TRACKS CO V E R S TO R Y
IN THIS ISSUE
Taking the Plunge, Wherever the Road Leads Page 76 CO N V E N T I O N
Booth Sales Near Capacity for 2027 Nashville Convention & Trade Show Page 12 DEALERS
Catch Up with NATM Dealer Summit Sessions Page 28 E D U C AT I O N
NATM Academy Course Spotlight: Managing a Customer Service Team
Page 44
The Official Publication of the National Association of Trailer Manufacturers
November/December 2026 Volume 39 • Issue 6 1
2
TRACKS
Table of
Morning Momentum: Dr. Rick Goodman Brings the Energy
President’s Report › › › › › › › › › › › › › › › › › › › › › › 4
to the NATM Dealer Summit › › › › › › › › › › › › 28
Headquarters Report › › › › › › › › › › › › › › › › › › › › 6
Beyond the Build: Giving Dealers a Framework to Manage Manufacturer Relationships › › › › 30
State-Level Regulations: Why Manufacturers Need to Pay Attention › › › › › 8
Roll Into Compliance: Helping Dealers Understand Their Role in Trailer Safety › › › 33
Last Call to Showcase Your Latest Innovation at the 2027 Convention & Trade Show › › › › › › 10
SSUE IN THIS I
Advertising Index › › › › › › › › › › › › › › › › › › › › › › › 3
ON THE COVER
Contents
CO V E R S TO
RY
nge, Taking the Plu Wherever ds the Road Lea Page 75 CO N V E N T I O
N
Near Capacity Booth Sales ville for 2027 Nash Trade Show Convention & Page 12
DEALERS
NATM Catch Up with Sessions Dealer Summit Page 28
E D U C AT I O N
Course NATM Academy aging Spotlight: Man ice Team a Customer Serv Page 44
The Official
the National Publication of
Association of
mber 202 November/Dece Volume 39 • Issue
rers
Trailer Manufactu
Taking the Plunge, Wherever the Road Leads Page 76
Line to Lot: Dealers and Manufacturers Get Candid at the NATM Dealer Summit › › › › › › 35
Booth Sales Near Capacity for 2027 Convention & Trade Show › › › › › › › 12
Getting to Know NATM: Connecting with Dealers at NATDA › › › › › › › 40
Company Culture Takes the Field › › › › › › › › 66
2027 Convention Developing Schedule › › › › 13 NATM Academy Course Spotlight:
Women Tow-gether: Meet
Thank You 2027 Convention Sponsors! › › › › 14
Managing a Customer Service Team › › › › › › 44
the Women Behind the Momentum › › › › › › › 69
Maximize Your Impact:
Five Key Takeaways:
The Smart Trailer Starts at the Axle › › › › › › › 73
Sponsor the Convention Today › › › › › › › › › › 15
What Trailer Manufacturers Should Know About Product Liability › › › › › › 45
Music, Competition, and Connection:
Muir Omni Graphics Puts People at the Center of Six Decades of Growth › › › › 75
Dueling Pianos Returns
Have Women on Your Team?
with New Cornhole Tournament › › › › › › › › › 16
Invite Them to Join This Webinar › › › › › › › › › › › 48
Exhibitor Essentials for 2027
Between Consultations: A Look
NATM Convention & Trade Show › › › › › › › › › 18
into the CVP Team’s Annual Training › › › › › › 50
Free Hotel Night, Registrations
Safety Chains: A Critical
for Qualified New Trailer Manufacturer
Link in Trailer Safety › › › › › › › › › › › › › › › › › › › › 53
Built to Fit: American-Made Springs and Wire Forms for the Trailer Industry › › › › 78 From Military Service to Manufacturing Careers › › › › › › › › › › › › › › › › 83
Attendees at 2027 Convention › › › › › › › › › › 19
NATM Advertising Packages Designed with You in Mind › › › › › › › › › › › › › › 84
The Sustainability Corner with Shapiro › › › 56 Attention Exhibitors: Booth Purchase Advisory Regarding Columns for 2027 › › › › 20
Welcome New Members › › › › › › › › › › › › › › › › 86 Surviving Discovery: When the Records Request Isn't Friendly › › › › › › › › 59
First Year Anniversaries › › › › › › › › › › › › › › › › › 87
for 2027 Convention & Trade Show › › › › › › › 22
Strategic Planning Under the Sun › › › › › › › › › › 62
Press Releases › › › › › › › › › › › › › › › › › › › › › › › › 88
Putting Trailer Safety to the Test
Built on Knowledge: Tracey Vire’s
at Nashville Superspeedway › › › › › › › › › › › › 24
Almost Three Decade Journey › › › › › › › › › › › 64
NATM Returns to Nashville
www.NATM.com
November/December 2026
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STAFF Tracks Editor Samantha Darling LaCount • Samantha.Darling@natm.com Executive Director Alex Stowe • Alex.Stowe@natm.com Assistant Director Meghan Ryan • Meghan.Ryan@natm.com Marketing Director Savana Morrison • Savana.Morrison@natm.com Technical Director Scott Crimmins • Scott.Crimmins@natm.com Programming Director Ginger Baker-Sanhueza • Ginger.BakerSanhueza@natm.com Events Director Aileen Valido • Aileen.Valido@natm.com Quality Director Abby Wiebler • Abby.Wiebler@natm.com Compliance Manager Sean Sloan • Sean.Sloan@natm.com Membership Specialist Kevin Sander • Kevin.Sander@natm.com Senior Compliance Consultant Aaron Langer • Aaron.Langer@natm.com Compliance Consultant Todd Stallbaumer • Todd.Stallbaumer@natm.com
Marketing Specialist Izabella Chesney • Izabella.Chesney@natm.com Marketing Coordinator Mary Klaire Perez • Mary.KlairePerez@natm.com Membership & Events Coordinator Catie Rutkowski • Catie.Rutkowski@natm.com OFFICERS President Andy Derr • M.H. Eby, Inc.
Deborah Edwards • SteelPoint Logan Mesenbrink • Lane Trailers Kevin Ten Haken • Demco Products Steven Aiuto • GM
DIRECTORS FEB. 2025 - FEB. 2028 Andy Gehman • MGS Incorporated Daniel Luby • BoatMate Trailers, Inc.
Vice President Nathan Uphus • Felling Trailers
Nathan Uphus • Felling Trailers
Treasurer Daniel Luby • BoatMate Trailers, Inc.
Richard Lavanture • LaVanture Products
Secretary Heather Gonzales • Down 2 Earth Trailers
Heather Gonzales • Down 2 Earth Trailers
DIRECTORS FEB. 2026 - FEB. 2029
Associate Member Representative Bill O’Hara • Dexter
Bill O’Hara • Dexter
Past President Marco Garcia • U-Haul International, Inc.
Dave McKee • ATW
Charles Daugherty • Red Fern Dynamics
Jacob Crabb • Diamond C DIRECTORS FEB. 2024 - FEB. 2027
Marcus Hester • EMCO
Andy Derr • M.H. Eby, Inc.
Conrad West • EZ Loader Boat Trailers
Rick Huddleston • White River Marine Group
Johnathan Bradley • All American Trailer Connection
About this publication: Tracks Volume 39, Issue 6 November/December 2026 is published six times a year (bi-monthly) for $50 per year by the National Association of Trailer Manufacturers, 2420 SW 17th St, Topeka, KS 66604. Periodicals postage paid at Topeka, KS. POSTMASTER: Send address changes to NATM 2420 SW 17th St, Topeka, KS 66604. DISCLAIMER: The inclusion in this magazine of advertising, logos, or website links, or reference to any products, services, trade names, or manufacturers is not an endorsement by NATM of any such advertisers, links, entities, products, services, or names. NATM through this magazine provides news and opinion articles as a service to its members and readers. Often these articles come from sources outside of its organization. Statements and opinions expressed in these articles are solely those of the authors and do not necessarily reflect the opinions, beliefs and viewpoints of the National Association of Trailer Manufacturers, its staff or management, or the official policies of NATM. Nor does NATM accept responsibility for any errors or omissions made in publishing or reproducing articles or advertising appearing in Tracks or for the return of unsolicited manuscripts sent to NATM. USPS Number: 022438
ISSN Number: 1552-2415
NATM Headquarters • 2420 SW 17th St. • Topeka, KS 66604 • (785) 272-4433 • Fax: (785) 272-4455
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November/December 2026
www.NATM.com
Advertising Index Ace Wire Spring & Form Co. › › › › › › › › › › › › › › › › › › › 5
Hubbard-Hall › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 21
Napoleon/Lynx › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 60
Affiliated Resources, Inc. › › › › › › › › › › › › › › › › › › › › 55
Hutchens Industries, Inc. › › › › › › › › › › › › › › › › › › › › › 85
NATDA › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 43
BlastOne › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 3
Iowa Spring Mfg. › › › › › › › › › › › › › › › › › › › › › › › › › › › › 58
Optronics International › › › › › › › › › › › › › › › Back Cover
Dec-O-Art › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 11
Kenda/Americana Tire
Ridewell Suspensions › › › › › › › › › › › › › › › › › › › › › › › 26
& Wheel Corporation › › › › › › › › › › › › › › › › › › › › › › › › › 17 Dexter › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 38
Tech Products, Inc. › › › › › › › › › › › › › › › › › › › › › › › › › › › 17 LandAirSea › › › › › › › › › › › › › › › › › › Inside Front Cover
Diamond Wire Spring Company › › › › › › › › › › › › › › › 47
Tie Down Inc. › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 52 LaVanture Products
East Penn Manufacturing Co., Inc. › › › › › › › › › › › › › › 17
Company › › › › › › › › › › › › › › › › › › › › › Inside Back Cover
TRP International, LLC › › › › › › › › › › › › › › › › › › › › › › › 80
Heskins, LLC › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 7
Lippert › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › › 57
UFP Factory Built › › › › › › › › › › › › › › › › › › › › › › › › › › › 61
www.NATM.com
November/December 2026
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TRACKS
PRESIDENT’S REPORT
President’s Report By Andy Derr, M.H. Eby, Inc.
We've all just returned home, and the inaugural NATM Dealer Summit is still top of mind. I hope you were as invigorated as I was by the educational sessions as well as the dealer-manufacturer panel discussion. It was great to see new and familiar faces alike in the crowd. Trailer dealers at the NATDA Trailer Show got to experience NATM education in action, and it couldn't have gone better. Exceptional education in Nashville brings another show to mind — the NATM Convention & Trade Show is on the horizon. The industry will head back to Nashville, Feb. 15-18, 2027. Join us for cutting edge Technical
Forums, top notch Educational Workshops, networking events, industry awards, and a nearly sold-out trade show floor. Read more and register your team today at NATM.com/Convention. Convention will also mark the end of my term as NATM Board President. I couldn't be prouder of what we've accomplished over the last two years and the trajectory the Association is on. Convention, Regulatory Roundup, Board meetings, and the first NATM Dealer Summit have all served as reminders that we are stronger together. I can't wait to see what we'll accomplish next. ■
Andy Derr
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November/December 2026
www.NATM.com
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TRACKS
H E A D Q UA R T E R S R E P O R T
Headquarters NOVEMBER/DECEMBER 2026
REPORT
By Alex Stowe, NATM Executive Director
A
nother year has flown by at HQ, between new programming and continuing to support the industry, I think it is important to look back on some of the major accomplishments of 2026 to help set the table for what we can look to achieve in 2027. Despite more economic uncertainty, 2026 was another great year, and that is largely thanks to the work of staff, the NATM Board, our committees, and all members who continue to support our association. Thank you all for making 2026 such a great year. 2026 marks the end of NATM’s most recent strategic plan, and we want to focus on successes and growth of that plan. If you are interested in hearing more about the behind the scenes work that went into the 20272030 strategic plan, along with an overview of the new focuses, you can find out more starting on Page 62. NATM’s 2023-2026 strategic plan focused on four key areas: 1) Advocacy and Partnerships, 2) Education, 3) Decal Awareness, and 4) Cohesive Industry. Over the last three years NATM has seen exponential growth in relation to all of these key areas. On the Advocacy and Partnerships front, NATM is now working closely with NHTSA to ensure we are staying informed and ahead of any developments that might impact the light- and medium-duty trailer industry. We’ve also continued to grow Regulatory Roundup and our overall outreach efforts on Capitol Hill in Washington, D.C. When reviewing our overall goals for the Education focus, NATM hired Ginger Baker Sanhueza, our Programming Director, who oversees all aspects of educational programming for members and has built the NATM Academy into
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November/December 2026
a great resource for all members. Decal Awareness is an area NATM has continued to see growth, with the creation of the National Safe Trailering Council. Additionally, work done during Trailer Safety Week ensures end-users have the resources and knowledge necessary to safely tow trailers, and understand the importance of an NATM Decal on a trailer. Finally, when looking at the work done on creating a more Cohesive Industry, NATM has collaborated with NATDA to help create the NATM Dealer Summit at the NATDA Show. This has been an amazing opportunity to bring our two associations together and to also provide educational content directly to dealers. In addition to the growth from our current strategic plan, 2026 was also a strong year for the association. The year kicked off with an excellent Convention & Trade Show in Fort Worth, TX (I hope to see you all in Nashville in a few months). We then turned that momentum into a great Regulatory Roundup in April, where members of the association were able to advocate for the industry and educate lawmakers on things like side underrides, dealer tax deductions, and the importance of supporting our industry. September saw staff head to Nashville for our inaugural NATM Dealer Summit, which was a great opportunity to present more about who NATM is and how we can help support our Dealer Affiliates. I am excited to take all of these positives into 2027 and continue to find ways to advocate and support all of our members as we head into a new year. I hope you all have very happy holiday seasons, are able to take some time away to rest and recharge, and I look forward to seeing you in Nashville Feb. 15-18 for the NATM Convention & Trade Show. ■
www.NATM.com
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TRACKS
G O V E R N M E N T A F FA I R S
State-Level Regulations: Why Manufacturers Need to Pay Attention By Brody Garland, K&L Gates
For many trailer manufacturers, federal regulations issued by agencies such as the National Highway Traffic Safety Administration (NHTSA) and the Department of Transportation (DOT) are often the primary focus of compliance efforts. Federal Motor Vehicle Safety Standards establish a nationwide baseline for trailer safety, manufacturing, and certification requirements, providing a consistent framework for businesses operating across state lines. As a result, it can be easy to assume that state legislatures and regulatory agencies play only a limited role in shaping the operating environment for trailer manufacturers. In reality, state-level policymakers are increasingly active in areas that directly affect manufacturing operations, workforce management, facility permitting, environmental compliance, product registration, taxation, and business licensing. In many cases, state governments are moving more quickly than Congress or federal agencies to address emerging issues.
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While federal rulemakings can take years to develop and finalize, state legislatures often convene annually and can enact significant changes within a single legislative session. For manufacturers, this means that overlooking developments at the state level can create unexpected regulatory burdens, compliance challenges, and business risks.
Why States Matter State governments possess broad authority over economic development, labor policy, taxation, environmental permitting, licensing, and many aspects of commercial activity. While federal law generally preempts states from establishing conflicting motor vehicle safety standards for new vehicles, there are numerous areas where states maintain significant influence over how businesses operate.
www.NATM.com
G O V E R N M E N T A F FA I R S
TRACKS
For example, states routinely consider legislation affecting workforce development programs, workplace safety requirements, apprenticeship initiatives, unemployment insurance, paid leave mandates, and environmental permitting requirements. These measures can have a direct impact on operating costs, staffing strategies, and long-term business planning for manufacturers.
recruiting and retaining skilled workers. Many states are exploring expanded apprenticeship programs, technical education investments, and workforce training initiatives designed to strengthen domestic manufacturing capacity. NATM has previously highlighted workforce shortages as one of the industry's long-term challenges and has advocated for increased access to education and training opportunities.
States also increasingly serve as testing grounds for new policy ideas. Lawmakers often look to other states when crafting legislation, meaning a proposal introduced in one state can quickly spread across the country if it gains traction. Companies that monitor these developments early are better positioned to anticipate potential impacts and engage constructively in the policymaking process.
Environmental permitting and industrial development policies are also becoming increasingly important. States are balancing efforts to encourage economic growth with demands for environmental oversight and community engagement. Changes to permitting timelines, emissions requirements, or industrial development incentives can affect decisions regarding facility expansion and site selection.
Lessons from Georgia
Technology represents another emerging area of state activity. As electric vehicles, connected vehicle technologies, and vehicle-to-vehicle communications continue to evolve, state governments are evaluating how existing transportation laws and regulations should adapt. NATM has emphasized the importance of ensuring trailers are considered as these technologies develop and become more widely deployed.
A recent example illustrates why state-level advocacy remains important for the trailer manufacturing industry. Earlier this year, legislation introduced in Georgia sought to establish a new regulatory framework for trailer manufacturers operating within the state. The proposal would have created a State Board of Trailer Manufacturers with authority over manufacturer licensing, inspections, and regulatory oversight. NATM expressed concerns that the legislation could create duplicative requirements while imposing new compliance obligations on manufacturers already subject to existing federal, state, and local regulations. The Association also raised questions regarding potential conflicts of interest associated with a board composed of industry participants that would exercise licensing authority over competitors.
Staying Engaged One of the most effective ways manufacturers can protect their interests is by staying informed and participating in the policy process before decisions are made. Legislators and regulators frequently seek input from stakeholders when evaluating the potential effects of proposed legislation. Businesses that provide practical, real-world perspectives often help policymakers better understand the consequences of regulatory proposals.
While proposals such as this may be well-intentioned, they demonstrate how state legislatures can significantly affect the operating environment for manufacturers. In many instances, legislators may have limited familiarity with the trailer industry and could be unaware of existing federal requirements, voluntary compliance programs, or industry best practices already in place.
Trade associations play an essential role in this effort by monitoring legislative developments, educating policymakers, coordinating industry responses, and ensuring that the voice of manufacturers is heard. Through engagement at both the federal and state levels, industry stakeholders can help shape policies that promote safety, support economic growth, and encourage innovation.
This underscores the importance of industry engagement. Without input from manufacturers and trade associations, policymakers may inadvertently create new regulatory structures that increase costs without delivering meaningful safety or economic benefits.
Conclusion
Monitoring Emerging Trends State policymakers are expected to remain active on a wide range of issues relevant to manufacturers in the coming years. Workforce development continues to receive significant attention as manufacturers across the country face challenges
www.NATM.com
Federal regulations will continue to play a central role in the trailer manufacturing industry, but they are only part of the regulatory landscape. State governments are increasingly active in areas that affect manufacturers' day-to-day operations, workforce needs, and long-term competitiveness. By paying close attention to state-level developments and engaging early in the policymaking process, manufacturers can help ensure that new regulations are practical, effective, and informed by the realities of the industry. In today's regulatory environment, what happens in a state capitol can be just as important as what happens in Washington. ■
November/December 2026
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TRACKS
CO N V E N T I O N
Last Call to Showcase Your Latest Innovation at the 2027 Convention & Trade Show By Aileen Valido, NATM Events Director
Innovation continues to shape the trailer industry, and new technologies and advanced components are helping move the industry forward. At the 2027 Convention & Trade Show, the National Association of Trailer Manufacturers (NATM) will once again feature the latest breakthroughs in the light- and medium-duty trailer market through its Trailer Trends & Tech Showcase. This special exhibit gives NATM Trade Show exhibitors another valuable way to engage potential customers and highlight their products beyond the boundaries of their booth space. Have a new product that will enhance trailer safety or manufacturing and production? Have an exciting component to showcase to prospective customers? Or is it a new service that will save trailer manufacturers thousands? For just $750 per product, you’ll have the valuable opportunity to introduce your new products to key industry leaders at the 2027 show in Nashville, Tennessee. Email NATM Events Director Aileen Valido at Aileen. Valido@natm.com for the online application and for additional requirements for participation. The deadline to submit your product application is Dec. 11, 2026, so
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don’t wait to secure your spot in the showcase. Please note that NATM will not accept on-site submissions.
Recognition Not only will the Trailer Trends & Tech Showcase highlight your cutting-edge components, but your peers and customers also will be able to participate in the selection process by voting for awards in multiple categories on the Convention Mobile App. The recognition and awards gained from participation in this showcase will assist in raising market awareness of your innovative new product. During the NATM Convention & Trade Show, manufacturers will have the chance to vote on their favorite products on the Convention Mobile App. Once the voting process closes, the winners will be presented with awards on the Trade Show floor during the event. The winning awards will be announced at the Trailer Trends & Tech Awards on Thursday, Feb. 18, at 10:00 a.m. Winners will also be featured in NATM’s Tracks Magazine and will have the opportunity to be considered for a special article featuring their product.
www.NATM.com
CO N V E N T I O N
Criteria and Display The Trailer Trends & Tech Showcase is only open to vendor exhibitors at the 2027 Convention & Trade Show, and the submission must be a physical product that can be on display at the event. The product release date must be any time after Jan. 1, 2025. Participating exhibitors must bring their product to the show floor on Tuesday, Feb. 16, between 1:00 p.m. and 4:00 p.m., or ship the product to the warehouse.
