After months of planning, it’s finally here. The trailer industry is coming together in Oklahoma City for the first-ever NATM Trailer Expo.
Building an event like this from the ground up takes work—the kind that involves hard decisions, tough calls, and more than a few moments when this whole thing could have gone a different direction. So before anything else, thank you: to the Board, the Dealer Committee, our exhibitors and sponsors, the speakers, and especially the NATM staff. Every one of you played a role in making this happen.
This show floor is sold out. And with over ten hours of education built into the schedule, there’s value packed into every part of the Expo. Whether you’re sitting in on a workshop, catching a quick-hit demo, or joining a roundtable, you’ll be hearing from people who know this industry inside and out—people who’ve faced the same challenges and are willing to share what they’ve learned.
Of course, one of the biggest values of an NATM event has
always been the people in the room. The Expo is a chance to meet others who run dealerships, turn wrenches, manage teams, and make decisions. Shake some hands. Talk shop. Compare notes. The conversations are where the value is.
We’ve put the structure in place, knowing this is just the beginning. What you take home depends on how you show up. But it also depends on what we build together going forward. Bring your team. Be in the room. Walk the floor. Ask questions. And when it’s over, tell us what worked and what didn’t. We’re committed to making this a fixture in NATM’s future, but it needs to be one that delivers the kind of value dealers actually need.
This issue of Tracks is also built around dealerships—on purpose. You’ll find dealer-focused stories and education inside, and a closer look at some of the people behind the businesses that keep this industry moving.
To every dealer reading this: welcome. I’m glad you’re here, and I hope I get a chance to say that in person while we’re in OKC!
Andy Derr
Headquarters REPORT
By Alex Stowe, NATM Executive Director
Fall is finally approaching HQ and things are staying incredibly busy as staff get ready to host the inaugural NATM Trailer Expo. 2025 has already been a great year for NATM, largely thanks to the hard work of staff, committees, and our Members in making our Association programming so successful. I am excited to see that registration for the Trailer Expo is growing and the industry is showing support for our inaugural dealer event. The 2025 NATM Trailer Expo promises to be an amazing week offering dealer attendees opportunities to network with peers, learn about best practices for their dealership’s success, and explore new products offered by exhibitors. NATM Staff are incredibly excited to welcome attendees, exhibitors, and other members of the industry to Oklahoma City. NATM’s 2023-2026 Strategic Plan focused on creating a cohesive industry, and I believe the NATM Trailer Expo will help us see the industry come together to support overall industry growth and roadway safety.
With the launch of the NATM Trailer Expo, this also presents the opportunity for NATM to further engage with trailer dealers and find more ways to provide benefits based on needs identified by NATM’s Trailer Dealer Committee and from feedback we receive from other NATM Dealer Affiliates. I would encourage Dealer Affiliates to continue to engage with NATM programming and share ideas on ways we can continue to provide incredible value for your affiliateship.
NATM is now over two years into instituting our 2023-2026 Strategic Plan. Earlier this year, NATM Staff and some members of our Board attended a meeting with NHTSA and DOT staff at their offices to discuss ways we can continue to collaborate and work to make our roadways safer. As Advocacy & Partnerships are a core goal of our 2023-2026 Strategic Plan, NATM has taken a large step forward in seeing Trailer Safety Week content receive funding to help grow this grassroots campaign. Further, with relation to our goal of Education, staff and committees are hard at work reviewing and generating content for the
NATM Academy. The NATM Academy is an online training program for the light- and medium-duty trailer industry. The Academy offers on-demand modules, allowing students to learn when its most convenient for them. The Academy is free to all NATM member types and we encourage all members to take advantage of this great benefit. Finally, NATM continues to push towards a more Cohesive Industry, staff are looking for new and improved ways to provide benefits to all member types. It is pivotal to the success of the light- and medium-duty trailer industry that all member types feel there is value in their membership and that they are aware of all benefits offered.
NATM continues to be driven by our mission – to improve trailer safety and the success of the trailer manufacturing industry through education and advocacy. Trailer safety may start with manufacturing and through NATM’s Compliance Verification Program, industry members verify they have the processes in place to meet applicable federal regulations. However, a safe trailer can still be used in incredibly unsafe ways. It takes the entire industry working together to improve trailer safety. We’re proud to have just celebrated our 8th annual Trailer Safety Week event. NATM worked with industry members, peer organizations, state Departments of Transportation, NHTSA, and state governors to promote this vital highway safety initiative. The work continues as we look forward to 2026.
The industry continues to overcome challenges and deliver, even as market uncertainty is impacting demand. NATM appreciates your continued support and participation in our programming, as a member-based not for profit Association, we exist solely to support our Membership. While members focus on the day-to-day needs of their businesses, NATM continues to achieve goals set by the strategic plan, advocate for your needs, and look for ways to make your job just a little easier. If there is anything that NATM can do to better serve you, please don’t hesitate to reach out! ■
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Prepare for End of Year Legislative Push
By Brody Garland, K&L Gates
The first week of September marks a return to business for Congress, fresh off of a six-week August recess, and with a long laundry list of items to tend to as the calendar year comes to a close.
The first six months of the year were dominated by discussions and negotiations of President Trump’s One Big Beautiful Bill Act (OBBBA). But with the massive tax package in the rearview mirror, it is time to look at what’s ahead.
Even with the ink still drying on the OBBBA, Republican leadership is intimating that there may be an appetite for yet another sprawling reconciliation package later this year. The roadmap for this ambitious timeline, however, will likely be stalled by a crowded legislative calendar and the political realities of Washington, but stay tuned for more of these tax-focused discussions early in 2026.
This brings us to the list of congressional priorities deemed as must-pass. These “moving vehicles” include the authorization and appropriations bills that are required to be renewed each fiscal year or risk a shutdown of the federal government.
There are several high-priority bills in the mix over the next few months:
› The National Defense Authorization Act (NDAA) provides authorization of appropriations for the Department of Defense (DOD), nuclear weapons programs of the Department of Energy, and other defense-related activities. In addition to serving as an authorization of appropriations, the NDAA establishes defense policies and restrictions, and addresses organizational administrative matters related to the DOD. FY25 was the 64th consecutive year for which a defense authorization was enacted, and we should expect to see more of the same later this year.
› The “Farm Bill” is an omnibus, multi-year law that governs an array of agricultural and food programs. It provides an opportunity for policymakers to comprehensively and periodically address agricultural
and nutrition programs. The Farm Bill has typically been renewed every five years since the 1930’s, but we have seen repeated short-term extensions since its last passage in 2023, with the latest set to expire at the end of September 2025. Another short-term patch seems like the likely outcome again in 2025.
› Every year, Congress must pass 12 individual appropriations bills, which set the levels of federal funding for all government programs. Funding for FY25 expires at the end of September 2025, and Congress will have to act quickly to avoid a lapse in funding or potential shutdown. Funding for the agencies with jurisdiction over highway safety and surface transportation programs are included in the Transportation, Housing, and Urban Development and Related Agencies bill, which includes priorities for the Department of Transportation (DOT) and the National Highway Traffic Safety Administration (NHTSA). Passage of appropriations bills also seems unlikely, with short-term continuing resolutions the most probable conclusion this year.
› Most surface transportation programs are authorized in major surface transportation legislation enacted approximately every five years. These programs were authorized most recently from FY22 through FY26 as part of the Infrastructure Investment and Jobs Act (IIJA), which is set to expire on Sept. 30, 2026. Reauthorization bills typically have sections on rail programs, highway programs, safety, and research and technology, among others. This legislation (which is already being developed) will establish the priorities and funding levels for all surface transportation-related programs.
The calendar year may be coming to a close, but it will be a marathon at a sprinter’s pace for lawmakers in Washington. Things will move quickly in the last few months of the year, and the National Association of Trailer Manufacturers’ (NATM) will continue to engage with key lawmakers and staff to ensure that the legislative priorities of the light- and mediumduty trailer industry remain top of mind in Congress. ■
Strike a Chord at Trailer Tunes Welcome Bash
By Aileen Valido, NATM Events Director
Get ready to kick up your boots for an unforgettable experience at the National Association of Trailer Manufacturers’ (NATM) Trailer Expo, where the week will start off with a melody and a cheer! NATM is shaking things up and couldn’t be more excited to invite attendees to the Trailer Tunes Welcome Bash, which will take place on Monday, Sept. 15, 2025, at the Omni Hotel. It’s an evening packed with camaraderie and live music.
The Trailer Tunes Welcome Bash promises an evening of spectacular networking opportunities for the trailer industry to kickstart your week at the Trailer Expo. It’s the perfect chance to connect with fellow NATM Dealer Affiliates and NATM Members, make new industry contacts, and enjoy the lively entertainment provided by dueling pianos!
To Register:
Ensure you add a Dueling Pianos Welcome Event ticket to your cart during registration. The event is free for
Trailer Expo Dealer Affiliates, but the ticket is required for headcount purposes. Visit NATM.com to secure your spot. Don’t wait too long, as spaces are limited for this highly anticipated event. Questions? Contact NATM Membership & Events Coordinator Catie Rutkowski at 785-272-4433 or Catie.Rutkowski@natm.com. ■
Event Details:
Date: Monday, Sept. 15, 2025
Time: 6:00 pm - 8:00 pm
Location: Omni Hotel
Price: Free with registration for Trailer Dealers and $70 for everyone else (includes two drink tickets, dinner, and evening full of dueling pianos fun).
Maximize Your Leads with the NATM Mobile App
By Catie Rutkowski, NATM Membership & Events Coordinator
The National Association of Trailer Manufacturers (NATM) is excited to announce the return of its Mobile App powered by Whova for the 2025 Trailer Expo! After multiple successful years at the NATM Convention & Trade Show, the app is Trailer Expo ready and better than ever, bringing new and enhanced ways for attendees and exhibitors to connect and make the most of their experience in Oklahoma City.
With the Whova Event app, exhibitors have found it to be an invaluable tool for capturing and managing leads on-site. The app’s Lead Retrieval function ensures that no business connection is missed, transforming conversations at your booth into actionable opportunities. This feature has become a must-use tool for exhibitors looking to expand their networks and track potential clients. If you haven’t yet explored the Lead Retrieval option, now is the time! Be sure to review the Lead Retrieval Tutorial for Exhibitors at www.whova.com.
In preparation for the 2025 event, exhibitors are strongly encouraged to add their booth workers and update their company profiles in the app to ensure they stand out to attendees. Your company profile is the first point of contact for many and keeping it current ensures that potential leads have the most up-to-date information about your business. The app makes it easy to provide details about your products, services, and team members—so don’t miss this chance to put your best foot forward.
NATM encourages everyone to download the Whova app today from the App Store or Google Play. Detailed instructions on how to navigate the app are available on NATM.com to ensure you’re ready to take full advantage of everything the inaugural NATM Trailer Expo has to offer.
For questions or assistance, contact Catie Rutkowski, NATM’s Membership & Events Coordinator, at Catie.Rutkowski@natm.com. ■
Who You’ll See in OKC: Meet Your Trailer Expo Speakers
Mike Staver is the acclaimed author of Leadership Isn’t for Cowards and Member of the National Speakers Association Hall of Fame.
General Session: How to Build a High-Performance Culture
This session delivers practical, high-impact strategies to elevate your leadership and organizational culture. Learn how to apply core values, align actions with beliefs, influence at any level, and build accountability to drive performance. With real-world insights and an engaging style, Mike will help you lead more effectively—no matter your role.
Meet Mike Staver
Jordan Regas grew up in an entrepreneurial home and has seen first-hand the highs and lows that come with running a small business. At the age of 26, he started his first company in Corpus Christi, Texas in 2014. In 2018, he brought on a partner and made an acquisition in Oklahoma City. After implementing EOS® in his own company, Jordan became a Professional EOS® Implementer in 2023. Since then, he feels privileged to have worked with 18 organizations to help implement EOS®. He is a blessed husband, a father to three beautiful girls, and grounded in faith with a higher calling.
Session 1A: Get a Grip on Your Business with EOS®
Learn the six core components of the Entrepreneurial Operating System® and how a “Level 10” meeting cadence, clear scorecards and rock-solid processes can restore focus, accountability and growth momentum.
Meet Jordan Regas
Who
You’ll See in OKC:
Meet Your Trailer Expo Speakers
Dan Chase is a partner in the Dallas office of SeatonHill. Mr. Chase has over 30 years of experience within CFO, COO, and ownership capacities serving a wide variety of businesses with emphasis on large multi-state dealerships, vehicle leasing organizations, logistic companies, and retail operations. He has worked with 1000+ employee truck dealerships, the #1 volume RV dealer in the country, and truck lease and rental organizations with fleets exceeding 1,600 vehicles. In all these organizations, he helped develop strategy and implement profit driven resource alignment that measured performance and accountability across each company and their various locations. Key areas of expertise include dealership ERP system evaluation and implementation, mergers and acquisitions, post-merger integration, equipment financing, working capital, banking relationships, treasury management, KPI development, and dashboards.
Session 1B: Knowing Your Numbers: Financial Reporting from a Dealership CFO
Roll up your sleeves for an interactive walkthrough of income statements, balance sheets and KPIs that actually matter. Learn how to turn data into decisions that grow profit faster.
Meet Dan Chase
Sean Huffman is a partner at Remote Finance Group and currently leads dealer development for Norstar/Ironbull, a leading trailer and truck bed manufacturer. With over 20 years in automotive and trailer sales, Sean has held key roles in sales, finance, and management, including General Manager of The Trailer Guys, one of Texas’s largest trailer retailers, and National Sales Director at Load Trail Trailers. His deep industry experience spans retail, manufacturing, and finance, making him a trusted expert in trailer dealership growth and strategy.
Session 2A: How to Run an F&I Department
Discover a proven blueprint— from lead capture and credit apps to product presentation— for building a profitable finance & insurance desk inside an independent trailer dealership. Real world math examples and benchmarks show how smart F&I processes can lift both margins and customer conversion rates.
Meet Sean Huffman
Who You’ll See in OKC: Meet Your Trailer Expo Speakers
Meet Jed Klein
Jed Klein is a Principal Supplier Development Executive at Sourcewell with an accomplished professional career as a manager in Fortune 100 corporations and several successful direct store delivery businesses across the country.
His nine years at Sourcewell combined with more than 30 years of experience in sales and marketing provides Jed a solid foundation for effective networking and problem solving in cooperative purchasing. These skills and experience linked to the Sourcewell vision and mission serve to create a strong connection between our contract-awarded suppliers and participating government agencies.
Session 2B: Diversify Revenue with Cooperative Contracts
Learn how dealers use cooperative purchasing to stabilize economic chaos. Since the bid process has already been satisfied with cooperative contracts, public-sector buyers have immediate access to all products and services on contract. Sourcewell experts will detail eligibility, marketing strategies, and industry success stories to demonstrate how government sales can diversify revenue streams fast.
Meet Bill Snider
BillSnider has been with Dexter for 22 years and currently leads corporate training across the U.S. and Canada. He develops training programs and equipment, supporting trailer dealers, OEMs, service facilities, retail customers, and Dexter’s internal teams. His hands-on and classroom instruction spans axle engineering, product application, and customer service at events ranging from tech training sessions to major RV rallies.
A Mechanical Engineer with 40 years of experience and an MBA, Bill previously served as a Dexter plant manager for 15 years, producing hundreds of thousands of axles and brake components. Before Dexter, he was a Principal Engineer in aerospace consulting and began his career as a U.S. Air Force Engineering Officer, with roles in munitions development, trailer testing, and propulsion facility upgrades.
With over 100,000 miles of towing experience, Bill is passionate about axles—and the adventures they make possible.
Session 3A: Comprehensive Trailer Service: Best Practices Across Industries
Join industry expert Bill Snider for an in-depth seminar in which he will break down the most common trailer axle, suspension, and brake repair tasks. He will also address recommended maintenance intervals, and discuss essential service stock, and high-wear parts that should be in your inventory and on your parts display. He’ll then dive into specialty areas like boat trailers, RVs; and niche customers like transporters. Highlights also include profitable add-on accessories, “checking in” trailers for service, and other shop processes that increase customer uptime and generate recurring revenue for service departments.
The session will also include a practical, hands-on review of Dexter’s Flat Rate Manual. You’ll learn how to set clear labor standards, price with confidence, and apply Dexter’s proven best practices to everything from brake service to axle replacements. Walk away with a step-by-step action plan you can immediately implement in your shop.
Who You’ll See in OKC: Meet Your Trailer Expo Speakers
Clint Fiore is the CEO of Dealonomy, a tech platform making business buying and selling as frictionless as possible. With over 10 years of experience and more than 100 transactions advised, Clint brings deep M&A expertise to every deal.
A former founder of a Texas-based manufacturing company acquired by private equity in 2013, Clint understands the process from both sides. He’s a Certified Business Intermediary (CBI), CM&AP, and M&AMI, and a 4-time IBBA Chairman’s Circle Award winner. A frequent speaker and contributor for the IBBA, Clint is known for his radical transparency and has built one of the industry’s largest social media followings.
He’s spoken to live audiences in over 20 states, is a licensed pilot and flight instructor, and has been married for 18 years with four kids.
Session 3B: Succession Planning, Buying & Selling
Whether you’ll pass the business to family, sell to employees or list with a broker, begin mapping your exit five plus years out. Valuation pros outline methods, tax considerations and the operational tweaks that maximize enterprise value.
Meet Clint Fiore
Dr. Christopher Kuehl, pronounced Keel, like the bottom of a boat, is a Managing Director of Armada Corporate Intelligence and one of the co-founders of the company in 1999. He has worked with a wide variety of private clients and professional associations in the last 24 years. He is the Economic Analyst for the Fabricators and Manufacturers Association and writes their bi-weekly publication, Fabrinomics, which details the impact of economic trends on the manufacturer. He also serves as economic analyst for CPA societies, banker’s organizations, construction associations and a wide variety of industrial groups.
Kuehl is a writer/editor for the Flagship, distributed all over the world by business organizations and he is a writer/analyst for the Strategic Intelligence System. He makes over a hundred presentations each year to business and industry associations in the US and overseas. He serves as a resource for the media and for many trade publications.
Kuehl has a doctorate in Political Economics and advanced degrees in Soviet Studies and Asian Studies and was a professor of international economics and finance for over 15 years prior to starting Armada, teaching in Russia, Estonia, Hungary, Singapore and Taiwan.
Session 4A: Economics Macro: The Big Picture Outlook
Economist Dr. Christopher Kuehl translates global indicators— inflation, interest rates, freight trends— into plain language guidance on what the next 1218 months mean for trailer sales, inventory and capital investment.
Session 5A: Economics Micro: Industry Deep Dive
Drill down into supply chain costs, dealer margins and consumer demand at the micro level. Compare regional data, spot emerging niches and leave with tactics to protect— or stretch— your bottom line when local conditions shift.
Meet Christopher Kuehl
Who You’ll See in OKC: Meet Your Trailer Expo Speakers
Steph Hand is the Chief Human Resources Officer/ Shareholder at Lutz. She began her career in 2000. Steph is responsible for overseeing the firm’s people strategy and HR team. In addition, she leads Lutz’s Outsourced HR offering, which provides HR solutions to small and mid- sized companies.
Session 5B: Elevating the Employee Experience with Lutz
In the ever-evolving business landscape, HR professionals and business owners face numerous challenges. This workshop provides strategies to tackle talent shortages, adapt to new technology, and address turnover effectively. Stay informed about the latest HR trends and acquire actionable solutions to attract and retain talent successfully.
Meet Steph Hand
Meet Brody Garland
Brody Garland is a government affairs analyst in K&L Gates’ Washington, D.C. office, where he advises clients on transportation, infrastructure, and maritime policy issues.
In his current role, he counsels members of the public policy practice on legislative, regulatory, and political proceedings on matters related to aviation, energy, infrastructure, maritime, and technology policies; including the development of weekly client newsletters on transportation and infrastructure issues.
In addition to his transportation policy work, Brody has years of experience navigating the congressional appropriations process, managing client goals to numerous successful outcomes.
Brody also manages the editorial team of the firm’s maritime policy group. His work has been featured in the Hill, National Law Review, and Law360, among others.
Brody’s previous work experience includes roles at McBee Strategic Consulting, as well
Meet Brian Hopkins
as the Senate HELP Committee, and the Office of New Jersey Senator Cory Booker.
Brian Hopkins–a trade associate for K&L Gates. Brian is well-qualified to provide an overview of the Trump Administration’s trade policy based on his expertise in international trade and national security law. His professional background includes advising clients on complex trade issues, such as foreign investment, export controls, and sanctions compliance. He also has hands-on experience with US trade regulatory frameworks.
Session 4B: Regulatory Hot Topics: Government Affairs Update
Stay ahead of the rules shaping trailer retail. Policy experts unpack federal excise tax proposals, derating debates, zoning hurdles and state by state nuances while spotlighting NATM’s advocacy work and ways dealers can add their voice.
Live Learning at Its Best: Don’t Miss the Tow & Tell Demo Theater at the Trailer Expo
By Ginger Baker-Sanhueza, NATM Programming Director
The National Association of Trailer Manufacturers (NATM) inaugural Trailer Expo is delivering education like you’ve never seen before—right from the Expo floor.
Introducing the Tow & Tell Demo Theater, located at the center of the action on the Expo floor. These live demonstrations are each 30 to 45 minutes in length—led by subject matter experts from across the industry. Whether you’re looking to improve your sales strategy, understand complex brake systems, or revamp your website, the Demo Theater sessions are designed with dealers in mind.
With a focus on real tools, real tactics, and real results, this immersive learning format brings operational training and technical demos straight to the heart of the exhibit hall.
Tow & Tell Demo Theater Schedule
Tuesday, September 16, 2025
2:00 – 2:30 p.m.
The Balancing Act: Using Technology to Optimize Inventory, Sales, and Margin Presented by Lightspeed
In this demo session, attendees will learn how to leverage technology and data-driven strategies to balance inventory turnover, sales volume, and gross margins— especially in today’s softer market. Topics include managing floor plan costs, optimizing discounting timelines, and improving overall profitability.
3:00 – 3:30 p.m.
Profit from Protection: Boost Revenue with Warranty Programs Presented by Portfolio
Discover how offering trailer warranties can drive revenue while adding value for your customers. In this session, Portfolio will walk you through how warranty programs work, how they’re priced, and what to look for when choosing a provider. You’ll also learn about the two exclusive NATM Warranty products available to members—designed to generate profit, build trust, and set your business apart. Don’t miss this chance to turn protection into profit.
3:45 - 4:15 p.m.
The Smart Dealer’s Guide to DMS and Website Integration Presented by TrailerOps
Discover how Trailer Ops provides a complete Dealer Management System designed specifically for the trailer industry – built to adapt to the way you do business. From customizable fields and fast inventory entry to integrated sales contracts and quote management, this demo will walk through what to look for in a DMS, how to streamline operations, and how pairing it with a custom-designed website can boost leads and turn clicks into real sales. Learn how Trailer Ops makes it all seamless, responsive, and dynamic – just like your dealership needs.
Wednesday, September 17, 2025
10:00 – 10:30 a.m.
Brake Check: A Live Look at PerformanceBased Brake Testing
Presented by OKC Highway Patrol and Felling Trailers
Ever wonder how effective your trailer’s brakes really are?
Don’t miss this live demonstration of a Performance-Based Brake Tester (PBBT) led by Oklahoma Highway Patrol Trooper Christopher Black. This eye-opening session will showcase real-time braking data on a loaded trailer, giving you insight into how PBBT technology is used to assess trailer safety and brake system performance. Learn what law enforcement looks for, how PBBTs work, and what it could mean for your fleet, your customers, and the future of roadside inspections.
11:00 – 11:30 a.m.
Shelf Appeal: Merchandising Tips That Move Parts Presented by Lippert
Turn your parts area into a profit zone. In this live demo, Lippert will show you how to create eye-catching displays that actually sell—whether you’re stocking bearings, seals, or brake kits. Learn how to organize a gondola shelf for maximum visibility, use branded signage effectively, and make your retail space look clean, professional, and customer-friendly. These tips will help drive sales and elevate the in-store experience.
1:00 – 1:30 p.m.
Stop Right There: Disc Brakes vs. Drum Brakes Demo Presented by Dexter
Wondering how to upsell disc brakes in a price-sensitive market? Join the Dexter team for a live, 30-minute demonstration comparing disc and drum brakes. You’ll get a side-by-side look at performance, durability, and realworld maintenance differences—plus a cost breakdown that helps justify the investment to your customers. Whether you’re new to disc brakes or just looking for better ways to pitch them, this session is a must-attend for anyone serious about smarter selling and better braking.
Whether you’re a dealership owner, service manager, or parts specialist, the Tow & Tell Demo Theater offers something to elevate every corner of your business. These sessions are included with registration and designed to offer actionable insights you can use immediately.
Want more info or planning to attend? Visit www.trailerexpo.com and review the full schedule under the “Agenda” tab. We’ll see you on the show floor—right in the middle of the action.
2025 Trailer Expo Schedule
Oklahoma City, Oklahoma
September 15-17, 2025
Sunday, September 14
Exhibitor Move-In: By Appointment Only
Noon - 6:00 p.m.
Exhibit Hall ABCD
Monday, September 15
Registration
8:00 a.m. – 7:00 p.m.
Pre-Function Exhibit Hall ABCD
Exhibitor Move-In By Appointment Only
8:00 a.m. - Noon
Exhibit Hall ABCD
Exhibitor Move-In
All Exhibitors
1:00 p.m. - 6:00 p.m.
Exhibit Hall ABCD
Trailer Tunes Welcome Bash
6:00 p.m. – 8:00 p.m.
Room: Omni HotelFive Moons Ballroom
Tuesday, September 16
Registration
7:30 a.m. – 6:00 p.m.
Pre-Function Exhibit Hall ABCD
Exhibitor Move-In
All Exhibitors
7:30 a.m. - 9:00 a.m.
Exhibit Hall ABCD
General Session - How to Build a High-Performance Culture
8:00 a.m. – 9:30 a.m.
Room: Meeting Room 209
Speaker: Mike Staver, Leadership Coach This session delivers practical, highimpact strategies to elevate your leadership and organizational culture. Learn how to apply core values, align actions with beliefs, influence at any level, and build accountability to drive performance. With real-world insights and an engaging style, Mike will help you lead more effectively—no matter your role.
Exhibit Hall Open
9:30 a.m. - 6:00 p.m.
Exhibit Hall ABCD
Educational Workshop Session 1A: Get a Grip on Your Business with EOS®
9:45 a.m. - 11:00 a.m.
Meeting Room 208
Speaker: Jordan Regas, Professional EOS Implementor, EOS Worldwide Learn the six core components of the Entrepreneurial Operating System® and how a “Level 10” meeting cadence, clear scorecards and rocksolid processes can restore focus, accountability and growth momentum.
Educational Workshop Session
1B: Knowing Your Numbers: Financial Reporting from a Dealership CFO
9:45 a.m. - 11:00 a.m.
Meeting Room 209
Speaker: Dan Chase, Partner, SeatonHill Roll up your sleeves for an interactive walkthrough of income statements, balance sheets and KPIs that actually matter. Learn how to turn data into decisions that grow profit faster.
Educational Workshop Session 2A:
How to Run an F&I Department 11:15 a.m. – 12:15 p.m.
Meeting Room 208
Speakers: Sean Huffman, Owner/Partner at Remote Finance Group (RFG)
Discover a proven blueprint— from lead capture and credit apps to product presentation— for building a profitable finance & insurance desk inside an independent trailer dealership. Real world math examples and benchmarks show how smart F&I processes can lift both margins and customer conversion rates.
Educational Workshop Session 2B: Diversify Revenue with Cooperative Contracts
11:15 a.m. – 12:15 p.m.
