TRACKS CO V E R S TO R Y
IN THIS ISSUE
Fort Worth Bound: Convention Returns to Record-Breaking City Page 16
G O V E R N M E N T A F FA I R S
Members Strengthen Industry Voice at 2025 Regulatory Roundup Page 11 TRAILER EXPO
Pull Up a Seat: Recounting the First Dealer Roundtable Event Page 34
E D U C AT I O N
AI SEO: Understanding Its Role and Benefits for Your Trailer Business Brand Page 49
The Official Publication of the National Association of Trailer Manufacturers
January/February 2026 Volume 39 • Issue 1 1
2
ON THE COVER
TRACKS CO V E R S TO R Y
UE IN THIS ISS
Contents Table of
d: Fort Worth Boun rns Convention Retu g City to Record-Breakin
Advertising Index › › › › › › › › › › › › › › › › › › › › › › › 2
Pull Up a Seat: Recounting the First Dealer
President’s Report › › › › › › › › › › › › › › › › › › › › › › 4
Roundtable Event › › › › › › › › › › › › › › › › › › › › › › › 34
Headquarters Report › › › › › › › › › › › › › › › › › › › › 6
A Look Back at the Tow & Tell Demos at the
Section 402 Grants Provide Tool for Safety › 8
2025 Trailer Expo › › › › › › › › › › › › › › › › › › › › › › › 36
NATM Political Action Committee › › › › › › › › 10
Behind the Scenes at Trailer Expo: How NATM
NATM Members Strengthen Industry Voice at
Pulled Off Its First-Ever Trailer Move-In › › 40
2025 Regulatory Roundup in Washington › › 11
Education That Drives the Industry Forward: A
Cast Your Vote for Innovation › › › › › › › › › › › 16
Full Recap of Trailer Expo Workshops › › › › 44
2026 Convention Schedule › › › › › › › › › › › › › › 17
NATM Trailer Expo Launches with Big Impact
New Stockyard Area Adds Fort Worth Flair to
and Bigger Takeaways › › › › › › › › › › › › › › › › › 54
Convention Atmosphere › › › › › › › › › › › › › › › › 18
Experience the Expo with Horizon Trailers › 57
Maximize Leads with NATM Mobile App › › 19
Southland Trailers Makes Waves at NATM
New Format, New Insights, and New
Trailer Expo › › › › › › › › › › › › › › › › › › › › › › › › › › › 58
Opportunities You Won’t Want to Miss › › › › 20
Whole Hog at NATM: Warm Oklahoma
Thank You 2026 Convention Sponsors! › › › › 21
Hospitality, Industry Connections › › › › › › › › › 62
NATM Association Health Plan: Delivering
Dueling Pianos Return for Convention
Get Ready, Texas: NATM Trailer Expo Returns
Exceptional Value to Member Companies › › 74
Welcome Event › › › › › › › › › › › › › › › › › › › › › › › › 22
for Second Annual Event! › › › › › › › › › › › › › › › 64
Renewing NATM Membership for 2026: A
Schedule Changes Bring Bacon & Brilliance
NATM Academy: A Year in Review › › › › › › › › › 65
Symbol of Dedication to Trailer Safety › › › › 76
Brunch Event to Convention 2026 › › › › › › › › 23
AI SEO: Understanding Its Role and Benefits
A Capital Meeting: The NATM Board Convenes
Kick Off the 2026 Convention with Energy,
for Your Trailer Business Brand › › › › › › › › › › 66
in Washington, D.C. › › › › › › › › › › › › › › › › › › › › › 78
Engagement › › › › › › › › › › › › › › › › › › › › › › › › › › 24
Parlez-Vous Français? › › › › › › › › › › › › › › › › › › › 67
Looking to the Horizon › › › › › › › › › › › › › › › › › 79
Are You Ready for Automation? This Forum
Set Yourself Up for CVP Success with NATM
Family-Fueled, Female-Led: Mother-Daughter
Has the Answers › › › › › › › › › › › › › › › › › › › › › › › 25
Resources › › › › › › › › › › › › › › › › › › › › › › › › › › › › 68
Duo Behind Davis Custom Trailers › › › › › › › › 80
Fasteners 101 & Beyond: Why These ‘Small
The Sustainability Corner with Shapiro › › › › 70
Senator Blackburn Pays Visit to Homesteader
Parts’ Can Make or Break Your Trailer › › › › › 28
NATM Grows Dealer Involvement with New
Trailers › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 82
Spotlight on Innovation: AI in Action—Make
Committees › › › › › › › › › › › › › › › › › › › › › › › › › › › › 72
Welcome New Members › › › › › › › › › › › › › › › › 84
Your First Company Video While We Talk › › 29
New Dealer Benefit Launching This January:
First Year Anniversaries › › › › › › › › › › › › › › › › › 85
NATM Word Searches › › › › › › › › › › › › › › › › › › › › 32
Tap into the Knowledge Center › › › › › › › › › › › 73
Press Releases › › › › › › › › › › › › › › › › › › › › › › › › 86
STAFF
Compliance Consultant Todd Stallbaumer • Todd.Stallbaumer@natm.com
DIRECTORS FEB. 2023 - FEB. 2026
Marketing Specialist Izabella Chesney • Izabella.Chesney@natm.com
Jon Devitt • Midwest Industries, Inc.
Tracks Editor Samantha Darling LaCount • Samantha.Darling@natm.com Executive Director Alex Stowe • Alex.Stowe@natm.com Assistant Director Meghan Ryan • Meghan.Ryan@natm.com Marketing Director Savana Morrison • Savana.Morrison@natm.com Technical Director Scott Crimmins • Scott.Crimmins@natm.com Programming Director Ginger Baker-Sanhueza • Ginger.BakerSanhueza@natm.com Events Director Aileen Valido • Aileen.Valido@natm.com Quality Director Abby Wiebler • Abby.Wiebler@natm.com Compliance Manager Sean Sloan • Sean.Sloan@natm.com Membership Specialist Kevin Sander • Kevin.Sander@natm.com Senior Compliance Consultant Aaron Langer • Aaron.Langer@natm.com
Marketing Coordinator Mary Klaire Perez • Mary.KlairePerez@natm.com Membership & Events Coordinator Catie Rutkowski • Catie.Rutkowski@natm.com Bookkeeper Sherry Palmeroni • Sherry.Palmeroni@natm.com
Page 16
GOVERNMENT
A F FA I R S
hen Members Strengt 2025 Industry Voice at p Regulatory Roundu Page 11
TRAILER EXPO
Pull Up a Seat: First Dealer Recounting the Roundtable Event Page 34
E D U C AT I O N
Its AI SEO: UnderstandingYour s for Role and Benefit Brand Trailer Business Page 49
n of the National
The Official Publicatio
Association of Trailer
Manufacturers
2026 January/February 1 1 Volume 39 • Issue
Convention Returns to RecordBreaking City Page 16
Bill O’Hara • Dexter Jeff Jones • Red Oak Inventory Finance Johnathan Bradley • Liberty Trailers Michael Etheridge • Wylie & Son, Inc. DIRECTORS FEB. 2024 - FEB. 2027 Andy Derr • M.H. Eby, Inc. Rick Huddleston • White River Marine Group
OFFICERS
Deborah Edwards • SteelPoint
President Andy Derr • M.H. Eby, Inc.
Logan Mesenbrink • Lane Trailers
Vice President Nathan Uphus • Felling Trailers
Steven Aiuto • GM
Treasurer Daniel Luby • BoatMate Trailers, Inc.
DIRECTORS FEB. 2025 - FEB. 2028
Secretary Heather Gonzales • Down 2 Earth Trailers Associate Member Representative Dustin Smith • Optronics International Past President Marco Garcia • U-Haul International, Inc.
Dustin Smith • Optronics International
Chris Lago • All American Trailer Connection Andy Gehman • MGS Incorporated Daniel Luby • BoatMate Trailers, Inc. Nathan Uphus • Felling Trailers Heather Gonzales • Down to Earth Trailers Eric Kazmierzak • Laclede Chain MFG. Co.
About this publication: Tracks Volume 39, Issue 1 January/February 2026 is published six times a year (bi-monthly) for $50 per year by the National Association of Trailer Manufacturers, 2420 SW 17th St, Topeka, KS 66604. Periodicals postage paid at Topeka, KS. POSTMASTER: Send address changes to NATM 2420 SW 17th St, Topeka, KS 66604. DISCLAIMER: The inclusion in this magazine of advertising, logos, or website links, or reference to any products, services, trade names, or manufacturers is not an endorsement by NATM of any such advertisers, links, entities, products, services, or names. NATM through this magazine provides news and opinion articles as a service to its members and readers. Often these articles come from sources outside of its organization. Statements and opinions expressed in these articles are solely those of the authors and do not necessarily reflect the opinions, beliefs and viewpoints of the National Association of Trailer Manufacturers, its staff or management, or the official policies of NATM. Nor does NATM accept responsibility for any errors or omissions made in publishing or reproducing articles or advertising appearing in Tracks or for the return of unsolicited manuscripts sent to NATM. USPS Number: 022438
ISSN Number: 1552-2415
NATM Headquarters • 2420 SW 17th St. • Topeka, KS 66604 • (785) 272-4433 • Fax: (785) 272-4455
1
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Advertising Index Ace Wire Spring & Form Co., Inc. › › › › › › › › › › › › › › 27
Honsa Ergonomic Technologies › › › › › › › › › › › › › › › 75
The Mitographers › › › › › › › › › › › › › › › › › › › › › › › › › › 14
Affiliated Resources, Inc. › › › › › › › › › › › › › › › › › › › › 61
Hutchens Industries, Inc. › › › › › › › › › › › › › › › › › › › › › › 3
Napoleon/Lynx › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 9
Carlisle Polyurethane Systems › › › › › › › › › › › › › › › 92
IDC Spring › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 30
Dexter › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 31 Diamond Wire Spring Company › › › › › › › › › › › › › › › 19
Kenda/Americana Tire & Wheel Corporation › › › › › › › › › › › › › › › › › › › › › › › › 73
Optronics International › › › › › › › › › › › › › › › › › › › › › › › 5
Ridewell Suspensions › › › › › › › › › › › › › › › › › › › › › › › 46
Tech Products, Inc. › › › › › › › › › › › › › › › › › › › › › › › › › › 75
East Penn Manufacturing Co., Inc. › › › › › › › › › › › › › 75
LandAirSea › › › › › › › › › › › › › › › › › › Inside Front Cover
H.E. Parmer Company, Inc. › › › › › › › › › › › › › › › › › › › › 18
LaVanture Products Company › › › Inside Back Cover
TecNiq › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 71
Heskins, LLC › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 7
Lippert › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 2
UFP Factory Built › › › › › › › › › › › › › › › › › › › › › › › › › › › 39
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TRACKS
PRESIDENT’S REPORT
President’s Report By Andy Derr, M.H. Eby, Inc.
The new year is here, and for NATM, that means one thing: Convention season.
the educational sessions, and highlights from the Dealer Roundtables that closed the show.
We’re heading back to Fort Worth this February, and if you’ve been to an NATM Convention & Trade Show there before, you know exactly why it’s a favorite. Big crowds, strong turnout, and a great space for serious conversations and real connections. It’s shaping up to be another strong year.
Together, these two events represent what NATM is all about. The Convention brings consistency, depth, and decades of industry know-how. The Expo brings fresh perspective, new voices, and a long-overdue platform for dealers. Both are needed. Both are now part of how we serve this industry.
Inside this issue, you’ll find everything you need to get ready: the full schedule, what’s new for 2026, and a preview of speakers, sessions, and workshops. If you’re a manufacturer, don’t miss the voting for this year’s Trailer Trends & Tech Showcase. Details are on Page 16. You’ll also find something else in this issue: proof of progress. Starting on Page 34, we’ve recapped the very first NATM Trailer Expo in Oklahoma City. It was a big move for the Association, and the response confirmed what we believed going in. This industry is ready for a dealer-focused event. You’ll see reactions from attendees, insights from
Beyond events, the work continues. In October, our team and members were in Washington, D.C., for Regulatory Roundup. We met with Congressional staff, held briefings, and kept trailer safety and manufacturing needs on the radar with policymakers. These efforts take time, but they build relationships that pay off long-term. So, what’s next? Whether you’re attending a show, sitting on a committee, taking NATM Academy courses, or jumping into a webinar, you’re helping push this Association forward. Let’s keep that momentum going in 2026. ■
Andy Derr
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January/February 2026
www.NATM.com
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H E A D Q UA R T E R S R E P O R T
Headquarters J A N U A R Y/ F E B R U A R Y 2 0 2 6
REPORT
By Alex Stowe, NATM Executive Director
T
he New Year is here, and we are so excited to gather again as an industry for the 2026 Convention & Trade Show in Fort Worth. With Texas serving as one of the major hubs for our industry, I am very excited for another great opportunity to gather and collaborate with staff, attendees, exhibitors, and speakers. The 2026 Convention has presented an opportunity for NATM to continue to grow our educational programming and provide other updates for our Convention attendees. This year’s Convention has two new educational offerings. First is the Lunch & Legislation discussion, which will offer attendees unique perspectives and updates on both NATM’s government affairs work, as well as information on what is happening in D.C. from K&L Gates, NATM’s lobbying firm. This luncheon will provide attendees with perspectives from both individuals who work in D.C. every day, and also from fellow manufacturers who are working to navigate this everevolving regulatory landscape. NATM will also be debuting the Bacon & Brilliance brunch which will provide NATM Staff and Board Members with the opportunity to provide updates on association programming, and to recognize award winners who have been nominated by their peers and will be recognized for their outstanding contributions to the industry and to NATM. I hope to see you all in Fort Worth and am so excited for Convention. For more information about this year’s great lineup, visit NATM.com/Agenda. Looking ahead to the rest of 2026, NATM is now entering the final year of our 2023-2026 Strategic Plan. I am excited to see the past three years of work come to fruition as we finish up this strategic plan. The 2023-2026 Strategic Plan was very ambitious, but between the hard work of the Board, our members, and our staff, I firmly believe we will come away feeling incredibly proud of everything we have been able to accomplish as an industry over the past three years. Advancing Advocacy & Partnerships has been a core goal 2023-2026 Strategic Plan, and NATM has taken large steps on this front. Between more formal communications with the National Highway Traffic Safety Administration (NHTSA) and the Department of Transportation (DOT), and work to incorporate these agencies more into Trailer Safety Week,
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January/February 2026
NATM has done so much to grow our advocacy efforts. Educating the industry and providing outlets for learning was also a priority of this Strategic Plan. With the launch of the NATM Academy last year, NATM has provided another avenue for members to help upskill their employees and provide additional value to our members. The NATM Academy offers on-demand modules, allowing students to learn when it’s most convenient for them. The Academy is free to all NATM Members, and we encourage all members to take advantage of this great benefit. Finally, looking to grow a cohesive industry, the inaugural NATM Trailer Expo went incredibly well, and we are continuing to find new ways to incorporate dealers into association programming. In addition to the Strategic Plan, NATM remains driven by our mission, to improve trailer safety and the success of the light- and medium-duty trailer manufacturing industry through education and advocacy. Trailer safety starts with our manufacturer members, and with assistance from NATM’s Compliance Verification Program, industry members verify they have the processes in place to meet applicable federal regulations. However, a trailer still requires an informed and knowledgeable end-user to be operated safely. It takes the entire industry working together to improve trailer safety. We’re excited to celebrate another great Trailer Safety Week June 7-13, 2026. NATM continues to work with industry members, peer organizations, state departments of transportation, NHTSA, and state governors to promote this vital highway safety initiative. The work will continue as we move forward into 2026. The industry continues to overcome challenges and deliver, even as market uncertainty is impacting demand. NATM appreciates your continued support and participation in our programming. As a member-based not-for-profit association, we exist solely to support our membership. While members focus on the day-to-day needs of their businesses, NATM continues to achieve goals set by the strategic plan, advocate for your needs, and look for ways to make your job just a little easier. If there is anything that NATM can do to better serve you, please don’t hesitate to reach out! ■
www.NATM.com
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TRACKS
G O V E R N M E N T A F FA I R S
Section 402 Grants Provide Dynamic Tool for Safety By Brody Garland, K&L Gates
Understanding Section 402 State Highway Safety Grants Section 402 State Highway Safety Grants, named for a provision in the Highway Safety Act of 1966, are part of a foundational federal program aimed at reducing traffic crashes, injuries, and fatalities across the United States. Section 402 has evolved through multiple reauthorizations and amendments, most recently under the Infrastructure Investment and Jobs Act (IIJA). Administered by the National Highway Traffic Safety Administration (NHTSA), it provides federal funding and guidance to states, territories, and tribal governments for various highway safety initiatives. Section 402 was created in response to the alarming rise in traffic-related deaths and injuries during the mid20th century. The Highway Safety Act of 1966 marked a pivotal moment, empowering the federal government to partner with states in developing comprehensive highway safety programs. Over the decades, Section 402 has been reauthorized and refined to address emerging safety challenges, such as impaired driving, distracted driving, and the integration of new vehicle technologies. The primary purpose of Section 402 is to support state and community programs that reduce traffic crashes, deaths, injuries, and property damage. The program emphasizes education, enforcement, and research, ensuring that states have the resources and flexibility to address their unique safety needs.
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January/February 2026
Eligibility and Administration Section 402 funds are available to all U.S. states, territories, and tribal governments. To qualify for funding, each state must develop and implement an approved Highway Safety Plan (HSP). The HSP sets forth goals, performance measures, targets, strategies, and projects designed to improve highway safety. It must be data-driven and coordinated with the state’s Strategic Highway Safety Plan (SHSP), promoting a unified approach to safety across agencies. At the federal level, NHTSA oversees the program, while State Highway Safety Offices (SHSOs) manage implementation at the state level. These offices are responsible for distributing funds to a wide network of sub-grantees, including local law enforcement, municipalities, universities, and healthcare organizations.
Program Requirements and Guidelines Section 402 mandates that each state’s highway safety program must be approved by the Secretary of Transportation and comply with uniform federal guidelines. These guidelines, promulgated by the Secretary, are expressed in terms of performance criteria and cover a broad range of safety initiatives, including: ›
Reducing impaired and distracted driving
›
Encouraging the use of occupant protection
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G O V E R N M E N T A F FA I R S
devices (seat belts, child restraints) ›
Improving motorcycle, pedestrian, and bicycle safety
›
Reducing speeding and unsafe driving behaviors
›
Enhancing law enforcement services and emergency response
›
Improving driver education, testing, and licensing
›
Maintaining effective crash record systems and conducting accident investigations.
States must submit a triennial Highway Safety Plan that is datadriven and sets quantifiable, annual performance targets for key safety measures. Additionally, states are required to submit annual grant applications and provide assurances that their activities support both national and state-specific safety goals.
Funding and Impact Section 402 funds are distributed to states using a formula based on population and public road mileage. At least 40% of
TRACKS
these funds must benefit local political subdivisions, ensuring that resources reach communities with the greatest need. States have flexibility in how they allocate funds, allowing them to address local traffic safety problems effectively. The impact of Section 402 is far-reaching. States use these grants to support a variety of programs, such as high-visibility law enforcement campaigns, impaired driving prevention, pedestrian and bicycle safety initiatives, and public education campaigns. The program also supports innovative approaches, such as the use of automated enforcement in school and work zones and addresses emerging issues like vehicle technology misuse and child heatstroke prevention.
Conclusion Section 402 State Highway Safety Programs are a vital federalstate partnership dedicated to saving lives and preventing injuries on the Nation’s roads. By providing flexible, data-driven funding and establishing rigorous program requirements, Section 402 empowers states to address their unique safety challenges while advancing national goals. As transportation evolves, Section 402 remains a dynamic tool for promoting safer roads and communities across the United States. ■
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January/February 2026
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G O V E R N M E N T A F FA I R S
NATM Political Action Committee By Alex Stowe, NATM Executive Director
The National Association of Trailer Manufacturers (NATM) established a Political Action Committee, the NATM PAC, in 2010. The NATM PAC serves to support Members of Congress who support the light- and medium-duty trailer industry and its positions on matters of public policy. Campaign finance law requires NATM to secure “prior approval” from member companies before soliciting member companies’ executive and administrative personnel, stockholders, and the families of both groups. Member companies may not approve solicitations by more than one trade association in any calendar year. If, on behalf of the company you are authorized to represent, you would like to grant prior approval for the administrative personnel, stockholders, and the families of both groups of your company to be solicited by NATM in calendar year 2025, please complete the prior approval agreement online
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January/February 2026
using the QR code on this page. Individuals who serve as the company owner, CEO, COO, vice president or senior executives are authorized to sign this form on behalf of his or her company. Since its inception, over 60 individuals have contributed to the PAC raising nearly $140,000 and those dollars have contributed to more than 80 incumbent campaign committees on both sides of the aisle. The PAC is governed by a Board of Directors comprised entirely of NATM members. The PAC Board is responsible for developing both an annual budget and confirming candidates to whom the PAC will contribute based on specific, established criteria. Having the PAC Board comprised of industry members is a key feature of assuring PAC goals align with industry needs. To learn more about the PAC, contact NATM PAC Treasurer Alex Stowe at Alex.Stowe@natm.com. ■
www.NATM.com
G O V E R N M E N T A F FA I R S
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NATM Regulatory Roundup attendees gather near the Capitol to kick off the week.
