I hope everyone kept cool and safe over this summer. With high temperatures and increased travel nationwide over the summer months, safety is not something we should take for granted. The National Association of Trailer Manufacturers (NATM) and its members stepped up again this summer to help improve trailer safety nationwide.
NATM’s annual Trailer Safety Week (TSW) was celebrated June 2-8 and was a huge success. TSW content reached thousands online with a reach of over 95,000 individuals on social media alone. Engagement with TSW content and participation in the movement continue to grow each year.
Congressman Rudy Yakym of Indiana introduced a House resolution designating June 2-8, 2024, as National Trailer Safety Week in the United States. Representatives John Garamendi of California, Sanford Bishop of Georgia, and Tim Burchett of Tennessee, also supported the resolution. The support in Congress is a huge step in furthering our reach and gaining momentum in Washington.
NATM’s mission to “promote trailer safety and the success of the trailer manufacturing industry through education and advocacy,” is being supported on a national stage. I couldn’t be more proud of all the work the Association Staff and Members put into this year’s campaign.
First, I want to thank NATM Staff, who does year-round preparations to best highlight trailer safety one week a year. This background work could be easily overlooked, but it is the launchpad for TSW’s continued success.
Next, I’d like to thank all the member companies that participated. It is so commendable that during the busiest time of year, likely in and out of work, you made time to step up and promote trailer safety. All of the NATM TSW Partners, Champions, and Allies are practicing what this association stands for, and your community has been made safer by every person who your social media content reached. Congratulations and thank you for all you do.
TSW success wouldn’t be possible without member company participation. To read more about taking the leap from TSW Ally to Champion, see Page 40.
If you are interested in becoming more involved or interested in learning more about TSW, visit TrailerSafetyWeek.com.
The Association's next big event is quickly approaching. The 2025 Convention & Trade Show will be here before we know it. In February, decision-makers from around our industry will converge in Nashville, Tennessee,
to grow their business, meet their peers, and take advantage of all of the Convention's other offerings.
I know choosing to attend a convention can be a big decision, but I hope you will check out the Convention content, starting on Page 14, and see the value built in. I hope you will join us in Nashville on Feb. 17-20, 2025!
We also hope to see you at NATM's brand new event, the NATM Trailer Expo. NATM is expanding its educational efforts and support to trailer dealers through the launch of the NATM Trailer Expo: The ultimate lightand medium-duty trailering event of the year.
This event will bring together all key stakeholders of the light- and medium-duty trailer industry, including trailer dealers, trailer manufacturers, suppliers, service providers, and automotive tow vehicle OEMs. The target audience to attend and walk through the Trailer Expo includes trailer dealers, as well as fleet and government purchasing agents. The Expo will feature an exposition of trailers under 26,000 lbs GVWR on the trade show floor. Additionally, suppliers and service providers that assist dealerships will also be welcome to exhibit.
You can read more about the 2025 NATM Trailer Expo starting on Page 63. We hope you'll join us and your industry peers in Oklahoma City on Sept. 16-18, 2025.
Our Association is only successful thanks to the hardworking trailer manufacturers, suppliers, and dealers that are committed to safety and compliance. NATM strives to continue to make our roadways safer and bringing the industry together is one way to furthering that mission. ■
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Headquarters REPORT
By Alex Stowe, NATM Executive Director
Fall is finally approaching at NATM HQ, with college football and cooler weather on the horizon, I am excited to see how NATM closes out the rest of 2024. 2024 has been another great year for NATM, largely thanks to the hard work of staff, committees, and our members. I am excited to see that registration for NATM’s 2025 Convention is open for all member types. The 2025 Convention & Trade Show promises to be another incredible event for the entire light- and medium-duty trailer industry to come together for purposes of networking, education and technical forums. For industry suppliers and trailer manufacturers looking to maximize their exposure, there are still a few sponsorship opportunities available. To learn more, please contact Aileen. Valido@natm.com or visit www.NATM.com/Convention.
NATM is now 18 months into instituting our 2023-2026 Strategic Plan. I am happy to report that NATM has founded a new 501(c)(3) to assist with growing Trailer Safety Week. Earlier this year the National Safe Trailering Council (NSTC) was founded with the goal to further assist in receiving funding for Trailer Safety Week content from state Departments of Transportation and the National Highway Traffic Safety Administration (NHTSA). 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 program will be offered on-demand, allowing students to learn when it's most convenient for them. The Academy will be launching later this year with five separate learning paths that will continue to receive additional content over the coming years.
Finally, as 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 to their member type.
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 seventh annual Trailer Safety Week event. With over 640 allies educating end users and customers about safe trailering practices, the momentum continues to grow. 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 2025.
On the governmental advocacy front, NATM’s annual Regulatory Roundup was held May 21 and 22 in Washington D.C. This was an amazing opportunity to bring together members from across the Association to meet with members of Congress and other groups whose guidance impacts our membership at large. After discussions with our Government Affairs Committee and Board of Directors, NATM focused our message on the importance of explaining who NATM is, what we do, and how our membership contributes to the economy broadly and employment numbers for each state our members represent. NATM also discussed the importance of the Trailer Safety Act with members of Congress and pushing to ensure we can get additional funding for Trailer Safety Week programming. Roundup participants also explained NATM’s new 501(c)(3) and the importance of finding state specific contacts to assist with building out more programming geared towards end users.
The industry continues to overcome challenges and deliver, even as demand has fallen from where it was in 2021 and 2022. 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! ■
Alex Stowe NATM Executive Director
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K&L Gates Tracking Active Industry-Related Rulemakings
By Brody Garland, K&L Gates
Agency Rulemaking Updates
In early July, the Biden Administration’s Office of Management and Budget (OMB) released its updated Spring 2024 edition of the Unified Agenda of Federal Regulatory and Deregulatory Actions. The biennial regulatory roadmap provides an overview of what federal agencies are working on, where they are in the rulemaking process, and what expected timelines look like for carrying out regulatory actions.
This year’s Spring 2024 Agenda included 3,698 rules from over 60 federal departments and agencies, an increase from 3,599 in the Fall 2023 edition. The activities are categorized into Active Actions (2,361), Completed Actions (689), and Long-term Actions (648).
Notably, the report included several active rulemakings from agencies with jurisdiction over policies impacting the light- and medium-duty trailer industry:
National Highway Traffic Safety Administration (NHTSA)
59 active rulemakings
Federal Motor Carrier Safety Administration (FMCSA)
24 active rulemakings
Federal Highway Administration (FHWA)
21 active rulemakings
Below are a few notable rulemakings with direct implications for the industry:
Side Underride Guards on Trailers and Semitrailers
This ongoing rulemaking would consider requirements for side underride guards on trailers and semitrailers to mitigate underride crashes into the side of these vehicles. The rulemaking would respond, in part, to a September 2013 petition
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for rulemaking from the Truck Safety Coalition to start studies and rulemakings on side guards and front override guards on trucks. This rulemaking would also respond to a provision in the Bipartisan Infrastructure Law (BIL) to conduct research on side underride guards to assess their effectiveness, feasibility, costs, and benefits, and report the findings of the research in a Federal Register notice to seek public comment. The agency is expected to analyze public comments through October 2024.
Alternative Options for Rearview Mirrors
This notice sought public comment on the safety standard for rear visibility to facilitate new designs regarding the introduction and certification of cameras replacing rearview mirrors. The agency is expected to analyze public comments through April 2025.
Assessment of Nonpneumatic Tires on New Motor Vehicles
This Advance Notice of Proposed Rulemaking (ANPRM) would seek comment on whether and how NHTSA's regulations could be amended to permit nonpneumatic tires to be installed on new motor vehicles. The agency is expected to analyze public comments through January 2025.
Requirements for Importing Motor Vehicles and Motor Vehicle Equipment
This rulemaking would propose requirements necessary to identify and track imported products by name and the manufacturer's address, and each retailer or distributor to which the manufacturer directly supplied motor vehicles or motor vehicle equipment. A Notice of Proposed Rulemaking (NPRM) is expected by April 2025.
Defect and Noncompliance Notification
This rulemaking, if finalized, would respond to section 24104 of the FAST Act directing the Secretary to issue a rule requiring manufacturers "notification by electronic means in addition to notification by first class mail" to owners for defects and noncompliance of motor vehicles. MAP-21 allowed the Secretary discretion for the notification to be "in a manner other than, or in addition to, first class mail." MAP21 also authorized the Secretary of Transportation to improve the efficacy of recalls by requiring manufacturers to send additional notifications of defects or noncompliance if a second notification by the manufacturer does not result in an adequate number of motor vehicles or replacement equipment being returned for remedy. An ANPRM is expected by July 2024.
The federal regulatory process can often be slow and deliberate, with some rulemakings extending for several years, often without resolution. It is critical that interested stakeholders become aware of not only the regulations that impact business operations, but also the structure of the process, and how they can remain engaged throughout. ■
Strike a Chord: Unveiling NATM’s Dueling Pianos Welcome Event
By Aileen Valido, NATM Events Director
Get ready to kick up your boots for an unforgettable week at the National Association of Trailer Manufacturers' (NATM) annual Convention & Trade Show in February, where the week will start off with a melody and a cheer! NATM is shaking things up this year and couldn't be more excited to invite attendees to the Dueling Pianos Welcome Event Reception, which will take place on Monday, Feb. 17, 2025, at the Gaylord Opryland. It’s an evening packed with camaraderie, and live music.
Event Details:
› Date: Monday, Feb. 17, 2025
› Time: 5:00 p.m. - 8:00 p.m.
› Location: Gaylord Opryland
› Price: Trailer Manufacturer full registrations
now include access to the Welcome Event! For all others: tickets are $60 and include two drink tickets, dinner, and evening full of dueling pianos fun
The convention Welcome Event promises an evening of spectacular networking opportunities for the trailer industry to kickstart your week at the convention. It’s the perfect chance to connect with fellow NATM Members, make new industry contacts, and enjoy the lively entertainment provided by dueling pianos!
To Register:
Tickets are $60 per person and registration is simple! Visit the NATM website at www.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. ■
Key into Philanthropic Sponsorship Opportunity at 2025 Welcome Event
By Aileen Valido, NATM Events Director
This year, the National Association of Trailer Manufacturers (NATM) is thrilled to announce the convention Welcome Event Reception on Monday, Feb. 17, 2025, at 5:00 p.m. at the Gaylord Opryland. Get ready for an electrifying evening featuring dueling pianos! This new exciting addition will set the stage for NATM’s 2025 Convention & Trade Show.
Crank up the excitement with an evening packed with high-energy entertainment, networking, and fantastic sponsorship opportunities that will showcase your brand to attendees. Two teams of talented musicians will compete to steal the show. Attendees will vote for their favorite with donations throughout the evening.
This event also is the introduction of the Dueling Pianos Charity Competition. Each dueling piano team will be sponsored by a Charity Champion Sponsor, who will be able to select a charity for their team to represent. Attendees will see your company name all evening while enjoying the music and electric atmosphere as well as supporting the charity of your choice.
Be A Charity Champion Sponsor
Champion a cause by sponsoring a piano team and encourage attendees to vote to beat your competitor! Limited to two sponsoring companies at $10,000 each. Winner takes all in this philanthropic competition — the winning team’s charity of choice will receive a $5,000 donation from NATM as well as the funds raised onsite during the Dueling Pianos Charity Competition. Attendees will vote for their favorite dueling
piano team with provided tickets as well as cash donations to determine the winners of this friendly, feel-good competition.
Other Sponsorship Opportunities That Strike a Chord
› Onstage Banners: $2,500 – Your company’s logo will be prominently displayed onstage, ensuring maximum visibility throughout the event.
› Guitar and Music-Inspired Signage: $1,000 – Customized signage that harmonizes with the musical theme, offering a striking visual impact for your brand.
› “Next Song Brought to You By…”: $500 – Imagine the excitement as the pianists announce, “This next song is brought to you by [your company name],” and then launch into a crowd-pleasing hit.
› Handouts: $2,000 – Distribute coozies branded with your logo, ensuring that attendees remember your company long after the last note has been played.
All sponsorships have limited spots and are first come, first served so contact NATM today! Contact NATM Events Director at Aileen.Valido@natm.com or 785-272-4433. Make this NATM Convention & Trade Show Welcome Event an unforgettable evening for all! Join in and rock the night away while creating powerful connections that will drive your business forward. ■
Ignite Your Leadership: Brett Culp to Inspire at 2025 NATM Convention in Nashville
By Ginger Baker Sanhueza, NATM Education Director
The National Association of Trailer Manufacturers (NATM) is thrilled to announce Brett Culp as the keynote speaker during the Awards Luncheon for the 2025 NATM Convention & Trade Show, taking place in the vibrant city of Nashville, Tennessee, Feb. 17-20, 2025. Known for its rich musical heritage and dynamic culture, Nashville provides the perfect backdrop for an event that promises inspiration and innovation, setting the stage for Culp's electrifying presence.
Meet Brett Culp
Culp is not just a filmmaker; he is a documentarian of the human spirit, capturing stories that reflect the positivity and resilience inherent in all of us. As the founder of The Rising Heroes Project, a not-for-profit organization, Culp uses his talents to create films that do more than entertain — they inspire mini-movements and encourage viewers to embrace their inner hero. His award-winning films, "Legends of the Knight" and "Look to the Sky," highlight the power of heroic narratives, while his latest film, "A Voice That Carries," which premiered in June 2021, explores the profound relationships between fathers and daughters. These films, featured on platforms such as Netflix, iTunes, and Hulu, resonate with audiences worldwide, promoting a message of hope and positive change.
Superhero Leadership in Uncertain Times
This moment in time has demanded everyone’s best. Everyone has been tested as never before. Leadership starts with the ability to look at each challenge as an opportunity for growth and positive impact. In this inspiring keynote, Culp shares powerful stories from his filmmaking adventures of ordinary people who have accomplished extraordinary things. He demonstrates how everyone has the opportunity and capacity to embrace leadership and make an impact. By learning to see themselves as leaders contributing to a positive vision, attendees will feel empowered and equipped to bring greater confidence and enthusiasm to their everyday tasks. This shift in perspective ignites the heroic spirit in audiences, preparing and inviting them to bring the truest, most powerful view of themselves to every aspect of their work and life.
Why Brett Culp?
Culp's unique approach to storytelling and empowerment makes him a motivational keynote speaker for the NATM Convention & Trade Show. His ability to connect with audiences on a personal level and inspire collective action is unparalleled. One testimonial from
a previous audience captures the essence of Culp’s impact.
“It would not be an exaggeration for me to say that the keynote you delivered at the opening of the conference changed the trajectory of my career. I was at the point of giving up on my more than 25 years in safety management. I did not think one person could make such a difference. Thank you for showing me how wrong I was,” said an attendee at the Ohio Workplace Safety Conference.
Join NATM in Nashville
As the industry gathers in Nashville, join NATM for the Awards Luncheon and Keynote on “Superhero Leadership in Uncertain Times” with Culp, taking place Tuesday, Feb. 18, at 11:00 a.m. to 1:30 p.m. in the Governor’s North Ballroom. Enjoy lunch, celebrate our award recipients, and gain valuable insights from a keynote address that you won’t want to miss! NATM is especially grateful to Optronics, a leading lighting supplier, for sponsoring the luncheon and keynote at the 2025 Convention & Trade Show. Their support allows the event to shine even brighter in a city that epitomizes brilliance and innovation. You can visit Optronics booth #903 on the Trade Show floor. Don't miss this opportunity to be part of a convention that promises not only to inform and educate but also to uplift and inspire.
Mark your calendars for Feb. 17-20, 2025, and prepare to be inspired. NATM looks forward to seeing you in Music City! ■
From Las Vegas to NashVegas: 2025 Convention Hits Music City
By Ginger Baker Sanhueza, NATM Education Director
The National Association of Trailer Manufacturers (NATM) 2025 Convention & Trade Show is set to hit the stage in Nashville, Tennessee, from Feb. 17-20, 2025, and NATM couldn't be more excited! Known as “Music City” and affectionately dubbed “NashVegas,” in the South, Nashville offers a vibrant backdrop filled with music, energy, and southern charm. This year’s event promises to be a hit, building on the excitement of the previous convention in Las Vegas. With an array of educational workshops and technical forums tailored specifically for trailer manufacturers, dealers, and suppliers, this is an event you don't want to miss.
Educational Workshops
1. Capitol Hill Insights: Navigating Government Affairs
› Presenter: Brody Garland, K&L Gates, and Member Panelists
› Date: Tuesday, Feb. 18, 2025
› Time: 9:30 a.m. - 11:00 a.m.
› Location: Governors Ballroom D
› Description: Interested in learning more about NATM’s work on Capitol Hill? Join Brody Garland from K&L Gates for an in-depth Government Affairs discussion. This panel will cover current Congressional activities and provide insights into what can be
expected in 2025. Attendees will gain a comprehensive understanding of the legislative landscape and how it impacts the trailer manufacturing industry.
2. How To Build A High Velocity Sales Team
› Presenter: Dr. Rick Goodman
› Date: Tuesday, Feb. 18, 2025
› Time: 2:00 p.m. - 3:45 p.m.
› Location: Governors Ballroom C
› Description: In today's hypercompetitive world, business development is crucial for growth and success. For trailer manufacturers, dealers, and suppliers, effective communication with clients is essential. This session will explore how to position your organization as a valuable resource. Instead of simply selling products, you'll learn how to demonstrate your ability to solve your clients' problems and add value to their operations. Discover strategies for providing solutions that drive tangible results and foster long-term partnerships.
