Location. Location. Location: A Move That Changed Everything
In 2019, M & H relocated to its current facility near State Route 8, a move Howell still describes as the moment that changed the company’ s trajectory. The location placed the dealership among the contractors, suppliers and businesses that make up much of its customer base while dramatically increasing visibility and accessibility.
Looking back, Howell considers the dealership location the single most important decision in the company’ s successful growth. Greater visibility, easier highway access and proximity to contractors in landscape, farm and AG helped accelerate growth and positioned M & H for opportunities that had been difficult to reach from its previous location.
By 2024, M & H had established itself as a successful outdoor power equipment dealership with deep roots among landscape contractors and commercial customers. Adding trailers seemed like a natural extension of those existing relationships.
More customers discovered the business, sales grew and today, the company operates two Connecticut locations with nearly 30 employees and is currently pursuing a third facility focused on trailers, fabrication and truck upfitting.
Growth has continued to exceed expectations.“ A year ago, if you’ d asked me where we’ d be right now, it would have looked a lot different than where we actually are,” Howell said.“ I’ d rather have that problem.”
The Trailer Business Wasn’ t the Plan
The company’ s original assumption was straightforward: landscape contractors already trusted M & H for mowers and outdoor power equipment, so trailers would give those customers another product to purchase under the same roof. After obtaining its trailer license, M & H added brands including Load Trail, Wells Cargo and Horizon Trailers expecting trailers to complement existing equipment sales. Instead, they opened the door to an entirely new customer base.
Municipalities, electricians, plumbers, contractors and recreational buyers began coming through the doors, expanding the dealership’ s reach far beyond the landscape industry.
“ We had no idea how big the trailer business was and how big the market was,” Howell said.“ It’ s kind of a really happy accident.”
The impact has been significant. Historically, M & H averaged about 30 % annual growth. Since adding trailers, that figure has climbed to roughly 45 %, with trailers accounting for approximately 15 % of company revenue despite being one of the newest parts of the business.
For a company that entered the market only recently, trailers have quickly become one of its strongest growth drivers and a catalyst for future expansion.
Everything But the Truck
As new trailer customers began coming through the door, many were looking for more than a trailer to purchase. They needed truck equipment, fabrication work and custom solutions that could help crews operate more efficiently.
Pictured L-R: Patrick Howell and Andy Marek, M & H Equipment Service at the NATDA Trailer Show
Instead of sending customers elsewhere, M & H chose to expand its capabilities around those needs. That evolution led to their new company slogan:“ Everything But the Truck.”
Today, customers can purchase power equipment, add a trailer, install a dump body, complete fabrication work and outfit a work vehicle through M & H. The company’ s fabrication capabilities include custom ramps, racks and trailer modifications, as well as specialized leaf collection systems built for landscape contractors and beyond.
The company’ s reputation for solving customer problems has also created opportunities well beyond Connecticut. One recent referral led to a 25-trailer order destined for Florida, demonstrating how relationships and word-of-mouth continue to drive business growth
Building Relationships Through NATDA
As trailers became a larger part of the business, joining NATDA felt like a natural next step. M & H joined NATDA in 2024 and has since used the NATDA Trailer Show to strengthen manufacturer relationships, explore new products and invest in employee training. Horizon Trailers, one of the brands the company carries today, was originally introduced through connections made at the show.
This year, M & H plans to send seven to eight team members to Nashville, including technicians participating in educational sessions and staff members spending time with manufacturers on the show floor. The company views the event as an opportunity to strengthen relationships, learn from industry peers and continue building expertise as its trailer business grows.
“ I’ d rather put money into continuing to develop the service department than any other part of our business,” Howell said. That mindset is one reason M & H continues to invest in technician training and education. As the company’ s trailer business grows, ensuring technicians are prepared to support customers after the sale remains just as important as generating the sale itself.
Looking Ahead
More than a decade after opening its doors, M & H Equipment Service is focused on building the infrastructure needed for its next chapter. As the company expands its trailer, fabrication and truck upfitting capabilities, Howell remains committed to the same principle that sparked the business in 2013: solving customer problems and supporting them long after the sale.
With plans for a dedicated facility centered on trailers and custom work, M & H sees continued opportunity in serving contractors, municipalities and commercial customers seeking a one-stop solution for equipment, trailers and work vehicles.
For dealers evaluating a new product category or service offering, Howell believes success comes down to preparation and confidence.
“ If you’ re ready and your service department’ s ready and your team is ready, you just go for it.” For M & H, future growth isn’ t driven by chasing trends. It’ s driven by investing in people, expanding capabilities and staying ready for the next opportunity.
30 The Haul www. natda. org