March/April 2018 Tracks Magazine by NATM

March/April 2018 Volume 31 Issue 2

Special Spring Issue The Federal ELD Mandate is Here: Two Questions to Ask to Stay in Compliance Page 12

Be Prepared: Forewarned is Forearmed Page 24

Dealers, Manufacturers Called to Action to Participate in National Trailer Safety Week Page 16

Bear Track Trailers Looks to Expand Dealer Network Page 58

Charmac Trailers Celebrates 40,000 Trailers Page 80

BetterMade Trailers: Building Quality Trailers, Building Quality Lives Page 70

NATM Headquarters • 2420 SW 17th St. • Topeka, KS 66604 • (785) 272-4433 • Fax: (785) 272-4455 STAFF

On the Cover: BearTrack Trailers's aluminum tilt utility trailer. For more information about BearTrack, turn to page 58.

Assistant Director Meghan Ryan Meghan.Ryan@natm.com Executive Director Kendra Ansley Kendra.Ansley@natm.com Quality Director Monica Johnson Monica.Johnson@natm.com Membership & Education Director Bill Tofflemire Bill.Tofflemire@natm.com

Tracks

Events Coordinator Lane McNeil Lane.McNeil@natm.com Technical Director Colin Holthaus Colin.Holthaus@natm.com Compliance Consultant Matt Searcy Matt.Searcy@natm.com Marketing Coordinator Savana Morrison Savana.Morrison@natm.com Bookkeeper Cindy Streeter Cindy.Streeter@natm.com

2 4 9 12

Executive Assistant Christina Trimmer Christina.Trimmer@natm.com OFFICERS President Patrick Jennissen Felling Trailers

Vice President Owen Shelton BoatMate Trailers, Inc. Treasurer Marty Lorick Triple Crown Trailers Associate Member Representative Jim Berry Dexter Axle Past President Greg Snyder CAR MATE Trailers, Inc DIRECTORS FEB. 2016 - FEB. 2019

20 23 24 28

Rick Coffey The Carlstar Group Josh Johnson Big Tex Trailer Manufacturing, Inc. Chris Pokornowski Towmaster, Inc. Chris Steinman MGS, Incorporated

34 38 43

DIRECTORS FEB. 2017 - FEB. 2020 Marco Garcia U-Haul International, Inc.

Jon Devitt Midwest Industries, Inc. Brian Wise BWise Manufacturing, LLC

Ron Yarnell PPG Industries, Inc. DIRECTORS FEB. 2018 - FEB. 2021 Leo Akins Forest Riiver Cargo Division John Kerr Marsh & McLennan Agency Justin Kurth Tracker Marine Group - TrailStarTrailers Lucas Landis Aluminum Trailer Company

Tracks Advertisers President's Report Headquarters Report The Federal ELD Mandate is Here: Two Questions to Ask to Stay in Compliance Dealers, Manufacturers Called to Action to Participate in National Trailer Safety Week Call for Member Educational Articles, Webinars Advertising with NATM Be Prepared: Forewarned is Forearmed Electric Braking System Components Statistically Speaking NATM Nears Completion of 2016-2018 Strategic Plan Choosing the Right Brakes for Your Trailer: Part 3 Precautions for Better Cyber Security Hi-Standard Outfitters Offers Lightweight Ghost Tactical Off-Road Pop-Up Camper Gain “Momentum” in Trailer Sales with NetSource Media

58 60 62

66 70

72 73 76

77 80 82 84 86 90

Bear Track Trailers Looks to Expand Dealer Network NATM Debuts Education Committee OSHA Update: Top Violations, Electronic Reporting and Log Summaries NATM Welcomes Four New Board Members BetterMade Trailers: Building Quality Trailers, Building Quality Lives NATM First Year Anniversaries NATM Membership Update Thank You to the 2018 Convention & Trade Show Sponsors NATM Convention Returns to Florida in 2019 Charmac Trailers Celebrates 40,000 Trailers Booth Selection Process for the 2019 NATM Trade Show Patriot Campers Visits NATM Headquarters NATM Member News NATM New Member Update

About this publication: Tracks Volume 31, Number 2 March/April 2018 is published six times a year (bi-monthly) for $50 per year by the National Association of Trailer Manufacturers, 2420 SW 17th St, Topeka, KS 66604. Periodicals postage paid at Topeka, KS. POSTMASTER: Send address changes to NATM 2420 SW 17th St, Topeka, KS 66604. DISCLAIMER: The inclusion in this magazine of advertising, logos, or website links, or reference to any products, services, trade names, or manufacturers is not an endorsement by NATM of any such advertisers, links, entities, products, services, or names. NATM through this magazine provides news and opinion articles as a service to its members and readers. Often these articles come from sources outside of its organization. Statements and opinions expressed in these articles are solely those of the authors and do not necessarily reflect the opinions, beliefs and viewpoints of the National Association of Trailer Manufacturers, its staff or management, or the official policies of NATM. Nor does NATM accept responsibility for any errors or omissions made in publishing or reproducing articles or advertising appearing in Tracks or for the return of unsolicited manuscripts sent to NATM. USPS Number: 022438

ISSN Number: 1552-2415

Advertisers Index

Tracks

Advertisers Index A.L. Hansen Manufacturing, Co. 11 Air-Tow Trailers 41 Aluma, Ltd. 35 Alum-Line, Inc. 23 AmeriTech, Inc. 39 Avery Dennison 42 Bloomer Trailer Mfg., Inc. 33 BluDot, Inc. 56 BMT Mfg., LLC 83 Boeckman North America 44 BrakeQuip 15 Bye-Rite Trailer & Fabrication, Inc. 27 CAR MATE Trailers, Inc. 73 Cornelius Mfg., Inc. 26 CPR Systems 64 Dec-O-Art, Inc. 5 Delta Manufacturing, Inc. 7 Dexter Axle 45 Eck Corrosion Coating 63 Felling Trailers 20 FLOE International 44 Futura Trailers Limited 60 Granite State Trailers 8 H.E. Parmer 6 Horizon Global 74 Hutchens Industries, Inc. 14 Hyflow Controls, Inc. 36 KampCo Steel Products, Inc. 10 KTI Hydraulics, Inc. Inside Front Cover LaVanture Products Co. 40 Legend Mfg., Inc. 42 Lippert Components, Inc. 10 LOOK Trailers 21 2

March/April 2018

M.H. Eby, Inc. Outside Back Cover Muro North America, Inc. 22 Myers Spring Co. 22 Napoleon/Lynx 31 Neckover Trailers 69 Norstar Trailers, LLC 61 Novae Corp. 57 Optronics International 32 Peerless Industrial Group 27 Peterson Manufacturing Co. 19 PlayCraft Trailers (Sun Country) 77 Powerbrace Corp. 68 PPG Industries, Inc. 92 Premium Supply 46-47 Redarc Electronics Pty., Ltd. 6 Redneck Trailer Supplies 3 Ridewell Suspensions 65 Rockwell American 18 Tech Products, Inc. 20 TexTrail Trailer Parts 79 Tie Down Engineering, Inc. 67 Titan 37 Trailerman Trailers 53 TRAILSTAR, LLC Inside Back Cover TRP International, LLC 75 USA Harness, Inc. 52 Vin-Eze, A Division of P.M.C.S., Inc. 82 Voyager dba Bear Track Trailers 31 Wells Fargo CDF 78 Wilson Trailer Company 34

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President's Report

Tracks

President's Report

By Pat Jennissen, Felling Trailers

Over the course of last year and concluding at the recent 2018 NATM Convention & Trade Show last month in Fort Worth Texas, we have celebrated 30 successful years of working with trailer manufacturers and suppliers across the country to improve the safety of the roadways by building trailers to Federal Motor Vehicle Safety Standards. Looking forward, I hope that over the course of the next 30 years we will make greater strides in reaching out to trailer dealers and end-users in our mission to improve trailer safety. This March/April 2018 issue of Tracks is the Special Spring Issue that is sent out to thousands of trailer dealers across the country. This issue of the magazine not only gives trailer manufacturing companies a chance to advertise in front of dealers, but also gives NATM a chance to continue to educate trailer dealers about the importance of selling NATM compliant trailers and communicate our dedication working together to reach end-users and improve trailer safety. It is important that dealers understand that NATM works to ensure compliance with Federal Motor Vehicle Safety Standards and industry best practices through its Compliance Veriﬁcation Program. Understanding the program and the meaning of the NATM Decal can help dealers learn to better market the importance of compliance and safety to consumers. For the ﬁrst time ever, NATM is launching a nation-wide Trailer Safety Week this June 3-9, 2018. Through this event, NATM will be working to create additional educational resources for dealers to distribute to end-users in order to close the gap of communication that currently exists between manufacturers and consumers. Members of this Association understand that we must nurture partnerships with other key stakeholders, such as trailer dealers and industry associations because NATM alone cannot bring about change to ensure safer trailer towing. NATM trailer manufacturing members attempt to eliminate potential hazards by building to applicable regulations, but the safety of the actual towing process is up to the end-users. We as manufacturers do not always have direct interaction with trailer owners, which is why it is important to encourage and train dealerships to step up to the task of being a safety resource. For

March/April 2018

more information about NATM’s National Trailer Safety Week and how to become more involved, turn to page 16. Improving trailer safety through education is nothing new to NATM. From its inception, we have worked to create resources, publications and events to educate trailer manufacturers and dealers. The Association was founded to improve trailer safety and performance and in 2002 we established the NATM Compliance Verification Program. This program includes a consultation based on the Guidelines for Recommended Minimum Manufacturing Practices for Light- and Medium-Duty Trailers (Guidelines) which is a compilation of federal safety standards, regulations and industry best practices that govern trailer construction. Manufacturers that successfully complete the Compliance Verification Program can purchase NATM compliance decals to display on compliant trailers. Displaying these red, white and blue decals adds value to the trailers, increases the top line and shows customers commitment to meeting Federal Motor Vehicle Safety Standards (FMVSS). Consumers erroneously assume that all trailers are manufactured in accordance with the law. By simply encouraging end-users to look for the NATM Decal, we can help ensure that they are purchasing trailers that have passed an unbiased, third party inspection to ensure that it meets all Federal Motor Vehicle Safety Standards and best practices. NATM continues to educate and work to protect its members from unnecessary burdens. Once the National Highway Traffic Safety Administration (NHTSA) began fining companies at record-levels, the Association quickly created the Early Warning Reporting and Recalls Compendium. But, non-NATM members may not be as fortunate with staying abreast of the dangers of ignoring NHTSA’s requirements. For more information about the costly dangers of failing to adhere to NHTSA’s agency rules, turn to page 24. This year’s NATM Convention & Trade Show also offered a plethora of in-person educational workshops, including: Increasing Profitability through IT, Unlocking the Hidden Costs of Welding, an Update on Government Affairs, Building Better Bonded Trailers, Emerging Trends In Trailering, Coating Methods for Corrosion Protection, Tax Reform Update, Practical www.NATM.com

President's Report

Tracks Recruiting and Retention Strategies and the first ever NATM Tech Talk. For more information about how to become involved in future Convention & Trade Shows or to suggest workshop topics or speakers, contact NATM Events Coordinator Lane McNeil at Lane.McNeil@natm.com. If you were unable to attend the convention in person, NATM is in the process of planning two Regional Educational Workshops in 2018. The newly established NATM Educational Committee will be working diligently to curate information that trailer manufacturers and suppliers are wanting. For more information about how to become involved in the Regional Educational Workshops or to suggest topics, contact NATM Membership & Education Director Bill Tofflemire at Bill.Tofflemire@natm.com. A very big thank you to the many hard workers that made this year’s show such a success. NATM’s dedicated staff worked wonders during the year-long planning and the execution of the entire event. A special acknowledgement for NATM Events Coordinator Lane McNeil who managed to spearhead her first NATM Convention & Trade Show very successfully with increases in sponsorships and attendance, as well as a sold-out trade show floor.

www.NATM.com

This Association is only successful thanks to the hardworking trailer manufacturers and suppliers that are committed to safety and compliance. If you are interested in becoming more involved through committee work, or have any questions or concerns about your membership in NATM, do not hesitate to contact the NATM staﬀ by emailing NATMHQ@natm.com or calling (785) 272-4433. I look forward to continuing to serve and encourage your participation and input to further the success of our Association.

Pat Jennissen Felling Trailers NATM President

March/April 2018

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Headquarters Report

Tracks

Headquarters Report

By Kendra Ansley, NATM Executive Director

Fresh oﬀ the 2018 NATM Convention & Trade Show, a return to the site of my very ﬁrst convention back in 2012, I am reminded of how much this event has come to mean to me. I look forward to the convention each year as an opportunity to meet each of you face-to-face instead of over the phone or through email. I get the opportunity to catch up on your businesses and get another glimpse into the lives of the people that make this organization successful. It has come to be my very favorite event each year and I am already looking forward to February 2019! Thank you to everyone who attended the 2018 convention. A special thank you is owed to our sponsors. Without their support, NATM could not put such an incredible event together at reasonable rates for attendees. Providing education and a forum for growing relationships and reinvesting in existing ones is one of the many vital programs NATM provides for the industry. In-person education provides a unique opportunity to ask questions of experienced professionals and grow from the input of industry peers in a way written education does not. Seeing the latest products in the industry and meeting with approximately 200 vendors all in one place presents incredible cost and time savings. I hope to see even more members in 2019 as we return to Disney’s Coronado Springs Resort in Lake Buena Vista, Fla.

Membership & Education Director Bill Toﬄemire at Bill.Toﬄemire@natm.com or at (785) 272-4433. 2018 already promises to be a busy year at NATM and this issue of Tracks will touch on what you all have to look forward to, including our inaugural National Trailer Safety Week to be held June 3-9, 2018. For more information about this event, turn to page 16. Meeting member needs, advocating for the industry and providing education to help your businesses grow and succeed is this Association’s purpose and our passion. Your input is invaluable and we hope that you will touch base with us whenever you need help or have an idea about how we can improve.

