Tracks: July/August 2023

TRACKS CO V E R S TO R Y

IN THIS ISSUE

Member Company Brings Trailer to NATM Headquarters Page 50 CO N V E N T I O N

NATM Heads to Las Vegas for 2024 Convention Page 12 MEMBERSHIP

Trailer Safety Week Reaches New Heights Page 42 MEMBERSHIP

Member Feature: Get Outdoors with Xpedition Trailers Page 64

The Official Publication of the National Association of Trailer Manufacturers

July/August 2023 Volume 36 • Issue 4

President’s Report › › › › › › › › › › › › › › › › › › › › › 4 Headquarters Report › › › › › › › › › › › › › › › › › › › 6 Side Underride Rulemaking Engagement a Necessity › › › › › › › › › › › › › › › 8 NATM Heads to Capitol Hill for Regulatory Roundup, Advocacy Efforts › › › › › › › › › › › › › › › › › › › › › › 11 NATM Returns to Las Vegas for 2024 Convention & Trade Show › › › › › › › › › › › › › › 12 Booth Selection Process for 2024 Trade Show › › › › › › › › › › › › › › › › › › 14 2024 Convention & Trade Show Developing Schedule › › › › › › › › › › › › › › › › › › 15

Free Registrations for Select Members at 2024 Convention › › › › › › › › › › › › › › › › › › › 20 Statistically Speaking › › › › › › › › › › › › › › › › › 22 NATM Offers Compliance Verification Program Reminders › › › › › › › › › › › › › › › › › › › 23 National Association of Manufacturers Provides DE&I Data Updates › › › › › › › › › › › › › › › › › › › › 26 Shipping Woes?

Car Mate Shares its' Solution › › › › › › › › › › › 30 Bob Clements International Digs into Advanced Selling Strategies › › › › › › › 33 Kansas Manufacturing Solutions Delivers Instruction on Standard Work Instructions › › › › › › › › › 36 NATM Dealer Affiliate Program Celebrates Expansion › › › › › › › › 40

Support the Industry Through Convention Sponsorships › › › › › › › › › › › › › 17

Trailer Safety Week Reaches New Heights › › › › › › › › › › › › › › › › › 42

STAFF

Membership & Events Coordinator Catie Rutkowski • Catie.Rutkowski@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 Education Director Ginger Baker-Sanhueza • Ginger.BakerSanhueza@natm.com Events Director Alieen Valido • Aileen.Valido@natm.com Compliance Manager Sean Sloan • Sean.Sloan@natm.com Member Outreach Specialist Scott Simons • Scott.Simons@natm.com Dealer Programming Specialist Andrea Boetticher • Andrea.Boetticher@natm.com Compliance Consultant Aaron Langer • Aaron.Langer@natm.com

Technical Director lt Completes CVP Consu s at NATM Headquarter Page 50 CO N V E N T I O N

NATM Heads to Las Vegas for 2024 Convention Page 12 MEMBERSHIP

Trailer Safety Week Reaches New Heights Page 42

MEMBERSHIP

Member Feature: Get Outdoors with Xpedition Trailers Page 64

July/August 2023

Thank You 2024 Sponsors › › › › › › › › › › › › › 16

Tracks Editor Samantha Darling LaCount • Samantha.Darling@natm.com

CO V E R S TO R Y

IN THIS ISSUE

Advertising Index › › › › › › › › › › › › › › › › › › › › › › 2

ON THE COVER

Contents Table of

TRACKS

Marketing Coordinator Mary Klaire Perez • Mary.KlairePerez@natm.com Administrative Services Coordinator Abby Wiebler • Abby.Wiebler@natm.com Bookkeeper Sherry Palmeroni • Sherry.Palmeroni@natm.com OFFICERS President Marco Garcia • U-Haul International, Inc. Vice President Andy Derr • M.H. Eby, Inc. Treasurer Nathan Uphus • Felling Trailers Associate Member Representative John Kerr • Marsh & McLennan Past President Marty Lorick • Triple Crown Trailers Inc. DIRECTORS FEB. 2021 - FEB. 2024

The Official Publication

of the National Association

rs

of Trailer Manufacture

Volume 36 • Issue 4

Member Company Brings Trailer to NATM Headquarters Page 50 Cover photo by Samantha Darling LaCount Technical Director Scott Crimmins conducts a Compliance Verification Program consult at NATM HQ.

NATM Lays Out Focus Areas of 2023-2026 Strategic Plan › › › › › › › › › › 46 NATM Staff Promotions, New Hires › › › › › 54 Member Feature: Get Outdoors with Xpedition Trailers › › › › › › › › › › › › › › › 64 1st Year Anniversaries › › › › › › › › › › › › › › › › › 71 Welcome New Members › › › › › › › › › › › › › › › 72 Press Releases › › › › › › › › › › › › › › › › › › › › › › › 74

Andy Derr • M.H. Eby, Inc. Rick Huddleston • White River Marine Group John Kerr • Marsh & McLennan Agency DIRECTORS FEB. 2022 - FEB. 2025 Charles Daugherty • Red Fern Dynamics Andy Gehman • MGS Incorporated Daniel Luby • BoatMate Trailers, Inc. Nathan Uphus • Felling Trailers DIRECTORS FEB. 2023 - FEB. 2026 Bill O'Hara • Dexter Jon Devitt • Midwest Industries, Inc. Jeff Jones • Statistical Surveys, Inc. Dustin Miller • Cross Trailers, Inc. Mike Story • LOOK Trailers Michael Etheridge • Wylie & Son, Inc. Steve Courreges • Taskmaster Components

Leo Akins • Forest River, Inc.

About this publication: Tracks Volume 36, Issue 4 July/August 2023 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

TRACKS

Advertising Index 5 Star Trailers › › › › › › › › › › › › › › › › › › › Inside Front Cover

EQ Systems › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 66-67

Norstar Trailers, LLC › › › › › › › › › › › › › › › › › › › › › › › › › › › 28

A.L. Hansen Mfg. Co. › › › › › › › › › › › › › › › › › › › › › › › › › › › 62

H.E. Parmer Company, Inc. › › › › › › › › › › › › › › › › › › › › › › 41

Optronics International › › › › › › › › › › › › › › › › › › › › › › › › 45

Affiliated Resources, Inc. › › › › › › › › › › › › › › › › › › › › › › 18

Heskins, LLC › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 5

PPG › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 35

Apex Trailer Parts › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 3

Hometowne Capital › › › › › › › › › › › › › › › › › › › › › › › › › › › 21

Ridewell Suspensions › › › › › › › › › › › › › › › › › › › › › › › › › 25

ASA Electronics › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 38 Canadian Load Divider Dollies Inc › › › › › › › › › › › › › › › › 2 Clicklease › › › › › › › › › › › › › › › › › › › › › › Inside Back Cover Craftmark › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 63 Demco › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 70

Hutchens Industries, Inc. › › › › › › › › › › › › › › › › › › › › › › › 53 IDC Spring › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 41 Kenda/Americana Tire & Wheel Corporation › › › › › › › › › › › › › › › › › › › › › › › › › › 73 LaVanture Products Company › › › › › › › › › › › › › › › › › › › 9

Roto-Fab Inc. › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 22 Stillwell › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 7 The Raynor Company › › › › › › › › › › › › › › › › › › Back Cover TecNiq › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 48

Dexter › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 29, 52

Lippert › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 32

Tie Down Engineering, Inc. › › › › › › › › › › › › › › › › › › › › › 19

East Penn

Napoleon/Lynx › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 32

TOWKING › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 19

NINGBO JINGYI MACHINERY

Wire Works

MANUFACTURING CO., LTD › › › › › › › › › › › › › › › › › › › › › 49

Technologies, Inc. › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 39

Manufacturing Co., Inc. › › › › › › › › › › › › › › › › › › › › › › › › 48 ElkRiver Trailers › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 44

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July/August 2023

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TRACKS

PRESIDENT'S REPORT

President’s Report

By Marco Garcia, U-Haul International, Inc. For the July/August issue of Tracks and as we celebrate Independence Day, we have so much to be thankful for as Americans and as trailer manufacturers. I believe it's our responsibility to continue advocating and supporting our member companies in the light- and medium-duty trailer industry, the hardworking individuals they employ, and the communities that benefit from their presence.

To truly bring about positive change at a national level, it is important that we go beyond simply participating in the Compliance Verification Program. We must take the extra step and actively advocate on behalf of the light- and medium-duty trailer industry.

The NATM Government Affairs Program was established in 2005 through efforts by Carl Maxey, (NATM President 20052006) along with the NATM Board of Directors to adopt a proactive approach in addressing legislative and regulatory issues. Soon after, the newly created NATM Government Affairs Committee determined that the best way to be effective on legislative and regulatory issues was to adopt government affairs representation in Washington.

K&L Gates was selected to guide the Association in 2008 and has led numerous efforts on behalf of NATM since then with a long list of successes, including the doubles towaway language that was included in the FAST Act of 2015.

In addition to voting, NATM members can advocate on behalf of the industry during the Association’s annual Regulatory Roundup & Capitol Hill Visits. This year, the event will take place on Sept. 19 and 20. For more information about this year’s event, turn to Page 11.

NATM also is active with its Political Action Committee (PAC).

The NATM PAC was established in 2010 and has since been active in each congressional election. The NATM PAC is an effective tool in helping NATM educate political leaders on the Association's priorities and NATM's great work improving the safety of the industry and nation. For more information about the NATM PAC, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or call (785) 272-4433.

Encouraging legislators to tour NATM member facilities, whether virtually or in person, can be a fantastic way to educate them about our industry. We encourage suppliers and trailer manufacturers to consider scheduling legislative plant tours or round tables to foster relationships with political leaders. With every member of Congress having an impact on the outcome of any legislation, it is vital to enlist advocates who understand and support the trailer industry.

Hosting a plant tour is a straightforward process, and NATM is always willing to assist with the invitation and scheduling.

This year marked the sixth annual Trailer Safety Week (TSW), held June 4-10. This year built upon the success established in years past with additions like a focus on end-user engagement.

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July/August 2023

A resolution was introduced and supported by bi-partisan U.S. Representatives expressing support of recognizing Trailer Safety Week. We marked 540 TSW Allies, a 27% increase from last year. With the help of these dedicated companies' support, TSW information reached thousands across social media. A huge thank you to all TSW participants.

Your dedication to trailer safety does not go unnoticed.

Those interested in joining this trailer safety movement can find more information at www. trailersafetyweek.com/interest or by contacting the TSW team at TrailerSafetyWeek@natm.com.

I feel honored to be part of this wonderful nation, this thriving industry, and this remarkable Association. I deeply appreciate your ongoing support and participation! ■

Marco Garcia www.NATM.com

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TRACKS

H E A D Q UA R T E R S R E P O R T

Headquarters J U LY/A U G U S T 2 0 2 3

REPORT

By Alex Stowe, NATM Executive Director

This will be my first HQ Report as permanent Executive Director here at NATM. I am honored to be able to continue to serve this Association and work towards our mission of promoting trailer safety and the success of the industry through education and advocacy. With everything going on, it is hard to believe half the year has come and gone already. NATM headquarters is still bustling with energy as the staff continues to work hard on initiatives to benefit the industry. We just wrapped up another successful Trailer Safety Week, hired four new staff members, and are hard at work on many Strategic Plan initiatives, including working with NHTSA and state DOTs to further promote Trailer Safety Week and the overall importance of safe trailering practices. You can find more information on four of our new staff members starting on Page 57, and more information about NATM’s overall strategic plan on Page 46.

Our 2024 Convention & Trade Show in Las Vegas is already off to a hot start. Following the largest Convention NATM has ever had in 2023, the staff is excited for another fantastic show in 2024. NATM staff have worked hard to open registration now so members can start registering to attend the Convention Feb. 13-15, 2024. Booth sales also have opened for select sponsors from 2023’s show. Staff and committees are hard at work to finalize our educational sessions and technical forums. For more information on sponsorship opportunities, registrations, and the 2024 Convention, please visit Page 12.

NATM’s Government Affairs Program remains active amidst the business of Capitol Hill. NATM has regularly been working with legislators to educate them about the concerns and challenges facing the light- and medium-duty trailer industry. The Government Affairs Program is working to assess the potential impact of a proposal relating to side underride requirements, get federal funding to assist with Trailer Safety Week, and is preparing for our upcoming Regulatory Roundup. These meetings with legislators are an important tool in NATM’s advocacy arsenal, but are just the first steps in educating legislators who have a profound impact on the regulatory environment the industry must work within. Members are encouraged to host plant tours as well as participate in NATM annual Regulatory Roundup and Capitol Hill Visits scheduled for Sept. 19 and 20.

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July/August 2023

As the industry, on the whole, continues to experience economic uncertainty, your Association is continuing to look for ways to add value and lend support. The Association is creating an NATM Academy in partnership with a number of industry experts and expanding its marketing efforts to raise awareness about the value of the NATM Decal amongst dealers and end-users. At the same time, the Board and Finance Committees are taking a hard look at the longterm goals of the Association and preparing a robust plan to ensure not only financial stability, but also calculated reinvestment into your Association to ensure benefits, programming, and infrastructure continue to support the evolving needs of members. Despite the challenges faced currently, the industry and the Association are well poised for continued growth and success in the months ahead!

Member feedback and communication are important parts of NATM’s ability to serve member needs and to provide opportunities for members to better arm themselves with knowledge and expertise from a wide array of sources. While time is short for all of us as we balance business needs, your continued participation and engagement and absolutely critical for NATM to be a valueadd for members.

Answering surveys, reading Tracks, and engaging with your representatives on the Board or Committees as well as staff will better position the Association to help you. Thank you for your continued engagement, NATM exists to support our industry and improve the safety of our nation’s Alex Stowe roadways. There is no NATM NATM Executive Director without each of you! ■ www.NATM.com

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TRACKS

G O V E R N M E N T A F FA I R S

Underride guards are shown here on a set of trailers. NHTSA published an advance notice of proposed rulemaking assessing the feasibility, benefits, costs, and other impacts of installing side underride guards on trailers and semitrailers.

Side Underride Rulemaking Engagement a Necessity

By Brody Garland, K&L Gates

In April 2023, the National Highway Traffic Safety Administration (NHTSA) published an advance notice of proposed rulemaking (ANPRM) assessing the feasibility, benefits, costs, and other impacts of installing side underride guards on trailers and semitrailers. Underride crashes occur when the front end of a vehicle impacts a larger vehicle and slides under the chassis of the impacted vehicle. Side underride may occur in collisions in which a passenger vehicle crashes into the side of a large trailer or semitrailer because the trailer bed is higher than the hood of the passenger vehicle.

The ANPRM, which is in response to provisions in the November 2021 Bipartisan Infrastructure Law, directs the Secretary of Transportation to conduct research on side underride guards to better understand their overall effectiveness on vehicles with a gross vehicle weight rating of 10,000 pounds or more.

