Tracks: May/June 2023

TRACKS CO V E R S TO R Y

IN THIS ISSUE

Everything's Bigger in Texas: 2023 NATM Convention & Trade Show Breaks Records Page 12

CO N V E N T I O N

Industry Leaders Take Home NATM Awards at Convention Page 16 E D U C AT I O N

Celebrating Trailer Safety Week as Dealers Page 58 MEMBERSHIP

Diamond C Recognized for Charitable Programs Page 64

The Official Publication of the National Association of Trailer Manufacturers

May/June 2023 Volume 36 • Issue 3

President’s Report › › › › › › › › › › › › › › › › › › › › › 4 Headquarters Report › › › › › › › › › › › › › › › › › › › 6 Chinese Imports Heightened Scrutiny Continues › › › › › › › › › › › › › › › › › › › › › 8 Member Invitation to Regulatory Roundup, Capitol Hill Visits › › › › › › › › › › › › › › › › › › › › › 11 NATM Recognizes 2023 Convention & Trade Show Award Winners › › › › › › › › › › › › › › › › › › › › › › › 16

Booth Selection Process for 2024 Convention & Trade Show › › › › › › › › › › › › › › 37 Statistical Surveys Recognizes Growing Companies at 2023 Convention › › › › › › › › 40 Statistically Speaking › › › › › › › › › › › › › › › › › 43 Learn More About the Health Care Price Comparison Tool › › › › › › › › › › › › › › › › › › › › › 44 Clicklease Debunks Tailer Financing Myths › › › › › › › › › › › › › › › › › › › › › › 47 How VMI Programs Benefit Manufacturers › › › › › › › › › › › › › › › › 49

CO V E R S TO R Y

IN THIS ISSUE

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

ON THE COVER

Contents Table of

TRACKS Everything's Bigger in Texas: 2023 NATM Convention & Trade s Show Breaks Record Page 12

CO N V E N T I O N

Home Industry Leaders Take n NATM Awards at Conventio Page XX E D U C AT I O N

Clicklease Debunks Trailer Financing Myths Page XX

MEMBERSHIP

d Diamond C Recognize for Charitable Programs Page XX

May/June 2023

The Official Publication

of the National Association

rs

of Trailer Manufacture

Volume 36 • Issue 3

2023 NATM Convention & Trade Show Breaks Records Page 12 Cover photo by Savana Morrison Interim Executive Director Alex Stowe speaks with a convention attendee about NATM's Compliance Verification Program.

Diamond C Recognized for Charitable Programs › › › › › › › › › › › › › › 64

Convention & Trade Show Sponsors › › › › › 24

Tire Record Keeping Requirements › › › › › 52

Galeo Pro Makes Top 100 New Product List › › › › › › › › › › › › › › › › › › › › › 75

Workshops Cover Wide Range of Topics at 2023 Convention › › › › › › › › › › › 25

Why You Should Enroll Your Dealerships as Dealer Affiliates › › › › › › › › › › › › › › › › › › › › 54

Wil-Ro Named Top Workplace for Second Year › › › › › › › › › › › › › › › › › › › › › › › 76

NATM Returns to Las Vegas for 2024 Convention & Trade Show › › › › › 34

Celebrating Trailer Safety Week as Dealerships › › › › › › › › › › › › › › › › › › › › › › › › 58

1st Year Anniversaries › › › › › › › › › › › › › › › › › 81

2024 Convention & Trade Show Developing Schedule › › › › › › › › › › › › › › › › › 36

HD Trailer Utilizes Convention Compliance Training › › › › › › › › › › › › › › › › › › 60

STAFF

OFFICERS

DIRECTORS FEB. 2022 - FEB. 2025

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

President Marco Garcia • U-Haul International, Inc.

Charles Daugherty • Red Fern Dynamics

Interim Executive Director Alex Stowe • Alex.Stowe@natm.com

Vice President Andy Derr • M.H. Eby, Inc.

Assistant Director Meghan Ryan • Meghan.Ryan@natm.com

Treasurer Nathan Uphus • Felling Trailers

Nathan Uphus • Felling Trailers

Marketing Director Savana Morrison • Savana.Morrison@natm.com

Associate Member Representative John Kerr • Marsh & McLennan

DIRECTORS FEB. 2023 - FEB. 2026

Compliance Manager Scott Crimmins • Scott.Crimmins@natm.com

Past President Marty Lorick • Triple Crown Trailers Inc.

Jon Devitt • Midwest Industries, Inc.

Senior Compliance Consultant Sean Sloan • Sean.Sloan@natm.com

Welcome New Members › › › › › › › › › › › › › › › 82 Press Releases › › › › › › › › › › › › › › › › › › › › › › 84

Andy Gehman • MGS Incorporated Daniel Luby • BoatMate Trailers, Inc.

Bill O'Hara • Dexter

Jeff Jones • Statistical Surveys, Inc. DIRECTORS FEB. 2021 - FEB. 2024

Dustin Miller • Cross Trailers, Inc.

Leo Akins • Forest River, Inc.

Mike Story • LOOK Trailers

Member Outreach Specialist Scott Simons • Scott.Simons@natm.com

Andy Derr • M.H. Eby, Inc.

Michael Etheridge • Wylie & Son, Inc.

Membership & Events Coordinator Catie Rutkowski • Catie.Rutkowski@natm.com

John Kerr • Marsh & McLennan Agency

Compliance Consultant Aaron Langer • Aaron.Langer@natm.com

Rick Huddleston • White River Marine Group

Administrative Services Coordinator Abby Wiebler • Abby.Wiebler@natm.com Bookkeeper Sherry Palmeroni • Sherry.Palmeroni@natm.com

About this publication: Tracks Volume 36, Issue 3 May/June 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

East Penn

NINGBO JINGYI MACHINERY

Manufacturing Co., Inc. › › › › › › › › › › › › › › › › › › › › › › › › 38

MANUFACTURING CO., LTD › › › › › › › › › › › › › › › › › › › › › › 3

ElkRiver Trailers › › › › › › › › › › › › › › › › Inside Back Cover

Norstar Trailers, LLC › › › › › › › › › › › › › › › › › › › › › › › › › › › 67

EQ Systems › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 14-15

Optronics International › › › › › › › › › › › › › › › › › › › › › › › › 27

H.E. Parmer Company, Inc. › › › › › › › › › › › › › › › › › › › › › › 79

Peerless Industrial Group › › › › › › › › › › › › › › › › › › › › › › 38

Heskins, LLC › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 73

PPG › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 56

Hometowne Capital › › › › › › › › › › › › › › › › › › › › › › › › › › › 87

Ridewell Suspensions › › › › › › › › › › › › › › › › › › › › › › › › › 55

Hutchens Industries, Inc. › › › › › › › › › › › › › › › › › › › › › › › › 9

Roto-Fab Inc. › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 45

IDC Spring › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 80

Stillwell › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 72

Kenda/Americana Tire

The Raynor Company › › › › › › › › › › › › › › › › › › › › › › › › › › 28

A.L. Hansen Mfg. Co. › › › › › › › › › › › › › › › › › › › › › › › › › › › 22 Affiliated Resources, Inc. › › › › › › › › › › › › › › › › › › › › › › 57 Aluminum Line Products Co. › › › › › › › › › › › › › › › › › › › › 5 Apex Trailer Parts › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 74 ASA Electronics › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 42 Canadian Load Divider Dollies Inc › › › › › › › › › › › › › › 80 Clicklease › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 46 Coe Press Equipment › › › › › › › › › › › › › › › › › › › › › › › › › 63 Craftmark › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 10

& Wheel Corporation › › › › › › › › › › › › › › › › › › › › › › › › › › › 2

Demco › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 23

LaVanture Products Company › › › › › › › › › › › › › › › › › › 62

Dexter › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 7, 78

LINK Trailer Parts › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 61

DK2 Warrior Wenches › › › › › › › › › › › › › › › › › › › › › › › › › 50

Lippert › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 29

Eagle Hydraulic Inc. › › › › › › › › › › › › › › › › › › › Back Cover

Napoleon/Lynx › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 43

TecNiq › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 29 Tie Down Engineering, Inc. › › › › › › › › › › › › › › › › › › › › › 48 TOWKING › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 59 Wire Works Technologies, Inc. › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 39

KENDA HAS YOU COVERED.

Kenda Americana Tire & Wheel controls the quality from design to manufacturing through assembly and warehousing all within our Kenda family of companies.

Visit Americanatire.com for sizes, styles and to learn more. ©2023 Kenda Tires. All rights reserved.

2

May/June 2023

www.NATM.com

TRACKS

PRESIDENT'S REPORT

President’s Report

By Marco Garcia, U-Haul International, Inc. It is an honor and privilege to begin my term as President of the National Association of Trailer Manufacturers (NATM).

I'd like to take the opportunity in my first President’s Report to celebrate our past before we look forward.

Thank you to Marty Lorick, Triple Crown Trailers, Inc., our outgoing president, for his dedicated efforts during his years at the helm. Luckily, Marty will continue to serve as Past President. Congratulations to our new Vice President Andy Derr, M.H. EBY, Inc., and Treasurer Nathan Uphus, Felling Trailers. I look forward to continuing to work with these industry leaders, the rest of the board, and the NATM committee members.

For those of you that do not yet know me, I am Marco Garcia, U-Haul International, Inc. I have served on the NATM Board of Directors since 2016 and I have previously served on NATM’s Technical, Technology, Finance, and Convention committees.

My term kicked off in February coinciding with the annual NATM Convention & Trade Show. The sold-out show in Fort Worth saw record attendance, and these numbers are indicative of the vital role that the event plays in sourcing supplies, components, and services for trailer manufacturers. Thank you to all those who attended. It was great to see so many of our members together!

A very big thank you to our 2023 sponsors. Without the support of the companies that sponsor the Convention & Trade Show, NATM could not put such an event together at reasonable rates for attendees. Providing education and a one-stop shop for growing relationships and reinvesting in existing ones is one of the many vital services NATM provides for the industry. In-person education offers a unique opportunity to ask questions of experienced professionals and grow from the input of industry peers in a way written instruction does not. In addition, seeing the latest products in the industry and meeting with nearly 220 exhibitors all in one place presents tremendous cost and time savings for trailer manufacturers.

For more information about the 2023 Convention & Trade Show, turn to Page 12. Are you looking forward to the next big event? Turn to Page 34 for details on the upcoming 2024 Convention & Trade Show in Las Vegas, Feb. 13-15, 2024. For more information about the event, including exhibiting and sponsoring, contact NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com.

It was great to meet so many manufacturers, suppliers, and dealers at the convention. Dealers play a crucial role in communicating trailer safety to end-users, which is why NATM welcomed them to participate as affiliates in the Association. As part of the Association’s continuing efforts to improve consumer knowledge of trailer safety, the Association will hold Trailer Safety Week (TSW) June 4-10, 2023. Trailer Safety Week is a national awareness campaign that aims to educate end-users on trailer safety, 4

May/June 2023

including safe towing practices and maintenance.

NATM encourages all member companies to participate in this year’s Trailer Safety Week at whatever level of engagement they feel comfortable. Please consider signing up to be a Trailer Safety Week Ally and sharing the official TSW Communications Kit. This pre-crafted kit includes social and blog posts, ready-to-use graphics, and banner ads for the website. Or, take it a step further by being a Trailer Safety Partner or Champion. Visit www.TrailerSafetyWeek. com/interest to sign up. For more information about participating in TSW this year, turn to Page 58.

NATM is only successful thanks to our hardworking members who are committed to safety and compliance. If you are interested in becoming more involved or interested in learning more about becoming a member, do not hesitate to contact the Association at NATMHQ@natm.com.

I look forward to serving as President of NATM over the next two years. I am confident that we will be able to continue our successes in improving safety as well as supporting the economic health of the light- and medium-duty trailer industry and its businesses. Thank you to all of you, NATM’s members, for your dedication and support.

Without your membership dues, advertising support, sponsorship, and participation in the Compliance Verification Program, we would have never been able to achieve as much as we have over the last 36 years. ■ Marco Garcia www.NATM.com

5

TRACKS

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

Headquarters M AY/ J U N E 2 0 2 3

REPORT

By Alex Stowe, NATM Interim Executive Director

We are quickly approaching the halfway mark for the year, and I think it is important to look back on what the Association has accomplished so far, along with what amazing opportunities exist for the rest of 2023. The 2023 NATM Convention & Trade Show was an incredible success with over 1,500 attendees. This led to a second straight year of record-breaking trailer manufacturer attendance. Seeing the industry back together again and celebrating award winners was a great way to spend my first convention. Read more about the Convention and award winners on Pages 12 and 16. NATM has received some incredibly positive feedback on the Convention, and we cannot wait to see you all again in February of 2024.

Mark your calendars now for Feb. 13-15, 2024 in Las Vegas — for more information about the 2024 Convention & Trade Show, turn to Page 34! As always, a special thank you to our 2023 sponsors who make the Convention possible.

In line with our newly adopted strategic plan, NATM is in the process of identifying and hiring new staff for the Association. This is an amazing opportunity for NATM to continue to grow and increase our benefits for all our member types. NATM is looking to grow our educational resources with new staff focused on education, through both the NATM Academy and other educational programming such as webinars and articles, increase our brand awareness with a new marketing coordinator, and provide more member-focused events with the assistance of new events staff. This is a great time to be a part of NATM, and I am honored to be able to assist in finding the individuals who will help our Association grow and better serve our membership.

In terms of current Association events, final preparations for Trailer Safety Week, June 4-10, are underway. NATM will be utilizing video content to support end-users in the safe and proper use of their trailers as well as educate end-users and dealers on the importance of the NATM decal in roadway safety. It’s not too late to join the movement! Allyship is as easy as copy and paste as our marketing staff has done a great job of building content that can be shared directly to members’ social media. Visit www.TrailerSafetyWeek. com to sign up as an Ally or learn more on Page 58.

6

May/June 2023

NATM’s Government Affairs Committee is excited to return to Washington for the Regulatory Roundup this September 19-20, 2023. Meeting with federal legislators and educating them about the impact of the industry on their communities, as well as industry priorities, is the most effective way to shape the legislative arena in the industry which you all work. Not only communicating your commitment to trailer safety but also advocating for opportunities for support of those initiatives as well as the need for large-scale support to improve workforce development and close the skills gap is key to the long-term success of the industry.

If you are interested in participating in the Regulatory Roundup, please reach out to NATMHQ@natm.com.

Last year, the Association completed a large overhaul, transitioning its member database and website to a new provider. Thanks to the hard work of staff, NATM members, prospective members, and other interested parties can now use our more user-friendly and up-to-date website. Advertisers can also expect better metrics for their reach as well as increased exposure with a more functional site. As NATM’s membership continues to expand, including an expanded dealer affiliate base, member companies can receive competitive advertising pricing with a growing industry reach. To find out more about the advertising opportunities available, visit www.

