Handling Heavy Hauls Freedom Flatbeds get the job done

Keeping Your (Proper) CoolInside tips to help you comply with FSMA rules

What You Need to Know About GHGKey points to prepare for the changes

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01 Cover Corp 10/20/15 4:28 PM Page 1

Staying on the Cutting Edge

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Dear Customer,

Government legislation continues to drive equipment choices in our industry. GreatDane and other truck and trailer OEMs are working with legislators to make surethat the more stringent requirements are met without significant extra cost to ourcustomers. Two key pieces of legislation affecting our industry right now are related to tractor/trailer fuel efficiency and the future of food distribution. You’llfind important information on these upcoming regulations in this issue of ETT.

Due to the changing landscape of government legislation, it is now more important than ever to focus on trailer manufacturing excellence and innovation.Working within these goals, this year we initiated a new collaborative programspecifically designed to work more closely with our key suppliers and continue tobroaden our opportunities. Great Dane hosted the inaugural Supplier Summit inconjunction with the Innovation Challenge in late September. The event provided aforum to celebrate the contributions of Great Dane's key suppliers and broughttogether the most talented and creative resources to create cutting-edge solutionsfor Great Dane and its customers.

Within the pages of this magazine are more details on the programs noted above,the coming regulatory changes, and information about Great Dane customers. Ihope you enjoy the latest edition of ETT.

Regards,

Brandie M. FullerVice President, MarketingGreat Dane

Great Dane EventJohnson Refrigerated Truck Bodies Event

November

November 2-4Int’l Association of Ice Cream Distributors &Vendors Annual ConferenceLas Vegas, NV

November 16-18CCJ Fall Symposium

November 18-20Expo TransporteGuadalajara, Mexico

2015

Visit our websitewww.greatdanetrailers.comOr connect with us online

facebook.com/greatdanetrailers

@_greatdane

linkedin.com/company/great-dane-trailers

Questions or Comments?Email us: ett@greatdanetrailers.comOr write to: Evolving Trailer TechnologyGreat DaneP.O. Box 67Savannah, GA 31402

02 Letter_Calendar 10/30/15 9:28 AM Page 2

4 Great Dane Spotlight• Great Dane hosts inaugural Supplier Summit

& Innovation Challenge

Inside Track• Keeping your (proper) cool with new FSMA Rules

V I7

•

3

89 Truck Body Spotlight

• Delivering Good Things: The perfect temp equals the perfect taste

Vendor View• The Right Weigh: Air Weigh saving you money • Hardwoods,Easy Choice: Apitong all the way

14

Inside Track• Something for Everyone: Meeting flatbed trailer

customers’ needs12

Case Study - Norfolk Iron & Metal (NIM)

• Handling Heavy Hauls: When you carry steel you need a robust trailer

6

Inside Track• GHG & Trailer fuel efficiency5

Case Study - Tennessee Steel Haulers• Growing company relies on Great Dane products10

Aftermarket Spotlight• AdvantEDGE Loyalty: Program a must-have for

road breakdown manager 15

Evolving Trailer Technology is published byGreat Dane.

Evolving Trailer Technology 3

03 Contents 10/29/15 9:18 AM Page 3

GREAT DANE SPOTLIGHT

When Safety is Job 1

Recently, the Truck Trailer Manufacturers Association(TTMA) recognized the exceptional safety standards of

both the Great Dane Huntsville and Brazil manufacturingfacilities by awarding each TTMA’s Plant Safety Award. Thisis the first time that two plants from one trailer manufacturerhave been awarded outstanding safety records in the sameyear. TTMA recognizes plants each year that exhibit excep-tional work environments with safety as a top priority.Awards are determined based on Occupational Safety andHealth Administration (OSHA) data.

Top HonorsThe Brazil plant received the top award in the Large PlantCategory. Earlier this year the facility celebrated five millionman-hours of work without lost time due to injury; the equiv-alent of nearly 4,000 hours on the job per employee.

First Time HonorsFor the first time, our Huntsville plant won the Plant SafetyAward in the Medium Plant Category for the first time.These awards are a great honor and clearly demonstratethe culture of safety that exists at Great Dane.