The convention also reminds me of how incredible our membership is and how much we can achieve by working together. To see the camaraderie of competitors and a commitment to the greater good reminds me of how important trade associations are in achieving together what could never be achieved alone. With more than 930 NATM Members, together your voice is stronger, your knowledge is greater and your ability to grow and succeed is multiplied. Continued growth and member retention is important to making these things possible. For the past three years, NATM’s membership retention rate has been 93 percent, which is above the national association average. While we are tracking to achieve this same retention again in 2018, many member's dues still remain unpaid. This issue of Tracks is the last issue any unpaid members will receive before their membership is cancelled. If you have any questions about your membership dues or would like to pay them, contact

www.NATM.com

Membership dues can be taken care of by: Paying online at www.NATM.com Calling bNATM at (785) 272-4433 Emailing Bill.Tofflemire@natm.com

March/April 2018

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The Federal ELD Mandate is Here: Two Questions to Ask to Stay in Compliance

Tracks

The Federal ELD Mandate is Here: Two Questions to Ask to Stay in Compliance

By Darrell Conner, Dennis Potter and Peter Nelson, K&L Gates

New regulations of the Federal Motor Carrier Safety Administration (FMCSA) requiring the use of electronic logging devices (ELDs) took eﬀect on Dec. 18, 2017 for most covered vehicles. ELDs are electronic devices that automatically record a driver’s driving hours and duty status, providing a new means of compliance with FMCSA’s existing hours-of-service rules. Unless an exemption applies, the use of ELDs is now mandatory for most drivers that were previously required to keep paper logbooks as a record of duty service. Failure to comply with FMCSA’s regulations can have consequences for both drivers and motor carriers. NATM members should consider whether the ELD mandate applies to their activities and ensure compliance if it does. To assist with this evaluation, NATM is circulating a memorandum that provides an overview of the scope and applicability of the regulations. In general, the compliance determination boils down to two key questions: 1. Am I required to track my hours of service? Drivers generally must use ELDs if they were previously required to maintain records of duty status (RODS) to comply with FMCSA’s hours-of-service requirements, which apply to drivers of commercial motor vehicles operating in interstate commerce. Importantly, the general scope of the agency’s hours-of-service rules does not extend to vehicles operated wholly intrastate (entirely within the boundaries of a single state – although state regulations may apply to such operations) or to vehicles operated for personal, non-business reasons. If the hours-of-service requirements apply, drivers generally must observe certain operational restrictions. To demonstrate compliance with these restrictions, FMCSA requires drivers of commercial motor vehicles to maintain a RODS indicating a driver’s duty status for each 24-hour period. Unless an exception applies (as discussed below), drivers must prepare and maintain a RODS for any day on which a covered commercial motor vehicle operation takes place and for the seven preceding days (unless the driver is covered by an exception on any one of those days). FMCSA regulations specify the kinds of information that must be recorded for RODS purposes; in the past, this information has been recorded in paper logbooks,

March/April 2018

although the transition to ELDs means that much of this information-gathering will now be automated. There are two general exceptions to the RODS requirements (in addition to the general exclusion of intrastate and/or personal operations): 1.

100 Air-Mile Radius Exception: This exception is available to drivers operating within a 100 air-mile radius of their normal work reporting location. To qualify, drivers generally must return to their work reporting location and be released from work within 12 consecutive hours; furthermore, drivers must observe the general hours-of-service limitations. Certain recordkeeping requirements apply.

Non-CDL Short-Haul Exception: This exception is available to drivers of vehicles that do not require a commercial driver’s license (CDL) and who operate within a 150 air-mile radius of their normal work reporting location. Drivers qualifying for this exception must return to their normal work reporting location at the end of each duty tour. Drivers must observe certain operational restrictions. The motor carrier that employs the driver claiming this exception must satisfy recordkeeping requirements that are similar to those for the 100 Air-Mile Radius Exception, described above.

In addition, FMCSA’s regulations contain a number of other exceptions and exclusions that apply to particular kinds of operations. 2. Is an exemption to the ELD mandate available? The hours-of-service and ELD regulations are linked: Subject to the exemptions detailed below, if a driver is subject to the RODS requirements, they must use an ELD to record their driving activity. This means that the same categories of drivers excluded from the RODS requirements are also excluded from the ELD mandate, including drivers conducting intrastate and/or personal operations, as well as those which qualify for the 100 Air-Mile Radius or Non-CDL Short-Haul Exceptions.

www.NATM.com

The Federal ELD Mandate is Here: Two Questions to Ask to Stay in Compliance

Tracks In addition, the following exemptions are speciﬁc to the ELD mandate: 1.

Minimal Use Exception – Drivers are not required to use an ELD if they are not subject to the RODS requirements described above for more than eight days during any 30-day period.

Driveaway-Towaway Operations – Operations in which the vehicle being driven is the commodity being delivered, or the vehicle being transported is a motor home or a recreation vehicle trailer with one or more sets of wheels on the surface of the roadway.

Pre-2000 Vehicles – ELDs are not required on commercial motor vehicles that are older than model year 2000.

It’s important to note that notwithstanding the availability of an exemption from the ELD mandate, drivers remain obligated to demonstrate compliance with the RODS requirements through use of a paper logbook. However, this obligation does not apply to drivers that are exempt from the RODS requirements entirely. The ELD rules contain detailed speciﬁcations about the use of such devices and driver and motor carrier obligations with respect

to them. Drivers and motor carriers that are required to use ELDs should review these provisions carefully. FMCSA’s regulations are complex and their application depends on the facts and circumstances of a particular situation. In addition, many states apply their own hours-of-service and ELD regulations which could impose additional or alternative requirements. Drivers and manufacturers are strongly encouraged to seek the advice of legal counsel regarding the compliance obligations that apply to your particular situation. This article is intended for informational purposes only and does not constitute legal advice. About the Authors Darrell Conner is a Government Aﬀairs Counselor, Dennis Potter is a Government Aﬀairs Advisor and Peter Nelson is an Associate at the law and lobbying firm of K&L Gates, where they represent NATM and other clients on legislative, regulatory, policy and political matters. Conner can be reached at Darrell.Conner@klgates.com, Potter can be reached at Dennis.Potter@klgates.com and Nelson can be reached at Peter.Nelson@klgates.com.

mark your calendars FUTURE CONVENTION DATES!

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2019 2019

2020

February 19-21 Disney's Coronado Springs Resort Orlando, Florida

February 11-13 South Point Hotel, Casino & Spa Las Vegas, Nevada

March/April 2018

Dealers, Manufacturers Called to Action to Participate in National Trailer Safety Week

Tracks

Dealers, Manufacturers Called to Action to Participate in National Trailer Safety Week By Meghan Ryan, NATM Assistant Director NATM is rapidly gearing up for its inaugural National Trailer Safety week to be held June 3-9, 2018. As part of the Association’s mission to promote trailer safety and the success of the trailer manufacturing industry through education and advocacy, NATM is creating the safety week with the goal of closing the gap of communication between trailer manufacturers and end-users of trailers in order to make towing safer. In order ensure a successful event, NATM is calling upon trailer dealers and manufacturers across the nation to participate. Endusers are vastly undereducated on the proper use of trailers, and it is crucial to utilize the connections that dealers and manufacturers have with consumers in order to broaden the reach of the Association’s efforts to disseminate crucial how-to information regarding proper towing, loading, and maintenance in order to improve the safety of the nation’s roadways. NATM conducted a needs assessment and surveyed trailer dealers across the country to better understand what resources are needed and what information is lacking. Using the feedback provided by dealers, NATM has developed resources and materials to be accessed by end-users focusing on a number of key areas; determining if their tow vehicle and trailer combination are correct for their haul, proper hitching, loading fundamentals, basic maintenance requirements and driving tips amongst other topics. But, NATM needs help getting these resources into the hands of trailer users. The Association wants to partner with trailer dealerships such as your own in order to distribute resources and educate the public. In order to offer consumers a compilation of easily accessible information, NATM is creating a website dedicated solely to educating end-users about trailer safety, www.TrailerSafetyWeek.com. This resource will focus on hitching, loading, maintenance, cargo securement, tires, driving tips, ensuring the right vehicle combination, brakes, and the NATM Compliance Verification Program.

member’s content, which gives end-users audio and visual training. The site will have instantly printable material so that dealers are able to offer their customers additional resources. This gives dealers a leg-up on competition for improved customer service, as well as an easily and instantly accessible compilation of trailering information customers need. NATM trailer manufacturing members are also encouraged to participate as hosts of onsite Trailer Safety Week events. Held in different regions across the United States, these in-person events will welcome dealers to trailer manufacturing facilities. During these events, dealers will learn about the NATM Compliance Verification Program and the importance of trailers being built to Federal Motor Vehicle Safety Standards. In addition, attendees will learn about the resources available for dealers to offer end-users. Copies of NATM’s Trailer Safety Handbook will be distributed, as well as keychains that feature the NATM Trailer Safety Week website for dealers to give to their end-users. More information about NATM’s National Trailer Safety week will be made available to members in Tracks, NATM’s monthly e-News the NATM Insider, and direct email correspondence to main contacts of NATM member companies. NATM will need your help in increasing consumer awareness on trailer safety, so please stay tuned for calls to action! For more information, visit www.NATM.com, www.TrailerSafetyWeek.com, or email NATM Assistant Director Meghan Ryan at Meghan.Ryan@natm.com. NATM looks forward to working with dealers and trailer manufacturers to improve the safety of the light- and medium-duty trailer industry!

The website, www.TrailerSafetyWeek.com, will have informational videos including NATM 16

March/April 2018

www.NATM.com

NATM CONVENTION

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Call for Member Educational Articles, Webinars

Tracks

Call for Member Educational Articles, Webinars By Meghan Ryan, NATM Assistant Director Interested in sharing your expertise while also spotlighting your company in front of NATM members? Submit an article to Tracks magazine, or submit an application to host a webinar or workshop! NATM is striving to develop additional educational opportunities for NATM members and is looking to leverage Associate members’ expertise in providing content to others in the lightand medium-duty trailer industry. NATM is planning to provide educational opportunities in a number of formats including regional educational workshops, convention workshops, webinars and Tracks magazine articles.

March/April 2018

The purpose of the educational opportunities is to provide valuable education to NATM members and the focus of the presentations or articles are not to be on the products or services of the presenting company unless submitting a specific "Company Spotlight" or "Product Profile" article for consideration. These opportunities are at no cost to NATM members. If your company is interested in participating in any of these venues, please let NATM know. For more information about contributing, contact NATM Membership & Education Director Bill Tofflemire at Bill.Tofflemire@natm.com or call (785) 272-4433.

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Advertising with NATM

Tracks

Advertising with NATM By Meghan Ryan, NATM Assistant Director Placing advertising in front of trailer manufacturers and dealers is one of the easiest and most effective benefits of NATM membership. As a not-for-profit organization, the Association works to keep advertising prices low enough to cover costs without breaking the marketing budgets of NATM's supplier and trailer manufacturing members. Advertising in the bi-monthly Tracks magazine, the annual NATM Convention Program Map and the annual NATM Membership Directory & Buyer's Guide is easy: simply send in your advertising contract and PDF of the artwork and NATM will send you an invoice once your ad is sent to print in the publication of your choice. It is free for NATM members to upload their company logos and update company information on NATM's online Membership Directory and your listing can be edited. If you need your login credentials, contact NATM Membership & Education Director Bill Tofflemire at Bill.Tofflemire@natm.com.

THE

If you, or someone you know, would like to receive Tracks magazine or advertising notices, please let NATM know and you will be added to the mailing list. The deadlines for submitting artwork, contracts or articles for Tracks magazine are as follows: May/June

Deadline: March 15

July/Aug.

Deadline: May 15

Sept./Oct.

Deadline: July 15

Nov./Dec.

Deadline: Sept. 15

If you have any questions or concerns about advertising or Tracks magazine, contact Meghan Ryan, asssistant director, at Meghan.Ryan@natm.com. NATM encourages members to submit suggestions for Tracks article topics and welcomes submissions for member spotlight articles.

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Be Prepared: Forewarned is Forearmed

Tracks

Be Prepared: Forewarned is Forearmed By Annette Sandberg and Kim Mann, Scopelitis, Garvin, Light, Hanson & Feary You’ve read in Tracks or elsewhere or heard presentations at NATM events that the National Highway Traffic Safety Administration (NHTSA) is going after large trailer and RV manufacturers, such as Forest River and Spartan and major vehicle equipment suppliers, such as Takata and Kidde, for ignoring or failing to comply with NHTSA’s safety defect reporting requirements, its Early Warning Reporting (EWR) regulations and other agency rules. You’ve been told NHTSA has hit these mega-producers with huge multi-million dollar fines, put them under strict compliance-watch regimes tied to formal “consent orders,” which have required them to hire expensive safety consultants or independent federal monitors, at their cost, to oversee their future compliance commitments. But you’re not worried. You are a “small” manufacturer of trailers—you sell fewer than 5,000 a year—a family-owned and operated small business, generating modest sales revenues. You think you’re too small for NHTSA to bother with. Besides, you have your World Manufacturer Identifiers (WMI), you’ve registered with NHTSA, you’ve signed up for your EWR ID and you’ve applied for membership in the National Association of Trailer Manufacturers (NATM) and intend to participate in its Compliance Program. Flying under NHTSA’s radar screen has worked well for you for years. NHTSA has paid no attention to you—so far.

We can tell you from our experience that this cozy, secure sensation you’re feeling—because you think you’re inconspicuous to NHTSA—is misplaced. More a function of your good luck. Do not be deceived. Do not be lulled into “compliance” complacency. NHTSA has made it clear it expects all manufacturers of trailers (as well as RVs and trucks), regardless of size or output, to fully comply with its reporting requirements and safety standards. It has backed up this expectation with recent enforcement actions against the “smaller” trailer manufacturer. For example, it recently signed a “consent order” (which is like a settlement agreement with fines and performance obligations) with a small, family-owned and operated trailer manufacturer accused of and eventually admitting to, violations of the Safety Act. Violations included not filing safety-defect reports and EWRs with NHTSA, producing and selling safety-certified trailers that were not in compliance with NHTSA’s Federal Motor Vehicle Safety Standards (FMVSS), failing to initiate recalls, failing to comply with NHTSA’s VIN requirements and not keeping records of Tire Identification Numbers (TIN). (It was not a member of NATM when NHTSA came calling.) This smaller manufacturer agreed to pay a huge fine. It must make significant cash payments to NHTSA and expend large sums on retaining consultants and attorneys to help develop and put in place a comprehensive NHTSA compliance plan and program. NATM members may obtain a copy of this consent order, a publicly available document, by emailing NATM Executive Director Kendra Ansley at NATM headquarters. NHTSA clearly will not tolerate companies flouting the law, regardless of size. This is especially true for those producing unsafe motor vehicles. NHTSA has techniques for identifying non-compliant companies and it will pursue enforcement actions when warranted.