NHTSA had initially initiated research on side underride guards following a March 2019 Government Accountability Office recommendation to conduct additional research on side underride guards to better understand their overall effectiveness and cost.

The research cited in the rulemaking as “Side Impact Guards for Combination Truck Trailers: Cost-Benefit Analysis,” provides a preliminary estimate that will inform any benefitcost analysis that NHTSA would conduct if the agency were to propose a new Federal Motor Vehicle Safety Standard to require side underride guards on trailers and semi-trailers.

NHTSA analyzed crash data involving light passenger vehicles and tractor-trailers, and estimates that 17.2 lives would be saved and 69 serious injuries would be prevented annually when all trailers in the fleet are equipped with side underride guards.

The annual cost of equipping new trailers and semitrailers with side underride guards is estimated to range between $970 million and $1.2 billion. The resulting cost per equivalent life saved is in the range of $73.5 million to $103.7 million.

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July/August 2023

Here shows a tractor-trailer with examples of rear and side underride guards. Graphic from United States Government Accountability Office, GAO-19-264.

The average total cost of installing side underride guards on a trailer, including hardware and labor, was estimated to be $2,990. The requirement for side underride guards would apply to 260,000 new trailers and semitrailers sold annually. Given these figures, the total annual initial cost for equipping all applicable new trailers with side underride guards would be approximately $778 million, resulting in total net benefits in the range of -$844 million to -$1,038 million.

In coordination with the rulemaking, NHTSA also has scheduled meetings for its Advisory Committee on Underride Protection (ACUP). The purpose of the ACUP is to provide advice and recommendations to the Secretary of Transportation on safety regulations to reduce underride crashes and fatalities relating to underride crashes.

Given the scope of the rulemaking and the potential impacts on multiple industries, there will be a great deal of attention as the formal process proceeds. With multiple stakeholders pushing back on the validity, feasibility, and necessity for an updated side underride requirement expected during the public comment and ACUP committee process, engagement in the process will be essential as to whether NHTSA decides if these new standards are warranted. ■ www.NATM.com

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G O V E R N M E N T A F FA I R S

TRACKS

NATM heads to Capitol Hill for September Regulatory Roundup, Advocacy Efforts

By Meghan Ryan, NATM Assistant Director The National Association of Trailer Manufacturers (NATM) will be hosting the Regulatory Roundup & Capitol Hill events in Washington, Sept. 19-20, 2023, and welcomes members across the nation to participate. Along with the Convention & Trade Show, this is one of NATM’s most important events of the year.

The NATM Regulatory Roundup & Capitol Hill Visits are hosted in person in Washington and play a pivotal role in improving legislators’ knowledge of the light- and medium-duty trailer industry. The event will be split into two separate days to allow participants to spend a full day on Capitol Hill to meet with members of Congress.

During the Capitol Hill Visits, teams disperse to visit with three to four congressional offices. Teams are comprised of three to four participants with an experienced team leader. Handout materials and talking points are provided to each participant, along with educational materials to share with the Senator, Representative, and/or their staff. This is a great opportunity for members to learn more about what is going on in the industry, as well as build positive relationships with those regulating the industry. NATM members in key districts will be contacted to attend in order to have a constituent present at the meetings.

NATM’s long-term approach to, and investments in, government relations continue to pay dividends to the Association and its members. Legislative and regulatory enactments are important and beneficial to NATM, but preventative activities are perhaps more important from

www.NATM.com

NATM’s perspective. The Association has been successful on both counts. The current government relations program is strong, maintains a steady course, and will continue to provide tremendous value to NATM members. Expanding the participation at the Regulatory Roundup & Capitol Hill Visits will help build on that success and help NATM educate members of Congress about the trailer manufacturing industry.

The NATM Government Affairs Committee set the educational priorities for 2024. During the Capitol Hill Visits, members will educate legislators and staffers on who NATM is and how the Association is improving trailer safety nationwide through the Compliance Verification Program and Trailer Safety Week efforts. Additional topics for 2024 include side underride guards, trailers being classified as motor vehicles, and the workforce shortage.

The Regulatory Roundup will be held at the K&L Gates offices in Washington and feature expert speakers on the topics of trade, tariffs, and government affairs. During previous Regulatory Roundups, attendees have heard from Congressional staffers, officials from the National Highway Traffic Safety Administration (NHTSA), and experts from the National Association of Manufacturers (NAM).

If you would like more information about participating in the 2023 Regulatory Roundup and Capitol Hill Visits, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or (785) 272-4433. ■

July/August 2023

11

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NATM Returns to Las Vegas for 2024 Convention & Trade Show

By Meghan Ryan, NATM Assistant Director

The National Association of Trailer Manufacturers (NATM) is looking forward to returning to the South Point Hotel, Casino & Spa in Las Vegas, Feb. 13-15, 2024. The Convention & Trade Show hosted in Fort Worth in February 2023 saw a recordbreaking number of trailer manufacturers in attendance, and NATM is looking forward to upping the ante in Las Vegas!

Registration for the 2024 NATM Convention & Trade Show opened May 17, 2023. To register to attend, simply scan the QR Code.

Booth Selection The NATM member rate for a 10’ x 10’ booth is $1,785. Booth spaces for non-members are $3,570. Trade Show space opened to 2023 sponsors starting May 17.

Following sponsors, non-sponsor exhibitors at the 2023 show will then select their spaces starting July 5. The opportunity to select space for the general membership will open Aug. 8, and nonmembers will be allowed to choose booth space beginning Sept. 5.

For more information about the booth selection process, turn to Page 14.

Sponsorships As always, the NATM Convention & Trade Show would not be possible without the support of its generous sponsors. There are sponsorship opportunities available from $250 to $50,000 to fit any budget. Being a sponsor allows you to select your booth before previous exhibitors and the general membership, and provides a wide range of exposure, both electronically on NATM’s website and mobile app and in print on signage and branded events. This creates name recognition which helps drive customers to your booth.

New Attendee Promotion Are you a new member trailer manufacturer? Are you a trailer manufacturer whose company has not attended 12

July/August 2023

in the last five years? Are you a Dealer Affiliate? You may qualify for NATM’s New Attendee Promotion!

The New Attendee Promotion includes two complimentary full registrations, two spouse/partner registrations, and up to two complimentary hotel room nights per company at the host hotel for the Convention. Those interested in participating should contact NATM Membership & Events Coordinator Catie Rutkowski at Catie.

Rutkowski@natm.com soon.

Complimentary hotel rooms are provided on a first come, first served basis and will go fast.

Deadline for the New Member Promotion is Dec. 29, 2023.

More information will be provided via email this summer.

To sign up for NATM Convention & Trade Show emails, visit www.NATM.com/convention.

Hotel Information NATM is thrilled to be once again returning to The South Point Hotel, Casino & Spa! The discounted NATM rate for the South Point Hotel is $80 per night including resort fees (Feb. 12-16) and $135 per night including resort fees (Feb. 16-17). Located in the heart of the Las Vegas valley, the South Point provides dual views of the surrounding valley and the serenity of the mountains that border it.

Hotel accommodations can be made by visiting www.NATM.com or calling (866) 791-7627 and mentioning the NATM room block.

Please remember, the only way to guarantee a room at the special NATM rate is to book directly from the NATM website. Please note, NATM has not authorized any group hotel room services to call you or to solicit your business! These third parties also use the NATM logo in their communications, so please ensure to book with those with emails ending in @natm.com.

Questions about the show sponsorship opportunities or exhibit space? Contact Events Director Contact Aileen Valido at Aileen.Valido@natm.com or call (785) 272-4433. ■ www.NATM.com

13

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C ATNEVGEONRTYI OTNI T L E CO

Members mingle at the 2023 Convention & Trade Show in Fort Worth, Texas. Photo by Samantha Darling LaCount.

Booth Selection Process for the 2024 Trade Show

By Meghan Ryan, NATM Assistant Director

The National Association of Trailer Manufacturers (NATM) is again using Map Your Show’s online booth sales software for the NATM Convention & Trade Show at the South Point Hotel Casino & Spa in Las Vegas, Feb. 13-15, 2024. This program allows real-time booth selection and significant time savings for exhibitors.

The NATM Convention Committee updated the booth costs for 2024 at the end of March. The cost for NATM Members for a 10’x 10’ booth is $1,785. Booth spaces for nonmembers of NATM are $3,570. The booth cost includes two complimentary booth worker registrations, carpeting of the booth, a 6-foot table, two chairs, a wastebasket, and new for 2024 — complimentary Wi-Fi for exhibitors.

The opportunity to select exhibitor space at the 2024 trade show will be made available to suppliers and service providers in the following phases: ›

14

Phase 1: 2023 sponsors will choose their booths first in the order of their sponsorship levels during the following dates: ›

$30,000 and higher –May 17-21

›

$10,000 – $29,999 –May 22-30

›

$7,500 – $9,999 –May 31-June 5

›

$5,500 – $7,499 –June 6-11

›

$2,500 – $5,499 – June 12-18

›

$1,000 – $2,499 – June 19-25

›

$250 – $999 – June 26-July 4

July/August 2023

›

Phase 2: 2023 non-sponsor exhibitors select their booths July 5 – Aug 7, 2023

›

Phase 3: The general membership will be allowed to choose booth space beginning Aug. 8, 2023

›

Phase 4: Non-members will be allowed to choose booth space beginning Sept. 5, 2023

On the day your booth selection window opens, you will receive an email from NATM notifying you that the booth sales application is now available online for your company. The email contains a unique code that when entered, pre-populates the online booth sales application. Once logged in, exhibitors can view the 2024 Trade Show floor plan and select the desired booth(s).

During the completion of the online application, exhibitors pay for their booth(s) with a credit card. Once NATM approves the application, an email containing login credentials to the exhibitor dashboard is sent. The dashboard allows exhibitors to update their company profile and contact information and view other important information relevant to the upcoming show.

As always, the sign-up for booth space is first come, first served. You can sign up at any time after your group’s window begins. If you miss the window for your group, the privilege of choosing during your group’s time is lost. Be sure to mark your calendar to remember to sign up as soon as you receive your email from NATM! If you have any questions regarding how to book your exhibit space at the 2024 NATM Convention & Trade Show, contact NATM Membership & Events Coordinator Catie Rutkowski at Catie.Rutkowski@natm.com or (785) 272-4433. ■ www.NATM.com

CO N V E N T I O N

TRACKS

2024 NATM Convention & Trade Show Developing Schedule South Point Hotel, Casino & Spa, Las Vegas Monday, February 12 4:15 p.m. - 5:15 p.m.

Tee Off Convention Topgolf Check-In 6:00 p.m. - 9:00 p.m.

Tee Off Convention Topgolf

Tuesday, February 13 8:30 a.m. – 7:00 p.m.

Registration 9:30 a.m. – 11:00 a.m.

Room: TBD Workshop Session 1

3:45 p.m. – 4:30 p.m.

Room: TBD NATM PAC Reception**

10:00 a.m. – 11:00 am Room: TBD Technical Forum Session 4

4:30 p.m. – 6:00 p.m.

Room: TBD Newcomer Orientation & Reception

11:30 a.m. – 5:00 p.m.

Exhibit Hall Trade Show Open

6:00 p.m. – 7:30 p.m.

Room: TBD President’s Reception

11:30 a.m. – 1:00 p.m.

Exhibit Hall Lunch with the Exhibitors

Wednesday, February 14

4:00 p.m. – 5:00 p.m.

Exhibit Hall Trade Show Reception

7:00 a.m. – 4:30 p.m.

Registration

Thursday, February 15

9:30 a.m. – 11:00 a.m.

Room: TBD Technical Forum Session 1

7:30 a.m. – 11:00 a.m.

Exhibit Hall Exhibitor Move In

11:15 a.m. – 1:30 p.m.

Room: TBD Awards Lunch & Keynote Speaker

8:00 a.m. – 9:30 a.m.

Room: TBD Workshop Session 3

9:00 a.m. – Noon Exhibit Hall Trade Show Open

Noon – 6:00 p.m.

Exhibit Hall Exhibitor Move In

8:00 a.m. – 9:30 a.m.

Room: TBD Technical Forum Session 3

10 a.m. - 10:30 a.m.

Exhibit Hall New Product Display Awards

2:00 p.m. – 3:45 p.m.

Room: TBD Workshop Session 2

9:30 a.m. – 10:00 a.m.

Coffee Break

11:00 a.m.

Exhibit Hall New Product Display Raffle

2:00 p.m. – 3:45 p.m.

Room: TBD Technical Forum Session 2

10:00 a.m. – 11:00 a.m.

Room: TBD Workshop Session 4

9:00 a.m. – Noon Registration

Noon – 5:00 p.m.

Exhibit Hall Exhibitor Move Out

**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.

www.NATM.com

July/August 2023

15

TRACKS

C ATNEVGEONRTYI OTNI T L E CO

2024 Convention & Trade Show Sponsors

16

July/August 2023

www.NATM.com

C ATCO E GN OV REYNTTI T E I OLN

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Members attend the Coffee & Compliance Workshop at the 2023 Convention & Trade Show in Fort Worth, Texas. Photo by Samantha Darling LaCount.

Support the Industry Through Convention Sponsorships

By Meghan Ryan, NATM Assistant Director

As a not-for-profit 501(c)6, the National Association of Trailer Manufacturers (NATM) relies on the annual Convention & Trade Show to fund its association programming. Revenue generated from the Convention is directly funneled back into benefits for its members including its government affairs representation and advocacy, the Compliance Verification Program, the creation of reputable safety resources and education, the establishment of the NATM Academy training program, and nationwide Trailer Safety Week efforts. The money generated from the annual Convention is used to improve trailer safety across the nation, and it is thanks to the support of sponsors that NATM is able to offset costs for the association, attendees, and ultimately the industry at large.

Not only does sponsoring provide excellent brand exposure and visibility within the light- and medium-duty trailer manufacturing realm, it also demonstrates your commitment to the industry.

If you are looking to reach the decision makers in the industry, this is the event to make a splash!

Sponsorships are still available for the annual NATM www.NATM.com

Convention & Trade Show. The success of the NATM Convention is directly tied to the support of its generous sponsors. There are marketing and general sponsorship opportunities available from $250 to $50,000 to fit any budget and strategy, including networking receptions, the Top Golf Tee-Off event, Trade Show lounges, and more!

Being a sponsor allows your company early access to booth selection for the 2025 show and provides a wide range of exposure, both electronically on NATM’s website and mobile app, and repeatedly printed in Tracks magazine.

This name recognition will help drive customers to your booth and provide unique opportunities for your team to make meaningful connections with attendees.

NATM will work with you to find the sponsorship opportunity that best fits your company’s goals. You can find the full 2024 Sponsorship Brochure at www.natm.com/sponsor.