NATM.com/advertising.

The year ahead is full of promise and opportunity.

NATM Committees, the Board, and staff are hard at work to bring members more of what they need as they grow and prosper.

If you have any feedback for the Association or would like to get more involved, please reach out at (785) 272-4433 or NATMHQ@natm.com. ■

Alex Stowe Interim NATM Executive Director

www.NATM.com

RELY ON DEXTER

FROM WORK TO WEEKEND It's easier to face the daily work grind with an eye on weekend fun. Having a reliable trailer that functions for both work and play makes getting to the weekend much smoother.

So, even when you can't see the components under your trailer, details and quality matter. More than just assembled in the USA, Dexter's rugged and dependable product lines allow you to focus on the destination, not your trailer running gear.

For over 60 years, Dexter has worked with you to provide superior products that withstand heavy work use and weekend fun.

W W W. D E XT E R G R O U P.CO M

CHECK OUT THE

VIDEO!

7

TRACKS

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

Chinese Imports Heightened Scrutiny Continues

By Brody Garland, K&L Gates

The combined economic pressures of supply chain congestion, workforce participation shortages, and tariffs on the importation of certain goods have all taken a considerable toll on manufacturers and importers alike in the last few years. Recently passed legislation that proposed banning the importation of goods produced by forced labor also has the potential to produce equally detrimental consequences across multiple industries.

President Joe Biden signed the Uyghur Forced Labor Prevention Act (UFLPA) on Dec. 31, 2021. The law went into effect on June 21, 2022. Essentially, UFLPA bans the importation of goods produced (wholly or in part) in the Xinjiang Uyghur Autonomous Region (XUAR) of China, unless the importer establishes by “clear and convincing evidence” that those goods were not produced by forced labor.

Pursuant to the new law, U.S. Customs and Border Protection (CBP) will presume goods: (1) coming from XUAR; (2) coming from an entity on the UFLPA Entity List; or (3) incorporating components from XUAR, are made with forced labor. The presumption also applies to goods made in, or shipped through China and other countries that include inputs made in the XUAR. If an importer’s shipment is detained and/or the importer is unable to provide evidence to rebut the presumption or their documentation is not sufficient, the importer is allowed to export the goods.

The CBP approaches the issue of banning the importation 8

May/June 2023

of goods pursuant to UFLPA in two different ways.

The first approach involves consideration of whether an exception to the UFLPA presumption is warranted, and the other involves consideration of whether the goods in question are outside the scope of UFLPA. In cases in which the CBP Commissioner determines that an importer has complied with UFLPA requirements (e.g. the importer has responded to all CBP requests for information), and there is clear and convincing evidence that the goods were not made wholly or in part with forced labor, the CBP Commissioner will determine that an exception to the presumption is warranted and the CBP will release the merchandise.

In cases where the CBP detains a shipment and subsequently determines that the information provided by the importer demonstrates that the merchandise is outside the scope of the UFLPA because it lacks a connection to the XUAR or to an entity on the UFLPA Entity List, CBP will release such shipments.

Regardless of the intent of the law, UFLPA promises to stimulate multiple unintended consequences related to the importation of foreign goods. With many questions still remaining related to how importers can properly demonstrate that they should fall outside the scope of UFLPA provisions, careful planning will be required to ensure compliance and prepare for unplanned delays in their supply chains. ■ www.NATM.com

The Difference is Durability. The Quality is Hutchens.

Visit www.hutchensindustries.com for more information.

The Difference is Durability. The Quality is Hutchens.9

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TRACKS

Member Invitation to September Regulatory Roundup, Capitol Hill Visits

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 and 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,

www.NATM.com

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 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 and Capitol Hill Visits will help build on that success and help NATM educate members of Congress about the trailer manufacturing industry.

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. You can also found more information at natm.com/events. ■

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A star made up of cowboy hats greeted Convention attendees in the Fort Worth Convention Center. Photo by Samantha Darling LaCount.

Everything’s Bigger in Texas: 2023 Convention Breaks Records

By Meghan Ryan, NATM Assistant Director

T

he hotly anticipated National Association of Trailer Manufacturers (NATM) 2023 Convention & Trade Show celebrated enormous success as it returned to Fort Worth, Texas, in February. The event celebrated significant attendance records, and it was clear that trailer manufacturer attendees were hungry to find new supplier solutions thanks to years of supply chain disruptions and shortages.

“Together NATM, its members, and the entire light- and medium-duty trailer industry are proud of the work we do to improve the safety of the U.S. roadways through our Compliance Verification Program and Trailer

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Safety Week efforts,” said Past President Marty Lorick of Triple Crown Trailers, Inc. “But, it’s the NATM Convention & Trade Show that brings the greatest direct benefit to the success of companies in this industry — including small and large businesses alike. This show brings hundreds of suppliers to one convenient location, which allows trailer manufacturers to shop for everything they need in one place.

The last few years have been hard on the industry with supply chain shortages, delays, and price increases. The ability to connect with hundreds of component suppliers and service providers in a single place within two www.NATM.com

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Inc. “NATM is the only not-for-profit in this industry that offers reputable safety resources and needed education, and this year’s educational lineup of workshops were excellent for all the members who participated in the workshops, technical forums, and the trade show floor.”

The following workshops were offered to attendees in 2023:

Technical Forums: ›

What’s New in Paint Pretreatment

›

Unlocking the Hidden Cost of Welding

›

Trailer Stability, Load Line Placement, and Design Considerations

›

Emerging Trends in Trailering; NATM Compliance Program Overview

Educational Workshops:

Attendees check out the display brought in by Champion Hoist & Equipment. Photo by Savana Morrison. days is not a convenience, but a necessity for businesses.”

›

How to Handle Accelerated Inflation Price Increases

›

From Turnover to Retention: Keeping Top Talent

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Hedging and Risk Management for Metal Commodities

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Government Affairs Update

Overall attendance of the 2023 show reached record-breaking levels with 1,514 registrants — a 40% increase in registrations in one year alone. Trailer manufacturer registrations exceeded all past attendance with 475 attendees and 218 individual trailer manufacturing companies (a 9% increase).

“We have gotten several new accounts and orders from this show, and it is directly attributable to the traffic in Fort Worth. Frankly, it is the best result that I have seen in a decade. It’s pretty exciting,” said exhibitor Bob Roden, of H.E. Parmer Company, Inc., following the event.

The NATM trade show floor featured 220 exhibiting companies (a 24% increase in one year) with 340 booths (a 37% increase in one year). The show also featured 44 brand-new exhibitors.

Members speak with NATM President Marco Garcia (right) at the Newcomer Orientation.

The New Member Promotion brought in nearly 100 new trailer manufacturer attendees to tour the show. The New Member Promotion offered two complimentary full registrations, two complimentary spouse/partner registrations, and two complimentary hotel room nights. If you are interested in helping new trailer manufacturers attend and would like to grow your company exposure, including personalized invitations to visit your booth for future NATM Convention & Trade Shows, contact NATM Assistant Director Meghan Ryan for information about sponsorship at Meghan.Ryan@natm.com

NATM is keeping the momentum moving forward and is already planning ahead for the 2024 Convention & Trade Show. NATM is pleased to be headed back to the South Point Hotel, Casino & Spa in Las Vegas, Feb. 13-15, 2024. For more information about NATM’s 2024 Convention & Trade Show, including sponsorship opportunities and exhibit space, turn to Page 34.

“The NATM Convention & Trade Show brings the best and brightest in the industry together,” said newly instated NATM President Marco Garcia of U-Haul International,

Questions about the show sponsorship opportunities or exhibit space? Contact Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or call (785) 272-4433. ■

www.NATM.com

Photo by Samantha Darling LaCount.

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Jacob Crabb Receives 2023 Outstanding Young Professional Award

By Meghan Ryan, NATM Assistant Director The Outstanding Young Professional Award recognizes the accomplishments of young individuals in the trailer manufacturing industry. This year’s recipient has trailers in his blood and a dedication to service with already 15 years in the industry as a young professional. The recipient is a true difference maker and dealer in fueling the growth and success of Diamond C team members, customers, and the trailer industry. The 2023 Outstanding Young Professional Award recipient is Jacob Crabb of Diamond C Trailer Manufacturing.

Crabb was born into the Diamond C Trailer family in 1988. His real trailer experience began in 2007, and ever since, he has made a name for himself in the industry. Coined “The Trailer Nerd” on social media, he has invested countless hours in getting to know and understand other trailer users throughout North America. Crabb shares his knowledge, passion, and pro-tips for trailer user’s growth and success online and through a multitude of direct end-user and dealer relationships. With 15 years of experience in leading sales, marketing, and customer service functions within Diamond C, Crabb uses his understanding of the customer’s needs and desires to help drive ongoing innovation and product development at Diamond C. NATM looks forward to his input and expertise as he continues to help shape the future of the Association and supports the industry. ■

NATM Past President Marty Lorick (left) presents Jacob Crabb with the 2023 NATM Outstanding Young Professional Award.

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John Kerr Receives 2023 Ed Freel Membership Award

By Meghan Ryan, NATM Assistant Director The Membership Award was established in 2000 to recognize members who went above and beyond on behalf of NATM in recruiting new members. From 2000 to 2007 the award was given to Ed Freel of KampCo Steel Products, Inc. and thus was renamed the Ed Freel Membership Award in his honor.

This year, the Ed Freel Membership Award was given to John Kerr of Marsh McLennan Agency. Kerr tirelessly advocates for the Association, serving on many NATM committees, the Board of Directors, and the Executive Committee. He is regularly in contact with NATM about prospective members and often has already laid the foundation for membership ahead of Association outreach. Kerr’s tenure in the trailer industry has been illustrious and during that time he has amassed a vast network of friends, not just customers.

Kerr has helped to open the door for NATM amongst these friends and has helped grow NATM programming and benefits for over a decade. His commitment to the mission of NATM and his belief in membership and the mission of NATM have been an integral part of our recruiting efforts.

"NATM has been successful because of the work of so many before me," Kerr said. "I am proud to continue their efforts and contribute in some way to the success of the NATM and the trailer manufacturing industry. I truly appreciate the award and recognition!" ■

NATM Past President Marty Lorick (left) presents John Kerr with the 2023 NATM Ed Freel Membership Award.

www.NATM.com

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Bonnie Radjenovich, Brenda Jennissen Receive 2023 Pam O’Toole Trusdale Woman in Manufacturing Award

By Meghan Ryan, NATM Assistant Director The Pam O’Toole Trusdale Woman in Manufacturing Award, aptly named after NATM’s long-time Executive Director, seeks to celebrate the accomplishments and contributions of women in the industry, an often-untapped talent pool. This year, it was awarded to two highly deserving sisters that have served in the industry for decades and serve as part owners for three separate trailer manufacturing companies. The recipients of the NATM Pam O'Toole Trusdale Woman in Manufacturing Award for 2023 are Bonnie Radjenovich and Brenda Jennissen of Felling Trailers, GPS Trailers, and Larson Cable Trailers.

Radjenovich, Vice President of HR and Co-Owner at Felling Trailers, in Sauk Centre, Minnesota, has been working for the family business since 2007. Radjenovich grew up watching her parents work hard and grow the Felling Trailers business and takes pride in hearing how great the trailers are manufactured and how long they last. She and Jennissen took over from their parents, Merle and Kathy Felling, in 2012. In 2021, Felling Trailers acquired Larson Cable Trailers in Huron, South Dakota. That same year, they purchased GPS Trailers in Thomasville, Georgia, as a separate entity.

“People are aware that my sister and I have run the company with our spouses too, so I have to give a little bit (of credit) to them, but it’s fun to be recognized for that in an industry full of men,” Radjenovich said.

When Radjenovich started with the family business in 2007 there were 90 team members. Today, Felling employs 285 team members, along with 36 at Larson and 24 at GPS. Over the last couple years, Radjenovich’s department grew the Latino team member count from less than twenty to sixty-five today. She prides herself on having a talented, inclusive, and diverse team. She led the initiative of outsourcing payroll and the implementation of a robust HRIMS in 2013. Radjenovich and her family were honored to receive two family business awards in 2012 and 2017 from Twin Cities Business Magazine.

Jennissen, co-owner, President, and CEO of Felling Trailers was born and raised in the construction equipment industry and family business with her sister. Their parents started Felling Trailers in 1974. Manufacturing and repairing trailers for construction equipment and any other equipment that needs to get from point A to point B led Jennissen to notice every trailer she passes by since a young age and puts a smile on her face when she sees Felling Trailers parked on a job site or in use. With her sister and their team, they acquired Larson Cable Trailers and GPS Trailers and serves as co-owner and president.

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NATM Past President Marty Lorick (from left) presents Bonnie Radjenovich and Brenda Jennissen with the 2023 NATM Pam O’Toole Trusdale Woman in Manufacturing Award.

Under Jennissen’s leadership, Felling Trailers received two family business awards from the University of St. Thomas, Sauk Centre Area Chamber of Commerce’s 2018 Business of the Year and Top 3 Honoree in 2017, 2019, and 2020, 2019 Citizen of the Year, and was named an “Under 40 Construction Equipment finalist” in 2019.

“It’s incredibly humbling and we’re honored. More than anything though I think it’s just a reminder of the importance of mentoring our youth — boys and girls — and really helping to identify their passions and then that way they can really come into their own and hit their full potential,” Jennissen said. “We have two brothers as well and a lot of people are surprised that the daughters got involved in the business and took it over. I guess if anything it’s just the importance of leaving those preconceived perceptions behind and realizing that it’s the person and what the passion is, their potential, and being able to nurture that. Bonnie and I, as sisters and with our passions, we see that in other people too and that’s what we strive to do. Regardless of who you are or where you came from, just to treat everyone with respect and have them just really develop into who they are and hit their potential.” ■ www.NATM.com

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Cary Kronebusch Receives 2023 Outstanding Associate Member Award

By Meghan Ryan, NATM Assistant Director The Outstanding Associate Member Award is presented to an individual from an Associate member company who has made outstanding contributions to NATM. The winner of the 2023 Outstanding Associate Member award is Cary Kronebusch of Peerless Industrial Group.

Kronebusch is the OEM Business Development Manager at Peerless Industrial Group. He has spent the last few years volunteering on NATM’s committees and raising awareness of key trailer safety information on the topic of cargo control.

He presented at the 2022 July Onsite NATM Technical Committee meeting and provided educational awareness of cargo securement options and the risks involved with trailering. Kronebusch and Peerless support NATM’s national Trailer Safety Week efforts by supplying key education to end-users.

Featured on the TrailerSafetyWeek.com website, Peerless offers information on cargo load factors, cargo securement regulations, and cargo equipment information.

