American Towman Magazine - March 2024

In

Dennie Ortiz Publisher

Looking Into Lucrative Leads

As we ease into the year, now may be as good a time as any to consider other areas of opportunity in which your business can develop.

Tow truck financing is one way to leverage your company into more revenue. David Sook provides some practical ways to get the best loan rates.

In an increasingly competitive marketplace, it is critical that as a business owner you continue to explore new avenues for growth and continued profitability. John Borowski addresses this topic with the suggestion of di-

versifying your business into an area that already affords strong symmetry with your current operation. Borowski evaluates whether adding a body shop or repair shop fits within your company’s future and makes sense.

Another lucrative route to advance your business is acquiring contracts with your local or state municipalities. With his prior law enforcement experience, Randy Resch offers valuable insights into how to successfully apply for a police towing contract. There are several key takeaways from this article if you’re looking to add this lucrative revenue stream to your current book of business that you should keep in mind.

Expand your technical knowledge with Terry Abejuela’s article on wire rope. Terry unravels the many intricacies of wire rope design. Everything you ever wanted to know about this essential piece of towing equipment can be found here.

What do you do to make your business stand out from your competition?

In this month’s My Baby department, Oklahoma’s Morgan Towing & Recovery, strikes a bold tone with stimulating graphics on their new Century wrecker. Marvel comic fans and anyone with eyes will appreciate their approach to attract motorists’ attention to their company.

Every month we continue to strive to serve you with informative material. We want to hear from you about any topic that you are interested in learning more about. Please share your ideas with us by emailing our editor, Steve Temple at stemple@towman.com.

As always be safe out there!

Steve Temple Editor

Handle With Care

What made the 1970 Plymouth Superbird so worthy of special care in a recovery by G&C Towing, earning this company a Donnie Cruse Award? As described in our cover feature, after a hurricane flipped this exclusive muscle car on its lid, it took some deft handling involving a mid-air roll to prevent further damage to the tall rear spoiler and long nosecone.

For those not familiar with the car’s history, it was built

for one year only. The extreme rear wing cleared the roofline so it was exposed to less turbulent air for more downforce. And the nosecone, adding 19 inches to the car’s overall length, improved the car’s wind-cheating aerodynamics. Decals on the outside edges of the spoiler’s vertical struts show a picture of the Road Runner cartoon character holding a racing helmet. Fittingly, the horn emitted the Road Runner’s distinctive “beep beep” sound. Today’s selling prices for this rare bird often go for over $500,000, and a perfectly restored one with a 426 Hemi V8 engine was auctioned last year for a record $1.65 million! No wonder G&C was so cautious in recovering this collectible car.

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Ford’s Self-Repo Plans

Ford has abandoned their plans for a selfrepossessing car, for which they had filed a patent in March of last year. The patented technology would allow the brand’s vehicles to repossess themselves as they would be capable of autonomous or semi-autonomous driving capability.

According to the United States Patent and Trademark Office (USPTO), Ford’s selfrepo patent submission was abandoned due to “Failure to Respond to an Office Action” on October 20, 2023. The proposal was designed to make repossession easier for both Ford and lien holders, and it’s theoretically possible on any Ford with an infotainment system that supports over-theair updates.

If the car were to have autonomous capability, then Ford would be able to let it drive itself from its first location, such as the owner’s driveway, to a more accessible location for a tow truck, such as the side of a street. It could even drive itself to a junkyard if necessary. For cars that can’t drive themselves, the software could just immobilize the vehicle, preventing the owner from driving it and keeping it in one spot for the tow truck.

Source: thedrive.com

CSTH LLC Acquires Dynamic Towing

Commercial Specialty Truck Holdings LLC, (CSTH) acquired Dynamic Towing and Equipment Manufacturing of Norfolk, Virginia. CSTH, the parent company of E-Z Pack Trucks, Continental Mixers, and One Source Parts, will look to develop and expand Dynamic’s existing business.

“Dynamic has had a history of innovation and success in the towing industry,” said Frank Busicchia, CEO of CSTH. “They are an ideal fit with CSTH, and our approach to the custom body markets.”

Dynamic, the creator of the Original SelfLoading Wheel-Lift, has become a soughtafter technology in the towing industry. CSTH will continue to offer the same quality of customer care that has made the company’s operator-owned approach successful at E-Z Pack and Continental. Dynamic customers, many of them owner-operators, will continue to have direct access to company leadership.

The former owner, Anthony Gentile, will be staying on with the new company in a senior capacity.

Family of Fallen Towman to Receive $2 million

The family of Illinois towman Ross Booker, who was struck and killed by a passing vehicle in Urbana, Illinois in 2022, will receive $2 million dollars in a wrongful death settlement. Champaign City Council members voted unanimously to approve the settlement with the estate of Ross Booker, who was 20 at the time of his death.

The wrongful-death suit filed by Booker’s family on Feb. 23, 2023, included claims against the city of Champaign, as well as police officers Anderson Agudelo Jr. and Clinton Lebeau, who were among the officers responding to the crash that Booker was helping to clean up.

The suit claimed that Agudelo, “walked with Ross Booker into the

intersection where he was to clean up debris and then abandoned Ross Booker,” and that one or both officers then “allowed traffic to resume travel southbound into the intersection where Ross Booker was working.”

While the defendants admitted that a squad car to the north of the intersection was removed, they denied that it was blocking traffic. They also denied the remaining allegations, including, “that defendants exerted authority over Ross Booker’s entry to the intersection.”

Agudelo and Lebeau were recently dismissed from the suit at the agreement of both parties.

Source: news-gazette.com

Four Tow Companies on TV Series

Mountain Recovery Towing and Reliable Towing of Colorado, Stauffer’s Towing & Recovery of Utah, and Big Al’s Towing of Cheyenne, Wyoming are in production for a new reality TV series featuring their recoveries. Called “Rocky Mountain Wreckers,” and scheduled for this Fall, the episodes will be produced by Great Pacific Media, which also handled “Highway Thru Hell” and “Heavy Rescue: 401.”

The new 10-episode adventure documentary series will follow these wrecker businesses located in what’s considered “High Country” or the Colorado Plateau. Set on some of the deadliest highways in America—I-70, I-25, I-80, and I-15—the series will offer an in-depth look at the teams of professionals who risk their lives daily to keep these interstates open. It will also reportedly show viewers how they too can travel safely in difficult weather conditions.

Rocky Mountain Wreckers “captures

the real peril and drama inherent in some of the most dangerous jobs in the world” and is set among “some of America’s most breathtaking landscapes,” said David Way, Great Pacific Media President.

“Not only do the companies we follow do some of the most challenging and unbelievable recoveries,” Way added, “but the series’ documentary subjects are also immensely entertaining and will make for great television.”

Source: summitdaily.com

Mountain Recovery tow owner Charlie Stubblefield (right) with John Miskew are featured in a new reality TV Series “Rocky Mountain Wrecker.”

Charlotte Media Reports on Lawless Tow Practices

An investigation into Charlotte’s tow industry conducted by local news station, WBTV, revealed several cases of lawlessness. According to the report, a dozen towing companies and drivers are purported to be operating outside the law.

One extreme case involves a tow truck driver, Rdele Olive, who was assaulted after an attempt to boot his truck. Two tow truck drivers demanded $10,000 dollars to release his truck which was parked at a rest stop. Olive, after fleeing the scene, was chased down and butted with a gun, which left a lasting scar above his left eye.

“It’s basically almost like the Wild West with these towing companies,” Olive told WBTV. He said the man demanding $10,000 was in an unmarked car and had no company logos or ID, both of which are required by North Carolina’s towing statutes or Charlotte’s towing ordinance.

Robert Frasure and Rodney Grisson, who allegedly worked for PCR and NC Recovery, were indicted by a grand jury in December and charged with a combined 12 felonies including extortion, conspiracy, obtaining property by false pretense, second-degree kidnapping, and false imprisonment.

Another WBTV Investigation has found David Satterfield, and his former business partner Tim Davis, also in violation of tow practices.

Source: wbtv.com

Tow Bill Upends Colorado Towing Industry

Colorado is considering implementing a tow bill that would require property owners to pay upfront for tows—instead of car owners—to strengthen towing rules for Colorado consumers.

The Towing Carrier Regulation Bill (HB24-1051) was recently introduced at the state capitol and would require background checks for tow operators, give the Public Utilities Commission the authority to pull licenses for specific violations, and put the onus on parking lot owners on private property to foot the bill for tows and car storage fees for up to 30 days.

Rep. Andrew Boesenecker (D-Larimer County) is sponsoring the bill to upend how the towing industry works in Colorado. “I think what we would see in this legislation is a complete righting of the ship, and ultimately reinforcing some of that best practice that did not happen this way historically,” he said.

The bill faces opposition from

groups such as the Colorado Apartment Association, which released a statement that said in part, “While we acknowledge the importance of consumer protection and fair towing practices, CAA believes that this particular approach raises several unintended consequences that warrant careful consideration. … This lack of accountability could result in a disregard for parking laws and regulations, further exacerbating parking-related issues within our neighborhoods.”

Source: denver7.com

Florida Bill Seeks Tow Reforms

A Florida bill, HB179, is intended to address concerns about predatory towing practices throughout the state. Two House subcommittees have voted to advance legislation to improve transparency with towing fees. Rep. Melony Bell (R) is behind a legislative pursuit to make multiple revisions to towing statutes.

