Shane Fitzner
Nick Mirsbergerr
The NATDA Dealer Advisory Council is tackling the issues dealers are facing right now: from tariffs and inventory pressure to changing pricing strategies. In this issue, Shane Fitzner of Fitzner Auto & Trailer Sales and Nick Mirsberger of Mirsberger Trailer Sales share what they’ re seeing and how they’ re staying ahead.
How have tariffs or the looming impact of tariffs influenced your buying decisions this year? Shane:“ Tariffs have had an impact on both our parts and trailer purchasing decisions. Based on prior experiences with supply chain disruptions, we proactively increased our inventory of our top moving trailer parts to a 12-month supply in March 2025. In late 2024, we observed price reductions from some trailer manufacturers, which made existing inventory vulnerable to devaluation. That shift made us prioritize reducing excess stock to making room for newly priced inventory.
This changed quickly with the implementation of tariffs in early 2025 and concerns about further price increases and supply interruptions. Our purchasing decisions became more focused on securing inventory before price increases or supply disruptions could occur.”
Nick:“ All our manufacturers are based in the U. S., but we still felt the effects. It wasn’ t just about price; it was about delays. We pre-bought as much as we could. What used to be 3 – 5 weeks turned into 3 – 5 months. Cargo trailers have taken the hardest hit, it’ s very difficult with no end in sight.”
Where are you turning for reliable data to guide business decisions? Shane:“ We rely on statistical data and the nationwide perspective we have available from some of our top trailer manufacturers. They can provide information on the economic outlook as well as projections for the categories that could have the highest demand. We also rely on a close personal network of dealers we have across the country. It’ s helpful to get an understanding of what’ s happening in other areas of the country from non-competing dealers.”
Nick:“ We use Statistical Surveys and look at trends from the last three years, quarter by quarter. For example- we know from our data that rec is way down, dumps are up, storms are probably a big factor in our area.”
What’ s one pricing or inventory strategy that’ s worked for your dealership this year? Shane:“ With inventory levels across the industry higher than in recent years, we’ ve found it to be increasingly important to keep an eye on competitor pricing, from both dealers and manufacturers. We’ re focused on stocking products that we know will provide the type of profit margin we need to operate a successful and growing dealership.”
“ On the financing side, we keep working to have multiple financing sources so our customers have a good selection of financing solutions that are competitively priced and offer a quick and convenient finance process.”
Nick:“ In terms of pricing and inventory, partnerships really matter. After 25 years in this industry, we’ ve learned to stay ahead by maintaining strong ties with our manufacturers and anticipating what’ s coming.”
Any advice for dealers managing supply pressures or unpredictable demand? Shane:“ Take a balanced approach to purchasing new inventory and monitor your inventory regularly. Have conversations with your manufacturers, other dealers, and business people in similar industries to keep your finger on the pulse of pricing related to purchasing. It’ s important to keep a good supply in stock and to get ahead of price increases whenever possible, but the cost of carrying inventory at today’ s interest rates and narrowing retail profit margins make it difficult to be overstocked.”
Nick:“ My advice would be to be smart with your partnerships and think long-term, not just in what’ s happening in the moment.”
WE WANT TO HEAR FROM YOU!
The Dealer Advisory Council is here to advise on issues that are most important to NATDA Dealer Members. Whether it’ s inventory management, hiring, staffing, or operations, this group of experienced trailer professionals is ready to share their insights and experience. What topics would you like the Council to address in future articles and communications? Let us know!
Email NATDA at council @ natda. org with the subject line,“ Advisory Council.”
8 NATDA Magazine www. natda. org