“ We educate these customers that as soon they are done working for the season to bring in the trailer for service and yearly DOT inspection . We rotate the trailers out one by one till we go through the entire fleet ,” says Leegwater . “ Some of these companies have up to 20 trailers . DOT inspections are a great way to promote service . Most trailers used in commercial applications are required to be inspected , even a single axle open trailer .”
This approach keeps the shop busy throughout slower times of the year and helps them weather market fluctuations . Even the pandemic in 2020 did little to slow down operations . “ We were relatively unaffected in 2020 ,” noted Leegwater . “ The core of our business clientele was considered essential . We were able to keep the business running .”
Additionally , with gyms closed and limits on public transportation , bicycles were also in high demand which resulted in increased hitch installations and additional revenue for the shop .
Leegwater depends on his connections within the industry to keep his business strong . He stays connected locally through involvement with contractors ’ associations and within the trailer industry , he relies on NATDA .
“ NATDA and the NATDA Trailer Show has been a great partner in connecting us with vendors and services that would have not been known to us ,” Leegwater notes . “ We ’ ve also been able to connect with dealers all over the country . We call each other throughout the year to discuss the industry .”
In recent years , NY-NJ Trailer Supply acquired its dealers license - adding trailers to the business ’ s offerings . Each year , Leegwater has met manufacturers at the NATDA Trailer Show with whom he can partner to grow that segment of his business .
In three years , the company will celebrate its 90th anniversary . When asked to look back on his years of ownership of the company , Leegwater cites technology as one of the most disruptive elements that have impacted the industry .
“ The internet was just getting its legs when I bought the business . You could have never anticipated where it is today ,” notes Leegwater . ” While technology can bring you a wider audience , it can just as easily increase your competition . You ’ re not just competing with local business ; you end up competing with companies across the country .”
For that reason , Leegwater is selective about the technologies he adopts . Technologies that ensure better connections to his clientele are ones that he prioritizes . Most recently , NY-NJ Trailer began to utilize a texting platform that allows customers to reach Rawn and his team from the business ’ s land line , routing the messages directly to the team ’ s desktop computers . This allows more streamlined communication . Much of Leegwater ’ s success can be pinpointed to his ability to understand and stay engaged with his customer base , ensuring loyalty through education and service . With this approach , it seems clear that NY-NJ Trailer Supply will continue to thrive for 100 years and beyond .
34 NATDA Magazine www . natda . org