American Towman Magazine - September 2019 by dortiz-towman

AT EXPO SHIFTS EXHIBIT DAYS TO THURSDAY, FRIDAY, SATURDAY IN ATLANTIC CITY

SEPTEMBER 2019 / $10

THE ROAD CALLS

Bagged Produce Air cushions help rescue a delicate load

AmericanTowman.com

RBU on Getting Paid Risks, Insurance & You What Sets You Apart? Enjoy your coffee at TowIndustryWeek.com

Volume: 43 Issue: 9 2019

september FEATURE CONTENTS

On the cover: Day & Nite Towing in Baldwin, Wisconsin, called in help from Siewert’s Towing for use of its MatJack recovery cushions for an overturned semitrailer.

Insurance Key in Risk Management As insurance premiums rise, what can you do to control costs and ensure you have total coverage for your business?

Departments

by Brian J. Riker

The Walkaround . . . . . . . . . . . . . . 6

News Share . . . . . . . . . . . . . . . . . 8

Bagging Produce

Road Tools. . . . . . . . . . . . . . . . . 10

Tow companies team up to upright loaded produce trailer and save the load for the company.

Seminar Spotlight. . . . . . . . . . . . 12 Tow Manager. . . . . . . . . . . . . . . 18

by Joe Meyer

Tow History. . . . . . . . . . . . . . . . . 30

Ad Index . . . . . . . . . . . . . . . . . . 34

Getting Paid

Tow Boss. . . . . . . . . . . . . . . . . . 60 Tow Engineer . . . . . . . . . . . . . . . 62

Precise, quality invoicing is as important to your bottom line as proper techniques on the road.

Beacons On!. . . . . . . . . . . . . . . . 70 Repo Times. . . . . . . . . . . . . . . . . 74

by Bob Fouquette

Towman’s Market . . . . . . . . . . . . 78

My Baby.. . . . . . . . . . . . . . . . . . 80 Low Down . . . . . . . . . . . . . . . . . 82 Adventures of A.T.. . . . . . . . . . . . 89

This Page: Auto Care Lifesaver Towing in California took extra caution in recovering a classic U.S. Navy airplane.

Vintage Navy Plane Grounded Precise rigging and care were required to avoid additional damage to vintage military T-28B plane. by Jim “Buck” Sorrenti

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Safety by the Numbers By Dennie Ortiz

Statistical data is used for anything and everything nowadays, from the census to the stock market to political candidate polling. Proving, or disproving, facts is based on the ability to provide the numbers that support your findings. The numbers I’m quite concerned with, however, are those that the government administrators in transportation see in assessing the reality of how dangerous it is for tow operators to work on the roadways. According to Towing Recovery Association of America, our industry is the only one of all incident management responders without a formal system to record how often personnel are struck or have close calls on the roadway. Unfortunately, we know the numbers of fatalities that our industry sustains is staggering. The critical numbers we are missing are the near-

hits that have come close to becoming another name on the Wall of the Fallen. (Often referred to as a near-miss, they should technically be referred to as a near-hit; it is the hits that we’re all trying to avoid.) Several years ago I attended a TRAA legislative conference where the Statewide Towing Association of Massachusetts announced it was creating a national online platform that would allow all members of the towing community to report on incidents, the Towing Traffic Incident Reporting System. Reporting incidents to TTIRS. com is confidential and free. I encourage all tow operators across the nation to utilize this important reporting system. Logging incidents on TTIRS.com will help improve our industry by: • Greatly assisting the promotion of Move Over law enforcement. • Helping to enact legislation to protect towers. • Fostering overall safety policies and practices.

Towing, Insurance and You By Brendan Dooley

I’ve been with the same insurance company for my home/ life/auto for nearly 20 years, and the same agent for more than 10 years. While the premiums seem good and reasonable, I can’t be sure without shopping around every few years. Of course that means more than just price shopping for best quality, as reviews of competitors’ customer service will be as important in that decision in price. One important aspect of an agent’s service is helping show me where I can make changes to reduce premiums. In this issue, Brian Riker goes in depth (p. 18) into the coverages you

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need and terms you need to know to ensure your policy truly covers your business effectively, as well as tips on how you can control costs. We also have Recovery Billing Unlimited’s Bob Fouquette (p. 36) identifying common mistakes many companies make in their invoices that hurt their chances of getting paid in full from the start, including not taking pictures at the scene to using the wrong forms and more. Among the billable equipment, products and services you should be considering are your efforts at site mitigation. Paul Stephens gives a primer on what to stock (p. 70) to address this often-unbilled area of accident scene response.

Dennie Ortiz Steve Calitri Brendan Dooley Charles Duke Randall Resch Terry Abejuela Jim “Buck” Sorrenti David Kolman Bill Simmons Mark Lacek

Publisher Editor-In-Chief Editor Senior Editor Operations Editor Field Editor, West Field Editor, Northeast Chassis Editor Safety Editor Repo Run Editor

Editorial Board Tommy Anderson Roy Carlson Debbie Collins Belinda Harris Bill Johnson Ron Mislan Kurt Wilson

Dallas, Texas Saint Paul, Minn. Las Vegas, Nev. Greensboro, N.C. South Hadley, Mass. Warren, N.J. Creve Coeur, Ill.

American Towman Staff Gina Johnson Dennie Ortiz Ellen Rosengart Norma Calitri Jimmy Santos Toni Vanderhorst Henri Calitri Patrice Gesner William Burwell Peggy Calabrese Ryan Oser Emily Oz Steve Calitri

Page Layout Artist Advertising Sales Mgr. Senior Account Exec. VP of Accounts General Manager Publisher’s Assistant Customer Service Subscription Manager TIW Media Director Regional Advertising Sales iMarketing Manager ATTV Producer President

American Towman Media Headquarters 2 Overlook Drive, Suite 5, Warwick, NY 10990 800-732-3869 or 845-986-4546 E-mail: Publisher: dortiz@towman.com Editor-In-Chief: scalitri@towman.com Editor: bdooley@towman.com AT’S Digital Edition: itowman.com AT’S Website: americantowman.com AT’S Weekly: towindustryweek.com ATTV: americantowmantv.com Copyright ©2019 American Towman Magazine is published 12 times a year by American Towman Media, Inc. Subscription: Single Copy: $10 1 yr: $60 – 2 yrs: $110 International: $75 & $135 All material published through American Towman Media (AT), to include American Towman Magazine, iTowman.com and TowIndustryWeek. com, including advertisements, editorials, articles and all other content is published in good faith. However, AT accepts no liability for any errors or omissions, and does not endorse any companies, products or services that appear. AT does not test or review products submitted for inclusion in its publications. AT does not accept responsibility for the accuracy of content, warranties or claims made or implied by its advertisers. The views expressed are the authors’ alone and do not necessarily reflect the views of AT. The act of mailing or delivering a letter, email or article to AT shall constitute permission to publish that letter or article or any portion thereof. AT reserves the right to edit any and all material submitted. No part of the magazine or websites may be reproduced without prior written consent of AT.

Oklahoma Again Expands Move Over

Oklahoma Gov. Kevin Stitt signed a new law into effect recently, expanding the state’s Move Over laws. AAA and a coalition of towers have been pushing for the change, which aims to protect even more motorists. Drivers are already required to slow down or move over for emergency vehicles, but now anyone with flashing lights on the side of the road will have the same protection. (Towers with flashing red and blue lights were added to the Move Over statute in 2017.) Joe Snell has been towing cars for 11 years and said he has not noticed much change since the last law took effect, adding that motorists get too close to him at least twice a day. He believes a police crackdown might make a difference. He hopes the expansion means more Oklahomans will live to drive another day. The new law goes into effect Nov. 1, 2019. Source: news9.com.

Oregon City Begins Towing Parked RVs, Boats

The first tow under a new ordinance in The Dalles, Oregon, banning the storage of RVs and oversize vehicles on city streets, involved a boat on a trailer with expired Washington plates. The blue-tarped boat was towed without incident; a city police officer stood by as the city’s codes enforcement officer oversaw the boat and trailer getting hauled off by River’s Edge Towing of The Dalles. Yancy McCall, a recovery operator with River’s Edge Towing, said it is nerve-wracking to do such tows because owners can become irate. “I’m not fist-fighting anybody over a boat,” he said. Fees are about $330 up front, plus a $40/ day storage fee that accrues. The tow sticker warns owners that they have to pay impound and storage fees to reclaim their vehicle or boat, and if they don’t claim it, the vehicle will be sold to recover costs. Source: thedalleschronicle.com.

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Baltimore Towman Slain Protecting Fiancée

Towman Steve Tasker. Image from GoFundMe.com.

A GoFundMe page has been set up in honor of Steve Tasker, a Baltimore, Maryland, towman who towed for Baltimore County and Maryland State Police and was shot and killed July 28.

The page can be found at gofundme.com/f/steven-tasker-memorial-fund. Funds raised will be used to help Steve’s fiancée and kids with memorial costs and future expenses. Co-workers say Tasker stepped in front of his fiancée to protect her during a robbery when he was shot and killed. The incident occurred when Steve was cleaning his truck in front of his home when two masked men approached him and his fiancée who was outside with him. The case was still under investigation at press time. Source: wmar2news.com.

Towman Saves Life

After Man’s Leg Severed A horrible accident severed a man’s leg on the New Jersey Turnpike on July 30 and a towman out of Windsor was there to witness the whole thing. He may be the reason the man survived. When Alex Petruccio arrived to tow a vehicle on the turnpike, he saw they were pulled over next to the fast lane where the shoulder is thin. So he told them to wait inside his tow truck. But the man never got in. “I hear tires lock up and boom,” said Petruccio. “A car violently swerves and like a rocket, it’s coming straight at us.” Petruccio threw himself onto the flatbed. The man landed there too, but he wasn’t so lucky. The man’s leg had been severed at the knee in the crash. New Jersey State Police say the driver of a Buick Century lost control and slammed into a Jeep Cher-

Towman Alex Petruccio saved a life at an accident that severed a man’s leg in New Jersey. Pix11.com image.

okee, and then into the parked car Petruccio was there to tow. “Time was of the essence,” said Petruccio. He used whatever he could find to slow the bleeding, including paper towels and the belt of another driver as a tourniquet. He even helped carry the man to a helicopter that landed on the Turnpike. Source: pix11.com.

… I’m not fist-fighting anybody over a boat … Police Investigating Own Impounds

An investigation by the Mobile (Alabama) Police Department into allegations of price gouging by towing companies recently took an unexpected twist. MPD had to investigate its own impound yard, which may have been violating city laws by charging additional fees. Mobile Public Safety Director James Barber said this started when police began investigating complaints of fraud against rotation towing companies. Five search warrants were executed and five companies suspended from the police rotation list, but Barber said that also led to allegations against Mobile Police Impound charging fees not authorized by the city ordinance. MPD conducted a staff inspection of the impound yard, finding there is a fee schedule that is inconsistent with the ordinance. Source: fox10tv.com.