Raffle Innovation is best experienced firsthand, which is why NATM is excited to offer the Trailer Trends & Tech Showcase raffle — an outstanding opportunity for trailer manufacturers and dealer attendees to engage with the showcased products in a unique way. By participating in the raffle, attendees get a chance not only to witness the innovation of your products but also take them home! The raffle will take place at 11 a.m. on Thursday, Feb. 18. It is optional to participate in the raffle and exhibitors in the Trailer Trends & Tech Showcase can choose whether they participate or not during the application process.
www.NATM.com
TRACKS
Participation in the Trailer Trends & Tech Showcase is competitively priced at $750 per product. As NATM is the only 501(c)(6) not-for-profit trade organization in the light- and medium-duty trailer industry, this participation fee directly supports the educational programming and funding that have a positive and lasting impact on trailer safety nationwide. When your company contributes to NATM through exhibiting, sponsorships, and advertising, you directly support initiatives that empower and improve the light- and medium-duty trailer industry at all key stakeholder levels, including end-users, suppliers, trailer manufacturers, dealers, law enforcement, and traffic safety organizations. From educational outreach on trailer maintenance and safe towing practices to end-users, to improving access to reputable resources for trailer manufacturers, your involvement creates a multiplier effect of positive impact by supporting the only not-for-profit trade organization dedicated to improving light- and medium-duty trailer safety. For more information about the developing schedule, go to Page 13. If you have any questions about the 2027 NATM Convention & Trade Show Trailer Trends & Tech Showcase, contact NATM Events Director Aileen Valido at Aileen.Valido@natm.com or call (785) 272-4433. ■
November/December 2026
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TRACKS
CO N V E N T I O N
Booth Sales Near Capacity for 2027 Nashville Convention & Trade Show By Aileen Valido, NATM Events Director
The National Association of Trailer Manufacturers (NATM) Convention & Trade Show features suppliers and service providers exhibiting on the show floor, while light- and medium-duty trailer manufacturers walk the floors to shop. Make sure to grab a booth before they're gone for the NATM Convention & Trade Show at the Gaylord Opryland Resort & Convention Center in Nashville, Tennessee, Feb. 15-18, 2027. Booth selection for the 2027 Convention & Trade Show is open for all NATM Members and non-members, and exhibit space is already 95% sold and is nearing capacity! With booths being reserved quickly, companies are encouraged to secure their space now while availability remains. Don’t miss the opportunity to be part of the show floor—reserve your booth before the space is gone. Map Your Show allows for real-time booth selection and significant time savings for exhibitors. The cost for NATM Members for a 10' x 10' booth is $2,247. Booth spaces for non-members of NATM are $4,494. The booth cost includes two complimentary booth worker registrations.
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NATM Members have received an email from NATM notifying them that the booth sales application is available online for their company. The email contains a unique code that, when entered, pre-populates the online booth sales application. Once logged in, exhibitors can view the 2027 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, booth space is available on a first come, first served. Those interested in securing a booth are encouraged to act today, as booth spaces are nearly sold out and will do so quickly. If you have any questions regarding how to book your exhibit space at the 2027 NATM Convention & Trade Show, contact NATM Events Director Aileen Valido at Aileen.Valido@natm.com or (785) 272-4433. ■
www.NATM.com
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2027 Convention Developing Schedule Nashville, Tennessee | February 15-18, 2027
Monday, February 15th
Wednesday, February 17th
Registration
Registration
4:30 p.m. - 7:00 p.m.
8:00 a.m. – 5:00 p.m.
Dueling Pianos Welcome Event
Exhibitor Move-In
6:00 p.m. – 8:00 p.m.
8:00 a.m. – 11:00 a.m.
Tuesday, February 16th
Bacon & Brilliance: Association Update and Awards Brunch
Registration
Bacon & Brilliance: Polling Panel
8:30 a.m. – 7:00 p.m.
10:00 am – 11:30 am
Workshop Session 1: Keeping Your Best People: Practical Strategies to Reduce Turnover in Trailer Manufacturing
Trade Show Open
10:00 a.m. – 11:30 a.m. Technical Forum Session 1: More Arc, Less Idle: Improving Welding Shop Productivity Without Major Capital Investment 10:00 a.m. – 11:30 a.m. Lunch and Legislation: Government Affairs Lunch & Learn 11:30 a.m. – 1:30 p.m. Exhibitor Move In
9:00 a.m. – 10:00 a.m.
11:30 a.m. – 5:00 p.m. Trade Show Reception 3:00 p.m. – 5:00 p.m.
Thursday, February 18th Exhibitor Move In 8:30 a.m. – 9:00 a.m.
Noon – 6:00 p.m.
Registration
Workshop Session 2: Leadership Strategies for Trailer Manufacturers Navigating Uncertainty, Workforce Challenges, and Industry Change
Trade Show Open
2:00 p.m. – 3:30 p.m. Technical Forum Session 2A : Beyond the Lens: Trailer Lighting 101 and Compliance
9:00 a.m. – Noon 9:00 a.m. – Noon Coffee with Exhibitors 9:00 a.m. – 10:00 a.m.
2:00 p.m. – 2:40 p.m.
Trailer Trends & Tech Showcase Awards & Raffle
Technical Forum Session 2B : Engineered to Carry: Tire Ply Ratings & Wheel Capacity for Trailer Load Performance
CVP Failures and Trailer Technology Workshop
10:00 a.m. –10:30 a.m.
2:45 p.m. – 3:30 p.m.
10:45 a.m. – Noon
NATM PAC Reception**
Exhibitor Move Out
3:50 p.m. – 4:30 p.m.
Noon – 5:00 p.m.
Newcomer Orientation & Reception 4:00 p.m. – 6:00 p.m. President’s Reception 6:00 p.m. – 7:30 p.m.
www.NATM.com
**The PAC Reception may only be attended by NATM's "Restricted Class," which includes certain NATM employees, individual and other noncorporate NATM Members, and certain employees of corporate members with pre-approval.
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Thank You 2027 Convention Sponsors!
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www.NATM.com
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Maximize Your Impact: Sponsor the Convention Today By Aileen Valido, NATM Events Director
A
s a not-for-profit 501(c)(6), the National Association of Trailer Manufacturers (NATM) relies on the annual Convention & Trade Show to fund association programming. Revenue generated from the Convention is directly funneled back into benefits for members, including government affairs representation and advocacy, the Compliance Verification Program, the creation of reputable safety resources and education, including the NATM Academy training program and nationwide Trailer Safety Week efforts. It is thanks to the support of sponsors that NATM is able to offset costs for the Association, attendees, and ultimately the industry at large. Sponsoring not only provides outstanding brand exposure and visibility within the light- and mediumduty trailer manufacturing industry, but it also highlights your support and commitment to the field. For companies looking to connect with industry decisionmakers, this is the event to generate excitement! Sponsorships for the 2027 NATM Convention & Trade Show are now available. The success of the NATM Convention is directly tied to the support of its generous sponsors. There are marketing and general sponsorship opportunities available from $500 to $50,000 to fit any budget and strategy,
www.NATM.com
including networking receptions, the Welcome Event featuring Dueling Pianos, Trade Show lounges, and more! Being a sponsor allows your company early access to booth selection for the 2028 show and provides a wide range of exposure, both electronically on NATM’s website and mobile app, and in print in several issues of Tracks Magazine. This name recognition will help drive customers to your booth and provide unique opportunities for your team to make meaningful connections with attendees. NATM will work with you to find the sponsorship opportunity that best fits your company’s goals. Several key sponsorships are still available and expected to sell out fast.
Available Sponsorship Opportunities: You can find the full 2027 Sponsorship Brochure at NATM. com/Sponsor. Again this year, exhibitors can select their sponsorships while choosing their booth space or they can contact NATM Events Director Aileen Valido at (785) 272-4433 or Aileen.Valido@natm.com for assistance. NATM looks forward to seeing you all in Nashville! ■
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Music, Competition, and Connection: Dueling Pianos Returns with New Cornhole Tournament By Aileen Valido, NATM Events Director
K
ick off the National Association of Trailer Manufacturers (NATM) Convention & Trade Show with an evening of music, networking, and fun at the Dueling Pianos Welcome Event Reception! NATM is excited to welcome attendees to this lively reception on Monday, Feb. 15, 2027, at the Gaylord Opryland Resort & Convention Center in Nashville, Tennessee. Join fellow industry professionals for an evening of connection, conversation, and the highenergy entertainment of live dueling piano performances.
New This Year: Cornhole Tournament Add a little friendly competition to your Welcome Event experience with NATM’s new cornhole tournament! Attendees will have the opportunity to join in on a fun, casual activity while enjoying the evening’s festivities. The tournament will be set up in one area of the ballroom alongside the Welcome Event activities. Grab a teammate, show off your skills, and enjoy some friendly competition with fellow NATM Members. The Welcome Event provides the perfect opportunity to reconnect with fellow NATM Members, build new industry relationships, and enjoy an evening of entertainment and networking. Whether you're a first-time attendee or a returning familiar face, you won't want to miss this exciting event.
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Event Details: Date: Monday, Feb. 15, 2027 Time: 6:00 p.m.– 8:00 p.m. Location: Gaylord Opryland Resort & Convention Center in Nashville, Tennessee Price: Included with Trailer Manufacturer Full Registrations; $85 for all other registrants
To Register: Trailer Manufacturer Full Registrations automatically include admission to the NATM Welcome Event. For all other registrants, tickets are $85 per person. To secure your spot, visit NATM.com/Events. Space is limited for this popular event.
Registration Questions? Contact NATM Membership & Events Coordinator Catie Rutkowski at (785) 272-4433 or Catie. Rutkowski@natm.com with any questions. ■
www.NATM.com
ai177462082124_NATM_EPM_AD_Winter_2026-PRESS.pdf
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3/27/26
10:13 AM
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©2026 Kenda Tires. All rights reserved.
©2025 Kenda Tires. All rights reserved.
www.NATM.com
November/December 2026
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Exhibitor Essentials for 2027 NATM Convention & Trade Show By Aileen Valido, NATM Events Director
As planning continues for the 2027 National Association of Trailer Manufacturers (NATM) Convention & Trade Show in Nashville, Tennessee, exhibitors are encouraged to stay up to date on several important details related to booth setup, planning tools, and available show resources.
›
New Exhibitor Resource Center on Map Your Show Platform
Booth Furnishings Not Included
New this year, and as part of NATM’s continued effort to improve the exhibitor experience, exhibitors will have access to the Map Your Show (MYS) Exhibitor Resource Center (ERC), a centralized digital hub designed to simplify event planning and streamline participation. The ERC is designed to help exhibitors manage their participation in one place. It allows users to: › › › ›
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Manage virtual booth profiles and company listings Complete task checklists and track important convention deadlines Access key show information Update online listings and product categories for attendee searches
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View exhibitor leads and performance data
This platform is intended to help exhibitors stay organized, improve visibility, and maximize their presence before and during the show.
As stated in the contract, booth furnishings and materials — including carpet, tables, chairs, wastebaskets, electrical services, Wi-Fi, and other related items — are not included with booth space. Booths in aisles 100-300 come carpeted in Halls B1-3. Booths located in aisles 400-1400 come uncarpeted, and exhibitors will need to order through Freeman for carpeting. These items must be ordered separately through Freeman. Full ordering instructions will be included in the Exhibitor Resource Center later this year. If you have any questions about the 2027 NATM Convention & Trade Show, contact NATM Events Director Aileen Valido at Aileen.Valido@natm.com or call (785) 272-4433. ■
www.NATM.com
CO N V E N T I O N
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Free Hotel Night, Registrations for Qualified New Trailer Manufacturer Attendees at 2027 Convention By Catie Rutkowski, NATM Membership & Events Coordinator
Elevate your industry presence as the National Association of Trailer Manufacturers (NATM) extends a warm invitation to new NATM Members for the 2027 NATM Convention & Trade Show in Nashville, Tennessee, from Feb. 1518, 2027! NATM is thrilled to announce the New Trailer Manufacturer Promotion, an opportunity for NATM Trailer Manufacturer Members who have not experienced the excitement of the NATM Convention & Trade Show previously, or who have not attended in the last five years. This promotion entitles eligible trailer manufacturing companies that have not attended the NATM Convention & Trade Show in the last five years to two complimentary full registrations, two complimentary spouse/partner registrations, and the added luxury of one free hotel room night per qualifying company! Seize the chance to immerse yourself in industry insights and dynamic networking at this premier event.
www.NATM.com
The NATM Convention & Trade Show is the annual trade show for the light- and medium-duty trailer industry. With an attendance of over 1,500 trailer manufacturers and suppliers each year, this "must attend" event promises a wealth of education, networking opportunities, and industry insights. The 2026 Trade Show witnessed the participation of more than 240 exhibiting companies, offering attendees a diverse array of cutting-edge products and services. To see if you qualify for the New Trailer Manufacturer Promotion, reach out to NATM Membership Specialist Kevin Sander at Kevin.Sander@natm.com or (785) 272-4433 for details. The deadline to take advantage of this promotion is Dec. 17, 2026. Contact Kevin today and elevate your industry engagement and be part of the excitement that defines the NATM Convention & Trade Show! ■
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Attention Exhibitors: Booth Purchase Advisory Regarding Columns for 2027 By Aileen Valido, NATM Events Director
A
s excitement builds for the upcoming National Association of Trailer Manufacturers (NATM) 2027 Convention & Trade Show at the Gaylord Opryland Ryman Exhibit Hall, Feb. 15-18, 2027, NATM wants to ensure that all exhibitors are well-informed about an essential aspect of booth purchases this year: the presence of structural columns within the exhibit halls.
attention to the small square boxes on the Map Your Show Booth Sales map — they signify the presence of columns within the exhibit halls. Please see the diagram below in which the squares are highlighted to indicate structural columns.
The 2027 Exhibit Hall in Ryman B has structural columns every 30 feet, and if booths are merged, these columns could directly intersect with them. While most columns will be discreetly tucked away between a double layer of pipe and drape, it's crucial to keep them in mind when planning your booth space.
Visual Aid: Recognizing Structural Columns in Ryman Hall To give you a visual aid, there's a photo of Ryman Hall to the right, showcasing these columns, alongside the 2027 NATM Convention & Trade Show booth sales map. In this map, the column squares are highlighted in yellow. Take a moment to review these visuals to grasp the layout of the exhibit halls and the location of these columns. In efforts to maximize booth spaces and minimize column interference with exhibitors of all sizes, NATM has already merged certain booth spaces ahead of the sales process to accommodate structural columns. NATM kindly asks all exhibitors to consider these factors when purchasing booth space. Please note, you are still able to purchase neighboring booths and the NATM Staff will merge them for you on the map. Merged booths will also be larger than the usual 10’ increments due to the columns — please talk with an NATM staffer to verify the true dimensions of your booth floor plan.
Guidance for Exhibitors: Tips for Selecting Booth Spaces When selecting your booth(s), don’t forget to pay close
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TOP: Structural pillars are located throughout the Gaylord Opryland Ryman Exhibit Hall. BELOW: This snapshot of Map Your Show shows yellow squares where the columns are located and which booth spaces are affected.
The Association is committed to making the 2027 NATM Convention & Trade Show a resounding success, and your cooperation in navigating these booth purchase considerations is integral to that goal. Should you have any questions or concerns regarding booth purchases or the exhibit hall layout, please don't hesitate to reach out to NATM Events Director Aileen Valido at (785) 272-4433 or Aileen.Valido@natm.com. Thank you for being a part of the excitement surrounding the 2027 NATM Convention & Trade Show. NATM can’t wait to make it an event to remember! ■
www.NATM.com
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NATM returns to Nashville, Tennessee, for the 2027 Convention & Trade Show. Photo provided courtesy of Nashville Convention & Visitors Corp.
NATM Returns to Nashville for 2027 Convention & Trade Show By Meghan Ryan, NATM Assistant Director
T
he National Association of Trailer Manufacturers (NATM) is heading back to the Gaylord Opryland Resort & Convention Center in Nashville, Tennessee, Feb. 15–18, 2027. The light- and medium-duty trailer industry is invited to come together with trailer manufacturers, suppliers, dealers, and service providers to improve the industry through education and connection.
The NATM Convention & Trade Show stands as the industry’s leading event run by a not‑for‑profit association, meaning every dollar goes right back into serving members. Attendees can expect learning, connection, and a close look at the newest products shaping the trailer world.
›
Networking Moments: Meet peers, build relationships, and explore opportunities that help move the industry forward. ›
Product Highlights: See new technologies and services that spotlight the future of towing on the exhibit hall floor and in the Trailer Trends & Tech Showcase. ›
Industry Insights: Hear from seasoned voices on trends and challenges shaping the field.
›
Nashville Experiences: When sessions wrap, enjoy the food, music, and culture that make the city famous.
What’s Ahead for 2027
Gaylord Opryland Room Block
›
Workshops and Forums: Learn about industry changes, new ideas, and useful tools to support your business.
The Gaylord Opryland is known for its sweeping indoor gardens and warm hospitality. NATM has secured a
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www.NATM.com
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special room rate of $239 per night, with reservations now available at NATM.com. Booking through NATM is the only way to guarantee the official rate. Please be aware of unauthorized groups using NATM’s logo— only emails ending in @natm.com are legitimate.
Trade Show & Booth Space The Trade Show exhibit hall is part of the Gaylord Opryland facility, ensuring easy access to all the latest products, technologies, and solutions in the trailer industry without ever leaving the building. Explore innovations and network with leading manufacturers, suppliers, and industry experts. The NATM Member rate for a 10’ x 10’ booth is $2,247. Booth spaces for non-members are $4,494. All NATM Members and non-members alike are still eligible to purchase booth space while space remains available. For more information about the booth sales, turn to Page 12.
Food and Fun for All With many restaurants and lounges, the resort offers options for every taste. Families can also enjoy SoundWaves, the resort’s indoor/outdoor water experience. For those eager to explore, Nashville’s well‑known food and music scene is just minutes away.
Sponsorships Sponsorship opportunities range from $250 to $50,000, offering early booth selection and year‑round visibility across digital and print channels. Support from sponsors helps make the event possible and strengthens the experience for attendees.
New Attendee Promotion New member manufacturers—or manufacturers who haven’t attended in five years—may qualify for two complimentary full registrations and a hotel night stay. Contact NATM Membership Specialist Kevin Sander at Kevin.Sander@natm.com for details.
Stay Connected
TOP: Bourbon Street Blues and Boogie Bar are a few of the popular stops in downtown Nashville. BOTTOM: The Gaylord Opryland is the host site for the 2027 Convention & Trade Show and is known for its sweeping indoor gardens and warm hospitality. Photos provided courtesy of Nashville Convention & Visitors Corp.
www.NATM.com
Sign up for event emails at NATM.com/Convention. NATM looks forward to welcoming you back to Nashville in 2027. For questions about sponsorships or exhibit spaces, contact NATM Events Director Aileen Valido at Aileen.Valido@natm.com or call (785) 272‑4433. ■
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NATM Technical Director Scott Crimmins (right) records the ride along to share with members. Photo by NATM Staff.
Putting Trailer Safety to the Test at Nashville Superspeedway By Ginger Baker-Sanhueza, NATM Programming Director
What happens when you intentionally try to make a loaded trailer hydroplane, jackknife, or sway?
put participants in the passenger seat so they could feel what happened when those systems were put to work.
Ideally, not much.
For the National Association of Trailer Manufacturers (NATM), the event was an opportunity to see trailer safety technology in action, connect with members and dealers, and experience the kind of hands-on education that can be difficult to replicate in a classroom.
That was part of the experience at Lippert Day at the Track featuring Diamond C, held at Nashville Superspeedway ahead of the 2026 North American Trailer Dealer Association (NATDA) Trailer Show. Dealers and industry representatives rode alongside professional drivers towing Diamond C trailers equipped with Lippert safety systems as they intentionally created challenging towing situations to demonstrate how the technology responds. A major focus of the day was Lippert’s trailer Anti-Lock Braking System (ABS), designed to help prevent wheel lockup during braking and help maintain control of the tow vehicle and trailer. Rather than explaining the technology from behind a podium, the track experience
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Putting the Systems to the Test Diamond C trailers equipped with Lippert systems were used throughout the demonstrations, with three different trailer and truck setups giving participants the opportunity to experience different scenarios. NATM Programming Director Ginger Baker-Sanhueza
www.NATM.com
DEALERS
participated in the ride-along and admits the results weren't particularly dramatic — which was a good thing. “The ride-along was fun because we got to experience three different scenarios designed to show what these systems can do,” Baker-Sanhueza said. “In one, we drove over wet linoleum to simulate ice and hard braking. Another involved taking corners hard to try to cause a jackknife, and the last simulated an improperly loaded tractor that could create trailer sway. In every scenario, the systems worked like they were supposed to. It was almost anticlimactic—which is exactly what you want when you’re talking about safety.”
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these simulated scenarios at the event, they become more invested in the trailer’s safety features because they have seen for themselves how well they work.”
From the Track to the Customer The value of the experience didn't end when participants stepped out of the truck. Dealers are often the people explaining trailer features, capabilities, maintenance, loading, and safe towing practices directly to the end-user. When they have experienced a safety system themselves, they have a firsthand example to draw from when those conversations happen back at the dealership. “If they can speak to how the technology works from real-world experience, even though simulated, the customer will be more engaged,” Crimmins said. NATM Membership Specialist Kevin Sander saw that connection happening throughout the event. “Dealers’ reaction to the interactive demonstration was fascinating!” Sander said. “A lot of these folks have been in the industry for quite some time, perhaps even growing up in it, and the new ABS braking system blew their minds. That was cool to see firsthand!” Even for people who have spent years around trailers, experiencing the technology under controlled conditions offered a different way to understand what it can do. “Compared to a classroom educational setting, dealerships who experience a live and interactive demonstration are going to be able to articulate the safety differences to their customers in more detail and with real life examples,” Sander said. “There is definite value from these hands-on safety experiences in the way the communication gets passed along to the end-users.”
Learning Alongside Members and Dealers NATM Technical Director Scott Crimmins (left) and NATM Membership Specialist Kevin Sander (middle) get ready for their Lippert Day at the Track ride along. Photo by NATM Staff.
Instead of the dramatic loss of control participants might have expected, they were able to experience how the technology responded when traction, braking, and trailer stability were challenged. For NATM Technical Director Scott Crimmins, allowing dealers to experience those situations themselves was an important part of the demonstration. “Most people never have to experience the safety features built into their vehicles and trailers, and that’s a good thing,” Crimmins said. “When dealers try out
www.NATM.com
The day also gave NATM Staff an opportunity to get outside of their normal roles and experience the equipment and technology they regularly discuss through NATM education, technical resources, membership conversations, and programming. “As Programming Director, I always enjoy getting out and seeing trailers and technology firsthand, and experiences like this also give us another opportunity to connect with our members and dealers,” Baker-Sanhueza said. “Dealer education around trailer safety is important, especially when it comes to understanding
Continued on Page 27
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DEALERS
Continued from Page 25
the systems designed to help prevent accidents. At the end of the day, I think we can all agree that safety is a top priority.” Opportunities like Day at the Track also demonstrate the connections that can develop through NATM Membership. Trailer manufacturer and supplier members have knowledge, technology, and experiences that can help NATM Staff better understand what is happening throughout the industry and bring those lessons back into the association's work. “When our manufacturer and supplier members invite NATM Staff into experiences like this, our team gets a better understanding of the technology, products, and safety advancements happening throughout the industry,” said NATM Executive Director Alex Stowe. “We can take that knowledge back and use it as we develop education and resources for our members and the dealer community.” The Nashville Superspeedway event was a great example of what can happen when different parts of the trailer industry come together around safety. Diamond C, an NATM Trailer Manufacturer Member, provided the trailers used during the demonstrations, with Diamond C’s Jacob Crabb also representing the company on the NATM Board of Directors. Lippert, an NATM Supplier Member, provided the safety technology and expertise behind the experience. Bringing manufacturer and supplier members, NATM leadership and staff, and dealers together gave everyone an opportunity to experience the technology firsthand, ask questions, and share in a common priority: advancing trailer safety. “The more educated all of us are on the technology, the better off the end user, i.e., the
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customer, is going to be,” Crimmins said.