HB179 will require counties and state troopers to establish a cost-plus recovery structure that towing operators may charge for cleanup and disposal of hazardous and nonhazardous materials incidental to a nonconsensual tow. Cities will also be permitted to enact such rates. Maximum towing and storage rates set by the Florida Highway Patrol will be applicable in cities or counties without maximum rates.

Bell’s bill will require rates to be posted online. Counties, cities and the Florida Highway Patrol would be mandated to establish a process for investigating and resolving complaints regarding fees charged in excess of such rates.

Additionally, a towing operator would be required to allow inspection and release of the vehicle within one hour after the owner, lienholder, insurance company representative or agent provides specified documents during normal business hours at the site where the vehicle is stored.

HB179 awaits further consideration in the House Infrastructure Strategies Committee.

Source: landline.media

Towers Galvanized by Fuel Mishaps

Tow companies from the Camden, New Jersey area towed stranded vehicles after it was discovered that fuel from a Conoco Station was contaminated with 58% water based on tests conducted by Camden County Officials.

Stalled cars had lined the roadways around that gas station after flood waters were thought to have been the culprit of the contamination. Throughout that day, tow truck drivers were busy moving impacted vehicles off the roadway. One tow truck driver estimated as many as 100 vehicles were likely stalled out by fuel from the gas station. A spokesperson for the city of Camden confirmed that at least 26 vehicles were impacted by contaminated gasoline.

An investigative report aired on WBTV exposed cases of lawlessness by area tow companies.

A legislator in Colorado is pushing for a tow bill that would require property owners to pay for tows.

Letter to the editor

New Coalition Defends Towing Industry

On October 20, 2022, the Federal Trade Commission (FTC) announced that it was exploring a new proposed rule on “Unfair or Deceptive Fees” to crack down on supposed junk fees proliferating through the economy. The Commission then voted 3 to 1 in favor of approving publication of the advance notice of proposed rulemaking (ANPRM), which received over 12,000 comments.

On November 9, 2023, the FTC published a notice of proposed rulemaking (NPRM) entitled “Rule on Unfair or Deceptive Fees.” This would prohibit unfair or deceptive practices relating to fees for goods or services, specifically misrepresenting the total costs of goods and services by omitting mandatory fees from advertised prices and misrepresenting the nature and purpose of fees.

With the announcement of the new rule, the FTC opened a 60-day public comment period that closed on January 8, 2024, but was extended an additional 30-days to February 7, 2024. On the last day before the extended comment period closed, the Federal Motor Carriers Safety Administration (FMCSA), a division of the Department of Transportation (DOT), submitted comments in support of the proposed rule, stating in part:

“The proposed regulation may significantly benefit FMCSA’s regulated community, specifically as it relates to the predatory towing practices that have a substantial financial impact on CMV owner operators.” Further, the comments stated that, “FMCSA believes that these predatory towing fee practices fall within the purview of FTC’s proposed regulation on unfair or deceptive fees, and offers the following support and suggestions for consideration.” These comments also go on to suggest additional regulations to target what they perceive to be predatory towing

practices.

As of midnight on February 7, 2024, the comment period closed, and no more comments could be submitted. To this day, no one from the towing and recovery industry submitted comments, participated in the rulemaking process, or informed our vast community about the potential devastating impact these rules will have on our businesses and livelihood.

These circumstances now have ended.

THE NOCSHC’S TAKES ON THE FIGHT

We created the National Open Commerce and Safer Highways Coalition (NOCSHC) to fight this unnecessary and likely devastating government action, participate in the process, defend and inform the industry, and prepare for any and all action necessary to respond. The NOCSHC is a coalition of committed towing and recovery companies, allied businesses and emergencyresponder communities employed and dedicated to keeping our roads open and safe. We are taking immediate action to:

• Retain the highest-caliber legal representation to engage the FTC rulemaking process where it stands today, assess the risk and liability the rule poses to the industry, and prepare to take any and all legal actions to protect and defend our interests at the Federal level.

• Retain federal lobbying representation to engage Members of Congress regarding their oversight of the regulatory process, engage the FTC, FMCSA, and DOT, and tirelessly advocate for the coalition to ensure our voice is heard.

• Inform the industry. Everyone deserves to know the impact and liability your business faces and

what is being done to address the proposed rule. The NOCSHC will be your source of information and your voice in Washington, DC.

A CALL TO ACTION

For far too long there has been silence and inaction from the towing and recovery industry. The NOCSHC will speak with a united voice and an unwavering commitment to fight this erroneous and unnecessary regulatory action so that this industry will never be silent. We will be prepared to fight back. We are facing a grave and immediate threat from powerful and well-funded opposition working in concert with our industry’s same government regulators.

We can not be silent and we must take action now!

We need your help. This battle requires an “all hands on deck” approach. The consequences of this federal action are real and the process is well underway. We need every towing and recovery company, every state association, every allied business, and our emergency responder partners to join this crucial effort today!

Please email info@nocshc.com to get involved today!!

Expansion Opportunity

Adding a Body & Repair Shop to Your Tow Business

By John Borowski

Ais ultimately going somewhere, it might as well be your shop, right? In addition, people who feel that they’re in good hands with a tow operation will be more likely to trust it with the job, as well as be happy and relieved that their casualty vehicle is getting fixed by a reliable provider.

LEARNING CURVE

Knowing what it takes to run a repair or body shop might be “cleverly hidden in plain view,” when considering local companies that towers deal with. But this familiarity doesn’t necessarily provide enough business acumen for starting a new operation. For practical, unbiased information, there’s a new option.

For the first time ever, three major categories of transportation will be present this year from June 20 to 22 in Dallas/ Fort Worth, Texas. This year, American Towman Expositions is teaming up with WreckWeek and providing instructive seminars on Towing, Auto Body, and Repair Shops, along with DRIVE’s Conference on business management and improving profitability (drive-expo.com). All told, WreckWeek promises to be an invaluable trade event, according to the exposition’s producer, AT Expo Corp, and its president, Doc Calitri.

fter adjusting a tow business to improve not only business in general, but also profitability, what’s next? If expansion within your marketplace isn’t all that feasible, it might be time to consider something else. Rather than messing with a well-oiled tow business, instead find a venture that’s a complement to it.

As a prime example, people calling your tow company probably need some sort of service on their vehicle after the tow. Convenience is king these days, and one-stop shopping that serves all customer needs at once has great appeal.

If a tow service provides good service with well-trained operators, clean and current equipment, and appropriate fees, then by logical extension why not offer mechanical and/or body shop repairs as well? Since you already have a client on the hook (literally), you’re already halfway there to more potential business. Since the vehicle

“The event is a microcosm of the nation’s key automotive service trades interacting,” Calitri noted. “Body shops and repair garages have long had a relationship with towing companies, rewarding them for the damaged and broken-down vehicles they bring in.

“Moreover, tow companies have often diversified into body and auto repair, and vice versa; many repair operations have purchased tow trucks. Some then focus on growing the towing business and in return, this feeds their repair shops and growth,” Calitri added.

READY ACCESS

The premiere of WreckWeek, sponsored by BodyShop Business Magazine, will be located inside the Fort Worth Convention Center in a hall adjacent to AT’s TowXpo Dallas/Fort Worth, the towing industry show celebrating its 26th year.

“Body shop and auto repair shop ◀

John Borowski has over 45 years experience as a tow business owner, wrecker manufacturer specialist, trainer and writer. He was awarded the first “Towman of the Year” by American Towman magazine and two Towman Medals for heroism. He was inducted in the Towing and Recovery Hall of Fame in 2001.

Body shops and repair garages have long had a mutually beneficial relationship with towing companies.

Startup Considerations

Thinking about adding a repair and/ or body shop to your tow business? Go for it! These segments of the auto industry typically do well no matter how the economy is performing. As long as there are vehicles, there will be people getting into accidents, and in need of repairs. Before jumping in with both feet, though, consider the following steps:

-Conduct market research: Is there a legitimate opportunity to turn this addition into a successful business? How much competition is there? How are these competitors perceived in the marketplace? How can a new company stand out and take market share?

-Write a business plan: This is a roadmap for structuring, running, and growing a business. It’s also needed to convince people that working with or investing in this new venture is a smart choice.

-Financing: How much money is needed to start this new business? Is a loan necessary? Are other sources of funding available for this startup?

-Location: What is the location, and how much will it cost? (Ideally it should be close to the towing business, if not adjoining.) Location can also affect taxes, legal requirements, customer accessibility, and the ability to generate revenue. Also, a secured parking area is needed to store cars for days or weeks at a time (along with a fire-resistant enclosure for EVs).

-Insurance issues: Don’t neglect business and liability insurance to cover potential property damage, injuries, or other losses.

-Marketing: Be sure to promote any new operation or services with signage, flyers, advertising, and social media.

owners will have easy access from the WreckWeek hall into TowXpo,” Calitri pointed out. Conversely, “Tow company owners will be able to pass as easily into WreckWeek’s exhibit hall. Many of them have an interest to crossover onto the floor where exhibits showcase the equipment needed to operate a body shop and auto repair facility.”

This convenience can facilitate establishing a whole new revenue stream for a tow business. While it has been said that a goldfish only grows to

the size of the tank it’s in, this is a great way to shatter the barriers of a small bowl through diversification.

As of this writing, projections are some 190 exhibitors will fill both halls, with collision and auto repair equipment comprising the WreckWeek hall (lifts, body straighteners, paint booths, diagnostic tools, etc.) TowXpo will feature exhibitors on the floor displaying wreckers, transport trailers, dispatch systems and motor clubs, plus a myriad of accessories specific to the towing trade.