WTA Approves Governor’s Veto

Wisconsin Gov. Tony Evers recently signed the 2019-’21 Wisconsin State Budget into law and did use his veto pen to strike or change several provisions; most notably he deleted a $2.5 million DOT study on mileage-based fees and tolling. The Wisconsin Motor Carriers Association issued a letter to the Governor strongly encouraging him to veto both provisions and that has now occurred. The Wisconsin Towing Association said in its newsletter that the veto of the study was “a HUGE VICTORY for the trucking and transportation industry.” “I am vetoing this section because I object to the financing of another study that will show, yet again, that the motor-fuel tax is the most effective way to approximate a user fee of roadway use and the most cost-effective way to collect revenue,” a statement from the governor’s office said. “It is time for the Legislature to stop stalling and act to secure a long-term transportation funding solution.” Source: Wisconsin Towing Association.

Work the non-traffic side–Stay Safe!

Crowds were up 5 percent at last month’s Tow Expo-Dallas.

Another Record Crowd

Fills the Hall at Tow Expo-Dallas The thousands of towmen in attendance at 2019 Tow Expo-Dallas Aug. 15-18 represented a 5 percent increase over the 2018 show. Show Manager Tommy Anderson said exhibitors gave a thumbs-up on the traffic flow and equipment vendors reported strong sales activity at the Gaylord Texan Resort and Convention Center in Grapevine, Texas. The event featured exhibits, training and educational seminars for tow bosses, networking events venues, and trademark American

Towman hospitality. Many of the seminar rooms in the AT Academy Conference tracks were busy with tow operators, dispatchers, managers and owners seeking to learn more about topics in recovery, revenue, insurance and more. The show closed with the popular Bite & a Brew as pageant contestants eagerly awaited the results of the judge’s scoring in the USA Wrecker Pageant. (Look for the winners in our October issue!) Source: AT staff.

Cerebral Palsy Doesn’t Stop Towman Max Quaglio can’t run or play most sports, but he has earned a multi-combination truck-driving license and now makes his living as a towman in Queensland, Australia. It’s a remarkable achievement for the 22-year-old as he lives with cerebral palsy—a condition that severely impedes his body movements and speech. “A lot of people thought it wouldn’t be possible for me to drive anything, but now I’m driving cars and trucks and anything,” Max said. Max had to convince doctors,

driving instructors and a trucking company that he had what it took to get his truck license. “Being out on the road, there is nothing like it,” Max said. “Especially when I’m driving a truck, it’s just the feeling of being the king of the road.” Max worked with a specialist occupational therapist and a specially trained driving instructor. “Clayton’s Towing were the first to see he had the potential and were also willing to give him a go,” his father said. Source: abc.net.au.

AMERICANTOWMAN.COM - September 2019 • 9

Check Out What’s NEW and HOT! Tanker Tube for Easier Uprights B/A Products’ new Tanker Tube is a lightweight and non-sparking tube that makes uprighting tankers, tank trailers or buses easier; insert through man-ways, attach rigging and lift! The Tanker Tube is a patent-pending lifting device that works as a lifting beam with a working load limit of 10,000 lbs., or as a tanker tube with a working load limit of 18,000 lbs.

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Rimshine Adds Floating Foam Heads Aussie Rimshine recently added new Floater Front Foam Heads (AR-30722-03) to its product lineup. The new heads, for use on 22.5” x 12.5” Steer Float Wheels, are available now and sold in sets of three heads. They will work with existing AR-401-11-01 Front Wheel Adapters.

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Roll-Up Doors for Freightliner M2 Cabs A new roll-up door design from Fontaine Modification makes it easier for firefighters, EMTs, tow operators and others to quickly access tools and equipment stored in the cabs of Freightliner M2 trucks. This patent-pending design allows for a watertight seal of the door to the truck, smooth, reliable operation of the roll-up door, along with easy maintenance. Fontaine developed a mounting system that uses a surround to allow the door to be installed in a completely vertical orientation, rather than trying to curve to the side of the truck.

fontainemodification.com

10 • September 2019 - TOWMAN.COM

John Borowski’s AT Expo presentations emphasize not to flush potential profits away, by knowing your costs of doing business.

Are You Leaving Money on the Table?

By Charles Duke

n a car, as the oil flows smoothly, so goes its operation. However, if a car continuously leaks and loses oil, it eventually breaks down. So it is with owning a business. In his far-reaching seminar, “Are You Leaving Money on the Table?”, John Borowski, AutoReturn’s VP of Tow Industry Programs, hammered home several angles as to how towing companies are perhaps not grabbing every dollar available to them. Throughout his seminar, Borowski emphasized that a company leaves money on the table when it doesn’t know its costs of operation. A company has to have confidence in its pricing and its product. “If you believe in what you’re selling and you believe in what you’re charging,” Borowski said, “you should always follow through. If not, you should get another business; because all you’re doing is you’re risking your own future with your employees, your families and your own business. “If you’re not making money, what are you doing?”

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Cost to Tow How do you sell something … if you don’t know what it costs? Towing companies, Borowski suggested, should be undertaking an annual monitoring of where they are in terms of their operational costs at year’s end. He gave an example of two successful companies who operated with two different approaches whose annual costs he combined. Astonishingly, Borowski found, their results came out extremely similar to the tune of generating a net income (return on investment) of 17 percent. Eventually, he stated, that percentage should reach the upper 20s. One area that has been a concern of tow companies in recent years has been insurance. He suggested that if insurance costs are high and are eating up a certain percentage of your operational costs, there are ways of getting it down. He suggested talking to your agent, telling the agent that all your operators are professionally trained and now TIM-trained, given the

‘‘

If you’re not

making money, what are you doing?

increased incidence of roadside deaths. Borowski estimates that the roadside deaths that impact the towing industry is three-times larger than the oft-cited 60 per year as “they’re not all being reported.” “The insurance industry has taken that to heart and they’ve really taken a focus on it—we are a dangerous industry. So if you’re able to prove to them your operators are less likely to have incidents or loss, they will offer you a discount.” Every company should have a business plan, as that is what you take to the bank when you look for financing. Your business plan should contain a description of: • C ompany, organization and management. • Market analysis. • Service and/or product line. • Marketing approach and sales results.

• Funding request. • Financial projections. “It shows that you know what you’re doing in your business, you know where you’re going and you know what you’re expecting. You have anticipated goals,” Borowski emphasized.

Internal Operation

All towing companies should have an employee handbook. This is one way that money is left on the table, particularly when the owner is away from the business for a protracted length of time. Borowski said that the handbook defines who does what in the operation and how things are to proceed when the boss is away. Borowski said it’s a way of reducing employee headaches and lost operational time. “Your team roles and responsibilities all need to be listed and named. They should all be there, so that when you walk out the rank and file should all know what’s going on and how to handle it. They shouldn’t be bothering you every two minutes.” One of the main positions that Borowski talked about was the importance of the dispatcher. He said that the dispatcher is the “face

48%

17.5%

2.5% 2% 2% 4%

17%

Occupancy Salaries Vehicles Insurance Operational Advertising Misc. Net Income

7% A breakdown of tow business costs, item by item, from John Borowski’s seminar.

➢

Cost Analysis & Business Plan $1,400,000 $1,200,000 $1,000,000 $800,000 $600,000 $400,000 $200,000 $

Work the non-traffic side–Stay Safe!

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AMERICANTOWMAN.COM - September 2019 • 13

At the Show

of the business.” “That dispatcher is the very first voice that your customer hears from your company,” he said. “That sets the tone for the rest of that transaction. You need to be very professional and you need to treat (customers) like a professional. Treat them like a jerk, and they’re going to treat you like a jerk. That’s the way it works; there’s no question about that.”

Longtime towing veteran John Borowski, AutoReturn VP of Tow Industry Programs, spoke on, “Are You Leaving Money on the Table,” at Tow Industry Week in Las Vegas and TowExpo-Dallas; he will be covering the topic again for towers attending American Towman Exposition XXXI (atexposition. com).

Fleet Utilization

Borowski said if you’ve got a vehicle that you’re not using, get rid of it. Use that cash to get something new. Would you rather pay to repair it, or would you rather pay for something new? When you repair it, it’s not running and your employees aren’t working. However, when it’s new and you’ve got to make that payment—it’s all over the road and it’s making you money. “How many of you have trucks that don’t even run during the daytime at all? That truck should be continually working every hour. If you properly utilize your vehicles and get the maximum out of them every hour that you can, (jokingly)—it’s almost like running a business.”

Motor Clubs, Online Auctions

In dealing with motor clubs, Borowski said that tow companies should be consistent with billing and pricing. He suggested if the motor club is not paying what your rate is, companies may want to consider billing their customer for the balance, explaining to the customer that the motor club has only paid up to a certain amount. One of the big keys is getting the maximum that you can out of cars that have been left on your lot that you have the title for. Borowski said you should even be looking at draining leftover gasoline and batteries and use it for your own operation. Borowski also said that tow company owners should take a good hard look at the money to be made from auctions. He said in that instance you’re not dealing with salvage com-

14 • September 2019 - TOWMAN.COM

John Borowski discusses the bottom line in his seminar at Tow Industry Week in Las Vegas.

panies because salvage companies are buying from them. It’s also important to get a clean title from your state. If states don’t have good lien laws, he said it’s something that towmen need to work for. “When you do auction your cars, take the time to clean them out. Most of them are full of trash. If you looked at it and you were looking for a particular vehicle and it’s all garbage, what are you going to pay for it?” Borowski also said to be very descriptive when you’re doing an online auction. He said that the online auctions give you a lot of opportunity to describe the vehicle. Mileage and the vehicle’s operability are all deciding factors for any online auction. “And that is when you’re really going to change your bottom line in-house,” he said. “You really need to seriously look at online auctions because there’s a lot of money left on the table there.”

Professional Development

He said that being away at trainings and trade shows are something else that towmen can recoup their money for: it’s called “professional development.”

Borowski pointed to IRS Form 513, which is titled, “Work-Related Education Expenses.” “You should be, multiple times a year, refreshing your knowledge of this industry,” Borowski said. “What I’m doing here (with this seminar) is to bring you in more money. That is professional development; you can get a write-off.” Borowski concluded his seminar by challenging the attendees to go after every penny that may be left on the table, given all the many different areas that impacts their business. “Chase your money. It’s your money; not their money,” he declared. “They’ve tied up your facility all this time. Follow up on it. Sell everything out of those vehicles that you can. Go after the money that you haven’t recovered. “We’re going to change your bottom line, one step at a time. Make your pricing, live by your pricing, feel proud about your pricing and you’ll survive this industry and your business.”

American Towman Magazine Senior Editor Charles Duke has written and served as editor for trade, music and nonprofit publications. He also serves as the editor for AT’s online sister publications Tow Industry Week and Tow Industry Today.