Kronebusch continues to support NATM through exhibiting, participating in committee work, and attending its educational programming. Kronebusch’s willingness to share insights and his perspective has made him a vital part of NATM’s Technical Committee and the Association as a whole.

"I'm grateful," Kronebusch said. "The NATM Outstanding Achievement Award recognition is truly meaningful because it's presented by an excellent, dedicated organization that is backed by equally dedicated and excellent group of members." ■

NATM Past President Marty Lorick (left) presents Cary Kronebusch with the 2023 NATM Outstanding Associate Member Award.

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William Craig Receives 2023 Outstanding Member Award

By Meghan Ryan, NATM Assistant Director The Outstanding Member Award is presented to an individual who has made outstanding contributions to NATM and the trailer manufacturing industry. The 2023 recipient of the Outstanding Member Award is William Craig of U-Haul International, Inc. Craig is an engineer at U-Haul International, Inc. in Phoenix. There, he works to gain a deep understanding of automotive products and their lifecycle. As a dedicated student and automotive enthusiast, Craig has conducted post-graduate research in autonomous vehicles, lean manufacturing, electric vehicles, and data science. Additionally, he is a Certified Fire and Explosion Investigator, ASE Master Technician, and holds a BSE in Electrical Engineering. His interests include powerlifting, modifying vintage Toyotas, and applying his studies to make the roads safer.

Craig’s efforts in the trailer industry embody the mission of NATM through his educational efforts to improve trailer safety and performance and provide educational tools to the industry. Of particular note is his work educating the industry on trailer design considerations, theoretical models, and real-world testing. William presented at the 2022 July Onsite NATM Technical Committee and Board Member meeting on these crucial aspects of manufacturing.

Craig presented a workshop at the 2023 NATM Convention & Trade Show diving into just some of his areas of expertise. To read more on his presentation as well as the other 2023 workshops, see Page 25.

Craig’s technical expertise and willingness to contribute to discussions during Technical Committee meetings has been incredibly valuable to NATM. His passion for improving traffic safety and elevating the trailer industry is one to be celebrated. ■

NATM Past President Marty Lorick (left) presents William Craig with the 2023 NATM Outstanding Member Award.

If you know of members you’d like to nominate for these awards, nominations for the 2024 awards can be sent to NATM Membership & Events Coordinator Catie Rutkowski at Catie.Rutkowski@natm.com.

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LANE Trailer Receives 2023 Innovation Award

By Meghan Ryan, NATM Assistant Director NATM members exemplify great feats of creativity and innovation in the areas of technological advancement, green practices, and workforce development, and we celebrate these achievements with the NATM Innovation Award. The 2023 winner of the NATM Innovation Award is LANE Trailer Mfg. Co. of Boone, Iowa.

LANE Trailers has increased their production efficiency through new equipment, including the addition of: a C & G Systems High-Definition plasma table, Ermak 176-ton CNC press brake, LDR Motion Systems CNC plasma tube cutter that increases the efficiency of manufacturing cable trailer main frames, and the installation of two robotic welding cells that can build one reel trailer every hour. Their software upgrades include the Autodesk Inventor offers finite element analysis, 3-D sales modeling and improved prints which improves repeatability and efficiency of products.

LANE Trailers has advanced their products, including the production of Auto Locking Reel Trailers, which feature a patented clamping mechanism that eliminates manually locking safety pins and clamping reel bar. Additionally, they have added a lighted reel bar height system that provides a visual warning for users.

In the area of green practices, LANE Trailers has much to speak of. LANE Trailers has installed numerous solar panels that produce a combined 74,264 kilowatts of electricity and prevent over fifty tons of CO2 from being created annually.

LED lights have replaced all incandescent lights and all welders run more efficiently. Air purification methods have been amplified with their installation of a CNC plasma water table, ACCU Pulse MIG welding, Miller Capture 5 Machines, and Ceiling Mount Donaldson machines that capture 95% of weld fume particles. The company also has an extensive recycling program and was awarded the Waste Reduction and Recycling Award by the Boone County Chamber of Commerce.

LANE Trailers has made concerted efforts to build ties with their community and raise the next generation of the trailer industry workforce. They have a high school outreach program and serve on the Career & Technical Education Advisory Council (CTE), which provides industry input for local schools, approves standards for CTE programs, and recommends equipment, machinery, and technology for welding programs. LANE has both paid yearlong internships and paid summer internships for graduating seniors that have led to jobs directly out of high school — a major win for students and employers alike. To diversify their prospective network of employees, LANE participates in Veteran Outreach initiatives by partnering with Home Base Iowa, which focuses on hiring veterans. LANE Trailers also has hosted onsite Trailer Safety Week events and has been a longtime advocate for the NATM and its educational initiatives.

NATM Past President Marty Lorick (left) presents Logan Mesenbrink of LANE Trailers with the 2023 NATM Innovation Award.

LANE Trailer’s efforts to become greener, improve efficiency, locally grow welders in the community, and automate processes are a fantastic example of innovation in the trailer industry. ■ www.NATM.com

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Jeff Gray (left in background) and Scott Crimmins (right in background) presented during Technical Forum 4. Photo by Samantha Darling LaCount.

Workshops Cover Wide Range of Topics at 2023 Convention

By Samantha Darling LaCount, NATM Tracks Editor

The National Association of Trailer Manufacturers (NATM) 2023 Convention & Trade Show Workshops and Technical Forums were well attended. Selected with hotbutton topics in mind, attendees took full advantage of this year’s lineup of informative workshops.

Workshops 1 and 2 were both presented by Jim Pancero.

Pancero is a Dallas-based, nationally-recognized sales and sales leadership consultant and trainer. He was brought back to the NATM Convention by popular demand. For over 40 years Pancero has worked with distributors, equipment manufacturers, and business services companies strengthening their team’s selling effectiveness and overall sales results.

Pancero has helped the full spectrum of sales teams from two-person companies up to some of the largest companies including John Deere, Caterpillar, and Kioti Tractors.

Workshop Session 1: How to Handle Accelerated Inflation Price Increases In Workshop Session 1, Pancero presented a fourstep plan for handling inflation prices.

1. Get ahead of any buyer challenges by being more predictive and proactive Pancero lays out four levels of customer service. The baseline is assumed. You did something the customer assumed you would do anyway. The second is expected. You did something www.NATM.com

expected, like offering a coupon when a customer has a complaint. The third level is impressive, and the fourth is amazing. Being proactive instead of simply reactive is the key to reaching impressive and amazing levels of service.

Pancero shared a story of taking his car to get serviced. He got the "your car is ready" message and came in to pick it up.

He was told his car wasn’t ready but they were going to be giving him a free car wash. The employee may have thought he was going above and beyond, but Pancero explained the flaw in his logic. He had not even delivered the assumed or expected level of service — that his car was ready when he was told it was. This was a reactive attempt at supporting the customer. Now if this had gone in a different order, Pancero gets the message later than expected. He shows up to get his car and the employee apologized for the delay, hands him the keys, and says they gave him a car wash for his trouble — this is impressive. This is the subtle difference between reactive, lower-level customer service and proactive, high level service.

2. To counter price challenges, focus on strengthening your value and support messaging Price is not always the number one priority, Pancero says.

Pancero explained it as a large cross street with a gas station on three corners. Customers won’t make multiple turns even when they see the lower price on the opposite

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Continued from Page 25 corner. Customers are willing to spend more to make their lives easier. Pancero says customers are willing to pay more for a trailer if the service is better than competitors.

3. The more challenging your pricing or delayed deliveries, the more critical it is to get your senior management talking to your customers Pancero says this is an impressive or even amazing level of service and it can be easy. If a sales associate is already planning a call or visit, briefly have a senior management member call in over Zoom. They can listen to their concern, explain the plan of action, and then let the sales member take it from there. It’s a quick and easy way to really wow customers. A pro tip from Pancero: The larger the issue, the higher up the management member.

4. Improve your team’s persuasive skills dealing with an angry buyer While it’s tempting to avoid an angry customer, Pancero says companies should do the opposite. If there are challenges, communication should be increased. He also says you have to listen to the customer. Pancero 26

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ABOVE: Stacy Ettinger with K&L Gates gives attendees an update on trade actions impacting U.S. business.

TOP LEFT: Bill Pharmer with Airgas presents during Technical Forum 3.

BOTTOM LEFT: A Convention attendee speaks with Ryerson staff including Nick Webb (second from right) following his presentation on metal commodities.

Photos by Samantha Darling LaCount.

recommends asking questions to diffuse anger and get customers thinking logically versus emotionally. He says it’s likely that the first question you ask will get an answer made up of 90% emotion and 10% logic. The more you ask, the higher the logic percentage will get. Pancero explains ultimately you will have to let them do some venting before you can move onto problem-solving, but use that time to really listen and understand the problem.

“Better service levels are when you initiate and not just respond to what the customer asks. If a customer asks for something and you give it to them, they’re not going to see that as exceptional service because they had to ask,” Pancero said. “Today, to be effective and to be competitive, we have to be more of an initiator than a

Continued on Page 30

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Continued from Page 26 responder. We need to get our management involved talking to customers, and we need to be sharing a value.

That can help you sell and keep satisfied customers even with all these disruptions and price increases.”

Workshop Session 2: From Turnover to Retention Keeping Top Talent First and foremost to keep employees you must pay them fairly, Pancero says. You must know the market and what others are paying and you must be willing to pay a competitive wage. You also have to be willing to negotiate.

Next, you must ensure your managers are good at managing.

Pancero presented a staggering statistic, according to a study by DDI, a leadership consulting firm, 57% of employees quit their job specifically because of their boss.

So what makes someone a boss people want to work for?

“The job of a sales manager is to help every one of your people achieve more than they would have achieved if just left alone,” Pancero said.

Pancero says here it is essential to be proactive rather than reactive. A manager who meets regularly with each member of their team is going to know their team’s challenges sooner and more intimately than one who sits back and waits for the team to bring the problems forward.

He says the “my door is always open” approach isn’t going to be as effective as regularly scheduled check-ins.

A manager should be seen less as the head salesperson and more as the head selling coach. Pancero says a manager can’t help lead the team through the weeds if they’re down in the thick of it too.

“The head of GM is not going to make any cars today and their not going to sell any,” Pancero said. “That’s not their job.”

Pancero says the foundation of effective sales leadership is being a better coach. They should be building up, nurturing, encouraging, and guiding the team rather than just telling them what to do or how to do it.

“The reality is we’re in a high-change marketplace. I remember a statistic I saw recently said that for every one person looking for a job, there are two jobs available. So we’re all dealing with this labor inadequacy that’s hitting the markets. What do you do about it? Well, there are certain things we can’t control. We can’t control how many people are available in the market, but we can control how favorable we look to that market. This is really a management issue. It's not a lack of employment issue and what we do to make our place be more positive, be more affirming to our workers, be more supportive, give them more training, make it a more valued place to work — these are all things that can help you retain people.”

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Convention attendees sit in on one of the workshops offered at the 2023 NATM Convention & Trade Show.

Photo by Samantha Darling LaCount.

Workshop Session 3: Hedging and Risk Management for Metal Commodities Workshop Session 3 was presented by Nick Webb, the Director of Risk Management and Commodity Hedging at Ryerson. Prior to this position, Webb spent almost a decade as a commodity broker at Wells Fargo, Newedge, and Jefferies, where he structured trading and hedging solutions for miners, mills, distributors, end-users, and even hedge funds. He also started the ferrous brokerage desks at all three firms before joining Ryerson to manage commodity, foreign exchange, and interest rate risks for both the company and its customers. Webb earned his BSBA in Finance from Ohio State with a minor in Economics.

Webb first delved into how the market looks overall. He says 2022 was a tough year in markets. The nation is looking at a possible recession and manufacturing growth has been slowing.

Webb says interest rates are likely to stay higher for longer as everyone deals with the uncertainty of how high will they go. He also says there is some good news. Peak inflation may be in the rearview and the job market is remaining strong. www.NATM.com

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William Craig (left) and Marco Garcia, both with U-Haul International Inc., present information on trailer stability, load line placement, and design considerations. Photo by Samantha Darling LaCount.

Commodity prices have peaked and wages remain high.

Webb then narrowed the focus and says the aluminum market is perking up. Prices fell off after the sky-high early 2022 peak but they appear to be back on the climb. Webb says trades are positioned bullish, although less so than they were in 2021. Warmer weather has been kind to smelters in the natural gas and power market and lower gas and power prices may be able to entice new aluminum production.

Workshop Session 4: Government Affairs Update Workshop Session 4 was an update from NATM partner K&L Gates about NATM’s work on Capitol Hill and what can be expected in 2023.

This workshop was presented by Brody Garland, a government affairs analyst at K&L Gates and NATM’s government affairs representation. His scope of work includes transportation, infrastructure, and maritime policy issues. The second presenter was Stacy Ettinger. Ettinger is a partner in K&L Gates’ Washington, D.C. office. Her practice covers www.NATM.com

international trade, including trade investigations, tariff action, customs rulings, and beyond. Ettinger has over 25 years of experience working with U.S. and foreign businesses and foreign governments on international trade matters.

As NATM’s government affairs partner, K&L Gates works to assist the Board and members in efforts to coordinate with Congress and other federal agencies. They track legislation and regulations that impact Association member businesses and the industry overall. They engage with members of Congress and key staff on behalf of NATM and the Association's priorities.

Over the past year, K&L Gates had over 150 interactions with congressional outreach, engaged with more than 65 member offices, and attended 18 events or fundraisers on behalf of NATM and the NATM PAC. Looking forward, Garland says K&L Gates wants to help increase NATM's presence on Capitol Hill and with federal agencies. Finding dedicated federal funding for NATM’s Trailer Safety Week is a key focus. He also said they will be keeping a close watch on side underride guard regulations will be

Continued on Page 32

May/June 2023

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Continued from Page 31 important to prevent negative impacts on the industry.

Some of the key goals for 2023 include participation with the DOT Underride Committee and a House resolution recognizing Trailer Safety.

Ettinger’s focus was on trade actions impacting U.S. business.

She discussed ongoing trade actions impacting imports, new and continuing executive actions, new U.S. manufacturing incentives, and the change in control in Congress and the impact on trade.

K&L Gates recently presented a webinar with NATM covering trade actions impacting U.S. business. Scan the QR Code on this page and click on "On-Demand Webinars" to view this and other past webinars.

The NATM Convention & Trade Show also hosted 4 Technical Forums — workshops with a more technical focus. These were all also well attended with Technical Forum Four being so popular that much of the audience was left with standing room only.

Brody Garland with K&L Gates presents a government affairs update. Photo by Samantha Darling LaCount.