Bringing Safety Back to the Dealership As NATM continues to expand its dealer education and programming, experiences like Day at the Track provide another way to get safety information into the hands of the people who are talking with trailer owners every day. Sander sees NATM's role as helping dealers build the knowledge they need to become a trusted resource for their own customers. “NATM wants to be known as the trusted educational resource for the dealer community when it comes to compliantly built trailers and safe trailering,” Sander said. “Providing dealers with enhanced knowledge on safe towing practices and capabilities will allow dealers to become the trusted educational resource by their customer base, the towing community. In turn, through a collective effort, the industry can continuously advance trailer safety and ultimately make the roadways as safe as possible!” For the dealers who participated in Nashville, that education came from the passenger seat of a truck while a professional driver deliberately tried to create situations most people hope they never encounter on the road. The trailers didn't dramatically slide across the track. They didn't jackknife. The improperly loaded trailer experienced minimal to no sway. It may have been a little anticlimactic from the passenger seat, but for a trailer safety demonstration, that was a pretty good outcome. For more information about NATM Members Diamond C and Lippert, visit: DiamondC.com and Lippert.com. ■
A Diamond C trailer was used during the event. Photo by NATM Staff.
www.NATM.com
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Dr. Rick Goodman presents 'Morning Momentum: How to Build a High-Velocity Sales Team.' Photo by NATM Staff.
Morning Momentum: Dr. Rick Goodman Brings the Energy to the NATM Dealer Summit By Ginger Baker-Sanhueza, NATM Programming Director
Donuts, coffee, a room full of trailer dealers, and Dr. Rick Goodman with a microphone. It was an energetic way to kick off education at the 2026 NATM Dealer Summit.
started. NATM also thanks LaVanture Products Company, the overall Education Summit Sponsor, for supporting education throughout the 2026 NATM Dealer Summit.
The National Association of Trailer Manufacturers (NATM) welcomed dealers to Nashville at the NATDA Trailer Show with "Morning Momentum: How to Build a High-Velocity Sales Team," presented by leadership and sales expert Dr. Rick Goodman.
Then came Goodman with enough energy of his own to wake up the room.
Before Goodman took the stage, attendees fueled up thanks to session sponsor Optronics International, which provided coffee and a donut wall to get the morning
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Start with Mindset Goodman was a familiar face for some NATM attendees after presenting at the 2025 NATM Convention & Trade Show.
www.NATM.com
DEALERS
This time, he brought his rapid-fire approach to the dealer community, challenging attendees to look at their mindset, their customer relationships, and the way they lead their sales teams. “Whatever you focus on is going to happen,” Goodman told attendees.
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down to three things: simplicity, speed, and efficiency. He also challenged leaders to create an inspiring vision, get their teams invested in delivering that vision, manage its delivery, and build relationships based on trust.
Step Into the Customer’s Reality One of Goodman’s central messages focused on understanding the difference between a business’s operating reality and its customer’s reality. For a trailer dealer, that means looking beyond the trailer sitting on the lot and understanding what the person standing in front of you is actually trying to accomplish. What does the customer need? What problem are they trying to solve? What result are they looking for? Goodman encouraged attendees to use LAER — Listen, Acknowledge, Explore, Respond — to better understand those needs. “LAER is a deposit in the relationship bank,” Goodman said. Listening becomes especially important when the goal is to move the conversation away from simply making a sale and toward helping the customer find a solution. Goodman encouraged dealers to identify customer pain points, involve the customer in the solution, guide the process as the expert, and provide enough value that their business becomes the customer's clear choice.
Bring the Energy Back to Your Team Goodman also turned the conversation inward. Building a successful sales team requires leaders to give their people direction, motivation, and a vision they can understand and deliver. Organization matters. Communication matters. So does the energy leaders bring into their businesses each day. Goodman also discussed how artificial intelligence tools such as ChatGPT can support sales operations, including customer engagement, lead generation, and sales proposals.
NATM Dealer Summit attendees were energized for the day with Dr. Rick Goodman. Photo by NATM Staff.
That mindset carries into how sales teams approach their customers. Goodman encouraged attendees to bring energy to those interactions and understand that commitment continues after the initial excitement wears off. “Commitment is doing the thing you said you would do long after the mood you said it in has left you,” he said. For Goodman, building a high-velocity sales team comes
www.NATM.com
With a full day of Dealer Summit education still ahead, "Morning Momentum" gave attendees plenty to think about as they considered their own sales processes, customer conversations, and teams. And the learning continued even after Goodman put down the microphone as attendees received a copy of his book, "The Solutions Oriented Leader," and Goodman stayed after the session to sign books, answer questions, and spend time with participants. The session set the tone for a day centered on learning from one another and bringing new ideas back to the dealership. ■
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The room fills up for 'Beyond the Build: A Dealer’s Guide to Trailer Manufacturer Partnerships.' Photo by NATM Staff.
Beyond the Build: Giving Dealers a Framework to Manage Manufacturer Relationships By Ginger Baker-Sanhueza, NATM Programming Director
A last-minute change of plans didn’t stop Johnny Shelton (NC Trailers) and Zach McCalley (Superstar Trailers) from delivering one of the most highly attended sessions at the 2026 National Association of Trailer Manufacturers (NATM) Dealer Summit. When Shelton was unable to make it to Nashville, Tennessee, in person, the NATM team made a quick pivot. Shelton joined the room via Zoom while McCalley took the stage for "Beyond the Build: A Dealer’s Guide to Trailer Manufacturer Partnerships." Together, they walked dealers through a framework for evaluating, onboarding, measuring, and managing their manufacturer relationships and sent attendees home with
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tools they could put to work in their own dealerships. The timing couldn’t have been better. With the North American Trailer Dealer Association (NATDA) Trailer Show opening the following day, dealers were preparing to walk a trade show floor filled with manufacturers, products, and potential new relationships. Shelton and McCalley gave them a framework to think through those relationships before they ever stepped onto the show floor. The session was sponsored by Horizon Trailers, a brand sold by both NC Trailers and Superstar Trailers. Horizon Trailers also brought swag for attendees to enjoy during the session. NATM appreciates Horizon Trailers for its support
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of dealer education and the 2026 NATM Dealer Summit. NATM also thanks LaVanture Products Company, the overall Education Summit Sponsor, for supporting the education offered throughout the Summit.
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Shelton and McCalley also flipped the conversation around. Dealers have a wish list for the manufacturers they want to carry: quality products, reliable lead times, good warranty support, competitive pricing, strong demand, and territory protection are among the considerations. Manufacturers have a wish list too. They are looking for dealers with strong people, good processes, effective inventory management, marketing, responsive sales teams, parts and service capabilities, and great customer service. That set the stage for the framework Shelton and McCalley introduced: COMMP.
Putting COMMP to Work The COMMP framework gives dealers five areas to consider throughout the life of a manufacturer relationship. Choose Wisely. Dealers were encouraged to evaluate the company behind the trailer, considering factors such as product-market fit, lead-time reliability, warranty and support, brand strength, lead generation, territory protection, craftsmanship, features, and final cost. The presenters also encouraged dealers to call other dealerships before taking on a new manufacturer. Instead of simply asking, “Are they a good manufacturer?” the dealer reference worksheet digs deeper into lead times, build quality, responsiveness, parts availability, warranty, territory, marketing support, and what happens when something goes wrong. Onboard Thoroughly. Signing the agreement is only the beginning. Sales, marketing, parts, service, warranty, and accounting all need the information, training, and contacts necessary to support a new brand. Shelton and McCalley cautioned against allowing an entire manufacturer relationship to live on one salesperson’s cell phone. 'Beyond the Build: A Dealer’s Guide to Trailer Manufacturer Partnerships' sparks thoughtful conversations between attendees. Photo by NATM Staff.
A Manufacturer is an Investment One of the first points Shelton and McCalley asked dealers to consider was everything they invest when they bring a manufacturer onto their lot. There is the financial investment in inventory, but dealers are also committing borrowing capacity, floorplan lines, lot space, employee time, marketing dollars, service capacity, and their reputation. When something goes wrong, the presenters reminded attendees, the customer comes back to the dealership. That means choosing which manufacturers to represent deserves a closer look at the company behind the trailer.
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Measure. Dealers were challenged to use their own data to better understand how each brand is performing. Shelton and McCalley walked attendees through Gross Profit Return on Inventory, or GPROI, which looks at how many gross-profit dollars come back for every dollar tied up in a brand. They also cautioned that the number is only the beginning; dealers need to look at the pieces underneath it to understand the full story. Manage. Once dealers have the data, they can use it to have more informed conversations with their manufacturers. Quarterly reviews were highly encouraged. From there, the dealer and manufacturer can identify what needs attention, agree on next steps, and assign responsibility. Perform. Shelton and McCalley also asked dealers to evaluate
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themselves and to be the type of dealer manufacturers want to support. Their message to dealers was straightforward: “You can't control the outcomes. You can control your processes.”
More Than Notes to Take Home One of the things that made "Beyond the Build" especially valuable was what attendees carried out of the room with them. Each dealer received a packet of resources built around the COMMP framework: ›
The Manufacturer Evaluation Scorecard gives dealers a way to rate a prospective manufacturer across ten factors and make notes as they evaluate whether a brand belongs in their lineup.
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The Manufacturer Onboarding Checklist assigns responsibilities across sales, marketing, parts, service, warranty, and accounting, helping dealers identify what needs to be in place when adding a new brand.
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The Manufacturer Review Form provides a structure for ongoing conversations using the dealership’s own numbers.
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The Dealer Performance Self-Assessment turns the evaluation back on the dealership and asks dealers to identify where their own processes can improve.
For attendees heading to the NATDA Trailer Show the following
day, those resources could be put to use almost immediately.
One Brand. One Next Step. Shelton and McCalley ended the session by challenging dealers to put the framework into action over the next 30 days. Choose one brand — the one tying up the most inventory capital, creating the most frustration, or offering the most opportunity. Calculate its return. Identify the gaps. Schedule a review. Then agree with the manufacturer on at least one next step, assign an owner, and set a deadline. Their final message summed up the session well: “The trailer is the product. The relationship is the investment. COMMP is how you manage it.” NATM heard great feedback from attendees following "Beyond the Build" and appreciates Shelton and McCalley for the time they put into developing a session specifically for their fellow dealers. Even with an unexpected change in how the presentation had to be delivered, the two kept the conversation moving and gave attendees ideas and resources they could take back to their businesses. NATM Dealer Affiliates can download a copy of the handouts from the NATM Knowledge Center at knowledgecenter.natm.com. Are you a dealer interested in presenting to other dealers at the NATDA show? Reach out to NATM Programming Director Ginger Baker-Sanhueza at Ginger. BakerSanhueza@natm.com to discuss your proposal. ■
NATM Dealer Affiliates can download a copy of the session handouts from the NATM Knowledge Center. Photo by NATM Staff.
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Attendees were treated to cinnamon rolls as they prepared to 'roll into compliance' with 'Protecting Your Dealership: Compliance, Tire Recordkeeping and Documentation.' Photo by NATM Staff.
Roll Into Compliance: Helping Dealers Understand Their Role in Trailer Safety By Ginger Baker-Sanhueza, NATM Programming Director
Session 3 of the 2026 National Association of Trailer Manufacturers (NATM) Dealer Summit started with a sweet treat. Thanks to session sponsor Kenda Americana, attendees were treated to cinnamon rolls as they prepared to “roll into compliance” for Summit Session 3 — "Protecting Your Dealership: Compliance, Tire Recordkeeping and Documentation." NATM also thanks LaVanture Products Company, the overall Education Summit Sponsor, for supporting education throughout the 2026 NATM Dealer Summit.
Manufacturer Members in the United States since 2012 and is central to NATM’s trailer safety efforts.
To start, NATM Technical Director Scott Crimmins took the stage alongside Nathan Uphus, Director of Sales for Felling Trailers, to give dealers an inside look at the NATM Compliance Verification Program (CVP), the federal requirements manufacturers must meet, and where dealers fit into the process.
Manufacturers that successfully complete the consultation are eligible to display the NATM Decal, signifying their commitment to safety and successful completion of an NATM compliance consultation.
For many dealers in the room, it was an opportunity to better understand what happens before an NATM Decal ever makes its way onto a trailer.
What Does the NATM Decal Mean? The CVP has been mandatory for NATM Trailer
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Every two years, NATM conducts a compliance verification consultation with participating manufacturer members to review their processes and trailers against applicable Federal Motor Vehicle Safety Standards (FMVSS), industry standards, and other program requirements.
Crimmins walked dealers through what actually happens during a CVP, from the documentation review to the physical inspection of trailers. Uphus added the manufacturer's perspective, giving attendees a better understanding of what preparing for and participating in a CVP looks like from the other side of the process.
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That perspective was especially valuable for dealers. While manufacturers are responsible for building federally compliant trailers, dealers are an important link between the manufacturer and the end user. Understanding what manufacturers are required to do — and why — helps dealers recognize potential issues, ask better questions, maintain appropriate records, and provide better information to their customers.
Where Compliance Gets Complicated The presentation then moved into some of the areas frequently reviewed during a compliance consultation.
conspicuity tape, and other requirements, attendees had to start looking at trailers the way a compliance consultant does. The activity generated questions and conversation throughout the room and gave dealers a chance to immediately apply what they had just learned.
From the Classroom to the Trade Show Floor The conversation didn't end when the session did. On Thursday, Dealer Summit attendees had another opportunity to see the CVP from a completely different perspective when exhibiting NATM Member Brian James Trailers underwent its CVP recertification right on the NATDA Trailer Show floor.
Crimmins discussed tire identification number (TIN) recordkeeping and tire registration, including the flow of information between tire suppliers, trailer manufacturers, dealers, and consumers. Attendees also learned about VIN labels and tire placards, required documentation, GVWR, lighting and reflectors, conspicuity tape, and rear underrides. The session gave dealers a closer look at details that can be easy to overlook when walking around a trailer on the lot. For example, something as seemingly simple as the location of a VIN label matters. Lighting requirements can change depending on the width of a trailer. Conspicuity tape requirements depend on both width and GVWR, and its placement matters. Tire information has recordkeeping requirements that continue through the distribution chain. These are the kinds of details Crimmins and NATM's compliance team look for every day, and giving dealers an opportunity to understand them was one of the goals of the session.
Decal or No Decal? After spending the session learning about compliance, it was time to put the room to the test. Attendees were given decal paddles and shown photos of different trailers. Based only on what they could see in each photo, they had to decide: Decal or No Decal? Paddles went up around the room as dealers voted on whether each trailer appeared compliant enough to earn an NATM Decal. After each vote, Crimmins walked through the answer and explained what attendees should have noticed in the photo. Some examples were straightforward. Others sparked debate. That was part of the fun — and the point of the exercise. Instead of simply hearing about reflectors, lighting, labels,
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The session became interactive when paddles went up around the room as dealers voted on whether each trailer appeared compliant enough to earn an NATM Decal. Photo by NATM Staff.
Attendees were invited to stop by the Brian James Trailers booth and watch Crimmins in action as he conducted the consultation. It created a natural continuation of the Summit session. Dealers first learned how the program works, heard directly from both NATM and a manufacturer that participates in the process, tested their own knowledge through the Decal or No Decal activity, and then had the opportunity to see an actual CVP taking place. For NATM, giving dealers that understanding matters. Dealers interact directly with trailer buyers every day, and the more they understand about the safety and compliance processes behind the trailers on their lots, the better prepared they are to recognize concerns, communicate with manufacturers, and answer questions from their customers. NATM appreciates Scott Crimmins and Nathan Uphus for sharing their knowledge and giving dealers a closer look at a program that is such an important part of NATM and its commitment to trailer safety. ■
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'Line to Lot: The Dealer-Manufacturer Polling Panel' brought dealers and manufacturers together for a live, interactive conversation. Photo by NATM Staff.
Line to Lot: Dealers and Manufacturers Get Candid at the NATM Dealer Summit By Ginger Baker-Sanhueza, NATM Programming Director
There are plenty of opportunities to hear from experts at an industry event. For the final session of the 2026 NATM Dealer Summit, the National Association of Trailer Manufacturers (NATM) wanted to hear from the people in the room. "Line to Lot: The Dealer-Manufacturer Polling Panel" brought dealers and manufacturers together for a live, interactive conversation about the state of the trailer industry, what customers are asking for, where dealermanufacturer relationships stand, and what both sides need from one another moving forward. And the room was ready to talk. The session was standing room only, with almost 200 attendees using their phones to respond to live polling questions throughout the discussion. Moderator Johnathan Bradley (All American Trailer Connection) did a wonderful job taking those results and turning them over to the panel for reaction, follow-up questions, and conversation. The panel included dealers Ronnie Enns of Happy Trailers
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and Geoffrey Osborne of John Yoder Co., along with manufacturers Josh Johnson of Triple Crown/Down 2 Earth Trailers and Jacob Crabb of Diamond C Trailers. Diamond C also sponsored the session, and NATM appreciates their support of an event designed to bring dealers and manufacturers into the same conversation. NATM also thanks LaVanture Products Company, the overall Education Summit Sponsor, for supporting education throughout the 2026 NATM Dealer Summit.
Who Was in the Room? Before getting into the bigger industry questions, Bradley started by finding out who was in the audience. One result immediately stood out: more than 45% of respondents had been operating a dealership for 16 years or longer.
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That experience made for a great group to ask some difficult questions about the industry. These were dealers who had worked through different markets, changing customer expectations, supply challenges, workforce issues, and shifts in the manufacturer-dealer relationship.
respondents selected slower consumer demand. The panel was seeing it too. Johnson noted that dealerships accustomed to selling large numbers of utility trailers may see unit counts decline. Crabb turned the question back toward how businesses respond when demand slows.
And while economic uncertainty and market demand topped the list of anticipated challenges for 2027, dealers weren't necessarily pessimistic about where their businesses stood. Eighty percent said their dealerships were performing about the same as or better than last year.
“What are we doing to appear different or speak differently to the customer?” he asked.
Manufacturers may have been especially interested in another result: 45% of dealers said they needed more inventory, while zero respondents said they had too much.
Workforce challenges haven't disappeared either. Enns pointed to higher turnover and increasing labor costs, noting the difficult balance dealerships face between controlling payroll costs and retaining good employees.
Differentiation, product knowledge, customer experience, availability and value all became part of that conversation.
What Is the Customer Looking for? When dealers were asked what customers are prioritizing most, price took the top spot, followed by quality. But the panel quickly added some context to those results. Osborne said availability and customization often work together in his business, and when a customer wants something customized, price may no longer be the highest priority. Crabb talked about another major change manufacturers and dealers are seeing: customers are spending much longer researching before they buy. “Consumers are spending 60-90 days researching before buying as opposed to COVID times, which was 10 days,” Crabb said. “They are coming already knowing so much about the trailer.” That changes the sales conversation. Crabb encouraged dealers to make sure their teams are well versed in their products and able to quickly connect the product’s value back to what the customer needs. “Spend time doing sales training,” he said. “Learn to be quick and efficient with the value proposition.” Johnson added another perspective: “There is a buyer for every trailer.” The challenge is understanding that buyer and giving them a reason to choose your dealership.
From left: Moderator Johnathan Bradley of All American Trailer Connection, Josh Johnson of Triple Crown/Down 2 Earth Trailers, Geoffrey Osborne of John Yoder Co., Jacob Crabb of Diamond C Trailers, and Ronnie Enns of Happy Trailers. Photo by NATM Staff.
A Changing Market
How Are Dealer-Manufacturer Relationships Doing?
When asked which economic pressure was having the greatest impact on dealerships, 45% of
One of the most anticipated parts of Line to Lot was the conversation about the relationship
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Panelists take questions from the packed audience. Photo by NATM Staff.
between dealers and manufacturers. The polling showed a largely positive picture. Eighty percent of dealers described their manufacturer relationships positively, with about half of those respondents characterizing them as strong and collaborative. The remaining 20% described their relationships as either “meh” or strained. The panel had plenty to say about what makes those relationships work. “We are picky with our manufacturers, so we have great relationships with them,” Osborne said. Johnson emphasized communication and working toward shared success. “The best dealers are partners,” he said. “We want to have a relationship and work together. Winning together. Communication is paramount.” Enns encouraged dealers to raise issues sooner rather than later. “Take questions and concerns to the manufacturer early,” he said. “Don't wait to have the conversations. Address it before they become a big issue.” Crabb suggested dealers and manufacturers establish expectations from the beginning and revisit them regularly, including through quarterly reviews. That conversation connected directly back to the
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previous Dealer Summit session, "Beyond the Build," where dealers learned how to establish, measure, and manage manufacturer relationships.
What Do Dealers Want Manufacturers to Know? One of the live polling questions gave dealers an opportunity to answer openly: If you could ask manufacturers for one thing that would help your dealership be more successful, what would it be? Responses included consistency, availability, hands-on training, stronger dealer representatives, and better support. But some of the answers went deeper. Several dealers said they wanted to feel appreciated by their manufacturers. One response was especially pointed: “We are a top 10 dealer, but you don't care.” It was a short answer that generated a much bigger conversation about what dealers need from their manufacturers beyond product.
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Enns said some manufacturer-dealer relationships remain largely transactional and that both sides have room to expect more from each other. He pointed to adjacent industries such as RV and motorsports as areas the trailer industry can watch and learn from.