Insurance Key in Risk Management By Brian J. Riker

t’s no secret that our industry is under fire. We have seen 100-percent (and higher) increases in our insurance premiums, increased difficulty finding and retaining drivers as well as skyrocketing operating costs in general. Add into the fray an uptick in lawsuits aimed at towers involved in motor vehicle crashes and the alarming increase in workplace injuries and deaths for tow operators and it surprises me anyone can survive in this market. Cost control is important, especially with the shrinking revenue streams and attack against our billing practices causing many invoices to be unpaid … or settled for less than their face value. A key component to effective cost control measures is having a comprehensive risk management plan in place. Understanding the role your insurance policies play in this risk management plan is critical to it being successful. Not all insurance is created equal, and the lowest premium is not always the best option for overall cost control and survival of your business. It is a common practice for an insurance agent who isn’t familiar with the entirety of your operation to place you in the wrong risk group, often by mistake, which ultimately results in you not having the appropriate coverage when a claim arises. A common example of this is placing a tow truck rider on a garage’s policy. Yes, it will result in a very low premium; however, the policy usually restricts the type of towing as well as the distances you can travel. Often you will not be covered for anything except your own customers coming back to your shop. You should read your policy and all supporting documents completely and ask for clarification from your agent if you do not fully understand something. Always keep your agent

18 • September 2019 - TOWMAN.COM

in the loop when you add new equipment or services, as well as employees, throughout the year. A good insurance agent is there to help you; however, they can’t do that if they don’t know what you are doing.

‘‘

Always keep your agent in the loop when you add

new equipment or services, as well as employees,

throughout the year. A good insurance

agent is there to help you; however, they can’t do that if they don’t know what you are doing. There are many different types of coverages that may apply to a typical towing operation. Although our operations are similar to trucking or garage operations, we have enough differences to require using an agent that specializes in towing to get the maximum out of our insurance premium dollars. Following are some of the more common terms used as they apply to towers.

Comprehensive General Liability

This is coverage of your daily business operations, excluding motor

vehicles. This usually covers slips, trips and falls, customer injuries on your premises and other risks associated with operating a business open to the public. Often incorrectly referred to as public liability, this will be the first coverage you will obtain. Be sure to read your policy terms carefully as there are often many exclusions that require additional riders to be purchased depending on the scope of your operation.

Commercial Auto

This is liability coverage for motor vehicles owned by a business engaged in commerce that protects the insured against financial loss because of legal liability for motor-vehicle-related injuries, or damage to the property of others caused by accidents arising out of the ownership, maintenance, use, or care, custody and control of a motor vehicle. This is where you will purchase the liability insurance as required by your state vehicle code, the Federal Motor Carrier Safety Administration and/or your state licensing agency. Towers engaging in interstate commerce, which is most towers, are required to carry a minimum of $1 million of commercial auto. Intrastate tower requirements vary from state to state, however the typical amount required is at least $750,000. To confuse matters more, the FMCSA does not use the proper National Association of Insurance Commissioners definition; rather they refer to this as public liability. This has caused some confusion by towers when they first start their company, often resulting in their application for operating authority with the FMCSA being denied.

Look beyond the lowest premiums available; not all tow business insurance is created equal.

Uninsured/ Underinsured Motorist This is exactly what it sounds like, optional coverage that protects you, any passengers, and your driver from injuries sustained by crashes with improperly insured motorists. To cut costs, many towers will deny this coverage, take only the state-required minimums or limit their right to sue for damages. This is very short-sighted, as the costs for injuries sustained by passengers riding in your truck or your employees in the course of their job can be expensive. Without the proper primary coverages, secondary liability may not cover these injuries.

Physical Damage

This is another trucking industry term for a group of coverages, although not an official NAIC term.

Work the non-traffic sideâ&#x20AC;&#x201C;Stay Safe!

The coverages included under this heading include collision, comprehensive and fire/theft/vandalism. These coverages vary greatly from policy to policy and are not always equally defined, even when the same terminology is used. An example is fire and theft. In some policies this may be included in the comprehensive, while others may only offer it as a separate item.

Passenger Rider

This is a policy rider (supplement) that covers non-business passengers while in your commercial vehicles. Customers and employees are usually covered by your commercial auto policy, however non-business passengers are almost always excluded. If you choose to allow your drivers to have friends or family ride along, you must purchase this coverage or risk being liable for their injuries in the

event of an accident. Many trucking companies only allow passengers if the driver is willing to reimburse them for the cost of this coverage. Also keep in mind it is a FMCSA regulatory compliance requirement for your driver to obtain written permission from you (the motor carrier) before having a passenger (other than a customer or employee) ride in the truck. Your driver must carry this written passenger authorization with them and show it to an officer on demand. It must name the passenger and the start/end dates for the authorization on a company letterhead.

On Hook

This is another coverage that is not properly named and is often misunderstood. The term has carried over from the crane and rigging industry, where it refers to liability coverage for whatever is below the hook on a

â&#x17E;˘

AMERICANTOWMAN.COM - September 2019 â&#x20AC;˘ 19

crane as they are lifting. In the towing industry, On Hook, is found as part of our Garagekeepers’ Legal Liability Policy, under the care, custody and control portion. It is very important to note that on hook, as it is applied to the towing industry, only covers motor vehicles while being towed or transported by carrier. It does not cover cargo!

Cargo

This coverage is required for anything that you transport with your commercial vehicles that is not a motor vehicle. This would include containers, construction equipment and even the contents of wrecked trucks once you have transferred it onto one of your own vehicles. As with On Hook, the insured can decide how much cargo insurance they purchase. I recommend checking with your state regulatory agencies and reviewing your contracts to be sure you have purchased adequate coverage levels.

Cost Control

Now that you have a basic understanding of the most common insurance coverages and how they apply to a typical towing operation, what can you do to control these costs? Implement and enforce good workplace safety practices, have measures in place to investigate claims and offer continual training or coaching to improve your team’s overall performance. Some of the more common and most effective cost-control measures, yet most controversial, include installing dual-facing cameras and vehicle telematics that monitor driver behavior and performance. Used properly, these technologies are excellent coaching tools to help train your drivers to be safer on the roads. They are also excellent tools to reduce, maybe even eliminate, nuisance or fraudulent claims. Many leading insurance carriers will offer expert training and guidance on implementing effective safety programs; all you have to do is ask. Again,

20 • September 2019 - TOWMAN.COM

this is where a high-quality insurance agent comes into play. They will know about these programs and usually offer to help you take advantage of them. It is in the best interest of your agent to help you have affordable, and proper, insurance coverage. After all, they make their money by keeping you as a repeat customer, and they can’t do that if you can’t afford to stay in business or become unhappy with how your insurance carrier handles claims when they arise.

‘‘

Unless you have

annual insurance

premiums in excess of several hundred thousand dollars,

captives are most

likely not the solution for your company.

Self-Insured

Other ways to control your insurance costs include self-insuring and participating in insurance captives. Self-insurance, often reserved for the large motor carriers, can be as simple as setting aside a pool of money to pay minor claims from rather than submitting them to your insurance carrier. Your insurance premium is based on a combination of factors, including your loss ratio as compared to the dollar amount of premiums paid over a period of time, typically the previous three years. By settling petty claims in house, you keep your loss ratio low, thereby keeping your premium increases low. You can also reduce your premiums by choosing a high deductible, which is essentially another form of self-insurance. You are agreeing to cover the first portion of each claim in exchange for a lower overall premium.

Captives

Captives are relatively new to the towing industry and are not a solution for all. A captive is a group of towers—similar in size, risk and financial stability—who have agreed to pool their resources and self-insure against most claims. Captives require creating a separate business to manage the program; in essence, you are buying into a very small insurance company and agreeing to be responsible for not only your losses, but those of all the other members. Captives work best when all the members already have excellent safety records and agree on how their businesses should be managed. You must be very open with the other members, which can create some issues if you do not fully trust all the other members. Unless you have annual insurance premiums in excess of several hundred thousand dollars, captives are most likely not the solution for your company. The bottom line is that insurance is often misunderstood and it is the tower that ends up paying more for coverage they don’t need or, worse, coverage that does not properly protect their exposure. As with anything else, it is best to seek the council of experts in the insurance field who will take the time to make sure you understand what you are buying and, more importantly, why. Make sure you fully understand what and why before agreeing to any purchase.

Author’s note

Special thanks to Hal Kresser, owner of Hal Kresser Agency in Ohio, who specializes in insuring tow businesses, for assisting with this article.

Brian J. Riker is a third-generation towman, with 25 years of experience in the ditch as a tow operator, and president of Fleet Compliance Solutions. He specializes in helping navigate the complex world of federal and state transportation regulatory compliance. He can be reached at brian.riker@fleetcompliancesolutions.net

Work the non-traffic side–Stay Safe!

AMERICANTOWMAN.COM - September 2019 • 21

Truck Lighting Updates

The following corrections and updates are regarding Brian Riker’s article, “Emergency Lighting in the U.S.” in American Towman Magazine’s May 2019 issue. New Hampshire no longer requires beacons on while in tow. The requirement was changed in July 2018. Massachusetts doesn’t require a permit for amber lighting. State code 540 CMR 22.06 only requires a permit for colors other than amber. Use of amber lights while in tow is not required, but is permitted if you are impeding the flow of traffic or otherwise creating a hazard. New York tow trucks are defined as “hazard vehicles,” which is where they get the authority to display amber beacons (NY VAT Law Section 375.41.3). Per page 15 of the New York Supplement to the Driver’s Manual for Tow Truck Endorsement (MV14 11/2016 ed.), hazard lights (amber beacons) can only be displayed while in tow if the vehicle can only be towed at speeds that impede the normal flow of traffic, or is loaded to where the vehicle protrudes into other lanes of traffic.

22 • September 2019 - TOWMAN.COM

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AMERICANTOWMAN.COM - September 2019 • 23

Jerr-Dan Partners with Trux Accessories

Jerr-Dan Corp. (jerrdan.com) has partnered with Trux Accessories to begin selling its assortment of headlights, dual LED and worklights to Jerr-Dan distributors. Trux Accessories is a manufacturer of aftermarket LED lighting, chrome and stainless accessories. “With more than 19 years of industry experience in the accessory trucking industry, Trux is one of the leading companies in their category and will be a key partner for us as we look to expand our aftermarket parts,” said Maria Mestre, parts manager at Jerr-Dan. “Our company has built a reputation on providing the most unique and innovative accessories for the trucking industry and we feel this partnership is a perfect fit for us,” said Ian Fodor, senior director business development for Trux Accessories. To take advantage of this new business partnership, customers are encouraged to contact their local distributor.