Meeting Room 209
Speakers: Jed Klein, Principal Supplier Development Executive, Sourcewell Learn how dealers use cooperative purchasing to stabilize economic chaos. Since the bid process has already been satisfied with cooperative contracts, public-sector buyers have immediate access to all products and services on contract. Sourcewell experts will detail eligibility, marketing strategies, and industry success stories to demonstrate how government sales can diversify revenue streams fast.
Lunch and Learn
12:30 p.m. - 1:35 p.m.
Tow & Tell Demo Theater
Exhibit Hall ABCD
Panel-- “Beyond the Sale: Mastering the Manufacturer-Dealer Relationship”
Tow & Tell Demonstrations
2:00 p.m. - 4:30 p.m.
Tow & Tell Demo Theater
Exhibit Hall ABCD
Subject matter experts will deliver longer technical and operational demonstrations, 30-45 minutes in length in the Tow & Tell Demo Theater.
Dealer Reception
4:30 p.m. – 6:00 p.m.
Exhibit Hall ABCD
Wednesday, September 17
Registration
7:30 a.m. – 5:00 p.m.
Pre-Function Exhibit Hall ABCD
Educational Workshop Session 3A: Comprehensive Trailer Service: Best Practices Across Industries
8:00 a.m. – 9:30 a.m.
Meeting Room 208
Speaker: Bill Snider, Product Training Manager, Dexter
Join industry expert Bill Snider for an indepth seminar in which he will break down the most common trailer axle, suspension, and brake repair tasks. He will also address recommended maintenance intervals, and discuss essential service stock, and highwear parts that should be in your inventory and on your parts display. He’ll then dive into specialty areas like boat trailers, RVs; and niche customers like transporters. Highlights also include profitable addon accessories, “checking in” trailers for service, and other shop processes that increase customer uptime and generate recurring revenue for service departments. The session will also include a practical, hands-on review of Dexter’s Flat Rate Manual. You’ll learn how to set clear labor standards, price with confidence, and apply Dexter’s proven best practices to everything from brake service to axle replacements. Walk away with a step-by-step action plan you can immediately implement in your shop.
Speaker: Clint Fiore, CEO, Dealonomy Whether you’ll pass the business to family, sell to employees or list with a broker, begin mapping your exit five plus years out. Valuation pros outline methods, tax considerations and the operational tweaks that maximize enterprise value
Exhibit Hall Open
9:00 a.m. – 2:00 p.m.
Exhibit Hall ABCD
Lunch with Exhibitors
11:30 a.m. – 1:00 p.m.
Tow & Tell Demo Theater
Exhibit Hall ABCD
Exhibitor Move Out
2:00 p.m.- 6:00 p.m.
Exhibit Hall ABCD
Educational Workshop Session 4A: Economics Macro: The Big Picture Outlook
2:00 p.m. - 2:45 p.m.
Meeting Room 208
Speaker: Dr. Christopher Kuehl, Managing Director, Armada Corporate Intelligence Economist Dr. Chris Kuehl translates global indicators— inflation, interest rates, freight trends— into plain language guidance on what the next 12-18 months mean for trailer sales, inventory and capital investment.
Educational Workshop Session 4B: Regulatory Hot Topics: Government Affairs Update
2:00 p.m. - 2:45 p.m.
Meeting Room 209
Speakers: Brody Garland, Government Affairs Analyst and Brian Hopkins, Trade and Tariff Specialist, K&L Gates Stay ahead of the rules shaping trailer retail. Policy experts unpack federal excise tax proposals, derating debates,
zoning hurdles and state by state nuances while spotlighting NATM’s advocacy work and ways dealers can add their voice.
Educational Workshop Session 5A:
Economics Micro: Industry Deep Dive
3:00 p.m. - 3:45 p.m.
Meeting Room 208
Speaker: Dr. Christopher Kuehl, Managing Director, Armada Corporate Intelligence Drill down into supply chain costs, dealer margins and consumer demand at the micro level. Compare regional data, spot emerging niches and leave with tactics to protect— or stretch— your bottom line when local conditions shift.
Session 5B: Elevating the Employee Experience
3:00 p.m. - 3:30 p.m.
Meeting Room 209
Speaker: Steph Hand
In the ever-evolving business landscape, HR professionals and business owners face numerous challenges. This workshop provides strategies to tackle talent shortages, adapt to new technology, and address turnover effectively. Stay informed about the latest HR trends and acquire actionable solutions to attract and retain talent successfully.
Dealer Roundtables
4:00 p.m. - 5:00 p.m.
A new session unlike traditional workshops, the Dealer Roundtables will provide a time for dealer attendees to learn from the best – each other. During this 60-minute session, attendees will participate in moderated discussions on dealer operations and leadership topics. Attendees won’t want to miss this highly engaging session.
Thursday, September 18
Exhibitor Move Out:
All Exhibitor Types
8:00 a.m. - 6:00 p.m.
Exhibit Hall ABCD
Cast Your Vote with the Dealer Solutions Showcase
By Aileen Valido, NATM Events Director
Trailer Dealers — cast your vote for the industry’s top innovations at the Dealer Solutions Showcase during the National Association of Trailer Manufacturers (NATM) Trailer Expo, Sept. 15-17! Explore the latest products, scan the QR Code at the display, and submit your vote through the Trailer Expo Mobile App.
By voting, you’ll be automatically entered into a raffle for exciting prizes — but you must be present in the exhibit hall on Wednesday, Sept. 17, to claim your prize if selected.
This year’s showcase features cutting-edge components and allows both peers and customers to vote across
multiple award categories. Recognition from this event helps shine a spotlight on the most innovative products in the light- and medium-duty trailer industry.
Winners will be announced during the Dealer Solutions Showcase Awards on Wednesday, Sept. 17 at 1:00 p.m. on the Trade Show Floor, and featured in NATM’s Tracks Magazine. Select winners will also be considered for a special product spotlight article.
For questions about the Trailer Trends & Tech Showcase, contact NATM Events Director Aileen Valido at Aileen.Valido@natm.com or (785) 272-4433. ■
The Conversations That Matter: Dealer Roundtables at the Trailer Expo
By Ginger Baker-Sanhueza, NATM Programming Director
After two full days of live demos, expert sessions, and nonstop networking, it’s time to grab a drink, enjoy a bite, and settle in for one of the most impactful sessions of the National Association of Trailer Manufacturers (NATM) Trailer Expo—the Dealer Roundtables scheduled for Wednesday, September 17 from 4-5 pm in room 208.
This new session format is built specifically for trailer dealers, offering something that’s hard to come by in dayto-day business: the chance to sit with fellow dealers and talk shop in a candid, pressure-free environment.
It’s not a lecture. It’s not a panel. It’s a real conversation.
Over the course of 60 minutes, dealer attendees will sit and explore the topics that matter most to their business— from floorplanning strategies and inventory management to staffing challenges, digital marketing tactics, service department operations, and customer policies. Each table is guided by an NATM Staff Member and a Dealer Committee moderator and prompted with discussion cards designed to spark insight, ideas, and connection.
What Makes It Different?
› Moderated by Dealers: Trailer dealer committee members facilitate real-world conversations based on actual dealer experiences.
› Curated Topics: From compensation strategies to shop efficiency, the prompts are designed to get to the heart of dealer challenges—and solutions. These questions were curated by dealers for dealers.
› Relaxed & Real: Casual setting, real talk, and actionable takeaways you can bring back to your team.
If you’ve ever wanted to know how other successful dealerships are structuring sales teams, pricing service work, managing aged inventory, or generating leads online—this is your chance to find out.
Women Tow-gether: A Roundtable Just for Women in the Trailer Industry
Led by Dealer Committee member and technical expert Denise Scholle, this session is all about connection. Women Tow-gether creates a space where female industry professionals can share experiences, swap ideas, and discuss the training, resources, and inspiration they want from this industry. Whether you’re selling trailers, managing the books, services axles, or just starting out, this space is for you. Expect casual conversations, supportive peers, and even a glass of wine to help the ideas flow.
Why You Should Stay for the Roundtables:
This isn’t just the closing event of the Trailer Expo— it’s your opportunity to end the event with clarity, new ideas, and stronger industry relationships. Sit down with dealers who get it and walk away with insights you didn’t know you needed. Dealer Roundtables are where honest conversations spark real change. Sometimes the best ideas come from the person across the table, not the one on stage, so make sure this is on your calendar, and come ready to share, learn, and grow. You won’t want to miss it! ■
Education Line Up to Wow at NATM Trailer Expo
By NATM Dealer Team
The National Association of Trailer Manufacturers (NATM) Dealer Committee and Team have been hard at work creating memorable and valuable education for the NATM Trailer Expo. There is something for everyone during this exciting event! The #TrailerExpo offers attendees over 10 hours of education through top-notch keynote speakers, two tracks of industry-led workshops, peer-learning roundtable discussions, and quick hit demos and trainings. This show was created by trailer dealers, specifically for trailer dealers. Whether you are interested in dealership finances, economic trends, or operational know-how, NATM is confident that this educational lineup will empower trailer dealers to elevate their businesses to new heights.
NATM knows you are just as excited as the Association is about the education for the first-ever NATM Trailer Expo, so here’s a little insight on what you can expect!
2025 Trailer Expo Education Types and Formats
QUICK-HIT
Location: On the Expo floor, directly in exhibitor booths
Description: 15-minute rapid-fire education on the exhibit floor from the Expo exhibitors, including promotions, products, and quick demos. Quick-Hits will be repeated throughout the schedule. Attendees will learn directly from exhibitors about new products and services.
DEMOS AND TRAININGS
Location: On the Expo floor at the Tow & Tell Demo Theater
Description: Subject matter experts will deliver longer technical and operational demonstrations, 30-45 minutes in length, at NATM’s designated Tow & Tell Demo Theater on the Expo floor.
WORKSHOPS
Location: Workshop Rooms
Description: Classroom-style workshops, 6090 minutes long, that dive deep into a variety of relevant topics delivered by industry experts.
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Brody Garland and Brian Hopkins with K&L Gates will provide a Government Affairs Update at the 2025 NATM Trailer Expo. Photo by Samantha Darling LaCount.
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DEALER ROUNDTABLES
Location: Room 208
Description: A new session, unlike traditional workshops, the Dealer Roundtables will provide a time for dealer attendees to learn from the best – each other. During this 60-minute session, attendees will join other dealers to participate in moderated discussions on dealer operations and leadership topics. Attendees won’t want to miss this highly engaging session.
NATM is excited to offer a wide range of learning opportunities for attendees. Whether you are looking for a quick-hit or are excited to join the dealer roundtables, there is a chance to learn something new at any of the educational formats offered. Interested in finding out more? The workshops are announced below to help you schedule your NATM Trailer Expo experience!
2025 NATM TRAILER EXPO WORKSHOP DESCRIPTIONS
How to Run an F&I Department
Speakers: Sean Huffman from Remote Finance Group (RFG)
Discover a proven blueprint— from lead capture and credit apps to product presentation— for building a profitable finance & insurance desk inside an independent trailer dealership. Real world math examples and benchmarks show how smart F&I processes can lift both margins and customer conversion rates.
Regulatory Hot Topics: Government Affairs Update
Speakers: Brody Garland and Brian Hopkins, K&L Gates
Stay ahead of the rules shaping trailer retail. Policy experts unpack federal excise tax proposals, derating debates, zoning hurdles and state by state nuances while spotlighting NATM’s advocacy work and ways dealers can add their voice.
Knowing Your Numbers: Financial Reporting from a Dealership CFO
Speaker: Dan Chase, Partner, SeatonHill
Roll up your sleeves for an interactive walkthrough of income statements, balance sheets, and KPIs that actually matter. Learn how to turn data into decisions that grow profit faster.
Economics Macro: The Big Picture Outlook
Speaker: Dr. Christopher Kuehl, Managing Director, Armada Corporate Intelligence
Economist Dr. Chris Kuehl translates global indicators— inflation, interest rates, freight trends— into plain language guidance on what the next 12-18 months mean for trailer sales, inventory and capital investment.
Economics Micro: Industry Deep Dive
Speaker: Dr. Christopher Kuehl, Managing Director, Armada Corporate Intelligence
Drill down into supply chain costs, dealer margins and consumer demand at the micro level. Compare regional data, spot emerging niches and leave with tactics to protect— or stretch— your bottom line when local conditions shift.
Succession Planning, Buying & Selling
Speaker: Clint Fiore, CEO, Dealonomy
Whether you’ll pass the business to family, sell to employees or list with a broker, begin mapping your exit five plus years
out. Valuation pros outline methods, tax considerations and the operational tweaks that maximize enterprise value.
Get a Grip on Your Business with EOS®
Speaker: Jordan Regas, Professional EOS Implementor, EOS Worldwide
Learn the six core components of the Entrepreneurial Operating System® and how a “Level 10” meeting cadence, clear scorecards and rock-solid processes can restore focus, accountability and growth momentum.
Diversify Revenue with Cooperative Contracts
Speaker: Jed Klein from Sourcewell
Learn how dealers use cooperative purchasing to stabilize economic chaos. Since the bid process has already been satisfied with cooperative contracts, public-sector buyers have immediate access to all products and services on contract. Sourcewell experts will detail eligibility, marketing strategies, and industry success stories to demonstrate how government sales can diversify revenue streams fast.
Comprehensive Trailer Service: Best Practices Across Industries
Speaker: Bill Snider, Product Training Manager, Dexter
Join industry expert Bill Snider for an in-depth seminar in which he will break down the most common trailer axle, suspension, and brake repair tasks. He will also address recommended maintenance intervals, and discuss essential service stock, and high-wear parts that should be in your inventory and on your parts display. He’ll then dive into specialty areas like boat trailers, RVs; and niche customers like transporters. Highlights also include profitable addon accessories, “checking in” trailers for service, and other shop processes that increase customer uptime and generate recurring revenue for service departments.
The session will also include a practical, hands-on review of Dexter’s Flat Rate Manual. You’ll learn how to set clear labor standards, price with confidence, and apply Dexter’s proven best practices to everything from brake service to axle replacements. Walk away with a step-by-step action plan you can immediately implement in your shop.
For more information about the educational lineup at the NATM Trailer Expo, visit www.trailerexpo.com/agenda. ■
Lunch Served with a Side of Straight Talk
By Ginger Baker-Sanhueza, NATM Programming Director
Grab your lunch and settle in for one of the most anticipated sessions of the National Association of Trailer Manufacturers (NATM) Trailer Expo. “Beyond the Sale” isn’t your typical panel—it’s a raw, real conversation that gets to the heart of what makes (or breaks) the manufacturer-dealer relationship.
You’ll hear from both sides of the partnership:
› Manufacturers: Johnathan Bradley (Liberty Trailers) & Jacob Crabb (Diamond C Trailers)
› Dealers: Ronnie Enns (Happy Trailers) & Shane Ehrsam (North Texas Trailers)
› Moderator: Alex Stowe (NATM Executive Director)
Behind every successful dealership is a strong, wellmanaged relationship with their manufacturer— but what does that really look like?
In this session, dealers will hear unfiltered insights from manufacturers and industry pros about what’s truly expected from their partners, what support dealers should demand, and how to navigate tension when the relationship is at risk. From volume targets and incentives to territory protection and repairing trust, this panel delivers candid conversation and actionable advice to strengthen your most important business relationships.
The “Beyond the Sale: Mastering the Manufacturer-Dealer Relationship” panel is a Lunch & Learn event and will be held 12:30 p.m. – 1:30 p.m. on Tuesday, September 16. ■
Get Ready, Texas: NATM Trailer Expo Returns for Second Annual Event!
By NATM Staff
The National Association of Trailer Manufacturers (NATM) is thrilled to announce that the second annual NATM Trailer Expo will take place Oct. 6-8, 2026, in none other than Fort Worth, Texas — a city perfectly positioned in the heart of one of the largest trailer manufacturing and sales hubs in the country. If there’s one place made for drive-in attendance and next-level industry connection, it’s Texas.
This iconic city blends Western heritage with modern flair — and just so happens to be home to a vibrant trailer manufacturing scene. With countless trailer dealers and manufacturers located within a day’s drive, Fort Worth is the ideal location to bring the industry together. Beyond its business appeal, Fort Worth offers attendees a taste of true Texas hospitality: amazing BBQ, world-class entertainment, and an authentic cowboy culture that makes every visit unforgettable. So, whether you’re coming for the connections, the education, or the brisket — you’re covered.
What to Expect at #TrailerExpo 2026
The NATM Dealer Committee and Team have been hard at work designing an event that’s packed with meaningful education, relevant networking, and dealer-driven experiences. The second annual NATM Trailer Expo promises something for everyone in the industry — and then some.
Here’s a preview of what’s in store:
Over 10 Hours of Education
From top-tier keynote speakers to industry-led workshops, the Trailer Expo is loaded with insights designed to help trailer dealers sharpen their competitive edge. Whether you’re focused on dealership finances, economic trends, or operational know-how, NATM is confident this lineup will empower you to elevate your business.
Education Types & Formats
› QUICK-HIT SESSIONS
On the Expo Floor – Directly in Exhibitor Booths
These 15-minute, high-impact presentations will feature promotions, product reveals, and hands-on demos from exhibitors. Repeated throughout the event, Quick-Hits are perfect for on-the-go learning.
› DEMOS & TRAININGS
At the Tow and Tell Demo Lounge on the Expo Hall Floor Get up close and personal with subject matter experts as they lead 30-45 minute technical and operational deep dives. These sessions are designed for realtime problem solving and product insight.
› WORKSHOPS
In Dedicated Workshop Rooms
These 60-90 minute classroom-style sessions allow for deeper exploration of today’s most relevant topics, all delivered by respected leaders in the field.
› DEALER ROUNDTABLES
In Workshop Rooms
A brand-new format! This 60-minute peer-to-peer session groups dealers with their peers for open, moderated discussions on operations and leadership. It’s where real-world experience meets shared success.
Want to Get Involved?
If you’re interested in hosting a Quick-Hit demo in your booth for 2026 or joining the lineup of demo presenters, reach out to NATM Programming Director Ginger Baker-Sanhueza at Ginger.BakerSanhueza@natm.com to reserve your spot.
Mark your calendars, prep your trucks, and get ready to roll into Fort Worth next October. Stay tuned for more updates, workshop descriptions, and registration details coming soon at trailerexpo.com. ■
Photo by Austin James.
NATM Dealer Affiliates - Know Your Benefits
By NATM Dealer Team
The National Association of Trailer Manufacturers (NATM) has been hard at work over recent years adding to its NATM Dealer Affiliate benefits. With recent additions to the lineup, it can be tricky to keep track of all that’s available to you.
Whether you are a longtime Dealer Affiliate or just getting started, NATM wants you to use your benefits to the fullest. There are five primary categories for which dealer affiliate benefits fall under.
Education and Resources
This category of the Dealer Affiliate Program aims to provide dealers with access to professional development opportunities, industry knowledge sharing, and resources for consumer education and awareness of safe trailering.
Online Education through NATM Academy
Full courses, micro-courses, and professional development training will be accessible online and on-demand through the NATM Academy. Dealers and their staff will be able to complete education on their own time through the NATM’s online education platform.
All course content have been created with industry subject matter experts to guarantee relevance to dealers, with content organized under the following focus areas:
› Technician Training
› Leadership Development
› Human Resources
› Operations Management
› Sales Department Management
The NATM Academy launched in February 2025 and is available to all membership types within NATM for free. To access the NATM Academy, go to NATM.com/Academy.
Education and Resources for Dealers’ Customers
In addition to education and resources for dealer owners and their staff, the Dealer Affiliate Program will be offering additional resources for dealers to pass on to their customers. With its focus on safe trailering, NATM can serve as a bridge between dealers and their customers. NATM is stepping up its efforts to improve the safety of the nation’s roadways through increased awareness of safe trailering. And as an NATM Dealer Affiliate, dealers show to customers that same commitment to safety.
Dealer Affiliates have access right away to NATM’s existing trailer safety education resources such as brochures on safe towing, pre-departure checklists, and fact sheets on state towing laws, regulations and requirements. On top of that, NATM is working on creating an even more robust catalog of customer resources on safe trailering, including a suite of online interactive tools like a glossary of trailering terms, guides on how to understand trailer labels and weight ratings,
as well as infographics on how to properly load a trailer.
Network and Community
The NATM Dealer Affiliate Program provides many opportunities for dealers and their staff to engage with each other and industry partners — the program itself is built by the community of trailer dealers.
NATM Connect — A Private Online Community Forum
NATM Connect at forum.natm.com is an online community forum where Dealer Affiliates can engage in discussion and receive feedback and resources from other professional peers around the trailer industry. The community forum is private and provides a space for authentic discussion that doesn’t include pushy sales pitches or outsiders with unclear motives.
NATM Dealer Affiliates are encouraged to share successes and challenges, bring questions, give constructive feedback, and provide perspective in all manners related to operating and working at a trailer dealership.
The community forum is structured like any other discussion board. Users can post topics and pose questions under industry specific and relevant categories. This includes categories that align with other dealer program benefits, such as sales, parts, and service department operations, leadership development, financial management, office management, and talent and HR management. In addition, users can create categories to really make the forum their own.
Opportunities for Volunteering through the NATM Dealer Affiliate Committee
NATM is a not-for-profit association dedicated to the success of the trailer industry. It exists to serve the industry and can only operate with participation from Dealer Affiliates. With that in mind, there are opportunities for dealers to volunteer with the Association to help build programs like the Dealer Affiliate Program.
The purpose of the trailer Dealer Affiliate Committee is to help ensure that NATM continues to deliver value that aligns
with dealer needs. This committee will guide continued program development and serves as an opportunity to unify the industry and improve trailer safety. Dealer Affiliates serve on the committee for a year at a time and are given the opportunity to work on projects with other dealers as well as NATM Staff, providing a meaningful volunteer experience.
NATM Trailer Expo
The NATM Trailer Expo is bringing together dealers from across the nation to network and learn how other dealerships are addressing challenges and adapting. It will feature Dealer Roundtables to network peer-to-peer with leaders; dealer-led workshops on best practices; connecting with trailer manufacturers and suppliers; and learn from experts on economics and management practices.
This not-for-profit educational event is centered on helping trailer dealers meet with their peers and expand their knowledge and grow and improve their businesses.
Services and Solutions
When professionals in an industry come together with their association, there are huge benefits. One of the benefits is a market curated specifically for dealers’ business needs. This third benefit category — services and solutions — will take form in two major ways.
Affinity and Discount Programs
In addition to the existing services available to Dealer Affiliates, NATM will be building out its affinity program to offer beneficial services and solutions to dealers. The NATM affinity programs are thoroughly vetted by dealers to ensure the program is beneficial and provides true cost savings. One of these affinity programs is the new warranty program detailed on Page 89, available only to NATM Dealer Affiliates.
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News and Publications
Tracks Magazine
NATM Dealer Program Affiliates continue to receive a subscription to Tracks Magazine. Printed bimonthly, the magazine includes technical articles, industry updates, Association news as well as other relevant topics for the trailer industry.
What do you want to read about? NATM is always taking requests on what dealers find relevant and want to read about. Tracks also regularly hosts articles featuring dealers and their businesses at no cost! If you have a topic suggestion or are interested in a feature article, contact Advertising@natm.com.
NATM Member News Blog
Have news you want to share with the entire trailer industry? This online platform serves as an avenue for members and affiliates to share their company news with the rest of the trailer industry. Whether it’s the latest press release, a product announcement, or other exciting company happenings, the NATM Member News section is the perfect place to feature them.
Dealer Monthly eNewsletter
In the coming months, NATM will be developing a monthly eNewsletter specifically for trailer dealers with curated topics just for them.
Industry Data and Surveys
NATM will be providing valuable industry data and surveys so dealers can forecast trends and measure their business operations against the broader industry.
This category will focus on three major areas including economic outlook webinars and resources, trailer dealer industry surveys, and workforce surveys. More details will be coming in the future.
For more information about dealer surveys and participation, turn to Page 52.
As NATM Staff and the Dealer Affiliate Committee continue to expand the NATM Dealer Affiliate Program, NATM would love to hear from you. If you’d like to become an NATM Dealer Affiliate and have access to all of these benefits, contact Membership Specialist Kevin Sander at Kevin.Sander@natm.com. ■
Tap Into the Power of Your Dealer Network with NATM Connect
By Ginger Baker-Sanhueza, NATM Programming Director
Running a dealership can sometimes feel like you’re navigating challenges on your own—but what if you had a network of peers ready to offer ideas, experience, and support?
Now you do.
One of the most exciting benefits available through the National Association of Trailer Manufacturers (NATM) Dealer Affiliate Program is NATM Connect—a private, online community designed exclusively for trailer dealers. NATM Connect gives you and your staff access to a trusted network of professionals who understand the trailer industry because they live it every day.
Whether you’re working through floorplanning decisions, trying to boost your service department’s margins, or want to bounce ideas around for social media marketing, NATM Connect brings fellow dealers right to your fingertips.
What Is NATM Connect?
NATM Connect is a private online forum—free from sales pitches and outside noise—where Dealer Affiliates can ask questions, share lessons learned, and offer support to one another. The platform is structured like a traditional discussion board, with posts organized by relevant dealership topics:
› Sales & Marketing
› Parts & Service Operations
› Talent & HR Management
› Leadership Development
› Office & Financial Management
› And more—including custom categories created by users.
You can post a question, respond to a topic, or even send private messages for one-on-one conversations with fellow dealers across the country.
“I enjoy the opportunity to connect with fellow dealership owners across the country to have group discussions on various topics. It’s also helpful to be able to look up conversations that other dealers have had about specific topics.”
— Ronnie Enns, NATM Connect User
Why Use NATM Connect?
Support and Collaboration
If you operate with a small team, NATM Connect gives you a broader support network. Dealers share advice, challenges, and new ways of thinking—helping you and your staff find solutions more quickly and confidently.
Access to Real-World Expertise
Tap into decades of industry knowledge. From pricing strategies and inventory systems to marketing KPIs and shop staffing, NATM Connect helps you learn from those who’ve been there before.
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Meaningful Networking
Build lasting professional relationships without leaving your desk. NATM Connect is a great place to meet other dealers, form connections, and stay plugged into the wider trailer community.
Stronger Engagement for Your Team
Involving your employees in NATM Connect can improve their motivation and job satisfaction. It’s an easy way to expose staff to fresh ideas and keep them learning alongside other professionals in the industry.
“Being able to connect instantaneously with other, more experienced dealers that are willing to help share best practices and answer questions I otherwise wouldn’t be able to answer on my own.”
— Shane Ehrsam, NATM Connect User
A Direct Line to the NATM Dealer Team
NATM Connect doesn’t just benefit you—it helps the Association better serve you. The NATM Dealer Team regularly monitors the forum to keep a pulse on the challenges, trends, and hot topics facing trailer dealers. The conversations happening on NATM Connect help shape NATM events, webinars, and programming— ensuring they reflect what matters most to you.
Join the Conversation
Recent hot topics include:
› “Fixed Cost Absorption: Can Parts and Service Cover Your Overhead?”
› “Deposits and Restocking Fees: What Works?”
› “Best Practices for Handling Credit Card Fees”
If you’re a Dealer Affiliate, visit www.natm.com/dealernetwork-and-community to get started. NATM can’t wait to see the conversations you’ll join—or start.
Have questions or want help getting started? Email NATM Programming Director Ginger Baker-Sanhueza at Ginger.BakerSanhueza@natm.com. ■
Shout Out Your Team with Call to Service
By Izabella Chesney, NATM Marketing Specialist
As the National Association of Trailer Manufacturers (NATM) continues to create benefits and provide solutions to the needs of Dealer Affiliates, the necessity to place more focus on the service aspect within trailer dealerships has become apparent. While resources that assist in addressing this need are in development, the Association also is looking into ways to highlight these essential departments. NATM wants to help dealerships show off their service department teams and celebrate the invaluable work they do. “Call to Service” is a series of spotlight features, where you can share stories and achievements of individual service team members or the entire team.