March/April 2018

www.NATM.com

Be Prepared: Forewarned is Forearmed

Tracks NHTSA is keeping an eye out for tell-tale signs of the noncompliant company. For example, the motor vehicle manufacturer that fails to file “field reports”—a requirement applying to all trailer manufacturers producing 5,000 or more units annually—is a tip-off. A “field report” may seem like a fuzzy, wishy-washy term, not normally associated with manufacturing trailers. Some trailer manufacturers are tempted to blow it off by assuming, “I don’t have any of those.” That would be a mistake. Under NHTSA’s definition in 49 C.F.R. § 579.24(d), a “field report” is any report you, as a manufacturer, receive from one of your employees or representatives (not from one of your dealers), assessing an alleged failure, malfunction, or other performance problem—whether it is safety-related or not—associated with one of your trailer’s systems or one of its specified components. The NHTSA definition of “report” is extremely broad—any written communication (including email) from your employee or representative. As with warranty claims, NHTSA believes manufacturers cranking out more than 5,000 trailers a year are bound to have received at least one “field report” in a year. The number will vary, depending upon total production volumes. Another document NHTSA is looking for from all manufacturers, regardless of how many trailers they produce, is sometimes referred to as a technical service bulletin or a “TSB.” NHTSA, in 49 C.F.R. § 579.5, requires manufacturers to submit, on a monthly basis, copies of “all notices, bulletins and other communications” (including emails) sent to two or more manufacturers, distributors, dealers, customers, or purchasers “regarding any defect” in the manufacturer’s trailers or items of equipment (its parts and accessories) even if that defect is not safety-related. A “defect” includes any failure or malfunction (beyond normal deterioration from use), any failure of performance and any flaw or deviation from design specifications. As with “field reports,” if NHTSA is not receiving any of these TSBs from a trailer manufacturer during the year, that may be a red flag: NHTSA is likely to suspect this company, either intentionally or through ignorance, is not complying with one of NHTSA’s very important safety regulations. NHTSA will want to know why it has received no TSBs and may investigate

www.NATM.com

or inquire with information request letters. If that company is yours, you will now be on NHTSA’s radar screen. NHTSA vigilantly looks for non-compliances by cross-checking its list of EWR ﬁlers and NHTSA-registered manufacturers against published data compiling the numbers of trailers registered with each state and their manufacturer. If your company is not on that NHTSA list but shows up prominently in the state database of registered vehicle producers, you can expect a call from NHTSA. (NATM members need not worry about this issue because they already participate in NATM’s Compliance Program.) NATM’s mandatory Compliance Program, with its biennial on-site compliance reviews, will help educate you as to what NHTSA requires, but ultimately it is your responsibility to know and to comply—and to provide NATM’s compliance consultants with complete, accurate information about the safety aspects of your trailer manufacturing processes. Size and ignorance are no excuse and will not deter NHTSA from investigating your operations and, if warranted, seeking penalties.* Currently, the penalty maximum is at $21,000 for each violation (where each vehicle or each day late can count as a violation), with a cap of $105 million for a related series of violations. Don’t take your obligations lightly.

About the Authors Annette Sandberg is former Administrator and Deputy Administrator of the Federal Motor Carrier Safety Administration and Deputy Administrator of the National Highway Traﬃc Safety Administration. She is counsel to the law firm of Scopelitis, Garvin, Light, Hanson & Feary. Kim Mann, a partner in the Scopelitis law firm, is General Counsel of NATM. *Note from The National Highway Traﬃc Safety Administration: NHTSA maintains a proactive approach to safety. In addition to vigilant enforcement, NHTSA also serves as a federal resource that small businesses can contact for guidance through nhtsacomplianceassistance@dot.gov.

March/April 2018

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Electric Braking System Components

Tracks

Electric Braking System Components By the NATM Technical Committee Brake systems, when installed, are typically installed on trailers 3,000 lbs. Gross Vehicle Weight Rating (GVWR) and above. If the trailer is being used for commercial purposes, brakes are required by federal law for all practical purposes on all wheels for trailers 3,000 lbs. GVWR and above. For personal or recreational use, the GVWR for which trailer brakes are required varies by state and most often is based on the state in which the trailer is registered. As a rough estimate, NATM member companies use electric brakes approximately 80 percent of the time when brakes are required. With regard to electric brakes, there are a few components that have a significant effect on a trailer braking system: the brake controller, wiring, connectors and the breakaway system. Brake Controllers Electric brake systems require the tow vehicle be equipped with an electronic brake controller mounted on or under the dashboard, which activates the trailer brakes when the tow vehicle brake pedal is actuated. Adjustments may be required on the controller for variations in trailer weight and roadway conditions. Towers should always follow the brake controller manufacturer’s specifications with regard to installation and setup of brake controllers and the adjustments that must be made for towing different trailers, with different loads, under different driving conditions. Electric trailer brake systems can experience

voltage drop based on the controller adjustments and length of wire in the brake system. Brake controllers provide power to the brake assembly magnets, which actuate the trailer brakes. Controllers provide a modulation function that varies the electrical current to the electric brakes in proportion to the deceleration of the tow vehicle, as a result of applying the brake pedal in the towing vehicle. When the trailer brakes are actuated by the tow vehicle, it is important they are synchronized so braking is properly distributed to both the tow vehicle and the trailer. Synchronization is accomplished by adjusting the gain on the controller. Most basic brake controllers will generally have a +/- gain adjustment. The tow vehicle operator should set the gain according to the manufacturers speciﬁcations. With the tow vehicle hooked up to the trailer, several hard stops should be made on dry pavement to test the brake system. If the trailer’s brakes skid or are too sensitive, the gain should be decreased on the brake controller. If they do not skid, the gain can be slightly increased until they have reached a desired braking point. This gain also needs to be adjusted with changes in the trailer load. A trailer that is loaded to capacity will require more gain than an empty trailer. Alternatively, an empty trailer with brakes synchronized to a fully loaded trailer will likely lock-up easily with only minimal braking. Brake Wiring

An example of a brake controller.

March/April 2018

In addition to brake controllers, the choice of which electrical wiring to use on trailer electrical brake systems impacts trailer braking. The longer the trailer and the more brakes it has, the more voltage drop will occur by the time voltage can be measured at the brake assembly on the trailer. Wire gauge thickness is another important choice trailer manufacturers must decide on. Larger gauge wiring may be required on certain longer trailers in order to reduce voltage drop, which prevents the brakes from functioning as well as the brake manufacturer intended. As a general rule, the longer the wire and the greater number of brakes on the trailer, the thicker the wires will need to be to have a properly functioning brake system. www.NATM.com

Electric Braking System Components

Tracks Always follow the brake manufacturerâ&#x20AC;&#x2122;s instructions regarding which gauge wiring to use, depending on the complete trailer brake system. The most common sizes of automotive grade wiring utilized in the light-and medium-duty trailer industry are size 12 American Wire Gauge (AWG), 10 AWG and 8 AWG. As a quick review, the higher AWG, the thinner the wire. Wire with a lower AWG, on the other hand, is thicker which allows for more voltage ďŹ&#x201A;ow. If the wire used is too thin it can create poor braking performance. For example, on a 55-ft. long trailer with three axles, six brakes, if too thin of wire is installed, there is a strong possibility too much voltage drop will occur before the brake assembly. This would not allow for the trailer to stop in the manner the brake manufacturer intended and could cause an accident. The chart below provided by Dexter assists trailer manufacturers in determining which gauge of electrical wiring to use based on the number of brakes on the trailer and the length of the wiring. All brake manufacturers should provide similar installation instructions and you should defer to the instructions provided by the brake manufacturer to determine which wire to use. If you do not initially see those instructions included in your packaging material, request that information and keep it on ďŹ le. Again, the brake manufacturerâ&#x20AC;&#x2122;s instructions should always be followed during installation. The good news is voltage drop can be measured over certain distances at rather predictable levels. So, once the proper wire gauge has been selected for a particular trailer model, it should not change, making wire installation routine for the trailer manufacturer. Brake manufacturers will also provide speciďŹ cations for the minimum voltage acceptable at the wheel brake assembly in order to adequately stop the trailer. A voltmeter can be utilized to determine how much voltage drop

has occurred from the tow vehicle battery to the trailer wheel brake assembly. Connectors Wire connectors are an integral aspect of properly functioning lamps and brakes on trailers. There are numerous products on the marker for connecting wires. Naturally, some wire connectors and methods of connecting wires are better suited for some applications than others. Some will be more durable than others. There are advantages and disadvantages to each. Some connectors are faster to install on the production line or while making quick repairs in the ďŹ eld. Other connectors may take longer to install, but if installed properly, often last longer which may be more cost eďŹ&#x192;cient over the long haul. It is important for trailer manufacturers to gather all the product information they can before deciding which connectors to install. For example, some connectors may be labeled as moisture resistant, but that may not necessarily mean the same thing as being waterproof. The main styles of connectors commonly used in trailering applications are suitcase style snap together connectors, crimp together connectors and twist together connectors. Maintenance issues and downtime can be avoided if the strength of the wiring connection is strong and kept insulated from harsh trailering environments. The more splices on the trailerâ&#x20AC;&#x2122;s wiring, the greater the chance of wires pulling apart. Heat shrinking over connectors can also help unions stay connected as they insulate and seal the union. Electrical connectors face a harsh environment including extreme heat, frigid cold, dust, dirt, salt and water. Wire suppliers can provide testing data on their wiring such as the level of abrasion resistance of their wire insulation. Electrical connectors may seem like an insigniďŹ cant part of the overall trailer build, but they are actually very important safety feature component.

7UDLOHU :LUH 6L]H &KDUW 1XPEHU +LWFK WR 5HFRPPHQGHG RI %UDNHV $[OH 0LQLPXP +RRN 'LVWDQFH XS :LUH 6L]H LQ )HHW FRSSHU $:* 8QGHU $:* $:* 8QGHU $:* $:* (Table provided by Dexter Axle) www.NATM.com

Common sizes of automotive grade wiring. March/April 2018

Electric Braking System Components

Tracks Brakes, stop lamps and turn signals are some of the critical components that will fail if connectors come apart. If this occurs, the driver in the tow vehicle will have no idea a connection has failed while towing and be unable to use turn signals and brake lights to communicate with other motorists, which could result in an accident. It is also possible for loose or broken connections to short and cause ﬁres. Follow the brake and lamp component manufacturer’s speciﬁcations for the proper wiring and connectors to utilize in each application.

An example of a crimp together connector crimping the yellow wire, a suitcase style snap together connector (left) and twist together connectors (below).

Break Away Systems Finally, trailer breakaway brake systems are required on all trailers with brakes. Part 393.43 (d) of the Federal Motor Carrier Safety Regulations on breakaway braking requirements for trailers used in commercial application states: “Every trailer required to be equipped with brakes shall have brakes which apply automatically and immediately upon breakaway from the towing vehicle. The brakes must remain in the applied position for at least 15 minutes.” This rule is also found in many state’s trailer statutes. Trailer manufacturers should consult with their breakaway system battery supplier to receive information on how long a battery will keep the electric brakes applied in the event of an uncoupling. How much capacity does the emergency breakaway battery need in order to keep the brakes applied for the required fifteen minutes? Research has shown that the typical four or five amp hour batteries would not likely be sufficient to apply the brakes on a triple axle trailer for fifteen minutes. Furthermore, three-axle discharge rate data on batteries has shown that these batteries fall below 10.5 volts (recommended minimum) in 6.5 and 8.5 minutes. After fifteen minutes, the battery would likely fall all the way down to 3 + volts. Three volts may still keep the brake magnet applied to the drum, but will probably not provide the significant braking force needed to stop the trailer. To find electric braking system components built by NATM Associate members, visit NATM's Online Membership Directory at www.NATM.com. For more information about electric braking system components and requirements of the NATM Compliance Verification Program, contact NATM Technical Director Colin Holthaus at Colin.Holthaus@natm.com or call (785) 272-4433.

March/April 2018

Examples of two brake away systems from diﬀerent manufacturers. www.NATM.com

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Statistically Speaking

Tracks

Statistically Speaking by Jeﬀ Jones, Statistical Surveys Registration for the light- and medium-duty trailer industry was up 4.0 percent in November 2017. Below are the details of the market's performance for the ﬁve trailer segments as reported by Statistical Surveys. Trailer Type

Nov. 2017

Jan. - Nov. 2017

Boat

3.1 %

4.9 %

Enclosed

5.0 %

5.9 %

Horse

-3.5 %

-0.9 %

Livestock

7.0 %

2.0 %

Open

3.9 %

4.0 %

Industry

4.0 %

5.1 %

The following are the top ﬁve states in sales growth for all trailer segments for the ﬁrst eleven months of 2017. Ranking

State

Percent Growth

Utah

20.10 %

Wisconsin

15.70 %

Idaho

13.84 %

Oregon

13.23 %

Colorado

12.96 %

Industry registrations for the ﬁrst eleven months of 2017 were up 5.1 percent over 2016. 2017 looks to be another good year for most of the light- and medium-duty trailer industry.

Please note that Maine, Minnesota and Tennessee are experiencing data delays. The data will be placed in the correct month once it’s received.

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

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NATM Nears Completion of 2016-2018 Strategic Plan

Tracks

NATM Nears Completion of 2016-2018 Strategic Plan by Kendra Ansley, NATM Executive Director

This year marks the third year of NATM’s 20162018 Strategic Plan and the Association is on course to complete all of its objectives. With 75 percent of the Strategic Plan already achieved, NATM’s board, volunteers and staff are committed to seeing the final tasks completed by the end of this year. The first goal of NATM’s 2016-2018 Strategic plan, compliance and safety education, will continue to bring Regional Educational Workshops to members, including two tentatively planned for 2018. NATM’s newly initiated Education Committee has been at work since January to ensure the educational programming in the coming year, including these workshops, meets the changing needs of the membership. Discussions about the skilled workforce shortage, welding issues and Early Warning Reporting (EWR) are some of the topics that may be addressed in upcoming events. The 2018 convention brought workshops on these topics as well as the changes business will see as a result of the new tax bill passed in late 2017 and an opportunity for businesses to meet one-on-one with Bob Lawton, K&L Gates Counsel, to discuss their questions about EWR and other reporting obligations. In light of the recent Consent Order entered into with a light- and medium-duty trailer manufacturer (see page 25 for more information), NATM continues to look for ways to improve education and help members meet their legal obligations. The focus on legal obligations is one that will continue, even beyond the 2016-2018 Strategic Plan. Membership growth and engagement was a primary focus in this strategic plan. A growing membership is but one part of being able to leverage resources, voices and knowledge to help all members’ businesses improve. Having a membership that is engaged is also tantamount to achieving this leverage. In 2017, 38

March/April 2018

www.NATM.com

NATM Nears Completion of 2016-2018 Strategic Plan

Tracks membership exceeded 900 members. The association is poised

developed resources and materials to be accessed by end users to

to set record membership numbers this year and should exceed

help them determine if their tow vehicle and trailer combination

1,000 members in the ﬁrst time since the 2008 recession. The

are correct for their haul, how to properly hitch a trailer, loading

NATM Membership Committee helped to develop a survey to

basics, basic maintenance requirements and driving tips amongst

best determine what members need and how to engage them in

other topics. Getting these resources into the hands of trailer users

the issues that matter. These responses have helped guide the

is the next step to improving trailer safety. For more information

trajectory for 2018. Committees, the board and staﬀ continue

about NATM’s inaugural Trailer Safety Week, visit www.

to reach out to the membership, ﬁnd ways to communicate and

trailersafetyweek.com or turn to page 16.

engage and continue to add value to the industry.

