trailers Trailers Thunderbolt Industries LLC Fabrineering towers extrusions IntelRise LLC Weller’s Utility Trailers IronStrong Metal Wicked Trailer Fabrication dba Wilderwise Inc. IronFamous Enterprises www.NATM.com

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Welder Training Solution from Miller Delivers Free Access to Customizable Courses

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Welder Training Solution From Miller Delivers Free Access to Customizable Courses

By Nick Peterson, Curriculum Developer and Weld Engineer, & Steve Hidden, National Account Manager–Welding Education & Workforce Development, Miller Electric Mfg. LLC The most important questions for many welding operations today are “How can I find more welders for my operation?” and “How can I get them into production faster?”

Finding ways to train welders faster—and using engaging training methods — are important pieces of the puzzle when it comes to addressing the shortage of skilled welders. Many manufacturing operations struggle to find and train qualified welders to fill their production lines. As a result, more manufacturers are turning to technology to help make welder training more efficient.

Learn more about a free online solution from Miller that offers flexible, customizable training—so operations can get welders into production faster with the specific skills needed for their applications.

Customizable welder training The OpenBook™ learning management system provides an easy tool to assign and deliver welding content, create quizzes, download welding labs, monitor participation, and assess and report trainee progress and performance.

While this online curriculum is popular for high school and technical college welding instruction, it’s being used more frequently in manufacturing settings as well, as companies see the benefits of the program to help them train welders of all experience levels. With OpenBook resources, manufacturers can provide people who have little to no welding experience with consistent baseline welding information and instruction —ensuring each welder gets the same foundational knowledge about welding.

OpenBook offers a wide range of pre-curated e-learning modules —from basic electricity and an introduction to welding to courses focusing on each of the welding processes. The classes provide the “why” behind welding so trainees can understand fundamentals that can help them troubleshoot issues down the road.

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Manufacturing operations can build their own courses, or they can pick their desired curriculum from the existing course list to build a track and set up a training program that is most relevant to them. An operation could build a track that is specific to aluminum welding, for example. Students or trainees then log in to complete the coursework for their assigned section on their computer, laptop, smartphone or tablet.

Moderators (called administrators in OpenBook) can set various thresholds, such as establishing a minimum passing score or restricting the number of attempts allowed to complete an assignment. OpenBook administrators can also change the order in which courses are presented to trainees by dragging and dropping within the program. OpenBook also offers item analysis that lets administrators or instructors view the metrics of everyone in their organization who takes the courses, to better understand how people are learning and answering questions.

Quiz Builder in OpenBook One tool that enhances OpenBook’s flexibility is the Quiz Builder tool. With the Quiz Builder, administrators can create their own work activity or their own assessments. Quiz Builder allows you to add a URL directing trainees to video links or internal company documents to watch or review. Then they can be quizzed on the content of those links.

Administrators can also customize the quiz, setting such filters as number of pages, number of questions per page, if they want the questions randomized, if they want true/false or multiple-choice questions, and more.

The Lab Builder tool allows assignments to be aligned with training equipment solutions from Miller—the AugmentedArc® augmented reality welding system and the LiveArc™ welding performance management system. Administrators can create a welding procedure document that outlines welding details, and that document becomes an assignment. For example, within a course, trainees can be instructed to perform welding tasks in the weld shop or in AugmentedArc or LiveArc systems, followed by a quiz on that material using Quiz Builder.

www.NATM.com

Welder Training Solution from Miller Delivers Free Access to Customizable Courses

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This image shows a training module with the table of contents in the OpenBook learning management system.

Trainees who successfully complete the course modules and quizzes can earn certificates of completion through OpenBook.

Companies can keep these on file as a part of career development and training records. They can also use them to set experience levels for welders in the operation.

The welding collateral used in OpenBook aligns with American Welding Society (AWS) SENSE program standards.

Additional training resources Beyond OpenBook, Miller also offers additional free resources designed for welder training and education. A library of presentations, e-books, posters and quizzes that all support the OpenBook curriculum can be found on the Miller website.

OpenBook and other training resources aren’t exclusively for new welders. They can also be used for ongoing development of experienced welders, who can use the resources to brush up on certain processes or when the operation is making a change to welding procedures.

The bottom line? A consistent training program that covers the fundamentals of welding can help operations reduce defects and rework down the line, because they can develop welders with acommon foundation and techniques specifically tailored to their needs. www.NATM.com

Sidebar: How to register for OpenBook™ learning system It’s easy for welding operations to get started in the OpenBook online training program. There are several key steps to follow when setting up an account.

•

Go to www.OpenBook.MillerWelds.com to review the Quick Start Guide for establishing an account.

•

Because OpenBook is a free resource designed to help companies or schools train groups of learners, the moderator who creates the OpenBook account must use a work email address to apply—not a personal Yahoo or Gmail account, for example.

•

Once the account is set up, the program is yours to manage.

Operations can use the program to train anyone they want— and it can be used for an unlimited number of people.

•

Have questions once you’re in the training program? Use the search function in your browser (Cntl + F for Windows and Cmd + F for Mac), the help button or the “contact us” form for assistance.

For more information on Miller Electric Mfg., visit www.MillerWelds.com.

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COVID-19 Vaccine Communication Strategies

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COVID-19 Vaccine Communication Strategies

By Elizabeth Moore, NATM Tracks Editor

On June 22, 2021, The Manufacturing Institute, the workforce development and education partner of the National Association of Manufacturers, hosted a webinar covering various communication strategies regarding the COVID-19 vaccine.

The Manufacturing Institute partnered with the University of Florida, a leading research institution, to distribute a nationwide survey. They chose participants that reflected the population of manufacturing workers to gain insight into the industry’s opinions and actions regarding the COVID-19 vaccine. The webinar summarized these results and provided tactics to help manufacturing employers reach employees.

As of this writing, roughly 50 percent of Americans have been vaccinated, which is still 20 percent lower than the White House goal of 70 percent. In addition, the Sun Belt and Rust Belt regions of the nation, where the majority of US manufacturers are located, trend lower in vaccination rates than other areas.

With this in mind, there is still much work to be done to increase vaccine confidence, reopen the economy, and protect families and communities.

Before many of these strategies can be employed, it is important to understand why people are choosing to forgo these widely available and free lifesaving vaccinations against COVID-19.

There are many factors that can contribute to an individual choosing not to get the vaccine. These reasons mainly fall into three different categories: information, access, and hesitancy.

native language difficult or impossible, and translations are not always readily available.

•

Access Factors •

Inconvenience—Many don’t have the privilege of taking time off work to receive the vaccine, whether that is time for the appointment or time off for any side effects that may occur after receiving the vaccine. Others don’t have adequate child care or elder care that would let them take time away.

•

Confusing Systems—For many, finding a vaccine distributor, booking an appointment, and other logistics can be difficult, especially when receiving information from multiple conflicting sources.

Hesitancy Factors

•

Low perception of personal risk—Some don’t view themselves as at risk for contracting COVID-19 or passing it on, so they don’t think they need to get vaccinated, which is a false and dangerous narrative as healthy and young individuals alike have become dangerously ill.