Technical Forum Session 1: What’s New in Paint Pretreatment

Technical Forum Session 2: Unlocking the Hidden Cost of Welding

The What’s New in Paint Pretreatment technical forum was presented by Michael Burbey and Brian List. Burbey is the North American Integration Manager for General Metal Finishing at Atotech USA. He specializes in the integration of various finishing processes into a wide range of manufacturing processes. Burbey has over 40 years of experience and is an expert in advanced corrosion protection systems. He develops zinc and zinc alloy processes in combination with a variety of topcoats and is responsible for identifying opportunities to combine many coating layers to be able to offer hybrid systems that will meet new and future finishing requirements.

Unlocking the Hidden Cost of Welding was hosted by Airgas and presented by Bill Pharmer. Pharmer is a National Sales Manager of the Advanced Fabrication Program by Airgas. Bill is a CWS-certified Welding Supervisor, QSSP Qualified Safety Specialist, and International TCL Technical Community Leader for Air Liquide. He has 40 years of welding, cutting gas, and supply distribution experience.

List is MKS Atotech’s Global Product Director for Paint Support Technology. He has 37 years of experience with Atotech focused on metal cleaning and paint pretreatment and has held numerous positions including Research & Development, Product Management, Technical Support Manager, and Product Specialist. Prior to joining Atotech, List received a chemistry degree from Hillsdale College.

This forum focused on how the latest generation of pretreatment chemistry can improve corrosion protection and provide a lower cost.

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This technical forum focused on how welding inputs can impact welding costs, and how small, hidden differences can have a great impact on the overall cost of welding.

Technical Forum Session 3: Trailer Stability, Load Line Placement and Design Considerations Forum 3: Trailer Stability, Load Line Placement and Design Considerations, was presented by William Craig with U-Haul International, Inc. Craig is a member of U-Haul Engineering Services. He’s an electrical engineer, a fire and explosion investigator, and an ASE master technician. He has training and experience in accident investigation. www.NATM.com

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that can’t be done 100% of the time taking into consideration human factors, the second item of the hierarchy is to guard against failures. The third way is to warn the end-user, which Craig says is an important step but not the most effective.

The safety life cycle is a process of evaluating an engineering problem or design that allows you to look at your design with a different lens and build safety into it.

Craig says he follows the steps: define objectives, identify hazards, evaluate risk, control hazards verify controls, accept or reject controls, and document controls.

Human factors engineering involves designing things humans use, like trailers, with human capabilities, limitations, and characteristics in mind. Craig says the five commonly accepted categories of human factors are cognitive, physical, social, cultural, and emotional.

Building a safe system isn’t fool-proof since human errors exist, Craig says, so safely manufactured trailers can still be used in unsafe ways. Factoring in potential human errors and keeping the five human factor categories in mind can help you build an even safer product.

Marco Garcia, Director of Engineering Services with U-Haul International, Inc. and NATM President, gave a trailer dynamics overview. The forum ended with a group exercise on trailer design pertaining to sway.

TOP: Jim Pancero engages with the audience during one of his two presentations at the 2023 NATM Convention.

BELOW: Michael Burbey and Brian List with Atotech USA present information on tire construction and fundamentals. Photos by Samantha Darling LaCount.

Craig also has made outstanding contributions to NATM and the industry and was awarded the 2023 Outstanding Member Award at the Convention. To read more about Craig and other award winners, see Page 16.

This presentation discussed the support for the adoption of universal load line symbols on trailers and why, when, and where this decal would be used. This included an overview of the historical context of engineering regulations, safety hierarchy, safety life cycles, human factors, and use-inspired design.

“The purpose of putting a load line decal on a trailer is to instruct your customer on how to correctly load that trailer so that it is dynamically stable when driving,” Craig said. “However, there’s a greater context. We cannot simply use a decal and put everything on the customer. We have a responsibility to design a system that will encourage the customer to behave in a safe way.”

Craig presented an array of tools available for manufacturers and engineers to help build trailers with customer safety in mind.

Part of this is understanding safety hierarchy. The top, most effective way to achieve safety is to build a safe system. Since www.NATM.com

Technical Forum Session 4: Emerging Trends in Trailering; NATM Compliance Program Overview This forum covered two topics, the first was Emerging Trends in Trailering and was presented by Jeff Gray of ASA Electronics, LLC. Gray is the Vice President of the Trailer Division at ASA. He has been with ASA for 20 years working primarily in the RV segments and growing exposure to the trailer industry. ASA Electronics has been involved with NATM since 2018, and Gray joined the NATM Technology Committee in 2019. Gray says he was honored to be asked in 2021 to Chair the committee and continue to do so into 2023. ASA is a design and engineering company of mobile electronics and serves commercial vehicles, agriculture, power sports, heavy equipment, marine, RV, and trailer markets.

An NATM Compliance Program Overview (CVP) was presented by Scott Crimmins, NATM’s Compliance Manager.

Crimmins is a graduate of Washburn University with a major in Finance. His experience in the casualty and property insurance claims industry is applicable to his role as a compliance consultant as he has conducted many appraisals on damaged property including automobiles, RVs, semitractors, and trailers. He has been with NATM for five years.

Crimmins' presentation covered an overview of the CVP and the 10 most failed items in 2022. This list includes providing tire warranty and registration cards; front and rear clearance lamps; and safety chains or cables not being properly installed.

For any questions regarding the CVP, contact Compliance@natm.com. ■ May/June 2023

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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 opens 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 will open 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 non-members will be allowed to choose booth space beginning Sept. 5.

For more information about the booth selection process, turn to Page 37.

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 34

May/June 2023

trailer manufacturer whose company has not attended in the last five years? Are you a Dealer Affiliate? You may qualify for NATM’s New Attendee Promotion!

The New Attendee Promotion includes two complimentary full registrations, two spouse/partner registrations, and up to two complimentary hotel room nights 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.

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 Assistant Director Meghan Ryan at Meghan.Ryan@natm.com or call (785) 272-4433. ■ www.NATM.com

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2024 NATM Convention & Trade Show Developing Schedule South Point Hotel, Casino & Spa, Las Vegas Monday, February 12

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

Tuesday, February 13

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

8:30 a.m. – 7:00 p.m.

Registration

Wednesday, February 14

4:00 p.m. – 5:00 p.m.

Exhibit Hall Trade Show Reception

6:00 p.m. - 9:00 p.m.

TBD Networking Event

9:30 a.m. – 11:00 a.m.

Room: TBD Workshop Session 1 9:30 a.m. – 11:00 a.m.

Room: TBD Technical Forum Session 1 11:15 a.m. – 1:30 p.m.

Room: TBD Awards Lunch & Keynote Speaker Noon – 6:00 p.m.

Exhibit Hall Exhibitor Move In 2:00 p.m. – 3:45 p.m.

Room: TBD Workshop Session 2 2:00 p.m. – 3:45 p.m.

Room: TBD Technical Forum Session 2 3:45 p.m. – 4:30 p.m.

Room: TBD NATM PAC Reception***

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7:00 a.m. – 4:30 p.m.

Registration 7:30 a.m. – 11:00 a.m.

Exhibit Hall Exhibitor Move In

Thursday, February 15 9:00 a.m. – Noon Registration

8:00 a.m. – 9:30 a.m.

Room: TBD Workshop Session 3

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

8:00 a.m. – 9:30 a.m.

Room: TBD Technical Forum Session 3

Noon – 5:00 p.m.

Exhibit Hall Exhibitor Move Out

9:30 a.m. – 10:00 a.m.

Coffee Break 10:00 a.m. – 11:00 a.m.

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

***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 preapproval.

www.NATM.com

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Convention attendees man booths and 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, and a wastebasket.

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

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

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$5,500 – $7,499 –June 6-11

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$2,500 – $5,499 – June 12-18

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$1,000 – $2,499 – June 19-25

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$250 – $999 – June 26-July 4

www.NATM.com

›

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. ■ May/June 2023

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CARGO CONTROL P R O D U C T S

PROVEN EVERYWHERE TRAILER TOWING

HAULING

RIGGING

MOVING

SECURING

www.peerlesschain.com 38

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www.NATM.com

We build to your exact specifications!

Onsite PVC Injection Molding - S.A.E. and Custom Molds Wire Harness Assembly • Terminating and Splicing Wire Cutting • Braiding or Looming • Wire Marking • Testing

www.wireworksonline.com

Visit us on

WIRE WORKS TECHNOLOGIES, INC. • 1034 20th Street • Menominee, MI 49858 • (906) 863-6149 • Fax: (906)-863-6882 39

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Statistical Surveys Recognizes Growing Companies at 2023 NATM Convention

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National Trailer Sales Manager for Statistical Surveys, Inc., Jeff Jones (from left) presents Joe Kiefer and Jerry Holmes, both with Darkhorse Cargo, with a Statistical Survey Award alongside Marty Lorick, NATM Past President.

Jeff Jones (from left) presents Jim Langland, with Maxxim Industries, with a Statistical Survey Award alongside Marty Lorick.

Manufacturers with the Largest Market Share Increase for 2022

Largest Manufacturers by Number of New Trailer Registered for 2022

•

All Trailers — Interstate Group

•

All Trailers — Carry-On Trailers

•

Open — Texas Pride Trailers

•

Open — Carry-On Trailers

•

Enclosed — Darkhorse Cargo

•

Enclosed — Novae Corporation

•

Horse — C & B Quality Trailer Works, Inc.

•

Horse — Trails West MFG of Idaho

•

Livestock — Maxxim Industries

•

Livestock — Gooseneck Trailer Mfg

•

Boat — C E Smith Co. Inc

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Boat — White River Marine

May/June 2023

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Jeff Jones (from left) presents Eric Blackwell with Carry-On Trailers, with two Statistical Survey Awards alongside Marty Lorick.

Jeff Jones (from left) presents Mark Humphrey with Gooseneck Trailer Mfg, with a Statistical Survey Award alongside Marty Lorick.

Jeff Jones (from left) presents Mike Story with Novae Corporation, with a Statistical Survey Award alongside Marty Lorick.

Jeff Jones (from left) presents Rick Huddeston with White River Marine, with a Statistical Survey Award alongside Marty Lorick.

www.NATM.com

May/June 2023

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Bringing smart technology to the job site. iN•Command® Control Systems for Trailers are revolutionizing the professional-grade trailer by giving you control of key functions from your smartphone. The iN•Command Trailer app eliminates the need for wired remote controls and key fobs to control hydraulic lifts, latch and momentary auxiliary functions, monitor battery levels, and perform light checks.

iN•Command Trailer ASA Electronics, LLC

For more information, scan this code

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Visit in-command.net or contact Jeff Gray at jgray@asaelectronics.com.

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Statistically Speaking

By Jeff Jones, Statistical Surveys, Inc. Registration for the light- and medium-duty trailer industry was down -19.7% in December 2022. 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

Dec. 2022

Jan. - Dec. 2022

1

Tennessee

75.0%

Industry

-19.7%

-19.2%

2

South Carolina

-6.6%

Open

-22.4%

-20.1%

3

Montana

-10.5%

Enclosed

-9.8%

-19.0%

4

North Dakota

-10.9%

Livestock

-12.2%

-18.3%

5

Utah

-11.4%

Horse

-19.6%

-16.3%

Boat

-23.4

-16.6%

Industry registrations for 2022 are down 19.2% over 2021.

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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RAMP ASSISTS & SERVICE PARTS

Ask about our custom engineered options.

(Ohio)

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Custom Engineered. Custom for You. www.NATM.com

May/June 2023

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

Health Care Price Comparison Tool: Resources to Help Employees Make Informed Decisions on Healthcare Services Submitted by Marsh McLennan Agency

As health care costs continue to rise, employers are continually looking for resources to help employees make cost-effective decisions when receiving health care services, which can also help contain health plan costs. The newly required price comparison tool may be provided through your health insurance carrier or Third Party Administrator (TPA) and is intended to provide useful easy-to-use tools for employees evaluating their healthcare options. The following provides information regarding the federal requirement to make the tool available and resources the tool provides.

Effective for plan years beginning on or after Jan. 1, 2023, group health plans and health insurance issuers must make an internet-based price comparison tool available to participants, beneficiaries, and enrollees. This requirement comes from the Transparency in Coverage Final Rules (TiC Final Rules) that were issued by the Departments of Labor, Health and Human Services, and Treasury in November 2020.

According to the departments, this tool will provide consumers with real-time estimates of their cost-sharing liability from different providers for covered items and services, including prescription drugs, so they can shop and compare prices before receiving care.

Action Steps Most employers will rely on their health insurance issuers or TPAs to develop and maintain the price comparison tool and provide related disclosures in paper or over the phone upon request. Employers with fully insured health plans should confirm that their health insurance issuer will comply with the price comparison tool requirements, beginning with 2023 plan years, and ensure this compliance responsibility is reflected in a written agreement.

Similarly, employers with self-insured plans should reach out to their TPAs (or other service providers) to confirm they will be in compliance by the deadline and update agreements, as necessary, to reflect this responsibility.

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Affected Plans Group health plans, including self-insured plans and level-funded plans, and health insurance issuers of individual and group coverage are subject to the price comparison tool requirement.

However, grandfathered health plans, excepted benefits (for example, limited-scope dental and vision benefits), and shortterm, limited-duration insurance (STLDI) are NOT required to provide the price comparison tool. In addition, account-based group health plans, such as HRAs, health FSAs, and HSAs are not subject to the price comparison tool requirement.

How the Tool Works: According to the departments, the price comparison tool will enable individuals to obtain real-time, accurate estimates of their potential cost-sharing liability for covered items and services they might receive from different providers. Having access to this information will allow them to understand and compare health care costs before receiving care.

The price comparison tool must allow users to search for cost-sharing information for a covered item or service by entering certain information: a billing code or descriptive term (for example, “rapid flu test”); the in-network provider’s name if a user wants cost-sharing information for a specific in-network provider; and certain other relevant factors, such as the location of service, facility name, or dosage. The price comparison tool must provide real-time responses based on cost-sharing information that is accurate at the time of the request. Responses must include the following information: ›

An estimate of the individual’s cost-sharing liability for the covered item or service;

›

The individual’s accumulated amounts (that is, the amount of financial responsibility the individual has incurred at the time of the request, with respect to a deductible or an out-of-pocket limit); www.NATM.com

E D U C AT I O N

›

The in-network rate;

›

The out-of-network allowed amount if the request for cost-sharing information is for a covered item or service furnished by an out-of-network provider;

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For items or services subject to a bundled payment arrangement, a list of the items and services included in the bundled payment arrangement for which cost-sharing information is being provided;

›

A notification, whenever applicable, that coverage of a specific item or service is subject to a prerequisite (for example, prior authorization, concurrent review, or step therapy);

www.NATM.com

›

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A disclosure notice that communicates certain information in plain language, such as a statement about the possibility of balance billing from out-of-network providers and a statement that the cost-sharing estimate is not a guarantee that benefits will be provided for that item or service.