Along with new programming, NATM remains committed to

Since 2008 and the development of NATM’s Government

marketing the NATM Compliance Veriﬁcation Program and the

Aﬀairs program, acting as an industry voice continues to be an

NATM decal to help consumers understand their options when

important part of what NATM does. In late 2017 and thus far

purchasing trailers. With more than eight million decals aﬃxed

in 2018, NATM has already passionately engaged in matters

to trailers traversing the nation’s roadways, recognition will only

eﬀecting members. For example, in November the Department

continue to grow with the continued collective eﬀorts of NATM

of Commerce self-initiated an investigation into certain sheet

and its members.

aluminum imported from China. This aluminum sheet is not only used in the light- and medium-duty trailer industry, but also in the marine, RV and heavy-duty trailer industries. NATM reached out to the Truck Trailer Manufacturers Association, Inc. and joined a task force with the Natoinal Marine Manufacturers Associaton and the Recreation Vehicle Industry Association to address this

The Association is well positioned to make great gains in 2018 and to close out the 2016-2018 NATM Strategic Plan with incredible feats. The next 30 years of NATM will go above and beyond what the original ﬁve founding trailer manufacturers could have ever dreamed of in 1987.

issue. There is a lack of capacity to domestically produce enough aluminum to fit the needs of all industries, particularly the wide-width aluminum sheet which is necessary to manufacturers producing enclosed cargo, boat, horse and livestock trailers, among others. Asking members to engage with their legislators, supporting legal efforts in front of the International Trade Commission and meeting with key legislators is all part of how NATM continues to raise awareness of the industry and its needs. Finally, the 2016-2018 Strategic Plan asks the Association to educate consumers about trailer safety. While NATM members are committed to safety and compliance, end-users still are vastly undereducated on the proper use of trailers. Perhaps the most exciting development to come out of this goal is the first ever Trailer Safety Week, to be held June 3-9, 2018. Partnering with members and engaging dealers to reach end users, NATM has

www.NATM.com

March/April 2018

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Choosing the Right Brakes for Your Trailer: Part 3

Tracks

Choosing the Right Brakes for Your Trailer: Part 3 By Dexter During the course of the “Choosing the Right Brakes for Your Trailer” series of articles featured in Tracks magazine, the diﬀerent types of brake options available for trailers have been explored1. In parts one and two of this three-part series, electric

Air Brakes: Disc Type

brakes and hydraulic brakes were covered, as well as the diﬀerent types of actuation and how actuation works. Now, in part three, we will focus on the functionality of air brakes. How does an air brake operate?2 As with electric and hydraulic brakes, there are two air brake options for trailers: drum and disc. Each type of brake utilizes air pressure through a service chamber that actuates either a cam shaft for drum applications or a power screw for disc applications. Air Brakes: Drum Type

An air disc brake, on the other hand, employs a disc component, also called a rotor, which takes the place of a drum in the shoe/ drum brake application. The braking force comes from air pressure acting on the brake chamber and slack adjuster, which turns a power screw. The power screw clamps the rotor between the brake lining pads of a caliper. The pads, in turn, grip the rotor and generate the braking force. What are the applications where air brakes are most often used?

A drum m air brake, brake also called a foundation brake, brake can be used at each wheel. The drum brake operates by rotating an “S” shaped cam between the non-anchored ends of the brakes shoes, causing them to expand outward and exert pressure against the drum surface.3 The rotation of the cam shaft is accomplished using an air cylinder called a brake chamber acting on a slack adjuster, which provides a means of adjusting the clearance between the brake shoes and the drum surface. The adjustment compensates for wear and can be done manually or automatically. 1. Smaller capacity trailers may not need or require brakes, but trailer brakes are required above certain weight limits by laws that vary from state to state. See the trailer brakes section of the American Automobile Association’s Digest of Motor Laws, or check with your state’s Department of Motor Vehicles, to determine the requirements in your state. 2. It is important to maintain your brakes to ensure safety and performance. Drum brakes with manual adjustments should be adjusted (1) after the first 200 miles of operation when the brake shoes and drums have "seated," (2) at 3,000-mile intervals, (3) or as use and performance requires. 3. The friction caused by this action creates heat. Depending on how long and how hard the brakes are applied, this heat can cause damage to the drum and possibly brake failure.

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Air brakes combine three braking systems: the service brake, the parking brake and the emergency brake. The service brake is applied and released using the brake pedal during normal braking. The parking brake is applied and released when the parking brake control is used. The emergency brake uses parts of both the service and parking brakes if the brake system fails. Air brakes are primarily used in heavy-duty applications and are the preferred type of braking system for trucks, tractors, trailers and semi-trailers for a couple of reasons. The use of air allows multiple vehicle units to be coupled so that all the units have braking capability and can be controlled from the cab. Also, an air brake system allows for the incorporation of an emergency braking system that is required on all semi-trailers by CFR 49 393.43. Air brakes for trailers are oﬀered in multiple sizes. To ensure optimum braking performance, always match your brake option to the size of the wheel you’ll be using in your trailer application.

Continued on following page March/April 2018

Choosing the Right Brakes for Your Trailer: Part 3

Tracks The following information is for the most common trailer brake sizes:

Drum Brakes 12 ¼” X 7 ½” 16 ½” X 7"

Wheel Size 17.5” & 19.5” 22.5”

Disc Brakes PAN 17 PAN 19 PAN 22

Wheel Size 17.5” 19.5” 22.5”

For more information visit Dexter's website at www.DexterAxle.com.

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Precautions for Better Cyber Security

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Precautions for Better Cyber Security Content provided by Josh Gurley and Andrew Dearing of Trailer Makers Insurance Business operations in the technology industry revolve around the functionality of computers, network connections and the internet. It’s no secret that computer use comes with many risks, including damaging viruses, hackers, the illegal use of your system to attack others, the use of sensitive data to steal identities and other illegal actions. As a result, companies must respond by preventing, detecting and responding to cyber attacks through a well-orchestrated cyber security program. Get Familiar with Risks

Risk Management Planning To reduce your cyber risks, it is wise to develop an IT risk management plan at your organization. Risk management solutions utilize industry standards and best practices to assess hazards from unauthorized access, use, disclosure, disruption, modiﬁcation or destruction of your organization’s information systems. Consider the following when implementing risk management strategies at your organization: •

The ﬁrst step in protecting your business is to take notice of the multitude of cyber risks: Hackers, attackers and intruders: These people seek to exploit weaknesses in software and computer systems for their personal gain. Although their intentions are sometimes benign, their actions are typically in violation of the intended use of the systems that they are exploiting. The results of this cyber risk can range from minimal mischief (creating a virus with no negative impact) to malicious activity (stealing or altering data).

criteria and methodology for performing cyber risk assessments. This plan should include a characterization of all systems used at the organization based on their function, the data stored and processed and importance to the organization. •

Malicious code (viruses, worms and Trojan horses): •

Viruses: This malicious code requires a user to take action to let a virus into the system, such as opening an email attachment, downloading a ﬁle or visiting a webpage.

•

Worms: Once released, this code reproduces and spreads through systems on its own. They usually start by exploiting a software ﬂaw; then, once the victim’s computer is infected, the worm will attempt to ﬁnd and infect other computers through a network.

•

Trojan horses: This disguised code claims to do one thing while actually doing something else. For example, a program that claims to speed up your computer system but is actually sending conﬁdential information to a remote intruder.

March/April 2018

Create a formal, documented risk management plan that addresses the scope, roles, responsibilities, compliance

Review the cyber risk plan on an annual basis and update it whenever there are signiﬁcant changes to your information systems, the facilities where systems are stored or other conditions that may aﬀect the impact of risk to the organization.

In addition, your organization should take precautionary measures when selecting your internet service provider (ISP) for use for company business. ISP Considerations Almost all ISPs offer web browsing capabilities with a varying degree of user support and web hosting capabilities. Your company should determine what ISP to use, along with a plan for backing up emails and files and what firewalls to implement. To select an ISP that will reduce your cyber risks, consider the following: •

Security: How concerned with security is the ISP? Does it use encryption and secure sockets layer (SSL) to protect any information that you submit?

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Precautions for Better Cyber Security

Tracks •

•

Privacy: Does the ISP have a published privacy policy? Are you comfortable with who has access to your information and how it is handled and used? Services: Does your ISP oﬀer the services that you want and do they meet your organization’s needs? Is there adequate support for the services provided?

•

Cost: Are the ISP’s costs aﬀordable and are they reasonable for the number of services that you receive? Are you sacriﬁcing quality and security to get a lower price?

•

Reliability: Are the services provided by the ISP reliable, or are they frequently unavailable due to maintenance, security problems and a high volume of users? If the ISP knows that their services will be unavailable, does it adequately communicate that information to its customers?

•

User support: Are there any published methods for contacting customer service and do you receive prompt and friendly service? Do their hours of availability accommodate your company’s needs?

www.NATM.com

•

Speed: How fast is your ISP’s connection and is it suﬃcient for your business needs?

•

Recommendations: What have you heard from industry peers about the ISP? Were they trusted sources? Does the ISP serve your geographic area?

Cyber security is a serious concern for your business. For more information, contact Josh Gurley and Andrew Dearing of Trailer Makers Insurance by calling (478) 397-6086, emailing adearing@trailermakersins.com or jgurley@trailermakersins or visit their website at www.trailermakersins.com.

The convenience of using computers is accompanied by many risks. Companies must respond by preventing, detecting and responding to cyber attacks through a wellorchestrated cyber security program.

March/April 2018

Hi-Standard Outfitters Oﬀers Lightweight Ghost Tactical Oﬀ-Road Pop-Up Camper

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Hi-Standard Outfitters Offers Lightweight Ghost Tactical Off-Road Pop-Up Camper By Andrew Brown, Chief Operating Officer, Hi-Standard Manufacturing, Inc.

Hi-Standard Outfitters is a lifestyle brand for outdoor enthusiasts, off-roaders, travelers and thrill seekers. They specialize in the manufacturing of heavy-duty, secure, metal constructed storage solutions for side-by-sides, Jeeps and other off-road vehicles. HiStandard Outfitters is a subsidiary company to Hi-Standard Mfg. which originated in Long Beach, Calif. in 1967. Proudly offering parts manufactured in the U.S.A. for over 50 years, they continue to innovate and push forward into the ever growing UTV industry and now look to expand into the world of trailer manufacturing. Their products range from center consoles, rear cargo and under seat storage boxes, to roof racks and roll cages for various makes and models of UTVs. But recently, their knowledge in the fields of off-roading and manufacturing, coupled with their lust for adventure, led to an even bigger idea: a pop-up camper designed specifically for off-road use that is light enough to be towed by ATV’s and UTV’s. The idea of the Ghost Tactical Off-Road PopUp Camper was born. 50

March/April 2018

After nearly a year and a half of designing, prototyping, rototyping, testing and production manufacturing the newly released ased 2017 Ghost M1 Tactical Oﬀ-Road Pop up Camper is here. As it weighs in at just over 400 lbs., this camper can be towed by alll side-by-sides and most quads. This gives owners the opportunity y to connect to their Ghost M1 and whisk away into the remote areas eas unreachable by most campers and trailers. Equipped with D.O.T approved oﬀ-road tires, a highway towable light kit and d safety cables, the destination opportunities are endless. This camper mper was tested in the harsh terrains of Arizona, through canyons, ons, rivers, steep hill climbs, rocky valleys and just about any obstacle you could run into and it held up perfectly. The camper features a permanently attached canvas which allows owners to quickly and easily asily set up camp in three minutes. Due to the ability to store items ems inside when www.NATM.com

Hi-Standard Outfitters Oﬀers Lightweight Ghost Tactical Oﬀ-Road Pop-Up Camper

Tracks collapsed, as well as on top of the laminated wood seats, there is plenty of space for storing those necessary items for a weekend camping excursion. The camper also offers optional tongue storage boxes for additional storage capacity. Inside features a dinette table that is fully removable that also folds into a twin XL size sleeping area, allowing explorers to eat inside the cabin or open up additional space by removing the table. A table/bed extension kit is available and extends the twin XL sleeping area into a large queen-sized sleeping area. The sleeping space is complete with 2” soft foam fabric wrapped cushions, custom fitting to the seating/sleeping space provided. For more information about the 2017 Ghost M1 Tactical Off-road Pop up Camper or about Hi-Standard Outfitters, visit www.hi-standardoutfitters.com or call (562) 432-5215.

www.NATM.com

March/April 2018

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Gain "Momentum" in Trailer Sales with NetSource Media

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Gain "Momentum" in Trailer Sales with NetSource Media

By Veronica Buhl, NetSource, Social Media Account Manager, NetSource Media

NetSource Media’s mission has always been to serve trailer manufacturers by helping them leverage technology and innovation to grow their businesses. In keeping with this forwardthinking mission, NetSource Media is proud and excited to announce a new program called Momentum. This program will help manufacturers as well as dealers generate more traffic, leads and sales by listing dealer inventory directly on the manufacturer's website. The Momentum program is a cutting-edge way to deliver amazing benefits not only to manufacturers, but also their dealers and consumers in a way that creates a win-win-win situation for all involved. Manufacturer Benefits With Momentum, manufacturers receive marketing and visibility benefits such as search engine visibility from increased content on their websites, increased time-on-site from visitors and added listings to their website which keeps customers from comparing brands. This program helps serve customers that do not immediately find the exact unit they want in stock and has the ability to present all dealers’ inventory in a fair and equal way. In addition, manufacturers benefit from the ability to market and create specialized offers for customers who interact with dealers on their website, a better understanding of what end-users are searching for and where they are located, increased ability to help

dealers have the right inventory mix for their area based on buyer interest and trends, ability to easily monitor pricing and prevent deep discounting or steep markups of units and the ability to gain a better understanding of customer needs and the problems they are trying to solve through their purchase. Dealer Benefits Dealers receive benefits such as the ability to drive more leads and sales to authorized dealers, ability for local shoppers to easily find and browse dealers close to them, access to additional marketing channels like RVUSA.com, TrailersUSA.com, Craigslist, eBay and more via a single management console. Additional benefits include management and marketing tools that allow dealers to manage and maintain inventory easily in one place, access to manufacturers’ common product data for streamlined data entry, tools that make continued communication with leads easy and the ability to generate sales fliers and window stickers. Plus, dealers have access to reports and insights that help them to easily discover the most popular units customers are looking for, see monthly lead counts, impressions, website clicks and have the ability to sort and view available units for easy management and audits. Customer Benefits Momentum also brings fantastic benefits to consumers as well. The Dealer Locator helps customers find authorized dealers nearby as well as shows them dealers and units they’re interested in without seeing competitive units and dealers. Additional benefits to the consumer include the ability to find the unit they want after researching on the dealer site without them having to go anywhere else, the ability to easily find in-stock units so they do not have to wait on special orders or buy a different brand and the uniform presentation makes it easier for customers to find the features and models they want quickly. The RV Builder feature also gives customers the ability to build the RV of their dreams and receive follow up contact from local dealers.