•

Distrust in systems (health, politics, media, historical behaviors related to race, etc.)—Some people are distrustful of the systems in place because they have been hurt in the past or have seen others get hurt.

Information Factors •

Information fatigue/pandemic fatigue—Twenty-fourhour news cycles, social media, and many other forms of communication can drive this type of burnout. Many are just simply tired of hearing about the pandemic and related effects over a year into it.

•

Scientific literacy levels—Not everyone has the same educational background, and often, scientific texts can be complicated and difficult to understand. Not all information on the vaccine is presented in an easy-to-understand format for everyone seeking knowledge.

•

Language access—Again, not all information is accessible.

Specialized vocabulary or jargon can make reading in a non-

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Inaccurate or misinformation—There are many hardworking individuals and organizations that are trying to put a stop to misinformation campaigns aimed to derail vaccination efforts. But information, and false information, spreads fast in the digital age. All it takes is one tweet or Facebook post with false information to dissuade members of your community from becoming immunized.

•

For example, from 1932 to the 1970s, the Tuskegee Syphilis Study conducted by the United States Public Health Service (PHS) and the Centers for Disease Control and Prevention (CDC) told African American men who were infected with syphilis that they were going to be treated. Then, those same men were given placebos and other procedures under the guise of treatment when in reality, the purpose of the study

www.NATM.com

COVID-19 Vaccine Communication Strategies

Tracks was to watch the natural course of untreated syphilis. As a result of the study, 187 people either died or had lifelong battles with syphilis and its effects. This, along with historically racist medical treatment and care, creates a distrust of the American health care system by minorities.

•

Perception of loss of freedom or rights—Some may feel that their choice in the matter is being taken away, so they are more hesitant to get the vaccine.

•

Vaccine not seen as a social norm—In some communities, not receiving vaccines (or other medical treatments) is a point of pride. In other communities, going to the doctor or receiving preventative measures or treatments has a negative connotation.

•

Lack of confidence/low perception of the safety of the vaccine—People may not have confidence in the vaccine or may not know enough about it to judge its effects, so they air on the perceived side of caution and do not get the vaccine.

Many feel that because the vaccine was developed rapidly that it could be dangerous. The COVID-19 vaccine has been ten years in the making with previous work and research done on coronaviruses such as the severe acute respiratory syndrome (SARS) in 2002 and the middle eastern respiratory syndrome (MERS) in 2012.

Although these barriers may prevent some from receiving the vaccine, they are not insurmountable, and many have chosen to receive the vaccine to protect themselves, their communities, and help return the world to a semblance of normal. There is still work to be done though, and employers can play a key role in disseminating information and providing the access necessary to get their employees and communities vaccinated.

Below are some suggestions to help remove some of the barriers discussed above.

Remove barriers to vaccination •

Provide PTO, childcare, or ride vouchers to employees who need to take time off to get vaccinated.

•

Partner with community organizations to offer multiple sites for vaccination. The workplace, doctors’ offices, clinics, pharmacies, and grocery stores may all be locations you can set up vaccination sites.

www.NATM.com

•

Offer vaccinations to the entire family over the age of 12 (per current vaccine eligibility requirements).

•

Reduce the uncertainty of what to expect. Find out what reasons are driving hesitancy in your company and then address them.

•

Offer administrative help to those who need assistance navigating registration systems or other logistics.

Highlight trusted messages and messengers

Trusted messages and messengers may be different people depending on who you want to target. Inother words, vaccine hesitancy is not a one-size-fits-all concern, so reduction strategies cannot be one-size-fits-all either.

For example, of those who participated in the survey who were not vaccine-hesitant, 41 percent trusted the CDC, and 40 percent trusted local health care professionals. On the flip side, of those who answered the survey who were vaccine-hesitant, 60 percent trusted their family, and 40 percent trusted their close friends.

The key is to find the trusted messengers within your community and use them to help spread information. Once you have found trusted messengers, the tips below can help you communicate effectively: •

Practice two-way empathetic communication. Listen to what is being said and try to understand where that person is coming from.

•

Share straightforward information that is repeated often through multiple mediums (i.e. posters, emails, conversations, etc.)

•

Use positive emotions like hope, pride, humor, or love when communicating. Shame will not work.

Customize messages

Once the trusted messengers have been established for the organization, the focus can move to customizing the messages that are to be shared. There are many tools that can help with this, but one important one is psychographics.

Psychographics go hand in hand with demographics. While demographics tell who a person is (age, race, geographic location, gender, etc.), psychographics tell how people see the world and deal with identities. They can help discern what a person thinks is right and what is wrong. Psychographics are key to finding what messages will resonate with your target audience.

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COVID-19 Vaccine Communication Strategies

Tracks Below are some other ideas on how to customize messages so you can communicate effectively: •

Connect larger public health goals with the immediate community. Distance leads a person to “checking out” and not acting.

•

Co-host vaccine sites with local organizations like churches or civic groups and involve local doctors and medical professionals.

•

Present communications in a range of languages, especially languages reflecting your workers’ primary languages. Also note that translations may not work. Providing resources in other languages is not only about comprehension but about being seen and acknowledged.

•

Be transparent with the sources you are using and why.

Be explicit on why you chose that source. Don’t assume everyone has the same familiarity with the discovery processes and credibility of the source.

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This article is just the tip of the iceberg when it comes to communication surrounding COVID-19 and the vaccine. It is intended to provide suggestions and tips on how to communicate with your workforce and vaccine hesitant individuals.

The webinar this information was compiled from was part of the This Is Our Shot Project by the National Association of Manufacturers and their education and workforce partner, The Manufacturing Institute. For more information on the project, visit www.TheManufacturingInstitute.org/research/thisisourshot.

At that link, you can find resources like “COVID-19 Vaccine Conversations Guide” and “Protecting the People Who Make America” which goes in depth on the survey discussed in the article and provides a guide on building trust and confidence in the COVID-19 vaccine. If you have questions about the information presented here, visit www.NAM.org/coronavirus/creators-respond.

www.NATM.com

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The Difference is Durability. The Quality is Hutchens.

The 9700 Series With Springs to Support Your Utility Trailer

We now offer two great choices of three-leaf, high-arch, steel springs: Our 12,000 lb. GAWR springs for 42.5” and 44” axle spacings Our 15,000 lb. GAWR springs for 49” axle spacings

Either spring can be used with the Hutch 9700 Series suspension and configured to fit your needs. www.NATM.com

Visit www.hutchensindustries.com for more information.

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75 The Hutch 9700 Series.

Little Changes Make a Big Difference

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Little Changes Make a Big Difference

By Bob Clements & Sara Hey, Bob Clements International

An excerpt from “You’re the Problem (and the Solution)” by Bob Clements and Sara Hey. Visit www.BobClements.com for more information.

Have you ever had a small rock in your shoe? I enjoy running and have spent much of my adult life running as a form of exercise and stress relief. It’s a lot easier to run out your aggression than to punch someone in the face and go to jail, but again, I digress. I get that, to many people, this makes me weird, but I’m okay with it.

