Dealers Asked to Learn from Dealers. NATM Listened
Beyond the Build: A Dealer's Guide to Trailer Manufacturer Partnerships
Tuesday | 11:00–11:50 a.m. | Room 103
One message has consistently come from NATM's Dealer Committees and dealer affiliates:
"We want to learn from people who have sat in our seat."
Dealers don't want another sales pitch. They want honest conversations with other dealers who understand the challenges of selecting manufacturers, managing inventory, handling warranty claims, and building partnerships that support long-term success.
That's exactly what you'll find in Session 2 of the NATM Dealer Summit. This isn't a manufacturer explaining why their trailers are the best. It's two successful dealers sharing the lessons they've learned from evaluating, selecting, and working with trailer manufacturer partners over the course of their careers.
Learn From Dealers Who've Been There
Leading the session are Johnny Shelton, Owner and General Manager of NC Trailers, and Zachary McCalley, Director of Strategic Marketing & Dealer Relations at Superstar Trailers in Texas.
Both are active members of NATM's Dealer Committees and have helped shape the very education being delivered at this inaugural Dealer Summit.
Together, they bring two very different—but highly complementary—perspectives.
Johnny grew up in the trailer industry. His parents started NC Trailers with just 13 trailers, and today he leads one of the highest-rated dealerships in the Carolinas. Having evaluated manufacturer relationships throughout his career, Johnny understands that successful partnerships extend far beyond the trailer itself. Communication, warranty support, lead times, dealer expectations, marketing support, and long-term business alignment all influence whether a partnership helps—or hinders—a dealership's success.
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Zachary entered the trailer industry from a background in military service, law enforcement, and strategic marketing. Today, he focuses on dealer relations and helping manufacturers and dealerships build stronger partnerships through communication, collaboration, and brand strategy. His perspective highlights an area many dealers overlook: how a manufacturer's products are introduced, marketed, and positioned to create lasting customer demand.
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Together, they'll offer attendees something increasingly difficult to find—an honest conversation between dealers about what really matters when choosing a manufacturer.
More Than a Conversation—A Framework You Can Use
This session was built around one goal: giving dealers something they can use immediately.
Attendees will receive a manufacturer evaluation questionnaire designed to help guide conversations with prospective manufacturing partners, along with a partnership scorecard that can be used to evaluate existing manufacturer relationships back at the dealership.
Better yet, you'll have those resources in hand before the NATDA Trailer Show officially gets underway. As you walk the trade show floor over the following days, you'll have a structured framework for asking better questions, comparing manufacturers more consistently, and evaluating partnerships through the lens of your dealership's long-term success—not just today's inventory needs.
The Right Partner Is About More Than the Product
Choosing a manufacturer is one of the most important business decisions a dealership makes. The trailer itself is only part of the equation.
Communication. Service. Warranty support. Marketing resources. Business tools. Lead times. Responsiveness. Shared expectations.
These are the factors that often determine whether a partnership succeeds long after the trailer leaves the lot.
If you're evaluating new manufacturers—or simply wondering whether your current partnerships are helping your dealership reach its full potential—this is a session you won't want to miss.
Because sometimes the best advice doesn't come from the manufacturer. It comes from the dealer standing beside you.
NATM is launching the NATM Dealer Summit at the NATDA Trailer Show in Nashville on September 1. The event focuses on education to help dealers strengthen their businesses, build partnerships, and address industry challenges. The summit aims to provide valuable insights, meaningful discussions, and actionable ideas for attendees, covering leadership, compliance, and the industry's future. It's an opportunity to extend the educational experience valued by NATM members to a broader audience. Learn More.