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3. No Sweat OSHA Inspections for Trailer Manufacturers, Dealers, and Suppliers
› Presenters: Kevin Hess and Curt Moore, Fisher Phillips
› Date: Wednesday, Feb. 19, 2025
› Time: 8:00 a.m. - 9:30 a.m.
› Location: Governors Ballroom D
› Description: Join Fisher Phillips attorneys Kevin Hess and Curt Moore to learn straightforward strategies for successfully navigating and managing OSHA inspections. Hess and Moore will walk through the “incident” and “inspection” phases of an OSHA inspection and detail how to assert key employer rights, avoid potential pitfalls and traps for the unwary, and how limiting the scope of OSHA inspections can significantly reduce an employer’s administrative costs and risk.
4. Trash Talking: A Guide to Sustainability
› Presenter: Bo Howard, Shapiro Metals
› Date: Wednesday, Feb. 19, 2025
› Time: 10:00 a.m. - 11:00 a.m.
› Location: Governors Ballroom C
› Description: This workshop challenges participants to address hard-to-recycle materials and enhance their sustainability plans. Learn innovative strategies, best practices, and stay ahead of upcoming governmental requirements and regulations. Foster a culture of sustainability that exceeds industry standards and ensures a greener future for trailer manufacturing.
Technical Forums
1. Comprehensive Look at Trailer Axle & Braking Systems
› Presenter: Bill Snider, Dexter
› Date: Tuesday, Feb. 18, 2025
› Time: 9:30 a.m. - 11:00 a.m.
› Location: Governors Ballroom D
› Description: Join Bill Snider, product training manager at Dexter, for an in-depth workshop on trailer axle and braking systems. This session will cover the importance of proper braking on all trailer axles, tow vehicle limitations, and controller compatibility. Compare electric, surge hydraulic, electric/hydraulic, and air brakes, and understand their operational theory and selection for various applications. Learn about brake system installation, the effect of multiple axles and suspension systems on braking, and Dexter’s Tow Assist® system which includes anti-lock braking, sway mitigation, and a towable odometer. Additionally, gain insights into different suspension systems, trailer chassis design, and maintenance considerations, ensuring optimal performance and safety in trailer operations.
2. Hidden Uses of GPS Technology for Dealerships and Manufacturers
› Presenter: Cameron Smith, Matrack, Inc
› Date: Tuesday, Feb. 18, 2025
› Time: 2:00 p.m. - 3:45 p.m.
› Location: Governors Ballroom D
› Description: Unlock the full potential of wireless GPS trackers and transform your trailers into smart trailers in just 30 seconds. In this dynamic presentation, Cameron Smith, vice president of business development, will reveal how advancements in GPS technology can revolutionize the trailer industry. Discover how to leverage instant theft protection, inventory monitoring, fleet management, and repossession optimization with cutting-edge wireless GPS trackers. Learn about the latest innovations in battery life, motion-sensing technology, and connection speeds that allow for the mining of anonymized data to enhance warranty programs, protect rental fleets, and refine your marketing strategies.
3. 10 Steps to Optimize Your Powder Coating Operation (Advanced Session)
› Presenter: Steve Houston, Vitracoat
› Date: Wednesday, Feb. 19, 2025
› Time: 8:00 a.m. - 9:30 a.m.
› Location: Governors Ballroom D
› Description: Elevate your powder coating process with expert insights and practical strategies in this advanced session tailored for seasoned powder coating technicians. Dive deep into the powder coating process specifically designed for trailers and uncover the top 10 essential elements to develop, maintain, and structure the optimal powder operation. Whether you're considering a new powder operation for your trailers or have been utilizing powder coating for years, this session will distill the critical aspects to focus on for predictable and high-performance results every time. Join in to gain a comprehensive understanding of the nuances in powder coating and learn how to fine-tune your processes to consistently meet and exceed performance expectations. This session promises to provide valuable takeaways that will enhance your technical skills and improve your overall operational efficiency. ■
Get ready to experience Nashville like never before and elevate your industry knowledge at the 2025 NATM Convention & Trade Show. With a lineup of compelling workshops and technical forums, this event is designed to equip you with the insights and tools you need to thrive in the trailer manufacturing industry. See you in NashVegas! For more information, visit www. NATM.com/convention for the developing schedule and lineup of speakers.
Showcase Your Components at Trailer Trends & Tech Showcase
By Aileen Valido, NATM Events Director
Get ready for the 2025 Convention & Trade Show, where the National Association of Trailer Manufacturers (NATM) will feature the latest innovations in the lightand medium-duty industry in Trailer Trends & Tech Showcase (formerly known as the New Product Display). It’s still the same fantastic opportunity to showcase your latest and greatest products. The Trailer Trends & Tech Showcase offers NATM Trade Show exhibitors an additional avenue to captivate prospective customers, expanding their reach beyond the limits of their booth space.
Have a new product that will improve trailer safety or manufacturing and production? Have an exciting component to share with prospective customers? Or is it a new service that will save trailer manufacturers thousands? For only $750 per product, you’ll have the opportunity to debut your newest offerings to key industry leaders at the 2025 show in Nashville, Tennessee. Email NATM Events Director Aileen Valido at Aileen.Valido@natm.com for the online application and to receive additional requirements for participation. The deadline to submit your product application is Dec. 2, 2024. Please note that NATM will not accept on-site submissions.
Recognition
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 Showcase Awards on Thursday, Feb. 20, 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 2025 Convention & Trade
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Not only will the Trailer Trends & Tech Showcase highlight
2025 Nashville Convention Developing Schedule
Nashville, Tennessee | February 17-20, 2025
Monday, February 17th
Registration
3:00 p.m. – 7:00 p.m.
Convention Welcome Networking Event with Dueling Pianos
5:00 p.m. – 8:00 p.m.
Tuesday, February 18th
Registration
8:30 a.m. – 7:00 p.m.
Workshop Session 1
9:30 a.m. – 11:00 a.m.
Technical Forum Session 1
9:30 a.m. – 10:45 a.m.
Awards Lunch & Keynote Speaker
11:00 a.m. – 1:30 p.m.
› 11:00-11:45 - Lunch
› 11:45-12:15 - NATM Update and Awards
› 12:30-1:30 - Keynote Speaker
Exhibitor Move In - Exhibit Hall
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.
Exclusive Convention Offer for Trailer Manufacturers
By Catie Rutkowski, NATM Membership & Events Coordinator
Elevate your industry presence as the National Association of Trailer Manufacturers (NATM) extends a warm invitation to new NATM Trailer Manufacturer Members for the 2025 NATM Convention & Trade Show in the vibrant city of Nashville, Tennessee, from Feb. 17-20, 2025! NATM is thrilled to announce the New Attendee Promotion, an opportunity for NATM Trailer Manufacturer Members who have not yet experienced the excitement of the NATM Convention & Trade Show or who have not attended in the last five years.
This promotion entitles eligible trailer manufacturer member companies to two complimentary full registrations, two complimentary spouse/partner registrations, and the added luxury of two free hotel room nights per qualifying company! Immerse yourself in industry insights and dynamic networking at this premier event. The full registration provides access to all events outlined in the show schedule, including the Monday night networking event.
The NATM Convention & Trade Show is the annual trade show for the light- and medium-duty trailer industry. With an attendance of over 1,400 trailer manufacturers and suppliers each year, this "must-attend" event promises a wealth of education, networking opportunities, and industry insights. The 2024 Trade Show witnessed the participation of more than 220 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!
*Submitting an application does not automatically confirm your eligibility for the New Attendee Promotion. NATM Staff will explicitly inform attendees about their approval status. ■
The Difference is D urability. The Quality is Hut chens.
The Differenc e is Durabi lity. The Quality is Hutchens.
2025 Convention & Trade Show Sponsors
Empower the Industry: Become a Convention Sponsor 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 mediumduty trailer manufacturing realm, it also exemplifies your commitment to the industry. For those looking to reach industry decision-makers, this is the event to create a buzz!
Sponsorships are still available for the annual NATM Convention & Trade Show. The success of the NATM Convention is directly tied to the support of its generous sponsors. There are marketing and general sponsorship opportunities available from $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.
Available Sponsorship Opportunities:
› Conference Bag - $8,500 - Seize the spotlight in front of 1,500+ eager eyes as they strut around proudly flaunting your logo on their conference swag bags!
› Welcome Event Charity Champion Sponsor - $10,000 (two available) - Champion a cause by sponsoring a piano team, encouraging attendees to vote for their musical favorites. Limited to two sponsoring companies at $10,000 each. $2,500 of the sponsorship dollars will go to the charity of your choice, as well as funds raised during the Dueling Pianos Charity Competition.
› Educational Workshop Sessions - $8,000 - By sponsoring the three Educational Workshops your company will get the opportunity to briefly speak before each session begins. Branded table signs can be placed on tables each day. Branded materials may also be set out by the sponsor - we recommend pens and a notepad!
› Aisle Signs - $3,000 (12 Available) - Promote your brand and get noticed as soon as attendees step foot on the show floor with these hanging signs.
› Virtual Swag Bag, Email - $1,000 - Reach attendees ahead of the event with your coupons, special event offers, and booth information by advertising in the 2025 NATM Convention Virtual Swag Bag email featuring exhibitor highlights and special offers. Sponsors provide a 8.5 x 11 inch PDF — the Virtual Swag Bag is digital so companies are encouraged to make their artwork interactive. The Virtual Swag Bag will be distributed to attendees twice.
can find the full 2025 Sponsorship Brochure at www.NATM.com/sponsor.
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 Nashville! ■
Hydraulic Trailer CHASIS
With our 6-Axis Beamcut B25 Robotic Pro Machine, precision and speed are just the beginning. Beamcut enables you to cut virtually any standard or custom prole, and from a wide range of materials, including mild steel, stainless steel, and aluminum. Along with exceptional cut quality with speed, expect repeatability. Hypertherm high-denition plasma and Fanuc Robotics are part of the reason. Say goodbye to costly layouts and timeconsuming grinding... streamlining your fabrication process while minimizing errors.
Meet our Beamcut Team at the NATDA Trailer Show in Nashville, TN, August 28-29. Find out how we can improve your fabrication productivity!
Where Business Meets Beauty: Gaylord Opryland to Wow 2025 Convention Attendees
By Meghan Ryan, NATM Assistant Director
Calling all trailer manufacturers, suppliers and service providers in the light- and medium-duty trailer manufacturing industry! Get ready to roll into Nashville, Tennessee, as the National Association of Trailer Manufacturers (NATM) gears up for its highly anticipated 2025 Convention & Trade Show at the iconic Gaylord Opryland Resort & Convention Center. Registration is now open at www. NATM.com — register early to save as prices increase onsite!
From Feb. 17 to 20, 2025, industry leaders of the trailer industry will converge at this long-standing event,
showcasing the latest innovations and technologies shaping the future of the trailer manufacturing landscape. With trailer manufacturers prowling the show floor to shop and exhibitors displaying cutting-edge products and services, the NATM Convention & Trade Show is an unmissable opportunity for networking, learning, and collaboration.
Nestled within the captivating ambiance of Gaylord Opryland Resort, attendees can expect a high-quality, highly productive week in a beautiful location. Amidst the resort's sprawling indoor gardens, cascading waterfalls, and over a dozen
restaurants and bars, the NATM Convention & Trade Show will blend business with pleasure, offering a perfect backdrop for forging new connections and fostering industry relationships.
Mark your calendars and join NATM from Feb. 17 to 20, 2025, as the trailer industry converges in Music City for the NATM Convention. Prepare to be informed, engaged, and productive as we pave the way for a dynamic future in trailer manufacturing.
What to Expect at NATM’s 2025 Convention & Trade Show:
The NATM Convention & Trade Show is the industry's premier event and the only such event run by a not-forprofit trade association – your investments are directly funneled back into the creation of NATM Membership benefits. The event brings together trailer manufacturers, suppliers, service providers, and professionals from all over the country. Here's what you can look forward to:
› Educational Workshops and Technical Forums: Gain insights into the latest industry trends, regulations, and best practices through a series of informative workshops and technical forums.
› Networking Opportunities: Connect with peers, build valuable relationships, and explore potential partnerships that can drive your business forward.
› Trailer Trends & Tech Showcase: Discover cutting-edge technologies, products, and services from industry leaders, and stay at the forefront of towing innovation.
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› Industry Insights: Engage in discussions with experts and thought leaders to deepen your understanding of the ever-evolving trailer industry.
› Fun and Entertainment Beyond the Convention: Experience the vibrant and lively city of Nashville. Enjoy the local cuisine, live music, and a vibrant arts scene.
Gaylord Opryland Hotel Room Block
Nestled amidst the vibrant culture of Nashville, the Gaylord Opryland Resort and Convention Center is a world-class venue known for its opulence and the perfect blend of business and leisure. The Gaylord Opryland boasts a large indoor atrium adorned with nine acres of lush indoor gardens, creating a breathtaking backdrop for networking, learning, and relaxation. NATM has negotiated a room block rate of $235 per night with a $28 daily resort fee, and the reservation link is now available at www.NATM.com.
Please remember, the only way to guarantee a room at the special NATM rate is to book directly from the NATM website. Please note, NATM has not authorized any group hotel room services to call you or to solicit your business! These third parties
also use the NATM logo in their communications, so please ensure to book with those with emails ending in @natm.com.
Trade Show and Booth Space
The Trade Show exhibit hall is part of the Gaylord Opryland facility, ensuring easy access to all the latest products, technologies, and solutions in the trailer industry without ever leaving the building. Explore innovations and network with leading manufacturers, suppliers, and industry experts.
The NATM Member rate for a 10’ x 10’ booth is $2,000. Booth spaces for non-members are $4,000. As of September 4, booth sales are open to all members and non-members. For more information about purchasing a booth, contact NATM Events Director Aileen Valido at Aileen.Valido@natm.com or call (785) 272-4433.
Booth Worker Registration
Online registration opened this summer. Please note: purchasing a booth does not automatically register your booth workers. All exhibiting suppliers must register their booth workers online at www.NATM.com. Each exhibiting company receives two complimentary booth worker registrations per 10’ x 10’ booth purchased. New this year: all booth workers have access to attend the NATM Awards Lunch and Keynote Speaker with their registration!
Food and Fun for All
Enjoy a variety of dining experiences with 15 restaurants and lounges to choose from in the Gaylord Opryland, from high-end gourmet restaurants to quick and convenient bites. The resort offers something for everyone, making your stay enjoyable and hassle-free.
Take advantage of the location and travel offsite to immerse yourself in the music capital of the world. Nashville offers endless dining and entertainment options, allowing
you to experience the rich culture and traditions of this iconic city such as hot chicken, biscuits, and BBQ.
The Gaylord Opryland Resort is not just a business destination, it's also a fantastic place for family trips. The resort features an indoor/outdoor water experience called SoundWaves which is a 4-acre, 3-level luxury water experience with a recreation zone, ensuring entertainment for everyone. Make it a memorable experience and bring the whole family.
Sponsorships
As always, the NATM Convention & Trade Show would not be possible without the support of its generous sponsors. There are sponsorship opportunities available from $250 to $50,000 to fit any budget. Being a sponsor allows you to select your booth before previous exhibitors and the general membership, and provides a wide range of exposure, both electronically on NATM’s website and mobile app and in print on signage and branded events. This creates name recognition which helps drive customers to your booth.
New Attendee Promotion
Are you a new trailer manufacturer member of NATM? Are you a trailer manufacturer whose company has not attended in the last five years? You may qualify for NATM’s New Attendee Promotion!
The New Attendee Promotion includes two complimentary full registrations and up to two complimentary hotel room nights at the host hotel for the Convention while supplies last. Those interested in participating should contact NATM Membership & Events Coordinator Catie Rutkowski at Catie. Rutkowski@natm.com soon. Complimentary hotel rooms are on a first-come, first-served basis and will go fast.
Networking Events
The NATM Convention isn't just about products; it's about people. The trailer manufacturing industry is known for its friendly and welcoming community, and the NATM Convention & Trade Show reflects those values. This event provides the perfect setting to meet prospective new partners, engage with fellow manufacturers, and rekindle relationships with those you already do business with. Whether you're a seasoned industry veteran or a fresh face in the field, this event promises invaluable networking opportunities to bolster your connections.
NATM’s Welcome Event featuring Dueling Pianos will take place on Monday, Feb. 17, 2024, from 5:00 to 8:00 p.m. at the Gaylord Opryland and NATM plans to feature live musical entertainment, drinks and food!
New this year: Trailer Manufacturer Full Registration tickets automatically include access to the Welcome Event for 2025, so don’t miss out! For other registration types, Welcome Event Tickets are $60 per person and registration is a breeze! Simply visit www.NATM.com to secure your spot.
winners who have demonstrated outstanding achievement and dedication. Don't miss this opportunity to network with industry leaders and celebrate success at the NATM Awards Luncheon!
Plan to join hundreds of your industry peers at the President’s Reception on Tuesday, Feb. 18, sponsored by Dexter. Enjoy heavy hors d'oeuvres, drinks, and good conversation with industry peers. Meet with NATM Board Members, old friends, and new customers.
On Wednesday the 19th, come enjoy food, drinks, and networking at the Trade Show Reception on the trade show floor at 4:30 p.m. Lavanture Products Company and H.E. Parmer are proud sponsors of this fantastic event. With a relaxing networking environment, trailer manufacturers can stroll through the trade show with a refreshing beverage and some light snacks.