There have been times I have put on my running shoes and immediately noticed a small rock inside. Did I put the rock there on purpose? No. But that doesn’t change the fact that the rock is still there. Regardless of how the rock found its way into my shoe, all I could think about at that moment, is that silly little rock. It doesn’t matter what the weather is like or how hard my run is, this one tiny, annoying, little rock, that I did not put in my shoe, takes all of my attention.

So, what’s the solution? I have to stop what I’m doing, take off my shoe, and remove the rock. Does it take time to stop, take off my shoe, and get the rock out? Yes. Is it an inconvenience? Yes. However, within a moment, something interesting happens. The time, pain, and inconvenience caused by the rock are quickly a distant memory, and I’m experiencing utter relief and able to move forward with my run.

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Successful dealers understand that often the changes they need to make don’t require a complete overhaul of their dealership or even a department. Most of the time the changes that need to be made are little things that have a big impact. You don’t always understand how significant the impact is or how much something was weighing on you until you remove the issue. The moment you make the change, things start to become easier, and the issue, like the rock in your shoe, becomes a distant memory.

A small change in your service department that will alleviate pain may include having your technicians clocking in and out of work orders. Sure, it could be an inconvenience to implement this but, after you do, the ability to understand where time is going and what you can do to change the profitability of the department will change the department as a whole.

A small change in your parts department might be the decision to burn down inventory about three months before your slow season, giving you the cash you need to survive a slower time of the year. It’s not often that your employees will take parts, as payment, in place of a paycheck when business slows down, and the extra cash can make a big difference to you. Yes, you and your employees will have to learn a new skill, and it will take time; however, the small amount of pain and inconvenience you experience will be paid back with increased cash flow during a historically slow time.

In whole goods, this small change could be having your salespeople track their follow-up on quotes or bids and the results they were having. As we work with dealerships, we require salespeople to make a minimum of five follow-ups on any quote or bid they have given. Why? Because studies have said that most salespeople make only one follow-up call yet on average it takes five for the average quote or bid to be accepted. Yes, it’s a change from how you have done things in the past, but the effects of the change will create more consistent cash flow into your dealership throughout the year.

No one puts a rock in their shoe on purpose. My guess is that you and your team are already doing a lot of things right or you wouldn’t still be in business. What will separate you from where you are and where you want to be is identifying where the rock slipped in and what you can do to get the rock out. Before you know it, the rock will be a distant memory for you and your team. www.NATM.com

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MFG Day: Engaging Students

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MFG Day: Engaging Students

By Elizabeth Moore, NATM Tracks Editor

Manufacturing Day (MFG Day), an initiative of the National Association of Manufacturers (NAM) and the Manufacturing Institute, is set for Oct. 1, 2021, with events continuing throughout the month. The Manufacturing Institute is the workforce development and education partner of NAM. MFG Day is a near-decade-long initiative that seeks to provide awareness of the industry and help solve the workforce shortage that plagues manufacturing. In the last year, the trailer manufacturing industry has been increasingly vocal about workforce challenges, and MFG Day is the perfect way to be a part of the solution.

The initiative encourages companies and educational institutions across the country to open their doors to students, educators, parents, and their communities by hosting events or sharing information online. If you are interested in registering an event, visit www.CreatorsWanted.org/register-event.

Engaging students and changing the public opinion of manufacturing is crucial to combatting the workforce challenges.

However, students can be tricky to engage given their short attention spans and limited real-world experience. Below are some tips to get the most out of your time with students and leave a lasting impression.

•

•

They often know what they want, but lack the steps to get there. For example, they are unsure if pursuing higher education or technical school would be the right choice for them.

Students have short attention spans.

•

Ten to 15 minutes on one activity or topic is a good rule of thumb to follow when planning out an event. Any longer, and you may risk students checking out of your presentation and losing the opportunity to leave a lasting impression.

How to engage students

•

Use relatable messengers. Someone closer in age and who understands the current student’s perspective will go a long way in getting students to listen and consider the presentation.

•

Provide context to the presentation. Ask them what would happen if your company’s product didn’t exist. This will help them understand how important manufacturing is.

•

Have a company representative explain how they came to have the role they have and detail each step. Provide a clear pathway to follow that would gain access to the jobs that you need filled.

•

Switch up activities and speakers regularly to keep students engage. Allow them opportunities to ask questions, get up and move around, or write down their thoughts.

What to know about students •

•

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Students are egocentric.

•

They are interested in things that can apply to their lives both geographically and interest wise (design, engineering, etc.).

•

They tend to look at things from their own point of view rather than stepping into the shoes of someone else.

Students have a disconnect between their goals and the path to accomplish them.

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www.NATM.com

MFG Day: Engaging Students Tips for crafting your presentation •

Link to the students’ interests, creative hobbies, and other pursuits. This will make your talk more relatable, and in turn, students will be more likely to listen.

•

Provoke surprise. This will help sell manufacturing as a career. Discuss the job demand (modern manufacturing will generate 10 million jobs in the next 10 years), sustainability initiatives, and potentially salaries if you feel they would be beneficial.

•

Connect to technologies. Showcase advance technologies your company may use and include information on how to learn about said tech, whether its coding and computer programming, welding software, or quality programming technology.

•

Pivot off concerns and keep the tone of the presentation positive and upbeat.

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•

Offer solutions to employability fears by explaining clear pathways to enter the field as discussed above. Show diverse entry points to manufacturing.

•

Align your presentation with student and parent values.

Illustrate how manufacturing can provide self-expression, career growth and leadership, autonomy, and security.

Acknowledging the positive values associated with manufacturing will help shift hesitant parents’ perspectives as well.

•

Utilize your own communication channels such as websites, blog, internal communications, and email lists to spread awareness of your event.

For more resources regarding MFG Day, visit www.CreatorsWanted.org/resources. There you can find marketing and hosting toolkits, information on MFG Day’s app, and on demand webinars about MFG Day. You can engage with MFG Day on social media as well @TheMFGInstitute, @ShopfloorNAM, @MFGDay on Twitter, Instagram, and Facebook.

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Attend 2022 Convention & Trade Show

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Attend 2022 Convention & Trade Show

By Meghan Ryan, NATM Assistant Director

Supply chain disruptions, material and component availability, and workforce shortages have caused the light- and mediumduty trailer industry continued headaches. NATM recognizes the challenges and is curating the 2022 Convention & Trade Show to assist the industry’s success. The NATM Convention & Trade Show is the perfect one-stop shop for trailer manufacturers and dealers to meet with suppliers and service providers as they exhibit on the trade show floor. Looking for a new chain supplier?

Interested in checking out new light options? Shopping around for new software to make life easier? If so, plan to walk the trade show floor and meet directly with suppliers and service providers in the industry! Educational events relevant to suppliers, trailer manufacturers, and dealers alike will be featured, including

government affairs updates, a trade/tariff workshop, and information about addressing the workforce shortage. Stay tuned to the NATM Insider for updates about workshop topics. To sign up for the NATM Convention eNewsletter, visit www.NATM.com/convention.

