ISSUE 08
OCTOBER 2021
Sept./Oct. 2020 Volume 33 Issue 5
2020 Regulatory Roundup & Capitol Hill Visits Held Virtually Page 10
2020 TRAILER SAFETY WEEK: A “VIRTUAL” SUCCESS
DEALER COMPENDIUM LAUNCHED
UNDERSTANDING FEDERAL EXCISE TAXES
Page 20
Page 32
Page 50
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NATM Headquarters • 2420 SW 17th St. • Topeka, KS 66604 • (785) 272-4433 • Fax: (785) 272-4455 On the Cover: The NATM Regulatory Roundup featured National Highway Traffic Safety Administration (NHTSA) Deputy Administrator James Owens (center). For more information about the event, turn to page 10. STAFF Assistant Director Meghan Ryan Meghan.Ryan@natm.com Executive Director Kendra Ansley Kendra.Ansley@natm.com Tracks Editor Elizabeth Moore Elizabeth.Moore@natm.com Quality Director Monica Johnson Monica.Johnson@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 Bookkeeper Cindy Streeter Cindy.Streeter@natm.com Administrative Assistant Kay Deever Kay.Deever@natm.com OFFICERS President Owen Shelton BoatMate Trailers, Inc. Vice President Marty Lorick Triple Crown Trailers Treasurer Josh Johnson Big Tex Trailer Manufacturing, Inc. Associate Member Representative Jim Berry Dexter Axle Past President Patrick Jennissen Felling Trailers DIRECTORS FEB. 2018 - FEB. 2021 Leo Akins Forest River Cargo Division Lyle Berning Novae Corp. John Kerr Marsh & McLennan Agency Serena Moran Sun Country Trailers DIRECTORS FEB. 2019 - FEB. 2022 Joel Bauer Midsota Manufacturing, Inc. Rick Coffey The Carlstar Group Carl Maxey MGS Incorporated - Ft. Collins DIRECTORS FEB. 2020 - FEB. 2023 Jon Devitt Midwest Industries, Inc. Marco Garcia U-Haul International, Inc. Jeff Jones Statistical Surveys Dustin Miller Cross Trailers, Inc. Mike Story LOOK Trailers
4 Tracks Advertisers 6 President’s Report 8 Headquarters Report 10 2020 Regulatory Roundup & Capitol Hill Visits Held Virtually 14 Elizabeth Moore Joins NATM as Tracks Editor 17 Kay Deever Joins NATM as Administrative Assistant Health Care for Manufacturers 18 Available for Members 2020 Trailer Safety Week: A 20 "Virtual" Success Save the Date: Educational Webinars 22 NATM Assists Members with EWR 24 Requirements NATM Dealer Affiliates Invited to 29 2021 Convention & Trade Show! NATM Dealer Compendium Launched 32 for Dealer Affiliates How to Sell Compliance—A Marketing 34 Kit Exclusively for NATM Dealer Affiliates 36 Owner's Manuals Offer Liability, Reduction, Marketability 38 Customer Satisfaction—Preventing Corrosion 40 The One-Hour Challenge Understanding a Trailer's Various 44 Capacities: A Trailer is only as Strong as its Weakest Link When Winterizing a Trailer, Don't 48 Forget the Tires Understanding the Federal Excise Tax 50 52 Safely Towing a Trailer Brochures Available to Trailer Dealers Stay Up-To-Date with the NATM 54 Insider
56 Refer Your Dealers to NATM's Dealer Affiliate Program 58 Statistically Speaking 58 Share Your Expertise! NATM Calls for Educational Articles, Presentations 61 Tracks Advertising Opportunities Available 62 TIG Welding Training: Tips, Technologies and Safety Robotic Welding Fabrication for 67 Trailer Manufacturers 70 Demand for Mobile WiFi Connectivity is Here for the Long Haul Stout Conveyors, LLC Features 72 Telescoping Conveyors 74 Midsota Manufacturing: Nearly 50 Years of Growth Polar King: A Cool Way to Increase Your 76 Bottom Line Meghan Ryan Now Serving as 79 Membership & Events Contact 82 NATM Expands Benefits in 2020 NATM Strategic Plan Update 84 Call for Nominations: Board of Directors 86 89 NATM Heading to Music City 90 Calling All New Manufacturing Members: Attend Convention at No Cost 91 2021 Membership Award Nominations 2021 Exhibiting Suppliers Information 92 94 Convention & Trade Show Sponsorship Opportunities 2021 Convention & Trade Show 95 Sponsors 2021 NATM Convention & Trade Show 96 Tentative Schedule NATM Member News 99 NATM New Member Update 106
About this publication: Tracks Volume 33, Number 5 Sept./Oct. 2020 is published six times a year (bi-monthly) for $50 per year by the NationalAssociation 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
Advertisers Index
Tracks
Advertisers Index A.L. Hansen Manufacturing, Co. 31 Affiliated Resources 80 Aluma, Ltd. 51 Big Tex Trailer Manufacturing, LLC Outside Back Cover Bloomer Trailer Mfg., Inc. 9 BluDot, Inc. 47 Bob Clements International Inc 103 BrakeQuip 59 Buyers Products Company 49 BWise Manufacturing, LLC 7 Cargo Systems, Inc. 46 Corn Pro Inc. 16 CPR Systems 97 Dec-O-Art, Inc. 15 East Penn Manufacturing Co., Inc. 42 Equalizer Systems 53 Felling Trailers 85 H.E. Parmer 15 Hutchens Industries, Inc. 28 KampCo Steel Products, Inc. Inside Back Cover LaVanture Products Co. 43 Lippert Components, Inc. 25 Muro North America, Inc. 61 Myers Spring Co. 57 Napoleon/Lynx 57
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September/October 2020
Norstar Trailers, LLC 30 Novae Corp. 64 Optronics International 81 Peerless Industrial Group 4 Peterson Manufacturing Co. 65 PJ Trailers Mfg. Co. 19 Powerbrace Corp. 60 PPG Industries, Inc. 98 Qingdao Highton Machinery Co., Ltd 26 Redarc Electronics Pty., Ltd. 46 Redneck Trailer Supplies 5 Ridewell Suspensions 93 Rockwell American 27 Rumber Materials, Inc. 54 Sun Country Trailers 87 Tech Products, Inc. 50 TGI-Direct 55 Tie Down Engineering, Inc. 92 Towmaster, Inc. 39 TRAILSTAR Inside Front Cover Twin Oaks Industries, Inc. dba TO Extreme Off Road Trailers 23 Vin-Eze, A Division of P.M.C.S., Inc. 56 Voyager Industries, Inc. dba Bear Track Trailers 13 Wire Works Technologies, Inc. 41
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President's Report Tracks
President's Report
By Owen Shelton, BoatMate 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. Most exciting about this issue is NATM’s announcement of its new Dealer Compendium, an exclusive benefit for NATM Dealer Affiliates. For more information about the NATM Dealer Compendium, turn to page 32. 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. 6
September/October 2020
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 shows 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. 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 Affiliation program is a natural next step in the progression of the Association’s efforts to improve the safety of the nation’s roadways. Though, providing education to consumers can be difficult and time consuming, especially with an already demanding to-do list. It can be difficult for a flatbed to stand out against 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 www.NATM.com
President's Report Tracks 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 noncompliances 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 2019-2021 Strategic Plan. Knowing that consumer education, especially through
www.NATM.com
dealers, is a large component of trailer safety, the Association held its third annual Trailer Safety Week between June 7-13, 2020. Trailer Safety Week is a national awareness campaign that aims to educate end-users on trailer safety including safe towing practices and maintenance. For more information about the success of this year’s virtual participation, turn to page 20. This Association is only successful thanks to the hardworking trailer manufacturers, suppliers and dealers that are committed to safety and compliance. If you are interested in becoming more involved or interested in learning more about becoming a member, do not hesitate to contact the Association at NATMHQ@natm.com.
September/October 2020
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Headquarters Report
Tracks
Headquarters Report
By Kendra Ansley, NATM Executive Director
Fall will soon be officially upon us, and for many in the trailer industry, this time of year usually represents a slight slowdown as businesses catch up from the summer run. Though, in 2020 that won’t be happening as stories of companies taking orders months ahead of schedule abound. While we’re thrilled to see that the impact of COVID-19 and the resulting uncertainty has not affected the industry as much as it has others, such as the retail industry, we also understand this has not been without its challenges. The experience of our more than 900 members has not been universal. Stories of months-long backlogs have been countered by accounts of severe supply chain delays and sales drying up. Because each of our members has a unique experience and perspective, it was wonderful to have so many new companies participate in the first virtual NATM Capitol Hill Visits in late July. With more than 50 meetings with legislators and more than 50 participants, NATM was able to educate legislators on industry issues including workforce challenges and the upcoming Highway Reauthorization Bill. Participating constituents were also able to communicate about the unique challenges facing their companies and discuss how elected officials can help. To learn more about the event, turn to page 10. NATM is also fresh off of its third annual Trailer Safety Week. With more than 235 allies across the country and reaching an estimated 90,000+ individuals, the movement to improve the safety of the nation’s roadways is taking off! But trailer safety is more than a week-long event. NATM members know this, as they’ve been investing in trailer safety for more than 30 years. Still, it takes the entire industry working in concert, from supplier to manufacturer to dealer, to truly impact roadway safety. For this reason, NATM created its Dealer Affiliate program in 2019. Providing dealers with the education and resources they need to understand and ultimately inform end-users is vital to NATM’s mission. Further, dealers are an integral link in our industry. Their services and support are key to the success of most manufacturers, and their inclusion in NATM was a natural next step in NATM’s continual evolution.
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September/October 2020
As part of NATM’s integration of trailer dealers into the Association, we are thrilled to be inviting dealers to the NATM Convention & Trade Show for the first time in history! It’s an event nearly 33 years in the making, and we’re looking forward to opening the doors to educational workshops, networking events and the trade show. We also have new events geared specifically towards dealers and their needs. For more information about the 2021 NATM Convention & Trade Show, see page 89. Dealer benefits are expanding even further than the convention. On Sept. 1, the Association launched its Dealer Compendium, a resource guide pulling relevant pieces from the NATM Guidelines along with additional content related to state laws, such as license plate laws, as well as additional customer service and educational resources. NATM members can also expect to see expansions in the NATM Guidelines with the release of the 2020 edition later this year based on content dealers have expressed an interest in — a wonderful byproduct of incorporating the entire industry under the NATM umbrella. As we soon enter into the last quarter of 2020, there is still much in store as we present webinars, host the second annual Workforce Development Summit, launch an online resource library and more. Keep checking your inboxes, reading Tracks and The NATM Insider eNewsletter to stay up to date about how the value of your membership and affiliation continues to grow. It has been amazing to see the resiliency of this industry over these last long months. We’ll continue to take cues from you as we look to adapt and respond in the coming months to fit your needs. If there is something that NATM could do to better serve you, please do not hesitate to reach out to the staff or Board members by emailing natmhq@natm.com or by calling (785) 272-4433.
Kendra Ansley NATM Executive Director
www.NATM.com
Tracks
www.NATM.com
September/October 2020
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2020 Regulatory Roundup & Capitol Hill Visits Held Virtually
Tracks
By Meghan Ryan, NATM Assistant Director
The 2020 Regulatory Roundup and Capitol Hill visits were held virtually on July 22, 2020. This annual event has become one of NATM’s most important events of the year and gives members an opportunity to educate Senators, Representatives and their staff about the light- and medium-duty trailer industry and its impact on their state and individual districts. There were more than 1,067,000 new trailers registered in the U.S. in 2019, representing approximately $4.86 billion in sales. In addition, NATM members employ more than 485,000 American workers. It is because of NATM members’ contributions to the economy and to the safety of roadways across the nation that it is important for legislators and agencies to understand the needs of the trailer industry.
The virtual Regulatory Roundup held in the morning featured National Highway Traffic Safety Administration (NHTSA) Deputy Administrator James Owens who spoke to members about Federal Motor Vehicle Safetey Standards 109, rear impact guards, ongoing rulemaking regarding specialty trailer (ST) tires, compliance assistance program materials, the Office of Defects Investigation (ODI) improvements to data collection and the expanding role of technology in transportation with an emphasis on the importance of promoting transparency for automatic driving systems (ADS). Following Deputy Administrator Owens’ remarks, Tanya Topka
NATM Members speak with legislators during the virtual Capitol Hill Visits. Top left to right: John Kerr, Brandon Naylor, and Heather Anderson. Bottom left to right: Rep. Sharice Davids (KS-03) and Lisa Clark.
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2020 Regulatory Roundup & Capitol Hill Visits Held Virtually from the Trends Analysis Division of NHTSA’s Office of Defects Investigation for the Department of Transportation provided an educational session on the Transportation Recall Enhancement, Accountability and Documentation (TREAD) Act’s Early Warning Reporting requirements (49 CFR Part 579) and gave insight to attendees on what the office does with the data. NHTSA has a new manufacturer portal which offers a secure, centralized and modern tool for transacting with NHTSA on EWR submissions and inquiries. This new online option is part of a larger effort to simplify and streamline the process. To visit the Safety Recall Portal/Manufacturer Recalls Portal (MAP), visit https://map.safercar.gov/mportal. Stacy Ettinger, Partner, K&L Gates, gave an update on the Trump Administration’s trade disputes with China, the proposed additional aluminum tariffs with Canada (now in effect), her predictions regarding how the trade arena could change as a result of the 2020 presidential election and the recent implementation of USMCA. The final presenter, Ed Mortimer, Vice President, Transportation Infrastructure United States Chamber of Commerce, discussed core issues that the U.S. Chamber of Commerce is facing. Of
Tracks particular note, the need for rapid contact tracing of COVID-19 was discussed. It is crucial for businesses to receive COVID-19 test results within 48 hours to ensure effectiveness. It is difficult for companies to wait up to two weeks for test results as businesses struggle to keep employees working and doing so safely. Mortimer also discussed the importance of a Highway Reauthorization Bill, noting its passage in 2020 was unlikely despite significant momentum early in the year, but that it would be a priority in early 2021. Following the Regulatory Roundup, NATM hosted virtual Capitol Hill visits with Members of Congress. NATM members and staff had more than 50 meetings with a record number of attendees participating in this important process. NATM Member attendees continued efforts reminding members of Congress of NATM’s primary mission to promote trailer safety and industry best practices. It is important to establish these relationships and raise awareness of NATM's work as a third-party inspection body that verifies compliance with Federal Motor Vehicle Safety Standards (FMVSS), as well as inform legislators that trailers are defined as “motor vehicles” and are thus impacted by legislation, often unintentionally. NATM works to proactively engage and educate lawmakers to avoid having to react and respond after potentially
NATM Members attend the Regulatory Roundup virtually from their homes and offices. www.NATM.com
September/October 2020
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2020 Regulatory Roundup & Capitol Hill Visits Held Virtually
Tracks consequential legislation is applied to the trailer industry. COVID-19 has had a profound impact on the light- and mediumduty trailer manufacturing industry. During the meetings with legislators and staffers, participants relayed the monthly data gathered by NATM’s surveys sent to NATM trailer manufacturers, suppliers, service providers and dealer affiliates. The information discussed included existing impact and industry projections for NATM members’ workforce, supply chains and economics. Manufacturing companies across the United States face a skilled labor shortage, and the light- and medium-duty trailer industry has not been immune to this challenge. Although NATM has made efforts in creating workshops, webinars and Tracks articles that offer resources and ideas on how to address the skilled labor shortage. Many NATM members have created in-house programs like creating partnerships with local high schools, but these actions alone are not enough. During the Capitol Hill Visits, NATM representatives encouraged members of Congress and their staff to support future legislation that would promote the expansion of a skilled manufacturing workforce for the health of the American economy. Capitol Hill Visit participants also discussed how the industry continues to be detrimentally impacted by tariffs on products used heavily in the manufacturing of trailers levied by the Section 232 Aluminum and Steel tariffs, Section 301 tariffs, and the anti-dumping and countervailing duty assessments with regard to certain Chinese steel wheels. In each instance, NATM has provided comments or otherwise encouraged industry comments where required. As a result of these tariffs, the price per unit rose while, in 2019, the units sold declined*. NATM members have also been communicating regularly with their legislators on the impact of these issues. With discussion of expansions in tariffs to additional countries coupled with significant supply chain delays related to COVID-19, the industry is leery about the continued rise in prices and the ability of the American consumer to shoulder costs when domestically sourced products are difficult, if not impossible, to obtain. NATM member companies pride themselves on supporting the American worker and contributing to the nation’s economy, but sourcing parts and providing the American consumer a reasonably priced product is vital for the success of the industry.
Traffic safety is considered a major public health issue, but lightand medium-duty trailer towing is one facet of motor vehicle crash safety that is often overlooked. Prior to NATM’s efforts through Trailer Safety Week, there had never been a nationwide safety initiative to address the proper usage of these trailers, which millions of Americans use each year for a wide variety of commercial and recreational purposes. The Commercial Vehicle Safety Alliance has noted an increase in towing-related crashes in recent years. While data collected in the reporting process for trailer related crash reporting is incomplete, it is clear based on NATM’s 2015 conversation with then NHTSA Administrator Rosekind, that many incidents are the result of inadequate towing knowledge and training. All towers, both novice and seasoned, private and commercial, can struggle with towing basics. With over one million new trailers being towed on highways across the United States every year and a demographic of users that mirror those of higher risk, higher fatality rate drivers, it is crucial that trailer usage is considered within the realm of traffic safety and is funded accordingly. NATM believes Congress should consider directing appropriate funding, via the National Highway Transportation Safety Administration, to continue the progress NATM and industry partners made over the past three years. The annual Capitol Hill Visits are an important way to become more involved in promoting the trailer industry, and NATM encourages members to attend the Roundup and Capitol Hill visits. If you would like more information about how you can get involved, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com. * Statistical Surveys. (2019). National Light- and Medium-Duty Trailer Registrations Report, 2019.
During these conversations, NATM participants recommended that legislators support funding for trailer safety initiatives. Following the Regulatory Roundup, NATM hosted virtual Capitol Hill visits with Members of Congress.
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September/October 2020
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Elizabeth Moore Joins NATM as Tracks Editor
Tracks
Elizabeth Moore Joins NATM as Tracks Editor By Meghan Ryan, NATM Assistant Director
NATM is pleased to announce that Elizabeth Moore joined the NATM staff as Tracks Editor in August. Elizabeth received her bachelor’s in English with an emphasis in creative writing and sociology with minors in women and gender studies and communication at Washburn University. Her educational background in English and communication will serve her well in her role as Tracks Editor. She served as the co-editor in chief of the 2020 edition of Inscape, Washburn University’s literary journal.
“I am looking forward to working with NATM and its members,” said Elizabeth. “I hope to continue to share educational content with members, which will help them streamline processes as well as improve the safety of the trailer industry.” Elizabeth is excited to speak with NATM members over the year. Welcome NATM Tracks Editor Elizabeth Moore to the Association by phone at (785) 272-4433 or by email, Elizabeth.Moore@natm.com.