Stay Tuned for Updates
Join in the NATM 2025 Convention & Trade Show for a truly unforgettable experience at the Gaylord Opryland Resort and Convention Center. Whether you're coming for business or looking to combine business and family leisure, this event is tailor-made for you. More information will be provided via email.
To sign up for NATM Convention & Trade Show emails, visit www.NATM.com/convention. Don't miss out on this fantastic opportunity to connect, learn, and thrive in the trailer industry. Save the dates, and NATM looks forward to seeing you in Nashville in 2025! Questions about the show sponsorship opportunities or exhibit space? Contact NATM Events Director Aileen Valido at Aileen.Valido@natm.com or call (785) 272-4433. ■ Continued from Page 33
Join NATM for the Awards Luncheon on Tuesday, Feb. 18, a celebration of excellence and innovation! This year's event promises to be unforgettable, featuring an exciting keynote speaker who will inspire and energize you with their insights. You'll also hear important updates about NATM's groundbreaking programming initiatives and the impact they're making in the industry. The highlight of the luncheon will be honoring our award
Thank You 2024 Trailer Safety Week Champions!
National Trailer Safety Week Gains Momentum With Federal Support
By NATM Marketing Team
The National Association of Trailer Manufacturers (NATM) is proud to announce that its flagship initiative, Trailer Safety Week, has once again garnered significant federal support. In a groundbreaking move, June 2-8, 2024, was officially declared as “National Trailer Safety Week” across the United States. This crucial designation underscores the importance of safe towing practices and maintenance for light- and medium-duty trailers under 26,000 lbs GVWR, including utility, flatbed, horse/livestock, car hauler trailers, towable RVs, and more.
"Amid the millions of trailers navigating our roads annually, empowering end-users with the knowledge of safe towing practices is paramount," remarked NATM Executive Director Alex Stowe. "Raising awareness on proper towing techniques and maintenance is essential for the wellbeing of all road users nationwide. Through Trailer Safety Week, NATM continues to shine a light on these critical issues, marking a significant milestone in traffic safety interventions for light- and medium-duty trailer usage."
The incredible support for National Trailer Safety Week was further solidified by U.S. Rep. Rudy Yakym of Indiana, who championed H. Res 1268. This resolution, joined by Representatives John Garamendi of California, Sanford Bishop of Georgia, and Tim Burchett of
Tennessee, highlights the bipartisan commitment to promoting safe trailer practices nationwide.
“I am proud to introduce this resolution to bring renewed attention to the importance of trailer safety,” said Yakym. “Manufacturers I represent in northern Indiana produce a wide range of trailers, whether towable RVs, cargo trailers, horse trailers, and more. Raising awareness about proper towing techniques is essential to ensuring everyone can continue to enjoy the benefits of trailers and helping make our roadways safer for all Americans.”
For further information on NATM's National Trailer Safety Week and to join the movement towards safer towing practices, please visit TrailerSafetyWeek.com. ■
Trailer Safety Week Champions Drive the Movement
By Samantha Darling LaCount, NATM Tracks Editor
The National Association of Trailer Manufacturers’ (NATM) annual Trailer Safety Week (TSW) saw another year of mounting success. Congressman Rudy Yakym of Indiana introduced a House resolution designating June 2-8, 2024, as National Trailer Safety Week in the United States. Representatives John Garamendi of California, Sanford Bishop of Georgia, and Tim Burchett of Tennessee also supported the resolution. TSW content reached thousands online with a reach of over 95,000 individuals alone on social media.
NATM does as much outreach as it can, but the real magic happens when association members and other organizations pitch in. The movement wouldn’t get the attention it does without the TSW Allies, Champions, and Partners.
Allies sign up on TrailerSafetyWeek.com to show they support TSW mission. That’s it!
The NATM Marketing Team puts together the official Trailer Safety Communications Kit that is released and sent to TSW Allies each Spring. The kit includes pre-crafted social media posts, downloadable TSW graphics, a blog post, and more. The assets are updated every year and are customizable so they mesh with each company’s branding with minimal work.
Maine Trailer has been a TSW Champion for multiple years. Maine Trailer’s Marketing Manager Chris Brady says the
Trailer Safety Communications Kit made participation easy.
“I don't know why more people don't do it, because the stuff is there verbatim. All you have to do is schedule it out,” Brady said. “You guys do a good job of getting that information out. It makes my job super easy.”
Felling Trailers has been a long-time supporter of TSW since the program was launched eight years ago and has earned TSW Champion status since the supporter program was created. Senior Marketing Coordinator Rebecca Gerads has been with Felling for 20 years. She says she appreciates how the kit is updated every year so companies have fresh social media content year after year.
“Kudos to the NATM team for continuing to expand on the tools and the assets that are provided leading up to Trailer Safety Week,” Gerads said. “It makes it super easy to get things set up and scheduled and promote it as strongly as possible.”
As for which social media is best, it’s going to vary from company to company. Brady says Maine Trailer utilizes Facebook, Instagram, Linkedin, and Google Business. For them, Facebook has the biggest reach.
“Facebook is huge. It says we've reached 72.45 thousand, “ Brady said.
The Five Steps to Go From Ally to Champion
1. Sign up as a Trailer Safety Week Ally
2. Include the Trailer Safety Week logo on the company website
3. Share daily Trailer Safety Week content via social media channels
4. Send one email communication piece promoting Trailer Safety Week
5. Fill out the official TSW Champion Reach Report and send it back to the TSW Team
Companies may be intimidated by a social media campaign. Both marketing professionals expressed that you don’t have to be a social media guru to have a successful and effective Trailer Safety Week reach. Gerads says she uses calendar reminders for remembering when to post and spends probably 4-5 hours prepping in the weeks leading up to TSW.
“We'll take a look at any of the assets that the NATM Team has put together for us, which over the years the materials that they've made available have been great, and they continue adding more and more assets, whether it's for social media use or templates for text content, making it very user friendly to just grab it, make your own spin on it, and get it out there,” Gerads said. “Once we have those materials, we take a look at what we currently have going on, whether it's for social media, our website, dealer communications, anything like that, and see what pieces we can work into it to get the awareness out there.”
Brady says a benefit for him is using the Trailer Safety Communications Kit how he thinks works best. There are no strict guidelines on when and what to post throughout the week. He’s able to take the content he wants to use and post it when it works best for his company.
“We’re able to just pick and choose. We're going to post this on this day and schedule it out. A lot of those platforms now have their own scheduling, so I think anyone could do it. They don't have to buy a special program,” Brady said. “I try to vary the post
as well, so that way we talk about towing one time. We talk about strapping another time. We just talk about the general Trailer Safety Week, why it's important, and why we want to make sure we get the word out there, because the average Joe Schmo driving down in his boat that he takes out once a year might not do it the right way, and that could be a life or death situation for someone.”
Safety is in the name. Gerads and Brady say participating in Trailer Safety Week and becoming a Champion shows their customers that they are offering quality and integrity that other companies don’t.
“There's a lot of trust and security that can be taken in knowing that NATM stands behind your brand because you do follow all of the necessary safety guidelines,” Gerads said. “We participate to continue to get the message out there that not all manufacturers necessarily follow all those guidelines that the NATM certification is based upon, and that is so important. Even when you're traveling down the interstate, you see, unfortunately, some trailer brands that you know aren't built to those standards and aren't probably the safest ones you want to travel next to.”
“It would be stupid for us not to partake in this because we want to get the word out that we take safety very seriously,” Brady said. “We’re happy to be an Ally and love that we're a Champion. It was cool to see we’re one of seven trailer companies nationwide as a Champion.”
To further the movement and its’ reach, it’s important for public safety officials to join. Apopka Police Department, of Apopka, Florida, joined as TSW Allies for the first time in 2024. Sergeant Mark Creaser says the department wanted to participate for its community as well as its officers.
“The proper handling of a trailer is crucial to the operational safety of every officer who uses one,” Creaser said. “Trailer safety can also prevent accidents within the community and relieve officers of having to take traffic accident reports.”
Joining the movement and spreading the word is the best way to raise awareness of trailer safety practices and prevent trailerrelated accidents in your community. Becoming an Ally is as easy as filling out a form. Being upgraded to a Champion takes more work, but the safety of your community is worth it.
Trailer Safety Week 2025 will take place June 1-7, 2025. Don’t wait — join the movement! Visit TrailerSafetyWeek.com to get involved today.
Special thanks to all the incredible TSW supporters! ■
Future-Proofing Your Legacy: Insights from Recent Webinar on Succession Planning, Financial Forecasting
By Ginger Baker Sanhueza, NATM Education Director
Succession planning and financial forecasting are critical topics for any business owner, but their importance cannot be overstated in the world of trailer manufacturing. The National Association of Trailer Manufacturers' (NATM) recent webinar, "Future-Proofing Your Legacy: Succession Planning and Financial Forecasting Strategies," brought together industry experts to provide insights into these essential aspects of business continuity and growth.
Setting the Stage
The webinar, hosted by NATM's Assistant Director Meghan Ryan and Membership & Events Coordinator Catie Rutkowski, featured Thomas Mahler and Pat Roberson from Cinergy Wealth Life and Legacy of Raymond James. These seasoned professionals shared their extensive knowledge on how to strategically plan for the future and ensure the longevity of your business.
Mahler, with over eight years in financial planning and investment management, emphasized the importance of personalized strategies to achieve financial goals. Roberson, a Chartered Retirement Planning Counselor and Certified Exit Planning Advisor®, brought his unique blend of empathy and insight to the discussion, focusing on strategic exit planning and long-term financial security.
Understanding the Need for Succession Planning
The webinar kicked off with a poll to gauge where attendees stood in their succession planning journey. The
results revealed 100% polled said they have considered planning but have not taken any actions to have a written plan in place. This set the stage for a deep dive into why having a plan is crucial and how to start the process.
Mahler highlighted the stark reality that 75% of business owners regret selling their business within a year, primarily due to a lack of planning and unanticipated wealth gaps. He then stressed that 50% of business transitions are involuntary, underscoring the need for proactive planning to avoid feeling unprepared when the time comes.
Key Components of a Successful Exit Plan
The discussion moved to starting an exit plan and the critical components of that plan. Roberson and Mahler discussed the importance of assembling an exit planning team, which includes financial professionals who can help navigate the complex process. They introduced the concept of "business readiness," highlighting that many transitions fail because key issues aren't addressed beforehand.
Roberson introduced the "5 D's" (death, disability, divorce, distress, and disagreement) that often drive transitions, explaining that addressing these proactively can significantly increase the chances of a successful exit. He also discussed the "stool" metaphor, which includes business planning, family financial planning, and personal development, urging attendees to rate their preparedness in each area. It was shocking to see that many participants had little to no planning in these areas which further stresses the importance of this webinar for NATM Members.
Overcoming Challenges and Identifying Opportunities
The speakers provided insights into common challenges and reasons why businesses often neglect succession planning. They highlighted the importance of understanding your actual worth and identifying the wealth gap that might exist between perceived and actual value.
The panelists walked through the process of exit planning, from improving business processes to exploring options like ESOPs (Employee Stock Ownership Plans), private equity, or selling to next-generation family members. They stressed that exit planning is not just about selling but also about growing and enhancing the value of the business.
Practical Steps to Enhance Business Value
One of the most valuable parts of the webinar was the discussion on practical steps business owners can take to increase their business' value. From buying insurance to cover the loss of key employees to improving sales, technology, and personnel processes, Roberson and Mahler provided actionable advice to help attendees
start making impactful changes immediately.
Q&A Session
The webinar concluded with a robust Q&A session, where attendees had the opportunity to ask about specific concerns and scenarios. Topics ranged from exploring private equity options to understanding the pros and cons of liquidation and capital infusion for expansion.
Final Thoughts
The key takeaway from this webinar was the importance of starting succession planning early and seeking the right professional guidance to navigate this complex journey. With the right strategies and team in place, business owners can ensure a smooth transition, maximize their business value, and secure their legacy.
NATM extends heartfelt thanks to Mahler and Roberson for sharing their expertise and to all attendees for their engaging participation. If you missed the webinar, NATM Members can access the recording via the Member’s Only Portal at www.NATM.com. If you have any questions for the panelists, they can be found at www.cinergywealth.com. ■
Side Underride Committee Update
In July, the Advisory Committee on Underride Protection (ACUP) submitted their final report to NHTSA with relation to their findings on side underrides. The ACUP initially met in May of 2023 and was tasked with providing NHTSA with recommendations relating to side underride protection. As this legislation could impact medium-duty trailers, the National Association of Trailer Manufacturers (NATM) has been monitoring work of the committee and is providing this update for informational purposes only, as the ACUP can only recommend items to the US Transportation Secretary and NHTSA.
The final report was 410 pages and featured recommendations from a majority of the 16-member committee and a minority report from the point of view of members who disagreed with the majority’s recommendations. The majority report included recommendations that were beyond the parameters of what the committee had been instructed to provide recommendations on, and included recommendations on rear underrides, front underrides, and automatic emergency braking. The majority report failed to represent a consensus of the committee, as shown by the minority report and has led to other trade associations providing feedback.
One of those associations, the Owner-Operator Independent Drivers Association (OOIDA), submitted comments relating to the ACUP’s report. OOIDA indicated in their public comment that:
Important Notice:
NHTSA’s most recent research once again found that the costs of a side underride guard mandate would significantly outweigh the benefits. Just last year, NHTSA estimated equipping new trailers and semitrailers with side underride guards would be six to eight times the corresponding estimated safety benefits, even when omitting all of the associated feasibility costs. These updated findings, along with the dissenting reports produced by the ACUP, indicate that the development of performance standards for side underride guards, or a mandate that trucks be fitted with this equipment, remains unwarranted. The NHTSA rulemaking process, coupled with the activity of the advisory committee, represents a massive waste of government time and resources pursuing a regulation that is entirely untenable.
NATM also noted concerns over feasibility costs in its initial comment to NHTSA relating to side underride guards. There are concerns relating to how medium-duty trailers would be impacted on more rural roadways where a large number of trailers are being towed, in addition to safety concerns over side underride clearance on elevated train tracks and other uneven terrains found on our nation’s roadways.
NHTSA has since denied a petition for rulemaking relating to new requirements for rear underride guards. NATM is continuing to monitor the next steps NHTSA and the Department of Transportation take with these recommendations, and will keep members informed as information becomes available. ■
Information presented in this article is accurate as of July 26, 2024, when this article was drafted. The recommendations presented by the ACUP are not binding, and NATM is not offering legal advice, but due to the impact this proposed rule could have on the medium-duty trailer industry, NATM wanted to provide a synopsis for informational purposes to its members.
Tips to Help You Pass the Trailer Manufacturing Checklist Requirements the First Time
By Scott Crimmins, NATM Technical Director
Since January 2012, NATM requires all trailer manufacturing members to participate in and pass the NATM Compliance Verification Program (CVP) to retain membership. To complete the program, an NATM Compliance Consultant visits the trailer manufacturing facility and uses a checklist to verify that the required procedures and processes are in place to comply with Federal Motor Vehicle Safety Standards (FMVSS). The checklist is based on NATM’s Guidelines for Recommended Minimum Manufacturing Practices for Light- and Medium-Duty Trailers (Guidelines), which is a compilation of FMVSS and industry best practices and is provided to all NATM manufacturer members.
The five most routinely missed items a first-time certifying member misses on the checklist of over 80 questions are:
1. Manufacturer’s 566 & 565 Forms included on the NHTSA Database & Accurate
2. The NHTSA Notification Statement is provided to each owner (10-point type minimum)
3. Tire Safety - Everything Rides On It (NHTSA brochure) is provided for trailers rated at 10K GVWR or less
4. Manufacturer maintains and retains tire identification record of new tires provided to the first purchaser (other than for resale of each new unit)
5. Front and rear clearance lamps lens coding (“P2”, “P3” or “PC”, “PC2”)
These items are not recommendations but requirements for all trailer manufacturers. Correcting these items is simple and will be addressed in this article. NATM has several resources and sample documents that assist with submitting corrections on checklist items as part of the CVP.
1. Manufacturer’s 566 & 565 Form is Included on the NHTSA Database & Accurate
To be compliant with this requirement, the manufacturer’s
NHTSA 566 & 565 forms must be included on the NHTSA database and be accurate. The §566 and §565 Requirements can be viewed in their entirety on the Electronic Code of Federal Regulations (eCFR) website (ecfr.gov/current/ title-49) or in section B-11 of the NATM Guidelines. Members can request NATM’s “NHTSA 566 & 565 How to Guide” for assistance in submitting and/or updating their NHTSA forms, complete with step-by-step instructions and screenshots to follow while completing the submission.
2. NHTSA Notification Statement is Provided to Each Owner
Trailer manufacturers must provide the NHTSA Notification Statement with each trailer. Most trailer manufacturers incorporate the NHTSA Notification Statement into their owner’s manuals. If trailer manufacturers are interested in purchasing a generic owner’s manual from NATM, the NHTSA Notification Statement is included in all the manuals for convenience. A generic owner’s manual can be ordered online at www.natmshop.com/manufacturer. First-time visitors will need to create a login account.
This NATM checklist item is required by 49 CFR Part 575.6 (a)(2)(i) which states:
(2)(i) At the time a motor vehicle manufactured on or after September 1, 1990, is delivered to the first purchaser for purposes other than resale, the manufacturer shall provide to the purchaser, in writing in the English language and not less than 10-point type, the following statement in the owner's manual, or, if there is no owner's manual, on a one-page document:
If you believe that your vehicle has a defect which could cause a crash or could cause injury or death, you should immediately inform the National Highway Traffic Safety Administration (NHTSA) in addition to notifying [INSERT NAME OF MANUFACTURER].