March/April 2018

www.NATM.com

Gain "Momentum" in Trailer Sales with NetSource Media

Tracks About NetSource Media NetSource Media prides itself on establishing and preserving its personal relationship with its customer base. Located in Ocala, Fla., NetSource Media grew out of a father and son entrepreneurial team. In 1995, Wray and Greg Petry were working together in the parts distribution industry. Internet was just coming to fruition and this father and son duo recognized the potential that online technology offered their growing business and they began building a website for their parts distribution company. As their business grew, they began getting requests from customers and business associates to create web pages. This is where NetSource Technologies was born. Since then, NetSource has acquired several other companies and out of those NetSource Media was created. NetSource Media offers specialized internet services and products to automotive dealers and suppliers such as RV, trailers, powersports, boats and heavy-duty trucks. Today, NetSource’s staff includes designers, programmers, technicians and support staff that serve clients in 46 states from a single location in Ocala, Fla. Another division of NetSource Media is TrailersUSA.com. TrailersUSA is a site dedicated to providing resources and links that help viewers learn more about the trailer industry. It helps trailer dealers, manufacturers and other RV and trailer-related companies design and maintain their online presence.

Among the services provided to NetSource Media clients are: •

Website design using NetSource’s exclusive SiteSource v.4 platform

•

E-commerce

•

SiteSource Customer Management System (CMS)

•

Inventory management

•

Search engine optimization

•

Pay-per-click advertising

•

Social media creation and management

•

Email marketing

•

Website and SEO maintenance

•

Classiﬁed solutions such as TrailersUSA

NetSource Media and TrailersUSA are constantly creating innovative ways to serve its RV and trailer clients. NetSource Media’s designers and programmers have also been recognized by the prestigious ADDY Awards over 60 times since 2001, winning awards for excellence in design in the Interactive Media category. For more information about NetSource Media, TrailersUSA, or the Momentum program, visit www.NetSourceMedia.com or www.TrailersUSA.com or call (800) 709-3240.

Through NetSource Media and TrailersUSA. com, Petry and his team provide services and products directed exclusively to trailer dealers, manufacturers and other RV and trailer related companies. The experience of the NetSource Media and TrailersUSA.com staﬀ includes HTML programming, CGI scripting, database applications, commercial graphic design, marketing and advertising as well as over 20 years IT management, all speciﬁc to the RV industry.

www.NATM.com

March/April 2018

Bear Track Trailers Looks to Expand Dealer Network

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Bear Track Trailers Looks to Expand Dealer Network By Mike Draper, Sales and Marketing Manager, Voyager Industries Eighteen years ago, in a small shop in central Minnesota, brothers Gregg and Mike Western set out to produce a high quality, all aluminum utility trailer. They wanted a product that would be durable, have a ﬁt and ﬁnish not seen in the utility trailer industry before and to create a customer experience to match. After some testing and redesign, Bear Track trailers was born.

support them with a quality product and service,” said Gregg Western. For the ﬁrst 16 years, Bear Track and the Western brothers quietly built a brand name in the upper Midwest. As the years went on and demand increased, they met a crossroads. Their growth would be limited as they were short on space and manpower and it would take signiﬁcant investments to grow.

“We took pride in our product and our service. The look of the welds and the presentation of the trailer was a big deal. If our customers were willing to take a chance on us, we wanted to

It was Voyager Industries that was able to step into the equation and help Bear Track expand. Voyager Industries of Brandon, Minn. purchased Bear Track Trailers in the fall of 2015. Gary Suckow, the founder and owner of Voyager Industries, had a close relationship with the Western brothers, which created a smooth transition. “I’ve been in aluminum manufacturing for over 30 years and most of those years I either worked with or around the Westerns. We have the same business mindset and the Bear Track product ﬁt well with our existing lineup,” noted Suckow. Voyager also manufactures Yetti Fish Houses, an aluminum RV style ice ﬁshing house, Voyager Dock and Titan Deck.

March/April 2018

www.NATM.com

Bear Track Trailers Looks to Expand Dealer Network

Tracks The attention to detail ﬁrst initiated by the Westerns is still being incorporated into the product today. •

•

Custom extrusions: All Bear Track Trailers come standard with extruded, aluminum decking which eliminates deck warping, splinters and cracks. It also has custom side rails and a custom tongue which add to the trailer’s overall strength and rigidity. Touchpoint weld system: Every single point of contact is welded where the deck meets the cross members, adding strength and rigidity to the trailer.

•

Wishbone tongue design: All Bear Track trailers come standard with a wishbone tongue design, adding extra strength to the tongue and trailer frame.

•

WireGuard enclosed and jacketed wiring system: Bear Track’s WireGuard system ensures that the wiring is protected from the elements and is something you never need to worry about. The harness is corrosion resistant and virtually maintenance free.

Along with the attention to detail for quality, Bear Track trailers also feature: •

Bolt-on aluminum fenders: These fenders allow for hassle-free replacement if damage occurs.

•

Aerosmart bi-fold end gate: Bear Track Trailers was the ﬁrst manufacturer to introduce a bi-fold end gate. The low-proﬁle design creates less drag, making for an easier pull. Product Lineup

Much like the company, the Bear Track product lineup has evolved over the years. The equipment people use is continually increasing in size and the trailers need to increase with it.

•

Motorcycle trailers: A “V” front design helps to protect motorcycles from rocks and other debris while traveling down the road.

In the last two years, Bear Track has made signiﬁcant investments in new trailers and ﬁlling out their product lineup. •

Heavy-duty utility trailers: They have recently introduced HD trailers with large carrying capacities and sizes up to 20’ in length.

•

Tilt utility trailers: Loading and unloading is fast and convenient with a tilt bed and no end gate.

•

Car haulers and heavy-duty car haulers: Full line of trailers that oﬀer 5,500 and 8,000 lb. carrying capacities.

•

Enclosed trailers: Introduced in January 2018 – Bear Track is now oﬀering a small lineup of all-aluminum enclosed trailers. Setup for Growth

When Voyager Industries purchased Bear Track Trailers the main goal was to grow the brand. Voyager had the space and now, with a full lineup of trailers, they are ready to expand. “We are actively looking to expand our dealer and distributor network. Our network and brand name in the upper Midwest is very strong, but there is a lot of territory that has potential for us. We take pride in the product we produce and the customer experience we create and we look forward to ﬁnding partners that feel the same,” states Gary Suckow. If you are interested in learning more about Bear Track Trailers, visit their website at: www.beartracktrailers.com, or contact them at (800) 417-0504 or info@beartrackproducts.com.

The initial lineup included: •

Utility trailers: The company started with basic sizes and have added to the lineup over the years. Today, there are 12 trailers ranging from 53” to 82” wide and up to 192” in length. The lightweight trailer uses a formed and hardened tongue to create a low-proﬁle trailer that is easy to load.

•

ATV/UTV and snowmobile trailers: A variety of sizes and capacities are available in the deck over trailer lineup.

www.NATM.com

March/April 2018

NATM Debuts Education Committee

Tracks

NATM Debuts Education Committee by Bill Tofflemire, NATM Membership & Education Director and Lane McNeil, NATM Events Coordinator The mission of NATM is to promote trailer safety and the success of the trailer manufacturing industry through education and advocacy. Over the last two years, the Association has been working to bring more education on the key issues facing the light- and medium-duty trailer industry to NATM members. In an effort to expand and improve knowledge of the NATM membership, a new committee was launched in 2018. The Education Committee will focus on developing annual educational programming in different mediums. These include the NATM Convention, NATM Regional Educational Workshops and webinars. The committee will study the challenges and opportunities facing the industry and curate content around those topics. While the Association is aware of many of the challenges facing the industry including recruiting and retaining skilled workers, how tax reform and health insurance changes will impact your business, complying with Early Warning Reporting

QUALITY

INNOVATIVE

and recalls, how emerging trends will impact the industry and risk management concerns, your experiences can provide the most meaningful insights for where the committee can focus its energy. Events coordinator, Lane McNeil and membership & education director, Bill Tofflemire, are the staff liaisons for the committee. The committee will be reviewing and confirming suggested topics for the 2019 Convention workshops, for 2018 Regional Educational Workshops and for webinars soon! Please submit proposals for industry education, or any suggestions you have for topics that are educational in nature or direct solutions to the challenges your business is experiencing to Bill Tofflemire, membership & education director, and Lane McNeil, events coordinator, at Bill.Tofflemire@natm.com and Lane.McNeil@Natm.com prior to May 15.

SIMPLICITY

RELIABLE

These are the values of Futura Trailers. Crafted by experts in trailer manufacturing and built to the highest standards. Futura Trailers are now selling in the USA and they’re seeking interest from reputable dealers that share these values.

IMPRESSIVE

Futura Trailers are remote operated, high-strength, lightweight, low-loader trailers suitable for almost any vehicle, especially popular with Classic and Prestige Car enthusiasts and Motorsport competitors, Futura is building a reputation as of the best Trailers available for these markets. For more information on Futura Trailers and becoming a dealer, please contact: Dylan Hughes, Global Sales Manager sales@futuratrailers.com

March/April 2018

www.futuratrailers.com

www.NATM.com

OSHA Update: Top Violations, Electronic Reporting and Log Summaries

Tracks

OSHA Update: Top Violations, Electronic Reporting and Log Summaries

Content provided by Josh Gurley and Andrew Dearing of Trailer Makers Insurance

Top 10 OSHA Violations in 2017 Although every business has unique workplace hazards, many businesses also share common pain points that threaten employee safety and can lead to costly OSHA violations. OSHA recently released its 10 most frequently cited violations during its ﬁscal year 2017, which started in October 2016 and ended the following September. OSHA’s list of frequently cited violations may help you identify common pain points in your workplace. Here’s the list of the top 10 violations in 2017: 1.

Fall protection: 6,072 citations—Falls from ladders and roofs still account for the majority of injuries at work and the first step in eliminating or reducing falls is to identify all hazards and decide how to best protect employees. Hazard communication: 4,176 citations—This standard governs hazard communication to employees about chemicals that are both produced or imported into the workplace. Most violations concern the failure to develop a written hazard training program or failure to provide a Safety Data Sheet for all workplace chemicals. Scaffolding: 3,288 citations—The vast majority of scaffold accidents can be attributed to planking or support giving way. Employers should ensure that all scaffolding is set up and inspected by a qualified employee before it’s used.

Respiratory protection: 3,097 citations—Employers must establish and maintain a respiratory inspection program to protect employees from oxygen-deﬁcient atmospheres and hazardous materials.

Lockout/tagout: 2,877 citations—Employees who service mechanical and electrical equipment face the greatest risk of injury if logout/tagout standards aren’t

Ladders: 2,241 citations—Most ladder violations occur when ladders are used for purposes other than those designated by the manufacturer, when they aren’t used on stable surfaces or when defective ladders aren’t taken out of service.

Powered industrial trucks: 2,162 citations—Many employees are injured when lift trucks or forklifts are driven oﬀ of loading docks or when they fall between docks and unsecured trailers.

Machine guarding: 1,933 citations—Machine parts can cause serious injuries, but the risk is substantially reduced by installing and maintaining proper machine guards.

Fall protection training requirements: 1,523 citations— Employees should be trained to use fall protection methods such as guardrails, safety nets and personal fall arrest systems and employers should verify that employees have been trained by preparing written certiﬁcation records.

10. Electrical wiring methods: 1,405 citations—The most common electrical wiring violations include failure to install equipment according to the manufacturer’s instructions and failure to guard electrical equipment. Electronic Reporting in 2018 and Beyond OSHA’s final rule on electronic reporting requires certain employers to submit data from their injury and illness records electronically. Affected establishments must use the agency’s Injury Tracking Application to submit information from their OSHA 300A Forms. Originally, the first reporting deadline was set for July 1, 2017, but after a series of delays, OSHA extended the first reporting deadline to Dec. 15, 2017. However, OSHA accepted electronic reports until Dec. 31, 2017, without imposing any penalties.

properly followed.

March/April 2018

www.NATM.com

OSHA Update: Top Violations, Electronic Reporting and Log Summaries

Tracks The following is a summary of important reporting deadlines:

OSHA Log Summaries Were Required to be Posted by Feb. 1

•

Dec. 31, 2017—Deadline for employers to submit injury and illness data from 2016.

•

July 1, 2018—Deadline for employers to submit injury and illness data from 2017.

•

March 2 (2019 and beyond)—Deadline for employers to submit injury and illness data from the previous calendar year.

All employers who are required to keep and maintain an OSHA Form 300 injury and illness log were required to post their OSHA Form 300A summary sheet in their workplaces by Feb. 1, 2018. The summary must list the total number of job-related injuries and illnesses that occurred during the previous calendar year and must remain posted in a common area until April 20, 2018.

Not all employers and establishments are required to submit records electronically. Here are the requirements for the ﬁnal rule: •

•

Establishments with 250 or more employees that are required to keep injury and illness records must electronically submit information from their OSHA 300A, 300 and 301 Forms (only 300A for the ﬁrst reporting year). Establishments with between 20 to 249 employees that are part of a high-risk industry group must electronically submit information from OSHA Form 300A.

www.NATM.com

Employers with 10 or fewer employees or those in certain low-risk industries are partially exempt from OSHA log posting requirements. For more information on OSHA recordkeeping requirements or to download the required forms, visit OSHA’s website. For more information, contact Josh Gurley and Andrew Dearing of Trailer Makers Insurance by calling (478) 397-6086, emailing adearing@trailermakersins.com or jgurley@trailermakersins or visit their website at www.trailermakersins.com.

March/April 2018

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NATM Welcomes Four New Board Members

Tracks

NATM Welcomes Four New Board Members By Kendra Ansley, NATM Executive Director

The NATM Board of Directors is responsible for the growth and development of the Association. It develops plans and programs for the Association that adhere to the mission and goals of the NATM Strategic Plan.The board consists of volunteers from 12 regular, trailer manufacturing, members and four associate, supplier, members. Members of the board are elected by the membership. Each board member's term is three years, with elections being held annually. Although many members are familiar with these gentlemen, for those who are not, NATM is happy to introduce the board members who will continue the rich tradition of advocating for and improving the trailer manufacturing industry and the Association.