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Two Great Dane Plants Honored for Safety

In late September, Great Dane hosted its first SupplierSummit and Innovation Challenge. The goal of the new

program is to celebrate past successes while setting thestage for continued innovation and advancement.During the special awards dinner, Great Dane recog-nized the company’s top supplier partners who haveexceled in the categories of cost savings, quality andsafety, as well as a large and small supplier of the year.

Also new this year is the company's InnovationChallenge, an optional event designed to bring togetherthe most talented and creative resources to create cutting-edge solutions for Great Dane and its customers.Rick Mullininx, Great Dane's EVP of Engineering and amember of the company's Innovation Advisory Boardnotes, “The Innovation Challenge is designed to provideparticipating suppliers with an opportunity to spend

additional time in collaborative discussions with a cross-functional team of Great Dane managers and leaders—with the goal of developing new business solutions that leverage both company's specific areas of expertise.”

Collaboration"We’re truly excited about these new opportunities to collaborate with our key suppliers and by the strong participation and creativity displayed at this firstSupplier Summit." Mullininx added.

Supplier Summit &Innovation Challenge

4 GreatDane Spotlight innovations 10/21/15 9:16 AM Page 4

INSIDE TRACK

Over the past decade, the truckingindustry has faced increasingly more

stringent fuel economy and emissions regulations. Some of the recent regulatoryactivity began with passage of the EnergyIndependence and Security Act (EISA) of2007 and picked up momentum in 2010,when President Obama signed aMemorandum of Understanding directingthe U.S. Department of Transportation(DOT) and the U.S. EnvironmentalProtection Agency (EPA) to develop joint-rulemaking for medium and heavy-duty vehicles under EISA and thefederal Clean Air Act.

Getting Ready for ChangeThe industry is now getting ready for EPAand the National Highway SafetyAdministration (NHTSA)’s proposed fuelconsumption standards (a continuation ofthe Energy Independence and Security Actof 2007) and EPA’s proposed GHG emission standards are authorized underthe Clean Air Act. GHG 2 initiatives willinclude trailers pulled by combination tractors. Trailers contribute significantly tocarbon pollution emissions and to thevehicle’s fuel consumption. Cost-effectivetechnologies, including aerodynamicdevices, low rolling resistance tires, andautomatic tire inflation systems can offersignificant CO2 emissions and fuel usereductions, providing a benefit to the environment and the nation’s energy security, and reducing fuel costs.

Support and AdvocacyGreat Dane is actively involved in discussions with EPA and NHTSA and hasprovided comments for their consideration.In the company’s opinion, one sharedwith many industry thought leaders, amain issue with these proposed

regulations lies in the difficulty of creatinga regulation for an industry where a highdegree of customer-specified customizationand critical variations in product configurations and specifications are thenorm. Because trailer manufacturers tailordesigns to meet customers needs, fleetowners and owner-operators rely o n trailer OEMs to build the optimum product—based on their operations, influencing everything from size, numberof axles and door placement to weightand load capacity and everything in-between.

The difficulty in establishing a regulationfor trailers is compounded by the numberof factors that affect fuel efficiency, suchas tire selection, weight and aerodynamicdevice compatibility. On the surface,weight reduction may appear to be a keyfactor in decreasing fuel consumption.However, reducing the weight of a trailermay result in increased maintenance costsand the premature need for replacement.Aerodynamic devices are widely available in the marketplace and are generally recognized as having the greatest potential to impact fuel efficiencyof vehicles pulling trailers. Yet, not all trailers are configured to allow them to beequipped with these devices, and manyoperational factors and necessities, suchas operational speed, maintenance issuesand damage concerns, influence manyfleets to avoid using them entirely.

Thorough EvaluationGreat Dane believes that thorough evaluation of the technologies required tocomply with the proposed regulation isnecessary to gauge the overall impact ofproposed changes. There are many products on the market that claim to positively impact fuel efficiency, but thereare differences of opinions on their effectiveness. Any regulation or the addition of any mandatory equipment ordevices must be borne out with consistentand reliable data that confirms not only areal and positive environmental impact,and a reasonable payback period forthose who invest in them.

GHG & Trailer Fuel Efficiency

Key Points• The EPA program: initial

proposed standards fortrailers would apply beginning January 1, 2018

• The NHTSA trailer standards would be voluntary from 2018 to2020, and would becomemandatory in 2021.