Note that the departments have developed a draft model disclosure that plans and issuers can use (but are not required to use) for these disclosure requirements.

If you have questions regarding the health care transparency – price comparison tool legislative requirement and helping your employees understand how to access and use price comparison tools provided through your insurance carrier or TPA, contact Kyndal Clark @ kyndal.clark@marshmma. com or Lisa Clark @ lisa.clark@marshmma.com. ■

May/June 2023

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TR RA A CC K KS S T

Clicklease Debunks Trailer Financing Myths

By Samantha Darling LaCount, NATM Tracks Editor

The National Association of Trailer Manufacturers (NATM) hosted the Senior Vice President of Marketing at Clicklease Jordan Barker for a webinar on Jan. 19.

Barker presented to Association members five trailer financing myths he says you shouldn’t believe.

Myth one: Customers already know their financing options before they walk on the lot Barker says that is not always the case. According to Clicklease’s data, 56% of shoppers would be more likely to purchase a trailer that day if they were shown a variety of payment options. It also showed that customers who access financial information before purchasing, like on the company’s website, were three times more likely to spend more with less regret.

“What exactly is your customer trying to do? What’s the goal? Why do they need the equipment? What are they looking to do with that trailer?” Barker said. “That allows the sales rep to be able to tailor that conversation so that maybe they came in the door thinking that they’re going to buy equipment A, but they thought that equipment B was out of their reach from a financial perspective, so now all the sudden maybe they’re going to look at a different piece of equipment. Maybe they buy additional equipment.”

Myth two: Financing doesn’t affect close rates Barker shared in the presentation that 50% of small business owners say financing options influence their business decisions. A survey conducted by Clicklease found that 30% of customers said without financing options, they would have otherwise walked away empty-handed.

“Because, when they have options, they might change the way they operate their day-to-day business. Whether they decide to purchase equipment today or six months from www.NATM.com

now can all be influenced by those conversations around financing,” Barker said. “Instead of saving or instead of using their cash that they want to preserve because there’s uncertainly right now from an economic perspective, if they knew that something was affordable, that they could get the equipment today that would generate revenue for them today as opposed to waiting six to 12 months down the road, it changes the way a business owner thinks and some of the decisions that they’re going to make day to day.”

Myth three: Customers need great credit to get approved According to Clicklease data, 57% of small business owners wish they had more financing options and 30% of customers have sub-prime credit. Barker says that while good credit helps, many flexible financing options are available.

“Maybe they know that they don’t have the best credit, so even though you might have signage all over your store, all over your website, they might be hesitant to even bring that up, because they’ve been declined in the past, and so they’re embarrassed to talk about the fact that maybe their credit isn’t great,” Barker said. “It's important to have a few different options that will be able to provide a wide breadth of financial solutions as your customers come in the door so you’re not having to turn away business. They know they need that piece of equipment they just need a solution that will make that piece of equipment affordable for them.”

Myth four: It’s always better for customers to pay with cash or credit Barker shared that 29% of Americans don’t have a credit card. That’s even higher for Americans under 35 with 47% reporting they don’t have credit cards.

Continued on Page 48

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Barker’s 3 Tips to Make the Most of Financing

Continued from Page 47 “If you’re relying on someone to walk in onto the lot and be able to use a credit card, depending on the makeup of your audience, that may be a significant chunk of customers that just simply don’t have that as an option because they don't have a card,” Barker said.

1. Talk about financing early and often

Financing options can also free up customers’ cash they were intending to spend on a large purchase for other expenses.

3. Don’t default to cash or credit

Myth five: Financing is basically the same for all customers Clicklease data shows that 40% of businesses don’t qualify for financing from traditional lenders. In addition, 83% of purchasers say financing options help them make buying decisions. Barker stresses that this doesn’t mean completely upending your current partnerships, but diversifying.

“Not every customer that walks in door, comes to your website, is going to be in the exact same financial situation,” Barker said.

“You might have a partner that fits really well for customers with excellent or stellar credit, but you might need another solution for customers who maybe don’t have great credit, maybe they haven’t been in business for a long period of time.”

2. Cover all your bases

Barker says Clicklease has been shown to increase average order value by 32% and drive 39% more sales. Clicklease strives to provide fast and simple trailer financing for small businesses, he says.

“We really think of ourselves as a sales tool,” Barker said.

“There is an opportunity here to be able to drive more sales as a result of offering a financial solution like Clicklease.”

Jordan Barker is the Senior Vice President of Marketing at Clicklease. He has more than 14 years of experience working with small businesses, including running his own small ad agency. He can be reached at jbarker@clicklease.com.

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

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Photo submitted by Specialty Bolt & Screw.

Optimizing Inventory Management: How VMI Programs Benefit Manufacturers Submitted by Ashley Rannikko, Director of Marketing & Communications for Specialty Bolt & Screw

Managing fastener hardware and other commodity parts can be a time-consuming and costly endeavor for trailer manufacturers. Although small and inexpensive, fasteners are critical components that can consume valuable time, effort, and cash flow in any manufacturing setting. In trailer manufacturing, it is particularly challenging to effectively track and manage inventory levels. As a result, many trailer manufacturers find themselves buried in inventory, which takes up valuable space in their warehouse or manufacturing floor, or they experience stockouts that can cause bottlenecks in their assembly lines or even shut down production altogether.

Fortunately, there is a solution that can help trailer manufacturers streamline their inventory management process and improve their bottom line: Vendor Managed Inventory (VMI) programs. There are many benefits of VMI programs that can help trailer manufacturers optimize their inventory management.

What is Vendor Managed Inventory (VMI) Vendor Managed Inventory Programs, or VMIs, are a type of supply chain management model that can be tailored to meet the specific needs and cultures of trailer manufacturers.

These programs can be effective in managing large SKU counts of C commodities, which can be time-consuming and challenging to track. With VMI programs, the supplier takes responsibility for managing inventory levels for the manufacturer, including monitoring inventory levels, placing www.NATM.com

orders, and replenishing stock as needed based on usage rates.

To implement a successful VMI program, it's crucial to share information between the client and the supplier. The manufacturer provides usage data and forecasts to the supplier, who uses the data to plan and manage inventory levels. This ensures that the manufacturer has the necessary parts, in the appropriate quantities, and at the right time, while minimizing excess inventory and stockouts. Ultimately, a VMI program can help to reduce the touches and improve efficiencies in the flow of material all the way to the production line.

Types of VMI Programs Trailer manufacturers have unique cultures and requirements that require tailored VMI programs to suit their environment.

Despite this, there are generally several categories that these programs can be placed into. Below are some of the most common types of VMI programs that trailer manufacturers can implement based on their specific needs and preferences.

Point-Of-Use VMI: In this model, the VMI supplier maps the production floor to understand where each part is used on the production line. Then, through data validation, the vendor sets up a system of reorder points and reorder quantities for specific parts at various bins along the line.

Continued on Page 51

May/June 2023

49

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Continued from Page 49 This model provides the assembly technician with their product needs as close as possible and is most effective in reducing downtime spent searching for the right part.

Central Stock VMI: Similarly to point-of-use, the VMI supplier validates the various part needs in production. However, instead of parts being delivered directly to the work cell, a centralized point of stock is created. This method is popular when the needs of production are constantly changing, and space constraints don’t allow for inventory right on the line.

A centralized stocking location can also provide the benefit of fewer days-on-hand compared to a point-of-use program.

Stock and Release VMI: For those manufacturers that prefer a higher level of involvement and control over the flow of inventory, a stock and release method is a great option. As with the first two methods, a specific list of parts to manage is agreed upon. Also, as with the other options, the VMI supplier establishes recurring and dynamic stock at their facility. The manufacturer can then release this designated inventory as needed and per their specific needs and requirements with the confidence that their parts will also be in stock and readily available.

Benefits of VMI Programs Implementing a VMI program can bring several advantages to trailer manufacturers. The most significant benefits are in acquisition and possession costs: Reduced Inventory Costs: VMI programs can help trailer manufacturers reduce inventory costs by ensuring that they have the right parts, in the right quantities, at the right time. This minimizes excess inventory and the associated costs of storage, handling, and obsolescence.

Increased Efficiency: Helps trailer manufacturers improve their production efficiency by reducing stockouts and minimizing the time spent on inventory management.

This allows manufacturers to focus on their core competencies and build their products more efficiently.

Improved Product Quality: Improves product quality by ensuring that manufacturers have access to high-quality fasteners that meet their specifications. This can reduce the risk of product defects and recalls, which can be costly and damaging to a manufacturer's reputation.

Better Supply Chain Visibility: Provides trailer manufacturers with better visibility into their supply chain, including inventory levels, usage rates, and delivery times. This can help manufacturers make more informed decisions and improve their overall supply chain performance.

Stronger Supplier Relationships: Requires a high level of collaboration and trust between the supplier and the manufacturer. This can lead to stronger supplier relationships and improved communication, which can be beneficial for both parties. www.NATM.com

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Steps for Implementing a VMI Program Implementing a VMI program requires careful planning and coordination between the supplier and the manufacturer. Here are some key steps involved in implementing a successful VMI program: Choosing a partner: The first step in implementing a successful Vendor Managed Inventory program is to carefully choose a partner that can meet your specific production and cultural needs. It is important to select a partner who can provide the necessary fasteners and implement a VMI program that enhances your production without sacrificing workplace flow. When choosing a supplier, look for one with experience in manufacturing VMI, a strong track record in customer service, a background that supports your growth, and a high degree of accountability. It is important to avoid suppliers who do not understand your business, as this can severely hinder your production process.

Determine your inventory needs: The first step in implementing a VMI program is to determine your inventory needs. This includes identifying the fasteners that you use most frequently and estimating your usage rates. This information will be used to develop a VMI plan that meets your specific needs.

Define your VMI program: Work with your supply partner to define your VMI program. This includes determining the types of fasteners to be included, the frequency of deliveries, and the methods for tracking and reporting inventory levels.

Establish communication protocols: Communication is key to the success of a VMI program. Establish communication protocols with your supplier, including regular meetings and reports to review inventory levels, usage rates, and delivery performance.

Monitor and evaluate performance: Once your VMI program is in place, monitor and evaluate performance regularly.

This includes tracking inventory levels, usage rates, and delivery performance. Use this information to identify areas for improvement and make adjustments as needed.

Vendor Managed Inventory programs can bring significant benefits to trailer manufacturers by improving inventory management, reducing costs, and increasing efficiency.

By partnering with a supplier that specializes in VMI, manufacturers can focus on what they do best - building highquality trailers - while leaving the management of fasteners to the experts. If you're interested in learning more about implementing a VMI program for your trailer manufacturing business, please contact Keith Underwood, Vice President of Business Development, at Specialty Bolt & Screw.

Contact Keith Underwood, VP of Business Development, by email at sales2@specialtybolt.com, call (413) 7896700, or visit Specialty Bolt & Screw’s website at www. specialtybolt.com. Specialty Bolt & Screw Headquarters is located at 235 Bowles Road, Agawam, MA 01001. Specialty Bolt & Screw has been a member of NATM since 2022.

To suggest Tracks article topics or submit educational content of your own, contact Tracks Editor Samantha Darling LaCount at Samantha.Darling@natm.com. ■ May/June 2023

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Do You Know Your Tire Recordkeeping Requirements?

By Alex Stowe, NATM Interim Executive Director

Where to Locate a TIN on a Tire

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F

or purposes of NATM’s Compliance Verification Program (CVP), members are required to follow both Department of Transportation regulations relating to tire recordkeeping, as well as the three-step process voted on by NATM’s Board of Directors in July of 2019. The Department of Transportation’s regulations relating to tire recordkeeping can be found in 49 CFR §574.8 through 574.10. The main way these recordkeeping requirements will impact members depends on whether or not members are shipping your trailers with tires attached to the trailer or not, but please note that in either situation members will have to maintain certain records. Additionally, a member’s tire distributor should be providing members with a TIN form/ card that can be given to end consumers and mailed back to a member’s tire manufacturer with relevant TIN information for the tires on the trailer.

www.NATM.com

E D U C AT I O N

Selling or Shipping Trailers with Tires Attached For members who are either selling trailers with tires attached directly to consumers or selling them to dealers with tires attached, members will be required to have a method in place to match trailer VIN information to the corresponding TINs of the tires that are attached to the trailer. The graphic above can assist with locating the TIN for tires members are using.

Once the TINs have been located, members will be required to record and store this data, either in digital or paper copy to ensure members have access to those records. The intent of these recordkeeping requirements is to ensure that trailer manufacturers can assist in locating tires in the event of a recall.

one of three methods must be used for completing TIN forms and providing them back to the member’s tire manufacturer: 1.

At the time of sale, a pre-completed TIN form must be provided to the purchaser with the TINs for each tire attached to the trailer, the form must have the member’s name and street address for identification purposes of the tire manufacturer;

2.

At the time of sale, the member can gather the purchaser’s name and address, the TINs for each tire attached to the trailer, and also the member’s name and street address for identification purposes of the tire manufacturer. After the TIN form is completed, the member will ship this back to the tire manufacturer under this option; or

3.

The member may electronically transmit the following information on tire registration by any means authorized by the tire manufacturer, the information must include the purchaser’s name and address, the TINs for each tire attached to the trailer, and the member’s name and street address for identification purposes of the tire manufacturer.

Shipping Trailers without Tires Attached For members who are shipping trailers to dealers without tires attached, a system will still need to be in place to track the batches of VINs and TINs that are being sent to specific dealers, as a requirement of NATM’s Compliance Verification Program.

The relevant information relating to this requirement can be found in the NATM Guidelines section B-7 dealing with tires.

In July of 2019, the NATM Board of Directors approved the following three step process that NATM Members must comply with to be in full compliance with the NATM Compliance Verification Program’s tire recordkeeping requirements: 1.

A method of matching VINs and TINs, which could include batches of VINs and TINs,

2.

A method for keeping a record of those matches,

3.

Proof that the trailer manufacturer is forwarding partially completed TIN forms to dealers.

TRACKS

For members who are shipping trailers without tires attached, you must meet the requirements listed above from the July 2019 NATM Board of Directors Meeting, which include: 1.

Having a method in place for matching batches of TINs and VINs that are sent to dealers;

2.

A system in place to keep track of those batches; and

3.

Proof that the member is sending along partially completed TIN forms to their dealers.

For reference, this is an example of an incomplete TIN form below.

In this scenario, members will be responsible for tracking TINs and VINs that are sent to specific dealers. Dealers will be responsible for attaching tires to trailers, so there is no CVP requirement that manufacturers under this option keep track of which specific tires ended up on a trailer.

TIN Forms from Tire Distributors Under the Department of Transportation regulations, a member’s tire distributors should be providing them with a TIN form or card that can be mailed back to them for each trailer purchased. If your tire manufacturer is not providing the TIN form or card, the trailer manufacturer must request the form/card from so that it can fulfill its obligation in providing the cards as outlined below.