As the editor, Elizabeth will be responsible for creating the bimonthly magazine Tracks. She will not only curate content for NATM’s publications but edit them as well. In addition, Elizabeth will eventually be responsible for both magazine and online advertising while assisting with membership recruitment and events. “Within the first three days of joining the NATM staff and training herself on Tracks magazine’s publishing platform, Elizabeth was already offering fantastic ideas for improvements,” said Meghan Ryan, NATM Assistant Director, and previous Tracks Editor. “I have overseen Tracks magazine for eight years, and I am thrilled to have such a quick, intuitive learner take over this publication. I am really looking forward to seeing both how her skills grow as well as how she improves the magazine for the Association.” In her free time, Elizabeth enjoys reading, playing Animal Crossing and going for walks. She will soon be moving into her first apartment and can’t wait to decorate it.
Elizabeth Moore joined the NATM staff as Tracks Editor in August.
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September/October 2020
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Kay Deever Joins NATM as Administrative Assistant
Tracks
Kay Deever Joins NATM as Administrative Assistant By Meghan Ryan, NATM Assistant Director
NATM is pleased to announce that Kay Deever joined the NATM staff as Administrative Assistant in March. Kay received her bachelor’s in political science and government at Kansas State University and her master’s in Biblical studies with an emphasis in program management at Colorado Christian University. Her past experience with the Geary Community Healthcare Foundation in Kansas and the American Holistic Nurses Association will be beneficial in her role as administrative assistant. As the administrative assistant, Kay is the warm voice answering all calls at NATM’s Headquarters in Topeka, Kan. She fills decal orders as well as assists the team in improving the membership database content and recruitment efforts. She also lends a hand in editing NATM’s many publications. “It has been a great help to have Kay on the editing team,” remarked Meghan Ryan, NATM Assistant Director. “She is a fantastic editor for Tracks magazine articles.” NATM Executive Director Kendra Ansley adds, “It’s wonderful to be greeted by such a positive, warm personality each day, and I’m glad NATM members will hear the same thing when they reach out to their Association.” In her free time, she enjoys reading, gardening and paper crafting.
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“I’m excited to be part of this great team of people here,” said Kay. “I have been welcomed so warmly by the NATM staff and our members who call into the office.” Kay is excited to speak with NATM members over the course of the year. Welcome Kay Deever to the Association by phone at (785) 272-4433 or by email at Kay.Deever@natm.com.
September/October 2020
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Health Care for Manufacturers Available for Members
Tracks
HEALTH CARE FOR MANUFACTURERS
Health Care for Manufacturers Available for Members Health • Dental • Vision • Life Insurance Now Because the National Association of Trailer Manufacturers (NATM) is an affiliate member of the National Association of Manufacturers (NAM), NATM members now have access to NAM Health Care: a new benefits offering that simplifies the health care experience for both you and your employees through a convenient, easy-to-use, web-based platform. NAM Health Care allows smaller member companies to band together to take advantage of the enrollment efficiencies, administrative cost savings and product flexibility previously only available to larger manufacturing companies. Advantages include: •
Access to more competitive product bundles.
•
Fully ACA-compliant.
•
Quicker and easier-to-use online enrollment process.
•
Simple and convenient ongoing benefits management and administration.
•
Reduced administrative costs.
It’s easy to get a quote, and they are there to help. If you have any questions, contact (855) 463-8856. Learn more at natm.com/affinity-programs. NAM Health Care is fully ACA-compliant, administered by Mercer and sponsored by the National Association of Manufacturers (NAM), of which the NATM is an affiliate member. Plans are not available to member employers in all states. Program Administered by Mercer Health & Benefits Administration LLC AR Insurance License #100102691 CA Insurance License #0G39709 In CA d/b/a Mercer Health & Benefits Insurance Services LLC
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September/October 2020
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2020 Trailer Safety Week: A “Virtual” Success
Tracks
2020 Trailer Safety Week: A “Virtual” Success By NATM Marketing Director Savana Morrison
Trailer Safety Week (TSW), a national awareness campaign focusing on trailer education, made its debut just three years ago. Since its inaugural year, this safety initiative has piqued interest across the nation amongst trailer manufacturers, suppliers, dealers, end-users and law enforcement. The 2020 Trailer Safety Week was no exception and saw another record-breaking year for participation, social media engagement and media coverage.
Allies In Action
TSW Allies, like LOOK Trailers, shared trailer safety resources and tips with their customers throughout the week.
Allies In Action
Trailer Safety Week Allies Trailer Safety Week Allies ranged from law enforcement departments and industry partners to trailer manufacturers, suppliers and dealers. The 2020 TSW saw over 235 allies committed to trailer safety and education—a 56 percent growth from 2019. Allies were equipped with the official TSW Communications Kit, a marketing toolkit created specifically for TSW Allies to effectively communicate the importance of trailer safety. This year, Allies sent TSW information directly to over 3,000 dealers and end-users. Allies played an important role in not only the education of their customers and followers, but in helping generate awareness and drive traffic to NATM’s social media platforms as well as TrailerSafetyWeek.com. Social Media Success 2020 marked the first year that the TSW awareness campaign was hosted entirely online. Through the #TrailerSafetyWeek social media campaign, and with the help of more than 235 TSW Allies, the importance of safe trailering reached thousands
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September/October 2020
across several social media channels. Countless social media posts were created and shared on Facebook in hopes to better educate end-users on important safety measures to take when trailering. In addition, NATM shared several trailer safety posts on its social platforms. These posts featured trailering tips every trailer user should know, the importance of the NATM Decal and more, which reached over 32,000 people—a 102 percent growth from 2019. www.NATM.com
2020 Trailer Safety Week: A “Virtual” Success
Tracks
TrailerSafetyWeek.com TrailerSafetyWeek.com hosts an easily accessible guide to towing safety that is free to all. Since the inaugural TSW, this website has seen nearly 14,400 unique visitors. The TSW website also earned over 30,000 Search Engine Optimization impressions in the month of June alone. TSW Allies’ efforts on social media led nearly 3,000 new visitors to TrailerSafetyWeek.com throughout the month of June—a testament to the impact Allies have on generating safe trailering awareness. It is apparent that TrailerSafetyWeek.com is not only being utilized during the week itself but 365 days a year.
Trailer Safety Week continues to be a step in the right direction for the trailer industry. With the support of TSW Allies, our members, an effective social media campaign and coverage in several news publications, this safety awareness campaign allowed safe trailering to become more visible to the general public. “The National Trailer Safety Week was once again a huge success thanks to the support of NATM members across the country,” said NATM Executive Director Kendra Ansley. “NATM is already looking for new ways to further expand the reach of our efforts next year. With the introduction of Trailer Safety Champions and Partners, we are looking for companies interested in taking allyship one step further, including companies interested www.NATM.com
TSW Was Featured Here Trailer Safety Week was featured in a variety of ways. From a “Safe in 60” news segment dedicated to TSW, to a posting on a law office’s website, TSW garnered an increased amount of coverage. You can view where TSW was featured below.
in sharing their safe trailering expertise. Companies in the trailer industry are regularly contacting NATM to learn more about participating, with one new Partnership already in development. The staff is using the momentum and excitement of this year’s success to begin planning for next year’s Trailer Safety Week that will be held June 6-12, 2021. Improving trailer safety will take every facet of the industry working together to be successful, and we look forward to more organizations getting involved at the level—ally, champion, partner—that best suits their needs.” Those interested in joining this trailer safety movement can find more information at www.trailersafetyweek.com/interest or by contacting the TSW team at TrailerSafetyWeek@natm.com. September/October 2020
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Save the Dates: NATM Educational Webinars
Tracks
By Meghan Ryan, Assistant Director NATM continuously aims to provide exceptional membership services and benefits. One way the Association does this is by hosting multiple educational webinars each year. The goal is to help members and dealer affiliates better understand the current climate of the industry, and NATM tailors these free educational events around pertinent focus areas. Providing education to members in the pursuit of trailer safety and industry success is the foundation of NATM’s mission. Attending in-person events regularly throughout the year can be both time consuming and costly. As NATM continues to evolve to meet member needs, the Association has committed to meeting members where they are at no cost through virtual education. NATM will offer another highly-requested Workforce Development Webinar Series in November! Additionally, NATM will host a webinar titled Wheel Attachments 101 in December. Be on the lookout for additional information and dates later this fall! For additional information, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or (785) 272-4433.
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Workforce Development Summit
Wheel Attachments 101
November 17-19, 2020
Thursday, December 10, 2020
Presenter: Multiple TBD
Presenter: Ted Schorn, Enkei America
Time: 2:00 p.m. CST
Time: 2:00 p.m. CST
Cost: FREE for NATM members & Dealer Affiliates
Cost: FREE for NATM members & Dealer Affiliates
Registration: Open in October
Registration: Open in November
In the trailer manufacturing industry, a successful business is dependent upon an educated, highly skilled workforce. Does your company have the necessary tools to keep up with the demanding job market? The answer lies in workforce development— a necessity for both employees and businesses to remain competitive, particularly in today’s economy. This series will focus on HR-related hot button issues.
Ted Schorn will cover the history of TSIC and wheel separation issues, as well as how the wheel stays on the trailer (how the attachment/fastening process works) and fundamental assembly practices required for good results. These include equipment, the sequence of attachment and torque audit.
September/October 2020
www.NATM.com
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NATM Assists Members with EWR Requirements
Tracks
NATM Assists Members with EWR Requirements By Kendra Ansley, NATM Executive Director
In 2015, the National Highway Traffic Safety Administration (NHTSA) reached out to NATM with concerns about the lightand medium-duty trailer industry’s compliance with federal regulations for both Early Warning Reporting (EWR) and safety recalls. Noting NATM’s significant efforts to help the industry comply, as well as NATM member companies’ interest in complying with federal regulation, NHTSA requested NATM find a way to proactively educate the industry, rather than leaving the agency to reactively investigate and fine companies. Under the TREAD Act, Pub. L. No. 106-415, 114 Stat. 1800, NHTSA established certain EWR and related requirements that also apply to trailer manufacturers. 49 U.S.C § 30166(m); 49 C.F.R. Part 579. The TREAD Act and NHTSA regulations require trailer manufacturers to report periodically to NHTSA on a wide variety of information that could indicate the existence of a potential safety defect. For purposes of this guidance, this information is collectively referred to as the “EWR obligation.” EWR requirements vary in some respects, depending upon whether the trailer manufacturer produces more or less than 5,000 trailers in a calendar year; however, certain TREAD Act reporting requirements apply to all trailer manufacturers. Thus, it is important to note that every trailer manufacturer, regardless of size or number of trailers manufactured, is required to satisfy the EWR obligation. The scope of the EWR obligation, and not whether a manufacturer actually has an obligation to report, is what varies based on the number of trailers produced by a manufacturer in a calendar year. The Safety Act 49 CFR §1.95(a), 501.2 (a)(1) NHTSA requires trailer manufacturers to notify NHTSA regarding defects and to take corrective steps whenever they discover that their trailers may violate applicable Federal Motor Vehicle Safety Standards (FMVSS) or may have a safety-related defect. A trailer manufacturer must notify NHTSA and all trailer purchasers and dealers if and when the manufacturer determines that its trailers are defective and concludes “in good faith” that the defect is related to the safety of the trailer. The trailer manufacturer must also take steps to remedy the safety-related defect, including,
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when necessary, a safety recall. The same general rules apply to the manufacturers of trailer equipment that have a safety-related defect. NATM acted quickly in response to NHTSA’s request and created fact sheets, reference materials for members and added an educational component that includes both EWR and safety recalls during compliance consultations to ensure members were aware of their obligations. Additionally, the NATM Board and staff recognized that more needed to be done to educate members about their obligations within the framework of complex regulations such as giving them step-by-step instructions on how to comply if the need were to arise. NATM began working with legal counsel at K&L Gates to develop a comprehensive guide to both EWR requirements and safety recalls, including real-world examples of situations trailer manufacturers may face and how to respond. In December 2015, the Association released A Guide to Early Warning Reporting and Safety Recalls and released an updated version in November 2018. The Guide contains the following sections: I.
Executive Summary
II. Compliance with Federal Motor Vehicle Safety Standards (FMVSS) III. Early Warning Reporting (EWR) a. Important Considerations for EWR Requirements b. Reporting Requirements Applicable to All Manufacturers (Regardless of Size) c. Additional Early Warning Reports for Manufacturers of 5,000 Trailers or More Annually d. Penalties for Failing to Comply with EWR Obligations e. Examples
www.NATM.com
NATM Assists Members with EWR Requirements IV. Recalls and Remedies for Defective Trailers or Equipment (Manufacturer’s Decision)
Tracks A Note of Caution Appendix A – Sample Defect Report
a. Step One: Reporting of Safety Defect Appendix B – Early Warning Report Template b. Step Two: Preparation and Submission of the Defect and Noncompliance Report to NHTSA (“Defect/ Noncompliance Report”)
Appendix C – Relevant Statutes
c. Step Three: Development and Enactment of Recall Remedy
Appendix E – Acronyms
Appendix D – Relevant Regulations
A Guide to Early Warning Reporting and Safety Recalls is available to members and Dealer Affiliates upon request. To request your copy, please contact natmhq@natm.com or call (785) 272-4433.
d. Step Four: Public Notification Requirements e. Step Five: Recall Remedy Monitoring f. Notification Pursuant to an Administrative Order g. Penalties for Failing to Comply with Safety-Related Recalls and Remedy Obligations h. Important Considerations for Safety-Related Recalls
The document will also be available on the soon-to-be-launched online resource library featured at www.NATM.com. If you have questions about your obligations, contact NATM Technical Director Terry Jones at Terry.Jones@natm.com.
i. Example of a Safety Recall (Life Cycle) j. Recent Agency Enforcement Activities
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NATM Dealer Affiliates Invited to 2021 Convention & Trade Show!
Tracks
NATM Dealer Affiliates Invited to 2021 Convention & Trade Show! By Meghan Ryan, NATM Assistant Director
For the first time in NATM history, the Association is excited to invite trailer dealers to the Annual NATM Convention & Trade Show, held in Nashville, Tenn. Feb. 23-25, 2021! Dealer attendees will have the opportunity to participate in all workshops and technical forums, along with dealer-centered educational sessions. Plan to attend the trade show, which will house more than 300 booths! Special networking events will provide the opportunity to mingle with fellow industry peers, NATM Board Members and staff and trailer manufacturers while in Music City. NATM will be offering a “New Dealer Promotion!” Companies can sign up for NATM’s Dealer Affiliate Program for just $150 and are then eligible for two complimentary registrations and two free hotel room nights while available! Non-affiliate dealers can register to attend for $300. This promotional opportunity also applies to existing Dealer Affiliates as first time attendees! For more information about the 2021 NATM Convention & Trade Show, turn to page 89. NATM Dealer Affiliate Program
resources and services to be effective in their role as trailer safety advocates and customer service specialists. As a result, NATM created the NATM Dealer Affiliate Program. Further, increasing end-user awareness of the importance of the NATM Compliance Verification Program has consistently ranked as a top priority for trailer manufacturing members. By bringing trailer dealers in as affiliates, NATM is better able to serve its membership by directly communicating about the importance of purchasing NATM compliant trailers. At just $150, Dealer Affiliates receive invaluable safety resources that can be shared with customers. The following list includes current Dealer Affiliate benefits: The NATM Dealer Compendium launched Sept. 1, which includes: Federal and state CDL laws State brake laws State registration and licensing requirements
Trailer dealers serve as the main point of contact during the sales process of many NATM compliant trailers. Dealers are also a key stakeholder in the fight to improve trailer safety as it is in their best interest that their customers are safe and happy with their purchase. In addition, dealers need access to information, www.NATM.com
License plate laws State safety chain laws Trailer terminology September/October 2020
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NATM Dealer Affiliates Invited to 2021 Convention & Trade Show!
Tracks Tire recordkeeping requirements Federal Excise Tax (FET) calculations Early Warning Reporting (EWR) and Safety Recalls
The NATM Insider monthly eNewsletter featuring Dealer Corner articles Compliance Kit / Marketing Kit Samples of NATM publications:
Checklist for trailer sales
Safely Towing a Trailer Brochures
NATM’s Guidance on Workplace Safety for COVID-19
Lighting & Wheel Torqueing Posters
NATM Convention & Trade Show 401(k) Exchange Affinity Program Shipping Discounts through Partnership Affinity Program Online advertising opportunities on NATM.com All issues of Tracks magazine
A
Trailer Safety Week Keychains Dealer Affiliate Window Clings The Trailer Handbook More details about the program can be found at www.NATM.com/dealers.html. Have ideas for additional benefits? Contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or call (785) 272-4433. C
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Dealer Compendium Launched for Dealer Affiliates
Tracks
By Meghan Ryan, NATM Assistant Director
The National Association of Trailer Manufacturers (NATM), known as the resource for safety and compliance for the lightand medium-duty trailer industry, published its first edition of the NATM Light- and Medium-Duty Trailer Dealer Resource Compendium. Known as the Dealer Compendium, this document was launched Sept. 1 and is free to all NATM Dealer Affiliates. The Compendium is full of educational content and materials that will help trailer dealers quickly and easily access essential information in one place. The document includes state laws, helpful trailer safety information, as well as resources NATM Dealer Affiliates can pass along to their customers. Modeled after the NATM Guidelines for trailer manufacturers, this resource guide is over 300 pages and contains information on:
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State Towing Laws
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State Brake Laws
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State Safety Chain Laws
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State License Plate Laws
•
Commercial Driver’s Licenses
•
State Dealer Registration/Licensure Laws
•
Towing Tandem Trailers Information
•
Tire Recordkeeping
•
Federal Excise Tax
•
Gross Vehicle Weight Ratings
•
Early Warning Reporting and Safety Recalls
•
Safe Trailering Resources
September/October 2020
•
Dealer Checklists
•
Selling NATM Compliance
•
Social Media Marketing Kit
•
Trailer 101 Articles
•
Trailer Definitions
•
NATM's Guidance on Workplace Safety Guidance for COVID-19
The information featured in the Compendium is gathered from resources such as the U.S. Department of Transportation, the Society of Automotive Engineers, Inc., the American Association of Motor Vehicle Administrators, the Recreational Vehicle Industry Association and the National Highway Traffic Safety Administration, amongst others. The Compendium will be updated annually by NATM Staff and Committees that stay abreast of changing regulations and vet additions of the document’s contents. NATM has been committed to trailer safety for more than 30 years. While NATM has long worked with trailer manufacturers, industry suppliers and service providers, trailer safety can only be improved through dealer interaction and consumer education. The NATM Dealer Affiliate program is an opportunity to unify the trailer industry to improve trailer safety. In addition to granting access to NATM’s publications such as Tracks magazine, the NATM Insider, dealers receive hard copies of safety resources to distribute to customers. For more information about how the National Association of Trailer Manufacturers can assist your dealership, visit www.NATM.com, email NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or call (785) 272-4433. www.NATM.com
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
Towing Tandem Trailers Information Tire Recordkeeping Federal Excise Tax EWR & Safety Recalls Safe Trailering Resources Selling NATM Compliance
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 your customers that your
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. This kit aims to help close the gap of communication between trailer manufacturers, dealers and endusers by providing trailer dealers with informative marketing pieces that will assist them in selling compliant trailers to their customers.
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's Compliance Verification Program.