Through the implementation of this marketing campaign, NATM aims to highlight and acknowledge the service department for its vital contribution to the success of trailer dealerships. Here’s how it works:
1. Have an awesome team in your Service Department
It’s hard to just choose one person if you’ve got a killer team that all adds major value to your business. So, whether it’s a one-person show or an entire team behind your service department, NATM wants to hear about them!
2. Be ready to brag all about their accomplishments
It’s your time to brag! What makes your nominee/s the greatest, and how do they add value to your business? Have you been hearing praise from your customers? What about other staff members who have noticed the hard work going on in the back of the house where all the service department magic happens?
3. Group photos to put faces to names
Making time for photos can be tough, especially when everyone is hard at work on ensuring happy customers. However, it’s great to put some faces to all that hard work going on! Gather your service department and say “Cheese,” or even better, say “Best Service Department”, so NATM can show them the love and appreciation they deserve.
4. Fill out our Call to Service Form
It’s a quick form that the person nominating the service department will fill out. The questions ensure that all the amazing things about your team get the right attention and focus. Plus, it will also be a great asset to NATM Staff if your team is chosen for further coverage.
NATM has had the opportunity to interview amazing trailer dealerships whose focus is safety, community, and consistency. No job is too big or too small, and they are dedicated to making all roads safer. Do you have a service team who focuses on those essential standards? Are you interested in highlighting your team and letting them shine for all to see? This is the perfect campaign for them! You can nominate the whole team or a special individual. Don’t miss the chance to show your appreciation and the dedication that goes into your team!
NATM is so excited to see all your submissions and can’t wait to highlight all the amazing things your Service Department is doing. Have a specific question that didn’t get answered here? Please reach out to our Marketing Specialist, Izabella Chesney, at Izabella.Chesney@natm.com for assistance. ■
Photo provided by Maine Trailer.
Who’s Representing You: Meet the NATM Dealer Committee
By NATM Staff
The National Association of Trailer Manufacturers (NATM) prides itself on building out Dealer Affiliate benefits and programming based on dealer feedback. You may be asking, where does the Association get this feedback? Along with survey responses and conversations NATM Staff have with Dealer Affiliates, an invaluable resource is the NATM Dealer Committee. Made up of trailer dealership executives across the country, these individuals take time out of their busy schedules to ensure the NATM Dealer Affiliate Program speaks to your needs.
NATM Staff are working on interviewing all members of the Dealer Committee. Whether their interview is completed or they’ve only had the chance to tell NATM a little about themselves so far, enjoy getting to know members of the NATM Dealer Committee.
Greg Blaser, President of Trailer World of Oregon
Greg began his career in the late 1990s working for trailer manufacturers in Idaho before taking on the role of store manager at Trailer World in Bend, Oregon, in 2001. Under his leadership, the business experienced significant growth and thrived. In early 2006, his wife Debbie joined the company, bringing her expertise in hotel and restaurant management. Before the COVID-19 pandemic, Trailer World expanded into a multi-location enterprise, achieving industry-leading sales volumes while maintaining a commitment to exceptional customer service, high-quality products, and competitive pricing.
The challenges of the pandemic, including difficulties in securing employees and inventory, led to a strategic decision to scale back to a single location to focus more on family, particularly their children, America, and Paul. While trailer sales continue at a reduced volume, the company has pivoted to specialize in upfitting enclosed trailers for government contracts.
Throughout its history, Trailer World has prioritized educating customers about trailer safety features and proper usage. The company remains dedicated to advancing the
industry from a dealer and customer perspective, with a strong emphasis on ensuring the next generation upholds high standards of customer service and education.
Ronnie Enns, Chief Executive Officer of Happy Trailers.
What brought you to the trailer industry?
I grew up in Paris, Texas, where within about a 60-mile radius, I’d say, probably half of the black iron trailers in the country are manufactured. Because of that, I was always around trailers. A lot of my friends and their parents either worked at a trailer company or owned a trailer company. I was kind of an outsider in that my dad did construction and we had a used car lot that we would work on weekends.
When I graduated high school, I went to go work with my dad in his contracting business and hated it. So instead, he knew a guy that owned a trailer manufacturing company and helped me get a job there as the owner’s assistant. In that job, I learned everything about trailers, talking to dealers, invoicing and inventory, pretty much anything that you would have to do in a small trailer manufacturing company.
When I was 19 working at the trailer manufacturing company, I learned that the owner of one of the dealerships we worked with was planning to retire and wanted to sell his business. I always had an interest in dealerships from my experience with our car dealership, so my dad and I decided to combine the two, and we bought this trailer dealership – Martin Trailer Sales. My dad wanted to continue his contracting, so he put me in charge of the dealership, and we officially renamed it Happy Trailer Sales.
Very quickly, we realized we wanted to grow and after 9 months, Johnny Loewen, my brother-in-law and business partner, opened our second location. And almost every year after that we opened another location. We will be opening our tenth location in a few months from now.
Tell us a little more about your company.
We have five partner owners and 56 employees at Happy Trailer Sales. Earlier this year, we acquired another trailer business to open our first location outside of Texas and one of the owners joined our team at Happy Trailers as an owner. We operate pretty lean, with about 4-5 employees at each store. We also have a back-office team that supports the stores, some who work at one of the store locations, and others that work remotely.
Our core purpose as a company is to create a dealership experience that doesn’t suck. It is a simple phrase that is very blunt, and it can mean a lot of different things. When people hear the word “dealership,” there’s a certain angst that overcomes them and they start to feel stressed. When they hear the word salesman, they think, “Oh this person is going to try to get me.”
We’re focused on trying to make the process straightforward and transparent. We are striving to make the buying process easy. We were one of the first trailer dealerships to advertise our trailers with pricing online. I started by creating a WordPress website and just posted pictures of every trailer we had. People were going to know exactly what we had in stock and what the price was. At the time in 2013, it seemed somewhat revolutionary because it was rare to see that from any trailer dealership.
More recently though, we have been focusing on ecommerce, working with a company to allow customers to buy a trailer from their couch. People can go through the whole process from start to finish, or they can use it to speed up the process with e-signatures, deposit collection and the financing process. It really saves customers time, allowing them to not have to spend so much time at our dealership.
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Ronnie Enns with his family.
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What do you find most rewarding about what you do?
Empowering others and building teams. It has been hugely rewarding for me to find people’s skills that surpass my own or to be able to train people to do things better and then watch as they take it further than I ever did. Building a skilled team makes owning a business more enjoyable because when you’re doing everything alone it is exhausting. I didn’t take a vacation for I think four or five years and I missed so much at home. An important family function would be coming up and then some disaster would happen at the business and, being spread so thin, I had to deal with it.
For the first several years, leadership was just not that important when I had to focus on running the business.
A huge turning point for me as a business leader happened about halfway through my journey. John Maxwell, leadership guru, held a conference in Waxahachie, Texas, of all places. Before attending that conference, most of my knowledge and expertise came through experience, but he inspired me to pick up a book, to learn to get better as a leader, and to help other people grow as well. That inspired me to start listening to podcasts and audiobooks, just trying to learn more and more.
And as I continued to learn and grow, building a good team and focusing on leadership has become really important and I think that’s probably the most rewarding part. I realized
that if I want to keep doing this, I want to get the right people around me and invest in the people I work with.
What changes are you excited to see in the future in terms of benefits for the NATM Dealer Affiliate Program and what the committee is working on? What are you most excited about for the future?
I’m excited for the networking opportunities with other dealers. I’m excited for hopefully increased information sharing between manufacturers and dealers and collaboration together to build a healthier industry.
What are you excited about for the inaugural NATM Trailer Expo in 2025?
I am excited to see what the approach for the new show will be. Of course, I’ll be excited to see what trailers are there. I’m a trailer nerd, so I will want to see what people are building, how they’re building it. I think my favorite part of any trade show is getting to connect with everyone, so getting to do some networking with other dealers and other industry members. And, you know if John Maxwell shows up, that’d be exciting.
Shane Ehrsam, Owner of North Texas Trailers
Introduce yourself and how you came to the industry.
I did not grow up in the industry, unlike a lot of my peers. I
Shane Ehrsam celebrating with deserving employees.
really didn’t know the first thing about trailers up until just a few years ago. However, I did grow up in an entrepreneurial family.
I always knew I wanted to be a business owner, even though I didn’t know exactly what that would look like. After an 11-year career in business management and running large teams and overseeing multi-location operations in a B2B service business, I was laid off. At that point, I had the freedom and ability to pursue something new and I thought this would be a great opportunity to figure out how to become a business owner.
I initially started looking at franchises. I didn’t think of myself as an innovator or inventor of any kind. I wasn’t going to build the next great social media app or mouse trap, but I figured I could take an existing system, operate it well and ultimately grow and scale it. I started to learn about the whole idea of buying existing small businesses, buying a cash flowing business, and at the same time helping this whole wave of entrepreneurs and business owners that are baby boomers who are trying to figure out what retirement and business succession looks like for them.
I began to search for businesses in the Dallas-Fort Worth area where I live and that’s what brought me to North Texas Trailers. I looked at a number of businesses and many other types of industries. I certainly did not set out necessarily to find a trailer business or a dealership. But the more I looked at this business, the more it made sense to me for a number of reasons.
In June of 2022, I was able to work out a deal with the folks who founded North Texas Trailers and give them the retirement and exit opportunity that they were looking for and then gain my entry into business ownership like I was looking for.
What are some things you have learned about the industry?
I think it’s safe to say that the industry itself is a bit behind the times and antiquated. But I think that also means there’s a lot of room for opportunity. There’s a lot of room for growth, and I think that it’s exciting to be in this industry now because I do think that we’re going to experience a wave of sophistication and modernizing of these businesses. I’m not some tech guru but there’s ways that we can accomplish what we’re trying to accomplish - giving customers a great quality product at a good price with great service and doing it in a more 21st century way.
The industry is primarily made up of small independent dealers that are mostly mom and pop, family-owned stores, which I love. I love networking and meeting other dealers and hearing all the different stories. Hearing from people who started their businesses or started as a technician or an entry-level employee and have worked their way up to GM or owner and are now running a very successful business and creating the American dream. I think that’s really cool.
On the flip side, I see the challenges in the business. Things got a little crazy during COVID with supply chain
constraints and inflation. On the price side, you know everyone was happy there for a couple years and now things seem to be right sizing, making it more challenging.
What is the most rewarding thing about what you do versus your career before North Texas Trailers?
Overall, I love what I do. I don’t think I’ll ever go back to having a so-called normal job, working for somebody else. I think I’ll always want to be a business owner. I very much enjoy leading my team and working on projects to help make North Texas Trailers the best possible business it can be.
Being a business owner, you’re just so much closer. I have much more of an immediate and direct impact on my employees’ lives than I did in a big corporation. I also have so much more autonomy to do things the way I want to do them in the way I think is right. That was a big frustration coming from the corporate land where we made a lot of decisions based on next month’s quarterly earnings and the pressures that come with that.
Obviously, there is a lot of financial pressure to make sure my business is successful, but I also get to make decisions that impact my employees’ lives that are best for them and best for the company. I get to create the culture of the business in a much more direct way and that is really rewarding. We have folks who have been with us for a long time, and I’ve implemented a lot of things to make their jobs better, more pay, benefits, hopefully making their job a little bit more efficient and satisfying, and it’s been great to see.
Regarding the changes you’ve made for your team, is there anything in particular that stands out as being particularly impactful?
On the benefits side, we expanded our bonus opportunities in a significant way. We added health benefits and a 401k program with a company match. Teaching my employees about what a 401k can do for them and having them think beyond just their next paycheck has been very impactful.
Another significant change has been to give my team more autonomy by loosening the guardrails around their decision making, more than they experienced in the past. And what I am finding is that people are taking advantage of that in a great way and thinking of ways that they can produce more for the company because they have been given that autonomy and ability to do that.
My philosophy is that if you focus on your employees, you are actually making things a lot better for your customers. Because if you have an engaged employee workforce that really enjoy what they do and has the autonomy to make things as good as possible for the customers, that there’s a
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natural buy-in there to ultimately help and serve the customers in the way that’s best for them. You know the old adage is “Customer is King” and all the focus for years has always been to focus on what the customers’ needs are, sometimes sacrificing the needs of the company or employees. I like flipping that on its head and focusing on the employees first. There is a level of trust involved, but the right team and the right employees embrace that mentality and work hard.
Chris Lago, CEO of All American Trailer Connection
Christopher Lago is the CEO of All American Trailer Connection. He serves on the NATM Board of Directors and is the first ever NATM Dealer Affiliate to do so. Lago is particularly excited about joining the NATM Board in this capacity, saying that he understands the importance of dealers working together with manufacturers towards the common goal of elevating the industry. As the leader of a family- owned and operated company, Lago has been working in the industry for basically his entire life, starting as a sales representative and working his way up to CEO, operating four locations and just opened their fifth location in December 2023.
In addition to running his successful business, Lago also works in multiple capacities when it comes to the industry as a whole, serving on multiple dealer advisory boards over the course of his career. In addition, he has created a network of dealer owners where he provides guidance on many business operational processes with the ultimate goal of increasing the professionalism and success of the industry as a whole.
“If we really want to see this industry evolve like tractor dealerships or car dealerships, we, as trailer dealers, need to hold ourselves accountable for performing at our best and showing what a successful trailer dealership is and can be,” Lago said.
Along with his appointed role on the NATM Board of Directors, Lago is also serving as the chair of the NATM Trailer Dealer Committee, which has been charged with building out the NATM Dealer Affiliate Program. The expanded NATM Dealer Affiliate Program offers exclusive benefits for trailer dealers including education and resources, networking and community opportunities, services and solutions programs, access to news and publications, and industry data and survey products.
“Joining NATM as a Dealer Affiliate is the best way for dealers to increase not only their relationships with manufacturers, but to join forces with other dealers to work together toward elevating the entire industry. The affiliation gives dealers access and opportunity to increase their profitability and network with other like- minded professionals
who understand the business,” Lago commented.
Phil Rauch, Owner of Sancrest Trailer Sales
Tell us a little bit about you. What’s your story?
I grew up 5th generation in Billings, Missouri, on a dairy farm. I grew up basically working nonstop on a farm, thinking all I would ever do was be a dairy farmer. When I got out of high school I continued working on the farm and added in a part-time job working at a welding shop doing fabrication, where I put in about 40-50 hours a week.
I’d wake up, milk the cows, work all day at the welding shop, then come home and milk the cows all weekend.
Fast forward to 2004, I turned 21 and my uncle had a car dealership he needed some help with. I moved cars around for him for a few months, but I ended up buying my own truck there. From that, I started my trucking company, Sancast Specialized Transport, which is still active today. We’re running about 17 semis nationwide moving vehicles. That is how I ended up in trailer dealerships. In 2007, I teamed up with a company called Sun County Trailers out of Phoenix, Arizona. They were a little, small startup company, just building a couple of trailers, but they had a design I liked for hauling some of the bigger stuff we had like limousines, buses, and service trucks. I had them custom build three trailers to get a bulk discount, they made
Chris Lago, CEO of All American Trailer Connection
me a dealer, and that was that. I worked with them and helped them develop more trailers and became their first dealer.
That was just a side gig I had for a few years until fall of 2016. I reached out to my late friend Richard Lowry who owned Trailer Trendz. He mentored me a bit as I tried to build out that business. I teamed up with Load Trail and my rep there Ruben Wall to really get started. In 2017, I hired my first sales guy and went from having 17 trailers on the lot to today having 700-800 trailers across three stores. I am so grateful for both Ruben and Richard and would not have been able to do it without their help.
That’s how we got started. But I have a phenomenal team of salesman, and we have had zero turnover on the sales team. All the members that work for me now are the same ones that have been there since the beginning, and I’ve hired along the way. And we just keep growing.
We have gone beyond just trucking and trailer sales now, with a large self-storage facility, and now with a new product driven business called Tuff Wireless, we manufacture wireless controllers and supply many of the OEM trailer manufacturers.
Tell us about your service-focused mentality.
We sell services. On the trucking side, all we had to sell was a service, it was a service-based deal, you are not selling a product. When we moved into trailer sales, that was one thing I pushed hard was to sell our service, not just our product. We try to sell that overall customer experience. We try to be
honest and treat everybody the same, whether they’re buying a $2,000 utility trailer or buying a $115,000 semi car hauler. This focus on providing excellent customer service has led to a lot of repeat customers. There’s nothing better than when somebody comes back to buy another trailer from us.
But our next big focus for the business is to expand our parts and service departments. I think that if we’re going to take care of a customer, then we need to be able to provide them with everything on the backside as well, not just the sale. If a customer experiences an issue, I want to be able to resolve it for them at my shop.
What motivates you? What do you find most rewarding about what you do?
I am very grateful to be able to do what I do. In the past with our trucking, I just worked with a lot of large corporations, hauling prototype vehicles for big companies like Ford and Chrysler, but it wasn’t as rewarding because we couldn’t be as involved in the community. Part of having my own business is being able to give back to the community, and that is very important to me. We are involved with a lot of different nonprofit organizations, we work with a lot of charities, especially anything having to do with kids and with agriculture. We support and participate in events with the local 4H and the Future Farmers of America groups here in that area. We also teamed up with a local organization
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Phil Rauch and his wife, Kindra.
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called the Hope Foundation that helped families that had pediatric emergencies. We donated trailers so they could take them to events, and we raised money for them for 3-4 years.
But the most rewarding part of what I do is being able to see what we have built and out of all of that, it’s really the fact that we have been able to create jobs for others in my community and knowing that my team likes coming to work every day and being here. We have put together such a strong team of people who believe in our mission.
I could not have done all of this without my wife Kindra. She is not only the mother to our 3 boys but also plays a large role in the business as well. Along with the businesses we also run a good size cattle operation and participate in tractor pulls with Pro Pulling League.
Denise Scholle, Co-Owner of The
Trailer Guy
Tell us a little bit about your story.
My connection to the trailer industry began when I met my now husband, Brandon. We were both young, in our twenties, and like most young couples, we wanted to spend all our time together. Brandon had started working on
trailers about ten years before that when he was about 18. He had a dream to one day own his own trailer business.
So, we’d spend our time together; he’d be working on a trailer, and I would sit and talk with him. But sitting with him turned into handing him a tool, then assisting him with a brake, and on and on until eventually, I unknowingly took in a huge amount of knowledge and expertise. Never once did it occur to me that his dream of wanting to own our own business meant that we’d literally spend all our time together working as husband and wife, but here we are almost 20 years later.
But it’s only been in the last few years that we transitioned from running the business part-time to really focusing on operating full-time. We were both still working corporate jobs up until COVID hit, and we decided to take the plunge. I am so happy we did because we love what we do. Many people don’t get the opportunity in their career to really enjoy what they do, and I feel very blessed for that.
What is it like to work with your spouse?
It has its benefits, spending so much time together and we get to travel together when we go places for work. But it has those challenges when you work together, and you’re both fighting for something that you really believe in. And then you have to go home and have dinner together. We are both strong willed, stubborn people. ‘No’ is not a word we like to hear. So, day to day there is some compromise and give-andtake in it. But we are a great team, and we’ve learned how to
Denise Scholle checks out some new equipment at the NATM Convention & Trade Show.
work well together because we trust each other. We always have each other’s backs, and we balance each other out well.
Tell us about your connection to NATM.
I have seen over decades now how things have changed, how new manufacturers have come in and out of the industry, and the ones that are still at it for decades. There is no one go-to source for trailer service technicians. We have had to really rely on our decades of experience. I am hopeful that the work we are doing on the NATM Dealer Committee related to service technician resources in the NATM Academy and education will help create a network in the industry to combine all our expertise to help others that either want to start their own business or are adapting and need to grow their business or dealership.
What
is most rewarding about your job?
The most rewarding thing is working with and helping families. As a service-focused company, there have been situations where a family comes in and they’ve broken down, or they’re calling stranded on the side of the road. It makes me feel good, people are genuinely happy that we’re able to fix whatever scenario.
We work with people from all walks of life. And whether
they’re bringing in the inexpensive trailer or the really expensive trailer – I mean they could be bringing in the little $5,000 boat or the $500,000 boat, but I want to help them no matter what. I want you to be safe from point A to point B. I don’t need a lot in life. I figure if I can do little things to make people happy every day, that’s enough for me.
What inspired you to join the Dealer Committee?
The one thing in the trailer industry is there’s so much knowledge out there but there’s no one platform for it. I want to help educate people. I want to teach people in a way that makes sense to them, whether that be hands on, or by a book, or whatever it may be, I don’t want it to be one narrative. So, the opportunity to make something better, to make a change and leave an imprint, at least on one person that they can hold on to when they’re in their sixties and they’re telling stories to their grandkids, that’s it.
I just want the opportunity to make it the best we can and inform people. So many people come to us and aren’t sure, or have been given false information about something, and I want them to have the right information so that they stay safe. It’s a much different world, and I want them to have the right information instead of the wrong information. I believe NATM can do that.
Johnny Shelton, Owner and General Manager of NC Trailers
Johnny couldn’t sit down for an interview, so allow him to introduce himself.
Johnny Shelton is the Owner and General Manager of NC Trailers, the #1-rated trailer dealer in the Carolinas. A proud husband and father of three, Johnny credits his wife Kristie for keeping the Shelton family—and him— on track while raising their seven-year-old twins, Hank and Harper, and their four-year-old son, Zachary.
Johnny’s roots run deep in rural North Carolina. He grew up riding in a dented pickup truck with a black lab in the back and hauling tobacco and hay in a Massey Harris tractor that hadn’t seen paint in decades. Evenings were spent cutting firewood with his dad, and occasionally they would take off to the mountains with horses in tow for a weekend ride. It was a simple life, but it taught him grit and the value of hard work.
At 14, Johnny watched his parents launch a small trailer business after his mom lost her job to a corporate buyout. They started with 13 trailers and a shared space at an old gas station. His dad pounded the pavement, knocking on doors, eventually landing the deal that led to their first highway-
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Johnny Shelton and his family.
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facing location. Johnny worked nights and weekends—learning business not from textbooks, but by doing the work.
In 2015, Johnny bought the business and his parents retired. Back then, there were 15 local trailer dealers. Today, there are 23—plus big-box competition from Home Depot, Tractor Supply, and major players like Bain Capital and Berkshire Hathaway. Still, NC Trailers continues to grow. It’s not just about selling trailers—it’s about helping contractors, adventurers, and hard-working folks get where they need to go.
At NC Trailers, the mission is simple: Thrive Together. That means early mornings, late nights, muddy boots, and greasestained hands. It also means knowing the work matters—not just for the customer, but for the NC Trailer’s teammate saving for a house, a vacation, or a kid’s birthday. Our goal is bigger than revenue—it’s about creating opportunities, growing people, and building something to be proud of.
NC Trailers now operates two locations, including the new store in Winston-Salem, with plans to open four more dealerships. From guaranteed approvals to lifelong trailer support, the NC Trailers team is driven by thriving together with our team and customers.
Come Experience the NC Trailers Advantage:
› #1 Rated Trailer Dealer in the Carolinas
› Hundreds of Trailers in Stock
› Guaranteed Approvals
› Lifelong Trailer Support
Jeff Wick, Vice President
of
Retail Sales at MGS
Will you tell us a little about your career and your story?
I have been managing people and teams since 2009. I started from the ground up with The Hertz Corporation out of college and was fortunate enough to end up managing many rental locations across Arizona. I grew tired and worn out with the global company dynamic and decided to cut ties and move back home to Colorado. I wanted to find a reasonably sized organization (preferably family-owned) that would challenge and provide me with an opportunity to grow both professionally and personally. Moreover, I wanted to partner with an organization that had an established and very diverse “book of business/ customer base” to offset at least some risk from a market volatility and economic downturn standpoint.
That’s where MGS, Incorporated came in. I have been proud to be part of this organization now for over 10 years and what a quality decision it has been. MGS has supported me tremendously through every step forward and I am thankful.
Was there anything in particular that brought you to the trailer dealership industry?
I love managing teams and individuals to push hard, grow, have fun and in doing so, winning, and growing the business. MGS, Inc. just so happened to manufacture and sell trailers and it gave me the opportunity to manage and lead some of its teams. I just had to learn to “talk trailer.”
What is your greatest achievement?
Personally: being so darn blessed to meet my wife at 36 years of age! What an achievement!
Professionally: being Vice President of Retail Sales for MGS, Inc. I am thankful.
What is the most rewarding part of your job?
Managing people and teams is not always rainbows and sunshine, but, by golly, when the ball goes through the net and goals are scored, that is extremely rewarding! It fills my cup to see co-workers and teams celebrate those big wins and accomplishments.
Can you tell us more about MGS?
MGS, Incorporated was started in 1962 and has four different divisions to serve different segments. Defense Mobility Solutions, OEM, Utility Fleet Solutions, and Retail Sales, which is the division that I oversee. Of late, we have been averaging around 200 employees.
Aside from our retail division, the other divisions mostly comprise trailers and products that MGS manufactures. Our typical trailer is unique and built to accommodate a specific end user’s transportation needs. We offer the solution. We are fortunate enough to be rewarded by our customer base for our long history of a culture of innovation, determination, and integrity. These values have allowed MGS to have a reputation of excellence and expertise in the light- and medium-duty trailer industry.
Apart from your company values, what would you say sets you apart? What does the company pride itself on?
We are a very diverse organization with just about every niche covered to serve the trailer demand and the
Jeff Wick, Vice President of Retail Sales at MGS
numerous directions that the industry is going and will be going. We are equipped to accommodate anything.
We pride ourselves on being the employer of choice. We want and need the best talents and mindsets to be part of this organization. This is the only way we, as an organization, can continue to take leaps forward. We are truly fortunate to have a sizable percentage of long-term employees that have been with MGS for a long time. This, paired with new, high quality and talented individuals, sure helps us to regularly exceed and reach for the next milestone.
Is there something new and exciting the company is working on?
I can’t share this type of top-secret stuff! Just kidding. What I am personally most excited about, and selfishly I might add, is the Retail Division diligently working to standardize and have a uniform approach to our business. MGS would like to expand this division to add more dealerships in the coming years and I am excited to be part of it! So, if you are a current trailer dealer and are considering an exit strategy in the not-too-distant future, I’d sure love to talk to you.
Tell us a little more about your connection with NATM.
MGS has been with NATM for a very long time. Our CEO and Owner, Andy Gehman, is currently serving on the NATM Board of Directors and has done so throughout the many years of his heavy involvement in the industry.
NATM is integral and core to our business.
From a retail perspective, for brands we represent, they must be a NATM Member and actively participate in the Compliance Verification Program and place said decals on its product. Our sales teams speak to what NATM is and how critical the Compliance Verification Program is. We literally point this decal out to our customers on the lot. This is especially vital for large fleets and commercial end users. They want to know who they are partnered with and what they are buying.
And what has your involvement with NATM been so far?
I was fortunate enough to be asked by Chris Lago of All American Trailer to participate in the Dealer Committee. I am thankful he did, and it has been great!
What do you see as the industry’s greatest challenge?
Greatest challenge: Move in a uniform direction to enhance the level of our industry presentation and consumer sentiment as to how professional trailer manufacturers and trailer dealers really are. The ability to have some industry standardization with respect to flat rates for common service work would enhance and likely allow for more success and profit for all (manufacturer & dealer). I personally also see this as one of its biggest opportunities. This is not an overnight rollout, however. ■
NATM Wants to Hear from Dealer Affiliates
By Izabella Chesney, NATM Marketing Specialist
Have Your Voice Heard!