NATM Members Strengthen Industry Voice at 2025 Regulatory Roundup in Washington By Ginger Baker-Sanhueza, NATM Programming Director
I
n late October, members of the National Association of Trailer Manufacturers (NATM) once again gathered in Washington, D.C., for one of the Association’s most impactful annual events—the Regulatory Roundup. The three-day advocacy initiative connected trailer manufacturers, suppliers, and industry leaders with lawmakers and agency officials to discuss the policies shaping the future of trailering in America. This year’s Roundup underscored a message that has guided NATM for decades: when industry speaks with one voice, policymakers listen.
Day One: Exploring the Capitol and Building Community Attendees arrived Tuesday, Oct. 21, and normally kick off the program with a guided tour of the U.S. Capitol. However, due to the government shutdown, attendees instead gathered on the steps of the U.S. Capitol, where they received a lesson on its history and significance but were unable to go inside.
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NATM’s Programming Director Ginger Baker-Sanhueza reflected, “Even though the doors to the building itself were closed, it was a special moment that carried its own meaning. Standing on those steps with my kids, allowed me to teach them about the resilience of our democracy, which was really special.” Later that evening, K&L Gates hosted a Welcome Reception, where participants connected with fellow industry members and shared insights before the busy days ahead. For many, this event is more than just policy—it’s about camaraderie. As Johnathan Bradley of Liberty Trailers reflected, “While meeting with elected officials was an amazing experience, the most valuable part for me was the networking with other members of the trailer industry. Even though we see one another at Convention or the Expo, the time in D.C. felt much more personal and engaging.”
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Day Two: Capitol Hill Visits—Putting a Face to the Industry Wednesday began with a breakfast briefing at K&L Gates, followed by a full day of Capitol Hill visits, where teams of NATM Members met with senators, representatives, and staff to advocate on behalf of the light- and medium-duty trailer industry. Members discussed NATM’s ongoing work in promoting trailer safety, the Trailer Safety Improvement Act (H.R. 141), the importance of education funding, and the need for regulatory clarity around tariffs and manufacturing. The talking points emphasized NATM’s core mission—to promote trailer safety and the success of the industry through education and advocacy—and highlighted the Association’s positive relationships with National Highway Traffic Safety Administration (NHTSA), Department of Transportation (DOT), and other key agencies. NATM Executive Director Alex Stowe reflected on the uncertainty of having this event saying, “We weren’t sure what to expect holding Regulatory Roundup during a government shutdown, but we quickly saw that the work in Washington never really stops. Legislative staff, and even several Members of Congress, were still at their desks, taking meetings and engaging with our members. NATM was able to have our voice heard, and that speaks to the respect our Association has built through consistent, professional advocacy.” Chris Lago, NATM’s Dealer Affiliate Board Representative, was a first-time attendee. He reflects saying: “It was exciting to see how engaged each congressional office was, and their eagerness to look for ways to help the industry.”
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Pat Jennissen of Felling Trailers also found tremendous value in these personal interactions with Congress: “Getting to personally meet my local lawmakers and conveying to them the needs of the trailer industry was the most valuable part of the experience,” he said. “I was impressed with how prepared each office was—especially Senator Klobuchar’s and Senator Grassley’s teams. They were very familiar with the materials we shared and the industry itself.” Jennissen added that while policy change can be slow, “NATM’s mission of safety and bettering our industry has bipartisan support. It’s important that we’re persistent in educating our lawmakers.” For Bill O’Hara of Dexter, the visits reinforced how consistency over time leads to influence: “Yearly participation has given me familiarity with D.C. and how it operates. The quantity of visits has led to quality over the years. Relationships matter, and NATM’s advocacy work puts the Association in a good position if a government request is ever needed.” He recalled a particularly engaging conversation with Representative Austin Scott (GA), noting, “He values the safety NATM promotes and understands the fine line between necessary regulation and overreach that discourages business. He’s committed to finding the ideal balance and wants to tour a member facility in the future.” The day concluded with dinner at Joe’s Seafood, where attendees shared reflections from their Hill meetings and discussed strategies for keeping the conversation going back home in their districts.
Day Three: Deep Dive into Policy, Trade, and the Road Ahead Thursday’s Regulatory Roundup sessions provided members
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with exclusive insight into the federal policy landscape from subject-matter experts and congressional staff. The day began with an Administration Outlook presented by Finch Fulton of K&L Gates, who addressed the ongoing government shutdown and its growing ripple effects expected by November, including impacts on TSA, FAA, and SNAP benefits.
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triangles slated for May 2026, and discussed growing concerns around cargo fraud, which has cost U.S. industries an estimated $35 billion. “Foreign entities have inserted themselves into the U.S. logistics system,” Fulton explained, urging members to watch developments within the Office of Freight as it looks to integrate new data strategies to combat fraud and improve oversight of non-domicile truck operations. Following Fulton’s briefing, attendees joined a House Congressional Roundtable, moderated by Andrew Tabler of K&L Gates, featuring staff representatives Steve Carlson (Office of Rep. Chris Pappas of New Hampshire), Mike Dankler (Office of Rep. Rudy Yakym of Indiana), and Noah Hooton (Office of Rep. Tim Burchett of Tennessee). Topics included the surface transportation bill, the proposed Trailer Safety Improvement Act - H.R. 141, and ongoing trade and tariff challenges. Hooton emphasized the importance of keeping education in the surface transportation bill, noting, “This is our #1 priority, and I don’t anticipate issues moving through the House.” Carlson expressed optimism, saying, “We can get it through the House—the big question is how to pay for it.” Dankler acknowledged the bipartisan nature of infrastructure efforts but warned of “bureaucratic inertia” slowing project implementation. When the discussion turned to trade and tariffs, the panel noted the ongoing uncertainty facing U.S. manufacturers. One NATM Member in attendance shared a manufacturer’s perspective: “About 20-30% of our product comes from global partners. If the Supreme Court rules, we’ll have to use legal means to claw back costs—but if this remains sustainable, we need consistency across administrations. Consumers are feeling this.”
LEFT: Attendees gather at the K&L Gates office for industry-related presentations. TOP: Monica and Anthony Mountain speak with Noah Hooton (right). BOTTOM: Conrad West, Senator John Boozman of Arkansas, and John Kerr wrap up their NATM discussion with smiles all around.
Fulton’s presentation covered a range of pressing issues—from DOT priorities to NHTSA rulemaking delays, noting that “analyzing comments” has become a common mechanism for extending timelines on proposed rules, with some reviews stretching into 2026.
The panel concluded with practical advice for NATM Members looking to make the most of their engagement with elected officials. Noah Hooton emphasized the power of local connection, noting that having someone from a legislator’s own district “is important” because it personalizes the issue and helps offices see how national policies directly affect their constituents. Steve Carlson added that clarity is key, urging members to “be crystal clear about what you’re asking for” so staffers can champion the issue internally and move it up the chain. Mike Dankler encouraged attendees to extend the conversation beyond Washington by inviting lawmakers to visit your facilities, explaining that firsthand exposure to the manufacturing process makes a lasting impression and strengthens future
He also provided an update on Autonomous Driving Systems (ADS), including forthcoming rules on cab-mounted warning
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dialogue. Together, their advice reinforced what NATM Members have long practiced—that effective advocacy starts with relationships, clear communication, and open doors.
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“The challenge isn’t just managing costs—it’s managing the churn of constant changes,” Hopkins said, urging members to participate in public comment periods on www.regulations. gov and monitor evolving tariff classifications closely.
Advocacy in Action: Relationships That Matter Throughout the Roundup, a common theme emerged: advocacy is a long game built on relationships. David McKee, ATW Vice President of Quality, said it best: “Many of us have supplier or competitor relationships day-to-day, but in this setting, we come together for the benefit of our entire industry.” Jason Miller of Carry-On Trailers echoed that sentiment: “We discussed trailer safety, tariffs, products made in America, and the importance of skilled trades. One congressman even expressed sincere interest in visiting our manufacturing facilities to learn more about our business.” For Johnathan Bradley, the event reaffirmed the importance of NATM’s presence in D.C.: “Participating really drove home how few people are responsible for shaping our nation’s laws—just 100 Senators and 435 Representatives. That perspective reinforces how important it is for NATM to have a presence in front of those decision-makers.”
Looking Ahead From the slightly shortened (due to the shutdown) Capitol Tour to the Roundup speaker series, this year’s Regulatory Roundup once again demonstrated the power of collective advocacy. The conversations and connections forged in Washington will continue to shape NATM’s work in 2026 and beyond—from supporting H.R. 141 to addressing tariffs, workforce development, and technological innovation. Lago encourages others to attend by saying, “For those that have the ability to participate in Regulatory Roundup, I would encourage you to come in future years. It is truly an invaluable experience to meet with Members of Congress and discuss our industry.”
TOP: Chris Lago and his son are ready for a day of Hill meetings. BOTTOM: (From left) John Bilal, Michael Etheridge, Senator James Lankford of Oklahoma, Jonathan Bradley, and Scott Crimmins wrap up a productive meeting.
After the panel, the morning wrapped with Brian Hopkins of K&L Gates, who presented “Spotlight on Trade.” Hopkins broke down Sections 232 and 301 of U.S. trade law, explaining how tariffs and duties are applied—and how pending Supreme Court decisions could reshape the regulatory landscape. His key takeaway: expect uncertainty.
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As Pat Jennissen summed it up: “This is easily my favorite NATM event every year. It’s incredibly rewarding to come to our nation’s capital to discuss and educate lawmakers on our industry with my colleagues.” The impact of Regulatory Roundup doesn’t end when attendees return home—it multiplies, through every facility tour, every legislative follow-up, and every NATM Member who continues to share the message of trailer safety and industry excellence across the nation. ■
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Cast Your Vote for Innovation By Aileen Valido, NATM Events Director
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et ready to shape the future of the trailer industry at the National Association of Trailer Manufacturers (NATM) 2026 Convention & Trade Show! Trailer Manufacturer Attendees can participate in the Trailer Trends & Tech Showcase voting through the official Convention Mobile App, Whova. Your votes will help highlight the most exciting innovations and advancements in the industry. By casting your vote, you’ll automatically be entered into our raffle for a chance to win one of the amazing, featured products and experience the latest trailer innovations firsthand! Voting opens: Tuesday, Feb. 24 at 8:30 a.m. via Whova.
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Mark your calendars: ›
Trailer Trends & Tech Showcase Awards Winners Announcement: Feb. 26 at 10 a.m.
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Trailer Trends & Tech Showcase Raffle Winners Announcement: Feb. 26 at 11 a.m. Email NATM Events Director Aileen Valido at Aileen.Valido@natm.com if you have any questions ahead of the show. Got questions at the show? Attendees can go to the Help Desk located at Registration if assistance is needed onsite. ■
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2026 Convention Schedule Fort Worth, Texas | February 23-26, 2026
Monday, February 23th
Wednesday, February 25th
Registration
Registration
4:30 p.m. - 7:30 p.m.
8:00 a.m. – 5:00 p.m.
Dueling Pianos Welcome Event
Exhibitor Move-In
6:00 p.m. – 8:00 p.m.
8:00 a.m. – 11:00 a.m.
Tuesday, February 24th
Bacon & Brilliance: Association Update and Awards Brunch
Registration
Trade Show Open
8:30 a.m. – 7:00 p.m.
11:30 a.m. – 5:00 p.m.
Workshop Session 1: Humanize Before You Monetize – T.I.E. Relationships to Revenue
Trade Show Reception
9:30 a.m. – 11:00 a.m. Technical Forum Session 1: Driving Efficiency in Trailer Manufacturing – The Case for Automation 9:30 a.m. – 11:00 a.m. Lunch and Legislation: Government Affairs Lunch & Learn 11:15 a.m. - 1:30 p.m. Exhibitor Move In
9:00 a.m. – 11:00 a.m.
3:00 p.m. – 5:00 p.m.
Thursday, February 26th Exhibitor Move In 8:30 a.m. – 9:00 a.m. Registration 9:00 a.m. – Noon
Noon – 6:00 p.m.
Trade Show Open
Workshop Session 2: AI in Action: Make Your First Company Video While We Talk
Coffee with Exhibitors
9:00 a.m. – Noon
2:00 p.m. – 3:30 p.m.
9:00 a.m.-10:00 a.m.
Technical Forum Session 2: Fasteners 101 & Beyond
Trailer Trends & Tech Showcase Awards and Raffle
2:00 p.m. – 3:30 p.m.
10:00 a.m. –10:30 a.m.
NATM PAC Reception**
CVP Failures and Trailer Technology Workshop
3:50 p.m. – 4:30 p.m.
10:30 a.m. - Noon
Newcomer Orientation & Reception
Exhibitor Move Out
4:00 p.m. – 6:00 p.m.
Noon – 5:00 p.m.
President’s Reception 6:00 p.m. – 7:30 p.m. **The PAC Reception may only be attended by NATM's "Restricted Class," which includes certain NATM employees, individual and other noncorporate NATM Members, and certain employees of corporate members with pre-approval.
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Maximize Your Leads with NATM Mobile App By Catie Rutkowski, NATM Membership & Events Coordinator
The National Association of Trailer Manufacturers (NATM) is excited to announce the return of its Mobile App powered by Whova for the 2026 NATM Convention & Trade Show! After multiple successful years, the app is better than ever, bringing new and enhanced ways for attendees and exhibitors to connect and make the most of their experience in Fort Worth. With the Whova Event app, exhibitors have found it to be an invaluable tool for capturing and managing leads on-site. The app’s complimentary Lead Retrieval function ensures that no business connection is missed, transforming conversations at your booth into actionable opportunities. This feature has become a must-use tool for exhibitors looking to expand their networks and track potential clients. If you haven’t yet explored the Lead Retrieval option, now is the time! Be sure to review the Lead Retrieval Tutorial for Exhibitors at www.whova.com. In preparation for the 2026 event, exhibitors are strongly encouraged to add their booth workers and update their company profiles in the app to ensure they stand out to attendees. Your company profile is the first point of contact for many and keeping it current ensures that potential leads have the most up-to-date information about
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your business. The app makes it easy to provide details about your products, services, and team members—so don’t miss this chance to put your best foot forward. The app is also extremely beneficial for attendees as you get the chance to network with exhibitors and your peers. It will keep you informed of important sessions or events happening, so you don’t miss a thing. Along with important reminders, it gives you full access to the agenda and the chance to read up on what sessions are happening when, where, and details on each one. You can join group discussions and network with like-minded peers all on the Whova app. Stay organized and ready to experience the #NATMShow at its best. NATM encourages everyone to download the Whova app today from the App Store or Google Play. Detailed instructions on how to navigate the app are available on NATM.com to ensure you’re ready to take full advantage of everything the 2026 Convention & Trade Show has to offer. For questions or assistance, contact Catie Rutkowski, NATM’s Membership & Events Coordinator, at Catie.Rutkowski@natm.com. ■
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New Format, New Insights, and New Opportunities You Won’t Want to Miss By Ginger Baker-Sanhueza, NATM Programming Director
The National Association of Trailer Manufacturers (NATM) 2026 Convention & Trade Show in Fort Worth is on track to be one of the most dynamic and impactful events yet! And this year, NATM is shaking things up with exciting new programming designed to give members deeper legislative insights and stronger technical support than ever before. From a revamped government affairs session to a brand-new workshop to close out the Convention, attendees can expect fresh content, expanded perspectives, and conversations that matter to the light- and medium-duty trailer industry.
Introducing: Lunch & Legislation A New Take on Government Affairs at NATM
the new Lunch and Legislation on Tuesday, Feb. 24, at 11:15 a.m.
Closing the Show with Something Big: CVP Failures & Trailer Technology Workshop To wrap up the Convention on Thursday, Feb. 26, NATM is introducing a new spin on a technical forum that speaks to the heart of member feedback, compliance needs, and the future of trailer manufacturing. NATM Technical Director Scott Crimmins will lead the CVP Failures & Trailer Technology Workshop offering attendees a look at:
For years, NATM Members have valued our Government Affairs Workshop for its ability to break down complex legislation into practical, industry-specific insights. In 2026, the Association is elevating this experience. This year, the traditional government affairs workshop is being upgraded to Lunch & Legislation— an interactive panel discussion taking place during lunch and designed to bring policy conversations to center stage.
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A broad overview of NATM’s Compliance Verification Program (CVP)
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The top compliance failures identified across the industry
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Clear, actionable strategies for mitigating these failures within your own facility
Led by Brody Garland and Brian Hopkins of K&L Gates, the session will feature panelists from the NATM Government Affairs Committee, offering attendees a front-row seat to:
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Emerging trailer technologies and innovations that manufacturers and dealers should be watching
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How new advancements could shape safety, compliance, and the market in years ahead
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A high-level Administration outlook from K&L Gates.
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Insight into federal actions and proposals that could impact trailer manufacturers, dealers, and suppliers.
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Committee members’ reflections on Regulatory Roundup and firsthand experiences engaging with policymakers.
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Practical guidance on how advocacy efforts directly strengthen NATM’s mission.
Advocacy is a cornerstone of NATM’s mission, and it allows members’ voices to be heard on Capitol Hill and ensures the unique needs of light- and medium-duty trailer industry aren’t overlooked. This session will underscore the power of industry advocacy, the importance of legislative awareness, and the value of staying engaged. It’s truly one you won’t want to miss - join NATM for
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This session blends practical compliance support with forwardlooking insights into automation, electrification, smart technology, and more. Whether you’re in manufacturing, engineering, compliance, or operations, this session will equip you with knowledge you don’t want to miss. It’s the perfect way to end your Convention week! Between these new sessions and all of the amazing exhibitors, the 2026 Convention & Trade Show is shaping up to deliver a ton of value to NATM Members. From policy to compliance to innovation, this year’s programming was designed with one goal in mind: to keep members informed, educated, and prepared to stay ahead of the curve. NATM can’t wait to see you in Fort Worth! To view the full Convention & Trade Show schedule, visit NATM.com/Agenda. ■
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Thank You 2026 Convention Sponsors!
• SCREEN PRINTING • DIGITAL INKJET • • DECALS • LABELS • NAMEPLATES • P-O-P DISPLAYS •
www.nordecinc.com
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Dueling Pianos Return for Convention Welcome Event By Aileen Valido, NATM Events Director
Kick off the National Association of Trailer Manufacturers (NATM) Convention & Trade Show in February with an evening of music, fun, and connection at the Dueling Pianos Welcome Event Reception! NATM is thrilled to invite attendees to this lively reception, taking place on Monday, Feb. 23, 2026, at the Fort Worth Convention Center. The night promises connection, networking, and the excitement of live dueling piano performances.
Event Details: Date: Monday, Feb. 23, 2026 Time: 6:00 p.m. - 8:00 p.m. Location: Fort Worth Convention Center
The Welcome Event offers amazing networking opportunities, allowing attendees to connect with fellow NATM Members, build new industry relationships, and enjoy the highenergy entertainment provided by dueling pianos.
To Register: Trailer Manufacturer Full Registration attendee tickets are a reduced $20! For non-Trailer Manufacturer Registrations, tickets are $80 per person. To secure your spot, visit NATM.com. Registration Questions? Contact NATM Membership & Events Coordinator Catie Rutkowski at (785) 2724433 or Catie.Rutkowski@natm.com. ■
Price: $20 for Trailer Manufacturer Full Registrations, $80 for all other registrants (includes two drink tickets, dinner, and an evening full of dueling pianos fun)
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Schedule Changes Bring Bacon & Brilliance Brunch Event to Convention 2026 By Meghan Ryan, NATM Assistant Director
Big changes are sizzling for the 2026 National Association of Trailer Manufacturers (NATM) Convention in Fort Worth, Texas, and it all starts with brunch. These changes were developed collaboratively with the NATM Convention Committee, incorporating valuable feedback from the 2025 Convention Survey and insights from NATM Staff. NATM is unveiling a bold new Wednesday morning event: Bacon & Brilliance: Association Update and Awards Brunch, proudly sponsored by Optronics. This dynamic opening session replaces the traditional early workshops with an NATM-focused experience that brings the community together over great food and meaningful updates on the Association’s success.
On the Menu: ›
State of the Association Address
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Annual Membership Awards
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Exciting Video Updates on Programming such as the NATM Academy, National Safe Trailering Council (NSTC), and Trailer Safety Week
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Networking Activities
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And, yes—bacon and other brunch favorites galore!
This Wednesday brunch will replace the “Lunch with Exhibitors” boxed lunches on the Trade Show floor, but concession stands will be available. After brunch, the momentum continues as attendees head straight into the exhibit hall for the Trade Show, ensuring strong foot traffic from the moment the doors open.
New: Tuesday’s Government Affairs Lunch & Legislation Also new for 2026: Tuesday’s Awards Lunch and Keynote Speaker will instead evolve into a Government Affairs Lunch & Legislation with NATM’s government affairs representatives K&L Gates offering valuable insight into legislative and regulatory developments shaping our industry, alongside food and networking. Stay tuned for more exciting updates to come at NATM.com/Convention. ■
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Kick Off the 2026 Convention with Energy, Engagement, and a New Way to Think About Business By Ginger Baker-Sanhueza, NATM Programming Director
The National Association of Trailer Manufacturers (NATM) Convention & Trade Show is known for delivering powerful education—and 2026 will be no exception. The event’s first workshop sets the tone with a high-energy, keynote-style session that will get attendees thinking differently about what drives business growth. Workshop 1: Humanize Before You Monetize – T.I.E. Relationships to Revenue isn’t just another motivational talk. It’s an interactive, 90-minute experience where NATM Members will explore how Time, Intention, and Experience (T.I.E.) can transform everyday interactions into business-building opportunities. This session was voted on by NATM’s Education and Convention Committees as one of the most impactful topics for 2026, reflecting member demand for programming that goes beyond technical skills and speaks to the heart of business success.