• The standards wouldgradually increase instringency in model years2021 and 2024, and themost stringent require-ments would not applyuntil model year 2027.

• The intent of the rule is tobe performance regulatingrather than design-specificor technology-forcing.

• These changes wouldapply only to new produc-tion of trucks and trailers.

• The proposed Federalstandards only apply fornew trailers, with norequirement for owners oroperators to retire orretrofit trailers. TheCalifornia Air ResourcesBoard may impose separate standard though, which couldinvolve retrofits.

Evolving Trailer Technology 5

5 GHG 10/21/15 9:21 AM Page 1

CASE STUDY

Norfolk Iron & Metal (NIM), headquar-tered in Norfolk Nebraska, has been

in business for more than a century. Whatstarted as a hide and scrap metal compa-ny in 1908 has evolved into one of theindustry’s largest and most technologicallyadvanced carbon steel provider. NIMprides itself on consistently delivering twothings: products and promises. With a fleetof more than 120 semi-tractors and 250trailers (each can carry up to 50,000 lbs.of steel), it can provide next-day deliveryto 90% of its customers.

Meeting ExpectationsAccording to Director of Logistics for NIM,Jeff Bessmer, “We are a steel service center, as part of our operation we arerunning a route business with most of ourfleet. We have multiple stop loads and getinto all kinds of areas to make our deliveries. We can either be in the middleof nowhere making a jobsite delivery or in

6 V17 • 3

HEAVY HAULSWhen you carry steel you needa robust trailer

6-7 Case Study Dealer Flat Customer 10/30/15 9:31 AM Page 6

the middle of a metro area.”Bessmer goes on to say, “With themultiple stop loads where we aretwisting and turning in tightspots, also we have a vastarray of carbon materials onour loads. The trailers mustbe very durable and withoutmuch arch for our operation.” The companyruns Great Dane Freedom LTflatbeds.

The Right Features & Benefits

Bessmer says when choosing theright trailers for its application, thecompany wanted trailers that werenot only lightweight, but alsodurable, so they chose the Great

Dane Freedom LT. The NIM specincludes having all of the trailers outfitted with a sliding covering system to protect the product from theelements. In addition, NIM addedsmart lift systems to the front axles oftheir new flatbeds for empty back-hauls and an electric rear axle rearaxle dump for backing ease.Surprisingly both of these specs hadnot been done together before.Great Dane was able to overcomethis obstacle with the help of its vendors and deliver NIM the trailer it needs.

Good Relationships“Great Dane has been a great customer of ours for years,” notesBessmer, “and whenever possible we

like to do business with our family ofcustomers. It also helped that we hada good relationship with our GreatDane dealer, Jim Hawk.” He goes onto say that NIM has been buyingparts for its existing fleet through theJim Hawk dealership and that thedealer is very familiar with the NIMoperation. But ultimately, GreatDane’s ability to provide customizedtrailers tailored to customers’ needs isone of the main reasons they keepcoming back.

Evolving Trailer Technology 7

6-7 Case Study Dealer Flat Customer 10/30/15 9:31 AM Page 7

INSIDE TRACK

When it comes to maintaining the right environmentfor temperature-sensitive loads—especially

considering the upcoming FSMA Sanitary Food Control &Transportation Rules—thermal efficiency of trailers plays akey role. Trailers designed and built with the required thermal efficiency to effectively protect cargo are a must,but thermal efficiency is just one part of the equation,properly maintaining trailers is the other.

Spec’ and MaintainFirst of all, to get and maintain optimum thermal efficiency,fleets need to spec equipment to reduce the probability ofdamage. Then they need to be committed to regularlyscheduled inspections and timely repairs of that equipment. The next step is to ensure proper loading andairflow in the trailer. This includes making sure units arecorrectly precooled and that the cargo is at the propertemperature when loaded. Temperature sensing andrecording equipment—and diligence in using that equipment—is going to be necessary to prove compliancewith shipper specs.

High performance linings like PunctureGuard andThermoGuard don’t provide insulation performance perse, but rather protect the insulation from bad things likemoisture intrusion, outgassing (ThermoGuard), and tosome extent, mechanical damage. So choosing the rightlinings is important.