WINNER, WINNER

WreckWeek will not only cultivate a national draw, but also pull from Texas body and auto repair shops. American Towman expositions are known for their awards programs that help attract attendees from all over the nation. For WreckWeek, American Towman is developing awards that recognize trust and experience in the industry.

According to American Towman Publisher, Dennie Ortiz, tow business owners nationwide will be nominating body shops around the nation for a “trust award.” Aside from displaying a wall plaque signifying the trustworthiness of the establishment, body shops coming to receive the award in Fort Worth will garner invaluable media publicity.

“The relationships between body shop owners and tow bosses will have a dynamic effect on WreckWeek,” added Ortiz. “Tow bosses can play a role in motivating hundreds of body shop owners to attend WreckWeek.”

CASE IN POINT

One leading towing company based in western Massachusetts, Hampshire Towing, is a great example of WreckWeek’s “Triple Draw.” Hampshire operates a tow yard with a fleet of 30 tow trucks, along with a multi-bay garage for body shop repair and mechanical repairs on the same property. The owner of the businesses, Bill Johnson, is looking forward to this innovative event.

“I will be in Fort Worth for WreckWeek,” Johnson said. “There’s so much I can scout for all my operations.”

When asked what he thought about the value of the DRIVE Conference as well, Johnson responded, “I would like to see its program offering guidance on how to best deal with the insurance companies that are constricting the freedom of body shops.” He plans to learn from ◀

DRIVE about how shop owners can gain more control of profitability.

This conference will indeed address the insurance issues, according to Dave Saline, a DRIVE executive. One thing is clear in speaking to Saline and Johnson: there are options in dealing with the insurance companies, and a shop does not have to be on insurance companies’ preferred lists to succeed.

The DRIVE Conference will run concurrently with TowXpo’s American Towman Academy. These educational venues draw about ten percent of the business owners attending the exposition, usually representing the most progressive minded among them looking to grow their businesses.

With BodyShop Business, DRIVE, and American Towman combining their influence at WreckWeek, the exposition aims to be the most valued trade event in the various automotive service industries in 2024. Once again American Towman lives up to its motto, “First on the Scene.”

FiNaNciaL operatioNs

Money Matters

Tips on Tow Truck Loans

By David Sook

Many owners of successful towing and recovery businesses started out small with just one or two wreckers, and then grew their operation to a bigger fleet. However, when facing the point to scale-up the business, there might not been sufficient funds to buy or lease more vehicles. This is where a source of equipment financing can be utilized to support projected growth.

Before getting started, though, there are some essential things to know in order to put your best foot forward with a reputable lender that specializes in towing and recovery equipment. While it’s not necessary to be a financial guru, First Business Bank’s expert on towing and recovery equipment, Marcus Messier, provides several fundamental details to consider before contacting a lender.

LAYING THE GROUNDWORK

David Sook, Senior Vice President – Sales Manager – Equipment Finance joined the Equipment Finance team at First Business Specialty Finance, Inc., a subsidiary of First Business Bank, with more than 25 years of experience in equipment finance, covering a wide variety of industries including healthcare, technology, and municipal markets.

With minimal preparation, it’s possible to accurately represent a business that supports financing a tow truck. When accomplished successfully, it’s the key to getting a quicker financing decision and a favorable rate. By initiating these proactive steps, a company not only can secure financing for tow trucks, but also invest in its future business success. But, it’s also important to visualize the mindset of the lender as well.

“Consider adopting the perspective of the financier,” Messier pointed out. “Recognize that when seeking a large sum of money, the more favorable and compelling the narrative you present for your growing business, the more likely you are to secure the financing package you want while saving time and energy.”

Before getting into the details, it’s

important to mention that some lenders (including First Business Bank), often only require an application for equipment requests of less than $250,000. On the other hand, the more financing needed, the more information requested by a the lender. Another factor is the age of a tow company.

“If you’ve been in business fewer than three years, we often ask for more financial information to gauge the health of your business,” Messier added. Even so, First Bank does finance a lot of equipment for startups and young towing companies.

DOCUMENT CHECKLIST

First, be prepared with documents that show a history of the business.

“Paperwork is boring compared to towing and recovering vehicles,” Messier admitted. “But it’s necessary for getting a loan or lease. You may not need all of these documents in every case, but I’ve seen lenders require these for one business or another.”

Following are the basic required documents:

-Business Financial Statements and Tax Returns: These documents demonstrate the financial stability of the business. They include profit-and-loss statements, balance sheets, and tax returns for the past two to three years.

-Bank Statements: Lenders typically request the last three months of bank statements for a business.

-Personal Financial Statements and Tax Returns: In some cases, lenders want to see

personal finances as well. So, bring personal tax returns and a statement of personal assets and liabilities.

-Collateral and Down Payment: Collateral for a towing equipment loan is typically “like-type” equipment. For instance, if a company owns other pieces of towing and recovery equipment outright, they could serve as collateral for the equipment to be financed. Also, a larger down payment presents less risk for the lender, and reduces the loan principle and payment, resulting in a lower interest rate and better terms.

-Vehicle and Equipment Specifications: Details about the vehicles being financed are necessary, including year, make, model, and price. For used equipment, a condition report is helpful to a lender.

-Business Plan and Projections: A simple business plan outlines a company’s business goals, and also how they will be achieved. It also includes financial projections for the next several years.

WHAT’S NEXT?

With documents in hand, it’s now time to prepare for the vehicle financing process. Here are the basic steps:

-Review Your Financial Situation: Examine your current cashflow and debt-to-income ratio. When there’s an excess of debt compared to income, it might be necessary to pay some of it down before applying for tow truck financing.

-Research Lenders and Financing Options: Not all lenders are created equal. In fact, a direct lender might offer better cost of funds, unlike brokers who mark up financing to make a profit.

-Document Storage: Organizing the documents mentioned above, and storing them in a safe and easily accessible location is highly recommended.

-Strengthen Your Loan Application: A solid business plan and realistic financial projections

can bolster a loan application. For those unsure how to create these, consider seeking help from a business advisor or accountant, or consult with industry-specific associations.

APPLICATION PROCESS

Now the underwriting process begins:

“After communicating with the prospective borrower, the analyst team will begin to gather the supporting documents, usually starting with pulling a report from PayNet and a FICO score,” Messier

noted. “The PayNet report outlines your company’s credit score. It’s a credit report for businesses showing their past loan and payment history, current available credit, any tax liens or bankruptcies, and other important data that will provide insight into the borrower’s credit worthiness.”

FICO scores, calculated from your personal financial history, range from 300 to 850, and are intended to show someone’s ability to pay back a loan; that is, their “credit worthiness.”

“Our credit scoring model at First Business Bank is tailored for the ◀

towing and recovery industry and quite straightforward,” Messier said. This credit scoring model is made up of a PayNet score, a FICO score, and time in business.

In addition, some lenders will consider financing equipment for startup towing and recovery companies that have been in business three years or fewer. All of these factors combine to create a composite score that will influence the direction of the credit decision, and along with its possible terms and conditions.

Next, if financing is approved, the lender assembles a financing agreement which lays out all the terms and conditions, including the rate and repayment terms. Keep in mind that most lenders will have a pre-payment penalty if the equipment loan is paid-off early.

“Pre-payment penalties vary by company and transaction, and it typically declines over the term of the loan,” Messier said. “It isn’t intended

Financing Used Towing Equipment

If well maintained, there’s often plenty of life in some older towing equipment, so it’s not always necessary to buy a new wrecker when expanding a fleet. How does used equipment affect the financing aspect? In short, the more information provided to the lender about the used equipment, the better.

If the lender doesn’t have a clear understanding of the condition of the used equipment, they may assume a “worse case” scenario, which likely won’t work to

to be a punishment for paying early.” Rather, it’s intended to cover the costs the lender will incur having to originate the transaction, such as buying a PayNet report, and documenting and managing MSO’s and titles. Instead of an upfront cost,

your advantage when it comes to securing the most attractive rate and terms. Taking proactive steps such as preparing maintenance records and having transparent discussions with lenders is highly recommended. Diligence and openness from the borrower increases the chance of securing favorable financing terms quickly. Whether for used machinery or other needs, a tailored approach ensures prompt credit to match the speed of a thriving business.

the cost is spread out over of the term of the loan, so at payoff time, only the remaining portion will need to be paid. Understanding the terms of the agreement is absolutely necessary and meeting with the lender to sign the paperwork will provide an

opportunity to discuss the details.

POOR CREDIT SCORE?

It happens more often than many might imagine. After all, owning any business is a risk, and unforeseen issues can spiral into problems that are reflected on personal or business credit, or even both. Is there any leniency for issues that crop up?

“In the event that a known credit score may be lower than required, it helps if the borrower is honest and open,” Messier advises. “It helps to tell a story.”

For example, Messier recently attended the American Towman Exposition in Baltimore, Maryland, and spoke with a potential customer who was completely forthcoming about his business struggles because of the COVID-19 pandemic, and subsequent related medical bills incurred as a result of contracting the virus. This did not prove as a deterrent

though, as it was possible to make an exception for medical debt.

The ideal approach is to simply talk with a lender about any extenuating circumstances. Has there been a recent divorce? Did something happen with your company where it recently lost a major contract, or severed ties with a motor club? The more the lender knows and understands about a business, the more likely the chance of a favorable approval. Lenders realize that businesses are run by human beings and when people are involved, life happens. But by following these suggestions, it’s quite possible to obtain the financing needed to grow a tow business.