Urgently Named to Inc. 5000

Inc. magazine (inc.com) recently revealed that road-service platform Urgently (geturgently.com) is No. 12 on its annual “Inc. 5000” list (inc. com/inc5000) of the nation’s fastest-growing private companies. “We are incredibly proud of the hard work our team has put into growing Urgently into the leading global mobility and roadside assistance platform, delivering better experiences for customers and partners across rapidly evolving global automotive, insurance and mobility markets,” said Chris Spanos, Urgently’s CEO/cofounder. A release said that “the 2019 Inc. 5000 achieved an astounding threeyear average growth of 454 percent, and a median rate of 157 percent. The Inc. 5000’s aggregate revenue was $237.7 billion in 2018, accounting for 1.2 million jobs over the past three years.” 24 • September 2019 - TOWMAN.COM

Work the non-traffic side–Stay Safe!

AMERICANTOWMAN.COM - September 2019 • 25

Bagging Produce By Joe Meyer; Day & Nite Towing Baldwin, Wisconsin

26 â&#x20AC;˘ September 2019 - TOWMAN.COM

he Wisconsin State Patrol requested us for a semitrailer rollover; the initial information was that the casualty rolled over into the ditch with the tractor laying partially into lane two, at the beginning of a construction zone, and had a load of 43,000 lbs. of produce. With the initial information, we sent multiple certified operators and medium- and heavy-duty recovery units (see sidebar), along with a Bobcat, support trailer and Volvo tractor with Landoll trailer.

Day & Nite Towing sent multiple trucks and equipment to a scene for a loaded produce semitrailer that overturned.

While en route, we contacted WSP to request a highway lane closure and work zone from the county. Upon arrival, a walkaround was performed with pictures. An initial temporary traffic lane closure of lane number two was set up using traffic cones, wreckers and WSP squad cars. After the walkaround of the casualty, the driver advised it was a valuable load and requested we save the produce. Damage was found to the nose and roof of the trailer with the roof

‘‘

While the wreckers were being positioned, the

MatJack cushions were

arranged on the ground

along the roof of the trailer.

MatJack cushions assist in saving valuable reefer load

pushed out but intact. Two oil leaks were found; one from the truck engine and one from the reefer unit. We used absorbent pellets and pads to contain the leaks. To save the load as requested, we called Siewert’s Towing for their MatJack recovery air cushions and

an additional rotator with their 2015 Pete/NRC 50/65. These resources were called to prevent additional damage, minimize lane blockage (leaving one lane open during recovery), and to prevent having to do a hand offload on the Interstate. While waiting for the arrival of additional resources, the casualty’s driveshaft was removed and airline prepped for the towing. The Bobcat was used along with shovels to clear gravel from the roadway where the truck entered and started to exit the ditch. The Vulcan V100 was positioned to winch the casualty towards the road using two two-part lines and a single line to get the casualty in a straight line parallel to the road. Due to the incline, weight of load, mud in the ditch and limited positioning of the wrecker, a second truck was needed. The Century 4024 was positioned to assist in winching the casualty to the road using a two-part line. Additional units arriving on scene were positioned for the recovery. The V100 was positioned to spike the front axle and provide a high line for the recovery. The NRC 50/65 was positioned at the rear of the trailer to spike the trailer axles, provide a high line and also lift the rear of the trailer.

➢

To save the load at the company’s request, Siewert’s Towing was called on for use of its MatJack recovery bags. Work the non-traffic side–Stay Safe!

AMERICANTOWMAN.COM - September 2019 • 27

While the wreckers were being positioned, the MatJack cushions were arranged on the ground along the roof of the trailer. Once the MatJack cushions were set in place, starter bags were used to lift the casualty. With the initial lift of the starter bags, the lift cushions were slid under the casualty then inflated. As the MatJack cushions were positioned from the front to the back of the casualty, the starter and lift cushions were alternated to get the lift cushions fully under the load of the casualty. With five MatJack cushions in place, the trailer was lifted a few inches. After the initial lift, two recovery straps were positioned, one each from the Vulcan and NRC. The straps were terminated to the casualty’s frame to wrap the trailer. These straps and the spike lines would finish the recovery once the MatJack cushions were fully inflated. Once rigging was checked, the lift cushions were fully inflated. While inflating the MatJack cushions, the five winch

Equipment on scene: • 2001 Sterling/Century 4024. • 2005 Volvo tractor and Landoll trailer. • 2015 Dodge/Century 612. • 2015 Freightliner/Vulcan V100 SP-850. • 2015 Peterbilt/NRC 50/65 rotator.

The MatJack cushions were inserted and inflated in the recovery (above), while the casualty was also rigged to the heavies on scene with five lines. Once the semi was successfully uprighted (right), the Vulcan V-100 towed it in.

28 • September 2019 - TOWMAN.COM

• 2017 Freightliner/Chevron carrier. • Bobcat T300. • Incident support trailer. • Recovery trailer with MatJack Jumbo Turbo Safelift Recovery Cushions and Low Pressure Lifting Cushions.

lines to the casualty were tightened. With the lift cushions fully inflated, the five winch lines were tightened and the casualty was uprighted onto its wheels. All rigging and recovery equipment was removed from the casualty. The Vulcan was then positioned for the tow of the casualty. The road was then cleared using the Bobcat to remove the mud and gravel from the driving lane. All units left the scene. Upon arriving at Day & Nite Towing, an attempt to start the reefer was performed but the unit wouldn’t start. The customer requested the produce be unloaded and placed in cold storage. Contact was made with a warehouse for the offload. The trailer was then brought to the warehouse where the cargo was offloaded by hand. A successful recovery was performed on this casualty with teamwork between Day & Nite Towing and Siewert’s Towing.

Work the non-traffic side–Stay Safe!

AMERICANTOWMAN.COM - September 2019 • 29

Tow History

A Canadian Tower Comes Home By Randall C. Resch

s a technical writer for the towing and recovery industry, I’ve dedicated a tremendous number of hours scouring online for tow trivia that goes along with my various projects. In October 2018, I stumbled upon the forgotten story of a Canadian tow operator killed in the line of duty some 65 years ago. Shortly after Christmas, on Dec. 27, 1954, around 8:30 p.m., Canadian tow operator Edgar Arthur Pilon, 37, was seated at the family table having dinner with his wife and four children when a call came on the family’s phone. Pilon was requested to recover a vehicle that spun out and up-ended in a ditch on Highway 2 outside of Lancaster, Ontario. Pilon, with four years of experience, immediately left the safety of his home to respond to the call. While attaching a tow cable to the crashed car, the Ontario Provincial Police reported that Pilon was standing behind his tow truck when he was struck by an out-of-control motorist. Slick and snowy conditions were cited in the crash. Investigated by Constable A. R. Mac Martin said that Lt. Gordon Gedge, 21, a military officer of the Canadian Army, allegedly lost control of his vehicle and slammed into Pilon, pinning him against his tow truck. Pilon died at the scene with multiple internal injuries. At the time of his death, Pilon worked as a garage mechanic and tow operator for Mac’s Motor Sales, a small-town dealership, repair garage and gas station in Lancaster. In late 1954, Lancaster was said to have had only 700 residents. It was policed by two constables from the Ontario Provincial Police. As small town life in Lancaster was nearing the holidays, Mac’s Motor Sales was bankrupt and closing its doors. The police chief reportedly asked Pilon if he would

30 • September 2019 - TOWMAN.COM

continue the tow truck’s service through the holidays; he agreed being Lancaster’s only tow service. At the time of his death, Pilon left behind his beloved wife, Yvonne Menard Pilon, 35, and four children, Gisele, 8, Nicole, 6, Richard, 4, and Francine, 2 months. The story of Pilon’s death appeared days later on Dec. 30, 1954, as a front-page headline of the “Glengarry News” weekly newspaper.

‘‘

The paths to

success in matters like these are

crooked at best, with countless hours

in writing letters,

researching leads

and, mostly, waiting to hear anything. Ironically, deep within the pages of the same newspaper, Alexandria’s police chief, Ed Dupuis, wrote a cryptic holiday message to surmise, “New Year’s is a time of rejoicing and happiness, but it can also be a time of heartbreak and tragedy. For more people are killed in traffic accidents during the holiday season than at any other time of the year,” said Dupuis, “Don’t let death rob you of your holiday.”

The Search Begins

When lost stories like Pilon’s surface, I feel driven to chase after the missing details of these unfortunate tow-related scenarios. This exploration

Towman Edgar Pilon, 37, was killed on the roadside during the holidays in 1954.

began with a flurry of letters to trace anyone belonging to Pilon’s family. I’ve had marginal luck with various projects in writing area newspapers and potential family members (it’s been like finding a needle in the haystack). But through sites like Ancestry. com, FindaGrave.com and other sites I’ve been amazed about the wealth of information available if you know how to navigate the Internet’s resource centers. So much is there, but you have to dig for it. Taking a shot in the dark, I sent a dozen letters to persons (unknown to me) having the same names as Pilon’s children. I received three negatives back. I sent lengthy letters and emails requesting any information to Ontario’s “Glengarry News,” describing my research including their original article from 1954. When you’re waiting to get some kind of positive lead, it seems like they never come. For a while, my investigative trail ran cold. Then on Jan. 9, 2019, I received a surprise email from a Richard Pilon

Towman Pilon’s death was frontpage news on Dec. 30, 1954. He left behind a wife and four kids, all under eight years old at the time.

who wrote, “I am the son of Edgar Arthur Pilon. I was surprised and honored this morning when I received my weekly newspaper. As a teenager, I used to work at a gas station that was the same building as Mac’s Motor Sales.” It seems the editor of the “Cornwall Newswatch” newspaper re-posted my plea looking to locate someone from the Pilon family. It was by pure luck that it was subsequently

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read by Richard. Together we began gathering the facts and details of the long-forgotten incident. I’ve been in contact with Richard for months now, providing the details necessary to complete a Wall of the Fallen application. Because records regarding his father’s death are no longer available, this project relied on his family’s recollection and documents they provided.

The paths to success in matters like these are crooked at best, with countless hours in writing letters, researching leads and, mostly, waiting to hear anything. Since the crash was initially reported by the Ontario Provincial Police, I wrote letters to the OPP, the Ministry of Government Services and the Chaplain of the Ministry of Community Safety. Unfortunately, their records did not go back to 1954.