John Kerr Marsh & McLennan Agency

Leo Akins Forest River

John Kerr was NATM’s 2017 Associate Member of the year. He serves as Director of Trailer Manufacturing for Marsh and McLennan which provides product liability and workers’ compensation insurance specifically designed for trailer manufacturers. He has spent 15 years working with trailer manufacturers delivering comprehensive insurance solutions to meet their needs. John has presented twice at NATM conventions, exhibited at every convention since joining, attended every Regulatory Roundup since joining and has been a member of the NATM Government Affairs and Government Affairs Outreach Committees. He has also been a regular convention sponsor as well as contributor to Tracks magazine. Prior to his career in insurance, he worked as a legislative advisor and has applied that knowledge to his work on the Government Affairs committee and its initiatives. During his tenure with NATM, John has met with more than 20 Congressmen and women on behalf of the Association.

Leo Akins has spent 31 years in the trailer industry, the last 18 of those having been with Forest River as their Corporate Director. As the Corporate Director, Leo oversees Quality Assurance, Codes and Standards, PDI and the Oﬃce of Corporate Compliance. Leo serves on the NATM Government Aﬀairs Committee and has presented at the NATM Convention as well as two Regional Educational Workshops. He is passionate about the industry and is looking forward to the opportunity to work with others to improve it. Leo has experience with legislators and is involved with numerous other industry organizations including; RVIA Plumbing/Electrical/Heating/Fire & Life Safety (Chair), Standards Steering Committee, RVST, TSIC, Vehicular Components, NHTSA and the ANSI 1192 and 1194 committees.

March/April 2018

www.NATM.com

NATM Welcomes Four New Board Members

Tracks Justin Kurth Tracker Marine

Jon Devitt Midwest Industries

Justin is the Compliance Manager for Tracker Marine, a company that builds boat/recreation trailers. Justin has served on the Board of NMMA, ABYC and CE/ISO as well as involvement with USCG, EPA, CARB, SAW, ASTM and U.S. Department of Wildlife U.S. delegate to the United States National Committee. He has worked in engineering with his primary function being compliance, regulatory review and implementation and legal interpretation for domestic/international manufacturing. His involvement with NATM has been indirect, predominately in the usage and interpretation of the regulations and requirements for manufacturing. When asked why he is qualiﬁed, Justin states, “I’m adept at understanding and approaching complex articles of regulation and industry requirements with an unbiased approach, focused on the intent of building a safer product over increasing the bottom line or proﬁt.” He also has experience with legislators.

Jon Devitt was appointed to fill a vacant seat on the NATM Board of Directors. He is the Chief Product Officer/VP of Engineering for Midwest Industries, a company that builds ShoreLand’r boat trailers. Jon currently sits on the NMMA board. Jon began his career at Midwest Industries as a Mechanical Engineer in 1997 and became the Engineering Manager in 2001. His board experience includes Chairman of Boat Trailer Manufacturers Association (NMMA MACD Division) from 2012-2016 and Director of NMMA Board of Directors & Marine Accessories and Components Division (MACD) of NMMA. He is a current member of the NATM Technical Committee and has participated in the NATM Regulatory Roundup in the past when it was part of the American Boating Congress. When asked to describe why he is qualified Jon says, “I have worked in the marine industry for almost 30 years and have been a trailer boater since I could drive and feel I can bring insight and experience from the marine segment of the trailer industry.”

www.NATM.com

March/April 2018

Neckover Trailers

Now Accepting New Dealers for 2018!

www.Neckover.com 1-866-235-5889 or 903-842-3107 938 South Railroad Troup Texas, 75789

BetterMade Trailers: Building Quality Trailers, Building Quality Lives

Tracks

BetterMade Trailers: Building Quality Trailers, Building Quality Lives

By Keith Simpson, Operations Manager, BetterMade Trailers

BetterMade Trailers, Jacksboro, Tenn., makes it their mission to not only specialize in building high-quality dump, utility and equipment trailers, but also to build better lives through their A New Beginning program. With a shortage of skilled labor in manufacturing industries across the nation and limited job opportunities in Appalachia, BetterMade Trailers is proud to build in the United States and do their part in increasing the number of skilled workers in Campbell County, Tenn. through their jail-tojob program that trains the previously incarcerated and creates a safer, stronger community.

The staff of BetterMade Trailers have over 100 combined years of experience and are highly knowledgeable about manufacturing trailers that meet people’s needs. It is their firsthand knowledge and need that encouraged BetterMade Trailers to start their company: they needed trailers that could stand up to the daily wear and tear of their industrial jobs. They were tired of buying trailers that disappointed in performance and durability, not to mention appearance after a few hauls. After one particularly frustrating haul, they decided to put their knowledge and experience to use and founded BetterMade Trailers. Their mission is to raise the quality standards in the industry with dump, utility and equipment trailers that offer the best in performance, durability and appearance. To meet the toughest demands, they use E-Z Lube Hubs, junction box lighting systems, DOT-approved LED lighting, the number one treated lumber and a two-part epoxy primer and topcoat system exclusively from PPG. Their trailers provide an effortless hauling experience with a smooth ride that also looks good. Their trailers are built to last through the years and that’s what you would expect from a trailer that’s “better made.” Whether hauling gravel, mulch, tools, or tractors and large equipment, BetterMade Trailers have made it their mission to manufacture the best trailer for the job and strive to meet the industry-need for contractor-grade trailers. The company makes a concerted effort to listen to

March/April 2018

www.NATM.com

BetterMade Trailers: Building Quality Trailers, Building Quality Lives

Tracks the frustrations dealers and customers have regarding trailers that are not made for everyday use. BetterMade Trailers are the solution for contractors, landscapers, roofers, outdoorsmen, or anyone who needs a reliable and worry-free trailer. BetterMade offers their trailers in a variety of models. Dump trailers are available in three sizes with the option for a single spreader gate or combo gate package including a barn door, D-rings and ramps. Utility trailers come in various sizes with tandems available. BetterMade currently has one equipment trailer model with plans to expand the line in the future. They are also very excited to begin offering cargo trailers later in 2018! The BetterMade team is experienced in manufacturing cargo trailers and will offer custom interiors from heating and cooling to windows, tool boxes and more. Like all BetterMade Trailers, their cargo trailers will be superior quality with excellent performance and durability. In addition to their focus on quality, BetterMade Trailers takes pride in providing exceptional customer service. With their experience in industrial companies, BetterMade understands the needs of the end-users and are equipped to help their dealers meet those needs. The company views their dealers as partners and works to develop long-term, mutually beneficial relationships with them. They provide their dealers exclusive territories and the resources they need to be successful. For more information about becoming a dealer, visit: www.bettermadetrailers.com. BetterMade Trailers is located in eastern Tennessee, a great location for serving the Southeastern United States. They are proud to be made in the USA and to create jobs in Appalachia. At BetterMade Trailers, they are not only building quality trailers; they are building quality lives. Through their jail-to-job program called A New Beginning, BetterMade Trailers offers jobs and training to the previously incarcerated in Campbell County, Tenn. The men in the program have chosen to stop the cycle of opioid addiction and work toward changing the direction of their www.NATM.com

lives. BetterMade Trailers' customers can take pride in helping to support the program as these men ﬁnd renewed purpose, trade skills and employment to sustain a healthy lifestyle. In addition to providing opportunities to those who otherwise would not have an opportunity, A New Beginning is helping to increase the skilled workforce in their area. Their hope is to inspire other businesses to launch similar programs, building stronger and safer communities. BetterMade Trailers’ goal is to not be just another trailer manufacturer. They strive to go above and beyond to not only build exceptional trailers but to also build lasting relationships and successful lives. To learn more about their trailers and A New Beginning, visit their website: www.bettermadetrailers.com. About BetterMade Trailers BetterMade Trailers proudly manufactures superior quality dump, utility and equipment trailers in Jacksboro, Tenn. Since 2016, BetterMade Trailers has developed a reputation for outstanding performance and durability and exceptional customer service. For more information, visit www.bettermadetrailers.com or call (888) 321-2516. BetterMade Trailers is a BMT Manufacturing LLC company. About BMT Manufacturing LLC BMT Manufacturing LLC is a diverse manufacturing and service company located in Jacksboro, Tenn. BMT is committed to providing superior customer service, supplying the materials customers need when they need them. March/April 2018

Arch Cargo Bryan Poage, Inc.

Hobo Adventure Trailers, LLC

CardConnect

MegaFab PiranhaWhitney-Bertsch

Denney Brothers Fabrication, LLC

Mid America Trailer, Mfg., LLC

Elsey Mfg., LLC

Pierce

FNA Group, Inc.

RTM Services

Global Link Distribution Windrock Trailers, Inc.

NATM Membership Update

Tracks

NATM Membership Update By Bill Toﬄemire, NATM Membership & Education Director 2018 membership numbers are oﬀ to a strong start and are up 5.5 percent from year-to-date comparisons to 2017. As of Jan. 30, 2018, NATM has a total of 935 members. The membership breaks down as 429 Regular Members, 51 Branch Regular Members, 25 International Regular Members, 388 Associate Members and 42 Branch Associate Members.

Branch Associate Members 5%

NATM MEMBERSHIP

Regular Members 46%

If you work with or supply other companies that would be a good fit for NATM membership, please let NATM know! NATM encourages that members do business with members and by bringing more suppliers, service providers and trailer manufacturers into the Association, NATM can further strengthen and improve the light- and medium-duty trailer industry. Contact Associate NATM Membership & Education Director Bill Tofflemire at Members 41% (785) 272-4433 or Bill.Tofflemire@natm.com. International Members 3%

www.NATM.com

Branch Regular Members 5%

March/April 2018

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Thank You to the 2018 Convention & Trade Show Sponsors

Tracks

Thank You to the 2018 Convention & Trade Show Sponsors Based on contracts received as of Feb. 12, 2018

March/April 2018

www.NATM.com

NATM Convention Returns to Florida in 2019

Tracks

NATM Convention Returns to Florida in 2019 by Lane McNeil, NATM Events Coordinator

NATM is pleased to be headed back to Disney’s Coronado Springs Resort in Lake Buena Vista, Fla., for the 31st Annual NATM Convention & Trade Show, Feb. 19 – 21, 2019. This location has yielded three of NATM's largest gatherings to date. The Coronado Springs Resort will not only serve as the host hotel, but as the site of educational sessions, meetings and the trade show. The resort features a pool with a waterslide, hammocks lining a pond, multiple onsite restaurants and free shuttles to nearby Disney World parks. The discounted NATM rate for Disney’s Coronado Springs Resort is $165/night. Plan on coming early, staying late and bringing your family! Based on hotel availability, the rate will be available for the two days prior to the convention, as well as the two days post should attendees want to extend their stay. Disney is known for their service and Disney’s Coronado Springs Resort will not disappoint.

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 $500 to $50,000 to ﬁt any budget. Being a sponsor allows you to select your booth before previous exhibitors and the general membership, as well as provides a wide range of exposure, both electronically on NATM’s website and mobile app and in print on the convention program map. This creates name recognition which helps drive customers to your booth. Watch your email for sponsorship information coming in May! For more information about NATM’s 2019 Convention & Trade Show, including sponsorship opportunities and exhibit space, contact Lane McNeil at Lane.McNeil@natm.com or call (785) 272-4433.

Schedule Change The 2019 schedule of events will be very similar to 2018 but with one major change. The entire show is moving up one day. One of the NATM Convention Committee’s goals is to keep enhancing the program and to make the event more worthwhile every year. NATM hopes with this change attendees will stay longer on the trade show ﬂoor and wrap up the convention by attending the closing event on Thursday night. Golf Tournament The golf tournament will be held on Monday, Feb. 18 at a nearby course. The cost to play in the golf tournament is $150 and attendees will be able to sign up when registration opens in early September. Players will be transported to and from the golf course and lunch is included. Booth Selection Trade show space has opened up to the 2018 sponsors to begin selecting their booths. The opportunity to select space for non-sponsoring exhibitors will begin May 10 and the general membership and non-members will be allowed to choose booth space beginning June 21. For more information about the booth selection process, turn to page 82.

www.NATM.com

For 20+ years, Playcraft Trailers has manufactured industry leading, high-quality trailers for dealers and consumers in the Southwest & West Coast. Recently our success allowed us the opportunity to move into a fully functional 7 acre facility. This expansion gives us the space for higher production numbers and even more growth. We pride ourselves on the diversity of our trailers and our ability to provide standard AND customized versions for each trailer we manufacture. Some of the features our current dealers enjoy sharing with clients are the Rockwell American EZ Lube axles, the Treadflex which protect the fenders from rock damage, and our expertly hidden & protected wiring. We sell top tier trailers across the Southwest/West Coast, all of which include LED lights, mounted safety chains and a long list of options meant for a multitude of recreational and p professional activities.

Give us a call at 602-271-0117 to contact our dealer representative. March/April 2018

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You set goals for your business, and we want to help you reach them. Our Commercial Distribution Finance team will take the time to understand your business and will use these informed insights to provide you with relevant inventory ﬁnancing solutions and service. With our in-depth experience, proprietary analytical tools, and commitment to dealers and manufacturers of trailers, we’re focused on your success now, and for the long term. To learn more about how we can work together to move your business forward, visit cdf.wf.com/natm or give our trailer team a call at 1-844-202-8231.

