September/October 2015 Volume 28 Issue 5
Special Fall Issue $100 Full Registration and Truck Giveaway for Trailer Manufacturers at the 2016 NATM Convention & Trade Show Page 82
NATM Achieves ISO 17020:2012 Certification Page 22
How to Keep Your Trailers (and Reputation) from Corroding Page 42
Page 34
Midsota Manufacturing, Inc. Awarded 2015 Outstanding Enterprise Award Page 30
Delta Trailers: Building a Tradition Page 38
NATM Headquarters • 2420 SW 17th St. • Topeka, KS 66604• (785) 272-4433 • Fax: (785) 272-4455 On the Cover: MAXXD by NATM Member Maxey Trailers are featured on page 34. STAFF Communications Director Meghan Ryan Meghan.Ryan@natm.com Executive Director Pam Trusdale Pam.Trusdale@natm.com Assistant Director Kendra Fritz Kendra.Fritz@natm.com Technical Director Russ Moore Russ.Moore@natm.com
Tracks
Events Director Allison Malmstrom Allison.Malmstrom@natm.com Compliance Director Greg Soden Greg.Soden@natm.com Marketing Coordinator Kathleen Dultmeier Kathleen.Dultmeier@natm.com Bookkeeper Cindy Streeter Cindy.Streeter@natm.com Trade Show Director Monica Johnson Monica.Johnson@natm.com Technical Assistant Linda Brink Linda.Brink@natm.com
2 4 7 10 14 18
Executive Assistant Christina Trimmer Christina.Trimmer@natm.com Administrative Assistant Bryan Stadler Bryan.Stadler@natm.com OFFICERS
22 27
President Greg Snyder CAR MATE Trailers, Inc. Vice President Patrick Jennissen Felling Trailers Treasurer Bob de Kruyff U-Haul International, Inc. Past President Mike Lloyd Aluma, Ltd DIRECTORS FEB. 2013 - FEB. 2016 Lynn Beal Big Tex Trailer Manufacturing
30
34 38 42
Rick Coffey The Carlstar Group Chris Steinman MGS, Incorporated
50
DIRECTORS FEB. 2014 - FEB. 2017 Doug Deaver M. H. Eby, Inc. Adam Dexter Dexter Axle Owen E. Shelton BoatMate Trailers, Inc. Ron Yarnell PPG Industries, Inc. DIRECTORS FEB 2015 - FEB. 2018
52 54 56 58
Tracks Advertisers President's Report Headquarters Report New York State Enforces License Plate Placement Statistically Speaking Government Affairs Update: Congress Inches Forward on Highway Bill Extension NATM Achieves ISO 17020:2012 Certification Worker’s Compensation Rates and Trends Midsota Manufacturing, Inc. Awarded 2015 Outstanding Enterprise Award MAXXED by Maxey Trailers Mfg., Inc. Delta Trailers: Building a Tradition How to Keep Your Trailers (and Reputation) from Corroding Adjustable Coupler & Channel Fitment Compatibility Pre-Departure Safety Checklist for Towing Speed Ratings for ST Tires X Marks the Spot: Save Your Loot by Crossing Safety Chains NATM to Distribute Towing Safety Brochure
61 64 72
78 81 82 83 84 86 86 90 93 94 96 98 101 104
Jack-E-Up: The Solution to Bent Jacks, Dented Tailgates Meeting Trailer Manufacturing Checklist Requirements From Tooling to Training: Best Practices for Welding Automation NATM Convention & Trade Show 2016 2016 Awards Nominations Convention Attendee Promotions 2016 Convention & Trade Show Sponsors Associate Member Registration Incentives 2016 Keynote Speaker: Scott McKain Basics of LEAN and 5S Principles Towing Technologies and Trends Workshop The Process of Ownership Transition Workshop 2016 NATM Golf Tournament Gray Areas Regarding Employment Law 7 Tips to Managing Millennial Salespeople NATM Member News NATM New Member Update
Les Eaves Delta Manufacturing Marcus Hester Optronics International Nathan Long Tracker Marine Group Tony Priesgen Triton Aluminum Trailers Rick Russell Carry-On Trailer, Inc.
About this publication: Tracks Volume 28, Number 5 September/October 2015 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 the National Association of Trailer Manufacturers, 2420 SW 17th St, Topeka, KS 66604. The National Association of Trailer Manufacturers assumes no responsibility for statements, representations, or claims made or expressed in this publication, including those made in advertising appearing herein, nor does it 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 Aerosmith Fastening Systems Aluma, Ltd. Alum-Line, Inc. American Torch Tip Big Tex Trailers Blazer International BluDot, Inc. Bright Way Group Bwise Manufacturing, LLC CAM Superline, Inc. Cargo Towing Solutions Carry-On Trailers Cequent Performance Products, Inc. CM Trailers CM Truck Beds Corn Pro Trailers Delta Manufacturing, Inc. Dexter Axle Diamond C Trailer Mfg. Eck Corrosion Coating Felling Trailers Georgia-Pacific H&H Trailers, LLC H.E. Parmer Company, Inc. Hentzen Coatings, Inc. Hillsboro Industries Hiniker Company Hudson Brothers Trailer Mfg., Inc. Hutchens Industries, Inc. KampCo Steel Products, Inc. Kenda/Americana Tire & Wheel Kerr Trailers LaVanture Products Company Lippert Components, Inc. LOOK Trailers MAXXD Trailers Muro North America Napoleon/Linx NCP Coatings, Inc. North West Rubber, Ltd. NTP Distribution (LINK Trailer Parts) Optronics International Peterson Manufacturing Co.
2
September/October 2015
45 100 104 67 70 71 92 91 66 23 8 37 Covers 49 19 74 52 75 24-25 92 81 12 97 94 8 85 15 90 88 9 84 53 13 20 95 87 59 14 44 17 99 16 60 103
Powerbrace Corp. PPG Industries, Inc. Premium Supply Proven Graphics, Inc. Redneck Trailer Supplies Ridewell Suspensions Rockwell American Rumber Materials, Inc. Sawblade.com S&H Trailers Simpson Strong-Tie TexTrail Trailer Parts TGI-Direct Tie Down Engineering, Inc. Trailerman Trailers, Inc. TRAILSTAR Universal Forest Products Vineze A Division of P.M.C.S., Inc
28 80 26 2 3 77 21 69 6 12 89 51 41 40 11 29 33 48
www.NATM.com
Call us at 1-877-9REDNECK for a full list of Hydraulic Power System products available at Redneck Trailer Supplies.
President’s Report
Tracks
President’s Report By Greg Snyder, CAR MATE Trailers, Inc. Like many of you, I am greatly relieved that the economy and trailer industry has continued to climb back from the downturn. The Association’s membership numbers tend to follow the same trend as the US economy. Compared to numbers at this time last year, NATM is already seeing a nine percent increase in membership renewals and we are hoping that trailer dealers are continuing to urge manufacturers to build trailers that have verified compliance with Federal Motor Vehicle Safety Standards (FMVSS) and industry best practices. The Association is also seeing healthy decal sales numbers, which directly funds NATM's efforts improving the safety of the industry. Ideally, the number of compliant trailers produced should match the number of decals sold. Dealers are becoming more aware of the importance that the NATM decal has on sales. NATM headquarters in Topeka, Kan. is getting weekly calls and emails from consumers asking about the decal. “How do I get one of those safety stickers?” has been a favorite question of the staff. Even better, NATM is also receiving regular calls and emails from consumers looking to confirm a manufacturer is a member before making a purchase. Unfortunately for some of these unlucky buyers, they purchase a trailer that has not been verified for compliance and cannot get one of these “safety stickers”! Those shopping around for trailers are seeing the NATM decal on dealer lots and beginning to understand that not all trailers are created equal. One trailer owner went out of his way to get a new decal from NATM after refinishing his flatbed. NATM regularly hears horror stories of dealers trying to sell noncompliant trailers that do not adhere to their state regulations, or the neighboring state regulations. Fortunately for dealers, NATM provides the Guidelines to its trailer manufacturing members. By selling verified NATM compliant trailers, dealers can be reassured that the trailers on their lot will meet FMVSS standards. NATM hates to receive these calls after consumers have already purchased their trailer, but it is great to hear that we are growing in recognition among those purchasing trailers. Our priority is safety in the industry, and we do not limit our efforts to only
4
September/October 2015
working for trailer manufacturers, but are doing our best to become a reliable resource for dealers and consumers. NATM is producing trailer safety videos and has recently re-created the National Highway Trafic Safety Administration's trailer towing safety brochure. This brochure is available to all members and dealers, so I recommend calling NATM headquarters to request your own copies for distribution. The new “Safely Towing a Trailer” brochure features NATM compliant trailers and an overview of general towing information including connecting your trailer to your tow vehicle, tire safety, weight distribution, a pre-departure safety checklist for users, safety tips for driving with a trailer and maintenance. For more information on this brochure, turn to page 58 In our efforts to continue to get in front of the public and our members, the Association is expanding its online presence through its much improved website, government affairs e-newsletters and will begin to email monthly updates featuring member news and industry information. To sign up for this e-newsletter, contact Kathleen.Dultmeier@natm.com. NATM staff will be exhibiting at the upcoming North American Trailer Dealers Association trade show in Nashville, Tenn. and at the International Construction and Utility Equipment trade show in Louisville, Ken. in hopes of educating trailer dealers and potential trailer purchasers before it is too late. If you are at the show, don't be shy! Stop by the NATM booth to grab an extra copy of Tracks magazine, a Towing Safety Brochure, add yourself to the mailing list, or to chat about compliance questions. NATM is always here to help with your towing safety concerns.
Greg Snyder CAR MATE Trailers, Inc. NATM President www.NATM.com
DEALERS
Look for this mark of excellence
Why Compliance Matters A trailer with the NATM Compliance Decal is a trailer built by a manufacturer that has successfully completed an NATM Compliance Consultation, demonstrating that it has manufacturing processes in place to produce trailers that comply with applicable Federal Motor Standard Safety Standards (FMVSS) of the National Highway Traffic Administration and industry best practices.
„ The NATM Compliance Decal is a mark of excellence Only trailer manufacturers that successfully complete an NATM Compliance Consultation are authorized to place NATM compliance decals on their trailers.
„ Not all trailers are created equal Trailer manufacturing industry insiders know that not all trailer manufacturers comply with FMVSS. However, NATM members are required to verify compliance with FMVSS before they may display the NATM Compliance Decal on their trailers.
„ Ongoing commitment to safety žŒŒŽœœÂ?ÂžÂ•ČąÂŒÂ˜Â–Â™Â•ÂŽÂ?Â’Â˜Â—ČąÂ˜Â?ČąÂ?‘Žȹ Čą Â˜Â–Â™Â•Â’ÂŠÂ—ÂŒÂŽČą Ž›’ęŒŠÂ?Â’Â˜Â—Čą ›˜Â?Â›ÂŠÂ–ČąÂ’ÂœČąÂ–ÂŠÂ—Â?ŠÂ?Â˜Â›Â˘ČąÂ?Â˜Â›ČąÂŠÂ•Â•Čą Čą trailer-manufacturing members. The NATM Compliance Consultant visits member facilities biennially to complete a compliance consultation to ensure NATM members are continuing to maintain manufacturing processes capable of producing FMVSS compliant trailers.
(785) 272-4433 PHONE NATMHQ@NATM.COM WWW.NATM.COM
Run Lean
®
M42 Band Saw Blade Prices Discounts for ordering 2, 5, 10, 20, and 50 blades. WIDTH 4'-6" 5'-0" 5'-6" 6'-0" 6'-6" 7'-0" 7'-6" 8'-0" 8'-6" 9'-0" 9'-6" 10'-0" 10'-6" 11'-0" 11'-6" 12'-0" 12'-6" 13'-0" 13'-6" 14'-0" 14'-6" 15'-0" 15'-6" 16'-0" 16'-6" 17'-0" 17'-6" 18'-0" 18'-6" 19'-0" 19'-6" 20'-0" 20'-6" 21'-0" 21'-6" 22'-0" 22’-6” 23’-0”
1/2” 16.08 17.15 18.23 19.30 20.37 21.44 22.51 23.58 24.65 25.73 26.80 27.87 28.94 30.01 31.08 32.15 33.23 34.30 35.37 36.44 37.51 38.58 39.65 40.73 41.80 42.87 43.94 45.01 46.08 47.15 48.23 49.30 50.37 51.44 52.51 53.58 54.65 55.73
3/4" 17.75 19.01 20.27 21.53 22.78 24.04 25.30 26.55 27.81 29.07 30.33 31.58 32.84 34.10 35.35 36.61 37.87 39.13 40.38 41.64 42.90 44.15 45.41 46.67 47.93 49.18 50.44 51.70 52.95 54.21 55.47 56.73 57.98 59.24 60.50 61.75 63.01 64.27
1" 18.65 20.01 21.37 22.73 24.08 25.44 26.80 28.15 29.51 30.87 32.23 33.58 34.94 36.30 37.65 39.01 40.37 41.73 43.08 44.44 45.80 47.15 48.51 49.87 51.23 52.58 53.94 55.30 56.65 58.01 59.37 60.73 62.08 63.44 64.80 66.15 67.51 68.87
1-1/4" 20.67 22.25 23.83 25.41 26.99 28.58 30.16 31.74 33.32 34.90 36.48 38.06 39.64 41.22 42.80 44.39 45.97 47.55 49.13 50.71 52.29 53.87 55.45 57.03 58.62 60.20 61.78 63.36 64.94 66.52 68.10 69.68 71.26 72.85 74.43 76.01 77.59 79.17
WIDTH 15’-6” 16’-0” 16’-6” 17’-0” 17’-6” 18’-0” 18’-6” 19'-0" 19'-6" 20'-0" 20'-6" 21'-0" 21'-6" 22'-0" 22'-6" 23'-0" 23'-6" 24'-0" 24'-6" 25'-0" 25'-6" 26'-0" 26'-6" 27'-0" 27'-6" 28'-0" 28'-6" 29'-0" 29'-6" 30'-0" 30’-6” 31’-0” 31'-6" 32'-0" 32'-6" 33'-0" 33'-6" 34'-0"
1-1/2" 68.79 70.78 72.77 74.75 76.74 78.73 80.72 82.71 84.70 86.68 88.67 90.66 92.65 94.64 96.63 98.62 100.60 102.59 104.58 106.57 108.56 110.55 112.53 114.52 116.51 118.50 120.49 122.48 124.46 126.45 128.44 130.43 132.42 134.41 136.39 138.38 140.37 142.36
2" 86.20 88.74 91.29 93.83 96.38 98.92 101.46 104.01 106.55 109.10 111.64 114.19 116.73 119.28 121.82 124.36 126.91 129.45 132.00 134.54 137.09 139.63 142.18 144.72 147.26 149.81 152.35 154.90 157.44 159.99 162.53 165.08 167.62 170.16 172.71 175.25 177.80 180.34
2-5/8" 117.67 121.14 124.62 128.09 131.56 135.03 138.50 141.97 145.45 148.92 152.39 155.86 159.33 162.80 166.28 169.75 173.22 176.69 180.16 183.63 187.11 190.58 194.05 197.52 200.99 204.47 207.94 211.41 214.88 218.35 221.82 225.30 228.77 232.24 235.71 239.18 242.65 246.13
Just 5 clicks in two minutes can save you up to 30% Check our prices against your current supplier and see how they match up. We’re confident you’ll gain bargaining power with them, or better yet, be convinced to switch to us. And all it takes is a 5-click, two minute visit to our website or a simple phone call. So ask yourself, is 2 minutes of your time worth saving 30%? And don’t forget, we ship FREE on all orders over 150.00.
800.754.6920 NOW SELLING A COMPLETE INVENTORY OF COLDSAW BLADES ONLINE
Headquarters Report
Tracks
Headquarters Report By Pam Trusdale, NATM Executive Director
The board of directors met in July in St. Paul, Minn. In addition to the board meeting, a strategic planning session was held to review, revise and update the Mission, Vision and Values and the strategic plan. One of the goals that was reaffirmed at this session was to be a voice for the industry – to develop relationships with key legislative and regulatory decision makers to advocate for the light- and medium-duty trailer manufacturing industry. Advocating for the trailer manufacturing industry has been a priority of the Association since the 2008 strategic planning session when the government affairs program was expanded and the board decided to become proactive rather than reactive on regulatory and legislative issues. Since 2008 the program, and NATM’s successes, have grown. In May of this year, NATM representatives met with NHTSA Administrator Mark Rosekind. The purpose of this visit was to establish an ongoing working group so that NATM could
continue to build a positive, collaborative relationship with NHTSA. At that meeting, Administrator Rosekind indicated that NHTSA has three particular areas of interest: vehicle to vehicle (V2V) communication, the NATM Compliance Verification Program, and consumer education regarding trailer safety. A follow-up meeting was held on July 22, 2015. Kendra Fritz, NATM Assistant Director; Russ Moore, NATM Technical Director; Pam Trusdale, NATM Executive Director; and Darrell Conner, K&L Gates Government Affairs Analyst, met with NHTSA officials to discuss the issues identified at the May meeting in more detail. V2V communication is a hot topic and the technology that is the wave of the future for motor vehicles. Though trailers’ role in V2V is still in its infancy since trailers are considered motor vehicles, NATM plans to keep informed on this issue as it evolves to ensure the industry is not unnecessarily burdened and that they are accounted for from a safety perspective.
49 CFR 579.5 - Notices, bulletins, customer satisfaction campaigns, consumer advisories and other communications (a) Each manufacturer shall furnish to NHTSA's Early Warning Division (NVS-217) a copy of all notices, bulletins, and other communications (including those transmitted by computer, telefax, or other electronic means and including warranty and policy extension communiqués and product improvement bulletins) other than those required to be submitted pursuant to § 573.6(c)(10) of this chapter, sent to more than one manufacturer, distributor, dealer, lessor, lessee, owner, or purchaser, in the United States, regarding any defect in its vehicles or items of equipment (including any failure or malfunction beyond normal deterioration in use, or any failure of performance, or any flaw or unintended deviation from design specifications), whether or not such defect is safety-related. (b) Each manufacturer shall furnish to NHTSA a copy of each communication relating to a customer satisfaction campaign, consumer advisory, recall, or other safety activity involving the repair or replacement of motor vehicles or equipment, that the manufacturer issued to, or made available to, more than one dealer, distributor, lessor, lessee, other manufacturer, owner, or purchaser, in the United States. (c) If a notice or communication is required to be submitted under both paragraphs (a) and (b) of this section, it need only be submitted once. (d) Each copy shall be in readable form and shall be submitted not later than five working days after the end of the month in which it is issued. However, a document described in paragraph (b) of this section and issued before July 1, 2003, need not be submitted.
www.NATM.com
NATM was pleased to announce in its meeting with NHTSA that the Compliance Verification Program is now ISO 17020:2012 accredited. The checklist used for the program was also discussed with NHTSA. Their input is being reviewed by the NATM Technical Committee. NATM continuously works to
September/October 2015
7
Headquarters Report, New York State Enforces License Plate Placement
Tracks improve the program to ensure trailer manufacturers are meeting all Federal Motor Vehicle Safety Standards (FMVSS). NHTSA was particularly interested in the reporting requirements for manufacturers relating to notices, bulletins, customer satisfaction campaigns, consumer advisories, and other communications. (See 49 CFR § 579.5) Manufacturers that produce more than 5,000 trailers annually are required to submit quarterly Early Warning Reports (EWR). However, all manufacturers, regardless of the number trailers manufactured, must comply with the notification requirements in 49 CFR §579.5. Failure to submit copies of these documents could result in penalties to the manufacturer, and NHTSA is currently reviewing manufacturers’ compliance with these reporting requirements. It was suggested by NHTSA that this be added as a recommendation on the NATM compliance checklist, which is currently under consideration. NATM has engaged its government affairs firm K&L Gates to develop a user-friendly guidance on EWR and Recall reporting requirements to assist members in understanding and complying with those requirements. NHTSA has already levied fines for non-compliance with EWR and recall requirements in excess of $100 million. For this reason it is imperative for all members, manufacturers and suppliers, to be informed about these issues
to ensure compliance. Work on the project is well underway. Once completed, the guidance document will be provided to all NATM members and will be covered in Tracks articles and a workshop at the NATM Convention in Las Vegas, Feb. 10-12, 2015. This is a workshop you will not want to miss. The third topic of discussion was consumer education. NHTSA regularly publishes “Consumer Advisories” and plans to focus on trailer safety in upcoming advisories. NATM has offered to link to these advisories from its website and in email newsletters and Tracks. NHTSA is planning to do an update of its towing brochure, first published in 2002. NATM has also produced a towing brochure to provide to members and dealers to then be distributed to consumers and end-users. NATM has consulted with NHTSA about this document. The Technical Committee will complete a final review of the brochure and it will be ready for distribution at the NATDA Trade Show in Nashville. Last year alone NHTSA levied more in fines than in the history of the agency. This year there have been record fines levied, and trailer manufacturers are included in those numbers. It is imperative that trailer manufacturers keep informed and under the regulations. Ignorance of the law is not an excuse for non-compliance. NATM plans to be very proactive in working with agency and keeping members informed of their responsibilities. Watch for more information in future issues of Tracks.