➢

AMERICANTOWMAN.COM - September 2019 • 31

On the Wall

I can’t imagine losing a parent to some kind of tragic incident, especially as violent an ending as what happened to Pilon. Richard said his father’s death devastated the family. Now, 65 years later, Richard and his sisters remember little about the crash or being told of their father’s passing. “Mother didn’t go into the details of the accident,” Richard said. Over the years, the children’s mother kept details quiet about their father’s passing, describing him as “a hard worker, a good provider and a regular guy.” In May, Cathy Brumgard, general manager of the International Towing & Recovery Hall of Fame & Museum’s, confirmed that Pilon would be added posthumously to the Wall of the Fallen this October during the annual ceremony. I was pleased to share the news with Richard and explain the significance of the Wall to the towing community. “I have contacted my siblings this morning and, like me, they are very emotional on this news and your quest to reach us,” Richard wrote back. Edgar Pilon and his wife, Yvonne, are both laid to rest together in St. Joseph’s Cemetery in Lancaster County. Yvonne passed away in 1999, living another 45 years after her husband was killed. She never remarried. “We recently learned our family lost an infant sister at birth,” Richard shared, adding to the family’s tragedy. “My siblings and I have a renewed gladness in honoring our father’s memory,” Richard said. “We all were so very young that we barely had time to know him.” I know that our industry supports them in sharing their pain and to lift up and honor their father’s memory. I’ve invited the Pilon family to join Christine and I in Chattanooga this coming October so they can witness their father’s name being added to the Wall. So, almost 65 years later, Edgar Arthur Pilon will be awarded his rightful place on the Wall of the Fallen where his memory comes home. I’m honored and proud to have been able to help make this happen.

Author’s note

I offer special thanks to Richard and his sisters Gisele, Nicole and Francine, the “Glengarry News,” the “Cornwall Newswatch” newspaper, and ITRHFM and the Wall of the Fallen Committee for unanimously making this recognition possible.

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. 32 • September 2019 - TOWMAN.COM

The Wall of the Fallen memorial and plaques with fallen towers’ names in Chattanooga, Tennessee.

Wall of the Fallen The Wall of the Fallen was officially dedicated on Sept. 9, 2006, in Chattanooga, Tennessee, on the grounds of the International Towing & Recovery Hall of Fame & Museum. The Wall is a monument “to honor those who have made the ultimate sacrifice, to generate public awareness of the dangers involved in the towing and recovery industry and to permanently record and commemorate those involved in fatalities in the towing and recovery industry.” This year’s Wall ceremony is scheduled for 10 a.m. on October 12. Learn more at internationaltowingmuseum.org.

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AMERICANTOWMAN.COM - September 2019 • 33

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GETTING PAID

Invoicing correctly is as important as rigging correctly By Bob Fouquette

hat a great feeling to see that brown UPS truck drive into your parking area and that person wearing the brown uniform rushing into your office carrying a rectangular 9x13 cardboard envelope. The UPS employee hands you the envelope and says, “Sign here, please.” You quickly sign it and don’t ask any questions because you know there is an envelope inside that you have been waiting some three to six weeks for—it’s a check from the insurance company on your last settled heavy-duty recovery job. Thank goodness, because you needed it! These days, recoveries are far and few between especially since electronic logs have been in place. But we adapt and realize that we have to get paid for everything we do. Our major universal problem is that towers don’t talk to other towers to share information, so without proper training we are just following the old billing methods

36 • September 2019 - TOWMAN.COM

our previous family members did 25 and 30 years ago. Many company owners made smart business decisions years ago and realized that to run a successful towing and recovery business we would have to get some professional training for our team. Many state police agencies require it in order to be included on their rotation towing and recovery lists. To help protect your company liability-wise, you should first begin by attending training classes to be part of the professional towing and recovery world. Yes, we all are smart and know everything, but you won’t realize how little you know until you go through some formal training to learn how to do towing and recovery the right and safe way. This is a great company investment. Now that your team is properly trained and certified, how do you get paid what you’re really worth for your recoveries? How do you land in that area between charging too much or too little or, even worse,

getting involved in litigation? We received that question so much at Big Wheel Towing & Recovery that we started Recovery Billing Unlimited 11 years ago. It all came about mostly because we have been in the towing and recovery business a long time and have a perfect record of getting paid. If you’re not getting paid for the work you’re doing, then you can’t buy the equipment necessary or afford the proper people to get the job done. Most wanted to know how we get paid without every job ending up in haggling over the phone. My answer was proper training, proper equipment, be 100-percent honest and know the value of your services. Of course, that wasn’t the entire answer they were looking for. They wanted to know how. So, my son Eric and I started to put down basic methods in writing that we did every time to create a 100-percent payable invoice. The list was long, but it was generated through many years of experience working with trucking companies and insur-

ance companies determining what they want to see on a submitted invoice. All insurance companies do entry-level training teaching employees how to work with their customers properly … why shouldn’t we teach you the basics so you can work with insurance companies and trucking companies as well? Recovery Billing Unlimited will teach you how to build your towing and recovery business from the ground up into becoming profitable and having the capital to expand your operation. There are many steps you have to take to get a check in a timely manner and for the full correct invoice amount. In order to get paid, you must do everything right. Common mistakes tow companies make: • Just because it’s a police call, you assume you are going to get paid. • You submit your recovery invoice on a tow ticket. (Even though what you did was not a tow, it was a recovery.) • You wrote “Tow Bill” at the top of your recovery invoice. • You didn’t take pictures of the accident scene. • You didn’t get authorization forms signed by the operator of the casualty before doing the recovery. • You didn’t get the Bill of Lading out of the door pocket or know what to do with it if you do have it.

Work the non-traffic side–Stay Safe!

These are just a few of the many common mistakes towers are making every day in regards to properly invoicing for the services rendered. Learning to properly invoice for your recovery services will make the difference whether you are in business in a month or years from now.

‘‘

If you’re not getting paid for the work

you’re doing, then you can’t buy

the equipment

necessary or afford the proper people

to get the job done. We all know how much tow trucks and specialized equipment costs, but with regulations in many states it is hard to update and stay in the game with reliable equipment. Sometimes you hear from a customer or an insurance agent, “That price is high for the job.” You should explain to them, “It’s not what it costs to do the job, it’s what it costs to be able to do the job.” At each and every accident scene we go on, we are the only first responders that pay for anything. Police, fire and paramedics are all

on the taxpayer’s dime—including their training and certifications. We, as business owners, have to pay for everything. In our many years in the towing and recovery trade, we have worked on many tragic scenes ranging from personal injury to death. We are the only first responders that don’t have grief counselors available. We’re just expected to suck it up and go on the next tow or change professions. In my 38 years of being in the heavy-duty towing and recovery business, I can honestly say I have never met a better group of people than tow operators from around our great country and we deserve to get paid properly for the dangerous work we do. That is where Recovery Billing Unlimited comes in. We’ll teach you the advanced business management techniques necessary to bill properly for your services, teaching you how to work with the insurance company and not against them, ensuring that you are paid for the services rendered.

ABOUT THE AUTHOR Bob Fouquette, owner of Big Wheel Towing & Recovery Co., started Recovery Billing Unlimited with his son Eric to teach tow owners across the industry how to be more successful in business. Providing most courses at their location in Massachusetts, they also do special sessions at the American Towman Expos. Learn more at recoverybillingunlimited.com.

AMERICANTOWMAN.COM - September 2019 • 37

Work the non-traffic side–Stay Safe!

AMERICANTOWMAN.COM - September 2019 • 39

Using a crash film to protect vehicles you tow or impound is one way to stand out in the crowd through attention to detail. Crashfilm photo.

What Sets You Apart? By Brian J. Riker

ttention to detail, while some may think it doesn’t, matters. One of the earliest lessons I learned as a tower is never to assume anything … ever. I clearly remember a local body shop owner giving me hell because I had shoveled a bunch of oil absorbent into the back seat of what I believed to be a totaled car. What does your tow company do differently than the rest in your area? What makes you stand out in the crowd? Besides flashy paint jobs—which look awesome but can lead to customers questioning your fees if the trucks look “too blingy”—how else do you

40 • September 2019 - TOWMAN.COM

stand out? Of course, as a progressive and professional tower you already have clean uniforms, proper hi-vis gear and everything is clean. So what’s next? Have you thought about the salvage value of the vehicles you are towing away from accident scenes or impounds? This simple thought can increase your direct compensation through billable actions, secondary compensation by increasing the value of the unclaimed vehicles you have to auction off each month, as well as reduce potential insurance liability claims. Perhaps the simplest method to accomplish all three of these goals is to

‘‘

Protecting the

value of unclaimed vehicles will

increase your

net income from

disposal auctions.

use some type of crash film. I carried these products in my trucks when I was an active tower and strongly recommend you do as well.

We have a duty to protect the public from hazards, therefore we must inspect each vehicle before we leave the scene and secure any loose parts. This is easily accomplished by using a crash film that is self-adhesive to simply wrap the loose and damaged parts. By taking this precaution you have not only reduced the risk of something loose flying off and injuring someone, you have also taken the first step in preserving the salvage value of the vehicle. Everything has a salvage value! Do not fall prey to the thought process of, “It’s a total, who cares?” Something as simple as an undamaged bumper cover can fetch $200 or more at a salvage yard. This thought process should continue to the interior of the vehicle as well. Don’t get in a hurry and sweep the debris into the interior; use a trash can to hold the used absorbent and other trash swept from the roadway. This one simple act can save hundreds, if not thousands, in interior cleanup and repair … possibly making the difference between a total loss and a repairable car. Again, with total value preservation in mind, you need to protect that interior from further damage. This is another opportunity to use a crash film to cover open windows, broken glass or door seals that don’t line up properly. This service has a value, and in many areas it is a billable item. Check your tow service agreement to see if you can invoice for this. Even without being able to invoice, it will reduce charge-back claims from insurance adjusters and vehicle owners. We as towers have a duty to execute our mission as professionally as possible, and even with exemptions from liability extended to many police towers, we are not exempt from gross negligence. That car I dumped the absorbent in? Cleaning out its interior cost my employer almost $500. If he had chosen not to pay it, the body shop could have made a claim. Even without a customer involved, protecting the value of unclaimed

Work the non-traffic side–Stay Safe!

Using protective film to preserve the interior is a billable item in many areas. Check to see if your tow service agreement allows you to invoice for this. Dom’s Wrap-a-wreck photo.

vehicles will increase your net income from disposal auctions. It may not increase that specific vehicle’s value, however once your company earns a reputation as someone that takes care of all the small details, you will attract a better level of buyer to your sales. They will be willing to pay more for each unit, knowing they are getting the best possible value out of each one. Lastly, this same reputation for attention to detail will not be over-

looked by local collision repair centers and should lead to increased recommendations from the quality body shops for your towing services.

AMERICANTOWMAN.COM - September 2019 • 41

How Gravity Affects Load Stability By Terry Abejuela

ravity is a law of the universe that applies to all earthly environments. The Earth’s gravity exerts a force on all objects near it, which is referred to as weight. There are no exceptions to gravity. Gravity can help us or it can work against us. Towers deal with the effects of gravity on a daily basis, every time they tow, transport or perform a recovery operation on a vehicle. To safely perform these tasks, a tow operator must understand the relationship of gravity whenever moving, lifting, lowering or stabilizing a load.

Basic knowledge of the concepts of leverage and gravity often make the difference between success and failure, sometimes between life and death, in towing and recovery operations. All loads that must be moved, lifted, lowered, transported or towed should be first assessed for their weight, stability, attachment point strength and center of gravity.