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www.NATM.com
How to Sell Compliance—A Marketing Kit Exclusively for NATM Dealer Affiliates
Tracks Jam-packed with informative safety resources, customizable business cards with an emphasis on your dealership’s dedication to safety, talking points for dealers to utilize and more, this kit will assist trailer dealers in becoming fluent in safe trailering. NATM Dealer Affiliate Window Cling NATM Dealer Affiliates receive a complimentary NATM Dealer Affiliate Window Cling. This window cling will allow your dealership to show its commitment to safety and compliance. Proudly display it to show customers that your dealership is a resource of information with a focus on safety and compliance.
Dealer Affiliate NATM Dealer Affilate Window Cling
Selling Compliance—Talking Points 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 are filled with information regarding the importance of buying NATM compliant trailers. Simply add your company logo and contact information to the business card template and pass out your dealership’s information and market your commitment to providing customers with compliant trailers. Customizable Standard Business Card Are folding business cards not your 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, your company is sure to be viewed as a leader in safety by your customers. Informative Printables These educational handouts are available for Dealer Affiliates to print and distribute to customers. With topics ranging from selecting the right trailer to the NATM Compliance Verification Program, customers can be assured they are shopping with a trustworthy dealer committed to safety education.
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 your customers has never been easier. Impress your customers and instill confidence with your knowledge of federal regulations and your 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 your customers deserve and stand out from your competition by taking advantage of all of the benefits of being an NATM Dealer Affiliate. NATM Dealer Affiliates can contact NATM 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.
Compliant Trailer Posters This 18 x 24-inch educational poster will help walk your customers through what it means to purchase an NATM Compliant trailer and can be proudly displayed in your dealership. Customizable folding business cards for NATM Dealer Affiliates www.NATM.com
September/October 2020
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Owner's Manuals Offer Liability Reduction, Marketability
Tracks
Owner's Manuals Offer Liability Reduction, Marketability By Meghan Ryan, NATM Assistant Director
To directly communicate proper trailer usage and safety to end-
and benefit of trailer dealers doing business with NATM trailer
users, NATM recommends that all trailers include an owner’s
manufacturers. By providing a quality owner’s manual with every
manual. As members of NATM, trailer manufacturers understand
trailer, it not only markets the company as reputable, but also
the importance of safety and build trailers accordingly.
helps to reduce liability due to misuse or improper maintenance
Unfortunately, it does not matter how well a trailer is built if the
by end-users.
end-user improperly hitches, loads or fails to maintain a trailer.
NATM offers manuals for 12 trailer types. Bumper pull style
To educate customers, trailer owner’s manuals provide
trailers including: utility, enclosed, horse, livestock, dump and
instructions regarding maintenance and safety, as well as
boat trailers. Gooseneck-style trailers including: utility, enclosed,
important warnings. Creating owner's manuals for the trailers
horse, livestock, dump and boat trailers.
you manufacture can be a daunting and often expensive task. Fortunately, NATM has made it easy and affordable for members to include manuals with their trailers as an additional resource
Every manual purchased will be personalized to include the company’s name and address, and each manual is productline specific. The manuals have the items required to be communicated in writing per federal regulation and include
Utility Trailer Owner’s Manual
the following sections: Section 1 - Introduction/General Information Section 2 - Safety Section 3 - Tire Safety Information
^ WARNING
Section 4 - Coupling and Uncoupling
This Owner’s Manual contains safety information and instructions for your trailer.
Section 5 - Loading and Unloading the Trailer
You must read this manual before loading or towing your trailer.
Section 6 - Towing
You must follow all safety precautions and instructions.
Section 7 - Inspection, Service and Maintenance One of the top shortcomings of trailer manufacturers working
Sample Trailers, Inc. 1234 Any Street Somewhere, KS 11111
to become NATM compliant is failure to include the National Highway Traffic Safety Administration (NHTSA) notification statement. It is required that trailer manufacturers provide the following statement to the purchaser in the owner’s manual, or, if there is no owner’s manual, on a one-page document: If you believe that your vehicle has a defect that could cause a crash or could cause injury or
Bumper Pull Trailers November 2013
death, you should immediately inform the National Highway Traffic Safety Administration (NHTSA) in addition to notifying [Insert company name here].
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September/October 2020
www.NATM.com
Owner's Manuals Offer Liability Reduction, Marketability
Tracks
If NHTSA receives similar complaints, it may open an
By including an owner’s manual, trailer manufacturers are easily
investigation, and if it finds that a safety defect exists
able to meet this requirement of both NHTSA and NATM, as
in a group of vehicles, it may order a recall and remedy
well as reduce the chances that customers are left frustrated and
campaign. However, NHTSA cannot become involved
confused. The inclusion of an owner’s manual helps to avoid
in individual problems between you, your dealer, or
mistreatment and misuse of the trailer in a way that could damage
[Insert company name here].
both the trailer and your company’s reputation.
To contact NHTSA, you may either call the Vehicle
The manuals are available for purchase by NATM members
Safety Hotline toll-free at 888-327-4236 (TTY: 1-800-
only and are sold individually, but discounts are available when
424-9153), go to www.safercar.gov; or write to:
ordering multiple manuals. Once purchased, they are emailed as
Administrator NHTSA 1200 New Jersey Avenue S.E.
a non-editable PDF format and can be easily reprinted as many times as necessary. For more information about purchasing generic owner’s manuals or having your manuals updated, contact Marketing Director Savana Morrison at Savana.Morrison@natm.com.
Washington, DC 20590 You can also obtain other information about motor vehicle safety from http://www.safercar.gov.
www.NATM.com
September/October 2020
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Customer Satisfaction – Preventing Corrosion
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Customer Satisfaction–Preventing Corrosion
A vital topic trailer dealers should discuss with customers is the importance of corrosion prevention and basic trailer care. Customers occasionally complain about the physical appearance of their trailers, especially regarding signs of corrosion on the trailer. This type of unsightly damage can occur in as little as six months to one year, depending on the climate in the geographic region or the cargo, such as livestock, being hauled. Customers often fail to realize there are a few simple actions they could have taken to prevent corrosion on their trailer to keep it looking nice and preserve resale value. Today, trailer manufacturers use a range of methods to prevent corrosion. Trailer manufacturers can fight corrosion on a trailer’s structural cross members with paint applications, two-step zinc and paint combinations, epoxy coatings and construction methods using galvanized, stainless steel or aluminum components. Corrosion that has already manifested itself on the trailer can be addressed by taking into consideration what type of corrosionfighting method was initially used on the trailer when making repairs. Some coatings and materials are more expensive, and some are more difficult to work with than others. In some instances, a touch-up job may be all that is necessary to slow down or stop the corrosion process.
By NATM Staff
In addition to several paint applications, galvanized aluminum and stainless steel are very effective in the fight against corrosion. This process applies a protective zinc coating to protect metals from rusting. The zinc prevents corrosive substances from reaching the underlying metal and, when scratched, serves as an anode for the exposed metal surface. Other kinds of protective coatings can also offer a feasible, long-term solution for corrosion control, without the issues inherent in soft film barriers and galvanizing methods. Polyureas and polyurethanes provide improved durability and chemical resistance, even in extreme weather. They are flexible and impact resistant and will not cut, peel, crack, or chip. These coatings are similar to spray-on truck bed liner material but have unique properties. However, those are decisions the trailer manufacturer must make long before the trailer reaches the dealer and customer for sale. The end-user needs to communicate to the trailer dealer to determine what is important to them in terms of coatings for their intended trailer and understand how that affects pricing. At this stage, dealer personnel need to know the selling points of certain makes and models of trailers based on the advantages and disadvantages of their coatings. Certain customers will be significantly more satisfied with their trailers long term if they invest more up front on a trailer with an upgraded coating. This may be especially true in certain regions of the U.S. and Canada with harsher winter environments and increased use of corrosive deicing materials on roadways such as rock salt. Explaining the difference an improved coating can have on the longevity of a trailer could be the factor that seals the deal on the sale. The dealer should take time to review the steps that should be taken to prevent corrosion. Customers should develop a habit of taking the extra time to wash, clean and detail their trailer before storing it in a clean, dry and protected environment. This will keep the trailer looking nice and can extend its useful life by preventing corrosion. As part of the cleaning process, thoroughly clean under floor mats in livestock trailers to remove the highly corrosive urine that is unseen and often forgotten under the mats.
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Customer Satisfaction – Preventing Corrosion
Tracks Trailers with certain coatings can be waxed once or twice per year with many automotive detailing products, subject to the trailer manufacturer's recommendations. Owners should conduct maintenance inspections regularly and have any corroded areas immediately addressed by professionals before the corrosion spreads. Corrosion problems will progress if ignored. Just like in the used automobile market, taking care of trailers and preventing corrosion pays off when it comes to preserving the resale value of the trailer. NATM Trailer Dealer Affiliates and Members can purchase the NATM Safely Towing a Trailer brochure for their customers. This booklet includes a “maintenance� section to educate end-users on what causes rust and tips on corrosion prevention. To purchase copies of the brochure or for more information, contact NATM at NATMHQ@natm.com or call (785) 272-4433. For technical questions regarding the manufacture of trailers, contact NATM Technical Director Terry Jones at Terry.Jones@natm.com or (785) 272-4433.
Consumers play a crucial role in preventing corrosion with maintenance and cleaning. www.NATM.com
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The One-Hour Challenge
C
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The One-Hour Challenge
This article is an excerpt from the new book, You’re the Problem (and the Solution), by Bob Clements and Sara Hey of Bob Clements International, Inc. For more information, visit www.BobClements.com. If you had one hour a day that you weren’t interrupted, what could you accomplish? Almost anything, right? I want you to pick something that is important to helping you achieve the vision you have set out for your trailer dealership, commit one solid hour a day for the next week and work on it. For example, if you’re wanting to create stability in your dealership, your one hour (or power hour, you can call it whatever you want!) may be focused on forecasting and establishing a budget, by department, for the coming year. If your focus is growth, maybe that hour is spent diving into the marketing plan. Everyone’s “one thing” is different, but your “one thing” you dedicate one hour each day on will move your dealership toward your vision. Just pick one thing that will allow you to move toward your vision. I’m asking you to commit one uninterrupted hour a day for one week. However, with that in mind, I want you to make it your best hour. This means when your brain is fresh, and you are ready to think and work. Are you a morning person or an afternoon person? If you have an afternoon slump after lunch that is not the time for your hour. You will just end up on your phone playing games (speaking from experience). So, if you’re a morning person, make your hour the first hour of the day. If you’re not a morning person, find the time you are most alert and ready to get to work. At this point, shut your door and tell your people that unless 911 has to be called, they cannot bother you for the next hour. Guess what? Everyone will survive for one hour each day without you. If a problem comes up, they will either figure it out or they will wait, and you will have held an important boundary. Way to go! Now, pick your one thing and get to work. Are you needing a little more guidance on where to start? Here’s what I want you to do: write the name of each department represented in your dealership and the words “Stability,” 40
September/October 2020
By Bob Clements and Sara Hey of Bob Clements International, Inc.
"Growth” and “Accountability” under each department. For each department that didn’t generate a profit last year, I want you to circle the word “Stability.” If what you are doing isn’t making you money, you need to either stop doing it or figure out how to make money doing it. If you circled “Stability” under any of the departments, this is where you need to begin making changes and where you need to spend your hour. There are several things you can do to begin to create stability, but to get you started we will outline at least one suggestion per department. Keep in mind, as you read through these suggestions, I don’t expect you to tackle all these today. If you did, you probably wouldn’t do any of them well, which will only leave you frustrated and yelling. Pick one item and use your entire one hour of time a day, every day, until it gets done. Then, and only then, do I want you to move on to the next one. My guess is that you, like many entrepreneurs, have a list of great ideas and projects you have started but never finished because something else that was shiny and exciting caught your eye. If you want to be the solution, you need to pick one item in one department and commit to spending your hour on it until it’s completed. Stability Service: When working to achieve stability in the service department, the goal of most dealerships is to measure the right numbers. In order to get the right numbers, you must have the right data. This starts with your technicians clocking in and out of work orders. Yes, there are other numbers you should be looking at, but everything is built on your technicians’ time. Parts: As you think about parts, start with your margins. Your target margin will vary based upon the equipment you carry, but all the targets should be at or above MSRP unless you have handpicked them as lost leaders so you can draw people in who will then buy more expensive parts. Don’t forget that MSRP is a suggestion and determined by turning a part four times a year. If a part is turning less than four times, the part’s price should be above MSRP. www.NATM.com
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The One-Hour Challenge
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Sales: Stability in sales begins by measuring the activity of your salespeople. We require every salesperson to make a minimum of twenty touches a day. This could be a phone call, email, or someone walking in your door. Growth Now, as you look at your paper, identify which department has the potential for growth. For sustained growth to occur, the department needs to be stable first. Yes, you can have growth in a department, but a lack of stability will make it a never-ending nightmare for you. So, which departments are ready for growth? Here are suggestions, by department, that can help you generate growth. Service: Growth often happens when the people you have are being utilized to their full potential. This can happen if you bring on a service coordinator or roll out a compensation plan based upon efficiency for your technicians.
Sales: For many of our dealers, a goal of sales accountability is an intense focus on the little things. This can be as simple as making sure all customer information is inputted into your CRM. This is often one of the things that salespeople can get lazy on, and its effects are wide-reaching. While each one of your departments may be at a different point of maturity in your dealership, it’s important to keep in mind that you must start with one thing. Your first focus should be to get each department to a place of stability, and from there you can determine a plan for growth and accountability. A healthy and profitable business is powered by healthy and profitable departments. Taking a one-hour challenge every day will allow you to move your dealership to a place of you running it instead of it running you. For more information about improving your trailer dealership visit www.bobclements.com.
Parts: Growth in parts occurs by providing training for your parts people, helping them to become parts salespeople and teaching them skills such as upselling and cross-selling. By implementing upselling and cross-selling, this alone can produce growth up to 35 percent in the parts department! Sales: The key to growth in whole goods is having a marketing plan that mimics how and when you need increased sales. If you know that 20 percent of whole goods sales happen in April, you need to be spending 20 percent of your marketing budget four to six weeks before you expect to see the sales occur. Accountability The last category is “Accountability.” Look at the departments you’ve listed and ask yourself, “Are there any departments that have achieved stability and growth?” If the answer is yes, it’s time to set accountability goals for the department. Service: For the service department you might begin by having regular meetings with your team to share numbers and financials. When your entire team is aware of the common goals and what needs to happen in order to achieve them, it creates accountability for both them and you. Parts: In this area, you may need to develop a plan to burn down your parts inventory at the peak of season. This accountability frees up cash flow during the slow season but also gives you the ability to place orders with your manufacturers in a way that gives you the best possible discounts. 42
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Understanding a Trailer’s Various Capacities
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Understanding a Trailer’s Various Capacities: A Trailer is only as Strong as its Weakest Link By Terry Jones, NATM Technical Director A trailer consists of many individual components, each of which must be sufficient in capacity in relation to the Gross Vehicle Weight Rating (GVWR). NATM trailer manufacturing members have been inspected to verify compliance in this regard, but what is this process? This small part of the compliance verification program can be quickly and easily completed by anyone from the manufacturer to the dealer, to the end-user. But first, one must examine the physics behind these capacities. A trailer’s GVWR is typically the sum of the weight of the trailer and the cargo capacity or, as a formula: Gross Vehicle Weight Rating (GVWR) = Weight of Trailer + Cargo Capacity In other words, what the total weight of the trailer will be when fully loaded. This is extremely important because each component must be rated or capable of withstanding that weight or a failure of that component is likely. This equation is essentially a weakest link examination: The lowest rated component (the weakest link) of the trailer must be equal to or greater than the GVWR. Take the following trailer for example: GVWR: 10,000 lbs. Coupler: 7,500 lbs. Tires: 12,000 lbs. Rims: 13,500 lbs. Axles: 10,000 lbs. Safety Chains: 15,000 lbs. If the trailer, when fully loaded, weighs 10,000 lbs., this weight would be greater than the coupler capacity, creating significant risk of a coupler failure. The coupler is the piece of the trailer that physically connects with the tow vehicle, and a coupler failure would result in at least minor damages and, at most, a completely detached trailer in motion on the roadway.
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With this simple process NATM consultants complete the following capacity verification: 1. Determine the GVWR of the trailer The GVWR is required to be stated on the trailer’s VIN label. This label should be located on the front half of the trailer on the left side (roadside). Keep the GVWR in mind as you will be comparing this number with all other capacities. 2. Verify GAWR is equal to or greater than GVWR The Gross Axle Rating (GAWR) is also required to be listed on the VIN label. Once found, verify that the GAWR is equal to or greater than the GVWR. If multiple axles are present, be sure to add the capacity for each axle together and compare this number to the GVWR. 3. Verify that the coupler capacity is greater than or equal to the GVWR The coupler should be stamped on the top with its capacity. Verify that this capacity is equal to or greater than the GVWR. Sometimes a finish may make the capacity hard to read or an accessory, such as a jack, could be covering the capacity. The manufacturer should be able to verify and/or provide documentation of the capacity of the component. 4. Verify that the safety chain capacity is greater than or equal to the GVWR The safety chains are what attaches the trailer to the tow vehicle and engage in the event of an uncoupling. These chains are sometimes marked with their capacity, but the manufacturer should be able to verify and/or provide documentation of the capacity. Further, the entire attachment method should be rated at or above the GVWR including the hooks, attachment method of the chains to the frame, etc
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Understanding a Trailer’s Various Capacities
Tracks 5. Verify that the tire capacity is greater than or equal to the GVWR Each tire should have its tire capacity on the wall of the tire. Find this number and multiply it by the number of tires on the trailer for the figure that will be verified as equal to or greater than the GVWR. For example, a single axle trailer will have two tires, so the capacity of a single tire should be multiplied by two. A dual axle trailer will have four tires, so the capacity of a single tire should be multiplied by four. The sum total of the tire capacities is what is required to be equal to or greater than the GVWR. 6. Verify that the rim capacity is greater than or equal to the GVWR The same process used for verifying tire capacity should be used in verifying that the rim capacity is equal to or greater than the GVWR. For instance, a single axle trailer will have two rims, so a single rim capacity multiplied by two is the number to be compared with the
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GVWR. Oftentimes the rim capacity will be stamped on the inside of the rim making verification difficult. If a spare is available, this may be an easier way to find the capacity and avoid accessing the underside of the trailer. If neither option is available, the manufacturer should be able to verify and/or provide documentation of the capacity. The above considerations are extremely important when verifying the towing capacity of a trailer. To eliminate the need to independently verify these capacities, consider purchasing trailers which have been manufactured by a company certified compliant by NATM. A trailer manufactured by a certified compliant company will usually display the NATM decal as an easy way to identify its compliance with these and all other program requirements For further questions regarding NATM’s compliance verification program, contact NATM Technical Director Terry Jones at Terry.Jones@NATM.com or (785) 272-4433.
September/October 2020
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When Winterizing a Trailer, Don’t Forget the Tires
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When Winterizing a Trailer, Don’t Forget the Tires Submitted by Kenda/Americana Tire & Wheel
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, but Kenda’s Americana Tire and Wheel believes taking 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 using—could extend tire life. As Kenda’s North American distribution arm for tires, wheels and assemblies, Americana Tire and Wheel has a few 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 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 sunlight 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.
to the “Ideal Gas Law” which means that as the temperature 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. •
Sitting static: Tires lose about 3 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.