New York State Enforces License Plate Placement by Russ Moore, Technical Director While the Federal Motor Vehicle Safety Standards (FMVSS) do not restrict the height of the placement of license plates on the backs of trailers, NATM Headquarters has been receiving calls informing the Association that New York officials have been actively enforcing the state's regulations on license plate placement on trailers. New York’s law states that the license plate shall “not be higher than forty-eight inches and not lower than twelve inches from the ground” (N.Y. VAT Law § 402). Along with this placement requirement, license plates shall be kept in a clean condition so that it can be easily read, and the plates should not be covered by glass or any plastic material. The view of the plates should not be obstructed by any part of the vehicle or by anything being carried. According to manufacturers and dealers affected by New York laws, the majority of the issues have been with cargo trailers. Cargo trailers often fail this requirement as many manufacturers place their tags near the top of the door in order to place the plate under the white plate lamp and avoid awkward wiring through or under the cargo trailer doors. The specific placement of license plates on trailers is not an NATM compliance issue, but it is important for dealers and endusers to note this law in the event that their trailers will cross into New York. For more information about state driving laws, visit www.drivinglaws.aaa.com.
10
September/October 2015
www.NATM.com
Excellent Saleability and Profitability. Trailerman® Dealer Territories available.
EQUIPMENT TRAILERS
The HIRED HAND® HYDRAULIC DOVE – Model: HHG8219H20
Trailerman Trailers, Inc.® has recently completed an expansion of our facilities and staff to better service our dealer’s needs. While Trailerman® will custom build for you, our standard trailer is so well
equipped that most buyers don’t feel the need to custom order. Assembled using many of the best name brand component parts available to our industry. Which means for you; trouble free sales.
CUSHION TILT DECK – Model: CTT7416N14
Visit our web site for more complete specifications, and available options. To become a dealer for Trailerman Trailers, Inc.® Call us today 573-754-6972 and join the profitable Trailerman® Dealer Network! The HIRED HAND® DUAL WHEEL – Model: HHG8205F20
We build thousands of trailers, but each one is just for you. ®
Manufacturer of High Quality, Well Constructed, Competitively Priced Trailers www.trailermantrailers.net
Statistically Speaking
Tracks
Statistically Speaking By Jeff Jones, Statistical Surveys Registration for the light-and medium-duty trailer industry rose 1.7 percent in April 2015. Nationally, registration data is up 2.8 percent for the first four months of 2015. Below are the details of the market’s performance for the five trailer segments as reported by Statistical Surveys.
The following are the top five states in sales growth for all trailer segments for the first four months of 2015.
Trailer Type
April 2015
Boat
Ranking
State
Percent Growth
1
Wisconsin
36.6 %
Jan.-April 2015
2
Idaho
31.9 %
4.5 %
5.4 %
3
Oregon
25.5 %
Enclosed
-4.1 %
.08%
4
Michigan
22.3 %
Horse
2.4 %
-1.8 %
5
Nevada
22.0 %
Livestock
2.4 %
9.3%
Open
2.6 %
2.5%
Industry registrations for the first four months of 2015 were up over 2014. 2015 continues to be an up year in registrations for the light- and medium-duty trailer industry.
Industry
1.7 %
2.8 %
Please note that Kansas, Maine and Tennessee are experiencing data delays. The data will be placed in the correct month once it’s received.
14
September/October 2015
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.
www.NATM.com
Model AU5410 U5410
BROADEST & DEEPEST
INVENTORY » Over 1 million square feet of inventory across 6 warehouses » New products every month » Most comprehensive industry product mix » Over 600 brands in-stock
United States: 888.888.4595
Canada: 855.687.2262
Since 2008
Take charge of your paint coating needs
‡ ZZZ QFSFRDWLQJV FRP
Law Allows Combinations on the etwork for the Delivery of Vehicles Congress Inches Forward on Highway Bill Extension
Tracks
Congress Inches Forward on Highway Bill Extension
By Darrell Conner and Dennis Potter, K&L Gates
Throughout the course of the summer months in Washington, DC, Congress continued to inch forward on formation of a legislative package to provide long-term reauthorization of federal highway programs. The key question mark continues to revolve around how to fund the extension as the federal gas tax brings steadily decreasing revenue into the Treasury while America’s infrastructure investment necessities grow. A variety of funding mechanisms have been under consideration but an agreement has not been reached by press time. Two other notable pieces of legislation were introduced during the Congressional summer work period - one that would permit the tandem delivery of trailers from manufacturers to dealers nationwide, a priority for NATM. Another that would make significant changes to NHTSA. As Congress debates the longterm highway program extension, both proposals are expected to be part of the conversation.
limitations. Representative Jenkins was joined in the effort by Representatives Steve Stivers (R-OH), Scott DesJarlais (R-TN), Jackie Walorski (R-IN), Rick Crawford (R-AR) and Collin Peterson (D-MN). Senator Moran was joined by Senators Joe Donnelly (D-IN), Pat Roberts (R-KS) and James Inhofe (R-OK). These pieces of legislation, H.R. 2904 and S. 1692, represent a common sense policy that would benefit manufacturers, dealers and consumers, while decreasing the number of vehicles on the road and standardizing policy nationwide rather than forcing manufacturers to navigate a complicated patchwork of state laws. NATM has advocated for this policy in recent years and continues to push for its adoption. We encourage manufacturers and dealers to contact their legislators and urge them to support these bills (for assistance in such outreach, please contact NATM headquarters). Motor Vehicle Safety Act of 2015
Safe & Efficient Trailer Delivery Act On June 25th, Representative Lynn Jenkins (R-KS) and Senator Jerry Moran (R-KS), introduced companion bills in the House and Senate that would permit light- and mediumduty trailer manufacturers to deliver unladen trailers to their dealers in tandem combinations, subject to existing vehicle
The Motor Vehicle Safety Act of 2015 (S. 1743) was introduced on July 9th by Senators Bill Nelson (D-FL), Richard Blumenthal (D-CT) and Ed Markey (D-MA). The legislation would, if enacted, make significant changes to NHTSA’s authorities, particularly as they relate to recall processes, consumer information production, significantly increased civil penalties and
ransporter Combinations for Lightnd Medium-Duty Trailers
With the Safe & Efficient Trailer Delivery Act, trailer manufacturers can deliver unladen trailers to their dealers in tandem combinations like pictured above.
18
September/October 2015
www.NATM.com
Congress Inches Forward on Highway Bill Extension
Tracks potential for criminal penalties for individuals and companies willfully failing to inform NHTSA of serious defects likely to cause significant injury. In addition, the legislation would strengthen NHTSA’s imminent hazard authority which enables the agency to make an initial decision concerning a defect or non-compliance. Manufacturers facing such a situation would be provided 10 days for an administrative review of the determination. SB 1743 also contains a provision limiting the sale of passenger motor vehicles until defects are remedied, a provision that does not apply to light- and medium-duty trailers. Finally, the proposal would require states to agree that when motor vehicle owners register their vehicles the NHTSA recall database be searched for the vehicle’s VIN and the owner notified of any unresolved recalls. While this legislation is unlikely to move forward in the Senate this year as a stand alone measure, it can be expected that its sponsors will work to incorporate the solutions they propose into other legislative vehicles to be considered by this Congress, including the highway reauthorization.
www.NATM.com
Once Congress returns to Washington, DC after its customary August district work period, many important issues will need to be considered in a short period of time. It can be expected that a flurry of activity will take place over that time including intense negotiations both on policy and funding mechanisms. NATM and its government affairs team will be working closely with stakeholders across the industry during this time to ensure the interests and unique characteristics of the light- and medium-duty trailer industry are understood by legislators and regulators as they make important decisions for the future of our transportation system. Darrell Conner is a Government Affairs Counselor and Dennis Potter is a Government Affairs Analyst 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 and Potter can be reached at dennis.potter@klgates.com.
September/October 2015
19
FOR CHALLENGING APPLICATIONS
LICATIONS NGING APP FOR CHALLE
LPC Gas Springs are available in both Black Nitride and Stainless Steel all at factory pricing and a large inventory is in stock for immediate shipment.
LK, TAPES, CAU LS, FOAM COATINGS TRIMS, SEA INDUSTRIAL SEALANTS,
INNOVATIVE
PVC Foam and High Bond Tapes: !S THE EXCLUSIVE distributor of Gaska 4APE PRODUCTS WE OFFER HIGH density foam tapes, Hi-Bond tapes, vinyl glazing tape, and polyethylene foam tapes at competitive prices.
Since 1969 ,A6ANTURE 0RODUCTS #OMPANY HAS BEEN providing customers with the highest quality products to meet the challenging applications of today’s competitive markets. LaVanture offers products to meet the needs of custom applications in the industry.
PRODUCTS
All of these have passed our rigid quality standards. If we sell it... we stand behind it!!!
Call for our new catalogs.
New LaVanture Line of Sealants: LaVanture Products is proud to announce our new sealant line including great quality products including, MS Polymers, Silicones and many others. We have partnered with a quality manufacturer to provide a great product at a great price.
Conspicuity Tapes: We are a national distributor for 3M $ / 4 $IAMOND 'RADE #ONSPICUITY 4APE
LaVanture Products | Post OfďŹ ce Box 2088 Elkhart, IN 46515-2088 | E-mail: sales@lavanture.com Phone: 800-348-7625 | Fax: 800-348-7629 www.lavanture.com | www.conspicuity.com
Applications: s 4OOL "OXES s $OOR AND Window Seals s 4RUCK #APS AND 4ONNEAU #OVERS s 4RUCK "ODIES s Made #ARGO 4RAILERS in the USA s 5TILITY "OXES s &IBERGLASS $OORS s 7ORK 4RUCK $OORS s -ARINE s 2ECREATIONAL 6EHICLES s 2OOF 3EALANT We also stock complete lines of high quality EPDM Seals, Trim Seals, Edge Trims, Butyl Tapes, Caulks and Sealants.
TM
Your One-Stop
H E A D Q U A R T E R S
Quality Trailer Parts And Accessories For Every Customer’s Needs! Our Goal:
Customer Satisfaction! For More Info: Contact Rockwell American at: 800-243-4883 Or visit our website:
www.rockwellamerican.com
NATM Achieves ISO 17020:2012 Certification
Tracks
NATM Achieves ISO 17020:2012 Certification By Kendra Fritz, Assistant Director NATM has long hoped to have the Compliance Verification Program accredited to ISO 17020 standards , an internationally recognized ized standard for inspection bodies. Unfortunately, for severall years the Association was unable to devote the resources and time me to the project that it deserved. However, in the fall of 2011, the he NATM Board of Directors determined it was time to see thiss goal to fruition. With the change in the Association’s Bylawss making it mandatory for all trailer manufacturer members ers to participate in and successfully complete the compliance mpliance verification program, the Association needed d a method of limiting its liability ility in the process. The answer: swer: ISO 17020 accreditation. itation. As an internationally recognized ized standard, ISO 17020 7020 accreditation itation serves to provide vide a stronger backbone one for the program m and how it is carried rried out. As manufacturing acturing companies, many NATM members are ISO 9001 certified d in order to demonstrate that their company is capable of meeting customer requirements and enhancing customer satisfaction. ISO 17020:2012 encapsulates all of the ISO 9001 management system requirements such as document control, record retention, and the like, but also includes the added components specific to inspection bodies including a means to appeal inspection results (which NATM refers to as consultations), impartiality and organizational structure requirements, as well as technical competence among others.
22
at Aluminum Line Products Co., made trips to Topeka to act as internal auditors and provide insight into the accreditation process. Their support during this process was invaluable as NATM staff were all new to ISO. After two internal audits and three years of preparation, NATM applied for accreditation in October of 2014. NATM sought accreditation through the ANSI-ASQ National Accreditation Board (ANAB). The Associatio Association was assigned a lead assessor who immediately went to work reviewing NATM documents. By December of 2014, NATM had a response from ANAB identifyin identifying 15 opportunities for improvement. While this numbe number may initially seem overwhelming, 15 opportunities for improvemen improvement for a first time applicant is very small. Furthermore, nine of these were requests for additional documentation, a simple fix. NATM quickly made the necessary changes, but determined that a planning visit – a preliminary visit wherein the assessor comes to your facility to provide some counsel before an actual accreditation assessment – would be a wise investment to ensure everything was in order.
In November of 2011, NATM staff began diligently working on updating current policies, procedures, and documentation and creating new ones in order to meet the requirements set
In March 2015, NATM held the planning visit with the lead assessor. The only issue that arose out of this visit revolved around the singular piece of equipment used for compliance consultations: a tape measure. The assessor recommended NATM have the tape measures calibrated as the results of consultations could be contingent upon the measurements taken. NATM staff
forth. Over the course of the next three years, NATM members Andy Gehman, president of MGS, Inc. and past president of NATM, and Jim Guerin, vice president of sales and marketing
found an ISO 17025 certified calibrating body and had three tape measures calibrated for accuracy of measurement just after the planning visit. Despite this small issue, the assessor was
September/October 2015
www.NATM.com
NATM Achieves ISO 17020:2012 Certification
Tracks incredibly impressed with NATM’s management system and adherence to the standard and recommended the assessment take place as soon as possible. In order to work around NATM’s annual Regulatory Roundup, the assessment took place June 17-19 at NATM headquarters in Topeka, Kan. The assessment included two days of discussion and review of documentation and a half day for watching a compliance consultation with a trailer manufacturing member. The accreditation assessment resulted in five opportunities for improvement, items which are not required to be changed but are recommended and one minor finding. The minor finding, which required NATM to have a selection process for the body which would calibrate the tape measure used by the NATM Compliance Consultant, required a corrective action plan be submitted
www.NATM.com
within 30 days to ANAB in order to pass. NATM submitted the corrective action within one week. Despite not being required to do anything with the opportunities for improvement, NATM elected to take each recommendation and made all the necessary changes to address the issues outlined. On July 15, 2015, NATM was awarded its certification of accreditation by ANAB. This was only after a review panel, the assessor’s immediate supervisor, and the Director of Accreditation reviewed the documentation and the results of the assessment. NATM’s accreditation lasts for two years. In 2016 a surveillance visit will be had and a reassessment will occur before the expiration of NATM’s accreditation July 15, 2017.
September/October 2015
23
Rugged. Reliable. In Stock. Made In America. Accept No Substitutes.
New Parts Video
Contact us today: (574) 295-7888 Q www.dexteraxle.com Q 2900 Industrial Parkway East Q Elkhart, IN 46516
YOUR HYDRAULICS ARE ONLY AS GOOD AS YOUR BATTERY SPECIALISTS FROM THE BATTERY TO THE HYDRAULIC CIRCUIT
PUMP ON
R ILE A R T E TH
NEW ITEMS
A JACK
S IST IAL C SPE
3 YEAR AR
WARRANTY TY
TOOL BOXES
7 HOIST MODELS TO CHOOSE FROM
HYDRAULIC JACK KITS
TELESCOPIC AND TIE ROD CYLINDERS SOLAR PANEL
OTHER GREAT
CYLINDERS
PRODUCTS:
PUMPS
FITTINGS
HOISTS
PANEL MOUNT A/C CHARGER
JACKS
HOSES
PULSETECH PRODUCTS AND OTHER ACCESSORIES
ORDER TODAY!
WWW.PREMIUM-SUPPLY.COM OR CALL 866.934.0777
Worker's Compensation Rates and Trends
Tracks
Worker's Compensation Rates and Trends By John R. Kerr, Executive Producer Marsh and McLennan Agency In previous years when favorable combined loss ratios developed, the insurance industry responded by reducing premiums and aggressively pursuing new Workers’ Compensation business. This same scenario appears to be repeating itself in 2015. In 1Q 2013, 91.8% of companies saw their Workers’ Compensation prices increase. In 1Q 2014 prices increased for 66% of policy holders. 1Q 2015 showed price increases for only 33%. 28.8% remained flat or had no change and 37.9% saw price decreases. It is always dangerous to assume but the numbers are encouraging and the price of Workers’ Compensation has been trending downward. The recent news about the 2014 Combined Loss Ratio has only improved the likelihood of this rate trend continuing.
In June of every year the authority on all things Workers’ Compensation, The National Council on Compensation Insurance (NCCI), releases their “State of the Line” highlighting a multitude of factors that affected Workers’ Compensation insurance in the previous year. NCCI’s “State of the Line” is eagerly anticipated and valued for the insight it provides on trends in the industry. The 2015 “State of the Line” report continues to show a hopeful trend that points favorably towards reduced rates in 2015 and 2016. The Combined Loss Ratio serves as the best indicator of how the insurance industry has performed and where the industry is going in terms of pricing. Factors like investment return, operating expenses, underwriting costs, etc. all play a role in determining pricing but no single factor reveals more about the future of rates than the Combined Loss Ratio. Simply put, the Combined Loss Ratio is the ratio between premiums received and the cost of claims plus expenses.
In addition, changes in NCCI premiums levels that have been approved, or are pending or filed for, show an average Workers Compensation price decrease of 4.4%. How does your state measure up? This is important to know because it can directly impact the premiums you pay for your Workers’ Compensation insurance.
Let’s put today’s number in context. In 2010 and 2011, the combined loss ratio for Workers’ Compensation was 115%. Meaning for every dollar of premium collected by the insurance industry a $1.15 was paid out in claims and expenses. The combined loss ratio started improving and in 2012 dropped to 109%. In 2013, the combined ratio was reduced by another 7% points to 102%. Preliminary results for 2014 indicate an industry wide combined loss ratio of 98%. These numbers are very promising and should bode well for aggressive pricing in the future.
individual performance measures up. If you want your Workers’ Compensation program to be aggressively priced, then you better understand how to use these numbers to negotiate pricing. www.NATM.com
For more information about Marsh & McLennan Companies, Inc., contact John Kerr at John.Kerr@haakeins.com. Private Carriers Combined Loss Ratio 120
115 Combiled Ratio (Percent)
The largest contributor to the overall loss ratio is the percentage of losses to earned premium. 2014 was one of the best years ever with incurred losses of 58%. Compare that to 2010 and 2011 where incurred losses were above 70% and it is fairly clear where the difference lies. The second largest expense for the industry was the cost to underwrite policies, 24%. The third largest expense factor was the cost of adjusting claims at 14%. It is important to know the numbers and understand how your
At first glance these numbers can be a little overwhelming but they are important for you and your agency to understand. Arm yourself with the information and ask your agency specific questions. Now is a great time to test your broker relationship and make sure they are informed and best positioned to negotiate the financial terms of your upcoming renewal.
115
115
109
110 105
102 98
100 95 90 85
2010
2011
2012
2013
2014
September/October 2015
27
Compression Latches For all types of trailers!
Photo provided by Featherlite, Inc.
Designed especially for horse, stock, utility and ramp door applications. Our compression latches offer consistent closing pressure and are much stiffer than conventional bar-stock latches, since each latch is made from a single piece of extruded aluminum. Powerbrace compression latches are available in multiple lengths for both single and dual door applications.
Single Blade Option with butts
Dual Blade Option with butts
Compression latches are ideal for all types of trailers.
For more information or to locate your nearest distributor, visit Powerbrace.com POWERBRACE CorporationÂŽ
7640 60th Avenue, Kenosha, WI 53142
P 262 694 3202
F 262 694 8367
Powerbrace.com
st
1
- the most requested tire & wheel assemblies in the industry.
in Service
www.trailstartirewheel.com
Commerce, Texas
==== Highway ====
LL
ST Radial Tires
XL ==== Highway ==== ST Bias Tires
FREE 24 HOUR ROADSIDE ASSISTANCE PROGRAM 10" to 24.5" Steel and Aluminum Wheels
Warehouse & Headquarters | 10716 HWY 224, Commerce, TX 75428 (903) 886-4067 | FAX (903) 886-4768
Midsota Manufacturing, Inc. Awarded 2015 Outstanding Enterprise Award
Tracks
Midsota Manufacturing, Inc. Awarded 2015 Outstanding Enterprise Award By Gene Rebeck, Initiative Foundation Reprinted with permission from the Initiative Foundation, a Central Minnesota community foundation that exists to improve the quality of life and to build stronger communities by offering business loans, nonprofit grants, donor services and leadership training. More information is available at ifound.org. At a time when businesses worry about a shortage of skilled workers, one Central Minnesota manufacturing company proves that taking a chance on untested talent can be the road to prosperity.