Meet Your Guide: Dustin E. James Bringing this topic to life is Dustin E. James, known nationwide as America’s Top Corporate Energizer. James has presented to more than 500,000 people across industries, inspiring them to elevate their workplace culture and performance. He’s a Certified Speaking Professional (CSP)—a designation earned by fewer than 20% of speakers worldwide—and a top sales performer in four different industries. What makes James unique is that he isn’t just talking about building business—he’s doing it. He still runs his own ventures, constantly testing and refining the very strategies he shares on stage. His businesses have been featured on FOX, ABC, NBC, and CBS, and he brings fresh, real-world insights every time he steps in front of an audience. Known for his massive crowd engagement, creativity, and professional storytelling, James doesn’t just deliver a talk—he creates an experience. You can expect laughter, energy, and maybe even a few goosebumps as he takes you on a journey of discovering how a little more time, intention, and experience can completely change the way you approach your business.
Dustin E. James, Moments Performance Group away not only motivated but equipped with fresh ideas to strengthen customer loyalty, boost sales performance, and create lasting partnerships. More importantly, you’ll be reminded that business isn’t just about trailers—it’s about the people who buy them, sell them, and build them. When you sit down in that room on Tuesday morning, get ready to lean in, participate, and maybe see your own relationships in a new light. James will have you laughing, thinking, and planning your next steps before you even leave your seat.
Session Details › › › ›
Workshop 1: Humanize Before You Monetize – T.I.E. Relationships to Revenue Date: Tuesday, Feb. 24, 2026 Time: 9:30 – 11:00 a.m. Location: Fort Worth Convention Center, Fort Worth, Texas
What You’ll Take Away
Start your Convention experience with a session that will entertain, inspire, and energize your business mindset. James will help you see how a little more Time, Intention, and Experience can take your customer relationships—and your bottom line—to the next level.
Starting your Convention experience with James’ workshop means starting with connection. You’ll walk
To view the complete agenda and register for the 2026 Convention & Trade Show, visit NATM.com/Convention. ■
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Are You Ready for Automation? This Forum Has the Answers By Ginger Baker-Sanhueza, NATM Programming Director
Picture this: your production floor is running full tilt, orders are piling up, and your team is stretched thin. Someone says, “Maybe it’s time to automate.” But then the questions start swirling. “How do we know if we’re really ready? Will automation put people out of work? Isn’t this going to cost a fortune?” These are the doubts and debates that echo across shop floors and boardrooms in the industry. Trailer manufacturers want to work smarter, not just harder, but the leap into automation can feel overwhelming. That’s why the National Association of Trailer Manufacturers (NATM) Technical, Compliance, and Technology Committees zeroed in on automation as one of the most critical conversations for the 2026 Convention & Trade Show. At Technical Forum 1: Driving Efficiency in Trailer Manufacturing – The Case for Automation, you’ll get straight answers, backed by data and real-world examples. This 90-minute session will show how automation can solve bottlenecks, boost safety, and deliver measurable ROI, while empowering your workforce instead of replacing it.
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Breaking Down the Automation Myth Automation isn’t just for massive manufacturing plants. It’s a powerful, scalable tool for companies of all sizes. This session is designed to show how automation can help reclaim lost time, eliminate bottlenecks, and raise quality standards, even in custom-shop environments. Through data-driven insights and peer-proven examples, you’ll learn exactly how to spot when your shop is ready for transformation (floor assembly, riveting, welding, or bending tasks, etc.).
Why Acieta Is Leading the Conversation Acieta isn’t just an expert in automation, they’re part of the NATM community. As an NATM Member, Acieta understands the unique challenges trailer manufacturers face. With more than four decades of experience and over 10,000 robotic systems successfully deployed across North America, their team has seen first-hand how automation
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no exception. The goal is to send you home with actionable ideas so you can start conversations in your facility about where automation can deliver the biggest impact.
can transform operations of every size. Their deep expertise makes them the ideal presenters for Technical Forum 1.
Whether you’re just beginning to consider automation or you’ve already dipped your toes in and want to expand your efforts, this session will give you a clearer picture of what’s next.
What You’ll Walk Away With This session goes beyond theory, offering practical, actionable insights into how automation can transform your production floor. Attendees will explore: ›
Recognizing When It’s Time to Automate Learn to spot the production bottlenecks and quality issues that signal it’s time to introduce automation.
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Innovative Assembly Solutions Discover automation technologies for floor assembly, riveting, welding, and bending that improve efficiency while preserving the flexibility needed for custom trailer design.
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Making the ROI Case Gain strategies for justifying automation investments and communicating value to company stakeholders.
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Safety & Compliance Benefits Understand how automation not only boosts productivity but also enhances workplace safety and ensures compliance with industry standards.
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Training for Success Explore training approaches that prepare your team to confidently adopt and leverage new technologies.
Bring Your Team, Bring Your Vision If you’re serious about driving efficiency in 2026 and beyond, don’t come alone. Bring your operations managers, engineers, and production leads with you to Fort Worth. Together, you’ll leave this session with a roadmap to guide your company’s automation journey and a vision for a more productive, competitive future.
Snapshot: Technical Forum 1 Topic: Driving Efficiency in Trailer Manufacturing – The Case for Automation Speaker: Tim Hildebrandt - Director of Sales and Chris Poole - Regional Automation Manager When: Tuesday, Feb. 24, 2026, 9:30–11:00 a.m. Where: Fort Worth Convention Center, Fort Worth, Texas
Why This Matters Now
Whether you’re still wondering “Are we ready for automation?” or already planning an advanced automated system, this is the session for you. Let Acieta’s proven expertise show you a path forward; one where efficiency, quality, and innovation drive your competitive edge.
NATM’s Technical Forums are designed to address the issues that matter most to manufacturers, and this one is
To view the complete agenda and register for the 2026 Convention & Trade Show, visit NATM.com/Convention. ■
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Fasteners 101 & Beyond: Why These ‘Small Parts’ Can Make or Break Your Trailer By Ginger Baker-Sanhueza, NATM Programming Director
Imagine this: a $1 fastener fails on a $20,000 trailer. Suddenly, you’re dealing with warranty claims, production downtime, customer complaints — and maybe even a recall. It’s a reminder that in trailer manufacturing, the smallest parts often carry the biggest responsibility. That’s why the National Association of Trailer Manufacturers (NATM) is excited to announce that FDL Components, a trusted NATM Member and global leader in trailer components, will present Technical Forum 2: Fasteners 101 & Beyond at the 2026 NATM Convention & Trade Show on Tuesday, Feb. 24, 2026, from 2:00-3:30 p.m. This 90-minute session will begin with a foundational look at fastener basics — the perfect refresher for those who touch these parts every day — before advancing into more complex but critical issues like fastener markings, traceability, legislation and compliance requirements, and understanding the liability chain.
Why This Session Matters This topic was voted a high priority by NATM’s Technical, Technology, and Compliance Committees, reflecting how vital it is for manufacturers today. Fasteners aren’t just pieces of hardware — they hold together your product, your reputation, and in many cases, the safety of everyone towing your trailers. Choosing the wrong fastener, missing traceability data, or overlooking compliance requirements can open the door to costly failures and legal exposure. This session is designed to give you the knowledge and confidence to
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make the right decisions from design to installation.
Meet the Experts FDL Components is uniquely qualified to lead this conversation. Since its founding in 2005, FDL has grown from a fastener importer to a comprehensive supplier of nearly every component needed to build a trailer. Their team has decades of experience in global sourcing, engineering, quality, and manufacturing — selling over a billion parts each year. Their expertise spans every stage of the supply chain, giving them a deep understanding of where things can go wrong — and how to get them right the first time.
Who Should Be in the Room Bring your engineers, quality and compliance teams, purchasing managers, and production staff to this session. When everyone understands the critical role fasteners play — from design to final assembly — your company is better equipped to reduce rework, protect customers, and strengthen compliance efforts.
Don’t Miss This Opportunity Fasteners may be small, but their impact is huge. This forum is your chance to gain expert insight, ask questions, and walk away with practical tools to protect your business, your customers, and the integrity of every trailer you build. To view the complete agenda and register for the 2026 Convention & Trade Show, visit NATM.com/Convention. ■
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Spotlight on Innovation: AI in Action—Make Your First Company Video While We Talk By Ginger Baker-Sanhueza, NATM Programming Director
The National Association of Trailer Manufacturers (NATM) Convention & Trade Show has always been the place where trailer manufacturers and suppliers gather to sharpen their skills, strengthen their businesses, and embrace the future of the industry. In 2026, that future is getting a high-tech upgrade with a brand-new kind of workshop: AI in Action: Make Your First Company Video While We Talk. This interactive, 90-minute session will empower attendees to create a fully usable company marketing video—live, in real time—during the workshop. Whether you want to boost your website, sharpen your sales messaging, train employees, showcase products, or energize your social media presence, this hands-on program will show you how.
founder of Mechanism Digital in New York City, he has led award-winning projects across film, TV, healthcare, and corporate communications. A recognized thought leader in Generative AI, Harriot authored the AI chapter of the upcoming VES Handbook and created the GenAI2.0 webinar series. He has a gift for helping businesses harness the power of advanced workflows and storytelling to make production more efficient, more creative, and more competitive.
Lucien Harriot, President, Mechanism Digital
With three Emmy Awards® and multiple best-selling books to his name, Steve Lance has built a career on helping businesses “get with the times” and stay ahead of trends. He has trained marketing departments at more than 200 Fortune 500 companies, teaching them to write smarter, brand stronger, and use AI tools to move faster. Lance also co-authored The Little Blue Book of Advertising and The Little Blue Book of Marketing and continues to guide companies across industries on how to connect with modern audiences.
And here’s the best part: you won’t just be watching. You’ll be making. Bring a laptop, roll up your sleeves, and walk away with a ready-to-use promotional video crafted alongside two world-class presenters.
Meet the Presenters Lucien Harriot – Futurist, VFX Supervisor & President of Mechanism Digital
Steve Lance – Emmy Award® Winner, Author & Branding Expert
Steve Lance, Emmy Award® Winner, Author, and Branding Expert
Together, Harriot and Lance will bring their unique blend of cutting-edge technology and
Lucien Harriot has been at the forefront of animation, CGI, and emerging media for nearly three decades. As the
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proven marketing strategy to NATM’s first ever marketing-focused Convention Workshop.
Why This Matters for Trailer Manufacturers Marketing might not be the first thing that comes to mind when you think about building trailers—but in today’s competitive environment, it’s just as important as welding a strong frame or sourcing quality components. Harriot and Lance’s biggest message? Even small “mom and pop” shops can compete effectively by embracing today’s tools. That’s why NATM’s Education, Technical, and Convention Committees voted for this session: to give members practical, real-world skills they can take home and apply immediately. If you’ve ever thought, “I know I should make more videos for my company, but I don’t know where to start,” this workshop is for you.
Mark Your Calendars Workshop 2: AI in Action: Make Your First Company Video While We Talk Date: Tuesday, Feb. 24, 2026, 2:00-3:30 p.m. Location: Fort Worth Convention Center, Fort Worth, Texas
Don’t Come Alone—Bring Your Marketing Team! This is not just a session for owners and executives—it’s a workshop designed for entire marketing teams. If your company has a marketing manager, sales lead, or social media specialist, make sure they’re at the 2026 NATM Convention & Trade Show with you. Together, you’ll leave Fort Worth with skills, tools, and actual videos to take your company’s marketing to the next level. Don’t miss this groundbreaking workshop! NATM is proud to debut a new era of marketing-focused education at the 2026 Convention. Come ready to learn, create, and compete like never before. ■
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Dealers sit down for meaningful conversations at the Dealer Roundtables at the NATM Trailer Expo. Photo by NATM Staff.
Pull Up a Seat: Recounting the First Dealer Roundtable Event By Izabella Chesney, NATM Marketing Specialist
T
he Trailer Expo was a true success for it being the National Association of Trailer Manufacturers’ (NATM) very first dealer-focused event. With an exciting Expo floor, top-notch education, and endless opportunities to network on a deeper level between dealers, exhibitors, and sponsors, it was nothing short of a memorable and impactful experience. Everything was specially curated with dealers in mind, and the NATM Trailer Dealer Committee was a driving insight into what dealers truly wanted in a show. Among the many conversations in the Trailer Dealer Committee meetings going over wants and needs in the show, the Dealer Roundtables was born. Dealer Roundtables was a new session unlike traditional workshops; the Dealer Roundtables provided a time for dealer attendees to learn from the best – each other. During this 90-minute session, attendees gathered with small groups of other dealers to participate in moderated discussions on dealer operations and leadership topics. From questions that helped dive into floor planning and inventory, management, and service and parts operations, to policies and customer management, the roundtables gave dealers the chance to truly connect and network with one another. I had the honor of joining the Women Tow-Gether roundtable, which was exclusively for women in the trailer industry. Whether you’re on the sales floor, in the service bay, working behind the scenes, or just getting started, this roundtable was all about connection, community, and real
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conversations. Led by NATM Trailer Dealer Committee Member and technical expert Denise Scholle, the Women Tow-Gether was a fantastic example of how when given the opportunity to connect, ideas and support follow along. From conversations about the challenges that come with being a woman in a male-dominated industry to discussing the realities of working with your spouse and how to find a healthy work-life balance while running a small business, it was a very insightful experience. I got to learn the behind the scenes of these incredible women who are passionate about their businesses and take pride in the work that they do. So many of the women at the table wear multiple hats and their work is rarely seen. Whether it’s sharing knowledge on a specific trailer part and service required or getting hands on with trailer repairs, these women can do it all and contribute to the well-oiled machine that is their businesses. Along with myself, NATM Programming Director Ginger Baker-Sanhueza joined the Women TowGether Roundtable and reflected on this session. “Attending the Women Tow-Gether event was truly empowering. Sitting with a group of like-minded women who share the same passion for this industry was incredibly inspiring, and the NATM Marketing Team absolutely nailed it with the thoughtful swag that made everyone feel seen and celebrated. It was such a refreshing and fun time together,” Baker-Sanhueza said.
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Interested in getting more involved with NATM and connecting with like-minded women in the trailer industry? NATM has just launched a new Women Tow-Gether Committee, inspired by the positive feedback and connection that happened during the 2025 Trailer Expo Dealer Roundtable experience. Help us make an impact on the industry and help foster connections, mentorship, and leadership development for women who are in the industry or want to join it! You can learn more about joining this committee at NATM.com. While I didn’t get the chance to join the other roundtables, several of NATM’s staff joined that discussion and it was extremely insightful for them as well! NATM’s very own Alex Stowe, Executive Director, had the chance to join a different roundtable, “Being able to participate in the inaugural Dealer Roundtable event was great. I was able to help facilitate a group of trailer dealers who were all invested in providing insights to help each other, along with lessons they have learned over the years running their dealerships. Seeing a group of people come together and be that collaborative and honest with each
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other was a highlight of the Trailer Expo for me,” he shared. The attendees of the Dealer Roundtable event also enjoyed the experience. Dealer Committee member, Chris Lago, had great feedback. “The Dealer Roundtables were great. It was very productive to get to group together and talk about the industry. For our first year doing it, I was happy with how it went, the level of participation we got, and it was good to see how much interaction and willingness from people to give advice to other dealerships,” Lago said. Another happy attendee we heard from was Dealer Committee member, Shane Ehrsam, who was looking forward to next year. “I can’t wait to do it again. I love connecting with other dealers. This one happened to be a lot about service and some intricate details about what makes a service bay click. I learned some nuggets that I’m going to take back to my dealership and it’s going to be really helpful,” Ehrsam said. While every roundtable may cover different topics, this is a great way to connect and share the everyday challenges of not only running a company but being in such a niche industry. Where information is hard to find and networking isn’t always accessible, the Dealer Roundtables, have opened new ways of connecting with like-minded people in the trailer industry. The Trailer Expo’s Dealer Roundtables is an event worth going to and one you should add to your list for next year! You can stay up to date with next year’s Trailer Expo for all things Dealer Roundtable by subscribing to our Trailer Expo mailing list, found at TrailerExpo.com. ■ LEFT: Denise Scholle shares her experiences during the Dealer Roundtables. BOTTOM: The Women Tow-Gether Roundtable was a female-centric roundtable where women were able to connect with each other in a comfortable setting. Photos by NATM Staff.
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A crowd gathers at the NATM Trailer Expo for the Performance-Based Brake Tester demonstration. Photo by NATM Staff.
A Look Back at the Tow & Tell Demos at the 2025 Trailer Expo By Ginger Baker-Sanhueza, NATM Programming Director
One of the most energizing features of the inaugural National Association of Trailer Manufacturers (NATM) Trailer Expo was the Tow & Tell Demo Theater, a dedicated space right on the Expo floor where attendees could step out of the aisles and directly into a learning environment with demonstrations. With six demos spanning technology, safety, merchandising, braking, and dealership operations, the lineup reflected one thing loud and clear: these sessions were designed by dealers for dealers. From the first demo to the last, the Tow & Tell Demo Theater was the place to gather, ask questions, take notes, and see real solutions to real problems. Attendees were able to gain actionable insights into everyday challenges dealers face on the lot, in the service bay, and across their retail spaces. Below is a look back at the educational highlights that made the Tow & Tell Demo Theater a valuable addition to the Trailer Expo.
Demo 1: Balancing Inventory and Margin with Technology Presented by: Josh Ferrell, Lightspeed The demo series opened with a highly relevant topic for
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Josh Ferrell with Lightspeed takes questions after his presentation in the Tow & Tell Demo Theater. Photo by NATM Staff.
nearly every dealership in today’s market: how to manage inventory efficiently while protecting margins. Josh Ferrell’s session walked dealers through the power of using data and modern tools to stay competitive, especially when sales cycles soften or floor plan costs creep upward. Through tech-driven insights and practical strategies, Ferrell helped attendees rethink how they track aging units, time their discounting decisions, and use analytics to improve profitability. Dealers left with a renewed sense of control — and a clearer picture of how the right
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data can support smarter decisions year-round.
Demo 2: Profit from Protection: Warranty Programs That Work Presented by: Chad Millspaugh & Joseph Gillum, Portfolio This session tackled a topic many dealers ask about but often find overwhelming: warranty programs. Chad Millspaugh and Joseph Gillum demystified the warranty world by walking attendees through how programs are priced and how warranties can add both value and revenue. They also introduced NATM’s exclusive trailer warranty products, designed specifically for NATM Dealer Affiliates — a huge point of interest for attendees eager to offer customers more protection and peace of mind. Dealers learned how warranties strengthen trust, build long-term relationships, and create predictable revenue streams.
Demo 3: The Smart Dealer’s Guide to DMS & Website Integration Presented by: Danny Wheeler, Trailer Ops In a refreshing shift, Danny Wheeler moved his session from the Demo Theater to the Trailer Ops booth, creating an intimate, hands-on experience with the company’s Dealer Management System. The message was clear: technology should serve you, not the other way around. Wheeler showed how an industry-specific DMS — designed for the unique pace and structure of trailer dealerships — can streamline operations, simplify sales processes, improve quote management, and pair seamlessly with websites that turn online traffic into real leads. Dealers appreciated the transparency and saw firsthand how digital tools, like a DMS, could eliminate pain points in their daily workflow.
Demo 4: Brake Check: Live Performance-Based Brake Testing Presented by: Trooper Christopher Black, Oklahoma Highway Patrol, in partnership with Felling Trailers If one demo stole the show, it was this one. With more than 140 attendees, the Performance-Based Brake Tester (PBBT) demo drew the largest crowd of the Trailer Expo. Using a truck and trailer provided by Felling Trailers, Trooper TOP: Attendees sit in on an informative demo in the Tow & Tell Demo Theater. MIDDLE: Joseph Gillum (left) and Chad Millspaugh with Portfolio discuss warranty programs during their demonstration. BOTTOM: Attendees capture the moment as Oklahoma Highway Patrol Officers test a trailer’s brakes during the PBBT demo. Photos by NATM Staff.
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Attendees grab lunch and prepare for the ‘Lunch & Learn - Beyond the Sale: Mastering the Manufacturer-Dealer Relationship’ panel. Photo by NATM Staff.
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customization tools, realizing that a clean, intentional retail design can pay off quickly in both professionalism and revenue.
Black gave a captivating demonstration of how PBBT technology measures brake force independently by axle, revealing issues that visual inspections alone can easily miss. Attendees saw real-time results, heard how PBBTs factor into roadside inspections, and learned what this technology could mean for safety, enforcement, and maintenance in the future.
Demo 6: Better Braking, Better Sales: Disc vs. Drum
For many, this demo was an eye-opening reminder of the critical role brake performance plays in preventing accidents and protecting both drivers and cargo.
Demo 5: Shelf Appeal: Merchandising Tips That Move Parts Presented by: Grant McGinnis & Melissa Farmer, Lippert Dealers often ask how they can increase parts sales without expanding their footprint — and Lippert delivered answers. Grant McGinnis and Melissa Farmer walked through how strategic merchandising transforms a parts area from a cluttered corner into a polished, profitable retail zone. They showed attendees how to build a gondola shelf from scratch, use branding and signage to guide buying decisions, and organize products in a way that encourages customers to browse and buy. Dealers were especially intrigued by Lippert’s
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Presented by: Bill Snider, Dexter In this straightforward, highly educational demo, Bill Snider broke down the real differences between disc and drum brakes, covering performance, maintenance, durability, and long-term cost of ownership. His demo empowered dealers with the confidence and language they need to effectively upsell disc brakes, even when price-sensitive customers hesitate. Snider’s clarity, experience, and hands-on explanation made the session a standout, reminding attendees why informed selling leads to better safety and stronger customer trust.