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On pricing, Johnson cautioned that one size doesn't fit all, even as manufacturers work toward consistency. Crabb said Diamond C likes the idea of Minimum Advertised Price (MAP) pricing, while acknowledging the industry has work to do before getting there. Enns questioned whether a true one-price model could work across an entire industry.
Crabb said support also has to be based on what an individual dealer actually needs.
The panel also discussed manufacturers purchasing dealerships and whether dealer consolidation will continue.
“It's important to see what your dealer actually needs,” he said, explaining that the answer won't necessarily be the same program or incentive for every dealership.
Enns acknowledged that manufacturer ownership of dealerships is likely to continue growing, but maintained that dealers bring a specialized skill set to the equation. “I believe a dealer is a better dealer than a manufacturer,” he said. “It's what we do.”
Training was one example. When Bradley asked how dealer training has affected the manufacturer’s business, Crabb said it has been impactful and that investing in the dealer's sales force has been valuable.
Quality, Availability and Doing Your Part
Johnson said he expects consolidation to continue and pointed to opportunities to reduce overhead and become more competitive. Crabb also expects continued consolidation, noting the private investment already entering the industry and the ability for larger organizations to invest in broader initiatives such as marketing.
When the conversation turned toward priorities, availability came up repeatedly.
Keeping the Conversation Going
Johnson explained that customer expectations have shifted from the days when more trailers were built to order. Today, he said, customers increasingly operate with an “I need it tomorrow” mentality, making availability a driving factor and an area where his company is investing.
By the end of "Line to Lot," the poll results had become almost secondary to the conversations they started.
For Crabb and Diamond C, product improvements have also been a priority. He talked about investments in better components, paint, lighting and other areas that may reduce the burden on service departments while ultimately creating a happier customer. Osborne brought the conversation back to quality, identifying it as his number one priority and an important part of his dealership's success. Enns also challenged manufacturers to thoroughly test products before they reach dealerships. “The manufacturer needs to test the product,” he said. “I don't want to see the beta of a product, not just for durability but for safety.” For a Summit centered on giving dealers a stronger voice in industry conversations, those exchanges were exactly what NATM hoped the polling panel would create.
Where Is the Industry Headed? Bradley didn't shy away from some of the larger questions facing dealers, including pricing and consolidation.
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Dealers talked about customer behavior, inventory, workforce challenges, pricing, quality, manufacturer support, training, and the future structure of the industry. Manufacturers had an opportunity to respond directly and explain what they are seeing from their side. There wasn't always agreement — and that was okay. One of the goals of the NATM Dealer Summit is to create opportunities for dealers and manufacturers to hear directly from one another. A standing-room-only crowd willing to answer candid questions and a panel willing to dig into the responses made "Line to Lot" a fitting way to close the day. Crabb offered one final thought that applies to manufacturers and dealers alike as technology continues to change how businesses market and communicate with customers: “Today, authenticity wins over AI. Stay true to why you do what you do.” NATM appreciates Johnathan Bradley for skillfully moderating the discussion; Ronnie Enns, Geoffrey Osborne, Josh Johnson and Jacob Crabb for bringing their perspectives to the panel; and every dealer who participated in the live polling and helped drive the conversation. This will be a session that NATM looks forward to keeping at future NATM Dealer Summits. ■
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(From left) NATM Assistant Director Meghan Ryan and NATM Membership Specialist Kevin Sander prepare for the trade show floor to open. Photo by NATM Staff.
Getting to Know NATM: Connecting with Dealers at NATDA By Ginger Baker-Sanhueza, NATM Programming Director
A trailer backing simulator, giveaways, educational resources and plenty of conversations kept NATM's Booth 2931 busy during the 2026 North American Trailer Dealer Association (NATDA) Trailer Show in Nashville, Tennessee. For the National Association of Trailer Manufacturers (NATM), being back on the NATDA trade show floor gave staff an opportunity to connect directly with dealers and introduce more of them to NATM and the growing Dealer Affiliate Program. “NATM exhibited at NATDA to make sure dealers know that NATM is here to support you. We’ve supported manufacturers for 40 years, and we would love to support trailer dealerships across the nation to make this industry as great as possible,” said NATM Membership Specialist Kevin Sander. “There’s a fallacy out there that NATM is a manufacturer only association, but no, we are an industry association.”
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Back on the NATDA Trade Show Floor NATM Assistant Director Meghan Ryan remembers exhibiting at the NATDA Trailer Show in Nashville more than a decade ago. This year's show looked quite a bit different from what she remembered. “This was my first time exhibiting at NATDA since 2015, and we’ve certainly seen quite a few changes and significant growth over the last decade. Back in the day, NATM only had one CVP class once every few years. This year, we hosted the NATM Dealer Summit, which saw packed rooms and great questions.” Between the Dealer Summit on Education Day and NATM Booth 2931 on the show floor, NATM had multiple opportunities throughout the week to talk with dealers. “We’ve been around 40 years and have a reputation for
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excellence with trailer manufacturers and legislative and governing bodies working at the federal level across the nation. But we do not have that same recognition with dealers, and we are here to change that! It is crucial to incorporate all levels of key stakeholders to ensure our success and the safety of the industry,” Ryan said.
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went well beyond the simulator. “The first day was awesome! We had a lot of curious dealers who stopped by because they recognized our decal. We also had some come by to talk about our education sessions. The energy was full of curiosity, excitement, and the interest in learning more about NATM!” Chesney said.
What Can NATM Offer a Dealer? One of the goals in Nashville was to show dealers what is already available to them through NATM. “It was clear that dealers are looking for educational resources for both their customers and their own team. Having a chance to share informational resources like the Trailer Safety Brochures for their customers and discuss the NATM Academy which is free and accessible to their entire staff by joining as an NATM Dealer Affiliate,” Ryan said. NATM Dealer Affiliates also have access to NATM Connect, the Knowledge Center, and a growing collection of dealer-focused education and resources. “I’ve heard from several dealers that they appreciate our educational programming and what we are trying to do for the industry. They know that our Dealer Affiliate Program is in its infant stages, but there is already a lot of value there. Between NATM Connect, NATM Academy, and the Knowledge Center, there are dealer specific resources available through NATM, and that pipeline is only going to grow. Dealers are excited for more operations focused resources as well as technical related materials that can be utilized at their dealerships,” Sander said.
NATM Programming Director Ginger Baker-Sanhueza (second from right) speaks with dealers ahead of the next NATM Dealer Summit session. Photo by NATM Staff.
Those conversations also give NATM a better idea of where to go next. As more dealers become involved, their questions and feedback can help shape future programming and resources.
Come for the Simulator, Stay for the Conversation
Taking the Dealer Summit onto the Show Floor
Of course, there was also plenty happening at the booth itself.
For some dealers, Booth 2931 offered an opportunity to continue conversations that started during the NATM Dealer Summit the day before.
The Back-A-Trailer simulator challenged attendees to maneuver a virtual trailer through increasingly difficult levels. Add in giveaways and a little friendly competition, and dealers had plenty of reasons to stop by. “Everyone enjoyed the simulator and picked up the tricks needed to get to the next level! It was definitely a challenge, but who doesn't love a little healthy competition and bragging rights to being the best at backing up a trailer!” said NATM Marketing Specialist Izabella Chesney. Once they were there, conversations
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NATM Technical Director Scott Crimmins presented a session on compliance, tire recordkeeping, and documentation. When the trade show opened, attendees came back with more questions. “My conversations with dealers were great followup questions to the compliance session at the NATM
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Dealer Summit that I presented the day before. Their responsibilities for tire record-keeping led them to want to know more about that,” Crimmins said. The booth also led to some unexpected connections. Crimmins met representatives from Evans May Advisory, LLC, who discussed the possibility of future educational programming on tax strategies and Federal Excise Tax requirements. For Crimmins, there is still value in simply being in the same room. “I think it is simple: face to face is still the best way to communicate. I believe the dealers that stopped by really enjoyed learning more about who we are and what we can offer them to grow their businesses!”
Handshakes Still Matter Some of the relationships that came together at Booth 2931 actually began before anyone arrived in Nashville. “Our booth was very successful thanks to NATM Membership Specialist Kevin Sander for reaching out to dealers ahead of the show. Folks were stopping by to specifically chat with Kevin and continue conversations in person at the show. Our industry is very much still handshakes and relationships, and dealers could see NATM’s dedication to helping their dealerships through Kevin’s pre- and post-show efforts of outreach and supplying educational materials,” Ryan said. For other dealers, the show was their introduction to NATM. “Get introduced! There are a ton of dealers across the
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nation that have no clue NATM is working to serve their needs and make the trailer industry a more cohesive industry. Since our name states the National Association of Trailer Manufacturers, they presume we don’t have much to do with trailer dealers,” Sander said. That made each stop at Booth 2931 an opportunity to change that perception. “Absolutely, I feel like all my conversations carried that phrase for me. Not a lot of dealers know what NATM is about, and it was rewarding to see them learn the value of NATM and what we offer the industry as a whole. I believe it helped dealers understand that while we have manufacturers in our name, we support the trailer industry and are actively finding new ways to support dealers in the industry,” Chesney said.
Growing the Dealer Community NATM's Dealer Affiliate Program is still growing, and so are the resources and opportunities being developed for dealers. Being at the NATDA Trailer Show gave NATM Staff a chance to explain those benefits in person, listen to what dealers need, and continue building relationships with dealerships across the country. Sander summed up the direction NATM hopes to continue: “The biggest message NATM would like to convey to dealers is that NATM is here to serve the industry, not just trailer manufacturers! No longer is there us and them. It’s now, WE!!! It takes all stakeholders in the industry to truly promote trailer safety and ensure that our roadways are as safe as possible.” If you’d like to learn more about NATM’s Dealer Affiliate Program, reach out to Membership Specialist Kevin Sander at Kevin.Sander@natm.com. ■
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NATM Academy Course Spotlight: Managing a Customer Service Team By Ginger Baker-Sanhueza, NATM Programming Director
The National Association of Trailer Manufacturers (NATM) Academy has been available to members since February 2025, but if you haven’t logged in yet, you may be missing out on one of your NATM member benefits.
The course also looks at measurement and how managers can use data to evaluate customer service efforts, identify areas for improvement, and continue developing the level of service their team provides.
The NATM Academy is an online learning platform available at no additional cost to NATM member companies. Courses cover topics ranging from human resources, marketing, and sales to safety, leadership, and industry-specific education. Members can work through courses on their own schedule, making it easy to fit professional development into the workday.
Topics covered include:
One area worth exploring is the Academy’s Leadership track, which includes "NATM LDR 1002 – Managing a Customer Service Team."
Customer Service Touches Every Part of Our Industry When you hear “customer service,” you might immediately picture a dealership working with someone purchasing or servicing a trailer. In the trailer industry, though, customer service happens at nearly every level. Manufacturers work with their dealer networks. Dealers help customers choose the right trailer, answer questions, troubleshoot problems, and handle service needs. Suppliers work with manufacturers and dealers to make sure they have the products, information, and support they need. Each of those interactions can shape how someone views your company and whether they want to continue doing business with you. That makes the "Managing a Customer Service Team" course relevant across NATM’s membership. The course focuses on the role managers play in creating a customer service strategy and giving their teams the tools, support, and direction they need to carry it out. The course begins with developing a customer service strategy and selecting tools and systems that support the team. From there, participants learn how to prioritize support needs, strengthen customer retention and loyalty, proactively solve problems, and empower employees to anticipate customer needs.
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›
Developing a Customer Service Strategy
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Equipping Your Team with Tools and Systems
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Enhancing Customer Retention and Loyalty
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Proactive Problem Solving
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Empowering and Supporting Your Team
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Using Data to Improve Customer Service
For managers, developing a strong customer service team can have an impact well beyond an individual phone call or email. It can help build stronger relationships, improve customer satisfaction, encourage repeat business, and give employees more confidence in how they handle customer needs.
Haven’t Tried NATM Academy yet? If the NATM Academy is one of those member benefits you have heard about but haven’t explored, "NATM LDR 1002 – Managing a Customer Service Team" is a great course to start with. The NATM Academy was created to give NATM Members another resource for training and developing their teams, and access is free as part of your membership. Whether your customer is a trailer buyer, a dealer, a manufacturer, or another business in the industry, customer service is likely already a significant part of your team’s day. Taking some time to strengthen how your team approaches those interactions can pay off in stronger relationships with the people and businesses you serve. Ready to explore the NATM Academy? Visit NATM.com/Academy to register. If you have questions about the Academy or run into any issues getting started, contact NATM Programming Director Ginger Baker-Sanhueza at Ginger.BakerSanhueza@natm.com. ■
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Five Key Takeaways: What Trailer Manufacturers Should Know About Product Liability By Ginger Baker-Sanhueza, NATM Programming Director
Product liability can feel like something to worry about after an accident or claim happens. But one of the clearest messages from a recent National Association of Trailer Manufacturers (NATM) webinar was that much of the work that can help a manufacturer in a product liability case happens long before there is ever a lawsuit. During Understanding Product Liability, NATM Programming Director Ginger Baker-Sanhueza and her colleague NATM Technical Director Scott Crimmins joined attorneys James “Jamie” Greer and Matt Sullentrop, Partners with Bieser, Greer & Landis LLP, for a conversation about the issues trailer manufacturers should be thinking about now. Here are five takeaways from the conversation:
1. The CVP can be Extremely Valuable in a Product Liability Case The NATM Compliance Verification Program (CVP) is required for NATM Trailer Manufacturer Members and includes a biennial consultation conducted by an independent third party knowledgeable in applicable requirements. Crimmins explains, “During a consultation, NATM looks at documentation and manufacturing processes as well as a sample of trailers and components, including safety chains, brakes, tires and rims, lighting, conspicuity tape, VIN labels, and other areas addressed within NATM’s 'Guidelines for Recommended Minimum Manufacturing Practices.'” When the conversation turned to how participation in a program like the CVP could factor into a product liability case, Greer didn't mince words. “By being involved in this program, you've got not only standards, but you've got a verification that you've complied
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with those standards,” Greer said. “That is a golden ticket.” Sullentrop added that the CVP can also provide an important framework for having records in order before a problem occurs. “The CVP program is not a guarantee that you're not going to end up in a lawsuit, but it is one of the most important, at least, frameworks for having all of your records in order, so that if there is an issue, you may just get out of it early and avoid a nightmare scenario.” That distinction matters. Participation in the CVP doesn't mean a manufacturer can't be named in a lawsuit. Manufacturers still have an ongoing responsibility to maintain their processes, stay current with requirements, address issues when they arise, and document what they are doing. But having established processes and third-party verification of compliance can give a manufacturer something concrete to point to when questions arise about how its trailers were designed and manufactured.
2. Documentation Helps Tell Your Side of the Story If there was one topic that kept resurfacing throughout the webinar, it was documentation. Inspection records. Testing results. Supplier information. Compliance records. Documentation of complaints. Sullentrop called documentation “an essential component of being in the manufacturing industry” and recommended having a central location where records related to a product are stored. That organization can become especially important
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after an accident, when the company is still trying to operate its business while gathering information and responding to a potential claim. Greer explained it from the perspective of the attorney who may eventually have to defend the manufacturer. “I always tell people it's my job to recreate history,” Greer said. “And I can do that through testimony, or I can do that through documentation and testimony. And if I had to choose the two, I would do documentation and testimony.” Documents created at the time an inspection, test, or other action occurred can help establish what actually happened. Without them, the case may depend much more heavily on someone's memory years later.
information received from suppliers. If an incident occurs later, those records can help a manufacturer reconstruct where a component came from, what was known about it, and what processes were followed before it became part of the finished trailer.
4. Warnings Need to Account for How People May Actually Use the Trailer Required labels are only one piece of the warning conversation. Greer explained that failure-to-warn cases often come down to foreseeability: What could a manufacturer reasonably anticipate someone might do with the product? People modify equipment. They bypass safety features. They use products in ways manufacturers didn't necessarily intend.
As Greer put it, without documentation, “it just becomes a swearing match, and you never know where a swearing match is going to get you in the end.”
“If something was foreseeable to you as a manufacturer because something happened within your company or something happened within the industry that you should know about, and you don't warn against it, believe me, they'll try to make hay about those things,” Greer said.
3. Know Who Is Behind the Components Going onto Your Trailers
That doesn't mean covering a trailer with warning decals.
A trailer manufacturer may purchase axles, brakes, couplers, and other components from suppliers, but a component failure doesn't automatically remove the trailer manufacturer from a product liability claim. “The short answer is no,” Greer said when asked whether another company manufacturing the failed component removes the trailer manufacturer's liability. There are several reasons why. The issue could involve how the component was incorporated into the trailer. The component supplier could also be located outside the jurisdiction of the court or otherwise be difficult to pursue. That makes supplier relationships worth examining before a problem occurs. Manufacturers should know who is making their components, where those components originate, what testing or regulatory requirements apply, and what documentation the supplier can provide. Greer also encouraged manufacturers to consider indemnification or hold-harmless language where appropriate when creating a supplier agreement. Quality matters, too. “If you have a very good part available to you and you're going somewhere else for that component part to save money, obviously, that's business,” Greer said. “But just make sure that's a quality part.” Sullentrop emphasized maintaining records for individual components, including testing and compliance
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The panel discussed finding a balance between the most significant warnings that need to be visible on the trailer and the additional information that belongs in the owner's manual. Sullentrop also noted that placement matters. “If you put it in a place where you have to pass by it, and it's open and obvious, and it's right there in front of you, that is powerful evidence for attorneys like us when you are arguing over these products cases,” he said. The conversation also extended to dealers and others who may modify a trailer after it leaves the manufacturer. Sullentrop suggested manufacturers talk with their attorneys about contractual language acknowledging receipt and understanding of the owner's manual and addressing modifications and other risks after the product leaves the manufacturer's control.
5. When You Learn About a Possible Safety Issue, Do Something One of the simplest statements of the webinar may also have been one of the most important. When asked what manufacturers should do when safety-related complaints or reports begin coming in, Sullentrop's answer was immediate: “The most important thing to do is something. Do something.” A complaint doesn't necessarily mean there is a widespread defect. But ignoring it can create a much bigger problem if another incident occurs, and records later show that the manufacturer knew about a potential
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issue. Sullentrop recommended documenting the complaint and taking some action to understand what happened. That could begin with something as simple as making a phone call and gathering the facts. “The worst thing you could do is have knowledge of a safety issue or a complaint that was made or a report that was filed” and later discover that nothing was done, he said. That same principle came up during an attendee question about noncompliant conspicuity tape. Sullentrop's first question was telling: When you learned it was noncompliant, what did you do next? Manufacturers don't necessarily need to know immediately whether one complaint represents a larger problem. They do need a process for receiving that information, documenting it, looking into it, and determining whether additional action is necessary.
Preparation Matters Throughout the webinar, the conversation kept coming back to what manufacturers can do before they ever find themselves defending a claim. Participate fully in the CVP. Keep your records organized. Know your suppliers. Document your testing. Review your warnings and owner's
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manuals. Pay attention to what is happening with your trailers after they enter the field. And when someone brings a potential problem to your attention, don't ignore it. Crimmins shared a saying he heard from another compliance association that has since become something of a mantra: “If you think compliance is expensive, try non-compliance.” In a product liability case, manufacturers may be asked to explain decisions that were made months or even years earlier. Having the processes, documentation, and compliance history to help tell that story can make a significant difference. If you have questions about product liability or specific situations within your own businesses, you may reach out directly to Jamie Greer at jhg@biesergreer.com or Matt Sullentrop at mms@biesergreer.com. Both welcome the opportunity to continue the conversation and help manufacturers better understand how product liability considerations may apply to their individual circumstances. Disclaimer: This article summarizes an educational discussion and should not be considered legal advice. Manufacturers should consult their own legal counsel regarding specific product liability questions or circumstances. ■
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Have Women on Your Team? Invite Them to Join This Webinar By Ginger Baker-Sanhueza, NATM Programming Director
If you are reading this and thinking a Women Tow-gether webinar isn’t for you because you are not a woman, then I have a request: think about the women who work alongside you. Who are the women leading departments, working with customers, managing the office? Invite them to join this webinar. And if you are a woman reading this who is making sales, solving problems, or helping move your company forward every day, then this webinar is for you. The National Association of Trailer Manufacturers (NATM) Women Tow-gether Committee was created to connect, support, empower, and celebrate the women who are part of the trailer industry. As the committee has come together, we have had some great conversations about the experiences women share in the workplace and the areas where we would like to continue growing. One topic kept finding its way into those conversations: communication. As women, there are times when we know what we want to say, but we want to say it with more confidence. We want to be clear without second-guessing ourselves. We want to be able to influence a conversation, speak up when it matters, navigate difficult situations, and make sure our ideas are heard. Those conversations helped shape the topic for the first Women Tow-gether webinar. On Thursday, Nov. 12 at 1:00 p.m. CST, Women Tow-gether will host "How Strong Women Leaders Shape Culture, Impact Results, and Influence Greatness," presented by leadership expert Connie Holmes of Confidence with Connie.
Finding Your Voice and Using It Well Confidence and communication show up in our jobs every day. They matter when you are presenting an idea to leadership, having a difficult conversation with an employee, working with a customer, speaking during a meeting, managing a team, or advocating for something you believe could make
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your company better. You don’t have to be the president of a company or have “manager” in your title to have influence. During this interactive webinar, Holmes will help attendees look at how they communicate and lead, with a focus on emotional intelligence, confidence, authenticity, and the relationships we build with the people around us.
Attendees will learn how to: ›
Communicate with greater confidence, clarity, and influence.
›
Build stronger relationships through emotional intelligence.
›
Lead with courage, authenticity, and purpose at every stage of their career.
Meet Connie Holmes With more than 30 years of corporate and entrepreneurial leadership experience, Holmes has built her career helping professionals become more confident, courageous, and influential leaders. As creator of The Authority Activator™, Holmes brings experience in leadership development, emotional intelligence, strategic planning, coaching, and communication. Her presentation style combines humor, storytelling, and real-world experiences to make leadership conversations relatable and engaging.
Women of the Trailer Industry, We Want You There If you are a woman reading this article, I hope you will join us. You may work for a manufacturer, dealership, supplier, or another company serving the trailer industry. You may be an owner or executive, work on the production
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floor, lead a team, answer the phones, make sales, work in marketing, manage finances, or be early in your career and still figuring out where you want it to take you.
and saying, “I think you should attend.” Give her the time to participate. Encourage the women on your team to take advantage of opportunities like this one.