Last year, Midsota moved into a new building that the city of Avon helped it find. Since the move, the company has more than doubled its payroll. What’s particularly remarkable, and one of the chief reasons why the company is so highly valued in Avon, is how it has grown its employee base. “We do some things differently than a lot of other companies,” said Joel Bauer, who co-owns Midsota with Tim Burg. “We hire a lot of guys who have no welding experience whatsoever, and find that sometimes those can turn out to be the best.” One of those guys is Travis Maile. Maile joined Midsota about three years ago after working in the concrete industry. He originally was placed at Midsota through a temp agency, but owners Bauer and Burg soon saw his potential. After working in finishing, sandblasting and parts, the owners moved Maile to the welding crew. And he thrived. “They moved me around a lot and found my strengths,” Maile said. “They put me with people who could teach me how to weld, and now I love what I do.” Bauer and Burg’s commitment to job and career development made Midsota Manufacturing the clear choice for the Initiative Foundation’s 2015 Outstanding Enterprise Award. “Midsota provides good-quality jobs with livable wages, and they’ve been expanding,” said Dan Bullert, business finance office with the Initiative Foundation. The Foundation helped Midsota purchase its new building, which it moved into last summer.
30
September/October 2015
www.NATM.com
Midsota Manufacturing, Inc. Awarded 2015 Outstanding Enterprise Award
Tracks If Midsota hadn’t found that new building, it might have been forced to leave Avon, where it had been operating successfully for a decade. A Full Load of Growth Midsota began more than three decades ago as a small welding shop down the road in Albany. Founder Gerald Sand sold the company in 1998. Four years later, the new owners renamed it Midsota Manufacturing, reflecting its ambitions. Midsota manufactures heavy-duty hauling trailers for both the commercial and residential markets. Its commercial trailers are purchased by contractors, landscapers and construction companies—“anyone who’s using a trailer for a commercial application where they use it day in and day out,” said Bauer. Midsota’s customers, he added, seek a “higher-end, high-quality trailer at a reasonable price. A lot of the industry has gone to who can build the cheapest trailer out there.” Midsota uses heavyweight steel and rectangular-tube framing, and incorporates higher-end components such as hoists in its dump trailers. The founder of the company that became Midsota started making hydraulic dump wagons for farmers who needed small but tough trailers for transporting rocks they picked out of their fields. (Midsota still makes these “rock wagons,” though it has added some refinements over the years.) Over time, customers began asking for additional products, such as equipment trailers, and the company steadily added to its offerings. It has a remarkably broad product range, including skid loader trailers and specialty attachments such as brush cutters for Bobcats. It also continually introduces new products, most recently a trailer for transporting scissor lifts, such as those used by electricians or garage door installers. Four years ago, in response to customer demand, Midsota introduced its Nova Series line of what Bauer describes as “homeowner-grade” trailers—still sturdy, but using lighter-
www.NATM.com
weight steel. Midsota also makes custom trailers. Last winter, for instance, it designed and manufactured a hybrid hauling trailer comprising a 14-foot dump trailer attached to a 12-foot front-end enclosed trailer for a Tennessee lawn-care customer. The enclosure includes gasoline cans and mowing equipment; the trailer in the back allows the customer to haul gear and yard waste. Most of Midsota’s products are sold through dealers in the Upper Midwest. But that dealer network has been growing the past few years: you can now buy Midsota haulers in the Pacific Northwest, Florida and even Alaska. Midsota also operates its own retail store in Avon. A New Home That steady success meant that by 2005, Midsota had outgrown its Albany facility. It was a “patchwork building,” Bauer recalled, and as Midsota grew, the space became inefficient. Midsota found a building in Avon just north of Interstate 94 that had been occupied by a stainless-steel tank fabricator, which gave the company additional square footage and a more centralized operation.There was just one problem: demand continued to boom. When the company moved to Avon, it employed 10. By 2014, that number had tripled, and Midsota was once again bursting at the seams. Though it had added on to the building to the point that it reached 33,000 square feet, the structure, Bauer noted, was “a little broken up with additions, so it wasn’t a great flowthrough operation.” Once again, the company needed to move. But where? Midsota couldn’t find anything that worked at first, and it didn’t have much room to expand its current building.
September/October 2015
31
Midsota Manufacturing, Inc. Awarded 2015 Outstanding Enterprise Award
Tracks Constructing a new facility “was a little bit out of the budget,” Bauer recalled. There also wasn’t much room in Avon, period. “I know how hard getting property for an industrial business was going to be,” then-Mayor John Grutsch said. Nine lakes border the city and give Avon its distinctive charm, “but they hinder our opportunity to expand.” Midsota had become “one of our major employers, and providing pretty good jobs for local people,” and it was crucial to do what Avon could to keep them in town. Avon leaders hunted around and found a building on the south side of the interstate that was occupied by a millwork company.
Soon, the city was able to make a happy call to Midsota— the millwork company was preparing to leave the building, and it looked like what Midsota had been seeking. “It was refreshing to come across this building right across the road, which turned out to be a very good fit,” Bauer said. The new building features a straight floor plan measuring 80 feet wide and 600 feet long, which Bauer said makes it “great for flow.” It sits on a property with an additional six acres that’s used for trailer storage and could even accommodate future expansion. In mid-2014, the city of Avon loaned Midsota $250,000 from its revolving loan fund to help facilitate the move and the facility refurbishment. This low-interest loan will be paid back over a few years. The Initiative Foundation added a $110,000 loan and provided grant funds for an international-market research project conducted for Midsota by St. Cloud State University. The new building’s 50,000 square feet of space can accommodate the company’s arsenal of high-end equipment, which includes a robotic welding “cell” and plasma cutters. The move and refurbishment were completed over the summer, and the company remained in production from the other site. On Aug. 1, 2014, Midsota began production in its new building.
30 percent increase over the previous year. And that growth, of course, has meant many more jobs. Sign of Success That growth also means Midsota still needs to use the building it had planned to leave. Though Bauer said the goal was originally to move all of its production to the new facility, the company’s continuing success requires it to manufacture three of its trailer lines in the old building. All of this is good news for Avon. “It would have been a shame to have this company leave our town,” Grutsch said. “It’s a very good company—there are good people who own it. They employ good people who live close to the area and pay them a really good wage. Having them move somewhere else would have been hurtful to our community.”
Passing motorists on Interstate 94 can see Midsota’s building near the Highway 9 interchange. “I hear comments all the time from people saying, ‘Holy buckets, what’s happening there?’ ” Grutsch noted. The numerous specimens of Midsota’s trailers provide not only an advertisement for its products, but also as a sign that Avon is home to a remarkable manufacturing business. “They needed to expand, and they were able to expand in the same community in which they’ve been located,” Bullert said. “To be able to maintain your growth in your hometown is certainly beneficial to the community.” For more information about Midsota Manufacturing, Inc., visit www.midsotamfg.com.
It’s shaping up to be another big year for the company. Bauer said that by the end of the current model year, which ended June 30, Midsota expects to have produced about 2,500 trailers—a 25 to 32
September/October 2015
www.NATM.com
ferred with Color.
Introducing ProWood Dura Color® trailer decking! Color-treated and pressure-treated for long-lasting durability and good looks, Dura Color's 2-year color assurance (no fade) limited warranty ensures the trailers on your lot hold their value. Treated lumber never looked so good—and never made an open trailer look better! Visit us at ProWoodLumber.com
Universal Forest Products WITHOUT ProWood Dura Color After One Year
WITH ProWood Dura Color After One Year
©2014 Universal Forest Products, Inc. All rights reserved. 7847_10/14
MAXXED by Maxey Trailers Mfg., Inc.
Tracks
MAXXED by Maxey Trailers Mfg., Inc. By Maxey Trailers, Mfg., Inc.
Maxey Trailer's wants their customers to have the best trailer that money can buy. Their customers’ trailers should be more than “just enough.” With their wide variety of trailer models and ongoing innovation, Maxey believes they have a trailer to serve all your needs. If they don’t, they would like to know so that they can add those needs to a list of future innovations. Because enough is never actually enough, Maxey strives to always improve. This drive is what brought on the new logo and name, “MAXXD.” Their hope is to differentiate themselves as a newer and higher quality product. They know that perfection isn’t always attainable, but if they strive for it they can get as close as possible. They believe in having high goals and constantly work achieving and surpassing them while also setting new standards both for themselves and for the trailer industry as a whole. This logo and name update didn’t come without multiple changes to the product line itself. In the months leading up to the change and at the time of the change itself, nearly every product received some type of upgrade or improvement for a value increase. One improvement that was made is that all trailers are now floored with pressure treated pine wood to ensure a working life longer than the untreated wood previously used. Their standard premium product line is the “Gold Series” and the more economical
34
September/October 2015
product line is the “White Series.” The “White Series” consists of lighter duty utility trailers and car haulers for more economical starting point. Maxey wouldn’t be the same without its great employees. They have helped build the company to where they are today. Their goal is to serve you, their customers, in a timely manner and with the best service possible. That is why they have also added a second full time sales representative as well as a full time warranty representative within the past year to assure that you get the information and service that you need for success. Maxey is continuously working on increasing trailer literature to keep its customers informed. Last, but not least, Maxey has also launched a new website. Go to www.maxxdtrailers.com to check it out. You will see a lot of new high quality pictures of Maxey products with more models being added and updated constantly. You can also check out the trailer quote builder inside every product information page. This allows customers to submit a quote request for the specific options they are looking for. The company has a wide variety of options to choose from to give customers what they need. Maxey is in business to build a better future together.
www.NATM.com
MAXXED by Maxey Trailers Mfg., Inc.
Tracks is the year it all started in a small, old shop 1999 This out in the country. After about three years of trailer manufacturing experience, Allen Kornelsen decided that he wanted to start his own company with a vision of building the best product on the market. He started as a one man shop doing all the work from purchasing materials, to welding, painting, loading and the selling of trailers. Nearly a year later, he finally got some help when his brother started working for him. Soon the shop was filled with welders and he loaded trailers during the day and painted them at night.
nearly five years in business, the company 2004 After had been built up to four employees and it was time to move into a bigger building. The company built a 12,000 sq. ft. shop with a small office attached. This allowed Allen to more than double the workforce. He was still fully active in the shop while managing everything around the company.
time between 2004 and 2007 was filled with 2007 The rapid growth. The building more than tripled in size and more expansions were on the way. Allen was still managing nearly everything with one shop foreman and his first hired sales representative in 2008. This is when Maxey Trailers increased its focus on customer service and a higher quality product.
www.NATM.com
Sometimes new trailer ideas come from places unrelated to trailers. This was the case in 2010 when Allen’s son was working on a ‘68 C10 Chevy truck project. The truck was designed to drop to the ground on air suspension. This got the company thinking, “Why not bring this concept to trailers?” That is exactly what Maxey did. Maxey ordered some suspension parts and began building a prototype. Five years later it has evolved into multiple models simplifying transport for many.
2010
Other ideas have come from some of the great welders in the shop. This roll-off dump happens to be one of them. All Maxey had to do was allow him enough time to build and design it which produced a great new trailer with many uses. This trailer comes in a 14’ model with a 13.63 cu/yd bin or even a few flatbed options for mounting equipment.
2013
Today Maxey Trailers has a 70,000 sq. ft. shop with a wide variety of equipment to help produce its trailers. They also have many people who work both in the background and with customers to make sure everything goes smoothly. They are still focused on customer service to achieve the motto they live by. “Together for a better future.”
TODAY
September/October 2015
35
You can read the Federal Motor Vehicle Safety Standards OR you can let NATM do it for you NATM’s Technical Committee, Compliance Director and Technical Director review and condense the regulations into easy-tounderstand information and provide you a simple CD. NATM’s committees and professional staff take the guesswork out of compliance. Join NATM to receive your copy.
• Fastest Response Time • 2 Year Warranty • Sealed Anodized Aluminum Housing • Compatible with Factory Brake Controllers • Smallest Design on the Market • Lowest Amp Draw from Breakaway Battery • Hand Built/Rigorously Tested • Industry's Best Customer Service • Available in 1000, 1200, 1600 PSI
You’re in control with...
www.HydrastarUSA.com
MADE IN U.S.A.
Delta Trailers: Building a Tradition
Tracks
Delta Trailers: Building a Tradition By Delta Trailers
Simple Beginnings - With a family loan of about $200, and a borrowed welder, Dale Eaves began building trailers nearly 40 years ago in a small Dr. Pepper distribution building in Newport, Arkansas. Today, still family owned with Dale as company president, Delta's operations are conducted in a building totaling over 80,000 square feet and located on 17 acres. Also, several family members represent the management and production teams. A long way from its humble beginnings, Delta is now proudly recognized as Arkansas' oldest and largest trailer manufacturer. Back in 1971, the focus was building only livestock and horse trailers, but today the product line has been expanded to include equipment trailers, flatbed trailers, enclosed cargo trailers, open top livestock trailers plus a complete line of hydraulic tilt and dump trailers. Delta has strived to become a complete source for a wide variety of steel trailers for its family of dealers. In 2002, a new manufacturing facility was opening and it marked a complete change in production methods at Delta. Out were the “old-school” stall building efforts of the past, and in came new production methods such as assembly line construction and lean-manufacturing techniques. Delta has gained a tremendous boost in productivity from both of these improvements. Lean manufacturing techniques are business performance improvement tools that focus on enhancing quality, cost, delivery and people. It exposes waste and makes continuous improvement possible. Simply put, it is a manufacturing improvement approach based on the premise that waste or non-value-added activity is minimized or eliminated. By using these lean techniques, Delta has managed to improve the bottom-line by building trailers faster but with fewer employees while still realizing a dramatic improvement in quality. Delta enjoys hearing from dealers who have represented its products for a long time commenting on how much better its trailers are now. It makes the effort so much more rewarding and our dealers appreciate the conscious efforts Delta Trailers has made in
In addition to its improved manufacturing methods, one of the more undeniable quality improvements at Delta has been in its paint booth automation. A fire that broke out in the paint department of the previous plant nearly crippled operations while the new plant was being built. Because of that, extra precautions have been made in the new facility. Paint products are stored in a fireproof room which is detached from the rest of the main building. The paint process is computer controlled which allows it to be accurately mixed with urethane hardeners greatly enhancing the cleanliness and appearance of the finish while reducing paint waste by nearly 50 percent. Additionally, an infrared bake oven was installed which allows Delta to produce a high gloss paint finish that is not only more attractive but more durable as well. Delta often comments on how they ever got by without one. "Our dealers, customers and even a few competitors have been extremely complimentary of the new paint process and product improvements," said Les Eaves, Delta Vice President. “We believe that it is one of the best paint finishes of any steel trailer manufacturer in the industry.” In 2009, Delta was recognized by Statistical Surveys as the trailer manufacturer with the largest market share increase of horse trailers over all other trailer manufacturers. Delta attributes this to its commitment to quality and outstanding customer service, which can be seen in its dealer relations. Delta has several dealers
improving its quality.
38
September/October 2015
www.NATM.com
Delta Trailers: Building a Tradition
Tracks
that have been with them for well over 30 years. Currently, the company has over 300 dealerships throughout the United States, plus dealerships in Australia and Canada. According to Eaves, "We build relationships with our dealers. If they run into a situation with a customer that they need help with, we're going to stand behind them no matter what. The most vital aspect of our business is the relationship we have with our dealers, many of whom we consider close friends.� As Delta has improved during the past 40 years, so has the trailer industry as a whole. Delta is a proud member of the NATM and of NATDA, both of which they are pleased to support. These organizations have brought about many benefits to the entire industry. Delta was an inaugural member of NATDA and exhibited at the very first trade show in Ft. Worth. The industry has needed an association like NATDA for years, and those that support it and participate in the trade shows are the companies that dealers can count on for the support that they need to continue to grow their businesses.
www.NATM.com
The fact is, there are a lot of cheap trailers being built out there and there are also many good trailer manufacturers as well. However, for the money, the value of their trailers is hard to beat, especially with the improvements they've made in the past few years. Delta is currently in the process of adding over 40,000 sq. ft. to its manufacturing facility and will be adding several new equipment purchases including a computerized Plasma torch table. Its production capacity should be increased by 40%-50% after the expansion. Since 1971, Delta has continued to grow because of their values, reputation, attention to detail and dealer interaction. They are poised to continue as a leader in this highly competitive industry and consider its dealers as partners in its business. If you are interested in joining their family and becoming a dealer, you can contact them at (800) 556-2283, or you can email Les direct at les@deltatrailers.com. Delta looks forward to hearing from you.
September/October 2015
39
Enjoy Your Trip....
with "Peace of Mind" Using Products by
Running Gear & Premium Trailer Components
Call: (800) 241-1806 • (404) 344-0000 Write: TIE DOWN ENGINEERING, 255 Villanova Drive SW, Atlanta Georgia 30336 E-mail: sales@tiedown.com Visit us on the web at www.tiedown.com TIE DOWN ENGINEERING IS A ISO 9001:2008 Registered Firm
Custom Product Identification Since 1959
• Since 1959 • High Quality-Time Tested Materials and Inks • Low Price Guarantee • Free Art/Design
• Free Prototypes • No Minimum Orders On Custom • Stocking Programs for JIT Shipments • NATM Member
CUSTOM PRINTED LOGOS
NATM APPROVED WARNING DECALS
VINYL CUT GRAPHICS
STOCK WARNING DECALS
STOCK COMBINATION WARNING DECALS
ALUMINUM SERIAL PLATES
TGI-Direct 3212 S. Cravens Rd. Fort Worth, Tx 76119 1.800.416.5553(P) 1.800.498.9659(F) csr@tgi-direct.com
How to Keep Your Trailers (and Reputation) from Corroding
Tracks
How to Keep Your Trailers (and Reputation) from Corroding By Bernardo Duran III, Coating Performance Engineer, AZZ Galvanizing Services simple options for protecting metal on your trailers from corrosion. Before we start that discussion, let’s first recap the common types of corrosion found on trailers. The first type of corrosion is called general or uniform corrosion, which happens over the entire metal surface, or large portions of it. General corrosion occurs at roughly the same rate over the corroded area, which makes the corrosion rate predictable.
Corrosion on unprotected carbon steel frames.
Corrosion protection on trailers is sometimes left as an afterthought, only considered after a trailer sits in a distributor’s lot or when a customer complaint hits your desk. By then, it may be too late if your trailer already shows signs of corrosion, and your hard-earned reputation might be damaged. Fortunately, you have options. Never before have there been so many effective and affordable corrosion protection options available. Spending a little time upfront considering these options can pay big dividends down the line, for your reputation and your customers’ investments in you and your products. Identifying and Fixing the Corrosion Problem This article is the second in a two-part series. The first article in the series, "Why is My Trailer Corroding?!" discussed common types of corrosion found on trailers and was featured in the March/April 2015 issue of Tracks magazine. In this second article in the series, we pick up where we left off, by discussing
42
September/October 2015
The second type of corrosion we want to protect against is called localized corrosion, which usually occurs on smaller and distinct areas. The rate of localized corrosion is much less predictable than generalized corrosion, making it potentially more destructive and dangerous. The most common types of localized corrosion found on trailers include crevice, pitting, and galvanic corrosion. Crevice corrosion occurs inside narrow and enclosed areas. Pitting corrosion occurs at defined areas and tends to create cavities on the metal. Galvanic or dissimilar metals corrosion occurs when two or more metals with different electrical potentials are electrically connected in the presence of an electrolyte. The more active and electronegative of the two metals corrodes in place of the less active metal. Corrosion scientists, engineers, and chemists have made great strides in protecting against the basic forms of corrosion described above. In fact, there are multiple affordable choices for corrosion protection today. We are going to discuss three of these choices, including barrier coatings, material selection, and good design practices. Barrier Coatings Barrier coatings are perhaps the most common form of corrosion protection in use today, and can protect metals, wood, and nearly
www.NATM.com
How to Keep Your Trailers (and Reputation) from Corroding
Tracks any other construction material. Barrier coatings provide corrosion protection by preventing an electrolyte, such as water, from contacting the underlying steel or metal. If the electrolyte cannot contact the metal, a corrosion cell will not form and corrosion cannot occur. Remember from the first article, the four components necessary for corrosion to occur include the anode, cathode, metallic pathway, and electrolyte. If any of these four components are not present, corrosion will not occur. Paint and powder coating are two common types of barrier coatings in the trailer market. Other types of coatings, such as hot-dip galvanizing, can also act as barriers and prevent electrolytes from contacting the base steel.