For all trade show or sponsorship questions, please contact NATM Events Director Aileen Valido for more information by calling (785) 272-4433 or Aileen.Valido@natm.com.

NATM looks forward to seeing you in Las Vegas! ■ July/August 2023

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TRACKS

C ATNEVGEONRTYI OTNI T L E CO

Free Registrations for Dealer Affiliates, New Trailer Manufacturer Attendees at 2024 Convention

By Meghan Ryan, NATM Assistant Director

The National Association of Trailer Manufacturers (NATM) is excited to welcome new trailer manufacturing members and NATM Trailer Dealer Affiliates to the 2024 NATM Convention & Trade Show at the South Point Hotel, Casino & Spa in Las Vegas, Feb. 13-15, 2024. Make sure to take advantage of the promotion and hit up this one-stop-shop for suppliers and service providers.

NATM Trailer Manufacturer Members and Dealer Affiliates who have never attended the NATM Convention & Trade Show, or who have not attended in the last five years, are eligible for two complimentary full registrations and two complimentary spouse/partner registrations per company as part of the New Attendee Promotion. Full registration includes access to all events (excluding Top Golf) outlined in the show schedule.

20

July/August 2023

The deadline to qualify for the New Member/Dealer Promo is Dec. 29, 2023. Please submit your application to receive the two free hotel room nights per company to NATM Membership & Events Coordinator Catie Rutkowski at Catie.Rutkowski@natm.com.

The NATM Convention & Trade Show is the annual trade show for the light- and medium-duty trailer industry. With more than 1,400 trailer manufacturer and supplier attendees per year and growing, this “must attend” event provides education, networking, and communication for those in the industry.

To take advantage of the New Attendee Promotion, contact NATM Membership & Events Coordinator Catie Rutkowski at Catie.Rutkowski@natm.com or call (785) 272-4433! ■

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TRACKS

E D U C AT I O N

Statistically Speaking

By Jeff Jones, Statistical Surveys, Inc. Registration for the light- and medium-duty trailer industry was down 16.2% in March 2023. Below are the details of the market’s performance for the five trailer segments as reported by Statistical Surveys:

The following are the top five states in sales growth for all trailer segments in 2022.

Ranking

State

Percent of Growth

Trailer Type

March 2023

Jan. - March 2023

1

Tennessee

33.3%

Industry

-16.2%

-14.8%

2

Kentucky

15.3%

Open

-19.4%

-17.4%

3

Delaware

9.6%

Enclosed

-12.3%

-9.4%

4

South Carolina

7.8%

Livestock

-0.8%

0.7%

5

Oklahoma

4.5%

Horse

-17.4%

-17.0%

Boat

-9.7

-12.0%

Industry registrations for the first three months of 2023 are down 14.8% over 2022.

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

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July/August 2023

www.NATM.com

C AT E G ED OU RC Y AT T I ITOLN E

TRACKS

NATM Compliance Consultant Aaron Langer inspects a trailer. Photo by NATM Staff.

NATM Offers Compliance Verification Program Reminders

By Scott Crimmins, NATM Technical Director

As the National Association of Trailer Manufacturers (NATM) consultants pick up in-person Compliance Verification Program (CVP) consultations for the summer, here are some reminders about the program.

Scheduling and Other Pre-Consultation Documentation NATM trailer manufacturer members will receive a consultation from NATM every two years. An NATM consultant will contact a member via email one to three months prior to a consultation to confirm the consultation date. Members should ensure they are responding to NATM’s requests, as consultants look to book these consultations based on certification expiration dates and location. Once a date has been confirmed,

www.NATM.com

the NATM consultant will send a copy of the CVP inspection procedures for review along with a copy of the NATM CVP Policies and Procedures that can be signed electronically.

Please ensure the company’s contact information is updated online in the Member Compass at www.natm.com/login.

Regional Breakdowns NATM consultants look to schedule multiple members in the same region at the same time to help save on

Continued on Page 24

July/August 2023

23

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E D U C AT I O N

Continued from Page 23 travel costs and ensure NATM is able to see members prior to their certification date expiration. As a result, NATM member companies in the same region have the same verification dates. NATM also schedules new member CVP consultations into groupings with other members in their region and on a similar certification timeline to help effectively manage travel schedules.

This regional grouping is vital to NATM seeing its more than 500 trailer manufacturer members every two years while maintaining cost-effective membership fees. As a result, the NATM Board of Directors has adopted a policy, found in the CVP Policies and Procedures, that NATM member companies who deny or otherwise don’t respond to a request to schedule a consultation, must pay a $750 fee (for domestic consultations) for NATM to visit at another time.

Expectations During a Consultation Upon arriving at a member facility, the consultant will determine if the company manufactures trailers in the following categories: •

Under 10,000 GVWR and under 80 inches wide

•

Under 10,000 GVWR and over 80 inches wide

•

Over 10,000 GVWR and over 80 inches wide

•

Over 10,000 GVWR with a rear underride required

For each category a company manufactures a trailer in, the consultant will inspect at least one trailer within that category. NATM consultants use an online application to assist with these consultations, will take pictures of the trailer, and check to make sure it meets the requirements of the CVP. The consultant will also ask some administrative questions to accurately track information relating to NATM members for use in advocacy efforts on Capitol Hill.

Following the trailer inspection, the NATM consultant will either work with the member on-site to go through the CVP findings or if time does not permit, the consultant will look to schedule a video conference call to walk through the findings and any resulting corrections needed.

Failed CVP Consultations and Next Steps If the company receives its CVP report and discovers they have initially failed, no need for alarm. Roughly 65% of CVP consultations uncover at least one item that must be corrected before a member can pass their consultation.

Any member that receives a failed report has 60 days from their consultation to correct any failed items in the CVP report. NATM requests the member provide documentation or pictures indicating the failed items have been corrected. It’s as easy as texting a picture to the consultant. If you need additional time to correct any failed 24

July/August 2023

(From left) NATM Compliance Manager Sean Sloan, Membership Outreach Specialist Scott Simons, and Technical Director Scott Crimmins go through inspection training. Photo by NATM Staff. items, a member can request a 60-day extension to have more time to make corrections. However, failure to correct these items can lead to termination of membership.

Passed Members and Decal Purchases Once a member has corrected any failed items or outright passed the CVP consultation, they will receive a pass packet from the NATM consultant. This packet will include the completed consultation report along with any pictures taken of trailers, ready-to-use marketing materials relating to the NATM Decal, and a document indicating their certification with the NATM CVP. Regular members must purchase a minimum of 100 decals during the two-year period between their certification dates.

Failure to make this minimum purchase of decals will lead to a $750 consultation fee being charged for the consultation. ■

If you have any questions about the CVP process, please contact Technical Director Scott Crimmins at Scott.Crimmins@natm.com.

www.NATM.com

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TRACKS

C AT E D UECGAT OR I OYNT I T L E

National Association of Manufacturers Provides DE&I Data Updates

By Samantha Darling LaCount, NATM Tracks Editor

The Manufacturing Institute (MI) held its second webinar on diversity, equity, and inclusion (DE&I) in March. MI is the education and workforce affiliate of the National Association of Manufacturers (NAM), of which the National Association of Trailer Manufacturers (NATM) is a member.

“As part of its commitment to support the building of diverse and equitable workplaces across the U.S., the Manufacturing Institute gathered data regarding current industry DE&I policies. Manufacturers across the country were surveyed for a second time to build up the baseline for current practices and attitudes around DE&I topics, such as hiring, diversity-related reporting, and employee resources,” MI said in a statement.

The webinar provided an update on a survey MI circulated to manufacturing companies that sought to understand current practices and attitudes around DE&I. The survey had over 160 participants, representing more than 15 manufacturing sectors and multiple firm sizes: 45% were small companies (less than 500 employees); 40% were medium (between 500-25,000 employees), and 16% were considered large companies (more than 25,000 employees).

“We did a bench marketing survey last year, and we wanted to update it, so that’s where we are. That’s what this webinar’s about. We wanted to give you some new numbers,” said Chad Moutray, the director of the Center for Research at MI. The webinar was moderated by Marisa Brown, manager of Diversity & Inclusion at MI, and featured Moutray and Megan Yeh, a senior associate at Keybridge Research. Moutray says the data shows the manufacturing industry is growing.

“We know that there are almost 13 million workers in manufacturing today. That’s a sentence I didn't think I would say again,” Moutray said. “The last time we were at 13 million was November 2008, and we’re just shy of that right now.”

That said, the data also shows that there will be 746,000 open jobs in the industry if nothing changes. Hiring and employee retention were areas of concern for the last survey and they were again this time around too: 52% of companies said they struggle with hiring diverse candidates and 37% say they struggle to retain diverse candidates.

DE&I can be a tool for companies facing these struggles.

“D&I is becoming increasingly important for the manufacturing industry particularly as it relates to 26

July/August 2023

recruiting new workers into the industry and also retaining new workers to the industry,” said Yeh. Yeh and Moutray shared best practices for recruiting new workers. The first area of focus should be on expanding recruitment pools and creating new pipelines. Some suggestions for this from the webinar include connecting with community organizations to bring in more diverse candidates.

One area MI focuses on is the utilization of women in manufacturing. There is a growing number of women in the industry but they are focused in specific areas.

“Something that we thought was really positive from the survey is that over 60% of respondents reported that representation of women within their respective companies has increased in the last 5 years, which is great, and additionally 63% of respondents stated that representation in leadership roles have also increased in the last 5 years,” Yeh said. “It’s really great to see that sort of progress. These are certainly positive indicators of the advancement of women's representation in the manufacturing workforce. However, despite these gains, we did note that women are over-represented in certain types of roles within manufacturing.”

Respondents showed that 65% of women are concentrated in administrative or HR roles. Yeh said they’d love to see more women in fabrication and engineering as well.

Another important factor in employee retention is making sure your employees feel heard and valued. Yeh says best practices include regularly collecting feedback from employees, standardizing the promotion process, standardizing work assignment systems, and continue investing in training for employees of all levels, positions, and backgrounds.

The webinar also shared important steps in making a company more diverse and inclusive are to review position descriptions and review hiring practices with DE&I in mind. If a position doesn’t require a four-year degree, a company can update the position description to include things like community college degrees, certifications, and experience, like military experience.

“You can pay particular special attention to the accuracy of job responsibilities and qualifications, as these things can shift over time, which again can help widen the applicant pool,” Yeh said. www.NATM.com

E D U C AT I O N

TRACKS

TOP: Megan Yeh, a senior associate at Keybridge Research, goes over one of her slides during a DE&I webinar.

BOTTOM: Chad Moutray, the director of the Center for Research at MI, wraps up the NAM webinar with his take-home points. Photos are screengrabs from the webinar.

DE&I-friendly practices for hiring include skills tests and blind resume reviews. These tools can help illuminate bias hiring staff may be unaware of and help companies hire the best candidate without regard to gender, race, disability, or any other DE&I factor.

Common ways companies provide their employees avenues to give feedback included anonymous surveys, town halls, or during supervisor check-ins.

“Feeling respected and heard at a company is a positive sign of an inclusive workplace so if companies are seeking feedback on DE&I-specific issues, they should just consider multiple methods for providing feedback,” Yeh said. www.NATM.com

Looking forward, MI is looking to continue to spread the message that DE&I is beneficial to everybody and plans to start a focus group with successful DE&I companies to come up with more best practices.

“While most companies acknowledge the importance of DE&I, more can be done to ensure that all manufacturers are aware that DE&I benefits everyone. Focusing on DE&I can help grow the workforce,” Yeh said.

“Implementation of company policies that make the workplace more equitable and inclusive benefits everyone, but especially workers from diverse backgrounds.”

For more information about The Manufacturing Institute’s programming and efforts to address the workforce shortage, visit www.themanufacturinginstitute.org. ■ July/August 2023

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Car Mate trailers of multiple styles are securely loaded and ready for transport. Photo provided by Car Mate.

Shipping Woes? Car Mate Shares its' Solution

By Samantha Darling LaCount, NATM Tracks Editor

The National Association of Trailer Manufacturers (NATM) member manufacturers work hard to ensure the product they put out is top quality. The last thing trailer manufacturers want or need is their trailer getting damaged on the way to the dealership.

Willie Bauer is the Director of Quality Control for Car Mate Trailers, Inc. out of Leeper, Pennsylvania. He has been with Car Mate for 33 years and on the NATM Compliance Committee for about seven years, including when it was called the Guidelines Committee. He says the key to their success in securely shipping their trailers comes from a good, large hauling trailer with lots of tie-down points. “(The transport trailers) are kind of special made, some of them are called ‘hot shot’ trailers. The way they’re designed is with the track up the middle and the open areas,” Bauer said. “We have special ball couplers made that go into the track and slide.”

These slider ball couplers allow you to adjust where your trailers can be secured to best accommodate the length being transported.

“We basically let the jack run up into the channel the whole way up to the front and then the pins lock down the coupler locations so that the front can’t go anywhere,” Bauer said. “At the rear, underneath our trailer we have a piece of tube welded to the rear of the frame behind the axles that we actually run the chain up through. Everything is tied down via the big cables that come back through there along the channel, and then, we use the wench to snug up everything together once they’re on there.”

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This 'hot shot' delivery trailer is a gooseneck trailer designed for hauling heavy loads for smaller pickup trucks used by Car Mate. Photo provided by Car Mate.

The square tube welded onto the rear of the frame is installed for the express purpose of securing the trailer during shipping without tying around the axle. Bauer says he’s seen it be used at a jack pad by users.

“Typically, I like to see guys go a little more towards the axle on the main frame rail for jacking up, but that tube will work just fine,” Bauer said.

This method has been successful for Car Mate. Bauer says www.NATM.com

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ABOVE: A Car Mate trailer is chained down by a tube welded onto the underside of their trailers for secure shipping.

LEFT: A slide ball coupler is pinned in place and attached to a trailer that's ready to ship. Photos provided by Car Mate.

A Word from Car Mate Car Mate Trailers, Inc., established in 1982 and located in Leeper, PA, entered 2023, its 41st year in business, continuing to build highquality American-made enclosed cargo and open utility trailers. The company is running at full capacity to supply a dealer network that spans throughout the Northeast United States and Eastern Canada.

the company rarely experiences damage during shipping.

If they do, he says it is typically from the shipment scraping trees or other objects too close to the road and not due to the trailers not being properly secured.

“Having that coupler point is key, I think, and having ways to fasten that coupler point down at various positions,” Bauer said.

Car Mate Trailers, Inc. has been a member of NATM since 1996.

To learn more about them, visit www.carmate-trailers.com. ■

www.NATM.com

Purchasing a majority of USA-manufactured components remains a top priority at Car Mate. This process has continued to be somewhat challenging, although the extreme shortages and backorders have vastly improved since the pandemic. The trailer market surged beyond demand expectations causing lead times to exceed a year.