A Demo Series Designed for Dealers What made this year’s demos so meaningful wasn’t just the training — it was the undeniable focus on dealer needs. Every topic stemmed directly from dealer conversations, committee feedback, or recurring questions NATM has heard throughout the year. The combination of industry expertise, interactive learning, and real equipment on the show floor made the Tow & Tell Demo Theater a standout of the NATM Trailer Expo. ■
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NATM Assistant Director Meghan Ryan (left) and NATM Programming Director Ginger Baker- Sanhueza prepare for the next trailer drop off in Oklahoma City. Photo by NATM Staff.
Behind the Scenes at the Trailer Expo: How the NATM Team Pulled Off Its First-Ever Trailer Move-In By Ginger Baker-Sanhueza, NATM Programming Director
B
efore the sun had even risen over downtown Oklahoma City, the National Association of Trailer Manufacturers (NATM) Staff was already in motion. The dusty parking lots surrounding the OKC Convention Center were quiet and empty, except for a few red pop-up tents, folding tables, a row of clipboards, and a small group of NATM Staff Members putting on reflective vests and baseball caps. This was the morning many had anticipated, planned for, diagrammed, worried about, and rehearsed on paper for months: the first trailer move-in in NATM history. But if there were nerves, they were well disguised under sunscreen and smiles. The team stood ready with stacks of registration packets, notebooks full of placement maps, radios clipped to pockets, and a sense of shared determination. The inaugural NATM Trailer Expo was about to come to life, one trailer at a time. The decision to have a Trailer Expo and have trailers
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on an expo floor was a bold one. It meant taking on a significant logistical challenge. Leading the charge were Assistant Director Meghan Ryan and Senior Compliance Consultant Aaron Langer, who had spent countless hours developing a system that could accommodate so many trailers ranging widely in size, weight, and value.
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Months earlier, as exhibitors submitted diagrams and floor plans, Meghan and Aaron built a full move-in operation from scratch. Everything--from the order trailers would arrive, to their parking lot staging, to the sequence in which they’d enter the loading dock--was mapped with precision. And on move-in day, that planning paid off. Meghan shared, “NATM has been offering excellent Conventions for over three decades – but coordinating something this complex with so many trailers with a union team we’d never worked with before was a task. But our team thrived! Every trailer was handled with care, tagged correctly, and moved expeditiously without incident.” Her pride was unmistakable, not just in process, but in the purpose behind it. “NATM knows trailers. We know their value—not just the dollar amount, but what they mean to the people who build them. Many of these manufacturers have been members for years. We wanted the move-in to be as painless and stress free for them as possible. And I’m proud to say we achieved that here in OKC”
Teamwork, Trust, and a Whole Lot of Heavy Lifting
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lifting stacked trailers off the semi-truck loads - stacking chassis, repositioning units, and transferring equipment from staging lots to loading zones. For many of them, this was their first experience working with such a wide variety of trailer types. And that’s where NATM’s Aaron Langer became indispensable. With a background full of hands-on experiences in large scale events and construction, Aaron quickly became the go-to problem solver. When a forklift sank into a gravel patch, Aaron was there—sometimes guiding the operator and sometimes even climbing into the cab himself. When the straps needed adjustment or something realigned, he was already walking toward them with a plan. And if not Aaron, then Vice President of the NATM Board, Nathan Uphus from Felling Trailers jumped in to lend a hand. Nathan ended up working along NATM staff unloading trailers and helping exhibitors position theirs on the show floor for nearly the entirety of the move in process. His willingness to roll up his sleeves, jump into the thick of it, and do so with genuine positivity didn’t just help—it elevated the entire team. His presence was a reminder of the collaborative spirit that makes NATM so special. Multiple members later commented that seeing Aaron and Nathan in action immediately boosted their confidence.
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The union forklift operators were responsible for physically LEFT: (From left) NATM Staff Aaron Langer, Kevin Sander, and Alex Stowe ensure trailers are correctly placed in the exhibit hall at the NATM Trailer Expo. BELOW: NATM Staff Scott Crimmins (left) and Aaron Langer confirm a trailer’s placement during the Trailer Expo set up in Oklahoma City. Photos by NATM Staff.
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NATM Board of Directors Vice President Nathan Uphus operates a forklift during the NATM Trailer Expo set up. Photo by NATM Staff.
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“Members were handing over their inventory—some very expensive inventory—to a process NATM had never run before,” reflected NATM Programming Director Ginger Baker-Sanhueza. “But because Aaron and Nathan have decades of personal and professional experience in using and transporting trailers, and because our whole team respects and understands this equipment, members told us they felt at ease from the moment they checked in.”
Smooth Check-In, Ahead of Schedule The check-in area, set up in the parking lot, felt less like a processing line and more like a welcome station. Meghan’s detailed packets and well-organized trailer tagging and tracking system meant that every exhibitor moved through quickly. Even better, the team consistently stayed ahead of schedule, something several members remarked was “refreshing” and “unexpected for a first year.” Inside the building, the coordination continued seamlessly. While Meghan and Aaron managed the check in process and outdoor staging zones, Executive Director Alex Stowe, Technical Director Scott Crimmins, Compliance Consultant Todd Stallbaumer, Compliance Manager Sean Sloan, and Membership
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Specialist Kevin Sander took command of the Expo floor. Armed with diagrams in one hand, and a radio in the other, the inside team ensured every trailer landed exactly where it belonged. They directed forklifts, guided placements, checked clearances, adjusted spacing, and confirmed layouts as the Expo floor took shape. Their teamwork looked like choreography—each person exactly where they needed to be at the right moment, anticipating issues before they surfaced.
And Then There Was the Golf Cart No move-in story would be complete without mentioning Matthew Maresh, husband of NATM Assistant Director Meghan Ryan. For the last six years, Matthew has become an unofficial NATM Events Gopher at the annual Convention. Similarly, at the Trailer Expo, he quickly became the unofficial “runner” of the entire operation, zipping across lots and through loading zones in a golf cart, shuttling members, answering questions, hauling supplies, and helping wherever he was needed. His easy-going attitude and friendly conversations made all feel welcome from the moment they arrived.
Turning a First-Time Challenge into Smooth Success By the end of the move-in process, trailers were placed,
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ready for exhibitors to shine and decorate, and the NATM Team had pulled off a complicated, challenging task—not just successfully, but gracefully. Executive Director Alex Stowe summed it up best: “I could not be more proud of our team. This was something we had never done before, and yet everyone stepped up with professionalism, calmness, and determination. We turned a brandnew challenge into a smooth, efficient process, and we continue to receive messages from exhibitors telling us how impressed they were. That speaks volumes about the dedication of our staff.”
A New Experience Now Conquered What began as a logistical unknown became a defining moment for the inaugural NATM Trailer Expo. Thanks to the NATM Team’s preparation, teamwork, and deep knowledge of trailers, the move-in wasn’t just successful—it set a foundation for what future NATM Trailer Expos can become. And perhaps most importantly, it reflected what makes NATM special: a team that knows the industry, values its members, and works together to make big things happen. ■ LEFT: NATM Compliance Team members Todd Stallbaumer (left) and Sean Sloan direct traffic at the Oklahoma City Convention Center. BELOW: (From left) Austin Wilkinson with M.H. Eby, Nathan Uphus with Felling Trailers, and NATM Executive Director Alex Stowe take a moment to reflect on the Trailer Expo’s success on the final day of move out in Oklahoma City. Photos by NATM Staff.
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Mike Staver (front of the room, left) and Andy Derr kick off the NATM Trailer Expo in Oklahoma City in September. Photo by NATM Staff.
Education That Drives the Industry Forward: A Full Recap of the 2025 NATM Trailer Expo Workshops By Ginger Baker Sanhueza, NATM Programming Director
Opening Session: How to Build a High-Performance Culture Presented by Mike Staver, Leadership Expert & Hall of Fame Speaker The inaugural 2025 NATM Trailer Expo launched with powerful momentum thanks to Mike Staver, internationally respected leadership coach, Certified Speaking Professional, and member of the Speaker Hall of Fame. Known for his high-energy delivery and practical, experience-based wisdom, Staver set the tone for the entire event with a dynamic keynote on building a high-performance culture. Staver opened with a truth that resonated across the room: “The enemy of peak performance is comfort.” He challenged leaders to identify where they feel uncomfortable — that’s where the most meaningful growth occurs. Using the metaphor of fishing, he reminded attendees, “the biggest fish are in the roughest water,” urging them to seek out challenges instead of avoiding them.
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The Three Pillars of a High-Performance Culture Staver centered his message around three essentials: 1. Clarity - Everyone in the organization must be crystal clear on expectations, values, goals, and culture. Ambiguity breeds frustration; clarity creates alignment. 2. Accountability - Staver emphasized that you cannot increase expectations without increasing support. High accountability requires adequate resources, tools, and structure — otherwise leaders unintentionally create burnout rather than excellence. 3. Execution - Referencing legendary coach John Wooden, Staver highlighted the importance of disciplined execution: “Be quick, but don’t hurry.” He explained that quickness comes from preparation, training, and intention — whereas hurrying stems from panic and leads to mistakes.
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Why Leaders Resist Change Staver also outlined the three reasons leaders fail to change, even when they know they should: ›
The need to be right
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The need to be in control
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The need to please everyone
He paired each pitfall with a “cure”: ask more questions, let go of unnecessary control, and set healthier boundaries.
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As Ginger Baker Sanhueza, NATM Programming Director, reflected: “As someone with a background in education, I especially appreciated how engaging and interactive Mike’s session was. Seeing strangers immediately connect, reflect, and challenge themselves as leaders was inspiring — it was the perfect kickoff to an event built around learning and growth.” By the end of the opening session, Staver had accomplished exactly what he set out to do: ignite energy, spark introspection, and prepare attendees to embrace discomfort, challenge assumptions, and build healthier, higher-performing teams.
Session 1A: Get a Grip on Your Business with EOS Presented by Jordan Regas, EOS Implementer Jordan Regas delivered a powerful and pragmatic session that helped attendees cut through the noise of entrepreneurial life and refocus on what truly drives organizational success. Drawing from his own journey — launching a business at 26, navigating rapid growth, facing hard operational challenges, making a difficult acquisition, and trying every consultant and business model he could find — Regas shared how discovering the Entrepreneurial Operating System (EOS) fundamentally reshaped his leadership and his company. A passionate advocate for helping entrepreneurs live better, more balanced lives, Regas walked participants through the six key components of building a great organization, emphasizing EOS’s core outcomes: Vision, Traction, and Healthy teams. He encouraged leaders to roll up their sleeves, confront organizational issues head-on, and learn how to align their people around a clear, shared vision. Using a workbook as a guide, Jordan demonstrated practical EOS tools designed to:
TOP: Dan Chase draws from his dealership CFO experience for his presentation on financial reporting. BOTTOM: Attendees participate in a leadership exercise during the NATM Trailer Expo General Session. Photos by NATM Staff.
An Engaging, Highly Interactive Experience One of the highlights of Staver’s keynote was the level of interaction. He had attendees turn to one another for partner discussions, reflect on workplace challenges, and apply concepts in real time. The room was filled with conversation and collaboration as people shared stories, struggles, and insights across companies and roles.
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Create total clarity around expectations and direction
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Build discipline and accountability throughout the organization
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Strengthen communication and problem solving
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Get everyone focused on what matters most
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Instill confidence in leadership teams navigating growth or complexity
Attendees appreciated Jordan’s transparency about his own
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struggles and breakthroughs — and many remarked that his presentation made EOS feel not just achievable, but immediately actionable. By the end of the session, and with a new workbook in hand, participants left feeling empowered and better equipped to begin implementing EOS within their own businesses.
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thanks to Dan Chase, an experienced dealership CFO with decades of leadership in finance, operations, and dealership management. Chase’s session, “Knowing Your Numbers,” walked attendees through the financial foundations that every trailer dealer—regardless of size— must understand to operate profitably and sustainably. Drawing from real-world experience across truck, RV, freight, and trailer dealerships, Chase broke down complex financial concepts into digestible, storydriven explanations. He emphasized that financial reporting isn’t just paperwork—it’s a narrative about the health, performance, and future of the business. Attendees appreciated Chase’s ability to translate accounting language into dealership realities. From explaining the differences between cash, accrual, and modified cash accounting, to showing how gross margin pays the bills, Chase offered clarity on topics that often confuse even seasoned business owners. He challenged dealerships to rethink their understanding of “when a trailer is really sold,” walked through examples of revenue mismatches that quietly drain profitability, and highlighted the importance of standardized reporting formats. His deep dive into major expense categories, budgeting processes, and departmental gross margin expectations gave participants a practical framework to take home. One of the most valuable portions of the workshop was Chase’s “Money Time” cost savings section, where he shared real case studies of clients who recovered thousands— sometimes hundreds of thousands—in unnecessary or misclassified expenses. Examples included correcting open lot insurance classifications, fixing double-paid sales taxes, and reassessing workers’ compensation codes. Participants left this session buzzing about how much they didn’t know they didn’t know. Many commented afterward that Chase’s workshop equipped them with actionable steps to strengthen their finances, avoid costly mistakes, and finally feel in control of their dealership’s numbers.
TOP: K&L Gates staff Brody Garland (left) and Brian Hopkins talk regulatory hot topics. BOTTOM: Sean Huffman presents ‘How to Run an F&I Department’ at the NATM Trailer Expo. Photos by NATM Staff.
Session 1B: Knowing Your Numbers — Financial Reporting from a Dealership CFO Presented by Dan Chase, SeatonHill Partners
Session 2A: How to Run an F&I Department Presented by Sean Huffman, Remote Finance Group / Norstar–Ironbull Session 2A offered trailer dealers an inside look at one of the most misunderstood—and underutilized—profit centers in the dealership world: Finance & Insurance (F&I). Led by industry veteran Sean Huffman, whose 20+ years of experience
Session 1B delivered one of the most practical, immediately applicable workshops of the entire NATM Trailer Expo
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span retail, manufacturing, management, and national sales leadership, this workshop delivered both strategy and structure for building an effective F&I department. Huffman’s session centered around a robust, data-driven guide titled “The F&I Profit Center: A Strategic Guide for Trailer Dealerships—In-House vs. Virtual Operations.” The packet walked attendees through a comprehensive comparison of F&I models, breaking down: ›
Operational requirements
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Cost structures
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Training and staffing needs
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Regulatory considerations
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Scalability
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ROI potential
purchasing streamlines this process by allowing agencies to buy through a pre-competed, fully compliant contract, saving significant time, cost, and administrative burden. As he emphasized, “When public entities find a contract vehicle they can trust, they come back—because it gives them efficiency, protection, and peace of mind.” A major advantage for the trailer industry is that these contracts route sales through the manufacturer’s authorized local dealers. This structure gives agencies the benefit of national contract pricing, while still allowing them to build relationships with nearby dealers who can provide service, parts, repairs, and post-purchase support. Instead of losing a sale to a distant or unfamiliar supplier, local dealers become the face of the transaction—strengthening both community ties and dealership profitability.
Throughout the workshop, Huffman emphasized the untapped earning potential within F&I when implemented correctly. Many dealers appreciated how he demystified F&I—not as an add-on or afterthought, but as a strategic revenue driver that also improves the customer experience when done well. Dealers commented afterward that the session helped them understand which F&I model fits their size and structure, and what steps they should take to professionalize or expand their current approach. Whether attendees were starting from scratch or refining an existing department, the session offered practical considerations for bringing F&I to the next level.
Session 2B: Diversify Revenue with Cooperative Contracts Presented by Jed Klein, Principal Supplier Development Executive, Sourcewell
Steph Hand presents ‘Elevating the Employee Experience with Lutz,’ at the NATM Trailer Expo. Photos by NATM Staff.
Klein noted that governments of all kinds—from cities, counties, and states to school districts, tribal governments, water districts, transportation authorities, and special districts—regularly use cooperative contracts. And those numbers are growing.
In Session 2B, attendees were introduced to one of the most reliable and rapidly growing avenues for business expansion: cooperative purchasing contracts. Led by Jed Klein, a seasoned sales and supplier development leader with more than 30 years of experience, the workshop demystified how NATM Members can tap into billions of dollars in public-sector purchasing— and why more government entities than ever are turning to cooperative contracts as their preferred buying method.
He shared striking projections for purchasing trends:
Klein explained that government agencies are required by law to secure multiple quotes or conduct formal public bidding before making most purchases. Cooperative
The key takeaway was clear: the public sector is a massive, stable, and expanding market, and cooperative contracts are the gateway for NATM Members to succeed in it.
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Government spend: $5.1 trillion
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Cooperative purchasing spend: $61 billion
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Sourcewell alone: $16 billion projected—growing at four times the rate of overall government spending
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Clint Fiore presents ‘Succession Planning, Buying & Selling,’ during the 2025 NATM Trailer Expo in Oklahoma City. Photo by NATM Staff.
Attendees left the session energized by the opportunities—and reassured that entering the government market doesn’t require becoming a procurement expert. As Klein emphasized, “We all have the same goal: to meet customer needs and ultimately sell more trailers. Cooperative purchasing helps you do that while building a more resilient and diversified business.”
Session 3A: Service Mastery Across Trailer Types and Industries Presented by Bill Snider, Corporate Trainer, Dexter Session 3A brought a powerhouse of technical expertise to the NATM Trailer Expo with Bill Snider, Dexter’s longtime corporate trainer and one of the most respected service educators in the industry. With 40 years of engineering experience, an MBA, a decade in aerospace consulting, and more than 100,000 miles of real towing under his belt, Snider delivered a deeply practical and highly detailed session designed specifically for trailer dealers with active service departments. Snider’s workshop, supported by a comprehensive serviceprocess slide deck, walked attendees through the full trailer service check-in process, emphasizing why service is one of the most important—and most overlooked— components of dealership success. He covered everything from safety-critical inspection steps to workflow efficiency and customer communication, teaching participants how to build a professional, repeatable system that
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protects both the dealership and the customer. Key topics included: ›
The safety and longevity impacts of proper brake and wheel bearing maintenance
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The role of annual hub/brake inspections and legal requirements for commercial trailers
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Step-by-step check-in procedures for service writers and technicians
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What to look for during a full walkaround inspection
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How to identify wear, damage, and safety issues across all major trailer types
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How to turn service conversations into upgrade opportunities that genuinely help the customer
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What parts and components service departments should stock for maximum efficiency
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Common repair needs across utility, dump, cargo, industrial, recreational, and marine trailers
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Continued from Page 49 Snider emphasized that a dealership’s “professional eyes” are often the first to catch issues customers miss. By integrating structured check-in procedures, walkaround guidelines, and customer education moments, service departments can improve safety, build trust, and create long-term customer relationships. The technical depth of the session—paired with Snider’s approachable teaching style—made this a standout workshop for service managers, techs, and dealers looking to elevate their repair operations. Participants appreciated that the content was immediately actionable, whether they were building a new service department or refining a mature operation.
Session 3B: Succession Planning, Buying & Selling Presented by Clint Fiore, CEO of Dealonomy Session 3B delivered one of the most eye-opening and future-focused discussions of the NATM Trailer Expo, led by Clint Fiore, a nationally recognized expert in small-business M&A and the founder of Dealonomy, a platform designed to make buying and selling businesses as frictionless as possible. With more than a decade of experience, over 100 transactions advised, and a background that includes selling his own manufacturing company to private equity, Fiore offered attendees a rare blend of strategic insight and real-world honesty. The session focused on a critical—but often overlooked— topic for trailer dealers and manufacturers: succession planning. Whether a business will be passed down to family, sold to employees, or listed with a broker, Fiore emphasized that owners should begin preparing five or more years in advance to maximize value and reduce future friction. He walked through 12 Ways to Maximize Value Beyond Just “Make More Money,” outlining the operational, financial, and cultural factors that directly influence what buyers will pay:
1. Clean Accounting Buyers and banks want clarity—not a tangle of owner perks mixed in with operating expenses. Fiore urged owners to keep clean, transparent books, reminding attendees that underwriters will scrutinize at least three years of financials and tax returns.
2. Reduce Owner Dependence “The business cannot be you,” Fiore stressed. When the owner is the only person who can sell, troubleshoot, or manage key functions, buyers walk away. Developing staff
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TOP: Jordan Regas presents ‘Get a Grip on Your Business with EOS,’ at the NATM Trailer Expo. BOTTOM: Dr. Christopher Kuehl gave two presentations - one focusing on industry relevant microeconomics and one on macroeconomics. Photos by NATM Staff.
and delegating now dramatically improves sellability.
3. Improve Revenue Quality Recurring revenue—service plans, memberships, and rental programs—is highly prized. It shows stability and reduces buyer risk.
4. Strong Systems & Training Buyers look for plug-and-play operations. Fiore
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asked attendees: Can a new employee succeed quickly with the systems you have today?
5. Healthy Growth Rate The best time to sell isn’t when the market peaks—it’s when you’re personally ready and the business is still growing. Declines or plateaus trigger red flags with lenders.
6. Cash Conversion Cycle Managing inventory tightly, collecting payments faster, and negotiating longer payables keeps more cash in the business. Fiore noted that floor planning often looks more favorable to banks than holding large amounts of owned inventory.