Women Tow-gether is here for you.
There are talented women working throughout the trailer industry, and we want more of them involved in Women Tow-gether.
We want to create opportunities for women throughout the NATM membership to connect with one another, learn together, develop professionally, and celebrate the contributions women are already making throughout our industry. And to the men reading this: we need your help too. Supporting Women Tow-gether can be as simple as forwarding this article to a woman in your company
Join us Nov. 12 at 1:00 p.m. CST and help us continue building this community. To register for the webinar, visit NATM.com/Events. To learn more about the Women Tow-gether Committee, contact NATM Marketing Specialist Izabella Chesney at Izabella.Chesney@natm.com. ■
THURSDAY, NOVEMBER 12 AT 1:00 P.M. CST
HOW STRONG WOMEN LEADERS SHAPE CULTURE, IMPACT RESULTS, AND INFLUENCE GREATNESS Presented by leadership expert Connie Holmes of Confidence with Connie
Register on www.NATM.com/events Brought to you by the NATM Women Tow-gether committee.
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Between Consultations: A Look into the CVP Team’s Annual Training By Ginger Baker-Sanhueza, NATM Programming Director
Every year, the National Association of Trailer Manufacturers (NATM) Compliance Verification Program (CVP) team spends a week together for its annual ISO recertification process. While the primary purpose is to evaluate the team's consultation procedures and ensure consistency, the week also provides an opportunity for the consultants to learn from one another while completing CVP Consultations at several member trailer manufacturing facilities. Traveling together allows the team to shadow one another during consultations, compare how compliance requirements are interpreted, discuss unique situations they encounter in the field, and confirm that manufacturers are receiving
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consistent guidance and scoring regardless of which consultant conducts the visit. It is also an opportunity for newer consultants to learn alongside more experienced team members while sharing observations from nearly 280 manufacturing consultations completed each year. "As part of NATM's annual CVP ISO 17020 recertification process, the compliance team makes a group consultation trip to evaluate their performance," said Scott Crimmins, NATM Technical Director. "When together for almost a week, it makes sense to include a continuing education opportunity at a member location. This year we visited Dec-O-Art in Elkhart, Indiana, where VIN
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labels, placards, and safety labels are produced." This year's educational visit gave the team a chance to see firsthand how certification labels are produced and to learn more about the technology supporting manufacturers' compliance efforts.
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we see during consultations and how to make the adjustments to ensure compliance with the labels." Stallbaumer appreciated seeing the platform demonstrated from start to finish.
"I was impressed by how integrated their operation is," said Aaron Langer, NATM Senior Compliance Consultant. "It was clear they've invested a lot in making the process efficient and accurate."
"They provided a hands-on demonstration of their FedCert Suite product which is a cloud-based compliance platform. We were able to see a generic VIN generated, VIN label and Certificate of Origin printing capabilities, and vehicle documentation examples."
Sean Sloan, NATM Compliance Manager, was fascinated by another part of the operation.
The conversations throughout the day extended beyond labels and software.
"The 3D labels were interesting and the process to create them was cool."
"It was interesting to hear how they help customers identify opportunities to reduce errors, improve efficiency, and maintain compliance rather than simply supplying labels," Langer said.
Todd Stallbaumer, NATM Compliance Consultant, walked away talking as much about the people as the products. "More of what I heard than saw … I was very impressed with their philanthropic work in the community. They work with Angels in the Attic (victims of domestic abuse), Center for the Homeless, Mishawaka Troop Town (veterans), and other non-profit organizations providing significant donations along with volunteering their time and talents." The visit also included a demonstration of Dec-O-Art's FedCert Suite platform, giving the team an opportunity to better understand the tools many manufacturers rely on for certification labeling and documentation. "In addition to producing the actual printed on labels, Dec-O-Art also has software to be able to produce a federally compliant label, and tire placard required for trailers 10,000 GVWR and under, called FedCert Suite," Crimmins said. "The software has other capabilities as well to help trailer manufacturers. There is a tire record-keeping component to assist manufactures track TINs on tires to the VINs on the trailers they are installed on. This is also a federal requirement and can be easier than trying to do it on a spreadsheet. Another feature is the ability to create and print an MCO for the trailer and for it to be registered and titled in states where required." For Sloan, seeing the platform demonstrated opened his eyes to capabilities he hadn't realized were available. "The walk through of FedCert showed us some things the software can perform that we were unaware of. It's a great tool and makes trailer manufacturers' lives a lot easier.” Langer immediately began connecting what he learned to future member consultations. "After walking through the VIN generating process, I have learned how to address some of the issues that
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Crimmins also noted that both organizations benefited from comparing what they are seeing across the industry. "In this case, both Dec-O-Art and NATM have to follow closely any changes to the NHTSA (National Highway Traffic Safety Administration) regulations with regard to certification. They brought an update NHTSA made to its New Manufacturers Handbook that we were not aware of before. Also, we both noticed NHTSA has begun scrutinizing 565 VIN scheme submissions more than they have in the past." Another discussion centered on the increasing importance of safety labels. "NATM has been hearing of manufacturers who have been sued over failure to use safety labels to warn consumers of potential threats. Although they are not federally required, they can help to reduce liability exposure. Dec-O-Art has the team in place to create an ANSI certified label to assist with that." For Dec-O-Art, hosting the NATM CVP Team was an opportunity to pull back the curtain on the work that happens before a certification label ever reaches a manufacturer. "Hosting the CVP Team was a great opportunity to show them firsthand how compliance is built into everything we do. We wanted them to see our processes in action, from labeling to production, and to walk away with a clear picture of the work that goes into making sure our labels meet industry standards every time," said Amanda Buchanan, Dec-O-Art Marketing Coordinator. She added that the discussions throughout the day were equally valuable. "We also wanted to provide a demonstration of the
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FedCert Suite platform and align on common questions and trends that trailer manufacturers have regarding VIN calculation and federal certification labels." One of her favorite parts of the visit wasn't the tour itself. "It felt like a real exchange of ideas rather than just a one-sided visit." For the compliance consultants, those conversations continue long after the visit ends. "The team is willing to learn about products and processes in order to be better at our jobs," Sloan said. "These group trainings help our CVP team gain a better understanding of the companies, technologies, and processes that support the trailer manufacturing industry," Langer said. "It also allows us to understand some of the current challenges manufacturers are facing, which directly helps us provide more meaningful guidance to NATM Members." Stallbaumer agreed, stating, "Through the CVP, we are able
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to visit around 280 manufacturers across the nation every year. Through our travels, we connect with manufacturers from many different backgrounds and production styles. We are able to bring these experiences to the group training and provide valuable feedback, strengthening our shared goal of improving roadway safety." Whitney Kovalenko, Sales Engagement Representative at DecO-Art, summed up the value of supplier collaboration by saying, "Strong partnerships between suppliers and manufacturers make the whole industry better. When we communicate openly and collaborate closely, we're able to solve problems faster and raise the bar for quality across the board. We're proud to be a supplier NATM Members can count on." The annual CVP training week is designed to strengthen the team through collaboration, continuing education, and shared experiences. Every consultation completed, every facility toured, and every conversation held helps ensure the CVP Team returns to the field with a deeper understanding of the products, technologies, and processes that support all NATM Trailer Manufacturing Members. If your company is interested in hosting the NATM CVP Team for a future continuing education visit, contact NATM Technical Director Scott Crimmins at Scott.Crimmins@natm.com. ■
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Safety Chains: A Critical Link in Trailer Safety By Scott Crimmins, NATM Technical Director
Safety chains are of crucial importance when discussing overall trailer safety. The minimum requirements for safety chains vary from state to state. However, all National Association of Trailer Manufacturers (NATM) Members are required as part of the Compliance Verification Program (CVP) to follow SAE Standard J684 regarding safety chains/cables. NATM recommends trailer manufacturers keep on file supplier data verifying compliance with SAE J684 for safety chain/cable capacity. Requesting and retaining this information not only assists trailer manufacturers in determining which chains to select; it assures them they selected the appropriate safety chain/cable for that particular trailer. If a supplier claims a safety chain/cable has a specific breaking force tensile load but cannot provide testing results from a reliable source to back up the claim, it may raise red flags that the product has not actually undergone a testing procedure. With common personnel and supplier changes, it is recommended that trailer manufacturers periodically check to make sure the safety chains their company is installing on each model are in compliance with SAEJ684. This will make roads safer for all motorists, in addition to reducing a trailer manufacturer’s liability exposure. “Safety Chain” is defined as an assembly which provides a secondary means of connection between the rear of the towing vehicle and the front of the trailer (or towed vehicle); it includes link chain and all attaching means. The purpose of the safety chain is to retain connection between the towing vehicle and trailer in the event of separation of the trailer coupling from the ball or the ball from the hitch, long enough to bring the vehicles to a stop. It should not be construed that safety chains can ensure that vehicle control or connection will be maintained in the event of incidents such as loss of control, rollover, jackknife, collision, etc. The minimum requirement for NATM certification is that each safety chain/ cable and attachment must be rated equal to or greater than the Gross Vehicle Weight Rating (GVWR)of the trailer.
Trailer Classifications: ›
Class 1: All types of trailers with a Gross Vehicle Weight Rating (GVWR) (trailer weight including its load) not to exceed 910 kg (2000 lb).
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Class 2: All types of trailers with a trailer GVWR of over 910 kg (2000 lb) and not to exceed 1590 kg (3500 lb) GVWR.
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Class 3: All types of trailers with a trailer GVWR of over 1590 kg (3500 lb) and not to exceed 2270 kg (5000 lb) GVWR.
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Class 4: All types of trailers with a trailer GVWR of over 2270 kg (5000 lb) and not to exceed 4540 kg (10000 lb) GVWR.
SAE Standard J684 7.2 Strength Requirements - Each individual safety chain, and all attaching means, shall meet the minimum breaking force tensile load as indicated in the table below, and where applicable such load shall be applied in a direction parallel to the trailer or towing vehicle’s longitudinal axis. Any operation performed on safety chains subsequent to its manufacture shall not reduce its strength below the requirements of the table below.
Strength Requirements for Safety Chain And Attaching Means (1) Safety Chain or Trailer Classification
Breaking Force — Minimum
Class 1
8.9 kN (2000 lb.)
Class 2
15.6 kN (3500 lb)
Class 3
22.2 kN (5000 lb)
Class 4
The strength rating of each length of safety chain or its equivalent and its attachments shall be equal to or exceed in minimum breaking force the GVWR of the trailer.
(1) When conducting a tensile strength test of a length of chain or equivalent and its attaching means, when the minimum load specified in Table 4 is applied, such load shall be maintained for a minimum of 1 min.
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7.3 Wire Rope Thimbles - When wire rope is used as safety chain, the strands of the rope shall be protected from damage by use of a wire rope thimble in the areas of its attaching means.
The minimum requirements for NATM certification also require that safety chains / cables include attachment devices and methods which are properly installed. Each safety chain/cable must have separate attachment points to the tongue of the trailer. See photos below.
When no capacity tags are attached, as shown in the image on the left below, NATM recently updated its certification requirements, so the chain must be stamped as shown in the image on the lower left below. The stamp is used to identify the type (G30, G43, or G70 for imported chain) or a letter followed by 30, 43, or 70 (e.g., L30, C43, or P70), which identifies the manufacturer, to determine that the chain is of sufficient strength when no capacity tags are attached to be able to tell (not required in the US and is common to be without). This stamping must be marked at least once per chain. Without it, NATM compliance consultants will default the chain to the lowest grade and capacity (G30), which may or may not be sufficient for the trailer’s GVWR. If not, the manufacturer must provide additional proof that it is sufficient.
For more information on Safety Chains/Cables, refer to Section B-3 in NATM's "Guidelines" manual. A copy of SAEJ684 can be purchased from SAE International at: http://standards.sae.org/j684_201405/. ■
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The Sustainability Corner
Thinking Green for Next Year’s Business Goals By Bo Howard, Shapiro Vice President of Sales
By the time you’re reading this, you might be done with your planning for next year. You might also be just starting or not even thinking about it yet. No judgment here! Whenever you start working on your strategic plan, what are the main things you consider? Keeping your business running profitably and retaining your top talent are probably high on the list. But where does sustainability fit in? Is it part of the conversation from the beginning, something you get to eventually, or more of an, “oops, maybe next year” consideration? Over the last few years, the way companies view sustainability has changed. The ESG (Environmental, Social, & Governance) framework has become less of a focal point for sustainability. Companies today view sustainability as a critical part of business planning, ensuring business needs are considered before shortages or issues arise. A strong sustainability plan includes supply chain management,
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contingency planning, utility costs, and more. Make no mistake; sustainability still means reducing carbon emissions, cutting waste, conserving resources, and finding ways to lessen your environmental impact. The shift is that corporations are starting to look at these same directional goals and realize there’s legitimate business risk. If you’ve seen or participated in a materiality assessment, you know the core purpose is to identify risk, focus on what should be prioritized, and what the overall strategy should look like. Materiality assessments are a critical tool for a sustainability report. It’s also helpful when planning beyond day-to-day business. The quote, “If you don’t know where you’re going, any road will take you there,” can be attributed to either Lewis Carroll or George Harrison, depending on how you want to give credit. Either way, it fits. You need a plan, and a materiality assessment can give that plan direction. For example, weather is responsible for 23% of freight delays on average. Since you have both inbound and outbound trips
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to coordinate, the risk of missing deadlines is considerable. As we deal with more extremes, we have to account for that in our planning. Sustainable planning is likely happening already, it may be hiding under a different heading. That’s great news, if that’s the case. You’re building ideas into your business models to help insulate some of the shocks that can happen in business by planning contingencies. The next step is to pull these components out of their sections and see what the bigger picture looks like. You might find some gaps in your planning that wouldn’t have been found if they weren’t placed side-by-side. If you don’t see anything that looks like business planning focused on things outside your control that create direct risk for your business, it’s a great time to start looking through this lens. We mentioned shipping delays, but what about production delays from weather? You’ve got heat in the summer that may limit your output. In colder weather, low temperatures could also limit output, and conditions could prevent team members from safely getting to work or from shipping trailers.
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As of writing this, diesel just topped $6.00 a gallon. By the time you read this, you may be thankful that moment has passed. You may also see that number and wish it back. We live in uncertainty. There is so much we can't control, but we can plan to minimize the impact. How could your company minimize freight costs? Also, how can your company minimize the impact of pulling your product down the road? Freight optimization and design efficiency are both rooted in sustainability. They’re also embedded in good business planning. Whether you’re hugging it or securing a deer stand to it, we can all agree that the world needs trees. Being mindful of how we mitigate risk and our impact provides benefits across the full spectrum of business. Lean into it. If you’re not sure where to start, drop us a line. Shapiro has a team with the experience, curiosity, and skill set to help you build a sustainability strategy that makes sense for your business. Let’s turn good planning into meaningful action and keep making the planet better together. You can reach us anytime at consulting@shapirometals.com. ■
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Surviving Discovery: When the Records Request Isn't Friendly Submitted by Amy Groden, Alpha Software
Every NATM manufacturing member knows the rhythm of the Compliance Verification Program. Every two years a consultant arrives with a checklist drawn from the "Guidelines," and somewhere in the run-up comes the familiar scramble to pull the records the checklist requires. NATM's own guidance quietly acknowledges how hard that can be, advising members to gather these records ahead of time if they are time-consuming or difficult to produce.
was the design reasonable, was the warning adequate, and can you show the complete inspection happened? Smaller trailers might mean smaller verdicts, but not different rules.
The Five Requests You Should Expect 1.
Component certification and traceability. Which guard, axle, coupler, or lighting assembly went on which unit, and the supplier's certification for it. Federal regulation already requires DOT certification marking on rear impact guards. The question in litigation is whether you can connect that certification to a specific VIN years after the trailer left your floor.
2.
Final inspection records tied to VIN. Not "we inspect every trailer," but the record showing that this trailer was inspected, by whom, on what date, against what criteria.
3.
Design and engineering change history. When a design changed, why, and what prompted it. This is where Wabash was most exposed. The question was never simply whether the guard met the standard, but what the company knew about better designs and when it knew it.
4.
Complaint, warranty, and field failure records. Attorneys look for the pattern: the same failure reported three times before the crash. What matters is not only whether the reports came in, but whether your response to them is documented.
5.
Corrective action documentation. The paper or digital trail showing an issue was identified, addressed, verified, and closed. Fixing a problem and documenting nothing leaves you with the liability of knowledge and none of the credit for the fix.
Typically, a consultant schedules the visit, tells you what is coming, and works with you toward passing. That is the friendly scenario. Now picture the unfriendly scenario: no notice, no advance checklist, and an attorney representing the family of someone hurt in a crash involving one of your trailers. The request covers years of records. Heightened scrutiny uncovers every gap.
The Circle of Liability Keeps Widening In 2024, a Missouri jury returned a $462 million verdict against trailer manufacturer Wabash National following a fatal rear underride crash. The jury found the company negligent for failing to adopt a stronger rear-impact guard design over roughly three decades. The punitive award was later reduced and the case settled, but the figure had already done its work: it raised the standard – and the stakes – for the industry. Wabash is not alone. Utility Trailer Manufacturing was pulled into a fatal underride case that produced a $42 million judgment, nearly $19 million of which it appealed. Component manufacturers, including axle suppliers, routinely defend claims of defective design and failure to warn. And this past May, the U.S. Supreme Court ruled unanimously in Montgomery v. Caribe Transport II that federal law does not shield freight brokers from state negligence claims when they place loads with unsafe carriers, reversing years of precedent that had protected them. Brokers do not build anything or maintain anything. Their exposure now depends on whether they documented their diligence. Wabash builds semi-trailers, while NATM members build under 26,000-pound Gross Vehicle Weight Rating (GVWR) trailers. Do these rulings really apply to my shop building 7,000-pound utility trailers? The answer is yes. The courts don't hold heavy trailers to one standard and light-duty trailers to an easier one. The questions are the same either way:
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What Makes Records Defensible Four qualities separate records that hold up from records that get used against you. Complete by design. Blank fields become the plaintiff's exhibit. A required-field structure, whether digital or a well-built paper process, keeps the blank from existing in the first place.
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Recorded on the spot. A record created at the point and moment of work carries weight. A record reconstructed at the end of a shift, or a week later, invites the question no witness wants on cross-examination, “How do you actually know?” Attributable. Every record should show who did the work, when, and where. Without a name and a date on it, you're asking a jury to take your word for it. Retrievable. If producing five years of inspection records takes months, defense costs climb and the delay itself starts to look like concealment. You should be able to deliver complete, accurate records immediately, without any scramble.
A Test Worth Running this Quarter To ensure that your organization is prepared, it’s worth taking the time to run a brief but important test. Pick a VIN from a trailer you built three years ago. Assemble everything you would need to defend it: the inspection record, the component certifications, the applicable version of the Guidelines, any complaints, any corrective actions. Time this exercise.
If it takes an afternoon, you are in good shape. If it takes a week or ends with someone saying it’s probably in a box out back, you’ve found your gap. And you’ve found it on your own terms, not under the scrutiny of an attorney or regulator. Now explore what to fix. NATM members who complete the exercise and put their records in order this year will answer easily. The rest will be sweating it out while they search through that box out back. Amy Groden is Vice President of Marketing and Sales Operations at Alpha Software Corporation (www. alphasoftware.com/natm), an NATM member and digital solutions supplier to the trailer manufacturing industry. Sources: TruckingDive and FreightWaves coverage of the Wabash National verdict and settlement; WUSA9 reporting on Utility Trailer litigation; VitalLaw summary of trailer axle product liability claims; Montgomery v. Caribe Transport II (U.S. Supreme Court, May 2026); NATM Compliance Verification Program materials and NATM product liability programming; published analyses of products liability discovery practice (Robinson Calcagnie; Advocate, December 2025). Disclaimer: The article was submitted by NATM Member Alpha Software Corporation. It is for educational purposes and does not constitute legal advice. ■
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Strategic Planning Under the Sun
NATM Board Heads to Phoenix to Shape the Future of Association Programming By Alex Stowe, NATM Executive Director
The National Association of Trailer Manufacturers (NATM) Board met for two days at U-Haul headquarters in Phoenix, Arizona, to discuss and create the 2027-2030 strategic plan. Marco Garcia and U-Haul generously offered to host, as Garcia is current NATM Board Past President and Director of Engineering Services at U-Haul. Being at U-Haul HQ provided members of the NATM Board with an opportunity to tour one of U-Haul’s production facilities and learn more about the history of U-Haul. The strategic planning session kicked off with members of the NATM Board and our strategic planning facilitator taking in a Diamondbacks game. Although the game itself wasn’t terribly competitive (sorry to any Diamondbacks or Athletics fans), this provided the NATM Board and our strategic planner with an opportunity to get to know each other better before starting the hard work of helping plan out where NATM programming should focus over the next three years. The NATM Board had a huge responsibility over the day and
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a half of strategic planning meetings. Through facilitated discussions and group feedback, they would help chart the course for the 2027-2030 strategic plan. All 19 NATM Board Members were in person and were invited to share honest feedback on how programs were going, and where NATM could look to grow in the coming years. NATM Board members were asked to review current programming, notes on surveys and focus groups completed by NATM member companies and take all of that feedback to help shape how the association can continue to support the growing needs of the light- and medium-duty trailer industry and NATM member companies. The strategic planning session kicked off by having NATM’s strategic planner provide feedback from members from the association survey that was circulated earlier in the year and from focus groups made up of different parts of the association’s membership. The strategic planner explained how NATM is viewed by the membership and how valuable our programming is. After this overview, attendees were separated into smaller groups that would serve as sounding boards for each other
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and initial reviewers of proposed ideas and ways for NATM to continue to grow. These smaller groups answered questions like, “what will NATM look like 36 months from now,” and “what support is needed to get there,” and were challenged by NATM’s strategic planner to always keep member value top of mind when determining how to grow programming. These small groups were encouraged to provide honest feedback on each other’s proposals and think of how the next three years of NATM programming should be prioritized. Following a day of discussions and hard work, the 20272030 NATM strategic plan started to take shape. It became clear that four pillars would be prioritized for this strategic plan. The NATM Board emphasized the importance of 1) Advocacy, 2) Compliance, 3) Education, and 4) Operational Excellence. The NATM Board was tasked with setting out overarching goals, and the NATM Staff are now hard at work coordinating how to accomplish these overarching goals. There will be more to share on these pillars after the Board formally adopts the plan starting in 2027, but I am incredibly excited to see how NATM continues to grow and find ways to
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support our members with these four pillars serving as the main focus of NATM’s programming for the coming years. NATM saw a lot of growth and expansion of programming during our last strategic plan, and the 2027-2030 plan provides another great opportunity for NATM to continue to grow. Following the day and a half of strategic planning discussions, the NATM Board had a half day Board meeting. During this meeting, current association business was discussed, and the Board was able to discuss timing of items like NATM Board nominations, membership renewals, and current government affairs items of note from K&L Gates, our lobbying firm in Washington, D.C. The Board also reviewed committee reports and discussed look ahead items impacting the association over the next 90 days. Between strategic planning and the general meeting, a lot was accomplished in Phoenix, and NATM appreciates the support and volunteered time of NATM Board Members, as well as members of the industry who provided feedback on programming that helped shape our 2027-2030 strategic plan. The NATM Board looks forward to sharing more about our new strategic plan as it is formally approved. ■
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Tracey Vire (center) makes connections at the 2026 NATM Convention & Trade Show. Photo by NATM Staff.