For members who are selling trailers directly to consumers, www.NATM.com

For more information about the NATM Compliance Verification Program, contact NATM Compliance Team at Compliance@natm.com or call (785) 272-4433. ■ May/June 2023

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Why You Should Enroll Your Dealers in NATM's Dealer Affiliate Program

By Scott Simons, NATM Membership Outreach Specialist

The National Association of Trailer Manufacturers’ (NATM) mission is quite simple, “Promote trailer safety and the success of the trailer manufacturing industry through education and advocacy.” NATM was founded in 1987 in Chickasha, Oklahoma, by five trailer manufacturers with the initial idea to negotiate better insurance rates. As it stands today, NATM has over 1,500 total manufacturers, suppliers, and Dealer Affiliate members with broader industry goals than just insurance rates. Membership involvement is vital in further advancing the reach of the Association to continue the work of trailer safety.

network. Sign up your dealers for NATM’s Dealer Affiliate Program for just $150 annually for the main dealership and $50 annually for any additional branch dealerships.

You may be asking yourself: How can I help? It’s easy! As a trailer manufacturer, you can help by involving your dealer

The 2023 NATM Convention & Trade Show was a huge success with a record-breaking number of exhibitors and attendees. One of the most in-demand promotions of the Convention is one offered to new dealer members!

With the New Attendee Promotion, you can receive two complimentary full registrations, two complimentary spouse/partner registrations, and two complimentary hotel night stays for the 2024 NATM Convention & Trade Show that will take place on Feb. 13-15, 2024, in Las Vegas. Full registrations include access to networking events, workshops, technical forums, and the trade show itself. This offer is first come, first served so registering dealerships now gives your team a better chance of securing free Convention & Trade Show registrations and stays!

The Dealer Affiliate Program comes with a variety of benefits waiting to be utilized by your dealers! Membership 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, and pre-made marketing materials that can be tailored to your company.

The Dealer Affiliate Program is a vital facet of NATM. With your help, we can take things to the next level. Getting dealerships on board is a key step in getting trailer safety in front of end-users and further promoting NATM’s mission.

As the Dealer Affiliate Program grows, your feedback is always welcome. Your membership should feel like a partnership with NATM to better serve the industry.

Any ideas, suggestions, or questions concerning NATM’s Dealer Affiliate Program or the NATM Convention & Trade Show New Attendee Promotion can be directed to the Membership Outreach Specialist Scott Simons, who can be reached at Scott.Simons@natm.com or (785) 496-8325. ■ 54

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www.NATM.com

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Celebrating Trailer Safety Week as Dealerships

By Savana Morrison, NATM Marketing Director Trailer Safety Week (TSW) is an annual nationwide awareness campaign launched by the National Association of Trailer Manufacturers (NATM) aimed at increasing awareness of the importance of trailer safety, educating end-users about proper trailer maintenance and usage, and creating a stronger alliance between stakeholders of the industry, including trailer dealers, manufacturers, and end-users. Last year alone, TSW reached hundreds of thousands of individuals.

The TSW team provides Allies with the official Trailer Safety Communications Kit to promote their involvement in Trailer Safety Week and to share information about safe trailering practices. This digital kit includes:

First launched in 2018, TSW sought to help bridge the gap of communication between trailer manufacturers and end-users.

Talking about the importance of trailers built to meet required Federal Motor Vehicle Safety Standards (FMVSS) can be daunting as end-users do not understand the complex regulations governing compliant trailer manufacturing. They recognize that they would not purchase a car without seat belts, but they do not understand that buying a trailer without key safety features can be just as dangerous. End-users are vastly under-educated on the proper use of trailers, and it is crucial to utilize the connections that dealers and manufacturers have with consumers in order to raise awareness of proper towing techniques and maintenance.

Getting involved in this important industry campaign shows potential customers that the dealership is a leader in the industry and truly committed to trailer safety. By joining this trailer safety movement, impress customers and instill confidence in the company’s dedication to safety. Participating in TSW is easy!

Becoming an Official Trailer Safety Week Ally is a wonderful opportunity for companies who want to be involved in the safety movement but don't have significant time to invest.

›

Pre-crafted social media posts

›

Downloadable Trailer Safety Week graphics

›

A blog post

›

And much more!

Promoting the dealership’s involvement with Trailer Safety Week is a breeze with this jam-packed kit. The content can even be customized to include content specific to the dealership’s typical customer.

TrailerSafetyWeek.com also houses a free towing safely guide to ensure trailer users have readily accessible safety information at their fingertips. Wow your customers by highlighting this free safety resource that reminds them your dealership is looking out for them and their wellbeing long after they leave the lot. Topics include: ›

Hitching

›

Loading

›

Trailer Maintenance

›

And more!

Now especially, safe trailering practices are important. The National Highway Traffic Safety Administration (NHTSA) is cracking down on compliance violations, and two recent accidents have brought to light the importance of safe trailering practices. One accident, previously covered in an article on behalf of NHTSA, resulted in a fatality due to inappropriately connected safety chains between the tow vehicle and towed unit which led to disconnection on a highway. More recently, safety chains saved a couple dangling nearly 100 feet above a river.

Safe trailering practices save lives, and with millions of trailers — used by businesses, local governments, and individuals — traversing the nation’s roadways every day, it is crucial to ensure that trailers are being towed safely for the sake of everyone on the roads. NATM calls upon trailer dealers to join the movement in making roadways safer one trailer at a time.

Learn more at www.TrailerSafetyWeek.com/interest, email TrailerSafetyWeek@natm.com, or scan the QR code to the left. ■ 58

May/June 2023

www.NATM.com

TRACKS

E D U C AT I O N

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TRACKS

MEMBERSHIP

Trailers manufactured by HD Trailer MGF LLC are loaded and ready for transport. HD Trailer is a new NATM member. Photo submitted by HD Trailer.

New Member HD Trailer Utilizes Convention Compliance Training

By Samantha Darling LaCount, NATM Tracks Editor HD Trailer MFG LLC recently joined the National Association of Trailer Manufacturers (NATM) in January of 2023. HD Trailer is owned by Chris and Ashley Justice out of Powderly, Texas, which is located 145 miles northwest of Forth Worth, Texas.

They joined at the perfect time to take advantage of the 2023 NATM Convention & Trade Show taking place just a three-hour drive away.

“I think it’s a very good thing for manufacturers to be able to see new products and what’s all out there,” Chris said. “ At your convention, it’s all about what we need as manufacturers.”

“I really did enjoy going and seeing a lot of new vendors,” Ashley said. “We actually got a couple of new vendors from being at the show.”

Venders weren’t all the Justices’ had their eyes out for in Forth Worth. The week before the convention, they got an email from NATM’s Compliance Manager Scott Crimmins saying that he would be out the following week to do their initial consultation.

“That day at Coffee & Compliance, we were like, who is this guy? Because this guy’s coming to our plant,” Ashley said.

The NATM Compliance Team did two presentations over the span of the 2023 NATM Convention & Trade Show. The Justices’ made it a point to attend both the Technical Forum Session 4, which covered Emerging Trends in Trailering 60

May/June 2023

and an NATM Compliance Program Overview; as well as the Coffee & Compliance workshop held on the showroom floor.

“We got some good knowledge from that. There were a couple of things that we just wanted to make sure we were doing right. One thing we weren't doing, to be honest, but we learned that we had to do it, and he was like honestly no one ever knows to do that, was the tire card,” Ashley said. “There were people in there who have run a trailer business for I can't tell you how long and they were confused on what they were supposed to do, and I was like, well, that makes me feel a little better.”

“The biggest things were the tire cards, the importance of record keeping, and then also updating your 565 and 566 forms, because I never thought about updating them before,” Chris said. “I thought it was a onetime and you never had to touch it again type thing.”

NATM provides education on tire record keeping requirements for trailer manufacturers and dealers. See Page 52 for more tire record keeping information, or if you have specific questions, contact the NATM Compliance Team at Compliance@natm.com or call (785) 272-4433.

The extra work they put in paid off. HD Trailer passed their initial NATM Compliance consultation without any corrections. A pass on the first try is not expected or something everyone can manage. www.NATM.com

MEMBERSHIP

TRACKS

“Scott said that was a big thing — passing your first (consultation),” Chris said.

HD Trailer is new to NATM, and they’re pretty new to the industry as well. Ashley and Chris took a road trip to pick up their first welder from Facebook Marketplace with their three-week-old daughter in tow. The company started up right after in 2019.

“It was just us two for a few weeks and we hired one employee,” Ashley said. “Chris pretty much did all the work besides having a part-time welder for the first few months.”

Since then, the company has expanded to 14 employees.

They’ve zeroed in on the type of trailer they specialize in and look forward to continued growth and taking full advantage of their NATM membership.

“October of 2021 we swapped over to all goosenecks only.

We started doing goosenecks and that’s what we’ve stuck to,” Chris said. “I stress on quality, being innovative, and customer service. I believe in taking care of our customers and making sure that, not only our dealers are happy, but the end-user is taken care of and is happy too.”

HD Trailer MFG LLC joined NATM in 2023. To learn more about them, visit www.hdtrailersales.com.

(From left) Chris and Ashley Justice pose for a company portrait. Photo submitted by HD Trailer.

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

Service You Trust Products You Need Contact Us at 888.888.4595

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May/June 2023

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TRACKS

M C AT E MEB GEORRSYHTI IPT L E

Diamond C employees prepare for the company holiday celebration. Photo submitted by Diamond C.

Diamond C Trailers Recognized for Charitable Programs

By Samantha Darling LaCount, NATM Tracks Editor

T

he National Association of Trailer Manufacturers' (NATM) member Diamond C Trailer Mfg., Inc. was named a Texas Workforce Commission 2022 Large Employer of the Year finalist. While they did not win the statewide award, being named a regional Large Employer of the Year is still a big deal.

Texas has 28 regional workforce boards that report to the state Texas Workforce Commission (TWC). The TWC holds an annual conference where finalists are recognized and the winners announced. Diamond C is located in Mount Pleasant, Texas, a city of roughly 16,000 people located about 120 miles east of Dallas. They fall under the Workforce Solutions Northeast Texas’ region and that is who nominated them.

“Diamond C was one of three finalists,” said Bart Spivey, the Business Development Project

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Manager with Workforce Solutions Northeast Texas. “They didn't ultimately win the state award but they were a finalist, and we will also recognize them as the Northeast Texas Large Employer of the Year at the end of January as part of our annual celebration that we do.”

Spivey says it’s a pretty safe bet to assume each of the 28 boards gave a submission and that Diamond C beat out 25 other companies for a finalist honor. The commission has several award categories. Large Employer of the Year recognizes a company with over 500 employees.

“The Large Employer of the Year Award honors a large private-sector employer whose efforts and initiatives have an extraordinary effect on the state of Texas, workers, other employers, and the communities in which the employer does business,” the Texas Workforce Commission website reads.

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LEFT: (From left) Jeffery, Kim, Mike, and Jacob Crabb pose for a company family photo.

BELOW: (From left) Kim and Jeffery Crabb pose with Diamond C's Large Employer of the Year Award from Workforce Solutions Northeast Texas.

Photos submitted by Diamond C.

Workforce Solutions Northeast Texas asked some of their economic development partners for suggestions when it came time for award nominations. Diamond C was initially brought to Spivey’s attention by the Mount Pleasant Economic Development Corporation.

“We kind of take all that information and narrow it down.

Basically, based on who we think has worked with us the best over the past year,” Spivey said. “The nomination is not just about the workforce partnership. It's also about community involvement, impact on the economy, and things like that. We take all that into account and put forth who we think is the best option.”

Since the board was looking for community involvement and economic impact, Diamond C was a no-brainer.

Diamond C has seen rapid growth. The company had 200 employees in 2017, and as of early 2023 is employing 840.

Diamond C also recently acquired Parker Trailer for $16 million as well as building a new $9 million beam fabrication facility.

The company started as essentially a backyard operation and has grown to one that operates out of an office, stacking bay, power coat building, main shop, fleet deck, dump truck facility, beam facility, as well as an up-and-coming part manufacturing building, with even more in the works.

“It’s very much a family feel even though it’s growing at the pace that it’s grown,” said Gloria Zaldivar, Director of Culture & Leadership with Diamond C. Diamond C was started in 1985 with a handful of employees putting trailers together on owners Mike and Kim Crabb’s property with Mike even delivering the finished products himself. Kim was working in the trailer manufacturing industry when her employer had to close, leaving her and all her co-workers with a lot of uncertainty. “(Kim) said I just wanted to know that I had a job and that these people weren’t going to be homeless or without a job.

That was her fueling force, her fueling fire,” Zaldivar said.

“It was built from two people that were pregnant with their www.NATM.com

third child. It's funny because now her son, this child she was pregnant with, is the one running the company.”

The Crabbs have four children in total, and two of them work

Continued on Page 68

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Diamond C staff prepare to donate the 8,339 school supply items they purchased. Photo submitted by Diamond C. Continued from Page 65 for Diamond C. Their third child, the one born right around the same time as the company, is Jeffery Crabb, Diamond C’s CEO. He’s the one leading the force, Zaldivar says. Their youngest son, Jacob, is the Executive Vice President of Brand for the company.

“He has been our VP of sales and then he turned into more the marketing ambassador. He is the face to our brand,” Zaldivar said. “He's a huge part of our marketing and he’s the one that leads it. He’s what you call a trailer nerd. You search #trailernerd and he’s going to come up. He knows it all.”

Jacob’s knowledge and accomplishments have gotten industry attention. At the 2023 NATM Convention & Trade Show in Forth Worth, Texas, he was awarded the Outstanding Young Professional Award, which recognizes the accomplishments of young individuals in the trailer manufacturing industry. Read more about Jacob and the other NATM Convention award winners on Page 16.

“It's so funny because if you ask Jacob … he didn’t even tell anyone that he got that award until after,” Zaldivar said. “That's what I’m really super impressed by with the family is that even though they know that everybody is watching them on social media, everybody's acknowledging them, it’s not about him. He’s like, why me? There are so many other awesome people.”

The Crabbs are the founders but also the heart and soul of the company. The company’s core values are summed 68

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up in the motto “Do Work, Love Strong.” Zaldivar says it boils down to the company being a business and they have work to do, but taking care of people at the same time.

“We very much believe in our core values and our fundamentals. We live by those. Every meeting has to start with a fundamental,” Zaldivar said. “Today’s fundamental was ‘speak straight,’ so we talked about the importance of speaking straight in the workplace, and what it does to you, how it harms if we don’t do that well as leaders.”

Keeping the fundamentals and core values at the forefront of every aspect of the company is important to the Crabbs. It’s the whole reason they brought Zaldivar on and developed the department she oversees.