The National Association of Trailer Manufacturers (NATM) Dealer Affiliate Team and Committee are dedicated to creating cutting-edge Dealer Affiliate benefits. Whether you are looking for more assistance with finances, shipping, or resources to assist your business, NATM is here to help provide those benefits to you and your team. There is a new and quick survey that all Dealer Affiliates can easily fill out and share their ideas and needs for benefits.
The Association works hard to create benefits and resources that fit you and your business needs. Don’t miss the chance to share what benefits you would like to see NATM provide Dealer Affiliates. You can share your thoughts here: https://survey-natm.typeform.com/to/RCFIPyqX.
Interested in more surveys?
NATM has a more in-depth survey where you can help grow the Dealer Affiliate Program benefits even more!
As the Association continues to construct benefits for the Dealer Affiliate Program, a survey was conducted to better understand your needs. This is a unique opportunity to be a part of something groundbreaking at NATM and voice your thoughts and needs as we create. This program can’t be built without YOU.
If you are interested in taking the survey and providing your thoughts on the benefits and resources that you, please contact NATM Programming Director Ginger BakerSanhueza at Ginger.BakerSanhueza@natm.com. ■
NATM Email Options Tailored for Dealers
By Savana Morrison, NATM Marketing Director
The National Association of Trailer Manufacturers (NATM) understands that a well-informed industry is a thriving industry. This is why the Association diligently works to provide timely resources, including Tracks Magazine, the blog section on NATM.com, and various email communications, among other benefits.
Customize Your Communications Experience
Did you know that NATM allows every member to tailor their communications experience? Members can select topics of interest, so their inbox isn’t overwhelmed with unwanted emails. All employees of NATM Member Companies are eligible to sign up for these e-newsletters.
NATM currently puts out two newsletters of particular interest to trailer dealerships.
› Dealer Affiliate News
A quarterly newsletter featuring the latest updates and news for Dealer Affiliates.
› Trailer Expo News
Stay up to date on NATM’s Trailer Expo.
Other Communication Topics
Members and Dealer Affiliates also have the unique opportunity to receive updates on the following topics:
› Tech Talk
A quarterly newsletter featuring relevant technical updates and member-requested tech topics.
› Convention
Sign up to receive information regarding NATM’s annual Convention & Trade Show.
› Government Affairs
Stay informed about NATM’s Government Affairs Program.
› Marketing Minute
A quarterly newsletter with advertising opportunities and marketing tips.
› Maximize Your Membership
A bi-monthly newsletter filled with industry and member news.
› NATM Insider
A monthly newsletter tailored for the trailer industry.
Easy Sign-Up Process
Signing up for communications is straightforward. Simply log in to your NATM Member Compass Profile and visit: www.NATM.com/Emails. Customizing your experience is just a few clicks away. Ensure your company is maximizing all the benefits of your NATM Dealer Affiliation by subscribing to receive important communications, so you never miss out on what NATM has to offer. ■
The Power of Social Media for Your Dealership
By NATM Marketing Team
Building Connections and Brand Loyalty in the Digital Age
In today’s digital age, social media has become an indispensable tool for businesses across all sectors, including the trailer industry. With the rapid evolution of technology, companies that overlook the power of social media risk falling behind. This article explores the pivotal role social media plays in marketing strategies, particularly for those in the trailer industry. Marketing professionals weigh in on how they use social media and how it has impacted their dealerships.
The Importance of Social Media as a Marketing Cornerstone
Social media is not just an optional add-on; it’s a cornerstone of modern marketing plans. In today’s digital age, it offers unparalleled opportunities for branding, customer engagement, and narrative control. Imagine a vibrant marketplace where your brand’s story unfolds in real-time, reaching audiences far and wide with just a few clicks. Social media platforms serve as dynamic stages where businesses can showcase their unique identities, interact directly with consumers, and shape
the conversation around their products and services. By leveraging these platforms, companies can build loyal communities, spark captivating dialogues, and drive their message home with creativity and precision.
Branding Benefits
Social media platforms provide an excellent opportunity to showcase your brand’s personality and values. Through consistent and strategic posts, companies can build a strong online presence that resonates with their target audience. In the trailer industry, where visual appeal and quality craftsmanship are crucial, platforms like Instagram and TikTok can be used to highlight the fun features and functionality of trailers.
A Two-Way Street of Communication
One of the most significant advantages of social media is the ability to engage directly with customers. In the trailer industry, this two-way communication can
lead to valuable insights into customer preferences and feedback. By responding to comments and messages, companies can build trust and loyalty, fostering a community of engaged customers.
Control Your Own Narrative
Social media allows businesses to control their narrative. Instead of relying solely on third-party reviews or news articles, companies can use their channels to communicate directly with their audience. This direct line of communication can be used to address concerns, share updates, and highlight company achievements.
Expanding Reach with Social Media Ad Campaigns
Running targeted social media ad campaigns can significantly expand a company’s reach. Platforms like Facebook and Instagram offer sophisticated targeting options, allowing businesses to reach specific demographics. For the trailer industry, this means connecting with potential customers who are genuinely interested in trailers and related products.
Embracing Social Media: Insights from Dealership Marketing Professionals
To gain further insight into the impact of social media on the trailer industry, NATM first spoke with Heather Gonzales. She’s a marketing expert who has been in social media management since 2007 and has successfully integrated social media into her company’s marketing strategies.
Getting Started
When Gonzales came on board with Triple Crown Trailers Inc. And Down 2 Earth Trailers in 2022, the companies’ social media platform were being run by the then general manager of their Georgia location. It was at his suggestion that a marketing position be created.
Gonzales says in the last three years, they’ve seen impressive growth. She started the companies’ Instagram and TikTok accounts and started incorporating videos. She says there’s a place for everyone on social media and while social media isn’t the sole driver of the companies’ success and growth, it isn’t hurting.
“We have gotten thousands of views on 10 second videos. The growth alone speaks volumes when the entire industry is down, 22%, and we are up. In my opinion, that makes a large difference,” Gonzales said. “I feel like anybody
can pick up their phone for 10 seconds and shoot a quick video. We don’t put a lot of people in our in our videos. We do a lot of walk around videos with trailer descriptions, and then, ‘Call the dealer.’ That kind of thing. We leave it very open-ended where people will ask questions.”
Embracing Trends
Gonzales says her biggest challenge is song selection, and as a professional account, you try not to offend anyone. Other than that, there isn’t much she isn’t willing to try.
“I mean, if you look at our Tiktok, you’ll see the Grinch and Santa Claus and Buddy the Elf at Christmas. You’ll see my employees jumping out of trailers with popcorn on National Popcorn Day. You’ll see a very wide variety of things. People really love behind the scenes like if we shoot videos of welders and our finish line. They love that,” Gonzales said.
Gonzales says if you see a video trend your team can get it on, you should. They can help your company in more ways than one.
“I would do (trends) every single time. I think they’re highly beneficial. You’re going to get a bigger reach. You’re going to get more views. They’re usually a lot of fun. So sometimes it’ll stir up morale and get everybody smiling and laughing and having a good time,” Gonzales said. “I have guys out there that ask to be in our videos. Now, I also have some that run. A lot of my office staff will run from the camera. But my guys out back, they’re hams. They’re not afraid to step in front of the camera. They love the recognition, and I love supporting them and just creating a positive company culture.”
Don’t Overthink It
Gonzales says there’s no way to know what’s going to perform well until you try it. She would encourage other dealerships to just have fun with it and show their personality.
“Just don’t think about it at all. Just do whatever feels right for you, because I can tell you, some of the simplest videos that we’ve created have had really high views, and some of the ones that we spent more time on don’t get seen as often,” Gonzales said. “Stop overthinking it. Just get out there with your phone and take a video and post it. It doesn’t have to be a hard process. It can be that simple.”
Gonzales emphasized that consistency is key. As long as you’re consistent and true to your brand, you can’t go wrong.
Next, NATM spoke with Mahli Wold who heads Continued on Page
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marketing and promotions at Central Trailer Sales.
Malhi’s Experience
Wold was brought on at Central Trailer Sales with her bosses telling her that they knew enough about social media to know that they didn’t know enough. They wanted to modernize and stay up to date.
“They said, ‘Make us a dealership people are willing to travel to or drive to,’” Wold said. “Social media transformed marketing at our company. It’s made us really visible. I think our Facebook has built trust with our customers, giving us a voice that they can trust is really big.”
While Wold’s bosses are open to social media, they did have questions for why she was doing certain things. She says they were very receptive to data she showed them or explaining algorithms.
The Five Year Rule
Wold says overthinking your social media presence happens to everyone, but it’s about keeping it in perspective. She takes guidance from a quote she read that says if it’s not going to matter in 5 years, it doesn’t matter.
“I just feel in my gut. If it feels like something that a company wouldn’t show their employee in the next 5 years, I probably shouldn’t post it,” Wold said. “But if you’re just making a post about a trailer that’s going to be sold hopefully next week, it doesn’t matter. Write something. Post it.”
Social media is a powerful tool that should be at the forefront of any marketing strategy, especially in the trailer industry. By taking advantage of the branding benefits, fostering communication, and embracing trends, companies can enhance their online presence and engage more effectively with their audience. It can be intimidating at first, but it can be easy and even fun once you get started. With insights from experts, it’s clear that the future of trailer industry marketing lies in the digital landscape, and social media is the key to unlocking its full potential. ■
Show Some Love During National Technician Appreciation Week
By Izabella Chesney, NATM Marketing Specialist
The National Association of Trailer Manufacturers (NATM) is excited to participate in National Technician Appreciation Week for the second time from Sept. 21 through the 27!
Whether you need tips and tricks or the latest updates on your trailer, your technicians are there to help. Don’t forget to thank those who make the trailer industry go round by their high standards and excellent work ethic that keep our roads safe and the light- and
medium-duty trailers up to date on all things safety.
Are you seeking ways to shine a light on your technicians?
NATM’s Call to Service Campaign is a great opportunity for dealers with amazing teams! It’s the perfect chance to brag about how awesome your technician teams are. To learn more and nominate your team, contact NATM’s Marketing Specialist, Izabella Chesney, at Izabella.Chesney@natm.com for assistance. ■
Experience the Thrill of Innovation: Exclusive Offer for New NATM Trailer Manufacturers at 2026 Convention
By Catie
Elevate your industry presence as the National Association of Trailer Manufacturers (NATM) extends a warm invitation to new NATM Members for the 2026 NATM Convention & Trade Show in the vibrant city of Fort Worth, Texas, from Feb. 23-26, 2026! 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 (5) 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.
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 2025 Trade Show witnessed the participation of more than 230 exhibiting companies, offering attendees a diverse array of cutting-edge products and services.
To see if you qualify for the New Attendee Promotion, reach out to NATM’s Membership & Events Coordinator, Catie Rutkowski, at Catie.Rutkowski@natm.com or call (785) 2724433. Elevate your industry engagement and be part of the excitement that defines the NATM Convention & Trade Show! ■
Rutkowski, NATM Membership & Events Coordinator
Fort Worth Bound: NATM Hauls
Trailer Industry Back to Texas
By Meghan Ryan, NATM Assistant Director
The National Association of Trailer Manufacturers (NATM) is thrilled to announce that its 2026 Convention & Trade Show will be held in the vibrant city of Fort Worth, Texas, Feb. 23-26, 2026. Known for its welcoming atmosphere and booming industry network, Fort Worth has long been a favorite for NATM Members. The last NATM Convention there set attendance records, bringing together the industry’s top minds and innovators. In 2026, NATM is expecting even more excitement — and this year, booth sales opened up earlier than ever to make it easier for exhibitors to secure their spots.
Booth Selection: Reserve Your Space Early
For NATM’s 2026 event, NATM Members can secure
a 10’ x 10’ booth for $2,100, while non-members can book the same space for $4,200. Reach out to NATM Events Director Aileen Valido at Aileen.Valido@natm. com for more information and to secure your booth!
Sponsorship Opportunities: Make a Lasting Impact
Sponsors are the backbone of the NATM Convention & Trade Show, helping make this event bigger and better each year. Sponsorship opportunities range from $500 to $50,000, allowing every budget size to find a way to
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Photo by Austin James.
shine. Sponsors get a jumpstart on booth selection before other exhibitors and receive valuable visibility both at the event and through NATM’s digital platforms, including the website and mobile app. Sponsorship helps you stand out and drive traffic to your booth, so consider this opportunity to elevate your brand’s presence.
New Trailer Manufacturer Promotion: Special Perks for First-Timers
Are you new to the NATM Convention & Trade Show? Has it been more than five years since you last attended? You may qualify for NATM’s exclusive New Attendee Promotion! Eligible manufacturer companies will enjoy two complimentary full registrations, two spouse/partner registrations, and up to two complimentary hotel nights at the host hotel. With limited rooms available on a first-come, first-served basis, this is a fantastic opportunity for newcomers to get the full Convention experience. For more details and to secure your spot, contact Membership & Events Coordinator Catie Rutkowski at Catie.Rutkowski@natm.com and be sure to join the Convention email list for the latest updates.
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Photos by Austin James.
Hotel Information: Stay Close to the Action
NATM has arranged a comfortable and convenient stay at the Omni Fort Worth Hotel, directly across from the Fort Worth Convention Center. With a negotiated room block rate of $269 per night, the Omni provides an ideal blend of convenience and modern comfort. There is an additional room block at Fairfield Inn & Suites Fort Worth Downtown, available for $229 per night. Both options keep you close to the convention center and all the excitement of the 2026 show.
Questions? Contact Us!
For more information on booth selection, sponsorship opportunities, or general inquiries about the 2026
NATM Convention & Trade Show, reach out to NATM Events Director Aileen Valido at Aileen.Valido@natm. com. Don’t miss your chance to be part of this exciting event in Fort Worth! Visit www.NATM.com/Convention to stay updated on all things convention related.
Mark your calendars, pack your bags, and get ready to make 2026 a year to remember at NATM’s Convention & Trade Show in Fort Worth! NATM can’t wait to welcome you back to Texas. ■
Lunch and Legislation: Government Affairs Lunch & Learn
11 a.m. - 1:30 p.m.
Exhibitor Move In Noon – 6:00 p.m.
Workshop Session 2
2:00 p.m. – 3:45 p.m.
Technical Forum Session 2
2:00 p.m. – 3:45 p.m.
NATM PAC Reception**
3:50 p.m. – 4:30 p.m.
Newcomer Orientation & Reception
4:00 p.m. – 6:00 p.m.
President’s Reception
6:00 p.m. – 7:30 p.m.
**The PAC Reception may only be attended by NATM's "Restricted Class," which includes certain NATM employees, individual and other noncorporate NATM Members, and certain employees of corporate members with pre-approval.
Wednesday, February 25th
Registration
8:00 a.m. – 5 p.m.
Exhibitor Move-In
8:00 a.m. – 11:00 a.m.
Bacon & Brilliance: Association Update and Awards Brunch
CVP Failures and Trailer Technology Workshop 11:00 a.m. - Noon
Exhibitor Move Out Noon – 5:00 p.m.
Driving the Future of Trailers: Showcase Your New Components at the 2026 Display
By Aileen Valido, NATM Events Director
Innovation knows no bounds, and in the world of trailers, it’s the components that propel the industry forward. For the 2026 Convention & Trade Show, the National Association of Trailer Manufacturers (NATM) will spotlight the newest and most exciting developments in the light- and mediumduty industry in its Trailer Trends & Tech Showcase. This showcase offers NATM Trade Show exhibitors an additional opportunity to captivate prospective customers, expanding their reach beyond the limits 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 opportunity to introduce your new products to key industry leaders at the 2026 show in Fort Worth, Texas. 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. 5, 2025. 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 course of 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. 26, 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.
Criteria and Display
The Trailer Trends & Tech Showcase is only open to vendor exhibitors at the 2026 Convention & Trade
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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, 2023.
Participating exhibitors must bring their product to the show floor on Tuesday, Feb. 24, between 1:00 p.m. and 4:00 p.m., or ship the product to the warehouse addressed to NATM Show Management. The deadline to submit your product application is Dec. 5, 2025.
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 manufacturer 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. 26. It is optional to participate in the raffle and exhibitors in the Trailer Trends & Tech Showcase are able to choose whether they participate or not during the application process.
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.
Go to Page 62 for the 2026 Convention Developing Schedule.
If you have any questions about the 2026 Convention & Trade Show Trailer Trends & Tech Showcase, contact NATM Events Director Aileen Valido at Aileen. Valido@natm.com or call (785) 272-4433. ■
Big changes are sizzling for the 2026 National Association of Trailer Manufacturers (NATM) Convention in Fort Worth, Texas, and it all starts with brunch. These changes were developed collaboratively with the NATM Convention Committee, incorporating valuable feedback from the 2025 Convention Survey and insights from NATM Staff.
NATM is unveiling a bold new Wednesday morning event: Bacon & Brilliance: Association Update and Awards Brunch, proudly sponsored by Optronics. This dynamic opening session replaces the traditional early workshops with an NATM-focused experience that brings the community together over great food and meaningful updates on the Association’s success.
On the Menu:
› State of the Association Address
› Annual Membership Awards
› Exciting Video Updates on Programming such as the NATM Academy, National Safe Trailering
Council (NSTC), and Trailer Safety Week
› And, yes—bacon and other brunch favorites galore!
This Wednesday brunch will replace the “Lunch with Exhibitors” boxed lunches on the Trade Show floor, but concession stands will be available. After brunch, the momentum continues as attendees head straight into the exhibit hall for the Trade Show, ensuring strong foot traffic from the moment the doors open.
New: Tuesday’s Government Affairs Lunch & Learn
Also new for 2026: Tuesday’s Awards Lunch and Keynote Speaker will instead evolve into a Government Affairs Lunch & Learn with NATM’s government affairs representatives K&L Gates offering valuable insight into legislative and regulatory developments shaping our industry, alongside food and networking.
Stay tuned for more exciting updates to come at www.NATM.com/Convention. ■
Reserve Your 2026 Convention Booth Today
By Aileen Valido, NATM Events Director
Booth sales for the National Association of Trailer Manufacturers (NATM) 2026 Convention & Trade Show at the Fort Worth Convention Center, Feb. 23-26, are now open to all — NATM has already gone through all the phased selections! With 69% of the space already reserved, it’s a great time to jump in and choose your spot using Map Your Show’s easy online booth selection tool.
This event is the perfect opportunity for light- and medium-duty trailer manufacturers, suppliers, and service providers to connect, showcase their
latest products, and explore new innovations. Booths are $2,100 for NATM Members and $4,200 for non-members, including two complimentary booth worker registrations.
Stay tuned for hotel block details in Fort Worth — don’t miss your chance to be part of this exciting industry gathering!
If you have any questions about the 2026 Convention & Trade Show booth sales, contact NATM Events Director Aileen Valido at Aileen.Valido@natm. com or call (785) 272-4433. ■
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Maximize Your Impact: Sponsor the NATM Convention Today
By Aileen Valido, NATM Events Director
As a not-for-profit 501(c) (6), the National Association of Trailer Manufacturers (NATM) relies on the annual Convention & Trade Show to fund 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, the establishment of the NATM Academy training program, and nationwide Trailer Safety Week efforts. The money generated from the annual Convention is used to improve trailer safety across the nation, and it is thanks to the support of sponsors that NATM is able to offset costs for the Association, attendees, and ultimately the industry at large.
Not only does sponsoring provide exceptional brand exposure and visibility within the light- and medium-duty trailer manufacturing realm, but it also demonstrates your commitment to the industry. For those looking to reach industry decision-makers, this is the event to create a buzz!
Sponsorships for the 2026 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, 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 2026 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.
You can find the full 2026 Sponsorship Brochure at www. NATM.com/Sponsor. New this year, exhibitors can select their sponsorships when selecting their booths!
For all Trade Show or sponsorship questions, please contact NATM Events Director Aileen Valido for more information at (785) 272-4433 or Aileen.Valido@natm.com.
NATM looks forward to seeing you all in Fort Worth! ■
Dealer-Led Learning: Behind the Scenes of NATM Academy Course Development
By Ginger Baker-Sanhueza, NATM Programming Director
When the NATM Academy launched in February 2025, it marked a major milestone for the National Association of Trailer Manufacturers’ (NATM) mission to help educate the trailer industry—but for NATM’s Dealer Affiliates, it was just the beginning.
Did you know that NATM has a dedicated subcommittee of dealer affiliates who help vet NATM Academy courses, educational articles, and blog content? This ad hoc committee plays a key role in ensuring that the Academy’s offerings are relevant, practical, and directly applicable to dealership operations.
The committee includes:
› Denise Scholle – Co-Owner, The Trailer Guy, LLC
› Phil Rauch – Owner, Sancrest
upcoming course, Trailer Electrical Wiring: Installation & Troubleshooting. Launching in 2026, this course was designed for trailer technicians looking to enhance their skills in diagnosing, repairing, and installing electrical systems on light- and medium-duty trailers.
› Chris Lago – CEO, All American Trailer Connection, Inc.
These dealer leaders have not only reviewed content—they’ve actively helped develop it. From course outlines to final reviews, their real-world insight ensures that NATM Academy offerings meet the needs of technicians working in the field every day.
One exciting example of this collaboration is the
Participants will learn how to properly route wires, understand color coding systems, and apply best practices for securing and protecting connections.
The course tackles common failures such as faulty grounds, corroded connectors, and voltage drop—offering hands-on troubleshooting scenarios with real-world context. Learners will also learn about the use of multimeters, breakaway systems, and see wiring diagrams to ensure safe and efficient trailer operation.
Best of all, this course was developed with expert input from NATM Dealer Affiliates who own and operate trailer repair shops. That means what you’ll learn is tested, proven, and built by dealers—for dealers.
Have a course idea or want to get involved? Reach out to NATM Programming Director Ginger Baker-Sanhueza at ginger.bakersanhueza@natm.com Stay tuned for more NATM Academy courses built with your business in mind. ■
Level Up Your Dealership: NATM Academy Offers On-Demand Training for Trailer Dealers
By Ginger Baker-Sanhueza, NATM Programming Director
As a dealer, your National Association of Trailer Manufacturers (NATM) affiliateship comes with powerful tools to grow your business and strengthen your team—one of the most valuable being access to the NATM Academy.
The NATM Academy was created to support the entire trailer industry, and now, NATM is making sure dealers get the focused training they need to succeed. Whether you’re a single-location business or a multi-store operation, the NATM Academy has courses to sharpen your skills, boost your team’s knowledge, and help your dealership run more efficiently.
Courses Designed with Dealers in Mind
HR & Leadership Training
Don’t have a full-time HR person on staff? You’re not alone. That’s why courses like “Getting Started in Human Resources,” “How to Attract & Retain Top Talent,” and “Managing a Customer Service Team” were created. These are made for growing businesses like yours.
Sales & Marketing Essentials
Explore courses on digital marketing strategies, upselling best practices, and branding for trailer dealers. Whether you’re launching a new campaign or improving your website, these lessons can help you convert more leads and close more sales.
Trailer Fundamentals for Technicians
Train new team members quickly with the beginner-
friendly course on trailer components, safety, and routine maintenance. This is a perfect onboarding tool for service techs or sales staff who are new to the industry.
Safety & Compliance
Ensure your team knows how to stay safe on the job and understands key compliance requirements. Courses include modules over welding safety, OSHA awareness, and federal trailer regulations that matter to both manufacturers and dealers.
More Than Just Training—It’s an Affiliate Benefit
Dealer Affiliates receive exclusive access to the NATM Academy at no additional cost. These on-demand courses are part of your affiliateship, giving you flexible, professional development whenever you need it.
Whether you want to strengthen your service department, streamline your operations, or improve the customer experience, the NATM Academy has the tools to help you do it.
Ready to get started?
Go to www.natm.com/academy to explore the full catalog. Not sure where to begin? Email academy@natm.com for help signing up. ■
Explaining Gross Vehicle Weight Ratings to Customers
By NATM Staff
Dealers should educate their customers on the importance of understanding a trailer’s gross vehicle weight rating (GVWR) and tow vehicle towing capacity. All too often, customers are not familiar with what trailer GVWR or cargo capacity means. Nor are they familiar with what this will require from their tow vehicle in terms of its towing capacity. This lack of information can lead to dissatisfaction if customers fail to complete necessary research before the purchase of the trailer, or if the trailer dealer personnel fails to ask the correct questions to ensure their customer is selecting a trailer that meets their needs and legal requirements.
First, the tow vehicle must be analyzed. What is the model of the customer’s pickup truck, SUV, minivan, or car? All vehicles capable of towing have owner’s manuals with maximum rated towing capacities. What often gets overlooked is “maximum” in this context, which truly means maximum. For example, if a customer has a tow vehicle with a towing maximum capacity of 7,000 lbs., they may not want a 7,000 lbs. GVWR trailer. The customer needs to take into serious consideration the fact that they will be at maximum capacity. Even without accidentally overloading the trailer, the tow vehicle will be working at its maximum capacity and not handle as well. As a result, they could find that their tow vehicle does not have enough
power to merge with traffic on interstate on-ramps, to pass other vehicles, or to climb long hills and mountains. Trailer customers end up dissatisfied if they have purchased too much trailer for their tow vehicle. Unfortunately, simply purchasing a larger tow vehicle with a larger towing capacity is not an affordable solution to this problem and preventative measures by the dealer are the best route to customer satisfaction.
Dealers should ask the customer what their intended tow vehicle will be and if they are committed to that tow vehicle for the next few months, the next few years, or just the next few minutes. The customer could be vehicle shopping at the same time they are trailer shopping or may be willing to upgrade in the near future. From there, the trailer dealer can assist the customer in choosing a trailer that their current tow vehicle can handle. Or, in the event that the customer is in the market for a new tow vehicle, dealers can advise customers to purchase a certain category of tow vehicle that meets or exceeds a certain towing capacity threshold. It is a crucial conversation to have at the point of sale as many customers think their tow vehicle will perform adequately towing a certain model of trailer, only to find out too late that they should have either purchased a smaller trailer or upgraded their tow vehicle to handle the larger trailer model.
After the tow vehicle conversation, the topic can turn more specifically to the trailer. Dealers should make sure customers understand that the combination of the shipping weight of the trailer plus the trailer’s cargo capacity should never exceed the trailer’s GVWR listed on its VIN. The shipping weight information can be found on the manufacturer’s certificate of origin (MCO), while the cargo capacity is often listed on the trailer’s tire placard. If there is no placard, it may be because a trailer over 10,000 lbs. is not federally required to have one. Refer to the owner’s manual for that case.
For example, if a trailer’s GVWR is 7,000 lbs., the customer’s tow vehicle should have a towing capacity that is 7,000 lbs. or preferably more. It is also crucial that the customer not overload the trailer. If the trailer itself weighs 2,700 lbs., the customer should never put more than 4,300 lbs. of cargo in it, because 2,700 lbs. plus 4,300 lbs. equals 7,000 lbs. GVWR, which the trailer should never exceed.
Another critical dealer/customer conversation is what cargo the customer intends to tow. If the customer plans to haul a rock crawler SUV and camping gear that adds up to 5,500 lbs. in the example above, they cannot safely do that with the same
trailer. The calculation for this example is the combination of the trailer weight of 2,700 lbs. plus the cargo of 5,500 lbs., which equals 8,200 lbs. This means the trailer’s GVWR would need to be 8,200. But, because the GVWR of this trailer is 7,000 lbs., this customer has overloaded their trailer by 1,200 lbs.