Built on Knowledge: Tracey Vire’s Almost Three Decade Journey By Klaire Perez, NATM Marketing Coordinator
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hen Tracey Vire first walked through the doors of A&N Trailer Parts nearly 29 years ago, she never imagined she'd build a career in the trailer industry. Looking for a steady job while raising her young children, she accepted a delivery driver position after her mother-in-law connected her with the company's owner. What started as an unexpected opportunity became a lifelong career built on curiosity, determination, and a commitment to serving others. Today, Tracey serves as General Manager of A&N Trailer Parts, overseeing everything from payroll and inventory to sales, customer service, and employee support. Having worked in nearly every position throughout the company, from delivery driver and warehouse associate to shipping, receiving, accounts receivable, and the sales counter, she understands the business from every angle. "I've done everything here," Tracey shared. "Since I've worked every position, I know what it takes. When I ask someone to
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do something, I know exactly what they're being asked to do." Her journey is one that has impressed A&N Trailer Parts owner Deborah Adamson from the very beginning. "She started at the bottom," Deborah said. "She drove a truck for me. She cleaned the warehouse. She pulled parts. There's not a job here that she hasn't done. She studied hard, paid attention, and knows trailer parts inside and out." Working for a family-owned, woman-owned business has given Tracey a unique perspective on the industry's evolution. Over the past decade especially, she's seen more women step into technical sales, leadership, and decision-making roles. "I've seen a lot more women in the industry," she said. "Sometimes the women know more. It's changed a lot from women simply answering the phone to taking on much bigger roles."
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Like many women in technical industries, earning credibility wasn't always easy. One of Tracey's greatest challenges was gaining customers' trust and confidence in her expertise.
Tracey credits much of her success to Deborah, who believed in her potential from the very beginning and encouraged her growth throughout the years.
"Having customers put their trust and belief into what I was telling them was the biggest challenge," she explained. "There's no book for what we do, you have to learn it by being in it."
"She put a lot of faith in me," Tracey said. "She's my inspiration to be the best."
Deborah has watched Tracey overcome that challenge firsthand. "When she started, a woman in the trailer parts business was unheard of," Deborah said. "It took a lot to convince some people that she knew what she was talking about, and she learned to do that so well that they don't even know what hit them."
The admiration is mutual. "I'm glad to have her. I'm glad she stayed with me," Deborah said. "She basically has run my business for the last several years. She keeps it going. She hires, she orders, she does it all." Outside of work, Tracey's altruism continues. Whether she's tending her garden, baking, cooking, or spending time with her husband and family, she finds joy in caring for others. "I love making life easier for the people right in front of me," she said. That dedication to helping others is one of the qualities Deborah admires most. "She's a good-hearted person," Deborah said. "She'll help anybody, anytime, anywhere." Receiving recognition through NATM's Woman Crush Wednesday campaign has been especially meaningful to Tracey. She believes women throughout the trailer industry deserve to have their stories told and their hard work recognized. "A lot of times women aren't recognized in this industry, but they work just as hard," she said. "I'm proud that this highlights the women out there who are working just as hard." For women considering a career in the trailer industry, Tracey's advice is simple: keep learning and believe in yourself. "Learn all the knowledge you can, keep pushing through, and have confidence in yourself," she said. "If you have confidence in yourself, you can make other people believe in you." Beyond her leadership at A&N Trailer Parts, Tracey is also a member of NATM's newly formed Women Tow-gether Committee, helping foster connections and support for women in the trailer industry.
Among Tracey's proudest accomplishments isn't a title or milestone, it's the reputation she's built through exceptional customer service. "I'm most proud of the knowledge I have and the customer service I provide," she said. "If customers are treated right, they're always going to come back."
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Nearly three decades after taking a chance on a job she never expected to become a career, Tracey's story is a testament to the power of perseverance, continuous learning, and leading with service. From starting as a delivery driver to leading the day-today operations of A&N Trailer Parts, she has earned the respect of her customers, coworkers, and mentor alike. Her journey reminds us that expertise is built through dedication, and true leadership is measured by the people you help along the way. ■
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Lippert Plant 77 women's team, who represented Germany, wins the company's 2026 soccer tournament. Photo provided by Lippert.
Company Culture Takes the Field By Samantha Darling LaCount, NATM Tracks Editor
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hat started as a small soccer tournament within one Lippert division has grown into an annual company-wide tradition that brings hundreds of employees, families, and community partners together. This year marked the eighth year of Lippert’s annual soccer tournament, with 43 men’s and women’s teams and more than 800 team members participating. Held in Goshen, Indiana, the tournament gives employees an opportunity to step away from their day-to-day responsibilities and compete alongside coworkers from across the company. “It’s a really cool event for our team members, as well as their families that come out,” said Lippert Vice President of HR and Operations, Jaycee Riewe. “This year, we had a lot of rain, which wasn’t ideal, but it did not stop everyone from coming. This probably was our busiest year that we’ve had yet. I was shocked, but it’s always a really great event. Lots of work, but lots of fun.” This year, the women's champions were Plant 77 and men's champions were Plant 91. Lippert Director of
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Learning Matthew Jerlecki says that while the goal is to beat each other in the tournament, ultimately, it brings employees and their families closer together. "I feel this has brought me closer in a lot of ways, not only inside work, but outside of work. We spend time bonding outside of work during practices, and not only that, but that brings us in at work," said team leader and Plant 77 team member Leticia Cruz. "We're giving each other high fives at work. We're definitely going to be cheering when we go back to work on Monday and being very proud about being first place." "Since, we’ve got together, we’ve seemed more united," added Jenifer Virula, quality inspector and Plant 77 team member. The tournament began within Lippert’s interiors division before expanding across the organization. After seeing how much interest employees had in the sport, the company incorporated soccer into its company picnics. As participation and enthusiasm continued to grow, Lippert eventually turned the tournament into a standalone event.
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“It was a huge success at a smaller scale, and it really just kind of took off from there,” Riewe said. Today, employees from Lippert locations outside Indiana can also participate. This year, a team traveled from the company’s Chicago location, while a Missouri plant had previously made the trip. Bringing employees together from different locations has helped the tournament become more than a recreational event. Riewe says the soccer tournament is a great example of the company culture in action because it brings to life many of the values the company talks about every day. The event brings together team members from different plants, departments, and backgrounds around a shared goal, while giving employees a chance to build relationships with coworkers they may not otherwise interact with. Teamwork, sportsmanship, and facility pride are all part of the experience. "Truly an encapsulation of when we talk about business being a force for good, and how we really want to be involved in our team members' lives outside of work and allow them to collaborate with each other and share with each other," Jerlecki said. "It's just a great way to bring families together from all over. It's our largest cultural event, so it's just awesome to see all of that."
TOP: Men's champions Plant 91 gather after their victory. BOTTOM: Team leader and Plant 77 team member Leticia Cruz (right) faces off with team Columbia during the women's championship game. Photos provided by Lippert.
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The event takes place over a weekend, with bracket play leading up to men’s and women’s championship games. Teams compete for first and second place, along with individual awards such as the Golden Boot and Golden Glove.
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Continued from Page 67 The tournament also gives team members an opportunity to bring their families and connect with community partners. Health and wellness partners set up activities and giveaways, while local organizations contribute to the event. Lippert partners with the Goshen Stars youth soccer program, which provides fields for regular tournament games and ball retrievers. The Goshen High School field hosts the championship games. The event also gives Lippert an opportunity to recognize the interests and personalities of its employees. This year, with the excitement surrounding the World Cup, teams were named after countries rather than their plant numbers. The Plant 77 women’s team represented Germany and the Plant 91 men’s team represented Mexico. Championship teams even received jerseys for the countries they represented. “We listen to what our team members have interest in,” Riewe said. “When we say everyone matters, we back it up. We work really hard, so why not be able to play as well?” "I love working at Lippert. It's all about the plant, right? It's not about the name on the back. It's not about who's going to score, who's going to pass, who's going to do something. It's all about the plant," said Chino Ramirez, plant manager
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TOP: Men's champions Plant 91, who represented Mexico, celebrate with their gathered coworkers and family. BOTTOM: The women's champions Plant 77 team celebrates their victory with a FIFA World Cup inspired trophy. Photos provided by Lippert.
and Plant 91 team member. "Very proud. Super proud. It's fantastic. You can feel the family culture. I mean, not just at work, but in here. Anywhere you see these people, it's family." Lippert has been a member of the National Association of Trailer Manufacturers (NATM) since 2001. To learn more about them, visit Lippert.com. ■
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Women Tow-gether: Meet the Women Behind the Momentum A New NATM Committee is Bringing Women Across the Trailer Industry Together To Connect, Learn, Share Experiences, and Help Shape What Comes Next
By Ginger Baker-Sanhueza, NATM Programming Director & Izabella Chesney, NATM Marketing Specialist
Something special happens when you put a group of women from different parts of the trailer industry in the same room — even when that “room” happens to be virtual. It doesn't take long for common experiences, challenges, and lots of laughter to fill the room. The National Association of Trailer Manufacturers (NATM) launched the Women Tow-gether (WTG) Committee earlier this year to create a place for women throughout the trailer industry to connect, learn from one another, grow professionally, and have a voice in programming designed with them in mind. Since then, the committee has been meeting monthly and so many great things are happening. NATM Programming Director Ginger Baker-Sanhueza talks about her experience sitting in on these meetings. “Even though these women have different titles, work in different positions, and live in different states, I’ve learned that there are so many common themes, pain points, and shared experiences among them,” Baker-Sanhueza said. “We’ve talked about communication, working with family, work-life balance, and what it’s like being a woman in a male-saturated industry. Our meetings are full of laughter and real talk, and I always leave feeling happy and uplifted. We really have a special group.” NATM Marketing Specialist Izabella Chesney, who serves as the staff liaison to Women Tow-gether, and has been a key part of its success, has noticed the same thing. “That many women in this industry have very mutual experiences and are looking for community and connection. They are hungry for industry knowledge and looking for growth in it. They want to learn from one another and encourage more women not only within the industry, but those outside of it who may be interested in going into the trailer industry,” Chesney said. “Every committee member has the same goal: empower,
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inspire, connect, grow together, and make a lasting impact.” Those monthly meetings have included open conversations, guest speakers, ideas for future education, and plenty of opportunities to learn from one another. The committee recently welcomed HR Specialist Steph Hand from Lutz to help members talk through some of their experiences working in a male-saturated field and hear another perspective on how to confront challenges many women encounter professionally. But the best way to understand Women Tow-gether may be to meet the women who are actually building it.
Meet these Special Women Denise Scholle | Committee Chair Co-Owner, The Trailer Guy | Cincinnati, Ohio For Committee Chair Denise Scholle, Women Towgether connects directly to her own journey into the trailer industry. Scholle began working alongside her husband, Brandon, and eventually joined their business fulltime. Along the way, she encountered customers who questioned her knowledge before giving her the opportunity to demonstrate it. Having someone beside her who encouraged her and helped her build confidence made an impact — and ultimately helped
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simply: “Because they deserve it. Simple as that.”
shape what she wants other women in the industry to have.
Tracey Vire Manager, A&N Trailer Parts | Tulsa, Oklahoma
“I started thinking about the women who didn’t have someone in their corner — a mentor to encourage them, answer their questions, or help them build their confidence. “That’s what drew me to the NATM Women Tow-gether Committee. I want to help create the support system I was fortunate enough to have. I want women entering this industry to have access to meaningful training, mentorship, and realworld experience so that when they speak, they speak with confidence backed by knowledge and hands-on experience.” Scholle has also had the opportunity to watch Women Towgether grow from an idea and activity at the NATM Trailer Expo in October 2025 into an actual working NATM Committee. “Today, we have an incredible group of women representing every corner of the trailer industry. They bring different backgrounds, experiences, and perspectives, but they all share the same passion: helping build something bigger than ourselves.” For Scholle, having women involved in industry conversations brings perspectives that can make a difference. “When knowledgeable women are part of the conversation, our industry benefits. We ask different questions, bring different perspectives, and often approach challenges in ways that lead to better solutions.”
Erica Matthews Vice President of Sales, Optronics International | Tulsa, Oklahoma For Erica Matthews, Women Tow-gether offers an opportunity to hear from women whose careers may look different from her own while sharing some familiar experiences. Matthews said she became involved to gain “perspective from other women in the industry about their experiences, both good and bad.” That exchange of perspectives is also what excites her about the committee and the opportunity to interact with other women in the industry. When asked why women should have a voice in industry conversations, Matthews summed it up
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Tracey Vire joined Women Tow-gether with something very straightforward in mind: “get to know other women in industry.” Now, she says she is excited about “getting to network with others [who are] like-minded.” That desire to make connections is an important part of what Women Tow-gether is building, and Vire and A&N Trailer Parts will help bring that experience beyond the committee meetings as the sponsor of the Women Towgether Coffee with Exhibitors event at the 2027 NATM Convention & Trade Show in Nashville, Tennessee.
Christy Floyd Marketing and Operations, Diamond T Trailer | Rattan, Oklahoma Christy Floyd wanted to join Women Tow-gether “to be around like-minded, strong women who can fuel the trailer industry in any position she holds.” And if there is one thing that comes through from Floyd, it is her enthusiasm for the women she has met. “Being in the same 'room' with such powerful forces of energy from every corner of not just our industry but in life. It is absolutely a 'cup runneth over blessing' to just take part in this endeavor as these women come together to speak up and speak out about how proud we are to be women in this industry.” Floyd also sees tremendous value in women being able to learn from those who have already experienced some of the challenges they may be encountering. “Because we have the ability to bring to the surface a layer of grit that some don't even know they embody until they can be faced with other women who have journeyed through those chapters already in this industry. These women have the ability to spark a light that literally sets you on fire where it cannot be ignored in both your career and in your personal growth.”
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Susan Forhan Sales Coordinator, Optronics International | Tulsa, Oklahoma Susan Forhan came to the committee “wanting to connect with and support other women in our industry.” She is particularly interested in what can happen when women share their experiences across generations.
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to NATM Members and use their feedback to help shape education and programming. Baker-Sanhueza sits on several NATM Committees for that reason. Those conversations provide a pulse on what members are experiencing and can lead to a webinar, Convention or Dealer Summit session, Tracks article, or another educational resource. “When I hear a common theme or something the women want to learn more about, that’s when I have a light bulb moment and start thinking about what programming we can build around it,” Baker-Sanhueza said. “I want them to know we are listening and that NATM is here to support them through education, discussion, and opportunities that help empower women in our industry.”
Forhan said she is excited about “connecting with other women and learning from their experiences to help shape the future for the next generation of women professionals.”
Communication has been one of those recurring topics. Conversations about wanting to communicate with confidence, clarity, and influence helped inspire a Women Tow-gether webinar focused on those skills that will occur in November. (You can read more about this webinar on Page 48).
She also sees value in making sure the conversation includes women working throughout the many different segments of the trailer industry.
The programming will continue in March 2027 as NATM celebrates Women’s History Month with another webinar centered on confidence and leadership at every level.
“I believe it's important for women in every part of the industry — whether they're manufacturers, suppliers, distributors, dealers, or service providers — to get involved because every perspective helps make our industry stronger.”
The committee has a voice throughout that process. Members discuss and vote on topics and speakers they want to hear from, helping make sure Women Tow-gether programming reflects what the women themselves are asking for.
Angela Cobos Sales Manager, PolyCleat Trailer Flooring | Bryan, Texas
For Chesney, that connection between listening and programming is an important part of what Women Tow-gether can offer.
For Angela Cobos, becoming involved in the industry is also about building relationships. When she first expressed interest in serving on the committee, Cobos shared that she wanted opportunities to grow her network and become more involved. “I know it's a small world in the trailer industry, and connections and friends are how you move around it. I'm truly starting from scratch, so I would like to continue to have the opportunity to meet more people and make a name for myself and for my business in this world by attending conferences and serving on committees.”
Listening to the Women in the Room The conversations happening within Women Tow-gether are already making their way beyond the monthly committee meetings. Part of the role as NATM Programming Director is to listen
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“I hope women get inspired and find community in the things we're doing. We are hearing the needs of women in the industry and offering programming that meets those needs,” Chesney said. “I hope those who come to our events and programming find connection and relatability with the other women present. I want women in the industry or thinking about joining to know they can find support and guidance within this committee and its programming.”
Helping Guide Women Tow-gether For a committee in its first year, Women Towgether hasn't wasted much time. “The passion. The knowledge. The insight. Every single one of these women in our committee is passionate about the industry and the women representing it,” Chesney said. “They want to set a path for the future women who go into this industry while also providing opportunities for those already in the industry.” Chesney said the committee members have already taken an active role in deciding what Women Tow-gether can become.
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Continued from Page 71 “I couldn't be happier with the dynamite team we have for our first year. From helping us create webinar opportunities to offering a WTG-hosted event for the 2027 Convention, they have completely hit the ground running. Their passion and vision for women in the industry have set the foundation for Women Tow-gether and it's an honor to work with them!” That next step will give NATM Members a chance to experience some of the connection the committee has been building all year.
Come Have Coffee with Women Tow-gether At the 2027 NATM Convention & Trade Show, Women Towgether will host a Coffee with Exhibitors on Thursday morning on the trade show floor, sponsored by committee member Tracey Vire’s company, A&N Trailer Parts. Everyone is invited. Women Tow-gether focuses on supporting and celebrating women in the trailer industry, but everyone needs a coffee pick-me up on the final day of Convention. Stop by, grab a cup of coffee and a breakfast pastry, meet the committee members, network with other NATM Members, and celebrate the women who work throughout the industry.
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“My hope is that women throughout the industry feel seen and heard and find value in the programming we create,” said Baker-Sanhueza. “We want them to take ownership of Women Tow-gether, and they certainly have. This is their committee, and I want the programming we develop to reflect the conversations they’re having and what they tell us they need.” Chesney is already thinking about where those connections could lead next. “I would love to see more women seeking out WTG programming and getting involved with everything it has to offer. I want us to build a community of women who can reach out to one another and find genuine and impactful mentorship in this industry,” she said. “I also hope by the work this committee is doing we can encourage and inspire more women to get involved with the trailer industry.” Women Tow-gether may be new this year, but the women involved have already given it plenty of personality, ideas, laughter, and momentum. NATM hopes you’ll come meet them over a cup of coffee in Nashville. If you are interested in learning more about NATM's Women Tow-gether Committee, please reach out to Marketing Specialist Izabella Chesney at Izabella.Chesney@natm.com. WTG Webinars can be accessed by going to NATM.com/Events. ■
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The Smart Trailer Starts at the Axle By Samantha Darling LaCount, NATM Tracks Editor
Whether you're a trailer dealer hearing out a customer or a manufacturer trying to make a dump trailer that can outrun the competition, you're familiar with a dump trailer's limitations. What if there was a trailer that didn't have to stop and charge after five runs? The team at Stillwell has put their problem-solving mindset to this particular issue. "We created an axle that charges the battery by itself. It's never been done before in our industry," said President and CEO Drew Stillwell. "For dump trailers, this will allow you to have an endless number of dumps per day. As long as you're going over 18 miles an hour, it's charging the battery." Stillwell conducted a poll of dealerships, and the results revealed that the top limiting factor on performance or efficiency was battery life. It's by far the number one thing that customers deal with, Stillwell says. He sees their axle as being a huge quality of life improvement for trailer users from contractors to weekend vacationers. The battery can recharge for longer workdays driving between job sites as well as keep an RV's refrigerator going. "It starts to generate power at 18 miles an hour, but it really
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starts to see the max output there at around that 25 mile an hour area with 12 amps at 160 watts," Stillwell said. "Solar panels are seven watts and our axles are 160. It's not even the same thing. It's like comparing riding a bike to riding a motorcycle."
"It creates 12 amps per axle, and if you had 2 axles on your trailer, the battery that you lost dumping that load, you would get it back in 10 minutes," — Drew Stillwell
The company's design team reached out to a top generator manufacturer. The technology itself is not new – it's used on just about every generator out there – it's just never been applied in the trailer industry, Stillwell says. While this is a huge draw and something the company is excited to bring customers, it is only the tip of the iceberg. It will also be tracking data valuable to many players across the industry. It will be like Carfax for trailers, Stillwell says.