The frame and superstructre of this trolley were hot dipped and then painted (called a duplex system) for corrosion protection and aesthetic appeal.
Preparation of a metal surface prior to coating with paint or powder coating is critical. If the metal surface is not prepared properly, which includes removing contaminants and applying a profile, the barrier coating will not adhere. If adhesion of paint or powder coating is bad, and the barrier coating detaches, the electrolyte will contact and corrode the metal. When this happens, corrosion can spread under adjacent barrier coating, swell, and cause the coating to flake from the steel, in a process called underfilm corrosion. This type of corrosion does not occur on hot-dip galvanizing.
outline various methods and techniques for cleaning and profiling steel and other materials which are to be overcoated. Choosing the Right Materials for Your Trailer Another popular form of corrosion protection for trailers is material selection. This simply means choosing materials that corrode more slowly than plain carbon steel. Options could include hot-dip galvanizing, stainless steel, or aluminum. Paint or powder coating can be applied over these materials for additional corrosion protection or aesthetics. When galvanized steel is painted or powder coated, it is called a duplex system.
Organizations such as NACE International and SSPC: The Society for Protective Coatings have produced specifications that
To give an idea of the difference materials selection can have on corrosion resistance, consider hot-dip galvanizing, which is a zinc coating metallurgically bonded to the underlying steel. According to the American Galvanizers Association, zinc corrodes at 1/10 to 1/40 the rate of steel. This means it is quite possible a galvanized trailer could last long enough to be passed down to future generations. The length of time a zinc coating will protect the underlying steel from corrosion depends on the environment the steel is used in and the zinc coating An electrolyte causes corrosion of the steel at breaks in the paint coating. Corrosion spreads under the thickness. paint, causing a bigger void and additional corrosion.
www.NATM.com
September/October 2015
43
Do you need ramp assist(ance)? Give us a call!
OHIO 800-338-5399
ARIZONA 800-233-3599
M A N U FA C T U R I N G
For all your hardware needs...
HARDWARE for HARD WEAR
ISO 9001 CERTIFIED
Commercial, Industrial & Vehicle Hardware
Call us today at: 847.244.8900 or visit us on the web: www.alhansen.com ENGINEERING | PROTOTYPING | METAL STAMPING | MACHINING | WELDING | ASSEMBLY Hardware for Hard Wear
How to Keep Your Trailers (and Reputation) from Corroding
Tracks
Time to First Maintenance for Hot-Dip Galvanized Steel
The reason zinc corrodes so slowly is because it forms a protective layer on its surface known as the zinc patina. The zinc patina is not aggressively attacked by rain, snow, and humidity, like uncoated carbon steel is. To understand how a zinc coating forms into the weather-resistant zinc patina, take for example a hot-dip galvanized trailer. Soon after being withdrawn from the galvanizing bath, the zinc begins reacting with oxygen in the air to form zinc oxide. As the galvanized trailer remains outdoors, and undergoes normal environmental wet/dry cycles, water reacts with zinc oxide to form zinc hydroxide on the galvanized surface. As the steel undergoes additional wet/dry cycles, zinc hydroxide reacts with carbon dioxide in the air to form basic zinc carbonate. The zinc carbonate layer is also known as the zinc patina and is responsible for the long-lasting corrosion protection hot-dip galvanizing is known for.
Formation of the Zinc Patina
46
September/October 2015
This evolution from a zinc coating, right after galvanizing, to complete formation of the zinc patina can take six months to two years to form, depending on the specific environmental variables. Throughout that time, the underlying steel is always protected by the zinc that covers its surface, which acts as a barrier to electrolytes.
www.NATM.com
How to Keep Your Trailers (and Reputation) from Corroding Protecting Trailers from Scratches In addition to corroding much slower than uncoated steel and providing barrier protection, hot-dip galvanizing also provides an additional benefit known as galvanic cathodic protection. Galvanic cathodic protection protects the underlying steel by sacrificial corrosion of the zinc coating in place of the steel. To give an example how cathodic protection on a galvanized trailer works, suppose a piece of heavy machinery were loaded onto a trailer. If the galvanizing were scratched through the coating all the way down to the bare steel, the zinc immediately adjacent to the scratch would donate its electrons to prevent the steel from corroding. By donating its electrons in this manner, the
Tracks exposing the steel to electrolytes and eliminating the corrosion protection the coatings offer. Some materials, such as hot-dip galvanizing, provide increased abrasion resistance. The galvanized coating is made of four layers, three of which are zinc-iron intermetallic layers that are harder than the base steel. The outer layer, nearly pure zinc, is softer and more flexible. The combination of a flexible outer layer and hard inner layers greatly reduces scratches through the galvanized coating while loading and unloading trailers. So, in addition to providing galvanic cathodic protection at scratches down to the base steel, the galvanized coating greatly reduces the likelihood of scratches to begin with. Good Design Practices
Scratch on galvanizing down to the bare steel. The surrounding zinc coating provides galvanic cathodic protection to protect the steel from corrosion.
zinc sacrificially corrodes in place of the steel and will continue doing so until the zinc coating has been depleted. The amount of cathodic protection provided by galvanizing is dependent on the conductivity of the electrolyte and the thickness of the zinc coating, but scratches up to 2-5 mm wide on galvanized steel will usually be protected.
In addition to the corrosion protection options discussed above, using simple recommended design practices can also greatly reduce corrosion on trailers. For example, including drain holes in key locations can prevent water from pooling on trailers. If water does not pool, the corrosive effects it might have on the trailer will thus be decreased or eliminated. This underscores the importance of paying close attention to and reducing design details that could collect water. In particular, areas around wheel wells and close to the rear wheels of the tow vehicle should be inspected for crevices and overlapping areas where water might collect. Careful selection of weld design can also help reduce corrosion. Including seal welds can prevent water from collecting in
Scratches are an important topic to consider since trailer owners often load and unload items, thereby increasing the potential for scratches. Barrier coatings such as paint or powder coating can be scratched off the steel, thus Micrograph showing dpn hardness values for the layers of the galvanized coating relative to the base steel.
www.NATM.com
September/October 2015
47
How to Keep Your Trailers (and Reputation) from Corroding
Tracks crevices, and can thus prevent crevice corrosion. When seal welding is not possible, careful consideration for weld quality and placement can also decrease pooling of water. If welding is necessary after a trailer has been painted, powder coated, or galvanized, touch-up will be necessary to restore corrosion protection on welded areas. Manufacturers can unintentionally cause galvanic corrosion (dissimilar metals corrosion) on their trailers by connecting different types of metals or alloys. If the metals are in physical contact, they are electrically connected and galvanic corrosion can occur. When a design calls for dissimilar metals to be in contact, installing dielectrics between the metals stops electrical current from flowing between the metals, and will thus eliminate the concern for galvanic corrosion. Corrosion protection will last as long as the dielectric material is intact and the metals are not in electrical contact. Some examples of dielectrics include rubber or plastic sleeves or grommets. Alternatively, there are dielectric paints on the market specifically designed to prevent galvanic corrosion. Dielectric paints would be expected to provide corrosion protection until the paint wears away or flakes from the metal(s). Conclusion and Next Steps
The author of this article is a NACE certified coatings inspector, participates in NACE and ASTM technical committees aimed at reducing corrosion, and serves as chairman on an SSPC technical committee. He can be contacted for additional information and literature for corrosion protection options for your trailers. About AZZ Galvanizing AZZ Galvanizing Services, a division of AZZ Inc., headquartered in Fort Worth, Texas owns and operates 42 hot-dip galvanizing plants strategically located across the U.S. and Canada. AZZ operates kettles ranging from 16’ to 62’ in length. With the company’s network of plants, they are able to accommodate the largest projects with customized turnaround times at a competitive price. GalvXtra, their unique nickel-zinc alloy process, helps meet the highest quality standards necessary in the highly competitive transportation market. Photos courtesy of the American Galvanizers Association www.galvanizeit.org
Vin-eze
A Division of PMCS, Inc.
Easy to use VIN Software
Source for software, labels and Certificate of Origin
Protecting trailers from corrosion from the time they leave your shop, until long after your customer has taken delivery, has never been easier or more affordable. The corrosion industry offers many good options to keep your customers smiling and maintain your reputation for providing high quality trailers. In this article, we discussed commonly used methods for reducing corrosion on trailers, including barrier coatings and materials that corrode more slowly than carbon steel. We learned some materials, such as hot-dip galvanizing, use their zinc coating to offer the benefits of barrier and cathodic protection, as well as the weather-resistant zinc patina. Lastly, we discussed several good design practices to limit corrosion. This article is only an introduction to common corrosion protection options available for trailer manufacturers. You can obtain additional information specific to your application by contacting your coatings supplier or hot-dip galvanizer. Additionally, trade associations such as the American Galvanizers Association (AGA), NACE International, and SSPC: The Society for Protective Coatings, can provide additional information.
48
September/October 2015
x
Print Certification Labels & Msos
x
Calculates Check Digit
x
Print Labels for Canada & NVIS
x
Share Vin-eze with other computers
x
Remote Support
888.247.7627 www.vineze.com www.NATM.com
THE
ORIGINAL
BEST THE
Authentic BULLDOG products are often imitated but never equaled. The TRUSTED choice of American Military and Manufacturers, BULLDOG products perform reliably in TOUGH conditions. TOUGH & TRUSTED FOR OVER 90 YEARS MAKE BULLDOG YOUR PRODUCT DEVELOPMENT & TESTING PARTNER M MA ART TNER R LOOK FOR THE AUTHENTIC RED BULLDOG LOGO!!
Get your FREE Subscription to Project: OEM. An e-newsletter specially designed for America’s industrial and military OEMs. www.bulldogproducts.net/oem
WWW.BULLDOGPRODUCTS.NET CEQUENT PERFORMANCE PRODUCTS, INC. ISO 9000 CERTIFIED
©2015 Cequent™ Performance Products, Inc.
MKG2083
Adjustable Coupler & Channel Fitment Compatibility
Tracks
Adjustable Coupler & Channel Fitment Compatibility By Frank Drake, Director of Engineering, Cequent
Historically, there has been no governing body or standard to assist in fitment of adjustable couplers within the typical trailer channel. Various manufacturers, including both component suppliers and trailer builders, have traditionally provided various components for use in the coupler-channel interface common on the front of many trailers. Ultimately, the trailer manufacturer must design, build and select components to achieve a reliable coupler-channel interface for their trailer product. The range of stakeholders involved with the couplerchannel component arena is significant. Retailers are directly affected by component interchangeability. When mismatched components are supplied the return rate goes up, driving up costs and decreasing customer satisfaction. The end user desires replacement components to fit properly. Retailers and trailer manufacturers depend on the component manufacturer’s ratings and detailed drawings to select the proper combination of components to satisfy design requirements. To help assure the success of NATM members, the technical committee was assigned the task of exploring the compatibility and dimensional variation within the coupler-channel interface.
if component fit-up has been compromised during fabrication. It should be noted that NATM did not complete any testing to determine the impact of mismatched components. In summary, at this early juncture, the technical committee is suggesting a two-prong approach to mitigate this situation. First, all the above-mentioned stakeholders need to be aware of the mismatch possibility and work to avoid these conditions. Secondly, the trailer manufacturers need to confirm compatibility through design analysis and specify the dimensional expectation to their suppliers.
The committee gathered data from various manufacturers to determine the range of match or mismatch. Several manufacturers have responded providing detailed specifications on their The dimensional mensional report has been submitted to the participating products. The committee has reviewed the material and has manufacturers. cturers. If interested in the original report, email NATM noted some of the variations between components. The channel Technical al Director Russ Moore at Russ.Moore@natm.com. variations include width, thickness and bend radius. The Above: Rigid id Mount Collarcoupler variations include width and hole-to-edge dimensions. Lok Coupler plerTM by Bulldog Products Additionally, hardware recommendations can vary between manufacturers. All of this can cause fitment issues between Right: Bulldog lldog Adjustable components. Coupler, er, Cast Head, w/ The committee examined samples from several manufacturers and clearly found that by mixing components among multiple
dware, 5 Position Hardware, nnel, 14,000 lbs. Channel, A2565C0317
manufacturers (i.e. largest coupler with smallest channel), a combination can be found that will exhibit interference. The mismatch is further aggravated when one considers the residual stress caused by heavy welding of the channel to the trailer frame. The post-weld condition should be checked to determine 50
September/October 2015
www.NATM.com NATM
Pre-Departure Safety Checklist for Towing
Tracks
Pre-Departure Safety Checklist for Towing By Russ Moore, Technical Director
Before towing a trailer, make sure your tow vehicle and trailer maintenance is current. This is very important because towing puts additional stress on the tow vehicle.
Check and correct tire pressure on the tow vehicle and trailer.
Make sure the wheel lug nuts/bolts on the tow vehicle and trailer are tightened to the correct torque.
Be sure the hitch, coupler, draw bar and other equipment that connect the trailer and the tow vehicle are properly secured and adjusted.
52
Check that the wiring is properly connected; not touching the road, but loose enough to make turns without disconnecting or damaging the wires. Make sure all running lights, brake lights, turn signals and hazard lights are working.
September/October 2015
Verify that the brakes on the tow vehicle and trailer are operating correctly.
Check that all items are securely fastened on and in the trailer.
Be sure the trailer jack, tongue support and any attached stabilizers are raised and locked in place.
Check load distribution to make sure the tow vehicle and trailer are properly balanced front-to-back and side to side.
Check side- and rear-view mirrors to make sure you have good visibility.
Check routes and restrictions on bridges and tunnels.
Make sure you have wheel chocks and jack stands.
www.NATM.com
Division Your one stop shop for Kenda Loadstar Trailer Tires and Dexstar Wheels. At Kenda, we’ve been manufacturing tires for over 50 years. Our manufacturing plants are ISO certified and we work hard to provide the finest quality tires designed to exceed the customer’s expectations, at a competitive price. Visit us at AmericanaTire.com for more info.
We have four locations to serve you. York, Pennsylvania Elkhart, Indiana Blacksher, Georgia Marshfield, Missouri
Visit KendaTire.com for more information on all Kenda tires, including passenger, light truck, motorcycle, ATV, bicycle, golf car, turf and implement.
by
K550
BIAS ST
KR03
RADIAL ST
Wheels by
by
Consistent Quality and Kenda Loadstar Tires…No Substitutes and No Surprises
Speed Ratings for ST Tires
Tracks
Speed Ratings for ST Tires By: David Dahl, Development Engineer, Research and Development, The Carlstar Group Fortunately for trailer manufactures, dealers and owners, ST trailer tires continue to improve. In years past, trailer tires only needed to keep up with the speed limits of county and state highways. There would be places where vehicles would slow down and there would be frequent stops traveling through towns. Today, the United States is a weave of massive super highways that allow drivers to travel continuously for hours, only making pit stops for fuel, restrooms or food. The new super highways also allow higher speeds. Cars and trucks have steadily improved, making the automobile nearly as comfortable as your living room. The trucks of today that feature 6-speed automatic transmissions with optimized rear-end gear ratios are smooth and powerful. Not long ago, I was headed to town in my farm truck, a 1989 2500 Chevrolet 4x4 and as I crossed the railroad tracks, I nearly hit the red vinyl headliner. Later that day, I helped a friend from church load his lawnmower onto an 18’ flatbed trailer for a trip to the repair shop. When I got onto I-40 with the trailer behind my old Chevy, I could not seem to keep it in 5th gear. The power just was not there. In 4th gear, I topped out at 55-60 mph.
hour (MPH) not alphabetically in speed ratings. Carlisle has decided that all new ST products moving forward will have both the speed symbol (to satisfy the governments) and the actual speed rating in MPH (km/h) to better inform its customers. Figure 1 provides a list of speed symbols and corresponding speeds applicable to the trailer market.
The use of farm trucks like mine is in steady decline. As automakers continue to innovate and produce new models, older models are retired. The new age roads and trucks demand higher performance for trailers and the tires on which they ride. In Texas, one stretch of highway has a posted speed limit of 85 mph and I fully expect that there are 6-speed diesel pickup trucks pulling trailers at the posted speed limit.
What is the speed rating for my ST tire?
Gradually, the speed ratings for trailer tires have become increasingly important. Speed ratings can be confusing. Most of the confusion is self-inflicted by the tire industry or by regulatory bodies. One such item is speed symbols. A speed symbol is a letter molded into the sidewall of a tire which corresponds to a speed. To comply with certain European and North American regulations, ST tires are required to have the speed symbol on the sidewall. The speed symbol system is logical for tire companies and an industry standard. Each increase in speed symbol generally corresponds to an increase of 10 km/h. But, it is not very useful for the consumer, who must look at the tire, then turn to another source such as the Internet to interpret the symbol. American speedometers read numerically in miles per 54
September/October July/August 2015 2015
SPEED SYMBOL SPEED CATEGORY G J K L M N
55 mph (90 km/h) 62 mph (100 km/h) 68 mph (110 km/h) 75 mph (120 km/h) 81 mph (130 km/h) 87 mph (140 km/h)
Figure 1: Speed Symbols and corresponding speeds
The Tire and Rim Association, Inc., (TRA) provides some guidance for tires with 13” rim diameters and larger, “For tires not marked with a Service Description, consult tire manufacturer for applications above 65 mph (105(km/h).” TRA also provides guidance for tires with rim diameters of 12” and smaller (See Figure 2). The difficulty is that Figure 2 is not readily available to the end user. Figure 2 is also slightly confusing for the end user. Should I really inflate my tire beyond the maximum sidewall pressure? As a rule of thumb, trailer tires are rated at 62-65 mph unless otherwise specified by the tire manufacturer. At Carlisle,the Radial Trail RH tires are rated at 75 mph, for 16” rim diameters and 81 mph for 12”-15” rim diameters. Carlisle’s market research shows that a number of other companies are also rating their tires between 75-81 mph. If you have any questions about your tire’s speed rating, you should consult the tire sidewall or contact the tire manufacturer or importer of record.
www.NATM.com
Speed Ratings for ST Tires
Tracks SPEED RANGE
INFLATION PRESSURE
% LOAD CHANGE
OPTIONAL SPEED SYMBOL
121 km/h (76 mph) thru 140 km/h (87 mph)
+70 kPa (10 psi)
-10 %
N
101km/h (63 mph) thru 120 km/h (75 mph)
+70 kPa (10 psi)
None
L
Up to 100 km/h (62 mph)
None
None
J
Figure 2: TRA's guidance for tires with rim diameters of 12" and smaller
What about the tariff on Passenger Car and Light Truck Tires? Will it impact ST tires? Yes and no. In general, the Department of Commerce (DOC) has indicated that ST tires will be excluded from the scope of the tariff; provided that the ST tire meets several qualifications. The following items need to be molded into the tire: 1.
“DOT” indicating that the tire complies with the FMVSS regulations;
2.
“ST” included in the tire size;
3.
“For Trailer Service Only’’ or ‘‘For Trailer Use Only’’
4.
The tire load index and speed rating in mph or the speed symbol; and Ex.: ST205/75R15 LRC would have 101/97M;
5.
•
101 =1820 lbs. single load
•
/ 97 = 1610 lbs. dual load; and
•
M (81 mph) speed symbol.
Additional sidewall information is required under FMVSS regulations, but is not mentioned in the tariff.