The 2022 Convention & Trade Show is headed to the Tampa Convention Center in Tampa, Fla. Feb. 1-3, 2022. Florida continues to be a popular location for NATM’s Convention & Trade Show as it boasts sunny weather and great sites for dinners with customers, golf outings, shopping, and family-friendly vacation activities. This will be the first time that Tampa has been the host location for NATM’s event, but it’s sure to be a favorite.

- Patrick Jennissen, Felling Trailers

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www.NATM.com

Attend 2022 Convention & Trade Show New Attendee Promotion Are you a new member trailer manufacturer? Are you a trailer manufacturer member whose company has not attended in the last five years? Are you a Trailer 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 at the host hotel per company. Those interested in participating should contact NATM Assistant Director Meghan Ryan soon—complimentary hotel rooms are on a first-come, first-served basis and will go fast.

Registration Costs for Trailer Manufacturers Registration will open online Sept. 13. Pricing for trailer manufacturers is as follows: •

NATM Member: Full Registration—$300

•

NATM Member: Trade Show Only Registration—$100

•

NATM Member: Top Golf Ticket—$75

•

NATM Member: Spouse Full Registration—Free

•

Non-Member: Full Registration—$600

•

Non-Member: Trade Show Only Registration—$150

•

Non-Member: Top Golf Ticket—$75

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Unauthorized third parties have begun contacting NATM Convention attendees about hotel reservations for NATM’s 2022 Convention & Trade Show. NATM advises that you do not engage or make reservations with any third-party group!

Trailer Manufacturer Sponsorships Sponsorship opportunities are now available for trailer manufacturers interested in supporting the trailer dealer events and programming. Trailer manufacturers can sponsor the New Dealer Promotion to sponsor dealers to attend the week of events, as well as the Dealer Education & Luncheon. For more information, turn to page 88.

Stay tuned for more information about NATM’s 2022 Convention & Trade Show at www.NATM.com. Questions about registration, show sponsorship opportunities, or exhibit space? Contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or call (785) 272-4433.

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Hotel Room Reservations For 2022, the NATM host hotels are the Tampa Marriott Waterside Hotel & Marina and the Embassy Suites by Hilton Tampa Downtown Convention Center. The Tampa Marriott is conveniently located directly across the street from the Tampa Convention Center and has an NATM room block rate of $289/ night.

The Embassy Suites is also conveniently located directly across the street from the Tampa Convention Center and features a second level walkway directly to the convention center and a complimentary happy hour reception. NATM has negotiated a room block rate of $279/night.

To make your reservations at either hotel, visit www.NATM.com/convention. www.NATM.com

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NATM 2022 Convention Sponsors

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4112 12 volt 7.5 watt Solar Charger Maintainer • Inner Box (1 piece per box) 11 x 10 x 2.75 inches 1.6 LBS. Unit Specs: Wt. 1.25 LBs • Panel Dimensions 10.25 x 8.9375 x .125 inches, UV protective coating • 4 Reinforced .319” mounting holes (8.08” center to center on width, and 9.48” center to center on length) • Cable on panel 16’8”- 16AWG- SPT2/ 10 Amp- 300V- 105°C, UV Protected with S connector to connect to charge controller pigtail, which attaches to battery.

• Charge controller has red LED to let you know it is charging; regulates voltage 13-20V from panel to 13.2514.7V to battery, total length including cable is 47” with .411” ring connectors, that attaches to battery.

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DC24-6

Standard BAK with 0.5amp independent Charger, 12v5amp Battery and Complete Switch Assembly.

Deep Cycle Marine Battery for Dump Trailer and hydraulic lift applications.

DC27-6 Deep Cycle Marine Battery for Dump Trailer and hydraulic lift applications. (not pictured) Recommended when single battery is used for operating multiple pieces of equipment on the trailer.

2326 Patented “Incident Crisis Unit” can save your loved ones life. Flashing Trailer Lights when the 7 pin cable is disconnected the trailer lights will flash, until reset. Built into a Side Load LED BAK. Comes complete with 12v5amp Battery, 1.0a Charger, Switch and Push to Test LED

2305 Patented “All-in-One” BAK with 48” 7 pin cable

POWERING PERFORMANCE WITH OUR BATTERIES AND ACCESSORIES BWG OFFERS CUSTOM KIT DESIGNS WITH PRIVATE LABELING.

2021 www.NATM.com P: 469.248.0380 F: 877.428.0352 9660 DILWORTH RD. DALLAS, TEXAS 75243 September/October WWW.BWGLLC.COM 83

Free Registrations & Room Nights for Dealer Affiliates at 2022 Convention & Trade Show

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Free Registrations & Room Nights for Dealer Affiliates at 2022 Convention & Trade Show

By Meghan Ryan, NATM Assistant Director

NATM is excited to welcome trailer dealers to the 2022 NATM Convention & Trade Show in Tampa, Fla. Feb. 1-3, 2022!

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 now allowing dealers to attend the Annual Convention & Trade Show is the logical next step in improving trailer safety.

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, networking, and communication for those in the industry. The 2020 sold-out trade show boasted over 200 exhibiting companies, with 37 new exhibitors, which gave attendees a variety of products and services to view. The show also included attendees from over 100 trailer manufacturers companies from across North America.

NATM will be offering a “New Dealer Promotion” to help offset costs for dealers attending the show. NATM Dealer Affiliates are eligible for two complimentary full registrations and two free hotel room nights while available! To apply for the New Dealer Promotion, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or (785) 272-4433. ​Online registration will open Sept. 13. NATM looks forward to seeing you in Tampa! 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 Association’s purpose is to open up 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.

Dealers will be invited to attend all regular workshops and technical forums, as well as the Awards Reception on Tuesday; ; Dealer Workshop & Luncheon and Trade Show Reception on Wednesday; and walk the trade show floor on Thursday.

Please note: Dealers are not able to attend: the Tee Off Convention Top Golf event or walk the Trade Show Floor on Wednesday, Feb. 2 between the hours of 11:30 a.m.-4:00 p.m.

Dealers are invited to tour the trade show floor and shop for components, materials, and service providers on Wed. Feb 2 during the Trade Show Reception 4:00–5:00 p.m. and Thursday, Feb. 3 from 9 a.m. to noon. There will be no trailers on exhibit at this show.

Tech Producs Manufacturing ad.indd

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1/10/19 11:12 AM

www.NATM.com

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IT’S WHAT’S ON THE INSIDE THAT MATTERS.

THE GUTS

Introducing our SAMURAI 175SD12-CAD 17,500lb premium winch, ready to take on any job and equipped with: • • • •

IP68 Rated Waterproof Sealing Steel Cable and Tensioner Revolutionary Design External Brake Sealed 3 Stage Planetary Gears SCAN AND LEARN MORE ABOUT WHAT’S INSIDE A SAMURAI WINCH.

A PERFECT PAIR Take full advantage of our high performance winches and match them up with any of your roll-off trailers for a better loading experience.

www.NATM.com

BATTLE READY

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detailk2.com/winches

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Developing Schedule for Dealers

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www.NATM.com

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www.NATM.com

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Trailer Manufacturers: Sponsor a Dealer Event at the 2022 Show!