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 An individual checking the air pressure of a tire.
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www.NATM.com
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Understanding Federal Excise Tax
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Understanding Federal Excise Tax
By Terry Jones, NATM Technical Director
Over the last several months, NATM staff has received a significant number of questions regarding the Federal Excise Tax (F.E.T.). The F.E.T. applies only to a trailer with a gross vehicle weight rating (GVWR) over 26,000 lbs. Importantly, however, the calculation of a trailer’s GVWR for purposes of the F.E.T. is defined by the Internal Revenue Service (IRS) and rarely matches the GVWR determined by the manufacturer under 49 C.F.R. § 571.3 and 567.4 for purposes of compliance with NHTSA regulations. Calculating the GVWR of a Trailer for Purposes of F.E.T.
The IRS, on the other hand, uses the following formula to calculate the GVWR of a trailer for purposes of the F.E.T.: GVWR =
(Axle Rating) x (Axle Quantity) / (X/Z)
Where: X = distance from trailer hitch to center of the load bed
Z = distance from the trailer hitch to the center of the axle group
For example, a trailer containing the following measurements:
Under 49 C.F.R. § 571.3, many manufacturers use the “weakest link” principle to set the GVWR of a trailer. For example, if the coupler is rated at 21,000 lbs., and all other components (i.e. chains, tires, axles, etc.) are at or above 21,000 pounds, then the GVWR could be set at 21,000 lbs.
X = 342 inches
Z = 438 inches
Axles = 3
Axle rating = 7,000 pounds
Has a GVWR for purposes of the F.E.T. as follows: GVWR =
(7,000 x 3) / (342/438)
= 21,000 / .78082
= 26,895 lbs.
In this example, the total axle capacity is 21,000 lbs., which might lead a manufacturer to set a GVWR of 21,000 lbs. for that trailer. As seen in the above calculations, for purposes of the F.E.T., the IRS will calculate the trailer’s GVWR as 26,895 lbs., and as a result, the F.E.T. would apply to the sale of that trailer. This demonstrates why calculating the GVWR for each trailer using the IRS’s method is extremely important; even if the manufacturer has rated the trailer well below 26,000 lbs., the F.E.T. may nevertheless apply to that trailer under the IRS’s GVWR methodology. Given its importance in determining the GVWR for purposes of the F.E.T., manufacturers should ensure they clearly and consistently define the load bed of a trailer in their literature, drawings, specifications and the like. For example, when describing the trailer length of a gooseneck trailer, most manufacturers measure it as the length from the gooseneck drop wall to the rear of the trailer. For example, an 8’ x 30’ trailer 50
September/October 2020
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Understanding Federal Excise Tax
Tracks would be 8 feet wide and 30 feet long (as measured from the gooseneck drop wall to the rear of the trailer), and as a result those measurements are used for defining the load bed for that trailer. However, if a manufacturer includes in its literature or other material describing the product, a trailer length that is measured from the nose (coupler) of the trailer to the rear of the trailer, the IRS may use such length as the length of the load bed in its calculation of the GVWR for purposes of the F.E.T. All else being equal, the GVWR will be greater when the length between the nose (coupler) and the drop wall is included in the length of the load bed, and that additional weight in the rating could be the difference and trigger the F.E.T. with respect to that unit. As such, manufacturers should clearly and consistently identify and document through accurate and thorough records the portion of the trailer that will carry the load. Paying the F.E.T. Before a trailer qualifying for the F.E.T. is sold, the retail seller, which could be the manufacturer or dealer, must obtain a
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registration number from the IRS by completing Form 637. Then, if a trailer is determined to have a GVWR over 26,000 lbs. as calculated using the IRS’s GVWR formula, then the first retail seller is responsible for collecting the 12 percent F.E.T. This tax should be remitted to the IRS with a completed Form 720. These forms and other information can be found on the IRS website at https://www.irs.gov/businesses/small-businesses-self-employed/ excise-tax. The F.E.T. does not need to be paid on repairs when the cost of the repairs does not exceed 75 percent of a new comparable trailer sold at retail. However, modifications to a previously nontaxable chassis or body which results in the chassis or body being taxable will remain taxable. In response to the questions NATM has received, the Association adjusted its compliance verification program, which now includes a brief overview of the F.E.T. during normal compliance consultations. For further information, see pages C1-1 to C1-6 of the NATM Guidelines, or contact NATM Technical Director Terry Jones at Terry.Jones@natm.com.
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Safely Towing a Trailer Brochures Available to Trailer Dealers
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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,
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 8-10 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 predeparture safety checklist.
safely towing a trailer
National Association of Trailer Manufacturers
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September/October 2020
New this year is an extended “Maintenance” section. 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 new maintenance section explains what causes rust, including corrosive materials such as rock salt used for deicing roadways, chips in the protective layer exposing the metal and galvanic corrosion resulting from dissimilar metals making contact. The document then expands on proper maintenance in those various situations. NATM Members and Dealer Affiliates can purchase copies of the brochure by contacting NATM at NATMHQ@natm.com or by calling (785) 272-4433.
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Stay Up-To-Date with The NATM Insider
Tracks
Stay Up-To-Date with The NATM Insider By Meghan Ryan, NATM Assistant Director
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 If you would like to receive these communications and subscribe for free, contact NATM Marketing Director Savana Morrison at Savana.Morrison@natm.com. NATM revamped The NATM Insider for 2020. Due to demand, additional advertising spots are now available to NATM members. Contact Tracks Editor Elizabeth Moore at Elizabeth.Moore@natm.com for more information.
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Refer Your Dealers to NATM's Dealer Program
Tracks
Refer Your Dealers to NATM's Dealer Program By Meghan Ryan, NATM Assistant Director
The National Association of Trailer Manufacturers (NATM) has been committed to trailer safety for more than 30 years. While NATM has long worked with trailer manufacturers, industry suppliers and service providers, trailer safety can only be improved through dealer interaction and consumer education. The NATM Dealer Affiliate program is an opportunity to unify the trailer industry and improve trailer safety. As NATM members who have committed time and resources to participate, you are the best advocates for the value in belonging to the Association.
the next frontier. NATM needs members to help connect their dealer network with the NATM Dealer Affiliate program. The Association knows its members are busy, so NATM has created a Dealer Affiliate referral program to recognize those efforts. NATM has even made communicating with dealers easier with an outreach kit filled with easy-to-use templates to save you time. Tier 1: 1 - 4 Companies Referred •
One free half-page ad in Tracks magazine
•
Buy one, get one free convention registration (limit three)
Tier 2: 5 - 9 Companies Referred Growing NATM’s educational reach, improving trailer safety, and supporting trailer dealers as a vital part of the industry is
Vin-eze
A Division of PMCS, Inc.
Easy to use VIN Software
Source for software, labels and Certificate of Origin
•
One free full-page ad in Tracks magazine
•
One complimentary convention registration
•
One complimentary Dealer Summit Registration
Tier 3: 10+ Companies Referred •
Two free full-page ads in Tracks magazine
•
One complimentary convention registration
•
One complimentary Dealer Summit Registration
•
Company entered into raffle for a one-year complimentary NATM membership
Companies must inform NATM of their referral on the Dealer Affiliate Application in the space provided on the form for a referral to be counted. For more information, contact Assistant Director Meghan Ryan at Meghan.Ryan@natm.com.
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For members who can’t commit additional time to contacting their dealer network, NATM is also collecting contact information for trailer dealers across the country in order to distribute safe trailering resources and discuss affiliation. For every 50 dealer contacts that your company sends to NATM, you can receive a $100 discount on advertising with NATM! Those interested should contact Meghan Ryan at Meghan.Ryan@natm.com for the required information.
*Please note, all incentives are available for 12 months following the convention or the following year’s convention. Any incentives not used will expire. www.NATM.com
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Statistically Speaking; Share your Expertise! NATM Calls for Educational Articles
Tracks
Statistically Speaking
By Jeff Jones, Statistical Surveys
Registration for the light- and medium-duty trailer industry was up 16.8 percent in June 2020. Below are the details of the market's performance for the five trailer segments as reported by Statistical Surveys. Trailer Type
April 2020
Jan.-April 2020
Boat 32.6 % -3.3% Enclosed 4.9 % -17.1% Horse -3.7 % -18.4 % Livestock
-5.8 %
-17.3 %
Open 14.9 % -12.9 % Industry
16.8 %
The following are the top five states in sales growth for all trailer segments for the first six months of 2020. Ranking State Percent Growth 1 Utah 19.9 % 2 Arkansas 13.1 % 3 Mississippi 11.5 % 4
South Dakota
5.0 %
5 Idaho 4.3% Industry registrations for the first six months of 2020 were down 12 percent from 2019.
-12.0 %
Please note that Arizona, New Jersey and Oregon are experiencing data delays. The data will be placed in the correct month once it’s received.
If there are any questions or if Statistical Surveys, Inc. can help, contact Jeff Jones at jjones@statisticalsurveys.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.
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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•
Welding
•
LEAN manufacturing
•
Quality control
•
Technology
Discover your options. call 865-251-9193 or visit brakequip.com/trailer
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.
Members have shown interest in learning more about the following:
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 Tracks Editor Elizabeth Moore at Elizabeth.Moore@natm.com or call (785) 272-4433. www.NATM.com
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Tracks Advertising Opportunities Available
Tracks
Tracks Advertising Opportunities Available By Elizabeth Moore, NATM Tracks Editor Placing advertising in front of trailer manufacturers and dealers is one of the easiest and most effective benefits of NATM membership. Advertising in the bimonthly Tracks magazine, on www.NATM.com, the annual NATM Convention Program and the Online Membership Directory & Buyer's Guide is easy: simply send in your advertising contract and a PDF of the artwork and then NATM will send you an invoice once your ad is sent to print in the publication of your choice.
magazine or advertising notices, please let NATM know, and you will be added to the mailing list.
It is free for NATM members to upload their company logos and update company information on NATM's online Membership Directory, and your listing can be edited.
If you have any questions or concerns about advertising or Tracks magazine, contact Tracks Editor Elizabeth Moore at Elizabeth.Moore@natm.com. NATM encourages members to submit suggestions for Tracks article topics and welcomes submissions for member spotlight articles.
If you, or someone you know, would like to receive Tracks
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61
TIG Welding Training: Tips, Technologies and Safety
Tracks
Specific to TIG welding, welders should be certain their helmet darkens to the recommended ANSIZ49.1:2012 shade guide of 10–14, pending the arc amperes output.
TIG Welding Training: Tips,By Karena Technologies and Safety Dyer, welding safety and health product manager, and
Mark Kadlec, weld technician/engineer, Miller Electric Mfg. LLC TIG Welding Tips and Technologies
As the industry continues to face a shortage of skilled labor, training new welders has become an increasing necessity for companies. For welding operations focused on TIG welding, training is a greater challenge since the process is considered to be the most difficult to learn. However, some key best practices and new technologies can help.
In some cases, the welders learning TIG welding may already have experience in another process such as MIG or stick welding. This experience can expedite the TIG welding learning curve, since the welders will have an understanding of welding fundamentals, such as gun or torch angles and travel speeds.
Along with teaching new welders how to TIG weld, it’s also
Further establishing these skills, along with reliable hand-eye
critical to instill a solid knowledge about welding safety. From
coordination, is critical to TIG welding success. For those
the use of proper personal protection equipment (PPE) to
entirely new to TIG welding, patience and practice are of utmost
ensuring a safe, clean work environment, new welders must
importance.
understand how to safeguard themselves and others while welding. 62
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TIG Welding Training: Tips, Technologies and Safety
Tracks
In both cases, starting slow is a good first step. Trainers should
Some new TIG welding power sources or multiprocess machines
consider having new welders start by working on a simple
feature preset functions that eliminate the guesswork when
operation. Tacking small pieces together can give welders a feel
setting welding parameters. For example, the welder can select
for holding the TIG torch, as can creating autogenous welds—
material thickness, and the machine will set the balance of
joining two pieces of metal together without the addition of a
frequency and amperage automatically, making it easy to start
filler metal. Autogenous welding provides a sense of how to
welding right away.
control heat input, establish appropriate travel speeds and read the weld pool, while also encouraging good hand-eye coordination.
TIG Welding Safety
As a next step, welders can try welding an inch or two at a time
In addition to training new welders on TIG welding techniques, it
with a filler rod on a flat plate before attempting an actual joint.
is absolutely necessary to teach them about welding safety.
As welders gain more confidence and start to weld on joints, they
Using quality PPE and employing safe welding practices must
should consider these tips:
be a top priority. Welding PPE includes, but is not limited
1. For the best results, hold the TIG torch at 70- to 80-degree angle. Tungsten distance to the workpiece is usually equal to tungsten diameter. 2. New welders should experiment with controlling the heat input using the foot pedal to gain control over weld pool size, which is determined by material thickness and amperage.
to, eye, face, hand and body protection. In addition, welders should understand the importance of having a clean welding environment. It should be evaluated to ensure appropriate ventilation and respiratory protection. A welding helmet is one of the essential pieces of PPE for any welder. The welding helmet provides vital protection from infrared and UV light while still allowing the welder to see the arc clearly enough to create a quality weld. Safety and
3. After practicing autogenous welds, take the next step in TIG welding by adding filler metal. Hold the rod so it rests horizontally at approximately a 15-degree angle to the workpiece. Gently but quickly dab the filler metal in the weld pool after heating up the base material, and keep a consistent travel speed. 4. Keep practicing! Remember, not only are new TIG welders learning how to hold the proper torch angle and manage the filler rod, but they are also learning to control the current level during the process. As a side note, welding on mild steel, aluminum and/or stainless steel, particularly thicker sections (1/8 inch or greater), is ideal for learning to TIG weld. In addition to employing these best practices for new TIG welders, investing in the right welding technology can help simplify the training process. Today’s inverter-based power sources, particularly when used in AC mode, offer better directional control of the arc than older transformer machines, and they provide balance and frequency adjustments to improve performance. They can help ease and expedite the training process.
www.NATM.com
Some new TIG welding power sources or multiprocess machines feature preset functions that eliminate the guesswork when setting welding parameters. For example, the welder can select material thickness and the machine will set the balance of frequency and amperage automatically, making it easy to start welding right away. September/October 2020
63
TIG Welding Training: Tips, Technologies and Safety
Tracks compliance are foundational features of any helmet. In the United
It is also critical that the apparel is comfortable. Apparel that is
States, welding helmets need to meet ANSI standards.
too big or small can decrease performance and increase the risk
Specific to TIG welding, welders should be certain their helmet
of injury.
darkens to the recommended ANSIZ49.1:2012 shade guide of
As with any welding process, making sure new TIG welders
10–14, pending the arc amperes output. With low amperage TIG
know that wearing the best protection for the application is
welding, welders may consider selecting a helmet that offers
critical. It not only helps reduce injuries and downtime, but
optic enhancement to gain a better view of the weld puddle.
it also helps ensure optimal performance. If the protection is
Train new TIG welders to always wear safety glasses under the welding helmet.
comfortable, has a good fit and provides the necessary protection, the welders will keep it on—increasing productivity and compliance.
Welding jackets, gloves and apparel can be found in every
Other Considerations
welding facility, but not all products are created equal. It is important to select protective welding apparel made of materials
Companies may continue to face a welder shortage for some
that will perform best according to the specific application. This
time. In addition to providing new welders with hands-on TIG
apparel should be rated and meet the appropriate OSHA/ANSI
welding training, offer other resources to build their skills. Many
and NFPA standards. TIG welders may want to consider a lighter-
equipment manufacturers have valuable training manuals and
weight jacket, because they will not be subjected to as intense
tutorials on their websites, as well as safety information. These
heat as with other processes, and the lighter material will allow
materials can help new welders gain additional knowledge to put
greater dexterity.
to work as they are learning the TIG welding process.
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Needs Analysis Robotic Welding Systems Reasons for Purchasing (Check All That Apply) o Decrease Expenses, Increase Profits o Production Increase o Quality Issues o Trades People Issues o Safety Issues o Other
Add a comment:
Financial Considerations o CAPEX Budget(USD$) Select One o ROI Expectations o Purchasing Method Select One Select One o Time Frame Parts or Components Dimensions Dimensions Min LXWXH Material Thickness Weight
Choose UOM: Select One Max
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*Do you have the right people to train, operate, program and maintain the system?
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Welding Parameters o Part welded from one side or needs to be rotated o Sub-assemblies welded first or weld complete assembly o Tacked before welding or parts are fixtured and welded o Fixture fabricated in-house or fabricated by integrator.
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Material o Mild Steel and Steel Alloys o Stainless Steel o Aluminum o Exotic Metals
Shapes
Robotic Welding Fabrication for Trailer Manufacturers
Tracks
Robotic Welding FabricationBy for Trailer Manufacturers Steven Saumier, Director of Business Development, SUMIG USA
For many years, the automotive industry was the largest purchaser of robotic welding systems. They competed with global car manufacturers which had lower manufacturing costs due to low wages and government incentives. However, robotic welding systems sales have increased dramatically across many other segments, including trailer and industrial fabrication. Switching to robotic welding fabrication has become more important due to global competition.