If NHTSA receives similar complaints, it may open an investigation, and if it finds that a safety defect
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Statistically Speaking
By Jeff Jones, Statistical Surveys
Registration for the light- and medium-duty trailer industry was down 9.5% in May 2024. Below are the details of the market’s performance for the five trailer segments as reported by Statistical Surveys:
The following are the Top Five States in sales growth for All Trailer Segments for 2023.
Industry registrations for the first five months in 2024 are down 7.1% over 2023.
If there are any questions, or if Statistical Surveys can help, please contact Jeff Jones at (254) 715-1314 or jjones@statisticalsurveys.com ■
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exists in a group of vehicles, it may order a recall and remedy campaign. However, NHTSA cannot become involved in individual problems between you, your dealer, or [INSERT NAME OF MANUFACTURER].
To contact NHTSA, you may call the Vehicle Safety Hotline toll-free at 1-888-327-4236 (TTY: 1-800-424-9153); go to http://www.safercar. gov; or write to: Administrator, NHTSA, 400 Seventh Street, SW., Washington, DC 20590. You can also obtain other information about motor vehicle safety from www.safercar.gov.
3. Tire Safety - Everything Rides On It (NHTSA brochure) is Provided
Same here as for the NHTSA statement above, manufacturers must provide the Tire Safety information on trailers that are 10K GVWR or below. It’s optional on the larger trailers. This information is also contained within the NATM generic owner’s manuals.
This NATM checklist item is required by 49 CFR Part 575.6:
The new Consumer Information regulations 49 CFR 575.6 requires additional tire information be provided with all trailers required to display the Tire Placard. This document includes information for calculating cargo capacity for trailers as well as for the tow vehicle. It also includes all the definitions of terms (Glossary) contained with FMVSS 110 and 139. Also included is the complete relevant text for the NHTSA brochure, “Tire Safety-Everything Rides on It.”
4. Manufacturer Maintains and Retains
Tire Identification
Record of New Tires Provided to the First Purchaser (other than for resale of each new unit)
Tire Record-Keeping Requirements for Motor Vehicle (trailer) Manufacturers §574.10
Each motor vehicle (trailer) manufacturer, or his designee, shall maintain a record of the new tires on or in each vehicle shipped by him or a motor vehicle distributor or dealer, and shall maintain a record of the name and address of the first purchaser for purposes other than resale of each vehicle equipped with such tires. These records shall be maintained for a period of not less than five years from the date of sale of the vehicle to the first purchaser for purposes other than resale.
Trailer manufacturers selling trailers directly to purchasers: must maintain a record of the new tires on or in all vehicles they ship. The trailer manufacturer should
link the Tire Identification Numbers (TIN) of the tires on the trailers to the VIN for each trailer. The trailer manufacturer should provide TIN registration forms to direct vehicle purchasers containing TINs and the trailer manufacturer’s name, which the purchaser or trailer manufacturer should complete and send back to the tire manufacturer, so the tire manufacturer could contact them in the event of a tire recall.
Trailer manufacturers selling trailers directly to dealers: have the same five-year tire record-keeping requirement. One way to maintain tire records is using TINs and having dealers link the TIN to the purchaser through the TIN registration form. The trailer manufacturer should take steps to ensure that it then receives a copy of the completed TIN registration form from the dealer. For trailers shipped without tires installed, a trailer manufacturer should have a method that enables it to identify the size, brand, and batch or lot of tires installed on the particular group of vehicles. One way to accomplish this is for the manufacturer to keep a record of the TINs on the tires included in the batch sent, along with a record of the trailer VINs. Another appropriate method is the trailer manufacturer should provide a copy of the TIN registration form to the trailer dealer for final purchaser information and ensure that the trailer manufacturer then receives a copy of the completed TIN registration form from the dealer. Having a dealer provide the TIN form back to the manufacturer is one way that the manufacturer can get this information.
Tire Record-Keeping Requirements for
Tire Distributors and Dealers §574.8
Tire distributors (can include a trailer manufacturer) and tire dealers must comply with 49 CFR 574.8 through one of the following methods:
1. Provide registration forms/cards to tire purchasers containing TINs and distributor’s name and address (or email/website in lieu of street address) for the tire purchaser to compete/send to tire mfg., or
2. Record the purchaser’s name and address, TINS and distributor’s name, address (or email/website in lieu of street address) on registration form and return to the tire manufacturer (at no charge to the customer within 30 days of the sale) or
3. Electronically transmit (at no charge to the customer within 30 days of the sale) the purchaser’s name and address, TINs, Distributor’s name, address, TINs, Distributor’s name, address, (or email/website in lieu of street address).
Members needing to develop a method of tire record-keeping can request sample tire record-keeping charts from NATM.
Please look for announcements from NATM on an upcoming three-part webinar series covering this topic and others related to tires in October and November.
Continued on Page 50
Continued from Page 49
5. Front and Rear Clearance Lamps (Lens Coding
“P2”, “P3” or “PC”, “PC2”)
Front and rear clearance lamps are required on all trailers 80 inches wide or wider, no matter the GVWR of the trailer. The following table in 49 CFR §571.108 provides the specific requirements for front and rear clearance lamps on trailers. ■
§571.108 Standard No. 108; Lamps, reflective devices, and associated equipment.
Table I-b—Required Lamps and Reflective Devices
More lamp and reflector information can be accessed in NATM's Guidelines in Section B-6 Lighting Reflectors/Conspicuity and on the National Highway Traffic Safety Administration (NHTSA) lighting chart. The NHTSA lighting chart in poster format is available for purchase by contacting NATM Headquarters. For additional information about the NATM Compliance Verification Program, the NATM Guidelines, or assistance making compliance-related corrections, contact Technical Director Scott Crimmins at Scott.Crimmins@natm.com or call (785) 272-4433.
SOUTHERN
The EZ-LatchTM coupler remains in its locked position. No need to open the coupler. Simply back under the coupler and start lowering it onto the ball. “We
UTILITY TRAILERS IN SYLVESTER,GA
The coupler will automatically open to accept the hitch ball into the coupler socket.
Once the trailer is completely lowered, the coupler will automatically lock around the hitch ball.
Plan Your Manufacturing Day Event Now!
By Samantha Darling LaCount, NATM Tracks Editor
Mark Your Calendar for October 4, 2024
National Association of Trailer Manufacturers (NATM) Members are all too familiar with the hiring issues facing the manufacturing industry. Recruiting future generations is key. This is the driving force behind the Manufacturing Institute’s (MI) annual Manufacturing Day, or MFG Day.
Celebrated annually on the first Friday in October, MFG Day is a national, grassroots movement that helps introduce kids to manufacturing careers. Companies and educational institutions nationwide are encouraged to open their doors to students, parents, educators, and community leaders.
While MFG Day is held this year on Oct. 4, 2024, events can take place anytime during October to be captured by MI’s analytics. They can really be held any time that works best for you and your target audience, says MI’s Director of Student Engagement Jennifer White.
MFG Day empowers manufacturers to come together and address their collective challenges and build excitement about manufacturing careers to help their communities and future generations thrive.
Plan Your Event
There are a number of different kinds of events but the most common is a plant tour. White recommends including some kind of hands-on activity or a Q&A with current employees. She suggests enlisting young people early in their careers. It reinforces company buyin and pride in their job for your employees while also making them easier for the students to relate to.
There may be a safety concern with companies starting to think about having kids on their manufacturing floor but White says it’s important that they see all areas of your company.
“We don’t just want to show them the plant floor. We want them to see all of the different departments that it takes to run a successful manufacturing business,” White said. “We want every student to see themselves in our industry whether they want to be in production, engineering,
Continued on Page 54
maintenance, welding, or maybe they are more into art or graphic design or love working with numbers and maybe finance is the right place for them. We want them to see a little bit of everything so they can see themselves there.”
You can even host a family day for your current employees where they can bring their families to see what their job is like. It can be as simple as mapping out safe areas for kids to be in, introducing them to other employees in each area, and having a food truck in the parking lot for lunch.
Collaboration is a primary theme of MFG Day, and White suggests reaching out to grade schools, high schools, trade schools, and other manufacturers in your area. There are endless collaborative events you could come up with. Here are a few White says MI has seen work well in previous years:
› Partner with other manufacturers in your area and coordinate tours and activities for the same group of students
› Have a technical college host — students can see the training equipment and then have different manufacturers come and set up interactive activities, like a more fun job fair
› Coordinate with a school and set up an activity in their gym
› Read industry-related books to kindergarteners or first graders — MI has a list of age-appropriate books!
At mfgday.com, you can find a map of registered events and see if anyone in your area is already participating. There also is a feature where you can search previous years’ events. If someone in your area has participated in the past you can contact them and discuss what they did and what did and didn’t work well during their event.
One of the main blockers White says MI sees is companies not knowing how to approach the schools they want to partner with. MI provides a pre-drafted letter companies can customize and send out. You also can schedule a one-on-one video call with MI staff to ask questions and get advice on planning your event by emailing mfgday@email.nam.org.
Join thousands of manufacturers across the U.S. as they showcase the realities of modern manufacturing and inspire the next generation of creators.
Event Requirements
› Must consist of a tour of a manufacturing facility, office, innovation center or other site; other creative studentinvite type of event at a manufacturing or manufacturingsupporting site (e.g., design office, software company); school event about manufacturing; manufacturing-related jobs fair; manufacturing-related career day event; or manufacturing product expo or similar event highlighting the realities and diverse careers in modern manufacturing
› Must be open to students, parents and/or educators
Resources Available at Mfgday.com
› MFG Day Webinars - these webinars provide valuable information and insights to help manufacturers and partner organizations plan and prepare for MFG Day
› MFG Day Host Toolkit - a document to help you determine your event type as well as information regarding:
› Connecting with local partners
› Registering an event
› Creating a plan
› Inviting your community
› Getting the word out
› MFG Day Marketing Toolkit - includes downloadable logos, sample social media copy, messaging templates, other customizable graphics and social media posts
› MFG Day Action Partner Toolkit - includes digital promotion strategy ideas ■
Continued from Page 53 For more information on MFG Day, visit mfgday.com or email Manufacturing
NATM Dealer Staff, Committee Work Continues
By NATM Dealer Team
As the National Association of Trailer
Manufacturers
(NATM) continues to improve the NATM Dealer Affiliate Program, a group of your dealer peers gathers every month to make sure you are getting the best benefits possible. Topics covered include sales, services, and parts department management, as well as business operations in the trailer dealership community. NATM distributed surveys to ensure your needs and wants are heard! NATM is excited to share a Dealer Committee update with members and Dealer Affiliates to give you an inside scoop of what is in the works and the committee’s hopes and goals for the future of the Dealer Affiliate Program.
An Overview
The NATM Dealer Committee is made up of trailer dealership owners and managers from across the country – their names are listed below. The group is structured as two subcommittees focused on creating meaningful benefits for trailer dealers as part of the NATM Dealer Affiliate Program. During the first half of this year, the committee has been identifying key areas for program development under the affiliate program’s major benefits categories. Below is a highlight of their accomplishments so far:
1. Education & Resources: The committee has identified a roadmap of educational content and topic ideas that will be used to create various resources, including workshops, webinars, management guides, online interactive tools, and more!
2. Network & Community: One of the most popular benefits asked for in NATM’s initial needs assessment for the NATM Dealer Affiliate Program was increased opportunities for networking outside of a traditional in-person event. In response to that request, NATM launched a private online discussion and community forum called NATM Connect. NATM Connect is perfect for digital networking, providing a forum for dealers to discuss anything having to do with their business with their peers from across the country. The NATM Dealer Committee has been testing and using the site before it is rolled out to all NATM Dealer Affiliates, and lots of great discussions are happening!
3. Services & Solutions: The committee identified areas of the dealership business that could potentially benefit from structured affinity programs through the NATM Dealer Affiliate Program and other areas where NATM may be able to simply provide information on service providers who have been thoroughly vetted and, in some cases, used by many in the trailer dealer industry. The committee and NATM Staff will be conducting
research into potential partners who could offer a cost-saving benefit to NATM Dealer Affiliates.
4. News & Publications: In the third quarter of 2024, the committee will be identifying relevant content areas for NATM Staff to develop dealerspecific articles and publications, with the goal of creating a dealer-specific eNewsletter in 2025.
5. Industry Data & Surveys: In the second quarter of 2024, the committee created and executed a demographic informational survey to all existing NATM Dealer Affiliates that are currently still out in the field. The goal of this survey is to better understand the makeup of the dealerships currently participating in the affiliate program, with questions about staff size, departments, products and inventory, and years in business. In addition, the survey asks dealers about their relationship with NATM and the affiliate program, including why they participate, what is important in any affiliation program, and what they hope to see from the new benefits. While all individual responses are anonymous to protect dealers’ privacy, the committee hopes to gain important insight into the current Dealer Affiliates to create meaningful benefits in the future.
2024-2025 NATM Dealer Committee Members:
• Chris Lago, All American Trailer Connection, Inc.
• Greg Blaser, Trailer World/Blaser Trailer Sales
• Shane Ehrsam, North Texas Trailers
• Ronnie Enns, Happy Trailers
• Wendall Krahn, Fayette Industries
• Phil Rauch, Sancrest Trailer Sales
• Denise Scholle, The Trailer Guy
• Jeff Wick, MGS, Inc.
• Josh Widdes, Widdes Trailer Sales
What to be Excited About
There are many exciting things happening within the committee, and NATM is thrilled to share them with you! With so many new developments and growth within the program, the biggest buzz is around next year’s first-ever NATM Trailer Expo which will be held in Oklahoma City, Sept. 15-18, 2025! This event will feature trailers on display in the exhibit hall and a specially curated lineup of education designed by and for dealers that will focus on elevating dealer success! As the only not-for-profit 501(c)(6) in the light- and medium-duty trailer industry, with nearly 40 years of experience providing reputable resources and benefits, NATM is excited to expand educational efforts and support to trailer dealers. Staff have been working hard to provide Dealer Affiliates with insightful and impactful guest speakers along with valuable workshops that you can take back with you and apply in your everyday business. You can find more information on attending the 2025 NATM Trailer Expo by visiting www.TrailerExpo.com. The booth schedule for the event has been released. If you are a trailer manufacturer or service provider/supplier for dealerships and interested in becoming an exhibitor, you can also find more information on that by visiting www.TrailerExpo.com/exhibitor-information.
NATM is especially looking forward to the NATM Connect release when the forum will be made public to all NATM
Dealer Affiliates. Within NATM Connect, committee members are already discussing several key dealership topics. Those topics cover sales, marketing, retail financing, service, human resources, parts, operations, finance, and accounting. These are all areas within a dealership where collaborating with industry peers can bring tremendous value through new practices and insightful ideas. A recent discussion on service department profitability caught the attention of committee members and brought about a lengthy dialog on a small but very important facet of running a dealership. Instead of having to rely on internal staff for problem-solving, now you can lean on the knowledge and experience of others outside your organization to find business solutions. With the added convenience of the an app to access these discussion boards and partake in industry-wide knowledge sharing right from your phone, solutions are never far away!
If you are interested in receiving dealer benefits and being a part of this exciting growth, you can learn more about the NATM Dealer Affiliate program by visiting www.NATM.com/dealers or by reaching out to NATM Dealer Programming Specialist Andrea Boetticher at Andrea.Boetticher@natm.com or NATM Membership Specialist Kevin Sander at Kevin.Sander@natm.com.
Keep an eye out for more updates in future Tracks issues! ■
Meet the NATM Dealer Committee Members: A Conversation with Jeff Wick
In July 2024, NATM Staff Members Andrea Boetticher and Izabella Chesney began a new series of interviews to learn more about the members of the 2024-2025 NATM Dealer Committee. Up first in that series is this conversation with Jeff Wick from MGS Incorporated
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 Incorporated 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 Incorporated 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.
MGS Incorporated sounds like a great place to work. Will you tell us more about the company?
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 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. The 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.
The NATM Dealer Committee was created to provide NATM Dealer Affiliates with meaningful integration within the association. NATM looks forward to bringing value to affiliates, helping their businesses thrive, and connecting them with one another. See future issues of Tracks to learn more about the rest of the Dealer Committee. See what the committee has been working on on Page 56. ■
*Note from the editor: Andy is responsible for launching NATM's Government Affairs Advocacy and programming and for pushing NATM to have ISO 17020 certification for inspection bodies.
NATM Warranty for Dealerships: A Win-Win for the Trailer Industry
Submitted by John Kerr, Marsh McLennan Agency
During the 2024 NATM Convention & Trade Show in Las Vegas, NATM introduced a new extended warranty program for trailer dealers and their customers. The goal of NATM is to support new revenue opportunities for trailer dealers and further promote trailer and roadway safety through proactive service and maintenance by the end-user. An “A-team” of warranty advisors and administrators were assembled and collaborated to create and support the trailer dealer warranty program.
Today, extended warranties are a $51 billion-a-year industry, and vehicle-related warranties account for a whopping $21 billion annually. These numbers are expected to grow. A 2022 study conducted by Allied Research estimates the warranty market will reach $83.47 billion in 2032. To put those numbers in perspective, NATM Members combine to manufacture about $7 billion of trailers annually. Without question, extended warranties are big business, and they have moved beyond the auto dealerships that pioneered the protection. Retailers are rushing to offer extended warranties on a wide range of products including electronics, clothing, homes, appliances, mattresses, and medicine, to name a few.