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Trailer Manufacturers: Sponsor a Dealer Event at the 2022 Show!

By Meghan Ryan, NATM Assistant Director

For the first time in NATM history, trailer dealers will be attending NATM’s annual Convention & Trade Show, held in Tampa, Fla. Feb. 1-3, 2022! Dealer attendees will have the opportunity to participate in all workshops and technical forums, along with dealer-centered educational sessions. Networking events will provide the opportunity to mingle with fellow industry peers, NATM Board Members and staff, suppliers, and trailer manufacturers while in sunny Florida.

Sponsorship opportunities are now available for trailer manufacturers interested in supporting the Dealer Affiliate events and programming.

New Dealer Promotion—$2,500 Help get more trailer dealers to the trade show floor by sponsoring the New Dealer Promotion. Sponsoring company

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information will be inserted into all New Dealer registration packets, and sponsor will receive the dealer attendee list.

Dealer Workshop & Luncheon—$7,500 | Co-Sponsorship Available ​ By sponsoring the dealer workshop and luncheon, your company will have the opportunity to briefly speak before the session or have a company spotlight presentation shown to all attendees and receive the dealer attendee list.

NATM will work with you to find the sponsorship opportunity that best fits your company. You can find the full 2022 Sponsorship Brochure at www.NATM.com/sponsor. For all NATM Convention & Trade Show or sponsorship questions, contact NATM Assistant Director Meghan Ryan by calling (785) 272-4433 or emailing at Meghan.Ryan@natm.com.

www.NATM.com

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What separates dealers who are in a never-ending cycle of struggle from those who are able to be successful regardless of what is happening around them?

In this brand new book, Bob Clements and Sara Hey share the seven habits that winning dealers consistently exhibit, along with real stories of dealers who moved from being the problem in their dealership to the solution.

YOU’RE THE PROBLEM AND THE SOLUTION!

by Bob Clements and Sara Hey

Available on

www.BobClements.com • info@BobClements.com • (800) 480-0737 www.NATM.com

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Booth Sales Open to All for 2022 Convention & Trade Show

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Booths Sales Open to All for 2022 Convention & Trade Show!

By Meghan Ryan, NATM Assistant Director

The 2022 NATM Convention & Trade Show, located at the Tampa Convention Center, is the only annual event in North America where suppliers and service providers exhibit to lightand medium-duty trailer manufacturers and trailer dealers, while offering educational workshops and networking events. The show, which boasts over 1,000 attendees annually, will take place February 1-3, 2022.

Booth Sales NATM’s booth sales continue as the industry looks forward to the 2022 show! Booth selection for the 2022 Convention & Trade Show began on June first. As of Aug. 18, any company can select their booth including both NATM Members and non-members alike. Exhibiting at NATM’s Convention & Trade Show is affordable, with the cost per 10’ x 10’ booth at $1,457 for NATM members and $2,914 for non-members. Exhibitors can choose to carpet their booth or request electricity through Freeman this Fall.

If you would like to purchase a booth, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or call (785) 272-4433.

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“Powerbrace has been showing at the NATM convention for many years. It is always great to see old friends, introduce ourselves to new people, and hear the latest industry updates. The locations and activities guarantee that it’s not just a worthwhile business event, but a good time as well. It is one show that we truly look forward to and enjoy!”

- Brian Senn - Director of Business Development, Powerbrace Corporation

www.NATM.com

Booth Sales Open to All for 2022 Convention & Trade Show Registration Online registration will open Sept. 13. All exhibiting suppliers must register their booth workers online at www.NATM.com.

Each exhibiting company receives two complimentary booth workers per 10’ x 10’ booth purchased. Additional booth workers can be registered for the Early Bird rate of $75. This price increases by $50 per person when registering after Jan. 30, 2022.

Hotel Room Reservations For 2022, the NATM host hotels are the Tampa Marriott Waterside Hotel & Marina and the Embassy Suites by Hilton Tampa Downtown Convention Center. The Tampa Marriott is conveniently located directly across the street from the Tampa Convention Center and has an NATM room block rate of $289/ night.

The Embassy Suites is also conveniently located directly across the street from the Tampa Convention Center and features a second level walkway directly to the convention center and a complimentary happy hour reception. NATM has negotiated a room block rate of $279/night. To make your reservations at either hotel, visit www.NATM.com/convention.

Unauthorized third parties have begun contacting NATM Convention attendees about hotel reservations for NATM’s

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2022 Convention & Trade Show. NATM advises that you do not engage or make reservations with any third-party group!

Sponsorships Think outside the booth! Sponsorships are still available for the 2022 Convention & Trade Show. The success of the NATM Convention is directly tied to the support of its generous sponsors. There are marketing and general sponsorship opportunities available from $250 to $50,000 to fit any budget, including networking receptions, the Top Golf Tee-Off event, trade show lounges, and more! Being a sponsor allows your company early access to booth selection for the 2023 show and provides a wide range of exposure, both electronically on NATM’s website and mobile app and printed in the convention program map and Tracks magazine. This name recognition will help drive customers to your booth. For more information about sponsorship opportunities, turn to page 30.

NATM will work with you to find the sponsorship opportunity best fit to get your company’s name in front of industry decisionmakers. You can find the full 2022 Sponsorship Brochure at www.NATM.com/sponsor.

For all Trade Show or sponsorship questions, please contact NATM Assistant Director Meghan Ryan for more information by calling (785) 272-4433 or Meghan.Ryan@natm.com.

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 www.NATM.com

800-558-7808

Follow us on

Made in the USA September/October 2021

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Convention Referral Program Offers Free Advertising, Registration

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Convention Referral Program Offers Free Advertising, Registration

By Meghan Ryan, NATM Assistant Director

The biggest networking event of the year for the light- and medium-duty trailer industry is the NATM Convention & Trade Show which brings together trailer manufacturers, suppliers, service providers, and dealers under one roof for three days of education, networking, and trade show exhibitions. The success of the industry is dependent on key stakeholders coming together, and NATM’s best advocates are its members that refer their network to attend the event.

NATM trailer manufacturers are encouraged to refer their dealer network and suppliers to attend the 2022 Convention & Trade Show; while suppliers can refer their trailer manufacturers and dealers to attend! The goal is to increase the number of trailer manufacturers and dealers attending the show, as well as welcome new suppliers to exhibit on the trade show floor.

The NATM Referral Rockstar program is a tiered system with increasing incentives to refer attendees and/or exhibitors to the show. New attendees include trailer manufacturers and dealers that have never attended the NATM Convention or who have not attended in the last five years; or suppliers that have not exhibited in the last five years.

Benefits of participating in NATM’s Rockstar Referral Program include: Gold: 1- 2 Companies Referred • • • • •

Free quarter-page ad in Tracks magazine One free social media mention Listing in Tracks article as a supporter of the Convention For Suppliers—Early booth selection for next year’s Annual Trade Show For Trailer Manufacturers—One free Trailer Manufacturer Trade Show Only registration at next year’s Convention.