Soulful Restoration

Fond Memories Bring Back a Beauty

By Stephanie Marchese

Photos by Mike Sanders

Stephanie Marchese is the newest member of the American Towman Editorial Staff and brings nearly a decade of publishing experience, most recently in the book publishing sector. In addition, Stephanie is the in-house proofreader and Assistant to the Publisher.

The year was 1952; Mr. Potato Head appeared on toy store shelves, The Today Show made its debut on American TV, and the first Chevy Corvette prototype would soon be unveiled. Here we are, 72 years later and the world of then is virtually unrecognizable in the world of today.

Except for this Classic Wrecker, a ’52 Ford F5. Completely refurbished to all of its original glory, it has the ability to take us back to a point in time that many will agree, was much simpler and easier.

Back then, the first-generation of F-Series pickups (known as the Ford Bonus-Built)

was introduced in 1948 and sold in eight different weight ratings. Available body styles through 1952 consisted of pickup, panel truck, cab-over engine (COE), conventional truck, and school-bus chassis.

The journey of this particular truck began in 1952, proceeding directly from the factory line to the Ernst Holmes, Co., in Chattanooga, Tennessee. There, a Holmes 460 Twin-Boom Wrecker body was soon fitted, and with a sturdy Flathead V8 for power, this rig was now ready for work.

CHRONICLE OF PROGRESS

Currently owned and cherished by Brian and Bonita Omps, the restoration process was a labor-of-love that took nearly 14 months to complete. Brian, the retired former owner/operator of Brian Omps Towing and Repair (BOTR) located in Winchester, VA, spent his entire life in Winchester VA, until his retirement from the towing business.

Brian’s parents, Charles and Shirley Omps, established “Omps Garage” in 1958, also in Winchester, VA. Brian’s wife, Bonita proudly declares, “Charles was inducted the first year of the American Towman

This Ford 1952 F5 with a Holmes 460 Twin-Boom Wrecker body parades the classic red, white, and blue colors that are so important to the Omps family.

500.” She adds, “Brian’s childhood home was on the same premises as Omps Garage, which afforded him unlimited opportunity to turn wrenches and learn the art of towing.”

Brian fondly remembers his father’s 1954 Ford F-600 with a Holmes 515 wrecker body. This nostalgic memory likely persuaded him to purchase his own classic wrecker.

After nearly 20 years of working in his father’s business, Brian decided it was time that he and Bonita open their own towing company and successfully established Brian Omps Towing & Repair, LLC (BOTR) in 2001, never leaving their hometown of Winchester, VA. Together with their two adolescent children, Krystal and Nicholas, they grew the business to be one of the most respected and recognized towing companies west of the Virginia Blue Ridge Mountains, renowned for its heavy-duty recovery expertise and professionalism. Their brand of red, white, and blue pays homage to the sacrifices made by the men and women in the military and their pride in the USA.

was the perfect time to go on the road and exhibit the classic wrecker they had so painstakingly restored.

THE TRUCK TRIUMPHS

According to Bonita, when they purchased the wrecker in 2019 after a quick “tow trucks” search on eBay, “It was in fair condition without much rust. The wrecker did run and the winch was operational, but it was missing a few parts, including the heater box.”

The cab, the body, and the frame were all sandblasted, painted and reassembled by Keplinger Repair, a former firetruck sales and service company in Winchester, VA. In keeping with the Omps brand, they continued their tradition of red, white, and blue in this classic rebuild. In addition, modern wiring was installed and converted to a 12volt system. The cab transformation included installation of all new glass, cab lights, turn signals, and the original style of the dome light. “Fortunately, the original seat was reupholstered before it was purchased and was in good shape,” notes Bonita. The refurbished cab also contains a reconditioned, throwback Magic Air heater, specifically designed to utilize recirculated air in the cab to heat the interior in these older-type vehicles.

More than two decades later, following a devastating cancer diagnosis and subsequent successful treatment for Brian, he and Bonita made the heartwrenching decision to sell the business in July of 2023. This work/life change didn’t come easy for Brian, but with their children now grown and raising families of their own, they decided it

Bonita describes the entire process as, “just about every bolt was removed, sandblasted and reinstalled!” In addition, Brian disassembled the flatbed V-8 engine, but due to internal cracks, purchased a used engine and sent it off to Denny’s Auto Machine, Inc. in Williamsport, Maryland for a rebuild. In keeping with the history of the engine, they made sure the motor was painted the time-period Dupli Color DE1617, aka “Ford Green.”

The radiator was cleaned, the carburetor rebuilt (by Brian,) and a new fuel pump installed. Since

The Holmes 460 Twin-Boom wrecker body was fully disassembled, sand blasted, inspected, and painted.

Completed in the nick-of-time, this classic wrecker is proudly displayed at the American Towman Exposition in Baltimore.

the original transmission was not a synchronized unit, he bolted in a rebuilt four synchro-silent transmission, along with a new clutch kit.

Upon reassembly, the truck was fitted with 22.5” tubeless wheels using tire size 245-75 R22.5. Also, a used front bumper from Wines Truck Repair of Cross Junction, Virginia was sand blasted, painted, and mounted onto the truck.

A BODY REBUILT

The Holmes 460 twin-boom wrecker body was fully disassembled, sand blasted, inspected, and painted. According to Bonita, “Fortunately, both winches and boom cables were in good condition and able to be reused.”

The wrecker restoration also included adding rear fenders and side-step plating parts from a wrecker body owned by Robert Young of Roanoke, VA, along with the beacon light

with a glass dome and handrails purchased from Sparky Hardy of Burlington, NC.

“The restoration was completed on the Tuesday of the week of the American Towman show,” Bonita recalled, and holding to their new commitment to show off this lovely restoration, they headed to Baltimore.

They didn’t place in the pageant (our strict judges pointed out that they would like to see Omps’ company lettering and vintage tools, so this wrecker is considered a work in progress in their eyes). Even so, Bonita was happy to share that in addition to meeting a myriad of magnificent people who share their passion for wrecker restoration, they made a vital connection to locating one last part to make this restoration complete. Restoring this timeless treasure was a lifelong dream and it helped both Brian and Bonita through one of the hardest periods in their lives together, and went a long way in restoring their own souls.

In keeping with the history of the engine, the motor is painted the time-period Dupli Color DE1617, aka “Ford Green.”

The refurbished cab contains a reconditioned, throwback Magic Air heater, specifically designed to utilize recirculated air in the cab to heat the interior in these older-type vehicles.

More Than Meets the Eye

Which Wire Rope is Right for Towing?

By Terry Abejuela

Field Editor Terry Abejuela has 40-plus years of light-du-

Tow Truck Association.

Wire rope is not so simple. It’s actually a complex machine with moving parts. Also, it’s composed of a precise number of strands and wires that must work and move together to have the strength, flexibility, abrasion resistance, and other characteristics needed to operate correctly in a specific application such as towing and recovery.

The basic parts of a wire rope not only include wires and strands, but a core as well. The term “cable” is sometimes used interchangeably with the term “wire rope” in the towing and recovery industry. In the wire rope manufacturing industry, cable is generally only used on sizes of rope smaller than 3/8 inches.

COMPOSITION CHARACTERISTICS

A wire is made by drawing a selected grade of steel to a specific size. A predetermined number of wires is then helically laid (spiraled) together to form a strand. The required number of strands are laid symmetrically in a specific length of lay around a core to complete the wire rope.

A typical 6x19 rope has 114 wires, all of which move independently in a specific pattern around a core when the rope bends.

Wire rope is identified by its size, type of steel, the number of wires and strands, the type of core, and how the wire and strands are constructed.

Many light-duty tow trucks are equipped with 3/8 6x19 IPS Fiber Core wire rope. The diameter of the rope is 3/8 of an inch, is made with six strands comprised of 19 wires each, using Improved Plow Steel and a fiber core.

STEEL STRENGTHS

Several different grades of steel can be used to make wire rope. Improved Plow Steel (IPS) is most commonly used for 3/8 6X19 wire rope, and typically in light-duty towing and recovery because it is a durable steel that has great strength and high resistance to fatigue.

Other grades of steel used include Extra Improved Plow steel (EIP) and Extra Extra Improved Plow steel (EEIP). If corrosion is an issue, additional grades of steel are available such as Stainless Steel and Galvanized Carbon Steel.

Many wire ropes used in the towing and recovery industry are manufactured with no protective coating or finish other than lubricant. This is commonly referred to as a “bright finish.” When more corrosion resistance is needed than lubricant can provide, a galvanized finish is an upgrade.

UNIVERSAL TYPE?

No single wire rope is perfect for all applications. All wire ropes have tradeoffs in design characteristics. In most cases, a wire rope cannot increase in both abrasion resistance and fatigue resistance. If a rope with more wires to increase fatigue resistance is selected, it will have less abrasion resistance because of the greater number of smaller outer wires. A wire rope with less outer wires will increase abrasion resistance, but decrease fatigue resistance.

So, consideration must be give to all operating conditions and wire rope characteristics when choosing a wire rope. It’s ideal to use a wire rope size and construction recommended by the original equipment manufacturer (OEM) of the towing equipment.

There are basically three types of wire rope centers or cores that include a strand center, an independent wire rope center, and a fiber center (shown here with a swivel hook).

Wire rope engineers design ropes with different grades of steel, finishes and construction to attain the ideal balance of strength, abrasion resistance, bending fatigue resistance, crushing resistance and corrosion resistance for a specific application. It is always best to consult with a qualified person to assist you in selecting the proper wire rope for your intended use.