“I was hired as the HR manager and as the company has grown, we just recently started a department called culture and leadership. I am directing that right now,” Zaldivar said.

“My job is very much to make sure that we grow leaders within Diamond C and we also make sure that we support them. We are very intentional about helping them develop, not only as leaders of Diamond C, but also outside in our community and maintain our culture. Companies grow and they forget the purpose of why they even started to begin with and it’s to really love and serve people to fuel the growth of our community. Not only here, but we’re looking at 800 families that are all across this area so that’s thousands and thousands of people we affect.

I'm very much a part of making sure our culture stays alive.”

Just as the company rose out of necessity, so did its support programs. The Diamond C Family Fund (DCFF) didn’t exist until www.NATM.com

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LEFT: Members of Hope Ministries gather at Diamond C for dinner, bingo, and gift wrapping.

BELOW: Three high school welding students are signed on with Diamond C as fulltime welders after completing the company's welding curriculum.

Photos submitted

by Diamond C.

Zaldivar and the Crabbs were made aware that it was needed.

“I'm really proud to say that they gave me the opportunity to turn a dream into a reality. It makes me super pumped to see it come to fruition. We had a situation that was really disheartening for one of our welders. His daughter was born with some really, really, really difficult health issues and we noticed that he was missing more than normal. That was not like him and then when we found out that he was traveling every single day to Dallas Children’s to be with his daughter who was born with something life-threatening,” Zaldivar said.

He finally came to me and told me, ‘I need help,’ and I realized that Diamond C didn’t have an emergency fund of any sort.”

“A group of people got together and said, hey, we’ll use materials left over if Diamond C will donate. We’ll stay after hours, on our own time, and build a trailer and raffle it. That one event turned into a $13,000 fundraiser, and we handed over every single dollar to this gentleman and his family for surgery for his daughter,” Zaldivar said.

The surgery was a success and she is doing well. Zaldivar says she still gets a card every year from the employee on his daughter’s birthday for her role in the fundraiser. This first fundraiser launched the DCFF. Employees submit an application to utilize the DCFF and applications are reviewed by a panel.

“It’s really changed over the years. It started with just medical, only for medical reasons. We started looking to see really what the hardship was,” Zaldivar said. “My thing is it’s not about just handing over a check and saying here you go, let me put a bandaid on your hardship. It’s very intentional about: What do we have in our community that will help this person never be in this place again? We don’t measure it by anything other than the fact that if we can make sure that person doesn’t have to come back to ask www.NATM.com

again, then we’ve done something right the first time.”

The DCFF opened the company’s eyes to other ways to lift employees up. Zaldivar comes from an education background so the logical next step for her was the Do Work, Love Strong Scholarship.

“We awarded over $10,000 last year to different kids,” Zaldivar said. “That was huge for us. This year we’re hoping to make it bigger.”

The scholarship is open to employees’ kids or someone with a Diamond C tie, Zaldivar says. There’s no specific area of study they have to go into. They submit an application and have to demonstrate their passion and future plans.

Continued on Page 70

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ABOVE: Participants in the Diamond C Christmas event for Hope Ministries wrap gifts.

RIGHT: Diamond C employees put in volunteer hours.

Photos submitted by Diamond C.

Continued from Page 69 “We have, so far, not turned anyone away because we really, truly believe that they’re making the effort to apply and we want to help them,” Zaldivar said. “Even if it's not a lot, we can still help in some way, somehow.”

“From that stemmed the educational reimbursement program that we started a couple years ago,” Zaldivar said. “We have about seven people doing that right now. So, if you’re wanting to grow within the company, and you really, really want an opportunity to grow professionally, we want to help.”

The educational reimbursement program is for current employees. They can work toward a higher-education degree and as long as they maintain a 3.0 grade point average, Diamond C will reimburse them for tuition, books, etc.

“Hopefully, pretty soon we’ll have a young lady who will finish up her bachelor's in accounting,” Zaldivar said. “She’s so excited. She’s a mother of two kids and it makes me choke up because she was my former student. It's a huge deal because if we wouldn’t have given her that chance, I don’t think she would have ever gone back to college. For me, it's huge because she’s pregnant and she’s going to give her kids the opportunity to see her be a first-generation college 70

May/June 2023

student graduate. It's huge for us as an organization.”

Educational development is a recurring theme when diving into Diamond C’s programs. As a Workforce Solutions Northeast Texas partner, they regularly visit and support job fairs. Diamond C also has started its own program in partnership with Mount Pleasant High School. The school’s top welders come to Diamond C shops to get training and work on their own projects.

“We go through a curriculum teaching them from the very beginning stage from when you get the call that says you sold that trailer all the way through the actual blueprints, putting the pieces together, the whole process,” Zaldivar said. “Then they’re able to design their own trailer, go to one www.NATM.com

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The program Zaldivar is most proud of is the company's partnership with Hope Ministries, an organization based in Mount Pleasant to support single mothers as well as seniors. Zaldivar says the company was able to purchase about $15,000 worth of Christmas presents this past year.

“We bring them to Diamond C. We host a dinner for them, for the kids, the moms, and the elderly. We have a bingo area for them,” Zaldivar said. “We put the mothers downstairs and the kids upstairs. The kids are partnered with a Diamond C team member and they wrap gifts for their mamas. The moms wrap gifts for the kids. And when I say they get everything they asked for, they get everything they asked for.”

Recipients of the Do Work, Love Strong Scholarship pose during their celebratory banquet. Photo submitted by Diamond C.

of our drafting guys and they teach them how they’re going to draft it. Then, they have to go and take those blueprints and build the trailer as an end-of-the-year school project.”

The students present their custom-designed trailer to school staff and their parents. But that’s just the start of the day. Upon completion of the program, the students are offered full-time welding positions at Diamond C and they get to celebrate a signing day as well.

“Last year we signed on three kids, two of which are still here with us today, even almost a year later,” Zaldivar said. “One of them went off to college, but two of them are still here.”

“Do Work, Love Strong” doesn’t stop with just Diamond C’s employees or those close to them. Employees purchased 8,339 school supply items that were donated to Communities in Schools, which helps local schools and students with low economic resources. They also racked up over 140 hours of community service in just one month.

www.NATM.com

Diamond C loads all the wrapped gifts up, put them on a trailer, and delivers them. The families are able to have their own Christmas at home.

This laundry list of programs is still only the beginning.

Zaldivar says she and Kim talk a lot about these programs and what’s next. She says the bottom line for Kim and ultimately the company is it's not all about making money. You give because you have.

“We’re hoping to start a foundation one day. I look forward to those things. It’s our mission. Our purpose is to fuel the growth and success of team members, our community, our customers,” Zaldivar said. “Every dealer that buys from Diamond C – what does their community look like? How can we help them?

We’re starting with the things we're doing here in the hopes that our dealers will do the same in their community. Start a scholarship opportunity for your people. Start something great.”

Diamond C Trailer Mfg., Inc. has been a member of NATM since 1995. Learn more about them at www.diamondctrailers.com.

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

May/June 2023

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The Galeo Pro is shown here attached to a trailer. Photo submitted by Galeo.

Galeo Pro Makes Top 100 New Product List

By Samantha Darling LaCount, NATM Tracks Editor

The National Association of Trailer Manufacturers (NATM) member Galeo was awarded a slot on Construction Equipment’s Top 100 New Products list for 2022.

“Construction Equipment’s Top 100 New Products is the longest-running awards program of its kind in the industry. Each year, our editors evaluate the products introduced over the previous months and choose those considered most innovative. Editors use four criteria: A top product is an advancement in technology, a new product line, offers significant improvements to existing products, or increases competition in its field,” reads Construction Equipment’s website.

The Galeo Pro is a theft alert and recovery device that is attached to a trailer. It has motion sensors with cellular-enabled GPS that can be synced with a phone app and alert you when equipment is moving when it shouldn’t and help you recover a trailer if it’s stolen.

“We are there for the people who just want to be able to locate their product and be able to recover their assets,” said Shelia Sauve, Inside Sales with Galeo. www.NATM.com

Galeo’s parent company has essentially a larger version of the Galeo Pro device for shipments of larger industrial equipment. They saw a hole in the bicycle market for a theft recovery device. Galeo was formed and it took its now signature technology and geared it for the everyday end-user and their needs in the Galeo Ride. The Galeo Pro is the company’s second product and it launched in the fall of 2021.

The Galeo mobile app shows your Galeo Pro's location.

Photo submitted by Galeo.

Sauve said making the list is exciting for the company. They hope it means more trailer users become aware of their product and are able to benefit from deterring theft or being able to recover their equipment if it is stolen.

“It just means a little bit more awareness of getting the product out there and what we’re trying to do. We’re also able to broaden our market a little bit,” Sauve said.

Galeo has been a member of NATM since 2022. You can learn more about the company and its products at www.findgaleo.com.

To submit article ideas or your own membership stories, contact Tracks Editor Samantha Darling LaCount at Samantha.Darling@natm.com. ■ May/June 2023

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Wil-Ro employees talk over plans in the company shop. Photo submitted by Wil-Ro.

Wil-Ro Named Top Workplace for Second Consecutive Year

By Samantha Darling LaCount, NATM Tracks Editor

T

he National Association of Trailer Manufacturers (NATM) member Wil-Ro, Inc. has been named a Top Workplace by The Tennessean newspaper for the second consecutive year. The list is determined based on employee surveys done by the nominated companies.

“You give out surveys, that are anonymous surveys, to everyone on your workforce and they have the opportunity to fill out. I believe it is 24 questions that ask about leadership, culture, where the employees feel like the company might be going, whether it's going in a positive direction, whether they feel included. Do they feel they have room to grow? Things like that,” said

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Ashley Freeman, Wil-Ro’s Chief People Officer.

The survey is conducted by third-party Energage, an industry research company. Everyone in the company from the CEO on down has the chance to fill out the survey. The fact that the award is based on employee feedback makes Freeman as well as Wil-Ro Owner Joshua Coster especially proud.

“It was really exciting to be awarded the second year in a row. One, because I think it speaks to the positive things we’re trying to do with the culture here at the company, and also I know for (Coster) it's really big. It's a huge initiative to value people over products and people over profits,” Freeman

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probably 25-30 different places all around the country that make products very similar to what we make, but we’re a little bit more expensive and we pride ourselves on the quality of our product and use the highest quality materials to make the product,” Freeman said. “Innovating, and growing, and hearing new ideas, and being willing to hear the struggles and the things the customers need, and using our engineers and our production team to accommodate those needs out in the industry – I think is a really exciting thing that we can do.”

“I actually overheard a conversation yesterday. A salesperson talking to our engineers about reengineering one of our most popular bodies to fit on a certain type of chassie that’s out there now,” Freeman said. “I just think that we’re constantly looking to be competitive in the industry, to raise the bar on what we offer. We’re not trying to be like anybody else.”

“Innovate and grow” is one of the eight core values of the revamped Wil-Ro. While it certainly applies to their product, Freeman says it applies to their culture as well.

“We’re constantly thinking about how can we rewrite the culture book. How can we take this policy that’s too rigid based on today’s standards and rewrite it so maintains our safety and core values but also isn't unreasonable,” Freeman said. “We’re rewritten our culture book three times since I've been here in August of 2021, and not because people are trying to skirt the policies, but because we see an opportunity to improve and accommodate our workforce better.”

Wil-Ro products are loaded up and ready for distribution. Photo submitted by Wil-Ro. said. “Obviously, we have to be profitable to continue to be a business, and continue to put food on our tables, and be able to put paychecks in our banks, but at the end of the day, if the people who work for you aren’t happy, then your product, and your quality, and all of those things are going to suffer.”

Wil-Ro, Inc. was incorporated in 1973 and recently celebrated 50 years in business. The name combines the first names of the company’s two founders, brothers William and Roger Anderson. Coster purchased the company from them in 2017.

“He really started to make some changes with branding.

He wanted to maintain the integrity of the product and the reputation of the product,” Freeman said. “He actually still keeps in close contact and works with the original owner, but for the most part, he did a complete 180 with the company. He wanted to really start building pride in the brand, pride in the quality of the product.”

Wil-Ro is a small company. There are just 36 employees including just two engineers and 25 people in the factory.

Freeman says their size is an advantage. Keeping the team on the same page is easier and they’re able to be more adaptable.

“We’re always looking to be innovative and kind of keep up with or even a little bit ahead of the curve in the industry because we are not the only work truck manufacturer out there. You could google work truck manufacturers and find www.NATM.com

Chief People Officer Ashley Freeman (left) gets together for a photo with Randy Kirkham, who has been a Wil-Ro employee for 26 years. Photo submitted by Wil-Ro. Writing (and rewriting) the culture book is part of Freeman’s responsibilities as Chief People Officer. It’s a broad gig that she describes as having a spoon in every pot. Improving the company dynamics is something she took on when she was first hired. They all worked for it and Freeman says it is part of what makes their team work so well.

“The very first time in August of 2021 I stepped into the morning pow-wow I just saw a bunch of folded arms. Like, who is this lady and why does she think she’s going to make

Continued on Page 79

May/June 2023

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Continued from Page 77 us like one another?” Freeman said. “I was determined.

Y’all are going to like me and we’re going to like one another because we have to be here, and work together, and we’re a small team. Now, we have inside jokes and we pick on one another. Everybody works really well together. There are plenty of opportunities to problem solve.”

Wil-Ro holds morning and afternoon daily meetings where they check in, discuss the goals of the day, and just have eyes on each other. Now the meetings look different than almost a year ago. Freeman says there’s a lot of clapping and celebrating each other's accomplishments big and small.

“We do call-outs at the end of the day where you can recognize a core value in one or more team members and you get to call them out for doing something positive or representing that core value throughout the day,” Freeman said. “You get to call them out in front of the entire company.”

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Freeman says she’s hopeful there will be more reason to celebrate soon. The company just completed the paperwork for the 2023 Tennessean Top Workplace and they’re looking to make it three consecutive years. In the meantime, they will keep doing what works.

“We're very much a team of people. We’re not a family. We don’t use family. We are a team, and we all have our strengths, and we all have our things we need to work on,” Freeman said.

“We actually have lunches and breakfasts a couple times a month. We celebrate birthdays. We celebrate work anniversaries. We just try to recognize one another for more than what we’re doing on the clock, and I think that makes people feel seen.”

Wil-Ro, Inc. has been a member of NATM since 2018. To learn more about them, visit www.wil-ro.com.