Platinum: 3-5 Companies Referred

• • • •

•

Free quarter-page ad in Tracks magazine One free social media mention Free company or product profile in Tracks and eNews For Suppliers – • Early booth selection for next year’s Annual Trade Show • One free complimentary booth worker or one free upgrade booth worker at next year’s convention.

For Trailer Manufacturers - One free full Trailer Manufacturer registration at next year’s Convention.

Diamond: 6+ Companies Referred

• • • •

•

Free full-page ad in Tracks Two free social media mentions Free company or product profile in Tracks and eNews For Suppliers – • Early booth selection for next year’s Annual Trade Show • Two free complimentary booth workers or two free upgraded booth workers at next year’s convention For Trailer Manufacturers – • Two free full Trailer Manufacturer registrations at next year’s Convention.

• Special ribbon on attendee badge at Convention

Companies must inform NATM of their referral at the time of registration in the space provided on the form for a referral to be counted. For more information, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com. *Please note, all incentives are available for 12 months following the convention or the following year’s convention where specified. Any incentives not used will expire.

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www.NATM.com

Take Advantage of the New Attendee Promo

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Take Advantage of the New Attendee Promo

By Meghan Ryan, NATM Assistant Director NATM Trailer Manufacturers who have never attended the NATM Convention & Trade Show, or who have not attended in the last five years, are eligible for two complimentary full registrations, two complimentary spouse/partner registrations, and two complimentary hotel room nights (while available) as part of the New Attendee Promotion. Full registrations include access to all events and meals (except Top Golf Tee-Off) outlined in the show calendar. This is an affordable opportunity for trailer manufacturers to receive top-notch education, networking opportunities, and chances to develop supplier relationships while in sunny Tampa, Fla. NATM is excited to once again offer free full registrations for trailer manufacturers’ spouses. The Association hopes you will plan to bring your other half along to enjoy the show!

“Every year we attend the NATM trade show we come back with a new supplier that either saves us

“I have been going to the NATM Convention for several years now. I appreciate the effort that the NATM puts into keeping its members updated on changes in laws, trending safety issues, and upcoming new technology in the trailer manufacturing industry. The chance to learn, to put faces with names, and to see new innovative products at these shows is great!

I highly recommend it .”

- Michael Etheridge, Senior Design Engineer— Wylie Manufacturing Co.

money or provides a much better product, it’s been a great return on investment to attend! Not to mention the great classes that are offered every year that keep us current on many industry issues.”

- Joel Bauer, President—Midsota Mfg., Inc

www.NATM.com

The annual NATM Convention & Trade Show is your one-stop shop for trailer parts and service providers. With more than 300 trade show booths and 1,000+ attendees historically, this is a “must-attend” event!

To take advantage of the New Member Promotion, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or call (785) 272-4433!

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Dexter Announces Brake Compatibility Adapter Many tow vehicle manufacturers offer integrated trailer brake controllers as original equipment on their vehicles.

Some integrated brake controllers are able to automatically detect when a trailer with a brake circuit is attached to the vehicle.

In some cases, the vehicle provides the driver with a method to indicate whether trailer’s brakes are electric or electric/ hydraulic. In other cases, the tow vehicle analyzes the trailer’s brake circuit and determines the style of brakes that are present on the trailer. Some integrated trailer brake systems also monitor the trailer brake electrical circuit for any faults such as a short to battery or short to ground. The lack of integrated trailer brake controller standardization between vehicle manufacturers can create a real challenge for trailer brake manufacturers who must develop trailer brake systems that function correctly regardless of which tow vehicle is used by the customer.

Compatibility issues can result in the tow vehicle displaying “Check Trailer Wiring” or “Service Trailer Brakes” messages.

The trailer brakes may even be disabled.

In some cases, trailer brake manufacturers design adapter modules that can help the customer resolve compatibility issues with tow vehicles from specific manufacturers.

Dexter has developed E/H Compatibility Adapter (K58-036-00) that was designed for compatibility between recent Dexter electric/hydraulic actuators (identified with TCV, TCB or CBH in the first (3) letters of the serial number) and GM tow vehicles with the integrated trailer brake controller. When installed in conjunction with the Dexter electric/hydraulic brake unit, the adapter satisfies the brake controller detection circuit and avoids driver notification as mentioned above.

The Dexter DX series Electric/Hydraulic actuation device starting with serial number CBK was released in the Spring of 2021. It is designed to make installation easier for users as it has the (K58-036-00) compatibility adapter built into the unit.

Commonly brake circuit adapters are used in the market place on other truck manufacturers and models to satisfy needs of the brake circuit. Tow vehicle’s often have diagnostics of the trailer brake circuit that vary from vehicle manufacturer to manufacturer. Installing a compatibility adapter on the trailer may prevent the tow vehicle’s trailer brake diagnostics from functioning correctly. The scope of compatibility between in-cab brake controllers and Electric/Hydraulic units continues to be a challenge within the market making it important for owners to be more informed and diligent than ever.

Days Distribution & Logistics Provides Warehousing Services Proactively working to provide warehousing space and top-notch services that are in demand.

With record US warehousing demand continuing to rise through 2021 Days Distribution & Logistics has been proactively keeping their finger on the

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pulse of the needs of existing and new customers. With central locations in or around Northern Indiana and Southwest Michigan, Days has freed up an additional 190K sq. ft. of warehousing space taking their warehousing capacity to 550K. “Days Distribution & Logistics is committed to building great business partnerships. Whether that is locally, or anywhere in the lower 48 States. With long term or short-term needs, we have the capability to cover warehouse and logistics functions for businesses of all shapes and sizes.”, Travis Oiler, Vice President of Sales of Days Corporation.

Manufacturers and various other customers have products arriving daily and may not have the resources or space readily available. Public warehousing and logistics solutions lets these businesses focus on their core competencies and the growth of their business.

With an expanded arsenal of resources and customizable warehouse management, Days Distribution & Logistics lightens the pressure of running a growing business. Among its offerings are a fleet of company-owned trucks and volume shipping partnerships with major common carriers. Whether there is a need for public warehousing, packing/crating services, wood cutting, or transportation Days has the resources and expertise to effectively manage various warehousing and logistics needs and beyond.

Ben Reinoehl, Vice President of Days Distribution & Logistics, “It is our responsibility to provide our customers with the innate ability to be forwardthinking and be the solution they need.

Therefore, we have warehousing solutions even when others have little to no options for businesses in need of warehousing space and logistics.” www.NATM.com

Member News Located side-by side-with the RV market, Days Distribution & Logistics has locations close to the Indiana Toll Road, with rail access, and is under two hours from Chicago and Grand Rapids and is under 3 hours from Indianapolis and Toledo.

Days Distribution & Logistics offers services and solutions for warehousing and transportation, export packing/crating, woodcutting services, to complete 3PL offerings—we are there when you need us.

To learn more about Days Distribution & Logistics and how we can work for you please visit www.DaysDistribution.com.

For more information, contact Days Corporation Marketing Manager, Rachel Little at (800) 706-0884 or RLittle@dayscorp.com.