Weight a Minute

Determining the weight of a load in the towing and recovery industry can be challenging. Tow truck operators have to quickly estimate how much

a casualty weighs and how much of that weight will be lifted, moved, or transported. Many casualties are not marked as to what they weigh and often the customer will not know exactly what it weighs either. Without a way to measure the weight of the casualty, we have to determine an educated estimate. Fortunately, when it comes to passenger vehicles, there are ways that you can get a somewhat accurate estimate. One way is to look at the Gross Vehicle Weight Rating for the vehicle. This would give you the maximum the vehicle should weigh if it is not overloaded. If you look at the passenger compartment and subtract an amount to accommodate the number of passengers and any cargo space, you could come up with an approximate weight.

‘‘

Unfortunately,

many of the loads we deal with are not solid and

uniform in shape.

Towers must know how gravity affects the load whenever lifting, lowering or shifting a vehicle. 42 • September 2019 - TOWMAN.COM

For example, I have a 1998 Dodge Durango with four-wheel-drive. The GVWR is 6,400 lbs. It has seating for seven and cargo space. Using 175 lbs. per passenger and 200 lbs. of cargo capacity, I would subtract 1,425 lbs. from the 6,400 lbs. and the estimated weight of the Durango would be 4,975 lbs. (I put the Durango on a scale and it actually weighs in at 5,100 lbs., so that educated estimate is only off by 125 lbs.)

Unfortunately, verified weights and an easily identified center of gravity are rare in the wild.

For vehicles that have a larger payload capacity, such as pick-up trucks, vans and trailers, you may need to calculate the weight of the payload. There are charts available that will provide a way to estimate the weight of the payload. When dealing with shipments, there will normally be shipping documents that contain weight information. Here are some weights for common materials found in or on vehicles or trailers operated on the roadway: • Water: 8.3 lbs./gal. • Gasoline: 6.3 lbs./gal. • Diesel Fuel: 6.9 lbs./gal. • Douglas Fir: 30 lbs./cu. ft. • Cement: 100 lbs./cu. ft. • Stainless Steel: 494.21 lbs./cu. ft. • Aluminum: 168.48 lbs./cu. ft. • Snow (freshly fallen): 10 lbs./ cu. ft. • Sand, Clay or Earth (dry): 100 lbs./cu. ft. • Sand, Clay or Earth (wet): 120 lbs./cu. ft. Maintaining an easily accessible list of weights for common materials

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you encounter in your geographic area might come in handy.

Applied Force

Once we have an estimated weight for the casualty, we will need to understand how the casualty will react when we apply a force to lift, move or stabilize it. Center of gravity is the point at which the whole weight of the load is acting vertically downward. At this balance point, the load’s weight is perfectly balanced and distributed around the center of gravity. All objects will seek their center of gravity if there is no opposing force on the load to prevent it. If a load is suspended directly above its center of gravity, the load can be easily turned in any direction with very little effort. If the load is not lifted directly above its center of gravity it will tilt at an angle. If the load is lifted below its center of gravity, the weight of the load will be above its center of gravity and the load will easily tip over.

If the load is lifted from a point that is not directly above its center of gravity, the load will align itself to its center of gravity once it is lifted off the ground.

Center of Gravity

Determining the center of gravity of a solid object of uniform shape is relatively easy. The center of gravity is located in three planes. The center of gravity will be located at the axis of these three planes. The three planes are horizontal side-to-side, vertical axis and horizontal front to back. For example, a solid piece of concrete that measures 12’ long by 6’ wide and 8’ tall has a center of gravity at a point that is 6’ from the end, 3’ from the front and 4’ from the bottom. Unfortunately, many of the loads we deal with are not solid and uniform in shape. Loads may also have a center of gravity that is shifting, such as fluid in a tank. Vehicles often weigh more on one end than the other. Tow

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AMERICANTOWMAN.COM - September 2019 • 43

operators will have to estimate the location of the center of gravity based on the type of vehicle, where the engine and transmission are located and where any loads in the vehicle are located. All objects resting on the earthâ&#x20AC;&#x2122;s surface are said to be at rest and in a state of static equilibrium. All objects will seek a state of static equilibrium. Objects with a higher center can be moved out of a state of equilibrium with less force than objects with a lower center. A small applied force, such as wind, can move the object into a state of unstable equilibrium and the object will fall into another position of static equilibrium. The higher the center of gravity is located in a load, the wider the base of the load is needed to maintain static equilibrium. A load with a relatively high center and narrow base of support should be considered to be in a state of unstable equilibrium. Tow operators must consider the effects of gravity, center of gravity and equilibrium whenever moving, lifting, lowering, transporting, towing or stabilizing a load in order to perform these tasks safely and successfully.

Field Editor Terry Abejuela has 40-plus years of light-duty towing and recovery experience. He is also a light-duty Level 1 instructor for the California Tow Truck Association.

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Vintage Navy Plane Grounded by Jim “Buck” Sorrenti

Precise rigging and recovery needed to reduce additional damage

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n June 20, 2019, Auto Care Lifesaver Towing in Watsonville, California, was called to recover a vintage U.S. Navy T28B airplane. The plane had experienced engine failure shortly after takeoff from the Hollister Municipal Airport. The pilot safely performed a belly landing in a nearby farmer’s field. Auto Care owner Kelvin Ramer, along with his 22-year-old daughter and director of operations, Rosalee Ramer, responded to handle the recovery. They arrived at the scene with their 2012 Kenworth/NRC 80-ton rotator and their 2016 Peterbilt 330/Century 15 Series flatbed loaded with extra supplies, including flotation plates to navigate the plowed fields and air cushions to properly support the plane while rigging. The T28 had damage to both the engine compartment and landing gear compartments, as well as to the propeller blades. The North American Aviation T-28 Trojan is a piston-engined military trainer aircraft that was used by the U.S. Air Force and U.S. Navy beginning in the 1950s. Besides its use as a trainer, the T-28 was successfully employed as a counter-insurgency aircraft, primarily during the Vietnam War. It has continued in civilian use as an aerobatics and Warbird performer. The T-28B is the U.S. Navy version with a 1,425-hp Wright R-1820-9 radial engine, three-blade propeller and a belly-mounted speed brake. Only 489 were built.

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Preventing further damage was essential for Auto Care Lifesaver Towing in recovering this classic U.S. Navy T-28B from a field.

Work the non-traffic side–Stay Safe!

Monster Born on June 10, 1997, Rosalee Ramer is more than a pretty face. She has not only been managing the 16 wreckers and the crew at Auto Care and handling recoveries with their massive NRC 80-ton rotator, but is well-known on the Monster Jam circuit as the Monster Truck Girl. She learned the ropes from her father Kelvin, who began in 2005 as the driver of Natural High. In 2009, he built Time Flys. In 2017, he won the Stadium Wheelie of the Year award, along with the Save of the Year award. Best known for driving Wild Flower, Rosalee has been crushing cars since she turned pro at just 14, but has been interested in monster trucks since she was a toddler. When she was 17, Rosalee was the youngest female professional monster truck driver in the United States. She has been competing along the West Coast and has attracted much media attention including an appearance on Ellen DeGeneres’ talk show in 2014 driving Detour. She made her Monster Jam debut in late 2015; in 2017, she made her first World Finals appearance during which she became the first female driver to attempt a corkscrew. In 2018, she won the Extreme Air award, ending Jim Koehler’s seven-year winning streak with the award.

AMERICANTOWMAN.COM - September 2019 • 47

‘‘

Kelvin had

to keep the unharmed

remainder of the vintage plane intact on its

mile-and-a-half journey back to the airport hangar.

Air cushions under the wings helped stabilize the plane for rigging to the NRC rotator.

Kelvin had to keep the unharmed remainder of the vintage plane intact on its mile-and-a-half journey back to the airport hangar. After discussing the situation with the owner and his mechanic, Kelvin and Rosalee initiated their recovery plan. With the NRC rotator in position and outriggers situated, the rigging began by digging the dirt from underneath the cockpit and wings. They positioned flotation plates under each wing and hooked up the air cushions. Once the plane was lifted off the ground by the cushions, the team carefully placed a recovery strap under the cockpit to evenly distribute the load across a structural pillar of the plane and used mud flaps to protect the body of the aircraft. They also situated another recovery strap under the landing gear on the rear of the plane. Workers then placed rigging on the propeller of the plane to help stabilize the extra weight in the front of the aircraft as a motor mount had broken during the landing. Once the straps were properly connected to the wire rope of the rotator, Rosalee carefully began balancing the plane from side to side. Using the NRC soft-touch remote controls, she was able to have a clear view of all angles of rigging during the lift.

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When the plane was a few feet off of the ground, Kelvin steadily drove down the farm’s narrow and uneven dirt roads to a paved road. Workers helped stabilize the aircraft as it was suspended during transport. “The 485-inch boom of the NRC rotator was instrumental in this operation as it was able to extend far enough out that the plane would not swing into the rear of the truck while in transit,” said Kelvin. “At times, there were areas of the road that were more narrow than the 40.6-foot wingspan, presenting obstacles that were too tall for the plane’s wings to pass through. When these obstacles were present, the move had to be paused as Rosalee hoisted the plane higher above the obstacles until cleared to lower the load back to a safe driving height.” The plane was met by a police escort at the main road, which accompanied it for the remaining 1.6-mile drive back to the airport. Upon arriving, Auto Care ensured that the plane was safely stabilized until the landing gear could be deployed and locked into place for repairs. Kelvin said that recovering the antique plane “required precise rigging and operations to not cause any more damage.”

About Auto Care

Kelvin and Janette Ramer established Auto Care Lifesaver Towing in Watsonville, California, in 1991. The business has been family owned and operated for the last 28 years and has expanded to include Kelvin’s brother Clinton, as well as the Ramers’ children Rosalee and Ben. They maintain a fleet of 16 trucks and have locations in Watsonville, Santa Cruz and Felton. In addition to general towing and roadside assistance throughout the Central Coast region, Auto Care offers a full range of towing services from lightto heavy-duty, and they have the experience and equipment to handle every kind of recovery situation, including ocean or cliff recovery scenarios.

Jim “Buck” Sorrenti, a longtime editor of American Towman, has been our field editor for the past 10 years. He is a freelance writer and photographer with more than 40 years of experience covering motorcycle, hot rod, truck and towing culture. He writes weekly for TowIndustryWeek.com.

Having the correct cleanup gear aboard makes it much easier to clear accident scenes of the various debris.