If the customer tells the dealer in this example that they intend to haul an estimated 5,500 lbs. of cargo, the dealer needs to explain to the customer that they should purchase a larger trailer with a higher cargo capacity. If the customer says their tow vehicle cannot haul a larger trailer, then the trailer dealer needs to explain to the customer they need both a larger tow vehicle with a higher towing capacity and a larger trailer with a higher cargo capacity. If this is not possible, the customer needs to find a way to haul significantly less cargo. The customer might be disappointed upon learning this, but later they will be
De-Rating Trailer Gross Vehicle Weight Ratings
Prepared by former NATM legal council
The National Association of Trailer Manufacturers (NATM) receives questions from trailer manufacturers regarding whether and under what conditions they should re-rate – usually de-rate – the Gross Vehicle Weight Ratings (GVWRs) of their trailers once assigned and those assigned numbers are embedded into the trailers’ VIN tags. This re-rating quandary typically arises in the context of responding to competitive pressures – a manufacturer’s dealer or that dealer’s customer requests, as a condition of purchase, that the trailer’s preassigned GVWR be de-rated for one or more reasons.
Before addressing de-rating in this article, it must be stated that NATM has no established policy on de-rating or re-rating trailers. NATM takes the position that whether a manufacturer should engage in this practice and offer re-rating as a service is a matter of individual choice. Below are some of the considerations a trailer manufacturer may want to weigh when deciding whether to de-rate in any particular instance.
As a general proposition, de-rating is not per se illegal, but it may pose certain liability risks for the manufacturer and dealer, depending upon the circumstances. In assessing those risks, the manufacturer will want to weigh the obvious “pros” against the foreseeable “cons.” Obvious benefits of de-rating include gaining a competitive edge: satisfying customer and/or dealer demand and meeting the “competition” that offers de-rating.
In analyzing those pros and cons, it is important to break down the act of re-rating into two distinct categories, dependent upon when the act occurs, before or after first retail sale, a timing-based distinction. Before the first retail sale, the National Highway Traffic Safety Administration (NHTSA) has jurisdiction over trailer safety and GVWR assignments. It defines GVWR as the “value specified by the [vehicle] manufacturer as the loaded weight of a single vehicle.” In essence, NHTSA leaves it up to the manufacturer to rate its trailers. Under NHTSA’s regulations, only a trailer’s original manufacturer, final-stage manufacturer, and alterer* may assign or modify (i.e., re-rate) a trailer’s GVWR (*NHTSA
defines an “alterer” as a person who, prior to first retail sale, “alters by addition, substitution, or removal of components of a certified vehicle (other than readily attachable components)”. That re-rating must occur prior to the first retail sale. NHTSA, in official letters of interpretation, takes the position that the GVWR of a trailer, as assigned at the time of first retail sale, is that trailer’s GVWR “for life” unless assigned in error (a miscalculation or typo) in which case it may be corrected.
After first retail sale, NHTSA’s jurisdiction ceases, and those now “used” trailers come under the jurisdiction of the Federal Motor Carrier Safety Administration (FMCSA). The FMCSA has no regulations on its books dealing with GVWRs or their re-ratings. It has, however, unofficially indicated it is not concerned, as a safety regulator, about re-rating or de-rating.
Other government entities with regulatory authority could impact a trailer manufacturer’s plan to de-rate GVWRs. State departments of motor vehicles (or whatever they may be called in your state) may have adopted rules, regulations, or laws warranting your careful review before re-rating “used” trailers. States possess substantial powers to regulate used motor vehicles, and several individual states have laws on the books addressing GVWRs as well as VINs and manufacturer statements of origin (MSOs). The applicable state laws must be examined carefully, and not just those of the states where the trailer is manufactured or where the de-rating occurs, but also the states where the trailer’s owner will be based and where the trailer will be registered and primarily operated. Those laws will vary from state to state.
In, the U.S. Internal Revenue Service (through IRS’s enforcement of the Federal Excise Tax) publishes rules potentially affecting trailer de-rating practices. The IRS imposes a 12 percent federal excise tax (FET) on the sale of new “heavy” trailers, those with GVWRs in excess of 26,000 lbs. The IRS accepts the GVWR
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listed on the trailer’s MSO (or MCO) as its GVWR for purposes of FET assessment, subject to certain IRS “rules.” Those IRS “rules” require the GVWR be the maximum total weight of the loaded trailer, taking into account, among other factors, (1) its chassis frame strength, axle capacity and placement, and (2) the GVWR the manufacturer specified at the time the trailer required no additional manufacturing. While the IRS has no regulations governing re-rating, it will disallow a de-rating that sets the new GVWR below 26,000 lbs if the IRS concludes that this lower GVWR violates the IRS “rule” on setting GVWRs.
The principal “con” to de-rating is the potential liability exposure facing the trailer manufacturer and perhaps the dealer. It is tied to the primary purpose driving the specific request for de-rating, often intended to circumvent legal requirements. Here is a non-inclusive list of typical reasons, some to benefit the trailer owner, some the manufacturer:
› to avoid federal heavy-vehicle excise tax (reduce below 26,000 lbs)
› to avoid keeping drivers’ logs (reduce below 10,000 lbs)
› to justify not attaching rear underride guards (reduce below 10,000 lbs)
› to avoid state laws requiring brakes
› to correct VIN/certification tag error (in computation or a typo)
The potential liability, arising in some instances when derating occurs, is more acute when the de-rating follows the initial retail sale. Below is a list of just some areas of liability exposure for the trailer manufacturer or whoever approves and/or carries out the de-rating:
› violation of state laws on re-rating GVWRs
› conflict with original GVWR listed on MSO/MCOs
› conflict with original GVWR listed on VIN tags
› conflict with IRS rules governing FET GVWR computation
› product liability under common law from excessive de-rating (e.g. 45,000 lbs to 25,500 lbs) when the intent is to circumvent CDL, FMVSS 224, drivers’ logs, or state brake requirements
To minimize those risks, the prudent manufacturer would be well advised to furnish the trailer owner requesting derating a disclaimer and require (or at least request) the owner to enter into a hold-harmless agreement as a condition to de-rating. The greater the risk of liability, the greater the need for a disclaimer and hold-harmless agreement.
Your analysis of whether to de-rate becomes easier if you start by differentiating between two distinct categories of de-rating, one based upon timing (pre-sale vs. post-
sale) and one based upon size thresholds (26,000 lbs vs. 10,000 lbs). Here, for example, is one analytical approach to de-rating that factors in purpose and risk:
Pre-sale:
› NHTSA has jurisdiction
› only manufacturer (original or finalstage) and alterer may de-rate
› arguably may delegate de-rating to dealer (but have to issue new MSO)
› unlimited freedom (from regulatory constraints) to de-rate
› ensure GVWR on VIN lines up with new de-rated GVWR
Post-sale:
› FMCSA and states have jurisdiction, but FMCSA is silent
› some states regulate changes in GVWR, VINs, and MSOs
› state law where trailer is registered governs
› must take into account product liability exposure of manufacturer/dealer
Medium-duty trailers (26,000 lbs GVWR or less)
› when de-rating, manufacturer/dealer should assist owner to correct VIN, MSO, and registration documents (if any) in accordance with state law
› GVWR, as de-rated, must comply with IRS guidelines (no issue if FET already paid on original GVWR)
› liability exposure (of manufacturer/dealer) increases as magnitude of de-rating below 26,000 lbs increases, especially when driver lacks CDL
Light-duty trailers (10,000 lbs GVWR or less)
› when de-rating, manufacturer/dealer should assist owner to correct VIN, MSO, and registration documents (if any) in accordance with state law
› significant liability exposure for manufacturer/dealer if trailer lacks brakes otherwise required under state law or lacks (or has had removed) rear underride impact guards
While the focus of this article is on de-rating, substantially increasing the trailer’s assigned GVWR is a form of re-rating also posing significant liability risk. For example, re-rating an 8,000 lbs GVWR trailer to 10,000 lbs could spell trouble when the trailer’s axles, tires, coupler, safety chains, and frame or structure have ratings suitable for transporting 8,000 lbs, but not 10,000 lbs. It artificially inflates the cargo carrying capacity of the trailer, stressing the running gear and frame/structure of the trailer when loaded to capacity, especially if the owner does not load the trailer properly. Also, unless corrected, the original MSO may misstate the trailer’s tire weight. For more information, contact NATM Technical Director Scott Crimmins at Scott.Crimmins@natm.com or call (785) 272-4433. ■
NATM Dives into Performance-Based Brake Testers
By Scott Crimmins, NATM Technical Director
Last fall, a customer of a National Association of Trailer Manufacturers (NATM) trailer manufacturing member was traveling in Kansas pulling a commercial trailer. The customer was subjected to a field test on the trailer’s braking performance by a Kansas Highway Patrol Motor Carrier Safety Division Officer. The test was administered by a portable unit called a Performance-Based Brake Tester, or PBBT. Unfortunately for the driver, the trailer had one brake with insufficient performance, and the driver received a $150 citation. Fortunately, though, that wheel was the only one, so he was not given a complete out-ofservice (OOS) violation. The officer simply had the driver increase the trailer gain from 8 to 10 on the tow vehicle trailer brake controller before he left the inspection site.
If you have not heard of PBBT before, you are not alone. Recognizing there was a need to better inform members, NATM invited Lt. Joe Green from the Kansas Highway Patrol to discuss more about it at the Jan. 23, 2025, Technology Committee meeting.
In 2006, the Commercial Vehicle Safety Alliance (CVSA) and the Federal Motor Carrier Safety Administration (FMCSA) started a discussion on how to fit PBBT into federal regulations, Green says. In 2007, one regulation was adopted, and on April 1, 2008, PBBT results were added to meet other out-of-service criteria used by law enforcement. The machines themselves have been around for about 90 years with almost 150,000 in use worldwide today.
A PBBT “is a device that can assess vehicle braking capability through quantitative measure of individual wheel brake forces or overall vehicle brake performance in a controlled test.” The roller-dyno is the only PBBT (fixed or portable) available for law enforcement use. Calibrated rollers that slowly rotate each wheel end independently with the driver gradually applying the brakes to a full application while remaining stationary is the basic concept. The portable PBBT devices are the versatile tools for roadside enforcement.
The PBBT starts assessing braking capability when the dynamometer rollers impose rotational motion to the vehicle wheel. With the brakes off, the force to rotate the wheel is measured. This measurement is called rolling resistance.
Then the brakes are slowly applied to gradually resist the roller rotation, brake forces and wheel end weights are then measured dynamically. The test concludes when the wheel begins slipping on the roller. The “slip” is captured by a third, smaller speed sensor roller, positioned between the two, larger, dynamometer rollers on the PBBT. As a result, PBBT’s can identify low friction between the brake pad and drum/ disc, inadequate contact area between the pad and drum/ disc, and a low force pressing the pad against drum/disc.
To pass the test, the brake must achieve a minimum performance score of 43.5% per the FMCSR 393.52 (d) table. The formula to determine the percentage is below:
100 X Total Braking Force = % Braking Performance Gross Vehicle Weight (GVW)
GVW for PBBT purposes is the sum of the dynamic wheel loads measured for the test and may or may not be equivalent to the static weight used for other enforcement purposes.
In the case referenced at the beginning, the reason that the driver could continue was the overall braking performance for the trailer measured better than 43.5%. Individual weak, or inoperative brakes will not trigger an OOS violation. An OOS uses the overall braking performance as the determiner.
Currently, there are over 700 inspections annually within the 18 jurisdictions using the PBBT. Light- and medium-duty trailers may be tested more often to meet quotas because they are seen as a “fast inspection.” With that in mind, PBBT testing is limited to commercial vehicles only. However, some drivers aren’t aware they are considered a commercial vehicle and are surprised when subjected to a PBBT as part of a “check lane” review, like what is allowed in Kansas. With more states looking to adopt PBBT, it will not replace a visual inspection but supplement it.
A live demonstration of the PBBT will take place during NATM’s Trailer Expo in Oklahoma City on the morning of Wednesday, Sept. 17. The demonstration can be found in the Tow and Tell Demo lounge in the Expo Hall and will be led by an Oklahoma Highway Patrol Motor Carrier Safety Division Officer. For more information about the educational lineup, visit the NATM Trailer Expo schedule at trailerexpo.com/developing-agenda. ■
New for Dealers: NATM Launches Exclusive Webinars in 2026
By Ginger Baker-Sanhueza, NATM Programming Director
Running a successful trailer dealership requires more than just great inventory—it takes smart systems, streamlined processes, and marketing that delivers results. That’s why the National Association of Trailer Manufacturers (NATM) is launching a new member benefit just for Dealer Affiliates: exclusive webinars in 2026 focused entirely on dealership operations and business success.
These new webinars will be in addition to NATM’s quarterly industry-wide webinars, and they’re designed with one goal in mind: to help dealer members sharpen their competitive edge.
Upcoming Topics Include:
› Choosing the Right DMS & CRM Tools Understand how dealership management systems and customer relationship management software can streamline your operations, improve customer tracking, and boost your bottom line.
› Clicks That Convert: Website Optimization Strategies Learn how to manage your website, create effective calls to action, and ensure your digital presence drives real-world sales.
› Software Solutions That Work for Trailer Dealerships From lead management platforms to inventory
syncing tools, we’ll highlight systems that help you work smarter, not harder.
Each session will feature experts who know the challenges you face and offer practical, realworld strategies you can apply immediately.
Why Webinars?
These sessions are free for NATM Dealer Affiliates, delivered virtually, and designed to fit your busy schedule. Whether you’re at your desk or on the go, you can tap into expert advice without leaving the lot. Attendees can also participate in live Q&A to get answers to their most pressing questions.
Stay Informed. Stay Ahead.
NATM is committed to helping its Dealer Affiliates succeed—and that means offering timely, practical education tailored to the realities of running a dealership. Watch for registration announcements and upcoming topics at www.natm.com/events.
Have an idea for a webinar topic or a challenge you’d like addressed? Contact NATM Programming Director Ginger Baker-Sanhueza at ginger.bakersanhueza@ natm.com—we’d love to hear from you. ■
Brush up on Dealership Tire Record Keeping Requirements
By Scott Crimmins, NATM Technical Director
The National Association of Trailer Manufacturers (NATM) knows there’s a lot of information out there about manufacturer requirements. Those requirements are just as important once they’re transferred to dealers. The Department of Transportation’s regulations relating to tire recordkeeping can be found in 49 CFR §574.8 through 574.10. These recordkeeping requirements will impact dealers whether or not manufacturers are shipping trailers with tires attached to the trailer or with tires unattached. Additionally, trailer dealers should be provided with a TIN form/card that can be given to end-users and mailed back to the tire manufacturer with relevant TIN information for the tires attached to the end user’s trailer.
Where to Locate a TIN on a Tire
Selling or Shipping Trailers with Tires Attached
For trailer dealers who are selling trailers with tires attached by their manufacturers directly to consumers, federal regulation requires a method to be in place to match trailer VIN information to the corresponding TINs of the tires that are attached to the trailer. The graphic above can assist with locating the TIN for tires attached to the trailer.
Once the TINs have been located, trailer dealers will be required to record this data, either in digital or paper copy to ensure the dealer has access to those records. The intent of these recordkeeping requirements is to ensure that trailer dealers can assist in locating tires in the event of a recall.
Shipping Trailers without Tires Attached
For dealers who are receiving trailers from manufacturers without tires attached, a system will still need to be in place to track the specific TINs that are being attached to each trailer. In this scenario the trailer dealer is responsible for attaching tires to trailers, so there needs to be a recordkeeping system in place to track what tires are being attached to which trailers.
TIN Forms from Tire Distributors
Under the Department of Transportation regulations, a trailer dealer should be receiving a TIN form from their manufacturer’s tire distributors. This is referring to a TIN form or card that can be mailed back to the tire manufacturer for each trailer purchased. If the tire manufacturer is not providing the TIN form or card, the trailer dealer can either request the form/card from the tire manufacturer, or generate a form of their own that captures the same information. Either method can be used so that the trailer dealer can fulfill its tire recordkeeping obligation.
One of three methods must be used for completing TIN forms and providing them back to the trailer dealer’s tire manufacturer:
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1. At the time of sale, a pre-completed TIN form must be provided to the purchaser with the TINs for each tire attached to the trailer, the form must have the dealer’s name and street address for identification purposes of the tire manufacturer;
2. At the time of sale, the member can gather the purchaser’s name and address, the TINs for each tire attached to the trailer, and also the dealer’s name and street address for identification purposes of the tire manufacturer. After the TIN form is completed, the dealer will ship this back to the tire manufacturer under this option; or
3. The dealer may electronically transmit the following information on tire registration by any means authorized by the tire manufacturer, the information must include the purchaser’s name and address, the TINs for each tire attached to the trailer, and the member’s name and street address for identification purposes of the tire manufacturer.
NATM strives to provide resources that trailer dealers want and need. If you have ideas or suggestions, you can contact the NATM Programming Director Ginger BakerSanhueza Ginger.BakerSanhueza@natm.com. ■
Sustainability Corner
Creating Environmental Wins at Your Dealership
Submitted by Shapiro
With our first article on sustainability in Tracks Magazine, our team had to shift our thought process from manufacturing to what dealerships can do to achieve sustainability. The truth is that it’s not that different.
When Shapiro talks about sustainability, it’s often alongside conversations around a company that manufactures something. What we found is that the principles of each go hand-in-hand. Limit waste and rework; use only what is necessary. Doing things the right way saves money in the long run, and the list goes on. Sustainability is simply using only what you need to ensure there’s enough for tomorrow and beyond. Controlling your inputs and outputs is the same concept.
With the September/October issue focusing on the dealer side of the industry, how can we take the same approach to sustainability when there’s minimal manufacturing at the dealer level? There’s more that can be done than you might think. There are always certain things that should be done to improve your environmental impact, whether that’s on a factory floor, in your business, or at your house. Beyond the basics are ideas that can help with long-term expenses, even if they involve some upfront costs.
Let’s start at the beginning. Do you recycle at your dealership? If you do, it could be a municipal singlestream, or it could be on a larger scale. Anything you’re throwing in the trash that could be recycled is a cost that, in many cases, has a value. Most communities are trying to strengthen their recycling efforts. If you don’t have a program already, consider what options may be available.
Once your recycling is in order, it’s time to ask how you are managing your waste stream. If you have a front-load dumpster or an open-top roll-off, look at your bill. If you’re on a schedule, check your weights and see if you can reduce the frequency to achieve an optimized weight. If you don’t have reported weights, you can easily do a visual audit. While the contents are still being sent to the landfill, you are saving on costs, and the amount of transportation is reduced, thereby lowering the program’s carbon footprint.
When you walk into the office or on the sales floor, what do you see? What do you feel? If you have a climate-controlled
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office, when was the last time you had your HVAC system serviced? If it’s older, tax credits and grants are available through the Inflation Reduction Act of 2022 to help replace it with a more efficient model. If you have an inefficient unit, the amount of power it’s using is impactful.
Examining your lights is another effective way to reduce your energy consumption. Are there alternative bulbs or fixtures that would be more efficient? These small changes can be quickly seen in a lower utility bill. LEED certification is available for existing buildings, providing a standardized process for steps and a designation for your building afterward. LEED accreditation will also increase the building’s value while lowering insurance premiums www.usgbc.org/leed/rating-systems/existing-buildings.
When discussing the building and consumption aspects of your
After identifying opportunities for improvement within your business, consider how to incorporate sustainability into the products you sell. Have you ever considered the environmental impact of the freight used to deliver your trailers from a sustainability perspective? From maximizing shipments to reducing the impact on freight to alternative-fuel vehicles, there may be more opportunities than it seems at first glance.
What about the trailers you’re selling? Is one model better than another from an aerodynamic design? Does one have more recycled content than another? If sustainability is important to you, it will be important to your suppliers and your customers. They may be doing more than you know. If not, it’s a great time to start a discussion. It might not happen overnight, but change has a way of accelerating once momentum begins to build.
At Shapiro, our biggest wins with clients are almost always with a story that people understand and want to be a part of. Helping our clients tell their stories is one of my favorite parts of what I do. If you want to make changes, big or
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The GPS Advantage for Trailer Dealerships: Secure Your Lot, Boost Your Sales
Submitted by LandAirSea
While a layperson may lump a trailer dealership in with car lots or tractor supply companies, you know it’s very different if you’re in this business. For one thing, your inventory isn’t easily stored, and that’s just the beginning of the logistical hurdles you face. From the constant concern of theft to audits and trying to stand out from the competition, the trailer business is very demanding.
Most people expect that technology will help in this day and age. They’re right, but the most versatile and useful tech might be the one you least expect: GPS. The right tracking devices from a partner experienced in the trailer industry can give you a significant advantage. Here’s how GPS can help secure your lot, streamline operations, and ultimately, boost your sales.
Streamlining Inventory and Lot Control: Know Where Every Trailer Is, Instantly
How much time do your employees spend locating a specific trailer for a customer or during an inventory audit? What happens when a trailer is moved for cleaning or maintenance, and its new location hasn’t been updated in your system yet? Trailer dealers often cite inventory and lot control as their biggest weaknesses. When errors creep into these processes, they can consume a significant amount of employee time or even result in lost sales.
Now, imagine you can instantly locate any trailer in your inventory at any time, right from your phone. That’s what LandAirSea offers with its mobile app for iOS and Android devices. With the app, all GPS trackers attached to your trailers are visible on a map.
Suddenly, the guesswork is eliminated. Any authorized dealership employee can open the app and quickly find what they’re looking for — a much more streamlined approach to inventory and lot control compared to traditional systems.
Securing High-Value Assets: The First Line of Defense Against Theft
There’s no two ways about it: trailers are prone to theft. There’s not much you can do to secure these high-value assets without using cumbersome chains, locks, and alarm systems. At least there wasn’t much you could do before GPS. The right devices offer more than navigation instructions or simple location tracking; they’re actually powerful anti-theft devices.
The LandAirSea 54 is a compact and discreet GPS tracker that can be easily concealed on any trailer. If a trailer is stolen (or just moved without authorization, the 54 can send an alert,
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Photo provided by LandAirSea.
which your team receives as a phone notification from the LandAirSea app. If the unthinkable does happen and thieves make off with a trailer, the 54’s real-time tracking capabilities allow you and law enforcement to pinpoint its location quickly.
Geofencing is another powerful feature that allows you to set virtual boundaries on a map and receive alerts when your trailers enter or exit those areas. The old-school methods of securing trailers can’t compete with these capabilities.
Standing Out in a Crowded Market: Adding Tangible Value for Customers
From a customer-facing perspective, perhaps the biggest challenge trailer dealerships face is standing out amongst their competitors. Customers might initially perceive little difference from brand to brand, dealership to dealership. For convenience’s sake, they may choose to visit the dealer closest to them with inventory on hand. You can provide a fully optimized customer experience.
The operational efficiencies gained through LandAirSea GPS technology can translate directly into tangible value for your customers. Imagine a potential buyer arrives at your dealership with a specific trailer model in mind. Instead of your sales team embarking on a lengthy search across a vast lot, they can use the LandAirSea app to locate the exact unit
in seconds. This swift, professional service immediately demonstrates respect for your customers and their time.
By optimizing the rest of your internal processes with GPS technology, you create a smoother, more professional, and ultimately more satisfying customer journey.
Why LandAirSea is the Go-to GPS Provider for Dealers
Now you know the value GPS can offer your trailer dealership. However, it’s important to remember that not all GPS tracking devices are cut from the same cloth. Some are very small and inexpensive, but they’re meant for keeping tabs on personal items. Others are pricier, purpose-built devices aimed at specific industries. LandAirSea, on the other hand, has a long history of partnering with trailer dealerships, manufacturers, and other businesses.
LandAirSea offers a diverse range of GPS tracking devices, each one ideal for various applications. For instance, the compact LandAirSea 54 is ideal for covert security, while the Sync OBD-II tracker helps you keep track of inventory movements from the warehouse to the showroom floor.
Regardless of your chosen device, the intuitive LandAirSea app provides a wealth of historical data for inventory audits and other record-keeping needs. To learn more about our product range for trailer dealerships and our feature-rich software platform, visit the LandAirSea product catalog today. ■
Top 10 Most Frequently Cited Standards
1. Fall Protection, general requirements (29 CFR 1926.501)
2. Hazard Communication, general industry (29 CFR 1910.1200)
3. Control of Hazardous Energy (lockout/tagout), general industry (29 CFR 1910.147)
4. Ladders, construction (29 CFR 1926.1053)
5. Respiratory Protection, general industry (29 CFR 1910.134)
6. Powered Industrial Trucks, general industry (29 CFR 1910.178)
7. Fall Protection Training, construction (29 CFR 1926.503)
8. Scaffolding, construction (29 CFR 1926.451)
9. Eye and Face Protection, construction (29 CFR 1926.102)
10. Machine Guarding, general industry (29 CFR 1910.212)
Information compiled by the Occupational Safety and Health Administration (OSHA)
The National Association of Trailer Manufacturers’ (NATM) Mission is to promote trailer safety and the success of the trailer manufacturing industry through education and advocacy. The more you know, the safer you can be.
The following is a list of the top 10 most frequently cited standards following inspections of worksites by federal OSHA for all industries. OSHA publishes the list to alert employers about these commonly cited standards so they can take steps to find and fix recognized hazards addressed in these and other standards before OSHA shows up. Workers suffer preventable injuries, illnesses, and deaths related to the hazards addressed in these standards. Data is from Fiscal Year 2024 (Oct. 1, 2023, to Sept. 30, 2024). ■
NATM Celebrates Highest Membership Renewal Year
By Kevin Sander, NATM Membership Specialist
For any association, member retention is the name of the game. It’s difficult to grow your membership if current members aren’t sticking around year over year. This makes the National Association of Trailer Manufacturers (NATM) especially thrilled to share that 2025 share the most single year membership renewals to date!
NATM membership renewals have fueled growth over the past several years. From 2020 to 2022, membership renewals held steady. The COVID-19 pandemic didn’t cause a major slump in renewals, nor did it create a huge spike either. However, from 2023 to 2025, renewals began a steady
uptick. There were 907 renewals in 2023 followed by 955 in 2024. That is an increase of 5.3% in just one year! The Association ended 2025 with a record 975 renewals, making it the largest number of membership renewals ever!
What these numbers really indicate is that members see the value of being a part of NATM. The Association is truly grateful to serve each member. Whether you have been a part of NATM since the very beginning or just joined this past year, thank you for making the light- and medium-duty trailer industry a more cohesive and safer industry. Join NATM in the goal to eclipse 1,000 renewals in 2026! ■
Ginger Baker-Sanhueza Named NATM’s First Programming Director
The National Association of Trailer Manufacturers (NATM) is proud to announce the promotion of Ginger Baker-Sanhueza to the newly created role of Programming Director.
Baker-Sanhueza first joined NATM in April 2023 as the Association’s inaugural Education Director, where she played a pivotal role in expanding NATM’s educational offerings for our members. Her most notable achievement to date has been building and launching the NATM Academy, which debuted in February 2025 with over 20 courses. The NATM Academy continues to grow and remains a symbol of the Association’s commitment to trailer safety and professional development across the industry.
In her new role as Programming Director, BakerSanhueza will oversee all educational programming across NATM—expanding her focus from manufacturers to include dealers and the industry at large. This expanded responsibility includes managing NATM’s Dealer Affiliate program, directing webinars and digital resources, leading the development of new dealerspecific content, and coordinating programming for NATM events, including the Association’s first Trailer Expo held in Oklahoma City this September.
As the new staff liaison to the NATM Dealer Committee, Baker-Sanhueza is actively working with members and the NATM Dealer Team to build out the Dealer Affiliate Program and ensure NATM is meeting the unique needs of trailer dealers. The Committee’s current goals include developing expanded member benefits, reviewing and advising on NATM Academy course offerings, increasing engagement among current dealer affiliates, and serving as ambassadors for NATM across the industry.
