“We genuinely want to see our
customers succeed,” says Selhorst.
“That gives us motivation to be our best
and provide the best for them.”
The timely transportation Midway aims
to provide its customers has been, so
far, been a successful puzzle piece to the
business’ overall plans. With so many
backlogged manufacturers, taking in new
trailers isn’t always an easy feat.
“Lead times, over the past year, have
been a tough hurdle to navigate. I think
that shows the strength of the industry,
but it can also cause a lot of stress for
dealers and their customers,” Hoersten
explains.
For Midway Trailers, this means making
some operational adjustments. While
there have been some minor setbacks,
there’s also been some fantastic leaps.
“We’ve had to focus on getting parts
from our suppliers quicker than in the
past. Customers can hop online and have
parts to their door in a couple days with
no shipping. If they are going to stop by
your dealership, they expect parts to
be in stock or arrive as quickly as they
order,” says Hoersten. “This has caused
our parts inventory to grow, but has also
helped grow our parts department. “
While industry hurdles have led to
fluctuating business focuses for Midway
Trailers, Hoersten acknowledges the
industry is making its way forward.
“The industry seems to be updating
technology with online ordering, mobile
apps, and social media advertising,”
Hoersten says. “These types of
improvements help dealers sell trailers
and keep customers informed of new
products.”
The trailer industry might be a daily
roller coaster, but Selhorst and his team
acknowledge that the NATDA Trade
Show & Conventions continues to help
them prepare.
“Our experience with the NATDA has
been very educational,” Selhorst admits.
“It’s one thing to read Business Insider
and Entrepreneur Magazine, but to
actually get insights of what’s going on in
the trailer industry daily is a huge asset
to us. NATDA’s role is to add cognitive
value, to get you thinking on how to be a
better dealer in the industry.”