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Continued from Page 73 "This is the way that, as an industry, we can get data from the customer in real time," Stillwell said. "I can tell you how many dumps you do a day. I can tell you the amp draw, which is essentially the weight of each dump. I can tell you what day of the week the trailer's being used, how many hours the trailer's being used." "All this data, it's now at our fingertips because of this technology. This is the biggest leap forward that I think there's been in the industry. We can write service contracts around mileage now, because we can track it," he said. Real-time data can be used by many in and around the industry. Manufacturers can build trailers based on how customers actually use them rather than having to guess. Dealers can better diagnose problems and provide customers with a detailed history. Owners and operators can access mileage and usage data and help stay on top of maintenance needs. Insurance companies can better understand risk and usage. DOTs and safety agents can see and track high-risk factors. "This will tell us how trailers are used, where they're used, when they're used," Stillwell said. "We'll know trailers usually sit for 4.3 weeks up in the north over the winter. We're going to be able to tell the average time the trailers sit, so then we can get that data to the tire manufacturer so that they can make safer tires, so the tires don't rot out. We can say that trailers are being used this way in the south, and they're being used on this day, so that we can tell paint manufacturers, this is how long they're sitting still in the sun. All this data that we could only guess at. This gives us the ability to be so much better." The applications for this kind of data are vast. But Stillwell is bringing even more advancements. In addition to the
Down to the Details: •
Creates 12 amps per axle
•
Engineered with high-strength, low-alloy steel tubing
•
Universally compatible with number 42 spindle
generator and data tracking, Stillwell has also adapted their tubing and hubcaps. The company worked with their steel mill to really customize the steel tubing. Through specialization and extensive testing, Stillwell says this hyper specialized steel, their axles are now even safer, stronger, and more consistently reliable than ever before. The brand new hubcap system eliminates the opportunity for the operator to break it off when they go to load up their trailers. The patented new design utilizes an internal diaphragm. The diaphragm moves back and forth inside the tubing as the temperatures change, offering improved safety as well as reducing maintenance. "Right now, the diaphragm opens up to the elements, which can allow water in and different debris into your grease and into your axle. Ours is completely sealed off, so you can't get any debris, water, or moisture into your axle," Stillwell said. With its self-charging capability, data collection, and updated axle components, the new design brings several innovations together in one system. After three years of research and development, Stillwell’s work demonstrates how continued testing and problem-solving can lead to new approaches to trailer design and functionality. ■
LEFT: ReGen Spindle Assembly. RIGHT: ReGen Hub with Cap. Photos provided by Stillwell.
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Muir Omni Graphics Puts People at the Center of Six Decades of Growth Submitted by Muir Omni Graphics
Founded in 1963, Muir Omni Graphics started as a small graphic design firm specializing in technical drawings and graphic illustrations. The company continues to grow and now manufactures large-scale, industrialgrade markings, selling them to customers worldwide. More than six decades of business doesn't happen by chance. MUIR's dedication to best serving its customers as well as its employees has been the key to success. In 2010, the company began the transition of its business ownership to an Employee Stock Ownership Plan (ESOP). The plan was fully adopted in 2019. For MUIR, the transition has been about much more than simply owning stock in the company. Employee ownership has fostered a greater sense of camaraderie among its people, bringing employees together around a shared goal: giving their best to one another and to MUIR’s customers every day. Embracing change is a point of pride for Muir Omni Graphics. The company supports a culture of adaptability, fosters a growth mindset, stays up- to- date on industry trends, and builds agile processes so that change becomes an opportunity rather than a pain point.
It isn't change for the sake of change either. MUIR actively seeks to reduce its carbon footprint through the MUIR Environmental Management System (MOG EMS), developed in accordance with the ISO 14001:2004 Standards. Doing good doesn't stop there. Naturally, it comes back to the people-first mindset. MUIR is deeply committed to giving back to their beloved Peoria community, whether it’s raising awareness of issues and organizations they care about, donating supplies to local schools and nonprofits, or volunteering employee time to support local causes. "We believe that each act of giving — no matter how big or small — creates a ripple effect of kindness that not only
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enriches our larger community but also creates a sense of connection amongst our employees, ultimately leading to better communication and collaboration when at the office,” said James Robertson, Client Relations Director. The MUIR team takes pride in taking care of the community outside its door as well as the customers inside. The company's longstanding history as a leading industrial-grade markings supplier makes them uniquely qualified to find the best solution for your specific application. They boast a 99% on-time delivery rate. If you’re in a pinch and need an expedited solution, they do everything they can to meet your deadline. That commitment to service is matched by a commitment to quality, with specially trained staff, a defect rate significantly below industry standards, and state-of-the-art printing equipment helping MUIR deliver consistent, high-quality results. Muir Omni Graphics' longevity isn't the result of simply sticking around for more than 60 years — it's the result of continually investing in its people, customers, technology, and community. Interested in learning more? Please visit our website at www. muirgraphics.com to read about our products and services or to request a sample packet to see firsthand how MUIR can help to boost your brand! ■
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The polar plunge trailer, built by NATM Member Crystal Welding Inc., is ready to hit the road for Special Olympics Minnesota fundraising events. Photo provided by Special Olympics Minnesota.
Taking the Plunge, Wherever the Road Leads By Samantha Darling LaCount, NATM Tracks Editor
What happens when you mix community, inclusivity, and innovation? The Plungester, of course. Polar plunges have been a major fundraiser for the Special Olympics Minnesota (SOMN) for years, typically involving participants traveling to a frozen lake to take the plunge. When Minneapolis hosted the Super Bowl in 2018, the city shut down an area downtown for fan experiences, and the Special Olympics Minnesota joined in the fun and its Polar Plunge at Super Bowl Live right there on Nicollet Mall, the city's mile-long downtown promenade. When a volunteer made an offhand comment about putting the pool they had built on the road (literally), organizers knew it could be a great way to involve more people than ever. Special Olympics Minnesota Senior Special Events Manager Peter Mayer says the first mobile polar plunge trailer they had was made by a dumpster manufacturer in Minnesota and dubbed the Plungester. While the unit helped build the program into what it is today, SOMN knew there was room for improvement. "The previous trailer was great. We loved it. It was a little too
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reliant on hydraulics and moving pieces," Mayer said. "The stairs would rotate and then push on top of the trailer, and we were really worried about that system failing at some point. We are out in the middle of nowhere for a lot of these events, where we're not going to have someone close by who can help, and it was all made of steel, too, so it was pretty heavy." National Association of Trailer Manufacturers (NATM) Trailer Manufacturing Member Crystal Welding Inc. was contacted when they were ready for a new mobile polar plunge unit. Product Design Manager Christopher Rauch says bringing this project to a trailer manufacturer was the right call. The team saw opportunities to simplify the design and improve how the trailer functioned. "I looked at it and was like, yeah, we can do this far better," Rauch said. "This is far too complicated. I could tell that the axles were actually moved at one point. I could see why. It looked like parts are kind of hacked together." They ultimately went with an all-aluminum construction, significantly reducing the trailer's weight. Mayer, who drives the trailer himself, said the lighter construction
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has improved gas mileage and reduced sway. Special Olympics Minnesota recently purchased a second polar plunge trailer from Crystal Welding, with work scheduled to begin later this fall. Rauch is excited about the opportunity to improve upon the company's first design and bring an even better product to its customer. "The current leveling system, the auto-level feature doesn't work the way it should, or the way we think it should, so we're going to change leveling systems. It works, but it's not to my standard. We might be a little picky in that sense," Rauch said. "We want it BELOW: The trailer gets closer to being ready for its signature red paint job. Photo provided by Crystal Welding Inc. BOTTOM: The Special Olympics Minnesota team celebrates with the new polar plunge trailer from Crystal Welding. Photo provided by Special Olympics Minnesota.
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perfect. We want it as simple and as easy as they can have it. If it's as simple as they have the app on their phone, and they hit a button, and it does everything, that's what we want. We don't want you to have to have a degree on how to run something." The Crystal Welding team had never built a mobile pool before, but the company's multi-department structure lends itself to innovation. They're able to take a customer's vision and make it a reality. “We’re very unique in that we don’t just build trailers,” Rauch said. “We have four departments, essentially, including towing, repair, fabrication, and trailer manufacturing. I help manage the fabrication and trailer manufacturing departments, and I handle the company’s design work. It’s all under one roof, in the same building.” Mayer says SOMN is very grateful for what these trailers have allowed their organization to do. More than just yearround sporting events, SOMN also provides important health screenings for athletes, as well as programs to empower athletes to become leaders in their communities. "The thing that excites me the most is just the continued potential for more funds coming to Special Olympics," Mayer said. "We view this trailer as a tool to continue growing our mission and providing positive experiences across the state." Crystal Welding has been a member of NATM since 2006. To learn more about them, visit CrystalWelding.com. For more information about Special Olympics Minnesota, visit SpecialOlympicsMinnesota.org. ■
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Three generations currently work for Ace Wire Spring & Form Co. From left: RJ Froehlich, Linda Froehlich, Ritchy Froehlich, and Tresslyn Froehlich. Photos provided by Ace Wire Spring & Form Co.
Built to Fit: American-Made Springs and Wire Forms for the Trailer Industry Submitted by Ace Wire Spring & Form
“When we needed a new spring supplier, Ace stepped up. They were highly responsive and delivered quickly.” — Procurement Manager, Trailer Manufacturer For trailer manufacturers, even a small component can create a major production problem. A spring may no longer be available; a legacy part may exist without a usable drawing. In other cases, a new design may require a component that cannot be purchased from a standard catalog. These challenges call for more than an off-the-shelf supplier. They require a manufacturing partner capable of turning a drawing, CAD file, specification, or physical sample into a repeatable production part.
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Ace Wire Spring & Form Co., Inc. has been helping trailer manufacturers solve these problems since 1939. Based near Pittsburgh in McKees Rocks, Pennsylvania, Ace is a family-operated, woman-owned manufacturer of made-to-order springs and wire forms. Every part is manufactured in the United States to meet the requirements of a specific customer and application.
Made to Order, Not Pulled from a Shelf Ace manufactures compression, extension, and torsion springs in both standard-style and fully custom designs. While Ace does not pull springs from a catalog shelf, each
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part can be manufactured from an existing drawing, CAD file, physical sample, or specific application requirements. Ace understands that competitive per-piece pricing is vital to trailer manufacturers. Through blanket-order programs, customers can receive the pricing advantages of a larger production quantity while scheduling smaller releases throughout the year. This provides a steady supply of springs without requiring the customer to receive and pay for the entire quantity at once. Parts are released and invoiced as they are needed, helping customers manage inventory, cash flow, and production demands.
Starting with a Drawing or Physical Sample The best starting point for a new project is a complete engineering drawing or CAD file. A detailed print provides critical information such as dimensions, tolerances, material, finish, load requirements, and inspection criteria. However, complete documentation is not always available. A trailer manufacturer may have a working component but no drawing. The original supplier may no longer produce the part, or the design may have been inherited from an older product line. In these situations, Ace can evaluate a physical sample and gather the dimensional and material information needed to determine whether the part can be reproduced.
Reverse engineering is not simply a matter of copying the visible shape. The component’s material, function, stress, movement, and operating environment must also be considered. A spring that looks correct but produces the wrong load or loses force during use is not a successful replacement. Application information is therefore extremely valuable. Understanding where the part is used, how it moves, what forces it experiences, and why the existing component needs to be replaced helps the engineering team evaluate the project more effectively.
Prototypes Before Production Moving directly into a full production order can be risky when developing a new component or replacing an undocumented part. A prototype gives the customer an opportunity to evaluate form, fit, function, and performance before committing to a larger quantity.
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Ace offers prototype manufacturing to support product development, testing, and design validation. This can be especially useful when a trailer manufacturer is introducing a new model, revising an assembly, replacing an unavailable component, or addressing a recurring problem with an existing part. Prototype feedback can reveal whether a dimension needs to change, whether additional or reduced force is required, or whether an end configuration interferes with the surrounding assembly. These adjustments are far less expensive to address during development than after a component enters regular production. Once the design is approved, the project can progress from prototypes or sample quantities into repeat production. Because Ace supports both development and production, the knowledge gained during prototyping remains connected to the manufacturing process.
Engineering Support That Improves Manufacturability A customer does not always arrive with a productionready spring design. A drawing may contain an impractical tolerance, an unavailable material, or a specification that adds cost without improving performance.
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Ace’s engineering team reviews projects for manufacturability and can provide feedback on material selection, tolerances, spring loads, dimensions, end configurations, and production methods. The goal is to identify potential manufacturing or performance issues before they become expensive production problems. Even a small adjustment to wire diameter, coil count, spring length, material, or load requirement can affect performance, repeatability, and cost. Addressing these details early helps create a spring that performs correctly and can be manufactured consistently from prototypes through repeat production.
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American Manufacturing and Quality Control Ace has manufactured springs and wire forms in the Pittsburgh area for more than 85 years. That history represents more than longevity. It reflects generations of manufacturing knowledge carried forward through the company’s employees, engineering practices, and production processes. Keeping production in the United States also gives customers a domestic source for critical components. Clear communication, engineering access, quality documentation, and supply-chain visibility all become more important when a small part has the potential to delay an entire assembly. Ace is ISO 9001:2015 certified and uses modern multiaxis CNC equipment to manufacture simple and complex parts with consistent dimensional control. Inspection and quality requirements can be incorporated into the project based on the customer’s specifications and application.
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Supporting the Trailer Manufacturing Community The trailer industry depends on thousands of individual components working together reliably. Springs and wire forms may not be the largest parts of a trailer, but they frequently perform essential functions involving movement, retention, tension, positioning, and support. Ace joined the National Association of Trailer Manufacturers to become more closely connected with the companies designing, manufacturing, and supplying trailers across North America. That involvement helps Ace better understand the sourcing, development, and production challenges facing the trailer industry. Whether a trailer manufacturer is developing a new component, improving an existing design, replacing a discontinued part, or seeking a domestic production source, the process can often begin with something as simple as a drawing or physical sample. From there, Ace Wire Spring & Form can help turn that information into a made-to-order, American-manufactured component ready to support the next stage of production. ■
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From Military Service to Manufacturing Careers By Samantha Darling LaCount, NATM Tracks Editor
H
onoring members who have served in the United States Armed Forces doesn't have to be reserved just for Veterans Day. Those in manufacturing are well aware of the workforce shortage. They are looking for teachable, reliable workers who can problem solve and aren't afraid of hard work. The Manufacturing Institute's Heroes MAKE America (HMA) program helps provide a direct path from military service to manufacturing careers. This program helps manufacturers find, understand, and connect with military talent. It is there to help employers understand how military experience translates into skills they need in their company. "Our reach extends beyond individual candidates. HMA is building a nationwide network of manufacturers, military transition offices, veteran-serving organizations, educators and workforce partners, all working together to create clearer
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pathways from military service into manufacturing careers," the Manufacturing Institute said. "For manufacturers, that means greater access to qualified talent, stronger connections to the military community, and a national partner committed to helping solve workforce challenges." For manufacturers facing ongoing workforce challenges, military veterans represent a pool of skilled, disciplined, and adaptable talent. Programs like Heroes MAKE America help bridge the gap, giving veterans new opportunities while helping manufacturers build the workforce they need for the future. Supporting these pathways is one way the industry can recognize the contributions of those who have served while strengthening manufacturing. HMA career fairs most recently took place in Georgia and North Carolina. Visit themanufacturinginstitute. org/events for 2027 events. ■
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NATM Advertising Packages Designed with You in Mind By Samantha Darling LaCount, NATM Tracks Editor
The new year is right around the corner, and it’s the perfect time to revamp your marketing strategy. The National Association of Trailer Manufacturers (NATM) has been listening to what you want and has the marketing options to make it happen. There has been unprecedented interest in social media marketing, and NATM is poised to help you get your name out in front of thousands of clients with the backing of its growing social media reach. Join in at the light-duty level, and you’ll get the triedand-true Tracks Magazine advertising for a year, a banner ad in the category of your choice in the NATM Online Membership Directory, and a static post on an NATM social media platform for $3,500. To go a step further, take a look at the medium-duty package. This package includes a full-page ad in Tracks for the calendar year. Your ad will be hyperlinked to a URL of your choosing in the Tracks digital version on NATM.com. This package also includes your choice of NATM eNewsletter or NATM.com banner ad in addition to a multiple-photo post on the NATM social media platform of your choosing for $7,500. Wanting to expand your LinkedIn presence or grow your Instagram following for 2026? This package will help make that happen! For those looking to make a heavy-duty impact, NATM has the heavy-duty package. This package includes a full-page ad in Tracks for the calendar year with the digital version hyperlinked to your website, NATM eNewsletter banner, NATM.com banner on the page of your choice, and featured social media posts on all NATM social media platforms! The NATM Marketing Team will work with you to schedule your posts when and where you want them! This package, at $12,000, offers the most extensive social media reach as well as allowing you the most input over your posts. NATM couldn’t be more thrilled to provide these great multi-media marketing strategies to its members. Contact Advertising@natm.com or call NATM Tracks Editor Samantha Darling LaCount at (785) 272-4433 for Creative Services information or any advertising questions. You also can find more advertising information at www.NATM.com/advertising. ■
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Welcome New Members Trailer Manufacturer Atlas Steel Products LLC 650 E Eastern State Hospital Rd Vinita, OK 74301 • Agricultural/Farm, Auto Hauler, Cargo, Custom Design, Dump, Gooseneck, Specialty, Utility/Flatbed CellTech Trailers 900 Schroeder Waco, TX 76710 www.celltechmetals.com • Cargo CONCESSION NATION, INC 1821 SW 42nd Way Deerfield Beach, FL 33442 • Custom Design Diamondback Mfg 735 N 500 E Payson, UT 84651 • Utility/Flatbed FYREBX 2000 Frontier Trail Unit C Anderson, CA 96007 • Equipment Gibson Trailer Corp 2020 10th Ave NE Montevideo, MN 56265 • Agricultural/Farm, Aluminum, Equipment, Trailer Service/Repair
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Lost Road Campers, LLC 3013 N Rancho Dr Ste 104 Las Vegas, NV 89130 lostroadcampers.com • Custom Design, RV/Towable TXMFG 1087 E Enterprise Dr Ste 1 St. George, UT 84790 • RV/Towable USA Built Tough Trailers Inc. 5551 Sherman Oaks Rd Ste B Stacy, MN 55079 • Agricultural/Farm, Aluminum, Auto Hauler, Cargo, Concession, Custom Design, Dump, Enclosed Cargo, Equipment, Horse, Landscape, Livestock, Living Quarters, Mobile BBQ/Smoker, Motorcycle, RV/ Towable, Snowmobile/ATV, Specialty, Tow Dolly, Trailer Service/Rep Wood-Mizer, LLC 8180 W 10th St Indianapolis, IN 46214 woodmizer.com • Portable Equipment
Supplier/Service Provider Amico Global 3245 Fayette Ave Birmingham, AL 35208 • Metal Stamping, Steel-Sheet, Aluminum-Sheet, Fabricated Parts, FRP Panels
Great Lakes Tire and Wheel 1002 Highway 9 Mildmay, ON N0G 2J0, Canada • Tires GREEN LIFE DISTRIBUTION, INC. 2026 E Santa Fe St Olathe, KS 66062 • Electrical, Lighting, Safety Devices, Tow Vehicle, Towing Accessories NATDA 2300 Clarendon Blvd Ste 305 Arlington, VA 22201 NorthEdge Materials LLC 420 W 119th St #42B New York, NY 10027 • Aluminum-Sheet, Composite Panels Pressure Connections Corp 610 Claycraft Rd Columbus, OH 43230 • Hydraulics, Jacks/Landing Gear Universal Trailers LLC 609 School St Venice, FL 34285 • Consulting
Trailer Dealer Affiliate Trailer Professionals P.O. Box 1393 Canton, TX 75104 • Trailer Sales, Trailer Service/Repair
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Ameritool Mfg Inc COMEUP USA, INC. Dahlstrom Roll Form Eagle Trailer Co. Elementrailer Elite Trailers, Inc. - Crestview FabStation Hillman Industries Hol-Mac Coporation Hubbard-Hall Jaguar Manufacturing Inc JB Manufacturing and Repair Kyle Zanetti Trailer Manufacturing Kym Industries, Inc. Nova Custom Trailers Inc
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Press Room Equipment Co. Raskull Trailers Sawyer Trailers - Waco Branch Schupan Industrial Recycling St Croix Trailers Steel and Pipe Supply Superstar Trailers Supply Technologies LLC Titan International, Inc. Toolcrest, LLC Trailer Valet Vector Technologies Ltd Water-Land Manufacturing & Supply, LLC - Wildwood XGRiD Campers
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Press Releases Felling Trailers Launches Biggest Trailer for a Cause Auction Yet to Support Henry’s Heroes NICU Families SAUK CENTRE, Minn. — Felling Trailers, Inc. will hold its 14th annual Trailer for a Cause online auction Sept. 24th–30th, 2026, with proceeds benefiting Henry’s Heroes, a Central Minnesota-based nonprofit that supports families navigating the emotional and financial challenges of a Neonatal Intensive Care Unit (NICU) journey. This year’s auction features the company’s largest capacity Trailer for a Cause to date: a custom FT-12 Pan drop deck trailer. Felling Trailers’ goal is to raise awareness of the valuable work Henry’s Heroes does for the families and community members it serves throughout Central Minnesota and beyond.