For example, some radial Load Range B tires, such as ST175/80R13 LRB (1100 lbs), are subject to the tariff because the load capacity is lower than the P175/80R13 (1179 lbs at 35 psi). Prior to the PC/LT tire tariff shake-up last fall, Carlisle had some ST tires with a speed rating N (87 mph). When the preliminary CVD determination was issued, these tires immediately became subject to duties. Carlisle did three things
www.NATM.com
in response. First, it complied with the requirements of the law. Second, it began reducing its speed rating from 87 to 81 mph. Finally, Carlisle requested and was granted a meeting with the DOC. During that meeting, Carlisle laid out the impact of the preliminary scope and tried to provide guidance for wording the exclusion. The efforts were only partially successful. Due to the final wording of the exclusions by the DOC, N (87 mph) cannot be used across the line up. There are a few size and load range combinations that would be subject to the tariff if marked with an “N” speed rating, i.e., ST225/75R15 LRC and LRD, ST215/75R14 LRC and LRD and ST205/75R15 LRC and LRD. These tires can avoid the tariff by maintaining a speed rating of “M” (81 mph) or lower. The stated intent of the tariff enacted on passenger car and light truck tires is to eliminate the below-market-value sales of imported PC/LT tires from China. ST tires are not the target of the tariff and Carlisle has labored heavily to ensure that our customers are unaffected by the tariff. This article should not be used to make decisions on importing tires. Please consult an attorney or Rick Coffey at Rick.Coffey@CarlstarGroup.com to fully understand the law. Learn more about the maker of Carlisle Tires, The Carlstar Group, LLC (formerly CTP Transportation Products), at www.carlisletransportationproducts.com.
September/October July/August 2015
55
X Marks the Spot: Save Your Loot by Crossing Safety Chains
Tracks
X Marks the Spot: Save Your Loot by Crossing Safety Chains By: Kathleen Dultmeier, Marketing Coordinator
Safety chains keep the trailer connected to the tow vehicle in the event that the trailer becomes disconnected. Should your trailer become uncoupled, safety chains are your primary backup system to protect your trailer and the safety of others. Safety Chains •
Safety chains should cross under the trailer tongue to help prevent the tongue from dropping to the road in the event the trailer separates from the tow vehicle. The crossed safety chains will also prevent the tongue from gouging the roadway.
•
When connected, safety chains should have some slack to permit sharp turns, but should not drag on the road.
•
NATM Compliant trailers are required to have two safety chains.
•
Chains - especially high strength chains – are not meant to be welded. Welding compromises the chain’s molecular structure, resulting in a weaker chain that may be prone to break.
•
Improper rigging of the safety chains can result in loss of control of the trailer and tow vehicle, leading to death or serious injury, if the trailer uncouples from the tow vehicle.
•
Fasten chains to the frame of the tow vehicle.
TRAILER GVWR
More than 5,000 lbs 3,500 – 5,000 lbs. 2,000 – 3,500 lbs. Up to 2,000 lbs
30 proof coil chain rating Chain Size (inches) 3/16 1/4 5/16 3/8
MBS (Minimum Breaking Strength) for each chain Equal to or greater than the GVWR of the trailer 5,000 lbs 3,500 lbs 2,000 lbs Based on SAE established standards Minimum Breaking Strength (lbs.) 3,000 5,000 7,600 10,600 National Association of Chain Manufacturers
Hooks •
Do not fasten chains to any part of the hitch unless the hitch has holes or loops specifically for that purpose.
•
Do not substitute chains with cords, tie downs, or wire.
•
Connect chains with high-grade hooks or clasps.
Illustration and instructions courtesy of U-Haul.
56
September/ October 2015
•
Hooks attach to the hitch plate from top down or rear forward.
•
If you use a nut and bolt to secure the trailer’s safety chains to the tow vehicle, make sure the nut and bolt are rated as high as, or higher, than the chains.
•
Be sure the “S” hooks are secured with a rubber retainer.
www.NATM.com
X Marks the Spot: Save Your Loot by Crossing Safety Chains
Tracks
The left chain (A) crosses underneath the trailer tongue (B) and hooks to the right side of the tow vehicle permanent hitch (C), frame or structure, or to the tow vehicle bumper brackets. Do not attach chains to the ball or to a ball mount that is removable. The right chain hooks to the left side in the same manner. The “S”-hooks (D) can be placed through a link in the chain. Crossing the chains under the tongue allows the minimum amount of slack for turning. Control slack by hooking the chain back to itself to shorten chain. Be sure the “S”-hooks are secured with a rubber retainer (D). The chains need slack to allow your vehicle to make turns. Make sure these chains attach securely to your tow vehicle and do not drag on the roadway.
Emergency Brake Chain or Lanyard Trailers with brakes have a third chain called the emergency brake chain (E). This chain applies the brakes automatically in the unlikely event of a separation of the trailer from the tow vehicle. Attach this chain as close to the vehicle center as possible: to the tow vehicle permanent hitch, frame or structure, or to the bumper brackets. Adjust chain take up most of the slack and secure “S”-hook with rubber retainer. Some slack is necessary to prevent the emergency brake from activating on turns or inclined driveways.
www.NATM.com
September/October
57
NATM to Distribute Towing Safety Brochure
Tracks
NATM to Distribute Towing Safety Brochure By: Meghan Ryan, Communications Director
The National Association of Trailer Manufacturer's has created a towing safety brochure and is excited to offer this additional publication to its members free of charge. The new brochure has been reproduced to provide the towing public general guidance, tips and basic information about important factors to consider and equipment needed to ensure safe towing of trailers. Much of the content comes directly from the safe-towing pamphlet published by NHTSA, titled "Towing A Trailer: Being Equipped for Safety," and displayed on its public website, www.nhtsa.gov/cars/problems/ equipment/towing/towing.pdf. NATM has slightly edited the content of that NHTSA pamphlet to create greater clarity and to update certain references in the NHTSA posting.
SAFELY TOWING A TRAILER National Association of Trailer Manufacturers Promoting Trailer Safety
The publication includes tips on selecting a tow vehicle, tow vehicle ratings, measuring the weight of a trailer, connecting your trailer to your vehicle, tire safety, loading and weight distribution, safety driving tips and the pre-departure safety checklist. To take a look at the pre-departure safety checklist today, turn to page 52. NATM members can request copies of the brochure by contacting Executive Assistant Christina Trimmer at Christina.Trimmer@natm.com or by calling (785) 272-4433.
58
September/October 2015
www.NATM.com
TOGETHER FOR A BETTER FUTURE
Our goal is to keep you and/or your business on the high road to success. As you can see with the list of categories on the right and on our website, we build a trailer for almost any need a customer may have. We believe in working together with our dealers to ensure that hat customers custome ers with a MAXXD trailer will get the best thatt d money can buy in both product and service. Maxey Trailers Mfg., Inc.. has been in business since 1999,, and we are looking forward to manyy at more years working with our great ld customers. We are in business to build a better future together.
Specialty Hauler Trailers Heavy Equipment Haulers Flatbed Trailers Deck-Over Trailers Dump Trailers DROP-N-LOADÂŽ Trailers Car/Equipment Trailers Utility Trailers
(844) 41-MAXXD | www.maxxdtrailers.com | sales@maxxdtrailers.com | Sumner, TX
Jack-E-Up: The Solution to Bent Jacks, Dented Tailgates
Tracks
Jack-E-Up: The Solution to Bent Jacks, Dented Tailgates By: Chelsea Marie, Online Brand Strategist and Speaker
Oregon entrepreneur engineers solution to bent jacks, dented tailgates. The Jack-E-Up allows customers to completely remove their jack with the turn of a wrist. The frustration caused by a bent jack is a feeling Kent Madison knows all too well. “The last time I bent my jack, I was in a hurry and hadn’t spent the time to crank it up all the way,” Madison explained. “I drug it across some railroad tracks and bent it beyond usability. My wife and I had to stop at a farm supply store on our way back home to purchase a new jack, and I decided right then and there that I would try to invent something that would allow me to remove the jack completely from my trailer.” Madison engineered the Jack-E-Up in 2012. A removable trailer-jack device, the Jack-E-Up is designed to fit over any 2-inch diameter top wind, side wind, round base, or electric triangle-mount based jack. After using a trailers’ own bolts to quickly mount the Jack-E-Up, users are able to release and completely remove their jack with a simple turn of the wrist. Benefits According to Madison, who conceived the Jack-E-Up in the workshop of his fourth-generation, family-run farm near Echo, Ore., the device was designed for conscientious individuals looking to proactively protect their vehicles and equipment. “Simply put, the Jack-E-Up exists to prevent damage,” he said. “My wife Laura and I drive all over the country, and have noticed so many times how a bent jack was prevented while towing our trailer that is equipped with Jack-E-Up behind our motor home. And I’m sure you know the feeling when your tailgate hits your jack; even if you know better, it’s only a matter of time before someone else drops it or takes off with the tailgate down and the trailer in tow. The Jack-E-Up saves your truck from damage and your jack from constantly needing to be replaced.” Continued on following page www.NATM.com
September/ October 2015
61
Jack-E-Up: The Solution to Bent Jacks, Dented Tailgates
Tracks
Jack-E-Up, the removable trailer-jack device: • Cross railroad tracks and pull out of gas stations without bending your jack • Let down your tailgate without fear of hitting your jack handle • Step over your trailer tongue without obstruction • A trailer without a jack discourages theft • 10% off your first order with coupon code, TRACKS • Learn more at www.Jack-E-Up.com
62
September/October 2015
www.NATM.com
Jack-E-Up: The Solution to Bent Jacks, Dented Tailgates
Tracks The Jack-E-Up’s benefits extend beyond preventing bent jacks and dented tailgates. Hooking a trailer is both faster and easier – you no longer have to continue winding your jack after hitching to your vehicle. With just a few rotations of the handle, the jack can be removed and safely stored away, and without a jack sticking up, it’s much easier and safer to step over the trailer tongue. Products The Jack-E-Up is patented and proudly manufactured in the USA. There are six products in the Jack-E-Up family currently available for purchase: the Universal Jack-E-Up; the HeavyDuty Universal Jack-E-Up; the Jack-E-Up designed for topwind jacks; the Jack-E-Up designed for round-base jacks; the Jack-E-Hand; and the Jack-E-Station. “Our Universal Jack-E-Up is actually a third-generation product,” Madison said. “We’ve made a few changes to our product line over the years to make sure we can take on any jack. We added Jack-E-Hand and Jack-E-Station as a way to hold the jack up and out of the way, but still keep it on the trailer for easy access. We heard from many owners of small travel trailers who needed a place to store the jack that didn’t take up space in their car or trailer. The jack still needed to be out of the way of their tailgate and well above the ground.”
www.NATM.com
Madison said he hopes Jack-E-Up will continue to solve problems for trailer owners well into the future, adding that he is also excited to offer a way for manufacturers and dealers to further retain customer loyalty by offering them superior product solutions. “We are excited to introduce a product that solves a design flaw in standard trailer hookup systems,” he concluded. “The JackE-Up is so simple and works so well, we were surprised when some trailer parts distributors weren’t interested in selling it – not because they didn’t think the Jack-E-Up would sell, but because they made such good money selling replacements for all those bent trailer jacks." “Unlike those distributors, we want our customers to never have to buy a replacement Jack-E-Up or trailer jack again.” Want to see how Jack-E-Up works or get your very own? You can visit www.Jack-E-Up.com, where you’ll find the full list of products we offer, videos you can watch to see how it works, and a special offer code just for Tracks readers. If you decide you want one, don’t forget to use coupon code TRACKS to get 10 percent off your first order with Jack-E-Up! Photo Credit: The Loud Camera (www.TheLoudCamera.com)
September/October 2015
63
Meeting Trailer Manufacturing Checklist Requirements
Tracks
Meeting Trailer Manufacturing Checklist Requirements By: Russ Moore, Technical Director Since January 2012, NATM requires all trailer manufacturing members to participate in and pass the NATM Compliance Verification Program (CVP) to retain membership. To complete the program a compliance consultant visits the manufacturing facility and uses a checklist to verify that the required procedures and processes are in place to comply with Federal Motor Vehicle Safety Standards (FMVSS). The checklist is based on NATM’s Guidelines for Recommended Minimum Manufacturing Practices for Light- and Medium-Duty Trailers, which is a compilation of FMVSS and industry best practices, and is provided to all NATM members. The consultation checklists completed for the first half of 2013 have been evaluated to identify the top five items that fail to pass inspection. The five items most frequently missed on the checklists are: •
Owner’s Manual includes required tire information
•
NHTSA notification statement is provided to each owner (10 point type minimum)
•
Correct tire information, including appropriate load rating and tire inflation pressures
•
Front Side Reflex Reflectors - may be combined with lamps (Lens Coding “A”)
•
Front Clearance Lamps (Lens Coding “P2”, “PC” or “P3”, “PC2”)
These items are not recommendations, but requirements for all trailer manufacturers. Correcting these items is fairly simple and will be addressed in this article. Owner’s Manual includes required tire information The requirement for certification on this item is: the manufacturer provides a document that includes all appropriate tire information as described in the NHTSA brochure “Tire Safety - Everything Rides on It” or the NATM Tire Safety document with each trailer with a GVWR of 10,000 lbs. or less. The Consumer Information regulations 49 CFR 575.6 requires additional tire information be provided with all trailers required 64
September/October 2015
to display the Tire Placard. NATM has this tire safety information available for its members. This document includes information for calculating cargo capacity for trailers as well as for the tow vehicle. It includes all the definitions of terms (glossary) contained with FMVSS 110 and 139. Also included is the complete relevant text from the NHTSA brochure, “Tire Safety Everything Rides on It.” You may obtain copies of this brochure from the NHTSA website at www.nhtsa.gov/Vehicle+Safety/ Tires/Tire+Safety:+Everything+Rides+On+It. NHTSA notification statement is provided to each owner The requirement for certification on this item is, the manufacturer provides the notification statement with each trailer. 49 CFR Part 575.6 (a) (2) (i - ii) states: (i) At the time a motor vehicle manufactured on or after September 1, 1990, is delivered to the first purchaser for purposes other than resale, the manufacturer shall provide to the purchaser, in writing in the English language and not less than 10 point type, the following statement in the owner’s manual, or, if there is no owner’s manual, on a one-page document. If you believe that your vehicle has a defect that could cause a crash or could cause injury or death, you should immediately inform the National Highway Traffic Safety Administration (NHTSA) in addition to notifying ABC Manufacturing Inc. If NHTSA receives similar complaints, it may open an investigation, and if it finds that a safety defect exists in a group of vehicles, it may order a recall and remedy campaign. However, NHTSA cannot become involved in individual problems between you, your dealer or ABC Manufacturing Inc. To contact NHTSA, you may either call the Vehicle Safety Hotline toll-free at: (888)-327-4236 (TTY: (800) 424-9153), go to www.safercar.gov, or write to: Administrator NHTSA 1200 New Jersey Avenue S.E. Washington, DC 20590 You can also obtain other information about motor vehicle safety from http://www.safercar.gov. www.NATM.com
Meeting Trailer Manufacturing Checklist Requirements
Tracks (ii) The manufacturer shall specify in the table of contents of the owner’s manual the location of the statement in 575.6(a)(2)(i). The heading in the table of contents shall state “Reporting Safety Defects.” 49 CFR Part 575.6 (a)(2)(i-ii). Front side reflex reflectors are properly installed The requirements for certification on this item are: the front side reflex reflectors installed have lens coding “A” (A2 for trailers 80” or more in width) and are mounted at the appropriate height. These may be combined with lamps. 49 CFR 571.108 The mounting height from the ground is 15 and 60 inches. If reflector is combined with the front side marker lamp, it cannot be mounted at a 45-degree angle. Reflex reflectors may not be required if they are replaced in their required location with conspicuity treatment. Special Condition: (S5.1.1.15) A trailer that is less than 6 feet in overall length, including the trailer tongue, need not be equipped with front side marker lamps and front side reflex reflectors. Front clearance lamps are properly installed on units 80” width or wider The requirements for certification are: the front clearance lamps installed have lens coding “PC”, “P3”, or “PC2” and are mounted in the appropriate location. 49 CFR 571.108 Front clearance lamps show vehicle’s width and must be mounted at the widest point - symmetrical on the front or near the front facing forward, such that the center of the lens is no further than 6 inches from the extreme width of the trailer, and as high as practicable. More information can be found in NATM's Guidelines in Section B-6 Lighting Reflectors/Conspicuity and the National Highway Traffic Safety Administration (NHTSA) lighting chart. The NHTSA lighting chart in poster format is available for purchase by contacting NATM headquarters. Correct tire information, including appropriate load rating and tire inflation pressures Correct tire information must be included when creating the “Certificate Label” often referred to as “Vehicle Identification Number (VIN) label”. Many trailer manufacturers question
www.NATM.com
the information required to properly complete their label. The following criteria, found in the NATM Guidelines for Recommended Minimum Manufacturing Practices for Lightand Medium-Duty Trailers (Guidelines), will break down the minimum requirements for each part of the label. This information must be in the correct order to pass your certification. Correct tire information is included on the certification label 49 CFR Part 571.10 or 571.120 Each vehicle shall show the information specified in S5.3.1 and S5.3.2 (i.e. ST205/75D15C) and, in the case of a vehicle equipped with a non-pneumatic spare tire, the information specified in S5.3.3, in the English language, lettered in block capitals and numerals not less than 2.4 millimeters high and in the format set forth following this section. S5.3.1 Tires. The size designation (not necessarily for the tires on the vehicle) and the recommended cold inflation pressure for those tires such that the sum of the load ratings of the tires on each axle (when the tires’ load carrying capacity at the specified pressure is reduced by dividing by 1.10, in the case of a tire subject to FMVSS No.109 [i.e., “p-metric” tires]) is appropriate for the Gross Axle Weight Rating (GAWR) as calculated in accordance with S5.1.2. Complete rim information is included on the certification label 49 CFR Part 571.10 or 571.120 Each vehicle shall show the information specified in Part 571.110 S4.3.3 or 571-120 S5.3.1 and S5.3.2 (i.e. T 16x6 or 15x5J) and, in the case of a vehicle equipped with a non-pneumatic spare tire, the information specified in S5.3.3, in the English language, lettered in block capitals and numerals not less than 2.4 millimeters high and in the format set forth following this section. S5.3.2. Rims: The size designation and, if applicable, the type designation of Rims (not necessarily those on the vehicle) appropriate for those tires: Truck Example--Suitable Tire-Rim Choice: •
GVWR: 7,840 kilograms (17,280 pounds)
•
GAWR: Front--2,850 kilograms (6,280 pounds) with 7.50200(D) tires, 20 x 6.00 rims at 520 kPa (75 psi) cold single.
September/October 2015
65
THE
SMART DECISION
Alum-Line – Leading Aluminum Trailer Innovation for 30 Years ALUM-LINE DISTRIBUTOR ADVANTAGES:
)/$7%(' *226(1(&. 75$,/(56
f KXJH OLQH RI TXDOLW\ SURGXFWV WKDW VHOO f FXVWRP RSWLRQV WR PHHW \RXU FXVWRPHUV H[DFW QHHGV f IDFWRU\ VXSSRUW ZLWK SURWHFWHG WHUULWRULHV f HIILFLHQW IUHLJKW FRVWV ZLWK LQ KRXVH GHOLYHU\ YHKLFOHV f FXVWRPHU VHUYLFH DQG ZDUUDQW\ WKDW V VHFRQG WR QRQH
758&. %2',(6
(1&/26(' &$5*2 $872 75$,/(56
/,9(672&. 75$,/(56 /,9(672&. 3233(56
352 87,/,7< 75$,/(56
P.O. BOX 59
CRESCO, IA 52136
VISIT OUR WEBSITE:
www.alumline.com
800-446-1407
PH
563-547-5366
FX
alumline@alumline.com
Meeting Trailer Manufacturing Checklist Requirements
Tracks •
GAWR: Rear—4,990 kilograms (11,000 pounds) with 7.5020(D) tires, 20 x 6.00 rims, at 450 kPa (65 psi) cold dual.
•
GAWR: 13,280 kilograms (29,279 pounds).
•
GAWR: Front--4,826 kilograms (10,640 pounds) with 10.0020(F) tires, 20 x 7.50 rims, at 620 kPa (90 psi) cold single.
•
GAWR: Rear--8,454 kilograms (18,639 pounds) with 10.0020(F) tires, 20 x 7.50 rims, at 550 kPa (80 psi) cold dual.