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Automation Benefits:
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• • • •
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• •
• • • • • •
Improve product quality, consistent results Consistent weld profiles Reduction in parts costs and operational costs Better utilization of human resources Improve safety and work environment Increase manufacturing flexibility and add more parts in-house Improve quality of work; less after-work cleanup Reduce waste and product failure costs Increase parts throughput by 30 percent–65 percent Accuracy of data collection and cost analysis ROI in 18 months or less Increase profits and cash flow
www.NATM.com
There are many positives to moving welding fabrication from manual welding to robotic welding. Each organizational tier within a company has their own needs, conceptions, pros and cons of implementing robotic systems. Owners and executives are not sure of the true return-on-investment but need to reduce costs to remain profitable and budget for the capital investments. Shop managers are worried about disruption in productivity and utilization and tradespeople worry that they will become redundant and lose their jobs. The first step is to gather relevant data such as information on the present fabrication process, costs and weld cycle times. A comparison can be evaluated to determine ROI and efficiency increase. A good integrator partner will analyze the data, compare it to their system analysis and propose the best cell system and resulting benefits. They will not over-promise as they must guarantee the system will work based on the project scope agreements. It is important that all three levels of the organization are involved in the project and understand the benefits. Integrating the right system can have many positive effects throughout the organization in addition to ROI, safety and increased productivity. Cost reduction can be achieved by hard and soft expense savings. If it took two or more welders to weld a trailer, the hard cost savings is compared against one operator. You can purchase material and consumables at better pricing. For example, instead of 30 or 40 lbs. wire spools, you can now buy in drums, 200–500 lbs. Additionally, organizations may consider moving from single gas cylinders to PAKS or even liquid tanks with a mixer. These are only a few examples of how trailer manufacturers can reduce costs and benefit from hard and soft savings. September/October 2020
67
Robotic Welding Fabrication for Trailer Manufacturers
Tracks One trailer manufacturer in Utah that chose to switch to robotic welding nearly doubled the output of their standard trailer and was able to start domestically manufacturing a low-cost trailer whose production was based originally in China. Workers that once had to work on their standard high production line could now focus on specials with a higher return, as well as work in a less stressful and safer environment. Employees could also be trained or utilized in other functions without the costly expenses of hiring new employees and training them. A trailer manufacturer in Texas wanted to significantly increase and streamline production. The problem was finding willing and qualified tradespeople capable of sustaining high production with consistent quality. By slightly changing the design and using robotic welding stations to perform different functions, the company developed a manufacturing line that moved trailer
frames through welding stations, paint, final assembly and to shipping. The company was able to increase trailer throughput and profits and could compete with anyone based on their new cost point. Both these companies and others look to robotics to help with employment issues which includes the difficulty of finding qualified people at competitive wages willing to work in these environments. Before the shift to incorporate robotics, one company was training one to two new hires a month, and most left within three months. There are different methods to calculate ROI and cost improvements for every company. Below is a simplified cost calculator based on units produced:
Cost Reduction Example If two welders are earning $20.00 an hour and assembly and weld time per trailer is 1.5 hours, it works out roughly to $78.00 per trailer labor cost. You pay for an 8-hour shift and they work 7 hours due to breaks. The MIG welding efficiency is around 60 percent for manual MIG, and current daily output is three trailers per shift. 20 Ft. Manually Welded Trailer Cost Example: Welders per trailer: 2 Labor Rate: $26.00 /hrs. (Hourly Rate: $20.00 Plus 30% for benefits) Hourly Efficiency Per Shift: 4.5 Hrs. (8 Hrs. Shift, work for 7 hrs. @ 60% max efficiency) Weld & Assemble Hours Per 20 Ft. Trailer: 1.5 Hrs. Daily Trailer Output: 3 Labor cost per trailer: 2 X $26.00 X 1.5 Hrs.= $78.00 20 Ft. Robotically Welded Trailer Cost Example: Operators per trailer: 1 Labor Rate: $19.50 /hrs. (Hourly Rate: $15.00* Plus 30% for benefits) Daily Efficiency Per Shift: 6.0 Hrs. (8 Hrs., work for 7 hrs. @ 90% efficiency) Weld & Assemble Hours Per 20 Ft. Trailer: 1 hour Daily Trailer Output: 5 - 6 Labor cost per trailer: 1 X $19.50 X 1 Hrs.= $19.50 *Operators are usually paid less than skilled and approved tradespeople. Summary 2 – 3 trailers per shift increase! Labor savings of $58.50 per trailer
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Robotic Welding Fabrication for Trailer Manufacturers Manual MIG welding efficiencies run in the range of 30 to 60 percent due to part size, weld applications, welder skills and shop layout. Robot welding efficiencies can be significantly increased
Tracks •
Production targets: one robot versus multiple
•
Welding application: aluminum versus steel
over manual welding by faster arc-on speeds and consistent
Knowing current costs versus system needs allows the integrator
quality welds. Long welds can be made without interruption and
partner to develop the system equipment and options to meet
higher speeds can be achieved with flux-cored wires or solid at
the project scope. A typical proposal will describe the system
higher deposition rates. Robots can move over 1,000 mm per/sec
and equipment proposed, as well as installation and setup costs,
in arc-off movement, so it can travel to all welding points faster,
training, warranty and technical support costs. Typical delivery,
which is important as “time is money”.
installation, and training from order date range 8–14 weeks for
Researching automation requires a complete understanding of present process and costs from cutting, assembly, welding,
up to 30 ft. wide systems. To access a Needs Analysis for Robotic Welding Systems, visit www.sumigusa.com. About the Company
cleanup and painting. This will give a data base to build from to determine what robotic system would work best and achievable ROI.
SUMIG USA robotics is uniquely positioned to offer a variety of robotic welding system solutions and services. Sumig provides
Robotic system costs are determined by a few key factors, and
complete turn-key welding systems, integration and support.
that is why all three tiers of the team should develop the project
Welding and cutting robotics are Sumig’s focus and are powered
scope together. This allows input from different departments and
by their experienced robotic welding engineers and technical
focuses on what is needed versus what is wanted. Choose what
team. SUMIG USA is a family-owned and managed global
parts to automate: high volume, low mix or low volume, high
manufacturer of premium welding equipment and supplies since
mix, concentrate on the 80/20 rule, etc.
1980.
Robot System Cost Considerations:
For more information about robotic welding applications, or
•
Part size and weight: 20 ft trailer versus 40 ft trailers
•
Welded from one side: two sides or a part needs to be
to request a quote on custom robotic systems, contact SUMIG Robotics at (800)-503-9717, email sumigusa@sumig.com or visit SUMIG USA’s website at www.sumigusa.com.
rotated •
Options required: part finder, or seam tracking vision systems
www.NATM.com
September/October 2020
69
Demand for Mobile WiFi Connectivity is Here For the Long Haul
Tracks
Demand for Mobile WiFi Connectivity is Here For the Long Haul By The NATM Technology Committee
As consumers become more accustomed to a life connected to the internet, car and truck manufacturers have been actively integrating technologies into their products for the last several years to follow the trend. Today, trailer manufacturers are met with frequent requests to include WiFi connectivity to a growing list of build specifications. While WiFi connectivity demand for trailers might have been born out of the RV industry, the need for mobile connectivity spans far beyond into cargo, horse and open trailers.
devices has consumers requesting trailer manufacturers and dealers install mobile WiFi devices to their trailers.
From a rodeo team looking to connect to the internet to complete school assignments between events, or a farmer looking to collect crop information from instruments miles away, to the foreman on a construction site looking to check schedules or track progress on the project, being able to connect to the world from anywhere is now needed everywhere in society.
miles as users drop their trailers and get to work or fun.
Further, the rapidly expanding Internet of Things (IoT)— including the billions of physical products around the world connected to the internet that collect and share data—aid businesses and the average American in making faster, more informed decisions. Connected devices that are part of the IoT include lightbulbs that can be turned on with a smartphone app and components on trailers such as app-connected air conditioners, auto-starting generators and tire pressure monitoring systems. Having the ability to connect to these
An example of a black Winegard product.
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September/October 2020
Mobile WiFi routers transform cellular connections into a private WiFi signal for different devices. These routers are often paired with existing cellular data plans or may come with companyspecific data plan options. Some mobile WiFi devices are built to connect to existing WiFi sources and strengthen the internet signal from further distances. Furthermore, many companies offer extenders that increase the range of coverage up to a couple of
It is important to note that consumers often expect the same level of connectivity and signal strength from mobile WiFi units that they get at home or work. However, because these routers either extend existing WiFi signals or utilize cellular data, consumers should be prepared for the same challenges they face using cell phones. Signal strength depends on multiple factors and can result in intermittent connectivity and even outright signal loss. Trailer manufacturers and dealers would be wise to remind consumers of the limitations of WiFi functionality in an effort to set accurate expectations and prevent complaints from frustrated customers.
An example of a white Winegard product. www.NATM.com
Demand for Mobile WiFi Connectivity is Here For the Long Haul
Tracks There are a number of products available in the market, including KING WiFiRanger and Winegard, to name a few. When looking to select a system, determining the range, speed and setting—indoor, outdoor, or indoor/outdoor—are all critical considerations. Further, determining whether the unit should capitalize on existing WiFi or needs to work using cellular data are also important considerations. For any device designed to utilize cellular data, looking at which cellular providers are supported by the device will be key. Other Considerations in WiFi Product Selection: •
•
• •
•
• • •
Does the service offer a “pay as you go”, no contract option, for data? If the customer doesn’t use the trailer very often, it might make more sense to choose a “pay as you go” option versus adding to the customer’s monthly cellular bill. Has the product been certified with cellular carrier(s)? If it hasn’t been certified, there could be issues with service or not being able to add the device to your carrier. How many devices can be supported? Some systems limit the number of consumer devices they support. What is the range on the hotspot, and what range does the user need covered? Inside devices versus outside devices will have differences in the speed and distance for connecting devices. Does it work as both a WiFi Extender and 4G LTE Extender (hotspot)? Options that offer both allow customers to use free WiFi when available and the 4G LTE service when WiFi is not available. How easy is the product to use? Does it offer a mobile app? How many antennas are used, and what is the gain of the antennas used? (Antennas aid in better performance.) What is the company’s warranty? Installation Process
Installation varies depending on what product the customer chooses. For example, Winegard’s current offerings require a rooftop unit for enclosed trailers, power sourced from an AC power outlet or a hard-wired 12V DC power cable. In the RV industry, many companies are now pre-wiring for this connectivity. WiFiRanger offers both AC and DC power connectivity and estimates installation time to take one person anywhere from 30 minutes to 90 minutes to install depending on the package and the trailer/unit. www.NATM.com
RVs are the main target of these wifi and cellular data products.
While installation is fairly straightforward, the mobile WiFi space is primarily geared toward the RV industry at this time, with many products requiring an indoor and outdoor unit and prewired power. What’s Next? While the industry is seeing the beginning demands of mobile WiFi, this is one small step toward what may become standard. With the introduction of 5G technologies, this connectivity is expected to not only expand but speed up significantly. Right now, 5G is only available in some large cities, but as consumers continue to demand improved service and increased speeds for downloads and uploads, the 5G network is set to expand. Much remains unknown about the future of 5G, but even if it does not entirely replace the current 4G LTE, 5G promises to augment that connection at the very least. As companies continue to look for ways to maximize packages and improve connectivity between tow vehicles and trailers, mobile WiFi connectivity will be paramount. At the same time, WiFi connectivity will also be an integral to continuing to improve trailer safety. Data collection, even remotely, can alert users to unknown issues and aid in the proactive resolution of issues before they result in roadway stoppages or accidents. Further, companies are fast approaching a complete trailer monitoring system, which would link together what has been a series of individual systems like tire pressure monitoring systems and lighting and expanding into new monitoring systems such as brakes. These mobile units for WiFi connectivity are just the beginning swell of the future wave.
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Stout Conveyors, LLC Features Telescoping Conveyors
Tracks
Stout Conveyors, LLC Features Telescoping Conveyors
By Nick Bardall, Stout Conveyors Co-Founder, Owner
Stout Conveyors, LLC. is a new equipment manufacturing company specializing in mobile conveyors. The original model— the TC-50—is the first of its kind in the towable telescoping conveyor market. From a scratch-paper sketch in 2017, to a patented prototype in 2019, many would say it’s come a long way in two years, but co-founders Jon Fike and Nick Bardall would agree—this is just the beginning. As sales and manufacturing ramp up for the TC-50, new designs are on-deck for development. Within the next five years, their goal is to have multiple mobile unit styles capable of serving a variety of needs in the material placement industry. The TC-50 difference is its compact size, 240 degree range of motion, 50 foot reach and notable ability to quickly move large quantities of material.
A design of the TC-50 in black and white sketch.
Fike and Bardall making late-night adjustments to the prototype, just hours after their vision rolled off the assembly line.
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www.NATM.com
Stout Conveyors, LLC Features Telescoping Conveyors
Tracks
A bobcat loads the TC-50 with material.
The TC-50 is set up next to a house, ready to start work.
Although compact, the TC-50 moves material 100 cy/hr! Approved material—mulch, sand, aggregate and concrete— can measure up to 4 feet in diameter. The TC-50 is great for residential or commercial work and can be hauled behind a large pickup truck. The versatility of this design has been a benefit to companies in excavation, water proofing, concrete and landscaping.
Fike was born and raised running equipment, surrounded by his family’s construction business. Nick Bardall is chief of the brand and business development efforts. It is critical to him that they cultivate a company and culture that serves and empowers others; their product should undoubtedly do the same. Bardall grew up in a small town, the son of generational farmers with the belief, “You work hard, respect and enjoy what you have.” Their combined professional experience is in construction management, with extensive experience in excavating, concrete, and general contract work.
The concept continues to prove itself week after week. Todd Hopgood, a Project Manager at Forenberry & Ricks, can attest, “This conveyor is an intelligently engineered piece of equipment. It’s got great reach, operates seamlessly, and what would have been a labor-intensive four-day slab prep and backfill project, turned into just one. The conveyor has probably been the most useful piece of equipment on-site to date.” Stout is energized by efficiency, and even more, an opportunity to genuinely help others.
Fike and Bardall are currently working to expand their dealer market and establish relationships with current and potential customers. The TC-50 is available for rent, lease, or purchase. If you are interested in learning more about Stout Conveyors, LLC., visit their website at www.stoutconveyors.com, or follow them on Instagram @stoutconveyors.
Jon Fike serves as the lead for all research and development, dialed in to every square inch of the engineering and design.
The TC-50 in action. Debris can be seen falling off the end. www.NATM.com
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Midsota Manufacturing: Nearly 50 Years of Growth
Tracks
Midsota Manufacturing: Nearly 50 Years of Growth
By Skylar Uphoff, Midsota Marketing Coordinator
Midsota Manufacturing Inc. has come a long way from its birth as a welding company in 1971. Located in Avon, Minn., its roots run deep in the agricultural community. Midsota began by building essential farm equipment such as skid loader attachments and dump wagons. These products were built to handle the everyday use farmers demand of their equipment, so they can spend more time farming instead of repairing equipment. Midsota has held onto that mindset through the years and injected that same belief of quality into trailer lines including commercial dump trailers, equipment trailers, tilt bed trailers and utility trailers. This allowed Midsota to expand their customer base from professionals in fields such as construction and landscaping, all the way down to individuals simply looking to transport their small equipment. Today, Midsota’s extensive trailer line includes 36 models and with new models coming out every year, that number continues to grow. Midsota embraces the word “custom” and encourages their dealers and customers to ask questions in order to find the perfect trailer for each individual or application. Each model offers an extensive list of options and Midsota is never scared to build “off the page” in order to find the best fit for each customer.
One of Midsota's dump trailers staged in position for dumping.
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Some of the more distinctive trailers that Midsota manufactures as a standard unit are the FFRD Series Versadump and the SLE Series Tilting Enclosure. The FFRD Series stands for “Flat Front, Rear Dump.” It combines the equipment hauling capabilities of a flatbed trailer and the material handling abilities of a heavy-duty dump trailer. The SLE Series is a hydraulically-powered tilting bed with an enclosure built on top. Imagine a cargo trailer built heavy enough to handle equipment such as skid loaders, scissor lifts and fork lifts, while also having a tilting bed that provides a low bed angle for smooth loading and unloading. Models like these set Midsota apart in the trailer industry. Midsota has seen a great deal of growth over the last few years and this can be attributed to a quality product, great customer service and their continued drive to be a leader in the always changing trailer industry. In order to accommodate the increased demand for Midsota products, they have added quality employees and advanced facilities and equipment. In May of 2014, Midsota purchased a second facility in Avon, Minn. In 2018, Midsota completed construction on another facility at their newly purchased site. These two expansions have added over 80,000 square feet of manufacturing space. To fill this added space, Midsota has acquired and built a number of pieces of equipment in order to automate the production process. These pieces of equipment include two additional traveling arm dual turn table robotic welding cells, 3D robotic plasma cutting arm, automated engineered beam welding system, a dual arm welding cell which operates on an 80 ft track, continuous Recycling Steel Media Blast Booth and a State-of-the-Art Graco Plural Component Painting System. Midsota now uses all three facilities to manufacture some of the best trailers in the industry. In 2019, Midsota Manufacturing had its best year to date. Its continued growth has allowed owners Tim Burg and Joel Bauer to employ over 130 local employees. It has also allowed Midsota to give back. In the fall of 2018, Midsota auctioned off a one-ofa-kind FBGN Series with a Conestoga Tarp System. This auction www.NATM.com
Midsota Manufacturing: Nearly 50 Years of Growth
Tracks
Two bobcats are loaded onto a Midsota trailer.
A Midsota dump trailer is being filled with dirt,
raised close to $50,000 which was donated to organizations dedicated to fighting childhood cancer. These organizations included the American Childhood Cancer Organization and the Nicholas P. Koenig H.E.R.O Foundation. This is one of the many acts that contributed to Burg and Bauer being awarded the St. Cloud Area Chamber of Commerce Small Business Owners of the Year. Midsota is dedicated to improving the trailer industry and has been a member of the National Association of Trailer Manufacturers for over 15 years. In 2019, Midsota owner Bauer began a three-year term on the Board of Directors of NATM. This gives Bauer the opportunity to share his expertise as a trailer manufacturer and expand his knowledge of the trailer industry as a whole. Midsota Manufacturing has also been a part of NATM’s compliance program since its onset, to be sure every trailer being produced by Midsota has the processes in place to meet National Highway Traffic Safety Administration standards. With dealers and customers already in many states and Canadian provinces, Midsota hopes to continue to expand in coming years.
Many Midsota dump trailers of varying colors are lined up in a row.
“We don’t look for dealers to sell our products; we look for business partners that we can team up with to grow each of our businesses and succeed together long term,” said Bauer. The goal for the coming years is to continue producing high quality innovative products, while still keeping the small business feel and customer satisfaction that started nearly 50 years ago. For more information, visit www.midsotamfg.com or contact the company directly at (320) 356-2407. A bobcat is being loaded onto a Midsota trailer. www.NATM.com
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Polar King: A Cool Way to Increase Your Bottom Line
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Polar King: A Cool Way to Increase Your Bottom Line
Submitted By Nicole Singer, Tippman Affiliated Group
From catering companies and restaurants seeking a refrigerated trailer solution, to farmers that need to transport produce—meat, dairy and other perishables—the demand in North America for an efficient 110V, commercial-grade, yet affordable solution to refrigerated transport has not been addressed until now. Refrigerated transport in North America has typically meant large and expensive “reefers” running diesel-powered refrigeration units on trucks and semi-trailers. These solutions work well, but they are not for everyone. The small business owner, the hunter and many others simply cannot afford, nor do they need or want such over-dimensioned refrigerated transport solutions. After careful consideration of the needs of the market, Polar King International is launching Polar King Mobile (PKM)—a new business unit committed to providing world-class small refrigerated trailers from 8 to 16 feet in length.
“We feel that nothing like this has been available in North America—Polar King Mobile is committed to proving a quality product, a business tool and a productive asset that will pay for itself many times over. In other words, all effort is being made to develop a solution that is affordable and workable for all Polar King Mobile publics,” states Christian Aitken, Polar King Mobile Executive Vice President. “This is truly a new business opportunity for trailer dealers looking to rent, lease or sell refrigerated trailers,” added Aitken. Polar King Mobile trailers are designed and engineered specifically for outdoor use. Furthermore, Polar King's 100 percent seamless fiberglass design provides a continuous surface that keeps the insulated structure completely intact and free of moisture damage and bacteria formation. Plus, all the interior corners are rounded to ensure a sanitary environment. The National Sanitation Foundation (NSF) approved flooring system
Three different sizes of Polar King Mobile on display.
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www.NATM.com
Polar King: A Cool Way to Increase Your Bottom Line
Tracks “Trailer dealers that are looking for something new and exciting that will add value to their business, should get in contact with us right away,” shared Aitken. Initial Portfolio of Trailers:
A Polar King Mobile trailer in a parking lot.
provides a non-slip durable finish which greatly reduces the risk of slips and falls. As a completely seamless unit, it can easily be cleaned with a hose without damaging the insulation. “We’re known for providing top-quality products and unparalleled customer service,” shared David Schenkel, president of Polar King. “Polar King maintains an exceptional reputation in the walk-in cooler and freezer business, and that same reputation is invested in our new Polar King Mobile Trailers.” Conventional metal and steel exteriors are conductors; thus, they absorb and store heat. This requires the refrigeration system to work overtime, causing maintenance issues, increased electricity consumption and ultimately reduced longevity. However, Polar King uses a fiberglass exterior design that absorbs very little heat because of natural properties against conductivity. With this unique design, Polar King is able to avoid many issues that convential metal and steel exteriors pose.