FLEXIBILITY VERSUS CRUSH RESISTANCE

Strands in the wire rope are designed with various combinations of wires and wire sizes to provide the desired resistance to fatigue and abrasion. Common strand construction includes Single Size, Seale, Filler Wire, and Warrington as defined below:

• Single Size: Features strands made of the same size wound around a core.

• Seale: Utilizes larger outer wires with the same number of smaller inner wires around a core wire.

• Filler Wire: Uses smaller wire to fill spaces between larger wires to improve resistance to crushing and provide a good balance of strength, flexibility and abrasion resistance.

• Warrington: Constructed of an outer layer of alternately large and small wires to produce a wire rope that has good strength and flexibility but less resistance to crushing and abrasion.

CORE VALUES

function is to support the wire strands and keep them in their relative position during the operating life of the rope. There are basically three types of wire rope centers or cores that include a strand center, a fiber center and an independent wire rope center:

Strand center: Typically used in stationary wire rope applications such as suspension bridge cables. It may also be used when severe crushing may be experienced.

The core or center of the wire rope is its foundation, and its primary

• Fiber center: Commonly used when flexibility is important in normal operating service. Natural fibers such as hemp and man-

Wire

made fibers such as polypropylene are commonly used. Fiber cores are often pre-lubricated to protect the rope during storage and initial use. This pre-lubrication does not last and the rope must be properly lubricated throughout its normal service life.

• Independent wire rope center (IWRC): Can be utilized when increased strength, greater resistance to crushing or resistance to heat is needed. IWRC cores increase wire rope strength by approximately seven percent, but also increase the weight of the wire rope by approximately 10 percent. Ropes utilizing an IWRC are commonly made with strands that have more wires (6x25) to maintain their flexibility.

LEFT AND RIGHT LAYS

Wire rope is identified not only by its component parts, but also by its construction. As mentioned above, the latter aspect refers to the way the wires have been laid to form the strands, and how the strands have been laid around the core. Right Lay and Left Lay refer to the direction of the strands. A Right Lay wire rope means that the strands pass from the left to the right across the wire rope. Conversely, in a Left Lay rope the strands pass from the right to the left across the wire rope.

Regular Lay and Lang Lay refer to the way the wires are placed within each strand. Regular Lay means that the wires in the strand are laid in the opposite direction of the lay of the strand. In a righthand regular lay wire rope the wires in the strand have been laid to the left-hand direction, and the strands are laid to the right hand direction around the core of the rope.

In a left-hand regular lay wire rope, the wires in the strand have been laid in a right-hand direction and the strands have been laid in a left-hand direction around the core of the rope.

VISUAL INDICATORS

It is easy to identify a regular lay wire rope because the wires in the rope appear to run parallel to the axis of the rope. This is true in both left and right hand lay. Due to the difference in the direction between the wire and the strands, a regular lay rope is less likely to untwist or kink.

Regular lay ropes are also more resistant to crushing and distortion because they have a shorter length of exposed outer wires. Right regular lay is commonly used in most wire rope applications unless otherwise specified.

Lang lay means that the wires in the strand are laid in the same direction as the lay of the strand. A lang lay wire rope is easily identified because the wires spiral in the same direction as the strands around the axis of the rope.

The wires and the strands in a righthand lang lay wire rope will spiral to the right. The wires and strands in a left-hand lang lay will spiral to the left around the axis of the rope. Lang lay ropes have a longer length of exposed outer wires which results in better flexibility and abrasion resistance than regular lay wire ropes, but they are more susceptible to twisting, kinking, and crushing.

Alternate lay means the strands are alternately regular lay and lang lay. This type of lay is not very common and is used only in specific applications.

Lay also refers to a unit of measurement in a wire rope. A lay length refers to the length for one strand to travel completely around the rope.

Wire rope engineers design ropes for specific applications, with different grades of steel, finishes and construction to attain the ideal balance of strength, abrasion resistance, bending fatigue resistance, crushing resistance and corrosion resistance.

HANDLE WITH CARE

Rotation-resistant wire ropes are contra-helically laid and are different from standard ropes because they are designed to reduce rope torque. This type also requires special handling, selection, and usage. They are susceptible to kinking, crushing and unbalancing.

Rotation-resistant ropes should not be used with swivel hooks that allow rope rotation. Rotation of the rope will cause a reduction in strength, and unequal loading. Rotation resistance is achieved by laying strands around the rope’s core in one direction, and laying another set of strands around the first set of strands in the opposite direction.

When the rope is under tension, opposing rotational forces are created between the inner and outer layers. Because rotation resistant ropes are so different than standard ropes, there are separate design, inspection, maintenance, and removal criteria established for them. Seek the advice a qualified person before purchasing and using rotation-resistant ropes in the towing and recovery industry.

As noted at the outset, wire ropes are a complex machine with moving parts, and as such they require the appropriate knowledge to select the correct rope for the specific application. To get the best service from your wire rope, make sure to select the correct rope for your application and follow all of the manufacturer’s recommendations for use, inspection, maintenance and removal criteria.

Ends of a wire rope typically require a thimble with swaging for a clean, secure connection.

Flight of the PHOENIX

G&C Towing Recovers an Ultra-Rare Plymouth Superbird

The winged phoenix of ancient mythology was said to rise from the ashes. While the Plymouth Superbird shown here didn’t suffer a fiery death, it did get hit by Hurricane Ian and had to be recovered while lying on its roof. This tricky task was handled

Courtesy of WreckMaster

by G&C Automotive & Towing of Bonita Springs, Florida. Company owner Chris Spears and wife Gail are no strangers to recovery, especially off-road ones. Chris and his team have tackled everything from man lifts buried at the beach to exca vators mired in the mud; from

2023 Donnie Cruse Recovery Award

4-wheeling Jeeps stuck on trails, to John Deere tractors that can’t make it through the muck. Chris is there to get the job done. His tow company employs a variety of specialized winching vehicles

2023 Winner: G&C Automotive & Towing

RESPONDING EQUIPMENT

2021 Freightliner

16-ton Century 3212

2019 Ford 550

Jerr-Dan MPL-40

Hurricane Ian, one of America’s strongest recorded storms, made landfall on September 28 in 2022. Sustained winds in excess of 150 miles per hour drove boats inland, beaching them in backyards. Storm surges up to 14 feet flooded homes and businesses, wreaking havoc on the local infrastructure.

Cars were swept out of garages, pushed into piles, and some even perched onto piers. The hurricane proceeded on a north-easterly path, away from Bonita Springs and once the winds had calmed, the work was just beginning for Chris & Gail Spears, and the operators of C&G Towing.

On October 8, a customer contacted the tow company and asked for assistance recovering vehicles that had been washed out of his garage as a result of Hurricane Ian’s storm surge. One of these vehicles was a 1970 Plymouth Superbird, and the other a 1969 Daytona, both of which are prized muscle cars.

PRE-FLIGHT CHECKLIST

Chris drove to the site and conducted a survey. The bright orange Superbird was found on its roof in the customer’s front yard. Before the storm, it had been a beautifully maintained

ALL Recovery Specialists Qualify:

Choose the most challenging recovery your company has performed with excellence. Send in your photos or video of the recovery along with your name, company, address, phone # and email, and you may be contacted for further details. Recovery must have been performed between 2001 and 2023. Send submissions to stemple@towman.com.

This sequence shows a vertical lift with a mid-air roll to get the Superbird safely uprighted with no further damage.

specimen of the hot rod era. Chris drew on his WreckMaster training and determined that a mid-air roll, a technique from Level 6/7, is just what this casualty needed to get back on its rims.

A Century 3212 and a Jerr-Dan MPL-40 were backed into position on either side of the casualty. Chris and his recovery team installed round slings on structural components at each corner of the car. These slings were gathered to a common ring and coupled to a winch line from the 3212. Operation of that wrecker’s winch raised the Superbird off the ground.

Next, a Cruse Loop was installed behind the front and rear driverside tires. The MPL-40’s winch lines were connected to either end of the recovery strap. Great care was taken to prevent additional damage to the car. (Notice the protectors over the wire rope.) A coordinator was placed at the front of the car and guided each of the operators’ actions as the car was rotated into an upright position.

Once the Plymouth was back on its tires, the rigging was disconnected. The F550 Ford with the MPL-40 was backed in front of the car. Its steering tires were secured to the wheel lift and operators returned the car to its garage.

DAYTONA DILEMMA

As for the ‘69 Daytona, it had come to rest on top of a tree and a stump, so it too needed to be recovered, and also relocated to the garage. This was accomplished by using G&C’s 16ton Century. The car was winched

sideways approximately three feet off of the stump and the tree that was wedged against the front passenger tire. Once the winching was successfully completed, the Daytona was elevated further using G&C’s Jerr-Dan MPL-40 and next secured to the under-lift and moved back into the customer’s garage for safe keeping.

RESPONDING PERSONNEL

Chris Spears

Gail Spears

Scott Aey

Todd Leckbee

Steve Piccinini

Willy Delehanty

In addition to these unusual recoveries, the G&C team worked from sunrise to well beyond sunset for 40 days following the storm, helping to restore order to the Gulf Coast. They were not only

towing cars to a storage lot, but also to both repair and body shops, or just relocating them on properties while owners awaited insurance companies to assess damages. G&C was also asked to do several recoveries of boats, air boats, and vehicles that were displaced from the storm surge.

To honor the life and legacy of Donnie Cruse, WreckMaster congratulated Chris and Gail Spears and G&C Towing on these tough jobs well done.

Prized muscle cars, a 1970 Plymouth Superbird and a 1969 Daytona, required careful handling to get them back into the garage.