Final DetailsRemember to spec the right options. Consider using protective measures or materials that can prevent thescars, scrapes and holes. Various scuff specs and materials, and logistic track, etc., can help protect the trailer interior. Careful floor and scuffband specs are critical. Load restraint may be helpful to maintain airspacearound the load. For certain loads (chilled/produce) airdistribution is critically impor-tant, so fleets transportingthose products need tofocus on the specs forbulkheads and the airdelivery system.

8 V17 • 3

KEEPING YOUR COOLInside tips to help comply with the FSMA Rules

8 Inside Track FSMA Rules 10/9/15 11:09 AM Page 8

TRUCK BODY SPOTLIGHT

Delivering GoodThingsThe perfect temp equals the perfect taste

Piazza’s Ice Cream & Ice House believes that toomuch of a good thing is good! Sal Piazza and his

wife Tricia, own and operate the full service distribu-tion company, which delivers ice cream, ice cubes,dry ice, ice sculptures, rock salt and ice luges in tomom and pop stores throughout New York City,Brooklyn and Staten Island. According to Sal Piazza,“When it comes to dedication and keeping promises,our efforts are directed first and foremost to our cus-tomers. One of the things that we hear over and overagain is that our customers enjoy our promptnessassisting them. We will drive through even the stormi-est days to ensure that every order arrives on time—and at the right temperature. We not only pride ourselves on our delivery service, but also that wehave friendly drivers, clean trucks and warehousesthat are accessible to our customers with freezers thatare full of inventory.”

Reputation & Quality

Piazza’s Ice Cream & Ice House runs a fleet of 10compartmentalized trucks, three of which are JohnsonRefrigerated Truck Body (JRTB) trucks. The units, whichhave five compartments on each side that hold cargs,which are removable, containers that can be loaded

by hand, stored in the freezer andthen placed in the compartmentsprior to deliver—this process savestime. Piazza notes that his first JRTBtrucks were used units, he was sopleased with their performance thathe decided to place an order forcustomized JRTBs the next time heneeded trucks. “I chose the JRTBtrucks because of their excellent reputation and quality. The compartments are all set at the same temperature, and hold that temperature steady throughout delivery during the day.”

Piazza goes on to say, that has hespec’d out his custom JRTB truckswith his dealer,” I found workingwith Bill Elliott at Northeast GreatDane to be very easy. He listened toour needs and made sure that theunits were designed to our specs. Hisattention to detail makes me wished heworked for me.”

Evolving Trailer Technology 9

9 JRTB spotlight 10/29/15 9:18 AM Page 9

CASE STUDY

Tennessee Steel Haulers (TSH) is a flatbed logistics company based in Nashville, TN. It is agrowing company with a diversified customer base that specializes in hauling steel coils

and other flatbed freight.

Structural IntegrityGregg Stanley, Vice President of Operations, talks about his company’s choice of Great DaneFreedom LT trailers, he says, “Our business model demands enhanced structural integrity. As such, 12-inch cross-members with a coil package are required. Furthermore, the auxiliary outlets allow for signaling during wide load events and combination flooring to alleviate weight limitations. As withany competitive carrier, we have tested several options, nothing that we would consider a “specialspec.” However, from both a risk/liability and overall safety perspective, we are considering discbrakes as a viable addition to our spec going into 2016.

Purchasing ConsiderationsThey purchase equipment and provide a lease program for their drivers. Their business plan hasallowed them grow as well as avoid shortage of drivers. Stanley says, “Great Dane has a solid reputation in the industry. Our drivers were inquiring about Great Dane trailers and your local salesrep was calling on us around that time as well. After further discussion with our rep, we decided tooffer our drivers the Great Dane product. We have had only positive results. Driver’s speak highly ofthe integrity and we appreciate Great Dane standing behind the product they sell.”

Spec’d forMAXLOAD

10 V17 • 3

When you haulsteel the rightflatbed for the jobis imperative

10-11 Tennessee Steel Case Study 10/28/15 10:31 AM Page 10

Driver Lease ProgramTSH purchases equipment and provides a lease program for its drivers. According to Stanley, “Weare an owner/operator based company that offersa lease/purchase option. Since we are able to procure equipment in bulk on a continual basis, itprovides us with the opportunity for better pricingversus what a single owner operator could negotiate. As such, it allows us to sell the equipment to our owner/operator base at this discounted pricing. So, in essence, our drivers areprovided a quality product, at a discounted rate.Our lease/purchase program continues to be akey component to company growth. As mentionedabove, our drivers couldn’t be happier.”