Car Mate’s secret to success has been consistently building a highquality trailer. Trade consumers, such as builders or contractors, which include a vast array of loyal, repeat Car Mate buyers, have found that their investment in Car Mate trailers last longer, even though they are often subjected to rigorous punishment at the job site. For the recreational buyer, it’s often found that with proper maintenance their trailer may last for decades. Car Mate frequently receives calls inquiring about 30+ year-old trailers that are still in use. In a world that is rapidly becoming overtaken with disposable products, Car Mate Trailers have been, are, and always will be Built to Work for a Living.

July/August 2023

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C AT E G RY TIT E EO DU C AT I OLN

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Bob Clements International Digs into Advanced Selling Strategies

By Samantha Darling LaCount, NATM Tracks Editor

The National Association of Trailer Manufacturers (NATM) hosted a webinar put on by Bob Clements International. The webinar, titled Advanced Selling Strategies, was presented by Bob Clements, owner, advisor, and speaker for the company.

Clements says the first step of any sale interaction is to build trust. They’ve already made a decision to buy something from you, that’s why they’re there. What they are looking for is someone to help guide them through the process.

“People do not buy products and services.

They buy people,” Clements said.

Clements lays out a five-step sales process. Step one is to find out more information. He says you have two ears and one mouth and you should sell with that in mind. You should listen twice as much as you talk.

You can even use the pace that they walked into your dealership. Clements says if they walk in fast, they’ll be fast to make decisions. If they walk in slowly, they’ll also be slow to make up their mind.

He says the best way to learn more information and build trust is to mirror the prospective customer.

People like people who are like themselves.

Learn to read a prospect's physiology, such as their facial expressions and body language.

“Those are keys to making this whole thing work. Selling is not about what comes out of your mouth,” Clements said. “Understand that only 7% of all the communication that happens between two people happened because of the words you say, 38% percent is because of the tone and pace of your voice, and 55% of all of our communication happens because of a thing called physiology. How my body interacts with your body. That's one of the www.NATM.com

things that I find that salespeople have never been trained on. They’ve been trained on what to say.”

While you’re in this discovery process, as Clements calls it, the key thing you want to discover is what the customer is wanting to be willing to buy.

Clements says every discovery process will be different, but that he will always ask a few key questions.

•

What do you have now?

•

How long have you had it?

•

What do you like most about it?

•

If you could change or improve it what would you like to do?

•

What time frame are you looking at to make a purchase?

•

Who other than yourself would be involved in making the decision?

This is all key information that will help lead you to the correct product and help you start closing the sale right away.

Next, you’re going to take the information you gathered and use it in your walk-through. You’re going to physically move around the equipment. Clements says he liked to pick two

Continued on Page 34

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Continued from Page 33 pieces of equipment to show customers, one more expensive and one less so, give brochures now, and start creating yes momentum.

“I tell people the key to being successful in sales is don’t try to get a big yes. Get small yeses,” Clements said. “My goal when doing a walk-around is to get six or seven minor yeses, so when I’m done with the walk-around, I’ve had all this yes momentum going.”

An example of small yeses Clements uses is when you hand customers brochures and pens to use during the walk-around, you ask them to mark what they do and don’t like. Then you ask them if that sounds good. They’re likely to say yes and here you’ve gotten your first small yes.

Here is where you can start incorporating what you learned by asking the discovery questions. When you asked them what they like about their current or old trailer, if they say it was built like a tank, you walk around your trailers and point out all the ways it’s built like a tank.

Clements says it’s important to use the same language as the prospective customer did. When they tell you what they like about their old equipment, they’re telling you their priorities for future investments as well.

The next step for the salesperson is now how to handle any prospective customer objections. Clements touches on the two he runs into most frequently: Customers saying the price is too high or the price is more than they want to spend.

If a customer says the price is too high, Clements says he will tell them that the price of everything is too high these days.

Clements says you should never fight with customers. Agree with them. This is another place for you to mirror them.

He also says you can ask if the price is too high or is the cost too high? Many customers will ask what the difference is. Clements explains the difference as the price being what you pay, and the cost being what you pay divided by how long and how much you’ll use it.

He uses the example of a couple who comes in and says a $20,000 tractor is too expensive. He explains that if the couple says they’ll use it for 20 years, he shows them, that’s only $1,000 a year. He says he will even continue to break it down further by asking how many weeks they’ll use it out of the year, how many days in a week, and how many hours a day. This example got the cost down to $2 an hour. This number will sound much more reasonable to perspective customers struggling with the large lump sum.

If a customer says the price is more than they want to spend, Clements says the first step is to ask them what they would be comfortable spending. In the $20,000 tractor scenario, if the customer says they’re comfortable spending $18,000, Clements says now you’re only looking at having to sell the difference.

“I’ve already sold the big part of it,” Clements said. “All I’ve got to do now as a salesperson is help them justify $2,000.”

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Bob Clements, pictured here, gave NATM members a webinar on advanced sales strategies earlier this year.

Photo provided by Bob Clements International.

Last but not least is closing the sale. Clements says if you’ve done everything correctly, it will already be closed.

“You’ve been closing them since you started the process,” Clements said. “Everything up until that point has been leading you to this last part of the process if you’ve done it right.”

Clements outlines the three types of closing techniques he uses. ›

Assumptive — Here you’re able to say, let’s go in and get the paperwork started, or let’s go speak with the service department, and start walking away without waiting for an answer. Clements says 70-80% of people will follow you.

›

Summary — Here, they don’t follow you and that likely means they have more questions. You’ll want to walk them through your products again and see if they have issues with any feature of the product. Clements says there is a good chance they are hesitant because they’re considering additional features or upgrades.

›

Reverse — Here is where the more they insist they aren’t buying, the better. They say things like, “If we were to buy this, and we aren’t saying we are,” Clements says they are ready to buy. He says they’ll ask you something like, if they were to buy could it be delivered by Saturday? Clements says not to answer and to flip the question around to them.

Would Saturday work best for you? This keeps building the yes momentum. He says he would then follow up with an assumptive close, and start heading into the office.

Bob Clements has been in sales since 1973. He started working with dealerships over 30 years ago and since that time has walked alongside thousands of dealers in all types of industries to help them achieve success. His speaking and training is considered world-class, and his programs are being used by dealerships in over 20 countries throughout the world. The Bob Clements International team has expertise in working with dealers and dealer networks. Find out more about them at bobclements.com.

To see the schedule of upcoming webinars and other NATM events, visit www.natm.com/events.

To see past webinars, visit NATM’s Resource Library at www.natmshop.com/member-shop. ■ www.NATM.com

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Kansas Manufacturing Solutions Delivers Instruction on Standard Work Instructions

By Samantha Darling LaCount, NATM Tracks Editor

The National Association of Trailer Manufacturers (NATM) attended a lunch and learn workshop hosted

by Kansas Manufacturing Solutions (KMS) in Topeka, Kansas. The workshop was hosted by Nic Lydon, Director of Continuous Improvement for KMS. Lydon covered Standard Work Instructions (SWI) and how they can be created and utilized by manufacturers.

Standard Work Instructions refer to a detailed representation and documentation of the most efficient method to complete a specific task or job. Lydon says SWI should list everything involved in the task including personal protective equipment (PPE), parts used, and where those parts can be found in the shop. The key is being as specific as possible. If your operator needs to drill holes, the SWI step should include what drill bit to use, where to find that drill bit, and what the required PPE is, along with photos of exactly where the holes should go.

Lydon started by covering what SWI should not be. They should not be static and restrictive. They should be fluid documents. If a new, more efficient step is adopted, the SWI should reflect that. SWI are not intended to stop innovation and creativity, Lydon says.

These documents should not be written by your leaders or engineers for operators and frontline staff. The way SWI will be effective and accurate is if they are written by operators for operators. It should use the same terminology your operators use. Lydon says SWI should mirror what your best, most efficient operators are actually doing day in and day out.

The best approach to creating SWI that works for your company is to first review any existing instructions.

“You need to see where you’re at to know where you’re going,” Lydon said.

Then you should gather or generate a list of every step in the process you’re making the work instruction for.

Lydon says you should then observe the process from start to finish to ensure you’ve covered all the steps.

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Here is where you’ll want to get the operator with the best quality and output involved. They will be your best resource for ensuring that your instructions and thorough and accurate.

Lydon suggests having the operator explain the process in detail using their own words. This is an important step and operators may be using different terminology than an engineer.

Once you have the correct steps and verbiage worked out with your operators, it’s just as important to use lots of visuals to complement the narrative. Take several pictures of each step.

“If you have photos from three different angles, you can be sure it’s really done correctly,” Lydon said.

This is also a good place in the process to identify safety and quality checks for each step as well. Lydon says it can be helpful to video record this process so you can look back on it later.

Then it’s time to assemble the SWI. After you’ve put it together, KMS recommends having your operators go over and use the SWI and give feedback for any adjustments or missing information.

This can sound like a tedious process, but KMS says the benefits make it worth companies’ while. SWI, when created and maintained properly, can increase efficiency, improve safety, improve financials, and lead to better communication.

SWI increase work productivity and save time. Workers know they can refer to the SWI anytime they have a question. It can help streamline the onboarding process for new operators as well as a refresher for seasoned ones. KMS says they can serve to help make your team better cross-trained and serve as a good reference if an operator has to cover and use equipment they haven’t touched in a while. It tells them what specifically to use and where the necessary tools are located.

Having this information at your employees’ fingertips can keep them safe as well as productive. By including required PPE with each step, you can ensure best safety practices are followed. This also helps reduce workplace stress and establishes strong safety protocols. www.NATM.com

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ABOVE: Nic Lydon, Director of Continuous Improvement for KMS, presents at a lunch and learn earlier this year.

LEFT: Attendees mingle before lunch kicks off.

Photos by Samantha Darling LaCount.

Improving safety can also improve financials. If your employees’ are avoiding injury, they’re also avoiding having to take time off work. With built-in quality checks production waste also will be reduced and that ensures steps are done correctly the first time.

KMS says SWI help cut down on operational costs, with budget planning, and improving customer satisfaction with higher quality.

While customer satisfaction rises, so will your employees’ satisfaction, Lydon says. SWI make workplace knowledge accessible to all and it supports employee ownership and engagement. An operator knows where to find all the SWI books and can read up on new equipment they’re interested in on their own. SWI gives workers the tools to resolve issues themselves. KMS says this can all help to increase employee satisfaction and morale.

About Kansas Manufacturing Solutions Kansas Manufacturing Solutions (KMS) is part of the NIST Manufacturing Extension Partnership (MEP) National Network.

KMS is a consultant dedicated specifically to manufacturing in the state of Kansas. There is a similar organization in each state and Puerto Rico. KMS and its peers have experience providing problem-solving solutions so manufacturers can compete and grow in the domestic and global marketplace.

Each of our success is measured by independent, third-party verification of the value we provide our manufacturing clients.

Learn more at the KMS website www.wearekms.com and the MEP National Network website www.nist.gov/mep. ■ www.NATM.com

July/August 2023

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thinking ahead on backing up.

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The transmitter delivers the camera feed directly to your device to assist during low-speed maneuvers, stationary observation or for surveillance.

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Contact Jeff Gray at jgray@asaelectronics.com for more information.

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NATM Dealer Affiliate Program Celebrates Expansion

By Scott Simons, NATM Membership Outreach Specialist

There are even more reasons for National Association of Manufacturers (NATM) members to get their dealers involved in the Dealer Affiliate Program now more than ever. Within the last few years, NATM has put a greater emphasis on the Dealer Affiliate Program. The mission is simple, “Promote trailer safety and the success of the trailer manufacturing industry through education and advocacy.”

In order to achieve this mission, NATM needs to reach not only manufacturers, but also dealers and end-users, to educate them on what it means to be NATM compliant.

Program for just $150 annually for the main dealership and $50 annually for any additional branch dealerships. The Dealer Affiliate Program comes with a variety of benefits waiting to be utilized by your dealers! Affiliation means gaining the support of the full NATM staff, including updates on relevant laws and regulations from the Technical Director and the Technical Committee, access to industry-related educational webinars curated by NATM’s Educational Director, and marketing materials put together by NATM’s marketing team that can be tailored to your company.

You can sign up your dealers for NATM’s Dealer Affiliate

With a renewed focus on the Dealer Affiliate Program in mind, NATM has decided to double down on our efforts to grow our reach to the dealer network by hiring a new team member. Let me introduce Andrea Boetticher, who will serve as our Dealer Programming Specialist.

In this role, Andrea will be vital in helping us to maximize the Dealer Affiliate Program. As the Dealer Programming Specialist, she will be responsible for planning and implementing programs for Dealer Affiliate members and the industry.

She will work closely with industry members and experts in developing and implementing programming. Andrea will ultimately oversee the development of NATM's Dealer Affiliate Programs, their expansion, and related objectives.

Andrea has worked with associations and nonprofits for over 10 years. To read more about Andrea and NATM’s other staff announcements, please see Page 54.

We are so thrilled to have hired Andrea and we look forward to all of the exciting upgrades we will be able to make for our dealers, and the industry as a whole, in the near future.

For more information on the Dealer Affiliate Program and how to join, contact Membership Outreach Specialist Scott Simons at Scott.Simons@natm.com or (785) 496-8325. ■

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MEMBERSHIP

Trailer Safety Week posts like this one were seen by thousands of social media users.

Trailer Safety Week Reaches New Heights

By Savana Morrison, NATM Marketing Director

L

aunched in 2018, Trailer Safety Week (TSW) is the first traffic safety intervention dedicated to educating end-users on proper towing and maintenance techniques for light- and medium-duty trailers under 26,000 lbs GVWR which includes utility, flatbed, horse/livestock, car hauler trailers and more.

“With more than one million new trailers registered every year, it is imperative that end-users become more knowledgeable about safe towing practices,” said Alex Stowe, National Association of Trailer Manufacturers (NATM) Executive Director. “It is crucial to raise awareness of proper towing

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techniques and maintenance for the sake of everyone on the nation’s roadways. NATM has put a spotlight on these concerns through its nationwide Trailer Safety Week, the first ever traffic safety intervention dedicated to light- and medium-duty trailer usage.”

Since the inaugural year, this safety initiative has piqued interest across the nation amongst trailer manufacturers, suppliers, dealers, end-users, and public safety offices.

The 2023 Trailer Safety Week was no exception and saw another successful year that included participation across the country, social media engagement from a variety of companies, and even received federal acknowledgment.

www.NATM.com

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STATE/GOVERNMENT AGENCY 10.8% LAW ENFORCEMENT 1.9%

INDUSTRY PARTNER 16.3%

TRAILER DEALER 21.9%

SUPPLIER/ SERVICE PROVIDER 25%

TRAILER MANUFACTURER 24.1%

Trailer Safety Week saw a 27% growth in participating Allies from 2022 to 2023.