Why are there so many new products covered by extended warranties? Are retailers taking advantage of unsuspecting consumers? No doubt, warranties offer retailers a highly profitable revenue source. However, the rapid growth of extended warranties and product protections is driven by consumer demand rather than the retailer. A 2024 survey conducted by Cover Genius of more than 11,400 consumers found that 76% of consumers said they were interested in purchasing additional product protection from their retailer at the time of sale and that they would be willing to pay an additional 21% of the retail price of their purchase for the protection.
The psychology behind the sale is driven by the consumers’ desire for confidence and peace of mind when making their purchase. The questions that consumers often ask: will the product work? how long will it last? and what will it cost to fix or maintain? are reassuringly answered by purchasing an extended warranty. A foundational study on the psychology of extended warranties was conducted by Bryant and Gerner in 1982 and found that consumers were attracted to extended warranties because they reduced the perceived risk of product failure and assured access to reliable and quality service. Since then, study after study has reinforced and expanded on Bryant and Gerner’s findings about why consumers buy extended warranties. Without fail, peace of mind is a primary motivator for consumers contemplating the purchase.
Rafi Muhammed, a frequent contributor to the Harvard Business Review lists several peace-of-mind benefits associated with extended warranties.
“First, they allow consumers to avoid the anxiety and financial loss of an unexpectedly high repair bill. Second, if a product breaks, consumers do not have to invest time to search for a company to undertake the repairs. It’s also comforting to know that if a product is not repairable, it will be replaced … Bottom line: There’s value in being able to sleep well at night,” Muhammed said.
The decision to purchase protection products comes naturally. While there are a multitude of factors influencing the decisionbuying process, the most important factor is the consumers' attitude towards risk. Today’s buyers fall equally into three risk groups: risk-averse, risk-neutral, and risk-seeking. Not surprisingly, extended warranties and product protection add-ons are very appealing to those risk-averse consumers. In the warranty world, these are your likely-to-buy customers. Risk-neutral consumers are willing to buy, and risk-seeking consumers are unlikely to buy. A typical auto dealership will sell extended warranties and protection products on about 40% of the vehicles sold with some of the most successful dealerships achieving attachment rates of close to 60%. Again, consumers want peace of mind when making a purchase, and warranty companies are delivering by paying billions of dollars in claims every year. Consumers see the value of protections the products offer and they are willing to pay for it!
Extended warranties and protection products provide a win-win for the trailer industry at large. Consumers will now have access to better manage the financial and performance risk associated with their trailer purchase through a warranty contract that delivers financial coverage for the service, repair or replacement of almost every part included on the wide range of trailers manufactured by NATM Members. Consumers whose trailers are covered by an extended warranty are quicker to seek out repairs and service work which help to make roadways safer. Consumers will also have the option of purchasing protection for tires and wheels, a coverage that is enhanced and extends to the vehicle towing the trailer. Every trailer that experiences an issue with a flat or blown tire poses a real safety threat to the occupants of the tow vehicle and the travelers they share the road with. Dealers also have increased opportunities to build better relationships with their customers through service work and the peace of mind that comes with an extended warranty purchase. Finally, dealers gain access to a new revenue source that carries little overhead and is highly profitable.
Marsh McLennan Agency will continue to highlight the NATM warranty program in future Tracks publications. In the next edition, learn more about the warranty administrator and the critical role of claims handling.
NATM’s warranty program is overseen by John Kerr of Marsh McLennan Agency. For more information, please reach out to him at John.Kerr@MarshMMA.com. ■
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NATM Trailer Expo Launching 2025
By Meghan Ryan, NATM Assistant Director
NATM Announces Inaugural Trailer Expo for 2025
As the not-for-profit 501(c)(6) trade organization that brought you Trailer Safety Week, the National Association of Trailer Manufacturers (NATM) is expanding its educational efforts and support to trailer dealers through the launch of the NATM Trailer Expo: The ultimate light- and medium-duty trailering event of the year. The first NATM Trailer Expo will take place in Oklahoma City, Sept. 16-18, 2025.
This event will bring together all key stakeholders of the light- and medium-duty trailer industry, including trailer dealers, trailer manufacturers, suppliers, service providers, and automotive tow vehicle OEMs. The target audience to attend and walk through the Trailer Expo includes trailer dealers, as well as fleet and government purchasing agents.
The NATM Trailer Expo will, of course, feature an exposition of trailers under 26,000 lbs GVWR on the trade show floor. Additionally, suppliers and service providers that assist dealerships will also be welcome to exhibit. Booth sales for
the 2025 Trailer Expo opened this summer. Information about the booth sales process and dates can be found on Page 71, but make sure to sign up for communications regarding the show at www.NATM.com.
Trailers with a Purpose: NATM Reinvesting Trailer Expo Profits for a Better Industry
As the leader in national towing safety efforts, dealers have looked to NATM for resources for their customers and their businesses. Over the last decade, NATM has fielded frequent requests to close the gap that exists in the trailer dealer realm regarding reputable education, business resources, and self-governance. As requested, NATM is exponentially expanding its dealer support efforts,
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Continued from Page 63
for more information turn to Page 56. To foot the bill for these new efforts, the NATM Trailer Expo was created.
Similar to NATM’s annual Convention & Trade Show held in February, which funds Association programming dedicated to trailer manufacturers, the NATM Trailer Expo will utilize the revenue generated from the event to fund dealer-specific programming and benefits. As a not-forprofit association, the profits generated from the Trailer Expo will be reinvested into Dealer Affiliate benefits and industry-wide programming such as Trailer Safety Week, the launch of the 501(c)(3) nonprofit National Trailer Safety Council, the NATM Academy, Dealer Connect network, and more. No other organization in the light- and medium-duty trailer industry utilizes booth sales, sponsorship dollars, and registration revenue to further nationwide trailer safety efforts and launch costly programming to assist trailer dealers.
The primary focus of NATM is directed toward generating benefits for its members and affiliates to further its mission to improve trailer safety. As a not-for-profit, NATM prioritizes the member and affiliate interests over its financial gains as it serves the entire light- and mediumduty trailer industry. The Association operates with a commitment to fostering a mutually beneficial environment for its members and affiliates rather than seeking profits for itself. This approach underscores NATM's dedication to supporting and advancing the interests of the trailering community, reinforcing a collaborative and safety-
OKC offers an exceptional dining and drinking scene for offsite, after-hours networking with customers
driven mindset for all key stakeholders at every level.
Back to Our Roots: Returning to the Beginning
NATM was founded in Chickasha, Oklahoma, in 1987, when five livestock trailer manufacturers unified for better benefits. Nearly 40 years since its inception, NATM is returning to its roots with its first Oklahoma-based event geared specifically for trailer dealers. This event will celebrate the success, growth, and expansion the Association has had over the last four decades leading the industry. Returning “Back to Our Roots” in Oklahoma marks a fresh restart, a full circle, in programming in which NATM launches a new chapter for the trailer industry – this time incorporating trailer dealerships. The launch of The NATM Trailer Expo demonstrates NATM’s understanding of the importance of unifying for the greater good of the trailer industry – just like the five original founding member companies understood back in 1987.
Embracing a collective vision for advancing end-user towing knowledge, NATM is starting a new chapter of collaboration. The trailer industry is stronger together, and this unification is a major step forward in improving towing traffic safety at all levels, as well as supporting the profitability of its members and affiliates.
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OKC: Where the Heartland Meets Cutting-Edge Technology
Oklahoma City's tagline is, “Where the heartland meets cutting-edge technology,” which also is a fitting description of the trailer industry's rural roots and its future incorporating technology to improve the industry at the manufacturing, sales, and end-user levels. Not only is OKC conveniently located in the heart of the nation, it sits amid the trailer manufacturing industry and lies within a three hours drive of Fort Worth, Texas, which has proven an ideal location for NATM's programming and contributed to record-breaking success for its annual February Convention & Trade Show.
OKC offers an exceptional dining and drinking scene for offsite, after-hours networking with customers. Fine dining and steakhouses, craft breweries, trendy bars, and sophisticated cocktail lounges are scattered throughout the city, offering a vibrant nightlife for attendees to unwind and socialize
after a long day at the NATM Trailer Expo. Trailer dealers, manufacturers, and suppliers alike will have plenty of options to wine and dine their customers during the week of the show.
State-Of-The-Art Convention Center and Omni Host Hotel
The inaugural 2025 NATM Trailer Expo will be held at the Oklahoma City Convention Center, which was completed in 2020. This convention center is a brand-new, state-of-the-art facility that stands as a testament to modernity and innovation. With its top-notch amenities, spacious meeting rooms, and expansive trade show floor, the OKC Convention Center will not only meet needs but exceed the highest of standards.
The Omni Oklahoma City Hotel is the host hotel for the event and is conveniently located directly across from the OKC Convention Center, which will host the event.
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Completed in 2021, the 17-story hotel offers luxurious guest rooms and dramatic views of the nearby Scissortail Park and the OKC skyline. Additionally, there is a rooftop hotel pool with downtown city views and excellent onsite dining and bar options. Take time for R&R after a week of working the show floor at Omni’s onsite Mokara Spa.
The Omni Oklahoma City Hotel stands out as a pinnacle of beauty and modernity among the venues at which NATM has previously hosted. Renowned for its luxurious accommodations, and sophisticated design, the Omni offers a truly exceptional experience for attendees. The convenience of the neighboring hotel and exhibit hall locations cannot be beaten. NATM has negotiated a hotel room block rate of only $230 per night, and the hotel reservation link will be live this winter. Please note, NATM will not authorize any group hotel room services to call you or to solicit your business! These third parties also use the NATM logo in their communications, so please ensure to book with those with emails ending in @natm.com.
Elevating Dealer Success Takes Center Stage in Programming
The NATM Trailer Expo will focus on elevating dealer success in the Educational Sessions. With a nearly four-decade track record, NATM has consistently demonstrated its unwavering commitment to its members by providing exemplary support, valuable resources, and dynamic programming and will continue to offer such at the NATM Trailer Expo.
Understanding the evolving needs of its Dealer Affiliates, NATM conducted a comprehensive survey across the country to gain insights into the specific requirements of dealers. The findings underscore a shared goal among dealers to enhance profitability and elevate the end-user experience and knowledge. These crucial insights gleaned from discussions with dealers will serve as the foundation for the NATM Trailer Expo programming with a focus on elevating dealer success.
Participate in the Trailer Expo
Location and Workshop Survey.
In her vast discussions and meetings with dealers, NATM Dealer Programming Specialist Andrea Boetticher has found that these dealerships are small businesses, often family-owned and their main focus is profitability. As a result, the in-person educational lineup will be geared towards increasing the profitability of dealerships. Profitability is not just determined by the sales process, but by overall business practices which NATM plans to assist with. Boetticher also has found that dealers want to meet with their peers, and NATM intends to create business engagement groups and connect dealers with non-competitors to discuss challenges, solutions, and more.
NATM is soliciting feedback from Dealer Affiliates on what topics they want addressed with the in-person workshop lineup. To help curate the future of NATM Trailer Expo programming, participate in the Trailer Expo Location and Workshop Survey, scan the provided QR code. Have an idea for additional programming or interested in joining as a Dealer Affiliate for only $150 annually? Visit www.NATM.com/ dealers or email Dealers@natm.com for more information.
Looking Ahead: Fort Worth, Texas - October 6-8, 2026
The Association is looking ahead and already planning future NATM Trailer Expos in the coming years. Building on the success of previous events, the 2026 NATM Trailer Expo will be in Fort Worth, Texas, from Oct. 6-8, 2026. Mark your calendars now!
Texas, known for its booming trailer manufacturing industry, has proven to be an ideal location for NATM's programming, contributing to record-breaking success. Its central location makes it convenient for NATM Trailer Manufacturer Members to drive in and exhibit their latest models. Additionally, the strategic location is perfect for dealers to visit and engage throughout the week. NATM is committed to expanding and enhancing the event and is actively seeking input from Dealer Affiliates on their location preferences to ensure continued growth and success. To be a part of this exciting initiative, interested parties can easily participate by scanning the provided QR code on the facing page.
NATM is excited for this new chapter in the Association, and looks forward to seeing you in OKC in 2025! If you have any questions regarding the 2025 NATM Trailer Expo, contact NATM Events Director Aileen Valido at Aileen.Valido@natm. com or (785) 272-4433. Interested in joining as a Dealer Affiliate for only $150 annually? Visit www.NATM.com/dealers or email Dealers@natm.com for more information. ■
Fine dining, steakhouses, craft breweries, trendy bars, and sophisticated cocktail lounges are scattered throughout OKC offering a vibrant nightlife for attendees to unwind and socialize after a long day at the NATM Trailer Expo.
NATM Trailer Expo
Date: September 16-18, 2025
Location: Oklahoma City, Oklahoma
Venue: OKC Convention Center
Host Hotel: Omni Oklahoma City Hotel
2025 Trailer Expo Developing Schedule
Oklahoma City, Oklahoma September 16-18, 2025
Sunday, Sept. 14
Exhibitor Move-In:
Type A: Groups 1 and 2
Noon - 8:00 p.m.
Exhibit Hall ABCD
Monday, Sept. 15
Exhibitor Move-In:
Type B: Groups 1 and 2
Type A: Groups 1 and 2
8:00 a.m. - 6 p.m.
Exhibit Hall ABCD
Registration
7:30 a.m. – 7:00 p.m.
Pre-Function Exhibit Hall ABCD
Welcome Event with Dueling Pianos
5:00 p.m. – 8:00 p.m.
Room: Omni Hotel -
Five Moons Ballroom
Tuesday, Sept. 16
Registration
7:30 a.m. – 6:00 p.m.
Exhibit Hall ABCD
Exhibitor Move-In
7:30 a.m. - 1:00 p.m.
Exhibit Hall ABCD
*Space limited to 60 participants. Pre-registration required.
General SessionKick Off Event
8:00 a.m. – 9:30 a.m.
Room: Ballroom B
Educational Session 1
9:45 a.m. - 10:30 a.m.
Room: 208AB
Educational Session 2
10:30 a.m. – 11:15 a.m.
Room: 208AB
Educational Session 3
11:15 a.m. – 12:00 p.m.
Room: 208AB
Lunch and Learn
12:00 p.m. - 1:45 p.m.
Room: Ballroom B
Exhibit Hall Open — Featuring Pop-Up Education on the Expo Floor
2 p.m. - 6 p.m.
Exhibit Hall ABCD
Dealer Reception
4:30 p.m. – 6:00 p.m.
Exhibit Hall ABCD
Wednesday, Sept. 17
Registration
7:30 a.m. – 5 p.m.
Exhibit Hall ABCD
Educational Session 4
8:00 a.m. – 8:45 a.m.
Room: 208AB
Educational Session 5
8:45 a.m. – 9:30 a.m.
Room: 208AB
Trade Show Open — Featuring Trade Show Hall Education Sessions
9 a.m. – 2:00 p.m.Exhibit Hall ABCD
Lunch with the Exhibitors
11:30 a.m. – 1:00 p.m.
Exhibit Hall ABCD
Closing Session
2:00 p.m. - 3:30 p.m.
Room: 208AB
Break
3:30 -3:45
Dealer Roundtables*
3:45 - 4:30 p.m.
Room: TBD
Dealer Roundtables*
4:30 p.m. - 5:15 p.m.
Room: TBD
Exhibitor Move Out
Type B: Groups 1 and 2
2:00 p.m.- 8:00 p.m.
Exhibit Hall ABCD
Thursday, Sept. 18
Exhibitor Move Out: All Exhibitor Types
8:00 a.m. - 8:00 p.m.
Exhibit Hall ABCD
Act Now, Shape Tomorrow: 2025 NATM Trailer Expo Booth Sales Fund Industry Advancement as
Not-For-Profit
By Meghan Ryan, NATM Assistant Director
In a remarkable stride towards driving change and uniting the industry for progress, the National Association of Trailer Manufacturers (NATM) opened booth sales on August 21, 2024 for the inaugural NATM Trailer Expo. The NATM Trailer Expo will take place in Oklahoma City, Sept. 1618, 2025 at the brand new Oklahoma City Convention Center and Omni Hotel. This pivotal event marks a new chapter for the light- and medium-duty trailer industry, underscoring NATM's unwavering commitment to enhancing roadway safety and fostering industry growth for nearly forty years.
As the only not-for-profit trade organization dedicated to the light- and medium-duty trailer industry, NATM will be reinvesting revenue generated from the NATM Trailer Expo booth sales back into programs that benefit dealers, trailer manufacturers, end-users and ultimately the industry and roadways at-large. This reinvestment is a cornerstone of NATM's dedication to its members and the broader community. The revenue from the booth sales
will fund critical initiatives aimed at improving trailer safety nationwide through its dealer network, expanding educational resources, and advocating for the industry.
The significance of this effort cannot be overstated. By channeling the proceeds from the Trailer Expo into these vital programs, NATM ensures that its mission and efforts to promote trailer safety and the success of the trailer industry can expand exponentially. This approach mirrors the successful model of NATM's Convention & Trade Show that takes place in February, where the generated revenue supports year-round programming. This allows NATM to keep membership dues affordable for yet another year, despite the pressures of inflation and rising costs.
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The opening of booth sales for the NATM Trailer Expo is more than an opportunity for trailer manufacturers, suppliers and service providers to showcase their products and services. It represents a collective effort to drive progress and unite for the betterment of the industry.