© 2018 Wells Fargo Commercial Distribution Finance. All rights reserved. Products and services require credit approval. Wells Fargo Commercial Distribution Finance is the trade name for certain inventory financing (floor planning) services of Wells Fargo & Company and its subsidiaries. IHA-5314202

Charmac Trailers Celebrates 40,000 Trailers

Tracks

Charmac Trailers Celebrates 40,000 Trailers By Clark Pierson, Sales and Marketing, Charmac Trailers

Charmac Trailers is celebrating their Ruby Anniversary this year. They have been a staple in Twin Falls, Idaho for over 40 years. Founded by Max and Charlene Casperson, the company was named Char-Max which eventually evolved into Charmac. Max, being the entrepreneur he was, saw an opportunity to purchase the Farm and City Store located in Twin Falls, Idaho and the couple decided to take on a new adventure. Max and his young family ran the store for a few years and noticed that people were buying trailer components to fix and build their own horse and livestock trailers. It only took a short time and the entrepreneurial spirit took over again, Max found himself acquiring trailer materials from Oklahoma. Max would make those long drives and bring back loads of material. The first Charmac Trailer was produced in 1977 in the back of the Farm and City Store. It wasn’t long after the production of the first trailer that the orders for horse and livestock trailers started to stack up. Charmac was on its way to becoming a well-known company. With orders coming in, it was time to find a new location to call home. In 1978 Charmac acquired the property where they are currently located. In the early days their facility consisted of a few small buildings and was a far cry from the current 100,000 square feet of manufacturing space that exists today. Founding NATM In the mid 1980’s, Max Casperson, Bill Bernhardt and Bill Jackson were looking for some regulation in the trailer industry. At this time, anyone with a Lincoln welder and a garage was a trailer builder, however this did not mean they were doing it 80

March/April 2018

correctly. Issues included under-sized axles and heavy tandem trailers with no brakes. The industry was young and needed regulation to keep it going and to keep people safe. This first meeting was in Chickasha, Okla. These three moguls of the trailer industry pulled a few dollars out of their pockets and made a plan to found the National Association of Livestock Trailer Manufacturers, now known as the National Association of Trailer Manufacturers (NATM). Thirty years later, NATM has fought countless battles on behalf of Charmac and others in the light- and medium-duty trailer industry. Max recalled one instance when manufacturers were having trouble exporting trailers into Canada because of changes in regulations. The NATM went to the U.S. Department of Transportation and helped seek clarification, which allowed trailers to flow through the borders once again. The NATM made it possible for a standard to be established and to create continuity throughout the industry. Max had his young family participating in the Farm and City Store and Charmac from its inception. His two oldest sons were pivotal in growing the family business. Lloyd and Craig Casperson where heavily involved for many years and took the business to new heights. Lloyd, CEO, has two of his sons working for Charmac as well, making Charmac a third generation family business. This type of small, family owned business is becoming more and more rare and the company is proud that Charmac remains strong through each new generation of the Casperson family. www.NATM.com

Charmac Trailers Celebrates 40,000 Trailers

Tracks

In the beginning, Charmac’s product line consisted of steel horse and livestock trailers. The evolution and progression of Charmac products has helped them maintain their place as an industry leader. Charmac is always looking for innovative and unique options. For example, Charmac was the first horse trailer manufacturer to introduce slant load trailers, which is now an industry standard. In the late 80’s, Charmac started manufacturing aluminum trailers. In the early 90’s, Lloyd Casperson had the vision that Charmac needed to diversify its product line further. They introduced cargo and motorsport trailers which became paramount in the success of Charmac. Currently, Charmac distributes to eleven states in the Western United States and Western Canada. All trailers are produced from global raw materials and produced in the USA and distributed from their plant in Twin Falls, Idaho. Currently, they produce about 1200-1500 trailers per year. To this day, the details are what matter. Charmac is well known for building high quality products where the fit and finish are second to none. In September of 2017, all of Charmac’s trailer dealers gathered for the annual dealer meeting and helped to celebrate the

www.NATM.com

momentous achievement of the 40,000th trailer built by Charmac. The trailer was a 30’ Goose Neck Tri-Sport whose design is a stark difference from the company’s humble beginning. This TriSport is used for carrying snowmobiles, ATV’s, side-by-sides and cars. Some of the options put in this trailer would have felt like science fiction back in 1977, including heaters, cabinets, LED lights, rubber diamond plate and so much more. From a simple idea and a few goals, Charmac has grown and flourished over the years. It would have been hard to imagine the growth of Charmac during the early days of building trailers behind the family’s Farm and City Store. Over the course of 40-years, Charmac trailers have been pulled by many including Dean Martin, Willie Nelson, Wilford Brimley, Shawn Davis, Tom Chambers and even Reba McEntire. It is exciting to see what the future has in store and who will be pulling a Charmac next. Maybe you and your customers! Charmac is looking for more trailer dealers to join the Charmac family. For more information, visit www.CharmacTrailers.com or call (800)-544-7904.

March/April 2018

Booth Selection Process for the 2019 NATM Trade Show

Tracks

Booth Selection Process for the 2019 NATM Trade Show by Lane McNeil, NATM Events Coordinator NATM is excited to be using Map Your Show’s online booth sales software again for its 31st Annual Convention & Trade Show in Lake Buena Vista, Fla., Feb. 19-21, 2019. This program proved to be a time saving and far less frustrating process for exhibitors. There is no more waiting around until your contract arrives to see what booth you have been assigned. This user-friendly software will allow you to select your desired booth in real time! The opportunity to select exhibitor space at the 2019 trade show has been made available to suppliers and service providers in the following phases: Phase 1: 2018 sponsors choose their booths ﬁrst in the order of their sponsorship levels during the following dates: $30,000 and higher: April 2nd- April 5th $10,000-$29,999: April 6th- April 12th

During the completion of the online application, exhibitors pay for their booth(s) online via credit card. Once NATM show management 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 or would like to be a sponsor at the 2019 Convention & Trade Show, contact NATM Events Coordinator Lane McNeil at Lane.McNeil@natm.com or call (785) 272-4433.

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$1,000-$2,499: May 3rd -May 9th Phase 2: 2018 non-sponsor exhibitors select their booths May 10-June 20. Phase 3: The general membership and non-members will be allowed to choose booth space beginning June 21. The 2018 sponsors and exhibitors that sign up before June 21 will receive a $200 discounted rate of $1,200 per 10’x10’ booth. The rate for any member that signs up for booth space after June 20 will be $1,400 per 10’x10’ booth. Booth spaces for non-members of NATM are $2,800. 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. Within this email, a unique code is provided that, when entered, pre-populates the online booth sales application. Within the application, exhibitors can view the 2019 show ﬂoorplan and select the desired booth(s). 82

March/April 2018

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Patriot Campers Visits NATM Headquarters

Tracks

Patriot Campers Visits NATM Headquarters By Colin Holthaus, NATM Technical Director

In 2017, Patriot Campers visited NATM Headquarters in Topeka, Kan. Justin Montesalvo, President and CEO of Patriot Campers, made the trip to the U.S. with his two sons Christian and Ashton along with Patriot’s media specialist Benny Godfrey to document their journey across America with videos and social media posts for their “Patriot Games” online show. The group ﬂew from Brisbane, Australia to Indianapolis, Ind. Once they arrived in the United States, they rented a crew cab dually to pull their 42 ft. enclosed trailer that had room to transport the three Patriot Campers inside. Their ﬁnal destination

March/April 2018

was Moab, Utah for the Easter Jeep Safari event to display their campers to the 4x4 oﬀ road community and to take advantage of the location and have some fun enjoying the outdoors themselves. Patriot Campers had recently joined NATM and it only made sense for them to complete their compliance consultation while they were in the United States traveling with their trailers. Always looking to multi-task, Patriot also invited their trailer wrap installation specialist to make some ﬁnal adjustments to the graphics on their large enclosed trailer during the visit.

www.NATM.com

Patriot Campers Visits NATM Headquarters

Tracks Since they were traveling from east to west on I-70, they brought their trailers to NATM to complete the consultation. It was the first time an international member visited the NATM Headquarters. It is rare for compliance consultations to take place at the NATM office, as it is usually more convenient for members when NATM staff travel to their facilities. NATM Technical Director Colin Holthaus met Justin Montesalvo and company as they passed through Kansas. Once they utilized their winch system to back their Patriot Camper out of their larger enclosed trailer, the consultation proceeded without a hitch. Holthaus gave them a tour of the NATM Headquarters. Residing in Gold Coast, Queensland, Australia, they were intrigued with the “tornado shelter” placard heading down the basement stairs in Topeka, Kan. It felt, to them like something out of the movies. Tornadoes are not an issue for the Patriot team back in Queensland. Holthaus welcomed them to the Midwest by providing them with a quick lesson on the wheat and beef industry in Kansas and offered the Queensland crew some real mid-west beef jerky made fresh from a local meat shop. Justin’s sons said they liked it better than the vacuum sealed packages of beef jerky they got from the truck stops on the rest of their trip.

Patriot Games which was shown on Channel 9 in Queensland. The entire action-packed episode can be viewed at: www.patriotgames.com.au. NATM would like to thank Justin and the Patriot Campers family for stopping by the NATM headquarters and completing their consultation. For more information on Patriot Campers and their trailers, visit their website at: www.patriotcampers.com.au.

Patriot Campers traveling to Kansas provided everyone involved with an educational experience, whether the topic was U.S. Federal Motor Vehicle Safety Standards (FMVSS), SAE standards, trailer industry best practices, or world geography. While at NATM Headquarters completing the consultation, the group shot video footage with a drone camera system and Garmin VIRBs to record all the action. They combined that with video from Moab, Utah and the rest of their U.S. excursion for their TV Show www.NATM.com

March/April 2018

NATM Member News

Tracks

state competition in June. It will be for our track & ﬁeld and swimming competition. It is a three-day event so we will be staying in a hotel and will need transportation for that trip,” said Beth Brummer, a Coach of the Golden Eagles team. “Our team is very good to each other. Our athletes and coaches encourage one another to fulﬁll our oath. They have so much fun just being together. Riding the bus and being involved in a team and a part of a group has been a growing experience for many of our athletes. Two of our athletes have gone on to become coaches and are doing a great job. We are so glad that this community has been so supportive and has given these athletes this treasured opportunity in their lives," said Beth.

Special Olympics Golden Eagles Check Presentation Pictured left to right: Jessie Petermeier, Jenna Sunderman, Rebecca Reller, Beth Bruemmer, Leah Bruemmer, Brenda Jennissen, Bonnie Radjenovich, Paul Radjenovich, Paul Pierskalla, Brenda Sunderman and Marty Sunderman.

Felling Presents Donation to Special Olympics Golden Eagles and Young Athletes Teams Sauk Centre, Minn — Felling Trailers, Inc. conducted its fifth annual online auction of an FT-3 drop deck utility trailer to benefit a non-profit organization, Special Olympics Minnesota in October of this year. To close the chapter on this year’s story, Felling Trailers, Inc. presented the donation checks to two Special Olympics Teams, Special Olympics Golden Eagles and Young Athletes teams. “Special Olympics Minnesota was very gracious to allow Felling Trailers to keep the donated funds local. The Special Olympics Golden Eagles team is comprised of participates from the Sauk Centre and Melrose, Minn. areas and the Young Athletes team of the Sauk Centre area," said Brenda Jennissen, CEO of Felling Trailers, Inc. The winning bid of $2,900 was divided between the two groups with $2,000 going to the Golden Eagles team and $900 going to the Young Athletes team. “It was truly a pleasure to meet those that will directly benefit from the dollars raised through our Trailer for a Cause Auction,” said Jennissen. The Golden Eagles team has close to 80 participants ranging from 8 years old all the way to 79. The athletes train and participate in competitions through the bulk of the year in a variety of sports such as: flag football, basketball,

March/April 2018

bowling, swimming and track & ﬁeld. An average practice day for the team starts with announcements and a warm-up period that includes stretches and a few exercises. Then they work on skills according to the speciﬁc sport, individual or team they are practicing. For team sports, they work on running plays together along with coaches working with each athlete individually to make them as successful as they can be. “The donation we received will be used for our upcoming

The Young Athletes team currently has 28 participants ranging in age from two to seven years old. The program is a stepping-stone, so to speak, that introduces children with and without intellectual disabilities to the world of sports. The team meets two times a year, fall/spring, for eight weeks. “We learn diﬀerent mechanics to basic sports skills like how to kick and to throw a ball," said Emily Dunn, Program Director for Young Athletes Sauk Centre. Along with motor skills, the children learn social, emotional and learning skills such as sharing, taking turns and following directions. Young Athletes is an oﬀshoot of the Special Olympics and is free to participants.

Special Olympics Young Athletes Check Presentation. Pictured from left to right: Jessica Hiltner holding Delaney Hiltner, Jessica Essler holding Ruby Essler, Betsy Dunn, Derek Essler, Brenda Jennissen, Lucas Himsl, Beau Himsl, Linus Dunn, Emily Dunn, Justin Willenbring, Ryan Ehresmann holding Anthony Ehresmann. www.NATM.com

NATM Member News “The funds received from Felling Trailers will be used for snacks, sports equipment and possibly some scooters for the kids. In the coming year we will also be offering a new program, Unified Juniors for kids ages eight to 17 years old with intellectual disabilities. We are very excited for that. Those without disabilities are welcome to be volunteers. We are always looking for volunteers to keep the programs running and successful,” said Dunn. With the Unified Juniors program, children learn more sport-specific skills and are introduced to the world of competitive sports in a gradual, fun way and learn about Special Olympics sports. The 2017 Trailer for a Cause FT-3 utility trailer was painted in Felling’s “viper red” and dawned a custom decal featuring the Special Olympics logo. Felling Trailers wanted to bring awareness of Special Olympics and help provide funding for the individuals who take part in and benefit from the events and services provided by Special Olympics Minnesota (SOMN). The online auction ran for 12 days, from Sunday, Sept. 24 at 12:00 p.m. through Thursday, Oct. 5th at 12:00 p.m. ending with a winning bid of $2,900. One hundred percent of the $2,900 winning bid benefits Special Olympics Minnesota. Special Olympics organization does not receive any government funding however they continue to grow thanks to the financial support from individuals, businesses, civic groups and events like Felling Trailers' Trailer for a Cause. The mission of Special Olympics Minnesota is to offer children and adults with intellectual disabilities yearround sports training and competition. Through Special Olympics’ athletic, health and leadership programs, people with intellectual disabilities transform themselves, their communities and the world. Opportunities exist for coaches and athletes to join the Special Olympics Golden Eagles team along with volunteers for the Young Athletes programs. For more information and resources, visit Special Olympics www.SpecialOlympics.org.

located in Central Minnesota. Started in 1974 by Merle J. and Kathy Felling, Felling’s daughters Brenda Jennissen and Bonnie Radjenovich now own and operate the company with their spouses Patrick Jennissen and Paul Radjenovich. Felling Trailers, Inc. has grown from a small shop to a factory and oﬃce complex that today covers over 260,000 square feet. Felling Trailers currently manufactures over 5,000 trailers a year ranging from a 3,000 lb utility trailer to a 120,000 lb hydraulic gooseneck trailer and its standard trailer line includes over 240 models. Felling’s pride and diﬀerentiation is its customized trailer division. Its engineers utilize the latest Industry-leading design techniques and its experienced metal craftsmen use cutting-edge technology to turn its customers' conceptual trailer needs into a tangible product. Felling Trailers continually researches and implements new technologies to reduce lead-time and increase production in the manufacturing plant. Felling Trailers provides a highquality product that is distributed across North America and internationally. For more information, contact (800) 245-2809, sales@felling.com or visit them on the web at www.felling.com. You can also follow them on Twitter (@FellingTrailers), Facebook (Felling Trailers, Inc.) and Pinterest.

H&H Trailers Expanding Iowa Operations Clarinda, Iowa — H&H Trailers, a division of Novae Corp., has announced an expansion of their manufacturing operations to a facility in Red Oak, Iowa. Since the acquisition of H&H Trailers by Novae Corp. in January of 2017, the Iowa plants in Clarinda have been systematically reorganized and debottlenecked to provide needed capacity for growth and improvement in overall responsiveness. This expansion will bring

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an additional 50,000 sq. ft. of production space to the current Iowa manufacturing footprint. Novae Corp. has invested in upgrading the Red Oak facility over recent months and the plant will run as a fully integrated trailer manufacturing plant, from weld to paint to ﬁnal assembly. Trailer production is scheduled to be underway by the end of January and the plant is currently hiring both skilled and unskilled labor positions in welding, powder coating and assembly. “Demand for the H&H Trailer brand has continued to outpace the growth of the overall utility trailer market. This expansion is necessary for H&H to stay ahead of the demand curve and to provide our dealers with the customer service and response time they need to support their businesses,” said to Troy Hanni, General Manager for Iowa Operations. About the Company Novae Corp. is a privately held company that was founded in 1995 and entered the trailer segment in 2000. Novae Corp. is one of the fastest growing companies in the trailer industry over the past decade and has consistently been in the Inc. 5000 list of America’s fastest growing private companies. For more information, contact H&H Trailers by Novae at (712) 542-2618 or visit www.hhtrailer.com.