Correct axle information is included on the certification label 49 CFR Part 567.4 (g) (4) The label shall contain the following statements, in the English language, lettered in block capitals and numerals not less than three thirty-seconds of an inch high, in the order shown: “Gross Axle Weight Rating or “GAWR,” followed by the appropriate value in pounds for each axle, identified in order from front to rear (e.g., front, first intermediate, second intermediate, rear). The ratings for any consecutive axles having identical gross axle weight ratings when equipped with tires having the same tire size designation may, at the option of the manufacturer, be stated as a single value, with label indicating to which axles the ratings apply.” GVWR included on the certification label
three thirty-seconds of an inch high, in the order shown: “Gross Vehicle Weight Rating” or “GVWR,” followed by the appropriate value in pounds, which shall not be less than the sum of the unloaded vehicle weight plus rated cargo load. Date of manufacture is included on the certification label 49 CFR Part 567.4 (g) (2) The label shall contain the following statements, in the English language, lettered in block capitals and numerals not less than three thirty-seconds of an inch high, in the order shown: Month and year of manufacture: This shall be the time during which work was completed at the place of main assembly of the vehicle. It may be spelled out, as “June 1970”, or expressed in numerals, as “6/70.” Compliance statement is included on the certification label. 49 CFR Part 567.4 (g) (5) The statement: The label shall contain the following statements, in the English language, lettered in block capitals and numerals not less than three thirty-seconds of an inch high, in the order shown: “This vehicle conforms to all applicable Federal Motor Vehicle Safety Standards in effect on the date of manufacture shown above.” The expression “US” or “USA” may be inserted before the word “Federal”.
49 CFR Part 567.4 (g) (3) The label shall contain the following statements, in the English language, lettered in block capitals and numerals not less than
EXAMPLE CERTIFICATION LABEL MANUFACTURED BY: XXXXXX TRAILERS, INC. IN U.S.A. DATE: XX/XX/XX GVWR GAWR FRONT TIRES RIMS COLD INF. PRESSURE
5761 KG (12,700 LB) 2304 KG (5,080 LB) ST225/75R15(D) TIRES 15X6J 447 KPA (65 PSI) SINGLE
GAWR REAR
2304 KG (5,080 LB) ST225/75R15(D) RIMS 15X6J COLD INF. PRESSURE 447 KPA (65 PSI) SINGLE
THIS VEHICLE CONFORMS TO ALL APPLICABLE US FEDERAL MOTOR VEHICLE-SAFETY STANDARDS IN EFFECT ON THE DATE OF MANUFACTURE SHOWN ABOVE. Vehicle identification No. : Vehicle Type:
68
September/October 2015
xxxxxxxxxxxxxxxxx Trailer
www.NATM.com
Meeting Trailer Manufacturing Checklist Requirements
Tracks Proper vehicle type is included on the certification label. 49 CFR Part 567.4 (g) (7) The statement: The label shall contain the following statements, in the English language, lettered in block capitals and numerals not less than three thirty-seconds of an inch high, in the order shown: The type classification of the vehicle as defined in Sec. 571.3 of this chapter (e.g., truck, MPV, bus, trailer).
For additional information in regards to your Certification Label, refer to Section B in NATM’s Guidelines. NATM will assist members as they work to meet the requirements on the Compliance Verification Program checklist. For questions concerning compliance or the Guidelines contact Technical Director, Russ Moore at Russ.Moore@NATM.com or Compliance Director, Greg Soden at Greg.Soden@NATM.com.
Weights and pressures listed in both metric and English measurements on the certification label. 49 CFR Part 571.10 S4.3.3 or 571.120 S5.3.2 All weights and pressures must be listed in metric first with English measurements second (English measurements are not required). All items are listed in the correct order on the certification label. 49 CFR Part 567.4 (g) The label shall contain the following statements, in the English language, lettered in block capitals and numerals not less than three thirty-seconds of an inch high, in the order shown: A. Name of manufacturer B. Month and year of manufacture
I am
C. Gross Vehicle Weight Rating or “GVWR”
best riend. her
D. Gross Axle Weight Rating or “GAWR” E. The Type of Tires F. The Type of Rims
f
G. Inflation Pressure - KPA (PSI) H. The statement: “This vehicle conforms to all applicable Federal Motor Vehicle Safety Standards in effect on the date of manufacture shown above” I. Vehicle identification number J. The type of classification of the vehicle (e.g., truck, MPV, bus, trailer)
LOWEST COST, BOTTOM LINE LINE... E.. ... With unprecedented durability and features that clearly out-perform other wood and materials, Rumber products result in less down-time, fewer and lower replacement costs and extended life. Bottom Line - Rumber Beats Lumber! 877.Rumber1 Toll Free
www.NATM.com
Proud Member:
www.Rumber.com September/October 2015
69
WE KNOW MIG WELDING. Engineered for high productivity. Tapered Contact Tips Drawn for better conductivity Nozzles Designed to minimize spatter build-up
Goosenecks Armor-protected and rated to 650 amps
Limited Lifetime Warranty on handle and trigger switch
Easy-Pull Trigger Reduces welder fatigue
Rugged Handle Virtually indestructible
Flexible Unicable Abrasion-resistant outer jacket with high copper content
Featuring a full line of consumables
by
Scan S can your with wi th y our device:
Learn how MIG can help you boost your output! o attc.us/productivity
From Tooling to Training: Best Practices for Welding Automation
Tracks
From Tooling to Training: Best Practices for Welding Automation By: Kevin Summers, Automation Account Manager, Miller Electric Mfg. Co. Implementing welding automation can be a daunting task, especially for first-time purchasers. From justifying the capital expenditure to determining space requirements for the robotic welding cell and ensuring parts are suitable for the operation, every detail is critical. When done properly, however, these steps can lead to drastic improvements in productivity, quality and cost savings compared to a manual welding operation. A robotic welding system also offers companies a competitive advantage over those that have not made the shift to welding automation. Gaining the desired results from welding automation doesn’t happen by chance, though. It is important to follow best practices throughout the process to gain the best efficiencies and a desirable return on the investment. Establishing proper workflow, employing the right tooling and assessing the parts is just the beginning. Manage workflow The most efficiently programmed robotic welding system means nothing if the parts it needs to weld don’t reach or leave the cell in a consistent manner. The layout of the facility, as well as the manner in which employees handle parts, can often create bottlenecks in the upstream and downstream operations that negate the benefits sought in welding automation. As a best practice, companies should always look carefully at the steps involved with bringing the parts to the robotic welding cell and determine the best course of action for handling them after the robot finishes welding. In some cases, it may be necessary to reconfigure an existing operation or change the manner in which parts are fabricated upstream and completed downstream (e.g., finishing, painting, etc.). Companies may also need to assess the way that employees supply parts to the robot to ensure they can match its cycle time. The goal when establishing a good workflow is to eliminate any non-value-added activities — those activities that do not add to the overall productivity of welding automation — including unnecessary transporting, lifting or handling of parts. Omitting these activities can be as simple as changing the way an employee removes the parts from the tooling, minimizing the
72
September/October 2015
distance he or she walks to place them on the pallet or creating an alternative way of stacking parts. Pay attention to part design and fit-up Designing parts up front for welding automation is critical, as is ensuring proper part fit-up. Complex parts or those with large gaps, fit-up or access challenges do not lend themselves well to a robotic welding system and are best left to a welding operator who can weld in obstructed or precarious positions and compensate for such conditions. As a best practice, make certain that the parts intended for the robotic welding system are simple and repeatable. If there is a mature part that was originally welded manually, look for ways to change the part design to make it easier and faster to weld with a robotic welding system while still preserving the part’s function. For parts that are new to automation, look for ways to build efficiencies into the design from the ground up. A careful assessment of a part’s blueprint or electronic CAD drawing is a good start. New and innovative advances in offline programming also allow calculation and experimentation of designs from a computer workstation before ever touching the actual part. This type of programming gives the confidence that changes in the part really work. Once complete, these design changes can be exported directly to the robot to help improve productivity and efficiency even more. In addition to ensuring proper part fit-up when first implementing welding automation, it’s also critical to assess it in the days, weeks and months following. Normal wear that occurs on a die, for example, can lead to slight variations in the parts that it produces and in turn affect the way the parts fit together. Any changes in the raw materials being used to form the part can have a similarly negative impact. Ultimately, if a company doesn’t take the time to address poor part fit-up, it can lead to overwelding — a source of significant and unnecessary cost in both labor and materials, particularly filler metals — and/or it may cause poor weld quality, which can lead to downtime for rework. www.NATM.com
From Tooling to Training: Best Practices for Welding Automation
Tracks Use the appropriate tooling Using tooling suited to the volume and variation of the parts being produced in a robotic welding application is essential to ensuring good quality and high productivity. In addition to securing the parts so that the robotic welding system can execute consistent welds, the proper tooling can also have a measurable impact on the comfort and efficiency of the operators overseeing the loading and unloading of parts.
Implement weld management programs Weld management programs are an excellent way to gain positive results from a robotic welding system. These programs allow companies, among other things, to track the parameters of individual welds, determine the cause of weld defects and identify general inefficiencies in order to rectify those problems
Job shops and small manufacturers tend to have a low volume and high mixture of parts, which typically means that tooling with basic manual clamps will be adequate for the job. Or in some cases, these companies may want to use a modular style of tooling that can offer more flexibility for welding a variety of parts. For companies that weld a higher volume, lower variety of parts, however, more sophisticated tooling can bring significant benefits. Consider tooling with automatic clamping capabilities. Not only does it help minimize downtime for manually clamping what could be thousands of parts over a relatively short period of time, but it also minimizes fatigue and ergonomic problems for the operators who load and unload parts. Automatic clamping for high volume production can also minimize potential mistakes that can come from that fatigue â&#x20AC;&#x201D; clamps left open, for example, that could lead to a collision or missed weld joint. An added benefit of automatic tooling is safety, since the operator closes the clamps via a palm switch or other such external output at a distance from the tooling.
Gaining the desired results from welding automation doesnâ&#x20AC;&#x2122;t happen by chance. It is important to follow best practices throughout the process to gain the best efficiencies and a desirable return on the investment. www.NATM.com
September/October 2015
73
From Tooling to Training: Best Practices for Welding Automation
Tracks and optimize the process for peak quality and productivity. Most often — and producing the most effective results — weld management programs are integrated into the power source. In some cases, companies can utilize this software by way of third party integration, but companies run the risk of employees turning off these latter devices, making the investment ineffective. At a base level, the goal of any weld management program is not just to provide data, but rather to provide actionable data — information that can help the company predict and rectify potential problems that could lead to downtime and additional costs. In fact, this software can even assess the actual downtime that occurs within a robotic welding cell over the course of its cycle time. Additionally, weld data management programs can help companies track consumable usage in order to implement changeovers during routine pauses in production and they can help identify ways to improve weld quality. These programs can also help address the incidence of overwelding, which causes the company to incur unnecessary costs. Don’t neglect maintenance Implementing a preventive maintenance (PM) program is among the easiest and most important best practices to protect the investment in welding automation. PM programs should cover not just the robot, but also the robotic MIG gun, consumables, cables and peripherals. Scheduling time to check connections throughout the system, clean fixturing (to prevent debris that may affect part fit-up) and confirming tool center point (TCP), for instance, helps ensure that the robotic welding system continues to operate within its proper parameters. Usually, it is possible to schedule maintenance during routine pauses in production. There may be some activities, however, that occur less frequently and must be completed during a longer scheduled stop. Companies need to assess their individual needs, ensure their maintenance team has the proper training and plan the preventive maintenance schedule accordingly. Neglecting maintenance can easily lead to unscheduled downtime, poor quality parts and/or costly repairs. It may even lead to failures that require equipment replacements.
76
September/October 2015
Find the right people Investing in the people who are responsible for overseeing the robotic welding system is just as important as investing in the equipment itself. Quality employees who clearly understand not only the operation of the system, but who also recognize the benefits of a robotic welding system, are critical to the success of the operation. These individuals need to undergo the proper up-front training before taking on the responsibility of working with the robotic welding system — loading and unloading parts, programming the robot or overseeing its maintenance, for example. Typically, robotic integrators can offer OEM-based training, as can robot manufacturers. Beyond this training, however, it is critical that the employees involved with the robotic welding system be committed to continuous improvement of the operation. That commitment helps the employee become a more valuable asset to the organization and helps put the company in a better position to grow, expand and thrive in an increasingly competitive global market. Best practices bring the best results While there are many facets to implementing and operating a successful robotic welding operation, following some key best practices can go far in establishing high weld quality and productivity, as well as a solid return on the investment in welding automation. For the sake of continuous improvement, companies should invest in the personnel and training necessary to make the process easier, faster and more efficient. After all, robotic welding systems don’t operate autonomously — the human element is still a significant factor and one that is integral to creating proper workflow, implementing effective maintenance programs and creating parts designs that can lead to the best performance and profitability. About Miller Electric Mfg. Co. Miller Electric Mfg. Co., headquartered in Appleton, Wis., is a leading worldwide manufacturer of Miller brand products and is a wholly owned subsidiary of Illinois Tool Works, Inc. For more information, visit www.millerwelds.com.
www.NATM.com
Trailer Air-Ride Suspension From The Engineered Suspension Company RAR-244
A major suspension company + Innovative design + Dedicated engineering team + Custom air compressor kits A full range of air ride suspensions
RAR-260-15K
you do the math. www.ridewellcorp.com 800.641.4122
NATM Convention & Trade Show 2016
Tracks
NATM Convention &By Allison Trade Show 2016 Malmstrom, Events Director Check your mailbox, registration for the 2016 Convention & Trade Show opened in September and registration packets have been mailed. Attendees can register online at www.NATM.com or by submitting the paper registration form included in registration packets. Printable forms are also available on the NATM website. Onsite registration is available, and the earlier you register, the more you save! Trailer manufacturer members can save 66% on a full registration, meaning a trade show only pass is actually more expensive than a full registration that gets you into networking events, workshops, the technical forum, luncheons and breakfasts. These savings are available by simply registering before the end of September. Full registration for trailer manufacturer members begins at $100 if registered in September and will increase $50 monthly until January 1, when it becomes $300. Trade Show only registration is $125 for trailer manufacturer members. NATM works hard to keep the annual Convention & Trade Show cost effective for attendees – providing education and
Trailer Manufacturer Members: Register between these dates for a discounted registration rate!
Sept. 1 - 30, 2015
$100
Oct. 1 - 31, 2015
$150
Nov. 1 - 30, 2015
$200
Dec. 1 - 31, 2015
$250
After Dec. 31, 2015
$300
For a complete list of discounted rates, visit www. NATM.com
78
September/October 2015
the opportunity for improved business relationships at a cost that makes it possible for every manufacturer, small or large, to attend. Combine these low registration costs with the unbelievable room rate of $59 per night and this trade show is an incredible, cost effective investment. For more information please see page 82 or contact Allison Malmstrom, Allison.Malmstrom@natm.com. Exhibit Space Still Available but Going Fast! Companies wishing to exhibit may still select space, but it is going very quickly. As of September 1, only a quarter of exhibit space was available to reserve. Las Vegas has consistently had great attendance numbers while also being easy, and inexpensive to get into and out of for exhibitors. With improved content and programming and exciting new giveaways (see page 82) the NATM Convention Committee is confident turnout will be the best in years. Interested in who is exhibiting or wanting to reserve space? Visit the NATM website or email Monica Johnson, Monica.Johnson@natm.com. Sponsorships – Get Your Name Out There! The success of the convention is tied directly to the support of sponsors. NATM sponsors receive recognition for their participation, not only at the convention, but also in publications and on www.NATM.com throughout the year. Sponsors are also given the opportunity to be the first to select their booth space for the following year’s convention. With exhibit space going faster each year and the increasing number of pre-registered exhibitors, sponsors get to pick their location on the floor even before the more than 70 exhibitors who pre-registered. Sponsorship opportunities are still available – from golf hole sponsorship, to aisle and floor signs in the exhibit hall. Hotel room sponsorships are available as well and provide first time trailer manufacturer attendees three complimentary hotel room nights at the South Point Hotel, Casino & Spa. Hotel room sponsors will have the opportunity for literature to be dropped in the recipients' hotel rooms. This sponsorship was available at the 2014 convention and nearly 30 new trailer manufacturer attendees utilized this fantastic opportunity. Please contact Allison Malmstrom (Allison.Malmstrom@natm.com) to learn more about convention sponsorships. www.NATM.com
NATM Convention & Trade Show 2016
Tracks Penn & Teller Fool Us Favorite Selected as Entertainment for Friday Night Gala NATM is pleased to announce that Mac King will be entertaining attendees at the Friday Night Gala on Feb. 12. King has been celebrated by Magic Magazine as the premiere comedy magician in the world today. You can find King on the Las Vegas strip, where he performs two times a day at Harrah’s Las Vegas, a show that has been regarded as one of the top five shows in all of Vegas for the past ten years. He recently appeared on Penn & Teller Fool Us and at the end of his act Penn stated, “If you go on Twitter and say, I’m coming to Las Vegas, besides Penn & Teller what show should I see, the only answer anyone ever gets is Mac King.” Technical Forum Bigger Than Ever In an ever changing industry, from regulation to innovation, the NATM Technical Committee found the number of important topics to be far greater than one day of sessions would allow. To keep NATM members on the forefront of the industry, the Technical Forum has been expanded to two days. The sessions are geared towards individuals interested in learning from speakers who have a technical background and perspective. Technical forum topics include Early Warning Reporting, safety recalls and your responsibilities as a trailer manufacturer; and a towing technology and trends session with General Motors (see page 90). For a more detailed Technical Forum agenda, visit the NATM website.
Workshops As the market bounces back and the industry shows a similar trend, keeping attendee businesses moving upward is of prime importance to NATM. With this in mind the convention committee has scheduled three workshop sessions filled with content to provide to tools for continued growth and success. NATM is welcoming Scott McKain as the keynote speaker (see page 86). Workshops will be held Wednesday, Feb. 10, at 10:00 a.m. and 1:30 p.m., and Thursday morning at 9:30 a.m. The proposed workshop topics (subject to change) will include sessions on: •
Implementing a Culture of Safety
•
The Process of Ownership Transition (see page 93)
•
Basics of Lean and 5S Principles (see page 86)
For the latest in convention news, please visit www.NATM.com or find NATM on Facebook, Twitter and LinkedIn. The NATM Convention mobile app will be back in January 2016, providing attendees with up-to-date event information, reminders, content about exhibitor products and services, as well as contact information for other attendees all in one place. Questions can also be emailed to Events Director, Allison Malmstrom, at Allison.Malmstrom@natm.com.
“As manufacturers, we are consumed with operating our own businesses during the year. The convention gives us a chance to look outside our company and gain a broader perspective from other industry professionals.
At the end of the day, we will be a better and more competitive provider to the marketplace.” Patrick Jennissen Felling Trailers, Sauk Centre, MN NATM Member Since 1995
The workshops provide us information about critical trailer issues. The knowledge gained keeps us sharper, the relationships keep us in touch with industry issues, and the trade show provides us the ability to purchase products at a competitive level. Patrick Jennissen, Felling Trailers www.NATM.com
September/October 2015
79
“Beauty on top of durability— that’s what our customers demand, that’s what PPG delivers.” CHRIS MANNERINO, paint technician, Car Mate Trailers
CAR MATE TRAILERS is a Pennsylvania-based company that prides itself as one of the industry’s leading manufacturers of cargo trailers, enclosed utility/landscape haulers and equipment carriers. As a leader, the company insists on using the best coatings system available for their many product applications: the combination of EEP-435 Primer and ALK-300E Topcoat from PPG Commercial Coatings. While this system is the perfect solution for Car Mate Trailers, PPG offers a wide range of coating options to solve your specific needs.
Proud member since 1989
©2015 PPG Industries, Inc. All rights reserved. www.ppgcommercialcoatings.com The PPG Logo and Bringing innovation to the surface are registered trademarks of PPG Industries Ohio, Inc.
EEP-435 EPOXY ESTER PRIMER • 3.5 VOC, chrome-free • One-component primer • Good filling and corrosion resistant properties • Available in black, white and gray
ALK-300E ACRYLIC MODIFIED ALKYD ENAMEL • Low VOC, HAPs-free • Cost-effective • Very good gloss • Excellent film hardness • Fast drying for quick turnaround time
2016 Awards Nominations
Tracks
2016 Awards Nominations By Pam Trusdale, Executive Director
NATM is soliciting nominations for awards to be presented at the 28th Annual Convention & Trade Show in Las Vegas. Please consider individuals who may be eligible candidates for the following awards.
environmental impact, as well as converting green manufacturing into a business opportunity. Awards will be presented at the Annual Membership Meeting & Luncheon on Thursday, Feb 11.
Outstanding Member Award The Outstanding Member Award is presented each year to an individual who has made a significant contribution to the trailer manufacturing industry. The nominee must be an employee of an NATM Regular member. The nomination must include the name and address of the nominee and nominator along with a brief narrative about the contributions the nominee has made to the trailer manufacturing industry.