NATM Trailer Safety Week Receives Federal Acknowledgment U.S. Rep. Rudy Yakym, R-Ind., introduced H. RES. 467, a resolution expressing support for the designation. Reps. John Garamendi, D-Calif., and Tim Burchett, R-Tenn., joined Yakym in introducing the resolution.

“I am proud to lead this bipartisan resolution to bring increased awareness about trailer safety,” said Yakym. “Manufacturers in Indiana’s Second District make a wide range of trailers, whether towable RVs, cargo trailers, horse trailers, and more.

Promoting proper towing techniques is an important way to ensure everyone can continue to enjoy the benefits of trailers and help make our roadways safer for all Americans.”

Trailer Safety Week Support Continues to Grow TSW Allies ranged from law enforcement departments and industry partners to trailer manufacturers, suppliers, and dealers.

The 2023 TSW saw over 540 allies committed to trailer safety and education — a 27% growth from 2022. Allies were equipped with the official TSW Communications Kit, a marketing toolkit created specifically for TSW Allies, to effectively communicate the importance of trailer safety to their audience.

www.NATM.com

This graph shows the break down of companies and other entities that participated as Allies.

Social Media Success Through the #TrailerSafetyWeek social media campaign, and with the help of more than 540 TSW Allies, the importance of safe trailering reached thousands across several social media channels. Countless social media posts were created and shared in hopes to better educate end-users on important safety measures to take when trailering. In addition to this, NATM shared several trailer safety posts on its social platforms. These posts featured loading tips, general safe trailering practices, the value of the NATM Decal, and more!

Join The Movement Trailer Safety Week continues to be a step in the right direction for the trailer industry. With the support of NATM members, an effective social media campaign, countless TSW Allies and federal recognition, this safety awareness campaign allowed safe trailering to become more visible to the general public. NATM looks forward to celebrating Trailer Safety Week with the industry next June 2-8, 2024. In the meantime, the Association will be hard at work continuing to develop safety resources and highlighting the importance of safe trailering.

Those interested in joining this trailer safety movement can find more information at www.trailersafetyweek.com/interest or by contacting the TSW team at TrailerSafetyWeek@natm.com. ■

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NATM Board Members and NATM staff attend the recent strategic planning session. Photo by Savana Morrison.

NATM Lays Out Focus Areas of 2023-2026 Strategic Plan

By Alex Stowe, NATM Executive Director

T

he 2023-2026 Strategic Plan set forth by the Board of Directors is an ambitious plan for not only improving existing programming but expanding the value proposition for members and advancing the overall mission and vision of the Association. The plan, which is divided into four focuses, represents a strong push forward for the Association with an eye on what has historically made NATM such a valuable industry organization. In the last eight months, the NATM staff and select Committees have been working on the numerous tasks that fill out the plan. While we have accomplished a great deal, much remains to be done.

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Focus Area One: Advocacy & Partnerships The goal of Advocacy & Partnerships for the Association is to promote and protect the lightand medium-duty trailer industry through key legislative and industry relationships.

What has been accomplished: ›

Contacts and discussions with NHTSA and state DOTs about advancing the reach of NATM’s programming

www.NATM.com

MEMBERSHIP

TRACKS

What is coming: ›

Launching of the NATM Academy, a service all members can utilize to assist in training their employees

›

Creating new educational content that can be used by trailer dealers and end-users to better understand how to safely tow a trailer and the importance of NATM to the industry

›

More content on NATM’s Compliance Verification Program and how NATM can assist members in building safe, federally compliant trailers

Focus Area Three: Decal Awareness NATM will effectively translate the value of the decal to end-users, dealers, and manufacturers.

(From left) Alex Stowe, Jeff Jones, Marco Garcia, and Josh Johnson work on NATM focus points during a recent NATM strategic planning session. Photo by Savana Morrison. ›

Further work with our government affairs team on identifying and working with key stakeholders at the federal and state level on issues impacting our industry

What is coming: ›

Passage of the Trailer Safety Act and further partnering with NHTSA to advance information on safe towing practices

›

Partnership with a state DOT on sharing NATM programming and emphasizing the importance of the NATM Decal on new trailer purchases

›

Growth of NATM’s annual Regulatory Roundup to better ensure we are reaching as many relevant parties on Capitol Hill as possible

Focus Area Two: Be the Recognized Leader in Trailer Safety NATM will provide the industry with access to educational resources and promote the production of safe trailers. In addition to this, NATM will work to increase dealer and enduser knowledge of NATM and provide those groups with accessible educational information about safely towing a trailer.

What had been accomplished: ›

NATM has hired an Education Director to oversee the NATM Academy

›

The general outline for NATM’s initial course structure has been finalized, with staff working to create needed modules in the NATM Academy

www.NATM.com

What has been accomplished: ›

Working with state DOTs and NHTSA to explain the importance of NATM’s programming

›

Growth of the NATM Dealer Affiliate Program

What is coming: ›

Content generated to further explain the importance of the NATM Decal and compliance programming for the industry at large

Focus Area Four: Cohesive Industry NATM, with the assistance of the Board and Committees, will work to ensure that the Association is the reputable resource of trailer information for consumers, trailer manufacturers, component suppliers, trailer dealers, OEM vehicle manufacturers, and regulators.

What has been accomplished: ›

New staff have been hired to assist all membership types and increase participation in the Association

›

Trailer Safety Week participation continues to grow

What is coming: ›

Increased trailer dealer-specific programming

›

Further work with regulators to ensure NATM is the trusted source for information on light- and medium-duty trailers

The Association looks forward to releasing many new programs and resources in the coming months that will add value to members and affiliates. If you have any questions about the NATM Strategic Plan, existing programming, or future plans, please contact Executive Director Alex Stowe at Alex.Stowe@natm.com. ■

July/August 2023

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MEMBERSHIP

(From left) Tim Muller follows along as Technical Director Scott Crimmins walks through a CVP inspection. Photo by Samantha Darling LaCount.

Member Company Brings the Trailers to NATM HQ

By Samantha Darling LaCount, NATM Tracks Editor

I

t may be surprising, but it is not often there are trailers at the National Association of Trailer Manufacturers (NATM) in Topeka, Kansas.

However, on May 8, a warm, sunny Monday evening, a Compliance Verification Program (CVP) Consult was taking place for new Association member Trackabout Offroad Campers in the headquarters parking lot. A first Technical Director Scott Crimmins says he’s aware of at least in his five years with the Association.

Despite the fact that Trackabout Offroad Campers is based in Australia and would have usually had a remote compliance consultation, it was a

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pleasant surprise that an in-person consultation was accomplished in Topeka. Tim Muller, owner of overlandaus.com and the exclusive dealer for Trackabout Offroad Campers in North America, drove the trailer up from a convention in Fort Worth, Texas, on his way home to Washington state. “(Muller) said, ‘I’m in Dallas and can pass through Topeka on my way home,’ so I jumped at the chance to meet in person for their consultation,” Crimmins said.

Trackabout Offroad Campers makes off-road campers and prides itself on being Australia-made and www.NATM.com

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things that we need to adjust slightly for the shipment of the trailers for the future trucks about to come into North America, and I think the consultation went great.

It seems like we’re on our way to a positive outcome.”

The next part, arguably the less exciting part, involves paperwork and recordkeeping. In this instance, Crimmins and Muller set up inside headquarters to meet with Trackabout’s owner, Ian Rogers, over Zoom.

Flexibility, Crimmins says, is key when consultants have to work with company owners in different time zones or even different countries. Consultants primarily performed Zoom consults during COVID, and they still routinely do when scheduling conflicts arise or distance requires them to do so.

Here is where documentation such as the NHTSA 566 and 565 forms and tire recordkeeping are discussed and checked. Crimmins says these are frequently things newly participating trailer manufacturing companies miss on their compliance consultation.

“First-timers rarely know about the tire recordkeeping requirements,” Crimmins said. “They have to have a reliable method to track the tire identification number (TIN) to the VIN on the trailer they’re installed on in case of a tire recall.

It’s a pretty big hurdle for a larger volume manufacturer.”

tested in the rugged outback. The trailer brought on-site was a Category 1, the smallest of four trailer categories NATM certifies. To be included as a Category 1, the trailer must be under 80 inches wide and rated 10,000 lbs or under GVWR. The initial part of the consult is the physical inspection of the trailer. Muller says he wasn’t sure what to expect, but the trailer had everything Crimmins was looking for.

“I learned a lot. It’s a factor just trying to adjust from Australian requirements to the U.S. requirements,” Muller said. “ It’s important for us to get that right so going through NATM is easy, and I can be sure that our customers are comfortable that there is full compliance with the U.S. regulations.”

NATM Consultants do a full walk-around of trailers from front to back. Crimmins says the big things they are looking at are the couplers, tires, rims, that safety chains are a sufficient capacity for the GAWR/GVWR, and making sure all required lighting is in the proper locations along with necessary reflectors.

These inspections are to ensure that the components, such as the chains, couplers, tires, and rims, that are used are adequate capacity for the weight of the trailer plus its’ cargo capacity to maintain safety. Crimmins says Trackabout Offroad Campers trailer met all those requirements.

“The consult went fantastic. Obviously, Scott here is great.

He comes on out when we’re here on site. He knows a lot,” Muller said. “It was a quick half an hour, and I think the consultation went smoothly. He told us about a few www.NATM.com

LEFT: NATM Technical Director Scott Crimmins (right) walks through a CVP Consult at NATM HQ. ABOVE: Crimmins takes a photo for the NATM system during a CVP walk around. Photos by Samantha Darling LaCount.

After this portion, corrections are issued, if there are any required. Corrections are processed once companies send them in, this usually consists of simply emailing or texting in updated photos or documents to their consultant, and their compliant status in the NATM CVP can be made official.

Learn more about NATM new member Trackabout Offroad Campers at www.trackabout.com.au.

To learn more about NATM’s Compliance Verification program visit www.NATM.com/CVP. ■ July/August 2023

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NATM Names Alex Stowe Executive Director

The National Association of Trailer Manufacturers (NATM) has named Alex Stowe as Executive Director. Stowe has been acting as Interim Executive Director since early November 2022.

Stowe joined NATM in 2021 as Technical Director.

He has headed the Compliance, Technical, and Technology Committees since that time. In these roles, Stowe has worked to further the Association’s mission to continuously advance trailer safety as well as the success of the trailer manufacturing industry.

“We are thrilled to have Alex leading the Association,” said Marco Garcia, NATM President. “Our time working together in his past roles as Technical Director and Interim Director has proven to me that he is a highly valuable asset to our team and will work tirelessly on the Association’s mission to promote trailer safety for the industry.”

As Executive Director, Stowe will help shape the direction and success of the National Association of Trailer Manufacturers through his work with the NATM Board of Directors and leading the staff. The role handles resource management, organizational growth, and the execution of the strategic plan. Stowe also oversees the financial health of the not-for-profit association and the overarching benefits of membership programming to ensure that the Association is meeting the needs of its member companies.

“I look forward to continuing to advance NATM’s mission of promoting trailer safety and overall success of the trailer manufacturing industry,” said Stowe. “Our Association is in an incredible position to continue to help our membership, and I am honored to be able to serve as Executive Director.”

Stowe received his Juris Doctor with a concentration in business transactions from the University of Nebraska College of Law. Prior to joining NATM as the Technical Director in the fall of 2021, Stowe was a Compliance Specialist Advisor overseeing HIPAA and privacy matters for an insurance company. He also spent time working in the college athletics realm for Creighton, Purdue, Ohio State, and his alma mater, Nebraska. ■

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NATM Names Scott Crimmins Technical Director

The National Association of Trailer Manufacturers (NATM) has named Scott Crimmins as Technical Director.

Crimmins has been with NATM since 2018. He was previously serving as the NATM Compliance Manager.

Executive Director Alex Stowe said, “Scott’s skills as Compliance Manager previously and now Technical Director have made him an exceptional asset for the Association at large. Scott possesses not only the technical skills and attention to detail necessary to ensure the overall success of the Compliance Verification Program but also has a can-do, team-focused attitude that helps foster camaraderie within the staff. His ability to connect with members over compliance consultations and committee work has given members excellent customer service experiences over the last five years, and I am excited for him to take on this new role that will benefit from his many skills.”

As Technical Director, Crimmins will be in charge of the day-to-day running of the Compliance Verification Program, including overseeing the Compliance Team.

One key responsibility is the creation and vetting of technical writing produced for Tracks magazine, the Online Library, and eNews. These articles serve as valuable resources for manufacturers and suppliers alike and offer updates on the latest advancements of trailer technology trends as well as challenges. Crimmins and his committees play a critical role in the selection of the Technical Forums hosted at the annual Convention & Trade Shows. By curating an exceptional lineup of topics and speakers, Crimmins assists with providing an informative experience for convention attendees. Additionally, he collaborates closely as staff liaison for the NATM Technical, Technology, and Compliance Committees that meet quarterly.

“I am excited to get this opportunity,” Crimmins said. “I have enjoyed my time at NATM and believe the experience gained in my prior roles over the last four and half years has prepared me well for this role.”

Crimmins is a graduate of Washburn University with a major in Finance. Before NATM, he worked in the property and casualty insurance claims industry for a large insurer. Crimmins and his wife, Laurie, have three adult children, one son and twin daughters. In his free time, he enjoys attending Kansas State and Washburn University’s football and baseball games, and an occasional round of golf.

You can contact Scott Crimmins, NATM Technical Director, by calling (785) 272-4433 or emailing Scott.Crimmins@natm.com. ■

www.NATM.com

July/August 2023

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NATM Names Sean Sloan Compliance Manager

The National Association of Trailer Manufacturers (NATM) has named Sean Sloan as Compliance Manager. Sloan has been with NATM since 2018. He was previously serving as the NATM Senior Compliance Consultant.

“Sean has been a great asset to the Association while serving as our Senior Compliance Consultant. Sean’s knowledge of our Compliance Verification Program and understanding of our reporting processes make him an incredibly valuable member of our Compliance team.” Scott Crimmins, NATM Technical Director, said, adding “Sean’s willingness to learn and assist our members during compliance consultations will greatly assist our programming moving forward.”

As Compliance Manager, Sloan will continue to conduct compliance consultations along with added Compliance Verification Program (CVP) administrative duties. He will work with NATM Technical Director Scott Crimmins overseeing the policies, procedures, and goals for the program.

“I am excited for the opportunity that NATM has provided me. In this role, I will continue to work with the team to keep the CVP and Association running strong,” Sloan said.

“I am happy to be a part of the Association as it continues to grow and evolve.”

Sloan is a graduate of Baker University with a major in Business Administration. Sean’s experience in corporate and government purchasing meant regular communication with manufacturers and suppliers which has lent itself well to his current role. Sean and his wife, Jeni, have five children. In his free time, he enjoys tennis, fishing, and watching KU basketball.