As NATM embarks on this new chapter, it invites all members of the light- and medium-duty trailer community to join in this transformative journey, ensuring a safer and more prosperous future for all as we open booth sales on August 21. For the inaugural event, the booth sales selection timeline will be based on membership longevity beginning with its founding members from 1987.
2025 NATM Trailer Expo Exhibiting Costs and Timeline
Booths at the Trailer Expo will be sold in 10’x10’ increments, with a pricing structure that reflects the varying needs of exhibitors. NATM trailer manufacturer exhibitors will benefit from a discounted rate of $1,100 per booth whereas the non-member rate is $2,200. It is $1,400 for NATM member supplier and service provider exhibitors and $2,800 for non-member suppliers.
Take advantage of the exclusive Early Bird Pricing discounts on exhibitor booth space for NATM’s inaugural Trailer Expo in OKC! By securing your spot before April 1, you not only guarantee prime placement but also enjoy significant savings. Early support for our debut Trailer Expo ensures you’re at the forefront of industry innovation and networking. Don’t miss out on this limited-time offer – act now to maximize your exposure and be a part of something extraordinary from the very beginning!
2025 NATM Trailer Expo Special Early Bird Pricing
Ends April 1, 2025
› 1-7 Booths (100 sq ft to 700 sq ft) – No Discount
› 8-11 Booths (800 sq ft to 1,100 sq ft) – 5% Discount
› 12-17 Booths (1,200 sq ft to 1,700 sq ft) – 10% Discount
› 18-35 Booths (1,800 sq ft to 3,500 sq ft) – 15% Discount
› 36-60 Booths (3,600 sq ft to 6,000 sq ft) – 20% Discount
2025 NATM Trailer Expo Timeline
NATM is using Map Your Show’s online booth sales software for the NATM Trailer Expo which will be held at the Oklahoma City Convention Center in Oklahoma City, Sept. 16-18, 2025. The opportunity to select space at the 2025 Trailer Expo will be made available in the following phases:
PHASE 1: NATM Trailer Manufacturing
Members that have been members beginning 1987-12/31/2012 are able to select their booth spaces August 21 - October 4.
PHASE 2: NATM Trailer Manufacturing
Members that have been a member starting 1/1/2013-Present will be able to select their booth spaces beginning October 7.
PHASE 3: All NATM Associate Members serving trailer dealers will be allowed to choose booth space beginning October 28.
PHASE 4: Non-members will be allowed to choose booth space beginning November 18.
On the day your booth selection window opens, you will receive an email from NATM notifying you that the booth sales application is now available online for your company. The email contains a unique code that when entered, pre-populates the online booth sales application. Once logged in, exhibitors can view the 2025 trade show floor plan and select the desired booth(s).
During the completion of the online application, exhibitors pay for part of their booth(s) with a credit card. Once NATM approves the application, an email containing login credentials to the exhibitor dashboard is sent. The dashboard allows exhibitors to update their company profile and contact information and view other important information relevant to the upcoming show.
As always, the sign-up for booth space is first come, first served. You can sign up at any time after your group’s window begins. If you miss the window for your group, the privilege of choosing during your group’s time is lost. Be sure to mark your calendar to remember to sign up as soon as you receive your email from NATM!
If you have any questions regarding how to book your exhibit space at the 2025 NATM Trailer Expo, contact NATM Membership Specialist at Kevin. Sander@natm.com or (785) 272-4433. ■
NATM Trailer Expo Sponsorship Levels & Benefits
$1,000 - $2,499
› Priority 2026 Trailer Expo Exhibit Space Selection
› Logo on Website & Mobile App
› Tracks Magazine Recognition
› Materials in NATM Welcome Kiosk Bags
$2,500 - $5,499
› Priority 2026 Trailer Expo Exhibit Space Selection
› Logo on Website & Mobile App
› Tracks Magazine Recognition
› Materials in NATM Welcome Kiosk Bags
› Virtual Ad Swag Bag Ad Discounted 10%
$5,500 - $7,499
› Priority 2026 Trailer Expo Exhibit Space Selection
› Logo on Website & Mobile App
› Tracks Magazine Recognition
› Materials in NATM Welcome Kiosk Bags
› Virtual Ad Swag Bag Ad Discounted 10%
› One Additional Booth Worker
$7,500 - $9,999
› Priority 2026 Trailer Expo Exhibit Space Selection
› Logo on Website & Mobile App
› Tracks Magazine Recognition
› Materials in NATM Welcome Kiosk Bags
› Virtual Ad Swag Bag Ad Discounted 15%
› One Additional Booth Worker
› One Full Registration
$10,000 - $14,999
› Priority 2026 Trailer Expo Exhibit Space Selection
› Logo on Website & Mobile App
› Tracks Magazine Recognition
› Materials in NATM Welcome Kiosk Bags
› Free Quarter Panel Advertise
› Virtual Ad Swag Bag Ad Discounted 25%
› One Additional Booth Worker
› Two Full Registrations
$15,000 - $19,999
› Priority 2026 Trailer Expo Exhibit Space Selection
› Logo on Website & Mobile App
› Tracks Magazine Recognition
› Materials in NATM Welcome Kiosk Bags
› Free Ad in Virtual Ad Swag Bag
› Two Additional Booth Workers
› Three Full Registrations
$20,000 - $29,999
› Priority 2026 Trailer Expo Exhibit Space Selection
› Logo on Website & Mobile App
› Tracks Magazine Recognition
› Materials in NATM Welcome Kiosk Bags
› Free Ad in Virtual Ad Swag Bag
› Three Additional Booth Workers
› Four Full Registrations
$30,000+
› First Exhibit Selection 2026 Trailer Expo Exhibit Space
› Featured Display of Logo on Website & Mobile App
› Logo Prominently Displayed on Trailer Expo Materials and Emails
› One Exclusive Featured Tracks Magazine Article
› Materials in NATM Welcome Kiosk Bags
› Free Ad in Virtual Ad Swag Bag
› Four Additional Booth Workers
› Five Full Registrations ■
Support the Industry Through NATM Trailer Expo Sponsorships
By Aileen Valido, NATM Events Director
The National Association of Trailer Manufacturers (NATM) is headed to Oklahoma City for the inaugural 2025 Trailer Expo taking place Sept. 16-18, 2025, and the Association has several sponsorship opportunities available. Sponsoring the NATM Trailer Expo helps the Association’s effort to improve safety and the goal of unifying the industry.
As the only not-for-profit trade organization in the lightand medium-duty trailer industry, the revenue generated from the NATM Trailer Expo will directly fund the NATM Dealer Affiliate and membership programming and benefits. Additionally, NATM is bringing in dealers to help lead programming with representation on the NATM Board of Directors and Dealer Committee.
Not only does sponsoring provide excellent brand exposure and visibility within the light- and medium-duty trailer manufacturing realm, but it also demonstrates your commitment to the industry. If you are looking to reach the decision-makers in the industry, this is the event to make an impression! What better way to market to dealer attendees than to show your support of NATM by sponsoring an item or event at the Trailer Expo?
The NATM Trailer Expo offers an array of sponsorship opportunities to elevate your brand, including the following sponsorships, which are available:
Registration Desk - $7,500
› Your company’s logo and booth number will be the first thing attendees see as they approach the registration desk.
Keynote Speaker - $8,000
› Sponsor the keynote speaker at the Awards Luncheon and have your brand prominently displayed during the introduction and closing of the speech.
Educational Sessions - $6,500
› By sponsoring the Educational Sessions, your company will get the opportunity to briefly speak before each session
begins. Branded table signs are placed on tables each day. Branded materials also may be set out by the sponsor.
Virtual Swag Bag - $1,000
› Reach attendees ahead of the event with your coupons, special event offers, and booth information by advertising in the 2025 NATM Trailer Expo Virtual Swag Bag email featuring exhibitor highlights and special offers.
Full Prospect Reach - $1,500 | 4 Available
› Reach potential customers before the show even starts by sponsoring a full-prospect email. Being featured in an official email will have attendees talking about your company long before they even step foot on the show floor.
Attendee Badge - $6,000
› Reach every single conference attendee by placing your company’s logo on all pre-registered attendee badges. This badge grants access to events and is given to all pre-registered attendees when they arrive at the NATM Trailer Expo.
Sponsorships play a crucial role in strengthening your marketing strategy. They enable you to connect with a specific and engaged audience, contributing essential financial support to facilitate top-notch education, networking opportunities, and trailer exhibitions. This benefits trailer dealers, manufacturers, suppliers, and service providers specializing in units under 26,000 lbs GVWR. These events showcase a collaborative platform, uniting trailer dealers with trailer manufacturers, suppliers, and service providers offering components and services tailored to enhance the success of dealerships and service departments.
If you have any questions about the 2025 NATM Trailer Expo Sponsorships, contact Andrea Boetticher at Andrea. Boetticher@natm.com or call (785) 272-4433.■
A Day in the Life of an NATM Compliance Consultant
By Ginger Baker Sanhueza, NATM Education Director
In the bustling world of trailer manufacturing, ensuring compliance with safety standards is paramount.
The National Association of Trailer Manufacturers (NATM) plays a critical role in this process through its Compliance Verification Program (CVP), which ensures that association member trailer manufacturing companies have the processes in place to build trailers that meet applicable standards. While all U.S. trailer manufacturers must comply with federal regulations, not all use a third-party inspection body to verify compliance. The NATM CVP, mandatory for all trailer manufacturing members, involves multiple components geared toward creating safer trailers and, in turn, safer roadways.
Currently, NATM Members manufacture an estimated 77% of new trailers on the nation’s roadways each year. Every two years, an NATM Compliance Consultant visits each member company to conduct an in-person independent third-party inspection. This rigorous process helps maintain high safety standards across the industry. For the CVP consultants, each day brings a unique blend of challenges and rewards as they travel across the country, and sometimes even Canada, ensuring trailers meet federal regulations and industry best practices.
Pre-Meeting Work
For the NATM Compliance Team, the work for a consultant starts early. Pre-meeting work is crucial. Each consultation is booked months in advance, requiring meticulous planning and coordination. Members are notified 60 days in advance and have the opportunity to verify the scheduling of the NATM Consultant's visit. Once confirmed, consultants like NATM Compliance Manager Sean Sloan begin the arduous task of booking flights, securing car rentals, and arranging accommodations.
"Some members don't realize the work and organization it takes to schedule 250-300 consults a year," Sloan explained. "We love when members are expecting us and have everything ready for us, making the consultation easy for both parties."
On the Road
Travel is a significant part of the job. NATM Senior Compliance Consultant Aaron Langer, who has a background in construction and transportation, often finds logistics to be the most challenging part.
"One of the biggest challenges is logistics and scheduling consultations," Langer shared. "I book several consults in an area and like to stick to the schedule so that I can knock them out and get back to my young family. I like to travel, but sometimes it can be difficult, especially with things out of your control, like airplane delays. Sometimes I wake up at 3 a.m., fly in and do a consultation at 8 a.m., and complete 4-5 consults in a day, depending on the area, getting to my hotel late at night."
Last year, Langer completed a whopping 132 consultations, setting a new record. On average, each consultant completes around 100 visits a year.
Each journey is an orchestration of flights, car rentals, and drives to remote facilities. Sometimes, the address on file leads to unexpected places.
"We've shown up to addresses that are just fields or mailing addresses," Langer said with a laugh. "Finding the actual facility can be a fun part of the job. We encourage members to confirm the address with us to ensure we get to the right spot."
NATM’s Technical Director Scott Crimmins adds that even though travel can be tricky, there are parts to look forward to.
“One of my favorite parts of being a consultant is witnessing the incredible innovation and creativity in the trailer industry,” Crimmins shared with a smile. “You wouldn't believe the variety we encounter — everything from RVs and fish houses to heating and air units and trailers used for medical purposes. It’s incredible to see what people can dream up.”
The Consultation
Upon arrival, the consultation begins with a welcome from the manufacturer. The process starts with the "paperwork" portion, where consultants review record keeping, NHTSA reporting, and other documentation. Next, they move on to the physical inspection of the trailers, checking for safety chains, emergency breakaway systems, lighting requirements, component capacities, and other critical details.
“Everyone we meet, for the most part, is respectful and professional, even when we suggest changes,” Crimmins remarks. “They appreciate that there’s a clear timeline and a grace period to make any necessary adjustments. And if they ever disagree with our recommendations, they know there’s a fair appeals process in place. It’s all about working together to ensure the highest standards.”
The on-site visit can present unique challenges. Crimmins has seen a lot in his time with NATM.
“Once I was inspecting trailer rim markings in Georgia, when they said that there might be rattlesnakes under it, so I had to be extra cautious," Crimmins recounted. "Florida brings alligators, snakes, ants and mosquitoes. It can be real “fun” out there. You never know what you might encounter.”
"I've inspected trailers in the rain, all terrains, and even in some tight spaces," said Todd Stallbaumer, an NATM Compliance Consultant
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TOP: NATM Consultant Todd Stallbaumer consults with member Don Waataja prior to inspecting a trailer. CENTER: NATM Technical Director Scott Crimmins inspects light codes for compliance. BOTTOM: NATM Compliance Consultants Stallbaumer and Sean Sloan inspect tire identification numbers. Photos by Ginger Baker Sanhueza.
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with a background in public safety. "But my favorite part of the job is the people. Getting to meet the Association Members has been great. Everyone has been so nice and welcoming. They understand that we are there to help them, and I really like that part—helping people is something I have always been behind."
After the Consultation
After the on-site consultation, the work continues. Consultants travel back to Topeka, Kansas, and begin the process of inputting all the collected data into computer software and writing detailed reports. These reports are then sent to the manufacturers, outlining any necessary remediation steps. Manufacturers who pass the compliance consultation are awarded a certificate and are then eligible to purchase and place NATM Decals on their trailers, signifying their adherence to safety standards.
A Commitment to Safety
NATM Members go above and beyond others in the industry by voluntarily participating in the CVP and receive an unbiased, third-party audit of their processes. For the NATM Compliance Team, the job is more than just a series of inspections; it’s a commitment to improving roadway safety by ensuring that NATM Members have the necessary processes in place for building safe and reliable trailers that meet applicable standards.
NATM’s trailer manufacturers voluntarily join NATM and invest funds into annual membership dues, and participate in the CVP because they understand that compliance is crucial
in ensuring that their customers receive the highest quality products. By adhering to these standards and participating in the CVP, NATM Members demonstrate their dedication to safety and excellence, showing that they prioritize doing the right thing for their customers and the industry as a whole.
"We are here to help our members and ensure trailer safety," Sloan emphasized. "Our goal is to support them in building trailers that comply with federal regulations and industry standards."
The life of a CVP Consultant is demanding, requiring a balance of logistical planning, technical expertise, and personal interaction. Yet, the consultants find great satisfaction in their work, knowing that they play a vital role in enhancing the safety and quality of trailers on the road. For NATM Members, the CVP consultation is a valuable opportunity to ensure their products meet the highest standards, fostering a safer and more compliant industry. If you have any questions about the CVP or the consultation process, please contact NATM Technical Director Scott Crimmins at Scott.Crimmins@natm.com. ■
RIGHT: NATM Consultant Todd Stallbaumer wraps up a consultation with a manufacturer. BELOW: NATM’s Compliance Team (from left): Stallbaumer, Sean Sloan, Aaron Langer, and Scott Crimmins. Photos by Ginger Baker Sanhueza.
The National Association of Trailer Manufacturers (NATM) Compliance Team recently had the privilege of visiting Peerless Chain in Winona, Minnesota. This visit was a significant opportunity for the NATM team to gain deeper insights into the operations and products of a leading brand within Kito Crosby’s global network. Peerless Chain is renowned for providing an extensive range of overhead lifting, below-the-hook and material handling, cargo control, hardware, marine, and traction products.
The NATM Compliance Team, comprised of Technical Director Scott Crimmins, Compliance Manager Sean Sloan, Senior Compliance Consultant Aaron Langer, Compliance Consultant Todd Stallbaumer, and Education Director Ginger Baker Sanhueza, began their visit in one of Peerless' board rooms. They were warmly welcomed by Director of National Accounts Troy Baumgartner, OEM Business Development Manager Cary Kronebusch, and Marketing Coordinator Christy Kutchma.
Peerless Chain, a proud NATM Member for over 20 years, is committed to safety and compliance. The NATM team had the unique opportunity to attend the Peerless Academy, an on-site program designed to educate visitors about the company’s extensive history and operations. Founded in 1917 as a chain manufacturer, Peerless has since expanded to a 350,000-square-foot facility, offering a diverse product catalog.
The Peerless Academy is described on its website as an opportunity to "increase your knowledge of Peerless products! Designed to enhance our customers’ experience, the Peerless Academy provides the information and tools necessary to effectively promote and demonstrate the features and benefits that separate the Peerless brand from the competition." The NATM team experienced a condensed version of this academy, which included an introduction to the company, a plant tour, and a comprehensive look at their products – specifically in cargo control and securement.
The Winona plant tour, led by Senior Production Supervisor Matt Fitzgerald, featured various stops where departments had set up tables and product samples to showcase their daily operations. Veteran employees, proud of their work, explained their roles and demonstrated their machinery. This hands-on experience highlighted Peerless' company culture of pride and dedication to building a quality product.
"The mechanical aspects of each machine at Peerless Chain were fascinating. Seeing them in use with flames and welding to create chains was interesting, and it gave me a
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Members of the NATM team visit Peerless in Winona, Minnesota. Photo by Ginger Baker Sanhueza.
Continued from Page 79
deeper appreciation for the precision and engineering involved in the manufacturing process," Sloan said.