To download the award nomination form, visit www.NATM.com or submit your nomination by email to Pam.Trusdale@natm.com, by fax (785) 272-4455, or mail to NATM Headquarters, 2420 SW 17th Street, Topeka, KS 66604. Nominations are due by Nov. 1, 2015.
Outstanding Young Entrepreneur The purpose of the Outstanding Young Entrepreneur Award is to recognize the accomplishments of young individuals in the trailer manufacturing industry. Nominees should be individuals under the age of 40, who have been innovative and successful in the trailer manufacturing industry. The nomination should include the name and address of the nominee and nominator along with a brief narrative about the accomplishments of the nominee. Green Award The purpose of the Green Award is to recognize an NATM trailer manufacturing member company that has made significant contributions to improving the environmental impact within the trailer industry. The nomination should include a written description of the companyâ&#x20AC;&#x2122;s contributions to positively impacting the environment in the trailer manufacturing industry. The document should provide qualitative and quantitative evidence of environment improvements. NATM trailer manufacturing companies will be judged on case studies where the companies have been able to demonstrate improved performance in environmental manufacturing. This may include maximizing energy efficiency levels, compliance with environmental regulations and minimizing waste from the production process. Manufacturers should be able to illustrate success in reducing their
www.NATM.com
September/October 2015
81
Convention Attendee Promotions
Tracks
Convention Attendee Promotions By Allison Malmstrom, Events Director
The old saying, â&#x20AC;&#x153;the early bird gets the wormâ&#x20AC;? perfectly describes registration for the 28th Annual Convention. Trailer manufacturers can save 37 to 67 percent by registering early! Trailer Manufacturer members registering before Sept. 30, 2015, can purchase a full registration for only $100. This is a $250 savings off the 2015 show full registration rate and is less than a Trade Show Only registration at $125. The early registration will increase $50 per month and all registrations received after Dec. 31, 2015 will be $300. If you are planning to attend, the earlier you register, the more you will save. The NATM Annual Convention & Trade Show is the biggest event of the year for NATM members. Associate members make a big investment in sponsorships and exhibits to show the latest in components and services for trailer manufacturers. Every new member should attend this event to find a supplier to fit every need. NATM is so confident that attendees will find this a worthwhile event, a free registration is offered to every new trailer manufacturer member attending the convention for the first time! As an even bigger incentive, Carlstar Group is sponsoring complimentary hotel room nights for new trailer manufacturer
One lucky trailer manufacturer will win a truck at the 2016 Convention!
members. Each new member attending the Convention & Trade Show is eligible for one free hotel room at the South Point for up to three nights. After attending the convention for the first time, attendees will be hooked and return year after year. The NATM Membership Committee has launched a membership campaign to recruit new members. Trailer manufacturers that join between now and the end of October 2015 will receive two complimentary full registrations for the 2016 show. Attending the convention at reduced rates is just one of the many benefits of membership. New Associate members should exhibit at the Trade Show. Limited space is still available, so exhibitors should contact NATM Trade Show Director Monica Johnson at Monica.Johnson@natm.com as soon as possible to reserve a booth. The NATM Trade Show is the perfect opportunity for suppliers to conveniently meet with current customers as well as make new business contacts all in one location. Associate members should also attend all of the events to maximize networking opportunities. To minimize expenses for all attending, NATM has negotiated excellent rates at the South Point Casino & Spa. Week night rates are $59 per night and weekends are $95 per night. There is a reservation link for the South Point on the NATM Convention page of the website www.NATM.com. If you call in your reservation, be sure to ask for the NATM Convention rate. Cutoff for room reservations is Jan. 8, 2016, so be sure to make reservations prior to that date to get this incredible rate! Convention registration forms have been mailed to all members. If you did not receive a registration, the information is available at www.NATM.com. Registration forms can be mailed to NATM or online registration is available at www.NATM.com. For more information, contact Events Director Allison Malmstrom at Allison.Malmstrom@natm.com.
More Information to follow Must be present to win 82
September/October 2015
www.NATM.com
2016 Convention & Trade Show Sponsors
Tracks
2016 Convention & Trade Show Sponsors Based on contracts received as of August 6, 2015
www.NATM.com
September/October 2015
83
Associate Member Registration Incentives
Tracks
Associate Member Registration Incentives By Allison Malmstrom, Events Director Do you ever wonder, “Why isn’t ABC Trailer Manufacturer at the NATM Trade Show?” Maybe they are waiting for an invitation or don't know about the show. Would you like to receive a $100 Visa gift card for bringing new trailer manufacturer companies to the show? NATM is excited to present a new incentive program aimed specifically at our Associate (Supplier) members. The convention committee is working to increase trailer manufacturer attendance by 10%, and hopes that exhibitors will help. This new program
up, the referring individual will receive a $100 Visa gift card. The supplier must email Events Director, Allison Malmstrom (Allison.Malmstrom@natm.com) with the trailer manufacturer company name prior to the registration cut-off of January 22 to be eligible for the promotion. Allison will let you know if the trailer manufacturer qualifies as a new attendee. The trailer manufacturer attendee must be a manufacturing company with a valid World Manufacturing Identifier and also registered to attend by January 22.
will reward suppliers for bringing new trailer manufacturers (or bringing back companies that have not attended for the past five years) to the trade show. For each new individual attendee signed
KAMPCO Steel Products, Inc. provides outsource solutions for custom metal fabrication requirements for the Trailer, RV, Boat, Truck Body, and other industries. With over 40 years of steel and aluminum fabrication experience, we can cut, bend, stretch, and weld just about any part you can imagine. Kampco will manage your most valuable metal fabrication projects, allowing you to focus on other mission critical functions and core capabilities. Our value to the market is offering an all encompassing “Single Source Solution” for all of our customer’s metal fabrication needs delivered through our experienced Team. We are your SUPPLIER, not your competitor. s Laser Cutting s Stretch Forming
s Shearing, Bending, and Punching
s Roll Forming s Welding
57533 CR 3 | Elkhart, IN 46517 | p 574.294.5466 | f 574.522.2310 | KampCo.com
84
September/October 2015
www.NATM.com
We engineer and manufacture industrial coatings that protect your products
and your reputation.
To ďŹ nish your product, thereâ&#x20AC;&#x2122;s no better partner than Hentzen Coatings. Hentzen Coatings is a single-source provider of high-tech liquid and powder coatings, custom engineered by chemists and technical specialists who pursue solutions to corrosion, weatherability, aesthetics and durability. Whether you select a product and color from our stock program or a custom coating technically matched to your needs, look to the Hentzen team for responsive solutions. Hentzen.com | 414.353.4200
Hentzen Coatings Inc., Corporate Headquarters, 6937 West Mill Road, Milwaukee, WI 53218-1225
2016 Keynote Speaker: Scott McKain, Basics of LEAN and 5S Principles Workshop
Tracks
2016 Keynote Speaker: Scott McKain by Allison Malmstrom, Events Director
Convention attendees should plan to hear Keynote Speaker, Scott McKain during the Annual Membership Meeting and Luncheon held during the 28th Annual Convention & Trade Show, Thursday, Feb.11. Scott McKain is an internationally known author who helps organizations create distinction in every phase of business and teaches how to deliver an “Ultimate Customer Experience®.” Scott McKain will present how to create more compelling connections between you and your customers and how to stand out and move up, regardless of the economic climate in the industry. There are a myriad of choices in the marketplace for prospects and customers seeking the products and services of your industry. So, how does your organization – and the professionals who work
with you – stand out from the plethora of competitors? McKain will show how organizations and individual professionals can create differentiation in the marketplace. Scott McKain’s calling is business – and his passion is platform presentations. He is a unique combination of vast speaking experience and new, cutting-edge information. His presentations benefit from three decades of experience, combined with his innate talent for articulating successful ideas. McKain has spoken before and consulted for the some of world’s most influential corporations. McKain has appeared multiple times as a commentator on FOX News to discuss business, politics and American culture. In his earlier career as a broadcast journalist, two million people saw his commentaries each week on 80 television stations in the United States, Canada and Australia. He has also been a news anchor for a CBS-TV affiliate in one of the nation’s 25 largest markets.
Basics of LEAN and 5 S Principles by Meghan Ryan, Communications Director
During the 2016 Convention and Trade Show, NATM's Technical Workshops will feature Mike Gunnells, Senior Manager, Business Solutions, PPG Industries, Inc. to discuss the "Basics of LEAN and 5 S Principles."
large dealerships and independent shops. Mike also has 18 years of experience as an I-CAR instructor for the State of Georgia and holds the following professional designations: AMI Accredited Automotive Manager (AAM), ASE Master Certified Collision Repair & Refinish Technician, ASE Certified Estimator, I-CAR Platinum, and Master’s Certified Collision Repair Manager (CCRM). Mike contributes to the development and implementation of PPG’s Business Solutions programs and services.
Gunnells, an MVP Black Belt Consultant began his career over 37 years ago in the collision repair business as a repair and refinish technician and progressed to the management of collision centers, including
86
September/October 2015
www.NATM.com
www.paceamerican.com
www.cargoexpress.com www.looktrailers.com
TRAILERS THAT WORK FOR YOU JOIN OUR WINNING TEAM TODAY â&#x20AC;¢ Three strong brands and a trailer for every lifestyle â&#x20AC;¢ Four manufacturing locations nationwide â&#x20AC;¢ One of the top enclosed cargo trailer manufacturers in the nation
Log Ã&#x203A; ggj hdYf [`ga[]k Yf\ j]lYad Ã&#x161; fYf[af_ YnYadYZd] â&#x20AC;¢ Websites that drive leads to your dealership â&#x20AC;¢ Marketing assistance to help grow your business
Call 877-475-5665 to discover the opportunities!
New for Fall 2015! Conveniently located in:
Indiana â&#x20AC;¢ Georgia â&#x20AC;¢ Arizona â&#x20AC;¢ Utah
Extreme Cargo Trailer and Aluminum Hybrid Snow Trailer
Put It TO BED
Tough enough for the strongest truck and trailer flooring, our Quik Drive ® auto-fe auto-feed screw driving system and self-drilling screws make your job easier, plain and simple. Our tool let’s you stand while installing our Strong Strong-Drive ® TB Wood-to-Steel screws, which saves time on each job and provides pr less strain on your back and knees. Put hard ha labor to bed and increase productivity. Learn more by calling (800) 9 999-5099 and visit our website strongtie.com/truckbed.
©201 ©2015 201 20 201 015 Simps Simps Si mp o on n
S rong Str ong-Ti T e Co. o. Inc In . QDT DTBG15 DT TBG15 BG15
Towing Technologies and Trends Workshop
Tracks
Towing Technologies and Trends Workshop by Meghan Ryan, Communications Director One of NATM's Technical Workshops in 2016 will feature Shawn Ryan, Vehicle Architect, 2015 Chevrolet Colorado and GMC Canyon program, to speak on Towing Technologies and Trends. Ryan has extensive experience integrating Engineering, Manufacturing and Studio Creative Design to develop vehicle architectures and vehicle programs for developed and emerging markets. He can develop vehicles from a “blank piece of paper” to the first physical hardware build for validation using development tools such as 3D Modeling and Prototyping, Virtual Reality, and CAE analysis to minimize the need for hardware.
n e v i r D
PRODUCTIVITY
Shawn has a Bachelors of Science in Mechanical Engineering from Purdue University in West Lafayette, IN. He started at GM in 1987 as a Co-Op student with Allison Transmission Division in Indianapolis, IN. Upon graduation he began with Advance Engineering Staff at the Warren, Michigan Technical Center working on Active Suspensions. From that time, Shawn held various vehicle integration positions that involved the Chevrolet Avalanche, Hummer H3, Full Size Trucks and SUVs. His international experience includes working with Germany on the Opel Zafira Tourer and as the department head for Advance Vehicle Development South America where during 2009 to 2012 the emerging market portfolios was completely rejuvenated. It was while in Brazil working on the International Midsize Truck that the North American Chevrolet Colorado and GMC Canyon program originated and was architected. Upon returning to the US, Shawn continued to work the program until its launch.
90
September/October 2015
VF Series TRIP-EDGE TRIP-E TRIP P-EDG EDG EDG GEE
C-PLOWS C-P -PLOW LOW WS
Flare-wing, Trip-edge V-Plow
Hiniker offers a comprehensive line of professional grade snowplows to meet the demands of your customers. VF-PLOWS: Trip-edge design gives smooth operation and effective protection with a nine-inch high pivot point. Double acting cylinders provide positive moldboard position control. Now available in flared-wing and flat-top configurations.
TRIP-EDGE
SCOOP OP PLOWS
C-PLOWS: Get the heavy-duty performance of the Hiniker trip-edge conventional plow plus the added versatility of a high performance backdrag plow. An amazing time-saver in driveways, parking lots and loading docks. FULL-TRIP
CONVENTIONAL PLOWS PLO OWS
SCOOP PLOWS: High capacity concave shape captures snow to efficiently clear lots and parking areas. Angles left or right for conventional plowing. CONVENTIONAL PLOWS: 30 inch tall high-curvature blades roll deep snow off quickly and efficiently. Commercial plowers will appreciate the extra strength and efficient design.
TRIP-EDGE TRIP-EDGE DGE GEE
CONVENTIONAL CONVENTIO CO CON ONVEN VENTI VEN TIO TI ION ONA NAL NAL AL P PL PLOWS LO OWS WSS
SPREADERS: Snow removal contractors looking for additional profits will find them in ice control. Spread ice control materials quickly and easily with an efficient Hiniker Spreader. Choose OHV gas engine spreaders, or dual-motor electric spreaders with conveyor or auger delivery options.
GAS & ELECTRIC SPREADERS DERSS
HINIKER COMPANY 1-800-433-5620 • www.hiniker.com
www.NATM.com
To the Finest Quality Trailer Brake System Solutions and Service. At Bludot weĘźre the experts in quality, fast delivery of pre-packaged trailer brake systems for manufacturing. We pride ourselves in providing your manufacturing facility with the highest quality trailer brake solutions pre-designed and pre-packaged specifically to your assembly line specifications. Our brake solutions are designed to meet your specifications. Whether you require hydraulic brake lines or kits, air/hydraulic, vacuum/hydraulic, electric/hydraulic, or straight air brake systemsâ&#x20AC;&#x201D;let us customize a system to your trailer design. Contact Bludot for a free brochure featuring the new BrakeFinder cd-rom. Our exclusive new BrakeFinder function allows you to search the complete line of Bludot products and determine which system most accurately suits your needs. It also contains detailed product descriptions and printable spec sheets.
Call: 888-6-BLUDOT or 574-277-2306; Fax: 574-277-3785 Write: Bludot Inc., 4335 Meghan Beeler Ct. South Bend, IN 46628 E-mail: sales@Bludotinc.com Visit us on the web at www.Bludotinc.com
Lights the way â&#x201E;¢
DOT/SAE APPROVED NATM MEMBER FMVSS108 COMPLIANT CMVSS108 COMPLIANT
TRUCK & TRAILER LIGHTING THAT MEETS YOUR NEEDS. t ZFBST PG JOEVTUSZ FYQFSJFODF t 2VBMJUZ QSPEVDUT o HSFBU WBMVF o LFFQJOH ZPV DPNQFUJUJWF t 0VUTUBOEJOH TBMFT TVQQPSU
Toll Free (800) 241-3808 www.blazer-international.com
The Process of Ownership Transition Workshop
Tracks
The Process of Ownership Transition Workshop By Stephen Hauser, Managing Director with Corporate Finance Associates The Processes of Ownership Transition is a 2016 Convention Workshop session presented by Stephen Hauser, Managing Director with Corporate Finance Associates, designed to provide guidance and insight to owners as they prepare for and undertake a sale of their business. The presentation will reflect up-to-date trends in transaction volumes, valuation metrics, financing and offer structures. Hauser will offer real-world examples of the most common and most critical challenges a selling owner(s) must navigate through to achieve the desired economic and personal benefits. In this session participants will learn: •
The key steps in both the exit planning and selling processes, and the experienced-based time-line to realize the end goal
•
The key target firm attributes acquirers look for, and how to present these in the best light
•
Preparing for the critical elements and stages of buyer due diligence
•
The primary valuations methods used in M&A, and how professionals interpret the data
•
How the Private Equity, Corporate, and Management buyer candidates likely will evaluate the deal.
Participants will gain an understanding of the key processes necessary for a business ownership transition, the team effort required to orchestrate and execute a sale, and gain greater confidence in interacting with the professionals who can advise and assist in the effort. About the Speaker As Managing Director with Corporate Finance Associates, LLC, one of the nation’s leading Investment Banks advising on M&A transactions under $50M in value, Hausers work includes advising private company owners on exit options, as well as
www.NATM.com
collaborating with CFA foreign offices on crossborder acquisitions. Steve has 30+ years experience in general management, sales, and corporate development, for well-known firms such as Deere, TRW, Federal-Mogul, Aeroquip-Vickers and Ernst & Young. The foundation of his M&A background was built on the buy-side, managing acquisitions and joint ventures in the automotive components industry, both OEM and Aftermarket, holding corporate development and finance positions with TRW, Federal Mogul & Deere. Steve was instrumental in helping create the TRW Passenger Restraint business, leading 7 acquisitions and a major joint venture to launch the business. He also structured joint venture projects in Asia, Europe, and Latin America. Steve led the Corporate Development function of Federal Mogul as it expanded in Europe & U.S. with acquisitions totaling nearly $700M, and played a key role in several critical re-financings. Steve gained operational experience at Federal Mogul and Aeroquip-Vickers in international sales, distribution, reverse logistics, product service & support, application engineering. He has also managed the integration of purchased businesses ranging in size from $5M to $400M, both as the acquirer and the acquired. His advisory background started in the Ernst & Young Corporate Finance practice, assisting domestic and foreign corporate clients on U.S. acquisition and joint venture projects. Steve was a Partner with Coutant Capital Associates, a boutique M&A advisor with particular strength in the vehicular components and B-2-B distribution markets.
September/October 2015
93
2016 NATM Golf Tournament
Tracks
2016 NATM Golf Tournament by Allison Malmstrom, Events Director NATM is pleased to announce that the 2016 golf tournament will be held at Bear’s Best Las Vegas. The golf tournament provides a great opportunity for trailer manufacturers and suppliers to spend quality time together and network. Located just minutes from the Las Vegas Strip, Bear’s Best Las Vegas showcases a collection of PGA Legend Jack Nicklaus’ 18 favorite golf holes from his 200 course designs around the world. The course allows players to play holes from courses such as Desert Mountain, PGA West and Cabo del Sol. Bear’s Best Las Vegas helps golfers experience classic hole designs to the finest detail. Even the trees at the classic hole designs come into play at Bear’s Best Las Vegas. The tournament will be a four person scramble with a shotgun start at Noon on Tuesday, February 9. Awards will be presented for the first, second and third place teams, as well as longest
drive, longest putt and closest to the pin. The fee for the golf tournament is $150. Golf club rentals will be available; please indicate on the registration form if clubs are needed. A box lunch will be provided, and the beverage cart is sponsored by Unique Functional Products. Appropriate golf attire should be worn, including collared shirts and no denim. Transportation will be provided from the South Point to Bear’s Best Las Vegas. Buses will load at 10:30 a.m. at the South Point, and shortly after the tournament’s end for a return back to South Point. Golfers should plan on attending the Golf & Spouse Tour Coffee Meet and Greet at 10 a.m. on Tuesday, immediately prior to the tournament and Spouse Tour. The Coffee Meet and Greet will provide an opportunity for golfers and those attending the spouse tour to see old friends and make new acquaintances at the beginning of the convention week.
When you know you have to go the distance. www.hhtrailer.com
H&H Trailers are built in America’s heartland by people who take pride in building the longest-lasting, best-engineered trailers on the market. We don’t skimp on materials and we don’t cut corners on quality. We service what we sell, and we have the best service people in the business. Whether you need steel flatbed, aluminum flatbed, steel enclosed cargo, aluminum enclosed cargo or dump box trailers; you can always count on any H&H trailer to go the distance.
94
September/October 2015
Find out how H&H Trailers can build your business. Call Today 712-542-2618. Look for us at booth #1201
www.NATM.com
GO FARTHER.
Zn
ZINC-PLATED HARDWARE
ASSEMBLED IN THE USA
WATERPROOF ELECTRICAL CONNECTIONS
INTEGRATED ONE-PIECE SPINDLE AND FLANGE
Lippert Components axles always take you farther. Our state-of-the-art robotic welders ensure the highest precision and quality on every component. We offer a full line of reliable spring, torsion and heavy-duty 10-12K capacity axles to meet your unique speciďŹ cations.