You can contact Sean Sloan, NATM Compliance Manager, by calling (785) 272-4433 or by emailing Sean.Sloan@natm.com. ■

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NATM Hires Ginger Baker-Sanhueza as Education Director Introducing Ginger Baker-Sanhueza

The National Association of Trailer Manufacturers (NATM) is pleased to announce that Ginger BakerSanhueza joined the staff as Education Director in April. Ginger brings with her an extensive background in teaching and education, with over 20 years of experience – half of those years being spent in virtual education working with online course creation, virtual webinars, and e-learning platforms.

“We have already been incredibly impressed by the skillset and hard work of Ginger in her new role of Education Director,” said Meghan Ryan, NATM Assistant Director. “Her extensive experience in setting up online learning platforms will be instrumental in offering learning opportunities for NATM’s members across the nation regardless of their physical location and time zone. The expansion of NATM’s educational content, particularly online for greater reach, is a crucial aspect to the Association’s long term goals for membership benefits. Under Ginger’s guidance, the Association is poised to reach new heights in delivering valuable educational information directly to our members and we are excited to have her on the team.”

As the Education Director, Ginger is responsible for planning and implementing educational programs for members and the industry. She will work closely with industry members and experts in developing and implementing education initiatives and will oversee the development of the NATM Academy, its expansion, and related objectives. With Ginger's expertise and leadership, the Association will continue to provide an expanse of valuable educational opportunities to our members.

“I am really excited to dive into course creation,” Ginger said. “Using ed tech to create engaging lessons and content is something that I love to do and look forward to designing and developing the NATM Academy.”

Ginger currently resides in Florida and enjoys fishing, boating, and reading on the beach. She also loves traveling with her husband and two children and experiencing the cuisine and baked goods of each stop. Additionally, on the weekends, you can find her hosting environmental clean-ups or volunteering with local nonprofit groups. Her diverse interests and experiences enable her to bring a unique perspective to the role of Education Director. The Association is excited to have her join the team and looks forward to her contributions to the Association and its members.

Please feel free to contact Ginger directly at (785) 272-4433 or by email at Ginger.BakerSanhueza@ natm.com for any inquiries or to discuss educational opportunities for your organization. ■

www.NATM.com

July/August 2023

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NATM Hires Aileen Valido as Events Director Introducing Aileen Valido

The National Association of Trailer Manufacturers (NATM) is pleased to announce that Aileen Valido joined the staff as the Events Director in May. Aileen graduated from the Florida International University with a degree in Business Administration and from the University of Miami with a degree in Art. She spent the past six years at the University of Miami’s School of Law, where she managed, coordinated, and oversaw operations of the two Graduate programs in Taxation. She planned and executed the Taxation and Taxation of Cross-Border Investment LLM programs’ events and talks, coordinated the course schedules, and recruited students every semester.

Before that, she was a Senior Marketing & Event Coordinator for Gibraltar Private Bank & Trust in Coral Gables, Florida. In her free time, she enjoys writing children’s books, visiting local coffee shops, traveling, and most importantly, being an aunt of eight.

“Aileen’s previous experience in event planning and customer service has provided a solid foundation in which to build her achievements at NATM,” said Meghan Ryan, NATM Assistant Director. “She has already proven herself to be a team-player, detail-oriented, and a quick learner. Within her first thirty days at NATM, Aileen secured 85% of our budgeted sponsorship dollars which is a historical record. Additionally, she handles booth sales and sponsorships and provides exceptional support and assistance to exhibitors, ensuring their needs are met quickly and with professionalism. We are very excited to have someone with a skillset and work ethic like Aileen on our team and I look forward to seeing how she can grow and improve the Association's events.”

As the Events Director, Aileen oversees the planning of the NATM Annual Convention & Trade Show, including assisting with site selection and recruiting exhibitors and sponsorships.

She is excited to apply her knowledge and skillset in executing NATM’s future events.

“I truly enjoy event management and planning so I am excited to redirect my career mainly to events again. It’s my passion personally and professionally,” Aileen said.

Welcome Aileen to the Association by phone at (785) 2724433 or by email, Aileen.Valido@natm.com. ■

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NATM Hires Andrea Boetticher as Dealer Programming Specialist Introducing Andrea Boetticher

The National Association of Trailer Manufacturers (NATM) is pleased to announce that Andrea Boetticher joined the staff as the Dealer Programming Specialist in April. She oversees the NATM Dealer Affiliate Program.

Andrea graduated from Northern Illinois University with a master’s degree in nonprofit management.

She has worked with associations and nonprofits for over 10 years, developing programs, creating content and educational training, and planning professional conferences. Prior to joining NATM, Andrea was the Program Manager at Million Dollar Round Table, a professional association in the financial services industry, and before that was the Director of Education for a trade association called the American Fraternal Alliance.

“Andrea has seamlessly stepped into the newly established role of Dealer Programming Specialist,” said NATM Executive Director Alex Stowe. “Within her first few weeks, she created detailed outlines of innovative ideas that showcase her strategic thinking and creative vision for NATM’s potential future dealer programming. By personally meeting with trailer dealers, she has already begun to build relationships and gain valuable insights to meet dealer needs and expectations. She is interviewing with dealers across the nation to ensure the benefits she is proposing will meet their needs. With her background in association management, Andrea brings experience in providing member benefits and her work ethic will undoubtedly be pivotal to the success and growth of NATM’s Dealer Affiliate programming.”

Andrea also has experience as a small business owner. A few years back, she launched her own food trailer business called Ferdie’s Cabin that specialized in homemade sweet treats and baked goods. Having recently retired her whisks and rolling pins, in her free time she now enjoys spending time outdoors, hiking, camping, and taking road trips with her partner, Michael, and their golden retriever, Gordon.

As Dealer Programming Specialist, Andrea will be working to ensure the success of the NATM Dealer Affiliate Program by working closely with dealers and other key stakeholders in the industry to ensure NATM is providing the most beneficial programs, resources, and member benefits for dealers. She is excited to learn directly from dealers what types of benefits they would like to see so that NATM can provide those offerings and be a true resource for the trailer dealer industry.

“I love to bring ideas to life,” Andrea said. “There are many opportunities for NATM to grow to include dealers more and I am excited to get to work on building up the Dealer Affiliate Program.”

Welcome Andrea to the association by phone at (785) 272-4433 or by email, Andrea.Boetticher@natm.com. ■

www.NATM.com

July/August 2023

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MEMBERSHIP

NATM Hires Mary Klaire Perez as Marketing Coordinator Introducing Mary Klaire Perez

The National Association of Trailer Manufacturers (NATM) is pleased to announce that Mary Klaire Perez, who goes by Klaire, joined the staff as the Marketing Coordinator in April. She supports Marketing Director Savana Morrison in the development and implementation of marketing projects for the Association.

Klaire graduated from The University of Texas at Dallas with a double major in Global Business and Marketing. She interned as a Global Development Initiative Consultant for the Richardson Chamber of Commerce, where she carried out market research and executed a market entry strategy plan for an international company. She was also heavily involved in various organizations at her university, where she held leadership roles and various marketing positions.

She also has experience in social media content creation for international and local small businesses.

Her background contributed to the growth of her skills in analyzing industry and market trends, content generation, and devising creative marketing strategies.

In her free time, she is always on the lookout for the next food spot in Dallas, reading, scrapbooking, or going to art fairs.

As Marketing Coordinator, Klaire assists the Marketing Director in creating, managing, and implementing digital marketing strategies for NATM as well as providing marketing activity reports and aid in overseeing the Trailer Safety Week Ally & Champion programs.

“NATM is thrilled to welcome Klaire to the Association,” said Savana Morrison, NATM Marketing Director. “Klaire has fit seamlessly into NATM’s Marketing team. With her impressive skillset and marketing knowledge, it’s no surprise Klaire has already hit the ground running assisting the Association with several marketing initiatives in her first few weeks. I’m very excited to see how she’ll enhance NATM’s marketing strategies.”

Klaire says she's thrilled to join a dedicated and industrious team and eagerly looks forward to contributing her skills toward fulfilling the marketing and advertising needs of NATM members.

Welcome Klaire to the Association by phone at (785) 2724433 or by email, Mary.KlairePerez@natm.com. ■

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Stacy and Artie Nuttall and their children pose with the Voyager trailer. Photo submitted by Stacy Nuttall.

Member Feature: Get Outdoors with Xpedition Trailers

By Samantha Darling LaCount, NATM Tracks Editor

T

he National Association of Trailer Manufacturers (NATM) member company Xpedition Trailers came to fruition from owners Artie and Stacy Nuttall’s need to get outdoors.

“It got to where we just wanted to take our family out. We wanted to go further out than just the trails that everybody else is on, and we wanted to camp,” Stacy said. “My husband designed this trailer. It’s called the Voyager trailer, and

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we started up Xpedition Trailers, which is our second company, and have just utilized all of our resources, knowledge, and know-how.”

The Voyager is a teardrop-style trailer that is designed for extreme off-road and offthe-grid adventures. It was designed with their family in mind and their need to get off the beaten path. The Nuttalls are a family of seven with Stacy, Artie, and five kids ranging from age nine to nineteen.

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all the bells and whistles he thought his family would need to spend multiple days off the beaten path.

“It got to a point with five kids and a daughter with special needs that we just stopped camping. It was just too much work for me. I couldn't do it anymore. My husband was like, we are going to make this easier on you. We are going to get out more. We need this. Our family needs it,” Stacy said. “He designed this very small compact trailer that can be towed by most typical vehicles, and it can accommodate all seven of us.

It’s little. We put a rooftop tent on top of it and it folds out. We can put an annex so it ends up being a three-room sleeping space with a 12-foot kitchen that expands in the back. We carry 36 gallons of fresh water. We can heat the water instantly – it’s got an instant hot water heater on it. We can shower we have a bathroom setup that’s easy for us to have out there.”

“We like to kayak and rock climb. My son and husband do dirt biking. We love hiking – just tons of hikes and fishing,” Stacy said. “The trailer has completely changed our world.

Most of our gear stays in it, so when we’re ready to camp, we just grab our pillows, and our clothing, and fresh food and we’re off. It has just become a wonderful avenue for us to quickly and easily get outdoors with all seven of us.”

ABOVE: One of Xpedition's line workers works on installation.

RIGHT: Stacy Nuttall walks through the company's quality control checklist. Photos submitted by Stacy Nuttall.

“It became so clear to me how important the outdoors is not just because it’s beautiful and we like being out there.

It’s just something that, as human beings, we just need in order to be physically, mentally, and socially healthy.”

The Nuttall’s middle daughter has cerebral palsy, which affects a person's ability to move and maintain balance and posture to varying degrees. At birth, their daughter was not given a long life expectancy. Today, she is 15 and loves the outdoors just as much as her parents. Stacy credits their determination to get her outside as part of what helped her overcome the steep odds.

“Our family has always loved the outdoors that’s just been a part of us and here we had a really sick child, one with a lot of problems, a lot of issues ­— it turned our world upside down, but it didn't stop us going outdoors,” Stacy said. “We could have kept her inside and bubbled her, and we didn’t, probably because I don’t think my husband and I would have known how to function if we had kept ourselves inside.”

There was a time when getting outside was not easy for the big family. Artie designed the Voyager with www.NATM.com

The trailer is made by parents for their family and it shows in more than just the amenities. Xpedition’s quality control (QC) process made them stand out to the NATM Compliance Team.

They utilize Smartsheet, which is essentially an automated, beefed-up Excel sheet. The sheet Xpedition uses includes 130 line items and tells the person doing the QC check what to check, how to check it, what the parameters are, and requires them to take photos that automatically date stamp.

“Once they’ve gone through the whole trailer, we can see, okay, there are three items that were not completed to spec. That goes in to our service department. They take care of those items, and then they have to re-picture it once it's complete and then click that it’s complete. After that, we have a final inspection right before it actually gets shipped, which is just a quick look to make sure that everything is still in good shape,” Stacy said.

Continued on Page 68

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Xpedition's line workers assemble one of the company's Voyager trailers. Photo submitted by Stacy Nuttall.

Continued from Page 65 “It’s turned out to be quite valuable for us, especially after we’ve shipped trailers because a dealer will come back to us and say, this aspect, or these items, we’ve got this problem, and we can go right back to the sheet look and say, here is a picture of that, this must have happened during shipping.”

The whole QC inspection process takes about two hours, Stacy says. Having such a high-quality standard is important to the company, but so is putting out their product in a timely fashion.

“Back in 2020, everybody was so excited to get outdoors that we got to a point where we had customers putting down deposits on trailers and they were waiting for over a year.

We just knew that we needed to get things sped up,” Stacy said. “We showcased the first prototype of the trailer in February of 2020, so kind of good timing for us. We hadn’t had anything set up as far as major production of these trailers.”

The first step was to move their production to a larger shop and then they focused their efforts on increasing efficiency. The company is currently completing one trailer a week. That’s twice as many as they were completing a few months ago, Stacy says. The company has nine employees. Seven of those are building the trailers with 68

July/August 2023

five on the production line and two in pre-assembly.

“We spent most of last year working on our production line and documenting procedures. We now have instructions for every procedure, with pictures, tooling, all of that really well documented,” Stacy said. “We’ve upped our efficiency in our pre-assembly department. We have all of our small components all preassembled and then stocked on a cart so we have a cart for every station. We have a total of five stations, and we have a cart that gets preloaded and sent to each station so then our line worker knows he has everything he needs right there on the cart and can get it onto the trailer and then it just moves to the next station.”

The company is heavily focused on quality and customer satisfaction. Stacy says they aim to give customers the confidence to go places they’ve never been before and go further off-grid. She says they can customize as much as people want. They can install all the power you can want and recommend people get cell boosters.

The trailer can be charged in a number of ways. You can hook it up to your vehicle to charge, charge it in your garage through a regular outlet, or hook it up to solar panels.

The Voyager utilizes a battery management system that will always utilize the most green power available.

Customizability is another way Xpedition is able to www.NATM.com

MEMBERSHIP

TRACKS

was in Oregon. We tried to stay as close to the Pacific Crest Trail as we could, camping along that trail. We did 16 days of continuous camping,” Stacy said. “We went in 2020 and the Forest Department didn’t have anybody out there clearing. We knew some winds had come through, so fortunately, we were prepared. I think we cleared 40 trees off the roads while we were going through there.

My husband was smart and brought a chainsaw.”

An Xpedition employee walks through the 120 line item quality control checklist. Photo submitted by Stacy Nuttall. provide customer service and satisfaction. Being able to accommodate customers’ specific needs means more people can get out and enjoy trips like their family.

“I would say probably our favorite trip with the trailer

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“There was one day I think we traveled about seven miles in an eight-hour time span because it was tree after tree after tree. It was raining the whole time because it’s Oregon, and we have two teenage girls so we thought there would be tons of complaining and fighting with seven of us and not moving quite as quickly,” Stacy said. “By the time we got to the end of that trip, the last night when we were like, okay, we’ll be home tomorrow, our two teenage girls asked, ‘Can we please stay out just a little longer? We don't want to go home yet.’ That was pretty awesome.