Soft straps were used to minimize any further damage.

tow Boss

Police Contracts

Preparing A Proposal

By Randall C. Resch

Both newbie and seasoned tow owners alike often ask, “How can I get into police towing or government contracts?” This article will cover the basics of what an application might require. Bear in mind, though, that due to bureaucratic complexities, our coverage is merely the tip of the proverbial, contracting iceberg.

For those tow owners looking to upgrade from hauling scrap, chasing PPI’s, or towing for low-paying motor clubs, know that becoming a rotation provider for law enforcement or other formal government contracts has the potential to be far more financially rewarding. Even so, you’ll likely find they come with their own set of aggravations. (But if it were all that easy, everyone would do it, right?)

Realize up front that the law enforcement (LE) community will hold your company to higher standards, and you’ll encounter less frustration in preparing a proposal. This challenge in itself is the first hurdle to overcome. So, are you up for the task?

Also note that, if the RFP (Request for Proposal) doesn’t specifically identify a tow truck as a “first responder,” then it’s really

not considered as such (unless otherwise stipulated in contract wording or state law).

Long gone are days when the local sheriff or police chief calls their buddy with a beat-up old wrecker to haul cars. The bid process requires strict adherence to a list of formal and detailed requirements.

This process can take considerable time to complete, and navigating through it will often require advanced administrative skills. There are numerous hurdles to tackle in order to be selected, or even considered, as a contract service provider, or chosen for a rotation list. The following items will identify the more important aspects of the contract response in a simple manner.

SET THE TONE

The state’s vehicle code is recognized as the “legal authority,” thereby allowing LE to impound vehicles in the field. Vehicle code law is specific in protecting the public’s safety, or providing for safe care, custody, and control of vehicles during tow, transport and storage incidents. LE seeks professionally run tow companies, staffed entirely with qualified personnel; that is, those who are trained, competent and understand the agency’s requirements.

MAKING SENSE OF THE LINGO

Commonly referred to as a “Bid”, “Contract”, “Bid for Services”, “Request for Qualifications” (RFQ), or most commonly, “Response for Proposal” (RFP), these offerings invite “qualified and interested

Operations Editor Randall C. Resch is a retired California police officer and veteran tow business owner, manager, consultant and trainer. He writes for TowIndustryWeek. com and American Towman, is a member of the International Towing & Recovery Hall of Fame and recipient of the Dave Jones Leadership Award. Email Randy at rreschran@gmail.com.

businesses,” to participate in a formal selection process. Notices of Invite may be in the form of newspaper articles, notices mailed from an inviting agency, or local registration laws requiring tow companies to register on an official vendor’s list. When looking to bid, first determine where “active bids” are posted.

Finding RFP specifics is as easy as requesting an appointment with a department’s traffic sergeant, the tow service’s administrator (tow boss), or the entity’s purchasing agent (PA). For existing tow service or government contracts, there’s someone to oversee tow, impound, and recovery services.

Determine who that person is and how you can contact them. In small towns, visit the city hall or police departments (bring along a handful of business cards), and approach their front-counter personnel. Inquire who is the administrator of tow/storage services If the process is online, register on the official, “Vendor’s List,” with your company’s contact information.

POTENTIAL BUSINESS GROWTH

Preparation is key when applying to RFP offerings. Contracts aren’t to be taken lightly regarding your company’s future growth, status, and successes. RFP offerings provide an opportunity to become rotation responders, evidence contractors, or abatement providers. Each offer solicits specific requirements.

Although lucrative, towing for LE and government contracts is a competitive and complicated marketplace for today’s tow professionals. Where startup companies work to become “established professionals” in their communities, RFP response is oftentimes tedious and confusing. Although newbie companies face more challenges, being “new” doesn’t necessarily mean you won’t be selected. On the plus side, serving formal contracts can likely generate better income and breed a higher level of professionalism and commitment, ultimately motivating professional advancement.

On the other hand, tow companies currently serving contracts that are reaching the end of their term, and where new contracts are offered, need to be wary. Don’t have an “air of entitlement,” assuming that your company is a shoo-in for selection. Times have changed, and being part of the “good ol’ boys” network is no longer the case.

Selection is now based more on submitted response, rates and services provided, and the “total score” a company receives once it is reviewed. Should a company serve previous contracts with demonstrated poor service, violated contract stipulations, or failed on-time payment of fees, the company likely won’t be awarded a new contract. ◀

DIGITAL DOCS

In today’s paperless world, RFPs are typically delivered in Word or PDF formats. Online applications are user friendly, but somewhat intimidating. Accompanying information and documents are then “folded into” the primary document. From the packet, important items to note are:

1. Who is the contract administrator?

2. To whom must the RPF be delivered?

3. What is the “drop-dead deadline” date for delivery of submission?

4. Are there any fees required?

5. Does the submission require multiple copies in “binder form,” or otherwise in the delivery instructions?

EXPANDING MATERIALS

No two contracts or RFP packets are exactly the same. While some may

request basic information, others may require a written narrative response to include extensive documentation and attachments. For the latter, response accuracy is only assured by a preparer who has good writing, spelling and organizational skills.

Creating a “dedicated space” for these materials will allow plenty of room for “growing” the working document that’s guaranteed to increase in size. (Even an office floor

area can serve well for this purpose.)

Because RFPs are created in sections, the response to information requested must coincide with the RFP’s numbering, headings and section titles. All RFPs require company contact information denoting key personnel, facility information, insurances, and tow personnel, as well as trucks and equipment, etc.

FACILITY REQUIREMENTS

While geography may dictate where tow facilities are situated, there also may be requirements specific to city or county boundaries. Some agencies require a tow facility to be located no more than a certain number of miles from area police stations, or specific commercial zones.

RFP requirements also include the overall size (measurements) for a total number of vehicles, fencing type, lighting, vision ◀

obscurement material, barbed-wire, and other types of security measures. Note in particular, any mention of designated “evidence areas” should be accessible only to LE investigators or other authorized parties.

PERMITS AND APPLICATIONS

Permitting and active business licenses or other building permits must meet codes such as zoning, fire department access, underground wastewater runoff, catch basins, previous inspections, hazmat storage, lighting, and sign permits. Qualifying documents should be included in appropriate sections.

In addition, equipment requirements vary for companies serving, Class A, Light Duty, Class B, Medium Duty, Class C, Heavy Duty, and Class D, Rotator, and Salvage. Depending on what the “class of tow services” the company is applying to serve, RFPs clearly list the type of tow trucks or carriers necessary to conduct tow and recovery services. A company’s response must meet or exceed the requested type of equipment. Requirements include, make, model, type, GVWR, wheel lift, carriers, etc. Special equipment may be indicated, i.e., a 4x4 wrecker, low-boy heavy transport, underground capable tow truck, dollies, etc.

STAFF INFO

LE has a direct responsibility which does not allow sexual predators, persons of violent tendencies, or anyone convicted of certain felonies to be tow operators. For example, California’s highway patrol refers to “Annex 8”, listing criminal convictions and “disqualifiers” for rotation operators/ drivers. Specifically, Annex 8 lists several penal code crimes as “partially” or “permanently disqualifying” depending on repeat criminal behaviors, vehicle theft, and especially violent crimes against persons.

This category is, “information ◀

extensive,” meaning that employees working said contract shall apply and “truthfully disclose” criminal history via “LiveScan background investigations.” These investigations disclose the employee/applicant’s criminal, license and driving history. A copy of the applicant’s LiveScan is typically attached. (Google “LiveScan” to learn more.)

SKILL LEVELS

LE maintains high-expectations that arriving operators are equipped with the necessary skills to handle the tasks at hand. Operators must be competent and experienced in everything towing related, based on the class operations they serve. Evidence of acceptable, “formal industry training”, may be required and included with the applicant’s LiveScan and driver’s license info. In the midst of agencies opting away from hands-on training,

“competent ability” isn’t necessarily gained through online training. RFP instructions will identify the type of training that is acceptable. (Note: a “Certificate of Completion” is no indication of operator ability.)

DISPATCH ASPECTS

Big city agencies have gone to, “third-party administrators”, who offer complete tow management and dispatch systems. Read carefully to determine if your company will dispatch and store vehicles under its own company umbrella, or if the company will fall under the administrator’s program. Note: Fees may be associated with third-party dispatching, which are spelled out in the RFP instructions.

DRESS AND GROOMING

Per RFP requirements, blue jeans, t-shirts, and tennis shoes might not be permitted under dress-code

requirements. Traditionally, “formal uniforms” for tow operators may require ANSI-III vests with reflective material, including the company’s and operator’s name on the garment. ANSI-III reflective vests may be required and worn as the outermost garment.

This aspect can be a positive for a tow company. Wearing industry-type uniforms promotes confidence and professionalism. Notably, LE tends to have preconceived and perhaps antiquated notions regarding neoncolored hair, implants, and even tattoos. Operators shall act and appear “in a professional manner” as an extension of the agency. Not to step on anyone’s personal preferences, an outward appearance may not meet the agency’s standards.

HOW MUCH TO CHARGE?

There’s no magic formula regarding “set fees” for any particular area ◀

being served. To determine fees, a little corporate snooping might be in-order and easily accomplished by visiting tow yards in the local area that serve LE. Create a collective sampling of competitor signboards to “guesstimate” the rates that should be submitted for the class of tow services being offered. Rates are evaluated and compared to other companies. Note: If the RPF indicates a minimal or set dollar amount for allowable rates, rates “lower than retail” may be offered. Even so, contracts are not automatically awarded to the lowest bidder.