Site Mitigation and You By Paul Stephens

he odds are that you have been involved in some form of site mitigation somewhere in your career; if not, you will be. What exactly constitutes site mitigation and how does it play a role in your business? Surely you have worked an incident or accident and/or stopped a leaking fluid from a vehicle or cargo, which means you have mitigated the loss, controlled/contained it or cleaned it. Towers usually clean up accident debris after an incident or accident as most states and localities require it be part of the tower’s responsibility to a certain degree … usually to a manageable amount that does not require a certification. Having the usual cleanup equip-

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ment on board—brooms, shovels, trash bags, absorbent products, etc.— made it much easier in the early days to request the tower clear the accident debris or fluids from the roadway and keep the remnants with the vehicle. The modern era seems to make it much easier for localities to require having the standard equipment on board along with a few other containment items so when a tower is confronted with an unknown situation or mitigation, they are somewhat equipped while already on site. One question that arises often when talking with police, fire, towers and transportation officials is, “Who is responsible for what and to what extent?”

‘‘

The extent of your involvement may

depend on the type of fluid spilled and the quantity.

Some feel the responsibility stops with minimal accident debris and no fluid clean up, other agencies feel that the responsibility includes a self-manageable amount of fluid loss. The extent of your involvement may depend on the type of fluid spilled and the quantity. Most fire departments

assist when the spill or loss is in an active roadway, but stop short of any clean up unless the spill is in danger of spreading or going into a runoff area. From a light-duty aspect, a usual amount of engine compartment fluid from a car can be contained or cleaned up with a minimal amount of material. This is usually handled with an absorbent of some sort; however being prepared can help mitigate a larger spill such as a pickup oil pan, fuel leak, etc. There are thousands of items that are readily available to purchase, but space is very limited on smaller units. This can be as simple as a few absorbent pads or can be accomplished by adding a small fluid spill kit to your units. Having a small kit can assist by having a few fluid run-off booms, absorbent pads and disposal bags. These small units work well as once the spill has been contained and cleaned from the roadway the remnants can be placed in the disposal bin and kept with the unit, outside of the vehicle, at the storage facility and can follow the unit to repair or salvage.

Off-Road

How do we handle this once it is not in the roadway? What happens when the spill is in a private yard or a public area; who makes the decisions for site mitigation or is it just left for someone else to deal with? Knowing who makes the call—vehicle owner, property owner, local government or insurance company—can help determine if you have the proper authority to start work or will need multiple authorizations to proceed. While a contaminated area might be contained by an emergency responder, it may also fall into another category depending on quantity thus requiring soil testing and recordable disposal. Know your regulations prior to scooping a shovel full of dirt from a property and charging for disposing it. Removing soil or gravel from a public area can be a bit more challenging as there are more governmental procedures that need to be followed with more documentation.

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AMERICANTOWMAN.COM - September 2019 • 51

Disposal can be worked into the invoicing, but usually needs to be at a contaminated soil disposal facility, which in some areas can be a little difficult to just drop off. Important note is to document the entire process. It may not require a DEQ number due to the size, but documenting the entire process and disposal can save a lot of headaches when questions start flying.

In Stock

So, letâ&#x20AC;&#x2122;s explore some of the items a certified operator might want to have at his disposal for an unexpected emergency no matter the size of spill or size of towing and recovery company. First and foremost is a vacuum pump to remove the remaining contents of a fuel tank for an isolation or rupture. These can be from a small transfer pump with hose in and out acquired from a local store or a complete commercial air-powered vac that can move fluid at a much faster rate. Having all the appropriate attachments can help, such as a stinger to stick in the tank hole to pull from the bottom, etc.

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Broken glass, plastic shards, leaking fluids and more are all possible at a scene and will need to be properly disposed of.

Once you have your pump, you might consider the storage drums to store a large amount of fuel from a tractor-trailer fuel tank. There are several styles, but it becomes a preference, as some prefer plastic to steel, etc. Spill containment items such as a portable inflatable pool, absorbent pads and spill booms are fairly common on a mitigation site. Other items that can assist include small wood plugs to hammer into a tank or stick into a leaking line, radiator clamps to help secure the line to the wood plug for a cap or securing a piece of hose over the top of another to seal a leak. Items that are often overlooked can be the ones that help you the most in a jam. One operator’s preferences may not be the same as another, but we all can agree that one good item to carry on your trucks is a couple sets of vise grips, one at least with a long nose to cap off a line or a larger pair to bend the line and clamp it off. Large zip ties are also a big help when trying to secure steel braided lines that have been torn out. We all wish we could have an extra item from time to time, but some should be standard on every truck.

Paul Stephens is a towing industry trainer with more than 34 years of towing experience. He has served as a consultant for many automobile manufacturers, equipment manufacturers, and companies for service provider education, towability and road service procedures.

Work the non-traffic side–Stay Safe!

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50 Vehicles Repossessed At Dealership

The lender of an embattled North Texas car company repossessed 50 luxury vehicles from a Dallas dealership recently. Alfa Romeo of Dallas is run by Kamkad Automotive, a company that’s facing millions of dollars in debt, according to CEO Ken Strickler. Dozens of Kamkad customers had previously claimed they hadn’t received their titles or license plates. Other customers said Kamkad failed to pay off their trade-in vehicles. A towing company loaded the cars at Alfa Romeo of Dallas, as representatives from the lending company, Ally Financial, watched from afar. Documents posted on the remaining vehicles stated the cars were destined for ADESA Dallas in Hutchins, which handles auctions. Kamkad was under investigation by the Texas Department of Motor Vehicles. The state has received at least 77 complaints about the com-

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pany, according to TxDMV spokesman Adam Shaivitz. The state is investigating 224 open complaints regarding Kamkad-run properties in Dallas, McKinney, Arlington and Huntsville, according to spokesman Adam Shaivitz. Source: dfw.cbslocal.com.

Wheels, Tires Repo’d at Car Show

A repo crew rolled up to a Kansas car show in July and stripped the wheels off a yellow 1958 Edsel Pacer in the middle of the event, leaving the American classic to rest on cinderblocks as onlookers watched in amazement. Photos of the incident popped up on Facebook in the aftermath of the 25th annual Automobilia Moonlight Charity Car Show & Street Party in Wichita, Kansas. It might look like the world’s most blatant and obvious wheel theft. The Edsel reportedly belongs to a local man who used a service that rents

out custom wheel and tire combinations for people who are unable to pay for them in full or need a set in a hurry. At some point, the bill went unpaid. Source: thedrive.com.

ARA Unveils New Health Insurance Program

The American Recovery Association is looking to help its members with one of the most important benefits repossession agencies can offer their employees. The ARA partnered with Harding Brooks Insurance Agency for a national, cost-effective health insurance program open to all members. Harding Brooks will serve as ARA’s one-stop shop in an effort to ensure members are getting the best rates possible. This includes educating ARA members and staff on coverages, deductibles and co-pays while putting together the best plan from top healthcare providers across the country. ARA also recently announced a guaranteed $10,000 ($20,000 acci-

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AMERICANTOWMAN.COM - September 2019 • 55

dental death, no questions asked) life insurance policy that covers every executive member, and coverage is available for all employees at cost. Source: autoremarketing.com.

Agent Attempted Repo of Occupied Car

A repossession agent was charged with assaulting a man while trying to repossess a car with a woman, children and dog sitting inside, police said.

Police were called to a residence in Woodbridge, Virginia, recently where a repo agent for A&A Towing was in the area to repossess a vehicle parked at a nearby business. The driver, police say, hooked his tow truck to the vehicle, which was occupied by a woman, two children and a dog. The owner of the vehicle was inside a nearby business, saw what was happening and ran to stand in front of the

truck, said police. During the encounter, the tow truck struck the 25-year-old man. Then when the victim attempted to open the driverâ&#x20AC;&#x2122;s side door of the tow truck, the accused punched him in the face. The accused eventually unhooked the vehicle and fled the area before being located a short time later by responding officers. No injuries were reported. Source: insidenova.com.

SUV Breaks Loose from Repo Truck

An SUV being repossessed nearly slammed into a home in Asheville, North Carolina, and caused an outage that left more than 60 people without power recently. Asheville police said the driver of a repo truck was adjusting the position of the vehicle when it came loose.

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“It came down through the grass, knocked over this sign, knocked all the bamboo over, and hit my car, and knocked it over there,” resident Sonya Fair said. Representatives of Associates Asset Recovery said the vehicle had transmission issues, and the driver was in the process of strapping it down when it rolled off the truck bed. They said the driver of the tow truck did nothing wrong and is still employed. Source: krcgtv.com.

Repo Agent’s Truck Stolen at Gas Station

A repo agent had his own tow truck, and a repossessed car it was carrying, stolen at a gas station in Memphis, Tennessee, recently. The agent said he stopped at the gas station at 4 a.m. He went inside to pick up a pack of cigarettes, but left his truck running. Moments later, he looked out of a window and saw a man driving off with his truck. The agent said there was a repossessed Nissan Maxima on the back. The tow truck was tracked to a location, where it was found abandoned. The man who took it also took the keys and vandalized the computer system that costs $1,500. The repossessed car wasn’t damaged. Source: wreg.com.

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AMERICANTOWMAN.COM - September 2019 • 57

CALIFORNIA TOW TRUCK ASSOCIATION INTRO TO TOWING The California Tow Truck Assn. presents INTRO TO TOWING. A new 5-part online course for towing beginners and new hires! Through five videos and corresponding quizzes, operators will learn the basics of towing. Students will receive a certificate of completion, and company owners are able to track their progress! Available now at: ctta@ctta.com

410-784-7029

58 • September 2019 - TOWMAN.COM

To Advertise In Towman’s Market

CALL 800-732-3869 Ellen Rosengart x 203 erosengart@towman.com

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AMERICANTOWMAN.COM - September 2019 • 59

An Eye-Catching ‘Sidepiece’

by Jim “Buck” Sorrenti

usiniak’s Service, one of Western New York’s largest towing companies, is a AAA-approved repair facility offering complete automotive repair, collision and detailing, heavy repairs, road service, towing and recovery. Bernie Rusiniak is the owner of this fourth-generation family owned and operated company that has been in business since 1949. They now have three locations, 38 employees and 29 vehicles in their fleet, including two 2009 NRC rotators and the outstanding 50-ton red-and-black heavy-duty beauty here. “I get flack for always coming in on my time off to buff and clean the truck, by my boss and my spouse. So I think ‘Sidepiece’ is quite a fitting nickname for this truck,” said Joseph “Joe” James, a heavy wrecker operator for the company and the driver of this truck.

The Rusiniak’s Service ‘Sidepiece’ wrecker is a 2006 Kenworth W900/2014 Jerr-Dan 50-ton integrated heavy.

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Sidepiece is a 2014 Jerr-Dan 50-ton integrated wrecker mounted on a 2006 Kenworth W900 chassis. Jerr-Dan built this unit that has dual 50,000-lbs. planetary winches. Power is supplied by a Caterpillar C15 ACERT (single big turbo conversion) engine mated to an Eaton 18-speed transmission; ACERT stands for Advanced Combustion Emissions Reduction Technology. The C15 develops 625 hp at 1,800 rpm and is rated at 595 hp at 2,100 rpm. “This truck has not officially won any beauty contests or been in any parades, but she gets a lot of attention and positive feedback everywhere she goes,” said James. “A lot of times I’ll spot people videotaping the truck as she rolls by.” All paint was done in-house by Rusiniak’s crew; VSP Graphics Group, of Elma, did the graphics.