“I’m excited to take on this new role because it allows me to continue growing professionally while leveraging
a variety of skillsets—from education and leadership to communication and content development,” said Baker-Sanhueza. “NATM has an outstanding team and a clear mission to support trailer safety and education. I’m proud to work for an association that is unifying the industry while respecting the distinct needs of both manufacturers and dealers.”
“Ginger’s promotion reflects NATM’s broader commitment to strategic growth, inclusive programming, and member-driven innovation,” said NATM Executive Director Alex Stowe. “We are confident that under her leadership, our educational initiatives will continue to thrive and evolve to meet the needs of a dynamic and growing industry. ”
With a track record of building impactful programs and a growing understanding of both the manufacturing and dealer communities, Baker-Sanhueza’s leadership as Programming Director marks an exciting new chapter for NATM’s education and outreach efforts. ■
NATM Provides Access to Discounted Health Insurance for Members Through Association Health Plan
Submitted by Marsh McLennan Agency
We’re excited to announce that NATM is establishing an Association Health Plan (AHP) as a new member benefit. The AHP aims to leverage a larger buying group to secure lower rates, flexible plans, and enhanced administrative and tech support not available to individual members. Currently, several carriers are open to offering better rates for NATM members with 2-200 employees, adding significant value to your membership.
In February, the NATM Board approved Marsh McLennan Agency (MMA) to conduct a due diligence exercise aimed at creating a health insurance benefit plan. The goal was to see if carriers would provide more favorable rates to individual NATM members in exchange for access to the larger group.
MMA engaged seven national and regional insurers to assess their interest in offering better underwriting and rates for members, leveraging the collective insured population. The types of “pooled” programs go by several different names with one of the most common being Association Health Plans or (AHPs). MMA has created and now supports over 500 such plans.
By April, insurer interest was high, and MMA contacted members for support. Ten percent of targeted members provided census data, totaling over 3,500 insured lives for review. MMA analyzed this data using predictive modeling and AI simulations to forecast health profiles and pharmaceutical utilization, indicating the group would outperform peers in health and cost metrics. This analysis was independently verified by insurers, leading five carriers to offer rate reductions.
Additionally, MMA secured discounted rates for ancillary benefits like dental, vision, life, disability, and more, enabling members to offer comprehensive benefits.
Health plans and rates are now finalized and available to current NATM members. MMA team members are reaching out directly to inform members about this opportunity.
MMA manages the AHP, and interested members can contact:
John Kerr at (913) 961-6165 or John.Kerr@ marshmma.com for details and assistance. ■
Thank You Trailer Safety Week Champions!
Trailer Safety Week Champions are extraordinary supporters who go above and beyond to reach their industry contacts and end users for the awareness campaign to expand
its reach and effectively improve roadway safety.
Thank you for all you do to make the nation’s roadways safer!
National Trailer Safety Week Federally Recognized for Third Consecutive Year
By NATM Staff
The National Association of Trailer Manufacturers’ (NATM) flagship initiative, Trailer Safety Week, has been federally recognized for the third consecutive year. June 1-7, 2025, has been officially declared as “National Trailer Safety Week” across the United States.
“Trailer Safety Week strives to enhance roadway safety for all Americans, and we truly value the ongoing support and acknowledgment at the federal level. With nearly one million new trailers hitting our nation’s roads each year, accessible education on trailer safety is crucial. Whether you’re towing a boat for a weekend getaway or a utility trailer for work tasks, having the essential knowledge for safe towing is crucial,” NATM Executive Director Alex Stowe said. “Trailer safety is synonymous with traffic safety, which impacts everyone. We extend our gratitude to Representatives Yakym, Burchett, Garamendi, and Pappas for recognizing the significance of our Trailer Safety Week initiative and the role it plays in improving roadway safety.”
U.S. Rep. Rudy Yakym of Indiana championed H. Res 486, which highlights the bipartisan commitment to promoting safe trailer practices nationwide. His unwavering support of Trailer Safety Week in Washington D.C., aids NATM’s mission to get critical safety information to the millions of Americans traversing the nation’s roadways.
duty trailers under 26,000 lbs GVWR, including utility, flatbed, horse/livestock, car hauler trailers, towable RVs, and more. For more information about participating in Trailer Safety Week, visit www.TrailerSafetyWeek.com.
“I’m proud to put forward this resolution highlighting the critical importance of trailer safety,” Yakym said. “In northern Indiana, the manufacturers I represent build everything from towable RVs to cargo and horse trailers. Promoting safe towing practices is key to keeping our roads safer and making sure people across the country can continue to enjoy the many advantages trailers offer.”
This resolution also was supported by Representatives Tim Burchett of Tennessee, John Garamendi of California, and Chris Pappas of New Hampshire.
“I used to sell utility trailers and car haulers,” Burchett said. “I am happy to work with my colleagues to advocate for trailer safe-use practices. We need to continue working to keep our roads and highways safe for everyone.”
“As a sitting member of NATM’s Government Affairs Committee, a Hoosier, and a constituent of Rep. Yakym, I’m extremely proud of the work behind this recognition of Trailer Safety Week. This is an example of what can be accomplished when members put in the time and effort to build relationships in Washington through the committee and events like NATM Regulatory Roundup,” said Leo Akins, Senior Corporate General Manager of Forest River Cargo, which is based in Elkhart, Indiana.
This crucial designation out of Washington, D.C., continues to shine a spotlight on the importance of safe towing practices and maintenance for light- and medium-
“Every year, 50,000 trailer accidents injure 21,000 Americans and kill hundreds,” Garamendi said. “I am honored to join my colleagues in introducing this resolution to raise awareness about trailer safety and help keep our roads safe. Trailer Safety Week is a critical opportunity to ensure that both manufacturers and drivers have the information they need to keep America’s roadways safe.”
“This National Trailer Safety Week I am glad to join my colleagues in introducing this resolution highlighting the importance of trailer safety,” Pappas said. “Trailer safety and education, from recreational use to everyday on the job, is critical to keeping everyone on our roads safe.”
For further information on NATM’s national Trailer Safety Week and to join the movement towards safer towing practices, visit TrailerSafetyWeek.com. ■
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Trailer Safety Week Content Creation with a Dealer’s Touch
By Ginger Baker-Sanhueza, NATM Programming Director
Every June, the National Association of Trailer Manufacturers (NATM) leads the charge for safer towing during Trailer Safety Week, a nationwide awareness campaign aimed at improving trailer safety through education. Since its launch in 2018, Trailer Safety Week (TSW) has helped trailer owners, end-users, dealers, and manufacturers better understand the best practices that keep our roads safe.
At the heart of this campaign is the www.trailersafetyweek. com website—an ever-growing library of educational resources for the public. And every year, NATM adds fresh content based on trending topics, SEO research, and the most frequently asked questions from trailer owners.
This year, the hot topic was torque—specifically, the importance of torquing lug nuts correctly. In response, NATM published the feature blog article:
“Secure Your Safety: Why Lug Nut Torque Matters for Your Trailer”
This article breaks down one of the most common—and preventable—issues in trailer safety: improperly torqued lug nuts. A loose or over-tightened wheel nut can cause wheel separations, damage, or even accidents. The piece explains proper torquing practices in plain language for end-users and emphasizes the responsibility of owners, dealers, and manufacturers alike to ensure wheel systems are secure.
Dealer Committee Helps Bring It to Life
This year’s torque blog was brought to life with realworld visuals and insight from NATM’s ad hoc Dealer Education Committee. Special thanks to:
› Denise Scholle – The Trailer Guy, LLC
› Phil Rauch – Sancrest
› Chris Lago – All American Trailer Connection, Inc.
These members didn’t just lend their expertise to NATM Academy course development—they also contributed photos from their own service shops to help illustrate best practices in action. By sharing what they see daily in their dealerships, these dealers helped translate technical safety guidance into relatable, real-world content.
Want to Get Involved?
Trailer Safety Week is powered by the collective effort of the industry. Whether you want to submit photos, share tips, suggest topics, or write a blog for next year’s campaign, NATM wants to hear from you. Your voice and expertise help shape the conversation—and most importantly, help make our roads safer.
Visit www.TrailerSafetyWeek.com to explore the latest content, and email TrailerSafetyWeek@natm.com to join the conversation or contribute to next year’s effort. ■
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Allies in Action: Industry Unites for Trailer Safety Week
By Samantha Darling LaCount, NATM Tracks Editor
While trailer safety is the National Association of Trailer Manufacturers’ (NATM) mission year-round, Trailer Safety Week (TSW) provides a dedicated time for those in the industry to highlight and share vital safety information. Trailer Safety Week Allies, Champions, and Partners showed incredible support for this years’ event which took place June 1-7. For some members, TSW feels like a time when the industry really comes together.
“As members of NATM, we support National Trailer Safety Week because it brings everyone to the table,” said Jack Dudenhoeffer, Executive VP, Austin Hardware & Supply. “Trailer manufacturers, hardware suppliers like us, and dealers can share our collective knowledge and help ensure the information reaches trailer end users — Just some friendly reminders that they need to tow safely and confidently. Safe trailering practices are everyone’s responsibility, and we’re happy to participate.”
Canadian Load Divider Dollies Inc. President Laurie Stross
builds his products with safety in mind. It’s something important to him and to the core of the company, and that’s why he’s involved with NATM and Trailer Safety Week.
“I believe more education should be promoted for road safety. As a CDL holder with over 3.5 million miles accident-free, I’ve seen some very dangerous situations with commercial and private drivers,” Stross said. “Trailer Safety Week, to me, was a great way to inform those who wanted advice on road safety to get reliable information from so many Allies with professional advice.”
While safer roadways nationwide is ultimately the goal, that starts with taking care of people at home. Certain places across the country face regional-specific challenges. No one knows that better than the Colorado State Patrol. Trooper Hunter
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The etrailer.com crew attended and filmed at the 2025 NATM Convention & Trade Show . Photo provided by etrailer.com.
Continued from Page 95
Mathews with the Colorado State Patrol Public Affairs Office says they are consistently seeking out traffic and road safety information to build awareness and educate online followers.
“Colorado is known for its outdoor recreation activities, which include camping, hunting, fishing, and backpacking. Whether pulling ATVs, a boat, a camper, or a trailer, we see an influx of towing year-round,” Mathews said. “Traveling the curvy mountain roads and steep grades in Colorado while towing poses many unique challenges. We want folks to know you will be required to make wider turns, drive slower than others, and need more space in traffic.”
Maine Trailer Inc. is heavily involved in their community and is a longtime TSW participant. They use their platform to further promote safety for their area.
“At Maine Trailer, our primary goal for Trailer Safety Week is to raise awareness around safe trailering practices and empower our customers to feel confident every time they hit the road. We strive to use this week as a platform to educate our community—whether it’s a first-time trailer buyer or a seasoned hauler—on best practices for towing, loading, and regular maintenance. Safety is a core value here, and TSW gives us a great opportunity to amplify that message,” said Chris Brady, Marketing Manager, Maine Trailer Inc.
Brady says the safety concerns Maine Trailer focuses on include:
› Ensuring trailers are properly hitched and secured
› Understanding weight ratings and avoiding overloading
› Performing regular brake and light inspections
› Encouraging routine service and maintenance to catch issues early
The service department is a key part of Maine Trailer’s business, so in addition to highlighting the importance of routine maintenance, they also emphasize the importance of using the correct parts.
“That’s something our Parts Department is always ready to help with,” Brady said. “Trailer Safety Week is the perfect reminder that a little prevention goes a long way toward keeping everyone safe.”
Stross agrees that routine maintenance is a key safety practice. On top of owning and operating a truck company for 30 years, he’s a heavy-duty mechanic, a journeyman welder, and has been a commercial vehicle inspector for the past 18 years. His top safety tip?
“Always do a walk-around visual any time you get out of your vehicle,” Stross said. “A 30-second visual walk around it could prevent an event. This includes a weekly light check.”
Safety is good for business, says Scott Herbst, Vendor Relations Director at etrailer.com. When their vendors make safer products, etrailer.com can sell more of them. At the end of the day, that’s what business is about. But they strive to do good business and do good for the industry, too.
“We wanted to participate because we understand how important safety is for the industry … because the industry is what’s important to us. And then, of course, it’s going to help
TOP: Canadian Load Divider Dollies Inc. President Laurie Stross (left) takes safety seriously and even enlists police help for inspections. Photo provided by Canadian Load Divider Dollies Inc. BOTTOM: Brad Branco talks trailer safety tips in etrailer.com’s Trailer Safety Week video. Photo provided by etrailer.com.
the consumer, which is going to help our business,” Herbst said. “We have a large amount of people that we talk to every day online. We have a reach that could actually help spread your message. (NATM) is not for profit. You’re about safety. You’re not about making money. So, it’s more about making the industry better. You’re doing things that are helping make it safer.”
To help spread the TSW message, etrailers.com produced their own safety video. The video highlights trailer safety tips with helpful video shot by etrailer.com’s Installation Technician and Video Talent Brad Branco and Video Producer and Editor Dustin Karrer.
“We get all kinds of walks of life when it comes to towing, anywhere from beginners to experts, and there’s always room for safety,” Branco said. “No towing is good if it’s unsafe, and it’s a good reminder for everyone. We figured this is a good way that we can share what we bring to the table, as far as making videos, and help promote you guys as much as we can.”
Making videos is the core of what Branco and Karrer do. They
say the assets from the Trailer Safety Communications Kit made making the TSW video go smoothly.
“After I signed up as an Ally, I got your packet of information. I went through the PowerPoint, and we used those slides basically as a basis for the video,” Karrer said. “I had maybe half a day of pre-production and planning it out beforehand. And then Brad came in, and we spent the better part of the morning shooting the video. Then I edited it, too, so probably a day and a half to 2 days. Max.”
The etrailer.com team says two days of work to support the TSW mission is well worth it. Maine Trailer says their customers appreciate the clear, helpful tips and reminders they share during Trailer Safety Week. NATM applauds the efforts of all the TSW Allies, Champions, and Partners. It is because of your efforts that the 2025 TSW was another success, and vital safety information was shared worldwide.
Search for #TrailerSafetyWeek on social media and see all the great content posted by NATM Allies, Champions, and Partners. Visit www.TrailerSafetyWeek.com for even more safety content. ■
Central Trailer Sales Brings Community Together for Trailer Safety Week
By Samantha Darling LaCount, NATM Tracks Editor
Many of those in the National Association of Trailer Manufacturers (NATM) are active participants in national Trailer Safety Week (TSW) on social media. Some companies go above and beyond and organize in-person events and one such company is Central Trailer Sales out of Minnesota, with one location in East Bethel and second in Jordan.
TSW 2025 ran from June 1-7 with Central Trailer Sales’ event taking place in the middle of the week on June 5.
Crimmins’ presentation covered towing tips including proper trailer weight distribution and cargo securement. He provided NATM’s Pre-Departure Checklist and discussed tips for driving with a trailer such as reducing your speed, increasing your stopping distance, and how to respond to sway.
Dubbed “Minnesota’s Only Trailer Safety Week Event,” the company hosted a live safety panel with NATM’s Technical Director Scott Crimmins and the Minnesota State Patrol.
The event also included a free hog roast lunch, prizes, drawings, and 10% off all parts and accessories. They saw a great turnout especially considering it was the first year they’ve done an event like this, says Mahli Wold, head of marketing and promotions for Central Trailer Sales, who organized the event. They had about 50 customers attend ranging from trailer
The Central Trailer Sales Team gathers during their Trailer Safety Week Event. Photo provided by Central Trailer Sales.
professionals to seasoned recreational trailer users.
“The presentation went really well. I feel like everyone was really involved. Not only the audience, but Scott was riffing with the State Patrol and the State Patrol was riffing right back, and that was amazing. It was so much fun,” Wold said.
NATM Members Stillwell and Dexter, who both have locations in the Minneapolis area, donated some of the event’s prizes. Prizes included swivel D-rings from Dexter. The grand prize was an Atlas Vaquero 10K Hydraulic Jack from Stillwell.
“The hydraulic jack went to a local junk removal company in Carver County, which is awesome,” Wold said. “We really tried for parts manufacturers instead of trailer manufacturers, because we felt like any trailer that is NATM certified is already focused on safety. The accessories are the parts that people need to be concerned with — Strapping their loads down, making sure they have the right lights going.”
Central Trailer Sales likes to host events to get people in the doors and give them a chance to interact with staff faceto-face. They’re a passionate crew and care about helping the people in their community as well as keeping them safe, and this event gave them the chance to do both.
“We are not necessarily the heroes of the story, but we’re definitely the guides to help you to be the hero of your own story. And that’s how our salespeople feel, too. I’d say 90% of our audience are small business owners, so we’re just here to help people. Help them find the right trailer. Help them haul correctly — That’s a huge one,” Wold said. “We have the best service people, too. Our service people, from our service managers to our service technicians, and our salespeople are so intelligent and so helpful. When it came time for the event, our technicians were out there chatting it up too, answering questions. It was great.”
An event like this doesn’t come together overnight. Wold says she proposed the idea to owners Brian and Nanette Renstrom in January and started planning in earnest in February or March. Initially, the Minnesota State Patrol weren’t interested. Wold says it took some begging and pleading and directing them to TrailerSafetyWeek.com before they agreed to participate. She says getting them to see this was an important need in the community, and that TSW is a well-established program was key.
“I felt that the need for safety education was definitely there. I loved that you guys were already doing it. Half my work was done for me,” Wold said. “You guys are already getting the word out there and talking about it, which is the hardest part.”
Central Trailer Sales Inc has been a member of NATM since 2009. To learn more about them, visit www.centraltrailers.com.
Trailer Safety Week is held annually the first full week of June. Visit www.TrailerSafetyWeek.com for more information on participation and trailering safely. ■
TOP: Central Trailer Sales’ event logo drew in an impressive crowd. MIDDLE: NATM Technical Director Scott Crimmins participated in the event’s safety panel. BOTTOM: Minnesota State Patrol officers rounded out the safety panel. Photo provided by Central Trailer Sales.
Women Driving Change in the Trailer Dealer Industry: Trailblazing Voices from Every Corner of the Business
By Klaire Perez, NATM Marketing Coordinator
In an industry historically dominated by men, women across the trailer dealer industry are making their voices heard, redefining expectations, and carving out a place where creativity, expertise, and passion thrive. In roles spanning sales, marketing, operations, and beyond, they are driving real progress. In every corner of the business, they are making space for others to thrive.
Mahli Wold: Creating Community Through Creativity
For Mahli Wold, stepping into the trailer industry wasn’t part of the original plan, but it turned out to be the perfect fit. With a background in automotive marketing, Mahli was
drawn to the branding and storytelling side of vehicles. When Central Trailer Sales recognized her dealership experience and creative talent, she transitioned into her role as Marketing and Promotions Specialist. Mahli touches every aspect of the company’s brand, from promotional products to web development and content creation.
“If it has our logo on it, I’ve probably had something to do with it,” she joked.
One memorable project was a T-shirt featuring the company owner’s collector truck, blending branding with storytelling.
Her biggest challenge has been advocating for the importance of her role, which is largely behind the scenes.
Co-owner Denise Scholle stays busy at The Trailer Guy shop. Photo provided by Denise Scholle.
“It isn’t being a woman, it’s having to constantly prove the value of my role,” she said.
Still, she’s found strength in a network of supportive colleagues and mentors. Like Amy, a 15-year veteran who has guided her through everything from sales communication to product strategy, plus support from her boss and his wife, has made all the difference.
What excites Mahli most about her role is the freedom to create. As a one-person marketing team, she values the trust her leadership places in her ideas. Her proudest achievements? Building a strong community through customer events, revamping the company website, and supporting initiatives like Trailer Safety Week. Outside work, she’s passionate about web development and skiing, even combining these interests in personal projects.
Her advice to women entering the industry: “If it doesn’t feel right, it’s not right. Find companies that support you because you’re good at what you do, not just because you’re a woman and they need that diversity.”
She encourages trusting your skills and instincts, knowing there are people who will recognize and value your expertise.
Denise Scholle: Empowering Through Knowledge
The Trailer Guy’s Denise Scholle’s journey into the trailer business was also unexpected but transformative. Initially working in design firms and event planning, she found herself gradually immersed in trailer repair alongside her husband. What started with helping her partner work on trailers in their driveway slowly became a partnership in life and business. It soon grew into mastering the technical details, like upgrading axles and building custom parts, skills she learned through hands-on experience and industry connections.
“I’m often building out axles, and there’s no book for that. It’s all about measurements, finding the perfect fit, and experience,” Denise explains.
Her role now centers around managing the shop’s service orders, ordering parts, and educating customers on trailer maintenance and safety, a responsibility she takes very seriously. Denise is especially proud of the role she plays in educating customers, particularly women who travel alone with horse trailers or RVs.
“I want them to be knowledgeable women in the industry, not just women in the industry,” she explained.
Navigating a male-dominated industry hasn’t been without challenges. Denise recalls times when customers would ignore her expertise, seeking out male colleagues instead.
“I’ve had to stand up, put my shoulders back, speak a little louder to be heard,” she said, but over time, her confidence and knowledge have won over many skeptics. “Some even apologize after realizing I’m the right person to talk to.”
“I speak up. I share my knowledge. And I help others do the same.”
Whether it’s through community events, charity fundraisers, or guiding other women in the industry, Denise sees every connection as a chance to give back.
Mentorship has been key in Denise’s growth. Her husband’s unwavering support and a longtime industry mentor, another woman sharing the same name, have provided guidance and encouragement throughout her career. Denise emphasizes the importance of mentoring for anyone entering the field.
“Find someone who believes in you, just as you believe in yourself. Find someone who can help pull out your strengths and your capabilities, and find that person who can even help you point out your faults so that you can
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Marketing and Promotions Specialist Mahli Wold has found a perfect career fit at Central Trailer Sales. Photo provided by Mahli Wold.
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embrace those and make those better. We naturally make mistakes, and that’s how we grow. It’s just as important to embrace our strengths as it is our weaknesses.”
Outside of work, Denise’s passion for boating and family keeps her connected to the lifestyle that fuels her dedication. She and her husband own several boats and enjoy spending weekends on the water with friends and family, a true extension of their business and personal lives.
Vicki Mirsberger: Building a Business and a Legacy
Co-owner of a small-town trailer dealership, Mirsberger Sales and Service Inc. and manufacturing company, Mirsberger Manufacturing LLC in Wisconsin, Vicki Mirsberger has been deeply involved in the business for over 20 years. After balancing another career in human resources for much of that time, she transitioned fully into the family business about a decade ago. Her day-today duties are diverse, including marketing coordination, payroll, human resources, dealer management software, and supporting daily operations across two related businesses. As a small business owner, she wears many hats and handles frontline issues firsthand.
“When I first joined full-time, I thought, ‘Am I going to have enough to do?’” she said with a laugh. “That was an understatement.”
Vicki’s career path wasn’t originally focused on trailers. She and her husband started as a used car dealership in the early 2000s, gradually expanding into trailers, especially after the 2008 recession reshaped the market. Over time, they fully pivoted to trailers, selling off the car dealership in 2015 and building a new, larger retail facility. Today, their dealership stocks around 500 trailer units and includes parts and service departments, growing steadily while maintaining small-town values and a family feel.
Staffing and inventory forecasting are ongoing challenges, especially amid economic fluctuations and labor shortages affecting many trades. Vicki notes that while she’s experienced some skepticism as a woman, often from customers unsure of her knowledge, she’s never found gender to be a barrier within the business. Instead, she focuses on leveraging her own strengths and partnering with others who complement her skillset.
She takes pride in maintaining a trusted name in the industry despite being located in a town of less than a thousand
people. Vicki emphasizes that their success stems from sticking to core values, prioritizing customer trust, and fostering a family-like culture among employees. She and her husband are active in industry groups, advocating for more structure and safety standards in trailers, which she views as essential to the industry’s growth and customer protection.
“I think it comes down to being good people. So just trying to do the right thing, whether it’s for your community, your customer, whatever it may be. Just hanging on to those values and trying to put that through in your culture,” she explained.
Outside of work, Vicki enjoys traveling and watching her children grow and get involved in the business; her son is already working full-time, and her daughter showing early interest. Family remains a central passion.
Her advice to women and business owners in the trailer industry is simple but powerful: “Stay true to who you are.” She encourages others to focus on their own goals and talents, adapt to industry changes, and not let anyone else’s expectations dictate their path.
“Being a female shouldn’t set you back from anything,” Vicki said. “Take your talents and run with it.”
Vicki Mirsberger, co-owner of Mirsberger Sales and Service Inc. and Mirsberger Manufacturing LLC, wears many hats for each company. Photo provided by Vicki Mirsberger.
Britt Yarbro: Managing the Details, Delivering Results
Britt Yarbro serves as the Sales and Finance Administrator for Happy Trailers, managing compliance, daily sales reviews across 12 locations, lender setups, and the Texas DMV interface for licensing and registrations. Known affectionately as “Happy Siri” for her vast knowledge and presence in training videos, Britt is a linchpin behind the scenes who ensures smooth operations and supports her sales team.
Her path into the trailer industry was unplanned. With a political science and legal research background, Britt took a job at Happy Trailers over 11 years ago as clerical support, intending it as a temporary gig. Instead, she grew into sales, finance management, and eventually administration, gaining experience in nearly every company role. This diverse exposure gives her a holistic view of the business and the industry.
Britt acknowledges the male dominance in the trailer world, recalling when she started there were barely any women in her
company. Over time, that has shifted; now, much of their HR and finance departments are staffed by women. Still, she’s faced the challenge of proving herself to skeptics who underestimated her simply because she’s a woman. She’s learned to lean into that underestimation, turning it into motivation.
“People are going to underestimate you. Let them. Then prove them wrong,” she said.
One of her proudest accomplishments is her longevity and growth within Happy Trailers. Britt treasures the relationships she’s built, including customers who return years later with gratitude. The job has also helped her develop interpersonal skills and confidence.
Inspired by her mother’s encouragement to excel at whatever she does, Britt embraces continuous learning and the company’s growth momentum. Outside of work, she cherishes family, baking, and sculpting as creative outlets, and building projects like her own dining table to balance her intellectual daily work.
Her advice to women entering or growing in the trailer industry: expect to be underestimated and use that as fuel to push forward.
“If this is genuinely what you want to do, don’t let anybody take that from you,” Britt said. “Keep pushing. If you stop, you’re never going to get anywhere. You just got to keep going.”
While each woman’s path into the trailer dealer world has been unique, they share many common threads: resilience, innovation, and a deep commitment to serving their customers and communities. From technical expertise and educational outreach to digital marketing and operational excellence, Denise, Mahli, Britt, and Vicki each showcase how women are playing vital roles in an evolving industry.
Notably, several of them pointed to the impact of female mentors or colleagues who helped them. A reminder of how valuable representation and support can be in a traditionally male-dominated space. These relationships, whether formal or informal, helped shape their confidence and careers and highlight the importance of community and connection in this field.
And though their journeys haven’t always been easy, they have forged ahead, not just succeeding in their roles but helping to redefine what success looks like in the trailer industry. As more women step into leadership, technical, and creative roles, they are bringing fresh ideas, collaborative leadership, and long-overdue visibility to a space that’s stronger because of their contributions.
These women aren’t just part of the trailer dealer industry; they are helping shape its future. ■
Britt Yarbro (left) draws strength from her mother’s encouragement to excel at whatever she does. Photo provided by Britt Yarbro.
Bright and Early: Early Trailer Sales Thriving as a Family Affair
By Samantha Darling LaCount, NATM Tracks Editor
Early, Texas, is a tight-knit community. It makes sense that the only trailer dealership in town bears its name. Early Trailer Sales, owned by Anne and Kevin Caten, has the largest selection around. Early is located in the center of the state. It’s about 160 miles to each Austin and Dallas, and Kevin says you’d have to go at least 90 miles from Early to find a trailer selection as good as theirs.