RFPs can require companies to collect and pay to the city or agency NIFs (Negligent Impound Fees) collected from vehicle owners or responsible parties. Carefully determine the type of payment structure that is being required by the bid. NIF fees have varying pay instructions.

CAREFUL DELIVERY

It is highly recommended that once the RFP packet is completed, reread the “delivery and submission” instructions. Then proceed to assemble the completed subsections, narratives, handwritten applications, rate schedules and photos in the exact order instructed.

The value of reiterating that on-time delivery is paramount supersedes the risk of sounding like a broken record. Late submissions are generally disqualified. Submitting the completed packet in “perfect assembly” as dictated by instructions also deserves another mention. To ensure ultimate timeliness, hand deliver the packet in person a couple of days prior to the deadline date. Upon delivery, politely request a time-stamped receipt from the clerk or individual accepting the packet, as proof of on-time delivery should it ever come into question.

BEST FOOT FORWARD

The submitted packet should be the very best representation of your company and its attributes. While each response needn’t be overwhelming, if completed properly, the submission will provide both a written and photo compilation introducing how your company intends to serve the contract. Don’t be afraid to boast a bit about the company’s virtues. After all, first impressions are truly the most important.

Overall, don’t be intimidated by the process of applying for LE and government contracts. And, if not selected this go-around, there’s still time to learn the process for future bids. But if selected, be ready to jump in with both feet and give it your best efforts.

Next month, Part II will focus on the requirements that are expected of responding tow operators.

The Black Widow

A S.H.I.E.L.D. to Remember

By George L. Nitti

With more than 80 tow trucks in its fleet, Morgan Towing & Recovery is Oklahoma’s largest tow company, boasting locations in both Muskogee and Tulsa. The company celebrated its 50th Anniversary, as well as founder Bud Morgan’s induction to the International Towing Hall of Fame. Today, his son Nik Morgan, runs the business along with his brother Bubby. Sadly, however, this commemoration was marred by a family catastrophe.

We celebrated Dad’s induction,” Nik related. “And then three weeks later my 19-year-old son, Easton, was tragically killed in a motorcycle accident.”

Despite this devastating adversity,

Nik had to keep moving forward with his company, and ordered a 2023 Limited Dodge 5500, with a Century 2465 12-ton wrecker from Stephens Truck Center in Owasso, Oklahoma. To demonstrate the company’s resilience and fortitude, Bubby wanted a strong, heroic symbol for the graphics, so he requested images of Marvel Comics’ superhero, Black Widow. This Avengers theme expands on the company’s pantheon of Marvel characters, following a long series of other trucks that featured the likes of Harley Quinn, Wolverine, the Hulk, the Joker, and Transformers. Even so, Nik had some initial reservations about adding the Black Widow to his mix of wreckers.

“It was a step out there to do it,” he admitted. “I wondered how this was going to go over with the public. I decided this would be okay since we are in 2023 and not 1954. It turned out to be a hit. People like it.”

Strong and sensuous, “bad to the bone” as Morgan calls her, with long silky red hair, a steely-eyed gaze, and an athletic figure, the bodacious Black Widow draws rapt attention to this wrecker. A modernized western logo also stands out across the side doors and cab, putting the Morgan name front and center,

The beefy custom bumper boasts a winch that pulled this truck out of the muck, along with a vehicle in tow.

George L. Nitti has written for American Towman since 2009. He started out as a news writer and now writes a weekly feature on TowIndustryWeek.com, Tow Illustrated, which spotlights the tow truck graphics.

in a white font on a red studded diamond background. There’s one item, though, that is conspicuous in its absence.

“With all of our trucks, we do not have a phone number. I want them to remember our name,” Nik explains. “If they remember the name, they’ll google the phone number.”

Lurking behind the Black Widow and its logo are ghosts, flames, a cityscape, and a namesake spider with a red hourglass under its belly. These elements add yet another layer to the wrap executed by Thunder Graphics. Other exterior customizations include over 150 bullet lights which turn green or amber, a fact that catches the eye of the public to actually slow down said Morgan.

“Everything in Oklahoma’s got red and blue on it,” said Nik. “Hell, we’ve got lawnmowers with red and blue on it. Nobody moves over anymore. We get a much better response with green.”

A custom-built bumper with a sturdy hydraulic winch also serves to add functionality.

“We do a lot of rural and off-road recoveries where that winch line comes in handy,” Nik pointed out. For instance, his brother Bubby recently used the winch to pull his own truck out of the mud. He had hooked a car with the wrecker's rear end and got stuck in the muck. Being in the middle of nowhere without phone service, Bubby used that winch line to save the day. He tied it to a tree and pulled his tow truck out, along with the vehicle he was towing.

The Black Widow would nod in approval at his persistence and resourcefulness in getting out of a tough situation.

TECH HIGHLIGHTS

Truck: Dodge 5500 Limited Edition

Body: Century 2465 Century 12 ton

Engine: Cummins 6.4L diesel

Graphics: Specialized wrap by Thunder Graphics

Custom features: Custom-built bumper with a hydraulic winch, 150 Bullet Lights that turn green or yellow. Interior includes white stitching on black upholstery and brushed Aluminum

The red hourglass on the spider reinforces the Black Widow’s “bad to the bone” graphics theme.

With its plush interior, this limited-edition Dodge offers extra comfort and style, with white stitching on black upholstery and brushed aluminum.

Rather than displaying a phone number, Morgan prefers to have onlookers remember the company name.

Steve Calitri Editor-in-Chief scalitri@towman.com

Recruiting Out of the Box

By Steve Calitri

This has been a challenge ever since I’ve been involved in the industry going back to the 1980s. Recruiting the right stuff is today more difficult than ever. So, here’s the lowdown on how and where you should be aiming your recruitment efforts. I’ll start with the must-do’s.

You must have a website with your own company domain. If someone is looking for work and considering being a tow truck operator, if he or she has any smarts, they will search the Internet for tow companies in their area. They will look at these sites for hiring information, and just as importantly, will hope to get a picture of the scope of the work involved with the job. Looking from one website to the next, they will notice how one business looks more professional than another does—their trucks, yard, garage, office space—overall a place that looks welcoming. You need a good website.

Before that, recruitment starts with the pride the boss takes in his operation, and how it is projected in the tow yard and inside the office. What good are the efforts to advertise a position if an applicant walks in the door and gets negative vibes from what he or she hears and sees?

There are places a tow boss can go with recruitment in mind. An obvious place is the fire department. Many firefighters working three-day shifts want to supplement their income with other work. A firefighter works with a truck, danger, and helping people. A tow operator does the same. A firefighter is someone who may appreciate, even relish, the challenges of recovery work.

It pays to have a presence in the fire stations for many reasons, and recruitment is one of them. Now think of other trades

that have common elements with towing. This will help you to aim your recruitment messaging in the right direction.

Many young men and women consider joining the Army for a variety of reasons: a job guarantee, steady pay, a uniform, learning a new skill, discipline, along with self-respect and adventure. Doesn’t towing and recovery provide all that?

Someone looking to join the Army is considering a long-term commitment to that employment. Exactly what tow business owners would like to see in their job applicants. Perceiving how other trades and organizations are attracting recruits will help this industry and individual bosses to attract the right people for this work. Imagine your business running these classifieds on a proven Internet help-wanted site:

Considering the Army?

Join Our Corps of Recovery Engineers

ABC Towing & Recovery

White Line Warriors

Facing Down Danger

Join the Roadside Army

You may know the movie Black Hawk Down, based on a real special ops mission in Somalia. I met one of the men who had their boots on the ground in that mission. He became a recovery operator in Oregon in an area where the terrain presented frequent, challenging recoveries, a kind of work that is rare for the risk and challenges involved.

A friend of mine with a towing business in Minneapolis-St Paul recruited this young man from an ad he posted nationwide. A person willing to relocate is considering the position as a career.

Every tow business owner should pick the brain of his most dedicated tow operator to find out his thoughts about methods for recruiting the right people for this work. Their ideas may prove invaluable.

Hey, let me know if any of this is helpful to your continual quest for qualified operators. You may have stories of your own to share. Email me at scalitri@towman.com. I’d like to hear from you.

Indiana Towman Downed

An Indiana towman was downed on Jan 18 working on a toll road in LaGrange County. The tower, 63-yearold Martin Troyer, was removing a semi from the center median that had crashed earlier in the morning, when the driver of a 2021 white Dodge Ram towing an enclosed trailer lost control.

The Dodge went through the median and sideswiped the tow truck that was parked on the inside shoulder of the westbound lanes. After hitting the tow truck, police say the Dodge struck the tow truck driver. A worker with the remediation company cleaning the diesel spill also received injuries that are not believed to be life-threatening.

Police say roads were slick at the time of the crash due to the snow. Troopers believe the driver of the Dodge, a 31-year-old New York man, was traveling too fast for the weather conditions.

Source: wndu.com

News FLash

Florida Repo Driver Shot During Repossession

A repo driver in Port St. Lucie was allegedly shot six times after trying to repossess a vehicle. The agent, fatally wounded 28-year-old Tristan Hastings, attempted to repossess a vehicle when he encountered 59-year-old Omar Sueque.

Shown on video, Sueque placed himself between his car and the tow truck yelling, “Hey, get out, this is private property,” and, “I have cameras

here.” Undaunted, Hastings can be seen ignoring the warnings and edging his truck further back toward the car. Sueque can be seen charging up to the truck and punching Hastings through the open truck window. Hastings then leaped from his truck and chased after Sueque.