7. Customer Concentration If a single customer accounts for more than 10% of revenue, lenders consider it risky. Diversifying the customer base increases valuation.
8. Vendor Concentration Relying on one vendor—especially after the lessons of COVID—creates vulnerability. Build redundancy now.
9. Key Employee Risk Beyond the owner, is there one person who “does everything”? If that employee leaves, the business could stall. Buyers see that as a major risk.
10. Curb Appeal & Appearance A clean, well-run operation increases buyer confidence. Fiore encouraged owners to evaluate their facilities the way an outsider would.
11. Equipment Age & Maintenance Neglecting repairs or hiding problems is a short-term tactic that backfires. Buyers will ask for service records, and outdated or poorly maintained equipment lowers offer prices.
12. Digital Footprint Websites, email lists, social media accounts, and online reviews matter. A strong digital presence signals professionalism and enhances long-term value. Attendees found the session packed with actionable insights, and many commented that they hadn’t realized how many factors outside of revenue influence a company’s valuation. Fiore’s blend of clear instruction, radical transparency, and practical next steps made this workshop a standout for any business owner thinking long-term—whether they plan to
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sell soon or are just starting to prepare for the future.
Sessions 4A & 5A: Economics Macro & Micro — The Big Picture and the Industry Deep Dive Presented by Dr. Chris Kuehl, Managing Director, Armada Corporate Intelligence In his macroeconomic session, Dr. Chris Kuehl broke down the broader forces shaping today’s business environment—interest rates, inflation trends, labor market realities, geopolitical pressures, supply chain adjustments, and shifting consumer behavior. Attendees appreciated his ability to translate complex trends into real-world implications, particularly how national economic conditions are influencing borrowing costs, inventory strategy, and capital investment decisions within the trailer industry. In the micro session, Kuehl zoomed in on the light- and medium-duty trailer sector, connecting national trends to industry-specific challenges and opportunities. He highlighted manufacturing indicators, freight activity, dealer inventory cycles, consumer spending patterns, and the evolving landscape of materials and labor availability. Participants found his commentary highly relevant, especially as they navigate fluctuating demand, interest-rate-sensitive buyer behavior, and tightening lending environments. Despite the heavy subject matter, attendees consistently described Kuehl as engaging, funny, and refreshingly clear, noting that he made even the most complicated data feel approachable and actionable. His two-part presentation offered NATM Trailer Expo participants a rare dual benefit: a grounded understanding of the macroeconomic climate and a targeted look at what lies ahead specifically for the trailer industry.
Session 4B: Regulatory Hot Topics — Government Affairs Update Presented by Brody Garland & Brian Hopkins, K&L Gates Session 4B shifted gears from a formal presentation to an intimate, highly interactive conversation between attendees and the K&L Gates government affairs team. Brody Garland, a seasoned policy analyst specializing in transportation, infrastructure, and maritime issues, and Brian Hopkins, a trade associate with deep expertise in international trade and national security law, guided the room through some of the most pressing regulatory and
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legislative issues affecting the trailer industry today. Rather than delivering a slide-heavy lecture, Garland and Hopkins opened the floor, encouraging attendees to bring forward their concerns, questions, and real-world challenges. The discussion quickly became a dynamic back-and-forth, reflecting the very nature of advocacy— collaborative, fluid, and built on shared understanding. A central theme of the session was the importance of constituent ties. Garland reminded attendees not to underestimate the influence they carry as business owners, employers, and taxpayers within lawmakers’ districts. As he put it, “Don’t sell yourself short on constituent ties. When we all get organized, they listen to us. They start to see numbers and they listen.” Attendees asked what they could do to support key industry initiatives, especially as federal agencies and Congress continue shaping policies that directly affect trailer manufacturing, supply chains, and compliance expectations. Garland emphasized the value of working through NATM to amplify industry-wide priorities: “The most valuable thing you can do is mention it to NATM. We put together a coalition. Find the ones who have similar issues, and we can go with that.” Hopkins added context around current trade considerations, drawing on his background advising clients on foreign investment, export controls, sanctions, and U.S. trade regulatory frameworks. Attendees praised the conversational format, noting how valuable it was to ask direct questions and receive candid, tailored feedback from two experts deeply embedded in Washington’s legislative and regulatory arenas. The session reinforced that advocacy is not abstract—it is personal, actionable, and strengthened when NATM members engage and stay connected.
Session 5B: Elevating the Employee Experience
TOP: Attendees sit in on a NATM Trailer Expo educational session. BOTTOM: Bill Snider with Dexter presents ‘Comprehensive Trailer Service: Best Practices Across Industries,’ at the NATM Trailer Expo. Photos by NATM Staff.
Presented by Steph Hand, HR Consultant, Lutz
your employees experience your workplace?”
Session 5B closed out the educational programming with a timely, people-centric workshop focused on one of the biggest challenges facing businesses today: attracting, engaging, and retaining talent. Led by Steph Hand of Lutz, this session quickly became a favorite among attendees thanks to her warm, approachable style and ability to make HR strategy feel practical and human.
From there, she guided participants through the entire employee lifecycle, breaking it down into six essential stages:
Hand began with a powerful question: “How do
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1. Attract Hand emphasized that candidates form opinions about a workplace long before they apply. Your online presence, job postings, reviews, and community reputation all inform whether someone even wants to work for you.
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Jed Klein presents, ‘Diversify Revenue with Cooperative Contracts,’ at the NATM Trailer Expo in Oklahoma City. Photo by NATM Staff.
2. Recruit She encouraged attendees to reconsider how they interview, communicate timelines, provide feedback, and ensure consistency in the recruiting process. Candidates today expect clarity, professionalism, and transparency — even in small organizations.
3. Onboard Hand stressed that onboarding is not a single day or week — it’s a long-term transition. Effective onboarding increases retention, builds confidence, and sets expectations early. Bad onboarding, she noted, is one of the top reasons employees leave within the first 90 days.
4. Develop Employees today want growth, not just a job. Hand offered strategies for upskilling, cross-training, documenting processes, and giving employees a visible future within the company — even when you can’t promote them immediately.
5. Retain Retention, she explained, is about connection, communication, and recognition. Hand encouraged leaders to regularly check in on workload, clarity, and engagement — not just performance metrics.
6. Depart
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Even the departure stage matters. Hand encouraged companies to conduct thoughtful exit interviews, maintain dignity throughout the process, and use feedback to strengthen the employee experience for the next hire. Throughout the session, attendees appreciated Hand’s calm delivery, real-world examples, and thoughtful questions. Her ability to listen, validate, and offer actionable solutions created a supportive environment where participants felt comfortable engaging, sharing challenges, and reflecting on their organization’s culture. Participants left with practical steps to immediately improve communication, strengthen their hiring processes, and build workplaces where employees feel valued from the moment they discover the company to the moment they move on.
Education That Strengthens an Industry As the educational programs came to a close, one theme was unmistakably clear: education remains one of the most powerful ways NATM fulfills its mission to promote trailer safety and industry success. The 2025 Trailer Expo delivered not just information, but transformation — equipping attendees to lead stronger teams, serve customers better, navigate economic shifts, and make informed, future-focused decisions. NATM is grateful for every speaker, attendee, and partner who contributed to this year’s learning experience, and we remain committed to advancing knowledge and excellence across the trailer manufacturing industry. ■
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Dealer attendees visit exhibitor booths and network at the NATM Trailer Expo in Oklahoma City. Photo by NATM Staff.
We Asked. You Answered. NATM Trailer Expo Launches with Big Impact and Bigger Takeaways By NATM Staff
The first National Association of Trailer Manufacturers (NATM) Trailer Expo took place in September in Oklahoma City. The trailers have been driven to their new homes, but the show is still top of mind for the Association. The Trailer Expo got people talking, and here is what they had to say.
General Session The Trailer Expo started off on a high note with the General Session: How to Build a High-Performance Culture. Mike Staver, acclaimed author of Leadership Isn’t for Cowards and Member of the National Speakers Association Hall of Fame, delivered practical, high-impact strategies to elevate leadership and organizational culture. Attendees learned how to apply core values, align actions with beliefs, influence at any level, and build accountability to drive performance. “I really enjoyed it. I think in our business, culture is everything these days, and culture is something that some of us in the past haven’t put a whole lot of effort into,” said
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Beau Bell of NTS Trailers. “Understanding the clarity of accountability and the clarity of what that culture is, it’s been a big thing in our business. It’s been top of mind, so I think the greatest thing about that is hearing somebody else say what we’ve been thinking. I think the one key takeaway is getting outside of our comfort zone. Go find that one thing and pressure test it and find where the kinks are, then test and tune that to be quicker, not just faster.”
Regulatory Hot Topics: Government Affairs Update The NATM Trailer Expo boasted more than 10 hours of educational content with workshops, demos, and quick-hits. An in-demand session for all NATM Shows is the Government Affairs Update, presented by NATM’s representation in Washington, D.C. Speakers Brody Garland, K&L Gates Government Affairs Analyst, and Brian Hopkins, K&L Gates Trade
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that we’re all in this together. Whether you’re a dealer or a manufacturer, I think that we’re all in this industry together and we need to be able to support one another in the times that we’re in,” said Shelbi Urban of Cimarron Trailers, Inc. “We have a great support system with NATM, who backs us, and a great law firm who is the boots on the ground doing the hard work for us in Washington. It’s great to know that we have individuals that are supporting our companies so that we’re all successful together.”
Dealer Roundtables Outside of the Trailer Expo floor, one highly anticipated event was the Dealer Roundtables, where dealers got to sit down and have frank conversations about business practices. Attendees were treated to drinks and light food and split into two groups for more intimate conversations. “I can’t wait to do it again. I love connecting with other dealers,” said Shane Ehrsam of North Texas Trailers. “This one happened to be a lot about service and some intricate details about what makes a service bay click, so I learned some nuggets that I’m going to take back to my dealership, and it’s going to be really helpful.”
“I think it was very nice outreaching with all the amazing great women and just seeing their story,” said Samantha Coghlan of Fineline Fabrications Pty Ltd. “It’s amazing learning from such great role models and seeing what I can take back with me and share with others as well.”
TOP: Andy Derr and Nathan Uphus inspect the Performance-Based Brake Tester brought in for a demonstration. BOTTOM: Shelbi Urban of Cimarron Trailers, Inc. asks a question during the ‘Government Affairs Update.’ Photos by NATM Staff.
Associate, spotlighted NATM’s advocacy work and highlighted ways dealers can add their voice. “I think that my favorite takeaways from this session is
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“The dealer roundtables were great. It was very productive to get to group together and talk about the industry,” said Chris Lago of All American Trailer Connection, Inc. “For our first year doing it, I was happy with how well it went. I was happy with the level of participation that we got. I was a little concerned that people would be reluctant to talk, not having done something like this, so it was good to see how much interaction we got and how much willingness there was from people to give advice to other dealerships. That’s what we’re really looking for with this, was an opportunity to network and an opportunity for dealers to openly give each other advice and start to build a community that we feel like it’s been missing from the trailer industry, where dealers feel like they’re always pitted against each other and not that they can’t communicate and work together and help each other grow their businesses. So that’s what we’re looking for an opportunity here to do, and I think we’re successful in that. It went really well.”
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A Look at the Full Picture “I’m having a great time. I’ve learned a lot and made a lot of great connections,” said Ehrsam. “Anytime you can get this many industry dealers together and have those powerful conversations, you’re learning best practices, not just from manufacturers but other dealers and other service providers in the industry, it is extremely helpful. I certainly got a lot of great ideas that will take home to North Texas Trailers.” “The NATM Trailer Expo in Oklahoma gave us the opportunity to meet one-on-one with trailer manufacturers we hadn’t had the chance to see in a while!” said Brian Renstrom of Central Trailer Sales. “We have really enjoyed the NATM Show. Just being able to connect with a lot of our current and possibly future customers has been good,” said Jessie Flores of Pan American Trailer Parts. “It’s a one-stop shop to meet with dealers, manufacturers, dealer repair teams, just a little bit of everything. It pushes the needle for us to be able to see what manufacturers are looking for and what dealers are needing. It gives us something to go back and work on and try to bridge the gap and create a stronger customer base.” “I think it’s been a great show for the first year,” said J’Lynn
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TOP: Attendees check out different trailer features on models on the NATM Trailer Expo show floor. BOTTOM: Attendees stop by exhibitor booths and utilize face-to-face time in Oklahoma City. Photos by NATM Staff.
Olah of Shelby Trailer Service, LLC. “Attendance has been a little light, but it is quality over quantity. You actually get to spend time with each person. You’re not jumping to the next person waiting in line. You get to explain a little bit more about what you do and your product. This has been one of the best shows we’ve been to.” The NATM Trailer Expo would not have been a success without every sponsor, exhibitor, and attendee. The Association hopes to see you for the 2026 Trailer Expo in Fort Worth! ■
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Experience the Expo with Horizon Trailers By Samantha Darling LaCount, NATM Tracks Editor
When Horizon Trailers team of five headed to Oklahoma City, they weren’t sure what to expect. It was the very first National Association of Trailer Manufacturers (NATM) Trailer Expo after all. They saw a valuable opportunity to increase brand visibility, showcase their membership and compliance with NATM standards, and network with suppliers, dealers, and anyone else interested in learning more about what Horizon is all about. With a booth decked out with a comfortable lounge, giveaway hats, mugs, and totes, and of course, their trailers, the team was ready to make connections with new and familiar dealers. “We had a few active dealers there, so we wanted to connect with those guys, to build a relationship with those guys. That was definitely something that we benefited from,” said Rodney Loewen, Sales Manager for Horizon Trailers. “People came in, saw the product, and we built personal relationships with the new dealers out there too.” Horizon’s flat deck, car hauler, and three dump trailers featured at the show drew perspective dealers in and showcased a great sample of what they can expect working with Horizon. The Horizon team says the planning and set up by NATM Staff allowed them to show up with their booth ready to go. They were able to focus purely on what they went to the show to do - foster relationships and giving their product centerstage. “One thing I liked from NATM, we were there and the trailers were already in position,” said Benny Neufeld, Horizon Trailers Owner and Chairman. “We could go relax a bit. That was very every comfortable.” “Before we arrived, (NATM) sent an email. They asked how to place everything in the booth. When we showed up, all the trailers were in the booth exactly like we planned out,” Loewen said. “It was very efficient. It just made it much easier for us with this whole process. It was very well organized.” Horizon Trailers took a chance on the first ever NATM Trailer Expo and walked away with new leads, strengthened partnerships, but a lot fewer mugs, hats, and totes. Connect with Horizon Trailers at Facebook.com/ HorizonTrailersLLC and Instagram at @Horizon.Trailers and don’t miss their Trailer Expo video recap! ■
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Colorful balloons and tropical attire draw eyes to the Southland Trailers booth at the NATM Trailer Expo. Photo by NATM Staff.
Southland Trailers Makes Waves at NATM Trailer Expo By Samantha Darling LaCount, NATM Tracks Editor
Imagine this: You step onto the National Association of Trailer Manufacturers (NATM) Trailer Expo show floor. In the sea of trailers, you see one booth with towering balloon palm trees and everyone has on tropical shirts. Southland Trailers – Maybe they’re out of Florida? You are then greeted by a Canadian accent. Now you’re really curious. Who are these guys? That’s the idea behind their set up, says Owner and Director of Operations Scott Sailer. They like to stand out and look different to draw people in. “We’re from Canada, so it’s cold. Everybody says we should be representing the beaver, maple syrup, and hockey, and we say no. We’re going to represent palm trees, where it’s warm and not freezing cold,” Sailer said. This humor and personality are part of the brand. Talia Ashcroft, Southland Trailers Social Media
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Coordinator, says the company’s focus on culture and their core values makes them more personable. “So many people who came up to our booth made a point to say that we’re so outgoing, we’re talkative, we’re friendly. It’s a different vibe than the rest of the booths,” Ashcroft said. “I heard that feedback from so many people. At the show specifically, that’s what sets us apart the most. We’re there for not only business, but also friendships and relationships.” Prioritizing relationships comes naturally when the company was built on some very strong ones. Southland Trailers was founded by Monty and Shelly Sailer in 1980 and is now run by their three sons—Scott, Jason, and Ryan. In the current climate of big business and buy outs, a family operation is something that dealerships appreciate. Having ownership represented at the NATM Trailer Expo
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is a way for Southland to put their principals into action. “I’m an owner. My brother Ryan’s an owner, and we’re in the booth. They’re talking to ownership and that is really valuable to them,” Sailer said. “Making those actual valuable connections is meaningful, and that’s what business should be.”
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To help develop those connections, the team they bring to a trade show is fully versed on their products. Ashcroft said this shows great customer service and just a considerate touch that puts them a step ahead. They don’t have to tell people visiting their booths to wait to speak to a specific person. “In our company, it doesn’t matter if you’re in finance. It doesn’t matter if you have never even looked at the trailers. If you’re going to the show, you’re educated on it, and you can speak on the trailers just like the engineers can,” Ashcroft said. “It doesn’t matter who you are at the company, you’re able to answer almost any question that anyone has.” The company’s core values of hard work, open communication, a positive attitude, calculated risk-taking, continuous improvements, and leading with humility, and respect for every individual allow them to keep the focus on their partners and their needs, not just the sale. Building a positive culture is important but so is building a quality product. The company’s in-house engineering team and vertical integration allow them to design and build faster with cutting-edge technology. “We definitely build a different style of trailer, and a lot of people don’t fully understand it first when they see it,” Sailer said. “Once we had that quality time with them to explain the product and go through things, why we do liquid paint, why we have an engineered trailer, why we have sills and
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LEFT: Owner and Director of Operations Scott Sailer captures the moment with his team at the NATM Trailer Expo. Photo provided by Southland Trailers. BELOW: Southland Trailers are show ready as they arrive at the Oklahoma City Convention Center. Photo by NATM Staff.
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Southland Trailers’ team of welders are a key part of the company’s pride in their quality. Photo provided by Southland Trailers.
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aluminum ramps, then people start to connect the dots and really see the value that we bring in the trailer industry. For a lot of people, they haven’t seen that before.” Sailer says the team took cues from The Toyota Way, the organizational culture of Toyota Motor Corporation, which promotes lean manufacturing practices to improve efficiency. They train all their 600 team members across their six facilities in these practices to ensure Southland Trailers’ products meet their high standards. “We’re not sloppy, and things are organized. There’s a place for everything, and everything in its place. That’s important with trailers,” Sailer said. “They’re not going to miss welds. We use technology to our advantage as well. We have over 16 welding robots now in our facilities commingling with our team members. You can look at any one of our dump trailers, and the weld’s going to be in exactly the same spot, whether it goes to Florida, whether it goes to Texas, or whether it goes to Ontario, Canada. They’re all built exactly the same, so the quality aspect is very high-end but for a proper price.” Creating a space for dealerships to meet with manufacturing members like Southland Trailers was a driving force behind the NATM Trailer Expo. Any new venture takes time to build momentum. Understanding that and taking full advantage of the opportunity made for a
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very successful trip down south for Southland. “We knew it was going to be a little bit slower, considering it was the first show, but we needed to be there, and we needed to support it,” Sailer said. “We didn’t really have a goal. We said we’d just go down and see what happens. It brought in a different group of people. We talked to Texas. We talked to St. Louis. We talked to Missouri. We talked to people in OKC and Kansas City. It brought in a little bit more of that West Coast as well. And, wow, it went well. We have onboarded 5 to 7 new dealerships that are now part of our dealer network.” It was a leap of faith that paid off. It’s no small commitment bringing in the number of trailers and staff that Southland did. Southland drivers spend four days leading up to move in getting the trailers from Canada to Oklahoma. Sailer and his team say the quality of the connections made the investment worthwhile. “It was a nice breath of fresh air. The quality time that we were able to spend with the people walking around, whether they were a dealer already or not a dealer, was really, really nice,” Sailer said. “You didn’t have to rush them through and get their info quickly, and then they’re on to the next booth. You were able to spend time going through things with them, showing them the product, why we’re different, why we do things differently. We had good quality time. It’s definitely a show that we’ll do again, 100%.” Southland Trailers has been a member of NATM since 2003. To learn more about them, visit SouthlandTrailers.com. ■
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John McMullen, Founder and CTO of Whole Hog, presents a Quick-Hit Demo during the NATM Trailer Expo. Photo by NATM Staff.
Whole Hog at NATM: Warm Oklahoma Hospitality, Industry Connections Submitted by John McMullen, Founder & CTO of Whole Hog
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ast summer, I watched one of the most electrifying NBA Finals series in ages between the Oklahoma City Thunder and the Indiana Pacers. In between the athletic plays and teamwork that brought OKC its first ever NBA Championship, I saw plenty of aerial shots of OKC from the Goodyear Blimp that made me want to visit OKC. Sure enough, just a few months later, I found myself, coffee in hand, walking by the Paycom Arena, heading to my first National Association of Trailer Manufacturers (NATM) event at the OKC Convention Center, witnessing the NATM team in action! Historically, blue-collar industries have been underserved by good software. Hard working folks in the trailer dealer industry had to make do with older solutions and various point solutions that don’t talk with each other. As the founder of WHOLE HOG,
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I wanted to build for trailer dealers a modern all-in-one, easyto-use, and affordable website and DMS. Like many of our customers, we are also a small business, which means we are easy to get ahold of, and I take pride in personally hopping on a call to help our customers when they need something done quickly. I couldn’t miss this opportunity to attend the NATM Trailer Expo to meet with existing customers as well as connect with folks in the industry. In the age of virtual calls, still nothing beats meeting folks face to face to learn about their business, share how we can help, and to give away free bacon! When I walked into the convention center the first morning, the organization was impressive. The check-in process was smooth, signage made every step clear, and the NATM Staff
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were instantly recognizable in their friendly, can-do manner. As an exhibitor, logistics can sometimes be a scramble, but the NATM team was thoughtful and prepared. It allowed us to deliver our best for the folks we met. And the Whova app - super easy to use and informative, and the leaderboard brought out the competitiveness between myself and Becky, our Director of Sales. At one point, we were neck in neck for first place.