Good Dealership RelationStanley says, “Our sales rep has been integral inworking with our equipment team to ensure specsalign with our needs, as well as helping to facilitate any warrantable issues are handledpromptly. Our rep routinely follows up with us toreview spec/purchase options as the market fluctuates and new technologies emerge, to ensureTSH continues sustainable growth.”

Evolving Trailer Technology 11

“Our driver’s speak highly of the integrity andwe appreciate Great Dane standing behind theproduct they sell.”

Gregg Stanley, Vice President of Operations

10-11 Tennessee Steel Case Study 10/28/15 10:31 AM Page 11

The Freedom Choice LineupFleets can select from three different and distinct flatbedtrailers that include the Freedom LT a combination ofsteel and aluminum, the Freedom SE all-steel, and theFreedom XP all-aluminum. All of these are built with thecustomer in mind and include features and benefits thataddress specific fleet concerns such weight, reliability/durability and price.

The Right WeightThe Freedom LT is exceptionally lightweight and offershigh performance solutions strong enough for heavy-duty hauling needs. This trailer's steel-aluminumcombo offers a competitive weight and price with along list of valuable options.

Weighing in at a trim 8,200 lbs. and equipped withaluminum wheels, the Freedom XP weighs nearly

1,000 lbs. less than a comparable combinationsteel/aluminum trailer. It is lighter in weight to increasepayload and hefty enough to provide the load protection and great performance down the road.

When heavy-duty is the “right weight,” the Freedom SEfits the spec’ with its sturdy construction that easily handles heavy loads. With its exemplary blend of quality workmanship and innovative design, it goes theextra mile to deliver.

Reliability/DurabilityThe Freedom LT goes the distance with extreme structural integrity. The main beam is a one-piece standard 3”x5” heavy-duty 100 KSI steel to expertlyhandle capacity and heavy-duty aluminum side railsprovide load versatility with multiple tie down options.

12 V17 • 3

Something for EveryoneMeeting Flatbed Trailer Customers’ Needs

INSIDE TRACK

With three exceptional flatbed trailer offerings, Great Dane is able to satisfy a wide variety of fleet applications.For hauls that go cross-country, regionally or make city deliveries, the Freedom series has the right trailer

solution for every application. Each is specially designed for exceptional duty within its niche.

12-13 Inside Track Flatbeds 10/30/15 9:33 AM Page 12

The all-aluminumFreedom XP is not only lighterweight, but it’s also designed tomaximize payload capacity and is ableto withstand 60,000-lb loads concentrated in 4feet and up to 120,000lbs. of uniform distributedloads. For fleets that want to increase fuel efficiency with-out giving up payload capacity, this is the perfect choice.

Exceptional durability is built into the Freedom SE with a design that offersunmatched versatility. This heavy-duty, all-steel flatbed delivers long-term valueand proven performance. Standard features include heavy-duty side rails and 1.13-in.apitong flooring. In addition, with a wide range of customization options, the Freedom SEcan be configured to match fleet applications.

Competitive PriceWhen competitive price is an issue, you can be sure that the value of each of these trailers putsthem above the competition. All three flatbed trailers offer the features and benefits that ensurethe best return on investment.

Evolving Trailer Technology 13

12-13 Inside Track Flatbeds 10/30/15 9:33 AM Page 13

14 V17 • 3

VENDOR VIEW

Great Dane platform trailers are engineered to be lightweight while delivering increased payload mile after mile.To make sure you are taking advantage of thereduced weight of your platform trailer, Air-Weigh’sQuickLoad scales can give you on-the-ground weights atthe loading site! Instead of relying on cargo weight averagesthat can vary because of density or moisture, you can be assuredthat your drivers are loading as close to their legal GVW as possible every trip and maximizing their payload.