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

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Trailer Manufacturer Atlas Copco Compressors, Inc. 1059 Paragon Way Rock Hill, SC 29730 • Custom Design, Equipment, Portable Equipment Bearco Trailers Inc. 381 Hill St West Montrose, ON N0B2V0, Canada • Aluminum, Auto Hauler, Custom Design, Equipment, Landscape, Snowmobile/ATV, Utility/Flatbed Carmi Performance Products 2604 5th Ave NW Waverly, IA 50677 CellTech Trailers 900 Schroeder Waco, TX 76710 www.celltechmetals.com • Cargo www.NATM.com

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Cimarron Trailers K, LLC 8872 Green Valley Dr Manhattan, KS 66502 www.cimarrontrailers.com • Aluminum, Gooseneck, Horse, Livestock Conqur Industries, Inc. 4802 57 Ave Box 359 Two Hills, AB T0B 4K0, Canada www.doubleatrailers.ca • Cargo, Dump, Enclosed Cargo, Equipment, Gooseneck, Landscape, Snowmobile/ATV, Utility/Flatbed Cornell Pump LLC 16261 SE 130th Ave Clackamas, OR 97015 • Agricultural/Farm Diamond Cargo, LLC 91 Harvey Vickers Rd Douglas, GA 31535 • Auto Hauler, Cargo, Concession, Custom Design, Dog, Dump, Enclosed Cargo, Equipment, Gooseneck, Landscape, Living Quarters, Mobile BBQ/Smoker, Motorcycle, Snowmobile/ATV, Specialty, Utility/Flatbed Edge Trailer Manufacturer Inc 1360 Hammondville Rd Pompano Beach, FL 33069 • Concession Fitzgerald Trailers 667 Capp Harlan Rd Tompkinsville, KY 42167 www.fitzgeraldtrailers.com • Enclosed Cargo, Trailer Service/Repair Greenfield Welding LLC 305 Iona Rd Lebanon, PA 17042 www.greenfieldwelding.com • Agricultural/Farm, Custom Design, Dump, Landscape, Utility/Flatbed Hillcrest Management, LLC PO Box 1344 Athens, TN 37371 • Auto Hauler, Equipment, Gooseneck, Landscape, Utility/Flatbed M.B. Bowen Company LLC 4805 Arkansas 367 Newport, AR 72112 • Agricultural/Farm, Auto Hauler, Custom Design, Dump, Equipment, Gooseneck, Utility/Flatbed

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Nomad Custom Trailers Inc 420 Parkdale Ave N Unit 6 Hamilton, ON L8H 5Y2, Canada • Concession, Living Quarters, Mobile BBQ/Smoker, RV/Towable Precision Laser & Manufacturing Inc. 80 Motivation Dr Lawrenceburg, TN 38464 • Utility/Flatbed RD Trailers LLC 8550 Lincoln Hwy Plymouth, IN 46563 www.rdtrailersllc.com • Aluminum, Auto Hauler, Cargo, Concession, Custom Design, Enclosed Cargo, Equipment, Gooseneck, Landscape, RV/ Towable, Snowmobile/ATV, Utility/ Flatbed, Trailer Service/Repair Rhino Building Materials, LLC 7224 Statesville Rd, Ste A Charlotte, NC 28269 • Specialty

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T-Rex Trailers 1443 HCR 3110 N Hillsboro, TX 76645 • Aluminum, Concession, Custom Design, Enclosed Cargo, Gooseneck, Mobile BBQ/ Smoker, Snowmobile/ATV, Utility/ Flatbed, Trailer Service/Repair Triumph Trailers USA 65 Hollinger Crescent Kitchener, ON N2K 2Y8, Canada • Aluminum, Auto Hauler, Cargo, Custom Design, Dump, Enclosed Cargo, Equipment, Gooseneck, Landscape, Motorcycle, Portable Equipment, RV/ Towable, Snowmobile/ATV, Specialty, Utility/Flatbed Troyer Brothers Inc 6691 Indiana 124 Decatur, IN 46733 • Custom Design ■

Rockin' S Trailer 4544 Farm Road 1402 Mount Pleasant, TX 75455 www.rockinstrailers.com • Agricultural/Farm, Auto Hauler, Dump, Equipment, Gooseneck, Landscape, Snowmobile/ ATV, Utility/Flatbed Snyder Welding Technologies, LLC 165 Beaver Dam Rd Claysburg, PA 16625 • Agricultural/Farm, Aluminum, Cargo, Custom Design, Dump, Equipment, Gooseneck, Specialty, Trailer Service/Repair Southern Grace Steel Fabrication LLC 6014 Southern Grace Way Plant City, FL 33567 • Auto Hauler, Equipment, Gooseneck, Landscape, Portable Equipment, Utility/Flatbed

Interested in becoming a member?

Contact NATM Membership & Events Coordinator Catie Rutkowski at Catie.Rutkowski@ natm.com or (785) 272-4433.

Southern Utility Trailers 201 Industrial Blvd Sylvester, GA 31791 • Dump, Equipment, Gooseneck, Landscape, Motorcycle, Specialty, Utility/Flatbed, Trailer Service/Repair

May/June 2023

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Press Releases Felling Trailers, Inc. Awarded Sourcewell Contract Renewal SAUK CENTRE, Minn. — Felling Trailers Inc., a national leader in industrial and commercial trailers, has recently been awarded a cooperative purchasing contract in the Trailers category at Sourcewell. Felling Trailers, Inc. was awarded a Sourcewell contract following a rigorous request for proposal process resulting in contracts that meet, or exceed, local procurement requirements. Sourcewell is a self-sustaining government organization helping government, education, and nonprofit agencies with access to cooperative purchasing solutions. For close to a decade, Felling Trailers has held a Sourcewell contract.

The company received its first Sourcewell awarded contract in 2014 in the Heavy Equipment Trailers category.

As a prior Sourcewell contract holder, Felling Trailers, Inc. will continue to provide innovative transportation solutions for each Sourcewell participating agency.

Felling Trailers has an extensive dealer network that spans the nation providing Sourcewell users access to contract pricing no matter their location. Felling's Trailer Experts will work to provide agencies with the right transport solution to fit their entity's needs.

“Felling Trailers is once again honored to be a part of one of the most comprehensible purchasing cooperatives in existence. Sourcewell goes through the entire bid writing and approval process beforehand during the contract evaluation process thus allowing Sourcewell members an easier, convenient, and expeditious way to purchase our products,” said Nathan Uphus, Sales Manager Felling Trailers. ■

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About Sourcewell Sourcewell is a government organization offering a cooperative purchasing program with hundreds of competitively solicited contracts to government, education, and nonprofit entities throughout North America. By utilizing Sourcewell contracts, participating agencies save time and money by capturing the buying power of more than 50,000 organizations.

Learn more about Sourcewell and its contract with Felling Trailers, Inc. at sourcewell-mn.gov.

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 (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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TecNiq Inc. Announces Snap-In, Stop Tail Turn Lights for Trailers GALESBURG, Mich. — With overwhelming excitement, TecNiq is announcing a progressive new product, the TecLoq, Box Lighting System. The TecLoq lights feature an all new, locking interface with a bracket design that locks the box taillight into place with no fasteners necessary. The TecLoq system will be available as the T88 - 8” Box Light, and the T89 - 4” Box Light.

The TecLoq design is based on TecNiq’s highly successful T80 and T85 box lights. Using these lights as starting points engineers redesigned the outer lensing to include upgraded optics. A new back was designed, able to accommodate the strength and fit necessary for the light to stay locked in. TecNiq engineers constructed the light back and body design to withstand increased shock and vibration, while still accommodating the need to be dust and waterproof.

All electronic components for this light have been moved up under the lens to further the durability and longevity of this light, making it completely sealed – unlike many competitors in the industry. Finally, the bracket pattern was then designed to accommodate standard bolt-in lighting options for those needing immediate replacement on roadside or other locations a TecLoq light was unavailable.

TecNiq engineers were tasked with imagining not having to incur the additional costs of each light being bolted to the trailer. For some that might be savings on four bolts, four washers or more, not to mention install time.

TecNiq’s focus with the TecLoq technology was to help manufacturers cut costs on lost hardware, decrease labor times due to things like dropping hardware, or having to recharge drill batteries. With the new TecLoq system, you simply line up the lights, slide and click.

“Optimizing the trailer building process was what it was all about for us [TecNiq]. One of the reasons for the design was to help those still using incandescent lights reap the benefits, cost wise, to make the switch to LEDs.” - Mark Pruss, Executive VP TecNiq owners praise the TecLoq system as an evolution in trailer lighting, whereby manufacturers look to partner with companies like TecNiq to promote creative and efficient lighting design concepts. In a time where efficiencies and cost savings are a high priority for most companies, TecNiq’s new TecLoq system is a welcome invention in the industry.

The TecLoq series enables TecNiq to expand on their ever-growing selection of Stop, Tail, Turn lighting for the trailer industry. Leading the way with lensing optics, as well as some of the most efficient current usage LED lights - TecNiq’s Slim Line series of Stop, Tail, Turn lighting, as well as side marker offerings continue to set the standard for quality, durability and reliability.

As with all of TecNiq’s products, the new TecLoq system comes with a Limited Lifetime Warranty. The all new TecLoq System can be seen at this year’s NATM Convention and Trade Show at booth #641, or sampled by contacting

www.NATM.com

a TecNiq Business Development Representative. For more information about TecNiq, TecLoq, or any of TecNiq’s industry leading lighting solutions, visit www.TecNiqInc.com.

T88 Features: ›

Locking bracket system that allows for no hardware to be used during taillight installation and the manufacturing process.

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Increased lensing optics for brighter, more visible stop tail turn functions.

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Ability to cut labor times for installs, as no hardware necessary to install

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T88 TecLoq system brackets can also accommodate traditional lighting sources, for easy roadside fixes when original lights may not be accessible.

›

TecNiq’s Lifetime, No Hassle Warranty ■

About TecNiq TecNiq Inc. is an engineer owned & operated company with a strong commitment to excellence. We begin with a simple belief in offering the greatest value, the highest quality lighting solutions, and great customer care.

We use the highest quality LEDs, materials, and offer market leading technologically advanced lighting solutions. From emergency response vehicles, fleet vehicles, construction trailers, boats, heavy or light duty equipment, you can expect your lights to work every time. Our goal is to exceed your product quality expectations. We feel so strongly about our commitment to quality, that we back every one of our products with a no-nonsense Lifetime Warranty.

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Felling Trailers Names Pessen as South-Central Regional Sales Manager SAUK CENTRE, Minn. — Felling Trailers Inc., a national leader in industrial and commercial trailers, has recently named Joe Pessen as a regional sales manager to serve the South-Central territory. He will be responsible for all sales development, activity, and dealer support within Nebraska, Kansas, Oklahoma, Arkansas, Texas, and Louisiana.

As the regional manager for the south-central territory, Joe’s primary responsibilities will be to achieve regional market share objectives with the existing dealer base and develop new dealers in the assigned territory, providing training and product support. Joe will be taking over the south-central region once served by Gary Knudsen, who retired at the end of 2021. “I chose to work at Felling Trailers as I was aware of the quality and craftsmanship that goes into every one of the trailers the company produces,” said Joe. “Joe brings years of knowledge and understanding of the transport industry to Felling Trailers. We’re excited to have him representing our company and further building our brand in the SouthCentral US!” said Nathan Uphus, Sales Manager Felling Trailers. “I feel my role in the south-central region allows me the opportunity to increase sales and market share by leveraging my product knowledge and my ability to develop relationships in a manufacturer/dealer dynamic,” said Joe. Joe brings with him a very diverse knowledge of the transportation and logistics industries, having held various roles within the industry for over 30 years. He worked with Manufacturers Consolidation (MCS) in sales and overseeing the brokerage division for a period of six-years. While with MCS he established a relationship with Goodyear Tire & Rubber initiating the delivery program for all of Goodyear’s natural rubber to their production plants from three U.S. ports. Pessen then joined Cornerstone Systems, a third-party logistics company. During his ten years with the company, he oversaw the opening of the Kansas City branch and established account relationships with Goodyear Tire & Rubber, ADM Milling, and Haldex Brakes. In 2009 Pessen moved on to partner with an equipment leasing company, founding Transmaxx LLC., a truckload carrier.

The company ran dry vans and flatbeds with concentrated efforts in the Midwest and Southeast. Parting ways in 2018, Joe moved into a Sales position with Transwest Trailers, a distributor of commercial trailers, trucks, horse & livestock trailers, RVs, and automotive groups. “It was during my time with Transwest, while selling the full line of trailers, that I gained an understanding of the processes to build and market trailers, specifically to the constructions and heavy haul markets,” said Joe. “We feel Joe’s extensive experience in the transportation and logistics industries will be a great asset in our south-central territory,” said Patrick Jennissen, Felling’s SVP of Sales & Marketing. For more information, visit www.felling.com or call (800) 245-2809. ■

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Joe Pessen, South-Central Regional Sales Manager for Felling Trailers. Photo submitted by Felling Trailers.

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 (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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Felling Trailers Releases Design Innovations for X-Force Hydraulic Detachable Goosenecks SAUK CENTRE, Minn. — Felling Trailers, Inc. will debut design modifications to the X-Force hydraulic detachable’s gooseneck at CONEXPO-CON/AGG 2023. Felling has long been known as an innovative solutions provider in the transport industry, employing its engineering team to continually enhance and develop new product designs for increased production efficiencies, operator safety, and ease of use. The X-Force product line offers over a dozen models with load capacities ranging from 35 to 60 tons with an expansive selection of available options to ensure the trailer is built to the user’s spec.

The redesign's driving factors were enhancing operator usability while refining the design and reducing production time and materials. More often than not, an operator must offload/load equipment on less-than-ideal terrain that is soft or uneven. Considering this scenario, the gooseneck stirrups were designed to provide an additional 1-3/4" ground clearance, making the hookup/ disconnect process easier. Auto-ratcheting load blocks have also been factored into the neck design. As the deck is raised into position, setting the trailer's ride height, the load blocks auto-ratchet into position. An interlocking connection between the load block and the secondary lock mechanism synchronizes the action of the two, eliminating the independent lock handle, reducing, and simplifying the operation process. Lastly, the trough of the gooseneck was reconfigured for optimal performance of the lock pin, allowing dirt and debris to fall away more efficiently, substantially reducing buildup over time.

The company is anticipating reaching full production in mid-late 2023. Solid and reliable, Felling's X-Force HDG series continues to offer a broad selection of options and features to ensure the trailer is built to the spec that owners/operators need for their applications.

Gooseneck Design Highlights: ›

Auto Ratchet Load Blocks – As the deck is raised into position, setting the trailer’s ride height, the load blocks auto-ratchet into position.

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Stirrup Design – Provides increased ground clearance of approx. 1-3/4", ideal for unlevel terrain conditions.

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Interlock Design – Connects the Load Block and Secondary lock mechanism synchronizing action when hooking/unhooking the gooseneck.

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Trough Design – Reconfigured the trough design for the vertical pin, providing improved clean out of dirt and debris, resulting in less buildup over time. ■

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.

Shown above is a Felling XF-110-3 HDG shown with optional features. Photo submitted by Felling.

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