At the same time, meeting new customers and prospects was another high point. We had the opportunity to introduce our platform to dealers who were looking for an easy to use, reliable solution—one with transparent pricing, no locked in contracts, and the promise of real customer support. More than once, I heard, “So you really don’t lock people in?” and I was happy to reaffirm: no contracts, just value and service.
As attendees came out of their various education sessions, my team and I met folks from every corner of the country— independent trailer dealers, manufacturers, and industry experts. There was a shared sense of camaraderie and optimism; everyone seemed invested in learning, growing, and seeing what’s new. It’s not every day you strike up a tenminute conversation with a dealer from Idaho and share a laugh with a manufacturer from Texas—all before lunch.
If there’s one theme I took away from this year’s NATM Trailer Expo, it’s the spirit of support that runs throughout our industry. That sense of everyone pulling in the same direction—dealers, suppliers, manufacturers, and solution providers. The willingness to share ideas and help each other was apparent at every corner, every roundtable, and every booth. I left Oklahoma City energized and optimistic about the future of the trailer dealer industry.
Hearing first-hand how our software is making a difference in their day-to-day work was also deeply rewarding. We’re always striving to improve, and those valuable conversations turned up ideas that our product team is already looking to implement. It reminded me that business is ultimately about people, not just features or technology.
Many thanks to everyone at NATM—for organizing a world-class event, for fostering community, and for making a first-timer feel right at home. WHOLE HOG is a new member of NATM. You can find out more about them at wholehog.io. ■
John McMullen, Founder and CTO of Whole Hog, demonstrates the company’s services on the NATM Trailer Expo show floor. Photo by NATM Staff.
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Get Ready, Texas: NATM Trailer Expo Returns for Second Annual Event! By NATM Staff
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Top-Tier Education
This iconic city blends Western heritage with modern flair — and just so happens to be home to a vibrant trailer manufacturing scene. With countless trailer dealers and manufacturers located within a day’s drive, Fort Worth is the ideal location to bring the industry together. Beyond its business appeal, Fort Worth offers attendees a taste of true Texas hospitality: amazing BBQ, world-class entertainment, and an authentic cowboy culture that makes every visit unforgettable. So, whether you’re coming for the connections, the education, or the brisket — you’re covered.
Education Types & Formats
he National Association of Trailer Manufacturers (NATM) is thrilled to announce that the second annual NATM Trailer Expo will take place Oct. 6-8, 2026, in none other than Fort Worth, Texas — a city perfectly positioned in the heart of one of the largest trailer manufacturing and sales hubs in the country. If there’s one place made for drive-in attendance and next-level industry connection, it’s Texas.
The NATM Dealer Committee and Team have been hard at work designing an event that’s packed with meaningful education, relevant networking, and dealer-driven experiences. The second annual NATM Trailer Expo promises something for everyone in the industry — and then some. Here’s a preview of what’s in store:
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From energizing keynote speakers to industry-led workshops, the Trailer Expo is loaded with insights designed to help trailer dealers sharpen their competitive edge. Whether you’re focused on dealership finances, economic trends, or operational know-how, NATM is confident this lineup will empower you to elevate your business.
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Workshops: These 60-90 minute classroom-style sessions allow for deeper exploration of today’s most relevant topics, all delivered by respected leaders in the field.
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Dealer Roundtables: This 60-minute peer-to-peer
session groups dealers with their peers for open, moderated discussions on operations and leadership. It’s where real-world experience meets shared success.
See You in Texas! Mark your calendars, prep your trucks, and get ready to roll into Fort Worth in October. Stay tuned for more updates, workshop descriptions, and registration details coming soon at TrailerExpo.com. ■
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NATM Academy: A Year in Review By Ginger Baker-Sanhueza, NATM Programming Director
When the NATM Academy launched in February 2025, the goal was simple: to provide NATM Members and Dealer Affiliates with easy access to high-quality, industry-specific education at no additional cost. In its first year, the NATM Academy has begun laying a solid foundation for what will become a long-term, evolving resource for manufacturers, dealers, suppliers, and technicians across the light- and medium-duty trailer industry.
A Free Learning Resource One of the Academy’s greatest strengths is its accessibility. Every NATM Member and Affiliate — from small familyowned shops to large manufacturers — can register themselves and their teams as learners at NATM.com/ Academy. This free access allows companies to integrate training into onboarding, skill development, and compliance efforts without adding financial strain. Throughout its first year, companies explored courses covering trailer fundamentals, safety practices, leadership, compliance, and technical knowledge. Many shared that having an online library built specifically for the trailer industry has helped them strengthen internal training and create more consistency across their teams.
A Promising Start In its inaugural year, the NATM Academy saw nearly 100 individuals enroll as learners — a meaningful early milestone for a brand-new platform. The Academy’s first-year engagement has helped NATM better understand how members prefer to learn, what topics they value most, and where additional support is needed. This insight will guide future course development and improvements to the learner experience.
Why the NATM Academy Matters Training and workforce development continue to be significant needs across the trailer industry. The NATM Academy helps address these challenges by offering on-
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demand, structured, and relevant education that supports: ›
Safer more compliant trailer manufacturing
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Stronger foundational knowledge for new hires
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Greater leadership and communication
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Increased confidence for new employees
Learners have expressed appreciation for training that helps prepare them, whether it be for a compliance consultation or training a new hire.
Looking Ahead: New Marketing Courses Coming in 2026 As NATM gathered feedback throughout the year, one theme rose to the top: you want more support in marketing, online visibility, and customer communication. In response, the NATM Academy will expand in 2026 with a series of marketingfocused courses designed specifically for NATM Members and Affiliates. These courses will address topics such as digital marketing, website best practices, SEO, and customer outreach. This addition reflects NATM’s commitment to listening to members and evolving the Academy based on their needs.
A Strong Beginning with Room to Grow While the NATM Academy is still in its early stages, its first year has laid important groundwork for long-term impact. The response from learners, feedback from participants, and the ongoing interest from committees show that education continues to play a central role in NATM’s mission. If you haven’t yet explored the Academy, now is an excellent time to begin. Registration is free at NATM.com/Academy. NATM invites you to join in as the Association continues building a stronger, safer, and more skilled industry together. ■
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AI SEO: Understanding Its Role and Benefits for Your Trailer Business Brand By Savana Morrison, NATM Marketing Director
The world of digital marketing is advancing at a rapid pace. At the forefront of this evolution is Artificial Intelligence (AI). The newest strategy in digital brand optimization, Artificial Intelligence Search Engine Optimization (AI SEO), is revolutionizing the marketing industry. Understanding the impact of this technology on your brand’s search optimization is crucial now more than ever.
transformed the ways individuals consume information, seek answers, and discover your brand’s content and products.
According to HubSpot’s 2025 State of Marketing Report, 85% of marketers anticipate that AI will have a major influence on content creation. Now is the perfect opportunity to embrace this innovative technology and explore how it can be integrated into your marketing strategies, ensuring that your company stands out as a leader in the trailer industry.
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Enhanced data processing
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Focused understanding of user intent
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Streamlined workflow through automation
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Effortless promotion across all platforms
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Improved organic visibility and engagement
The Essentials
AI and SEO are closely interconnected, and an effective SEO strategy that integrates AI optimization can offer significant competitive advantages including:
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What is AI SEO? AI SEO combines machine learning, natural language processing (NLP), and data analysis to enhance conventional SEO practices.
The Evolution of SEO: From Traditional to AI
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What distinguishes AI SEO from traditional SEO? In simple terms, here’s the difference: traditional SEO focuses on optimizing for clicks, while AI SEO focuses on optimizing for answers. Thus, the objectives of these two methods vary slightly. Traditional SEO aims to achieve high rankings in conventional search engines for specific keywords, whereas AI SEO seeks to be featured in AIgenerated summaries and conversational search results.
Traditional SEO was built on a fairly simple concept: identify high-traffic keywords, incorporate them a specific number of times on your page, create backlinks with those terms, and enhance search rankings. While AI search engine optimization focuses on grasping user intent and providing relevant, comprehensive, and high-quality content.
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Should I give up on my traditional SEO strategy? Absolutely not! Think of AI SEO as a progression in your overall SEO journey. You’re not discarding your current SEO tactics; instead, you are enhancing the solid foundation that your marketing team has already built.
Why It Matters The integration of AI into everyone’s everyday lives has
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The transition to AI represents one of the most significant changes in search engines in recent years. While traditional SEO still holds value, it is essential to integrate aspects of AI SEO as well. Remember, SEO work is not a one-time task; it requires ongoing consistency and a well-thought-out strategy to maximize your efforts. Looking for additional SEO tips? Join NATM for the upcoming webinar, Stop Paying for Clicks: Win with Organic Local SEO, which will be live on Jan. 15. You can also access the recording on-demand in the NATM Webinar Library through your Member Compass at NATM.com. ■
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Parlez-Vous Français? What US Trailer Manufacturers Need to Know to Sell in Quebec as Bill 96 Enforcement Begins By Scott Crimmins, NATM Technical Director
Are you familiar with Quebec’s Bill 96? If you are a U.S. trailer manufacturer selling in this Canadian province, it is important to be in the know, as significant changes took effect on June 1, 2025. In 2022, Bill 96 was enacted to reinforce French as Quebec’s official common language, building on their original charter from 1977, which set up French as the official language and introduced specific regulations for its use in areas such as government, education, and business.
with a proposed timeline of the corrective actions they will undertake to remedy the situation. If they do not respond or act, then a formal compliance order may be issued giving the company another 30 days to appeal if they so choose. Finally, fines will likely be imposed if the company does not make any kind of attempt to correct the issue.
What does this mean for trailer manufacturers? In short, any materials that may eventually reach the end consumer—such as websites, warranties, owner’s manuals, contracts, and labels—must be bilingual.
For U.S. trailer manufacturers on Transport Canada’s preclearance list, the dual compliance statement on their VIN label stays valid. For the reasons above, they should review their other materials for compliance. If distributing through a dealer network, they might find dealers that will decline to carry their trailers in the future for noncompliance out of fear of them being held liable as well.
Consumer complaints will drive the enforcement of Bill 96. When The Office Québécois de la langue française (OQLF) receives a complaint, it will send a demand letter to the company involved. That company then has 30 days to respond
For questions, you may contact the Quebec Office of the French Language at (514) 878-6565, or online at www.oqlf.gouv. qc.ca. For all other compliance questions, you can contact the NATM Compliance Team at Compliance@natm.com. ■
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(From left) NATM Programming Director Ginger Baker-Sanhueza and NATM Technical Director Scott Crimmins chat with attendees at the NATM booth at the 2025 Convention & Trade Show. Photo by NATM Staff
Set Yourself Up for CVP Success with NATM Resources By Samantha Darling LaCount, NATM Tracks Editor
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National Association of Trailer Manufacturers (NATM) cornerstone is the Compliance Verification Program (CVP). Mandatory for all NATM Trailer Manufacturer Members, the CVP is intended to ensure member manufacturers have the processes in place to build trailers in accordance with federal safety regulations and industry best practices. A key component of the program is that an independent third party from NATM, knowledgeable in the requirements, conducts the consultation. CVP compliance is mandatory for NATM Membership, but that doesn’t mean you have to have everything perfect right away. When a CVP Consultant conducts a consultation, the process is collaborative, and the goal is to help ensure members have processes in place to build federally compliant trailers. At the end of Q3 for 2025, the pass rate for CVP Consultations was just under 53%. This isn’t something you have to go
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into unprepared. NATM has resources available so you can be knowledgeable and ready to actively take part in your CVP consultation.
The Guidelines for Minimum Recommended Manufacturing Practices Members undergo a consultation every two years. The consultation features an extensive checklist of items, all pulled from the Guidelines for Minimum Recommended Manufacturing Practices (Guidelines). The Guidelines are a compilation of applicable Federal Motor Vehicle Safety Standards, regulations, and industry best practices – all found in one easy-to-use, organized compendium. The Guidelines aim to create easy access to reference materials and federal regulations with which trailer manufacturers are required to comply.
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The Guidelines are updated annually to ensure you always have the most accurate information. Members report substantial time savings by utilizing the Guidelines, particularly on the topics of lighting and reflectors, VIN and data plates, gross vehicle weight ratings, and state brake requirements. To access Guidelines, be signed into your Membership Compass and visit NATM.com/natm-guidelines.
NATM Academy NATM Academy’s CVP course is a comprehensive training resource to help manufacturers confidently navigate the compliance process. This course is designed to walk manufacturers through every stage of the NATM Compliance Verification Program, offering a clear and structured approach to meeting safety and regulatory standards. From preparing for an inspection to understanding what happens during and after the consultation, this course provides manufacturers with the knowledge and tools necessary for a seamless compliance experience.
Sign up multiple people in your company for NATM Academy today for free! Included as part of your association membership, you can access the Academy at NATM.com/Academy.
CVP Convention Workshop 2026 Get face-to-face with the NATM Compliance Team at the NATM Convention & Trade Show Feb. 23-26, 2026, in Fort Worth! CVP Failures and Trailer Technology Workshop is a can’t miss event led by NATM Technical Director Scott Crimmins where practical compliance support blends with forward-looking insights into automation, electrification, smart technology, and more. Whether you’re in manufacturing, engineering, compliance, or operations, this session will equip you with knowledge you don’t want to miss.
TOP: NATM Compliance Consultants Aaron Langer and Todd Stallbaumer conduct a CVP inspection. MIDDLE: The NATM Academy is available on demand and free of charge for all NATM Members. BOTTOM: NATM Compliance Manager Sean Sloan (left) discusses compliance at the NATM Trailer Expo. Photos by NATM Staff.
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Time and time again the Association hears how being able to discuss the CVP and ask questions in real time sets members up for success. Before your CVP Consultation even begins, you can be better educated on the process and expectations. This allows members to get more in depth when their next consult rolls around. Be sure to join the CVP Team on Thursday, Feb. 26 in Fort Worth for the CVP Failures and Trailer Technology Workshop! ■
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The Sustainability Corner
New Year, New Approach—How the ‘If It Ain’t Broke, Don’t Fix It’ Mentality Should Be Left in Last Year’s Mindset By Bo Howard, Shapiro
Happy New Year! It’s always interesting to see how much importance we place on a new year. Goals are reset, vision is renewed, and the idea that this is going to be our year always seems to surface. Part of the reason, in my opinion, is that it is cold and dreary, and looking forward to our future success pulls us through winter and into a season of renewal. It’s also easier to hope than it is to plan. Often, you don’t have as many distractions in the early days of the new year, and when you lose the excuse, the planning begins. Maybe it’s time to develop a new trailer design or update your current advertising plan. Without the time for innovation, this industry wouldn’t have seen some of
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the improvements over the last several years that have made trailers lighter, stronger, and longer-lasting. We all benefit from the execution that starts with planning. When you think about your waste streams, you may not consider planning as important as the design phase, but that’s something to reconsider. Last year, seven states had extended producer responsibility (EPR) laws, with more states considering it. Those laws can affect everything from the packaging used during transport to keep the surface finish unblemished to the end-of-life process for the trailer and its components. No company wants to limit sales in a state due to EPR laws, so planning is essential. There’s good news when it comes to waste streams: lots of
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improvements have been made over the last several years that may allow something that’s in the landfill today to be remade tomorrow. Companies now brag about the amount of postconsumer plastic used in products, or how a product was made with ocean-bound plastic. Thanks in part to organizations like the National Association of Trailer Manufacturers (NATM), tire recycling has never been better. What’s on the road today will be underfoot tomorrow as companies now make tracks, sidewalks, and playgrounds with recycled rubber. Also, EPR may make you reconsider things in your current process, from manufacturing inputs all the way to packaging. Then there’s the recycling program in the alley that’s been running for years. When was the last time you reviewed that? Maybe it’s time for a waste bin Kaizen or climbing into your trash bins (we’ll let you decide how literal to be with this one). A fresh look at everything you waste and where it ultimately goes. How do we lower our landfill totals without breaking the bank? By looking at things one at a time to find the best course of action. Whether it’s Shapiro or not, help is available for your recycling streams to help you review what you’re doing now and identify improvements. Worst case, it’s like going to the doctor for a checkup. It’s never bad to hear you’re doing all the right things. Best case, there’s value, or cost savings, that can help you with both your
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economic and environmental goals. These changes could require different equipment or processes or simply adjusting how you send these streams for recycling. Economic and environmental stewardship can be discovered in lots of places. If you think about some of the biggest advancements your company has made over the past several years, what do they have in common? Total guess here, but the suggestions probably came from an employee, and it was something that was done the same way for years without any event triggering a review. Too often, we manage some of the more basic programs and functions with a “if it ain’t broke, don’t fix it” mentality. While there will often be more pressing items that jump ahead, planning a review early in the year gives you the space to dig a little deeper. Reviewing your waste streams and processes can range from having a green team take a look at what’s happening now to conducting waste audits. If the task seems too big, or if you’re not sure where to start, let us know. If we can provide guidance or schedule time with your team to review the details, we’re happy to do so. Shapiro’s motto is ‘Making the Planet Better Together,’ and we mean it. We’re here to help however we can. You can drop us a line at consulting@shapirometals.com. Happy New Year! May 2026 bring us all happiness and prosperity—and less waste! ■
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NATM Grows Dealer Involvement with New Committees By NATM Staff
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he National Association of Trailer Manufacturers (NATM) is blown away by the involvement and passion of NATM Dealer Affiliates. They’re the fastest growing segment of the Association for 2025!
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To better accommodate their increased presence in the Association, NATM has doubled the number of dealer committees! NATM is excited to introduce the Dealer Training & Technical Committee and the Dealer Business Operations Committee.
Dealer Business Operations Committee
NATM’s dealer committees are designed to give trailer dealers a strong voice in the Association and to shape the future of dealer-focused initiatives, education, and resources. To optimize each committee members’ expertise, the original dealer committee is expanding and will be divided into two more focused committees. Each committee has unique goals, and together, they ensure that NATM’s dealer programs, events, and resources reflect the real-world needs of trailer dealers.
Dealer Training & Technical Committee This committee will guide NATM’s educational and technical programming for dealers, ensuring resources, training, and events are relevant and provide value to NATM Dealer Affiliates. This committee will ensure dealers are equipped with both technical knowledge and broader educational training tools for business success.
Key Responsibilities: ›
Advise NATM on emerging technology, dealership service trends, and real-world challenges
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Provide input on technical and training resources for the NATM Academy
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Recommend topics for further education for webinars, workshops, and hands-on training that will be utilized for events such as the NATM Trailer Expo and Trailer Safety Week
This committee will support the business and management side of trailer dealerships, focusing on profitability, efficiency, and long-term growth strategies.
Key Responsibilities: ›
Advise NATM on topics related to dealership operations such as inventory management, floor planning, financing, staffing, marketing, and customer experience
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Provide insight into market trends, economic factors, and consumer preferences impacting dealers
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Assist in developing NATM resources such as business toolkits, playbooks, and benchmarking data
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Recommend panel and roundtable topics that foster dealer-to-dealer learning and best practice sharing
A United Industry NATM has always believed that the industry is stronger together. Bringing in more dealer involvement is the next step in the right direction. The Association can’t wait to see what these and the other NATM Committees will accomplish this year! Interested in becoming more involved in a Dealer Committee or have a dealership you would like to recommend for Membership? Contact Kevin Sander at Kevin.Sander@natm.com. ■
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New Dealer Benefit Launching This January: Tap into the Knowledge Center By Izabella Chesney, NATM Marketing Specialist
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he National Association of Trailer Manufacturers’ (NATM) Trailer Dealer Committee and NATM Staff have been working hard to bring Dealer Affiliates programs that truly benefit them. Under the benefit category of Education and Resources, the NATM Dealer Affiliate Program aims to offer relevant education and resources in a variety of topics and formats for dealers to help their businesses succeed. With that program goal in mind, NATM is excited to announce a new Dealer Affiliate Benefit, the NATM Knowledge Center, coming this January! The NATM Knowledge Center is a hub for industry-relevant resources for dealership owners and their staff. NATM Dealer Affiliates have access to a collection of guides, templates,
best practices, and toolkits to streamline and improve their business operations, all created and peer-reviewed by the NATM Trailer Dealer Committee. In addition, the Knowledge Center houses educational and safety materials for dealers to pass on to their customers to improve safe trailering. NATM Staff and the Trailer Dealer Committee will continue to add useful industry learning materials to the Knowledge Center as they are created and peer-reviewed, making this hub a valuable and endless resource that dealers can continue to utilize throughout their operations. NATM is excited to be providing another benefit made for dealers by dealers! For questions or to suggest a new resource, email NATM Programming Director Ginger Baker-Sanhueza at Ginger.BakerSanhueza@natm.com. ■
KENDA HAS YOU COVERED.