“The satin black was my personal preference,” said James. “I’ve always been fond of satin black against a bold gloss color. The red was owner Bernie’s color from the start, along with the American flag. Rusiniak’s is a proud American company and have no problems showing American pride. “As for memorable or unique jobs, it’s done a few other things I probably shouldn’t mention. Although I’ve never had any major equipment failures or customer damages, in hindsight I wouldn’t do them again. Just because it can handle it doesn’t mean it should. My advice is to call for the right equipment. “The most important attribute this unit brings to our business is the blacked-out aspect of all the chrome, the loud pipes and how clean she’s always kept; [it] brings a lot of attention to Rusiniak’s. It’s been referred to as the best-looking truck in the fleet by many. “Although that’s a personal opinion, I don’t disagree.”

Big news on a new road clearance initiative is coming during the Captains of Industry Conference on Dec. 5 in Atlantic City during the American Towman Exposition XXXI. Don’t miss it! (2017 Captains of Industry Conference pictured.)

Road Clearance Initiative To Be Discussed at Captains

by Steve Calitri

merican Towman will break new ground for the towing industry with its new national road clearance initiative that will be announced during the Captains of Industry Conference on Dec. 5 in Atlantic City. The initiative will underscore, and bolster, the towman’s authority within the incident command protocol at the scene. The initiative will launch during the American Towman Exposition XXXI. The initiative, led by American Towman Magazine, is being developed with other industry organizations and will be stewarded by American Towman Spirit Inc., the non-profit whose mandate is promoting highway safety. AT Spirit organized the historic Spirit Ride in 2017-’19, promoting public awareness of the Move Over laws and strengthening industry ties with other first responders. This road clearance initiative (the official title will be announced in Atlantic City), will play into rotation list qualifications, police towing contracts and on-scene identification. As such, the program will strengthen the towman’s leverage with regulated

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rates and billing/collection procedures. It won’t be the first time that American Towman breaks ground at AT Expo, but it may be its boldest project yet, and one designed to have an ongoing effect with incident command relations. That’s it. No more details. Lips are sealed until Dec. 5 in Atlantic City. To be part of this industry groundbreaking moment, go to atexposition.com and sign up for the Captains of Industry Conference. Seats are limited. Secrets have been part of Atlantic City lore since it became a playground of the Eastern Seaboard at the turn of the 20th Century and then became a capital of illicit gambling and bootlegging booze. Behind its showiness today, its legal “gaming” and entertainment on the Boardwalk, it still has its secrets. Again, my lips are sealed. AT Expo’s Main Event inside the Atlantic City Convention Center will show off towing’s newest developments in equipment and services among some 270 exhibiting suppliers. Many of these suppliers are keeping

their secrets up until Dec. 5 when the show floor opens. Famous people come to AC to be seen. And so it will be with towing industry notables, its movers and shakers, empire builders and innovators. AC casino hotels and AT Expo venues are lined along the vast and commanding Atlantic Ocean. Take an invigorating stroll on that Boardwalk, breathing in the sea air, and you’ll run by towing’s illustrious characters. They too have their secrets; their plans to build their towing empires. Many come to AT Expo for valuable intelligence dispensed at the Academy with seminars that will bolster and shape their plans. In business, everyone should have plans to move forward, to elevate their game in some fashion. Standing pat, or worse, becoming mired in keeping the wolves at bay, will not bode well. Think forward, act forward, be forward in your attitude and actions. That’s the simplest recipe for being happy and successful in any business. No need to try your luck. Make it. In Atlantic City in the late Fall, the surest bet in town is AT Expo.

County Reviews ‘No Cash’ Policy

NORTH 64 • September 2019 - TOWMAN.COM

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ATA: Driver Shortage Will Worsen

The American Trucking Association recently said the driver shortage will continue to worsen in the coming decade absent any shift in the trendline. ATA predicts the driver shortage stat to land at 59,500 this year, down slightly from its estimated shortfall of 60,800 last year, and well up from ATA’s 2017 estimate of a shortage of 50,700. Based on forecasts of freight demand and the expected supply of qualified drivers, that number could jump to more than 160,000 by 2028, says Bob Costello, chief economist at ATA. Costello reiterated that the driver shortage is separate from the issue of driver retention, which also plagues fleets annually. An ATA report cited an aging driver pool, regulations, the tough lifestyle of the driving job and an inability to attract female drivers to the industry as key reasons for the driver shortfall.

Also cited were other blue-collar job options, such as available jobs in the construction industry and restrictive regulations like hours of service. Source: ccjdigital.com.

Companies Investigated for Overcharging

Police in Alabama have searched five towing companies that are under investigation for possible insurance fraud. Officers executed search warrants at more than a dozen locations. Mobile Police Chief Lawrence Battiste says some of the companies have been charging up to 100 percent more than the city allows to tow vehicles. (The police department, though, has also come under scrutiny for its own tows. See related story, p. 9.) Representatives from towing companies began to ask for an increase to the legal towing fee at Mobile city council meetings. Mobile Police Assistant Chief Roy Hodge says that led to complaints about towing costs from residents.

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South Alabama Towing and Recovery Association President Crystal M. Smith said in a news release that the group does not condone overcharging. Smith said the association supports punishment for the offender if the allegations are proven. Source: insurancejournal.com.

Towman Wants Tougher Penalties

North Carolina Gov. Roy Cooper raised the penalties for the Move Over law for the state recently. The law increased sentencing from 3 to 12 months to 10 to 41 months. Thomas Toby, owner of Thomas Towing and Transport in Wilmington, doesn’t think the governor did enough to make any real change and believes that the minimum sentence should be at least a mandatory one-year sentence. “It’s an everyday occurrence for us in a way,” Toby said. “But it’s one that doesn’t have to take place if people would just slow down or move

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over and part of the moving over is the people in the left lane realizing that there’s a problem on the side of the road and giving cars in the right lane room to move over.” The law takes effect Dec. 1. Source: wect.com.

‘Towing Task Force’ Vetoed

A Missouri State Senate bill that would have established a “Towing Task Force” for commercial motor vehicle tows was vetoed by Gov. Mike Parson recently. State Senate Bill 147 would have established a task force to make recommendations on overcharges, customer complaints and the process for nonconsensual towing used by law enforcement. “The attorney general’s office has a system in place to handle such complaints, which is managed by the Consumer Complaint Division,” Parson said. “As I believe adequate protection already exists to address these matters,

I cannot support the establishment of a redundant task force.” State Rep. Nathan Tate, who sponsored the bill, said the issue is not being addressed by the attorney general’s office and is why he was approached to file the bill originally. “The (towing) industry must see a need for it,” he said. “Clearly it’s a problem.” Source: emissourian.com.

Yard Employee Dragged by Car

A tow truck yard employee in Chicago, Illinois, was dragged recently by a driver who refused to pay her fee, police said. The woman drove her car out of the yard, dragging the 43-year-old employee, police said. The man had minor scrapes and bruises and refused emergency medical services. The woman fled in a silver Honda Civic. Source: blockclubchicago.org.

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Competition Towing Reinstated to Contract

Competition Towing & Recovery was reinstated to Kokomo, Indiana’s, towing contract following a suspension that began in mid-May after concerns emerged about an election fraud case involving its owner, who has since been cleared of criminal wrongdoing. Allen Wilson, who owns Competition, was present in City Hall when the Kokomo Board of Public Works voted unanimously recently to reinstate the company—a development that likely brings an end to what has been a personally and financially destructive ordeal for Wilson. Board of Works President Randy McKay, prior to the vote, cited the Howard County prosecutor’s office decision not to charge Wilson with election fraud because of insufficient evidence to show any sort of intent to defraud the election process. McKay then recommended the board reinstate Competition to the towing contract; a unanimous vote in favor of the move

followed his recommendation. Competition’s reinstatement was effective immediately. Wilson said he was happy for his employees and “happy for the business and for my name to be cleared.” Wilson said he will be able to put one tow truck driver back to work who he had to lay off during Competition’s suspension from the towing contract. Source: kokomotribune.com.

County Reviews ‘No Cash’ Policy

The Montgomery County (Maryland) Department of Consumer Protection is reviewing whether tow truck companies are violating the law by refusing to offer cash change to customers. There are more than 200 complaints against D.C.-area towing companies since 2017. At least two Montgomery County tow companies have policies prohibiting customers from receiving cash change if those customers pay cash to retrieve their cars. Prestige Towing in Gaithersburg said it banned cash change partly to prevent employees from stealing the cash. Prestige has recently changed its policy. Fred Scheler, owner of Henry’s Towing in Silver Spring, said he prohibits cash change to prevent robberies at his tow lot. “I’ve had 10 other locations,” Scheler said. “Those other locations have all been held up and robbed. By having the customer give us exact change, the change is immediately dropped into a safe that they can’t open. We have not had robberies since then.” Scheler said his Virginia locations keep cash on hand, because local Virginia law requires it. He said Montgomery County’s law does not. “There’s a question as to whether or not that’s illegal, because the law provides that (tow companies) are not able to collect more than the maximum tow rates set by Montgomery County government,” Montgomery County Department of Consumer Protection Director Eric Friedman said. Source: nbcwashington.com.

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Yard Employee Dragged by Car

‘Towing Task Force’ Vetoed

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“The attorney general’s office has a system in place to handle such complaints, which is managed by the Consumer Complaint Division,” Parson said. “As I believe adequate protection already exists to address these matters, I cannot support the establishment of a redundant task force.” State Rep. Nathan Tate, who sponsored the bill, said the issue is not being addressed by the attorney general’s office and is why he was approached to file the bill originally. “The (towing) industry must see a need for it,” he said. “Clearly it’s a problem.” Source: emissourian.com.

Competition Towing Reinstated to Contract

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ATA: Driver Shortage Will Worsen

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the construction industry and restrictive regulations like hours of service. Source: ccjdigital.com.

Towman Airlifted from Scene

A Chehalis, Washington, tow truck driver was seriously injured Sunday evening after his vehicle rear-ended a second semi on Interstate 5. According to the Washington State Patrol, a rollback tow truck driven by a 27-year-old Chehalis man was headed northbound in the middle lane behind a 2000 Freightliner semi truck driven by a 51-year-old man from Hines Oregon. The Freightliner stopped for traffic, and the tow truck collided with its rear end. The driver of the tow truck was airlifted to Harborview Medical Center in Seattle after being extricated from the cab of the truck. The other driver was not injured. The crash was caused by inattention, and the Chehalis driver is facing a citation for following too closely. Source: chronline.com.

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