In a more rural community like this, the majority of customers are in the agricultural and construction fields. Kevin says their most popular trailers are cargo, equipment, and dump trailers.
6,000 square foot facility in December 2023.
It’s not just their selection that sets them apart. The Caten’s strive to make Early Trailer Sales a one-stopshop. They boast an impressive parts inventory as well as a full-service department, which was not that case when they bought the company 16 years ago.
When they purchased the existing business in 2009, it was housed in a 12’x15’ building. Over the years, there have been various updates and additional service and parts offerings. The company unveiled their new
“I think the old owner had about 20 trailers here. He didn’t offer really any service and not much for parts other than maybe spare tires,” Anne said. “We started offering service and more parts. It’s just continued to grow, and every year we try to add a little something new, like a different line of trailers. And after COVID, we decided it was time for our new facility. We typically stock around 150 to 200 trailers at any given time, give or take. A little bit of an upgrade from the 20 we started with.”
While the company grew, the couple’s family grew up too. In addition to Anne and Kevin, their kids also have had a hand in the business. Sons Preston and Andrew currently work at the company. Their daughter Emily worked with them before branching out into other fields. Emily, 24, says her parents probably put in 100+ work weeks, especially starting out, so they all have spent a lot of time at the dealership over the years.
“We were always there finding something to do. We always found something to get into as kids,” Emily said. “I remember
The Early Trailer Sales team celebrates the opening of their new facility. Photos provided by Early Trailer Sales.
“When I was little, I used to just walk around and hand them water and tools, so I got to learn at a young age how to work on stuff here. I grew up with it,” Preston said. “I like doing what I know. We still learn every day here though. There’s always something different in the shop, so it’s nice.”
Preston says the new challenges keep his job interesting. He’d love to see the company expand into different kinds of trailers. In the meantime, he jokes that he just tries not to add to Kevin’s workload.
“I try to keep up with my dad and make sure everything’s going smoothly in the shop,” Preston said. “We all do our part. I’ve always been a go-getter and am not afraid to ask questions to get the job done right.”
Preston is now Early Trailer Sales’ lead shop technician. Anne says they encouraged him to check out schools and other careers to make sure he didn’t feel obligated to come and work for them.
“We left the decision up to him, and he did his research, and he decided that this is where he wanted to be,” Anne said. “Obviously, we’re super excited about that. He’s a really hard worker. He’ll take your input and run with it. He’ll remember it. That’s really invaluable to us.”
my youngest brother would sleep in a little chair, and customers would come in and he was just oblivious to the world. He slept through it all. He was just a great little buddy to have in the office. Me and my other brother, we went to school and right after school, we’d come, and we’d play afterwards.”
The dealership started out as a playground and a great spot to nap. Then in high school they worked there as their schedules allowed. All that time on the lot gave son Preston, 22, plenty of time to develop his love for mechanics.
“At first, you don’t know what they’re going to be interested in. With Preston, he’s always been the guy that’s mechanically inclined,” Kevin said. “He drives motorcycles, mows the lawn, and works on trucks - that sort of thing, so he fell right into that line of work. He doesn’t really want anything to do with the computer side of things, and Andrew was the other way. He really liked computers and research and figured out how to do things on the back end.”
Continued on Page 106
TOP LEFT: A crew including Preston Jillson (right) secure the new Early Trailer Sales Sign. TOP RIGHT: Kevin Caten (left) and Preston Jillson make sure the trailer’s tires are ready to roll.
BOTTOM: From left: Andrew Caten, Preston Jillson, Emily Jillson, Anne Caten, and Kevin Caten make their mark in the Early Trailer Sales fresh walkway. Photos provided by Early Trailer Sales.
Continued from Page 105
Andrew, 19, doesn’t find much time for napping in office chairs these days. He tried out another career in Dallas for a number of months before deciding he could make more of an impact at home.
“I’ve been taking on kind of a project role where I’m trying to help out and get random projects done and try to help them grow the business more,” Andrew said. “One project I’m working on right now is parts. We moved into a new building, and we have a bunch more parts now, and it’s a bunch of ordering parts, and checking in the parts, and stocking — just a bunch of work. I realized we could systemize it a lot better to where it wouldn’t take near as much time. So I’m going through and trying to make that better so it goes quicker.”
Overhauling the company’s operating procedures has been Andrew’s focus one project at a time. His parents say he came to it as naturally as Preston came to the service department.
“He’s dabbled in programming and graphic design. He was doing trading on the stock market for a while in high school. It just blows my mind,” Anne said. “He’s naturally been a numbers and information guy.”
“He’s a very analytical kind of guy, so we didn’t think at first he was going to have an interest in the dealership,” Kevin said. “He’s really big on helping us develop all our systems, the training, the parts ordering, and to streamline it where we can operate without mom and dad having to be here every day all day.”
The kids all agree that their parents work too hard. Helping his parents was a big factor when Andrew came back to the company. He says the endgame is to give them more options and flexibility.
“Really, my main goal is to help my parents. They do a lot more work than they really should on the day-to-day stuff,” Andrew said. “I’m trying to get it to where the business runs a lot smoother without them, so that they can focus on more of the business side. Then, they want to do whatever aspects of the business they want to for however long they want to or have more freedom to do what they need to do without having to be in the office all the time.”
“They’ve definitely earned everything that they’ve grown the business into,” Emily added. “I don’t think I’ve seen anyone work as hard as they have on a business. My dad, he went and actually picked up the trailers and brought them back himself, and my mom ran the office by herself at the beginning.”
This is a family that values each other and spending time together. Kevin’s last job involved a lot of extended travel and a huge factor in his leaving was being able to be home more. The kids want to help out, but they also just enjoy all being together.
TOP: (From left) Present-day Emily, Andrew, and Preston enjoying a day on the job. MIDDLE: (From left) Emily, Andrew, and Preston a little younger hanging out on the lot. BOTTOM: Bright and Early at Early Trailer Sales. Photos provided by Early Trailer Sales.
“I thoroughly enjoy working with my family,” Emily said. “It was always nice to be able to go in the office and go next door and give my mom a hug and just see her in there. I think we all enjoyed it.”
“I like it. It’s secure. It’s familiar. You can joke around with everybody,” Andrew said. “It’s much less stressful than working for someone else.”
“It’s nice. I get to see my family, and that’s what really matters is spending time with your family,” Preston said. “There aren’t a lot of downsides for me. Other than, if you mess up, you get to hear about it twice.”
Of course there are challenges with working together. The company has eight employees total. Whenever they want to take a family vacation, that’s half the staff gone. Kevin says the key is a lot of mutual respect. Anne and Kevin feel lucky to have had the opportunity to work with all their kids at some point.
“Thankfully we all get along, so it’s nice to get to see them every day,” Anne said. “It’s been fun. The kids pretty much grew up working here. As a parent, it’s awesome.”
“One good thing is, you know they’re trustworthy employees,” Kevin said. “You never have to worry about whether they’re going to complete the job correctly, or show up for work, or be a problem. Thankfully we’ve got good kids that are very dedicated and hard-working.”
If you ask the kids, they’ll tell you where they picked that up
from. They’ve all learned a lot on the Early Trailer Sales’ lot.
“I know all me and all my siblings, we pride ourselves in our work,” Emily said. “Watching them grow the business and work so hard, it’s definitely taught me work ethic.”
“I remember traveling with my parents to go get trailers when we first opened. You’d go to different places, different tire shops, and sometimes the service makes you not want to go back there,” Preston said. “We try to do right by every customer. If they’re not 100% satisfied, we try to see what we can do to make them satisfied so we can keep the customer and build a relationship with them.”
Customer service is a key part of what makes this company shine. Anne says it’s something they emphasize for all their employees. Early Trailer Sales customers likely walk away feeling like part of the family.
“We have a lot of repeat business,” Kevin said. “We make a lot of friends with our customers, and with that good customer service and building that kind of relationship, they just keep coming back.”
“They’re kind of adopted family in a way,” Anne said. “We always wanted to treat people how we wanted to be treated.”
Early Trailer Sales LLC rejoined the National Association of Trailer Manufacturers (NATM) in 2025. To learn more about them, visit www.earlytrailersales.com. ■
The Early Trailer Sales team moved into the new office in December 2023. Photo provided by Early Trailer Sales.
Improperly loaded trailers can cause instability and accidents. That’s why Dec-O-Art partnered with the National Association of Trailer Manufacturers (NATM) to create four new load labels—designed to help your customers load trailers safely and correctly. These durable, high-quality labels provide clear, easy-to-follow guidance to ensure proper weight distribution and front-end stability for both open and enclosed trailers.
Inspired by NATM’s vision to continuously advance trailer safety, these labels reflect a shared commitment to innovation and responsibility. Dec-O-Art is proud to be one of NATM’s certified label suppliers.
Load Labels Explained
The NATM load label UT0099 provides a clear visual aid by marking the trailer’s center line with a bold, easy-to-spot arrow. Recognizing the center line at a glance allows users to load cargo more accurately, ensuring safer and more stable towing.
UT0100 and UT0101 guide users on proper weight distribution for both open and enclosed trailers. These labels emphasize that trailers should be front-loaded for optimal stability. Specifically, users are instructed to place 60% of the cargo
weight in the front portion of the trailer. This distribution helps maintain proper tongue weight and reduces the risk of trailer sway during transit.
Label UT0102 issues a direct warning about the dangers of improper loading. It highlights the potential for a trailer to become unstable or even cause a loss of vehicle control if cargo is not positioned correctly. This label serves as a critical reminder of the importance of following loading guidelines to ensure safe operation.
About Dec-O-Art
Dec-O-Art is a family-owned label printing company founded in 1971. The company’s story began when Charles Dosmann recognized a need within the local manufacturing community and launched Dec-O-Art from a small grocery store in Elkhart, Indiana. More than five decades later, Dec-O-Art remains proudly based in Elkhart and is now led by Charles’ grandson, Nathan Dosmann, under third-generation ownership.
For more than 50 years, Dec-O-Art has become a trusted source for compliance and safety labels, graphics, decals, overlays, MSO/MCOs, and state-of-the-art branding products— all tailored to meet the unique needs of each customer.
Dec-O-Art has created four new load labels. Photos provided by Dec-O-Art.
Commitment to Quality
Dec-O-Art is committed to delivering exceptional service and top-quality products to manufacturers both locally and around the world. The company follows a servicefirst philosophy—listening closely, responding quickly, and striving to get it right the first time, guaranteed.
Quality at Dec-O-Art is not just a standard—it’s a mindset rooted in the needs and expectations of its customers. This customer-focused approach influences every aspect of the business, from product development to delivery.
Connect in Person
Dec-O-Art regularly engages with industry partners and clients through trade shows and expos. The team will be exhibiting at the NATM Trailer Expo at Booth 1135, as well as the 2026 NATM Convention & Trade Show at Booth 312. Visitors are encouraged to stop by to explore Dec-O-Art’s offerings and discover how
the company can help improve trailer safety and elevate brand visibility.
Simplify Compliance with FedCert Suite
In today’s fast-moving world, staying compliant is more important than ever. That’s why Dec-O-Art offers FedCert Suite, a cloud-based platform that helps trailer manufacturers quickly and easily generate compliant VINs, labels, and federal forms. Designed to simplify regulatory compliance, it automates VIN calculations, prints essential labels like the Tire Placard, and stores records securely—no special hardware needed. Access it anytime, from any device. Try it free for 30-days at fedcertsuite.com.
Learn More
To discover how Dec-O-Art can elevate your business branding and visibility, please visit www.dec-o-art.com or contact the sales team today at sales@dec-o-art.com. ■
• Innovative design allows fast, hassle-free trailer coupling with just one pin
• No jamming or complicated hinging components prone to wear
• Easier to use than traditional couplers
• Fastens securely with included hitch pin and clip
• Self-centering locking plate for easier hookup
• Adjustable length with 8" of adjustment (29-1/3" retracted height)
• Easy-access lock handle for secure connection
• Compatible with most round-tube trailer tongues
Heart the Size of Maine
By Samantha Darling LaCount, NATM Tracks Editor
Maine’s state motto is “Dīrigō,” which is Latin for “I direct” or “I lead.” A very appropriate slogan for the state’s Maine Trailer, Inc. As a trailer dealership located near the state’s third largest city, Bangor, that has been around for more than 35 years, Maine Trailer leads by example.
The state is in the name, and Maine Trailer prioritizes taking care of their community. Most recently, they donated a cargo container to the Westgate Center for Rehabilitation & Alzheimer’s Care, who was hosting its annual yard sale and needed some extra storage space to make it all happen. Marketing Manager Chris Brady says they were proud to step in and support such a meaningful community event.
“At Maine Trailer, we believe in giving back whenever we can — and we’re always happy to lend a hand to those making a difference,” Brady said.
Brady says they frequently get calls requesting cargo container storage, and their love of pets brought about a new dimension to the business, their on-site cargo container storage. Their first client was the Eastern Area Agency on Aging (EAAA), who receives donations from Chewy.com to ensure that
Rod and Carolyn Hathaway are welcomed at the University of Maine. Photo provided by Maine Trailer.
The father son duo Rod (left) and Rick Hathaway are the faces of Maine Trailer. Photo provided by Maine Trailer.
seniors in the area have everything they need for their pets.
“I think they probably get 20 plus pallets of stuff, and they need a space, so we house it right on our property for them. We donate the space, and they can come and go as they please to get to those Chewy donations so that way they can help the elderly get food for their pets or different pet needs,” Brady said. “I think they get three or four loads a year from Chewy. When we originally started with them, they were keeping the container on their property, but they needed a 40-foot container instead of the 20-foot one they had. They didn’t have the space for it, so we ended up doing it here. I think they actually have three containers out there now.”
This is just the tip of the iceberg. There is a literal laundry list of organizations and events that count on Maine Trailer. They’ve also donated container storage to the Bangor Parks Lacrosse Association and Sarah’s House Yard Sale (A “home away from home” for Maine cancer patients receiving treatments in the Bangor area), to name a few.
Brady also attends Bangor Chamber of Commerce events for the company when he can. They raffled off University of Maine Black Bears tickets and donated those funds to the Bangor YMCA for its new building and parking lot cleanup. They donate items to the Brewer Project Graduation auction. And still the list goes on.
“We get calls all the time and obviously we wish we could help them all. I think we try to do options that are beneficial to the most people. Our Owner Rod Hathaway always loves to help out other people. We are very familyoriented in that sense,” Brady said. “We want to make sure that we treat others the way we want to be treated, and that’s with respect – the golden rule. If we have an asset that we can help you, we think it’s important to do so.”
Brady’s “white whale” was the Anah Shriners Feztival of Trees. Around Christmas, participants get a 10’x10’ booth space to fill with a tree, decorations, gifts, and all sorts of goodies. The tree and everything in the space are raffled off with proceeds going to the Shriners charities. When he first joined the company full-time, the Shriners told Brady they’d put the company on the waitlist.
“I started bugging them last year in July and they were like, ‘Okay, we’ll get you in this year,’” Brady said. “It is something we’ve always wanted to do, and we finally did it for the first year last year. It’s a great community event.”
The community may know Bangor as “Queen City,” but locals and fans know it’s home to the king – Stephen King, that is. Maine Trailer helped to celebrate their community horror legacy by providing a trailer to hold the screen for an outdoor film screening of Stephen King’s Carrie in Mount Hope Cemetery. Brady says it’s fun to participate in light-hearted events like this one because it’s all a part of their unique identity.
Continued on Page 112
TOP: University of Maine Black Bears hockey team celebrates with support from Maine Trailer. Photo courtesy of UMaine Athletics. MIDDLE: A Maine Trailer container was donated to The Harold Alfond Sports Arena. BOTTOM: Maine Trailer celebrates its 40th anniversary at the UMaine hockey arena. Photos provided by Maine Trailer.
Continued from Page 111
Another aspect of the local culture is hockey. Brady says it’s the closest thing they have to a professional sport in Maine. Maine Trailer has donated to Norway Savings Bank Arena, where various youth teams play. They’re also the Official Trailer and Storage Container Partner of the University of Maine Black Bears.
Other causes are especially close to the company’s heart. Supporting children’s hospitals, especially the Northern Light Neonatal Intensive Care Unit (NICU), is one such cause for Rod and his son, Operations Manager Rick Hathaway. Rick and his wife Deanna’s twin boys, Alex and Warren, were born 11 weeks premature. Alex passed away four days after his birth. Warren spent 51 days in the NICU.
The Professional Logging Contractors (PLC) of the Northeast hosts their Log-A-Load for Kids funds drive, an annual event that benefits Children’s Miracle Network (CMN) Hospitals, which includes Northern Light. Maine Trailer participates every year and donates a portion of their sales to the PLC during Log-A-Load.
In addition, in recognition of the care Warren received, and as a tribute to Alex, each December the Hathaway family hosts Hathaway Holiday Lights at their home in Bangor.
“Rick just puts all the blood, sweat, and tears in for the donations to go back to the NICU,” Brady said. “He’s so thankful for what they did for him.”
Thousands of people view the light show featuring 30,000 lights skillfully programmed to music. While it’s free to view, they hang a stocking by the road with a request that donations be made to the Northern Light NICU.
“It’s for the kids. That’s the main reason behind it. So, to see the kids smile and sing to the songs, that’s really good. I enjoy it,” Rick has said of the event.
For more information about Maine Trailer, visit www.mainetrailer.com.
Do you have a community impact story to share? NATM wants to hear about it! Contact NATM Tracks Editor Samantha Darling LaCount at Samantha.Darling@natm.com. ■
TOP: Maine Trailer donated a trailer for a “Carrie” graveyard screening. MIDDLE: Employees unload a shipment from Chewy.com. BOTTOM: Maine Trailer participates in the Anah Shriners Feztival of Trees. Photos provided by Maine Trailer.
Turning Clicks into Customers: Smarter Digital Strategy for Selling Trailers Today
Submitted by Alex Hanes, Director of Marketing & Creative Strategy, TracTru
The buyer’s journey is shifting - and the trailer industry isn’t exempt from it.
Thankfully, this time around, inventory isn’t the problem. Buyers can scroll through hundreds of trailers in seconds. The real challenge is making sure the right trailer shows up for the right customer, at the right time, with messaging that actually converts.
At TracTru, we work with equipment dealers, ag retailers, and trailer brands to provide a digital experience - both website and marketing - that turns clicks into customers. And we’ve noticed a few big trends in the trailer space that are reshaping how successful dealers and their OEMs think about digital.
Here’s what’s changing and how trailer dealerships can get ahead.
One-Size-Fits-All Ads Are Out
Many trailer dealers still run broad online campaigns: a single ad linking to “All Inventory” with a mix of equipment haulers, dumps, deckovers, and enclosed trailers all thrown together.
But today’s buyer is smarter and a lot less patient. They don’t want to dig. They want to see exactly what fits their needs, whether that’s an aluminum tilt with a 10K GVWR or a 7x14 enclosed with 78” interior height. When marketing doesn’t reflect that intent, leads don’t convert and budgets get burned.
So, what does work? Ads tailored by category and purpose, targeted with precision, and paired with landing pages that match what buyers are actually looking for.
Your Website Isn’t Just a Catalog. It’s Your Salesperson.
Most trailer websites are treated like digital brochures:
static pages with inventory listings and maybe a contact form. But a good website should act like your best salesperson, always working, always learning, and always pushing the next step forward.
At TracTru, we build websites that make it easy for dealers to:
› Highlight specific trailer categories
› Filter by features buyers care about (not just price)
› Capture and route leads by location or trailer type
› Run real-time inventory updates without added complexity
We also integrate seamlessly with marketing campaigns, so your ads drive traffic to pages that actually convert, not just your homepage.
Smarter Marketing = Less Waste, More Leads
When Florida-based All American Trailer Connection came to us, they had a classic case of “too much inventory, not enough traction.” They stocked nine trailer types across five locations, but felt their ads were too generic to bring in interest.
We developed a more strategic plan. Together, we:
› Built 50+ Search Ad groups and 45 Performance Max campaigns, each tailored to trailer type, location, and spec with unique headlines, descriptions, images, links, and price extensions for each category
› Launched Meta campaigns that pulled live inventory into Facebook + Instagram with localized messaging
› Followed up with retargeting ads
focused on top-selling models
The TracTru Secret Sauce: Each campaign highlighted specs and differentiators relevant to the trailer category, including trailer length, GVWR, sidewall height, and load capacity.
The results?
› +70.1% increase in conversions
› –40.4% drop in cost per conversion
› +500% jump in Meta conversions
All from refining the strategy, not spending more.
Your Audience Has Changed, Too
Today’s trailer buyer isn’t just your traditional contractor or landscape crew (though they’re still important). You’re also reaching:
› Rural homesteaders pulling equipment or livestock
› DIYers upgrading their properties
› Local delivery or mobile business owners
› Outdoor rec folks needing haulers for ATVs or toys
They’re comparison-shopping on phones, asking questions on social media, and expecting answers fast. Your brand needs to meet them where they are, with ads and websites that work as hard as they do.
What TracTru Brings to the Table
We’re not a giant ad agency. We’re a focused team that specializes in helping ag and rural brands, reach the right audience and get more from every dollar spent.
Here’s how we can help trailer brands grow:
› Websites built for inventory-heavy businesses
› Digital campaigns that resonate filtered by category + location
› Retargeting and lead gen strategies that keep the pipeline moving
› Real, human support. We’re a fun crew!
In short, we help you sell more trailers with less digital waste. ■
Ready to Build Something Better?
Happy Trailers, Happier Customers
By Samantha Darling LaCount, NATM Tracks Editor
The folks at Happy Trailers have a lot to be happy about. The most recent news is the groundbreaking for their new headquarters in Paris, Texas, on June 6, 2025. The cutting-edge 8,434 square-foot facility is located at 550 NE Loop 286 and will serve as the operational hub for Happy Trailers’ 12 locations across Texas and Oklahoma. Happy Trailers CEO Ronnie Enns says it will be an upgrade for customers and staff.
“Our existing Paris location will move to this new building. That will double the amount of space that they have for inventory. We’ll get an upgraded parts showroom and bigger service bays, so definitely, from a retail customer experience, it’s going to be significantly elevated,” Enns said. “We’re excited. Currently, I’m in another office on the other side of town, not actually at our dealership. We ran out of space. We’re in a rented office space in a shopping center on the other side of town. Some of us work from home, and we’re just hobbling along until we get this thing done. Being able to get everyone under one roof will be great.”
Enns says the first floor will be dedicated to retail operations while the second floor will hold a conference room for meetings and training, executive offices for the leadership team, and offices for the
administrative team who handle inventory, marketing, and accounting for all their locations. They hope to move into the new location in late spring or early summer of 2026.
This comes on the heels of achieving a personal goal for Enns. The company was able to open 12 locations a month shy of its 12th anniversary.
“The 12 by 12, that just popped up in the last few months. I was like, man, we if we’re going to do 12, we might as well do it before our 12-year anniversary.” Enns said. “We opened a new store in Lubbock last year, and then Oklahoma City in December, and then we just opened Weatherford, Texas, in April.”
Twelve locations in 12 years could, at times, feel more stressful than happy. That’s the same concept that led Happy Trailers to its name back in May 2013. Many people associate visiting a dealership of any kind with stress and frustration. Enns says the idea is that every customer should be a happy customer.
“That’s a wildly unrealistic goal. In reality, you cannot make everybody happy, but we sure as heck try to. Sometimes that comes at a bit of a cost of our time, and money, and sanity, but we sure try and that’s our focus
Photos provided by Happy Trailers.
throughout,” Enns said. “We try to be professional. We try to be competitive with our pricing. We try to have a good display of products. At the end of the day, what we focus on the most is just making the whole experience easy for the customer.”
Enns says they want to take care of customer needs from start to finish. They focus on communicating well and fixing the customers’ problems. But then there’s the extra mile, like adjusting a truck hitch, taking a look at truck wiring that isn’t working with the trailer, or helping to navigate through their credit situation with them. Just trying to make their lives easier.
“For car dealerships, motorcycle dealerships, and places I’ve shopped, it always ends up being more complicated than it should. It’s often really frustrating. It takes way longer than it ever should,” Enns said. “That’s so typical of auto dealerships, and we don’t mess around with that. We try to put as much of our pricing as we can online. All of our trailers are priced. We even have prices for some of our services online. We’re making that easily accessible where people aren’t wasting their time trying to do business with us. That’s the key.”
Their success didn’t come overnight. Enns says a big benefit of being a part of the National Association of Trailer Manufacturers (NATM) for him is getting that peer interaction.
“There’s a lot that I’ve learned from other dealerships, and I think I’ve been able to share some helpful information with some of them as well,” Enns said. “In the last few years, I’ve gotten to know a lot more dealers across the country, and I see a lot of value in connecting with them and sharing concerns, struggles, and ideas.”
The NATM Trailer Expo programming was scheduled with dealers in mind. The networking opportunities and educational offerings were put together based on feedback from NATM Dealer Affiliates. Many dealers expressed their desire to connect and be able to learn from each other, as well as from professionals.
“The Trailer Expo is going to provide education, along with that, will come a lot of different talking points. You’re going to attend an education session, and then you’ll end up having questions or ideas, or you just want to kind of bounce your thoughts off of someone else. Like, ‘What did you think of that? Have you seen that work in your dealership?’ Those spontaneous conversations in the halls — I’m super excited about that part.”
Enns serves on the NATM Dealer Committee and has played a role in planning the event.
“The Dealer Committee has been a voice for dealerships to make sure that the content, the layout, and the schedule make sense as an attendee. Obviously, I’ll also be attending, and I think I share a similar perspective that a lot of other dealers do,” Enns said. “I appreciate that NATM is interested in hearing from dealers and tailoring the show for dealers, since it is the first specifically dealer show. I’m happy to be a part of that.”
Happy Trailers has been an NATM Dealer Affiliate since 2024. To learn more about them, visit www.happytrailers.com.
Have your own story to share or a topic you want to see covered? Contact NATM Tracks Editor Samantha Darling LaCount at Samantha.Darling@natm.com. ■
LandAirSea: The Value of Trailer/ GPS Integration
Submitted by LandAirSea
Back in January 2023, it was just another mild winter day in Southern California. But for a Malibu homebuilder, it was a gut-wrenching scene. He saw a heavy-duty lock broken and discarded on the ground. Then he noticed an empty space where his work trailer should have been. And with it, some $300,000 worth of exotic teak wood had vanished without a trace.
This scenario is an all-too-common nightmare for contractors, fleet managers, and individual trailer owners across the nation. In the past, this story would have likely ended right then and there. A costly loss, a frustrating insurance claim, and the difficult task of getting a major project back on track. But this time was different.
Discreetly hidden on the stolen trailer was a small device. While the thieves had found and removed a more obvious tracker, they completely missed the LandAirSea 54. Using the real-time location data transmitted by the 54, the homebuilder worked with law enforcement. They followed the digital trail directly to the thieves’ front door.
Within hours, the trailer — and all of its $300,000 worth of cargo — were safely recovered, turning a potential disaster into a story of swift and decisive victory.
The Power to Protect
This story is a perfect example of what motivates LandAirSea. The power to protect is what drives the company, as
exemplified by a fellow NATM Member and a 30-year veteran of the American manufacturing industry.
Founded in 1994 and headquartered in Woodstock, Illinois, LandAirSea quickly established itself as a leader in the GPS space.
The story began not in vehicles on the road, but up in the sky. The company’s first-ever product, Flight-Trac, was a pioneering GPS solution for tracking small aircraft. While it was technologically advanced, the market was limited for such a device. As LandAirSea faced many of the challenges most new businesses face, the company decided to pivot.