Kenda Americana Tire & Wheel controls the quality from design to manufacturing through assembly and warehousing all within our Kenda family of companies. Visit Americanatire.com for sizes, styles and to learn more. ©2023 Kenda Tires. All rights reserved.
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NATM Association Health Plan: Delivering Exceptional Value to Member Companies Submitted by Marsh McLennan
2026 promises to be a big year for the National Association of Trailer Manufacturers (NATM) Association Health Plan (AHP). Jan. 1, 2026, represents the first practical effective date members have had to participate in the AHP and early results are encouraging. With carrier commitment to support the Association, rate reductions in excess of 30% are available. These results represent the best of what is possible through an AHP and that is by design. When NATM started exploring this member benefit, it was important to get a commitment from carrier partners to underwrite and rate each NATM member group separately. This underwriting consideration is important because it allows members with healthy group profiles to secure more favorable rates than what would otherwise be available to them. Outside of the AHP, most companies with fewer than 100 employees on plan have their rates determined from a blended health profile that includes both healthy and unhealthy groups of similar size and location. Insurance companies prefer underwriting this model because it is
much more cost efficient than assessing and rating hundreds or even thousands of groups individually. And because individual groups of this size are not given detailed claim information about their group, they are at the mercy of the insurance companies in determining what is a fair rate. The NATM AHP has received carrier commitments for various levels of rate relief for employers with 200 or fewer employees on plan. When you combine the NATM-specific discounts with an underwriting model that rates each member company individually, you have an opportunity for healthy groups to receive rate relief in excess of 30%. It is important to note that not all NATM member companies will receive rates that are more favorable than what they currently pay. Unhealthy groups with high utilization will likely not receive rate relief through the NATM AHP. The NATM AHP is managed by Marsh McLennan. Please scan the QR code below to schedule a call with one of their consultants or email John Kerr at John.Kerr@MarshMMA.com and explore if this newest member benefit is a fit for you. ■
Got Questions? Schedule a call with a Marsh McLennan consultant here!
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Renewing NATM Membership for 2026: A Symbol of Dedication to Trailer Safety By Catie Rutkowski, NATM Membership & Events Coordinator
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s the only not-for-profit 501(c)(6) association serving the light- and medium-duty trailer industry, the National Association of Trailer Manufacturers (NATM) stands firmly in its commitment to advancing and unifying the light- and medium-duty trailer industry. For nearly 40 years, NATM has improved the safety of the roadways through its Compliance Verification Program and has facilitated invaluable connections among its members. As the new year has begun, NATM invites you to renew your membership and continue this journey.
Renewing your NATM Membership is a symbol of your ongoing dedication to the betterment of the industry and the improvement of trailer safety and performance. NATM has evolved into an association that unites trailer manufacturers, trailer dealers, suppliers, service providers, OEM automotive manufacturers, industry leaders, and key stakeholders from across the nation and abroad.
Annual membership dues directly contribute to NATM’s robust portfolio of programming and initiatives to improve trailer safety at multiple levels. This includes the NATM Compliance Verification Program, the newly launched NATM Academy, Trailer Safety Week, publications, and educational programming for members. The 2026 membership renewals were sent to main contacts
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in mid-November, which makes this the perfect time for the Association to reflect on how membership dues are critical in supporting the actions, services, and educational programming that NATM provides for its members and the light- and medium-duty trailer industry. NATM is constantly evaluating costs and benefits to ensure your annual membership investment is met with valuable returns.
In 2025, membership dues allowed NATM to: ›
Host the highly successful 2025 NATM Convention & Trade Show in Nashville
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Continue the Association’s Strategic Plan focusing on industry growth, increasing brand awareness, and continuously improving the NATM Compliance Verification Program
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Grow the reach of the annual Trailer Safety Week, including the expansion of strategic partnerships and access to additional resources
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Devote resources to marketing the NATM Compliance Verification Program and benefits of the Association to the industry as well as end-users to grow the value of the NATM Compliance Decal
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Educate members of Congress during the annual Regulatory Roundup and Capitol Hill Visits
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Update the 2025 Guidelines for Recommended
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Minimum Manufacturing Practices for Light- andMedium Duty Trailers, also known as Guidelines. ›
Host educational webinars to grow members’ education opportunities
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Continue offering the NATM Association Retirement Plan for member companies to offer their employees
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Offer the NATM Association Health Plan for member companies to offer their employees
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Continue offering NATM Connect so NATM Dealer Affiliates can connect and talk shop with one another
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Launch the NATM Academy and provide on-demand education to the membership at no additional cost
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Host the inaugural NATM Trailer Expo in Oklahoma City
NATM’s commitment is to its members and ultimately to trailer safety. Supporting NATM Members’ ability to grow and prosper, while also contributing to the safety of the nation’s roadways, is what drives the Association’s work. Your support of this mission and your integral feedback along the way are vital to NATM’s success. NATM looks forward
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to continuing this important work in the coming year!
2026 NATM Membership Dues Your 2026 NATM membership renewal notice was emailed to the attention of your accounts payable department in November. For 2026, Membership Dues are: ›
Regular Members (Trailer Manufacturers): $1,195
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Branch Regular Members (Trailer Manufacturers): $325
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Associate Membership (Suppliers/ Service Providers): $995
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Trailer Dealer Affiliates: $150
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Tow Vehicle OEM Membership (Automotive Manufacturers): $150
You have the option to renew your membership online at NATM.com. Log into the NATM Member Compass to view and pay the invoice. Should you decide to pay online, please advise accounts payable to disregard the notice. ■
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A Capital Meeting: The NATM Board Convenes in Washington, D.C. By Alex Stowe, NATM Executive Director
The National Association of Trailer Manufacturers (NATM) Board of Directors recently met in Washington, D.C., following the Association’s annual Regulatory Roundup. The Board meeting took place at the K&L Gates offices, which overlook the White House and offer an amazing space to reflect and determine how best to support NATM Members and the light- and medium-duty trailer industry at large. Following two days of meeting with members of Congress and their staff, as well as hearing from industry experts during the Roundup speaker series, the Board convened to discuss programming for NATM and to look ahead to 2026. The primary focus of the Board meeting was reviewing how the inaugural NATM Trailer Expo went and discussing how to improve programming for next year. The Board spent most of the meeting reviewing attendee and exhibitor feedback from the Trailer Expo and planning for how to continue to improve this programming in future years. Incorporating trailer dealers more into NATM programming has been a key priority of the Board for years, and this meeting provided an opportunity to talk through wins from the Trailer Expo in 2025, while also finding ways to ensure NATM is providing value to both attendees and exhibitors at future shows. With Regulatory Roundup just concluding, the Board discussed takeaways from the event and ways to stay engaged with regulators on topics of interest to the industry and other association initiatives. With Roundup taking place during a government shutdown, attendees were able to have the
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undivided attention of multiple Congressional staff members, and this provided ample opportunity to share information relating to NATM and the light- and medium-duty trailer industry. Finally, the Board reviewed NATM’s most recent quarterly financials. As a not-for-profit, NATM’s Board is tasked with reviewing association financials and ensuring funds are being allocated to help further NATM’s mission. Following that review, the Board also reviewed nominations for the 2026-2029 Board term. Nathan Uphus, NATM Vice President, proposed a recommended board nomination voting slate, which was created with the assistance of the NATM Nominations Committee. The Board approved the nomination voting slate, with at least three new Board Members scheduled to join NATM for the 2026-2029 term, as three current Board Members will unfortunately hit their term limits. The Association would like to thank Mike Story of Novae, Jon Devitt of Midwest Industries, and Jeff Jones of Red Oak Inventory Finance for their commitment and contributions to NATM and the Board! The NATM Board will meet remotely for the final meeting of 2025 in December. During this meeting, any remaining 2025 tasks will be wrapped up, and the Board will review the Association’s 2026 budget. This meeting will help set the stage for the new year as NATM prepares for another great year serving you and the industry. ■
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Looking to the Horizon By Samantha Darling LaCount, NATM Tracks Editor
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orizon Trailers has grown at such a rate it’s hard to believe it’s only been around since 2022. Founder Benny Neufeld started out with a modest dump trailer operation and now oversees the production of dump trailers, roll-offs, utility trailers, equipment trailers, car haulers, pipe haulers, and flatdeck trailers with over 150 authorized dealers across Canada and the United States. Since its inception, the team at Horizon Trailers has remained steadfast in its core values of Excellence, Respect, and Passion. From the first weld to the final inspection, the focus is simple, to deliver a product that exceeds expectations. “Our quality, our craftsmanship and just the overall design, that’s what sets us apart,” Neufeld said. “We go the extra mile for our customers and for customer satisfaction that has never been met in the market before.” Starting a company from the ground up is challenging. Neufeld says when he sits back and thinks about how far they’ve come, all he feels is thankful.
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“I feel very blessed, and I am very grateful for the team and for our dealers and consumers that support the Horizon community,” Neufeld said. “It gets me excited every single time I see one of our trailers out on the road. I almost jump out of my vehicle, and my heart starts to race. It’s exciting to be able to achieve that brand recognition. Things are moving forward automatically; we don’t have to push as hard anymore cause the recognition is already there. So, every trailer that is on the road, for me it’s like another goal we achieve, it’s free advertising, free marketing and it’s bringing more and more establishment, so one thing that I do think about every time I see a trailer is more establishment for the company.” While the company is enjoying their growth and recognition, they can’t wait to see what’s on the horizon for Horizon. Horizon Trailers has been a member of the National Association of Trailer Manufacturers since 2022. To learn more about them, visit HorizonTrailers.com. ■
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Family-Fueled, Female-Led: The Journey of the Mother-Daughter Duo Behind Davis Custom Trailers By Mary Klaire Perez, NATM Marketing Coordinator
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aren Davis’s journey into the trailer industry began with a simple idea and a lot of grit. Starting in a rented garage while working from home, Karen built Davis Custom Trailers, located in Plant City, Florida, from the ground up. Her hard work eventually led to the purchase of their first commercial property and the growth of the business into what it is today. With over a decade of experience, Karen has worn many hats, from hands-on factory work, sales, to running the shop, and continues to manage all aspects of the company’s dealership and service center with tireless dedication.
A New Generation of Innovation Joining her mother in the business, Sam Davis brings a fresh perspective with her background in mechanical engineering. Sam has worked at Davis Custom Trailers for about two and a half years, part-time and full-time since graduating after her first job. Her focus has been on improving shop processes, implementing new technologies, and ensuring efficient day-to-day operations. She introduced a check-in/ check-out system for tools, implemented Slack for internal communication, and created a system where repair videos are shared to ensure transparency and quality control.
Empowering Women in a Male-Dominated Industry Both Karen and Sam have encountered challenges as women in the trailer industry, a field traditionally dominated by men. Karen notes that while she has experienced condescension or dismissal, especially in the early years, she never let it deter her. Karen shares that being a woman in this industry was tough at first, but she has built relationships and earned respect through hard work. Sam, too, faced challenges during her engineering education, where she was one of just a few women in her classes. “You just have to be resilient and keep trying,” Sam advises. “Don’t let something small stop you from continuing.”
A Dynamic Duo with Complementary Strengths Despite their different personalities, Karen is outgoing
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and thrives in customer-facing roles, while Sam prefers behind-the-scenes operations, their collaboration has strengthened the business. Karen’s ability to connect with customers and vendors has been crucial to the company’s growth, while Sam’s methodical approach ensures the shop runs smoothly and efficiently.
Karen credits her daughter with bringing in new ideas and improving their operations. “Sam has helped push us into the future,” she said. Meanwhile, Sam admires her mom’s work ethic and fun-loving spirit. “She always says, ‘Work hard, play hard. Just let it go and have fun, and you can always try again,’ and it’s something I’ve tried to live by.”
Shaping the Future Through Industry Involvement Both Karen and Sam are active in the broader trailer industry. They’ve participated in the Dexter Council, a group of 10 dealers brought together by Dexter, to offer feedback and find solutions to common challenges. This involvement has led to networking with key industry players and even being featured in a commercial by Dexter. They also attend NATM Conventions, where they’ve received training and connected with engineers and suppliers. These experiences have not only enhanced their knowledge but also strengthened the business by exposing them to best practices and new technologies. Karen’s commitment to shaping the next generation of skilled workers is another way she gives back to the community. Each year, she hires a few high school students, lovingly referred to as “the Minions,” and teaches them how to use tools properly, learn basic
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Sam Davis, left, and her mother Karen Davis are the mother-daughter duo behind Davis Custom Trailers. Photo submitted by Davis Custom Trailers.
welding, change tires, and understand shop processes. “Not everybody’s going to go to college,” Karen said. “So we make sure they graduate high school (with a real skillset).” Some students move on after graduation, but others stay and grow within the company. Two of these students will even accompany her to Tennessee in August to take certifications and begin welding school. “We’re molding this young generation,” Karen said proudly. “We have to teach them how to be productive members of society. I think we’ve done a good job at that.”
Life Beyond the Shop Outside of work, both Karen and Sam embrace active lifestyles in their own unique ways. Karen found a new lease on life through health and fitness, transforming herself through bodybuilding and embracing the outdoors with activities like kayaking and paddleboarding. Sam, on the other hand, is an avid hiker and traveler who enjoys exploring nature and hitting the bike trails across Florida, especially when industry events allow her to combine learning and adventure.
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Advice for Aspiring Women in the Industry When asked what advice they’d give to other women entering the trailer industry, both Karen and Sam emphasize perseverance and passion. Karen urges women to “never give up. If you want it bad enough, you’re going to get it,” and to take pride in their accomplishments, no matter how small. Sam adds, “There are always people watching you, it’s important to follow through, [your resilience can inspire others].”
Looking Ahead Karen and Sam are not just running a business, they’re creating a legacy. Their work at Davis Custom Trailers is proof that with hard work, determination, and a bit of trailblazing spirit, women can thrive in any industry. Whether it’s improving internal processes or building industry relationships, this mother-daughter team is redefining what it means to lead in the trailer world. Davis Custom Trailers has been a member of NATM since 2023. To learn more about them, visit www.DavisCustomTrailers.com. ■
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Sen. Marsha Blackburn speaks with Homesteader president Anthony Mountain and his wife Monica during her tour of the facility. Photo by Jay Compton
Senator Blackburn Pays Visit to Homesteader Trailers By Jay Compton, Claiborne Progress
U.S. Senator Marsha Blackburn was in New Tazewell on Aug. 20, 2025, for a quick tour of the Homesteader Trailer factory. Blackburn, who has announced she is running to be the next governor of Tennessee, spoke to group of about 50 members of the community at Homesteader and took time to answer questions from the audience. As senator she has took time to visit each county in the state every year. Anthony Mountain, the president of Homesteader, welcomed Blackburn to his facility and introduced her to those in attendance. “Marsha, we’ve got people that are in banking, in industry, in government, in education, transportation and law enforcement,” he said. “It’s good to have everybody out this morning. Marsha has been a friend to the state of Tennessee for a long time. We can thank Marsha every day for one really big thing that she did for us and that’s the fact that we don’t have a state income tax ... We are most fortunate that we are represented by someone that stands behind
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our ideas and represents our ideas on the federal level.” Blackburn said it was great to get an up-close and personal look at the work being done at Homesteader and also recognized the state and local politicians who were also in attendance, including State Sen. Jessie Seal, State Reps. Dennis Powers and Gary Hicks and County Mayor Joe Brooks. “It is a local, state and federal partnership to represent people and to make certain that government is of service to the people,” she said. She touted the “Big Beautiful Bill” as the largest tax cut in U.S. history. Blackburn called it a generational bill because it makes those tax cuts permanent “Tennessee families are going to see about a $2600 per family saving on their taxes because of this. There is no tax on tips or overtime and we were able to include my provision to get the tax off of Social Security for our seniors, that is something I have worked on for years,” Blackburn
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said. “Every senior is going to get a $6,000 bonus deduction each and every year so that is going to be a tremendous savings on the amount of income tax they have to pay.” She added that the bill included a dollar for dollar tax credit for employers who provide child care or pay for child care for their workers. It also includes some work around benefits, requiring able-bodied adults without children to work at least 20 hours per week in order to qualify for Medicaid or SNAP. “This is something our legislature and governor will be there to enforce and verify people every six months instead of once every few years,” Blackburn said. “People like say we cut Medicaid — we did not. What we did is increasing what we spend over the next decade, but if you are a freeloader, a fraudster or an illegal alien you will not get government benefits.” Blackburn said the Senate has been in session over 750 hours this year. During that time they have taken 499 recorded votes and confirmed President Trump’s cabinet in record time. “We are making headway in trying to get laws off the books to clean up this woke, this DEI, this ESG, this CRT, that the Biden administration left us. We are hard at work at it and making good progress,” she said. She pointed to things like the defunding of NPR and Planned Parenthood, getting men out of women’s sports and eliminating the Department of Education to give more control of the schools to the states and local school boards as well as the Trump administration’s efforts to restore America’s standing in the world. “No one ever thought that President Donald Trump in six months would have ended six wars, would have Zelensky and Putin holding a meeting next week to be followed by a trilateral meeting with President Trump,” Blackburn said. “No time is going to waste, not a minute.” ■ TOP: U.S. Sen. Marsha Blackburn speaks during her visit to Homesteader Trailers in New Tazewell. MIDDLE: The Homesteader Trailers team poses with Sen. Marsha Blackburn. BOTTOM: A group of about 50 community members from various industries, education, government, transportation and law enforcement came out to Homesteader Trailers for Sen. Marsha Blackburn’s visit. Photos by Jay Compton.
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Welcome New Members Trailer Manufacturer American UpBeat 815 Washington St El Segundo, CA 90245 • Agricultural/Farm, Auto Hauler, Boat, Cargo, Concession, Custom Design, Dump, Enclosed Cargo, Mobile BBQ/Smoker, Motorcycle, Portable Equipment, RV/Towable, Snowmobile/ATV, Specialty, Tow Dolly, Trailer Service/Repair, Utility/Flatbed
Northern Towers Industries Inc 53304 RR 170 Lot 12 Yellow Head County, AB T7E 0C4, Canada • Custom Design, Portable Equipment, Trailer Service/Repair Precision Trailers, LLC 11 College St North Vilonia, AR 72173 • Auto Hauler, Cargo, Dump, Enclosed Cargo, Gooseneck, Landscape, Utility/Flatbed
Casita Enterprises Inc 5029 SE McKinney St Rice, TX 75155 • RV/Towable
St Croix Trailers 15625 95th St North Stillwater, MN 55082 • Aluminum, Concession, Custom Design, Equipment, Gooseneck, Mobile BBQ/Smoker, Utility/Flatbed
Epic Solutions. Inc 2811 Fiechtner Dr Fargo, ND 58103 • Custom Design, Equipment, Portable Equipment
Toolcrest, LLC 218 E Marquis Rd North LaGrange, IN 46761 • Custom Design, Enclosed Cargo, Equipment
GAF TRAILER 1119 Poplar St Bonham, TX 75418 • Auto Hauler, Cargo, Dump, Equipment, Gooseneck, Utility/Flatbed
Vector Technologies Ltd 8301 W Parkland Ct Milwaukee, WI 53223 www.vector-vacuums.com • Custom Design, Equipment, Gooseneck, Portable Equipment
Gismo Power LLC 3364 Tanglewood Dr Sarasota, FL 34239 • Aluminum, Equipment, Portable Equipment, Specialty
YggdraSteel 3-304 Stone Rd West Unit 0208 Guelph, ON N1G 3C4, Canada • RV/Towable
Jaguar Manufacturing Inc 1107 Quotation Ct Unit B St. Cloud, FL 34772 • Equipment, Portable Equipment, Specialty
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Steel and Pipe Supply 555 Poyntz Ave Manhattan, KS 66502 www.spsci.com • Fabricated Parts, Steel-Sheet, Steel-Structural, Steel-Tube Ameritool Mfg Inc 64 Corporate Park Dr Central Square, NY 13036 www.Ameritoolmfg.com • Hardware Tusker Global LLC 3232 McKinney Ave Dallas, TX 75204 • Hydraulics Press Room Equipment Co. 1650 N Alliance Ave Springfield, MO 65803 • Metal Stamping, Roll Forming
Trailer Dealer Affiliate Interstate Utility Trailer 1755 Dreman Ave Cincinnati, OH 45223 www.interstatetrailer.com • Trailer Sales, Trailer Service/Repair XGRiD Campers 6949 Speedway Blvd Ste 109 Las Vegas, NV 89115 • Trailer Sales, Trailer Service/Repair
Supplier/Service Provider 3FORTY5 Design, LLC 6511 W Hummel Dr Boise, ID 83709 www.3forty5.net • Castings, Chains, Couplers, Fabricated Parts, Hardware, Hitches, Jacks/Landing Gear, Plastic Components, SteelTube, Towing Accessories
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CELEBRATING YOUR
1 YEAR ST
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ACE Metalworks LLC Alubond USA INC. Apogee Trailers ArcticMax Beats Trailers LLC Bemidji Steel Company Bold Trailer Company LLC Cape Trailer Repair. Conway Axle & Trailer Parts, LLC Diamond Wire Spring Durabilt by Durbin EBI Bearing FDL Components FoxBox, LLC Hook & Line Cargo Hub Saver Usa Huber Engineered Woods JHB Trailer Sales JMS Silver LLC John Yoder Co. LLC Knapheide Truck Equipment Krishna Trading Inc. LaCosta Trailers, LLC LUXX Trailers and Equipment Mobile Cold Solutions LLC Moser Energy Systems Mr Mulch North DFW Trailers NORTH FORCE MFG www.NATM.com
OPE of America P and F Products Polymer Molding Inc Quad-Cities Welding & Fabricating Rainman Digital Rice Trailers Sawyer Trailers Seed Cargo LLC SMK Manufacturing Company SoFlo Trailer Co. Springfield Trailer Rentals STEWART PRODUCTS LLC Stittsville Trailer & Auto Sales Inc. Sumig USA Corporation SurfacePrep T D Wall Inc TJ’s Trailers Inc. Top Shelf Trailers, LLC. Torino Industries Corp Trailer King Manufacturing Corp TrailTech LLC TRC Las Vegas Triumph Trailers Twin Brook Fabrication LLC United Machine Corporation Victory Trailer Sales Weaver Distributing, LLC WK Machine LLC Xcel Manufacturing, LLC January/February 2026
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Press Releases Forest River Expo 2025 Showcases Innovation, Growth, and Next-Generation RVs ELKHART, Ind. — Forest River, Inc., one of the most trusted and diversified manufacturers in the recreational vehicle industry, is excited to announce its success of the 2025 Forest River Expo. This year’s event brought more than 4,500 people together at the heart of RV country and combined new ideas with a fun, Nashville theme that will be remembered by those who attended. With headline performances by Josh Ross, Ernest, and Ashley Cooke, the Expo set the stage for what has become the “Superbowl” of the RV industry. This year’s Expo was more than just a showcase of products and entertainment; it was a bold statement about Forest River’s vision for the future. Attendees experienced groundbreaking product launches, dealer roundtable discussions, vendor exhibits, and exclusive influencer appearances, all of which spotlighted the company’s commitment to staying ahead of industry trends. The record-breaking turnout demonstrated Forest River’s ability to spur innovation, strengthen dealer partnerships, and influence RV travel for a new generation of adventurers. Over the course of four days, the Expo brought together dealers, partners, media, and industry leaders for engaging experiences and first looks at what’s to come in the industry. Forest River displayed a full range of products from Class A motorhomes to adaptable travel trailers, including Coachmen’s ground-breaking electric RVEX, a Class B model that redefines mobility with sustainable energy and cutting-edge technology. Additionally, attendees got the chance to interact directly with Forest River’s engineering and design teams, learning firsthand about the company’s commitment to customerfirst innovation, quality initiatives, and future road maps. “This year’s Forest River Expo not only reflected our commitment to quality and innovation, but also the amazing relationships we have with our dealer partners,” said, Doug Gaeddert, President & CEO. “The energy, the record attendance, and the response to our new lineups couldn’t have been better. We’re already looking forward to next year.” Featured Model Launches at Expo 2025 Forest River displayed more than 440 floor plans, featuring a mix of new products and innovative designs: ›
Coachmen RVEX: Coachmen unveiled the RVEX, an all-electric Class B motorhome. With a projected range of over 250 miles and a separate lithium power system, the RVEX provides modern efficiency without the need for fuel stops. The interior features a well-thought-out kitchen and bathroom, as well as multipurpose seating that can be transformed into a king-size bed. Coachmen’s dedication to sustainability and innovation in the RV business is exemplified by the RVEX’s lightweight construction, solar integration, and aerodynamic design.