And we just saw beautiful things. Three of those days we were able to camp out at the beach, and we found a spot where it was just us. We got to see all kinds of wildlife. It was just awesome.”

Xpedition Trailers had been an NATM member since 2019.

To learn more about them, visit xpeditiontrailers.com.

To submit article ideas or your own membership stories, contact Tracks Editor Samantha Darling LaCount at Samantha.Darling@natm.com. ■

July/August 2023

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Welcome New Members Supplier/Service Provider BPE Solutions North America 3200 Olympus Blvd Dallas, TX 75019 • Electrical, Hoists, Hydraulics, Tools/Equipment DealersCircle, Inc 2220 CR 210 W Suite 108, Box 434 Jacksonville, FL 32259 • Computer Software King of Freight PO Box 49170 Wichita, KS 67201 www.kingoffreight.com • Transportation/Shipping/Freight Paloma Tubular 2140 E Southlake Blvd L-710 Southlake, TX 76092 • Steel-Structural, SteelTube, Scrap Metal

Qingdao Kemei Trailer CO., LTD. No. 8 Kongquehe 3rd Road, Jimo Qingdao, SD, China 266200 www.kemeigroup.com • Couplers, Jacks/Landing Gear, Towing Accessories Tulga Fifth Wheel 127 E Alton Ave Santa Ana, CA 92707 www.tulgafifthwheel.com/ • Automotive OEM, Couplers, Engineering, European Type Approval, Hitches, Towing Accessories Ultimate Linings 1155 Richard Petty Way Lebanon, TN 37090 • Castings, Paints/Coatings/Galvanizing

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Vroom Solar Inc. 2233 N Citation Ave Springfield, MO 65802 vroomsolar.com • Aluminum-Extrusions, Engineering, European Type Approval, Fasteners, Hardware, Computer Software, Electrical, Refrigeration, Tools/ Equipment, Towing Accessories

Trailer Manufacturer AFAB Industrial 350 Camer Dr Bensalem, PA 19020 • Aluminum, Custom Design Airtow Trailers — Botkins, OH Factory 101 Commerce Drive Botkins, OH 45306 • Cargo, Dump, Enclosed Cargo, Equipment, Gooseneck, Motorcycle, Portable Equipment, Snowmobile/ ATV, Specialty, Utility/Flatbed August Metal Works, LLC 1403 W Hwy 84 Mexia, TX 76667 • Auto Hauler, Dump, Gooseneck, Landscape, Utility/Flatbed Built Trailers 2990 East Riverside Dr #272 St George, UT 84790 www.builttrailers.com • Boat C Trailers LLC 367 W Hwy 37 Lakeland, GA 31635 ctrailersllc.com • Cargo, Concession, Enclosed Cargo Cobra Marine US Corp Cobra Ribs, Unit 6, Priory Industrial Park Airspeed Road Christchurch, UK • Boat

Diamond T Trailer Mfg. Co. 429157 Hwy 3 Rattan, OK 74562 www.diamondttrailer.com • Agricultural/Farm, Auto Hauler, Cargo, Custom Design, Dump, Equipment, Gooseneck, Landscape, Snowmobile/ATV, Specialty, Utility/Flatbed H & H Trailers — 16th St 1518 S 16th St Clarinda, IA 51632 • Agricultural/Farm, Auto Hauler, Cargo, Custom Design, Dump, Equipment, Landscape, Motorcycle, Snowmobile/ATV, Utility/Flatbed H & H Trailers — Broadway St 2400 N Broadway St Red Oak, IA 51566 • Agricultural/Farm, Auto Hauler, Cargo, Custom Design, Dump, Equipment, Landscape, Motorcycle, Snowmobile/ATV, Utility/Flatbed H & H Trailers — Redwoord Ave 1951 Redwoord Ave Clarinda, IA 51632 • Agricultural/Farm, Auto Hauler, Cargo, Custom Design, Dump, Equipment, Landscape, Motorcycle, Snowmobile/ATV, Utility/Flatbed H & H Trailers — Washington St 1322 E Washington St Clarinda, IA 51632 • Agricultural/Farm, Auto Hauler, Cargo, Custom Design, Dump, Equipment, Landscape, Motorcycle, Snowmobile/ATV, Utility/Flatbed Jones Custom Welding & Fabrication 436 Dement Hollow Rd Readyville, TN 37149 • Custom Design, Gooseneck, Utility/ Flatbed, Trailer Service/Repair

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LOOK Trailers of Texas 1700 BlueBonnet Pkwy McGregor, TX 76657 • Aluminum, Auto Hauler, Cargo, Concession, Custom Design, Gooseneck, Landscape, Mobile BBQ/ Smoker, Motorcycle, Snowmobile/ ATV, Specialty, Utility/Flatbed Nicholson Manufacturing Incorporated N8091 Maple St Ixonia, WI 53036 • Equipment, Gooseneck, Portable Equipment, Specialty Norwood Industries 2267 15 & 16 Side Road East Oro-Medonte, ON, Canada • Equipment

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Small Refrigerated Trailer Manufacturing LLC 784 Palmetto Moon Rd SW Marietta, GA • Specialty

Traction Power Group 205 W Dewey St Goldsboro, NC 27530 • Custom Design, Enclosed Cargo, Specialty

Sure-Trac — Columbia City 643 W Ellsworth St Columbia City, IN 46725 www.sure-trac.com • Agricultural/Farm, Auto Hauler, Cargo, Custom Design, Dump, Equipment, Landscape, Utility/Flatbed

ZIMMERMAN TRUCK BODIES 23139 Nuthatch Ave Bloomfield, IA 52537 • Aluminum, Utility/Flatbed

Sure-Trac — North Manchester 11870 N 650 E North Manchester, IN 46962 • Agricultural/Farm, Auto Hauler, Cargo, Custom Design, Dump, Equipment, Landscape, Utility/Flatbed

Extreme Trailers & Trucks LLC 1343 Fort Campbell Blvd Clarksville, TN 37042 www.extremecustomtrailerstn.com • Trailer Sales, Trailer Service/Repair ■

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Press Releases CTS Custom Trailers Names VP of Sales & Director of Operations MUSCATINE, Iowa — CTS Custom Trailers, “Builders of world-class trailers for world-class boats,” announced the most significant additions to their team (to date), in the form of Jon Smiley and Ronnie Moran — both formerly of MYCO Trailers. Smiley will assume the role of VP of Sales while Moran will fulfill the role of Director of Operations.

Jon Smiley, of Fort Myers, Florida, brings more than 24 years of marine industry experience. Smiley will oversee the company's Sales & Marketing departments alongside well-known performance boater and, owner of CTS Custom Trailers, Jason Curry. Smiley began his marine industry career in the watersports rental business before taking on marina management roles, the last being at Sanibel Harbour Yacht Club, prior to his time at MYCO Trailers.

Ronnie Moran, of Palmetto, Florida, brings nearly 20 years of experience in the high-end custom boat trailer market. Moran, formerly VP of Sales at MYCO, will work alongside CTS Custom Trailers General Manager, Lakin Curry-Thoren. Moran brings a diverse skillset that includes far more than sales, such as office management, logistics management, purchasing, and more.

“We knew that in order to ensure CTS’s success, we needed the best of the best in the industry on our team. To build a worldclass product, you need world-class people. I’ve known of Jon & Ronnie over the years as a trailer customer myself and knew they’d be the best fit to carry CTS to the next level. With them on our team, the sky’s the limit and we’re ready!” said Jason Curry. Curry spends time with his family between Iowa, Lake of the Ozarks, and south Florida and is an avid performance

Formerly with MYCO, Jon Smiley and Ronnie Moran are now with CTS Custom Trailers of Iowa. Photo submitted by CTS Trailers.

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boater. Curry has an MTI V-42 center console and is looking forward to the completion of his upcoming MTI 390X. CTS Custom Trailers is a division of Curry’s Inc. that has been proudly serving valued customers since 1998. With nearly 3 decades of experience servicing and selling heavy-duty trucks and trailers, the minds behind CTS are no strangers to the world of over-the-road transportation. Curry’s Iowa facility has 30,000 sq ft of manufacturing space, 12,000 sq ft of office space, is situated on 32 acres, and employs nearly 60 individuals.

“We have the space, talented staff, and the ability to scale our business exponentially as we grow. The boat trailer division was launched after several prominent boating figures expressed their struggles with some of the well-established players in the trailer market. We knew we could carry our skills and knowledge over from the Semi-Truck/Trailer business and create something really special,” said Curry.

CTS Custom Trailers specializes in Fully Welded Aluminum C-Channel Trailers & Cradles that are engineered for a precise fit. Every CTS Trailer is overbuilt and overengineered to offer additional support, rigidity, and confidence while towing or storing your prized possession.

“I’ve grown up and been a part of the truck and trailer business my whole life. I think that helps set us apart from some of the competition. We don’t just sell trailers, we use them ourselves day in and day out. We’ve transferred the knowledge gained from real-world experience and put it directly into the CTS brand,” said Curry-Thoren. ■

CTS Custom Trailers principals Jason Curry and Lakin Curry-Thoren have added two marine industry veterans to their team. Photo submitted by CTS Trailers.

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Flynn Bids Farewell to the 'Iron Business' After 50 Years SAUK CENTRE, Minn. — Mike Flynn, Felling Trailers’ Northeastern Regional Sales Manager, bids farewell to life as a trailer sales rep after 22 years with the company. Mike decided to retire from the "iron business" in January of 2023.

A relationship that started in late 1999 when Mike met with Merle Felling (founder and COB of Felling Trailers), having their first conversations on Flynn representing the Felling Trailers brand in the Northeast. At that time, Felling was looking to expand their dealer distribution network beyond the Upper Midwest into the Northeast. In 2000 Mike signed on with Felling Trailers as an independent trailer sales rep for the Northeast region covering Pennsylvania, New York, Vermont, New Hampshire, Maine, Massachusetts, Connecticut, Rhode Island, New Jersey, Maryland, DC, and Delaware.

challenges of marketing new quality products, meeting new people, and covering the beautiful Northeast,” said Mike. Never slowing down, Mike continued establishing new dealers and selling trailers until he retired. Joining the team for one more hoorah, Mike made his final appearance with the Felling Sales team at the 2023 CONEXPO-CON/AGG show in Las Vegas this past March. Many of Felling’s Northeastern dealers that Mike had established over the years stopped to visit and wish him well. “Mike has been instrumental in the development of the dealer network in the Northeast US. In addition to being a long-time colleague, he's been a great friend and a mentor to me. I learned a tremendous amount of invaluable information from him, for which I'm extremely grateful! Mike, you've worked hard your entire life, and now it's time to sit back, relax, and enjoy the fruits of your labor. Congratulations on your retirement!” said Nathan Uphus, Sales Manager Felling Trailers.

No stranger to the iron business, when Mike was 13, his father started his own short-line distribution company after 13 years of representing John Deere overseas. "I got involved with his Since retiring, Mike and his wife, business from the ground up working Wendy, have relocated from their weekends, and as I got older, I became home in Fayetteville, NY, to their more involved with every aspect of vacation home in Naples, FL, to enjoy the business itself," said Mike. They the golf course life. Mike's plans sold a wide variety of equipment Ag, for retirement, "We plan on "overlight industrial equipment (including recreating," as we call it, with all that equipment trailers), domestic and we have here for amenities. We want foreign importing equipment such as to spend more time with our two sons, Belarus tractors, and tillage equipment their families, and our grandson, as from Germany and Italy. Mike learned well as traveling the remainder of every facet of the business, from the world we haven't seen yet while Mike Flynn equipment assembly and delivery to sales visiting friends and family along the way." and dealer training on their extensive line of products. In 1990, he left the family business to be an independent rep on his own.

For the interim, trailer, and dealer inquiries for the "I repped for Harley Rock Rakes along with Dynaweld trailers for Northeastern region, you may contact Felling's Internal Sales nine years until the company was sold after the owner passed team at 800-245-2809 or via email at sales@felling.com. ■ in a tragic plane crash. One of my dealers had heard of Felling Trailers and suggested I check them out. This came at a perfect About Felling Trailers, Inc. time to replace Dynaweld with a like quality product (Felling Trailers), but with a wider variety of models on the smaller Felling Trailers is a family-owned and operated Full Line Trailer capacity end,” said Flynn. Mike also represented Liddell Trailers Manufacturer located in Central Minnesota. Started in 1974, for a period of nine years, selling their heavy haul products that Felling Trailers, Inc. has grown from a small shop to a factory and were higher capacity than what Felling was manufacturing at office complex that today covers over 441,000 square feet. Felling’s the time. Mike represented Liddell until 1999, when the owner pride and differentiation is its customized trailer division. Its passed, and the company was sold. While representing Felling, engineers utilize the latest Industry-leading design techniques, and Mike also took on Rogers from 2007 to 2021 to supplement its experienced metal craftspeople use cutting-edge technology to turn the heavy haul trailers that Liddell had been making. its customers' conceptual trailer needs into tangible products. Felling has been providing innovative trailer solutions to the transportation Throughout his time with Felling Trailers, Mike grew the industry for over 45 years. Felling Trailers' current capabilities allow company’s dealer base and brand awareness from being "the them to provide a high-quality product that is distributed across new kid on the block," as Mike would put it, to a well-recognized North America and internationally. Felling Trailers, Inc. is an ISO leader in the trailer manufacturing space with over 50 dealers 9001 Quality Management System Certified company, a WBENCthroughout the northeast region. "Mike Flynn had started with Certified WBE company, and an Equal Opportunity Employer.

Felling Trailers as an independent trailer sales rep back in 2000 and was the driving force in establishing the Felling brand in For more information, contact (800) 245.2809, sales@ the Northeastern US. We wish him the best in his retirement," felling.com, or visit them on the web at www.felling.com. said Pat Jennissen, VP of Sales & Marketing Felling Trailers.

You can also follow them on Twitter (@FellingTrailers), “I never thought of my career as work. I had a passion for the Facebook (Felling Trailers, Inc.), and Instagram. www.NATM.com

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CTS Custom Trailers Enters Tilt Trailer market, Will Debut at Desert Storm Event MUSCATINE, Iowa — CTS Custom Trailers, “Builders of world class trailers for world class boats,” announced today that in addition to their line of Fully Welded Aluminum C-Channel Boat Trailers & Cradles, they will be manufacturing Tilt Trailers for select makes and models. Their first Tilt Trailer is complete and headed to Lake Havasu, Arizona, for the 25th Desert Storm Poker Run & Shootout.

The first CTS Tilt will be loaned to Arizona based Mark Rios for his MTI 390X for the event. The company isn’t stopping there. They have additional order in motion for a Doug Wright 420 for FASS Fuel Systems.

