Allstate Utility Trailers
Growing Roots in Tennessee In 1994, Allstate Utility Trailers was a modest operation in West Knoxville with just 25 trailers in stock and around $ 250,000 in annual sales. But behind the small footprint was big potential. Within just four years under management by Mickey Shelton, the dealership expanded to multiple locations, grew inventory to more than 500 trailers, and crossed $ 3 million in annual revenue. While the parent company explored ventures in containers, mobile offices, and trucking, Allstate Utility Trailers remained focused on its core: dependable trailer sales backed by reliable service. That commitment to reliability set the foundation for long-term growth and made the dealership a trusted name across East Tennessee and beyond.
A Service Gap That Sparked a Business Over the next decade, Shelton stepped away from the dealership a few times, working regional roles across the Southeast. He visited hundreds of dealerships and kept seeing the same issue: fewer than 20 % offered service inhouse. Repairs were typically pushed off to manufacturers, and customers were left without much support.
“ Most would just hand the customer the manufacturer’ s number and send them on their way,” he said.“ Customers want someone who knows what they’ re doing to fix the problem.”
Recognizing the business potential for Allstate when he returned, he started offering basic service and repairs himself. This hands-on approach earned a reputation that spread well beyond Tennessee. continued on page 82
80 NATDA Magazine www. natda. org