Felling Trailers Expands Utility-Based Product Line with PCD Trailers announces the addition of the PCD, Pole/Cargo/Dump trailer to their utilities-based product line. The PCD model class is a true workhorse of Felling

Trailers’ Utility/Telecom solutions. An operator can carry out a host of transport runs without changing out trailers. The Pole/Cargo/Dump can transport poles, backfill, debris, and even reels with the optional removable reel stands. It is one unit with the functionality of four. Operator safety, functionality, and maintenance are prime factors when any company is looking into equipment acquisition. These same factors are even more vital in the Utility & Telcom Industry as they serve, build, and maintain infrastructures for their state and local regions. Thus, the PCD’s multi-use capabilities can assure operators many years of reliable, time-saving, trouble-free service.

The PCD has a 24-foot retracted overall length, equipped with a telescoping tongue. When fully extended, it increases the overall length to 40’, creating the ability to haul utility poles up to 60’ in length. Removable 96” wide bolster with sliding, removable 21” lever lock stanchions. A 45” wide bolster is included in the base spec with 60” and 96” wide front bolster options, with sliding 21”

lever lock stanchions. All bolster locations include a strap winch and 4” x 30’ nylon straps to secure the utility poles. The PCD model class consists of three models with GVWRs (gross vehicle weight rating) ranging from 16,000 lbs. to 23,000 lbs.

Designed for functionality and ease of use, all the trailer wiring runs inside the tongue traveling in a heavy-duty energy chain (cat track). No user intervention is required of the wiring when extending and retracting the tongue. This eliminates common issues an operator may encounter with other pole trailer configurations, such as the possibility of the trailer plug being pulled out and damaged. If the user would forget to plug the wiring back in after extending or retracting the tongue, you wouldn’t have any lights or electric brakes. What might be worse is if the trailer came detached from the tow vehicle, the breakaway system for the brakes would be inoperable.

No need for a lynchpin to keep the telescopic tongue in place. The telescoping tongue is equipped with a two-inch cold rolled steel, positive locking adjustment pin, and designed with a notched flange welded on the pin. The flange notches have to pass through two tabs welded 90 degrees from each other, assuring a positive locked position. The two-inch positive locking adjustment pin is attached to the trailer with a chain to prevent loss.

FT-14 PCD (Pole/Cargo/Dump). www.NATM.com

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The cargo bed offers a 3-in-1 functionality; standard cargo bed provides the ability to utilize the trailer for everyday material hauling needs, dual hydraulic cylinders paired with a drop-down rear tailgate offers a fully functioning dump September/October 2021

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Tracks trailer, option removable reel stands to gain the ability to transport up to two 72-inch diameter reels. The cargo bed is 12-foot long x 72-inch wide x 15-inch tall with a 3/16-inch smooth steel floor, (4) 5/8-inch straight d-rings mounted in box corners, and twin hydraulic cylinders.

Powering this system is a heavy-duty battery, 12-volt hydraulic pump, and 15foot corded pendant remote. Gas-operated hydraulic power packs are available, along with a solar panel charging system.

The option of removable reel stands not only allows the operator the ability to transport two reels simultaneously but also to payout/take-up material. The reel stands can be equipped with Felling Trailers’ 12-inch overspin and 16-inch tensioning brakes and a heavy-duty hydraulic drive system. The HD reel stand assemblies include SAE 660 bronze reel bar bushings.

Felling Trailers’ PCD models incorporate all of the standard features an operator wants and needs to get through a day’s schedule of pole replacements, line maintenance, cable deployment, and cleanup. A cross-functional unit like the PCD ensures the trailer will remain utilized throughout its life. Many times, a dedicated utility pole, pole cargo, hydraulic dump, or utility reel trailer is purchased for a specific project. The downfall with equipment dedicated to a particular task is it leads to a lot of idle time between uses. The additional upfront investment is quickly accounted for when you consider the purchasing, licensing, and maintenance of multiple trailers that have to be accounted for in the life cycle of the trailers.

To learn more about the PCD, or other utility and telecom trailer solutions, visit www.Felling.com or call (800) 245-2809.

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About Felling Trailers, Inc. 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 Industry-leading 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 9001:2015 Certified Quality Management System Company, WBENC-Certified WBE, and an Equal Opportunity Employer.

For more information, contact (800) 245.2809, Sales@felling.com, or visit them on the web at www.Felling.com.

You can also follow them on Twitter (@FellingTrailers), Facebook (Felling Trailers, Inc.), and Instagram.

Wilwerding Joins Felling Trailers as Southwestern Regional Sales Manager Felling Trailers Inc., a national leader in industrial and commercial trailers, has appointed Michael Wilwerding as their Southwestern Regional Sales Manager.

In this role, he will be responsible for all sales development, activity, and dealer support within California, Nevada, Arizona, New Mexico, and Hawaii.

As the regional manager for the southwest, Michael’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. Michael will be taking over the southwestern region once served by Roger Magers, who retired at the end of 2020.

“Michael has a lot of industry/product knowledge, and I believe he will be an asset to our team as we continue to grow our market share in the southwest and the heavy equipment markets,” said Nathan Uphus, Felling sales manager. Wilwerding brings over twenty years of experience in the heavy equipment industry with a strong emphasis on sales and customer service.

Michael brings a diverse knowledge of the trucking and heavy equipment industries, having worked as a diesel and heavy equipment tech for 16 years. “During my time as a diesel and heavy equipment tech, I learned as much as I could about the trucks and heavy equipment I was working on. I became certified in welding, electronics, hydraulics, and all things related to on-highway trucks and heavy equipment repair,” said Wilwerding. In 2016 Michael transitioned into the sales role as the territory manager for Pape Machinery, an authorized Felling Trailers dealer, selling the John Deere line up and their allied products. “I have worked with Felling over the years and have come to know their trailers as one of the best in the industry. I am excited to work with the people at Felling and the Felling product lines,” said Michael. “We feel Michael will play an important role in the continued growth of the Felling Trailers brand in the southwestern region,” said Patrick Jennissen, Felling’s SVP of sales & marketing. For more information, visit www.Felling.com or call (800) 245.2809. www.NATM.com

Member News 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 9001:2015 Quality Management System Certified company, WBENCE-Certified WBE company, and an Equal Opportunity Employer.

Wilwerding Joins Felling Trailers as Southwestern Regional Sales Manager About Felling Trailers, Inc. 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 Industry-leading design techniques,

For more information, contact 1.800.245.2809, Sales@felling.com, or visit them on the web at www.Felling.com. You can also follow them on Twitter (@FellingTrailers), Facebook (Felling Trailers, Inc.), and Pinterest.

M. H. EBY, Inc. Announces New Sales & Service Facility in Laurel, Montana M. H. EBY, Inc., a premier manufacturer of all-aluminum trailers and truck bodies, is pleased to announce it will be breaking ground in June 2021 on a new 11,700 sq. ft. sales and service facility in Laurel, Montana. The new facility will feature

Tracks

an indoor show room, sales offices, parts counter and a 4-bay service shop. The new EBY location is expected to open by the end of the year.

