Balances Legacy and Innovation While Redefining What Dealer Effectiveness Looks Like
DEALERSPOTLIGHT
The Team at Wallace Trailers
Wallace Trailers
Balances Legacy and Innovation While Redefining What Dealer Effectiveness Looks Like
Founded in 1932, Wallace Trailers is the oldest trailer dealership in Middle Tennessee. The business is now led by William Wallace, who took over day‐to‐day operations seven years ago from his father, Guy Wallace III. Guy III led the company for decades, continuing the family tradition started by his own father, Guy Wallace Jr. William brought a practical, hands‐on leadership style shaped by experience outside the trailer industry. Rather than chasing growth for its own sake, he has focused on building a strong, efficient operation grounded in reliability and outstanding customer service.
Adapting to Market Changes with Intention
Wallace Trailers started with horse trailers, but Middle Tennessee had other plans. As residential and commercial development spread across the region, contractors and landscapers became the customers walking through the door. Wallace didn’ t overhaul the business, he just applied the same service-first approach to this new clientele. Today, contractors, landscapers, and fleet operators make up a significant portion of sales, and the day-to-day focus stays practical: keeping equipment in stock, minimizing downtime, and getting customers back on the job.
This same mindset shapes inventory decisions, with Wallace Trailers carrying NATDA member brands Air-Tow, Belmont Trailers LLC, SureTrac Inc, Polar King Mobile, and CellTech Trailers. Most of the dealership’ s partnerships started with face‐to‐face conversations, where inventory decisions were guided by customer demand and real‐world use.
Continued on page 32
30 The Haul www. natda. org