"It was fun to see the department where they test chains, break them, and push them to their limits,” Langer said. “Witnessing this process highlighted the rigorous standards Peerless Chain maintains to ensure the highest quality products. Plus, it is always cool to have a job where you can break things."
The visit also highlighted the company's strong sense of community and teamwork.
"My favorite part of visiting Peerless Chain was seeing the camaraderie among the team. Everyone had a specialty and did it well,” Stallbaumer said. “Watching leaders engage with their staff across all levels, sharing laughs and checking in, was a reminder of the strong community within the company."
The trip was particularly meaningful for Baker Sanhueza, who drew connections to her personal life.
"As a homeschooling mom, my kids love using our 3D printer and playing with LEGO robotic kits. It was incredible to see these types of technologies in action at Peerless Chain, being used in real-world applications. I can now share with them that the skills they are learning can lead to exciting and innovative careers in manufacturing," she said.
Following the plant tour, Kronebusch provided an indepth discussion on safety chains and cargo control. His expertise in cargo securement regulations was educational, offering the NATM team a better understanding of the stringent safety and compliance standards in the industry.
The idea of the tour came from a simple conversation at the 2024 Convention & Trade Show.
“Cary and I met through the Technical Committee he serves on. He approached me with the idea of a site visit for the CVP team at the Convention, and I was glad we could make it happen a few short months later," Crimmins said. "I am always looking for great opportunities to further our knowledge, and I knew this would be one of those. Cary and the others at Peerless did a great job making us feel welcome and enlightening us about their company and products.”
This visit underscored the importance of industry collaboration and the continuous pursuit of safety and compliance excellence. Additionally, Peerless Chain exemplifies these values as a Trailer Safety Week Partner, as they have provided valuable educational content, further aiding in the promotion of safety in the trailer industry.
The NATM team expresses their gratitude to Peerless Chain for hosting this informative visit. Companies interested in hosting the NATM Compliance Team at their facility are encouraged to contact NATM Technical Director Scott Crimmins at Scott.Crimmins@natm.com. ■
TOP: Peerless OEM Business Development Manager Cary Kronebusch discusses cargo control as part of Peerless Academy. CENTER: NATM’s Compliance Team learns about Peerless' history in the industry. BOTTOM: Kronebusch demonstrates proper load securement using Peerless products. Photos by Ginger Baker Sanhueza.
Member Feature: Get to Know Eagle Hydraulic
By
For National Association of Trailer Manufacturers (NATM) Member Eagle Hydraulic Inc., it’s all in their name. They are a Canadian-based company specializing in engineering service, manufacturing, and distributing hydraulic components. They pride themselves on providing engineered solutions for hydraulic systems including cylinders, power units, hydraulic motors, pumps, valves, and many other products. It is a notable difference that the company provides hydraulic solutions, not just hydraulic products, but a system of hydraulics that all work together.
Serving the mobile equipment industry, Eagle Hydraulic products are designed and supported by the corporate head office located in Mirabel, Quebec, Canada. Here, they have a fully equipped testing, service, and repair facility. They also independently own and operate two hydraulic cylinder manufacturing facilities located near the Wuxi Area in China.
Eagle Hydraulic is currently expanding its head office building in Mirabel to increase its local production capacity. The building expansion itself is just finished last fall. Now, the company is working to fill the space with equipment and to set up all the processes to start production. This expansion will allow the company to add a new production line of ultra-modern hydraulic cylinders to its lineup.
“We are proud of our company and its commitment to innovation and excellence,” a company press release said of the expansion. “We are confident that this expansion project will help us strengthen our market position and continue to provide our customers with high-quality products.”
Eagle Hydraulic’s services include custom component or system design; on-site visits and support; flexible delivery and stocking programs; inventory updates; flexible warranties; and responsive service. They strive to provide a complete range of hydraulic solutions for all applications.
The company says what sets it apart from other suppliers is its innovation, quality, respect, commitment, loyalty, and teamwork. They want to work with their customers to make sure they get the hydraulic solutions they need.
“We consider all of our clients as partners,” said JeanFelix Gravel, agent marketing and communications with Eagle.“We strive to build strong relationships with our partners, so we can grow together. Our responsive service is something that sets us apart.”
With innovation being one of the company’s capstones, it is very proud of its Novapeak. The Novapeak replaces a traditional 12V Battery, with the main advantage being that it charges quickly. It is able to charge in between dumps through the connection with the truck. This is a huge advantage compared to a traditional battery where the heavy user can run out of power during the work day.
“It represents a real breakthrough for the dump trailer market,” Gravel said. “We have a patent on this product, and we are the only one to offer something like that. We are really proud of it. It provides a real solution to a real problem in the market.”
Eagle Hydraulic has been part of NATM for 10 years now. They were drawn to the Association because a significant percentage of their business is with dump trailer manufacturers.
“We sell to different markets, but trailer manufacturers represent about 25% of our sales,” said Gravel. “Providing dump trailer solutions is something we are really good at. It’s like our bread and butter. So NATM is the perfect Association for us to reach these trailer manufacturers and to stay visible in the industry.”
To learn more about Eagle Hydraulic, visit www.eagle-hydraulic.com. ■
Samantha Darling LaCount, NATM Tracks Editor
Erica Matthews: Pioneering Sales Excellence at Optronics International
By Mary Klaire Perez, NATM Marketing Coordinator
Erica Matthews began her career with Optronics International 11 years ago in the accounting department, quickly making an impact as the credit and collections manager. Her transition to the sales team in December 2019 was a pivotal moment. Despite the challenges brought by the COVID-19 pandemic and subsequent supply chain issues, Matthews emerged as a crucial asset to the sales team.
During her tenure, Matthews has held increasingly important roles, from sales manager to national sales manager to a recent promotion as director of sales, demonstrating exceptional leadership and strategic acumen every step of the way. Her contributions have been instrumental in nurturing relationships and driving market share growth with top light-/medium-duty OEMs and distributors.
In her new role, Matthews oversees the entire light-/ medium-duty team. She collaborates closely with various internal teams, including customer service, new product development, engineering, supply chain, marketing, and operations, to ensure Optronics continues to be a top customer service-focused supplier in the industry.
One of Matthews' notable achievements includes forging a strong partnership between Optronics/USA Harness and Diamond C Trailers, leading to their exclusive supplier status for all lighting and harnessing needs. She also manages top-level accounts such as ATW, Tracker Marine, DexKo Distribution, Diamond C Trailers, and MaxxD Trailers.
Matthews' dedication extends beyond her role at Optronics. For the past four years, she has also been an active member of several NATM Committees. Currently, she serves on the Education Committee, where she collaborates with the group to enhance educational resources for dealers and
manufacturers. Additionally, her involvement in the NATM Regulatory Roundup meetings and discussions in Washington, D.C., highlights her commitment to advocating for the industry’s legislative needs and promoting NATM’s safety initiatives directly to lawmakers who can make a difference.
Outside of work, Matthews' nurturing and committed nature is mirrored in her personal life. She and her husband, Tony, are passionate about their Cane Corso dogs. When they built their new home a few years ago, they even prioritized constructing a mansion for their dogs before starting on their own custom home.
Matthews has become an integral part of the sales team, building strong relationships with her dedication, honesty, and follow-up in the industry. As Optronics transition into new markets, Matthews' steadfast efforts ensure the light/mediumduty trailer market remains a stronghold in the industry.
“Erica’s work ethic and positive energy has been an inspiration to our internal teams and external customers. She tackles every task and project with boundless enthusiasm and a steadfast dedication to teamwork, setting a shining example of leadership and unwavering commitment in her role,” said Vice President of Sales at Optronics International Dustin Smith.
If you are interested in nominating someone for the Woman Crush Wednesday campaign, please contact NATM Marketing Coordinator Klaire Perez at Mary.KlairePerez@natm.com ■
Member Feature: PPG - Unmatched Paint Supply
By Samantha Darling LaCount, NATM Tracks Editor
The National Association of Trailer Manufacturers (NATM) Member PPG is a worldwide paint supply company with 52,000 employees. PPG has worked to develop and deliver the paints, coatings, and materials for more than 130 years with 243 manufacturing facilities worldwide. No matter what industry you’re in, PPG prides itself on collaborating to find the right supply for their customers’ needs.
The company was founded in 1883 as Pittsburgh Plate Glass by Captain John B. Ford and John Pitcairn in Pittsburgh, Pennsylvania. Through leadership in innovation, sustainability, and color, PPG helps customers in industrial, transportation, consumer products, and construction markets and aftermarkets to enhance surfaces in more ways than ever before.
PPG Versolon solutions offers liquid coatings, powder coatings, solvents, and allied products. From alkyds and epoxy liquid coatings to low-VOC powder coatings, PPG Versolon solutions tap into technology to ensure the right finish for their customers.
Liquid Coatings
Their complete liquid coatings portfolio creates versatile protection for your operation — whether you need the extreme durability of solventborne coatings or the low VOC impact of waterborne solutions. Formulated with advanced resin technologies, the Solventborne Liquid Coating primers and topcoats range from quick-dry enamels to innovative two-component epoxies and urethanes. The solvent-based coatings are ideal for aggressive protection against corrosive and challenging environments. AQUACRON™ waterborne liquid primers and topcoats deliver breakthrough technology and environmentally responsible alternatives to solvent-based liquid coatings while presenting strong protection where flammability and solvent exposure issues are critical.
custom coaters who need top-tier aesthetics with advanced performance. PPG powder coatings are quality-control tested to ISO 9001 and TS 16949 system standards to ensure the highest level of consistency throughout development and manufacturing. Whether customers need quick-turn custom color matching or technical service support, local PPG Versolon teams work with customers to create the surface protection while maximizing applied cost efficiencies.
Solvents & Allied Products
PPG has a complete sundry program that includes bulk, blended, and custom solvents, as well as a complete line of painting supplies that includes masking tape, roller frames, covers, brushes, and painter’s plastic. With a full range of Allied Products such as pretreatment, adhesives, sealants, and aerosols, PPG prides itself on offering a wide range of solutions to support their customers.
Powder Coatings
From heavy-duty equipment to office furniture — ENVIROCRON™ Powder Coatings by PPG are engineered to deliver innovative solutions. This product has been around for over 30 years now and combines quality and environmental responsibility for manufacturers and
One feature of all of their coatings that makes PPG stand out is their color matching. Color stylists and chemists work with equipment manufacturers and product designers to deliver their customers’ ideal shade, tone, value, and saturation. Accurate matches, personalized colormatching, and fast turnaround are some of the highlights of PPG’s color-matching services. PPG credits their ability to provide batch-after-batch accuracy thanks to their PAINTMANAGER® XI point-of-sale color-matching software.
PPG also has an extensive training and customer support network in place. Their training courses and certifications cover categories such as collision refinish, commercial coatings, custom painting, distributor development, MVP Business development, and vocational.
PPG has been a supporter and involved member of NATM since they joined in 1999. They’re a regular sponsor and attendee of the NATM Convention & Trade Show. For the 2024 Convention, they sponsored the Welcome to NATM Convention Event, Topgolf. To learn more about them, visit www.ppgcommercialcoatings.com. ■
Mrovi Trailer Parts: A Testament to Heritage, Innovation, and Collaborative Excellence
Submitted by Mrovi Trailer Parts
Mrovi Trailer Parts emerges as a paradigm of innovation, cultural integrity, and collaborative leadership in the competitive realm of the trailer parts industry. Under the visionary guidance of founder Vano Ambrolidze, and the strategic brilliance of Juan Hernandez and Kiefer Likens, Mrovi transcends conventional business frameworks, integrating deep cultural roots with innovative industry practices. This detailed exploration sheds light on the operational strategies, market impact, leadership synergy, and future directions that collectively shape Mrovi's unique market position and its trajectory towards redefining industry benchmarks.
Mrovi's Cultural Bedrock and Visionary Approach
At the heart of Mrovi Trailer Parts lies Vano Ambrolidze’s profound respect for his heritage. This reverence is woven into the very fabric of the company, infusing every aspect of its operations with the ethos of Georgian warmth, resilience, and community spirit. Ambrolidze’s vision extends beyond mere commercial achievements; it is a mission to bring a slice of Georgian culture to the global market, enriching the trailer parts industry with values rooted in humility and perseverance.
Mrovi distinguishes itself by merging this cultural authenticity with a relentless pursuit of excellence. Whether it's in the meticulous selection of products, innovative service solutions, or customer engagement strategies, the company stands as a beacon of quality and trust. This unique blend has not only carved a niche for Mrovi but has also fostered a loyal customer base, setting new service benchmarks in the trailer parts landscape.
Juan Hernandez: The Architect of Sales Growth and Operational Excellence
Juan Hernandez, affectionately known as #JuanTheTrailerGuy, exemplifies the spirit of relentless improvement and leadership. His journey from the sales floor to the echelons of Chief Sales Officer encapsulates a narrative of dedication, strategic foresight, and intrinsic motivation. Hernandez’s multifaceted experience, spanning diverse sectors, imbues him with a unique perspective on sales dynamics, customer relations, and market trends, enabling Mrovi to navigate the
complexities of the trailer industry with unmatched expertise.
Under Hernandez's stewardship, Mrovi's sales and operational strategies have been transformed. He focuses not just on metrics but on building relationships and understanding customer needs. His approach is holistic, emphasizing team cohesion, empowerment, and accountability, thus fostering an environment where innovation thrives.
Sales Strategies and Achievements
Hernandez’s leadership has led to significant achievements in sales growth. In just three months, the team successfully expanded Mrovi's area of service to cover the entire eastern front of the country. This rapid expansion was driven by Hernandez's strategic vision and his ability to galvanize his team around shared goals. His focus on customer satisfaction and relationship-building has cultivated a loyal customer base, driving repeat business and positive word-of-mouth referrals.
Hernandez’s sales strategies are data-driven and customercentric. By leveraging market research and customer feedback, he ensures that Mrovi’s offerings are aligned with market needs and trends. His emphasis on personalized customer service and responsive sales tactics has set Mrovi apart in a competitive industry, establishing the company as a trusted partner in trailer parts solutions.
Operational Excellence
In addition to his sales achievements, Hernandez has spearheaded improvements in Mrovi's operational efficiency. His expertise in logistics, inventory management, and customer service systems has been instrumental in finetuning the company's operations. These enhancements ensure reliability and speed, embodying Mrovi's promise of "delivering the last mile." Hernandez’s operational strategies are designed for scalability, enabling the company to expand its geographic footprint rapidly and effectively.
Kiefer Likens: Revolutionizing Marketing and Branding with Creativity and Insight
Kiefer Likens’s role as Chief Marketing Officer extends beyond traditional marketing paradigms. With roots in
creative photography and a keen understanding of digital landscapes, Likens has redefined Mrovi's brand identity and market outreach. His strategies are a tapestry of innovation, blending data-driven insights with creative narratives to engage diverse customer segments in meaningful ways.
Marketing and Branding Highlights
Likens’s vision for Mrovi's marketing ventures is expansive, aiming to not only captivate but educate the market, establishing Mrovi as a thought leader in the trailer parts domain. His initiatives in digital content, social media engagement, and customer interaction have elevated the company's profile, transforming it into a trusted source of knowledge and solutions.
› Creative Campaigns: Likens has spearheaded a series of creative marketing campaigns that highlight Mrovi's unique value proposition. Through visually compelling advertisements and engaging storytelling, he has managed to capture the essence of Mrovi's brand, resonating with a wide audience.
› Digital Transformation: Recognizing the importance of digital presence, Likens has led the charge in enhancing Mrovi's online footprint. By optimizing the company’s website for user experience and search engine visibility, and by leveraging social media platforms effectively, he has significantly increased Mrovi's digital engagement.
› Brand Identity: Likens has meticulously crafted a cohesive brand identity that reflects Mrovi's core values of quality, trust, and innovation. From logo design to brand messaging, every element is designed to convey the company’s commitment to excellence and customer satisfaction.
› Customer Engagement: Through innovative use of social media and direct customer interactions, Likens has fostered a community around Mrovi's brand. Regular updates, interactive content, and responsive communication have built strong relationships with customers, enhancing brand loyalty and advocacy.
Likens's impact transcends conventional marketing, fostering a community around Mrovi's brand and values.
His approach ensures that Mrovi not only reaches a broad audience but also engages them in a way that builds lasting relationships and drives long-term growth.
The Business Unfolding: Operational Excellence and Future Horizons
Mrovi Trailer Parts' operational framework is engineered for efficiency, scalability, and customer satisfaction. The company's logistics, inventory management, and customer service systems are fine-tuned to ensure reliability and speed, embodying the promise of "delivering the last mile." In the short three months since its inception, the team has successfully expanded its area of service to cover the entire eastern front of the country, demonstrating their commitment and capability to scale rapidly and effectively.
As Mrovi eyes further expansion beyond the Northeastern United States, it leans on a foundation of market research, customer feedback, and technological innovation, aiming to adapt and excel in diverse markets.
The future for Mrovi is bright and brimming with potential. Plans for technological integration, market diversification, and sustainable practices reflect the company's commitment to growth and environmental stewardship. Mrovi is not just growing its geographic footprint; it is expanding its influence, setting new industry standards, and contributing to a more sustainable and customer-oriented market ecosystem.