•
6’ x 8’ (336 Cubic Feet)
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6’ x 12’ (500 Cubic Feet)
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6’ x 16’ (600 Cubic Feet)
1. The trailers will have commercial quality refrigerator doors 54 inches wide—suitable for pallet loads. All hardware will be professional grade. 2. Single axle on the 8- and 10-foot trailer and double axles on the 12, 14 and 16. Brakes are planned on all wheels. The trailer design is all-new, modular, light, strong and built for the road. 3. Polar King structure is built using patented design of a one-piece, 100 percent weatherproof seamless interior and exterior finish. 4. Minimum R-Value 26. 5. Powered by German-made GOVI arktik 2000US refrigeration unit now rated at 0F (-18C) to 50F (10C) that runs on 15 amps and 110V and is suitable for up to 700 cubic feet of refrigerated space, installed and tested by Polar King Mobile. For more information about NATM Member Polar King, visit www.polarkingmobile.com, contact Christian Aitken at Christian.Aitken@polarking.com or call (866) 586-2051.
“We can go into very specialized options. The sky’s the limit. Whatever the customer can imagine, we can build,” said Schenkel. “We have a robust quality control program at Polar King to ensure that our product meets our quality standards. By offering dealer training and technical support no one else can, we can provide top products and outstanding customer service,” remarked Schenkel. By creating a new segment in the trailer industry, Polar King Mobile hopes the excitement of a new product that can be used by various end-users will open opportunities to dealers in search of something new.
www.NATM.com
A Polar King Mobile trailer parked in a warehouse. September/October 2020
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Badger Abrasives and Welding Products Hoof Grip Pathway Trailers, LLC Norbord, Inc. LED Lighting Inc Valcrum Fastway Trailer Products Vintage Trailer Works Inc. D-Lite CrashPad Trailer Hitch Guide LLC Superwinch Group, Inc.
Premier Pump & Power, LLC Stoutco Inc Huth Ben Pearson International LLC Steel of West Virginia Darkhorse Cargo, Inc. On1Design LLC Affordable Trailers TOWKING Western International Inc. Warn Industries, Inc. Buck Dandy Co., Inc. Torklift International
Meghan Ryan Now Serving as Membership & Events Contact
Tracks
Meghan Ryan Now Serving as Membership & Events Contact By Elizabeth Moore, NATM Tracks Editor NATM is excited to announce that Assistant Director Meghan Ryan will serve as the Membership and Events contact for the Association. She will be the main point of contact for NATM members and prospective members and will help develop educational programs that recruit and retain companies. In addition, she will plan and execute NATM’s Annual Convention & Trade Shows and now serves as the main point of contact for booth sales and sponsorship opportunities. Meghan received her undergraduate degree in political science at Washburn University and her master’s in Public Health: Administration & Management at the University of Kansas. Over the last eight years at NATM, she has progressed from Tracks editor, to Quality Representative, Communications Director and finally Assistant Director. “I celebrate my eighth year with NATM this September, and it has been a fantastic journey spearheading the magazine. But I am ready for new challenges and to learn new skills. I’ve gotten to know the industry and members during this time, and it is such a great group of people. I am really looking forward to further developing those relationships and better understanding the challenges our member companies face in order to improve membership benefits.” With her public health background, Meghan looks forward to furthering NATM’s efforts to improve traffic safety nationwide through trailer safety interventions. These interventions include the NATM Compliance Verification Program which keeps members informed of regulations, standards, and best practices; as well as the annual nationwide Trailer Safety Week. Additionally, she feels it is crucial to solidify NATM’s relationship with trailer dealers as part of its trailer safety efforts. “My final capstone project for my master’s degree was focused on addressing trailer safety initiatives within the traffic safety realm,” said Ryan. “The core issue I identified through the community needs assessment was trailer dealers’ lack of education and easy access to reputable information that they can not only educate their own staff with, but also pass along to their customers. Fortunately, NATM already has great information to share. We just need to have a direct link to trailer dealers in order to efficiently deliver the information for them to share with end-users. I am looking forward to expanding our Dealer Affiliate program to do just this.” Welcome Meghan Ryan to the new position in the Association by phone at (785) 272-4433 or by email at Meghan.Ryan@natm.com.
www.NATM.com
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NATM Expands Benefits in 2020
Tracks
NATM Expands Benefits in 2020
By Meghan Ryan, NATM Assistant Director
Membership renewal forms will be mailed and emailed to NATM members this November. The Association understands that its members are largely comprised of small businesses and that all members are methodical decision-makers when making an investment of resources. Further, recognizing that many companies have had a tumultuous year, NATM has decided to leave dues rates unchanged again in 2021. Despite this, the Association continues to grow its value-add proposition for members year-over-year, carefully allocating member resources to benefits and services the industry needs.
COVID-19: NATM is Here for You For many NATM members, this has been a difficult and uncertain time. NATM knows that members are getting creative about how to approach the myriad of new challenges that exist. NATM is working to help members navigate this time by providing resources and information promptly. In response to COVID-19, NATM has: •
Created the Guidance on Workplace Safety for COVID-19, which includes information from the CDC and OSHA. The document includes examples from similar industries to help members identify implementable safety protocols for the trailer manufacturing industry.
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Created a COVID-19 Resource Center on NATM.com, which is updated regularly so that members have access to the latest information and guidance when they need it most.
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Partnered with Marsh and McLennan Agency (MMA) and brought members and dealer affiliates a weekly COVID-19 webinar series intended to help the trailer manufacturing industry move forward.
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Surveyed members on the impact of COVID-19 to be used in advocacy efforts, as data points for participants and for the Association to evaluate its benefits moving forward.
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Adapted the NATM Compliance Verification Program to navigate travel restrictions and protect the health and safety of members and staff, while also continuing to help member companies ensure their compliance with applicable federal regulation and industry standards.
NATM Benefits Added in 2020 This year, NATM has maintained the many benefits members know and utilize, while also adding the following: •
Association Health Plan (AHP) for most NATM member companies.
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Continuing the Association’s 2019-2021 Strategic Plan focusing on industry growth, increasing brand awareness and continuously improving the NATM Compliance Verification Program.
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Hosting additional virtual educational resources online such as webinars and presentations.
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Growing the reach of Trailer Safety Week, including the introduction of strategic partnerships and access to additional resources.
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Devoting resources to marketing the NATM Compliance Verification Program and benefits of the Association to the industry as well as to end-users to grow value of the NATM Compliance Decal.
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Establishing the NATM Association Retirement Plan for member companies to offer their employees.
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Released the Dealer Compendium, a 300-page resource guide for trailer dealers that includes state laws, trailer safety information, end-user materials and certain applicable federal regulations to help close the gap of information that exists between manufacturer, dealer and end-user.
September/October 2020
NATM greatly values your membership, and 2021 promises to be another fantastic year to be an NATM member. For questions regarding your company’s membership or the renewal process, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or (785) 272-4433.
www.NATM.com
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Want to learn more? Contact Duane Moppin at Duane.Moppin@marshmma.com or 913.645.9760. DISCLOSURES This document is not intended to be taken as advice regarding any individual situation and should not be relied upon as such. Marsh & McLennan Insurance Agency LLC (MMA), Vestwell Advisors, LLC (Vestwell), and their affiliates shall have no obligation to update this publication and shall have no liability to you or any other party arising out of this publication or any matter contained herein. MMA and Vestwell are not affiliated. Any statements concerning actuarial, tax, accounting or legal matters are based solely on our experience as consultants and are not to be relied upon as actuarial, accounting, tax or legal advice, for which you should consult professional advisors. Any modeling analytics or projections are subject to inherent uncertainty and the analysis could be materially affecting if any underlying assumptions, conditions, information or factors are inaccurate or incomplete or should change. Securities offered through MMA Securities LLC, member FINRA/SIPC, and a federally registered investment advisor, Main office: 1166 Avenue of the Americas, New York NY 10036. Phone (212) 345-500. Variable insurance products distributed by MMA Securities LLC, CA 0k81142. Marsh & McLennan Insurance Agency LLC and MMA Securities LLC are affiliates owned by Marsh & McLennan Companies. l MMA Retirement.com
NATM Strategic Plan Update
Tracks
NATM Strategic Plan Update
By Kendra Ansley, NATM Executive Director
The NATM 2019-2021 Strategic Plan set forth by the Board of Directors is a tenacious plan for not only improving existing programming but expanding the value-proposition for members and advancing the mission of the Association. The plan, divided into three focus areas, represents a strong push forward for the Association with an eye on what has historically made NATM such a valuable industry organization. In the last 19 months, the NATM staff and select committees have been working on the numerous tasks that fill out the plan. While the Association has accomplished a great deal, much remains to be done. Focus Area One: Support Industry Growth Develop a dynamic program to support growth of the industry in the success of members, to include workforce development, technology and business services.
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What has been accomplished: • • •
Launched an Association Health Plan Recognized Women in Manufacturing Launched an Association Retirement Plan
What is coming: • • • • • •
Trailer technician training program Workforce recruiting and retention resources Quality programming/lean manufacturing guidance Increased HR content with an emphasis on webinar content Marketing education and resources for small businesses Young professionals’ program
www.NATM.com
NATM Strategic Plan Update
Tracks Focus Area Two: Be the Recognized Leader in Trailer Safety Establish robust initiatives that effectively raise awareness of the NATM brand, with a primary focus on consumers.
What is coming: • • •
Changes to the NATM recommended practices Improvements to enforcement practices Increased consultant training and education
What has been accomplished: • •
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Launched Dealer Affiliate Program Increased Dealer Affiliate Benefits o Dealer Compendium (see page 32) o 2021 Convention (see page 89) o 401(k) program (see page 83) Expanded Trailer Safety Week (see page 20) o Introduced of Champions and Partners o Increased participation–Allies grew 56 percent in 2020, reached 90,000+ individuals
What is coming: •
• • •
Expand Trailer Safety Week–expand content on TrailerSafetyWeek.com with an emphasis on video content Increase Dealer Affiliate benefits; incorporate dealer feedback in process Launch NATM Online Resource Library and Store Strategic marketing plan to include consumer awareness, membership recruiting and beyond
In July, the NATM Board of Directors voted to extend the Strategic Plan through 2022. With the Association needing to respond to COVID-19, the extension will give staff and committees more time to carry-out the plan fully. Further, the extension will allow the Association to release programs and resources when they will be most useful to members as feedback today is largely of an overwhelming backlog of work to be undertaken. The Association is looking forward to releasing many new programs and resources in the coming months that are sure to add value to members and affiliates. If you have any questions about the NATM Strategic Plan, existing programming, or future plans please contact NATM Executive Director Kendra Ansley at Kendra.Ansley@natm.com or (785) 272-4433.
EXPERIENCE YOU CAN TRUST, QUALITY THAT IS PROVEN. You know what you need to haul, Felling has the trailer to get it there. With over 100 years combined industry sales experience, we have the answers to your specialized trailer needs.
Focus Area Three: Maintain the Integrity and Raise the Value of the Compliance Verification Program Establish and execute an evaluation process aimed at maintaining the integrity and raising the value of the NATM Compliance Verification Program. Areas to be studied include recommended practices, inspection team training/resources and executing recommendations from legal counsel. What has been accomplished: •
•
Executed legal counsel recommendations o Instituted new software for real-time reporting o Created a new process that includes pictures in compliance reports for increased clarity o Created flow charts to clarify compliance program processes for members o Shortened extension process to more quickly get members into compliance Increased consultant training and resources o Instituted monthly training for consultants o Incorporated associate member visits to expand knowledge of component parts and their role in the trailer manufacturing process
www.NATM.com
Call 1-800-245-2809 | Visit www.felling.com | Email trailers@felling.com | Sauk Centre, MN September/October 2020
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Call for Nominations: Board of Directors
Tracks
CALL FOR NOMINATIONS BOARD OF DIRECTORS
By Kendra Ansley, NATM Executive Director
Nominations are now open for the 2021-2024 term of the NATM Board of Directors. Would you like to be a part of the future success of NATM, or do you know someone that would be a strong leader for the Association? For more than 30 years, NATM has been fortunate to be guided by committed and visionary members serving on the Board of Directors. It is because of these board members that NATM has a compliance verification program, responded to issues such as tandem towing and tariff challenges, created a national campaign to raise awareness of safe trailering and launched the Dealer Affiliate program. Through strategic planning, meaningful discussion and decisive action, the NATM Board is tasked with ensuring that the industry and the Association continues to thrive and grow. Nominations Process In accordance with the NATM Bylaws, the board of directors calls for nominations from the Association’s membership. Election of directors takes place by email ballot prior to the annual NATM Convention & Trade Show. Typically, the call for nominations goes out in September. Nominated candidates fill out a questionnaire which is reviewed by the nominations committee. The nominations committee, chaired by the current vice president, selects a slate of candidates for approval by the
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board of directors. Ballots are sent to all NATM Regular and Associate Members in December. Regular members (trailer manufacturers) elect the regular member directors and associate members (suppliers) elect associate member directors. Board Member Essential Duties and Responsibilities •
•
•
•
Attend all board meetings and committee meetings, training sessions and special meetings, as appropriate in accordance with the board participation policy (must be available for occasional conference call meetings throughout the year). Annually, there are four in-person scheduled board meetings that include one at the annual NATM Convention & Trade Show. Due to COVID-19 safety policies, these meetings may take place virtually in lieu of in-person events. Attend and participate in the NATM Annual Convention & Trade Show. Board members are expected to attend and participate in as many convention meetings, luncheons and agenda events as possible. Attend meetings at your own expense (hotels can cost up to $300 per night, and total meeting expenses including air fare will range from $1,000 to $1,500 per meeting). Understand and support the Association, its mission, goals, objectives, programs, operations and functioning.
www.NATM.com
Call for NATM Board of Directors Nominations •
• •
•
•
•
•
Tracks Participate fully and openly in board meetings, sharing insights, ideas and suggestions that may benefit the Association and the industry. Serve and actively participate on one or more committees, as appointed by the president. Keep informed about and know what is happening in the industry and never hesitate to ask questions or request information to enhance that knowledge. Make decisions on Association and industry-wide issues, policies, programs, goals and objectives based upon careful consideration of all relevant facts and data. Provide advice, counsel and encouragement to staff, including outside professionals, but offer constructive criticism when necessary and appropriate. Serve as an advocate for the trailer manufacturing industry and the Association, placing those interests ahead of your own and your company’s interests, consistent with the Board’s Conflict of Interest and Disclosure Policy.
Terms and Term Limits Board members may serve two consecutive terms of three years each on the NATM Board of Directors. A member who is appointed to fill a vacancy on the board of directors is eligible to be elected for two complete terms following appointment to the board. How to Apply or Nominate a Candidate If you are interested or know someone interested in serving on the NATM Board of Directors, contact NATM. If you would like more information about the responsibilities and time commitment for serving on the board, contact NATM Executive Director Kendra Ansley at (785) 272-4433 or Kendra.Ansley@natm.com. Nominations must be received by Sept. 30, 2020 in order to be considered.
Carry out special assignments as requested by the board president.
www.NATM.com
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www.NATM.com
Nashville, TN | February 23-25
2021 NATM Convention & Trade Show: NATM Heading to Music City
Tracks
NATM Heading to Music City By Meghan Ryan, NATM Assistant Director
NATM has been closely monitoring COVID-19 and is working with the Gaylord to create proper protocols for all attendees. Safety is NATM’s top priority, and the Association will work to ensure steps are taken to protect all attendees as much as
The sound of Nashville reverberates from the city’s downtown core where visitors from all over the world converge in the business and government districts. Running smack in the middle is Lower Broadway where there is world-class live music 365 days of the year and never a cover. In the area “North of Broadway” are historic buildings reimagined into music attractions, boutique hotels, art galleries and chefdriven restaurants. “South of Broadway” you can find newly constructed hotels, eateries, music venues and attractions. Wherever you go, there is plenty of fun to be had around
possible.
Nashville’s incredibly walkable downtown.
NATM is thrilled to be heading to Nashville, Tenn. for the Annual Convention & Trade Show being held Feb. 23-25, 2021. Make plans to join your peers in the light- and medium-duty trailer industry at the Gaylord Opryland Resort and Convention Center!
Gaylord Opryland Resort and Convention Center Situated in the heart of Nashville, Tenn., the Gaylord Opryland Resort and Convention Center allows you to hit all the high notes of Music City both under their roof and in the surrounding area. Catch a show at the Grand Ole Opry and Ryman Auditorium, then return to the nine acres of lush indoor gardens and cascading waterfalls within the resort. A full-service spa is also offered for a more relaxing way to unwind. When it's time to refuel, indulge in the many different restaurants, including Mexican, Italian and Japanese and follow dinner with a frozen yogurt or gelato dessert. The discounted NATM rate for the Gaylord is $230 per night. Gaylord Opryland suites offer many special amenities including bay windows, balconies with patio furniture and plenty of space to relax on your trip. The resort offers room options that allow you to relax and unwind in comfort. Atrium View rooms offer unrivaled views of one-of-a-kind atriums that host tropical environments with waterfalls, fountain shows and fish ponds. Nashville–Something for Everyone Voted one of the Top 15 cities in the United States in 2019, Nashville offers a unique experience for all of its visitors! It’s much more than a honky-tonk town — though if you’re after energy-packed nightlife and live music, you won’t be disappointed. From the historic Grand Ole Opry to new James Beard Award-winning restaurants, industrial-chic hotels to cowboy-boot shops, there’s plenty to enjoy in Music City. www.NATM.com
Nashville’s connection to music is unequaled and its reputation as Music City has been consistently proven for over 200 years. Welcome to the city where music is written, recorded and performed every single day. Welcome, to Music City NATM Members! For more information about the NATM Convention, visit www.NATM.com/convention or contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or (785) 272-4433. Important Dates for NATM Convention September 2020 13: Early Bird booth pricing ends for exhibitors. 14: Online registration opens to all attendees. November 2020 27: Convention Program Map advertising due. 27: Sponsorship payment due in order to be included in NATM’s printed convention materials. December 2020 4: Sponsor logos due in order to be included in NATM’s printed convention materials. 31: Early Bird registration pricing ends. January 2021 1: All exhibitors must have membership dues paid in full for 2021 in order to keep the member rate on booth space. 20: Convention hotel reservation cutoff for group rate. ($230+ tax) February 2021 18: Pre-registration ends. Registrations after this will be on-site only. 22: Tee-Off to Convention Top Golf Event 23-25: Convention & Trade Show
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Calling All New Manufacturing Members: Attend Convention at No Cost
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Calling All New Manufacturing Members: Attend Convention at No Cost By Meghan Ryan, NATM Assistant Director
Mark your calendar for Feb. 23-25, 2021 and plan to join us at the Gaylord Opryland Resort & Convention Center in Nashville, Tenn.! Discounted Early Bird registration rates are available until Dec. 31, 2020. Attendees can register online beginning Sept. 14. Onsite registration will be available, but the earlier you register, the more money you will save! Full registration for trailer manufacturers, which includes admission to all events (except Top Golf Tee-Off), begins at $100 if you register before the new year. The price will increase after Dec. 31, so plan to register soon to take advantage of this discount! NATM is excited to once again offer free full registrations for trailer manufacturers’ spouses. NATM hopes you will plan to bring your other half along to enjoy the show!