EBY currently operates three manufacturing and six sales and service facilities in Pennsylvania, Ohio, Iowa, Indiana, and South Dakota. Adding the Laurel facility will allow EBY to provide even more support to their growing commercial customer base in the region.

The new facility will be located at 1348 East Railroad Street in Laurel, Montana with direct access to I-90.

“Our Regional Sales Rep, Chuck Pfleeger, has built a strong reputation in not just the Billings area, but all over the Northwest,” said Travis Eby, President of M. H. EBY, Inc. “The time is right to further support those customers with factory service, parts, and warranty services close to home.”

For trailer and truck body sales in Montana contact Chuck Pfleeger at (406) 425-4050 or email to chuck.

Pfleeger@mheby.com Find out more about M.H. EBY’s trailer and truck body products at www.MHEby.com or (800) 292-4752.

Founded in 1938, M.H. EBY, Inc. is a family-owned company that designs, builds, sells, & services high quality aluminum trailers and truck bodies for agricultural, industrial, and commercial markets. EBY’s trailer line includes livestock, grain, equipment, dump, and horse trailers. Their truck body line includes flatbeds, service, landscape, dump, van and custom truck bodies.

Products are sold nationwide by dealer and distributor partners with strong roots in their local communities.

M. H. EBY, Inc. is opening a new sales and service facility in Laurel, Mont. www.NATM.com

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NATM New Members

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Regular

Beam Global 5660 Eastgate Dr San Diego, CA 92121 www.beamforall.com • Specialty City Machine & Welding, Inc. / DBA: Superior Industries 9701 W Amarillo Blvd Amarillo, TX 79124 www.cmwelding.com • Agricultural/Farm, Custom Design, Equipment, Gooseneck, Horse, Livestock, Specialty, Utility/Flatbed Croft Trailer Supply, Inc. 4320 Clary Blvd Kansas City, MO 64130 www.crofttrailer.com • Custom Design, Equipment, Specialty, Utility/Flatbed Duffield Marine Inc. 17260 Muskrat Ave Adelanto, CA 92301 www.duffyboats.com • Boat Gorilla Trailers LLC 264 Hobson St Smithville, TN 37166 • Utility/Flatbed Kimberley Kampers 20-24 Piper Dr Ballina, NSW 2478 Australia www.kimberleykampers.com.au • RV/Towable Mechgineering & Design LLC E5541 510th Ave Menomonie, WI 54751 • Aluminum, Auto Hauler, Boat, Cargo, Concession, Custom Design, Dog, Dump, Enclosed Cargo, Equipment, Gooseneck, Snowmobile/ATV, Specialty, Utility/ Flatbed Penrose Trailer Manufacturing, LLC PO Box 419 Ellsworth, ME 4605 • Concession, Custom Design, RV/ Towable Shannon Brothers LLC 411 N Osage St Augusta, KS 67010 • Enclosed Cargo, Equipment, Motorcycle, Snowmobile/ATV, Utility/Flatbed

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Sky 242 W Hanna St Colton, CA 92324 www.skytrailers.net • Agricultural/Farm, Aluminum, Auto Hauler

PNEU-MECH SYSTEMS MFG INC 201 Pneu Mech Dr Statesville, NC 28625 www.pneu-mech.com • Paints/Coatings/Galvanizing, PreTreatment Systems

Smith Industries LLC 3970 Roosevelt Blvd Eugene, OR 97402 • Utility/Flatbed

RAM Industries Inc. 33 York Rd E Yorkton, SK 0 Canada S3N 3Z4 www.ramindustries.com • Hydraulics

Sun Valley Trailers 2402 S 48th Ave Phoenix, AZ 85043 • Auto Hauler Suncoast Trailers (Green Thumb Lawn & Garden Organization) 4250 NW 124th Ave Coral Springs, FL 33065 www.suncoasttrailers.com • Landscape The Torch Chariot, LLC 1306 Pleasant Valley Rd Owensboro, KY 42303 www.torchchariot.com • Specialty Vermeer Manufacturing Company 1210 E Vermeer Rd Pella, IA 50219 www.vermeer.com • Equipment, Landscape, Portable Equipment Wedlake Fabricating, Inc. 3989 N Osage Dr Tulsa, OK 74127 www.wedlake.net • Custom Design, Portable Equipment

Associate American Business Incentive Services 214 N Rusk Ave Denison, TX 75020 www.abisvs.com • Consulting, Computer Software Kloeckner Metals Corp.

500 Colonial Center Pkwy Roswell, GA 30076 www.kloecknermetals.com • Aluminum-Extrusions, AluminumSheet, Doors/Ramps, Fabricated Parts, Metal Stamping, Steel-Sheet, Steel-Structural, Steel-Tube

Simpson Strong-Tie 375 N Belvedere Dr Gallatin, TN 37066 www.strongtie.com • Fasteners Sturdy Built Trailer 2020 51st Ave W Palmetto, FL 34221 www.sturdybuiltonline.com • Adhesives/Tapes, Axles/Hubs/ Springs, Brakes, Cargo Control, Chains, Cleaners/Chemicals, Couplers, Electric Brake Controls, Fabricated Parts, Fasteners, Fenders, Hardware, Hitches, Jacks/Landing Gear, Lighting, Locks, Suspensions, Tires, Towing Accessories, Wheels/Rims WIFCO Steel Products 8003 Medora Rd Hutchinson, KS 67502 www.wifcosp.com • Couplers, Fabricated Parts, Fenders, Metal Stamping, Roll Forming, Scrap Metal Recycling, Steel-Sheet, Steel-Structural, SteelTube

Dealer Affiliate Dutchman Enterprises LLC 95 Willett St Ft Plain, NY 13339 www.dutchmanenterprises.com RENT 2 OWN TRAILER 10851 Train Ct Houston, TX 77041 www.rent2owntrailers.com Schneiders Motorsports & Marine 8779 Dixie Hwy Fair Haven, MI 48023 www.schneidersmotorsports.com

PCO Urethane, INC./Stoltz Industries 2113 S Nikolai Ave Marshfield, WI 54449 www.stoltzind.com • Automotive OEM, Plastic Components, Rubber Products www.NATM.com

TRAILSTAR - FARM TIRES

NEW

CALL (903) 886-4067 FAX (903) 886-4768

AG STAR

1

st

by TRAILSTAR PLY RATING 8 8

SIZE

in Service

9.5L-15 I-1 11L-15 I-1

OD

SW

30.70 31.90

9.4 11.0

www.trailstartirewheel.com (903) 886-4067 Tire@trailstartirewheel.com

DEMAND THE ORIGINAL TRAILSTAR LLC 10716 HWY 224 COMMERCE, TX 75428 (903) 886-4067 FAX (903) 886-4768

ST Radial Tires

LL

ST Bias Tires

XL

QUEST QUES T

ST Radial Tires

ST Bias Tires

G

Implement Tires

Often imitated

NEVER

D u p l i c at e d TRAILSTAR LLC, 10716 HWY 224, COMMERCE, TX 75428 (903) 886-4067 FAX (903) 886-4768

PSI (lbs.)

40 40