Realizing the vast potential for tracking ground-based vehicles, LandAirSea’s founders developed the GPS Tracking Key, one of the first accessible vehicle tracking units.
Shifting From Air to Land: Delivering Solutions
In hindsight, this shift from air to land was the
Photos provided by LandAirSea.
moment that LandAirSea found its lasting purpose. It proved the company could adapt its core GPS technology and embed it into new platforms.
Now, it was the company’s mission to solve as many real-world problems as they could with this emerging technology. It was this first step into the world of hardware integration that led LandAirSea to the many trailer industry partnerships it enjoys today.
For the company, it’s not just about making cool new devices. Instead, it’s about delivering solutions to realworld problems, solutions that weren’t possible before.
Facing the Trailer Industry’s Challenges
As with the other sectors LandAirSea works with, its mission is to help solve the trailer industry’s most persistent and costly challenges: asset security and management.
To meet that lofty goal, LandAirSea knew they couldn’t just deliver a simple accessory, but a feature built into trailers from the start. By integrating their proven GPS technology at the point of manufacture, LandAirSea set out to develop a new generation of smart, secure trailers.
Trailer manufacturers who take the opportunity to partner with LandAirSea also gain a competitive advantage. Integrating a device such as the compact LandAirSea 54 or the extendedlife Overdrive transforms a standard trailer from a passive metal box into a smart, connected asset. This immediately differentiates your brand in the crowded trailer marketplace.
Partnerships between LandAirSea and trailer manufacturers also open up a high-margin revenue stream through recurring GPS service subscriptions.
In addition to generating extra revenue, these subscriptions help establish a long-term relationship with your customers, long after the initial sale. Since trailer manufacturers have the ability to fully whitelabel LandAirSea’s industry-leading SilverCloud software platform, you can offer a branded app that keeps your
company name front and center in your customers’ minds.
Of course, this drives brand loyalty. It also creates opportunities for upselling accessories and future trailer purchases.
Delivering a Premium Product to Dealers
A manufacturer that equips its trailers with embedded GPS also provides its dealers with a powerful new sales tool. A “smart trailer” is a premium product with a clear, compelling story centered on security and technology. It justifies a higher value and gives dealers a unique selling proposition that competitors cannot match.
Furthermore, the technology provides enhanced security for the dealer’s own lot, allowing them to monitor their valuable inventory with geofencing and instant alerts, simplifying audits and deterring theft.
Ultimately, the end customer benefits the most. Features like geofencing (which triggers an alert if a trailer moves outside a designated area) and real-time tracking keep their high-value assets protected around the clock. This peace of mind is priceless, and something consumers gladly pay for.
Commercial customers in construction, landscaping, or logistics can also benefit from this security. However, that’s just the tip of the iceberg.
Using GPS data from integrated LandAirSea devices, contractors and other commercial trailer owners can improve their deployment plans. By tracking equipment’s real-time location, they can make more informed decisions about where equipment should be placed throughout the project’s life cycle.
There are better alternatives to relying on the number of months elapsed or miles traveled to determine maintenance schedules. LandAirSea SYNC OBD-II tracker provides vehicle health information, allowing issues to be addressed before they become significant problems. For vehicles that travel, GPS data helps verify service times for more accurate billing.
The Future of Trailers Is Smarter and More Secure
For 30 years, LandAirSea has been a technology leader in all aspects of transportation. However, the company’s commitment to the trailer industry is just getting started. The future of trailers is smarter, more secure, and more connected, and LandAirSea will be leading the way.
The company encourages all of its fellow NATM Members to reach out to see how LandAirSea’s custom integrations can help bring their trailers into the future. ■
Protection for the long (or short) haul.
Carlisle polyurea is a spray-on protective coating developed for high contact surfaces and corrosion susceptible areas for trailer applications.
There’s nothing it can’t handle; our coatings are your best, most durable defense against rust, weather, puncture, corrosion and more.
High tensile strength material provides a superior, permanent layer of protection
Protects from impacts, abrasions and corrosion
Won’t flake, bubble or crack, no matter wha t
Trouble and maintenance free
AAA Marine Trailers
Amphenol TPC Wire and Cable
Ancra Cargo International, LLC
Fineline Fabrications Pty Ltd
GVS RPB
IFS Coatings
Lee Motors Metasystems, Inc
Midwest Trailers LLC
Newton Oil
Northpoint Commercial Finance
Pandit Brothers PBROS LEAF SPRING
Phoenix USA Inc.
Rocket Equipment LLC
Southwest Trailer Manufacturing, Inc.
Tuff Wireless
WireCare, Inc
Xintai Taida Mirso Co., LTD Yanmar Mastry Engine Center
Welcome New Members
Trailer Manufacturer
ABTrailers
720 College Dr
San Bernardino, CA 92410 www.abtrailers.com
• Aluminum, Boat, Custom Design
ALL MARINE TRAILERS
1071 E 28th St Hialeah, FL 33013
• Aluminum, Boat, Trailer Service/Repair
Conquest Equipment, Inc
548 Bourquin Rd Estevan, SK S4A 2A7, Canada www.conquestequipment.net
• Agricultural/Farm, Custom Design, Specialty
E - Z Trail Inc.
1050 E Columbia St Arthur, IL 61911
• Agricultural/Farm
EDS AUTO INC
545 W M-60 319 Crane St Union City, MI 49094 www.edsautoinc.com
• Auto Hauler, Boat
Iron Star Manufacturing Villa 119, Cuauhtemoc, Chihuahua 31605, Mexico www.ironstarmfg.com
• Dump, Equipment, Gooseneck, Utility/Flatbed
J&M Manufacturing Co, Inc
284 Railroad St PO Box 547 Fort Recovery, OH 45846 jm-inc.com
• Agricultural/Farm, Equipment, Gooseneck
Mountain Trades LLC
6016 U.S. 65 Harrison, AR 72601
• Auto Hauler, Equipment, Gooseneck, Landscape, Utility/Flatbed
Sizemore Welding Inc
901 E Moody Blvd Bunnell, FL 32110
• Aluminum, Utility/Flatbed
STRONGhaul Trailers
139144 Road 11E Arborg, MB R0C 0A0, Canada stronghaul.com
• Agricultural/Farm, Aluminum, Auto Hauler, Equipment, Snowmobile/ATV, Utility/Flatbed
Supplier / Service Provider
Capital Forest Products
222 Severn Ave Bldg 14 Suite 100 Annapolis, MD 21403
• Flooring, Lumber, Roofing
ComTec Solutions
65 Elmgrove Park Rochester, NY 14624 www.comtecsolutions.com
• Consulting, Sales/Marketing
Heavy Duty Ramps
n102w19400 Willow Creek Way
Germantown, WI 53022 www.hdramps.com
IMMI
18881 IMMI Way Westfield, IN 46074
• Safety Devices, Towing Accessories
kdships LLC 5776 Platte River RD Lot 128 Fremont, NE 68025
• Transportation/Shipping/Freight
Kenect
1221 S Valley Grove Way Ste. 400 Pleasant Grove, UT 84062
• Computer Software
Lightspeed DMS
10897 S River Front Pkwy South Jordan, UT 84095
• Computer Software
MONA Payment Solutions
1325 E Thousand Oaks Blvd Suite 200 Thousand Oaks, CA 91362 monasolutions.com
K&K Sales LLC 209 S Valley Pride Rd Hutchinson, KS 67501
• Trailer Sales, Trailer Service/Repair
Keithco Trailers LLC
309 N 90th St Enid, OK 73701-5151
• Trailer Service/Repair
M&M Trailer Service, LLC
280276 W Hwy 7 Marlow, OK 73055
• Trailer Service/Repair
The Difference is D urability. The Quality is Hut chens.
The Differenc e is Durabi lity. The Quality is Hutchens.
Press Releases
Optronics Gives Vehicle Branding Room to Glow with 4-Inch Round STL104 Series Custom LED Logo Lights
TULSA, Okla. — Optronics International, a leading manufacturer of vehicle harnesses, electronic control systems and LED lighting for the global transportation industry, announced the commercial availability of its new STL104 Series custom LED logo lights in 4-inch round format today. The new stop/turn/tail light is a low-cost alternative to Optronics’ original logo light, introduced in 2019, which made branded vehicle lighting available for the first time.
The STL104 Series represents a paradigm shift in commercial vehicle lighting, democratizing custom logo technology that was previously available only to large OEMs with high-volume requirements. Optronics’ patented manufacturing process maintains all safety and visibility benefits of traditional lighting while incorporating brand elements at a cost comparable to – or even less than – standard commercial vehicle lighting options.
“The introduction of our 4-inch round STL104 Series custom logo lights expands the creative possibilities for fleet branding significantly,” said Dustin Smith, vice president of sales for Optronics International. “Unlike vinyl graphics or conspicuity tape that can fade or be damaged, these LED lights create a dynamic brand presence that attracts attention both day and night while serving their essential safety function.”
Each STL104 Series custom logo light features 29 SMD LEDs configured specifically for its round footprint, with 10 LEDs paired with optics for optimal light output, and the remaining 19 LEDs illuminating the logo portion during stop and turn functions. This 4-inch stop/turn/tail light is fully FMVSS compliant for under 80-inch applications and may be used in over 80-inch applications when properly installed. It offers an industry-standard PL3 connection and grommet mounting, with other connection and mounting options available.
Optronics’ breakthrough manufacturing process has eliminated traditional barriers to custom lighting. The STL104 Series requires minimal setup costs and can take projects from concept to delivery in as little as 120 days. Minimum order quantities start at just 500 pieces, and volume-based pricing tiers begin at 2,500 units annually.
“We’ve literally put custom LED logo lighting within reach of any company that makes or operates commercial vehicles,” Smith said. “Whether it’s a large fleet looking to enhance brand recognition, a trailer or specialty vehicle manufacturer wanting to differentiate its products, or an upfitter adding value for their customers, the
economics now make sense for operations of all sizes.”
The lights undergo rigorous testing to ensure they meet all DOT requirements while maintaining their aesthetic appeal. Each custom logo design is individually tested for photometric compliance, shock and vibration resistance, and all other FMVSS 108 requirements. The process begins when customers provide a high-resolution image of their logo and Optronics’ team creates a visualization showing how the logo will appear in the light.
The applications span every sector of the commercial vehicle market, from heavy-duty fleets enhancing trailer and cab branding to work truck operations seeking to maximize brand visibility while maintaining required lighting functions. Specialty vehicle and trailer manufacturers can incorporate them into custom builds to create distinctive product differentiation.
“From a branding perspective, the number of impressions generated by vehicles traveling America’s highways is substantial,” Smith noted. “From an operational standpoint, the price differential between the new logo lights and standard lighting is now so minimal that the branding benefit comes at virtually no premium.”
The STL104 Series 4-inch round custom logo lights are available for order now, with delivery beginning in Q3 2025. Like all LED products from Optronics, these lamps come with the company’s industryleading lifetime LED warranty protection.
Optronics products are available in the U.S. and Canada through the company’s extensive distribution network of more than 30,000 convenient distribution locations. Users can access individual Optronics distributor websites by simply clicking on their logo icons. For information on international sales and distribution of Optronics products, please contact Dorian Drake at (914) 697-9800, or visit doriandrake.com.
About Optronics
As the fastest-growing vehicle lighting and harness manufacturer in the U.S., Optronics International attributes its success to delivering better value, better options and better systems to its customers. Founded in 1972, Optronics International is a premier worldwide manufacturer and supplier of branded industrial and commercial vehicular safety lighting products and premium, custom electrical wiring harnesses for commercial vehicle applications. The company specializes in electrical system and harness design and interior and
exterior LED and incandescent lighting for heavy-duty on- and offhighway vehicles, armored couriers, light- to medium-duty trailers, specialized vocational equipment, transit vehicles, RVs and marine equipment. The company’s patented USA-PLUS system provides the most advanced molded harness connections available in the market. The Optronics product catalog is among the most extensive in the industry. Optronics is headquartered in a 200,000-square-
foot, ISO 9001-certified manufacturing, distribution, research and development facility on a 17-acre campus in Tulsa, Oklahoma. It has a 1,000,000-square-foot, IATF 16949-certified manufacturing facility in Annan District, Tainan, Taiwan. The company also has a manufacturing and distribution facility in Goshen, Indiana, and a wire harness manufacturing plant in Winnsboro, Texas. Learn more at www.optronicsinc.com/. ■
Shapiro Launches New Website to Help Manufacturers Cut Waste and Capture Value
ST. LOUIS, Mo. — Today, Shapiro announces its new website, built to help manufacturers lower waste, save money, and lead in sustainability. The new website shares how Shapiro supports companies through smarter recycling, better data, and bold action.
“The new website is a reflection of how we think, how we work, and how we help,” says Bob Alvarez, COO and President at Shapiro. “We bring tools, experience, and fresh thinking to the table.”
The new site includes:
› Sustainability Dashboard – shows sustainability impact in real time
› Zero Waste Roadmap – outlines a clear plan to reduce landfill
› Industry Case Studies – proves what’s possible
› Talk to a Rep – lets visitors connect right away
The site highlights how Shapiro transformed with a dynamic industry from scrap metal to full-service sustainable solutions, with real stories, measurable tools, and expert support.
Visit www.shapirometals.com to explore how Shapiro helps you go further.
About Shapiro
Founded in 1904, Shapiro leads in sustainable industrial solutions. Their programs focus on transforming waste into value through recycling, circular economy strategies, and advanced analytics. Shapiro empowers industries to build a greener, more sustainable future. ■
UFP Factory Built Enhances National Reach With Addition Of New Western Facilities
GRAND RAPIDS, Mich. — UFP Factory Built, a division of UFP Industries’ Construction segment, today announced it has acquired the Twin Falls, Idaho facility of Robert Weed Corporation. The transaction that will add regional service and greater capacity to the unit’s operations, and strengthen the company’s position in the RV, cargo trailer and manufactured housing spaces by expanding its western footprint.
“UFP Industries has decades of experience as a leading supplier of high-quality components for RV, cargo trailer and manufactured housing OEMs, and this transaction further extends our reach,” said Patrick Benton, President of UFP Construction. “We’re excited about the long-term growth opportunities this transaction provides us as well the operating synergies that exist with our existing locations in region.”
“At UFP Factory Built we help builders and OEMs build better from the ground up,” said Chad Eastin, Executive Vice President of UFP Factory Built. “And we look forward to the opportunity to expand and improve our custom structural
and innovative solutions to customers in the region.”
A full listing of UFP Factory Built offerings can be found at www.ufpfactorybuilt.com.
UFP Industries, Inc.
UFP Industries, Inc. is a holding company whose operating subsidiaries—UFP Packaging, UFP Construction and UFP Retail Solutions—manufacture, distribute and sell a wide variety of value-added products used in residential and commercial construction, packaging and other industrial applications worldwide. Founded in 1955 and headquartered in Grand Rapids, Michigan, UFP Industries has been ranked on the Fortune 500 and #128 on Industry Week’s list of America’s Largest Manufacturers. For more information about UFP Industries, visit www.ufpi.com. ■
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Liberty Trailers Hosts Grand Opening Celebration at New Texas Manufacturing Facility
SULPHUR SPRINGS, Texas — Liberty Trailers, a leading manufacturer of American-made, commercial-grade trailers, proudly hosted a Grand Opening celebration at its newest manufacturing facility in Sulphur Springs on Monday, bringing together employees, their families, local leaders, and community members for a day of recognition, fun, and forward-looking vision.
The event featured a ceremonial ribbon cutting attended by representatives from the Sulphur Springs/Hopkins County Economic Development Corporation, the Hopkins County Chamber of Commerce, Sulphur Springs City Council, and both city and county officials. Also present were Liberty’s vendor partners, longtime supporters, and dozens of employees who have contributed to the opening of the new facility.
“This day is about more than opening a building—it’s about celebrating the people who build our product, our culture, and our future,” said Johnathan Bradley, Liberty’s Chief Commercial Officer, during his remarks. “We’re proud to call this community home and to continue our commitment to American manufacturing.”
A Family-Friendly Day of Celebration
The day’s festivities were a vibrant mix of appreciation and entertainment:
› Factory tours gave guests a behind-the-scenes look at Liberty’s high-quality production process
› Employee recognition moments honored standout team members for their contributions
› A live DJ, bounce house, and coloring stations kept spirits high and kids smiling
Felling Trailers, Inc. Names
› Delicious food, door prizes, and giveaways added to the festive, family-friendly atmosphere
With patriotic decor, sunny skies, and the hum of optimism in the air, the event embodied Liberty Trailers’ mission to empower hardworking Americans through dependable, innovative trailers—built right here at home.
Growth and Commitment to Quality
The new facility represents a major step forward for the company’s operational capabilities. Set to triple production capacity, it will enable Liberty Trailers to better serve its national dealer network and growing customer base, while continuing to uphold its standards of craftsmanship, reliability, and support.
“As we grow, our values stay the same: integrity, innovation, teamwork, and a relentless commitment to quality,” said Mike Teso, Liberty Trailers Chairman and CEO. “This celebration marks a new chapter— one grounded in purpose and built to last.”
To see additional photos from the event, click here!
About Liberty Trailers
Founded with a vision to provide hard-working individuals and businesses with dependable, American-made trailers, Liberty Trailers has grown into a respected name in the trailer industry. Known for its commitment to quality, partnership, and community, Liberty serves a wide range of industries through its dealer network across the country.
To learn more about Liberty Trailers, visit www.libertytrailers.com. ■
the 2025 Trailer for a
SAUK CENTRE, Minn. — Felling Trailers, Inc. proudly announces Ivy’s Legacy Foundation as the beneficiary of the 13th annual 2025 Trailer for a Cause auction. This time-honored tradition involves auctioning a custom FT-3 Utility trailer online, with 100% of the winning bid donated to the selected nonprofit organization.
Over the past 13 years, Felling Trailers’ Trailer for a Cause auction has raised more than $51,000 for nonprofit organizations, including ACT on ALZ-Alzheimer’s, Lymphoma
Cause Beneficiary
Research Foundation, Minnesota Fire Fighters Foundation, Eagle’s Healing Nest, and Backing the Blue. Felling Trailers’ goal is to raise awareness about various nonprofits making a difference while supporting their vital work.
The 2025 Trailer for a Cause auction beneficiary, Ivy’s Legacy Foundation, was selected by the Felling Trailers’ employees in the form of a vote. Team members cast their votes for the organization of their choice in late spring this year. When the last of the votes were tallied, Ivy’s Legacy Foundation held
the popular vote. “It is absolutely amazing to be the selected organization; we feel very honored,” stated Nicki Vogt, founder of Ivy’s Legacy Foundation. “Ivy’s Legacy Foundation has been assisting families in Central Minnesota for over a decade. As it celebrated its tenth year of helping families in need a few months ago, we are honored to acknowledge that this organization has also supported members of our team and their friends and extended families. It’s comforting to know local organizations like Ivy’s Legacy Foundation exist to step up when tribulations present themselves,” said Brenda Jennissen, president of Felling Trailers, Inc.
Ivy’s Legacy Foundation is a Sauk Centre, MN-based nonprofit organization dedicated to helping families who have fallen on hard times. The foundation provides various forms of assistance, including financial support for medical bills and funeral expenses, grieving baskets for parents who’ve lost a baby, chemo baskets for cancer patients, and memorial services. As a 100% volunteer-run organization, Ivy’s Legacy Foundation has raised hundreds of thousands of dollars for families throughout Central Minnesota and beyond. “We understand that life can bring unexpected challenges and struggles. We hope that, through donations, we can extend our roots of love and branches of hope to even more families in our area who really need it,” stated Vogt.
A late Fall 2025 auction is being planned for Trailer for a Cause. Leading up to the auction, Felling Trailers will collaborate with Ivy’s Legacy Foundation to raise awareness about the work they do and the families and community members they serve throughout Central Minnesota and beyond.
About Ivy’s Legacy Foundation
Roots of Love, Branches of Hope. Supporting our community members during their times of hardship is at the heart of what we do! Ivy’s Legacy Foundation, located in Sauk Centre, MN, is a proud 501(c)(3) nonprofit organization founded in 2016. However, our journey began much earlier in 2009,
inspired by an angel named Ivy Rose, the beloved baby of Nicki and Aaron Vogt. We understand that life can bring unexpected challenges, such as sudden loss, cancer, tumors, fire destruction, organ transplants, birth defects, stillbirths, infectious diseases, and deficiency disorders, just to name a few. These issues are not just statistics; they are the real struggles faced by families right here in central Minnesota. Ivy’s Legacy Foundation has been honored to extend our support to these families when they need it most. Together, we are dedicated to sprinkling love and compassion in our community, helping families find hope and healing during their difficult times.
For additional information about the Ivy’s Legacy Foundation, visit ivyslegacyfoundation.org.
About Felling Trailers, Inc.
Felling Trailers is a family-owned and operated Full Line Trailer Manufacturer located in Central
Minnesota. Started in 1974, Felling Trailers, Inc. has grown from a small shop to a factory and office complex that today covers over 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 WBENC-Certified 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). ■
ALG Labels + Graphics Earns Second Consecutive Silver EcoVadis Medal, With Improved Sustainability Score
BIRMINGHAM, Ala. — ALG Labels + Graphics, a trusted custom manufacturer of pressure-sensitive labels and durable decals, is proud to announce that we have been awarded a Silver medal by EcoVadis for the second consecutive year. This year, ALG achieved an even higher overall score than the previous assessment, reinforcing our ongoing commitment to improving sustainability, ethics, and social responsibility across all areas of our business.
The EcoVadis Silver tier places ALG among the top 15% of companies assessed globally, recognizing our strong performance across four key categories: Environment,
Labor & Human Rights, Ethics, and Sustainable Procurement. This improved score reflects our continuous efforts to implement more responsible practices, invest in long-term improvements, and align our operations with industry-leading sustainability standards.
“Sustainability isn’t a one-time project, it’s a journey,” said Sally Cramer, Quality & Sustainability Manager at ALG Labels + Graphics. “We’re proud to receive the Silver EcoVadis medal once again, and even more proud that our
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score improved. This progress underscores our dedication to evolving with our customers’ needs and staying ahead of rising expectations in responsible manufacturing.”
ALG’s approach to sustainability includes responsible sourcing, minimizing the environmental footprint of our products, and upholding fair and transparent labor practices. We design labels and decals that stand up to the toughest conditions while reducing lifecycle impacts. Our team also emphasizes safe workplaces, employee development, and ethical business practices as foundational pillars of our success.
EcoVadis is one of the world’s most respected sustainability ratings platforms, evaluating over 130,000 companies across 180 industries and 180+ countries. The assessment process provides businesses with a trusted benchmark for their environmental and social impact while highlighting areas for improvement. Receiving a Silver medal again—and with
a higher score—demonstrates the strength of ALG’s internal systems and our capacity for continuous improvement.
“We know our clients care about who they work with,” added Cramer. “That’s why we’re dedicated not only to meeting their needs with great products but also supporting them with responsible practices they can feel good about. We’re proud to be a trusted supplier in their sustainability journey.”
For more information about ALG Labels + Graphics and our sustainability journey, visit www.alggraphics.com.
About ALG Labels + Graphics
ALG Labels + Graphics is a U.S.-based manufacturer of pressuresensitive labels and decals, specializing in high-durability solutions for industrial and commercial use. We offer three core print processes and a collaborative customer experience designed to deliver quality, value, and speed. With a growing focus on sustainability, ALG continues to lead the way in combining reliable performance with responsible practices. ■
Aero Build Welcomes Brewster Pate as Senior Director of Operations
NASHVILLE, TN — Aero Build is proud to announce the appointment of Brewster Pate as the company’s new Senior Director of Operations. With over two decades of leadership experience in advanced manufacturing and global program management, Brewster joins Aero Build at a pivotal time in its growth and innovation journey.
Brewster brings a deep operational background from leading roles at both Wisk and Nissan Motor Corporation. Most recently, he served as Director of Manufacturing at Wisk, a cuttingedge aerospace company pioneering autonomous electric air taxis. During his tenure, he played a critical role in scaling advanced manufacturing capabilities and driving production excellence in alignment with next-generation mobility goals.
Prior to his time at Wisk, Brewster spent over two decades at Nissan in a variety of impactful leadership positions. His roles included Program Manager in the Program Management Office, where he was responsible for highlevel cross-functional coordination, and Pilot of Business Transformation, leading key initiatives to modernize operations and optimize performance across North American manufacturing facilities. He also served internationally during a Foreign Service Assignment in Atsugi, Japan, further strengthening his global operational perspective.
“Brewster’s track record of leading complex manufacturing programs and driving transformation across organizations
makes him a perfect fit for Aero Build,” says Brian Fuente, CEO of Aero Build. “As we continue to scale our platform and capabilities, his strategic insight and operational rigor will be essential to our success.”
As Senior Director of Operations, Brewster will oversee Aero Build’s end-to-end operational strategy, helping to ensure efficiency, scalability, and resilience as the company expands into new markets and product lines.
“I’m excited to join Aero Build at such an exciting moment of opportunity,” said Brewster. “The company’s vision for revolutionizing mobility through design, technology, and sustainability is deeply aligned with my passion for operational excellence and innovation. I look forward to helping shape the next chapter of Aero Build’s journey.”
Brewster is based in the Nashville Metropolitan Area and will be working closely with teams across Aero Build’s product, engineering, and operations divisions.
About Aero Build
Founded in 2019, Aero Build’s mobile business trailers to help entrepreneurs live out their dreams. These units are suitable for a wide range of industries, from food service, coffee shops, to retail and healthcare. Our options make it easy for businesses to get a trailer that perfectly matches their requirements. ■
Dec-O-Art Partners with Care Camps Foundation To Support Children with Cancer
Dec-O-Art, The Label Experts, is committed to enhancing lives by supporting communities in need. The company understands the importance of giving back—not just to local neighborhoods, but to communities across the United States. Through its partnership with the Care Camps Foundation, Dec-O-Art proudly supports camps that bring joy, hope, and comfort to children facing the challenges of cancer.
ELKHART, July 2025
Dec-O-Art is proud to give back to the community and support those in need. In line with this commitment, the company has partnered with the Care Camps Foundation. For every Care Camps and Forest River co-branded decal sold, Dec-O-Art will donate a portion of the proceeds to the Care Camps Foundation, which provides life- changing experiences to children living with cancer and their families.
“We’ve built a great working relationship with our customer, Forest River, and were honored when they shared their involvement with Care Camps,” said Alexis Sindle, Sales Operations Manager at Dec-O-Art. “They knew of our company’s philanthropic values and invited us to participate in the fundraiser. We were excited to learn more about the organization and how we could play a role in supporting such an impactful cause.”
Founded in 1984 by a group of Kampgrounds of America (KOA) owners, Care Camps began as a grassroots effort to fund pediatric oncology camps. Today, it is a well-established non-profit organization with strong partnerships across
the outdoor industry, creating opportunities for children with cancer to enjoy the healing experiences in nature.
As the only national non-profit dedicated solely to funding medically supervised camps for children with cancer in the U.S. and Canada, Care Camps Foundation combines expert care with the therapeutic power of the outdoors. These camps provide essential medical support in a traditional camp setting, offering children a sense of community and belonging. Campers are able to connect with others who understand their experiences—without having to explain their illnesses.
“We are so grateful to have Dec-O-Art join our mission to support camps for children with cancer,” said Gwynn Sullivan, MSN, Care Camps Foundation Executive Director. “Having toured Dec-O-Art’s production plant, their philanthropic spirit shines through their leadership, staff and work.”
To learn more about the important work the Care Camps Foundation is doing or to contribute to their mission, visit www. carecamps.org. Your support can make a lasting difference in the lives of these remarkable children and their families.
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. ■