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Dynamax Isata 5 Series 30FW Motorhome: Behind the wheel of the Isata 5, road trips become effortless with a plush truck cab, powerful Cummins diesel, and 4x4 strength. And when the adventure calls for more, the Extreme Package delivers—complete with smart suspension, 40-inch tires, and rugged off-road upgrades that let you chase the road less traveled. r•pod Unmapped Series: r•pod Travel Trailers are a great option for a variety of tow-vehicles, offering reasonably priced luxury at the lowest tow weight in its class. The new r•pod Un-Mapped Series features six new floorplans that deliver bigger layouts without losing the iconic r•pod style. Designed with full aluminum framing, Azdel exteriors, and flush-floor slides, the series adds comfort and durability while introducing standout features like the Trailgate outdoor bar, Bar 2 Table system, and a king-size bed option. It’s a fresh take on a fan favorite, built for travelers who want more space without sacrificing adventure. East to West Acclaim: The new Acclaim Travel Trailer makes RV living more affordable without sacrificing quality. Built with a lightweight frame, smart layouts, and durable construction, Acclaim offers 10 versatile floorplans—ranging from cozy couple’s models to familyfriendly bunk designs—so travelers of all kinds can enjoy the freedom of the road with confidence and style. Lost Pines: Lost Pines is a new, upscale luxury destination trailer that draws inspiration from Northern Michigan’s timeless tranquility and untamed beauty. Lost Pines combines stunning natural beauty with carefully designed furnishings to create a getaway where guests may enjoy nature without giving up luxury.
With innovative ideas, stronger dealer support, and a commitment to quality and community, Forest River is redefining RV travel and inspiring a new wave of explorers to embrace the open road. The company builds products that meet travelers where they are—delivering freedom, comfort, and functionality to take them wherever they want to go. More than RVs, Forest River delivers experiences that combine adventure, connection, and innovation. About Forest River, Inc. Founded in 1996 by Pete Liegl, Forest River, Inc. has evolved into North America’s largest manufacturer of recreational vehicles, cargo trailers, pontoon boats, buses, vans, and commercial vehicles. Its portfolio includes market share leaders in every category, and it is the country’s leading manufacturer of buses and vans for both the private and public sectors. Based in Elkhart, Indiana, Forest River employs 14,000+ employees in 100+ facilities in more than a half dozen states. With a commitment to excellence and a focus on customer satisfaction, Forest River is proud to be a Berkshire Hathaway company. ■
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Liberty Trailers Now Eligible for Retail Financing Through Synchrony FILLMORE, Ind. — Liberty Trailers, a leading U.S. manufacturer of high-quality, commercial-grade trailers, announced today that its full line of trailers is now eligible for retail financing through Synchrony, one of the nation’s premier consumer financial services providers.
Cash Incentives for Dealers
This new eligibility enables Liberty Trailers dealers to offer flexible financing options to customers, making it easier than ever for hardworking individuals, contractors, and small business owners to purchase the trailers they need — while helping dealers close more sales and increase profitability.
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$100 for loans between $5,000–$9,999
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$200 for loans between $10,000–$19,999
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$300 for loans between $20,000–$25,000
“At Liberty Trailers, we’re committed to supporting our dealers and their customers with real, practical solutions,” said Johnathan Bradley, Chief Commercial Officer, Liberty Trailers. “The availability of Synchrony financing for our trailers means customers can buy with confidence, and dealers can sell with greater ease and flexibility.”
These incentives are in addition to Synchrony’s standard dealer rebates, giving Liberty dealers even more reason to take advantage of the program.
Benefits for Dealers With Liberty Trailers now qualifying for Synchrony’s Secured Installment Loan Program, participating dealers gain access to tools designed to simplify the sales process, including: ›
Loan structures that cover Liberty Trailers and accessories in one convenient payment
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Flexible promotion options to help customers fit purchases into their budgets
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Prequalification and digital application tools for faster approvals
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Electronic contract signing through DocuSign
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7-day-a-week dealer support and 24/7 access to Synchrony’s Business Center
From October 1 through December 31, 2025, dealers offering Synchrony financing on Liberty Trailers can earn cash incentives on funded loans:
Easy Enrollment Dealers can enroll quickly and start offering financing right away by visiting SYFENROLL.COM or calling 1-866209-4457 (Option 3) and entering campaign code: SSI. For more information or to view the current rates and incentive flyer, dealers can visit the Synchrony Business Center. About Liberty Trailers Liberty Trailers is a trusted manufacturer of high-quality, commercial-grade trailers designed to meet the needs of hardworking individuals and businesses across the country. With a focus on durability, reliability, and innovation, Liberty Trailers offers a wide range of products tailored to various hauling needs. Proudly American-made, Liberty Trailers is committed to empowering its dealers and customers with exceptional service and superior products. For more information, visit www.LibertyTrailers.com. ■
Stellar Strengthens Sales Team with Strategic Hires and New Trailer Sales Manager GARNER, Iowa — Stellar Industries, a 100% employee-owned and -operated manufacturer of high-quality mechanic and service trucks, service cranes, service truck and van accessories, tire trucks and manipulators, hooklifts, fuel and lube trucks, trailers and more, has made several key updates to its sales team. Three new regional sales managers have been hired to support growth across popular product lines, and a longtime Stellar team member has taken on a new role.
Northeast and Western regions, respectively. Brad Held has been hired as Regional Sales Manager in the Great Lakes region for mechanic and lube truck products. Additionally, Stellar veteran Tyler Havens has been named LubeMate®, FuelMate® and Trailer Sales Manager. New Regional Sales Managers for Hooklift, Roll-Off & Container Trucks
Marcus Smith and Rod Belscher will be joining the hooklift, roll-off and container trucks sales team in the
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Smith brings a background in manufacturing, sales and service to his new role. Most recently, he worked with contractors and distributors to provide both sales and service support. In his new role as Regional Sales Manager in the Northeast region, he will focus on developing and executing regional sales plans, analyzing markets, prioritizing key accounts and supporting Stellar’s distributor partners. His technical foundation in welding and fabrication, combined with his industry experience, makes him a valuable asset for Stellar’s distributor and customer network.
“I am most looking forward to building lifelong relationships with distributors throughout the Great Lakes region,” said Held. “With strong, trusting partnerships and best-in-market products and service, I am excited to contribute to Stellar’s future growth.” LubeMate, FuelMate and Trailer Sales Manager In addition to the recent hires, Stellar veteran Tyler Havens has taken on a new role as LubeMate, FuelMate and Trailer Sales Manager. Previously serving as product manager, Havens’ deep product expertise will be essential in helping distributors find the right solution for their business.
“I’m most looking forward to working with our customers and selling quality products,” said Smith. “There is great potential in the Northeast market, and I’m excited to be part of that future growth.”
“I’m thrilled to be stepping into this new role,” said Havens. “Leveraging the product knowledge and distributor relationships I’ve built over the years, I’m confident I can help grow Stellar’s trailer market share across a variety of industries.”
Belscher has been working in the commercial trucking industry for the majority of his career, bringing valuable insight and experience to the Western market. He will work closely with distributors to deliver tailored hooklift solutions that support their business goals.
Looking Ahead
“I’m looking forward to getting to know the customers in my area as well as the challenges they are facing in their business,” said Belscher. “Once I better understand their needs, I feel confident that I’ll be able to help find the product that will align with their goals for growth.”
“We’re excited to welcome Marcus, Rod and Brad to the Stellar team and congratulate Tyler in his new role,” said Tim Davison, Vice President of Sales and Marketing at Stellar. “We are confident that the leadership and experience that they bring to their regions will help drive sales growth and strengthen our customer relationships.” To be connected with the Regional Sales Manager in your area, visit stellarindustries.com.
Brad Held Joins Mechanic & Lube Truck Products Sales Team
About Stellar
Held brings a decade of experience in sales, forecasting and customer service. He previously worked with more than 40 school districts across Ohio, managing largescale programs and coordinating key milestones. In his new role, he will help Stellar’s distributor partners navigate market trends, anticipate product demands and grow their sales and service capabilities.
Stellar was founded in 1990 in Garner, Iowa, and has since expanded operations to multiple U.S. locations. Stellar is a 100% employeeowned and -operated manufacturer of high-quality work trucks, service cranes and accessories, in addition to trailers. Through the innovative, growing product line and an expanding distribution network, the company has gained an international presence and become the No. 1 productivity choice in many markets. ■
Stellar Bolsters Product Expertise with New Mechanic Truck and Hooklift Product Managers GARNER, Iowa — Stellar Industries, a 100% employee-owned and -operated manufacturer of high-quality mechanic and service trucks, service cranes, service truck and van accessories, tire trucks and manipulators, hooklifts, fuel and lube trucks, trailers and more, is excited to introduce two new product managers, Kasey Lammers and Phil Boeckman. Lammers will be responsible for mechanic trucks and accessories. Boeckman will be responsible for hooklift, roll-off and container trucks. Lammers brings experience in product marketing, customer engagement and new product launches to
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his role at Stellar. As product manager for mechanic trucks and accessories, he will collaborate with crossfunctional teams to develop and introduce new products, features and processes by utilizing market research and customer interaction to meet consumer needs. “I’m excited to have the opportunity to grow both personally and professionally in this new role,” said Lammers. “I can bring a fresh set of eyes to the legacy product lines at Stellar, introducing new opportunities that benefit our customers.”
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Boeckman offers extensive expertise in engineering and product management with a background in leading product updates and innovations at both Winnebago and Snap-on. At Stellar, he will be responsible for planning and executing new innovations for the hooklift product lineup. “I can’t wait to experience the culture at Stellar and bring my expertise to the table,” said Boeckman. “Working with the product that is the cornerstone of Stellar is truly an amazing opportunity to keep the legacy moving forward.” With both Lammers and Boeckman stepping into their new roles, Stellar looks forward to the experience and perspective they bring to the product management team. They join Jeran Pollock, Director of Product Management and Inside Sales – Fuel and Lube Products, Bryce McIntyre, Product Manager – LubeMate®, FuelMate® and Trailers, and Adam Oppermann, Product Manager – Tire Trucks and Manipulators. “We’re excited to welcome both Kasey and Phil to Stellar and complete our product management team,” said Tim Worman, Director of Product Management and Inside Sales at Stellar. “Their unique backgrounds and skills will be a perfect addition to our dedicated team, and we
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feel confident that the innovation and advancements to come across product lines will be exciting.” Lammers is located in Garner, Iowa with his wife, two children and their dog. He enjoys woodworking, restoring his old car and working with his brother on the family farm in Nebraska. Boeckman also resides in Garner with his wife, where they have lived since the early 1990s. They have two adult sons and two grandchildren. In his free time, he enjoys 3D printing, golf and home improvement projects. For more information or to connect with Lammers or Boeckman, visit stellarindustries.com. About Stellar Stellar was founded in 1990 in Garner, Iowa, and has since expanded operations to multiple U.S. locations. Stellar is a 100% employee-owned and -operated manufacturer of high-quality work trucks, service cranes and accessories, in addition to trailers. Through the innovative, growing product line and an expanding distribution network, the company has gained an international presence and become the No. 1 productivity choice in many markets. ■
Lippert Breaks Ground for New Ranch Hand Production in Texas ELKHART, Ind. — LCI Industries (NYSE: LCII), through its wholly owned subsidiary, Lippert Components, Inc., a leading supplier of engineered components to the recreation and transportation markets, today announced that its Ranch Hand division has broken ground on a new, 400,000 square foot state-of-the-art manufacturing facility in Seguin, Texas. Located conveniently off I-10, the new facility will consolidate its two existing manufacturing plants located in Shiner and Beeville, Texas. The project reflects Ranch Hand’s continued investment in Texas manufacturing and its dedication to creating stable, long-term opportunities for Team Members and the communities it serves. The new Seguin facility will approximately double the current manufacturing capacity of Ranch Hand’s industry leading grill guards and bumpers. Popularity and demand for Ranch Hand products have increased in the last five years due to the brand being prominently featured on popular television shows like Yellowstone and Land Man. The new facility will not only increase production capacity but will feature a state-of-the-art E-Coat line with a zirconium pre-treatment that will significantly increase corrosion resistance. Shane McNallie, Senior Vice President of Sales for Lippert’s Automotive Division, commented, “This is a long-anticipated expansion for Ranch Hand allowing us to drastically increase service levels to our valued customers
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and significantly improve lead times. The improvements to our finishing process are also an exciting enhancement which will expand Ranch Hand further into the Northern regions with unrivaled corrosion protection.” Groundbreaking for the new facility started in September of this year, with a targeted move-in date in the second quarter of 2026. Ranch Hand leadership is working with their current team members in their Shiner and Beeville locations to ensure a smooth transition into the new facility. Lippert and Ranch Hand remain deeply committed to supporting their Team Members in Shiner and Beeville throughout this transition. The company has emphasized its goal of retaining as many Team Members as possible by offering relocation opportunities, training programs, and other resources to assist team members interested in continuing with Ranch Hand in Seguin. “We’re thrilled to welcome Ranch Hand and Lippert’s latest expansion to Seguin,” said Seguin Mayor Donna Dodgen. “This project represents another significant investment in our community’s growing manufacturing base and demonstrates the confidence companies have in Seguin as a place to do business. We’re proud to see this partnership come to fruition and look forward to the jobs,
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to make this project possible. This is a great win for our workforce and for the future of Guadalupe County’s economy.”
opportunities, and innovation this new facility will bring.”
About Ranch Hand
“Guadalupe County continues to be a strong destination for manufacturing investment, and the Ranch Hand expansion further strengthens that position,” said Guadalupe County Judge Kyle Kutscher. “We appreciate Lippert’s decision to grow in our region and the collaboration between the City, County, and the Seguin Economic Development Corporation
Ranch Hand, founded in Texas in 1986, is an industry leader in truck accessories and front and rear-end truck protection. A Lippert Brand, Ranch Hand’s products are crafted to withstand the toughest of obstacles. Ranch Hand specializes in knowing what it takes to design a grille guard and bumper that is going to offer the customer the ultimate level of protection. ■
Introducing BRAWN™— Structural Solutions for Stronger Factory-Built Products GRAND RAPIDS, Minn. — UFP Factory Built introduces BRAWN™, a brand of structural and custom components engineered to make factory-built homes, RVs, and cargo trailers stronger, more reliable, and easier to build. Backed by UFP Industries’ decades of experience in sourcing, engineering, and manufacturing expertise, BRAWN delivers performance, precision, and peace of mind. BRAWN delivers high-performance structural components, value-added framing lumber, trusses, roofs, walls, floors, panels, and doors crafted from wood, composites, and wood alternatives. Custom-engineered solutions, including pre-assembled sections, help OEMs streamline production and reduce waste. “BRAWN is central to our mission of helping partners build better products,” said Chad Eastin, Executive Vice President, UFP Factory Built. “With durable, high-quality materials, our OEM partners can deliver stronger products, enhance brand loyalty, and improve overall customer satisfaction.” The ‘Built with BRAWN™’ label stands for structural integrity and long-term value. More than a product line, BRAWN is a strategic brand for OEMs to tell a stronger story, engage customers, and help drive sales.
With BRAWN at the core, RVers can explore, contractors trust their haulers, and homeowners enjoy lasting protection. BRAWN safeguards investments for the long haul. Discover BRAWN at www.builtwithbrawn.com. Subscribe to our newsletter for updates on new products and technologies that elevate the quality of homes, cargo trailers, and RVs. Contact us to learn how we can support your build process like never before. About UFP Factory Built UFP Factory Built delivers structural components and custom solutions to the manufactured housing, modular building, RV, and cargo trailer industries. With 26 locations nationwide and backed by UFP Industries (NASDAQ: UFPI), we combine innovation, engineering, and a broad product portfolio, including framing, trusses, engineered wood, wood alternative, and branded offerings like Deckorators®, ProWood™, Edge™, Endurable™, and Brawn™ to help partners build better and faster. Our integrated distribution network ensures access to everything needed to complete the build, enhancing efficiency, bottom line, and customer experience. www.ufpfactorybuilt.com. ■
Stellar Welcomes Donna Bruesewitz as Sales and Technical Training Manager GARNER, Iowa — Stellar Industries, a 100% employeeowned and -operated manufacturer of high-quality mechanic and service trucks, service cranes, service truck and van accessories, tire trucks and manipulators, hooklifts, fuel and lube trucks, trailers and more, is excited to welcome Donna Bruesewitz as Sales and Technical Training Manager. This new position will play a crucial role in ensuring both distributors and sales teams are fully equipped with the tools and training needed to continue expanding Stellar’s market presence.
more time for her to spend with her growing family. She has held positions at Milkhouse Candle Co. and Pritchard Companies over the past several years. Now, she is returning to Stellar with a renewed energy and fresh perspective.
Bruesewitz is no stranger to Stellar. She previously served as Communications Manager for nearly 20 years before finding an opportunity to work closer to home, allowing
In her new role, Bruesewitz will be responsible for developing and implementing comprehensive training programs and materials for Stellar’s distributor network and internal sales
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“I couldn’t be more excited to return to Stellar,” said Bruesewitz. “I look forward to collaborating with my team to build a program that will help everyone thrive, from our internal teams to our customers and distributors.”
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teams. This role was designed to strengthen the connection between Stellar’s internal teams and distributors, ensuring consistency in training and messaging across the brand. “We are thrilled to introduce the role of Sales and Technical Training Manager,” said Tim Davison, Vice President of Sales and Marketing at Stellar. “Donna is the perfect person for this position. She brings deep product and brand knowledge, along with a fresh outlook that will benefit our distributors and our internal teams alike.” Bruesewitz shared that she’s excited for the opportunity to raise the bar for distributors. “By aligning training and product education opportunities across the board, we all will be better equipped to serve the customers who depend on Stellar products every day,” she explained.
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Bruesewitz will work from Stellar’s corporate headquarters in Garner, Iowa. She resides in Osage, Iowa, with her family. In her free time she enjoys spending time with friends and family, volunteering at her church and golfing. For more information about Stellar’s distributor training opportunities or to connect with Donna Bruesewitz, visit stellarindustries.com. About Stellar Stellar was founded in 1990 in Garner, Iowa, and has since expanded operations to multiple U.S. locations. Stellar is a 100% employeeowned and -operated manufacturer of high-quality work trucks, service cranes and accessories, in addition to trailers. Through the innovative, growing product line and an expanding distribution network, the company has gained an international presence and become the No. 1 productivity choice in many markets. ■
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