All CTS Tilts will receive a 12” Structural Steel Channel Frame, Torflex Axles, Elec/Hyd Braking systems with Stainless Brake Lines & DeeMaxx Brakes, Double Gusseted Corners, Ramp Wedges, Marine Grade LED’s, Bow Ladders and more. This specific Tilt will feature Triple 8K Axles equipped with Alcoa Forged Wheels wrapped in Goodyear Tires, have an In-Frame mounted Water-tight Toolbox, Drive Guard with integrated rear step, Polished Aluminum Deck and much more.

CTS Tilt Trailers will be available for catamarans fitting certain criteria to ensure the boat & trailer meet all DOT requirements. Examples of eligible boats are MTI’s 340 - 440X, Doug Wright 32 through 42, MYSTIC Catamarans up to 40’, select Skater’s, Outerlimits and many more.

“We knew there was a stronger demand for Tilt Trailers than any of the established players could produce. Having over 30,000 sq ft of manufacturing space, we have the room to build approximately 15 Tilt Trailers in the next year,” said Jon Smiley, Vice President of Sales for CTS. “Furthermore, our tilts will be highly customizable. We won’t be restricting our clients to limited options on their premium trailers. Tilt clients are an elite group, and we will work alongside them to maximize their custom options while still delivering a safe and DOT approved trailer.”

Representatives from CTS will be on hand at the Desert Storm events, beginning with the famed Street Party on Thursday, April 20th. CTS also has plans to attend several other major boating events during the summer months including the LOTO Shootout in August.

CTS Custom Trailers is a division of Curry’s Inc. that has been proudly serving valued customers since 1998. With nearly 3 decades of experience servicing and selling heavy duty trucks and trailers, the minds behind CTS Custom Trailers are no strangers to the world of over-the-road transportation.

CTS Custom Trailers specializes in Fully Welded Aluminum C-Channel Trailers & Tilt Trailers and Cradles that are engineered for a precise fit. Every CTS Trailer is overbuilt and over engineered to offer additional support, rigidity and confidence while towing or storing your prized possession. ■

Photos submitted by CTS Trailers.

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DealersCircle Successfully Completes Type 1 SOC 2 Audit JACKSONVILLE, Fla. — DealersCircle, Inc. — the innovative, web-based marine industry provider that conveniently links the manufacturer, dealer and customer together with its state-of-the-art software application –successfully completed a Type 1 System and Organizational Controls (SOC) 2 audit in December of 2022 via A-LIGN, an independent technology enabled security and compliance partner.

SOC is a framework developed by the American Institute of Certified Public Accountants (AICPA) for the purpose of providing regular, independent attestation of the controls that a company has implemented to mitigate information-related risk.

DealersCircle made the decision to invest a substantial amount of time and resources into the independent audit for SOC 2 in order to provide their clients and prospects the utmost confidence in their commitment to protect their data assets. A noteworthy benefit of the SOC 2 audit completion is better positioning their clients to comply with the new Federal Trade Commission (FTC) Safeguards Rule and its associated regulations for protecting consumer information and privacy that goes into effect on June 9th of this year.

“Because dealers in the industry now fall under ‘financial institutions’ per the FTC, we felt our responsibility to the over 1700 dealers and 34 OEMs we currently represent went beyond the new Safeguards Rule requirements. We wanted to provide them the confidence that we’ve taken the necessary steps ahead of the deadline to do everything we can to ensure their assets are protected by our processes, procedures and technology,” said DealersCircle President Scott Davis.

“Having a successful Type 1 SOC 2 audit completed by an outside third party goes above and beyond what was necessary, but we felt it to be in the best interest of our dealer partners and the manufacturers we represent to

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do just that. SOC 2 covers more than just FTC Safeguards Rule requirements and will further prove we’re taking every step to ensure client data protection,” he added.

While the FTC Safeguards Rule has been in effect since 2003, and was amended in 2021, the previous impending deadline of the new requirements of December 9th, 2022 was extended six months to June 9th, 2023.

“Because of the sensitive data that dealers collect from their customers, The FTC Safeguards Rule does apply to all of them and will need to be adhered to by the impending deadline,” Davis emphasized. “Even if you have another dealer system currently in place such as an internal portal, dealers and manufacturers alike need to be aware of the importance of, and have the confidence in, the system they’re using not only meeting these new requirements but also continuing to stay ahead of these and future requirements.

Consumer data protection, security and privacy requirements will only get tighter as we move into the future.”

DealersCircle has provided product manufacturers and their dealers a convenient way to simplify custom product ordering, product lifecycle tracking, service communications, warranty claims management, parts ordering, reporting, integration with external systems and much more with its revolutionary webbased application for nearly two decades.

For more information on DealersCircle, visit www. dealerscircle.com; or contact Mark Jerkins at Tinsley Creative, email: mark@tinsleycreative.com; phone: 863.583.0081.

For more information on the FTC Safeguards Rule, www.ftc.gov/business-guidance/resources/ftcsafeguards-rule-what-your-business-needs-know. ■

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Felling Trailers, Inc. Announces Beneficiary of 2023 Trailer for a Cause SAUK CENTRE, Minn. — Felling Trailers will host its eleventh annual Trailer for a Cause online auction of an FT-3 Utility trailer to benefit a nonprofit organization. Felling Trailers' goal is to bring awareness to various nonprofits that are making a difference by donating 100% of the winning bid from the auction to a different nonprofit each year. The previous Trailer for a Cause auctions have raised nearly $40,000 for nonprofit organizations such as SOMN – Special Olympics Minnesota, Lymphoma Research Foundation, Minnesota Fire Fighters Foundation, and Eagle’s Healing Nest, to name a few.

Felling Trailers, Inc. has selected Pockets of Hope as the 2023 Trailer for a Cause auction beneficiary. Pockets of Hope is a nonprofit organization that gives children entering foster care backpacks filled with items they need and items they can call their own, providing a light of hope for the future. “Many times, children are placed in foster care quickly. The backpacks provide the children with something to start with, to hold onto, until the foster family can go and purchase other needed items,” said Jen Bruzek, co-founder of Pockets of Hope. Each backpack holds an average of twenty items that vary depending on a child’s age and gender. Pockets of Hope provides backpacks for children from birth to 21 years old, including items such as shampoo, toothpaste, pajamas, socks, a blanket, a toy, or a notebook to provide for their basic needs and, hopefully, some emotional comfort.

A late Summer 2023 auction is being planned for Trailer for a Cause. Leading up to the auction, Felling Trailers will work with Pockets of Hope to generate awareness about their work, the children they serve, and the hope and security these backpacks provide to children entering foster care. Everyday children are rescued from abuse, neglect, and abandonment. These children are confused, scared, and desperate for security and comfort after being separated from family, home, and possessions.

Children frequently enter foster care with nothing. “Every child should feel loved and cared about. Pockets of Hope’s mission fulfills basic needs while giving children hope for better todays and tomorrows. I admire these women’s initiative, applaud them for the impact they’ve made on thousands of children, and am excited to raise awareness of and funds for their organization,” said Brenda Jennissen, President/CEO of Felling Trailers.

Located in Sartell, MN, Pockets of Hope was founded in 2014

by Lisa Schroers, Briana Sjodin, and Jennifer Bruzek. Lisa, a daycare provider, had Briana and Jennifer’s children in her daycare when they were younger. “Through my daycare, I like to do some sort of "giving back," like supporting a Christmas family.

In 2013 I came across an organization based in a neighboring community like ours (Pockets of Hope), and they provided items for children in foster care, so we organized a drive collecting the needed items,” said Lisa. The three friends realized there was nothing like this in their community and questioned why not? Jennifer, who works in child services, was keenly aware

of how much their community needed this service. The three started talking about it and decided to take action. "We thought we should do something about this need, and we did!" said Lisa.

Since its beginning in 2014, 2,420 children have received a backpack from Pockets of Hope. The backpacks are distributed through county social workers and the Central Minnesota Child Advocacy Center (CAC). On average, the Pockets of Hope team puts together and distributes 30-50 backpacks a month to wherever the need is. “They primarily go to Stearns County residents as that is where we are located.

Backpacks go to whoever requests them. If we can meet the need and have the resources to do it, we will," said Jen. “10/15: Our family lives in Todd County and recently had a sibling group of 4 placed with us. They have received your backpacks. I can't tell you how excited they were to have their very own things since they came to us with the clothes on their backs and a school bag. Like one other comment I saw, it was like Christmas. It is extremely helpful to us foster parents not to have to go suddenly and buy everything.

Thank you so much for your dedication to foster kids!" ■ About Pockets of Hope Everyday, children are rescued from abuse, neglect, and abandonment. These children are confused, scared, and desperate for security and comfort after being separated from family, home, and possessions. Children often enter foster care with nothing. Pockets of Hope provides these children with new backpacks filled with personal care items they need and comfort items they can call their own. Our mission is to give foster children a sense of worth, bring comfort and provide a light of hope for a brighter future, one backpack at a time. Pockets of Hope is a nonprofit organization located in Sartell, MN, serving those wherever they are able to help, in and around Stearns and Todd County and throughout Central Minnesota.

For additional information about the Pockets of Hope, visit www.pocketsofhope.org.

About Felling Trailers, Inc. Felling Trailers is a family-owned and operated Full Line Trailer Manufacturer located in Central Minnesota. Started in 1974, Felling Trailers, Inc. has grown from a small shop to a factory and office complex that today covers over 349,000 square feet. Felling's pride and differentiation is its customized trailer division. Its engineers utilize the latest Industry-leading design techniques, and its experienced metal craftspeople use cutting-edge technology to turn its customers' conceptual trailer needs into tangible products. Felling has been providing innovative trailer solutions to the transportation industry for over 45 years. Felling Trailers' current capabilities allow them to provide a high-quality product that is distributed across North America and internationally. Felling Trailers, Inc. is an ISO 9001 Certified Quality Management System Company, WBENC-Certified WBE, and an Equal Opportunity Employer.

For more information, contact 1.800.245.2809, sales@felling.com, or visit them on the web at www.felling.com. Follow them on Twitter (@FellingTrailers), Facebook (Felling Trailers, Inc.), and Instagram.

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U.S. Patent Approved for Felling Trailers’ Air Bi-Fold Ramps System

SAUK CENTRE, Minn. — Felling Trailers, Inc. was recently awarded a U.S. patent grant for their Air Bi-fold Ramps System, U. S. Patent 11,613,197. The Air Bi-fold Ramps system was first introduced to the construction and paving industry at the 2020 CONEXPO-CON/AGG show. The Air Bi-Fold Ramps system was featured on Felling's 25-ton FT-50-3 LP, a tri-axle low-profile flatbed tag trailer.

Filing for a U.S. patent is an extensive process, taking anywhere from two to three years from start to finish. Felling’s VP of Engineering worked with a Registered Patent Agent to complete the many steps in the process, from patent search to application to acceptance. Once a U.S. Patent is granted, it remains in effect for a period of twenty years from the original filing date. The patent protects the intellectual property of the air bi-fold ramps system design, preventing others from creating, making, or selling a similar product.

“The patent helps to protect our invention and maintain Felling Trailers’ presence in the marketplace as innovative solutions provider both today and in the future,” said Patrick Jennissen, Felling Trailers’ VP of Sales & Marketing.

Few manufacturers in the marketplace offer an Air Bi-Fold Ramp system, let alone with the functionality that Felling's offers. A key feature of Felling's design is the operation of the flip ramp. The flip ramp locks out fully when extending, preventing scraping or marring of the ground, which is undesirable, especially if it's a new surface of any kind.

Another key feature is Felling' controlled flow air ramp technology, which provides for soft ground contact of the ramp, keeping new surfaces free from being damaged.

The Air Bi-Fold Ramps are 45" wide by 11' (7.5' +3.5') wood inlaid. For over a decade, Felling Trailers has offered air ramps with available lengths of 6’ to 8’. The 11’ Air Bi-Fold ramps were designed to accommodate the load angle necessary for loading cumbersome low-clearance equipment such as paving equipment and directional drills. The Air Bi-Fold ramps’

length provides the operator with a gentler, more gradual incline to provide ease in loading/unloading with its 9.5º load angle with the option of air ride suspension when the air is dropped. Felling Trailers’ Air-Ramp technology allows operators to use the tow vehicles’ onboard air system to power the ramps, eliminating the maintenance of an onboard electric/ hydraulic system. Furthermore, the patented technology allows for minimal ground contact when deploying/retracting the ramps to reduce damage to new pavement when loading/ unloading. “These ramps are available on a wide range of air brake-equipped trailers and allow the safe loading of most paving equipment with ease. Air-operated ramps are far more reliable than those powered by an electric/hydraulic pump, making it a clear choice for many paving crews,” said Nathan Uphus, Felling Trailers’ Sales Manager. The patented air bi-fold ramps system is currently available on 20, 22.5, 25, and 30-ton tag series with plans to expand into the semi-trailer lines. ■ About Felling Trailers, Inc. Felling Trailers is a family-owned and operated Full Line Trailer Manufacturer located in Central Minnesota. Started in 1974, Felling Trailers, Inc. has grown from a small shop to a factory and office complex that today covers over 349,000 square feet. Felling's pride and differentiation is its customized trailer division. Its engineers utilize the latest Industry-leading design techniques, and its experienced metal craftspeople use cutting-edge technology to turn its customers' conceptual trailer needs into tangible products. Felling has been providing innovative trailer solutions to the transportation industry for over 45 years. Felling Trailers' current capabilities allow them to provide a high-quality product that is distributed across North America and internationally. Felling Trailers, Inc. is an ISO 9001 Certified Quality Management System Company, WBENC-Certified WBE, and an Equal Opportunity Employer.

For more information, contact 1.800.245.2809, sales@felling.com, or visit them on the web at www.felling.com. Follow them on Twitter (@FellingTrailers), Facebook (Felling Trailers, Inc.), and Instagram.

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Ridewell Suspensions' Millsap to Retire, Cravens Gets Promotion SPRINGFIELD, Missouri — Ridewell Suspensions has announced a leadership change to take place on June 30, 2023. John E. Millsap, President of Ridewell will be retiring after 28 years of service.

"Ridewell is an outstanding company and I could not have asked for a better place to be," said Millsap about his career at Ridewell, "and this company just gets better every day."

Justin Cravens is currently the Vice President of Sales at Ridewell and is set to move into Millsap's position upon his departure.

"Justin has been a great asset to Ridewell for over 20

John Millsap

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years, and he is well positioned to take this Company to the next level," said Millsap "and with him at the helm, they will enjoy tremendous success." ■ About Ridewell Suspensions Ridewell Suspensions manufactures air ride suspensions for the Truck, Trailer, and Bus industries. The company was founded in 1967 by John Raidel and continues to be a family-owned corporation now in its third generation.

For more information, contact Stephanie Anoa'i at (417) 833-4565.

Justin Cravens

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