574.312.6651 | OEMsales@lci1.com | lippertcomponents.com 5
0026-LCIA-11/14-REV1
PREMIUM BLACK POWDER-COAT FINISH
Gray Areas Regarding Employment Law
Tracks
Gray Areas Regarding Employment Law By Creative Business Solutions Many areas regarding employment law are fairly black and white due to the highly regulated nature of the business. However, there are some aspects of employment law which are endless shades of gray. Two of the most common "gray" areas include "reasonable accommodations" and "proper classification of independent contractors." Reasonable Accommodations As an employer you may ask yourself, "Do I have to provide a particular reasonable accommodation?" or "What is considered a reasonable accommodation?" A reasonable accommodation is any change to a job, the work environment or the way in which tasks are usually completed which allow an individual with a disability to apply for a job, perform job functions or enjoy equal access to benefits available to other individuals in the workplace. Employers are required by law to provide reasonable accommodations to qualified individuals with disabilities, unless doing so would impose an undue hardship to the company. As an employer you must ensure you are not discriminating against disability laws. Below are some questions you should consider when determining if you should provide a particular accommodation: 1.
What are the employee's job duties?
2.
Which job duties do you think are not being adequately performed?
3.
What efforts have been made to communicate with the employee about the situation?
4.
Has the employee been cooperative in responding to inquiries?
One way to ensure you do not discriminate against disability laws is to have proper job descriptions for each position at your company. Creative Business Solutions can assist you with ensuring your job descriptions are compliant by addressing proper duties, qualifications, physical demands and the work environment.
Independent Contractors It is critical for employers to appropriately determine whether an individual is an employee or independent contractor if he/she is providing services to your organization. Failure to properly classify workers could result in an audit and possible fines by the Department of Labor and/or the IRS. Determining a proper classification may be challenging to even the most skilled employers. In order to be classified as an independent contractor, an employer should consider the following common law rules: 1.
Behavioral: Does the company control or have the right to control the worker's tasks and/or how the worker performs his/her job? Does the worker provide services for other companies?
2.
Financial: Are the business aspects of the worker's job controlled by the organization? This includes factors such as how the worker is paid, the reimbursement of associated expenses, as well as who is responsible for providing equipment to perform the job.
3.
Type of Relationship: Is there a written contract or benefits provided to the individual, such as a pension plan, insurance plan, vacation pay, etc.? Will the relationship continue in the future and is the work performed a key aspect of the business?
Employers must weigh each of these factors when determining whether a worker is an employee or independent contractor. There is no "magic" or set number of factors which determines whether the worker is an employee or an independent contractor. The employer must look at all the factors and then make a determination. For more information about Creative Business Solutions (CBS) visit www.CBSKS.com. Sources: Lexology "It depends: the top 3 inherently gray areas of employment law". http://www.irs.gov/Businesses/Small-Businesses-&-Self-Employed/ Independent-Contractor-Self-Employed-or-Employee
96
September/October 2015
www.NATM.com
7 Tips to Managing Millennial Salespeople
Tracks
7 Tips to Managing Millennial Salespeople By Marc Wayshak, author of Game Plan Selling and Breaking All Barriers Organizations used to be able to cook up a successful sales team with a few basic ingredients: a quality product, compelling compensation plan, simple training program and effective sales tracking. Not so anymore. Millennials have changed the recipe. Born after 1981, Millennials are the youngest generation in today's workforce. They are also vastly different from every generation before them – and that's especially true when it comes to sales. Millennial salespeople are confident, self-expressive, liberal, upbeat and open to change. They came of age immersed in technology and instant communication. Their expectations, both for work and personal life, are sky-high. It should come as no surprise that this unique generation has tremendous potential for success in sales – but Millennials require a new style of management to achieve that success. Here are seven must-have ingredients for successfully managing Millennial salespeople: 1. Figure out what's really driving them. Millennials are a generation of idealists, which means that they often focus more on social impact or personal fulfillment than how much money they make. They also live at home with their parents longer and put off marriage and child-rearing to a greater extent than any previous generation. As a result, many Millennials are less driven by financial stability than they are by work-life balance or community contribution. Figure out what really drives your Millennial salespeople so that you can motivate them in the most effective ways possible. 2. Help them see the client’s perspective. Because Millennial salespeople are often selling to older clients, it is critical that they understand and connect with those in older generations. Teach your Millennial sales team that 55-year-old prospects will not have the same outlooks or aspirations as 27-year-old prospects. For example, a 55-year-old Baby Boomer client might be highly motivated by financial security, while a 27-year-old Millennial client is more likely to be driven by convenience and flexibility. If Millennial salespeople fail to understand the perspectives of older generations, they will struggle to maintain relationships with clients and close sales with a large demographic of prospects.
98
September/October 2015
3. Train, train, train – and then train some more. Millennials are often over-educated for their entry-level jobs, but you should still provide them with extensive work training for two key reasons. First, Baby Boomer parents have imbued their Millennial kids with an appreciation for continued education. By offering comprehensive training to new hires, top young talent will actually be attracted to your organization. Second, Millennials are typically enthusiastic learners who will implement the strategies and techniques they are taught. The more training you give them, the more effective at sales they will be. 4. Focus on what they do – not when they do it. The idea of a nine-to-five work day is not merely foreign to most Millennials, it’s completely abhorrent. When left to their own devices, these young salespeople might head off to the gym at noon – but that doesn't mean they're not hardworking! It just means they're likely to stay late at work to finish what they have to do. Many organizations struggle to manage their Millennial salespeople by requiring that they work certain hours. Not only is this unnecessary, but it’s also harmful to work productivity. Millennials are famous for demanding work-life balance. If they sense that their employer lacks an appreciation for work-life equilibrium, their morale will plummet and they'll consider other job options. So instead of setting a rigid work schedule, give your Millennial sales team specific daily or weekly sales activity goals. For example, tell them to make a certain number of calls, conduct a certain group of meetings, or attend a certain type of event. Then let them work according to whatever schedule will make them most productive. 5. Give them lots of feedback. There's a reason why Millennials are called Trophy Kids! This generation wants glowing recognition – and lots of it. Remember that your Millennial salespeople grew up receiving awards and trophies for nearly every endeavor, whether coming in last place at a Little League tournament or taking fifth place at the science fair. To be a successful manager, you must capitalize upon this deep-seated Millennial trait: Give your sales team lots of feedback. Knowing that their manager thinks they're doing a great job is often more motivation for Millennials than a monetary bonus. And don't shy away from giving your Millennial salespeople constructive feedback, either. Millennials aim high when it comes to work www.NATM.com
7 Tips to Managing Millennial Salespeople
Tracks achievement, and they are exceptionally open to constructive criticism if it will translate to more success, faster. 6. Set their expectations for success. Instant gratification: Millennials grew up with it, whether it was fast food, instant messaging, or the 24-hour news cycle. As a result, this generation looks for fast results and is likely to get bored quickly. In the workplace this translates to what's known as job-hopping, where Millennials stay at each job for only a few months to a year, leaving for greener pastures if their expectations aren't met in a timely manner. Instead of viewing this as a negative reality, consider that this mindset can be an asset to your business. Millennial salespeople start every new job with enthusiasm and high hopes – if you can help shape their expectations for the job, you can more consistently retain Millennial talent. Set realistic expectations early on for Millennial salespeople, and you will lessen the likelihood that they'll leave for greener pastures in the near future.
superior skills in particular areas, invite them to train others on the team. For example, Millennials will likely be strong with technologies such as your CRM system. Let them contribute to the team by helping veteran salespeople master whatever technologies they might struggle with. Because Millennials are highly driven by community contribution and social impact, the opportunity to improve the sales team with their knowledge and skill is very rewarding for them. About the Author: Marc Wayshak is the bestselling author of two books on sales and leadership, Game Plan Selling and Breaking All Barriers. As a sales strategist, Marc created the Game Plan Selling System to revolutionize the way salespeople, entrepreneurs and companies approach selling. Get his free eBook on 25 Tips to Crush Your Sales Goal at GamePlanSelling.com. You can call him at (617) 203 – 2171 or email him at Info@MarcWayshak.com.
7. Ask for their help. One of the best qualities of the Millennial generation is that they are collaborative, team-oriented workers. This means they are likely to want to help others in the workplace. Once your Millennial salespeople have shown
SureHoof® Trailer Products Trailer Mats • Vulcanized sheet rubber • Wide range of sizes & profiles • Custom mats up to 96” wide
Wall Rubber
Ramp Rubber
Bumpers
• Optional nylon insert • Various widths & thicknesses • Roll length 75’ • Leather
• Sure footing for your horse with our slip resistant surface • Protects trailer ramps • Easy to Install • Roll widths up to 60”
• Specific sizes available • Square “D” & Round “D”
northwestrubber.com www.NATM.com
1.800.663.8724
Providing Innovative Rubber Solutions for over 45 Years!
September/October 2015
99
Still Havenâ&#x20AC;&#x2122;t Called?
Your Competitor Hasâ&#x20AC;Ś
Aerosmith Fastening Systems
800-528-8183 www.AerosmithFastening.com
NATM Member News
Tracks
Aluma A8816 ATV Ttrailer Bancroft, Iowa—Aluma ATV trailers are ideal for ATV hauling, as well as additional hauling applications. The tandem axle A8816 model features four 12 by 69-inch ramps, an extruded aluminum floor, ten tie-down loops and a swivel tongue jack with an 800-lb. capacity. A range of performance-enhancing options is also available including aluminum rock guard, upgrade to aluminum wheels and a 69-inch back ramp assembly. Aluma offers nine additional ATV/UTV trailer models in several configurations with lengths from 150 inches to 270 inches. ATV trailers also include an LED lighting package and safety chains. Durable aluminum trailers from Aluma are lightweight, corrosion resistant and maintenance free. Special features on many makes and models offer users versatility and convenience. Aluma trailers also come with an industry leading 5-year all-inclusive warranty.
Aluminum Landscape Dump Body from Crysteel Mfg. Lake Crystal, Minn.— The new Aluminum Landscape body from Crysteel combines the strength and durability of the Crysteel Landscape body with the lightweight efficiency of aluminum construction including increased payload capacity, corrosion resistance and lower maintenance costs. The versatile Aluminum Landscape body is ideal for contractors in the landscape industry, refuse/ waste industry and recycling industry. The 12-ft. Aluminum Landscape body features a ¼-in. floor, 50-in. side door, pull action latch mechanism, two-piece barn door, unibody design, and a Crysteel www.NATM.com
Lo-Boy® hoist quick installed at the factory. The standard LB510 hoist includes a full-length subframe for added strength and a factory-installed body prop for added safety. Available options include full cabshield, bolt-on pull out ladder kit, pull tarp and plastic fenders. Crysteel offers a comprehensive, fiveyear warranty on all dump bodies and hoists. Crysteel Manufacturing Inc., one of the world’s leading dump body, hoist, and platform manufacturers, is known for its product innovations and dedication to quality. Crysteel Manufacturing is part of the Truck Bodies and Equipment International, Inc. (TBEI) family of companies. TBEI brands include Crysteel, Rugby®, DuraClass®, J-Craft® and Ox Bodies®.
Hutchens Welcomes Michael Johnson to Team Hutchens Industries is pleased to welcome Michael Johnson as the new Upper Midwest Territory Regional Manager. With 20 years of experience in truck and trailer suspension sales, Mike will be the knowledgeable source to provide Hutchens quality products and service to the Upper Midwest territory. Mike will use his expertise in the trucking and suspension industry to support the area fleets, OEM trailer manufacturers and aftermarket businesses with their Hutchens product needs. He will be responsible for the states of Minnesota, North Dakota, South Dakota, Iowa, Nebraska, Northwest Missouri, Kansas and Colorado. Mike’s experience in the trucking and suspension industry has taught him the importance of quality products and service from a dependable company. “The
dedication to providing quality products and excellent service has made Hutchens Industries the most reputable company in the industry,” said Mike Johnson. Prior to Hutchens Industries, Mike sold truck and trailer suspensions for Reyco Granning, LLC throughout the United States and Canada for 20 years. For more information on Hutchens Industries, visit www.hutchensindustries.com, phone (800) 654-8824 or email Mike at MJohnson@hutchensindustries.com.
Hydrastar Introduces Marine/Xtra Duty EOH Trailer Brake Actuator Hydrastar has taken the electric over hydraulic trailer brake actuator to the next level with the Marine/XTRA Duty line. As boating and trailering enthusiasts, the owners of Hydrastar envisioned the need for an actuator that would withstand the added rigors of fresh and salt water environment, as well as the harshness of extreme temperatures and the thousands of miles of traveled roads. After the engineering, and a rigorous testing period, the Hydrastar Marine/XTRA Duty has hit the market. The already rugged and reliable Hydrastar added several features that allows the actuator to stand up to harsher environments and still perform at peak levels. Like the standard Hydrastar, the Marine/ XTRA Duty unit is a sealed, extruded anodized aluminum unit. This allows the actuator to be less susceptible to corrosion and protects the internal components from the environmental elements. Other features added to the Marine XTRA Duty actuator are marine grade gaskets that seal the housing unit, stainless steel hardware, and a vented end plate. The September/October 2015
101
NATM Member News
Tracks vented end plate allows the release of both moisture, pressure and temperature from inside the housing unit, thus further protecting the internal components. The Hydrastar Marine/XTRA Duty actuator is the perfect fit for boat trailers, trailers utilized in the colds of the north or the desert heats of the southwest, and trailers that prefer to place their EOH actuators in enclosed areas where air flow is hampered. The team at Hydrastar has great confidence in the performance and reliability of the Hydrastar Marine/XTRA Duty actuator, so much so that at the home office of Hydrastar, on a desk, sits a fish tank filled with water, and in that fish tank, submerged in water for over 6 months is a Hydrastar Marine/XTRA Duty. Every morning the actuator is activated, and every morning the actuator performs as the same the day it was born. Whether it is a boat trailer, horse trailer, equipment gooseneck, or car hauler, Hydrastar is the reliability and confidence you expect and need from your trailer braking system.
Ox Bodies Announces New General Manager Fayette, Ala.— Ox Bodies® is pleased to announce that Ray Salley has assumed the role of General Manager. Salley comes to Ox Bodies from another Truck Bodies and Equipment International, Inc. (TBEI) company, Rugby® Manufacturing, where he served as General Manager. “Ray has a proven record of bringing teams together to excel and develop both personally and professionally. We are pleased to welcome him to Ox Bodies, and to see his continued growth within the TBEI family,” said Bob Fines, 102
September/October 2015
President/CEO of TBEI. “We look forward to this new chapter at Ox Bodies, and the continued development of high quality Ox Bodies products and customer service.” Since 1972, Ox Bodies has been a leading designer, manufacturer and installer of medium- and heavy- duty dump bodies and trailers, platforms, trash bodies and related accessories. Ox Bodies is part of the Truck Bodies and Equipment International, Inc. (TBEI) family of companies. TBEI brands include Crysteel, Rugby, DuraClass®, J-Craft® and Ox Bodies.
New Heavy-Duty HD Rancher Body from Rugby Manufacturing Rugby, ND— Rugby® Manufacturing recently introduced an all-new Rugby HD Rancher Body, ideal for heavier duty construction and landscape applications, as well as oil field operations. Designed for maximum durability, the HD Rancher offers several enhanced features including an upgraded 3/16-inch tread plate floor, 7 gauge formed crossmembers with 12-inch spacing, 12-gauge bulkhead sheet and a 3/8-inch tie down rail. The HD Rancher is also available with a B&W Turnoverball™ Gooseneck Hitch that allows a flat surface with no cutouts in the floor. Five models of the new HD Rancher are available ranging in length from 9 feet 3 inches to 12 feet.
include Crysteel, Rugby, DuraClass®, J-Craft® and Ox Bodies®.
Rugby Manufacturing Announces New General Manager Rugby, ND— Rugby® Manufacturing recently announced that Jeff Duchscher has been promoted to General Manager. Duchscher has been with Rugby for 10 years, most recently as Manufacturing Manager, and has also worked in sales, production and engineering. “Jeff’s experience with TBEI-Rugby is invaluable,” said TBEI President/CEO Bob Fines. “I am excited to see what Jeff will bring to the General Manager role, and very pleased that we were able to promote from within the Rugby facility. Jeff is a well-known Rugby resident, and will continue on with the exceptional job the Rugby team does with their highquality dump bodies and hoists, customer service and community involvement.” Rugby Manufacturing is the leading designer and manufacturer of Class 3–7 dump bodies, landscape bodies, platforms and related truck equipment & accessories. Rugby Manufacturing is part of the Truck Bodies and Equipment International, Inc. (TBEI) family of companies. TBEI brands include Crysteel, Rugby, DuraClass®, J-Craft® and Ox Bodies®.
Rugby backs each of its bodies with a three-year warranty. Rugby Manufacturing is the leading designer and manufacturer of Class 3–7 dump bodies, landscape bodies, platforms and related truck equipment & accessories. Rugby Manufacturing is part of the Truck Bodies and Equipment International, Inc. (TBEI) family of companies. TBEI brands
www.NATM.com
PM
®
LED LIGHTING
REAL LIFE TAKES 840 Series S/T/T Light
REAL LIGHTS. Mud. Vibration. Rain. Peterson LEDs hold up to anything you – or Mother Nature – can throw at ’em.
FOR WORKING TRAILERS, real life is no easy street. That’s why Peterson builds the world’s toughest, most reliable trailer lights. Our Peterson LED lights feature rugged solid-state circuitry. Adhesive potting to seal out moisture and corrosion. Hard-wiring to eliminate failure-prone connection points. And more. All made to Peterson’s exacting standards in a wide range of valuepriced models to fit any light- to medium-duty trailer. You build trailers for real life. We build the lights that can handle it. GET REAL. GET PETERSON.
VEHICLE SAFETY LIGHTING
4 2 0 0 E . 1 3 5 t h S t r e e t | G r a n d v i e w, M O 6 4 0 3 0 | 8 1 6 - 7 6 5 - 2 0 0 0
www.pmlights.com
NATM New Member Update
Tracks
Regular
Associate
Galyean Equipment
Automotive International, Inc.
1225 Industrial Dr Henderson, TX 75652 www.galyean.com •Agricultural/Farm, Custom Design, Livestock, Utility/Flatbed
8855 Blue Ash Rd Cincinnati, OH 45242 www.valugard.net •Cleaners/Chemicals, Sealants
Golden Gait Trailers
Engineered Components
5051 Davidson Hwy Concord, NC 28027 www.goldengait.com •Agricultural/Farm, Auto Hauler, Boat, Cargo, Concession, Custom Design, Dog, Dump, Equipment, Horse, Landscape, Livestock, Living Quarters, Motorcycle, Pole/Pipe/Cable Reel, Portable Equipment, RV/Towable, Snowmobile/ATV, Tow Dolly, Utility/Flatbed
1100 Davis Rd Elgin, IL 60123 www.engcomponents.com •Castings, Fabricated Parts, Fasteners, Hardware, Metal Stamping
Kinetic Metrics, LLC 6016 Morgan Ct Alexandria, VA 22312 www.kineticmetrics.com •Consulting, Engineering
Wire Works Technologies, Inc. 1034 20th St Menominee, MI 49858 www.wireworksonline.com •Electrical
HRM Unlimited dba Adrenaline Trailers 1649 W Acoma Blvd. Lake Havasu City, AZ 86403 www.adrenalinedetail.com •Auto Hauler, Boat, Cargo, Custom Design, Landscape, Motorcycle, Snowmobile/ATV, Utility/Flatbed
Aluminum construction is durable & corrosion resistant.
Rogue Trailers Industries, Inc. 1604 Avenue F White City, OR 97503 •Boat
great standard features and many options make Aluma trailers a solid investment.
Turtleback Trailers, LLC 1424 E Broadway Rd Phoenix, AZ 85040 www.turtlebacktrailers.com •RV/Towable
Valley Trailers 9691 Stafford Rd Leesburg, OH 45135 www.valleytrailers.com •Horse, Livestock
104
September/October 2015
Aluma trailers are
lightweight & maintenance free
With over 60 models to choose from,
there’s an aluma trailer for any need.
101 East Seneca • Bancroft, IA 50517 3810 460th Ave. • Emmetsburg, IA 50536
515-885-2398 • 866-415-3285
GE Financing g Available
www.NATM.com www.alumaklm.com m