Mrovi Trailer Parts, guided by the visionary trio of Vano Ambrolidze, Juan Hernandez, and Kiefer Likens, stands as a testament to what can be achieved when heritage, innovation, and leadership converge. Each leader brings their unique strengths to the table, creating a synergistic force driving Mrovi forward. As the company evolves, it remains grounded in its core values, poised to redefine industry standards and emerge as a leader not only in sales and marketing but as a model of corporate integrity and community engagement. In the narrative of Mrovi Trailer Parts, every chapter is a step towards a future where tradition and innovation coexist, leading the way in the global trailer parts industry.
MROVI Trailer Parts joined NATM in 2024. To learn more about them, visit mrovitrailerparts.com. ■
54090 Eastview Dr Bristol, IN 46507 www.ztechcoatings.com
• Paints/Coatings/Galvanizing
TRAILER DEALER AFFILIATE
Fayette Trailers LLC
32 Trailer Ln Cocolamus, PA 17014
• Trailer Sales, Trailer Service/Repair
Work Trailers
307 S Greer Blvd Pittsburg, TX 75686
• Trailer Sales, Trailer Service/Repair
Press Releases
Johnathan Bradley Joins Liberty Trailers as Chief Commercial Officer, Igniting Growth Plans
FILLMORE, Ind. — Liberty Trailers, a leading manufacturer of high-quality trailers, proudly announces the appointment of Johnathan Bradley as its new Chief Commercial Officer. With a wealth of experience and a proven track record in the trailer industry, Bradley's addition to the Liberty Trailers team marks a significant milestone in the company's strategic growth trajectory.
Johnathan Bradley brings nearly two decades of expertise in the trailer industry to his new role at Liberty Trailers. Prior to joining the company, Bradley held various executive positions at some of the top brands in the industry, demonstrating a keen understanding of market dynamics, customer needs, and innovative product development strategies.
As Chief Commercial Officer, Bradley will spearhead Liberty Trailers' commercial operations, focusing on driving sales growth, brand development, enhancing customer relationships, and expanding the company's market presence. His leadership will play a pivotal role in executing Liberty Trailers' ambitious growth plans and further solidifying its position as a leading player in the trailer manufacturing industry.
Mike Teso, CEO of Liberty Trailers, expressed his enthusiasm about Bradley's appointment, stating, "We are thrilled to welcome Johnathan to the Liberty Trailers family. His extensive experience and strategic vision align perfectly with our growth aspirations. With Jonathan leading our commercial efforts, we are confident in our ability to capitalize on new opportunities and deliver exceptional value to our customers."
Johnathan Bradley also shared his excitement about joining Liberty Trailers, emphasizing his commitment to driving innovation and customer-centric solutions. “I am honored to join Liberty Trailers at such an exciting time in the company's journey. I look forward to collaborating with the talented team here to unlock new avenues for growth and deliver unparalleled value to our customers," said Bradley.
With Johnathan Bradley at the helm of its commercial operations, Liberty Trailers is poised to embark on a new chapter of expansion and innovation, reaffirming its commitment to excellence in the trailer manufacturing industry. ■
Felling Trailers, Inc. Hosts National Tour Stop for ‘AEM Manufacturing Express’
SAUK CENTRE, Minn. – AEM member Felling Trailers, Inc., along with its team members, will be recognized as an industry leader for their contributions to the local community and manufacturing industry. It will highlight Felling’s initiative to provide high-level training through their weld training center, state-of-the-art powder coat facility, and throughout their plant. From our humble start as a small midwestern welding shop to one of North America’s industry leaders in innovative transportation solutions, this event will also be a celebration of the company’s 50th anniversary. “This tour serves as a uniquely valuable opportunity to reflect on the people who have made that happen and where we want to take things over the next half-century," stated Brenda Jennissen, CEO.
“The ‘Manufacturing Express’ celebrates our team members and community while highlighting our contribution to American manufacturing and the U.S. economy,” stated Patrick Jennissen, VP of Sales & Marketing. “Felling Trailers, Inc. is a strong supporter of AEM’s grassroots I Make America campaign that advocates for policies that support manufacturing jobs in America. It’s an opportunity to invite our team members, policymakers, and journalists to come together to learn about and celebrate Felling Trailers, Inc. and our role in driving innovation, economic growth, and job creation in the region for fifty years.” Those invited to
the event will have the opportunity to learn about and tour Felling’s new weld training center and powder coat facility.
The “AEM Manufacturing Express” will make its tenth stop on its national tour at Felling Trailers, Inc. The tour covers more than 20 states with 80 stops at equipment manufacturers to showcase the cutting-edge technology and innovations that power modern equipment, as well as the innovative technologies, processes, people, and products revolutionizing this industry across America.
“We are thrilled to be joining with so many community leaders and supporters of Felling Trailers, Inc. for this amazing opportunity to highlight the importance of American off-highway equipment manufacturing in Sauk Centre, MN on July 16th, 2024,” stated Megan Tanel, AEM President. “The ‘AEM Manufacturing Express’ is more than just a bus tour; it is an opportunity to tell the stories of the men and women of our industry in Sauk Centre, MN, and highlight how their grit, determination, and cando spirit has been pivotal to the American way of life."
While the event will help spotlight Felling Trailers, Inc., the manufacturing industry, and policies supporting manufacturers, it is fundamentally a celebration with games, food, and a chance to win prizes.
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 provided innovative trailer solutions to the transportation industry for 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 Certified Quality Management System Company, WBENC-Certified WBE, and an Equal Opportunity Employer.
For more information, contact (800) 245-2809, sales@felling.com,
or visit them on the web at www.felling.com. You can follow them on Facebook (Felling Trailers, Inc.), Instagram, and LinkedIn.
About the Association of Equipment Manufacturers (AEM)
AEM advocates on behalf of more than 1,000 members, representing over 200 product lines, to urge elected officials to champion policies that create a globally competitive business environment, rebuild our nation’s infrastructure, open up foreign markets for equipment manufacturers in the United States, better prepare the next generation of America’s workforce, and keep the U.S. economy strong. The “AEM Manufacturing Express” is developed and executed by AEM to proudly display the equipment manufacturing industry’s commitment to building communities through family-sustaining jobs, education, environmental stewardship, and strong economies.
To learn more about the AEM Manufacturing Express and to see a complete list of its scheduled stops, visit manufacturingexpress.org. ■
CTS Custom Trailers Partners with Adrenaline Trailers to Expand West Coast Presence
MUSCATINE, Iowa – CTS Custom Trailers, known for their engineered and fully welded aluminum C-channel and hydraulic tilt trailers, is thrilled to announce a strategic partnership with Adrenaline Trailers, based in Lake Havasu, AZ. This collaboration marks a significant milestone for both companies and sets the stage for a new era in the custom boat trailer industry.
Starting today, Adrenaline Trailers will serve as the exclusive dealer for CTS Custom Trailers in the Southwest United States. This partnership brings together two industry powerhouses, creating a one-stop shop for premium, luxury boat trailers that cater to the discerning needs of high-performance boat enthusiasts.
Prospective clients will be able to order their trailers through Wayne and his team at Adrenaline. Trailers receiving signature Adrenaline options will be outfitted at CTS and shipped to Adrenaline in a ready-to-deliver state.
With both Jason Curry and Wayne Monasmith nurturing the next generation of leaders in their respective businesses, both companies have their goals focused on long-term growth, innovation, and success.
Jason Curry, President of CTS Custom Trailers, expressed his enthusiasm for the partnership: “This partnership brings the best custom trailer manufacturers together to offer a world-class product for our world-class clientele. With the support of Adrenaline Trailers, Wayne Monasmith, and his family, we have a true winning combination. Wayne and I share similar business backgrounds and take pride in our businesses being family-run and oriented.”
Jon Smiley, VP of Sales for CTS Custom Trailers, added: “Adrenaline Trailers has been the West Coast standard for premium boat trailers for over a decade and is a well-respected and trusted company. CTS has gained monumental traction within the performance boating community, and we are thrilled
to partner with Wayne and offer a one-stop experience for our clients, offering the most customizable trailers available.”
Wayne Monasmith, President of Adrenaline Trailers, had this to say: “We are very excited to become an authorized dealer and repair facility for CTS trailers. Our strategic location in Lake Havasu City allows us to leverage the benefits of CTS's tilt trailers and aluminum trailers for saltwater use."
We look forward to working with Jason and the amazing team he has built. Adrenaline is renowned for our custom steel trailers, and now we can offer our customers even more options for all their boating needs.
We see great value in partnering with a familyowned business like Adrenaline Trailers, where we can connect with Jason, Jon, and their team anytime we need assistance. This collaboration will help us expand our reach far into the future.”
About CTS Custom Trailers
CTS Custom Trailers, a division of Curry Transportation, specializes in fully welded boat trailers and cradle systems. With a robust engineering department, impressive fabrication team, in-house electrical and hydraulic specialists, and a paint department with decades of experience, CTS is setting the bar. Known for their durability and innovation, CTS Custom Trailers provides top-tier transportation and storage solutions for the high-performance boating community.
About Adrenaline Trailers
Based in Lake Havasu, AZ, Adrenaline Trailers has crafted premium boat trailers on the West Coast for over a decade. Known for their attention to detail and over-the-top customization, Adrenaline has a loyal following of clients. With a commitment to quality and customer satisfaction, Adrenaline Trailers continues to be a trusted name in the industry. ■
Backing the Blue, Felling Trailers Announces 2024 Trailer for a Cause Auction Dates
SAUK CENTRE, Minn. – Felling Trailers, Inc. is hosting its twelfth annual online auction of an FT-3 drop deck utility trailer to support a nonprofit organization. The 2024 beneficiary is Backing the Blue Line, an organization dedicated to supporting our law enforcement community. The goal is to raise awareness about the valuable work that Backing the Blue Line does for officers and their families through their various programs and support services. This organization is entirely run by volunteers. Felling Trailers has manufactured and painted a custom grey trailer with a blue line and the Backing the Blue Line emblem. The online auction will run for nine days, from September 2nd through September 11th. Various suppliers of Felling Trailers have joined in to support Backing the Blue Line by sponsoring the construction of the trailer, from lighting to tires to decking. The 2024 Trailer for a Cause sponsors are Trans-Texas, PPG, Dexter, Sealco, Peterson, Industrial Wood (Blackwood), Demco, and Pacific Rim. The full winning bid amount will go directly to Backing the Blue Line!
Backing the Blue Line (BtBL) is a nonprofit organization dedicated to supporting the law enforcement community in Minnesota. BtBL unites the power of members and the generosity of donors to honor and support Minnesota law enforcement officers and families; they mobilize to provide services, labor, and assistance during times of illness, injury, or tragedy, as well as join in celebrating life milestones. "We want the Minnesota law enforcement community to know that they are not alone – that can range from celebrating the birth of an officer’s child to supporting a family who’s loved one has made the ultimate sacrifice. We hope to bridge the gap and provide assistance that officers may not be able to get elsewhere," said Bethany Danner, President of BtBL. Law enforcement families live a unique lifestyle. Jennifer Whiteford, the founder of the group, recognized a need for wives to be able to share their experiences with each other. “Speaking with a Minnesota National Guardsman and State Law Enforcement officer’s widow, it was evident the significant support Backing the Blue Line provided her and their son. We want to be loud about the important work they are performing, bringing solace and support none of us non-law enforcement families can measure up to in those deep times of indescribable pain and despair,” stated Brenda Jennissen, Felling Trailers CEO.
The Trailer for a Cause auction will start on Monday, September 2nd, at noon and run for nine days, ending Wednesday, September 11th, at 6 p.m. The online auction can be viewed at www.felling.com/our-company/trailer-for-
a-cause/. Arrangements must be made for pick up at Felling Trailers' manufacturing facility or delivery (freight extra).
About Backing the Blue Line: Police Wives of Minnesota
Backing the Blue Line is a locally founded 501(c)(3) nonprofit organization in Minnesota dedicated to supporting law enforcement officers and their families. It supports the Minnesota law enforcement community by providing resources and support to law enforcement officers and their families and serving as a positive voice in the community.
Additionally, the group offers a forum for law enforcement wives* to find and provide hope and support for each other through friendships, networking, discussion, and service as they navigate a unique lifestyle. Jennifer Whiteford, the founder of the group, recognized a need for wives to be able to share their experiences with each other. Current committees include: Community Engagement, Fallen Officer Memorial Rose, Family Support, Marketing, Membership, Social Events, and Wellness.
*Women in a long-term committed relationship with a Minnesota law enforcement officer.
For additional information about the Backing the Blue Line, visit www.backingtheblueline.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 provided innovative trailer solutions to the transportation industry for 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 Certified Quality Management System Company, WBENC-Certified WBE, and an Equal Opportunity Employer.
For more information, contact (800) 245-2809, sales@ felling.com, or visit them on the web at www.felling. com. You can follow them on Facebook (Felling Trailers, Inc.), Instagram, and LinkedIn. ■
Austin Hardware Launches New Line of Concentrated and Ready-to-Use Professional Industrial Cleaners
Austin Hardware and Supply, Inc., of Lee’s Summit, Missouri, has launched a new line of professional industrial cleaning products. The line includes four new products:
two Ready-to-Use cleaners and two super-concentrates. 4TH GEN is a new line of professional-grade,
environmentally friendly, ready-to-use cleaning products. This includes a Glass and Hard Surface Cleaner and an All-Purpose Cleaner and Degreaser.
The 4TH GEN Glass and Hard Surface Cleaner is ready-touse (no dilution required), non-toxic, and can safely and powerfully remove dirt, grease, and grime from windows, mirrors, and other hard or glossy surfaces, both inside and out. This professional-grade cleaner polishes, shines, and brightens without streaking and can be used effectively for most business, commercial, and industrial applications.
Also ready to use is the 4TH GEN All-Purpose Cleaner and Degreaser. A fast-acting surfactant technology that provides safe, non-emulsifying cleaning for virtually any cleaning task. It is user-friendly, with a moderate pH and a unique non-solvent formula that’s safe for everyday cleaning but also effective for more demanding cleaning of grease, oil, and carbon soils.
In addition to the two ready-to-use products, Austin Hardware has also introduced two superconcentrated cleaners from Nuance Solutions.
The Nuance Quantum NuBlend Sigma Super-Concentrate Green All-Purpose Cleaner and Degreaser is fast-acting and user-friendly, with a moderate pH. Its unique nonsolvent formula works on grease, oil, and carbon soils but can be safely used for virtually every cleaning task.
The Quantum NuBlend Alpha High-Performance Degreaser
Cleaner is an odorless, fast-acting, super-concentrated degreaser and cleaner that is safe to use on floors, walls, and equipment. Alpha is an alkaline-built, non-solvent product formulated to easily clean the most difficult oily soils. Its unique cleaning ability is coupled with anti-soil redeposition qualities to provide cleaner, safer surfaces. Because Sigma and Alpha are super-concentrates, they reduce costs related to shipping, handling, storage, and dilution.
Also available is the Eclipse Dispensing System, which is the most durable and flexible way to dispense these super-concentrated cleaners. The dual dispensing feature allows users to dilute the cleaners automatically and accurately into a wide range of containers or equipment. The compact size allows for easy wall mounting, and the stainless-steel construction means it can withstand extremely harsh environments.
These professional-grade cleaning products are now available by calling one of Austin's nine nationwide locations at 800.821.3520 or online at www.austinhardware.com.
About Austin Hardware & Supply, Inc.
Austin Hardware & Supply, Inc. is a wholesale distributor of specialty industrial and vehicular hardware with nine locations throughout the U.S. Serving industry since 1960, Austin provides innovative hardware solutions with an extensive inventory of top-quality parts, shipped quickly, accurately, and at competitive prices. All supported by experienced, professional customer service dedicated to each customer's success. ■
Industry-First Bale-Style Pull Handles from Stellar Now Available for Steel Toolbox Systems
GARNER, Iowa – Stellar Industries, a 100% employee-owned and -operated manufacturer of high-quality mechanic trucks, cranes, tire service trucks, hooklifts, trailers and service truck and van accessories, is excited to announce that the industryfirst bale-style pull-handle toolbox system is now available for steel toolbox systems. This option will be in addition to the previously available aluminum constructed toolbox systems.
“When we first introduced this handle style to the market last fall, our goal was to make our operators’ lives easier,” said Tim Davison, Vice President of Sales and Marketing at Stellar. “We’ve been able to double down on that goal by now including the bale-style pull handle for steel toolbox systems. This gives the customer more options to design the ideal toolbox system for their needs.”
Just like aluminum toolbox systems, the steel option features an easy-to-use design that offers a more ergonomic and user-friendly experience. The unique dual-action handle design allows users to activate the latches by grabbing the handle from either above or below. Stellar was the first to introduce this handle style to the market.
The bale-style pull-handle can integrate into an existing Stellar® toolbox system effortlessly. The drawer front
assembly on a T-handle toolbox system can be directly replaced with a pull-handle front assembly. Additionally, the new toolbox system will continue to carry Stellar’s lifetime warranty, ensuring peace of mind.
As always, material excellence is a given with any Stellar product, and the toolbox systems are designed with all metal components, including the latches and handles, ensuring durability and longevity. In addition, drawer fronts are given a standard gray powder-coated finish, but customers will have the option to customize the color to suit their individual preferences and styles.
For more information on Stellar Service Truck Toolbox Systems, visit www.stellarindustries.com.
About Stellar
Stellar was founded in 1990 in Garner, Iowa, and has since expanded operations to multiple U.S. locations. Stellar is a 100% employeeowned and -operated manufacturer of high-quality work trucks and trailers, in addition to service truck and van accessories. Through the innovative, growing product line and an expanding distribution network, the company has gained an international presence and become the No. 1 productivity choice in many markets. ■
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