Quick Facts ›
Auction dates: Thursday, Sept. 24th at noon – Wednesday, Sept. 30th at 7 p.m. (NICA Day)
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Beneficiary: Henry’s Heroes, a Central Minnesota NICU-family support nonprofit
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Trailer: Custom FT-12 Pan drop deck, 22’ deck length, 11,100 lb. payload capacity, Felling’s largest capacity Trailer for a Cause to date
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Where to bid: Online only, at felling.com/ our-company/trailer-for-a-cause
A seven-day online auction, starting on Sept. 24th and ending on Sept. 30th, Neonatal Intensive Care Awareness (NICA) Day. This year, the auction features a larger trailer, an FT-12 Pan with an overall deck length of 22’ and a payload capacity of 11,100 lbs. The Pan trailer has been painted charcoal metallic gray with a custom “Henry’s Heroes” purple stripe and white pinstriping on the sides, and it bears the Henry’s Heroes emblem. "Over the past several years, we kept hearing the same request from auction participants: they wanted to see a bigger, more versatile trailer up for bid. This year, we listened. We moved up from our FT-3, with its 1,800 lb. capacity, to the FT-12 Pan, which offers an impressive 11,100 lb. capacity. It's our hope that this change will generate even more excitement and participation and ultimately result in a higher winning bid for Henry's Heroes," stated Pat Jennissen, Felling Trailers VP of Sales & Marketing. A collection of suppliers have joined Felling Trailers in sponsoring the 2026 trailer construction: PPG, Peterson Mfg., Ram, Dexter, Demco, Taskmaster, Fastenal, and Ratner Steel. Their contributions cover everything from lighting systems to tires to the steel the trailer is constructed from. The complete winning bid will go directly to Henry’s Heroes so they can continue to help more families going
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through the NICU journey and the struggles that come with it. The Trailer for a Cause build was completed in early June, just in time for Henry’s Heroes’ 4th Annual Walk, where it was on display with information about the upcoming auction. The Henry’s Heroes’ Walk brought together over 750 participants, volunteers, and NICU families, who all joined together to support families experiencing a NICU stay. For organizers, one of the most meaningful parts of the day is seeing the recipient families connect with one another, share their stories, and realize they are not alone in the journey. Beyond financial assistance, the Henry’s Heroes team provides care packages, quilts, gift cards, and meals for NICU families and staff throughout the year. With the support of the community, Henry’s Heroes has provided assistance to 78 NICU families since 2023. “Henry’s Heroes was founded after Henry’s 87-day NICU journey, and every year we are reminded of the incredible power of community. What began as a way to give back has grown into a network of support
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for families facing one of life’s most unexpected challenges. Every donation, volunteer, sponsor, and participant helps ensure that no NICU family feels alone. This year we raised over $74,000, and we are so excited to see what the future holds for this nonprofit,” stated the Henry’s Heroes board. The Trailer for a Cause auction launches Thursday, September 24th, at noon and concludes Wednesday, September 30th, at 7 p.m. on Neonatal Intensive Care Awareness (NICA) Day. Bidding takes place exclusively online; view the auction at www.felling.com/our-company/trailer-for-a-cause/. Winners must arrange pickup at Felling Trailers' manufacturing facility in Sauk Centre or coordinate delivery (freight charges additional). ■ About Henry’s Heroes Henry’s Heroes is a Central Minnesota-based nonprofit dedicated to supporting families navigating the emotional and financial challenges of a Neonatal Intensive Care Unit (NICU) journey. Founded in 2023 from personal experience, our mission is simple but powerful: to walk alongside NICU families and provide direct, meaningful support when they need it most. Henry's Heroes is named after Henry Lomheim, the miracle baby, who is the inspiration behind this nonprofit and the hospital staff (Heroes) who saved him during his 87-day NICU stay.
We understand that a NICU stay can bring unexpected stress, uncertainty, and expenses. Henry’s Heroes aims to ease that burden by offering tangible assistance and a sense of community, reminding families they are not alone during one of the most vulnerable times in their lives. For additional information about the Henry’s Heroes, visit www.henrysheroesnonprofit.com/. 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 400,000 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 50 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 Quality Management System Certified company, a WBENCCertified WBE company, 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. You can also follow them on Facebook (Felling Trailers, Inc.) and Instagram (Felling Trailers).
Amera Trail Announces Leadership Transition: Bob Harris Named CEO, Founder Scott Locke will remain President HARMONY, Fla. — Amera Trail, Inc., a premier manufacturer of custom boat trailers, announced today that Bob Harris has been appointed Chief Executive Officer (CEO). He succeeds company owner and founder Scott Locke. This change represents a natural progression for the company, as Harris has successfully managed Amera Trail's dayto-day operations for the past few years. "Bob has been our operational backbone," said Scott Locke. "His deep understanding of our business makes him the perfect person to lead us forward. Passing the CEO baton to Bob allows me to dedicate my focus entirely to strengthening our vendor relationships and maximizing our manufacturing efficacy." In his new role as President, Locke will leverage his foundational knowledge to streamline the supply chain
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and enhance production processes. "I am honored to step into the CEO role," added Bob Harris. "I look forward to building upon the incredible foundation Scott created, leading our dedicated team, and continuing to deliver the highest quality trailers to our customers while pursuing new avenues for growth." Highly regarded within the NMMA and NATM networks, Amera Trail remains committed to continuous improvement and long-term stability under its realigned leadership team. ■ About Amera Trail, Inc. Located in Harmony, Florida, Amera Trail, Inc. specializes in custom boat trailers crafted with heavy aluminum beam construction and superior workmanship. Dedicated to safety and ease of transport, Amera Trail provides custom solutions so customers can simply "LOAD. LAUNCH. RELAX."
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Polar King Introduces Ursa Major Refrigerated Trailer for Critical Response Operations FORT WAYNE, Ind. – Polar King International, Inc. announces the launch of the Ursa Major, a purpose-built 6' x 20' refrigerated and freezer trailer engineered to deliver dependable mobile cold storage for emergency response, disaster recovery and other mission-critical operations. Designed for first responders, emergency management agencies, disaster relief organizations, military operations, utility restoration crews and other critical response teams, the Ursa Major provides reliable refrigerated storage wherever food, water, pharmaceuticals, laboratory specimens and other temperature-sensitive supplies must remain protected. "Critical response teams need equipment they can trust regardless of weather conditions, deployment location or mission requirements," said Andy Hogan, National Sales Manager for Polar King. "Whether supporting disaster response efforts, staging emergency supplies, preserving pharmaceuticals or providing refrigerated storage in remote locations, the Ursa Major is designed to help organizations maintain operational readiness when dependable refrigeration cannot be compromised." The Ursa Major is a 6' x 20' refrigerated and freezer trailer with a temperature range of 0°F to 50°F, providing organizations with a versatile mobile cold storage solution that can be deployed wherever operations demand. Built for the toughest operating environments, the Ursa Major features Polar King's signature seamless fiberglass interior and exterior construction combined with four inches of high-performance insulation. The one-piece fiberglass design resists rust, corrosion and deterioration while helping maintain consistent internal temperatures in extreme weather and demanding field conditions. The Ursa Major also marks an important milestone as the first Polar King refrigerated trailer built on a Diamond C FMAX210 gooseneck trailer platform. The platform enhances towing stability, improved weight distribution and rugged transportation performance for organizations operating in demanding field conditions. To simplify deployment, the trailer features an integrated aluminum slider ramp with hydraulic lift assist, allowing personnel to load and unload supplies quickly and efficiently. Additional heavy-duty features – including a slipper roller suspension system, cushion coupler and 14-ply tires – help ensure dependable performance wherever the mission takes it. The Ursa Major is available now. To learn more about the Ursa Major and Polar King's mobile cold storage solutions, call (866) 536-1266 or visit polarking.com. ■
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About Polar King International The introduction of the Polar King outdoor walk-in freezer into the food service industry resulted from three generations of walk-in refrigeration technology and experience. Polar King’s fiberglass, one-piece walk-in cooler is the natural evolution of the walk-in cold storage industry from the conventional metal panel constructed unit. In early 1982, Polar King began operations by constructing and shipping walk-ins from a modest 12,000 sq. ft. facility in New Haven, Indiana. As demand grew for outdoor fiberglass commercial walk-in coolers and commercial walk-in freezers, production was moved to a 251,200 sq. ft. facility located in Fort Wayne, Indiana. For 40 years, Polar King has provided thousands of walk-ins to single-unit operators, chain restaurants, schools, health care facilities, government agencies, and many other industries requiring dependable outdoor walk-in refrigeration. For more information, visit polarking.com or contact Polar King, 4424 New Haven Ave, Fort Wayne, IN 46803 USA at (877) 224-8674.
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Hooklift Bumper Design from Stellar Showcases Strength and Versatility GARNER, Iowa — Stellar Industries, a 100% employeeowned and -operated manufacturer of high-quality work trucks, trailers and service truck and van accessories, is excited to announce that its new standard bumper design for the popular NXT™ Series Hooklifts is now available for order. Designed for maximum versatility and ease of installation, these bumpers are available in both bolt-on and welded configurations for all new NXT Series orders. Built for durability and performance, the new bumper design simplifies installation while allowing operators to seamlessly add essential accessories, including cameras, hitch options and gladhands. The bumpers come in two capacity options: the 20K, designed for Class 3 – 6 chassis with a 20,000-lb pull capacity, and the 90K, built for Class 7 and 8 chassis with a 90,000-lb pull capacity. This refined bumper design was developed and tested over the past two years, utilizing data-focused structural testing to ensure precise hitch load ratings. The project involved an ongoing partnership with Iowa State University’s Center for Industrial Research and Service (CIRAS) to validate multiple configurations under rated load, fatigue and failure conditions. This rigorous testing ensures that customers receive a product backed by proven performance and structural integrity. “We’ve introduced, tested and enhanced the hooklift bumper into something that customers can rely on,” said Tim Worman, Director of Product Management at Stellar. “We are thrilled that we had the opportunity to work with CIRAS on this project
and can’t wait for customers to experience the difference.” Both the bolt-on and welded versions of the bumper are available for all new orders of NXT Series Hooklifts. For more information, visit stellarindustries.com. ■ About Stellar Industries Founded in 1990 in Garner, Iowa, Stellar is a 100% employeeowned manufacturer of work trucks, trailers and service truck and van accessories. With operations across the U.S. and an expanding distribution network, Stellar has gained an international presence and become the No. 1 productivity choice in many markets. Driven by innovation, quality and real-world performance, Stellar continues to grow its product offering and serve customers across the industries it supports.
Stellar Acquires Midwest Fire, Expanding Capabilities into Fire Apparatus Market GARNER, Iowa — Stellar Industries is a 100% employee-owned manufacturer and upfitter of service vehicles, utility equipment and trailers, made in the Heartland for hardworking people who build, maintain and support their communities. The company is proud to announce it has acquired Midwest Fire, a custom fire apparatus manufacturer headquartered in Luverne, Minnesota. The acquisition expands Stellar’s purpose-built work truck portfolio into the fire and emergency response market, adding Midwest Fire’s nearly four decades of specialized apparatus experience to Stellar’s manufacturing capabilities. The companies share a commitment to customer-focused design, product quality and American manufacturing. Midwest Fire joins the lineup of Stellar brands, which also includes Elliott Equipment Company, a leading U.S.
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manufacturer of truck-mounted aerial work platforms, digger derricks and cranes serving the utility infrastructure, municipal, construction, and sign and lighting markets.
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Nearly Four Decades of Fire Apparatus Experience Since 1987, Midwest Fire has worked alongside firefighters to design and manufacture custom fire trucks, including brush trucks, pumpers, tankers, tanker-pumpers, quick-attacks, mini pumpers and Type 3 trucks. The company has built its reputation on practical design, customer collaboration and equipment built to support fire departments in the field. “While fire apparatus represents a new market for Stellar, Midwest Fire’s commitment to solid manufacturing and quality products is very familiar to us,” said Dave Zrostlik, President of Stellar. “This acquisition represents an exciting step forward as we expand into an adjacent market built on quality, trust and service.” Headquartered in the American heartland, both Stellar and Midwest Fire proudly manufacture all products in the United States. Similar to all brands under the Stellar umbrella, Midwest Fire also shares a dedication to delivering products with a global impact, best-in-class manufacturing and exceptional customer service. “We are thrilled to be a part of the Stellar family of brands” said Sarah Atchison, President and CEO of Midwest Fire. “Stellar’s manufacturing knowledge and capabilities are sure to support our brand in ways that otherwise might not be possible, and we are excited for our customers to experience the difference.” Continued Commitment to Employee Ownership Midwest Fire will operate as a distinct company under the Stellar umbrella of brands. Its headquarters and operations will remain in Luverne, Minnesota. Stellar will work closely with the Midwest Fire team to support customers, employees and vendors throughout the integration process.
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In addition, all eligible Midwest Fire employees will take part in Stellar’s Employee Stock Ownership Plan (ESOP). As a 100% employee-owned company, Stellar operates with a philosophy that aligns employee success directly with the company’s performance. Through the ESOP, each employeeowner has a vested interest in Stellar’s long-term success, fostering collaboration, innovation and shared accountability. Looking Ahead This acquisition represents a significant milestone in Stellar’s continued growth strategy, expanding the company into the fire apparatus market while building on its core strengths in purpose-built equipment manufacturing. The addition of Midwest Fire also creates new opportunities for growth while bringing together two companies with complementary manufacturing expertise and a shared commitment to the people who rely on their equipment. “Real trucks for real people doing real work — that’s what both Stellar and Midwest Fire are committed to,” said Zrostlik. “We are excited to see what the future has in store.” For more information, visit stellarindustries.com. ■ About Stellar Industries Founded in 1990 in Garner, Iowa, Stellar is a 100% employeeowned manufacturer of work trucks, trailers and service truck and van accessories. With operations across the U.S. and an expanding distribution network, Stellar has gained an international presence and become the No. 1 productivity choice in many markets. Driven by innovation, quality and real-world performance, Stellar continues to grow its product offering and serve customers across the industries it supports.
Belmont Trailers Unveils New “Trailer Studio™” Online Configurator Interactive 3D tool allows customers and dealers to design, customize, and visualize cargo trailers before they are built. LEOLA, Penn. – Belmont Trailers is excited to announce the launch of Trailer Studio™, an innovative online trailer configurator that gives customers and dealers a faster, easier, and more interactive way to design custom Belmont cargo trailers. The new platform will make its official debut during the 2026 NATDA Trailer Show in Nashville, where attendees will be among the first to experience its powerful capabilities. Trailer Studio™ transforms the trailer-buying experience by allowing users to configure a trailer from the ground up. Customers can select trailer models, sizes, axles, doors, colors, lighting packages, interior accessories, exterior upgrades, and other available options while viewing their selections
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in a dynamic, real-time 3D environment. Every choice is instantly reflected on-screen, making it easier than ever to visualize the finished trailer before placing an order. “Trailer Studio™ represents a significant step forward in how customers interact with our products,” said Brian Simmons, Sales Manager. “Whether you’re a contractor, business owner, motorsports enthusiast, or recreational user, this new tool gives you the confidence to build a trailer that’s tailored to your exact needs. It also helps our dealer network streamline the quoting and ordering process while ensuring greater accuracy.” Designed with both customers and dealers in mind, Trailer Studio™ offers a more intuitive purchasing experience by
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simplifying complex product selections and providing a clear visual representation of every configuration. Once a design is complete, users can review their selections and submit their build to an authorized Belmont dealer for pricing, availability, and order placement. The new configurator reflects Belmont’s continued commitment to innovation, customer service, and delivering premium-quality cargo trailers backed by an exceptional buying experience. For more information, visit www.belmonttrailers.com or contact: Brian Simmons, Sales Manager, 717-5560040 (office), bsimmons@belmonttrailers.com ■ About Belmont Trailers Belmont Trailers is a family-owned business located in the
heart of Lancaster County, Pennsylvania. With over 20 years of experience building trailers, Belmont is dedicated to delivering quality solutions that set the benchmark for excellence in the trailer industry. Belmont’s skilled and dedicated team works hard to build trailers that will hold up for years to come. We also stand behind our trailers with one of the best warranties in the industry.
A Cleaner Way to Build – Felling Trailers Continues to Invest in Its People & Community Building on its 2018 NATM Green Manufacturing Award, Felling has continued to expand its commitment to employee wellbeing, community partnerships, and environmentally responsible manufacturing. Key Highlights: ›
More than $65,000 combined in annual energy savings from LED lighting upgrades across all 11 Sauk Centre buildings and a variable frequency drive ventilation upgrade at Litchfield.
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Facility-wide VOC emissions down nearly 30%, from 5.00 tons in 2024 to 3.49 tons in 2025, following the 2023 expansion of Felling’s Powder Coat Paint Facility.
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Approximately 250,000 lbs. of scrap steel, 4,000 lbs. of tires, and more than 3,000 fluorescent bulbs recycled annually through Felling’s ongoing recycling partnerships.
SAUK CENTRE, Minn. — Felling Trailers, Inc. has made a series of major equipment and technology investments over the past few years aimed at reducing its environmental footprint while improving efficiency across its Sauk Centre and Litchfield, Minnesota facilities. These investments continue an environmental commitment that earned the company the National Association of Trailer Manufacturers' (NATM) Green Manufacturing Award in 2018 and reflect Felling's belief that smart manufacturing and environmental responsibility go hand in hand. For Felling, sustainability isn't a single achievement to point back to. It's an ongoing way of doing business. One of the most visible changes has taken place on the shop
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floor itself. Felling has completed a comprehensive LED lighting conversion across all 11 buildings on its Sauk Centre
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approximately 250,000 pounds of scrap steel every year. In 2025, Felling also recycled 4,000 pounds of used tires. Alongside these initiatives, Felling has made significant investments in cleaner manufacturing technology. A new 92,000-square-foot Powder Coat Paint Facility, added in 2023, expanded Felling's finishing capabilities. The facility uses automated Gema Technology and a Therma-Tron-X sensor trolley track systems streamlining the application of a durable, consistent powder coat finish. The added capacity has also contributed to a reduction in Felling's facility-wide volatile organic compound (VOC) emissions, from 5.00 tons in 2024 to 3.49 tons in 2025. Powder coat and wet paint remain complementary finishing options at Felling, each suited to different trailer capacities, applications, and customer needs. Felling also upgraded its fiber laser cutting technology from 6kW to a 20kW Mitsubishi GX-F Fiber Laser, which cuts energy use per part, reduces reliance on delivered assist gases, and lowers material scrap through AI-based monitoring. A new BLM Group tube laser brought previously outsourced fabrication work inhouse, cutting transportation needs and material waste, and five electric forklifts are now in daily use across the Sauk Centre and Litchfield facilities. "Investing in this equipment was as much a business decision as an environmental one," said Pat Jennissen, Felling Trailers VP of Sales & Marketing "When we can cut waste, cut energy use, and build a better trailer at the same time, that’s the kind of investment that makes sense on every level."
campus, replacing older fluorescent fixtures to improve visibility and reduce eyestrain for employees while cutting energy use. The retrofit of the shop production area alone reduced fixture wattage by more than half, saving an estimated $26,200 per year in energy costs; combined with upgrades to the corporate office parking lot and additional production buildings, the lighting projects now save the company more than $40,000 annually. At its Litchfield facility, Felling upgraded its welding fume and gas ventilation system from a soft start to a variable frequency drive (VFD), allowing the system to run at just 30% of its previous capacity while still fully protecting employees' breathing zones. This change also saves an estimated $25,400 per year in energy costs. The company's environmental investments extend beyond its own walls: it bales cardboard from incoming shipments on site and donates it to Cardboard Cares. This local organization funds art education for K-12 students in the community. "Our team and our community are as much a part of this commitment as the environment itself," said Brenda Jennissen, Felling Trailers President/CEO. "Every initiative we’ve added since 2018 has been chosen because it makes Felling a safer, cleaner place to work and a better community member to Sauk Centre." The company also partners with Clean Earth (formerly Stericycle) to properly manage liquid paint waste and fluorescent bulbs, recycling more than 3,000 bulbs following the lighting retrofit alone, and with EMR Northern Metal Recycling to recycle
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These investments mark the latest step in a commitment that has continued steadily since NATM first recognized Felling for its environmental initiatives in 2018. Nearly a decade later, the company continues to look forward for new ways to manufacture responsibly. ■ About Felling Trailers, Inc. Felling Trailers is a family-owned and operated Full Line Trailer Manufacturer located in Central Minnesota. Founded in 1974, Felling Trailers, Inc. has grown from a small shop into a factory and office complex covering over 400,000 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 50 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 Quality Management System Certified company, a WBENCCertified WBE company, 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. You can also follow them on Facebook (Felling Trailers, Inc.) and Instagram (Felling Trailers).
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Dec-O-Art's Donation Day Contributes $75,000 to Local Nonprofits Chosen by Employees ELKHART, Ind. — Dec-O-Art marked its fourth annual Donation Day on September 18, closing its doors for a day of handson service at three local nonprofits chosen by employees: A Rosie Place for Children, Angels in the Attic, and Cultivate Food Rescue. Donation Day gives employees the opportunity to give back to the community in a direct, hands-on way, reflecting Dec-O-Art's belief that community involvement is just as important as the products the company creates. Founded in 2005, A Rosie Place for Children is Indiana's first and only specialty hospital dedicated to respite care for medically fragile children, serving families from all 92 Indiana counties. The team helped A Rosie Place prepare for its annual “It's A Wonderful Life” Christmas party for the medically fragile children and families the organization serves, painting canvas panels for a Christmas craft and assisting with other projects as the organization prepared for upcoming events. Angels in the Attic is a nonprofit organization founded by Kristine Kuroski that provides clothing, food, hygiene products, and other essentials to individuals and families across Northern Indiana and Southern Michigan. Part of the team assisted with the organization's furniture operations, pulling furniture and loading moving trucks to help prepare deliveries for local families, many of whom have been waiting for assistance. The remaining volunteers supported the main facility with sorting, organizing, stocking, and other projects that needed attention. Founded in 2016, Cultivate Food Rescue is a Northern Indiana nonprofit dedicated to rescuing surplus food and providing nutritious meals to families facing food insecurity in St. Joseph, Elkhart, and Marshall counties. While there, volunteers sorted frozen meals and packaged them into bags for distribution throughout the community, then worked assembly-line style to fill meal trays, seal and stack finished meals, and assist with other production tasks. Dec-O-Art also presented each nonprofit with a $25,000 donation, for a combined total of $75,000, to help strengthen the vital services these organizations provide. “Donation Day is a reflection of who we are as a company,” said Angela Marazita, Marketing Director at Dec-O-Art. “It's been a privilege to coordinate this event and work alongside so many incredible community organizations. I'm grateful to be part of a company that prioritizes giving back and empowers employees to make a meaningful impact beyond the workplace.” Marketing Coordinator, Amanda Buchanan, echoed that
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sentiment: “Donation Day is one of my favorite days of the year. Learning about the impact these organizations have on our community is meaningful, and having the chance to help support the work they do is what makes it truly special. I'm thankful Dec-O-Art gives us the chance to support these organizations in a way that really matters.” To learn more about these incredible businesses and how you can donate, visit their respective websites: A Rosie Place for Children at arosieplace.org, Angels in the Attic at www.theangelsintheattic.org, and Cultivate Food Rescue at cultivatefoodrescue.com. ■ About Dec-O-Art Dec-O-Art is a trusted leader in labeling and branding solutions, proudly serving local and global manufacturers. With a reputation for exceptional service and high-quality decals, labels, and custom branding, Dec-O-Art is ready to help elevate your brand. Learn more at www.dec-o-art. com or contact the sales team at sales@dec-o-art.com.
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