LORD Corporation Introduces New Fast-Cure Urethane Adhesivesat Work Truck Show 2018 Cary, N.C. — LORD Corporation, a leader in developing and manufacturing high-performance adhesives, announces a new fast-cure, low exotherm, urethane family of adhesives designed to speed up work truck manufacturing processes, at the Work Truck Show® 2018 in the Indiana Convention Center. Used for heavy-duty truck, service bodies, vehicle accessories,

About the Company Felling Trailers is a family owned and operated Full Line Trailer Manufacturer www.NATM.com

By Novae

January/February 2018

NATM Member News

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recreational vehicles, marine and trailer manufacturing, the LORD 7800 Fast-Cure Urethane Adhesive bonds engineering thermoplastics, painted and e-coated metals and composites. Faster assembly and cycle times are achieved in customer manufacturing processes and it cures like an acrylic adhesive – but with the ﬂexibility and low exotherm of a urethane. The LORD 7800 twocomponent adhesive system can deliver extremely rapid cure to its ﬁnal strength with excellent sag resistance and easy mix ratio. Steve Webb, Senior Applications Engineer for Industrial Assembly for North America and Canada in LORD’s Performance Materials Group, will discuss the new family of highperformance adhesives in a press conference on Thursday, March 8 at 11:35 a.m. at Booth Number 5950.

“It’s exciting to introduce our latest adhesive at the Work Truck Show,” said Webb. “I am always impressed by the interest, attention and questions brought to our gatherings.” Webb joined LORD in 1998, working on adhesive formulations for automotive and industrial applications. He later managed the technical services support group for industrial adhesives and then supported the global integration of the various LORD corporate entities with the corporate products and strategy. Webb has further worked as business development in the military magnetorheological suspensions, national accounts manager for NVH solutions for military and aerospace customers and regional sales manager for adhesive for LORD in the Southeastern United States. The Work Truck Show is an annual showcase of the newest industry products, with industry-focused training courses and technical engineering representatives from hundreds of exhibiting companies. This year’s show takes place from March 6-9. LORD will be exhibiting at Booth Number 5950. For more information, please visit www.lord.com or call (877)-ASK-LORD.

About the Company LORD Corporation is a diversiﬁed technology and manufacturing company developing highly reliable adhesives, coatings, motion management devices and sensing technologies that signiﬁcantly reduce risk and improve product performance. For more than 90 years, LORD has worked in collaboration with our customers to provide innovative oil and gas, aerospace, defense, automotive and industrial solutions. With world headquarters in Cary, N.C., LORD has approximately 3,000 employees in 26 countries and operates 19 manufacturing facilities and 10 R&D centers worldwide. LORD actively promotes STEM education and many other community engagement initiatives. For more information, visit www.lord.com.

REDARC signs etrailer.com as its ﬁrst North American distributor REDARC is pleased to announce etrailer Corporation (d/b/a etrailer.com ) as their ﬁrst distributor for North America. This is a big milestone for REDARC’s export business as they look to strengthen the brand globally.

LORD 7800 AB Urethane Adhesive 200 mL Cartridge (002)

March/April 2018

www.NATM.com

NATM Member News Signing etrailer.com as the first distributor forms part of REDARC’s strategy into North America and its various market segments as it seeks to align with the best and most reputable bodies and organizations possible. etrailer.com are a wholesale distributor who supply towing products to trade outlets and dealerships as well as sell direct to the end consumer. They are the world’s leading online retailer of customfit towing accessories for over 3,500 vehicles. Speaking of the recent partnership, Export Manager, Craig Herriot said, “etrailer.com have a strong technical understanding of our products and are well-staffed to handle phone and email enquiries. “In addition, their speed to market is exceptional and with a warehouse located centrally in Wentzville, Mo., it aligns well with REDARC, as it allows us to service our key target market segments in RV, overlanding and trailering.” From Nov. 20, etrailer.com will be stocking a range of REDARC products on their website including tow-pro electric trailer brake controllers, dual battery chargers and dual battery isolators and accessories. The etrailer.com website provides a wealth of information such as images, product and installation videos, testimonials from customers and a vehicle reference guide to easily select products for the make and model. Free shipping is available on orders over $99 within the contiguous US states and their highly trained Customer Service Team

can provide product and technical support on the REDARC product range. REDARC’s range of electric trailer brake controllers and high-powered DC-DC battery chargers are highly innovative in the US market. Recently, REDARC was named a 2018 Global Media Award Winner at the 2017 SEMA show for its dual input in-vehicle battery chargers which charges a secondary battery bank via solar and DC inputs simultaneously. Last year, REDARC won the same award at the 2016 SEMA show for the Tow-Pro Elite Electric Trailer Brake Controller. The Tow-Pro Elite is the only brake controller to offer two operating modes and offers neat, simple installation thanks to its compact and flexible design. This exciting news is the latest step in growing the REDARC brand in North America. As a company that is almost 40 years old, REDARC have found success by investing 15 percent of its revenue back into R&D. About 25 per cent of its staff focus purely on innovation and can provide a full design and prototyping capability to meet the needs of its customers. “Innovation is about transforming ideas into outstanding commercialized products that create new global business opportunities,” says Craig. “We’re excited to strengthen our position and involvement in the North American trailer market and we see our product range to be the best we can offer in this market.” For more information about REDARC Electronics, contact Craig Herriot Export Manager REDARC Electronics, at cherriot@redarc.com.au.

TexTrail and Nuera Transport Join Forces to Create the Most Comprehensive and Fastest Growing Trailer Parts Distributor in North America Richardson, Texas and Cookeville, Tenn. — TexTrail and Nuera Transport are joining forces to create the most comprehensive and fastest growing trailer parts distributor in North America. Using scale and an expanded geographic footprint, the combined company will continue to grow and deliver even greater value and service to customers. Financial terms of the investment were not disclosed.

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With 29 locations strategically located across the United States and Canada, the combined company offers the finest selection of trailer parts in North America, including a full line of axles, ball and ball mounts, body and frame, dump bed components, brakes, cargo control, couplers, toolboxes, winches, jacks, hitches, locks and latches, marine, breakaway controllers and tires and wheels. “We are committed to providing the best service in the industry. By combining companies, we will be able to offer customers additional products, deeper inventory and the best value in the industry from our 29 warehouse locations,” said Dennis Webster, President of TexTrail, who will lead the combined company. “Our objective is to help customers build their business by getting them the products they need, when they need them, at competitive prices. We will continue to focus on our customer relationships to earn more of their business.”

“We see significant opportunities to use our greater scale to enhance service to customers, build out in key markets and add even more value to our business partners,” said Mike Perna, Nuera President, who will play an active role in the company during the transition. “This combination creates an industry leader with the most comprehensive suite of products and services.” About TexTrail The fastest growing trailer parts distributor in the U.S., TexTrail delivers the best parts at an exceptional value, all across the U.S. With a full line of cargo, utility, boat and horse and livestock trailer parts in 21 warehouses across 15 states, TexTrail always has ample inventory on hand. For more information, visit www.textrail.com. About Nuera Transport Since 1981, Nuera Transport has been helping customers that manufacture, sell and repair trailers succeed. With eight distribution centers strategically located in the United States and Canada, Nuera Transport offers the finest selection of trailer parts in North America. For more information, visit www.nuera-transport.com.

January/February 2018

NATM New Member Update

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Associate A.I.M. Supply Company 7337 Bryan Dairy Rd Largo, FL 33777 www.aimsupply.com • Adhesives/Tapes, Cleaners/ Chemicals, MROP Supplies, Paints/Coatings/Galvanizing, Tools/Equipment Benjamin Moore & Co./Corotech High Performance 320 Fullerton, Ste 200 Carol Stream, IL 60188 www.benjaminmoore.com/enus/contractors/corotech-highperformance-coatings • Paints/Coatings/Galvanizing Continental Automotive Systems, Inc. 4685 Investment Dr Troy, MI 48098 www.continental-corporation. com • Electric Brake Controls, Electrical, Engineering, Lighting

Sierra Pacific Engineering & Products 4041 Via Oro Ave Long Beach, CA 90810 www.spep.com • Hardware Tennessee Spring and Metal, LLC 295 Trousdale Way Hartsville, TN 37074 www.tennesseespring.com • Axles/Hubs/Springs, Fabricated Parts, Metal Stamping UBLights Lighting & Safety Products 529 Dowd Ave Elizabeth, NJ 07201 www.ublights.com • Lighting Vision LED 5070 Lindsay Ct, Unit B Chino, CA 91710 www.visionled-lights.com • Electrical, Lighting, Reflectivity

Regular

Controlled Automation 15701 W Sardis Rd Bauxite, AR 72011 www.controlledautomation.com • Metal Production Machinery

Advanced Marine Performance 1307 W Main Cotter, AR 72626 www.vexusboats.com • Aluminum, Specialty

Dave Carter & Associates, Inc. 3530 SW 7th St Ocala, FL 34474 www.davecarter.com • Adhesives/Tapes, Couplers, Electrical, Hardware, Jacks/ Landing Gear, Lighting, Living Quarter Accessories

AlumaIce LLC 53920 208th Ln Mankato, MN 56001 • Custom Design

March/April 2018

Bar H Welding, LLC 1381 E I 20 Access Rd Longview, TX 75603 www.barhwelding.com • Equipment, Gooseneck, Pole/ Pipe/Cable Reel, Specialty, Utility/Flatbed Biz On Wheels 1947 Scott Futrell Dr Charlotte, NC 28208 www.foodtrucks4sale.com • Concession Derstine Trailer Works LLC W7812 County Road O Thorp, WI 54771 • Equipment Easy UP, Easy GO Trailers 1709 E Pike Blvd Weslaco, TX 78596 • Motorcycle EDS AUTO INC 545 W M-60 319 Crane St Union City, MI 49094 • Auto Hauler GS Trailers Inc. 1090 Legion Rd Detroit Lakes, MN 56501 wwww.broadwaywelding.com • Custom Design Hilliard Creations 700-702 E Fair St Tucson, AZ 85714 • Cargo

Ballistic Trailers 2323 Grand Park Dr Grand Junction, CO 81505 • Aluminum, Auto Hauler, Custom Design, Utility/Flatbed www.NATM.com

NATM New Member Update

Tracks Holt Trailer Manufacturing & Sales LLC. 901 US Hwy 177 Asher, OK 74826 www.holttrailers.com • Agricultural/Farm, Auto Hauler, Custom Design, Equipment, Gooseneck, Landscape, Motorcycle, Portable Equipment, Snowmobile/ATV, Utility/Flatbed Industrial Video & Control Co. LLC 105 McDougall Ct Greensville, SC 29607 www.ivcco.com • Specialty Jaks Shacks 309 1st St N Browns Valley, MN 56219 • Custom Design, RV/Towable Malibu Boats 5075 Kimberly Way Loudon, TN 37774 www.malibuboats.com • Boat Manley Trailers 169 Industrial Blvd Eatonton, GA 31024 www.manleymetalworks.com • Agricultural/Farm, Aluminum, Auto Hauler, Cargo, Concession, Custom Design, Dump, Equipment, Gooseneck, Horse, Landscape, Livestock, Living Quarters, Mobile BBQ/ Smoker, Motorcycle, Portable Equipment, RV/Towable, Snowmobile/ATV, Specialty, Utility/Flatbed

MOZAIC PRODUCTS CORP. 27891 State Rte 7 Marietta, OH 45750 www.bunkhousecamper.com • Custom Design, Living Quarters, Specialty Road Runner Trailers Manufacturing 1091 Page St Richmond, BC V6V 2Y4 Canada www.roadrunnertrailers.net • Boat Trident Trailers 1203 Freeway Dr Reidsville, NC 27320 • Cargo, Custom Design, Equipment, Landscape, Motorcycle, RV/Towable, Utility/Flatbed USEMCO 1602 Rezin Rd PO Box 550 Tomah, WI 54660 www.usemco.com • Cargo Worldwide Trailer LLC 101 W Palmetto St Arcadia, FL 34266 • Cargo, Custom Design, Equipment, Gooseneck, Landscape, Specialty, Utility/ Flatbed YIS/Cowden Group, Inc 2603 Reach Rd Rear Williamsport, PA 17701 wwww.policespeedtiming.com • Aluminum, Custom Design, Dump, Landscape, Motorcycle, Portable Equipment, RV/Towable, Utility/Flatbed

www.NATM.com

March/April 2018

“Our trailers are top-of-the-line with heavier, higher-quality steel. So we protect them with a paint system that delivers exceptional durability and corrosion resistance—PPG.” JOEL BAUER AND TIM BURG, Co-owners, Midsota Manufacturing

When you build premium-grade steel trailers, it makes sense to protect them with a coating that offers the same qualities. For Midsota Manufacturing, a leading builder of dump trailers for over 40 years, the ironclad durability and high-gloss shine of PPG’s DELFLEET® family of coatings over a PPG High Solids Polyurethane primer is the perfect solution—one that delivers tough-as-nails durability and a beautiful finish for the long haul. Commercial Coatings from PPG. We’ve got you covered.

Proud member since 1989

©2017 PPG Industries, Inc. All rights reserved. www.ppgcommercialcoatings.com The PPG Logo and Delfleet are registered trademarks, and We protect and beautify the world is a trademark of PPG Industries Ohio, Inc.

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Warehouse & Headquarters | 10716 HWY 224, Commerce, TX 75428 (903) 886-4067 | FAX (903) 886-4768

™

IS OUR PURPOSE Proud member of The National Association of Trailer Manufacturers

As a third-generation, family-run business since 1938, M.H. Eby understands your passion and commitment to giving customers your best, and builds those values into each and every trailer.

Dealer opportunities available in select areas!

EBY livestock and equipment trailers combine superior structural integrity with the value-added beneﬁts of aluminum—lower trailer weight, higher payload capacity, improved fuel economy and protection against corrosion.

If you are interested in joining EBY’s growing dealer network, contact Erin Varley.

Take a look, and you’ll see why the EBY name is found on farms and job sites across North America!

717-354-1412 erin.varley@mheby.com

EBY designs and manufacturers a complete line of aluminum agri-transportation equipment, including livestock boxes, semi-trailers, truck bodies and more.