Repossessions Inc. owner Bill Kelly watched the video and said that he was surprised that the tow truck driver followed Sueque.

“What did he get out of the car for and chase the guy? He should have just continued with what he was doing and left,” Kelly said. “…You don’t want to be involved in a situation like that.”

Source: curepossession.com

AAA Study Confirms Roadside Fatalities Underreported

A new study from AAA shows the number of tow truck drivers, mobile mechanics, and other technicians, has

reported that the number of fatal crashes involving them is on the rise.

AAA Foundation researchers found 123 roadside assistance providers killed by passing vehicles between 2015 and 2021, despite the fact that national crash data shows a much lower number at 34. The discrepancy, according to AAA, is due to a persistent failure of state crash report forms to capture that crash victims were roadside assistance providers and were instead often recorded as pedestrians.

While yearly total traffic fatalities

A still from a video shows an attack on a repo driver.

AAA indicates that the number of roadside fatalities involving roadside specialists was underreported.

increased significantly over the study period, the data suggests that roadside assistance provider fatalities increased even more.

“Understanding the circumstances and causes for fatal crashes involving roadside workers is vital if we are serious about saving lives,” said Dr. David Yang, president and executive director of the AAA Foundation for Traffic Safety.

Some of the findings of the study:

-89 percent of the crashes occurred at locations with 55 mph or higher speed limits, almost all on interstates or other limited-access highways

-84 percent of crashes occurred in good weather without precipitation or slippery road conditions

-63 percent occurred during darkness, of which nearly two-thirds were at locations without street lighting

-34 percent of the crashes were in daylight

-More than one-third of striking drivers tested positive for alcohol

Source: newsroom.aaa.com

News FLash

Florida Repo Driver Shot

During Repossession

A repo driver in Port St. Lucie was allegedly shot six times after trying to repossess a vehicle. The agent, fatally wounded 28-year-old Tristan Hastings, attempted to repossess a vehicle when he encountered 59-year-old Omar Sueque.

Shown on video, Sueque placed himself between his car and the tow truck yelling, “Hey, get out, this is private property,” and, “I have cameras

here.” Undaunted, Hastings can be seen ignoring the warnings and edging his truck further back toward the car. Sueque can be seen charging up to the truck and punching Hastings through the open truck window. Hastings then leaped from his truck and chased after Sueque.

Repossessions Inc. owner Bill Kelly watched the video and said that he was surprised that the tow truck driver followed Sueque.

“What did he get out of the car for and chase the guy? He should have just continued with what he was doing and left,” Kelly said. “… You don’t want to be involved in a situation like that.”

Source: curepossession.com

AAA Study Confirms Roadside Fatalities

Underreported

A new study from AAA shows the number of tow truck drivers, mobile mechanics, and other technicians,

has reported that the number of fatal crashes involving them is on the rise.

AAA Foundation researchers found 123 roadside assistance providers killed by passing vehicles between 2015 and 2021, despite the fact that national crash data shows a much lower number at 34. The discrepancy, according to AAA, is due to a persistent failure of state crash report forms to capture that crash victims were roadside assistance providers and were instead often recorded as pedestrians.

While yearly total traffic fatalities increased significantly over the study period, the data suggests that roadside assistance provider fatalities increased even more.

“Understanding the circumstances and causes for fatal crashes involving roadside workers is vital if we are serious about saving lives,” said Dr. David Yang, president and executive director of the AAA Foundation for Traffic Safety.

Some of the findings of the study:

-89 percent of the crashes occurred at locations with 55 mph or higher speed limits, almost all on interstates or other limited-access highways

-84 percent of crashes occurred in good weather without precipitation or slippery road conditions

-63 percent occurred during darkness, of which nearly two-thirds were at locations without street lighting

-34 percent of the crashes were in daylight

-More than one-third of striking drivers tested positive for alcohol

Source: newsroom.aaa.com

A still from a video shows an attack on a repo driver.

AAA indicates that the number of roadside fatalities involving roadside specialists was underreported.

News FLash

Florida Repo Driver Shot

During Repossession

A repo driver in Port St. Lucie was allegedly shot six times after trying to repossess a vehicle. The agent, fatally wounded 28-year-old Tristan Hastings, attempted to repossess a vehicle when he encountered 59-year-old Omar Sueque.

Shown on video, Sueque placed himself between his car and the tow truck yelling, “Hey, get out, this is private property,” and, “I have cameras

here.” Undaunted, Hastings can be seen ignoring the warnings and edging his truck further back toward the car. Sueque can be seen charging up to the truck and punching Hastings through the open truck window. Hastings then leaped from his truck and chased after Sueque.

Repossessions Inc. owner Bill Kelly watched the video and said that he was surprised that the tow truck driver followed Sueque.

“What did he get out of the car for and chase the guy? He should have just continued with what he was doing and left,” Kelly said. “…You don’t want to be involved in a situation like that.”

Source: curepossession.com

AAA Study Confirms Roadside Fatalities

Underreported

A new study from AAA shows the number of tow truck drivers, mobile

mechanics, and other technicians, has reported that the number of fatal crashes involving them is on the rise.

AAA Foundation researchers found 123 roadside assistance providers killed by passing vehicles between 2015 and 2021, despite the fact that national crash data shows a much lower number at 34. The discrepancy, according to AAA, is due to a persistent failure of state crash report forms to capture that crash victims were roadside assistance providers and were instead often re-

A still from a video shows an attack on a repo driver.

AAA indicates that the number of roadside fatalities involving roadside specialists was underreported.

corded as pedestrians.

While yearly total traffic fatalities increased significantly over the study period, the data suggests that roadside assistance provider fatalities increased even more.

“Understanding the circumstances and causes for fatal crashes involving roadside workers is vital if we are serious about saving lives,” said Dr. David Yang, president and executive director of the AAA Foundation for Traffic Safety.

Some of the findings of the study:

-89 percent of the crashes occurred at locations with 55 mph or higher speed limits, almost all on interstates or other limited-access highways

-84 percent of crashes occurred in good weather without precipitation or slippery road conditions

-63 percent occurred during darkness, of which nearly two-thirds were at locations without street lighting

-34 percent of the crashes were

in daylight

-More than one-third of striking drivers tested positive for alcohol

Source: newsroom.aaa.com

Tow Companies File Suit Over Packed Storage Lots

Four wrecker companies in Atlanta, GA whose lots are in part stuffed with abandoned cars, filed a lawsuit against a group of judges for failure to follow state law to dispense of those vehicles.

Robi Hilliard, a manager at wrecker company Futo’s Inc. says that the company can’t tow without having enough space in their storage lots. “We can’t tow when we don’t have any more room to store, and we have to have room for the police when they call us to tow,” Hilliard said.

The wreckers’ attorney, Will Story, says he filed a petition for a writ of mandamus against several magistrates for failure to respond to petitions sent by tow companies to auc-

tion those vehicles. By law, the court must rule in 15 days, but often has not. According to Story, combined tow companies have filed 388 motions that have not been addressed, some going back as far as 2021.

Story said this isn’t about profits for the four tow companies. He said any money from the sales of abandoned vehicles they collect over

Will Story (left), attorney for the tow companies, walking through a packed storage lot, in part due to a glut of abandoned cars.

the storage and tow fees goes to the state and owners have a year to claim it.

Source: news.yahoo.com

Transportation Industry Tops List for Occupational Fatalities

Job-related fatalities rose in 2022, up 5.7% from 2021, with transportation workers at the top of the list, accounting for 37.7% of all occupational fatalities, according to the U.S. Bureau of Labor Statistics (BLS) national census.

“In 2022, 5,486 workers in the U.S. lost their lives. This equates to one worker death every 96 minutes, with deaths the highest among transportation and construction workers,” said Doug Parker, assistant secretary for Occupational Safety and Health at the U.S. Department of Labor.

According to the report, workers in transportation and material mov-

ing occupations experienced 1,620 fatal work injuries in 2022 and represented the occupational group with the most fatalities. The increase was attributed to an 8% rise in combined fatalities among truck drivers and driver/ sales workers to 1,115 in 2022 from 1,032 in 2021.

A look at fatal work injury rates per 100,000 full-time equivalent (FTE) workers among different occupations found a consistent

three-year rise for people working in the transportation and material moving sector.

Source: ttnews.com

Nevada Tow Community Mourns Shooting of Towman

Nevada towers came out to Sunset Park in Las Vegas, NV to honor and mourn the tragic killing of tow operator Derek Cornell, who was shot and killed while responding to a service call on January 18 in Goldfield, Nevada, approximately 185 miles northwest of Las Vegas.

At the scene was another tow truck driver who was also shot, and reported the shooting to the Sheriff’s Office after the suspect fled the scene. Several hours later, after a manhunt, the yet unidentified suspect was captured.

The transportation industry was at the top of this list for occupational fatalities in 2022, with the numbers rising over a three-year period.

Derek Cornell

Cornell, the owner and operator of Wolf Pack Towing, was a well-respected member of the towing community in Nevada.

“The towing community is very close-knit, especially in a state like Nevada, where it’s a big state, but really a small community,” said Jose Norena, General Manager of Big Valley Towing. “Not only do we face dangers on a day-to-day basis, but now we have to worry about senseless violence during our course of duty too.”

Cornell’s son, Derek Cornell Jr. is proud of what his father had accomplished over the years and the connections he made in Las Vegas. “To see the community pull together like this and to see the outreach my father had on this town and towing community means a lot.”

Source: 8newsnow.com