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NATM trailer manufacturers who have never attended the NATM Convention, or who have not attended in the last five years, are eligible for two complimentary full registrations and two complimentary hotel room nights (while available) as part of the New Member 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 and develop supplier relationships while in Music City. The NATM Annual Convention & Trade Show is your onestop-shop for trailer parts and service providers. 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!
www.NATM.com
2021 Membership Award Nominations
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2021 Membership Award Nominations
By Meghan Ryan, NATM Assistant Director
NATM is soliciting nominations for awards to be presented at the 33rd Annual Convention & Trade Show Feb. 23-25, 2021 the Gaylord Opryland Resort & Convention Center in Nashville, Tenn. Please consider and nominate individuals who may be eligible candidates for the following awards. Outstanding Member Award The Outstanding Member Award is presented each year to an individual who has made a significant contribution to the trailer manufacturing industry. The nominee must be an employee of an NATM Regular (trailer manufacturer) member. The nomination must include the name and address of the nominee and nominator along with a brief narrative about the contributions the nominee has made to the trailer manufacturing industry. Pam O’Toole Trusdale Woman in Manufacturing Award The Pam O’Toole Trusdale Woman in Manufacturing Award is given to a woman from the manufacturing floor to the C-Suite in the light- and medium-duty trailer industry who has demonstrated excellence in their role. The award recognizes the contribution of the recipient to the success of their organization and/or industry. The nominee must be an employee of an NATM member company. The nomination must include the name and address of the nominee and nominator along with a brief narrative about the accomplishments of the nominee. Young Professional Award The purpose of the Young Professional Award is to recognize the accomplishments of young individuals in the trailer manufacturing industry. Nominees should be individuals under the age of 40, who have been innovative and successful in the trailer manufacturing industry. Both Associate and Regular member company employees are eligible for this award. The nomination must include the name and address of the nominee and nominator along with a brief narrative about the accomplishments of the nominee. www.NATM.com
NATM Past President Pat Jennissen (left) with 2019 Outstanding Member of the Year Award Recipient Chris Steinman.
Green Award The purpose of the Green Award is to recognize an NATM trailer manufacturer member company that has made significant contributions to improving the environmental impact within the trailer industry. The nomination should include a written description of the company’s contributions which have positively impacted the environment. The document should provide qualitative and quantitative evidence of environmental improvements. Nominees will be judged on case studies where the companies have been able to demonstrate improved performance in environmental manufacturing. This may include maximizing energy efficiency levels, compliance with environmental regulations and minimizing waste from the production process. Manufacturers should be able to illustrate success in reducing their environmental impact, as well as converting green manufacturing into a business opportunity. Awards will be presented at the Annual Awards Luncheon on Tuesday, Feb. 23, 2021. To request the award nomination form, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm or (785) 272-4433. Nominations are due by Nov. 30, 2020.
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2021 Exhibiting Suppliers Information
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2021 Exhibiting Suppliers Information By Meghan Ryan, NATM Assistant Director Booth sales continue as industry members look forward to the NATM Annual Trade Show! All exhibiting suppliers must register their booth workers online at 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 after Dec. 31, 2020. Register early and save! Online registration opens Sept. 14. The cost per booth is $1,428 for NATM members and $2,856 for non-members. 2020 exhibitors are eligible for the early bird rate of $1,228 until Sept. 13. To view the show floor in real-time or select booth space, visit www.NATM.com. here 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 2022 show and provides a wide range of exposure, both electronically on NATM’s website and mobile app, as well as in print on the convention program map and in Tracks magazine. This name-recognition will help drive customers to your booth. NATM will work with you to find the sponsorship opportunity that best fits your company. You can find the full 2021 Sponsorship Brochure at www.NATM.com/sponsor. For all Trade Show or sponsorship questions, contact NATM Assistant Director Meghan Ryan for more information by calling (785) 272-4433 or Meghan.Ryan@natm.com. NATM looks forward to seeing you in Music City!
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 92
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BETTER SUSPENSIONS BETTER ENGINEERING BETTER VALUE RAR-244 8K
RAR-260 15K
GET BETTER WITH RIDEWELL The RAR-244 8K & RAR-260 15K 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 15,000 lb, the RAR-260 15K is the perfect balance of durability, quality and value.
www.ridewellcorp.com
®
800.641.4122 | info@ridewellcorp.com
Convention & Trade Show Sponsorship Opportunities
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SPONSORSHIP OPPORTUNITIES By Meghan Ryan, NATM Assistant Director
NATM has unveiled new and revised sponsorship opportunities for 2021! There are marketing and general sponsorship opportunities available from $250 to $50,000 to fit any budget. Being a sponsor allows your company early access to booth selection and provides a wide range of exposure, both electronically on NATM’s website and mobile app, as well as in print on the convention program map and in Tracks magazine. This name recognition will help drive customers to your booth. Sponsorships are also a powerful component in reinforcing your marketing program. A sponsorship allows you to reach a highlytargeted market and provides NATM funding to deliver high-quality educational programs, speakers and events. You can find the 2021 Sponsorship Brochure at: www.NATM.com/sponsor_brochure.html. Available Sponsorship Opportunities Include: •
Tee Off to Convention (Holding Bays)–Attendee Favorite! Help attendees kick off the week with the newly created Tee Off to Convention event. Hosted at Top Golf, the night is sure to be filled with food, fun and drinks! While attendees wait their turn to tee off, your company logo will be featured in the holding bays.
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Honky Tonk Charging Lounge This trade show lounge is for those who like to mix business with pleasure. Your company will be sure to captivate attendees as they enjoy the branded charging station in your lounge. Sponsors can also leave marketing materials in this lounge.
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Lunch with the Exhibitors After a long morning of networking, your company’s sponsored lunch will have attendees singing your praises.
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Aisle Floor Decals–Will go Fast! Promote your brand and get noticed as soon as attendees step foot on the show floor with these branded floor clings.
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Dealer Reception* Be the warm welcome dealers receive at their first-ever NATM Convention & Trade Show Dealer Reception. (*Note: Only trailer manufacturers can sponsor this event)
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Dealer Education & Luncheon By sponsoring the Dealer Educational Workshop & Luncheon, your company will have the opportunity to briefly speak before the session or have a company spotlight presentation shown to all attendees.
For more information about NATM’s 2021 Convention & Trade Show, including sponsorship opportunities and registration, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or call (785) 272-4433.
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2021 Convention & Trade Show Sponsors
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2021 Convention & Trade Show Sponsors As of August 26, 2020
www.NATM.com
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2021 NATM Convention & Trade Show Tentative Schedule
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2021 NATM Convention & Trade Show Tentative Schedule By Meghan Ryan, NATM Assistant Director
NATM is evaluating how to transition the 2021 event and format the show accordingly, to protect attendee safety. This schedule is subject to significant change as part of that endeavor. Updates will be made on NATM.com as they become available. Below is the schedule as of August 24, 2020 and is subject to change.
Monday, February 22, 2021
Wednesday, February 24, 2021
6:00 p.m. – 9:00 p.m.
7:00 a.m. – 4:30 p.m.
Registration
Convention Tee Off - Top Golf
Tuesday, February 23, 2021
7:30 a.m. – 11:00 a.m.
7:30 a.m. – 7:00 p.m.
Registration
8:00 a.m. – 11:00 a.m.
8:30 a.m. – 10:00 a.m.
8:00 a.m. – 11:00 a.m.
Workshop Session 1: High Strength Steel
Exhibitor Move-In Workshop Session 3
8:30 a.m. – 10:00 a.m.
9:30 a.m. – 10:00 a.m.
Technical Forum Session 1
Technical Forum Session 3
10:15 a.m. – 11:15 a.m.
11:00 a.m. – 3:00 p.m.
Membership Meeting
Coffee Break
11:30 a.m. – 12:15 p.m.
Awards Luncheon
11:30 a.m. – 5:00 p.m.
11:30 a.m. – 11:45 a.m.
11:30 a.m. – 1:00 p.m.
Lunch Served
*Dealer Workshop & Luncheon Trade Show
11:45 a.m. – 12:15 p.m.
Awards
4:00 p.m. – 5:00 p.m.
Noon – 6:00 p.m.
Exhibitor Move-In
Lunch with the Exhibitors Trade Show Reception
5:00 p.m. – 6:00 p.m.
1:30 p.m. – 3:00 p.m.
*Dealer Reception
Workshop Session 2: Government Affairs Update
Thursday, February 25, 2021 9:00 a.m. – Noon
1:30 p.m. – 3:00 p.m.
Registration
9:00 a.m. – Noon
Technical Forum Session 2
4:30 p.m. – 6:00 p.m.
9:00 a.m. – 10:00 a.m.
Newcomer Orientation & Reception
Trade Show
6:00 p.m. – 7:30 p.m.
Noon – 5:00 p.m.
President’s Reception
Coffee with the Exhibitors Exhibitor Move-Out
*These are dealer events and may only be attended by trailer dealers and sponsors of the event. For questions, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com.
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ONE ONESTEP. STEP.ZERO ZERODISCHARGE. DISCHARGE. ONE ONE STEP. STEP. ZERO ZERO DISCHARGE. DISCHARGE. High High Pressure Pressure Pretreatment Pretreatment For For Large Large Metal Metal Products Products High High Pressure Pressure Pretreatment Pretreatment For For Large Large Metal Metal Products Products
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- Greg G - Greg GSnyder, Snyder, President, President, Car Car Mate Mate Trailers Trailers
Clean, Clean, Pretreat Pretreat And And Recycle Recycle In One In One Step. Step. Reduce Reduce Operating Operating Costs Costs The CPRCPR SYSTEM SYSTEM meets meets the cleaning the cleaning effectiveness effectiveness of a of a Clean, Clean, Pretreat Pretreat And And Recycle Recycle In One In One Step. Step. 14 14 Day Day No No Flash Flash Rust Rust Guarantee Guarantee The Reduce Reduce Operating Operating Costs Costs 5-stage washer washer in ameets incompact ameets compact size. size. This This method method of high of ahigh The 5-stage The CPRCPR SYSTEM SYSTEM the cleaning the cleaning effectiveness effectiveness of of a Improve Paint Paint Adhesion Adhesion 14 Improve 14 Day Day No No Flash Flash Rust Rust Guarantee Guarantee pressure pressure spray spray wand wand phosphating phosphating increases increases salt salt spray 5-stage 5-stage washer washer in a incompact a compact size.size. ThisThis method method of high ofspray high Increase Increase Corrosion Corrosion Resistance Resistance test test times, times, alleviates alleviates corrosion, corrosion, provides provides a 14-day a 14-day no no Improve Improve Paint Paint Adhesion Adhesion pressure pressure spray spray wand wand phosphating phosphating increases increases salt salt spray spray flash rusttimes, rust at 50% at 50% humidity, humidity, saves saves up to up 80% to 80% chemicals chemicals Closed Closed Loop Loop Recycling Recycling Increase Increase Corrosion Corrosion Resistance Resistance test flash test times, alleviates alleviates corrosion, corrosion, provides provides aof14-day aof14-day no no and and 95% 95% of water of water used used in typical in typical wash wash and and dump dump flash flash rust rust at 50% at 50% humidity, humidity, saves saves up to up 80% to 80% of chemicals of chemicals No No Daily Daily Waste Waste Water Water Discharge Discharge cleaning Closed Closed Loop Loop Recycling Recycling cleaning methods. methods. A CPR A CPR SYSTEM SYSTEM pays pays for itself for itself within within a a and and 95%95% of water of water usedused in typical in typical wash wash and and dump dump short period period of time. of A time. nvironmental nvironmental Compliant Compliant E E No No Daily Daily Waste Waste Water Water Discharge Discharge short cleaning cleaning methods. methods. CPR A CPR SYSTEM SYSTEM payspays for itself for itself within within a a short short period period of time. of time. Quick Quick Return Return On On Investment Investment Compliant Compliant Environmental Environmental Quick Quick Return Return OnOn Investment Investment SurfaceSurface Rust Rust
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Closed-Loop Closed-Loop Phosphate Phosphate Or Zirconium Or Zirconium Recycling Recycling System System Closed-Loop Closed-Loop Phosphate Phosphate Or Zirconium Or Zirconium Recycling Recycling System System ONE ONE STEP.STEP. ZERO ZERO DISCHARGE. DISCHARGE. ONE ONE STEP.STEP. ZERO ZERO DISCHARGE. DISCHARGE.
Because Because CPRCPR SYSTEM SYSTEM usesuses a proprietary a proprietary closed-loop closed-loop recycling recycling process process to reclaim to reclaim and and reuse reuse the wash the wash solution, solution, Because Because CPRCPR SYSTEM SYSTEM usesuses a proprietary a proprietary closed-loop closed-loop sewer sewer discharge discharge istoeliminated. istoeliminated. Therefore, this this system system is is recycling recycling process process reclaim reclaim andTherefore, and reuse reuse the wash the wash solution, solution, environmentally environmentally compliant…no compliant…no permitting, permitting, treating, treating, sewer sewer discharge discharge is eliminated. is eliminated. Therefore, Therefore, this this system system is is monitoring monitoring and and record-keeping record-keeping of industrial of industrial wastewater wastewater is is environmentally environmentally compliant…no compliant…no permitting, permitting, treating, treating, required. required. monitoring monitoring and and record-keeping record-keeping of industrial of industrial wastewater wastewater is is required. required.
www.cprsystemsonline.com www.cprsystemsonline.com PH: PH: (800) (800) 897-7515 897-7515 PH:PH: (574) (574) 233-9111 233-9111 www.cprsystemsonline.com www.cprsystemsonline.com
PH:PH: (800) (800) 897-7515 897-7515 PH:PH: (574) (574) 233-9111 233-9111
“PPG brings a lot to the table by providing us with exceptional paint products backed bythe a “PPG brings a lot to highlyby knowledgeable table providing us and experienced with exceptional paint support team.” products backed by a highly knowledgeable and experienced support team.”
BRIAN FRETTE, SALES MANAGER, CORNPRO TRAILERS
When you build a premium line of trailers tough enough to haul everything from horses to heavy-duty construction equipment, you need an equally tough coating. For CornPro Trailers of Elnora, Indiana, the high-gloss, armor-like capability of PPG’s FRETTE, SALES CORNPRO TRAILERS PPG epoxy primer is the perfect solution—one that topcoats together with aMANAGER, corrosion-resistant, direct-to-metal DELFLEET®BRIAN delivers the protection and eye-catching appearance customers demand. Commercial Coatings from PPG. We’ve got you covered.
When you build a premium line of trailers tough enough to haul everything from horses to heavy-duty construction equipment, you need an equally tough coating. For CornPro Trailers of Elnora, Indiana, the high-gloss, armor-like capability of PPG’s is the perfect solution—one that DELFLEET® topcoats together with a corrosion-resistant, direct-to-metal PPG epoxy primerProud member since 1989 delivers the protection and eye-catching appearance customers demand. ©2020 PPG Industries, Inc. All rights reserved. www.ppgcommercialcoatings.com
The PPG Logo and Delfleet are registered trademarks, andWe’ve We protect got and beautify world is a trademark of PPG Industries Ohio, Inc.. Commercial Coatings from PPG. youthecovered.
NATM Member News
Electrical Contractor Adds FT-6R’s to Fleet, Allows for Optimal Equipment Utilization Sauk Centre, Minn. — Southland Electric, Inc. is a San Diego based commercial and industrial electrical contractor that serves the Southern California region. The woman-owned company does electrical work for entities like Cox Cable, San Diego city schools, San Diego Gas & Electric (SDGE), and many more. “We install, splice, and test SDGE’s fiber optic and copper communication cables between substations. Recently, we have been installing a fiber optic cable 1 foot above a 16” gas main,” said Dale Thompson, an Outside Plant Supervisor for Southland Electric, Inc. Southland needed a few cable reel trailers to free up their Telsta, a bucket truck(s) with a reel carrier on the back, to do aerial work where it is needed. When conversations first started, Southland was looking at Felling’s FT-14 R cable reel trailer. Dale worked with Mark Rapp, Felling’s Utility & Telecom Product Manager, to ensure that they ordered the right trailer for the project. After reviewing the project’s needs, Dale decided that the FT-6 R would be sufficient for the company’s current needs. Southland took delivery of their first FT-6 R cable reel in May; the trailer was equipped with hydraulic retriever/take-up, rim drive, with a self-contained hydraulic power pack. “I was thoroughly impressed with our new FT-6 R reel trailer. It’s a beautiful cable dolly. Hydraulics are very well done. Very sharp in appearance. Very easy to use,” said Dale. “On gas projects, we start the process with a 4,500’ reel of fiber optic cable. The gas line is being installed in the middle of the street, so at the end of the day, the cable has to go back on the reel so we can lower it into the trench and then cover it with steel plates,” said Dale. “We are only trenching 150’ to 200’ a day, so we have to figure 8 the entire reel of cable so that we have a starting end of the cable to pull under any gas, telecom, cable, etc. they encounter. Then we use our new Felling FT-6R trailer to wind up the cable and put it back in the trench.” The process of “figure 8’ing” allows a contractor to park the trailer mid-span of the run and pull it in both directions. The cable has to be emptied from the reel and laid on the ground, laying it in a figure 8 pattern, it prevents it from being twisted as it is pulled in two directions. Not knowing how much material they will need or www.NATM.com
what they are going to run into they figure 8 the entire reel. Once the material is pulled through the obstacle, they load the material back on the reel, and it then can be deployed by driving along the unobstructed trench. With the first FT-6 R in service, an additional 1-2 reel trailers were still needed, these would need to be a bit more customized for the project application. Dale had two more projects coming up that would need the capacity for 38” reel, (50 reels total), which would require the rim drive to be extended by another 2”. Customizing a trailer to a customer’s needs is Felling’s forte, Mark worked with Felling’s Engineering and Weld teams to execute this request. The hydraulic drive was extended to accommodate the turning of a 38” diameter reel, allowing for the rim drive hydraulic retriever/take-up system’s smooth operation. The additional 1-2 trailers have turned into 3 to date, with a happy customer getting their projects done. “Thank you for such a great product, Dale Thompson.” About Southland Electric, Inc. Southland Electric, Inc. is a locally-owned and operated electrical contractor which was originally established in 1977 and later became a 100% woman-owned business in 2014. We are proud to serve customers in San Diego and across Southern California with a complete range of services, capabilities, and experience related to commercial, institutional, and industrial medium and low-voltage systems. With an expert staff of passionate electricians and electrical specialists and an unmatched commitment to safety, Southland is the
Tracks
premier electrical contractor in the San Diego, CA area. 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 Quality Management System Certified company, WBENCCertified WBE company, 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 Pinterest.