With an Air-Weigh scale installed on your flatbed, you will not onlybe saving money by eliminating check weighs, but also you will beprotecting your equipment. By avoiding overweight loads, you’ll bereducing wear and tear and extending the life of your platform trailer.Available on all Great Dane trailers, QuickLoad scale saves youmoney. See how much by visiting Air-Weigh’s ROI calculator atwww.air-weigh.com.

Hardwoods,Easy ChoiceThere are two choices for flatbed flooring—wood andaluminum—and both have benefits. OverseasHardwoods (OHC), providers of wood flooring, offersdurable apitong (available in 8- to 20-ft. lengths) alsoknown as keruing. The company has provided roadload tested (RLT) apitong since 1990. This is a specificprocess that enables construction of full trailer-length(48-53'), machined stress-rated apitong, which elimi-nates: interior board ends; 100+ screws; dozens ofpotential maintenance areas (board ends). Theprocess creates a stronger more durable floor system.

Twice the LifeRLT flooring can double the life of a random lengthfloor, because wood flooring has more elasticity thanaluminum. Apitong benefits include its strength to

weight ratio—and natural resin that helps it "heal"itself over time. Resin also prevents drying out of floor-ing and repairs damaged areas. Apitong is excellentfor exterior applications and does not require under-coating. While it is the best commercially availablewood species for industrial exterior applications, OHCrecommends adding UV inhibitors to extend the lifeand performance of the flooring, especially if trailersare going to sit idle for any extended period of time.For more information, visit http://www.ohc.net.

14 VendorView_AirWeigh 10/13/15 3:18 PM Page 14

AdvantEDGE Loyalty

Denver-based Navajo Express’ RoadBreakdown Manager, Chris Wade,

talks about his experiences with GreatDane’s AdvantEDGE program. “I was soimpressed with the AdvantEDGE program,“says Wade, “that I brought it with me frommy previous company and made it my firstpriority to get the program started atNavajo. What attracts me most are thecapped prices on parts, the outstandingservice we get from the Great Dane service shops, and the abundance andvariety of parts available through theGreat Dane Network for all the differenttrailers we run.”

Peace of MindWade goes on to say that the quality ofservice provided by the program, whichinclude an expansive number of serviceshops in the network, provides peace ofmind. “When I receive an estimate, I knowI’m getting a reasonable price that I don’thave to renegotiate it,” adds Wade.

Building Relationships“We’re using the AdvantEDGE programmainly to put ourselves in positions to utilize our busiest lanes with the localshops and build relationships with thesevendors. We run tight and constant loadswith our customers, so downtime must bekept to a minimum. We’ve had nothing butthe best responses from the AdvantEDGEnetwork shops—they work to keep ourequipment on the road. If there is ever anissue, network providers have been quickto communicate so we can find the bestsolution possible.”

Open Lines of CommunicationWade believes in constant communicationbetween his office and service providers.He has found the service locations in theAdvantEDGE program keep him constantlyinformed. He states, “Many of theproviders with whom we work even feelcomfortable calling me when I am off workif something comes up. For me this is anexample of how the best business relationships should be.”

AFTERMARKET SPOTLIGHT

Evolving Trailer Technology 15

For FREE enrollment, scan the QR code,call (877) 600-3433 or visitgreatdanetrailers.com/AdvantEDGE

There is one solution that can

simplify your job—Great Dane’s

AdvantEDGE, is the only trailer

OE national aftermarket parts and

service program in the industry.

Getting Your TrailerReady For WinterWith winter fast approachingthere are some things you can do to reduce winter breakdowns.

Thoroughly wash the trailerand undercarriage and inspectfor excessive corrosion thatcould grow with the upcominguse of deicing chemicals.

Perform complete PM servicewith special attention to properlubricating all grease fittings,door hinges and roll door oper-ators. If the trailer is equippedwith a lift gate, don’t forget tolubricate all those grease fit-tings. Ensure ABS is workingproperly to help prevent brakelockup in icy conditions.

Add a corrosion preventativesealant to all electric connections to assist in keeping deicing chemicals fromcorroding connections.

Inspect and repair door seals.It is much easier to repair doorseals when the temperature iswarmer. Cold door seals aredifficult to work with.

Tony’sTech Tip

Tony NevenGreat Dane AftermarketService Manager

Program a must-have for road breakdown manager

15 Aftermarket Spotlight 10/21/15 9:49 AM Page 15

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