Pictured above: Felling FT-6 R with hydraulic retriever/take up rim drive. September/October 2020
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M.H. EBY Announces New Trailer Dealer in Northern Florida
Blue Ball, Pa. — M.H. Eby is pleased to announce that Skipper Trailer Sales of Pensacola, Florida is now an authorized dealer of EBY equipment trailers. Skipper Trailer Sales has an established name in the commercial equipment trailer market and will be selling, and servicing the complete line of EBY aluminum equipment trailers. Originally established in 1986 to serve the truck and equipment sales market, Skipper Trailer Sales narrowed their focus to trailers in 2008 and has been serving businesses, governmental entities, and individuals throughout the southeast ever since. “Growth has been strong in all departments, much of this attributable to our longstanding repeat customers and the loyalty to the top-quality brands that we represent including EBY heavy duty aluminum trailers. We depend on our suppliers to provide us with the ‘Best Built’ and most ‘Reliable’ trailers available in the market today, and EBY, most certainly, sets those standards,” said Guy Skipper Jr, President of Skipper Trailer Sales. “We are very excited, and want to welcome Skipper Trailer Sales as our new partner in serving the Northern Florida market for our line of aluminum equipment trailers,” said Regional Dealer Manager, Doug Bryant. “Their commitment to quality equipment and their strong loyalty to a growing customer base make them an ideal fit with EBY.” For more information about how Skipper Trailer Sales can help you with your equipment trailer needs in the Pensacola, Florida area contact Guy Skipper (850) 738-5890, email guy@skippertrailers.com. Find them online at skippertrailers.com.
flatbeds, service bodies, van bodies and dump bodies. Products are sold nationwide by dealer and distributor partners with strong roots in their local communities. Started in 1938, the company is led by Travis Eby, President, and Nick Eby, VP of Engineering. Menno H. Eby serves as chairman.
Optronics Presents Smart, Dimmable, Super-Bright, Ultra-Thin Opti-Brite Diamond Series LED Interior Lamps Memory features, motion detection, brightness, variable intensity and low profile set Optronics’ new Opti-Brite Diamond Series LED Interior Lamps apart from others. Tulsa, Okla. — Optronics International, a leading manufacturer of vehicle harnesses, electronic control systems and LED lighting for the global transportation industry, unveiled its new Opti-Brite Diamond Series LED Interior Lamps today. The thin, surfacemount lamps are dimmable and able to remember previous intensity settings. Diamond Series lamps are designed for broad interior application flexibility and can be wired to operate manually or use their passive infrared sensors (PIR) to automatically illuminate in the presence of human movement.
The distinctive diamond-shaped lamps feature daylight LEDs that emit light within the color temperature range of natural sunlight. At just half an inch thick, the surface-mount, hardwired lamps can be installed on ceilings, in compartments, under cabinets and virtually anywhere else light is needed inside a vehicle. The Opti-Brite Diamond Series LED Interior Lamps come in two sizes. The 66-LED model ILL02 measures 13.5 inches and boasts an output of 2,000 lumens. The 36-LED model ILL03 measures just 6.7 inches, but still delivers a 1,500 lumen output. Snap-on trim rings are available for both lamp models and come in white, black and chrome finishes. “Opti-Brite Diamond Series Lamps are compact, bright and feature-rich, and with their memory function, they are like nothing else on the interior lighting market,” Marcus Hester, vice president of sales and marketing for Optronics International, said. “Their low profile allows these lamps to be mounted almost anywhere, and their built-in intelligence enables them to provide and remember precisely the amount of illumination the user needs.” Four activation options are available for the Diamond Series Lamps. Users can choose SmartTouch with its dimming and memory feature, PIR with its infrared motion-sensing feature, a manual on and off switch or a no-switch design. Optronics’ innovative SmartTouch feature gives users an integrated, centrally located touch switch for on, off and dimming functions. Once dimmed to the desired level, the lamp can be cycled on and off while remembering its last brightness setting.
Find out more about M.H. EBY’s trailer and truck body products at www.mheby.com or (800) 292-4752. Based in Blue Ball, PA, M.H. EBY designs and builds high quality aluminum trailers and truck bodies for agricultural, industrial and commercial markets. In the trailer market, EBY builds livestock trailers, grain trailers, equipment trailers and horse trailers. For the truck body market, EBY builds
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M. H. EBY Logo
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NATM Member News
“OEMs, bodybuilders and anyone installing Diamond Series Lamps will love the thin-line design and ease of installation,” Hester said. “Because lamp wiring will easily fit through just a quarter-inch hole, the structural integrity of interior surfaces can be totally preserved.” Installation of the lamps is easy, requiring just two fasteners. Diamond Series Lamps are designed to be versatile and can accommodate both 12-volt and 24-volt vehicle electrical systems. The Opti-Brite Diamond Series Lamps models ILL02 and ILL03 are expected to be available in the third quarter of 2020. The lamps, lenses and housings are made of tough polycarbonate material that is sonically welded. The lamps employ a solid-state, surface-mount device (SMD) design that protects their electronics against moisture, shock and vibration. Like all LED products from Optronics, these lamps come with no-hassle, onediode lifetime warranty protection that will replace the lamp if even one diode fails.
harness design and interior and exterior LED and incandescent lighting for heavy-duty on- and off-highway vehicles, armored couriers, light- to medium-duty trailers, specialized vocational equipment, transit vehicles, RVs and marine equipment. The company’s patented USAPLUS system provides the most advanced molded harness connections available in the market. The Optronics product catalog is among the most extensive in the industry. Optronics is headquartered in Tulsa, Oklahoma and has an IATF 16949 certified manufacturing facility in Annan District, Tainan, Taiwan. The company also has ISO 9001:2015 certified manufacturing and distribution facilities in Muskogee, Oklahoma, Goshen, Indiana and Winnsboro, Texas. Learn more at www.optronicsinc.com. Opti-Brite and SmartTouch are trademarks of Optronics International.
Peterson Sponsors National Truck Driver Appreciation with its Shining Light on America’s Truck Drivers Campaign
Optronics products are available in the U.S. and Canada through the company’s extensive distribution network of more than 20,000 convenient distribution locations. Users can access individual Optronics distributor websites by simply clicking on their logo icons. For information on international sales and distribution of Optronics products, please contact Dorian Drake at (914) 697-9800, or visit www.doriandrake.com/.
Grandview, Mo. –– Peterson Manufacturing, world-leading innovator in the engineering and production of a complete line of vehicle safety lighting, custom wiring harnesses, and many other safety-related products – all made in USA, is sponsoring the 2020 National Truck Driver Appreciation Week (NTDAW) with its new campaign, Shining the Light on America’s Truck Drivers.
To view high-resolution product images and a video of the new 66-LED Opti-Brite Diamond Series model ILL02 and the 36-LED Opti-Brite Diamond Series model ILL03, please visit www.optronicsinc. com/RESOURCES/ImageGalleries/ DiamondSeries.aspx.
This year’s ATA National Truck Driver Appreciation Week (America Trucking Associations) is September 13-19, 2020, and takes on a special significance considering the crucial role truck drivers have played during the Covid-19 pandemic.
About Optronics As the fastest-growing vehicle lighting and harness manufacturer in the U.S., Optronics International attributes its success to delivering better value, better options and better lighting to its customers. Founded in 1972, Optronics International is a premier worldwide manufacturer and supplier of branded industrial and commercial vehicular safety lighting products and premium, custom electrical wiring harnesses for commercial vehicle applications. The company specializes in electrical system and www.NATM.com
Since nearly every aspect of daily life is made possible because a truck driver delivers goods and resources that people need, this week celebrates the 3.5 million professional men and women who not only deliver our goods safely, securely but keep our highways safe. Visteon.
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Peterson's awareness campaign image for America's Truck Drivers
Summary of Program For NTDAW, Peterson has donated $10,000 to help ten truck drivers who have taken extraordinary steps to help us navigate through the Covid-19 pandemic. On behalf of Peterson, the ATA will administer the program and provide the funds to the drivers, who they have selected on its behalf. “National Truck Driver Appreciation Week is an important time for America to pay respect and thank all the professional truck drivers for their hard work and commitment in undertaking one of our economy’s most demanding and important jobs,” said Elisabeth Barna, ATA Executive Vice President of Industry Affairs. “These 3.5 million professional men and women not only deliver our goods safely, securely, and on time, they also keep our highways safe.” “We are excited to participate in this year’s National Truck Driver Appreciation Week. After all, so many drivers have gone above and beyond their typical jobs to make sure the important goods, such as food, medicines and other products that keep our economy going, are delivered on time.” said Al Anderson, VP of Sales & Marketing, Peterson. “We are grateful for these men and women.”
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With its compact remote head installed anywhere on the dash, and the main module (the brains of the system) hidden under the dash, you will get the perfect factory look with no more knee knocking. Craig Herriot, Head of International Sales for REDARC says the Tow-Pro Liberty will further set the Brand apart from the rest of the market: “REDARC has listened to your feedback. The need for a price competitive brake controller with an OEM styled remote head and hidden main unit was apparent. The Tow-Pro Liberty achieves this and offers all the same benefits of REDARC’s brake controller range at a great price. No other brake controller in North America can match this value with all these award-winning attributes”. This new brake controller incorporates a number of key features of the TowPro Range that will result in smoother braking for users towing all different trailer types. With the main module being hidden under the dash, The Tow-Pro Liberty is alleviating safety concerns around traditional knee-knockers. Installing the unit away from the driver’s knees overcomes the possible intrusion into
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REDARC’s Managing Director, Anthony Kittel, said the new Tow-Pro Liberty has undergone extensive quality control and product development: “We continue to set the industry benchmark for innovation in electric trailer braking technology. Since its launch, the TowPro Range has become one of our most popular products for anyone who tows a travel trailer, horse trailer, boat and the like.” The Tow-Pro Liberty is available via the REDARC Website and your local distributors Keystone Automotive Operations, NTP Stag, LINK Trailer Parts, Transamerican Wholesale, 4WP stores and etrailer.com.
Taskmaster Components Introduces Vesper by Maxion Wheels, a HighQuality Steel Trailer Wheel Line 18 months ago, Taskmaster Components began working with the world’s largest wheel manufacturer, Maxion Wheels, to develop a high-quality steel wheel lineup. This steel wheel series, Vesper,
In the past, when Taskmaster Components introduced a new product line, their executive team would travel to the factory to watch the first product roll off of the assembly line, but with the pandemic that wasn’t possible this time. In place of a factory visit, Maxion Wheels sent two of their team leaders from Brazil and Detroit to inspect the first containers that arrived at Taskmaster’s Iowa warehouse July 16th-20th. “It is amazing to partner with a company that is as excited to introduce a new product as we are. Their team being here in person to see the culmination of a lot of hard work meant a great deal to us,” says Kelly Still, VP of Operations.
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At a retail price of only US$135, the Tow-Pro Liberty is designed for reliable highway performance, and is the easyto-use brake controller for everyday towing conditions. It’s a game changer!
The Tow-Pro Range also comes with a wide range of vehicle-specific Plug & Play accessories (such as switch inserts and wiring harnesses) for a fast and easy installation.
Taskmaster Components envisioned a steel wheel with tangible improvements over standard steel trailer wheels, and the Engineering team at Maxion Wheels made this vision a reality. “The steel wheel market has become commodified to the point that product quality is often secondary to price,” Says Tom Walker, CEO emeritus. “We are proud to introduce the Vesper, which is priced competitively, and cuts no corners in terms of quality.”
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Introducing the Tow-Pro Liberty™ — Australia-based electronics manufacturer REDARC is releasing the next generation of its award winning, electric trailer brake controller the TowPro Liberty. It sets a new benchmark in the market offering in terms of safety, reliability, innovation and price.
The ‘Active Calibration’ feature means that once fitted to the customer’s vehicle, the Tow-Pro Liberty will actively calibrate itself, even without a trailer attached.
is now in stock and ready to ship. With recent trade rulings and the ongoing global pandemic causing steel wheel shortages, this new line is set to fill a large void in the North American market.
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REDARC Launches New Generation Tow-Pro Brake Controller
the driver’s leg space and potential interference with lower airbags in newer vehicles.
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“We are proud of our industry truck drivers, and how they have supported our country during these uncertain times,” said David Black, Fleet Business Development Manager. “We are happy to be able to give back to the industry with our Shining the Light on America’s Truck Drivers campaign.”
The Vesper lineup is constructed entirely of a high-grade steel usually reserved for just the discs in other wheels; higher steel quality equates to longer wheel life. Advanced engineering optimization removed an estimated 5-10% of weight, resulting in improved
Photo: Vesper steel wheel expected to vill a void in the North American market.
fuel economy. The entire www.NATM.com
What separates dealers who are in a never-ending cycle of struggle from those who are able to be successful regardless of what is happening around them? In this brand new book, Bob Clements and Sara Hey share the seven habits that winning dealers consistently exhibit, along with real stories of dealers who moved from being the problem in their dealership to the solution.
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NATM Member News
Tracks wheel lineup also receives automotivegrade rim edge conditioning, which lessens tire damage during mounting and eliminates stress cracks around the rim. The Vesper series is finished in a highquality coating that exceeds 1000 hours in the salt spray chamber. The Vesper lineup includes 15″ and 16″ spoke and modular designs, 16″ dual, and 22.5″ HD, with the option of black, silver, or white high-quality finishes. Taskmaster Components has 15″ offerings available today, with additional SKU’s being added every ten days for the rest of the year. For more information on the Vesper series or any additional Taskmaster Components’ products, call (800) 2898667.
TecNiq Inc. Announces New Race/ Task Light: The D16 LED Race/Task Light Brings Powerful Output with Sleek, Minimal Footprint Galesburg, MI – July 27, 2020 – TecNiq Inc., a leading supplier of highquality LED trailer lighting, officially announced their new D16 is available and ready for ordering. The D16 Race/ Task light is designed to help trailer owners provide additional lighting to the exterior or interior of their trailer or hauler. TecNiq innovative optics have been designed to direct light at a downward 45° angle, with 63 high output LEDs. With a whopping 4400 Lumens of output, the D16 can help light up even the darkest of corners in the
interior, as well as provide great exterior task lighting. The D16 incorporates TecNiq’s proprietary TecSeal potting, guaranteeing circuit boards from the elements such as dust and water. Each light comes with a black housing, is rated for over 100,000 hours of performance, and is Engineered, Designed, and Assembled in the US.The D16 light comes with 16” on center screw holes, for easy installation, and is designed with only a 1” depth for minimal extrusion. If you are looking for a light that will illuminate any work area, at any time of the day, the TecNiq D16 Race/Task light’s powerful output and efficient energy usage is your go to option. For more information about the D16, or any of the world-class LED solutions from TecNiq, visit www.TecNiqInc.com. TecNiq Inc. is an engineer owned & operated company with a strong commitment to excellence. We begin with a simple belief in offering the greatest value, the highest quality lighting solutions, and great customer care. We use the highest quality LEDs, materials, and offer market leading technologically advanced lighting solutions. From fleet vehicles, construction trailers, emergency response vehicles, boats, heavy or light duty equipment, you can expect your lights to work every time. Our goal is to exceed your product quality expectations. We feel so strongly about our commitment to quality, that we back every one of our products with a no-nonsense Lifetime Warranty.
• TecSeal Urethane Potting guarantees circuit board protection • Available in Surface Mount • Reliable performance for over 100,000 hours • Meets IP68 Rating for Dust and Waterproof • Provides 4400 Lumens of light for inside or outside of your trailer • Great Race/Task Light for working on vehicles, ATV’s, etc. inside or outside the trailer • TecSeal Urethane Potting guarantees circuit board protection • Available in Surface Mount • Reliable performance for over 100,000 hours • Meets IP68 Rating for Dust and Waterproof • Provides 4400 Lumens of light for inside or outside of your trailer • Great Race/Task Light for working on vehicles, ATV’s, etc. inside or outside the trailer
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Nashville
NATM New Member Update
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Regular AERO BUILD, LLC 1015 W Kirkland Ave Nashville, TN 37216 www.aerobuildcustoms.com • Concession, Custom Design, RV/Towable, Specialty ALLEN'S PUMP & RENTALS 400 Roy Hoppy Hopkins Dr Vivian, LA 71082 • Equipment CARRANZA TRAILERS Av Eugenio Garza Sada 4495, Colonia la Condesa Monterrey, NL 64880 Mexico www.mexicantrailers.com • Aluminum, Cargo, Concession, Custom Design, Enclosed Cargo, Gooseneck, Horse, Mobile BBQ/Smoker, Motorcycle, RV/Towable, Utility/Flatbed CONTAINER MOVING SOLUTIONS 535 S Granite St Prescott, AZ 86303
www.containermovingsolutions.com
• Specialty
DIAMONDBACK MFG 735 N 500 East Payson, UT 84651 • Utility/Flatbed JUST TRAILERS LLC 317 East State Line South Fulton, TN 38257 www.trailersbypremier.com • Utility/Flatbed LAUREL CONTAINER CORPORATION 2712 Fox St Houston, TX 77003 • Custom Design, RV/ Towable NEEDMORE TRAILERS 414 Black Hill Rd Bryson City, NC 28713 www.needmoretrailers.com • Aluminum, Auto Hauler, Boat, Custom Design, Dog, Equipment, Landscape, 106
September/October 2020
Motorcycle, Snowmobile/ATV, Specialty, Utility/ Flatbed RANEW'S OUTDOOR EQUIPMENT 1308 Hwy 41 N Milner, GA 30257 www.ranews.com • Agricultural/Farm, Dump, Landscape, Utility/Flatbed RHINO TRAILERS LLC 1721 Gateway Ct Elkhart, IN 46514 www.trailersbyrhino.com • Cargo, Enclosed Cargo, Landscape, Utility/Flatbed SILVER BULLET MANUFACTURING 348 Henry's Branch Rd Langley, KY 41645 • Custom Design TEEMS FABRICATION 465 Rollins Industrial Ct Ringgold, GA 30736
www.teemsfabrication.com
• Cargo, Equipment, RV/ Towable, Utility/Flatbed VETERANS' GROUP LLC 1050 NW Commerce Ct Estacada, OR 97023 • Boat
Associate
Dealer Affiliate ALL AMERICAN TRAILERS 5790 Eudora St Commerce City, CO 80022 www.allamericandenver.com CAR SHOP TRAILER SALES, LLC 950 Ridgewood Ave Holl Hill , FL 32117 www.bestpricetrailers.com DIAMOND K SALES 15 American Dr Halsey, OR 97348 www.diamondksales.com JOHN D NORE INC DBA VISTO'S TRAILER SALES 1175 East Main Ave West Fargo, ND 58078 www.vistotrailers.com LUFT TRAILER SALES 907 North Hibbs Rd Ellensburg, WA 98926 www.lufttrailers.com MOUSER STEEL SUPPLY INC 2495 Hwy 72 Patton, MO 63662 www.mousertrailers.com PAUL CONGELOSI SALES, INC 2201 Rt 17K Montgomery, NY 12549 www.congelositrailersales.com
POWER LINE INDUSTRIES 14773 Heritage Crest Way Riverton, UT 84065 www.hotjetusa.com
DURACO 7400 Industrial Dr Forest Park, IL 60130 www.duraco.com • Adhesives/Tapes
THOR PRODUCTS 4803 US 41 N Palmetto, FL 34221 www.thortrailers.net
HARTFORD STANDARD COMPANY, INC. 816 Oakwood Dr Hartford, KY 42347 www.hartfordstandard.com • Caps, Metal Stamping
115 Farrell Rd
TRI TANK CORP. Syracuse, NY 13209 www.tritank.com
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